opportunities for canadian exporters of value-added wood...

Opportunities for Canadian Exporters of Value-Added Wood Products

in the Southwestern United States

Working Paper 96.13

By

Mukumoto Associates

Project Directors

Dr. Bill Wilson Deborah WeintraubCanadian Forest Service Canadian Consulate General506 West Burnside Road 550 S. Hope StreetVictoria BC V8Z 1M5 Los Angeles CA 90071-2627

December, 1996

Funding Support

Completion of this report was supported by the Canadian Forest Service, the Department ofForeign Affairs and International Trade and the Opportunity Identification Program (Program 5),Canada-British Columbia Partnership Agreement on Forest Resource Development: FRDA II.

Acknowledgments

The authors wish to thank Bill Wilson and Gregg Delcourt of the Canadian Forest Service fordirection, review comments and suggestions throughout the design and completion of this report.

Disclaimer

The views expressed in this report do not necessarily represent those of the Canadian ForestService, the Department of Foreign Affairs and International Trade or the BC Forest Service.

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EXECUTIVE SUMMARY

This study was undertaken to help small to medium sized, Canadian producers and distributors ofvalue-added wood products assess and develop markets for their products in the SouthwesternU.S.

• The shift toward an information based economy is giving more people the freedom to workand live in desirable locations. As a result, the Southwestern U.S. is growing in population atmore than double the national rate. California has the largest population in the Southwest, butNevada, Arizona, Utah, and Colorado are growing at much faster rates. Las Vegas is thefastest growing metropolitan area in the U.S. The Salt Lake City/Provo, Phoenix,Bolder/Denver/Colorado Springs, Reno, Sacramento, San Francisco/San Jose/Oakland,Riverside, and San Diego areas are also growing rapidly.

• The U.S. economy has been in a sustained positive trend since 1991 and still shows few signsthat might indicate a downturn is imminent. The economies of Nevada, Utah, Arizona, andColorado have been growing rapidly, and California is recovering from a severe, three-year recession.

• The long term trend for U.S. housing starts and consumption of related wood products ispredicted to be slightly downward for the next ten to fifteen years, because the baby boomershave been housed and there will be fewer new family formations during this period. Shortterm needs are likely to cause consumption of housing-related wood products to increase earlyin the next business upturn, followed by markets for furniture and other add-on woodproducts. In the mean time, non-residential construction, repair, and remodeling aresupporting the overall U.S. markets. Some regional markets, like the Southwest, are muchstronger than others in the flat to retrenchment overall scenario.

• Recent trade agreements and the U.S./Canadian softwood lumber agreement provide strongincentives for Canadian companies to shift from exporting primary wood products to the U.S.to exporting value-added wood products. A summary of the applicable U.S. tariff rates onCanadian value-added exports is provided in Appendix D.

• Most doors used in the U.S. are wood and the total value of wooden doors has not changedmuch during recent years. Within this market, however, there has been a strong shift towardthe use of molded fiber board faces and less expensive wood species.

• Window consumption in the U.S. has been shifting heavily away from wood toward vinylcoated wood and pure vinyl windows. Wood is holding up best in the areas of window framesand custom windows.

• Moulding consumption in the U.S. has been relatively stable and wood still dominates thismarket. There has been a shift toward the use of more paint grades, imported radiata pine, andother softwood species, due to the reduced availability of clear ponderosa pine from domestic

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suppliers.

• Hardwood flooring has been enjoying a strong resurgence in the U.S. due to improved, low-maintenance finishes and consumer preference for the appearance of wood. Tongue andgroove, strip flooring remains the long-term favorite style in the U.S.

• Wood furniture remains a large, stable market. High-quality, ready to assemble furniture ofgood design has been especially popular. Home office furniture, home entertainment centers,rocking chairs, kitchen furniture, and children's furniture have all been popular products.

• The market for cabinets remains large and has been slowly growing. Wood remains thematerial of choice for cabinets.

• There is also a large, stable market in the U.S. for wooden parts for use in furniture andcabinets. Large manufacturers of these products are the main buyers. Cabinet door anddrawer faces and assembled furniture frames have been the fastest growing items.

• Among the garden elements, there have been strong markets in the U.S. for wooden outdoorfurniture and for most items made from western red cedar, except shakes and shingles.

• Within all of these value-added products, there is a strong trend toward greater use of veneers,composite wood products, vinyl, and other materials wherever an acceptable product can beproduced for a lower cost than with solid wood.

• Clear, natural finishes are currently popular. Oak remains the long-term favorite woodspecies. Knotty pine is popular for children's and some rustic furniture. Maple is enjoyingstrong popularity and commanding a substantial price premium.

• Large tract developments are common in the fastest growing areas. Modern style, two-storyhouses are most popular both within and outside of tract developments. Most of the interiorof these houses is painted off-white and furniture and finish items are used to add interest andvariety to the household interior. Use of visible wood is most common in forested areas and itdecreases in urban and desert areas. Builder margins are thin and vulnerable to price volatilityon lumber inputs. The inclusion of value-added products is carefully scrutinized against theability to recover the costs.

• Many U.S. manufacturers and distributors of value-added wood products have been injured by “politically mandated” reductions in their wood supply. They resent what they believe isan unfair wood supply advantage enjoyed by other producing regions.

• Distribution of wood products is shifting toward greater use of large home centers, largegarden centers, and large retail complexes and middlemen are being eliminated to reducecosts.

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• Use of merchant wholesalers and manufacturer's agencies may be two of the most practicaldistribution systems available for small to medium sized Canadian manufacturers since theseorganizations assume most of the distribution responsibilities and allow the manufacturer tofocus on production.

• Las Vegas, Salt Lake City, Denver, Phoenix, Sacramento, and Riverside are rapidly growingareas which offer easier market entry and strong demand for value-added wood products thatare used in tract houses. With its relatively young and energetic population, the Salt LakeCity area is also a promising area for do-it-yourself wood products, such as wooden decksand fences as add-ons to new houses.

• Los Angeles, San Francisco, and San Diego areas have large numbers of older houses and,thus, are more promising markets for older style, solid wood products that are used in repairand remodeling.

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TABLE OF CONTENTS

EXECUTIVE SUMMARY.............................................................................................................. i

SOUTHWESTERN REGION OF THE U.S................................................................................... 1A. Demographics................................................................................................................. 1B. Economies ...................................................................................................................... 3

ARIZONA............................................................................................................... 3CALIFORNIA......................................................................................................... 4COLORADO........................................................................................................... 4NEVADA................................................................................................................ 5UTAH...................................................................................................................... 5

C. Income ............................................................................................................................ 6D. Sources of Demand for Value-Added Wood Products................................................... 7

VALUE-ADDED WOOD PRODUCT MARKETS IN THE SOUTHWESTERN U.S................. 9A. Doors ........................................................................................................................... 10

Market Structure.................................................................................................... 12Woods Used in Doors ........................................................................................... 14Channels of Distribution ....................................................................................... 15

B. Wooden Windows ....................................................................................................... 16Market Structure.................................................................................................... 16Channels of Distribution ....................................................................................... 17Imports of Wooden Windows ............................................................................... 17

C. Wooden Moulding and Trim ....................................................................................... 17Market Structure.................................................................................................... 18Channels of Distribution ....................................................................................... 20Imports of Wooden Moulding............................................................................... 21

D. Wooden Flooring......................................................................................................... 21Market Structure.................................................................................................... 22Woods Used in Hardwood Flooring...................................................................... 23Channels of Distribution ....................................................................................... 24Imports of Hardwood Flooring.............................................................................. 24

E. Wooden Furniture and Cabinets .................................................................................. 25Market Structure.................................................................................................... 25Wood Used in Furniture and Cabinets .................................................................. 28Channels of Distribution ....................................................................................... 30Imports of Wooden Furniture................................................................................ 31

F. Dimension Stock, Furniture Parts, and Cabinet Parts.................................................. 33Market Structure.................................................................................................... 33Woods Used in Hardwood Dimension Stock and Furniture Parts ....................... 34Channels of Distribution ....................................................................................... 34Imports of Hardwood Dimension Stock and Furniture Parts ................................ 35

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G. Garden Elements ........................................................................................................ 35Outdoor Furniture.................................................................................................. 35Fencing .................................................................................................................. 36Shingles & Shakes................................................................................................. 36Exterior Millwork.................................................................................................. 36Channels of Distribution ....................................................................................... 36

RESULTS OF SITE VISITS......................................................................................................... 37A. Visible Wood Uses and Preferences in Housing.......................................................... 37B. Changing Channels of Distribution .............................................................................. 38

USE OF THIS DOCUMENT........................................................................................................ 40A. Developing a Marketing Plan....................................................................................... 40B. Market Opportunities.................................................................................................... 40

REFERENCES CITED................................................................................................................. 41

TABLES IN BODY OF REPORTTable 1 - The 1994 Population and Average Annual Growth Rates Between 1970 and

1994 for the Five Southwestern States...........................................................2Table 2 - The Ten Major Metropolitan Areas in the Five Southwestern States with the

Fastest Population Growth Between 1980 and 1994.......................................2Table 3 - Per Capita Income in the Five Southwestern States in 1994...........................6Table 4 - Per Capita Income in 1993 and the Change Between 1990 and 1993 for

Selected Metropolitan Areas in the Five Southwestern States.........................6Table 5 - Value of Construction by Permit in the Five Southwestern States in 1994......8Table 6 - New Privately-Owned Housing Units Authorized by Permit in the Five

Southwestern States in 1994...........................................................................9Table 7 - The U.S. Market for Wooden Millwork in 1993............................................10Table 8 - Value of Shipments of Wooden Doors in the U.S. in 1992 and Changes

Since 1987.............................................................................................…......13Table 9 - Estimated Markets for Wooden Doors in the Five Southwestern States.........14Table 10 - Value of Doors, Door Frames, and Thresholds of Wood Imported into the

U.S. in 1994.....................................................….............................…...........15Table 11 - Estimated Markets for Wooden Windows in the Five Southwestern States...17Table 12 - Value of Wooden Moulding Shipments in 1992 and Change Since 1987.......19Table 13 - Estimated Markets for Wooden Moulding and Trim in the Five Southwestern

States in 1992.....................................................................….........................20Table 14 - Value of Imports of Wooden Moulding into the U.S. in 1994 by Country.....21Table 15 - Value of Wooden Flooring Shipments in 1992 and Change Since 1987.........22Table 16 - Hardwoods Used in Flooring in the U.S. in 1992..................................…......23Table 17 - Estimated Markets for Wooden Flooring in the Five Southwestern States.....24Table 18 - Value of Imports of Hardwood Flooring into the U.S. in 1994 by Country....24Table 19 - Value of the Wooden Furniture Market in the U.S. in 1993...........................25

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Table 20 - Value of Wooden Household Furniture and Cabinet Shipments in 1992and Change Since 1987.................................................................................26

Table 21 - Estimated Markets for Wooden Residential Furniture in the FiveSouthwestern States in 1992.........................................................................27

Table 22 - Estimated Markets for Upholstered Wooden Household Furniture in theFive Southwestern States in 1992..................................................................28

Table 23 - Wood Used in Wooden Furniture in the U.S. in 1992....................................29Table 24 - Hardwood Species Used in Furniture in the U.S. in 1992..............................29Table 25 - Percent of Furniture Sales Through Intermediaries in 1989............................30Table 26 - Percentage of Retail Wooden Furniture Sales by Type of Outlet in 1989.......30Table 27 - Value of Imports of Wooden Residential Furniture into the U.S. in 1994

and Change since 1990.............................................................…...................31Table 28 - Wooden Furniture Imports Into the U.S. by Source in 1994..........................32Table 29 - Estimated Markets for Cutstock, Dimension Stock, and Furniture Parts in the

Five Southwestern States.............................................................…...............34Table 30 - Estimated Markets for Wooden Garden Elements in the Five Southwestern

States............................................................................................…..............35

APPENDIX ATable 31 - 1994 Population and Average Annual Growth in Population Between 1988

and 1994 for Major Metropolitan Areas in the Five Southwestern States.......44Table 32 - Resident Population in 1994 by Age Groups in the Five Southwestern

States………………………………………………………………………...46Table 33 - Projected Population by Ethnic Group in the Five Southwestern States for

1995, 2000, and 2010...............................................................…..................47Table 34 - Value of Shipments in the Five Southwestern States in 1992 by

Manufacturing Group......................................................…...........................48Table 35 - Value of Shipments of Wooden Windows in the U.S. in 1992 and Changes

Since 1987..............................................................................….....................49Table 36 - Value of Shipments of Wooden Household Furniture in the U.S. in 1992

and Changes Since 1987...........................................................…..................50Table 37 - Value of Shipments of Upholstered Wooden Household Furniture in the

U.S. in 1992 and Changes Since 1987...........................................................52Table 38 - Value of Shipments of Hardwood Dimension Stock in the U.S. in 1992 and

Changes Since 1987...............................................................….....................53

APPENDIX BAssociations, Agencies, and Other Industry Groups........................................................55Trade Shows.................................................................................................…….............67Production Home Builders............................................................................…................75Department Stores.........................................................................................…...............79Home Centers.................................................................................................…..............83Building Material Retailers............................................................................…...............84Door and Window Manufacturers............................................................…...................88

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Regional Door and Window Wholesalers........................................................................95Regional Millwork Manufacturers..................................................................................98Regional Millwork Wholesalers....................................................................................100Flooring Retailers and Installers....................................................................................102Regional Household Furniture Manufacturers...............................................................106Regional Upholstered Furniture Manufacturers.............................................................111Regional Office Furniture Manufacturers............................................................….......113Regional Outdoor Furniture Manufacturers.........................................................….......116Regional Furniture Wholesalers............................................................................…......117Regional Furniture Retailers..................................................................................….....121Regional Cabinet Manufacturers......................................................................…...........125Regional Dimension Manufacturers..................................................................…..........128Regional Fence Manufacturers..........................................................................…......…133Garden Centers..................................................................................................……......135Nursery Product Wholesalers.............................................................................……......138Manufacturers' Sales Agencies...........................................................................….........140

APPENDIX CAdditional Sources of Information...............................................................................150Internet Addresses........................................................................................................156Distribution Terminology.............................................................................................159

APPENDIX DU.S. Tariff Structure on Canadian Exports of Selected Value-Added Products……161

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Opportunities for Canadian Exporters of Value-Added Wood Products

in the Southwestern United States

This study was undertaken to help small to medium sized, Canadian manufacturers anddistributors of value-added wood products assess and develop market opportunities for theirproducts in the Southwestern United States (U.S.). Products examined include doors, windows,moulding, flooring, cabinets, furniture, garden items, and parts for these products. This reportassumes that the reader has little or no export experience. The report contains substantialamounts of demographic, economic, and market data to save the reader the time required toassemble this information from scratch. All monetary values are presented in U.S. dollars. Sincemuch of the information needed to develop an effective marketing program is project-specific, itwill be necessary for the user to supplement the information presented here with additionalinformation developed from on-site visits, surveys, telephone calls, personal interviews, andother sources. Reasonable efforts were made to ensure the accuracy of the information presentedhere; however, the user is advised to check all critical information before using it to makeimportant business decisions.

SOUTHWESTERN REGION OF THE U.S.

This report considers markets for value-added wood products in the states of Arizona, California,Colorado, Nevada, and Utah only. For convenience, the term "southwest" is used to refer tothese states.

A. Demographics

A strong shift has been occurring in the economy and demographics of the U.S. The shift towarda small business and information based economy is providing an increasing number of workingpeople with the freedom to relocate to attractive places to live. An increasing number of retireesare also moving to attractive places. As a result, the 13 western-most states grew in populationby 9.1% between 1990 and 1995--faster than any other region of the U.S. and far above thenational rate of 5.6%. What's more, the West's growth is no longer confined to cities. Much ofthe growth is now shifting toward attractive rural areas.1

Arizona, California, Colorado, Nevada and Utah had a population of over 42,527,000 people in1994, which was 16% of the total U.S. population. With over 31 million people, California hadthree-fourths of the population in this region. The fastest growth rates, however, are occurring inNevada, Arizona and Utah. An economic downturn in California during the period 1991 to 1994resulted in a substantial emigration of people seeking employment opportunities and a better lifein nearby Western states. The 1994 population and 1970 to 1994 growth rates are shown inTable 1.

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Table 1 - The 1994 Population and Average Annual Growth Rates Between 1970 and 1994for the Five Southwestern States.2

1970-1994State 1994 Population Growth Rate

Arizona 4,075,000 5.4%

California 31,431,000 2.4%

Colorado 3,656,000 2.4%

Nevada 1,457,000 8.2%

Utah 1,908,000 3.3%

Southwest 5 42,527,000 2.8%

Total U.S. 260,341,000 1.2%

The fastest growing major metropolitan areas in these states are summarized in Table 2. The LasVegas metropolitan area grew 26.2% in population from 1990 to 1994. This made it the fastestgrowing metropolitan area in the U.S. during this period. Las Vegas is attractive to some people,because it is one of the few areas that still encourages the freewheeling entrepreneurship of theold west.

Table 2 - The Ten Major Metropolitan Areas in the Five Southwestern States with theFastest Growth in Population Between 1980 and 1994.2

1980-94Metropolitan Region 1994 Population Annual Growth

Las Vegas, NV 1,076,000 7.4%

Riverside/San Bernadino, CA 2,907,000 6.2%

Phoenix/Mesa, AZ 2,473,000 3.9%

Modesto, CA 407,000 3.8%

Bakersfield, CA 609,000 3.7%

Stockton/Lodi, CA 518,000 3.5%

Colorado Springs, CO 452,000 3.3%

Sacramento, CA 1,441,000 3.3%

Reno, NV 283,000 3.3%

Vallejo/Fairfield/Napa, CA 483,000 3.2%

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B. Economies

The U.S. economy has been in a sustained positive trend since 1991. Although this has been anunusually long positive trend, growth has remained within a sustainable range, and there are fewsigns of strains in the economy. As a result, there are no pressing indications that a serious downtrend is imminent. National housing and housing-related markets are generally strongest early ina business cycle, thus, most wood product markets are experiencing modest strength to minorweakness at this time. A normal pattern would be for national wood product markets toexperience a decline before the next major boom.3 Real estate is, however, a very local market. Hidden within these mediocre national averages are some booming local markets, like LasVegas, Salt Lake City, and Riverside.

A number of recent trade agreements have strongly affected U.S. involvement in the internationaltrade of wood products. The World Trade Agreement, which was ratified on April 15, 1994,created the World Trade Organization (WTO) and the General Agreement on Tariffs and Trade(GATT). The WTO now has over 120 members, including the U.S. and Canada. Its operationsand agreements, including GATT, are progressively reducing tariffs and other barriers tointernational trade in a wide array of products, including wood products. The North AmericanFree Trade Agreement (NAFTA) was established pursuant to GATT and it is designed topromote free trade between the Unites States, Canada, and Mexico.4

In contrast to the strong overall trend toward free trade, the five year U.S./Canada softwoodlumber trade agreement, which was signed on May 29, 1996, was designed to restrict the exportof Canadian, softwood lumber into the U.S. This agreement imposes progressively punitivetaxes to discourage exports of more than 14.7 MMMBF of Canadian softwood lumber (90% ofthe 1995 exports) to the U.S. each year. Exemptions to the tax are provided to companiesproducing less than 10 MMBF annually and for the quarter following any full quarter whereEastern Spruce Pine Fir #1&2 2x4, delivered Great Lakes, averages $405 or more according toRandom Lengths. Substantially remanufactured items like shakes, shingles, mouldings, laminated veneer lumber, pallets, furniture, and windows are exempt from the quota. This newquota system has many implications and should be monitored closely by Canadian exporters. The threat or reality of supply limitations and additional taxes are likely to increase the price ofwood products, especially during strong markets. Canadian producers of less than 10 mmbf peryear are exempt from this system and, thus, free to take advantage of the higher prices. Becausethe volume restrictions are based on board feet and certain additionally manufactured productsare exempt, Canadian exporters will also benefit by shifting exports toward higher priced andmore completely manufactured products.5

ARIZONA - Arizona's economy may have settled down somewhat after decades of viciousswings. Gyrating cattle and copper prices caused the swings decades ago. They were replacedby real estate booms and busts during the 1980's and early 1990's. Manufacturing of high-techelectrical, communications, and aeronautical items are now the state's main industries and have

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substantially diversified the economy. Arizona ranks fifth in the nation in job growth. Thegrowth in population and construction, although rising at more than twice the national averagerates, appears to be more steady and sustainable, though, the state is now vulnerable to a majorbust in high-tech manufacturing. The strongest portions of Arizona's economy are concentratednear Phoenix.6

CALIFORNIA - After decades of strong economic growth, the economy of Californiaexperienced a severe recession from 1991 to 1994. Among the causes of the decline were a weaknational economy, severe defense spending cuts, and the burden of heavy state regulation onbusinesses. California has reduced business regulation and now gives tax credits for businessinvestments, research, and startups. A slow, sustained recovery in the state's economy has beenoccurring during the last two years. California's economy is now growing faster than the nationalaverage. There has been a strong restructuring in the state's economy away from aerospace anddefense toward high-tech, show business, and international trade. California now is home toone-third of the nation's high-tech electronics and biotechnology industries. These industries arefocused on developing new, state-of-art technology, not on assembling parts. Although thesebusinesses have strong, long-term prospects, they are volatile and heavily dependent on a strong,international economy for markets and venture capital to finance additional research anddevelopment. In southern California, the entertainment industry continues to expand briskly. Los Angeles-Long Beach is the busiest port in the nation, and San Francisco ranks fourth. Theseports are tied heavily to trade with Asian and Latin American countries.

Recovery within the state has been uneven. The San Francisco/San Jose/Oakland, San Diego,and Sacramento economies are now above their pre-recession peaks, while Los Angeles andOrange counties have regained only half of the jobs they lost during the recession.7

Improving economic conditions have slowed the emigration of workers and pent-up demand is now fueling a resurgent housing market in some parts of California. House prices, whichreached double the national average at their peak in 1989, fell back as much as 30% in the LosAngeles and San Diego areas during the recession. Real estate prices and construction startshave all hit bottom and started to climb. Home quality and prices remain highest in the SanFrancisco and coastal Los Angeles-San Diego areas. Median home prices in Riverside and SanBernadino counties are significantly lower than the statewide median and the housing recovery inthese areas is largely based upon enthusiastic buying by Hispanic emigrants.8 California nowbuilds and remodels more homes than any other state in the nation.9

COLORADO - Colorado has the most diverse range of industries of any state in the U.S. Economic growth has been steady and strong. Colorado’s economy is now driven by serviceindustries, which provide jobs for approximately 82% of the State’s non-farm work force. Tourism is growing rapidly. Colorado's manufacturing sector has a strong high-tech component,but the two primary components are food and kindred products and printing and publishing. Themining industry, which includes oil and gas, coal, and metal mining, was important to Colorado’seconomy, but now employs only 1.2% of the work force. Home and commercial constructionactivity has been fairly robust and has reflected the steady inflow of new residents who have been

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attracted by employment opportunities.10

NEVADA - Nevada's economic growth rate continues to outpace all other U.S. states by a largemargin. The social climate in Nevada is unique. Behavior is often characterized by a strong spiritof individual freedom, speculation, and occasional intemperance which is reminiscent ofprospecting in the old west. Gambling and entertainment directly account for approximately one-fourth of the employment in Nevada and this industry continues to grow steadily, although muchof the apparent growth by new, mega-casinos is cannibalized from smaller and older facilities. Gambling and entertainment are discretionary spending and, as such, are vulnerable to severeeconomic recessions. While gambling dominates Nevada's economic structure, a diversemanufacturing industry has become a significant component of the economy. Construction isalso a substantial portion of the economy and is growing through building mega-casinos, newbusinesses, and housing for the rapidly expanding population. Unlike other fast growing westernstates, Nevada's growth is concentrated in metropolitan areas.11

Nevada has been aggressive about attracting new businesses. Gambling taxes meet much of thestate's financial needs, so the remaining tax burden is low. For example, there are no corporateor personal income taxes, no inventory taxes, and low real estate taxes. The State also offersnumerous financial incentives and a light regulatory burden to new businesses. Foreign TradeZone #89 in Las Vegas allows international importers tax free storage, remanufacturing, andforwarding of out-of-state products. Both Reno and Las Vegas are served by Union PacificRailroad and have good highway linkages to most major cities in the Southwestern U.S., thus,they have become hubs for warehousing and distribution. Since casinos require large quantitiesof supplies but have no tangible export, cheap backhauls are available on underloadedtransportation vehicles leaving the state.12

UTAH - Utah is second only to Nevada in its economic growth rate. Utah, however, is verydifferent socially from Nevada. Utah has a large and active Mormon population, which ischaracterized by strong religious beliefs, large families, hard work, and conservative behavior. Large families provide a young, aggressive work force. Because of its youth, much of this workforce is working for relatively low wages.

Utah's economic growth is being led by the service sector. Manufacturing is also important andincludes aerospace, software, and medical instruments. Utah is home to computer software giantWord Perfect. Utah also relies heavily on natural resource extraction, including agriculture, coal,oil, natural gas, and copper. An abundance of outdoor recreation areas and world class skiingsupport a growing tourism industry. There is a strong construction sector as a result of strongeconomic and population growth. There have been some economic disappointments lately,including Micron Technology's suspension of construction on a giant, new manufacturing plantand a number of defense spending cuts. Unlike the earlier situation in California, however, thesecuts have occurred in an otherwise booming regional economy. This should help ease theirimpact and the pressure of a severe labor shortage. Utah will host the 2002 Winter Olympicswhich should provide additional support to the construction industry and service economy.2, 10

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C. Income

In 1994 the personal per capita income in Nevada, California, and Colorado exceeded thenational average. In Arizona and Utah it fell below the national average. The percentage growthin per capita income in all five states was less than the 219% achieved by the U.S. during theperiod 1980 to 1994. The southwestern economy was hit hard by the aftermath of the collapse inoil prices in 1974, especially in Colorado, Nevada and Utah. Major reductions in defensespending starting in 1992 were a major blow to the California economy. Low wage rates formany of the new service jobs in these states have also been a significant drag on per capitaincome. The per capita income for the southwestern states in 1994 is presented in Table 3.

Table 3 - Per Capita Income in the Five Southwestern States in 1994.13

1980-94State $ ChangeArizona 19,001 205%California 22,493 215%Colorado 22,333 119%Nevada 24,023 208%Utah 17,043 193%Total U.S. 21,809 219%

Within the southwestern states, there is considerable variation in per capita income between themajor metropolitan areas. The highest in 1993 was San Francisco/Oakland/San Jose at $27,293. The growth in income in 1990-1993 was highest in Salt Lake City, at 14.6%. The per capitaincome in 1993 for other representative metropolitan areas in the Southwest is given in Table 4. Of course, these per capita income figures do not consider the cost of living in each area.

Table 4 - Per Capita Income in 1993 and the Change Between 1990 and 1993 for SelectedMetropolitan Areas in the Five Southwestern States.13

1990-93Metropolitan Area $ ChangeSan Francisco/Oakland/San Jose 27,293 10.2%Denver/Boulder/Greeley 23,463 13.9%Los Angeles/Riverside/Orange County 21,388 3.5%Sacramento/Yolo 20,969 8.8%San Diego 20,950 6.2%Phoenix/Mesa 19,853 10.8%Salt Lake City 17,481 14.6%

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D. Sources of Demand for Value-Added Wood Products

The demand for value-added wood products is driven by many complex factors. Construction ofnew housing is usually the largest source of demand for these products. New housing starts havealways been a volatile market that tends to be strongest early in a business cycle when interestrates are lowest and, consequently, new houses are most affordable. Mid-priced, single familyhousing has been especially volatile, since it is marginally affordable to most of its buyers andaffordability is quickly blocked by an economic downturn or rise in interest rates. Wealthyindividuals on the other hand can usually afford to build expensive houses when then choose. Government subsidies and shifts to more affordable houses supports low-priced housingconstruction during hard times.

Housing starts in the U.S. peaked during the 1970's at approximately 2 million starts per year. Starts have declined to approximately 1.4 million units in 1996. The outlook is for a furtherdecline to slightly more than 1 million units starts per year during the next decade. The primarycause of this decline has been the weak demographic underpinnings of housing demand. Essentially, the baby boom population has been housed and there will be fewer new families inthe U.S. needing housing during the next decade or more. Single family homes use the most andhighest quality wood products per housing unit. Wood use and quality progressively decline inthe shift to multifamily housing and then to mobile homes. Increasing house size and a shifttoward single family housing have helped stem the decline in the use of value-added solid woodproducts in housing, but this has been more than offset by a shift toward the use of composite andnon-wood products. Consumption of products like doors, windows, moulding, and flooring areclosely tied to new housing construction. Residential interior furniture, as well as gardenelements (fencing, outdoor furniture, decking, etc.), usually trail new housing construction. Most people buy basic furniture for their new houses, then add more furniture and the otheramenities over time as they can afford them.14

Expenditures for residential repair and remodeling (R&R) in the U.S. surged between 1984 and1986 and have been maintained at just below $100 billion per year since then. During a fewshort periods in recent years, R&R has been a larger market for value-added wood products thannew housing construction. Additions and alterations, the most wood-intensive sector of R&Rexpenditures, have climbed rapidly during recent years. R&R remains fairly strong even duringeconomic downturns because people commonly choose to fix up their present house duringperiods when they cannot afford a new house. Aging of the housing stock (the average house inthe U.S. is now almost 50 years old), high turnover of existing houses, and increasing self-sufficiency by do-it-yourself workers (DIY's) are all supporting this market. DIY's tend todecrease after people reach 35 years of age, but remodeling remains strong through the 50's. Themain change is that sales are to remodeling contractors rather than DIY's. The age structure ofthe U.S. indicates that the R&R market will remain strong during the next decade. The mostpopular R&R projects currently are: makeovers of kitchens and bathrooms and addition of mediarooms, exercise rooms and bathrooms. Cabinets, decking, planters, and outdoor furniture arecommonly used in R&R projects.12, 15, 16

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There are also numerous non-residential markets for value-added wood products. Industrialproduction consumes a lot of wood products in the form of packaging and handling materials,like pallets and crates. The industrial market for wood products has been well correlated withthe gross domestic product. Non-residential building construction (office, retail, industrial, andgovernment construction) use much less value-added wood products than residentialconstruction. Non-residential construction declined by approximately 17% annually during 1991to 1993 in response to overbuilding, an economic slowdown, and the removal of tax breaks. Ithas since recovered to its previous level of approximately $100 billion annually and is likely tostabilize at about this level.

Household furniture sales have been weakening since the end of 1993 as a result of declininghousing construction and weak consumer spending on durable goods. Household furniture salesare likely to remain weak, until the next building boom stimulates demand for new furnishings. Office furniture sales have outpaced home furniture sales since 1993 due largely to strongdemand for computer desks and related items for use in the rapidly increasing number of homeoffices.12

The value of construction authorized by permit, by type, for the five southwestern states in 1994is shown in Table 5.

Table 5 - Value of Construction by Type of Permit in the Five Southwestern States in 1994($ Millions). 13

State Residential Industrial Office Stores Other Total

Arizona 5,075 133 121 268 772 6,369

California 11,937 589 501 1,432 6,886 21,345

Colorado 3,906 96 133 225 983 5,343

Nevada 2,185 45 137 141 1,014 3,522

Utah 1,717 114 116 205 469 2,621

Southwest 5 24,820 977 1,008 2,271 10,124 39,200

Total U.S. 123,278 6,457 7,247 14,388 56,956 208,326

Residential construction comprised 63% of all construction authorized in these southwesternstates in 1994. The "Other" category in Table 5 included residential and non-residentialadditions and alterations; residential non-housekeeping buildings; residential garages andcarports, not shown separately; and other types of construction not shown separately. Californiaaccounted for 48% of the residential construction in the five states, yet had over 70% of thepopulation.

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New, privately-owned housing units authorized in the five southwestern states in 1994 are shownin Table 6.

Table 6 - New Privately-Owned Housing Units Authorized by Permit in the FiveSouthwestern States in 1994. 13

(000 Units) Valuation ($ Millions) Single Multi- Single Multi-

State Family Family Total Family Family Total

Arizona 42.1 9.7 51.8 4,560 515 5,075

California 77.8 19.2 97.0 10,569 1,368 11,937

Colorado 29.3 7.9 37.2 3,422 484 3,906

Nevada 22.9 8.2 31.1 1,818 367 2,185

Utah 14.7 3.9 18.6 1,524 193 1,717

Southwest 5 186.8 48.9 235.7 21,893 2,927 24,820

Total U.S. 1,068.5 303.1 1,371.6 109,294 13,984 123,278

Single family residential units were 79% of the total number of units authorized in thesesouthwestern states in 1994, and 88% of the valuation.

VALUE-ADDED WOOD PRODUCT MARKETS IN THE SOUTHWESTERN U.S.

The U.S. is the largest market for wood products in the world. However, major changes areunderway that dramatically affect this market. Political pressure groups have succeeded inlargely removing public forest lands in the Western U.S. from commercial timber production. Private industrial timber lands in the West are being utilized beyond capacity and cannot makeup the shortfall in timber. The available supply of mature ponderosa pine that provides cutstockand moulding stock is nearly exhausted and imported radiata pine from Chile and New Zealandis rapidly replacing it in these products. Medium density fiber board (MDF) is increasinglysubstituted for pine in doors, cabinets and furniture. Supplies of mature red cedar are largelydepleted in the Pacific Northwest, and markets depend upon British Columbia for cedar lumberand wood products. Wooden residential furniture which was traditionally made around HighPoint, North Carolina; Jasper, Indiana; and Grand Rapids, Minnesota is increasingly beingproduced in Taiwan, and more recently in China using U.S. wood species. Canada has been themajor foreign supplier of solid wood, wood chips, pulp, and paper to the U.S., supplyingapproximately one third of these markets. NAFTA trade agreements are making cross bordertrade of value-added wood products easier and more efficient, while the U.S./Canadian SoftwoodLumber Agreement is discouraging trade in primary wood products.

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THE U.S. MARKET FOR WOODEN MILLWORK

Millwork is a category of products that add value to lumber. Cut stock (parts); doors, windows,and their frames; mouldings; and a variety of special products are examples of millwork. Thevalue of shipments of the major classifications of millwork in 1993 is shown in Table 7.

Table 7 - The U.S. Market for Wooden Millwork in 1993 (U.S. $ Millions).

Softwood cut stock 819.0

Hardwood flooring 798.1

Hardwood dimension stock (cut stock), furniture parts, & vehicle stock 928.1

Hardwood furniture frames for household furniture 299.1

Hardwood dimension and flooring, nsk 441.7

Wooden windows & doors, and their frames 5,887.8

Wooden mouldings 1,606.9

Other millwork, including stair work & exterior millwork 996.7

Millwork, nsk 1,828.7

Total wooden millwork 13,606.1

A. Doors

Wooden doors were a U.S. $2.8 billion business in the U.S. in 1993. Two thirds were residentialdoors and one third were garage doors, screen and storm doors, louvered and bi-fold doors(mostly for closets and storage spaces), sliding and swinging patio doors, etc. Residential doorsare broadly classed as exterior and interior. Exterior doors are 1 5/8" in thickness and interior are1 5/16". The standard height for all residential doors is 80". Exterior doors are normally 36" inwidth. Interior doors are available in standard widths of 18", 24", 28", 30", 32", and 36". The30 and 32" are the most commonly used widths in interior doors. There are three types of residential doors: panel, flush with hollow cores, and flush with solidcores. Panel doors are made using many pieces of wood doweled and glued together with insetpanels or glazed openings. Two long pieces along each side are called “stiles.” Together with thepieces forming the top and bottom of the door, or “rails”, they are the most difficult to get. Allpieces in a panel door must be clear wood free of defects. But because clear wood is increasinglydifficult to get, some compromises have now become acceptable. Increasingly, stiles and railswith finger jointed cores covered by clear veneer are permitted. Laminated panels are alsobecoming common.

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Flush doors with hollow cores are the most common door for interior use in homes and offices. They were originally made with solid wood stiles and rails and with thin plywood faces andbacks, or “skins.” Today, cardboard “honeycombs” or strategically placed blocks of wood arenormally used in the hollow core to add some strength and rigidity. Most such doors used in theU.S. are made in four factories in northwest Indiana and southwest Michigan. The process ishighly automated and each plant produces thousands of doors daily. Prices for these doors arevery competitive and raw material costs are critical. Pine or Douglas fir were traditionally usedfor the stiles and rails of flush doors, but as the prices for these woods have increased, white firand other less expensive woods have been substituted. Now all solid woods are relativelyexpensive and about 50% of the flush doors are being made with MDF stiles and rails. Inaddition to the big factories serving the national market, small door plants also serve localmarkets, existing on freight savings.

Flush doors with solid cores are also used for exterior entrances and on interior openings, wherethey provide fire barriers. Originally, the solid cores were solid wood residues laminatedtogether. Because of the labor involved in the laminating of residues, these cores have beengradually replaced by low density fiber board, where applications permit. Flush solid core doorsmay now have stiles and rails of MDF and cores of low density fiber board or particleboard.Small blocks of wood may be added to better hold the screws securing locks and hinges to thedoor, and to permit openings for small windows. Decorative moulding or “plant-ons” are oftenattached to the face of flush doors with solid cores to add interest to their appearance.

A relatively new product combines the attractiveness of panel doors with the low productioncosts of flush doors. High density fiber board (hardboard) is pressed in contoured platens toproduce “molded door skins” (MDS). These MDS's are used as skins on reinforced hollow coredoors to produce products, that when painted, are very difficult to distinguish from solid woodpanel doors. Prices are similar to the much less expensive flush door with hollow core. Doorswith these MDS's are very popular for interior use in homes with exterior panel doors of acompatible style.

Wooden louvered and bi-fold doors are normally used in the interior of homes on closets orstorage areas. They are available in a wide range of standard sizes. Most of them are importedfrom Asia, especially Indonesia, Malaysia and the Philippines, where they are made using highlyautomated processes.

Screen, storm, and combination doors are now almost all made from aluminum or steel. However, wood is winning back the patio door market that was nearly lost to aluminum. Woodpatio doors with double-paned glass and good plastic weather stripping provide much betterinsulation and eliminate the condensation that is a serious problem with aluminum doors andframes.

One or more garage doors are needed on almost every new single family home. This is a marketfor almost one million doors per year in the U.S. Most two-car garages today use a door 94 1/2"

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high x 192 1/4" wide and 1 5/8" thick. Single-car doors are 107 3/4" wide. Each door isnormally composed of four horizontal sections 21" x 192 1/4" that are fastened together withhinges. Garage doors may be flush or panel in construction. Construction of the door sections issimilar to the construction of residential doors. Steel has also made in-roads into the market forgarage doors. Garage doors are made by medium sized plants that serve the surrounding region.

Market Structure

The value of wooden doors shipped in the U.S. in 1992 and the percent that these shipmentschanged between 1987 and 1992 is presented in Table 8. Shipments of U.S. $1.5 billion worth ofwooden passage way doors did not change significantly during this five year period. However,there were some significant, internal shifts in the market. Shipments of wooden panel doors madewith species other than pine and Douglas-fir increased a robust 182%. Flush doors with hollowcores and hardboard faces increased 72%. This increase is largely attributable to doors withmolded door skins. Flush doors with solid cores, softwood and other faces also grew 64%. Thebig losers were flush doors with hollow cores and plastic faces.

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Table 8 - Value of Shipments of Wooden Doors in the U.S. in 1992 (U.S. $ Millions) andChanges Since 1987 (Percent).2

1992 PercentValue Change

Wood doors, interior & exterior, including those with glazed sections

Panel type: Douglas fir 165.5 (19)

Western pines 233.7 (27)

Other species 111.5 182

Flush type, hollow core: softwood faces 56.3 13

Hardwood faces, including lauan, birch, oak, etc. 251.9 (5)

Hardboard faces 168.1 72

Other faces 23.7 (77)

Flush type, solid core: hardwood faces, including lauan, birch, oak, etc:

Solid wood core 105.5 31

Solid composition core 206.3 12

Hardboard faces 16.1 (58)

Softwood and other faces 55.2 64

Wood doors, including those with glazed sections, nsk. 111.5 20

1,505.4 0

Other wood doors, including garage, storm, etc.

Garage doors of wood 119.6 (58)

Screen doors, & combinations screen & storm doors 20.8 (34)

Louver doors 39.0 (27)

Bi-fold doors 104.5 (18)

Patio doors: sliding 237.7 (12)

Swinging 198.6 N/A

Other wood doors, including storm, cabinet, toilet, grain, etc. 216.1 3

Other wood doors, including garage, screen, storm, nsk. 34.6 111

970.9 (2)

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Shipments of "Other Wood Doors" were valued at U.S. $971 million in 1992, down two percentfrom 1987. The only winners here were miscellaneous and specialty doors, up 111% and 3%,respectively. The major losers were garage doors of wood, down 58%; screen and storm doors,down 34%; and louver doors, down 27%. The 1992 value of patio door shipments is notavailable, but these doors almost certainly did better than most of the other doors in this “OtherWood Door” category. In 1992, U.S. manufacturers shipped wood doors, interior and exterior,including those with glazed sections, worth U.S. $1,505 million. Imports of wood doors andframes were U.S. $84 million, and exports were U.S. $132 million in 1992. This indicates anapparent consumption in the U.S. that year of wooden doors worth approximately U.S. $1,457million. A rough estimate of the size of the market for wooden doors in the five southwesternstates in 1992, based upon national per capita consumption, is given in Table 9.

Table 9 - Estimated Markets for Wooden Doors in the Five Southwestern States (U.S. $Millions).

Gross State PurchasedState Market Production Outside

Arizona 21.9 29.1 (7.2)

California 176.5 83.6 92.9

Colorado 19.8 7.7 12.1

Nevada 8.3 0 8.3

Utah 10.3 2.7 7.6

Southwest 5 236.8 123.1 113.7

These market estimates are conservative because the rapidly growing population in this areawould need more wood products and furniture per capita than the national average.

Woods Used in Doors

Most doors were made from softwoods because of cost and stability of the wood, but mostpeople prefer the appearance of hardwoods. In 1992, Douglas fir and western pines were used in78% of the panel doors shipped, as shown in Table 8. Other species include other conifers, suchas spruce and fir, as well as all hardwoods. Eighty-two percent of the flush doors had hardwoodfaces. Doors come in two grades, paint grade and stain grade. Most doors are painted. Many ofthe doors shown with hardwood faces, are actually lauan, which will be painted. People paymore for stain grade doors, so they can stain them and enjoy the beauty of the wood. Staineddoors normally match stained door and window frames, mouldings and other trim in the house. Oak is the hardwood preferred for stained doors in the U.S. market.

Garage doors serve primarily regional markets and use more regional woods. Western hemlock

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is the dominant species on the West Coast for this use. In the eastern half of the country,southern pine is the favored species. Louvered and bi-fold doors are largely made in SoutheastAsia and use lauan, or similar woods.

Channels of DistributionPassage way doors are almost always purchased “pre-hung”, and often also “primed”. A verylarge industry has arisen to pre-hang and pre-finish doors in transit from mill to job site. These“pre-hangers” either buy the doors, process them and resell them, or process them for a fee forthe buyer. In this latter instance, the pre-hanger does not take ownership of the doors. In eithercase, most doors go from the manufacturer to a pre-hanger, who processes them, and sends themon to wholesalers, large tract builders, or to large retail chains. Large tract builders and largeretail chains are most likely to buy the doors directly from the factory and have them pre-hung intransit. Smaller passage way door plants are more likely to do their own pre-hanging and pre-priming in plant. They sell to wholesalers, retailers, or often, have show rooms and sell directlyto home owners and small contractors. Most garage doors are made in smaller plants and arealso distributed in this way.

Doors are imported by importer/wholesalers, then introduced into the distribution channelsoutlined above. With the new NAFTA trade agreement, doors from Canada and Mexico aredistributed throughout North America through much the same channels as described for domesticdoors (see Appendix D for U.S. tariff rates). Large retail chains are likely to have their ownimporting departments and buy directly from overseas manufacturers in large quantities.

The value of doors, their frames, and thresholds of wood (C.I.F. value basis) imported into theU.S. in 1994 is shown in Table 10.

Table 10 - Value of Doors, Door Frames, and Thresholds of Wood Imported into the U.S. in1994 (U.S. $000s).17

Value Percent Value Percent

Canada 49,069 30 Costa Rica 8,028 5

Mexico 19,070 12 Rep. SA 5,822 4

Malaysia 18,605 12 Phil. Rep. 4,887 3

Brazil 18,161 11 Taiwan 4,519 3

Indonesia 10,540 7 Other Countries 12,778 8

Chile 9,702 6 Total 161,181 100

The top five countries supply 72% of the imported doors, with Canada accounting for 30%. There is a growing market in the U.S. for laminated door and window parts. Since it is becomingvery difficult and expensive to get the long clear pieces of wood required for door stiles and rails,

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window parts, and door and window frames, the industry is moving to the use of finger jointedand laminated stock for such parts. The core of these parts is made from finger jointed andlaminated stock. Clear veneer is then laminated to the faces to produce a part that appears to beentirely clear wood. Gluing and machining done to make these parts must be of the highestquality.

B. Wooden Windows

The market for wooden windows in the U.S. has been heavily penetrated by alternative materialsin recent years. Windows made of wood, coated with paint, and glazed with putty lostsubstantial market share to aluminum windows a couple of decades ago, especially in the lowerprice ranges. In recent years, wood sashes have commonly been wrapped with vinyl. Nowpolymer chemistry has improved to the point where excellent window frames are made entirelyof vinyl. Increasing costs of pine and other suitable woods have encouraged substitution withthese less expensive materials. Now wood, or mostly wood, windows and sashes are relativelyexpensive and are found mostly in the upper end of the market and in repair and remodelingapplications.

The wood window industry is dominated by three large producers in the U.S., Anderson andMarvin in Minnesota and JELD-WEN with plants in several western states. JELD-WEN hasbeen especially aggressive in buying medium sized wooden window and door producers in theWest, further consolidating the industry.

Wood windows were once made almost exclusively of white pine and ponderosa pine. Thewood was clear, straight, and free of defects. This material came from large, old growth timber. As the demand for this material grew to exceed supplies, prices went up and other materials weresubstituted. Most wood windows now are of finger jointed wood. Increasingly, this wood isradiata pine in the form of cutstock from Chile and New Zealand.

Market Structure

The value of wooden windows shipped in 1992, together with the percent that these shipmentschanged between 1987 and 1992, is shown in Appendix A, Table 35. Shipments of woodwindow units totaled U.S. $2,378 million in 1992, up 19% from 1987. Wood sash, excluding thewindow units, came to U.S. $71 million, down 21% from 1987. Wood window and door framesshipped in door units, nsk, did better at U.S. $448 million, up 25%. Among individual products,horizontal sliding wood window units increased 93% over the five year period. Knock-down andopen wood sash, excluding window units, were up 42%. On the downside, wood sash, excludingwindow units, nsk, were down a substantial 87%, and glazed wood sash, excluding windowunits, were down 38%.

Based on per capita consumption of wooden windows in the U.S. in 1992, the estimated size ofthat market in the five southwestern states in 1992 is given in Table 11.

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Table 11 - Estimated Markets for Wooden Windows in the Five Southwestern States in1992 (U.S. $ Millions)


Arizona 35.7 4.0 31.7

California 288.1 11.1 277.0

Colorado 32.3 19.4 12.9

Nevada 13.6 0 13.6

Utah 16.9 0 16.9

Southwest 5 386.6 34.5 352.1

These states produced only about 9% of the wooden windows that they consumed in 1992. Therest came mostly from Minnesota, Oregon, and Washington.

Channels of Distribution

Wooden windows generally are sold by manufacturers to wholesalers, retailers, buildingcontractors and homeowners. Large retail chains are major outlets for windows, as well as fordoors. Most building material yards carry, or will special order, windows for their customers. Increasingly, producers are emphasizing custom windows for specific job sites. These are specialordered through the normal channels, or in some cases, are sold directly from a manufacturer-owned store to a contractor or homeowner.

Imports of Wooden Windows

Windows are very bulky for overseas shipment, and most of them that are imported into the U.S.come from Canada and Mexico. Imports in 1994 totaled U.S. $37.6 million, of which, Canadasupplied U.S. $30 million (79%); Mexico U.S. $4.4 million (12%); Germany U.S. $1.8 million(5%); and all other countries U.S. $1.7 million (4%). Canada was also the largest buyer ofwooden window exports from the U.S. in 1994, taking U.S. $24 million (59%).

C. Wooden Moulding and Trim

Mouldings add function and beauty to homes. Functionally, they cover the space wherehorizontal and vertical surfaces meet, overcoming construction deficiencies, such as rooms out ofsquare, gaps, or unevenly applied dry wall panels. As decoration, they add visual interest to flatsurfaces and protect delicate wall coverings. There are 350 profiles or patterns that comprise thestandard “WM Series”, of the Wood Moulding and Millwork Manufacturer’s Association.

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Moulding sales dropped precipitously in the 1950's with the large scale use of dry wall panels,which replaced traditional lathe and plaster and reduced the need to cover gaps. Since then,growth in moulding use has been mostly due to consumer preferences for the appearance andvisual interest that mouldings add to a room. Seventy-five percent of mouldings are made from coniferous woods, mostly pine from thewestern U.S. These mouldings are used extensively in residential housing. Demand has out rundomestic supplies of pine and other softwood species. Imported radiata pine and MDF areincreasingly being used for this purpose. The remaining 25% of the moulding is made usinghardwoods. Domestic oak and imported lauan (or “mahogany”) are the favored species.Hardwood moulding is used in more expensive residential housing, and in commercial andpublic buildings, such as restaurants, hotel lobbies, and banks.

Classification as “architectural moulding” has more to do with the pattern than the kind of wood. A certain pattern of moulding will be specified by the architect to run throughout a building orproject. These are often large, complex patterns from a certain period, such as “colonial”. Oakor paint grades are normally used. They are also used in some upper-end homes, but more oftenin offices, banks, casinos, and hotel lobbies.

Market Structure

The major categories of wooden moulding are given in Table 12.

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Table 12 - Value of Wooden Moulding Shipments in 1992 (U.S. $ Millions) and ChangeSince 1987 (Percent).18

1987-921992 % Change

Wood moulding, except pre-finished moulding frompurchased moulding 1,126.7 4

Softwood, including softwood covered with metal, plastic, etc.Pine 661.6 (17)Other softwoods 113.5 29

Hardwood (including lauan) and hardwood covered with metal,plastics, etc. 279.4 98

Wood mouldings, except pre-finished mouldings made frompurchased mouldings, nsk 72.2 28

Pre-finished wood mouldings made from purchased mouldings 151.2 18

Softwood, including softwood covered with metal, plastics, etc. 102.3 13

Hardwood (including lauan) and hardwood covered withmetal , plastics, etc. 15.3 (41)

Pre-finished mouldings made from purchased mouldings, nsk 33.7 201

Table 12 shows that non-finished pine mouldings are the major product. The use of pine hasdeclined 17% between 1987 and 1992 as wood supply limitations decreased availability andincreased prices. Pre-finished wood mouldings, which include those made from MDF, hascorrespondingly increased by 201%. More finger joined pine is being used in pre-finishedmouldings.

Shipments of non-finished hardwood mouldings have increased 98%, while the pre-finishedhardwood mouldings decreased by 41%. As hardwoods have become more expensive, they areused more for decorative purposes, and less as a cheap substitute for softwoods in pre-finishedmouldings. MDF has played a significant role in this decrease in the use of hardwoods.

In North America, many laminating and pre-finishing plants exist as independent companies thatperform their services on material in transit. Moulding produced in East Texas may stop inMemphis for pre-finishing on the way to a customer in Chicago. The pre-finisher/laminator mayprovide their service for a fee, with the producer retaining ownership, or the laminator may buybare moulding and pre-finish it per customer order. This is the reason for the “Pre-finished woodmouldings made from purchased mouldings” category in Table 12.

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The estimated market size for wooden mouldings and trim in the five southwestern states in 1992is given in Table 13.

Table 13 - Estimated Markets for Wooden Moulding and Trim in the Five SouthwesternStates in 1992 (U.S. $ Millions).

Gross State Purchased State Market Production Outside

Arizona 57.5 27.8 29.7

California 463.6 449.8 13.8

Colorado 52.0 17.4 34.6

Nevada 21.9 4.4 17.5

Utah 27.2 7.2 20.0

Southwest 5 622.2 506.6 115.6

Although California is the potential market for 75% of the moulding in these states, the value ofCalifornian production is equivalent to about 96% of state consumption. Northern California,Eastern Oregon, and Eastern Washington produce most of the softwood moulding used in theU.S. Hardwood moulding comes from the eastern part of the U.S. and from overseas.


Moulding manufacturers buy shop & moulding grades of lumber, produce the moulding, and sellit to builders & contractors, stocking wholesalers, retailers, and industrial accounts. Stockingwholesalers also sell to the same types of customers. Retailers sell to builders and contractors,and to industrial accounts, as well as to the do-it-yourself customers.

Mouldings have become a semi-commodity, and there is little to differentiate one moulding shopfrom another. Mouldings are easy to manufacture, requiring no more than moulders with theappropriate heads and tooling. Because of price competitiveness, mouldings are often sold directfrom the manufacturer to the retailer or industrial account. There is little room for wholesalers,who have often been squeezed out of selling mouldings. Different species are more popular in different parts of the country. Ponderosa and sugar pinemouldings are most popular in California, and the southwest. Colorado will use either pine orwhite fir, depending upon which is cheaper. Moulding in lengths of 16 lineal feet are preferred. Lengths of 9 or 10 feet are harder to sell.

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The hardwood moulding yellow poplar is higher in price than finger jointed pine and is alsousually painted. A lot of yellow poplar moulding is used for “colonial casing”, which ismachined into two pieces from 5/8 x 2.5 inch stock. The nominal target for a moulding plant isU.S. $17.75 per thousand board feet margin between the lumber price and the price received forthe finished moulding.

Imports of Wooden Moulding

Indonesia and Malaysia were, by far, the largest suppliers of wooden moulding imports into theU.S. in 1994, together comprising 56% of the total, as shown in Table 14. Table 14 - Value of Imports of Wooden Moulding into the U.S. in 1994 by Country (U.S.$000s).

1994Country Value

Indonesia 15,966

Malaysia 14,916

Canada 8,398

Mexico 5,872

Taiwan 2,711

Brazil 1,355

Italy 1,321

28 other countries 4,136

Total 54,665

Indonesia and Malaysia have gained a large market share because their modern manufacturingfacilities, cheap labor, and high quality raw materials allow them to supply quality moulding atvery competitive prices. These mouldings are hardwood. Chile is rapidly developing an exportpresence with radiata pine moulding.

D. Wooden Flooring

Wooden flooring has faced growing competition in recent years from other residential floorcoverings. Carpeting, ceramic tile, and various plastic surfaces have gained widespreadacceptance, yet, the value of shipments of hardwood flooring in the U.S. has increased 311%between 1977 and 1992. Homeowners still like hardwood flooring and improved, low-maintenance finishes have helped precipitate a strong rebound in the use of hardwood flooring.

Residential flooring is usually dressed to thicknesses of 3/4, 1/2, and 3/8 inches. It is machined

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to tongue and groove edges and ends and provided in nominal widths of 3 and 4 inches. Thickerflooring is available for heavy duty floors and decking. Thin flooring is often lain over oldfloors of other materials during remodeling. Hardwood tongue and groove flooring forresidential use is sold in random lengths, permitting clear strips to be cut from between the knotsin low-grade lumber. Both vertical and flat grain (also called quarter sawed and plain sawed) areavailable in hardwood flooring. Veneered, plywood flooring is becoming popular for DIY'srepair and remodeling projects.

Trailer manufacturers commonly purchase decking in the form of kits pre-cut and bored toexactly fit a trailer bed. The kits are supplied by domestic and foreign contractors. Market Structure

In 1992, hardwood flooring shipments of U.S. $656.5 million comprised 98% of the woodenflooring market, compared to a meager U.S. $12.2 million, or 2%, for softwood flooring. Thevalue of shipments for the categories of flooring in 1992 are shown in Table 15.

Table 15 - Wooden Flooring Value of Shipments in 1992 (U.S. $ Millions) and ChangeSince 1987 (Percent).

1987-921992 % Change

Softwood Flooring 12.2 (37)

Hardwood Flooring 656.5 37

Oak flooring (tongue & groove & end matched, &

square edge strip) 380.7 108

Oak parquetry 42.4 (48)

Other oak flooring, including plank, block & specialty 80.4 (39)

Maple, including strip, block, and parquetry 26.2 54

Glue laminated trailer & railroad car decking 80.0 91

Other hardwood flooring 46.1 1,064

Hardwood subtotal 655.8 43

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Tongue and groove oak flooring is clearly the favorite with 58% of the market. Its growth invalue of 108% over the five year period is substantial. Clear wood is preferred, but if that coststoo much, buyers will accept some defects before switching to a non-oak species of wood. Oakplank, block, and specialty flooring is much less popular and lost 39% in value for the period. Parquet flooring has never been as popular in North America as it has in Europe. Oak parquetryis only 6% of the hardwood flooring market and is losing that share.

Maple flooring is benefiting from the current preference for lighter colored interiors andfurnishings. Higher oak prices may also be causing some buyers to shift to maple. The 54%increase in the value of shipments of other hardwoods indicates that buyers are looking at otherwoods, as well.

Glue-laminated truck trailer flooring and railroad car decking is a significant, but little mentioned, segment of the flooring market. Twelve percent of the market amounts to a lot ofdecking: 107,131 cubic feet in 1992. The domestic truck-trailer industry, particularly the vantrailer and intermodal dry freight container segments, is a major consumer of laminatedhardwood flooring. Additionally, flat-beds and other open to the weather units utilize wooddecking and flooring materials that are different from the standard oak flooring preferred for theenclosed units. Some other domestic hardwood species, such as maple, are used, but importedhardwood decking has also become an important source.

Woods Used in Hardwood Flooring

Oak comprises over 80% of all hardwood flooring used in the U.S., as shown in Table 16.

Table 16 - Hardwoods Used in Flooring in the U.S. in 1992.

Thousand Cu. Ft. Percent

Oak 807 80

Maple 36 4

Truck & RR Decking (Mostly Oak) 107 11

Other hardwoods 34 3

Hardwood flooring, nsk 31 2

Total 1,014 100

Most U.S. home owners prefer oak flooring. Maple, however, has been gaining rapidly inpopularity, particularly in high-priced houses. Beech, birch, walnut, and occasionally,mahogany, are sometimes used for parquet flooring. All of these other hardwoods, includingimported hardwoods, comprise only about 3% of flooring sales. Europeans prize tropical woodsand are willing to pay a premium to get them. This is not the case in the U.S.

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The estimated markets for wooden flooring in the five southwestern states is shown in Table 17.

Table 17 - Estimated Markets for Wooden Flooring in the Five Southwestern States in 1992(U.S. $ Millions).

Gross State Purchased State Market Production OutsideArizona 4.9 0 4.9California 39.2 2.2 37.0Colorado 4.4 0 4.4Nevada 1.7 0 1.7Utah 2.3 0 2.3Southwest 5 52.5 2.2 50.3

Ninety six percent of the wooden flooring used in these five states is purchased outside of theregion, mostly from the northern and southeastern regions of the U.S. Most of the many speciesof oak that grow in California do not produce the long strips of clear wood needed for flooring.


Hardwood flooring is distributed in much the same way as moulding. Manufacturers produce orbuy rough lumber or rough sawn flooring blanks, make it into flooring, and sell it to flooringcontractors, stocking wholesalers, and retailers of building materials. Stocking wholesalers alsosell to the same types of customers. Retailers sell to building and flooring contractors, and toindustrial accounts, as well as to the do-it-yourself customers. A lot is sold through the largeretail chains. Also like mouldings, hardwood flooring is a semi-commodity. Imports of Hardwood Flooring

The U.S. imported U.S. $23.5 million worth of hardwood flooring in 1994. Malaysia, Canada,and Brazil supplied 68% of this total, as shown in Table 18.

Table 18 - Value of Imports of Hardwood Flooring into the U.S. in 1994 by Country (U.S.$000s). 18

Country 1994 ValueMalaysia 7,750

Canada 4,263Brazil 3,931Indonesia 1,76827 other countries 6,292Total 23,500

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E. Wooden Furniture and Cabinets

The U.S. market for wooden furniture is the world’s largest and offers interesting possibilities forCanadian furniture and wood product producers. Imports of hardwood residential furniture andparts are expanding rapidly. Taiwan and China are the major suppliers. Market Structure

The value of shipments for the major segments of the U.S. wooden furniture and cabinet marketsin 1993 are shown in Table 19.

Table 19 - Value of the Wooden Furniture Market in the U.S. in 1993 (U.S. $ Millions)

Wooden Household Furniture, Excluding Kitchen Cabinets $8,400.1

Wooden Kitchen Cabinets 5,183.5

Upholstered Wooden Household Furniture 6,216.4

Wooden TV and Radio Cabinets 446.4

Wooden Office Furniture 2,088.6

Wooden Partitions and Fixtures 3,241.1

Total 25,576.1

Wooden household furniture is the largest segment of the U.S. furniture and fixture industry withshipments valued at U.S. $8.4 billion in 1993. It is highly fragmented with thousands ofmanufacturers, none of which dominate the market. There is limited recognition of specificbrands on the market and there is strong price competition within similar groups of products. The small, single plant operations which make up the majority of this sector, purchase most oftheir solid wood materials from lumber wholesalers, brokers, or increasingly, from componentmanufacturers. In 1990 14.7% of the components used to produce furniture were purchased fromcomponent manufacturers. A more recent 1992 study showed California producers spending anaverage of 34.4% for components and sub-assemblies, versus only 65.6% for lumber.19 Larger companies purchased the largest percentage of components, as much 44.8%.

The major categories of wooden household furniture and cabinets are shown in Table 20 and inmore detail in Appendix A, Table 36. The value of shipments is shown for 1992 and the percentthat value changed since 1987. These values are not adjusted for inflation, so compare therelative magnitudes of change.

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Table 20 - Value of Wooden Household Furniture and Cabinet Shipments in 1992 (U.S. $Millions) and Change Since 1987 (Percent).

1987-921992 % Change

Wooden living room, library, family room,

& den furniture 1,620.8 8

Wooden dining room & kitchen furniture,

excluding wooden kitchen cabinets 1,587.6 7

Wooden kitchen cabinets 4,763.7 13

Wooden bedroom furniture 2,478.3 9

Infant’s & children’s wooden furniture 316.2 16

Wooden outdoor furniture, unpainted

& ready to assemble (RTA) furniture 1,082.2 34

Wooden household furniture, nsk 891.2 (21)

12,740.0 9

Although wooden kitchen cabinets were the largest segment, wooden outdoor furniture and unpainted & ready to assemble (RTA) furniture showed the greatest increase in consumer interestduring the five year period. There is a strong, high quality aspect of the RTA furniture marketand the use of wood veneer and hardwood lumber is associated with this better quality.

RTA’s share of the total wood furniture market has increased approximately 50% over the lastfive years.20 The main reasons for this growth are increased quality, affordability, andconvenience. This increase in sales is largely due to the growth of home entertainment. Theseunits account for 35% of the market. Also contributing to the growth is the popularity of homeoffice furniture, which makes up an additional 25% of the market. Some of the individual product groups within these segments performed spectacularly from 1987to 1992 (See Appendix A, Table 36). Rocking chairs were up 179%; other dining room &kitchen furniture, including junior dining sets were up 100%; RTA wood household furniture,unpainted or finished, sold in kits were up 89%; and conventional water beds were up 87%.

The modular cabinet industry is dominated by a relatively small number of large companies. Companies with sales of U.S. $5 million, or more, were responsible for 91% of the domesticallyproduced cabinet sales. Demand for kitchen cabinets is tied closely to the number of newhousing starts and to the remodeling and repair market. RTA cabinets have yet to becomepopular, despite the success of RTA furniture. This may change as more cabinets are soldthrough large home centers, where storage space is critical. Wood is the material of choice for

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80% of the kitchen and bathroom cabinets. In 1990, 54.4% (by value) of cabinet production wasstock units, 21.7% semi-custom, and 24% custom. Large firms emphasized the stock and semi-custom cabinets (64% and 23%), while the medium and smaller firms produced more semi-custom and custom cabinets (54% and 64% respectively). Imports currently have no realadvantage in the U.S. cabinet industry. The competitive position of U.S. firms was augmentedby significant advances in technology made during the 1980s, and American producers have theadvantage of lower distribution costs and shorter order times. However, a rise in the popularityof RTA cabinets may encourage competition from overseas, as RTA could significantly lowershipping costs. The Taiwanese and other Asian manufacturers would probably profit first fromsuch a trend, as a result of their high tech furniture industry.

Upholstered wooden household furniture is one of the three largest segments. The value of 1992shipments and growth between 1987 and 1992 is detailed in Appendix A, Table 37. Sofas,davenports, settees and love seats, excluding chairs sold as part of suites, and sectional sofapieces, is the largest category, and the second fastest growing, at 31% for the period. Thestrongest growth was in rocking chairs, including swivel rockers, at 87%. Demand fell 18% forswivel chairs with variable height adjustment during this five year period. Wooden office furniture consists mainly of desks, chairs and storage units. Furniture for usewith computers and associated equipment is growing rapidly with the explosive increase in theuse of computers and home offices. This is an important specialized market category. Officefurniture features simple, clean designs well adapted to automated production. This part of theindustry is characterized by diversified production of parts to be assembled within major marketareas. Much of the production is highly automated and very cost competitive. Wooden TV and radio cabinets are a small category and use very little solid wood. Woodenpartitions and fixtures are largely custom made on site and are made mostly using wood-basedcomposite panels.

Based on the per capita value of wooden residential furniture purchased in 1992, the estimatedvalue of these markets in the five southwestern states is shown in Table 21.

Table 21 - Estimated Markets for Wooden Residential Furniture in the Five SouthwesternStates in 1992 (U.S. $ Millions).

Gross State PurchasedStates Market Production Outside

Arizona 101.6 0 101.6California 818.5 723.3 95.2Colorado 91.7 0 91.7Nevada 38.6 0 38.6Utah 48.0 22.1 25.9Southwest 5 1,098.4 745.4 353.0

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Although it is the largest market, California appears to produce most of the furniture it consumes. However, furniture is not a commodity. People like variety and will buy unique furniture tohave something different or better. A good quality, attractive, functional, economical piece offurniture can usually be sold.

The estimated market for upholstered wooden residential furniture in these southwestern states isalmost as large as for wooden residential furniture, as can be seen in Table 22.

Table 22 - Estimated Markets for Upholstered Wooden Household Furniture in the FiveSouthwestern States in 1992 (U.S. $ Millions).


Arizona 86.6 0 86.6

California 697.6 638.6 59.0

Colorado 78.2 0 78.2

Nevada 32.9 0 32.9

Utah 40.9 0 40.9

Southwest 5 936.2 638.6 297.6Wood Used in Furniture and Cabinets

Despite very large penetration by composite wood-based panels in recent years, the furniture andcabinet industries are still major users of hardwood lumber, veneer and plywood. Popular woodsfor use in household furniture are oak, maple, and knotty pine. Kitchen cabinets are made chieflyfrom particleboard and MDF, but used an estimated one million cubic feet of hardwood lumberin 1991, making it roughly equal to the hardwood flooring, millwork, railroad sleeper, and timbersegments combined. This volume was also about two-thirds of that used for wooden householdfurniture in 1991. A surprising amount of solid hardwood is used in upholstered householdfurniture and a lot of it is sourced from lesser known species. The physical properties mostvalued are nail-holding ability and structural strength. Yellow poplar and red alder havetraditionally been the preferred species for use in upholstered furniture in North America. Wooden TV and radio cabinets are made almost entirely of particleboard and hardboard. Particleboard and MDF have largely replaced plywood in wooden office furniture, but a lot ofsolid hardwood is also used. Much of the office furniture is made with component partspurchased from several suppliers and assembled into the finished products in major metropolitanareas. Wooden partitions and fixtures use a lot of thin paneling made with veneer or MDFcores. Wood materials used in wooden furniture in the U.S. during 1992 are given in Table 23.

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Table 23 - Wood Used in Wooden Furniture in the U.S. in 1992 (Millions of Cubic Feet).

Household Upholstered Office Total

Hardwood Lumber 3,136 3,014 345 6,495

Softwood Lumber 1,827 208 59 2,094

Particleboard 1,839 104 168 2,111

MDF 312 37 37 386

Hardboard 25 4 13 42

Softwood Plywood/OSB 147 599 10 756

Total 7,286 3,966 632 11,884

The relative amounts of these materials used in furniture and cabinets is dynamic. Between 1990and 1992 in wooden household furniture, the use of hardboard increased 15%, hardwood lumber11%, softwood lumber 4%, and oriented strandboard (OSB) 3%. MDF decreased 17% andparticleboard was down 8%. Use of hardwood lumber is especially strong in the higher grades ofhousehold furniture. In upholstered wooden furniture, the use of softwood lumber increased38%, hardboard 20%, particleboard and OSB/softwood plywood 18%, hardwood lumber 15%,and MDF 11%. In wooden office furniture, the use of OSB/softwood plywood increased 25%,MDF 24%, hardwood lumber 21%, particleboard 19%, and hardboard 5%. Softwood lumberdecreased 19%. Decreases in the use of particleboard and MDF were due to substitution byhardwood lumber. OSB gains were at the expense of hardwood lumber in upholstered furniture. Much of the softwood lumber was used within the industry for packaging and shipping, and notdirectly in the construction of the furniture.

The U.S. market heavily prefers its own familiar domestic species of hardwoods in woodenfurniture. Red and white oaks comprise 50% of the hardwoods used. A lot of the woodenhousehold furniture used in the U.S. is made in Taiwan and China. Logs, lumber, and veneer ofoak and other domestic species are often exported to those countries, converted into furniture,and re-exported back to the U.S. The only imported hardwood that appears in the statistics forfurniture is called “mahogany.” Actually, it is lauan, not Khaya or Swietenia mahogany. Thepercentages of the major hardwood species used for furniture in 1992 are as presented in Table24.

Table 24 - Hardwood Species Used in Furniture in the U.S. in 1992. (Percent).

Red oak 32 Hard maple 5White oak 18 Ash 3Yellow Poplar 10 Beech 2Soft maple 7 Mahogany (Lauan) 2Black cherry 7 Other hardwoods 14

100

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A 1990 survey of furniture manufacturers identified the availability of raw materials as the thirdmost mentioned “greatest concern”, behind the economy, and the availability of skilled labor. Itis likely that this concern will grow in importance in the coming years. Although annualhardwood harvest levels in the U.S. remain far below annual tree growth and large tracts ofhardwood forests are becoming mature and of harvestable age, economic and societal barrierslimit availability and many mills are finding it difficult to get enough lumber.


Most furniture is sold through channels independent of the manufacturer. The largest volume ofsales in 1989 was handled through manufacturer’s representatives to retailers, as shown in Table25.

Table 25 - Percent of Furniture Sales through Intermediaries in 1989.

Sales through manufacturer’s representatives to retailers 44.9Direct sales through own store 32.2Sales through manufacturer’s representatives to wholesalers 15.2Sales through own sales staff to retailer 5.2Sales through own sales staff to wholesalers 1.2Other 1.3Total 100.0

Direct sales to independent retailers accounted for over 50% of the sales. An additional 16.4%moved through wholesalers to independent retailers. Therefore, over 66% eventually passedthough independent retailers. Over 32% of the wooden household furniture was through themanufacturer’s own stores or galleries.

The largest percentage of wooden household furniture, 29.8%, was sold through traditional free-standing furniture stores, as shown in Table 26.

Table 26 - Percentage of Retail Wooden Furniture Sales by Type of Outlet in 1989.

Traditional free-standing furniture stores 29.8Mass merchants 10.4Small furniture specialty/lifestyle stores 8.4Department stores 5.9Design centers 3.2Warehouse clubs 2.2Home centers 1.9Catalog show rooms 1.4Mail order/catalog retailers 1.4

Other (Includes custom, contract and showroom) 35.4Total 100.0

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Variations in company size had differing effects on the type of distribution outlets used. Large(28.6%) and mid-size (47.7%) firms distributed the greatest percentage of their sales throughtraditional free-standing furniture stores. Ten percent of sales for mid-size firms were throughdesigners/design centers and 10.8% through small furniture specialty/ lifestyle stores. Smallfurniture specialty/lifestyle stores were the most important outlet for small manufacturers (19.3%of 1989 sales).

RTA furniture sales are handled primarily by manufacturer’s representatives and captive salesstaffs. Most sales are direct to retailers, with office supply stores, home improvement centers,and discount mass merchants being the leading retailers. These customers expect theirinventories to be replenished weekly, and many require a turn-around time of three days, or less,on each order. Trade shows continue to be an important means for direct sales of furniture frommanufacturers to retailers. To save time, many retailers now hire shoppers to attend furnitureshows and do a preliminary screening of products for them. Some manufacturers are starting touse private open-houses, instead of trade shows, to show their merchandise to targetedcustomers.

Imports of Wooden Furniture

Imports of wooden residential furniture are rapidly becoming a factor in the U.S. market. From5% of domestic manufacturer’s shipments in 1980, they had grown to 15% by 1985, 34% by1993, and 40% by 1994. They, no doubt, represent an even larger percentage of the market bynow. The 1994 imports of wooden residential furniture are shown in Table 27.

Table 27 - Value of Imports of Wooden Residential Furniture into the U.S. in 1994 (U.S. $Millions) and Change Since 1990 (Percent).

1994 1990-94Value Change

Wooden dining tables of a kind used in the kitchen 41.6 92

Wooden cabinets designed for permanent installation 128.0 74

Wooden kitchen furniture, nes 43.9 53

Bent-wood bedroom furniture .9 59

Wooden beds 104.1 31

Wooden furniture, nes 1,216.1 37

Furniture parts of wood 179.1 36

Total 1,713.6 40

Wooden furniture imports into the U.S. are shown by source in Table 28. Canada is the largestsingle source, supplying 20%. However, second place Taiwan (with 17%) combined with China

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(with 9%) supply a total of 26%. Many of the furniture factories in China are joint ventures withTaiwanese, companies. Other counties investing heavily in manufacturing capacity includeMalaysia, Thailand, and Indonesia. These countries are also major suppliers of wooden furnitureto the U.S. market. China will soon be the major supplier of wooden furniture to the U.S.

Table 28 - Wooden Furniture Imports Into the U.S. by Source in 1994 (U.S. $000s).

Seats with Seats w/Wd. Wood Ofc. W. KitchenWood Frames Frames, Not Furniture Furniture

Country Upholstered Upholstered Not Seats Not SeatsCanada 49,151 38,284 148,857 108,686Taiwan 33,973 111,775 6,844 16,336Italy 264,059 44,974 4,589 7,584China 13,741 62,112 14,774 11,370Malaysia 21,731 125,362 0 19,180Mexico 36,136 7,385 18,417 3,214Thailand 5,953 37,035 2,383 19,851Indonesia 5,820 32,588 1,854 2,345Denmark 6,392 1,978 9,779 684Other Countries 36,478 114,314 22,323 38,079Total 473,434 575,807 229,820 227,329

W. Bedroom WoodenFurniture Furniture

Country Not Seats NES TotalCanada 143,276 200,967 689,221Taiwan 74,124 345,316 588,368Italy 74,019 81,132 476,357China 16,846 187,841 306,684Malaysia 5,844 115,033 287,150Mexico 52,915 81,242 199,309Thailand 3,09 84,238 152,551Indonesia 21,545 74,998 139,150Denmark 29,838 65,556 114,227Other Countries 65,184 248,447 524,825Total 486,682 1,484,770 3,477,842

In addition to being the current leading supplier of wooden furniture, Canada provides 65% ofthe wooden office furniture, not including seats; 45% of the wooden kitchen furniture, notincluding seats; and 29% of the wooden bedroom furniture, not including seats. Third placedItaly, provides a commanding 56% of the seats with wooden frames, upholstered. Fifth placedMalaysia supplies 22% of the seats with wooden frames, not upholstered. Taiwan and Chinacombine to sell the U.S. 36% of all other wooden furniture. Imports of wooden furniture and

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parts into the U.S. are expected to continue growing rapidly. RTA wooden furniture will be anincreasingly important part of this trade.

F. Dimension Stock, Furniture Parts, and Cabinet Parts

There is a large market in the U.S. for dimension stock: hardwood blocks cut to specific sizesand intended for further processing by the buyer. They are used in a wide range of products, suchas broom and tool handles, toys, golf club heads, and kitchen utensils. Dimension stockintended for use in furniture or cabinets is usually called furniture parts or cabinet parts. Theseparts may be a rough sawn blocks of wood, semi-finished parts, or completely finished partsready for assembly by the buyer.

Market Structure

The value of shipments for the categories of hardwood dimension stock in 1992 are shown inAppendix A, Table 38. The value of shipments of hardwood dimension stock, furniture parts,and vehicle stock grew only 3% between 1987 and 1992, from U.S. $740.4 million to U.S.$762.6 million. Growth in the hardwood furniture parts, including glued laminates, wasdisappointing.

Rough or surfaced hardwood, cut-to-size showed no growth, semi-fabricated lost 3%, and completely fabricated ready for assembly, including furniture parts, except frames did manage togain 5%. However, this was during a period in which wooden household furniture shipmentsincreased only 7%. Other industrial dimension stock showed much more growth.

The brightest segment of this sector was completely fabricated hardwood industrial dimensionstock, which grew 49% during the period. Cabinet parts are included within this item. Completely fabricated cabinet doors have been a rapidly growing item. Rough industrialdimension stock grew 11%. Semi-fabricated industrial dimension stock, however, was down67%. Compression-modified or densified wood did half as poorly, down 32%. Products in thislast category have been largely replaced by plastic. Kitchen knife and utensil handles were oneof major uses for densified wood. In contrast, shipments of wood furniture frames for household furniture grew a healthy 29% inthose five years. Frames for seating, and wood frames for household furniture, nsk, both wereup 41% for the period. Other wooden furniture frames lost 17%. These data indicate a general preference for the rough sawn blanks or the completely fabricatedpart or frame assembly. The semi-finished products were the major losers.

The estimated size of markets for coniferous cutstock for residential furniture, hardwooddimension stock and furniture parts in the five southwest states in 1992, based on national percapita consumption statistics, are given in Table 29.

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Table 29 - Estimated Markets for Cutstock, Dimension Stock, and Furniture Parts in theFive Southwestern States (U.S. $ Millions).


Arizona 13.3 0 13.3

California 107.0 25.2 81.8

Colorado 12.0 1.6 10.4

Nevada 4.6 0 4.6

Utah 6.2 0 6.2

Southwestern 5 143.1 26.8 116.3

Woods Used in Hardwood Dimension Stock and Furniture Parts

As in wooden furniture, the strong preference is for domestic hardwoods, especially oak. However, many woods are associated with specific uses, hickory for tool handles and baseballbats, maple for cutting blocks and other kitchen utensils, etc. Furniture parts, of course, must besimilar to the woods used in wooden furniture. In 1992, these were: red oak 32%; white oak18%; yellow poplar 10%; soft maple and black cherry both 7%; hard maple 5%; ash 3%; beech2%; mahogany (lauan) only 2%; and all other hardwoods, including most imports, 14%.16 Despite the furniture industry’s significant share of tropical hardwood product consumption, thisconsumption represents a relatively insignificant portion of the furniture industry’s total usage byvolume. For the years 1989 to 1992, a four year average of only 1.2% of all hardwood lumberused by the furniture industry was of tropical origin.

Countries that supply wooden furniture and parts to the U.S. often make them from U.S. wood. This is especially the case with Canada, Mexico, Taiwan, and increasingly, China. However, alot of the industrial dimension stock and parts used in upholstered furniture are hidden in use,and the physical properties and cost are more important than appearance for these applications.


Most manufacturers of furniture and other wood products buy wood as shop grade lumber and dotheir own cutting. Small and medium size shops are more likely to get their dimension stock andparts through wholesalers, who order them from several suppliers. High volume users, such aslarge door manufacturers, usually have purchasing departments, that order directly from thedimension stock and part producers. Large furniture and cabinet companies buy directly fromsuppliers on large, continuing orders. Increasingly, they are buying finished parts, or partassemblies, and merely assembling their furniture in distribution centers located in or near largemetropolitan areas.

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Imported dimension stock and furniture parts are most commonly brought into the country byimporter/wholesale companies, who sell them to users. Large volume users may havepurchasing departments staffed to import their needs directly from exporters. This practice islikely to be most common when buying from suppliers in Canada and Mexico.

Imports of Hardwood Dimension Stock and Furniture Parts

Imports of wooden furniture parts into the U.S. increased 36% from U.S. $132 million in 1990 toU.S. $179 million in 1994.21 Canada was the leading supplier, followed by Taiwan, Mexico,Germany, China, Malaysia, Italy, Indonesia, and over 27 other countries. Data specifically on the imports of hardwood dimension stock are not readily available, butcountries supplying categories of wood likely to include dimension stock are as follows: “Non-coniferous Wood NES, Sawn, Sliced, Etc. Over 1.4 inch” amounted to U.S. $153 million in1994 with Canada supplying 78%, Brazil 9%, and all others 13%; and “Wood Tongue &Grooved, Molded, Etc., Non-coniferous” amounted to U.S. $132 million, of which, Indonesiawas 29%, Malaysia 27%, Canada 17%, and all others 27%.17 Combining these data, Canada,with 50% of the total, is the major supplier, followed by Indonesia, Malaysia, Brazil, andMexico.

G. Garden Elements

This category includes wooden products intended for use outside of houses, and includes outdoorfurniture, fencing, planters, bird houses, shingles and shakes, and miscellaneous exteriormillwork, such as porch columns, porch rails, newels, trellises, and entrances. An estimate of themarkets for these products in the five southwestern states, based upon national per capitalshipment values in 1992, are presented in Table 30.

Table 30 -Estimated Markets for Wooden Garden Elements in the Five SouthwesternStates in 1992 (U.S. $ Millions)

Outdoor Shingles ExteriorState Furniture Fencing & Shakes MillworkArizona 1.6 1.2 0.7 0.9California 12.7 10.0 5.9 7.6Colorado 1.4 1.1 0.7 0.8Nevada 0.6 0.4 0.3 0.3Utah 0.7 0.6 0.4 0.4Southwest 5 17.0 13.4 8.0 10.2

Outdoor Furniture --Outdoor furniture includes furniture to be used on decks, patios, porches,lawns, at the beach, etc. Shipments in the U.S. in 1992 totaled U.S. $57.1 million, up 39% from1987. Redwood and red cedar have been traditional woods for outdoor furniture, especially inCalifornia, where these woods are native. However, political restraints on the harvesting of

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these woods in the State have drastically reduced the local wood available for use and increasedtheir price. The large and growing gap between supply and demand, especially of red cedar, isbeing filled by sawnwood imported from British Columbia. The high costs of closing downwood preservative treatment operations has kept many plants in operation past their normal lifespans, resulting in over capacity in the industry and very competitive prices for preservativetreated wood. Hemlock and other woods dyed to look like redwood and red cedar have becomevery popular in outdoor furniture and decking markets. There has also been some increase in theimports of durable tropical hardwoods for these uses.

Fencing--California has also been a very good market for red cedar fencing from BritishColumbia. Shipments of wooden fence pickets, palings, & rails, not assembled into sections(SIC 24218 25) totaled U.S. $32 million in 1992, down 6% from 1987. Shipments of theseproducts, assembled into sections, were U.S. $51 million in 1992, up 14% from 1987. Thismarket is also being heavily penetrated by other species of preservative treated woods, as a resultof lower cost and greater availability.

Shingles & Shakes --Wooden shingles and shakes are almost exclusively made from western redcedar, although some other woods are also suitable. The large Southwestern U.S. market forthese has relied heavily on British Columbia for supplies. However, property damage from firesand the resulting building code changes in recent years have severely reduced the use of woodenshingles and shakes in this part of the country. A shake product made from cement and woodfiber entered the market a few years ago, but has so far been largely restricted to re-roofing jobsin residential sub-divisions with covenants calling for “shake-look” roofing materials. Most ofthe market for new roofing has shifted heavily to asphalt roofing. Asphalt shingles are nowbeing laminated in two or more layers to give a “wood shake” look, and they carry warranties upto 50 years. Wood shingles are not warranted for more than 25 years. Repair and remodeling isnow the largest market for wooden shingles and shakes.

Exterior Millwork --There has been a trend in recent years away from plain ranch-style housesto more ornate designs. This is reviving demand for exterior millwork, such as porch columnsand rails, newels, trellises, entrances, etc. Shipments of exterior millwork in 1992 reached U.S.$62.8 million, up 8% from 1987.


Garden elements are sold by the manufacturer to wholesalers, catalog sellers, and retailers. Garden centers are growing in importance as large distributors of many of these products. Catalog sellers and garden centers are high volume users and may require the ability to fulfilllarge orders in a short period of time. Retail nurseries and landscapers, on the other hand, oftenrequire only small volumes and are best served through stocking middlemen. Landscapearchitects and landscapers often influence purchase decisions for garden elements.

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RESULTS OF SITE VISITS

Brief site visits were made to the San Francisco, Los Angeles, Las Vegas, and Salt Lake Cityareas to check and update the primarily literature-based information that has been presentedabove. Observations from the site visits are presented in the next two sections.

A. Visible Wood Uses and Preferences in Housing

Huge planned communities and tract developments with very consistent house styles arecommon in the fastest growing areas. In these developments, large areas are often stripped ofvegetation and then terraced, if necessary, to increase the number of building sites. Commonwalls are also sometimes used to further increase the number of houses and to reduce costs. Building sites usually include a small front yard and a back yard with a view, if possible. Commercial areas, community facilities, parks, and recreation facilities may be included withinthe developments. Model homes are built first and used to demonstrate available styles andoptions to potential buyers. Buyers are offered a range of choices of floor plans, cabinet styles,paint colors, and other finishing materials. Construction is completed assembly-line style withfoundation, framing, plumbing, wiring, cabinetry, flooring, painting, and other contractorsprogressing sequentially down the streets. Patios, decks, fencing and landscaping are added last. Landscaping plants are often large, giving the impression of an older, established communitysoon after the completion of construction.

Most of the new houses in large developments and elsewhere are "modern" style. They areusually two stories and have large, open rooms with vaulted ceilings in the living areas. Woodproducts are still heavily used everywhere for framing and other hidden, structural applications. Porches, arched windows, and exterior millwork are currently popular. Siding is almost alwaysstucco in desert areas, but may also be plastic, aluminum, false brick, or wood in other areas. Roofing is almost always asphalt or tile.

The use of visible wood products in new houses has been greatly reduced everywhere. Most ofthis is done by the substitution of composite, metal, or plastic products that are often made tolook like painted, solid wood. Occasionally, traditional applications for wood products, like trimaround windows are simply omitted.

The use of visible wood in new houses also follows sub-regional patterns. The use of visiblewood products remains most common in rural, forested areas. Houses in these areas still mayhave wooden siding, furniture, floors, cabinets, moulding, decks, and fencing, though, probablyless than in the past. In urban areas, the amount of visible wood is substantially reduced. Doorsare usually metal, windows are vinyl or aluminum, and wooden moulding is restricted to trimaround doors and windows and to baseboards around the floor. Wooden flooring is usuallylimited to small areas, such as the entry and/or dining room. Furniture is usually upholstered, butwooden tables, office furniture, and juvenile furniture remain popular. Visible use of wood oncabinets is often restricted to door and drawer faces or just trim on these items. Little wood is

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used in outdoor applications, like decks and fences, though redwood and cedar planters are stillseen. There is a further, dramatic reduction in the use of visible wood in desert areas. In theseareas wooden moulding use is often limited to very narrow trim around doors and floor baseboards. Visible wooden trim in cabinets is more often limited to trim pieces on doors and drawerfaces. Furniture is usually upholstered, but modern and rustic wooden furniture are also widelyused.

These patterns of visible wood use seem to be based upon economic, environmental, style, andmaintenance considerations. Reducing installed cost is always a major consideration. Builderswill not include premium items in the houses, unless the cost can be recovered. As one movesaway from forested areas, wood products are more likely to increase in cost, be thought of asresulting from environmentally destructive practices, fit less well with traditional housing styles,and suffer from ultra violet exposure in outdoor uses. It is interesting to note that in tract housingthe quality and style of cabinets and other visible wood items often does not vary greatly betweenmedium and high-priced houses. The major difference is total square footage and the associatedamounts of materials and labor.

Choices of wood species and finish in visible applications follow fashion trends and usuallymaintain a consistent style throughout a house. In many new houses, the interior is almostentirely painted off-white. Sometimes even the handrail on the stairs is painted off-white. Thisis inexpensive and provides a bright environment. Upholstered furniture, tile, stone work, andclear finishes on wooden flooring, cabinet faces, furniture, and stair railings are used to addwarmth and interest to this otherwise bland environment. Glossy black or other colors on cabinetfaces are also occasionally used for the same purposes. Choices of wood species and finishes onunpainted wood change with fashion trends. Oak has been popular for a long time. Clear, lightcolored oak is currently popular. Whitewashed oak is declining in popularity. Clear, lightcolored, knotty pine is popular for children's furniture and household furniture in rustic settings. Clear, light colored maple has recently become extremely popular and commands a substantialprice premium that often limits its use to high-priced houses. Buyers of home office furnitureseek furniture that is consistent with the style of their other furniture, not the drab, institutionalstyles of the past.

Traditional wood products, especially those with clear finishes, are still heavily used in the repairand remodelling markets and in new construction in areas, like downtown San Francisco, wherethere is a desire to preserve traditional architecture. Wood products also remain popular in theDIY's market. For example, wooden decks and fences are very popular, homeowner additions inthe Salt Lake City area.

B. Changing Channels of Distribution

Numerous channels of distribution for value-added Canadian wood products are available in theSouthwestern U.S. and innovative new channels can be created. Perhaps the best generaldescription of these channels, services provided by various types of middlemen, and typical feesfor these services is provided in Marketing Forest Products by Dr. Jean Mater et. al.22 The

39

distribution terminology section in the appendix of this report should also be helpful in reviewingthe types of middlemen and services they provide. In developing a channel of distribution, it isimportant to decide who will provide essential services such as packaging, advertising,promotion, shipping, in-transit processing, warehousing, monitoring of inventories, andrestocking of retailer shelves. There are two general types of wholesalers. Merchant wholesalersassume risk by taking ownership of the products and then are compensated by whatever markupthey can earn upon resale. Agent wholesalers do not assume the risk of ownership and arecompensated in accordance with an agreed upon fee schedule. Compensation may range from3% to over 15% of sales depending upon how much service is provided.

Because of the small size of their companies and distance from the Southwestern markets, manysmall to medium sized Canadian producers will find merchant wholesalers to be their mostpractical marketing channel. Use of these wholesalers allows the producer to concentrate onmanufacturing operations. The use of a manufacturer's agency (list in appendix) may be anotherpractical alternative. A manufacturer's agency functions as a local sales staff for othercompanies. The ideal manufacturer's agency is already established in the desired territory sellingcompatible, but non-competing products. Thus, the agency can provide first-hand marketinformation, an immediate customer base, and service during their regular customer calls. Anagency's references and past performance should be thoroughly checked before forming aworking relationship. The working relationship should be formalized in a written contract whichspecifies territory, duties, duration, commissions, terms of payment, required sales performance,termination conditions, and other terms of the relationship.

Dramatic changes are taking place in channels of distribution for wood products. Large, full-service home centers are taking over much of the distribution and costs are being reduced byeliminating middlemen wherever possible. Home Depot, the largest home center, nowdistributes over 10% of all building materials in the U.S. Home centers have become especiallyimportant means of supplying DIY's and small, remodelling contractors. Home centers attemptto meet every need by providing a huge selection, low prices, custom designs, materials lists,product information, installation instructions, financing, delivery, and, if desired, installationservices. Home centers and other large retailers, like Wal-Mart, are also reflecting theircustomers environmental concerns and insisting on marketing wood products that areindependently certified as sourced from sustainable production whenever possible.23 Small tomedium sized Canadian producers may find it to be difficult to supply home centers, since theyrequire large quantities, low prices, and just-in-time delivery. Still, these outlets are worthcontacting since they usually supply their individual stores through a system of local warehouses. It may be possible for a small producer to begin by supplying just one distribution center. Otherwise, the small producer may want to direct his efforts at finding and supplying small,niche markets. Direct sales to government agencies are generally not worth pursuing due to theprevalence of policies that restrict purchases to their constituents.

40

USE OF THIS DOCUMENT

A. Developing a Marketing Plan

The task of developing a specific company marketing program is challenging but is a criticalingredient for success. Developing a solid, overall business plan is essential before embarkingon a new marketing program. The business plan will help clarify factors, like company goals andproduction capabilities, which may be critical to the marketing program. A formal business plancan also be very helpful in ensuring logical consistency within all elements of a company'soperations. The plan should incorporate common sense business practices. For example, smallcompanies should usually find a niche and avoid direct competition with large, low-costproducers. Some diversification is good for small companies, but mostly they should concentrateon doing a few things very well. Growth should be staged in modest steps to allow time to learn,adjust, and meet all product delivery commitments. Finally, business performance should bemonitored and compared to predetermined goals.

Numerous consultants, books, classes, and other sources of assistance are available to provideguidance in developing business and marketing plans. Some books and small business assistancecenters are listed in the appendix to this document. Networking through some of the associationsand trade shows shown in the appendix could be especially helpful. Associations often providedirectories of their members, referrals, technical data, research, or forecasts. Eventually, sitevisits and personal contacts with key associates are essential. A starting list of manufacturers,wholesalers, and retailers for direct contacts is also provided in the appendix. Canadianproducers and distributors should be aware that direct contacts may be difficult. For example,U.S. producers of softwood millwork have been severely hurt by politically-mandated reductionsin their raw material supply and many of them resent being replaced by foreign producers, whothey perceive as having an unfair raw materials advantage. Established wholesalers often havepersonal friendships and sympathy with these domestic producers. Asking questions like whoare the key wholesalers and retailers in an area can be very helpful, but market entry maysometimes require developing new channels of distribution.

B. Market Opportunities

It is difficult for a general study, like this, to identify specific market opportunities. Many ofthese depend upon specific talents, business relationships, product designs, raw materialresources, shipping advantages, or other factors that may be unique to a specific business orsituation. General areas which may present opportunities have been identified and the summaryat the front of this report highlights some geographic areas and products. Careful study of thetables and text in this report and conversations with some of the contacts presented are likely tolead the reader to additional opportunities which are specific to the situation of a given company.

41

REFERENCES CITED 1.The Associated Press, "West Growing Faster than Other Parts of Nation," June 30, 1996.

2.U.S. Bureau of the Census, 1994.

3.U.S. Bank, "The 1996 Portrait: Regional Economic Review and Outlook," Portland, OR, 1996.

4.World Trade Organization, Internet Home Page, July, 1996.

5.Random Lengths Publications, Random Lengths, Eugene, OR, various issues, 1996.

6."Arizona Economy Is Showing Stability After Years of Boom-and-Bust Swings," Wall StreetJournal, Dow Jones Company, New York, NY, 1996.

7."California: Once Again the Golden State?," Investors Business Daily, Los Angeles, CA,February 27, 1996.

8."California: An Economic Profile," California Trade & Commerce Agency, Sacramento, CA,1996.

9."Facts About California's Forests," California Forest Products Commission, 1996.

10."Tenth District Economic Developments," Federal Reserve Bank of Kansas City, Kansas City,Nebraska, 1996.

11."Western Economic Developments," Federal Reserve Bank of San Francisco, San Francisco,CA, February, 1996.

12."Nevada: A good Place to Live and Do Business," Nevada Employment Security Department,1990.

13.Statistical Abstract of the United States, 1996.

14."Wood Products Review," Resource Information Systems Inc., Bedford, MA, April, 1995.

15.Blumenthal, Karen; "Boomers Entering the Peak Home Remodeling Stage," Wall StreetJournal, 1996.

16."R&R Gains Forecast, But Numbers Vary," Random Lengths, January 12, 1996.

17."U.S. Imports of Merchandise: General Imports - 1994." Report IM145. (From data base).Economics & Statistics Administration, Washington, DC 20233, November 28, 1995.

42

18.U.S. Bureau of Census, "Annual Survey of Manufacturers: Value of Shipments for ProductClasses," Economics and Statistics Administration, Washington, DC 20233-0800, 1994.

19.Cohen, D.H. & Goudie, D. "Profile of the California Furniture Industry: Structure, product types, andwood use." Forest Products Journal, pages 31-37, June, 1995.

20."RTA Market Shows Growth Opportunities," Wood and Wood Products, pages 139-145, May, 1994.

21.Christianson, R. and Koenig, K. "Residential Furniture Makers: Charging Ahead," Wood andWood Products, pages 77-81, June, 1994.

22.Dr. Jean Mater, M. Scott Mater, and Catherine M. Mater, Marketing Forest Products: Gainingthe Competitive Edge, Miller Freeman, Inc., San Francisco, CA.

23.Douglas J. Lober and Mark D. Eisen, "The Greening of Retailing: Certification and the HomeImprovement Industry," Scientific Certification Systems, Oakland, CA, 1995.

43

APPENDIX A

44

Table 31 - 1994 Population and Average Annual Growth in Population Between 1980 and1994 for Major Metropolitan Areas in the Five Southwestern States.

1994 Ave. Ann. GrowthPopulation 1980-1994

Major Metropolitan Area (000’s) (Percent)

Arizona - Phoenix/Mesa 2,473 3.9

Tucson 732 2.7

Non-metropolitan 870 1.2

Total Arizona 4,075 3.6

California - Long Beach 9,150 1.6

Orange County 2,543 2.3

Riverside/San Bernadino 2,907 6.2

Venture 703 2.4

Sub-Total Los Angeles 15,303 2.4

Oakland 2,182 1.7

San Francisco 1,646 0.8

San Jose 1,557 1.5

Santa Cruz/Watsonville 235 1.8

Santa Rosa 410 2.6

Vallejo/Fairfield/Napa 483 3.2

Sub-Total Bay Area 6,513 1.5

Sacramento 1,441 3.3

Yolo 146 2.1

Sub-Total Sacramento 1,587 3.2

San Diego 2,632 3.0

Modesto 407 3.8

Stockton/Lodi 518 3.5

Fresno 835 3.2

Bakersfield 609 3.7

45

Salinas352 1.5

Visalia/Tulare/Porterville 343 2.8

S. Barbara/S. Maria/Lompoc 380 1.9

Sub-Total Other Metro 3,444 3.0

Non-Metropolitan Areas 1,952 2.7

Total California 31,431 2.4

Colorado - Denver 1,796 1.8

Boulder/Longmont 250 2.3

Greeley 144 1.2

Sub-Total Metro Areas 2,190 1.8

Non-Metropolitan Areas 1,466 2.0

Total Colorado 3,656 1.9

Nevada - Las Vegas 1,076 7.4

Reno 283 3.3

Non-metropolitan Areas 98 1.8

Total Nevada 1,457 5.9

Utah - Salt Lake City 1,178 2.1

Provo/Orem 291 2.4

Non-metropolitan Areas 439 2.3

Total Utah 1,908 2.2

Southwest 5 42,527 2.8

Total for U.S. 260,341 1.2

Source: USDC Bureau of Census.

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Table 32 - Resident Population in 1994 by Age Groups in the Five Southwestern States (000’s).

Age Group Arizona California Colorado Nevada Utah U.S.

Under 5 344 2,833 270 115 181 19,727

5-17 795 5,844 700 261 491 48,291

18-24 392 3,085 344 124 232 25,263

25-34 633 5,615 575 250 283 41,354

35-44 612 5,109 660 238 261 41,659

45-54 436 3,403 453 179 173 29,871

55-64 317 2,195 286 126 118 21,018

65-74 317 1,921 212 106 96 18,712

75-84 180 1,084 117 48 56 10,925

85 Plus 49 342 39 10 17 3,522

Total 4,075 31,431 3,656 1,457 1,908 260,341

Source: USDC/Bureau of Census.

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Table 33 - Projected Population by Ethnic Group in the Five Southwestern States for 1995,2000, and 2010 (000's)

AmericanIndian Asian,Eskimo Pacific

State Year White Black Aleut Islander Total Hispanic

Arizona 1995 3,606 123 251 91 4,071 853

2000 3,894 131 285 127 4,437 1,019

2010 4,379 143 348 204 5,074 1,382

California 1995 25,701 2,512 277 3,908 32,398 9,143

2000 26,987 2,719 276 4,906 34,888 10,584

2010 30,357 3,245 314 7,169 41,085 13,775

Colorado 1995 3,431 156 34 89 3,710 511

2000 3,733 174 36 117 4,060 595

2010 4,090 200 38 166 4,494 771

Nevada 1995 1,281 100 27 70 1,478 195

2000 1,443 118 31 99 1,691 264

2010 1,609 144 36 148 1,937 402

Utah 1995 1,843 14 33 54 1,944 106

2000 2,017 16 39 77 2,149 127

2010 2,272 18 50 122 2,462 170

Total SW 1995 35,862 2,905 622 4,212 43,601 10,810

2000 38,074 3,158 667 5,326 47,225 12,589

2010 42,707 3,750 786 7,809 55,052 16,500 Source: USDC Bureau of Census.

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Table 34 - Value of Shipments in the Five Southwestern States in 1992 by ManufacturingGroup (U.S. $ Millions) (*).

Manufacturing Group Arizona California Colorado Nevada Utah

Food & Kind. Prod. 2,483.4 44,296.6 7,417.4 338.6 2,625.1

Transportation Equip. 4,873.2 42,468.6 D 82.2 2,329.3

Indust. Mach & Equip. 1,286.7 35,616.6 4,133.0 233.9 870.6

Elect. & Other E. Equip. 4,423.5 34,995.0 1,784.4 122.2 637.4

Instructional & Rel. Prod. 2,624.8 24,700.2 3,947.4 229.1 1,159.1

Printing & Publication 1,585.7 17,705.3 2,361.9 506.8 805.8

Petrol & Coal Production 0 18,774.9 753.6 0 1,474.0

Chemical & Allied Prod. 1,068.7 16,355.1 599.4 231.8 674.4

Fabricated Metal Prod. 1,185.5 14,579.4 1,215.0 214.3 880.5

Apparel/Textile Prod. 217.2 11,232.2 325.4 32.0 262.0

Rubber/Plastic Products 732.5 9,322.3 666.4 232.9 227.0

Primary Metal Industries 2,746.2 4,958.3 444.6 170.7 1,804.0

Paper & Allied Products 483.2 7,805.7 446.2 57.6 467.3

Stone, Clay, Glass Products 666.1 5,935.0 874.2 359.5 391.6

Lumber & Wood Products 707.2 6,565.3 349.8 108.2 248.1

Misc. Manufacturing Ind. 441.6 4,049.1 278.4 305.2 478.9

Furniture & Fixtures 313.4 4,701.8 244.5 75.3 217.6

Textile Mill Products D 1,728.9 D 0 31.4

Leather & L. Products D 486.9 D 0 8.1

Dairy Products 174.8 0 3,383.3 0 0

Total 26,013.7 306,277.1 29,224.9 3,300.3 15,592.2

(*) D = Withheld to avoid disclosing data for individual companies.

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Table 35 - Value of Shipments of Wooden Windows in the U.S. in 1992 (U.S. $ Millions)and Changes Since 1987 (Percent).


Wood Window Units

Double hung:

Cladded 699.1 32

Other 223.3 0

Awning 29.0 7

Casement:

Cladded 760.7 6

Other 188.8 (13)

Horizontal sliding 90.5 93

All other, including single hung 340.4 72

Wood window units, nsk 46.1 45

2,377.7 19

Wood Sash, Excluding Window Units

Knock down & open 71.4 42

Glazed 57.2 (38)

Wood sash, excluding window units, nsk 3.1 (87)

131.7 (21)

Wood Window & Door Frames Shipped in Door Units, nsk

Window frames, wood 141.3 6

Door frames, wood 295.8 32

Wood window & door frames shipped in door units, nsk 11.1 2,675

448.2 25

Total for Wood Windows 2,957.60 17

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Table 36 - Value of Shipments of Wooden Household Furniture in the U.S. in 1992 (U.S. $Millions) and Changes Since 1987 (Percent).


Wooden living room, library, family room & den furnitureCabinets (record, music, sewing, excluding sewing machine,

radio, phono & TV cabinets) 182.1 22Chairs, excluding dining room 67.8 6

Rockers 70.3 179Tables, excluding card & telephone 499.2 (8)Desks 132.9 (6)Credenzas, bookcases, excluding wall units 86.7 21Wall units (desk, bookcase & storage) 266.6 3Other seating (Settees, loveseats, benches, stools) 51.4 (26)Other non-upholstered living room furniture (secretaries,

breakfronts, bars, magazine racks.) 147.1 72Wooden living room, library, family room & den furniture, nsk 116.8 30

1,620.8 8

Wooden dining room & kitchen furniture, excluding wooden kitchen cabinetsTables 30" x 40" or more, DR 379.8 7Chairs, DR 581.6 6Buffets & servers, DR 142.9 (3)China & corner cabinets 309.4 20Other dining room & kitchen seating 19.8 1Other dining room & kitchen furniture, including junior dining sets 83.8 100Wooden DR & K furniture, excluding kitchen cabinets, misc. 70.3 (35)

1,587.6 7

Wooden Kitchen CabinetsWooden kitchen cabinets & cabinet work, Stock line 1,925.3 19Wooden kitchen cabinets & cabinet work, Custom 1,361.9 24Vanities & other cabinet work 505.4 8Wooden kitchen cabinets, nsk 971.1 (6)

4,763.7 13

Wooden bedroom furnitureBeds, excluding headboards, headboard beds, bunkbeds, cribs, cradles,

Hollywood & youth beds 217.7 1Headboards & headboard beds, including padded 299.2 9Bunk beds, excluding mattresses & detachable springs 50.6 10Conventional water beds 97.4 87

51

Dressers, vanities & dressing tables 487.2 (3)Wardrobes, chiffonrobes, armoires, & wardrobe-type cabinets 137.3 17Chests of drawers 391.3 (7)Cedar chests 29.2 (23)Night tables & stands 250.3 11Other non-upholstered BR furniture, including commodes,

bed rails, chairs, valet stands, etc. 286.9 56Wooden bedroom furniture, nsk 231.3 18

2,478.3 9

Infant & children's wooden furnitureCribs, including springs 111.8 9Seating (Chairs, nursery seats, high chairs) 11.7 (6)Other bedroom furniture, including youth beds 123.9 40Other infant's & children's furniture 59.3 5Other infant's & children's furniture, nsk 9.6 (27)

316.2 16

Wooden outdoor furniture, unpainted & ready to assemble (RTA) furniturePorch, lawn, beach, etc. outdoor furniture 57.1 39Unpainted wooden furniture, assembled, including bookcases, chairs,

tables, desks, vanities, etc. 74.8 22RTA wood household furniture, un-painted or finished, sold in kits:

Seating 22.3 89Kitchen furniture 124.5 56Bedroom furniture 64.8 3Home entertainment centers 106.5 -Other RTA furniture 604.5 17

Wooden outdoor furniture, unpainted & RTA, nsk 27.8 (26)1,082.2 34

Wooden household furniture, nsk 891.2 (21)

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Table 37 - Value of Shipments of Upholstered Wooden Household Furniture in the U.S. in1992 (U.S. $ Millions) and Change Since 1987 (Percent).

1987-92 1992 % Change

Sofas, davenports, settees, & love-seats, excludingchairs sold as part of suites & sectional sofa pieces 2,609.6 31

Swivel chairs with variable height adjustment 49.7 (18)

Other chairs, excluding reclining 697.7 10

Sectional sofa pieces, including one person seats 399.9 17

Rockers, including swivel rockers 342.5 87

Reclining chairs, all types 772.4 (8)

Other upholstered wood household furniture (Ottomanshassocks, benches, chaise lounges, etc.) 96.4 1

Upholstered wooden furniture, nsk 670.8 7

5,802.6 18

53

Table 38 - Value of Shipments of Hardwood Dimension Stock in the U.S. in 1992 (U.S. $Millions) and Changes Since 1987 (Percent).

1987-921992 % Change

Hardwood dimension stock, furniture parts, and vehicle stock

Hardwood furniture dimension, including glued laminates:

Rough or surfaced, cut to size 208.7 0

Semi-fabricated 116.0 (3)

Completely fabricated ready for assembly, including

furniture parts, except frames 225.7 5

Other industrial dimension stock (for handles, golf clubs, etc):

Rough industrial dimension stock 43.0 11

Semi-fabricated industrial dimension stock 11.1 (67)

Completely fabricated hardwood industrial dimension stock 124.1 49

Compression-modified or densified wood 1.3 (32)

Hardwood dim. stock, furniture parts, & vehicle stock, nsk 32.7 (18)

Subtotal/Average 762.6 3

Wood furniture frames for household furniture

For seating 26.3 41

Other 35.9 (17)

Wood frames for household furniture, nsk 10.6 41

Subtotal/Average 272.8 29

54

APPENDIX B

55

Associations, Agencies, and Other Industry Groups

United States

American Association of Nurserymen1250 Eye Street, NW, Suite 500Washington, DC 20005Phone: (202) 789-2900 Fax: (202) 789-1893Purpose: Vertical organization of wholesale growers, landscape firms, garden centers, mail ordernurseries, suppliers which promotes the industry and its products. Members: 2,300.Meetings: Annual convention in July/August.

American Building Contractors Association12123-A Woodruff AvenueDowney, CA 90241Phone: (310) 803-5520Purpose: Assist general and specialty contractors, suppliers, and building material manufacturers. Members: 700 (Concentrated in California).

American Fence Association5300 Memorial Drive, Suite 116Cleveland, OH 44115Phone: (404) 299-5423 Fax: (404) 299-8927Purpose: Represent the interests of fence contractors, manufacturers, and wholeslers. Membership: 830. Annual dues: $325.

American Furniture Manufacturers AssociationO.O. Bpx HP-7High Point, NC 27261Phone: (919) 884-5000 Fax: (910) 884-5303Purpose: Unified voice for the industry; personnel development; market research and forecasts. Members: 336. Annual membership directory.Meetings: Annual meeting.

American Wood-Preservers' AssociationP.O. Box 286Woodstock, MD 21163Phone: (410) 465-3169 Fax: (410) 465-3195Purpose: Serve the interests of processors and users of chemically treated wood. Members: 150.Meetings: Annual meeting always in April/May.

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Architectural Woodwork Institute13924 Braddock Road, Suite 100Centreville, VA 22020Phone: (703) 222-1100 Fax: (703) 222-2499Purpose: Represent manufacturers who make woodwork to architects' specifications.Services: Work to raise industry standards; research new and improved materials and methods;publish technical data; conduct seminars and training courses. Membership: 850. Sell amembership directory for $25. Numerous other publications.Meetings: Annual convention, Atlanta, GA Aug. 21-23, 1996; Minneapolis, MN, Sep. 18-20,1997; Atlanta, GA, Aug. 1998.

Associated General Contractors of America1957 E. Street, NWWashington, DC 20006Phone (202) 393-2040 Fax: (202) 347-4004Purpose: Serves general construction contractors, subcontractors; industry suppliers, and servicefirms; Provides market services through its divisions; conducts conferences and seminars. Members: 32,500. Membership directory and buyers' guide $35.Meetings: Annual meeting always midyear.

California Forest Products Commission2150 River Plaza Drive, Suite 270Sacramento, CA 95833Phone: (916) 568-1141 Fax: (916) 568-1141Purpose: To create a positive public image of the forest products industry and a recognition of theeconomic and environmental significance of wood products.

California Lumber Inspection Service1305 N. Bascom Avenue, Suite JSan Jose, CA 95128Phone: (408) 241-2960 Fax: (408) 246-5415Purpose: Inspection of lumber and wood products. Inventory verifications.

California Redwood Association405 Enfrente Drive, Suite 200Novato, CA 94949Purpose: Promote the use of redwood lumber products.

Construction Specifications Institute601 Madison AvenueAlexandria, VA 22314Phone: (703) 684-0300 Fax: (703) 684-0465Purpose: Advance construction technology through communication, education, and research.Door and Hardware Institute

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14170 Newbrook DriveChantilly, VA 22021Phone: (703) 222-2010 Fax: (703) 222-2410Purpose: Represent the interests of commercial distributors, manufacturers, and specifiersinvolved in doors and builders hardware; conduct management and technical courses andsurveys; sponsor technical research. Members: 5,500. Membership directory is free to members. "Doors and hardware magazine, $65/year outside of the U.S.Meetings: Annual meeting.

Forest Products Inspection7796 Bell Road, P.O. Box 693Windsor, CA 95492Phone: (707) 579-3707 Fax: (707) 579-3242Purpose: Timber testing laboratory; inspection and repair of engineered wood products.

Forest Products Laboratory (USDA Forest Service)One Gifford Pinchot DriveMadison, WI 53705Phone: (608) 231-9200 Fax: (608) 231-9592Purpose: Improve the use of the timber resource through research on wood and wood products,publish research findings, woor cooperatively with the public and industry.

Forest Products Research SocietyForest Products Society2801 Marshall CourtMadison, WI 53705Phone: (608) 231-1361 Fax (608) 231-2152Purpose: Foster innovation and research in the processing and use of wood products bydiseminating information and providing forums for the exchange of knowledge.Meetings: Annual meeting, Vancouver, BC, June 22-26, 1997; Merida, MX, June 21-29, 1998.

Forest Resources Systems Institute122 Helton CourtFlorence, AL 35630Phone: (205) 767-0250 Fax: (205) 767-3768Puropose: Facilitate the use of computers in forestry and related industries.

Garden Centers of America1250 Eye Street, NW, Suite 500Washington, DC 20005Phone: (202) 789-2900 Fax: (202) 789-1893Purpose: Conduct marketing surveys and education programs for garden center management. Members: 525.Meetings: Annual management clinic 1st weekend in February.

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Hardwood Manufacturers Association400 Penn Center Boulevart, Suite 530Pittsburgh, PA 15235Phone (412) 829-0770 Fax: (412) 829-0844Purpose: Advance the interests of hardwood lumber producers; provide services that buildconsumer demand; help producers gain a competitive edge. Members: 116.

Home Furnishings International Association110 World Trade Center, P.O. Box 581207Dallas, TX 75258Phone: (214) 741-7632 Fax: (214) 742-9103Purpose: Serve the needs of the home furnishings retailer. Members: 1,600. "Home FurnishingsReview" magazine, monthly.

IHPA-The International Wood Products Association4214 King StreetAlexandria, VA 22302Phone: (703) 820-6696 Fax: (703) 820-8550Purpose: Develop and diseminate information relative to imported wood products: establishstandards of quality and service pertaining to wood products. Members: 180. Annual directory.Meetings: Annual meeting with exhibits in even-numbered years only.

International Home Furnishings Representatives Association209 S. Main, M-1215High Point, NC 27261Phone: (910) 889-3920 Fax: (919) 883-8245Purpose: Provides information exchange and listings of manufacturers and representativesseeking working relationships. Members: 3,200. Directory and "Home FurnishingsRepresentatives" magazine.Meetings: Annual conference.

International Wholesale Furniture AssociationP.O. Box 2482164 S. Main Street, Suite 404High Point, NC 27261Phone: (910) 884-1566 Fax: (910) 884-1350Purpose: Serves wholesalers of furniture and/or home furnishings, their supplier firms , andsuppliers of services used by wholesaler furniture distributors. Members: 127. "Who's Who inFurniture Distribution, annual, $35.

Kitchen Cabinet Manufacturers' Association1899 Preston White DriveReston, VA 22091

59

Phone (703) 264-1690 Fax: (703) 620-6530Purpose: Represent interests of manufacturers of kitchen cabinets and their suppliers; offer acertification program, voluntary performance standards, management conference, plant tours, andindustry management information.Meetings: Annual convention, Tarpon Springs, FL, May 18-21, 1997.

Lumber Association of Southern CaliforniaP.O. Box 1122La Quinta, CA 92253Phone (619) 564-3312 Fax: (619) 564-6433Purpose: Promote the use of wood and wood products.Meetings Management Conference, Palm Springs, CA, Nov., 1996.

Lumber Merchants Association3130 Fite CircleSacramento, CA 95827Phone: (916) 369-7501 Fax: (916) 369-8271Purpose: Represent independent dealers and their suppliers; keep them informed of industrytrends, legislation, and safety concerns; provide educational opportunities for employees.

Management Agents'

Maple Flooring Manufacturers Association60 Revere Drive, Suite 500Northbrook, IL 60062Phone: (708) 480-9138 Fax: (708) 480-9282Purpose: Represent the interests of manufacturers and installers of northern maple flooring. Members: 150.

Mountain States Lumber & Building Material Dealers Association9034 E. Easter Place, Suite 103Englewood, CO 80112Phone (303) 793-0859 Fax: (303) 290-9137Purpose: Resolution of problems and development of opportunities for the retail lumber andbuilding material industry.

National Association of Casual Furniture Retailers36 S. State Street, Suite 1212Chicago, IL 60603Phone: (312) 782-5252Purpose: Casual furniture retailers, manufactureres, and representatives association.Meetings: Annual meeting in Chicago each September.

National Association of Floor Covering Distributors

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401 N.MichiganChicago, IL 60611Phone: (312) 644-6610 Fax: (312) 245-1084Purpose: Promote the best interests of wholesale floor covering distributors.Members: 500. Annual dues: 495. Annual directory of members available free to members only.

National Association of Garage Door Manufacturersc/o Thomas Associates, Inc.1300 Sumner AveCleveland, OH 44115Phone: (216) 241-7333 Fax: (216) 241-0105Purpose: Serve manufacturers of garage doors and garage door components.Membership: 75. Annual directory: $50 for members and $100 for non-members.

National Association of Home Builders1201 15 Street, NWWashington, DC 20005Phone: (202) 822-0200 Fax: (202) 822-0377Purpose: Provide local, state and federal legislative, regulatory, and legal assistance; monitorissues of concern to the housing industry. Has a redelors council with 5,500 members. Regularmembers: 164,000.

National Association of Remodeling Industry4301 North Fairfax Drive, Suite 310Arlington, VA 22203Phone: (703) 276-7600 Fax: (703) 243-3465Purpose: Serve contractors, manufacturers, wholesalers, distributors, lenders, utilities, andpublishers in the remodeling industry; be a clearing house for information on the remodelingindustry; ally to the nation's homeowners. Members: 5,500.

National Association of Wholesalers-Distributors1725 K Street. MW, 7th FloorWashington, DC 20006Phone (202) 872-0885 Fax: (202) 785-0586Purpose: Government and public relations. Publishes books on wholesaling. Members: 45,000.Meetings: Annual meeting.

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National Building Material Distributors Association401 N. Michigan Ave.Chicago, IL 60611Phone: 312) 321-6845Fax: (312) 644-0110Purpose: Represents the industry when appropriate; distributes industry information;providesinformation sharing and training opportunities. Members: 500. Meetings: Annual conference.

National Frame Builders Association4840 West 15th Street, Suite 1000Lawrence, KS 66049Phone: (913) 843-2444 Fax: (913) 843-7555Purpose: Represent post frame manufacturing, marketing, and or construction companies alongwith those companies supplying materials and equipment or services to the frame buildingindustry. Members: 500.

National Hardwood Lumber Association6830 Raleigh LaGrange Road, P.O. Box 34518Memphis, TN 38184Phone: (901) 377-1818 Fax: (901) 382-6419Purpose: Grading rules for hardwood lumber, inspection service, inspection school, continuingeducation program, wood promotion, promotion of research in hardwood forest products. Membership directory, $75. Members: 1,150.Meetings: Annual meeting with exhibits always in October.

National Home Furnishings AssociationP.O. Box 2396High Point, NC 27261Phone (919) 883-1650 Fax: (919) 883-1195Purpose: Research, training, and networking for retailers of furniture and related homefurnishings. Members: 13,500. "Furniture Retailer" magazine, monthly, $48/year.

National Lawn and Garden Distributors Association1900 Arch StreetPhiladelphia, PA 19103Phone: (215) 564-3484 Fax: (215) 564-2175Purpose: Facilitates wholesale distribution of lawn and garden supplies. Members: 300. Directory.

National Institute of Building Sciences1201 L Street, NW, Suite 400Washington, DC 20003Phone: (202) 289-7800 Fax: (202) 289-1092Purpose: Improving the building regulatory process and facilitating the safe introduction and useof new and innovative technology.

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National Kitchen and Bath Association687 Willow Grove StreetHackettstown, NJ 07840Phone: (908) 852-0033 Fax: (908) 852-1695Purpose: Association of kitchen and bathroom designers. Provides training, "Kitchen & Bath"magazine, and certification. Members: 6,400 (List available for fee to non-members).Meetings: Annual conference and industry show. Annual dues: $300 up , depending on annualsales.

National Lumber and Building Material Dealers Association40 Ivy Street, SEWashington, DC 20003Phone: (202) 547-2230 Fax: (202) 547-8645Purpose: Federation of state and regional associations representing 10,000 retail lumber andbuilding materials dealers throughout the U.S.

National Oak Flooring Manufacturers' Association22 North Front Street, 660 Falls BuildingMemphis, TN 38173Phone: (901) 526-5016 Fax: (901) 526-7022Purpose: Establish and enforce quality standards for hardwood flooring.Members: 26.Meetings: Installation School, Memphis, TN, Sep. 28-Oct 2, 1996.

National Sash & Door Jobbers Association10225 Robert Trent Jones PakwayNew Port Richey, FL 34655Phone (813) 372-3665Purpose: Promote the use and increased consumption of stock millwork and related buildingproducts. Members: 1,050. Meetings: Annual convention, Reno, NV, Oct. 12-16, 1996; New Orleans, LA Oc. 25-29, 1997.

National Wood Flooring Association233 Old Maramec Station RoadManchester, MO 63021Phone: (314) 391-5161 Fax: (314) 391-6137Purpose: Educate members and consumers about wood flooring; assist in expanding woodflooring markets. Members: 950. Annual dues: $375.

National Wood Window & Door Association1400 East Touhy Avenue, G-54Des Plaines, IL 60018Phone (847) 299-5200 Fax: (847) 299-1286Purpose: Promote the interests of wood window and door manufacturers; develop standards and

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test methods for the manufacture of these products. Members: 140.North American Building Material Distribution Association401 N. Michigan AvenueChicago, IL 60611Phone (312) 321-6845 Fax: (312) 644-0310Purpose: To develop member excellence in marketing and distribution service to their customers.Member Organizations: Cabinet Industry Distribution Alliance

Direct Specialized Distrubution AllianceKitchen/Bath Distribution AllianceRetail Industry Distribution AllianceRoofing Distribution Coalition

North American Wholesale Lumber Association3601 Algonquin Road, Suite 400Rolling Meadows, IL 60008Phone: (886) 870-7470 Fax: (886) 870-0201Purpose: Be the unifying force for efficient distribution within the forest productsindustry.Members: 475. Annual directory, $50.Meetings: Annual meeting, San Antonio, TX, May 3-6, 1997.

Pacific Northwest Association of Rail Shippers184 East Hatton Avenue, P.O. Box 41128Eugene, Oregon 97404Phone: (541) 688-6675 Fax: (541) 461-5953Purpose: Association of rail shippers, receivers, third party shipping agents, and rail carriers.

Silva Forest FoundationP.O. Box 9Slocan Park, British ColumbiaCanada VOG 2EOPurpose: Certifier of sustainably produced forest products

TECO/PFS2402 Daniels StreetMadison, WI 53704Phone (608) 221-3361 Fax (608) 221-0180Purpose: Wood products testing and certification.

Unfinished Furniture Association35 E. Wacker Drive, Suite 500Chicago, IL 60601Phone: (312) 782-5252 Fax: (312) 236-1140Purpose: Provides seminars, insurance, auditing, advertising, and other assistance to members. Membership directory is free to members only.

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Meetings: Annual convention and trade show each summer. Annual dues: $100 up.USDA Forest Service, Forestry Sciences LaboratoryRoute 2, Box 562-BPreinceton, WV 24740Phone: (304) 425-6945 Fax: (304) 425-1476Purpose: Conduct research to improve hardwood secondary processing technology; analyzehardwood market statistics.

Western States Lumbermen's CouncilP.O. Box 1699Olympia, WA 98507Purpose: Exchange group of retail building material associations in the West; analyze trends inthe retail industry; annual meeting.

Western Wood Products AssociationYeon Building, 522 S.W. 5th AvenuePortland, OR 97204Phone: (503) 224-3930 Fax: (503) 224-3934Purpose: Promote the interest of western U.S. wood product producers. Not open to Canadianmembership.

Wood Component Manufacturers Association(Formerly National Dimension Manufacturers Association)1000 Johnson Freeway Road, Suite A-130Marietta, GA 30068Phone (770) 565-6660Purpose: Represent producers of wood components for the furniture, cabinet, millwork, andrelated industries.

Wood Machinery Manufacturers of America1900 Arch StreetPhiladelphia, PA 19103Phone: (215) 564-3484 Fax: (215) 963-9785Purpose: Represent U.S. machinery suppliers to the wood processing industry. Offers a freebuyers guide and membership directory.Meetings: Wood industry conference, Colorado Springs, CO, Apr. 16-20, 1997; woodworkingindustry conference, Marco Island, FL, TBA, 1998. Their International WoodworkingMachinery & Furniture Supply Fair is heavily attended by a broad array of wood productmanufacturers, wholesalers, and retailers. Annual dues:$550 up.

Wood Moulding & Millwork Producers Association507 First StreetWoodland, CA 95695Phone: (916) 661-9591 Fax: (916) 661-9586

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Purpose: Provides for interchange of information among members, represents members beforegovernmental agencies and legislative bodies, establishes standards for products, promotes products of the moulding industry. Members: 70.

Wood Products Manufacturers Association175 State Road EastWestminster, MA 01473Phone: (508) 874-5445 Fax: (508) 874-9946Purpose: Serves the interests of manufacturers and distributors of dimension stock, furniture, andturned and shaped wood products, such as handles, spoons, wheels, clothespins. Members: 410.Meetings: Trade show every spring and September.

Woodworking Institute of California3164 Industrial BoulevardP.O. Box 980247West Sacramento, CA 95798Phone: (916) 372-9943 Fax: (916) 372-9950Purpose: Create standards for architectural millwork, inspect, and certify. "Manual of Millwork",free, sets forth standards. Membership: 225 fabricators and 120 associates.Meetings: Annual conference.

WPCC, Inc. (Formerly Wood Products Competitiveness Corporation)63085 North Highway 97, Suite 107Bend, Oregon 97701Phone: (541) 385-5353 Fax: (541) 385-5335Purpose: An association of secondary wood products manufacturers which provides assistancewith marketing, training & technology, capital access, and wood supply development. Members:85. Annual dues: $300 up.

Canada

BC Wood Specialties Group#5 15355 102A AvenueSurrey, BC V3R 7K1Phone: (604) 583-8786 Fax: (604) 583-9916Purpose: Facilitate growth, improve the quality of market and technical information, andencourage better utilization of resources in the manufactured wood products industry in B.C.

Canadian Kitchen Cabinet Association27 Goulburn AvenueOttawa, ON K1N 8C7Phone: (613) 233-6205 Fax: (613) 233-1929Purpose: Promote interests of manufacturers of kitchen cabinets, bathroom vanities, and relatedmillwork.

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Canadian Window & Door Manufacturers Association27 Goulburn AvenueOttawa, ON K1N 8C7Phone: (613) 233-9804 Faz: (613) 233-1929Purpose: Promote the interests of those engaged in the manufacture, sale, or distribution of doors,windows, and other related products.

Canadian Wood Council1730 St. Laurnet Boulevard, Suite 350Ottawa, ON K1G 5L1Phone: (613) 247-7077 Fax: (613) 247-7856Purpose: Maintain and expand the Canadian solid wood industry's market share in residential andcommercial construction.

Forintek Canada Corp.2665 East MallVancouver, BC V6T 1W5Phone: (604) 224-3221 Fax: (604) 222-5690Purpose: Wood products research and development, technology transfer to the Canadian woodproducts industry.

Pacific Forestry Centre506 West Burnside RoadVictoria, BC V8Z 1M5Phone (604) 363-0721 Fax: (604) 363-0797Purpose:

Western Red Cedar Lumber Association1200-555 Burrard StreetVancouver, BC V7X 1S7Phone: (604) 684-0266 Fax: (604) 687-4930Purpose: Sponsors advertising and promotional activities for manufacturers of western red cedarlumber products.

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Trade Shows

American Architectural Manufacturers Association1540 E. Dundee Road, #310Palatine, IL 60067Phone: (708) 202-1350 Fax: (708) 202-1480Attendance: 300

American Fence Association5300 Memorial Drive, Suite 116Stone Mountain, GA 30083Phone: (404) 299-5413 Fax: (404) 299-8927Attendance: 3,600

American Floor Covering Association National Convention13-154 Merchandise MartChicago, IL 60654Phone: (312) 644-1243Contents: Mostly retail display suppliesAttendees: 200

American Institute of Architects1735 New York Avenue, NWWashington, DC 20006Phone: (202) 626-7407 Fax: (202) 626-7518Attendance: 8,000.

Architectural Woodwork Institute13924 Braddock Road, Suite 100Centreville, VA 22020Phone: (703) 222-1100 Fax: (202) 222-2499Attendance: 900

Arizona Fall Home ExpoEdward Greenband Enterprises6868 North 7th Avenue, Suite 201Phoenix, AZ 85013Phone: (602) 277-4748 Fax: (602) 265-3024Contents: Emphasizes high-end furniture and kitchen items.Attendees: 25,000, includes general public

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Associated General Contractors of America Annual Convention/Expo.1957 E Street, NWWashington, DC 20006Phone: (202)393-2040 Fax: (202) 347-4004Attendance: 6,000.

Builders Conference, Pacific CoastLinda Baysari, Conference Meeting Manager1107 9th Street, Suite 1060Sacramento, CA 95814Phone (916) 325-9300Attendance: 10,000

Builders Show Annual Meeting, National Association of Home Builders1201 15th Street, NWWashington, DC 20005Phone: (202) 861-2105 Fax: (202) 861-2104Attendance: Houston TX Astrodome, 65,000

California Window Manufacturers Association Spring Meeting2080 N. Tustin Avenue, #ASanta Ana, CA 92701Attendance: 150

Canadian Hardware/Housewares/Home Improvement Show6800 Campbello RoadMississauga, ON L5N 2L8Phone: (905) 821-3470 Fax: (905) 821-8946Content: Includes hardware, housewares, fencing, and garden products.Attendees: 22,000 Buyers, retailers, agents, and wholesalers.

Canadian Home Centre Show1450 Don Mills RoadDon Mills, ON M3B 2X7Phone: (416) 445-6641 Fax: (416) 442-2207Attendance: 5,000.

Canadian Society of Landscape Architects Annual Meeting310-1339 15th Avenue, SWCalgary, AB T3C 3V3Phone: (403) 228-6591Attendance: 300

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Construction Specifications Institute601 Madison StreetAlexandria, VA 22314Phone: (703) 684-0300 Fax: (703) 684-0465Attendance (Largest show for non-residential products and services)

Construction Specifications Institute, SacramentoBox 1462Sacramento, CA 95812Phone: (916) 927-0051Attendance: 2,000

Contractor Association of ColoradoBox 3489Englewood, CO 80155Phone: (303) 290-6611 Fax: (303) 757-3235Attendance: 750

Desert News Fall Home Improvement & Modern Living ShowGreenband Enterprises3450 South Highland, Suite 105Salt Lake City, UT 84106Phone: (801) 485-7399Attendance: 50,000, includes general public

Exhibition for Gardeners and Flower LoversWorld Access Corp149 Cedar StreetWellsley Hill, MA 02181Phone: (617) 235-7360 Fax: (617) 235-7360Attendance: 78,000

Flower & Garden Show, WashingtonTJS Productions7420 Fullerton Road, Suite 106Springfield, VA 22153Phone: (703) 569-7141 Fax: (703) 569-7261Attendance: Washington DC Convention Center, 50,000

Furniture Accessories Decorative Market, Las VegasKarel Expo Management Company2301 Collins AvenueMiami Beach, FL 33119

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Phone: (305) 534-8321 Fax: (305) 672-2023Contents: Furniture, lighting, and decorative accessoriesAttendees: 7,000

Garden and Home Show of ColoradoMacLeanHunter presentationsP.O. Box 642Parker, CO 80134Phone: (303) 696-6100 Fax: (303) 751-1880Attendees: 85,000

Hardware Building Materials Expo, Mid-America206 South 13th, Suite 1011Lincoln, NE 68508Phone: (402) 476-2577 Fax: (402) 476-0994Content: Products sold in hardware stores, lumber yards, and home centers.Attendance: 3,000.

Home and Garden Show, California CountiesMetro Expositions2291 Mark La, Suite B200Stockton, CA 95207Phone: (209) 473- 7733 Fax: (209) 473-0733Attendees: Held at various counties with approximately 30,000 attendees each

Home Furnishings Summer and Winter Markets, San FranciscoSan Francisco Mart1355 Market Street, #460San Francisco, CA 94103Phone: (415) 552-2311 Fax (415) 558-9589Attendees: 10,000 per show

Home Show, Las VegasP.O. Box 15147 Las Vegas, NV 89114Phone: (702) 258-0876 Fax: (702) 870-2930Contents: Home improvement, remodeling, and building productsAttendees: 50,000

Home Show, Orange CountyRockland Exposition, Inc.529 North Street, Middletown, NY 10940Phone: (914) 343-2772 Fax: (914) 344-1203Attendees: Unknown, 24,000 sq. ft. of exhibits

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Indiana Flower & Patio ShowHSI Show ProductionsP.O. Box 502797Indianapolis, IN 46250Phone: (317) 576-9933 Fax: ( (317) 576-9955Attendance: Indianapolis IN Fairgrounds, 95,000

International Conference of Building Officials5360 Workman Mill RoadWhittier, CA 90601Phone: (310) 699-0541 Fax: (310) 699-8031Content: Innovative building material and equipment.Attendance: 1,000

International Home Furnishings Market300 South Main StreetHigh Point, NC 27262Phone: (910) 889-0203 Fax: (910) 889-7460Content: Casegoods, upholstery, accessories, lighting, and rugs.Attendees: Largest wholesale home furnishings trade show in the world. Held for 9 days eachApril and October in High Point, NC. 70,000 attendees per show.

International Woodworking Machinery & Furniture Supply Fair11110 Ohio Avenue, Suite 208Los Angeles, CA 90025Phone: (310) 445-1511 Fax: (310) 445-1515Next show August 1-4, 1997 in Anaheim Convention Center. Largest wordworking industryshow in the U.S. in 1997. Over 17,000 qualified buyers.

Landscape Industry Show, California2021 N Street, Suite 300Sacramento, CA 95814Phone: (916) 448-2522 Fax: (916) 446-7692Attendance: 6,000

Lawn and Garden Distributors Association1900 Arch StreetPhiladelphia, PA 19103Phone: (215) 564-3484Attendance: Members only, 500

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Maple Flooring Manufacturers Association60 Revere Drive, Suite 500Northbrook, IL 60062Phone: (708) 480-9138Attendance: 225

National Association of Remodeling Industry, Inc.4301 N. Fairfax Drive, Suite 310Arlington, VA 22203Phone: (703) 276-7600Attendance: 12,000

National Building Material Distributors Association Trade Show401 N. Michigan AvenueChicago, IL 60611Phone: (312) 321-6845 Fax: (312) 644-0310Attendance: 800

National Building Products Expo and Conference383 Main AvenueNorwalk, CT 06852Phone: (203) 840-4820 Fax: (203) 840-4824Attendance: 7,000

National Sash and Door Jobbers Association2400 E. Devon Avenue, Suite 364Des Plaines, IL 60018Phone: 9708) 299-3400Content: Display of doors, windows, and millwork for wholesalers and manufacturersAttendance: 3,000

National Wood Flooring Association233 Old Meramec Street RoadManchester, MO 63021Phone: (314) 391-5161 Fax: (314) 391-6137Attendees: 1,300

Nursery and Garden Supply Show, Farwest2780 SE Harrison, Suite 102Milwaukie, OR 97222Phone: (503) 653-8733Attendance: 13,000

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Nurserymen Association of Colorado5290 E. Yale Circle, Suite 104Denver, CO 80222Attendance: 4,500

Remodelers' Show, National Association of Home Builders1201 15th Street, NWWashington, DC 20005Phone: (202) 861-2105 Fax: (202) 861-2104Attendance: 8,000

Retail Lumber Association, North East339 East AvenueRochester, NY 14604Phone: (716) 325-1626 Fax: (716) 325-6179Attendance: 7,000

Southern California Home and Garden ShowSouthex Exhibitions2099 South State College BoulevardAnaheim, CA 92806Phone: (714) 978-8888 Fax: (714) 978-2422Contents: Furniture, home improvement products, interior design, kitchen & bath, lawn & gardenAttendees: 100,000 (Largest show in CA)

Southern Home and Garden Show702 East McBee AvenueGreenville, SC 29601Phone: (803) 233-6850 Fax: (803) 232-3541Attendance: 40,000

Spring Home & Patio ShowIndustrial ExpositionsP.O. Box 480084Denver, CO 80248Phone: (303) 892-6800 Fax: (303) 892-6322Attendees: 35,000

Western Building Material Association Annual MeetingBox 1699Olympia, WA 98507Phone: (206) 943-3054 Fax: (206) 943-1219Attendance: 1,300 primarily from Pacific Northwest

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Western Floor Covering Association Trade Show2211 East Howell AvenueAnaheim, CA 92806Phone: (714) 978-6440 Fax: (714) 978-6066Attendees: 30,000

Wood Technology Clinic & ShowMiller-Freeman, Inc.600 Harrison StreetSan Francisco, CA 94107Attendance: 10,000

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Production Home Builders

Centex Corporation3333 Lee ParkwayP.O. Box 19000Dallas, TX 75219(214) 559-6500(909) 279-4000 in Corona, CAThe largest homebuilder in the U.S. with operations in 20 states, including California andNevada.

Lennar Corporation700 N.W. 107th AvenueMiami, FL 33172(305) 559-4000Builds moderatly-priced house. Has a rapidly expaning operation in Arizona.

Ryland Group11000 Brokenland ParkwayColumbia, MD 21044(410) 715-7000Major builder in Arizona, and California. Revamping its building material purchasing strategies.

Toll Brothers3103 Philmont AvenueHuntingdon Valley, PA 19006(215) 938-8000Builder of luxury homes which is now entering the Phoenix market.

M D C Holdings Inc Annual Sales: $500.0MM - $999.9MM3600 S Yosemite St Employees Here: 100 to 249Denver, CO 80237-1812 Total Employees: 1,000 to 9,999(303) 773-1100 Type of Location: headquartersSic Code: 1521-9901 New construction, single-family houses

Richmond Homes Inc Annual Sales: $250.0MM - $499.9MM4600 S Ulster St Ste 400 Employees Here: 100 to 249Denver, CO 80237-2831 Total Employees: 250 to 499(303) 773-2727 Type of Location: headquartersSic Code: 1531-0000 Operative builders

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Del Webb Corporation Annual Sales: $500.0MM - $999.9MMP O Box 29040 Employees Here: 100 to 249Phoenix, AZ 85038-9040 Total Employees: 1,000 to 9,999(602) 808-8000 Type of Location: headquarters(619) 772-5300 in Bermuda Dunes, CA Sic Code: 1531-0000 Operative builders Builder of planned, active-adult communities in Arizona, Southen Nevada, and SouthernCalifornia.

Chi Construction Company Annual Sales: $100.0MM - $249.9MMP O Box 60010 Employees Here: 25 to 49Phoenix, AZ 85082-0010 Total Employees: 25 to 49(602) 483-0006 Type of Location: single locationSic Code: 1521-9901 New construction, single-family houses

Jeff Blandford Development Annual Sales: $100.0MM - $249.9MM3651 E Baseline Rd Employees Here: 5 to 9Gilbert, AZ 85234-2689 Total Employees: 25 to 49(602) 892-4492 Type of Location: headquartersSic Code: 1521-9901 New construction, single-family houses

Rhodes Homes4630 Arville StreetLas Vegas, NV 89103(702) 873-5338Builder of mid-range to luxury homes in Las Vegas.

Kaufman & Broad Home Corp Annual Sales: above $1,000MM10990 Wilshire Blvd Employees Here: 100 to 249Los Angeles, CA 90024-3913 Total Employees: 1,000 to 9,999(310) 231-4000 Type of Location: headquartersSic Code: 1531-0000 Operative buildersLargest homebuilder in CA. Builds moderately-priced houses with modern, stylish architecture.

Greystone Homes Inc Annual Sales: $250.0MM - $499.9MM6767 Forest Lawn Dr Employees Here: 10 to 24Los Angeles, CA 90068-1027 Total Employees: 250 to 499(213) 436-6300 Type of Location: headquartersSic Code: 1521-9901 New construction, single-family houses

Inco HomesP.O. Box 970, Upland, CA 91785(909) 981-8989(702) 736-7672 in Las Vegas

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Pardee Construction Co.10880 Wilshire Boulevard, Suite 1900Los Angeles, CA 90024(310) 475-3525

Kaufman Broad Cstl Valleys Inc Annual Sales: $100.0MM - $249.9MM21900 Burbank Blvd Employees Here: 50 to 99Woodland Hills, CA 91367-6469 Total Employees: 50 to 99(818) 887-2275 Type of Location: single locationSic Code: 1521-9901 New construction, single-family houses

Barratt San Diego Annual Sales: $100.0MM - $249.9MM2035 Corte Del Nogal Ste Employees Here: 25 to 49Carlsbad, CA 92009 Total Employees: 50 to 99(619) 431-0800 Type of Location: headquartersSic Code: 1531-9903 Speculative builder, multi-family dwellings

Nielsen Construction Co Annual Sales: $100.0MM - $249.9MMP O Box 80367 Employees Here: 50 to 99San Diego, CA 92138-0367 Total Employees: 250 to 499619619-291-6330 Type of Location: headquartersSic Code: 1522-0107 Multi-family dwellings, new construction

Standard Pacific Corp Annual Sales: $250.0MM - $499.9MMP O Box 5063 Employees Here: 100 to 249Costa Mesa, CA 92628-5063 Total Employees: 250 to 499(714) 668-4300 Type of Location: headquartersSic Code: 1531-0000 Operative buildersBuilds medium- to high-priced homes, primarily in California.

Presley Companies The Del Annual Sales: $250.0MM - $499.9MMP O Box 6110 Employees Here: 50 to 99Newport Beach, CA 92658-6110 Total Employees: 250 to 499(714) 640-6400 Type of Location: headquartersSic Code: 1531-0000 Operative builders

Kaufman and Broad Coastal Annual Sales: $100.0MM - $249.9MM100 Bayview Cir Ste 100 Employees Here: 50 to 99Newport Beach, CA 92660-2984 Total Employees: 50 to 99(714) 854-4252 Type of Location: single locationSic Code: 1531-0000 Operative builders

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Bramalea California Inc Annual Sales: $100.0MM - $249.9MM27432 Calle Arroyo Employees Here: 10 to 24San Juan Capistrano, CA 92675-2747 Total Employees: 25 to 49(714) 488-8850 Type of Location: headquartersSic Code: 1531-0000 Operative builders

Baldwin Development Annual Sales: $100.0MM - $249.9MM16811 Hale Ave Employees Here: 50 to 99Irvine, CA 92714-5020 Total Employees: 250 to 499(714) 660-1700 Type of Location: headquartersSic Code: 1531-0000 Operative builders

Regis Homes Corporation Annual Sales: $100.0MM - $249.9MM18802 Bardeen Ave Employees Here: 500 to 999Irvine, CA 92715-1521 Total Employees: 500 to 999(714) 756-5959 Type of Location: headquartersSic Code: 1531-9902 Cooperative apartment developers

Swinerton & Walberg Co Annual Sales: $250.0MM - $499.9MM580 California St Employees Here: 250 to 499San Francisco, CA 94104-1000 Total Employees: 500 to 999(415) 421-2980 Type of Location: headquartersSic Code: 1522-0105 Hotel/motel, new construction

The Hofmann Company Annual Sales: $100.0MM - $249.9MMP O Box 907 Employees Here: 25 to 49Concord, CA 94522-0907 Total Employees: 100 to 249(510) 682-4830 Type of Location: headquartersSic Code: 1531-9904 Speculative builder, single-family houses

Kaufman & Broad-South Bay Inc Annual Sales: $100.0MM - $249.9MM2201 Walnut Ave Ste 150 Employees Here: 100 to 249Fremont, CA 94538-2334 Total Employees: 100 to 249(510) 792-2900 Type of Location: single locationSic Code: 1522-0000 Residential construction, nec

Grupe Company (Inc) Annual Sales: $100.0MM - $249.9MM3255 W March Ln FL 4 Employees Here: 50 to 99Stockton, CA 95219-2304 Total Employees: 250 to 499(209) 473-6000 Type of Location: headquartersSic Code: 1531-9904 Speculative builder, single-family houses

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Department Stores

Home Shopping Network2501 118th Avenue NorthSt. Petersburg, FL 33716(813) 572-8585Operates the Home Shopping Club which conducts 24-hour a day, 7-day a week sales viatelevision. HSC is changing from high-pressure, close-out sales to lower-pressure, brand namesales.

MacFrugal's2430 East Del Amo BoulevardDominguez, CA 90220(310) 537-9220Operates a chain of 278 retail stores in the western and southern U.S. Specializes in the sale of"close-out" merchandise which is purchase in bulk at discount prices and quickly sold.

Michaels Stores5931 Campus Circle DriveIrving, Texas 75063(214) 580-8242Chain of specialty, retail stores featuring home decoration and arts and craft items, includingpicture-framing materials, hobby and art supplies, and holiday merchandise. Looking forsuppliers.

Price/Costco, Inc.999 Lake DriveIssaquah, WA 98027(206) 313-8100Operates the largest chain of wholesale cash and carry stores in the U.S. and has stores in 10states including California, Nevada, and Utah. Sales include furniture and building supplies.

Wal-Mart StoresBox 116Bentonville, AR 72716(501) 273-4000World's largest retailer. Most stores are within a 450-mile radius of one of 30 distributioncenters. Owns Sam's Club warehouse sale stores that are very similar to Price/Costco stores.

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Kmart Corporation Annual Sales: above $1,000MM3100 W Big Beaver Rd Employees Here: 1,000 to 9,999Troy, MI 48084-3163 Total Employees: >10,000(810) 643-1000 Type of Location: headquartersSic Code: 5311-9901 Department stores, discountSic Code: 5211-9908 Home centersSecond largest retailer in the world. Stores commonly have furniture, hardware, and gardendepartments. Owns Builders Square home improvement centers.

Shopko Properties Inc Annual Sales: $250.0MM - $499.9MMP O Box 19060 Employees Here: 2 to 4Green Bay, WI 54307-9060 Total Employees: 1,000 to 9,999(414) 497-2211 Type of Location: headquartersSic Code: 5311-9901 Department stores, discount

Target Stores Annual Sales: above $1,000MM777 Nicollet Mall Employees Here: 100 to 249Minneapolis, MN 55402-2055 Total Employees: >10,000(612) 370-6948 Type of Location: headquartersSic Code: 5311-9901 Department stores, discount

Sears Roebuck and Co Annual Sales: above $1,000MM3333 Beverly Rd Employees Here: 1,000 to 9,999Hoffman Estates, IL 60179-0002 Total Employees: >10,000(847) 286-2500 Type of Location: headquartersSic Code: 5311-0000 Department stores

Sams Clubs Annual Sales: above $1,000MMP O Box 116 Employees Here: 1,000 to 9,999Bentonville, AR 72712-0116 Total Employees: >=10,000(501) 273-4000 Type of Location: headquartersSic Code: 5311-9901 Department stores, discountSic Code: 5399-9906 Warehouse club stores

J C Penney Stores Annual Sales: above $1,000MMP O Box 10001 Employees Here: 1,000 to 9,999Dallas, TX 75301-0001 Total Employees: >10,000(214) 431-1000 Type of Location: headquartersSic Code: 5311-9902 Department stores, non-discountSic Code: 5961-0000 Catalog and mail-order housesFourth largest retailer in the U.S. Has stores in all 50 states and extensive catalog sales. Homefurnishings are 18% of sales.

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Joslins Annual Sales: $100.0MM - $249.9MM7200 W Alameda Ave Employees Here: 250 to 499Lakewood, CO 80226-3294 Total Employees: 1,000 to 9,999(303) 922-7575 Type of Location: headquartersSic Code: 5311-9902 Department stores, non-discount

Thrifty Corporation Annual Sales: $100.0MM - $249.9MMP O Box 92333 Employees Here: 2 to 4Los Angeles, CA 90009-2333 Total Employees: 1,000 to 9,999(213) 251-6000 Type of Location: headquartersSic Code: 5311-9901 Department stores, discount

Broadway The Annual Sales: above $1,000MM3880 N Mission Rd Employees Here: 1,000 to 9,999Los Angeles, CA 90031-3179 Total Employees: >10,000213-227-2000 Type of Location: headquartersSic Code: 5311-9902 Department stores, non-discount

Desmonds & Associates Inc Annual Sales: $25.0MM - $49.9MM5455 Wilshire Blvd Employees Here: 50 to 99Los Angeles, CA 90036-4201 Total Employees: 500 to 999(213) 936-2163 Type of Location: headquartersSic Code: 5311-9902 Department stores, non-discount

Fedco Annual Sales: $500.0MM - $999.9MMP O Box 2605 Employees Here: 250 to 499Los Angeles, CA 90051-0605 Total Employees: 1,000 to 9,999(310) 946-2511 Type of Location: headquartersSic Code: 5311-0000 Department stores

Capin Mercantile Corporation Annual Sales: $50.0MM - $99.9MM4000 Ruffin Rd Employees Here: 2 to 4San Diego, CA 92123-1818 Total Employees: 500 to 999(619) 627-1800 Type of Location: headquartersSic Code: 5311-9901 Department stores, discount

Harris Import-Export Annual Sales: $50.0MM - $99.9MM300 N E St Employees Here: 250 to 499San Bernardino, CA 92416-0001 Total Employees: 1,000 to 9,999(909) 889-0444 Type of Location: headquartersSic Code: 5311-0000 Department stores

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Village East Annual Sales: $250.0MM - $499.9MMP O Box 28920 Employees Here: 250 to 499Fresno, CA 93729-8920 Total Employees: 1,000 to 9,999(209) 434-8000 Type of Location: headquartersSic Code: 5311-0000 Department stores

Bullocks Inc Annual Sales: $500.0MM - $999.9MM50 Ofarrell St Employees Here: unknownSan Francisco, CA 94108-5808 Total Employees: unknown(415) 954-6000 Type of Location: headquartersSic Code: 5311-9902 Department stores, non-discount

Gumps Holding Inc Annual Sales: $25.0MM - $49.9MM135 Post St Employees Here: 100 to 249San Francisco, CA 94108-4701 Total Employees: 100 to 249(415) 982-1616 Type of Location: headquartersSic Code: 5961-9916 Mail order house, necSic Code: 5311-0000 Department stores

Whole Earth Access Annual Sales: $100.0MM - $249.9MM1321 67th St Employees Here: 100 to 249Emeryville, CA 94608-1122 Total Employees: 500 to 999(510) 428-1600 Type of Location: headquartersSic Code: 5311-0000 Department stores (Woodworking supplies)

Fedco Annual Sales: $500.0MM - $999.9MMP O Box 2605 Employees Here: 250 to 499Los Angeles, CA 90051-0605 Total Employees: 1,000 to 9,999(310) 946-2511 Type of Location: headquartersSic Code: 5311-0000 Department stores

83

Home Centers

Homebase Annual Sales: above $1,000MMP O Box 9600 Employees Here: 25 to 49Natick, MA 01760-9600 Total Employees: >10,000(508) 651-6500 Type of Location: headquartersSic Code: 5399-9906 Warehouse club storesSic Code: 5211-9908 Home centers

Builders Square Inc Annual Sales: above $1,000MM9725 Datapoint Dr Employees Here: 500 to 999San Antonio, TX 78229-2029 Total Employees: >10,000(210) 616-8000 Type of Location: headquartersSic Code: 5211-9908 Home centersSic Code: 5261-0203 Gardeners supplies and tools, nec

Dixieline Lumber Annual Sales: 13 outlets in CA1400 W 28th St Employees Here: unknownNational City, CA 91959-6308 Total Employees: unknown(619) 474-4671 Type of Location: distribution centerSic Code: 5211-9908 Home centersSic Code: 5211-0000 Lumber and other building materials

Home Depot Inc Annual Sales: above $1,000MMP O Box 723020 Employees Here: 1,000 to 9,999Atlanta, GA 31139-0020 Total Employees: >10,000(770) 433-8211 Type of Location: headquartersSic Code: 5211-9908 Home centers

84 Lumber Company Annual Sales: above $1,000MMP O Box 8484 Employees Here: 250 to 499Eighty Four, PA 15330-8484 Total Employees: 1,000 to 9,999(412) 228-8820 Type of Location: headquartersSic Code: 5211-9908 Home centers

Kmart Corporation Annual Sales: above $1,000MM3100 W Big Beaver Rd Employees Here: 1,000 to 9,999Troy, MI 48084-3163 Total Employees: >10,000810-643-1000 Type of Location: headquartersSic Code: 5311-9901 Department stores, discountSic Code: 5211-9908 Home centers

84

Building Material Retailers

Foxworth-Galbraith Lumber Co Annual Sales: $250.0MM - $499.9MMP O Box 799002 Employees Here: 50 to 99Dallas, TX 75379-9002 Total Employees: 1,000 to 9,999(214) 437-6100 Type of Location: headquartersSic Code: 5031-0000 Lumber, plywood, and millworkSic Code: 5211-0000 Lumber and other building materialsSic Code: 2431-0108 Doors, wood

BMC West Corporation Annual Sales: unknownP O Box 19347 Employees Here: 10 to 24Boulder, CO 80308-2347 Total Employees: unknown(303) 442-5853 Type of Location: branchSic Code: 5211-0000 Lumber and other building materials

Fremont Group Inc Annual Sales: $500.0MM - $999.9MM50 Fremont St Ste 3700 Employees Here: 100 to 249San Francisco, CA 94105-2230 Total Employees: 1,000 to 9,999(415) 284-8500 Type of Location: headquartersSic Code: 6552-9901 Land subdividers and developers, commercialSic Code: 5211-0000 Lumber and other building materials

Parr Lumber Co Annual Sales: $100.0MM - $249.9MMP O Box 5489 Employees Here: 100 to 249Beaverton, OR 97006-0489 Total Employees: 250 to 499(503) 614-2500 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

Rocky Mountain Pre-Stain Annual Sales: $50.0MM - $99.9MMP O Box 33676 Employees Here: 10 to 24Denver, CO 80233-0676 Total Employees: 100 to 249(303) 451-8001 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

Brookharts Building Center Annual Sales: $50.0MM - $99.9MM704 S Sierra Madre St Employees Here: 10 to 24Colorado Springs, CO 80903-4024 Total Employees: 250 to 499(719) 471-4500 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

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BMC West Corporation Annual Sales: $500.0MM-$999.0MMPO Box 8008 Employees Here: 50 to 99Boise, ID 83707-2008 Total Employees: 1,000 to 9,999(208) 338-1750 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

Anderson Lumber Company Annual Sales: $100.0MM - $249.9MMP O Box 9459 Employees Here: 25 to 49Ogden, UT 84409-0459 Total Employees: 500 to 999(801) 479-3400 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

Wmk Materials Annual Sales: $50.0MM - $99.9MM6075 S Eastern Ave Ste 10 Employees Here: 25 to 49Las Vegas, NV 89119-3146 Total Employees: 250 to 499(702) 798-3900 Type of Location: headquartersSic Code: 3273-0000 Ready-mixed concreteSic Code: 5211-0000 Lumber and other building materials

Barr Lumber Co Inc Annual Sales: $50.0MM - $99.9MMP O Box 1159 Employees Here: 50 to 99Los Alamitos, CA 90720-1159 Total Employees: 250 to 499(310) 596-4475 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

Terry Lumber Co of Simi Valley Annual Sales: $50.0MM - $99.9MM18551 Oxnard St Employees Here: 2 to 4Tarzana, CA 91356-1408 Total Employees: 100 to 249(818) 776-3200 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

Dixieline Lumber Co Annual Sales: $100.0MM - $249.9MMP O Box 85307 Employees Here: 50 to 99San Diego, CA 92186-5307 Total Employees: 500 to 999(619) 224-4120 Type of Location: headquartersSic Code: 5251-9901 Builders' hardwareSic Code: 5031-9904 Lumber: rough, dressed, and finishedSic Code: 5211-0000 Lumber and other building materials

Ganahl Lumber Company Annual Sales: $50.0MM - $99.9MMP O Box 31 Employees Here: 100 to 249Anaheim, CA 92815-0031 Total Employees: 250 to 499(714) 772-5444 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

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Fremont Group Inc Annual Sales: $500.0MM - $999.9MM50 Fremont St Ste 3700 Employees Here: 100 to 249San Francisco, CA 94105-2230 Total Employees: 1,000 to 9,999(415) 284-8500 Type of Location: headquartersSic Code: 6552-9901 Land subdividers and developers, commercialSic Code: 5211-0000 Lumber and other building materials

Meeks Bldg Center-Vacaville Annual Sales: $50.0MM - $99.9MMP O Box 255749 Employees Here: 2 to 4Sacramento, CA 95865-5749 Total Employees: 250 to 499(916) 488-7704 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

Supply One Home Center Annual Sales: $25.0MM - $49.9MMP O Box 20578 Employees Here: 10 to 24Reno, NV 89515-0578 Total Employees: 100 to 249(702) 689-8100 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materialsSic Code: 5251-9901 Builders' hardware

All Amrican Home Center Inc Annual Sales: $25.0MM - $49.9MM7201 Firestone Blvd Employees Here: 250 to 499Downey, CA 90241-4197 Total Employees: 250 to 499(310) 927-8666 Type of Location: single locationSic Code: 5251-0000 Hardware storesSic Code: 5211-0000 Lumber and other building materialsSic Code: 5231-0200 Paint and painting suppliesSic Code:5261-0100 Lawn and garden equipment

Neiman-Reed Lumber Co Annual Sales: $25.0MM - $49.9MM6633 Odessa Ave Employees Here: 10 to 24Van Nuys, CA 91406-5746 Total Employees: 500 to 999(818) 902-0202 Type of Location: headquartersSic Code: 5251-0000 Hardware storesSic Code: 5211-0000 Lumber and other building materialsSic Code: 5999-9916 Plumbing and heating suppliesSic Code:5261-0300 Retail nurseries

Oxnard Building Materials Inc Annual Sales: $25.0MM - $49.9MMP O Box 348 Employees Here: 25 to 49Oxnard, CA 93032-0348 Total Employees: 100 to 249(805) 487-3841 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

87

Hayward Lumber Annual Sales: $25.0MM - $49.9MMP O Box 81691 Employees Here: 10 to 24Salinas, CA 93912-1691 Total Employees: 100 to 249(408) 424-7349 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materials

Goodman Lumber Co Annual Sales: $25.0MM - $49.9MM445 Bay Shore Blvd Employees Here: 100 to 249San Francisco, CA 94124-1508 Total Employees: 100 to 249(415) 285-2800 Type of Location: single locationSic Code: 5211-0000 Lumber and other building materials

Mac Beath Hardwood Company Annual Sales: $25.0MM - $49.9MM2150 Oakdale Ave Employees Here: 25 to 49San Francisco, CA 94124-1516 Total Employees: 100 to 249(415) 647-0782 Type of Location: headquartersSic Code: 5031-9902 HardwoodSic Code: 5211-0102 Millwork and lumber

Piedmont Lumber Annual Sales: $25.0MM - $49.9MM395 Taylor Blvd Ste 225 Employees Here: 10 to 24Pleasant Hill, CA 94523-2292 Total Employees: 100 to 249(510) 674-8770 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materialsSic Code: 5251-9901 Builders' hardwareSic Code: 5072-9901 Builders' hardware, necSic Code:2439-9903 Trusses, except roof: laminated lumber

Central Valley Builders Sup Annual Sales: $25.0MM - $49.9MM1100 Vintage Ave Employees Here: 50 to 99Saint Helena, CA 94574-1498 Total Employees: 100 to 249)707) 963-3622 Type of Location: headquartersSic Code: 5211-0000 Lumber and other building materialsSic Code: 5251-0000 Hardware storesSic Code: 5083-0308 Irrigation equipment

San Lorenzo Lumber Co Inc Annual Sales: $50.0MM - $99.9MMP O Box 1808 Employees Here: 50 to 99Santa Cruz, CA 95061-1808 Total Employees: 250 to 499(408) 426-1020 Type of Location: headquartersSic Code: 5211-0102 Millwork and lumberSic Code: 5251-9901 Builders' hardware

88

Door and Window Manufacturers

Andersen Windows Annual Sales: above $1,000MM100 4th Ave N Employees Here: 1,000 to 9,999Bayport, MN 55003-1046 Total Employees: 1,000 to 9,999(612) 439-5150 Type of Location: headquartersSic Code: 2431-0210 Windows, wood

Jeld-Wen Inc Annual Sales: $500.0MM - $999.9MMP O Box 1329 Employees Here: 500 to 999Klamath Falls, OR 97601-0268 Total Employees: 1,000 to 9,999(541) 882-3451 Type of Location: headquartersSic Code: 2431-0108 Doors, woodSic Code: 2431-0210 Windows, wood

Marvin Windows & Doors Annual Sales: $250.0MM - $499.9MMP O Box 100 Employees Here: 1,000 to 9,999Warroad, MN 56763-0100 Total Employees: 1,000 to 9,999(218) 386-1430 Type of Location: headquartersSic Code: 2431-0210 Windows, wood

Pella Corporation Annual Sales: $250.0MM - $499.9MM102 Main Street Employees Here: 500 to 999Pella, IA 50219 Total Employees: 1,000 to 9,999(515) 628-1000 Type of Location: headquartersSic Code: 2431-0108 Doors, woodSic Code: 2431-0210 Windows, wood

Ply Gem Industries Inc Annual Sales: $500.0MM - $999.0MM777 3rd Ave Employees Here: 25 to 49New York, NY 10017-1401 Total Employees: 1,000 to 9,999(212) 832-1550 Type of Location: headquartersSic Code: 2431-0210 Windows, woodSic Code: 3442-0300 Screen and storm doors and windowsSic Code: 2426-0100 Furniture stock and parts, hardwood

Griffon Corporation Annual Sales: $500.0MM - $999.0MM100 Jericho Quadrangle Employees Here: 10 to 24Jericho, NY 11753-2702 Total Employees: 1,000 to 9,999(516) 938-5544 Type of Location: headquartersSic Code: 3442-0402 Garage doors, overhead: metalSic Code: 2431-0109 Garage doors, overhead, wood

89

Mims and Thomas Annual Sales: $100.0MM - $249.9MMP.O. Box 559 Employees Here: 1,000 to 9,999Rocky Mount, VA 24151-0559 Total Employees: 1,000 to 9,999(540) 483-0211 Type of Location: headquartersSic Code: 2431-0205 Window frames, wood

Premdor Corporation Annual Sales: $100.0MM - $249.9MM1 N Dale Mabry Hwy Employees Here: unknownTampa, FL 33609-2764 Total Employees: 1,000 to 9,999(813) 877-2726 Type of Location: headquartersSic Code: 2431-0108 Doors, wood

Wayne-Dalton Corp Annual Sales: $250.0MM - $499.9MMP.O. Box 67 Employees Here: 500 to 999Mount Hope, OH 44660-0067 Total Employees: 1,000 to 9,999(212) 832-1550 Type of Location: headquartersSic Code: 3442-0402 Garage doors, overhead: metalSic Code: 2431-0109 Garage doors, overhead, wood

Clopay Corporation Annual Sales: $250.0MM - $499.9MM312 Walnut St ste 1600 Employees Here: 100 to 249Cincinnati, OH 45202-4066 Total Employees: 1,000 to 9,999(513) 381-4800 Type of Location: headquartersSic Code: 2431-0109 Garage doors, overhead, woodSic Code: 3442-0402 Garage doors, overhead: metal

Rolscreen Company Annual Sales: $250.0MM - $499.9MM102 Main St Employees Here: 1,000 to 9,999Pella, IA 50219-2147 Total Employees: 1,000 to 9,999(515) 628-1000 Type of Location: headquartersSic Code: 2431-0210 Windows, wood

Kolbe & Kolbe Millwork Co Inc Annual Sales: $100.0MM - $249.9MM1323 S 11th Ave Employees Here: 1,000 to 9,999Tampa, FL 33609-2764 Total Employees: 1,000 to 9,999(715) 342-5666 Type of Location: headquartersSic Code: 2431-0205 Window frames, wood

Vetter Mfg Annual Sales: $100.0MM - $249.9MMP O Box 8007 Employees Here: 500 to 999Wausau, WI 54402-8007 Total Employees: 1,000 to 9,999(715) 845-1161 Type of Location: headquartersSic Code: 2431-0210 Windows, woodSic Code: 3645-0000 Residential lighting fixtures

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Hurd Annual Sales: $100.0MM - $249.9MMP O Box 319 Employees Here: 500 to 999Medford, WI 54451-0319 Total Employees: 500 to 999(715) 748-2011 Type of Location: headquartersSic Code: 2431-0205 Window frames, wood

Weather Shield Mfg Inc Annual Sales: $100.0MM - $249.9MMP O Box 309 Employees Here: 1,000 to 9,999Medford, WI 54451-0309 Total Employees: 1,000 to 9,999(715) 748-2100 Type of Location: headquartersSic Code: 2431-0108 Doors, woodSic Code: 3089-0322 Windows, plastic

Atrium Door & Window Company Annual Sales: $100.0MM - $249.9MMP O Box 226957 Employees Here: 250 to 499Dallas, TX 75222-6957 Total Employees: 1,000 to 9,999(214) 438-4787 Type of Location: headquartersSic Code: 2431-0108 Doors, woodSic Code: Window and door frames

Overhead Door Incorporated Annual Sales: $250.0MM - $499.9MMP O Box 809046 Employees Here: 2 to 4Dallas, TX 75380-9046 Total Employees: 1,000 to 9,999(214) 233-6611 Type of Location: headquartersSic Code: 2431-0108 Doors, wood

Lone Star Plywood & Door Corp Annual Sales: unknownP O Box 1477 Employees Here: 100 to 249Englewood, CO 80150-1477 Total Employees: unknown(303) 761-5400 Type of Location: branchSic Code: 2431-0108 Doors, wood

Semco Windows Annual Sales: $25.0MM - $49.9MMP O Box 16030 Employees Here: 100 to 249Salt Lake City, UT 84116-0030 Total Employees: 100 to 249(801) 973-9093 Type of Location: headquartersSic Code: 2431-0102 Door sashes, wood

Holmes-Hally Industries Annual Sales: $25.0MM - $49.9MMP O Box 22113 Employees Here: 100 to 249Los Angeles, CA 90022-0113 Total Employees: 250 to 499(213) 728-3311 Type of Location: headquartersSic Code: 3429-0101 Builders' hardware

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Sic Code: 2431-0109 Garage doors, overhead, woodSic Code: 3442-0402 Garage doors, overhead: metal

Columbia Manufacturing Corp Annual Sales: $25.0MM - $49.9MMP O Box 110 Employees Here: 100 to 249Gardena, CA 90247-0811 Total Employees: 250 to 499(310) 327-9300 Type of Location: headquartersSic Code: 3442-0302 Screens, window, metalSic Code: 2431-0104 Door screens, wood frame

Ohline Corporation Annual Sales: $10.0MM - $24.9MM1930 W 139th St Employees Here: 250 to 499Gardena, CA 90249-2408 Total Employees: 250 to 499(310) 327-4630 Type of Location: single locationSic Code: 2431-0105 Door shutters, wood

California Classics Annual Sales: $5.0MM - $9.9MM27772 Avenue Scott Employees Here: 100 to 249Valencia, CA 91355-3417 Total Employees: 100 to 249(805) 294-2345 Type of Location: single locationSic Code: 2431-0108 Doors, wood

Decore-Ative Specialties Annual Sales: $50.0MM - $99.9MM4414 Azusa Canyon Rd Employees Here: 500 to 999Baldwin Park, CA 91706-2740 Total Employees: 500 to 999(818) 960-7731 Type of Location: headquartersSic Code: 2431-0108 Doors, wood

T M Cobb Company Annual Sales: unknown13780 Central Ave Employees Here: 100 to 249Chino, CA 91710-5555 Total Employees: unknown(909) 590-0868 Type of Location: branchSic Code: 2431-0108 Doors, wood

Chesapeake Industries Inc Annual Sales: $25.0MM - $49.9MM540 N Airpark Ave Employees Here: 1Fullerton, CA 92633-2503 Total Employees: 50 to 99(714) 992-4162 Type of Location: headquartersSic Code: 2431-0100 Doors and door parts and trim, wood

Sterling Shutters Annual Sales: $10.0MM - $24.9MMP O Box 2417 Employees Here: 100 to 249Newport Beach, CA 92659-1417 Total Employees: 100 to 249

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(714) 548-7747 Type of Location: headquartersSic Code: 2431-0105 Door shutters, wood

T M Cobb Company Annual Sales: $25.0MM - $49.9MM2372 Morse Ave Employees Here: unknownIrvine, CA 92714-6234 Total Employees: unknown(714) 474-2900 Type of Location: headquartersSic Code: 2431-0101 Door frames, woodSic Code: 3442-0100 Window and door frames

Sierra Lumber Manufacturers Annual Sales: $25.0MM - $49.9MMP O Box 6216 Employees Here: 100 to 249Stockton, CA 95206-0216 Total Employees: 250 to 499(209) 943-7777 Type of Location: headquartersSic Code: 2421-9903 Cut stock, softwoodSic Code: 2431-0108 Doors, wood

Doorcraft-Rocklin Annual Sales: unknown3901 Cincinnati Ave Employees Here: 100 to 249Rocklin, CA 95765-1303 Total Employees: unknown(916) 782-4900 Type of Location: branchSic Code: 2431-0108 Doors, wood

West Coast Lifetime Doors Annual Sales: unknown8280 Elder Creek Rd Employees Here: 100 to 249Sacramento, CA 95828-1704 Total Employees: unknown(916) 381-3500 Type of Location: branchSic Code: 2431-0108 Doors, wood

Down River Forest Products Annual Sales: $50.0MM - $99.9MMP O Box 15290 Employees Here: 25 to 49Sacramento, CA 95851-1290 Total Employees: 250 to 499(916) 920-0290 Type of Location: headquartersSic Code: 2431-0100 Doors and door parts and trim, woodSic Code: 2653-0000 Corrugated and solid fiber boxes

Champagne Windows Annual Sales: $5.0MM - $9.9MM12775 E 38th Ave Employees Here: 50 to 99Denver, CO 80239-3410 Total Employees: 50 to 99(303) 375-0570 Type of Location: single locationSic Code: 2431-0210 Windows, woodSic Code: 5031-0300 Doors and windows

93

Point-Five Windows Inc Annual Sales: $1.0MM - $2.4MM1304 Duff Dr Employees Here: 50 to 99Fort Collins, CO 80524-2700 Total Employees: 50 to 99(970) 482-6971 Type of Location: single locationSic Code: 2431-0205 Window frames, wood

Oldach Window Corporation Annual Sales: $10.0MM - $24.9MM1813 N Union Blvd Employees Here: 100 to 249Colorado Springs, CO 80909-2228 Total Employees: 250 to 499(719) 636-5181 Type of Location: headquartersSic Code: 3211-0302 Insulating glass, sealed unitsSic Code: 2431-0205 Window frames, wood

Weather Shield Mfg Inc Annual Sales: unknown2990 S 800 W Employees Here: 250 to 499Logan, UT 84321-6353 Total Employees: unknown(801) 753-6590 Type of Location: branchSic Code: 2431-0210 Windows, wood

Sunburst Shutters Inc Annual Sales: $10.0MM - $24.9MM3637 E Maricopa Fwy Employees Here: 50 to 99Phoenix, AZ 85040-1819 Total Employees: 100 to 249(602) 275-0400 Type of Location: headquartersSic Code: 2431-0208 Window shutters, wood

Ray Sun Inc Annual Sales: $5.0MM - $9.9MM610 W Speedway Blvd Employees Here: 100 to 249Tucson, AZ 85705-7545 Total Employees: 100 to 249(520) 620-0575 Type of Location: headquartersSic Code: 2434-0000 Wood kitchen cabinetsSic Code: 2431-0200 Windows and window parts and trim, wood

Custom Shutters Annual Sales: $2.5MM - $4.9MMP O Box 4059 Employees Here: 50 to 99Chatsworth, CA 91313-4059 Total Employees: 50 to 99(818) 734-1570 Type of Location: single locationSic Code: 2431-0208 Window shutters, wood

Quality Window Fashions Inc Annual Sales: $5.0MM - $9.9MM1925 S Vineyard Ave Employees Here: 50 to 99Ontario, CA 91761-7747 Total Employees: 50 to 99(909) 923-1260 Type of Location: headquartersSic Code: 2431-0208 Window shutters, woodSic Code: 2591-0000 Drapery hardware and window blinds and shades

94

L & L Custom Shutters Inc Annual Sales: $2.5MM - $4.9MM1906 Nancita Cir Employees Here: 100 to 249Placentia, CA 92670-6737 Total Employees: 100 to 249(714) 996-2500 Type of Location: single locationSic Code: 2431-0208 Window shutters, wood

Sherwood Forest Products Annual Sales: $10.0MM - $24.9MM3655 W Mcfadden Ave Employees Here: 100 to 249Santa Ana, CA 92704-1398 Total Employees: 100 to 249(714) 839-3360 Type of Location: headquartersSic Code: 2431-0208 Window shutters, wood

Sierra Pacific Industries Annual Sales: unknownP O Box 1812 Employees Here: 50 to 99Anderson, CA 96007-1811 Total Employees: unknown(916) 378-8310 Type of Location: branchSic Code: 2431-0200 Windows and window parts and trim, wood

Sne Enterprises Inc Annual Sales: unknown22985 South Ave Employees Here: 50 to 99Corning, CA 96021-9658 Total Employees: unknown(916) 824-4651 Type of Location: branchSic Code: 2431-0210 Windows, wood

95

Regional Door and Window Wholesalers

Conresco Annual Sales: $10.0MM - $24.9MM201 Santa Fe Dr Employees Here: 50 to 99Denver, CO 80223-1392 Total Employees: 100 to 249(303) 825-2211 Type of Location: headquartersSic Code: 5031-0307 Windows

Premier Plumbing and Heating Annual Sales: $10.0MM - $24.9MM1440 S Lipan St Employees Here: 10 to 24Denver, CO 80223-3411 Total Employees: 100 to 249(303) 733-0633 Type of Location: headquartersSic Code: 5031-0304 Doors, nec

Interstate Hardware Co Inc Annual Sales: $10.0MM - $24.9MMP O Box 24018 Employees Here: 50 to 99Denver, CO 80224-0018 Total Employees: 50 to 99(303) 755-4590 Type of Location: single locationSic Code: 5031-0307 WindowsSic Code: 5072-9901 Builders' hardware, nec

Krest Distributing Inc Annual Sales: $10.0MM - $24.9MM11000 E 40th Ave Employees Here: 50 to 99Denver, CO 80239-3226 Total Employees: 50 to 99(303) 371-0274 Type of Location: single locationSic Code: 5031-0307 Windows

Pioneer Wholesale Supply Co Annual Sales: $25.0MM - $49.9MMP O Box 1318 Employees Here: 100 to 249Salt Lake City, UT 84110-1318 Total Employees: 100 to 249(801) 355-5456 Type of Location: single locationSic Code: 5072-9901 Builders' hardware, necSic Code: 5031-0304 Doors, nec

Pioneer Lumber Company Annual Sales: $10.0MM - $24.9MMP O Box 493 Employees Here: 50 to 99Ogden, UT 84402-0493 Total Employees: 50 to 99(801) 731-0621 Type of Location: single locationSic Code: 5031-0303 Doors, garageSic Code: 5211-0203 Garage doors, sale and installation

96

Feddick Window & Door Corp Annual Sales: $10.0MM - $24.9MM102 W Watkins St Employees Here: 50 to 99Phoenix, AZ 85003-2839 Total Employees: 50 to 99(602) 256-2844 Type of Location: single locationSic Code: 5031-0300 Doors and windows

Avanti Industries Inc Annual Sales: $10.0MM - $24.9MM7138 N 110th Ave Employees Here: 100 to 249Glendale, AZ 85307-2800 Total Employees: 100 to 249(602) 872-0560 Type of Location: headquartersSic Code: 5031-0307 Windows

C K A Group Inc Annual Sales: $10.0MM - $24.9MM1950 E 25th St Employees Here: 10 to 24Los Angeles, CA 90058-1130 Total Employees: 10 to 24(213) 232-8802 Type of Location: single locationSic Code: 5031-0300 Doors and windows

Architectural Doors Inc Annual Sales: $10.0MM - $24.9MM7572 Santa Rita Cir Employees Here: 50 to 99Stanton, CA 90680-3433 Total Employees: 50 to 99(714) 898-3667 Type of Location: headquartersSic Code: 5031-0304 Doors, nec

Sierra Wholesale Hardware Inc Annual Sales: $10.0MM - $24.9MMP O Box 5158 Employees Here: 25 to 49San Bernardino, CA 92412-5158 Total Employees: 50 to 99(909) 884-8644 Type of Location: headquartersSic Code: 5031-0304 Doors, necSic Code: 5072-0000 Hardware

Pella Window Stores Annual Sales: $10.0MM - $24.9MMP O Box 9427 Employees Here: 50 to 99Brea, CA 92622-9427 Total Employees: 50 to 99(714) 256-0565 Type of Location: headquartersSic Code: 5211-0207 Windows, storm: wood or metalSic Code: 5031-0306 Window frames, all materials

R Lang Company Annual Sales: $10.0MM - $24.9MM637 Ohio Ave Employees Here: 25 to 49Richmond, CA 94804-2339 Total Employees: 50 to 99(510) 237-5055 Type of Location: headquartersSic Code: 3442-0301 Screen doors, metal

97

Sic Code: 3444-0305 Skylights, sheet metalSic Code: 3211-0000 Flat glassSic Code:5031-0307 Windows

Blomberg Window Systems Annual Sales: $10.0MM - $24.9MMP O Box 22485 Employees Here: 100 to 249Sacramento, CA 95822-0485 Total Employees: 100 to 249(916) 428-8060 Type of Location: headquartersSic Code: 5031-0307 Windows

American Building Supply Inc Annual Sales: $25.0MM - $49.9MMP O Box 278000 Employees Here: 100 to 249Sacramento, CA 95827-8000 Total Employees: 100 to 249(916) 381-8322 Type of Location: headquartersSic Code: 5031-0304 Doors, necSic Code: 3231-9902 Doors, glass: made from purchased glass

98

Regional Millwork Manufacturers

Wigand Corporation Annual Sales: $25.0MM - $49.9MM850 Elkton Dr Employees Here: 100 to 249Colorado Springs, CO 80907-3521 Total Employees: 100 to 249(719) 599-8887 Type of Location: single locationSic Code: 2431-0600 Interior and ornamental woodwork and trim

Sierra Forest Industries Inc Annual Sales: $10.0MM - $24.9MMP O Box 305 Employees Here: 100 to 249Dinuba, CA 93618-0305 Total Employees: 100 to 249(209) 591-2000 Type of Location: single locationSic Code: 2448-0201 Pallets, woodSic Code: 2431-0303 Moldings, wood: unfinished and prefinishedSic Code: 2431-0000 Millwork

Fibreboard Corporation Annual Sales: $250.0MM - $499.9MM2121 N Cal Blvd Ste 560 Employees Here: 25 to 49Walnut Creek, CA 94596 Total Employees: 1,000 to 9,999(510) 274-0700 Type of Location: headquartersSic Code: 2421-0000 Sawmills and planing mills, generalSic Code: 2435-0000 Hardwood veneer and plywoodSic Code: 2431-0000 Millwork

Pacific Southeast Forest Pdts Annual Sales: $25.0MM - $49.9MMP O Box 819 Employees Here: 50 to 99Diamond Springs, CA 95619-0819 Total Employees: 50 to 99(916) 626-4221 Type of Location: single locationSic Code: 2431-0303 Moldings, wood: unfinished and prefinished

Forest Setzer Products Inc Annual Sales: $25.0MM - $49.9MM2555 3rd St Employees Here: 100 to 249Sacramento, CA 95818-1100 Total Employees: 250 to 499(916) 442-2555 Type of Location: headquartersSic Code: 2431-0303 Moldings, wood: unfinished and prefinishedSic Code: 2441-0103 Box shook, wood

Moulding Mart Annual Sales: $10.0MM - $24.9MM2601 Redding Ave Employees Here: 100 to 249Sacramento, CA 95820-2155 Total Employees: 100 to 249(916) 452-7531 Type of Location: single locationSic Code: 2431-0303 Moldings, wood: unfinished and prefinishedSic Code: 5211-0200 Door and window products

99

Global Imports Annual Sales: $50.0MM - $99.9MM8180 Industrial Pky Employees Here: 50 to 99Sacramento, CA 95824-2312 Total Employees: 250 to 499(916) 381-4200 Type of Location: headquartersSic Code: 2431-0303 Moldings, wood: unfinished and prefinishedSic Code: 5031-9910 Structural assemblies, prefabricated: wood

Medallion Millwork Inc Annual Sales: $25.0MM - $49.9MM4722 Skyway Dr Employees Here: 50 to 99Marysville, CA 95901-7433 Total Employees: 50 to 99(916) 743-7161 Type of Location: single locationSic Code: 2431-0000 Millwork

Cal Yuba Annual Sales: $10.0MM - $24.9MMP O Box 1078 Employees Here: 100 to 249Yuba City, CA 95992-1078 Total Employees: 100 to 249(916) 742-2168 Type of Location: headquartersSic Code: 2431-0303 Moldings, wood: unfinished and prefinished

Mbm Annual Sales: $25.0MM - $49.9MMP O Box 326 Employees Here: 2 to 4Yuba City, CA 95992-0326 Total Employees: 100 to 249916-695-2195 Type of Location: headquartersSic Code: 2431-0303 Moldings, wood: unfinished and prefinished

Sunset Moulding Co Annual Sales: $50.0MM - $99.9MMP O Box 326 Employees Here: 100 to 249Yuba City, CA 95992-0326 Total Employees: 250 to 499(916) 695-1000 Type of Location: headquartersSic Code: 2431-0303 Moldings, wood: unfinished and prefinishedSic Code: 2421-9903 Cut stock, softwood

P & M Cedar Products Inc Annual Sales: unknownMill Rd Employees Here: 100 to 249Mccloud, CA 96057 Total Employees: unknown(916) 964-2178 Type of Location: branchSic Code: 2431-0602 Panel work, wood

100

Regional Millwork Wholesalers

Empire Distributors Inc Annual Sales: $10.0-24.9MMPO Box 17 Employees Here: 50 to 99Zeeland, MI 49464-0017 Total Employees: 100 to 249(616) 772-9020 Type of Location: headquartersSic Code: 5031-0000 Lumber, plywood, and millwork

Home Lumber and Supply Co Annual Sales: $25.0MM - $49.9MM1225 W Belleview Ave Employees Here: 25 to 49Littleton, CO 80120-6014 Total Employees: 250 to 499(303) 794-2688 Type of Location: headquartersSic Code: 5031-0000 Lumber, plywood, and millworkSic Code: 5211-0000 Lumber and other building materials

Snavely Forest Products Co Annual Sales: $25.0MM - $49.9MMP O Box 16107 Employees Here: 25 to 49Denver, CO 80216-0107 Total Employees: 25 to 49(303) 287-2591 Type of Location: single locationSic Code: 5031-0000 Lumber, plywood, and millwork

Denpak Building Products Inc Annual Sales: $50.0MM - $99.9MM6777 Downing St Employees Here: 100 to 249Denver, CO 80229-7106 Total Employees: 100 to 249(303) 289-5461 Type of Location: single locationSic Code: 5031-0000 Lumber, plywood, and millworkSic Code: 2441-0100 Boxes, woodSic Code: 2439-0000 Structural wood members, necSic Code:2448-0201 Pallets, wood

Butterfield Building Supply Annual Sales: $25.0MM - $49.9MM375 N Main St Employees Here: 10 to 24Midvale, UT 84047-2486 Total Employees: 10 to 24(801) 255-4201 Type of Location: single locationSic Code: 5031-0000 Lumber, plywood, and millwork

Sandlin Lumber Co Inc Annual Sales: $25.0MM - $49.9MM5555 Arville St Employees Here: 25 to 49Las Vegas, NV 89118-2243 Total Employees: 25 to 49(702) 873-5911 Type of Location: single locationSic Code: 5031-0000 Lumber, plywood, and millwork

101

Hometime Annual Sales: $50.0MM - $99.9MM1999 Avenue of The Stars Employees Here: 10 to 24Los Angeles, CA 90067-6022 Total Employees: 50 to 99(310) 203-5401 Type of Location: headquartersSic Code: 2493-0302 Fiberboard, woodSic Code: 5031-0000 Lumber, plywood, and millwork


Parr Lumber Co Annual Sales: $25.0MM - $49.9MMP O Box 989 Employees Here: 10 to 24Chino, CA 91708-0989 Total Employees: 10 to 24(909) 627-0953 Type of Location: single locationSic Code: 5031-0000 Lumber, plywood, and millwork

Bear Forest Products Inc Annual Sales: $25.0MM - $49.9MMP O Box 20092 Employees Here: 10 to 24Riverside, CA 92516-0092 Total Employees: 10 to 24(909) 369-8010 Type of Location: single locationSic Code: 5031-0000 Lumber, plywood, and millwork

Diablo Timber Annual Sales: $25.0MM - $49.9MMP O Box 3690 Employees Here: 25 to 49Napa, CA 94558-0368 Total Employees: 50 to 99(707) 252-6142 Type of Location: headquartersSic Code: 2421-9909 Resawing lumber into smaller dimensionsSic Code: 5031-0000 Lumber, plywood, and millwork

Scotia Pacific Holding Company Annual Sales: $100.0MM - $249.9MM125 Main St Employees Here: 10 to 24Scotia, CA 95565 Total Employees: 25 to 49(707) 764-2330 Type of Location: headquartersSic Code: 5031-0000 Lumber, plywood, and millwork

102

Flooring Retailers and Installers

Guys Floor Service Inc Annual Sales: $5.0MM - $9.9MM2050 W 9th Ave Employees Here: 100 to 249Denver, CO 80204-3846 Total Employees: 100 to 249(303) 623-4191 Type of Location: headquartersSic Code: 1752-0000 Floor laying and floor work, necSic Code: 5713-0000 Floor covering stores

All City Hardwood Floor Company Annual Sales: $5.0MM - $9.9M4795 Oakland St Employees Here: 50 to 99Denver, CO 80239-2717 Total Employees: 50 to 99(303) 371-0400 Type of Location: single locationSic Code: 5023-0400 Floor coveringsSic Code: 5713-0000 Floor covering storesSic Code: 1752-0000 Floor laying and floor work, nec

United Floor Company Inc Annual Sales: $2.5MM - $4.9MM2130 Victor Pl Employees Here: 25 to 49Colorado Springs, CO 80915-1503 Total Employees: 25 to 49(719) 597-0200 Type of Location: single locationSic Code: 1752-0000 Floor laying and floor work, nec

Oquirrh Mountain Flooring Inc Annual Sales: $2.5MM - $4.9MM598 N Main St Employees Here: 5 to 9Tooele, UT 84074-1655 Total Employees: 5 to 9(801) 882-1000 Type of Location: single locationSic Code: 5713-0000 Floor covering storesSic Code: 1752-0000 Floor laying and floor work, nec

Contract Floor Coverings Annual Sales: $5.0MM - $9.9MMP O Box 17597 Employees Here: 2 to 4Salt Lake City, UT 84117-0597 Total Employees: 2 to 4(801) 272-7819 Type of Location: single locationSic Code: 5023-0400 Floor coveringsSic Code: 1752-0000 Floor laying and floor work, nec

United Flr Coverings Interiors Annual Sales: $2.5MM - $4.9MMP O Box 11584 Employees Here: 50 to 99Phoenix, AZ 85061-1584 Total Employees: 50 to 99(602) 842-3444 Type of Location: single locationSic Code: 1752-0000 Floor laying and floor work, nec

103

Continental Flooring Company Annual Sales: $10.0MM - $24.9MM5111 N Scottsdale Rd Employees Here: 25 to 49Scottsdale, AZ 85250-7075 Total Employees: 25 to 49(602) 949-8509 Type of Location: headquartersSic Code: 1752-0000 Floor laying and floor work, necSic Code: 5023-0400 Floor coverings

Ifs Annual Sales: $2.5MM - $4.9MM2020 N 10th Ave Employees Here: 25 to 49Tucson, AZ 85705-5515 Total Employees: 25 to 49(520) 884-5556 Type of Location: single locationSic Code: 1752-0000 Floor laying and floor work, nec

Floor Resource Llc Annual Sales: $2.5MM - $4.9MM3151 W Tompkins Ave Employees Here: 10 to 24Las Vegas, NV 89103-5648 Total Employees: 10 to 24(702) 795-3222 Type of Location: single locationSic Code: 1752-0000 Floor laying and floor work, nec

Scs Systems of California Annual Sales: $5.0MM - $9.9MM6310 San Vicente Blvd Employees Here: 5 to 9Los Angeles, CA 90048-5426 Total Employees: 5 to 9(213) 965-9500 Type of Location: single locationSic Code: 1752-0000 Floor laying and floor work, nec

J & S Floors Inc Annual Sales: $10.0MM - $24.9MM19860 Nordhoff Pl Employees Here: 25 to 49Chatsworth, CA 91311-6607 Total Employees: 25 to 49(818) 885-0851 Type of Location: headquartersSic Code: 1752-0000 Floor laying and floor work, nec

Dw Interiors Incorporated Annual Sales: $2.5MM - $4.9MM6205 Van Nuys Blvd Employees Here: 25 to 49Van Nuys, CA 91401-2710 Total Employees: 25 to 49(818) 786-0681 Type of Location: single locationSic Code: 5713-0000 Floor covering storesSic Code: 1752-0000 Floor laying and floor work, nec

J W Floor Covering Inc Annual Sales: $2.5MM - $4.9MM7505 Trade St Employees Here: 50 to 99San Diego, CA 92121-2411 Total Employees: 50 to 99(619) 530-2901 Type of Location: single locationSic Code: 1752-0000 Floor laying and floor work, nec

104

C and C Flooring Inc Annual Sales: $2.5MM - $4.9MM41910 Boardwalk Ste A-7 Employees Here: 5 to 9Palm Desert, CA 92211-9095 Total Employees: 5 to 9(619) 341-9775 Type of Location: single locationSic Code: 1752-0000 Floor laying and floor work, necSic Code: 5713-0000 Floor covering stores

The Floor Show Annual Sales: $10.0MM - $24.9MM591 Explorer St Employees Here: 25 to 49Brea, CA 92621-3111 Total Employees: 50 to 99(714) 255-8400 Type of Location: headquartersSic Code: 1752-9906 Resilient floor laying

Carrara Design Annual Sales: $2.5MM - $4.9MM1240 N Van Buren St Employees Here: 2 to 4Anaheim, CA 92807-1602 Total Employees: 2 to 4(714) 630-4187 Type of Location: single locationSic Code: 5211-0000 Lumber and other building materialsSic Code: 1752-0000 Floor laying and floor work, nec

Prosorce Oxnard Whl Flr Cvrngs Annual Sales: $2.5MM - $4.9MM5109 Walker St Employees Here: 5 to 9Ventura, CA 93003-7359 Total Employees: 10 to 24(805) 658-2259 Type of Location: headquartersSic Code: 5713-0000 Floor covering storesSic Code: 5719-0400 Window furnishingsSic Code: 5023-0400 Floor coveringsSic Code:1752-0000 Floor laying and floor work, nec

Monroe Schneider Associates Annual Sales: $25.0MM - $49.9MMP O Box 2387 Employees Here: 50 to 99South San Francisco, CA 94083-2387 Total Employees: 100 to 249(415) 871-6276 Type of Location: headquartersSic Code: 1752-0000 Floor laying and floor work, nec

Abbey Carpet of San Francisco Annual Sales: $2.5MM - $4.9MM3100 Geary Blvd Employees Here: 10 to 24San Francisco, CA 94118-3317 Total Employees: 10 to 24(415) 752-6620 Type of Location: single locationSic Code: 1752-0000 Floor laying and floor work, necSic Code: 5713-0000 Floor covering storesSic Code: 5211-0101 Flooring, wood

105

Spiteri Bros Hardwood Flr Co Annual Sales: $2.5MM - $4.9MM1729 Action Ave Employees Here: 5 to 9Napa, CA 94559-1838 Total Employees: 10 to 24(707) 226-7543 Type of Location: headquartersSic Code: 5031-9902 HardboardSic Code: 5211-0101 Flooring, woodSic Code: 1752-9908 Wood floor installation and refinishing

Floor Dimensions Annual Sales: $2.5MM - $4.9MM3571 San Pablo Dam Rd Employees Here: 10 to 24El Sobrante, CA 94803-2727 Total Employees: 25 to 49(510) 223-3300 Type of Location: headquartersSic Code: 5713-0000 Floor covering storesSic Code: 1752-0000 Floor laying and floor work, nec

Simas Floor Co Inc Annual Sales: $5.0MM - $9.9MM3550 Power Inn Rd Employees Here: 25 to 49Sacramento, CA 95826-3804 Total Employees: 25 to 49(916) 452-4933 Type of Location: single locationSic Code: 1752-0000 Floor laying and floor work, nec

106

Regional Household Furniture Manufacturers

Pacific Frames Annual Sales: unknown3950 Kearney St Employees Here: 100 to 249Denver, CO 80207-1326 Total Employees: unknown(303) 393-0059 Type of Location: branchSic Code: 2511-0101 Bed frames, except water bed frames: wood

OSullivan Industries Inc Annual Sales: unknown5080 W Highway 56 Employees Here: 100 to 249Cedar City, UT 84720-8054 Total Employees: unknown(801) 865-1300 Type of Location: branchSic Code: 2511-9908 Unassembled or unfinished furniture, household: wood

Trendwood Inc Annual Sales: $10.0MM - $24.9MM2402 S 15th Ave Employees Here: 100 to 249Phoenix, AZ 85007-4407 Total Employees: 100 to 249(602) 254-6928 Type of Location: headquartersSic Code: 2511-0000 Wood household furniture

Rta Furniture Mfrs Inc Annual Sales: $5.0MM - $9.9MM3021 N 29th Dr Employees Here: 100 to 249Phoenix, AZ 85017-5504 Total Employees: 100 to 249(602) 278-9663 Type of Location: single locationSic Code: 2511-0501 Bookcases, household: woodSic Code: 2521-0000 Wood office furniture

Oak Canyon Inc Annual Sales: $10.0MM - $24.9MM3711 W Clarendon Ave Employees Here: 100 to 249Phoenix, AZ 85019-3715 Total Employees: 100 to 249(602) 233-0224 Type of Location: single locationSic Code: 2511-0604 Stands, household, nec: wood

Vargas Furniture Mfg Co Annual Sales: $10.0MM - $24.9MM8255 Beach St Employees Here: 100 to 249Los Angeles, CA 90001-4014 Total Employees: 100 to 249(213) 588-3202 Type of Location: headquartersSic Code: 2511-0000 Wood household furniture

Boyd Furniture Company Inc Annual Sales: $25.0MM - $49.9MM6355 E Washington Blvd Employees Here: 250 to 499Los Angeles, CA 90040-1817 Total Employees: 250 to 499

107

(213) 726-6767 Type of Location: headquartersSic Code: 2511-0000 Wood household furniture

Evenflo Juvenile Furniture Annual Sales: unknown6235 S St Andrews Pl Employees Here: 100 to 249Los Angeles, CA 90047-1351 Total Employees: unknown(213) 759-9191 Type of Location: branchSic Code: 2511-0304 Juvenile furniture: wood

Sandberg Furniture Annual Sales: unknown5705 Alcoa Ave Employees Here: 100 to 249Los Angeles, CA 90058-3736 Total Employees: unknown(213) 582-0711 Type of Location: branchSic Code: 2511-0000 Wood household furniture

Kushwood Chair Annual Sales: $10.0MM - $24.9MMP O Box 2166 Employees Here: 100 to 249Gardena, CA 90247-0166 Total Employees: 100 to 249(310) 532-0400 Type of Location: headquartersSic Code: 2511-0000 Wood household furnitureSic Code: 2521-0000 Wood office furniture

Oakwood Interiors Annual Sales: $10.0MM - $24.9MM19129 S Hamilton Ave Employees Here: 100 to 249Gardena, CA 90248-4401 Total Employees: 100 to 249(31) -352-1300 Type of Location: single locationSic Code: 2511-0100 Wood bedroom furniture

Geron Furniture Annual Sales: $10.0MM - $24.9MM19808 Normandie Ave Employees Here: 100 to 249Torrance, CA 90502-1112 Total Employees: 100 to 249(213) 770-2532 Type of Location: single locationSic Code: 2511-0000 Wood household furniture

Kushwood Mfg Inc Annual Sales: $5.0MM - $9.9MM6905 Aragon Cir Employees Here: 100 to 249Buena Park, CA 90620-1118 Total Employees: 100 to 249(714) 522-2100 Type of Location: headquartersSic Code: 2511-0000 Wood household furniture

Lee Anderson Furniture Mfg Annual Sales: $5.0MM - $9.9MM6441 Caballero Blvd Employees Here: 100 to 249Buena Park, CA 90620-1127 Total Employees: 100 to 249

108

(714) 739-7033 Type of Location: single locationSic Code: 2511-9908 Unassembled or unfinished furniture, household: woodSic Code: 1521-0101 General remodeling, single-family houses

Woodcrest Furniture Company Annual Sales: unknown6930 Valley View Ave Employees Here: 250 to 499La Mirada, CA 90638 Total Employees: unknown(310) 407-3444 Type of Location: branchSic Code: 2511-0100 Wood bedroom furniture

Beverly Furniture Company Annual Sales: $10.0MM - $24.9MM4859 Gregg Rd Employees Here: 250 to 499Pico Rivera, CA 90660-2106 Total Employees: 250 to 499(310) 695-5721 Type of Location: headquartersSic Code: 2511-0203 Chairs, household, except upholstered: woodSic Code: 2512-0000 Upholstered household furnitureSic Code: 2599-0205 Restaurant furniture, wood or metal

Good Companies Annual Sales: $25.0MM - $49.9MM1118 E 223rd St Employees Here: 100 to 249Carson, CA 90745-4210 Total Employees: 100 to 249(310) 549-2160 Type of Location: headquartersSic Code: 2511-0100 Wood bedroom furniture

Nordwins Corp Annual Sales: $2.5MM - $4.9MMP O Box 4200 Employees Here: 100 to 249Burbank, CA 91503-4200 Total Employees: 100 to 249(213) 268-7493 Type of Location: single locationSic Code: 2511-0101 Bed frames, except water bed frames: wood

Arbek Manufacturing Inc Annual Sales: $10.0MM - $24.9MM4880 Murietta St Employees Here: 250 to 499Chino, CA 91710-5100 Total Employees: 250 to 499(909) 590-1629 Type of Location: headquartersSic Code: 2511-0100 Wood bedroom furnitureSic Code: 5021-0204 Sofas and couches

Bush Industries Inc Annual Sales: unknown11478 E Mission Vista Dr Employees Here: 100 to 249Rancho Cucamonga, CA 91730-6054 Total Employees: unknown(909) 948-2874 Type of Location: branchSic Code: 2511-9908 Unassembled or unfinished furniture, household: woodSic Code: 2521-9901 Panel systems and partitions (free-standing), office: wood

109

Pacific Tri-View Corporation Annual Sales: $10.0MM - $24.9MM9000 9th St 140 Employees Here: 100 to 249Rancho Cucamonga, CA 91730-4453 Total Employees: 100 to 249(909) 980-6003 Type of Location: single locationSic Code: 2511-0000 Wood household furniture

Marge Carson Annual Sales: $10.0MM - $24.9MMP O Box 889 Employees Here: 100 to 249Rosemead, CA 91770-0889 Total Employees: 100 to 249(818) 571-1111 Type of Location: headquartersSic Code: 2512-9902 Living room furniture: upholstered on wood framesSic Code: 2511-0000 Wood household furniture

Wood Craft Co Annual Sales: $25.0MM - $49.9MM1675 Brandywine Ave F Employees Here: 250 to 499Chula Vista, CA 91911-6020 Total Employees: 250 to 499(619) 656-0344 Type of Location: single locationSic Code: 2521-0000 Wood office furnitureSic Code: 2511-0000 Wood household furniture

Martin Furniture Annual Sales: $10.0MM - $24.9MM1903 Friendship Dr Employees Here: 100 to 249El Cajon, CA 92020-1130 Total Employees: 250 to 499(619) 449-1009 Type of Location: headquartersSic Code: 2511-0000 Wood household furnitureSic Code: 2517-9901 Home entertainment unit cabinets, wood

San Diego Design II Inc Annual Sales: $5.0MM - $9.9MM9366 Abraham Way Employees Here: 100 to 249Santee, CA 92071-2861 Total Employees: 100 to 249(619) 562-8051 Type of Location: headquartersSic Code: 2511-0000 Wood household furniture

Blackhawk Furniture Inc Annual Sales: $10.0MM - $24.9MMP O Box 51307 Employees Here: 100 to 249Riverside, CA 92517-2307 Total Employees: 100 to 249(909) 788-4265 Type of Location: headquartersSic Code: 2511-0100 Wood bedroom furniture

Eldon Collection Annual Sales: $5.0MM - $9.9MM1551 E Orangethorpe Ave Employees Here: 100 to 249Fullerton, CA 92631-5206 Total Employees: 100 to 249(714) 738-8424 Type of Location: single locationSic Code: 2511-0000 Wood household furniture

110

Kenwood Manufacturing Inc Annual Sales: $10.0MM - $24.9MM515 E Dyer Rd Employees Here: 100 to 249Santa Ana, CA 92707-3736 Total Employees: 100 to 249(714) 437-0555 Type of Location: headquartersSic Code: 2511-0000 Wood household furniture

Orman Grubb Company Annual Sales: $25.0MM - $49.9MM4930 E La Palma Ave Employees Here: 100 to 249Anaheim, CA 92807-1912 Total Employees: 250 to 499(714) 970-2366 Type of Location: headquartersSic Code: 2511-0100 Wood bedroom furniture

Wambold Furniture Annual Sales: $10.0MM - $24.9MM6800 Smith Rd Employees Here: 250 to 499Simi Valley, CA 93063-4912 Total Employees: 250 to 499(805) 526-5200 Type of Location: single locationSic Code: 2511-0000 Wood household furniture

Creations In Wood Annual Sales: $5.0MM - $9.9MM5843 E Brown Ave Employees Here: 100 to 249Fresno, CA 93727-1364 Total Employees: 100 to 249(209) 294-1100 Type of Location: single locationSic Code: 2511-0501 Bookcases, household: wood

New West Industries Annual Sales: unknown601 Walsh Ave Employees Here: 100 to 249Santa Clara, CA 95050-2629 Total Employees: unknown(408) 988-2882 Type of Location: branchSic Code: 2511-0000 Wood household furnitureSic Code: 2512-0000 Upholstered household furnitureSic Code: 2514-0000 Metal household furniture

American Moulding & Mllwk Co Annual Sales: $25.0MM - $49.9MMP O Box 8220 Employees Here: 100 to 249Stockton, CA 95208-0220 Total Employees: 100 to 249(209) 946-5800 Type of Location: single locationSic Code: 2511-9908 Unassembled or unfinished furniture, household: wood

111

Regional Upholstered Furniture Manufacturers

Thunderbird Furniture Annual Sales: unknown7501 E Redfield Rd Employees Here: 100 to 249Scottsdale, AZ 85260-3403 Total Employees: unknown(602) 948-0600 Type of Location: branchSic Code: 2512-0100 Wood upholstered chairs and couches

Cal Style Holdings Co Inc Annual Sales: $25.0MM - $49.9MM3015 E Ana St Employees Here: 2 to 4Compton, CA 90221-5604 Total Employees: 500 to 999(310) 537-3520 Type of Location: headquartersSic Code: 2514-9904 Household furniture: upholstered on metal framesSic Code: 2512-9902 Living room furniture: upholstered on wood frames

Tpi Simmons Annual Sales: unknown18626 S Reyes Ave Employees Here: 100 to 249Compton, CA 90221-5608 Total Employees: unknown(310) 537-4800 Type of Location: branchSic Code: 2512-9902 Living room furniture: upholstered on wood frames

Douglas Furniture of Cal Annual Sales: $100.0MM - $249.9MM4000 Redondo Beach Ave Employees Here: 500 to 999Redondo Beach, CA 90278-1109 Total Employees: 1,000 to 9,999(310) 643-7200 Type of Location: headquartersSic Code: 2514-0203 Dinette sets: metalSic Code: 2512-0103 Recliners: upholstered on wood framesSic Code: 2511-0200 Kitchen and dining room furniture

Mike Cims Inc Annual Sales: $10.0MM - $24.9MM2300 E Curry St Employees Here: 100 to 249Long Beach, CA 90805-3211 Total Employees: 100 to 249(310) 428-8390 Type of Location: single locationSic Code: 2512-9902 Living room furniture: upholstered on wood frames

Elite Upholstery Company Annual Sales: $5.0MM - $9.9MMP O Box 1247 Employees Here: 100 to 249La Puente, CA 91749-1247 Total Employees: 100 to 249(909) 468-0555 Type of Location: single locationSic Code: 2512-9902 Living room furniture: upholstered on wood frames

112

Stratford/Avon of California Annual Sales: unknown1050 S Dupont Ave Employees Here: 100 to 249Ontario, CA 91761-1578 Total Employees: unknown(909) 467-1880 Type of Location: branchSic Code: 2512-0103 Recliners: upholstered on wood frames

Marge Carson Annual Sales: $10.0MM - $24.9MMP O Box 889 Employees Here: 100 to 249Rosemead, CA 91770-0889 Total Employees: 100 to 249(818) 571-1111 Type of Location: headquartersSic Code: 2512-9902 Living room furniture: upholstered on wood framesSic Code: 2511-0000 Wood household furniture

Leather Trend Annual Sales: $10.0MM - $24.9MM9993 Marconi Dr Employees Here: 5 to 9San Ysidro, CA 92173-3271 Total Employees: 100 to 249(619) 661-5577 Type of Location: headquartersSic Code: 2512-0100 Wood upholstered chairs and couches

Castro Convertible Annual Sales: $50.0MM - $99.9MM200 N Berry St Employees Here: 2 to 4Brea, CA 92621-3903 Total Employees: 500 to 999(714) 990-3100 Type of Location: headquartersSic Code: 2512-0102 Couches, sofas, and davenports: upholstered on wood framesSic Code: 5712-0202 Custom made furniture, except cabinets

Dependable Furniture Mfg Co Annual Sales: $5.0MM - $9.9MM111 San Leandro Blvd Employees Here: 100 to 249San Leandro, CA 94577-1559 Total Employees: 100 to 249(510) 635-1111 Type of Location: single locationSic Code: 2512-0100 Wood upholstered chairs and couches

Krauses Furniture Inc Annual Sales: $100.0MM - $249.9MM5980 Stoneridge Dr Employees Here: 2 to 4Pleasanton, CA 94588-2723 Total Employees: 1,000 to 9,999(510) 460-6201 Type of Location: headquartersSic Code: 2512-0102 Couches, sofas, and davenports: upholstered on wood framesSic Code: 5712-0202 Custom made furniture, except cabinets

113

Regional Office Furniture Manufacturers

Hughes and Company Annual Sales: $10.0MM - $24.9MM500 E 76th Ave Employees Here: 250 to 499Denver, CO 80229-6207 Total Employees: 250 to 499(303) 289-2211 Type of Location: single locationSic Code: 2541-0106 Store fixtures, wood

Innovative Kitchens Annual Sales: $10.0MM - $24.9MM4401 Innovation Dr Employees Here: 100 to 249Fort Collins, CO 80525-3404 Total Employees: 100 to 249(970) 223-7779 Type of Location: single locationSic Code: 2541-0106 Store fixtures, woodSic Code: 2434-0000 Wood kitchen cabinets

Hurco Industries Annual Sales: $10.0MM - $24.9MMP O Box 9119 Employees Here: 100 to 249Ogden, UT 84409-0119 Total Employees: 100 to 249(801) 394-9471 Type of Location: single locationSic Code: 2541-0102 Display fixtures, woodSic Code: 2542-0203 Counters or counter display cases, except wood

American Fixture Shop Annual Sales: unknownP O Box 326 Employees Here: 100 to 249Payson, UT 84651-0326 Total Employees: unknown(801) 465-4853 Type of Location: branchSic Code: 2541-0203 Shelving, office and store, wood

Igt/Classic Cabinets of Nevada Annual Sales: unknown1484 Kleppe Ln Employees Here: 100 to 249Sparks, NV 89431-6428 Total Employees: unknown(702) 685-3217 Type of Location: branchSic Code: 2541-0000 Wood partitions and fixtures

R C R Classic Designs Inc Annual Sales: $5.0MM - $9.9MM6200 Avalon Blvd Employees Here: 100 to 249Los Angeles, CA 90003-1635 Total Employees: 100 to 249(213) 232-3368 Type of Location: single locationSic Code: 2521-0000 Wood office furniture

Standard Cabinet Works Inc Annual Sales: $10.0MM - $24.9MM1800 E Washington Blvd Employees Here: 100 to 249

114

Los Angeles, CA 90021-3138 Total Employees: 100 to 249(213) 749-2111 Type of Location: single locationSic Code: 2541-0000 Wood partitions and fixtures

Kushwood Chair Annual Sales: $10.0MM - $24.9MMP O Box 2166 Employees Here: 100 to 249Gardena, CA 90247-0166 Total Employees: 100 to 249(310) 532-0400 Type of Location: headquartersSic Code: 2511-0000 Wood household furnitureSic Code: 2521-0000 Wood office furniture

K & K Office Furniture Inc Annual Sales: $10.0MM - $24.9MM3000 E Imperial Hwy Employees Here: 100 to 249Lynwood, CA 90262-2429 Total Employees: 100 to 249(310) 632-7167 Type of Location: headquartersSic Code: 2521-0000 Wood office furniture

Abex Display Systems Annual Sales: $10.0MM - $24.9MM7101 Fair Ave Employees Here: 100 to 249North Hollywood, CA 91605-6304 Total Employees: 100 to 249(818) 503-0999 Type of Location: headquartersSic Code: 2653-0202 Display items, solid fiber: made from purchased materialsSic Code: 2541-0100 Store and office display cases and fixtures

Davidson Plywood Annual Sales: $25.0MM - $49.9MM5150 Edison Ave Employees Here: 100 to 249Chino, CA 91710-5717 Total Employees: 100 to 249(909) 590-4444 Type of Location: single locationSic Code: 2541-0201 Cabinets, except refrigerated: show, display, etc.: wood

Bush Industries Inc Annual Sales: unknown11478 E Mission Vista Dr Employees Here: 100 to 249Rancho Cucamonga, CA 91730-6054 Total Employees: unknown(909) 948-2874 Type of Location: branchSic Code: 2511-9908 Unassembled or unfinished furniture, household: woodSic Code: 2521-9901 Panel systems and partitions (free-standing), office: wood

Architectural Woodworking Co Annual Sales: $5.0MM - $9.9MM582 Monterey Pass Rd Employees Here: 100 to 249Monterey Park, CA 91754-2417 Total Employees: 100 to 249(818) 570-4125 Type of Location: single locationSic Code: 2541-0104 Office fixtures, wood

115

Hamilton Fixture West Annual Sales: unknown5005 E Philadelphia St Employees Here: 250 to 499Ontario, CA 91761-2816 Total Employees: unknown(909) 988-7600 Type of Location: branchSic Code: 2541-0000 Wood partitions and fixtures

Wood Craft Co Annual Sales: $25.0MM - $49.9MM1675 Brandywine Ave F Employees Here: 250 to 499Chula Vista, CA 91911-6020 Total Employees: 250 to 499(619) 656-0344 Type of Location: single locationSic Code: 2521-0000 Wood office furnitureSic Code: 2511-0000 Wood household furniture

Haley Brothers Annual Sales: unknown1592 E San Bernardino Ave Employees Here: 100 to 249San Bernardino, CA 92408-2929 Total Employees: unknown(909) 796-6969 Type of Location: branchSic Code: 2541-0000 Wood partitions and fixtures

Hamilton Fixture West Annual Sales: unknown542 W Lambert Rd Employees Here: 100 to 249Brea, CA 92621-3914 Total Employees: unknown(714) 529-8123 Type of Location: branchSic Code: 2541-0102 Display fixtures, wood

Creative Ideas Annual Sales: $5.0MM - $9.9MM1683 Sierra Madre Cir Employees Here: 100 to 249Placentia, CA 92670-6627 Total Employees: 100 to 249(714) 630-6653 Type of Location: single locationSic Code: 2521-0000 Wood office furniture

Steelcase Logistics Annual Sales: unknownP O Box 2409 Employees Here: 1,000 to 9,999Tustin, CA 92681-2409 Total Employees: unknown(714) 259-8000 Type of Location: branchSic Code: 2521-0100 Wood office chairs, benches and stoolsSic Code: 2522-0100 Office chairs, benches, and stools, except wood

Metropolitan Furniture Corp Annual Sales: $10.0MM - $24.9MM1635 Rollins Rd Employees Here: 100 to 249Burlingame, CA 94010-2301 Total Employees: 100 to 249(415) 697-7900 Type of Location: headquartersSic Code: 2521-0000 Wood office furnitureSic Code: 2522-0000 Office furniture, except wood

116

Regional Outdoor Furniture Manufacturers

Premier Products Annual Sales: $1.0MM - $2.4MM301 Draper Ln Employees Here: 25 to 49Provo, UT 84601-2320 Total Employees: 25 to 49(801) 375-5484 Type of Location: single locationSic Code: 2511-0700 Wood lawn and garden furniture

Jordan Brown Company Annual Sales: $25.0MM - $49.9MMP O Box 5688 Employees Here: 100 to 249El Monte, CA 91734-1688 Total Employees: 500 to 999(818) 443-8971 Type of Location: headquartersSic Code: 2514-0600 Metal lawn and garden furnitureSic Code: 2511-0700 Wood lawn and garden furniture

Terra Annual Sales: $2.5MM - $4.9MM17855 Arenth Ave Employees Here: 25 to 49Rowland Heights, CA 91748-1129 Total Employees: 25 to 49(818) 912-8523 Type of Location: single locationSic Code: 2512-0000 Upholstered household furnitureSic Code: 2514-0000 Metal household furnitureSic Code: 2511-0700 Wood lawn and garden furnitureSic Code:2521-0000 Wood office furniture

Giati Annual Sales: $1.0MM - $2.4MM614 Santa Barbara St Employees Here: 10 to 24Santa Barbara, CA 93101-1638 Total Employees: 10 to 24(805) 965-6535 Type of Location: single locationSic Code: 2511-0701 Garden furniture: wood

Vintage Wood Products Annual Sales: $0.5MM - $0.9MM517 Martin Ave Employees Here: 25 to 49Rohnert Park, CA 94928-2048 Total Employees: 25 to 49(707) 585-1717 Type of Location: single locationSic Code: 2441-0202 Packing cases, wood: nailed or lock cornerSic Code: 2511-0700 Wood lawn and garden furniture

117

Regional Furniture Wholesalers

Office Pavilion Inc Annual Sales: $25.0MM - $49.9MM1601 Blake St Ste 200 Employees Here: 25 to 49Denver, CO 80202-1327 Total Employees: 50 to 99(303) 571-5211 Type of Location: headquartersSic Code: 5021-0100 Office and public building furniture

Goodmans Office Furnishings Annual Sales: $25.0MM - $49.9MMP O Box 13289 Employees Here: 50 to 99Phoenix, AZ 85002-3289 Total Employees: 100 to 249(602) 263-1110 Type of Location: headquartersSic Code: 5712-9904 Office furniture

Doubletree Hotels Corporation Annual Sales: $50.0MM - $99.9MM410 N 44th St Ste 700 Employees Here: 2 to 4Phoenix, AZ 85008-7685 Total Employees: 1,000 to 9,999(602) 220-6666 Type of Location: headquartersSic Code: 7011-0300 HotelsSic Code: 5021-0000 FurnitureSic Code: 5046-9903 Hotel equipment and supplies

American Lighting Annual Sales: $50.0MM - $99.9MM2140 Davie Ave Employees Here: 25 to 49Los Angeles, CA 90040-1706 Total Employees: 25 to 49213-888-1688 Type of Location: headquartersSic Code: 5021-0000 FurnitureSic Code: 5063-0206 Electrical supplies, nec

World Bazaars Inc Annual Sales: $50.0MM - $99.9MM2400 Yates Ave Employees Here: 100 to 249Los Angeles, CA 90040-1922 Total Employees: 100 to 249(213) 720-8521 Type of Location: headquartersSic Code: 5199-0200 Gifts and noveltiesSic Code: 5021-0200 Household furniture

Guild Craft Furniture Annual Sales: $25.0MM - $49.9MM13921 S Figueroa St Employees Here: 100 to 249Los Angeles, CA 90061-1027 Total Employees: 100 to 249(213) 770-6590 Type of Location: headquartersSic Code: 2512-0000 Upholstered household furnitureSic Code: 5021-0205 Tables, occasional

118

Viking Office Products Inc Annual Sales: $500.0MM - $999.9MMP O Box 61144 Employees Here: 250 to 499Los Angeles, CA 90061 Total Employees: 1,000 to 9,999(213) 321-4493 Type of Location: headquartersSic Code: 5112-0000 Stationery and office suppliesSic Code: 5021-0106 Office furniture, necSic Code: 5045-0000 Computers, peripherals, and software

Hilton Equipment Corporation Annual Sales: $100.0MM - $249.9MM9336 Civic Center Dr Employees Here: 50 to 99Beverly Hills, CA 90210-3604 Total Employees: 50 to 99(310) 278-4321 Type of Location: single locationSic Code: 5046-9903 Hotel equipment and suppliesSic Code: 5021-0000 Furniture

Fairmont Designs Annual Sales: $25.0MM - $49.9MM3131 E Maria St Employees Here: 50 to 99Compton, CA 90221-5881 Total Employees: 50 to 99(310) 604-9974 Type of Location: headquartersSic Code: 5021-0200 Household furniture

L Powell Company Annual Sales: $100.0MM - $249.9MMP O Box 1408 Employees Here: 50 to 99Culver City, CA 90232-1408 Total Employees: 50 to 99(310) 204-2224 Type of Location: headquartersSic Code: 5021-0200 Household furniture

International Furniture Mktg Annual Sales: $25.0MM - $49.9MM4720 Lincoln Blvd Ste 354 Employees Here: 10 to 24Marina Del Rey, CA 90292-6977 Total Employees: 25 to 49(310) 827-1255 Type of Location: headquartersSic Code: 5021-0200 Household furniture

Unisource Office Services Annual Sales: $50.0MM - $99.9MM8350 Rex Rd Employees Here: 100 to 249Pico Rivera, CA 90660-3719 Total Employees: 250 to 499(213) 888-0211 Type of Location: headquartersSic Code: 5021-0106 Office furniture, nec

Coaster Co of America Annual Sales: $50.0MM - $99.9MM10629 Forest St Employees Here: 50 to 99Santa Fe Springs, CA 90670-3925 Total Employees: 100 to 249(310) 944-7899 Type of Location: headquartersSic Code: 5021-0200 Household furniture

119

James Michael Designs Annual Sales: $25.0MM - $49.9MMP O Box 4499 Employees Here: 10 to 24Cerritos, CA 90703-4499 Total Employees: 10 to 24(310) 407-0377 Type of Location: headquartersSic Code: 5021-0000 Furniture

Artedi Inc Annual Sales: $25.0MM - $49.9MM7705 Somerset Blvd Employees Here: 25 to 49Paramount, CA 90723-4104 Total Employees: 250 to 499(310) 531-2222 Type of Location: headquartersSic Code: 5021-0200 Household furniture

Intex Corp Annual Sales: $250.0MM - $499.9MMP O Box 1440 Employees Here: 100 to 249Long Beach, CA 90801-1440 Total Employees: 1,000 to 9,999(310) 549-5400 Type of Location: headquartersSic Code: 5091-0100 Watersports equipment and suppliesSic Code: 5092-0208 Toys, necSic Code:5021-0304 Waterbeds

Nasco Supply Co Annual Sales: $25.0MM - $49.9MM12432 Foothill Blvd Employees Here: 25 to 49Sylmar, CA 91342-6004 Total Employees: 50 to 99(818) 899-2228 Type of Location: headquartersSic Code: 5023-0200 Linens and towelsSic Code: 5021-0000 Furniture

Coppel Corporation Annual Sales: $25.0MM - $49.9MM503 Scaroni Rd Employees Here: 25 to 49Calexico, CA 92231-9791 Total Employees: 50 to 99(619) 357-3707 Type of Location: headquartersSic Code: 5021-0200 Household furniture

Office Pavilion Annual Sales: $25.0MM - $49.9MM400 2nd St Employees Here: 25 to 49San Francisco, CA 94107-1402 Total Employees: 50 to 99(415) 974-1677 Type of Location: headquartersSic Code: 5021-0100 Office and public building furniture

Rucker Fuller Company Annual Sales: $50.0MM - $99.9MM731 Sansome St Employees Here: 50 to 99San Francisco, CA 94111-1723 Total Employees: 100 to 249(415) 627-4600 Type of Location: headquarters

120

Sic Code: 5021-0106 Office furniture, necSic Code: 1799-0607 Office furniture installation

Cog Kelly Business Furnishings Annual Sales: $25.0MM - $49.9MM931 Cadillac CT Employees Here: 100 to 249Milpitas, CA 95035-3053 Total Employees: 100 to 249(408) 262-6400 Type of Location: headquartersSic Code: 5021-0106 Office furniture, necSic Code: 1799-0607 Office furniture installation

Business Interiors Annual Sales: $25.0MM - $49.9MM2150 N 1st St Ste 101 Employees Here: 100 to 249San Jose, CA 95131-2029 Total Employees: 100 to 249(408) 441-3700 Type of Location: headquartersSic Code: 5021-0106 Office furniture, necSic Code: 7389-0603 Interior decorating

121

Furniture Retailers

HMK Enterprises Inc Annual Sales: $250.0MM - $499.9MM800 South St Employees Here: 10 to 24Waltham, MA 02154-1439 Total Employees: 500 to 999(617) 891-6660 Type of Location: headquartersSic Code: 5021-0106 Office furniture, necSic Code: 5712-9904 Office furniture

Ethan Allen Interiors Annual Sales: $250.0MM - $499.9MMP O Box 1966 Employees Here: 250 to 499Danbury, CT 06813-1966 Total Employees: 1,000 to 9,999(203) 743-8000 Type of Location: headquartersSic Code: 2512-0102 Couches, sofas, and davenports: upholstered on wood framesSic Code: 5712-0000 Furniture stores

IKEA North American Services Annual Sales: 1,000+MM496 W Germantown Pike Employees Here: 100 to 249Plymouth Meeting, PA 19462 Total Employees: 10,000+(610) 834-0180 Type of Location: US headquartersSic Code: 8741-0000 Management servicesSic Code: 5712-0000 Furniture storesNote: World's largest furniture retailer. Expanding in the US. Mostly sells high-quality, RTA. Looking for North American suppliers.

Levitz Furniture Incorporated Annual Sales: above $1,000MMP O Box 3017 Employees Here: 100 to 249Boca Raton, FL 33431-0917 Total Employees: 1,000 to 9,999(407) 994-6006 Type of Location: headquartersSic Code: 5712-0000 Furniture stores

Officemax Inc Annual Sales: above $1,000MMP O Box 228070 Employees Here: 500 to 999Cleveland, OH 44122-8070 Total Employees: >10,000(216) 921-6900 Type of Location: headquartersSic Code: 5943-9902 Office forms and suppliesSic Code: 5731-0000 Radio, television, and electronic storesSic Code: 5734-0000 Computer and software storesSic Code:5712-9904 Office furniture

122

Crate & Barrel Annual Sales: $250.0MM - $499.9MM725 Landwehr Rd Employees Here: 100 to 249Northbrook, IL 60062-2349 Total Employees: 1,000 to 9,999(847) 272-2888 Type of Location: headquartersSic Code: 5719-0100 KitchenwareSic Code: 5947-0104 Gift shopSic Code: 5712-0000 Furniture storesSic Code:5961-9916 Mail order house, nec

Quill Office Furniture Annual Sales: $250.0MM - $499.9MM100 Schelter Rd Employees Here: 500 to 999Lincolnshire, IL 60069-3602 Total Employees: 1,000 to 9,999(847) 634-6690 Type of Location: headquartersSic Code: 5961-9916 Mail order house, necSic Code: 5712-9904 Office furniture

Peerless Annual Sales: $500.0MM - $999.9MMP O Box 2475 Employees Here: 250 to 499Fort Worth, TX 76113-2475 Total Employees: 1,000 to 9,999(817) 870-9400 Type of Location: headquartersSic Code: 5712-0000 Furniture storesSic Code: 5719-0400 Window furnishings

Homestead House Inc Annual Sales: $50.0MM - $99.9MMP O Box 499 Employees Here: 50 to 99Broomfield, CO 80038-0499 Total Employees: 500 to 999(303) 425-6544 Type of Location: headquartersSic Code: 5712-0000 Furniture stores

Weberg Furniture Annual Sales: $100.0MM - $249.9MM5333 Bannock St Employees Here: 100 to 249Denver, CO 80216-1623 Total Employees: 500 to 999(303) 296-3450 Type of Location: headquartersSic Code: 5712-0000 Furniture stores

American Furniture Whse Co Annual Sales: $50.0MM - $99.9MM8501 Grant St Employees Here: 250 to 499Denver, CO 80229-4800 Total Employees: 500 to 999(303) 289-3311 Type of Location: headquartersSic Code: 5712-0000 Furniture stores

123

Granite Furniture Company Inc Annual Sales: $50.0MM - $99.9MM1050 E 2100 S Employees Here: 100 to 249Salt Lake City, UT 84106-2356 Total Employees: 250 to 499(801) 486-3333 Type of Location: headquartersSic Code: 5712-0000 Furniture storesSic Code: 5722-0202 Electric household appliances, majorSic Code: 5731-0000 Radio, television, and electronic stores

R C Willey Home Furnishings Annual Sales: $100.0MM - $249.9MM2301 S 300 W Employees Here: 250 to 499Salt Lake City, UT 84115-2516 Total Employees: 1,000 to 9,999(801) 461-3800 Type of Location: headquartersSic Code: 5712-0000 Furniture storesSic Code: 5731-0000 Radio, television, and electronic stores

Walsh Bros Annual Sales: $25.0MM - $49.9MMP O Box 1711 Employees Here: 50 to 99Phoenix, AZ 85001-1711 Total Employees: 100 to 249(602) 252-6971 Type of Location: headquartersSic Code: 5044-0000 Office equipmentSic Code: 5712-9904 Office furniture

Goodmans Office Furnishings Annual Sales: $25.0MM - $49.9MMP O Box 13289 Employees Here: 50 to 99Phoenix, AZ 85002-3289 Total Employees: 100 to 249(602) 263-1110 Type of Location: headquartersSic Code: 5712-9904 Office furniture

Deardens Annual Sales: $25.0MM - $49.9MM700 S Main St Employees Here: 100 to 249Los Angeles, CA 90014-2013 Total Employees: 250 to 499(213) 627-9601 Type of Location: headquartersSic Code: 5712-0000 Furniture storesSic Code: 5722-0200 Electric household appliancesSic Code: 5731-0000 Radio, television, and electronic stores

O/P Installations Annual Sales: $25.0MM - $49.9MM6310 San Vicente Blvd Employees Here: 25 to 49Los Angeles, CA 90048-5426 Total Employees: 100 to 249(213) 937-8700 Type of Location: headquartersSic Code: 5712-9904 Office furnitureSic Code: 1799-0607 Office furniture installation

124

Plaza Furniture Inc Annual Sales: $25.0MM - $49.9MM12024 Center St Employees Here: 25 to 49South Gate, CA 90280-7836 Total Employees: 250 to 499(310) 272-7600 Type of Location: headquartersSic Code: 5712-0000 Furniture storesSic Code: 5731-9902 Consumer electronic equipment, necSic Code: 5722-0000 Household appliance stores

Mc Mahans Furniture of Reno Annual Sales: $50.0MM - $99.9MMP O Box 1251 Employees Here: 50 to 99Santa Monica, CA 90406-1251 Total Employees: 500 to 999(310) 473-8411 Type of Location: headquartersSic Code: 5712-0000 Furniture stores

Barn Furniture Mart Annual Sales: $25.0MM - $49.9MMP O Box 5124 Employees Here: 50 to 99Glendale, CA 91221-1029 Total Employees: 100 to 249(818) 551-6445 Type of Location: headquartersSic Code: 5712-0000 Furniture storesSic Code: 2511-0206 Dining room furniture: wood

125

Regional Cabinet Manufacturers

Innovative Kitchens Annual Sales: $10.0MM - $24.9MM4401 Innovation Dr Employees Here: 100 to 249Fort Collins, CO 80525-3404 Total Employees: 100 to 249(970) 223-7779 Type of Location: single locationSic Code: 2541-0106 Store fixtures, woodSic Code: 2434-0000 Wood kitchen cabinets

Fashion Cabinet Manufacturing Annual Sales: $10.0MM - $24.9MMP O Box 577 Employees Here: 100 to 249West Jordan, UT 84084-0577 Total Employees: 100 to 249(801) 280-0646 Type of Location: single locationSic Code: 2434-0000 Wood kitchen cabinets

Classic Cabinets Inc Annual Sales: $10.0MM - $24.9MM2587 Directors Row Employees Here: 100 to 249Salt Lake City, UT 84104-4516 Total Employees: 100 to 249(801) 972-2001 Type of Location: headquartersSic Code: 2434-0000 Wood kitchen cabinets

Kitchen Centers The Annual Sales: $10.0MM - $24.9MMP O Box 57086 Employees Here: 100 to 249Salt Lake City, UT 84157-0086 Total Employees: 100 to 249(801) 268-3581 Type of Location: headquartersSic Code: 2434-0000 Wood kitchen cabinets

Distributors USA Inc Annual Sales: $50.0MM - $99.9MM2425 E Camelback Rd Employees Here: 5 to 9Phoenix, AZ 85016-4200 Total Employees: 250 to 499(602) 381-8008 Type of Location: headquartersSic Code: 2434-0000 Wood kitchen cabinets

Mc Carthy Cabinet Company Annual Sales: $10.0MM - $24.9MM3255 W Osborn Rd Employees Here: 100 to 249Phoenix, AZ 85017-4809 Total Employees: 100 to 249(602) 269-9731 Type of Location: headquartersSic Code: 2434-0000 Wood kitchen cabinetsSic Code: 1799-0600 Home/office interiors finishing, furnishing and remodeling

126

American Woodmark Corporation Annual Sales: unknown3831 E La Salle St Employees Here: 100 to 249Phoenix, AZ 85040-9005 Total Employees: unknown(602) 437-5380 Type of Location: branchSic Code: 2434-0000 Wood kitchen cabinets

Ray Sun Inc Annual Sales: $5.0MM - $9.9MM610 W Speedway Blvd Employees Here: 100 to 249Tucson, AZ 85705-7545 Total Employees: 100 to 249(520) 620-0575 Type of Location: headquartersSic Code: 2434-0000 Wood kitchen cabinetsSic Code: 2431-0200 Windows and window parts and trim, wood

C C C Cabinetry Annual Sales: $10.0MM - $24.9MM3645 Losee Rd Employees Here: 100 to 249North Las Vegas, NV 89030-3324 Total Employees: 100 to 249(702) 649-8733 Type of Location: headquartersSic Code: 2434-0000 Wood kitchen cabinetsSic Code: 2542-0203 Counters or counter display cases, except wood

Merillat Industries Inc Annual Sales: unknown6405 Ensworth St Employees Here: 100 to 249Las Vegas, NV 89119-3211 Total Employees: unknown(702) 361-4353 Type of Location: branchSic Code: 2434-0000 Wood kitchen cabinets

Eurodesign Cabinets Inc Annual Sales: $5.0MM - $9.9MM13428 Benson Ave Employees Here: 100 to 249Chino, CA 91710-5258 Total Employees: 100 to 249(909) 590-4300 Type of Location: single locationSic Code: 2434-0000 Wood kitchen cabinetsSic Code: 2542-0202 Cabinets: show, display, or storage: except wood

General Marble Annual Sales: unknown9146 9th St Employees Here: 250 to 499Rancho Cucamonga, CA 91730-4405 Total Employees: unknown(909) 987-4636 Type of Location: branchSic Code: 2434-9901 Vanities, bathroom: wood

Royal Cabinets Annual Sales: $10.0MM - $24.9MM1299 E Phillips Blvd Employees Here: 100 to 249Pomona, CA 91766-5429 Total Employees: 100 to 249(909) 629-8565 Type of Location: single location

127

Sic Code: 2434-0000 Wood kitchen cabinets

Gems Cabinets Inc Annual Sales: $10.0MM - $24.9MMP O Box 7335 Employees Here: 100 to 249Riverside, CA 92513-7335 Total Employees: 100 to 249(909) 371-3530 Type of Location: headquartersSic Code: 2434-0000 Wood kitchen cabinets

California Door Annual Sales: $5.0MM - $9.9MM385 Woodview Dr Employees Here: 100 to 249Morgan Hill, CA 95037-2828 Total Employees: 100 to 249(408) 779-9229 Type of Location: single locationSic Code: 2434-0000 Wood kitchen cabinets

128

Regional Dimension Manufacturers

Valiant Chair Mfg Corp Annual Sales: $1.0MM - $2.4MM2727 W 5th Ave Employees Here: 2 to 4Denver, CO 80204-4804 Total Employees: 25 to 49(303) 892-1234 Type of Location: headquartersSic Code: 2426-0102 Chair seats, hardwood

Audries Design Inc Annual Sales: $1.0MM - $2.4MM930 E 6600 S Employees Here: 25 to 49Salt Lake City, UT 84121-2445 Total Employees: 25 to 49(801) 288-9665 Type of Location: headquartersSic Code: 2426-0101 Carvings, furniture: woodSic Code: 5712-0201 Cabinet work, custom

J & A Oak Inc Annual Sales: $1.0MM - $2.4MM1921 N 22nd Ave Employees Here: 10 to 24Phoenix, AZ 85009-3003 Employees: 10 to 24(602) 254-3684 Type of Location: single locationSic Code: 2426-0100 Furniture stock and parts, hardwood

Baroque Furniture America Inc Annual Sales: $1.0MM - $2.4MM1041 S Western Ave Employees Here: 5 to 9Los Angeles, CA 90006-2312 Total Employees: 5 to 9(213) 730-8333 Type of Location: headquartersSic Code: 2426-0100 Furniture stock and parts, hardwoodSic Code: 5712-0202 Custom made furniture, except cabinets

Cal Creations Inc Annual Sales: $1.0MM - $2.4MM3030 Tanager Ave Employees Here: 10 to 24Los Angeles, CA 90040-2719 Total Employees: 10 to 24(213) 722-9832 Type of Location: single locationSic Code: 2426-0000 Hardwood dimension and flooring mills

Stevens Furniture Frame Mfg Annual Sales: $1.0MM - $2.4MM2639 Garfield Ave Employees Here: 25 to 49Los Angeles, CA 90040-2607 Total Employees: 25 to 49(213) 721-2066 Type of Location: single locationSic Code: 2426-0103 Frames for upholstered furniture, wood

129

California Frames Annual Sales: $1.0MM - $2.4MM13945 Mckinley Ave Employees Here: 25 to 49Los Angeles, CA 90059-3501 Employees: 25 to 49(310) 532-5987 Type of Location: single locationSic Code: 2426-0103 Frames for upholstered furniture, wood

Costa Incorporated Annual Sales: $1.0MM - $2.4MM16511 S Main St Employees Here: 25 to 49Gardena, CA 90248-2720 Total Employees: 25 to 49(310) 516-9924 Type of Location: single locationSic Code: 2426-0100 Furniture stock and parts, hardwood

Manoch International Annual Sales: $1.0MM - $2.4MM14109 Brighton Ave Employees Here: 10 to 24Gardena, CA 90249-2621 Total Employees: 25 to 49(310) 715-6593 Type of Location: headquartersSic Code: 2426-0100 Furniture stock and parts, hardwoodSic Code: 5199-0200 Gifts and novelties

Elite Slides Annual Sales: $1.0MM - $2.4MM11220 Wright Rd Employees Here: 25 to 49Lynwood, CA 90262-3124 Total Employees: 25 to 49(310) 537-4210 Type of Location: single locationSic Code: 2426-0100 Furniture stock and parts, hardwood

American Woodcrafters Annual Sales: $2.5MM - $4.9MM6067 District Blvd Employees Here: 50 to 99Maywood, CA 90270-3560 Total Employees: 50 to 99(213) 560-4605 Type of Location: single locationSic Code: 2426-0000 Hardwood dimension and flooring mills

Woodtech Industries Inc Annual Sales: $1.0MM - $2.4MM4231 Liberty Blvd Employees Here: 25 to 49South Gate, CA 90280-2558 Total Employees: 25 to 49(213) 567-7225 Type of Location: single locationSic Code: 2426-0000 Hardwood dimension and flooring mills

Craftsman Millworks Inc Annual Sales: $5.0MM - $9.9MM17600 Crusader Ave Employees Here: 25 to 49Cerritos, CA 90703-2654 Total Employees: 25 to 49(310) 865-5266 Type of Location: single locationSic Code: 2431-0303 Moldings, wood: unfinished and prefinishedSic Code: 2499-1106 Veneer work, inlaid

130

Sic Code: 2426-0100 Furniture stock and parts, hardwood

Harbor City Lumber and Sup Co Annual Sales: $1.0MM - $2.4MM25124 Broadwell Ave Employees Here: 10 to 24Harbor City, CA 90710-3138 Total Employees: 10 to 24(310) 539-0402 Type of Location: single locationSic Code: 2426-0100 Furniture stock and parts, hardwoodSic Code: 5031-9904 Lumber: rough, dressed, and finished

Tru-Wood Products Annual Sales: $5.0MM - $9.9MM915 W 5th St Employees Here: 50 to 99Azusa, CA 91702-3311 Total Employees: 50 to 99(818) 815-0177 Type of Location: single locationSic Code: 2426-0103 Frames for upholstered furniture, woodSic Code: 2431-0603 Trim, wood

Nass Woodturning Annual Sales: $1.0MM - $2.4MM5277 Vincent Ave Ste 46 Employees Here: 25 to 49Baldwin Park, CA 91706-6605 Total Employees: 25 to 49(818) 969-0933 Type of Location: single locationSic Code: 2426-0109 Turnings, furniture: wood

A & M Wood Carving Annual Sales: $1.0MM - $2.4MM1078 E Edna Pl Employees Here: 25 to 49Covina, CA 91724-2411 Total Employees: 25 to 49(818) 915-0293 Type of Location: single locationSic Code: 3949-0802 Billiard and pool equipment and supplies, generalSic Code: 2499-1101 Carved and turned woodSic Code: 2426-0101 Carvings, furniture: wood

Atlas Woodwork Company Annual Sales: $1.0MM - $2.4MM2218 Edwards Ave Employees Here: 25 to 49South El Monte, CA 91733-2040 Total Employees: 25 to 49(818) 442-4057 Type of Location: single locationSic Code: 2426-0103 Frames for upholstered furniture, wood

Montclair Wood Corporation Annual Sales: $5.0MM - $9.9MM9051 Del Mar Ave Employees Here: 25 to 49Montclair, CA 91763-1628 Total Employees: 50 to 99(909) 985-0302 Type of Location: headquartersSic Code: 2426-0100 Furniture stock and parts, hardwoodSic Code: 5031-9904 Lumber: rough, dressed, and finished

131

California Motion Furn Mfg Annual Sales: $2.5MM - $4.9MM1810 S Reservoir St Employees Here: 25 to 49Pomona, CA 91766-5541 Total Employees: 25 to 49(909) 620-8499 Type of Location: single locationSic Code: 2426-0100 Furniture stock and parts, hardwood

Taylor-Dykema Mfg Co Annual Sales: $5.0MM - $9.9MM2210 Kettner Blvd Employees Here: 50 to 99San Diego, CA 92101-1739 Total Employees: 50 to 99(619) 232-0306 Type of Location: single locationSic Code: 3949-9911 SkateboardsSic Code: 2426-0100 Furniture stock and parts, hardwood

Wbe Annual Sales: $1.0MM - $2.4MM2498 Roll Dr 730 Employees Here: 2 to 4San Ysidro, CA 92173-3275 Total Employees: 100 to 249(619) 662-1982 Type of Location: headquartersSic Code: 2426-0000 Hardwood dimension and flooring mills

Antique Warehouse Annual Sales: $1.0MM - $2.4MM777 W 16th St Employees Here: 5 to 9Costa Mesa, CA 92627-4302 Total Employees: 5 to 9(714) 631-9214 Type of Location: single locationSic Code: 2426-0100 Furniture stock and parts, hardwood

R W Wood Products Inc Annual Sales: $1.0MM - $2.4MM2810 E Miraloma Ave Employees Here: 10 to 24Anaheim, CA 92806-1803 Total Employees: 10 to 24(714) 630-8114 Type of Location: single locationSic Code: 2426-0100 Furniture stock and parts, hardwood

Cal Oak Lumber Annual Sales: $1.0MM - $2.4MM1000 Cal Oak Rd Employees Here: 10 to 24Oroville, CA 95965-9624 Total Employees: 10 to 24(9160 534-1426 Type of Location: single locationSic Code: 2426-9902 Flooring, hardwoodSic Code: 2431-0303 Moldings, wood: unfinished and prefinishedSic Code: 2517-9904 Stereo cabinets, woodSic Code:5031-0000 Lumber, plywood, and millwork

132

Castro Convertible Annual Sales: $50.0MM - $99.9MM200 N Berry St Employees Here: 2 to 4Brea, CA 92621-3903 Total Employees: 500 to 999(714) 990-3100 Type of Location: headquartersSic Code: 2512-0102 Couches, sofas, and davenports: upholstered on wood framesSic Code: 5712-0202 Custom made furniture, except cabinets

Home Express Inc Annual Sales: $100.0MM - $249.9MM26534 Danti CT Employees Here: 50 to 99Hayward, CA 94545-3918 Total Employees: 1,000 to 9,999(510) 732-9600 Type of Location: headquartersSic Code: 5719-0100 KitchenwareSic Code: 5712-9905 Outdoor and garden furnitureSic Code: 5731-9902 Consumer electronic equipment, nec

133

Regional Fence Manufacturers

Arizona Gate Company Annual Sales: $0.5MM - $0.9MM8243 S 40th St Employees Here: 10 to 24Phoenix, AZ 85040-7312 Total Employees: 10 to 24(602) 437-2259 Type of Location: headquartersSic Code: 3446-0303 Gates, ornamental metalSic Code: 2499-1600 Fencing, docks, and other outdoor wood structural productsSic Code: 5211-0000 Lumber and other building materials

American Bilt Sheds Inc Annual Sales: $1.0MM - $2.4MM9772 E Apache Trl Employees Here: 10 to 24Mesa, AZ 85207-8914 Total Employees: 10 to 24(602) 984-5609 Type of Location: headquartersSic Code: 2499-1600 Fencing, docks, and other outdoor wood structural productsSic Code: 2519-0100 Lawn and garden furniture, except wood and metalSic Code: 2591-0300 Window shades

Ted H Oliver & Sons Annual Sales: $0.5MM - $0.9MM1226 W 196th St Employees Here: 10 to 24Torrance, CA 90502-1101 Total Employees: 10 to 24(310) 323-5340 Type of Location: single locationSic Code: 2499-1600 Fencing, docks, and other outdoor wood structural productsSic Code: 2441-9902 Flats, wood: greenhouse

JEM Manufacturing Annual Sales: $1.0MM - $2.4MM16625 Norwalk Blvd Employees Here: 5 to 9Cerritos, CA 90703-1829 Total Employees: 10 to 24(310) 404-7727 Type of Location: headquartersSic Code: 3999-9921 Hot tubsSic Code: 2499-1600 Fencing, docks, and other outdoor wood structural products

Design Industries Inc Annual Sales: $0.5MM - $0.9MMP O Box 26386 Employees Here: 10 to 24Fresno, CA 93729-6386 Total Employees: 10 to 24(209) 431-1001 Type of Location: single locationSic Code: 2499-1600 Fencing, docks, and other outdoor wood structural productsSic Code: 1799-9912 Fence construction

101 Redwood Annual Sales: $1.0MM - $2.4MMP O Box 101 Employees Here: 10 to 24Willits, CA 95490-0101 Total Employees: 10 to 24

134

(707) 459-5101 Type of Location: single locationSic Code: 2431-0703 Trellises, woodSic Code: 2499-1602 Fencing, woodSic Code: 2421-0104 Lath, made in sawmills and lathmills

J & S Stakes Annual Sales: $1.0MM - $2.4MMP O Box 1188 Employees Here: 10 to 24Blue Lake, CA 95525-1188 Total Employees: 10 to 24(707) 668-5647 Type of Location: single locationSic Code: 2499-1602 Fencing, wood

Sequoia Works Inc Annual Sales: unknownP O Box 214623 Employees Here: 25 to 49Sacramento, CA 95821-0623 Total Employees: 25 to 49(916) 991-3028 Type of Location: single locationSic Code: 2499-1602 Fencing, wood

Sierra Cedar Products Annual Sales: $5.0MM - $9.9MM1401 Melody Rd Employees Here: 50 to 99Marysville, CA 95901-7406 Total Employees: 50 to 99(916) 741-8090 Type of Location: single locationSic Code: 2499-1602 Fencing, wood

135

Garden Centers

Basin Co-Op Inc Annual Sales: $10.0MM - $24.9MMP O Box 697 Employees Here: 50 to 99Durango, CO 81302-0697 Total Employees: 50 to 99(970) 247-3066 Type of Location: headquartersSic Code: 5261-0200 Lawn and garden supplies

Desert Chemical Inc Annual Sales: $10.0MM - $24.9MM26675 W Baseline Rd Employees Here: 5 to 9Buckeye, AZ 85326-5406 Total Employees: 5 to 9(602)-386-5934 Type of Location: single locationSic Code: 5261-0200 Lawn and garden suppliesSic Code: 5191-0101 Chemicals, agricultural

Armstrongs Home & Garden Place Annual Sales: $10.0MM - $24.9MM8985 Venice Blvd Employees Here: 50 to 99Los Angeles, CA 90034-3327 Total Employees: 50 to 99(310)-202-2900 Type of Location: single locationSic Code: 5261-0203 Garden supplies and tools, necSic Code: 5251-9901 Builders' hardwareSic Code: 5211-0000 Lumber and other building materials


Armstrong Garden Centers Inc Annual Sales: $25.0MM - $49.9MM2200 E Alosta Ave Ste 200 Employees Here: 10 to 24Glendora, CA 91740-4673 Total Employees: 250 to 499(818)-914-1091 Type of Location: headquartersSic Code: 5261-0000 Retail nurseries and garden storesSic Code: 0782-0101 Garden maintenance services

Jensen & Pilegard Annual Sales: $10.0MM - $24.9MM1068 G St Employees Here: 25 to 49Fresno, CA 93706-3318 Total Employees: 50 to 99

136

(209) 268-9221 Type of Location: headquartersSic Code: 5083-0303 Farm equipment parts and suppliesSic Code: 5261-0200 Lawn and garden supplies

Williams-Sonoma Inc Annual Sales: $500.0MM - $999.9MM3250 Van Ness Ave Employees Here: 500 to 999San Francisco, CA 94109-1012 Total Employees: 1,000 to 9,999(415)-421-7900 Type of Location: headquartersSic Code: 5719-0103 Cookware, except aluminumSic Code: 5261-0203 Garden supplies and tools, necSic Code: 5961-9905 Catalog sales

Navlets Nursery & Garden Ctrs Annual Sales: $10.0MM - $24.9MM1440 Maria Ln Ste 300 Employees Here: 10 to 24Walnut Creek, CA 94596-5338 Total Employees: 100 to 249(510) 945-1667 Type of Location: headquartersSic Code: 5261-0000 Retail nurseries and garden stores

Smith & Hawken Ltd Annual Sales: $50.0MM - $99.9MM117 E Strawberry Dr Employees Here: 50 to 99Mill Valley, CA 94941-2576 Total Employees: 250 to 499(415) 383-4415 Type of Location: headquartersSic Code: 5961-9921 Tools and hardware, mail orderSic Code: 5261-0203 Garden supplies and tools, nec

Sloat Garden Center Inc Annual Sales: $10.0MM - $24.9MM420 Coloma St Employees Here: 10 to 24Sausalito, CA 94965-1428 Total Employees: 100 to 249(415) 332-0657 Type of Location: headquartersSic Code: 5261-0000 Retail nurseries and garden stores

Josh Annual Sales: $250.0MM - $499.9MMP O Box 49027 Employees Here: 250 to 499San Jose, CA 95161-9027 Total Employees: 1,000 to 9,999(408) 281-3500 Type of Location: headquartersSic Code: 5251-0000 Hardware storesSic Code: 5261-0000 Retail nurseries and garden stores

Fisco Farm and Home Stores Annual Sales: $25.0MM - $49.9MMP O Box 31510 Employees Here: 25 to 49Stockton, CA 95213-1510 Total Employees: 100 to 249(209) 983-8484 Type of Location: headquartersSic Code: 5251-0000 Hardware storesSic Code: 5261-0000 Retail nurseries and garden stores

137

Mid Valley Agricultural Svcs Annual Sales: $10.0MM - $24.9MMP O Box 593 Employees Here: 25 to 49Linden, CA 95236-0593 Total Employees: 25 to 49(209) 931-9411 Type of Location: headquartersSic Code: 5261-0000 Retail nurseries and garden stores

Normac Inc Annual Sales: $10.0MM - $24.9MMP O Box 214097 Employees Here: 10 to 24Sacramento, CA 95821-0097 Total Employees: 50 to 99(916) 482-2924 Type of Location: headquartersSic Code: 5083-0308 Irrigation equipmentSic Code: 5261-0200 Lawn and garden supplies

138

Nursery Product Wholesalers

Star Nursery Inc Annual Sales: $10.0MM - $24.9MM4050 W Harmon Ave Ste 1 Employees Here: 10 to 24Las Vegas, NV 89103-5502 Total Employees: 100 to 249(702) 221-0009 Type of Location: headquartersSic Code: 5992-9902 Plants, pottedSic Code: 5261-0302 Nursery stock, seeds and bulbsSic Code: 5193-0203 Plants, potted

Mellano & Co Annual Sales: $10.0MM - $24.9MM766 Wall St Employees Here: 10 to 24Los Angeles, CA 90014-2316 Total Employees: 100 to 249(213) 622-0796 Type of Location: headquartersSic Code: 5193-0000 Flowers and florists supplies

Veg-Land Sales Inc Annual Sales: $10.0MM - $24.9MMP O Box 1267 Employees Here: 2 to 4Fullerton, CA 92632-8267 Total Employees: 25 to 49(714) 871-6712 Type of Location: headquartersSic Code: 5141-9901 Food brokersSic Code: 5193-0201 Flowers, freshSic Code: 4221-0000 Farm product warehousing and storage

Environmental Ldscp Pdts Inc Annual Sales: $10.0MM - $24.9MM3007 Main St Employees Here: unknownIrvine, CA 92714-5905 Total Employees: unknown(714) 863-7001 Type of Location: headquartersSic Code: 5083-0200 Lawn and garden machinery and equipmentSic Code: 5193-0102 Planters and flower pots

Hines Nurseries Inc Annual Sales: $50.0MM - $99.9MM12621 Jeffrey Rd Employees Here: 500 to 999Irvine, CA 92720-2101 Total Employees: 500 to 999(714) 559-4444 Type of Location: headquartersSic Code: 0181-0000 Ornamental nursery productsSic Code: 5193-0200 Flowers and nursery stock

Floral Supply Syndicate Annual Sales: $10.0MM - $24.9MMP O Box 1305 Employees Here: 10 to 24Camarillo, CA 93011-1305 Total Employees: 50 to 99(805) 389-1141 Type of Location: headquarters

139

Sic Code: 5193-0100 Florists' suppliesSic Code: 5199-0100 Art goods and supplies

Milgro Nursery Inc Annual Sales: $10.0MM - $24.9MMP O Box 6069 Employees Here: 100 to 249Oxnard, CA 93031-6069 Total Employees: 100 to 249(805) 984-5616 Type of Location: headquartersSic Code: 5193-0203 Plants, potted

Pacific Color Nursery Inc Annual Sales: $10.0MM - $24.9MM23296 Road 24 Employees Here: 100 to 249Chowchilla, CA 93610-9656 Total Employees: 100 to 249(209) 674-6062 Type of Location: single locationSic Code: 5193-0000 Flowers and florists supplies

Fresh Floral Bouquet Co Annual Sales: $10.0MM - $24.9MMP O Box 14618 Employees Here: 100 to 249Fremont, CA 94539-1618 Total Employees: 100 to 249(510) 623-1048 Type of Location: headquartersSic Code: 5193-0000 Flowers and florists supplies

Headstart Nursery Inc Annual Sales: $10.0MM - $24.9MM4860 Monterey Rd Employees Here: 100 to 249Gilroy, CA 95020-9511 Total Employees: 100 to 249(408) 842-3030 Type of Location: headquartersSic Code: 5193-0203 Plants, potted

Matsudas of Sacramento Annual Sales: $10.0MM - $24.9MMP O Box 276547 Employees Here: 10 to 24Sacramento, CA 95827-6547 Total Employees: 100 to 249(916) 381-1520 Type of Location: headquartersSic Code: 5193-0202 Nursery stockSic Code: 5191-9902 Garden supplies

140

Manufacturers' Sales Agencies

Arizona

Cole Architectural Products & Systems - 8614 E. San Marcos, Scottsdale, AZ 85258. Kenneth L. Cole (602) 998-7780; fax: (602) 948-0657. Salespeople: 2. Products: Architecturalproducts, metal roofs, mezzanines, roof-decks, skylights, carports, walkways, steel windows,louvers, fireproofing. Markets: Architects & interior designers, builders/contractors, buildingmaterial suppliers, roofing material & supplies. Territory: AZ, NV.

Construction Products West - 3625 N. 16th St., Phoenix, AZ 85016. John Segin (602) 234-3234; fax: (602) 274-6844. Salespeople: 3. Products: Commercial construction products. Markets: Architects & interior designers, builders/contractors, building material suppliers, floor& wall coverings, roofing materials & supplies. Territory: AZ; Clark City, NV; S. CA.

Horrall Sales, Inc. - 2427 W. Luke, Phoenix, AZ 85015. Connor Butler (602) 242-2828; fax:(602) 242-3526. Salespeople: 4. Products: Building supplies, hardware, tools, millwork. Markets: Building material suppliers, hardware/houseware, lumber industry,wood/woodworking. Territory: Las Vegas, NV; AZ; NM; El Paso, TX.

MacAllister & Associates, Inc. - 2651 N. Sixshooter, Apache Junction, AZ 85219. JimMacAllister (602) 982-5485; fax: (602) 983-6139. Salespeople: 3. Products: Building materials. Markets: Architects & interior designers, building material suppliers, floor & wall coverings,hardware/houseware, home improvement. Territory: AZ; NM; Las Vegas, NV; El Paso, TX. Branch office: Albuquerque, NM.

Mitchell Associates, Inc. - Suite 102, 5229 N. Seventh Ave., Phoenix, AZ 85013. Thomas E.Mitchell, Jr. (602) 265-0127; fax: (602) 266-0455. Salespeople: 3. Products: Architecturalspecialties, ornamental handrails, gratings, louvers, roof hatches, steel stairs. Markets: Architects& interior designers, building material suppliers, government. Territory: AZ, S. NV.

Schwieder Sales, Inc. - P.O. Box 60218, Phoenix, AZ 85082. Brian Dropps (602) 941-1419;fax: (602) 941-1993. Salespeople: 4. Products: Openings, wood doors, steel doors, frames,accessories. Markets: architects & interior designers, builders/contractors, building materialsuppliers, government, home improvement, lumber industry, wood/woodworking. Territory: TX,AZ, NV, NM. Branch office: Albuquerque, NM.

California

Advance Products - P.O. Box 125, Pinole, CA 94564. Ed Goyne (510) 223-7728; fax: (510)223-4170. Salespeople: 2. Products: Construction supplies, toys/novelties. Markets: Buildingmaterials suppliers, hardware/houseware, retail consumer products, roofing materials & supplies. Territory: N. CA & N. NV.

141

Ambria Enterprises - 1812 Cannon Dr., Walnut Creek, CA 94596. A.M. Ballenger (510) 935-3557. Warehouse. Salespeople: 2. Products: Home center products, items for the do-it-yourselfer, housewares, giftwares, lawn, garden. Markets: Arts & crafts, hardware/houseware,home improvement, kitchen/bath, lawn & garden, lighting, retail consumer products & services,toys, gifts & novelties. Territory: N. CA.

Ash Associates - 326 W. Katella Ave. #4-C, Orange, CA 92667. John Gutsu (714) 744-6944;fax: (714) 744-6943. Salespeople: 3. Products: Door hardware, security products. Markets:Builders/contractors, building material suppliers. Territory: S. CA, S. NV, AZ.

Assembled Building Components - 28970 Camino Alcala, Menifee, CA 92584. Jim Gallaway(909) 679-0677. Warehouse. Salespeople 1. Products: Building products. Markets: Architects& interior designers, building material suppliers, government, mobile homes, accessories &supplies. Territory: S. CA, S. NV.

Beckwith Associates - P.O. Box 1010, Forestville, CA 95436. Jay Beckwith (707) 887-9737;fax: (707) 887-9691. Salespeople: 6. Park service/playground equipment, barbequetables/benches, recreational signing systems, playgrounds. Markets: Architects & interiordesigners, builders/contractors, engineering/design, government. Territory: N. CA, N. NV.

The Bright Group - 5 Financial Plaza, Ste. 120 Napa, CA 94558. Michael D. Bright (707) 224-6877; fax: (707) 226-8757. Roofing materials, accessories. Products: Builders/contractors,building material suppliers. Territory: N. CA.

Brisbin & Associates, Inc. - Ste. F, 125 Business Center Dr., Corona, CA 91702. Don Brisbin(909) 734-3300; fax: (909) 734-3784. Warehouse. Salespeople: 7. Products: Hardware,lawn/garden, garden tools, outdoor patio. Markets: Hardware/houseware, lawn & garden, retailconsumer products & services. Territory: CA, NV, AZ, HI.

Walter S. Bruckner & Associates, Inc. - 5319 Vista Montana, Yorba Linda, CA 92686. WalterS. Bruckner (714) 777-5636; fax: (714) 777-5607. Warehouse. Salespeople: 1. Products: Floorcovering accessories. Markets: Building materials suppliers. Territory: West/Pacific rimcountries.

California Flora, Inc. - P.O. Box 1075-225, Dana Point, CA 92629. Claudette Poole (714)489-8770; fax: (714) 489-8660. Sales people: 3. Products: Nursery-green goods. Markets:Builders/contractors, home improvement, lawn & garden. Territory: CA.

Ben Carlip Co. - 2050 E. 49th Street, Los Angeles, CA 90058. Miriam Carlip (213) 584-0900. Products: Children's furniture. Markets: Furniture & furnishings, home improvement, toys, gifts& novelties. Territory: CA, AZ, NV, WA, OR, AK, HI.

142

Curry + Rand - 3020 Bridgeway #173, Sausalito, CA 94965. Colin Bilboy (415) 331-8379;fax: (415) 381-8043. Salespeople: 1. Products: Specialty construction/building products. Markets: Architects & interior designers, builders/contractors, building material suppliers. Territory: N. CA, N. NV.

DCA/Duane Clemons Associates - 701 Stonebridge Way, Pleasant Hill, CA 94523. DuaneClemons (510) 938-2123. Salespeople: 7. Products: Carpets. Markets: Architects & interiordesigners. Floor & wall coverings, furniture & furnishings. Territory: N. CA, N. NV.

R.E. Edwards & Associates, Inc. - 5691 Telegraph Ave., Oakland Ave., Oakland, CA 94609. David M. Edwards (510) 652-2945; fax: (510) 652-5929. Salespeople: 4. Products: Buildershardware, building product components, doors. Markets: Hardware/houseware, homeimprovement. Territory: N. CA, N. NV. Branch offices: Auburn, CA; Monterey, CA.

Ever Glo Marketing Services Co. - 1573 Deanna Ave., Simi Valley, CA 93063. Tracy Harris(805) 581-3817, fax: (805) 581-3817. Salespeople: 3. Products: Industrial/construction,flooring, supplies. Markets: Architects & interior designers, builders/contractors, buildingmaterial suppliers, flooring & wall coverings, mobile homes, accessories & supplies. Territory:CA (Bakersfield S), AZ, S. NV, NM.

Foremost Products Co., Inc. - 11545 Pacific Ave. A, Fontana, CA 92337. John E. Raidy, Jr.(909) 360-9844, fax: (909) 360-9844. Warehouse. Salespeople: 4. Adhesives, staples/fasteners,metal/vinyl mouldings, carpet/tackless strip, vinyl conductive flooring, tile. Markets: Architects& interior designers, building material suppliers, flooring and wall coverings, furniture &furnishings, hardware/houseware. Territory: 13 western states. Branch office: Seattle, WA.

GMI West Coast Sales & Service - 1176 W. Millbrook Road, Corona, CA 91720. Ron Denney(714) 735-4269; fax: (714) 735-1348. Warehouse. Salespeople: 8. Products: Homeimprovement, building materials, hardware, garden, lumber, paint, gifts. Markets: Buildingmaterial suppliers, hardware/houseware, home improvement, lawn & garden, retail consumerproducts & services. Territory: CA, NV. Branch office: Dana Point, CA.

Gary & Associates, Inc. - 23239 Calvert Street, Woodland Hills, CA 91367. Gary M. Schechter(818) 884-3905; fax: (818) 884-1805. Salespeople: 10. Products: Restaurant/hotel interiors,architects/interior designers specialties, lighting, wood products, resin table tops. Markets:Architects & interior designers, furniture & furnishings, lighting. Territory: CA, NV, HI. Branchoffices: Las Vegas, NV; Novato, CA; Danville, CA; Honolulu, HI.

The Gillan Group - 32 Flintstone, Aliso Viejo, CA 92656. Tom C. Gillan (714) 448-9125; fax:(714) 448-9125. Salespeople: 1. Products: Hardware, home improvement, specialty tools,electrical, plumbing. Markets: Building material suppliers, hardware/houseware, homeimprovement. Territory: S. CA, AZ, NM, S. NV.

143

The Golden Lion Agency - 120521 Mitchell Ave., P.O. Box 742, Los Angeles, CA 90066. Arnaud Massonnat (310) 398-2848; fax: (310) 398-2848. Warehouse. Salespeople: 1. Products:Furniture, decorative accessories. Markets: Architects & interior designers, builders/contractors,building material suppliers, furniture & furnishings, kitchen/bath, retail consumer products &services. Territory: CA, AZ, NV.

Steve Haag & Associates - 22812 Skyview Way, Laguna Niguel, CA 92677. Steve Haag (714)489-9610; fax: (714) 489-9616. Warehouse. Salespeople: 3. Products: Weatherstripping,injection moulding, door/window rollers, hardware. Markets: Building material suppliers,hardware/houseware, home improvement, import-export, mobile homes, recreational vehicle. Selling to OEM (original equipment manufacturers). Territory: CA, HI, NV, AZ.

Hardware Sales, Inc. - 1155 S. Milliken Ave., Ste. G, Ontario, CA 91761. Frederick R. Heenie(602) 924-4244; fax: (714) 460-7308. Salespeople: 5. Products: Hardware, tools, cabinetmakers supplies, components, drawers, OEM woodworking supplies, European cabinethardware. Markets: Architects & interior designers, building material suppliers,hardware/houseware, home improvement, kitchen/bath, wood/woodworking. Selling to OEM. Territory: CA, AZ, NV. Branch offices: Valley of the Sun, AZ; San Diego, CA.

Harkless Sales - 20343 Northcove Sq., Cupertino, CA 95014. John E. Harkless (408) 257-6928;(408) 255-5320. Salespeople: 2. Products: Fasteners, hand tools, general hardware, constructionsupplies, paint. Markets: Building material suppliers, hardware/houseware, home improvement,lawn & garden, wood/woodworking. Selling to OEM. Territory: N. CA, N. NV.

Robert Hickey Associates - 1420 N. Claremont Blvd #202A, Claremont, CA 91711. BobHickey (909) 626-3060; fax: (909) 621-5478. Salespeople: 3. Products: Hardware, paint,building materials, floor/wall coverings. Markets: Building material suppliers, floor & wallcoverings, hardware/housewares, home improvement, lawn & garden, maintenance supplies,roofing materials & supplies. Territory: S. CA, AZ, NV, NM, TX, Mexico. Branch office:Chandler, AZ.

Hub Marketing West - 5894 Jadeite, Rancho Cucamonga, CA 91737. Gary Hubbert (909) 948-9950; fax: (909) 948-9654. Salespeople: 6. Products: cabinet components. Markets: Buildingmaterial suppliers, hardware/houseware, kitchen/bath, lumber industry, mobile homes,wood/woodworking. Selling to OEM. Territory: CA, AZ, NV, WA, OR, NM, TX. Branchoffices: Tucson, AZ; Whittier, CA; Portland, OR; Sacramento, CA.

Intex Industries - 28152 Rubicon Ct., Laguna Niguel, CA 92677. Peter Bouchier (714) 643-2234; fax: (714) 643-1103. Salespeople: 3. Products: Architectural woodwork, plastic laminatecasework, fiber optic lighting. Markets: Architects & interior designers, builders/contractors,building material suppliers, furniture & furnishings, government, lumber industry. Territory,MO, TX, AZ, CA, CO, KS, OK, OR, WA, ID, NV, NM.

144

Jim Justice & Associates - 2217 N. 1st Ave., P.O. Box 1131 Upland, CA 91784. Jim Justice(909) 981-4292; fax (909) 981-4292. Warehouse. Salespeople: 2. Products: Window/doorproducts, hardware, screens, components. Markets: Architects & interior designers,builders/contractors, building material suppliers, hardware/houseware, home improvement, retailconsumer products. Selling to OEM. Territory: CA, AZ, NV, HI, WA, OR, UT, CO.

Kemp Hardware Division of Hemp Products - 7305 Madison St., P.O. Box 529, Paramount,CA 90723. Douglas Kemp (310) 634-2553; fax: (310) 634-2052. Warehouse. Salespeople: 5. Products: Products related to woodworking, furniture manufacturing. Markets: Furniture &furnishings, hardware/housewares, wood/woodworking. Territory: WA, OR, CA, AZ, NV,Mexico.

LCA Marketing - 2844 Wilson Street, Carlsbad, CA 92008. Bill Lantz (619) 729-0121. Salespeople: 4. Products: Construction, industrial hardware, woodworking consumable supplies,tools. Markets: Builders/contractors, building material suppliers, government,hardware/houseware, import-export, wood/woodworking. Territory: S. CA, AZ, NV. Branchoffices: Phoenix, AZ; Los Angeles, CA.

Laris & Associates, Inc. - 1001 Bridgeway #433, Sausalito, CA 94965. Robert Laris (415) 331-3347; fax: (800) 320-5534. Warehouse. Salespeople: 5. Products: Architectural products,exterior building systems, roofing, siding, building materials, doors/windows. Markets:Architects & interior designers, builders/contractors, building material suppliers, homeimprovement, import-export, lumber industry, roofing materials & supplies, wood/woodworking. Territory: CA, WA, OR, ID, NV, AK, HI, UT, MT, AZ. Branch offices: Bellevue, WA; Kailua,HI.

Leaf-Lyons & Associates - P.O. Box 235, San Ramon, CA 94583. Jim Lyons (510) 828-6213;fax (510) 828-7271. Warehouse. Salespeople: 4. Products: Building materials, fasteners,hardware. Markets: Building material suppliers, fasteners, floor & wall coverings,hardware/houseware, roofing material & supplies. Selling to OEM. Territory: CA, AZ, NV, HI.

Ken Lewis & Associates, Inc. - P.O. Box 7097. Northridge, CA 91327. Ken Lewis (818) 366-0806; fax: (818) 363-5521. Salespeople: 2. Products: Furniture/furnishings, outdoor/houseware. Markets: Furniture & furnishings, hardware/houseware, lawn & garden. Territory: S. CA, NV,AZ. Branch office: Sacramento, CA.

Lifestyle Marketing Group - 379 Burning Tree Court, Half Moon Bay, CA 94019. HowardFisher (415) 726-1983. Salespeople: 14. Products: Housewares, RTA furniture, lighting.Markets: Computer supplies, floor & wall coverings, furniture & furnishings,hardware/houseware, lighting, retail consumer products. Territory: CA, WA, OR, MT. ID, NV,AK, AZ, NM. Branch offices: Seattle, WA; San Diego, CA; Portland, OR; Phoenix, AZ; SanFrancisco, CA.

145

Don McCulley & Associates - 295 Coventry Circle, Brentwood, CA 94513. Don McCulley(510) 516-0245; fax: (510) 516-7156. Salespeople: 2. Products: Thresholds, weatherstrip, paint,vents, hardware, tools, electrical fence. Markets: Building material suppliers,hardware/houseware, home improvement, industrial supplies. Territory: N. CA, N. NV.

Meg Marketing Services - 245 Fischer Building, C-4, Costa Mesa, CA 92626. Tom Ruggieri(714) 556-4990; fax: (714) 556-5530. Salespeople: 18. Products: Hardware, building materials,plumbing. Markets: Building material suppliers, hardware/houseware, plumbing. Territory, CA,AZ, NV, WA, TX, NM, UT, CO, OR. Branch offices: San Francisco, CA; Phoenix, AZ; Seattle,WA.

Bob Miller Co. - 330 Poinsettia, Corona Del Mar, CA 92625. Robert C. Miller (714) 760-0902;fax: (714) 760-0902. Salespeople: 3. Products: Building materials, tools, hardware. Markets:Home improvement, lumber industry, marine. Territory: CA, AZ, NV, NM, OR, UT, WA, HI.

The M.F. Murphy Companies, Inc. - 200 Valley Dr., #48, Brisbane, CA 94005. MichaelMurray (415) 692-0400; fax: (415) 468-5009. Salespeople: 2. Products: Architectural buildingmaterials, hardwood plywood, doors, furniture components. Markets: Architects & interiordesigners, building material suppliers, furniture & furnishings, hardware/houseware, lumberindustry. Selling to OEM. Territory: Western U.S.

Pacific Coast Merchandising - 4533 Quail Lakes Dr., Ste 100, Stockton, CA 95207. GaryFrush (209) 474-1400; fax: (209) 474-1303. Salespeople: 10. Products: Furniture, carpet,lighting. Markets: Builders/contractors, floor & wall coverings, furniture & furnishings,hardware/houseware, home improvement, lighting, paints, retail consumer products. Territory:CA, NV, WA, OR, AZ, NM. Branch offices: Orange, CA; San Francisco, CA; Portland, OR;Olympia, WA.

Pendleton Co. - P.O. Box 509, Menlo Park, CA 94025. Stuart Pendleton (415) 324-2067; fax:(415) 324-2068. Salespeople: 4. Products: Roofing, building specialties. Markets: Architects &interior designers, building material suppliers, fasteners, roofing materials & supplies. Territory:N. CA, N. NV, HI.

Fred Pill & Co. - 4340 Redwood Hwy., Ste. F-156, P.O. Box 4424, San Rafael, CA 94913. Fred Pill (415) 479-5400; fax: (415) 499-1615. Salespeople: 4. Products: Hardware, paint,lawn/garden, plumbing, building materials, pet, paper, total DIY market. Markets: Buildingmaterial suppliers, hardware/houseware, home improvement, lawn & garden, paints, plumbing,retail consumer products. Territory: N. CA, N. NV. Branch office: Sacramento, CA.

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S & M Marketing - 1237 Crestline Ct., El Dorado Hills, CA 95762. Ron Smith (916) 939-2220; fax: (916) 939-2217. Salespeople: 3. Products: Building materials, doors, frames-metal,wood windows, skylights, builders hardware, mouldings, door machining equipment. Markets:Architects & interior designers, builders/contracts, building material suppliers, glass industry,hardware/houseware, home improvement, lumber industry, wood/woodworking. Territory: CA,NV. Branch office: Danville, CA.

Lee Sherman & Associates - P.O. Box 5045, Glendale, CA 91221. Robert Sherman (818) 502-1124. Salespeople: 12. Products: Lawn/garden, hardware, decorations, plush toys, barbequegrills/furniture. Markets: Hardware/houseware, lawn & garden, retail consumer products,sporting goods, toys, gifts, novelties. Territory: AZ, CA, CO, HI, ID, MT, NM, NV, OR, UT,WA, WY, Mexico. Branch offices: Phoenix, AZ; Glendale, CA; Bothell, WA; Portland, OR;San Francisco, CA.

Smith-Kaplan Co. - 5456 McConnell Ave., Ste. 160, Los Angeles, CA 90066. Sherrill Smith(310) 578-6443; fax: (310) 301-0435. Salespeople: 2. Products: Unique items ranging fromgifts, housewares, garden, hardware by mail. Markets: Electronic/consumer products,hardware/houseware, import-export, kitchen/bath, lawn & garden, sporting goods, supplies &accessories, toys, gifts & novelties. Territory: U.S./Canada-Mail order catalogs. Branch office:Laguna Niguel, CA.

Specialty Building Components - 7750 Painter Ave., Whittier, CA 90602. Dave Pebley (310)945-8951; fax: (301) 696-1075. Salespeople: 4. Products: Specialized construction materials. Markets: Architects & interior designers, builders/contractors, building material suppliers,roofing materials. Territory: S. CA, Clark City, NV.

Spector-Shapiro & Associates - Ste. 209, 2001 S. Barrington Ave., Los Angeles, CA 90025. Milt Shapiro (310) 445-9321; fax: (310) 445-9341. Salespeople: 4. Products: Consumerproducts, home improvement patio, flooring, floor tiles, plank parquet. Markets: floor & wallcoverings, hardware/houseware, home improvement, import-export, kitchen/bath, plumbing,retail consumer products. Territory: CA, NV. Branch offices: Sacramento, CA; Phoenix, AZ.

Summit Sales & Marketing - 20 View Lane, Walnut Creek, CA 94596. Michael Gregory (510)934-2301; fax: (510) 934-4109. Salespeople: 1. Products: Cabinets, doors, paneling, lattice,vents, skylights. Markets: Architects & interior designers, building material suppliers, homeimprovement, import-export, retail consumer products. Territory: CA, NV, AZ.

Tierra Associates - 801 Portola Dr., #202, San Francisco, CA 94127. Kim Stewart (415) 566-4092; fax: (415) 566-4093. Salespeople: 3. Products: Peat moss, perlite, vermiculite, chemicalinjectors, bamboo stakes. Markets: Lawn & garden. Territory: CA, AZ, NV, WA, OR, CO, NM,HI, parts of Mexico. Branch office: Encinitas, CA.

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Wesmark Co., Inc. - 16039 Valley View Ave., Santa Fe Springs, CA 90670. Bob Abbriano(310) 921-3545; fax: (310) 802-1086. Warehouse. Salespeople: 6. Products: Homeimprovement products, hardware, paint, plumbing, electrical, seasonal, marine, buildingmaterials. Markets: Building material suppliers, hardware/houseware, home improvement,paints, plumbing, retail consumer products. Territory: CA, NV, AZ, HI. Branch offices: SanJose, CA; Phoenix, AZ.

Westmark & Associates - 27136 Paseo Espanda #B-1103, San Juan Capistrano, CA 92675. JimSolic (714) 489-1255; fax: (714) 489-1182. Salespeople: 6. Products: Building materials,kitchen/bath, lawn/garden products. Markets: Builders/contractors, building material suppliers,floor & wall coverings, kitchen/bath, lawn & garden. Territory: CA, AZ, NV, UT, ID, MT, OR,WA, HI. Branch offices: Sacramento, CA; Seattle, WA.Colorado

Bradley Marketing, Inc. - P.O. Box 21171, Denver, CO 80221. Dan Bradley (303) 420-4933;fax: (303) 420-5364. Warehouse. Salespeople: 4. Products: Kitchen cabinet components,building materials, accessories for millwork, closet materials, paint. Markets: Architects &interior designers, builders/contractors, building material suppliers, furniture & furnishings,home improvement, kitchen/bath, mobile homes, wood/woodworking. Selling to OEM. Territory: CA, WY, UT, NM, W. TX. Branch offices: Salt Lake City, UT; Albuquerque, NM.

Cofrank-Steele & Associates, Inc. - 2650 W. Second Ave. #13, Denver, CO 80219. George A.Cofrank (303) 922-3692. Warehouse. Salespeople: 3. Products: Door hardware. Markets:Building material suppliers. Territory: CA; UT; ID; MT; WY; NM; El Paso, TX.

Compass West Sales & Marketing, Inc. - 2275 E. Arapahoe Road #321, Littleton, CO 80122. LeRoy Jennings (303) 794-7285; fax: (303) 794-7179. Salespeople: 3. Products: Buildershardware. Markets: kitchen/bath. Territory: CO, WY, NM, UT.

Jim Cribbs Sales Co. - P.O. Box 40448, Denver, CO 80204. Salespeople: 1. Products:Construction equipment, roofing materials, hardware, coatings, building materials. Markets:Building materials suppliers, hardware/houseware, roofing materials & supplies. Territory: CO;NM; WY; El Paso, TX; AZ.

R.K. Graham Associates - P.O. Box 29431, Thornton, CO 80229. Ronald K Graham (303)452-2779; fax: (303) 280-0254. Salespeople: 2. Products: Wholesale building/architectural/hardware, windows, millwork, fireplace systems, louvers, skylights, doors. Markets: Architects& interior designers, builders/contractors, building material suppliers, hardware/houseware,home improvement, lumber industry, roofing materials & supplies, wood/woodworking. Territory: CO; WY; MT; NM; El Paso, TX; AZ, UT, CA.

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Koplin & Associates L.L.C. - 7690 S. Monaco Circle, Englewood, CO 80112. Ross Koplin(303) 770-1005. Salespeople: 2. Products: Hardware, novelties, toys. Markets: Architects &interior designers, sporting goods, toys, gifts & novelties. Territory: CO, UT, NM, WY, AZ, NE,AR IL, OK.

Main Stream Marketing, Inc. - 750 Old Stone Drive, Highlands Ranch, CO 80126. MarkHupe (303) 791-3220; fax: (303) 791-9898. Salespeople: 4. Products: Lawn/garden,hardware/houseware, pet supplies. Markets: Hardware/houseware, lawn & garden, veterinary. Territory: MT, ID, WY, CO, UT, NM, AZ.

L. Gene Marsolek Co., Inc - 2186 S. Holly, Suite 206-A, Denver, CO 80222. Gene Marsolek(303) 758-0823; fax: (303)758-0104. Salespeople: 2. Products: Building materials, hardware,tools. Markets: Building material suppliers, hardware/houseware, home improvement, lumberindustry, plumbing, retail consumer products & services. Territory: CO, WY, UT, NM, W. NE,MT.Clark Rheem & Associates, Inc. - 5590 E. Yale Ave., Suite 103, Denver, CO 80222. ClarkRheem (303) 756-3657; fax: (303) 756-3554. Salespeople: 3. Products: Roofing material,insulation, pavers, tile, exterior sheathing. Markets: Architects & interior designers,builders/contractors, building material suppliers, lumber industry. Territory: CO, WY, NM, MT.

The Stan South Co. - 6800 N. Broadway, Suite 105A, Denver, CO 80221. Stan South (303)650-9915; fax: (303) 650-6956. Salespeople: 2. Products: Building materials, roofing. Markets:Building material suppliers. Territory: CO, WY, UT, NV, MT.

The Wagner Group, Inc. - 5590 E. Yale, Denver, CO 80222. Richard Overstake (303) 691-2900. Salespeople: 6. Products: Electrical and building products. Markets: Building materialsuppliers, hardware/houseware, home improvement, lighting. Territory: AZ; CO; NM; UT; WY;Las Vegas, NV. Branch offices: Phoenix, AZ; Albuquerque, NM; Salt Lake City, UT.

Nevada

No home offices for appropriate manufacturers' sales agencies were found. Nevada is servedprimarily by agencies from other states, many of which have branch offices here. See listings fornearby states.

Utah

American Specific & Associated Products - 3999 S. Main Street, Suite N8, Salt Lake City, UT84107. Farrell L. Stevens (801) 263-2727; fax: (801) 262-4019. Warehouse. Salespeople: 2. Products: Roofing materials, architectural products, woodworking equipment, doors. Markets:Architects & interior designers, builders/contractors, government, roofing materials & supplies,wood/woodworking. Territory: UT, ID, CO, WY, CA, NV, OR, WA.

149

Daly & Associates - 1793 Meadow Moor Road, Salt Lake City, UT 84117. David D. Daly (801)486-1026; fax: (801) 486-1061. Salespeople: 2. Products: Wood and metal doors, metal roofing,millwork, louvers, mouldings. Markets: Architects & interior designers, arts & crafts, buildingmaterial suppliers, home improvement, lumber industry, roofing materials & supplies,wood/woodworking. Territory: ID, UT, W. WY, E. NV.

150

APPENDIX C

151

Additional Sources of Information

Books

American Statistics IndexU.S. Government Printing OfficeWashington, DC 20004(202) 512-0916Guide to all statistical publications of the Federal government.

California (or other state) Manufacturer's Register, 1996Directories of the Western StatesDatabase Publishing CompanyP.O. Bpx 7440Newport Beach, CA 92658(714) 646-1623Includes a fairly detailed description of products made.

Findex: Directory of Market Research Reports, Studies, and SurveysFIND: SVP Inc.625 Avenue of the AmericasNew York, NY 10011(212) 645-4500Descriptions of over 7,000 marketing reports

Marketing Forest ProductsDr. Jean Mater with Scott Mater and Catherine MaterMiller Freeman Inc.600 Harrison StreetSan Francisco, CA 94107(415) 905-2200

Off-the-Shelf Industry StudiesBusiness Trend Analysts2171 Jericho TurnpikeCommack, New York 11725(516) 462-5454In depth, multi-client studies of the US floor covering, millwork, office furniture, and householdfurniture industries. Cost is approximately $1,000 per study.

Value-Added Wood Products: Manufacturing and Marketing StrategiesEd WillistonMiller Freeman Inc.

152

San Francisco, CA 94107(415) 905-2200

Sweet's Catalog FileSweet's Division, McGraw-Hill, Information Systems Company1221 Avenue of the AmericasNew York, NY 10020.(800) 892-1165Contains colored brochures on thousands of products. Products can often be ordered directlythrought Sweet's.

Thomas Register of American ManufacturersThomas Publishing Company1 Penn PlazaNew York, NY 10119(212) 290-7200For over 100,000 manufacturing companies lists their products and services and companyprofiles.Published annually in 18 volumes.

The Encyclopedia of AssociationsGale Research Inc.645 Griswold StreetDetroit, MI 48226(313) 961-2242Directory of over 16,000 trade and professional organizations.Published annually.

1996 Directory of the Wood Products IndustryMiller Freeman BooksSan Francisco, CA 94107(415) 905-2736Directory of primary and secondary wood products manufactureres, wholesalers, and associationsin the US and Canada. Published annually for $257. Also available on CD ROM.

1996 Big BookRandom Lengths Publications, Inc.Eugene, OR 97401(541) 686-9925Directory of primary and secondary wood product manufacturers, wholesalers, and associationsin the US and Canada. Published annually for approximately $185. Also available on CD ROM.

Periodicals

153

"Federal Reserve Bulletin"Board of Governors of the Federal Reserve SystemConstitution Avenue & 20th StreetWashington, DC 20037(202) 452-3000Minutes of the FRB Open Market Committee meetings discussing status of the economy andFederal Reserve actions, plus statistics on the economy and in-depth articles on current economictopics.Published monthly.

Data Bases

Select PhonePro CD, Inc.222 Rosewood DriveDanvers, MA 01923(800) 560-3526 (In Canada)(800) 992-3766 (In US)CD ROMs containing 18,000,000 business and personal telephone listings in the US. $99.

American Business ListsAmerican Business Information, Inc.5711 South 86th CircleP.O.Box 27347Omaha, Nebraska 68127(402) 592-9000Provide custom lists of businesses by SIC code, number of employees, location, and other sortcritera from a data base of 10 million businesses.

D & B Market PlaceDun & Bradstreet Information Services460 Totten Pond RoadWaltham, MA 02154(800) 590-0065CD ROMs containing the most detailed information available on 10 million US businesses,including detailed SIC code, number of employees, annual revenues, ownership, ownership,address, telephone number, DUNS number, etc. $600 with limited access.

Government Assistance Programs

Arizona Business Assistance Center3800 North Central AvenuePhoenix, AZ 85012(602) 280-1480Provide advice and a business startup kit.California Small Business Development Center Program

154

Office of Small Business DevelopmentCalifornia Trade and Commerce Agency801 K Street, Suite 1700Sacramento, CA 95814(916) 324-5068http://www.ca.gov/commerce/sb_home.htmlAssistance with regulations, loan programs, and other matters is offered through approximately30 local offices.

Colorado Business Assistance Center1560 Broadway, Suite 1530Denver, CO (303) 592-5920Provide advice and a business startup kit.

Nevada Department of Business & IndustryCenter for Business Advocacy and Services2501 E. Sahara Avenue, #202Las Vegas, NV 89104(702) 486-4335State agency which provides a startup kit.

Nevada Small Business Development CenterUniversity of Nevada, RenoNazir Ansari Business Building, Room 411Reno, NV 89557(702) 784-1717Provide advise on starting and operating a business in Nevada

Utah Department of Economic Development324 South State Street, #500Salt Lake City, UT 84111(801) 538-8700Provide information on business regulations

Utah Small Business Assistance Center8811 South 7th EastSandy, UT 84070(801) 255-5878Provide business advice.

155

U.S. Department of the TreasuryInternal Revenue ServiceWashington, DC 20224(800) 829-1040Tax information and employer identification number.

Small Business Administration409 3rd Street, SWWashington, DC 20416-0006(202) 205-6600Assistance with business advice, financing, and sales to the federal government.

156

Internet Addresses

University Sites

University of Washingtonhttp://weber.u.washington.edu/~esw/manufac.htm#furnitureThis is a very well designed and informative web site dealing with the U.S. value-added market.

Federal Government Sites

Commerce Business Dailyhttp://www.stat-usa.gov/BEN/subject/procure.htmlProposed government procurements of products and services and notices of awards (fee).

EDGARhttp://www.sec.gov/edgarhp.htmProspectuses, annual reports, 10K reports, and other government filings for publically ownedcompanies.

Fed Worldhttp://www.fedworld.gov/index.htmlLink to federal agencies, libraries, and publications.

Federal Reserve Bank of San Franciscohttp://www.frbsf.org/Economic information for all of these states, except Colorado, which is served by the FederalReserve Bank of Kansas City.

Thomas (From Thomas Jefferson)http://www.thomas.loc.gov/Link to U.S. House and Senate, status of legislation, reports, and testimony.

White Househttp://wwwwhitehouse.gov/WH/Welcome.htmlExecutive branch home page.

U.S. Department of Commercehttp://www.doc.gov/Link to the Department of Commerce and its subagencies, like the Bureau of Economic Analysis, Bureau of the Census, and Small Business Administration

157

Internal Revenue Servicehttp://www.irs.ustreas.gov/prod/forms_pubs/index.htmlFederal tax information and forms

Small Business Administrationhttp://www.business.gov/browse.htmlGovernment purchasing information and direction to small business development centers in eachstate which provide start-up assistance to small businesses.

State Government Home Pages

Arizonahttp://www.state.az.us/

Californiahttp://www.state.ca.us/

Coloradohttp://www.state.co.us/

Nevadahttp://www.state.nv.us/

Utahhttp://www.state.ut.us/

Private Data Sources

Wall Street Journal's Interactive Editionhttp://update.wsj.com/welcome.htmlBusiness news, market reports, company reports.

Dialoghttp://www.dialog.com/dialog/dialog1.htmlFee access to numerous news, business, and scientific databases.

Dun and Bradstreethttp://www.dbisna.com/corp/dnbhome.htmFee access to data bases containing business trends, company profiles, and company financialreports. Companies can be sorted based upon SIC code, number of employees, gross sales, state,and other characteristics.

158

F.W. Dodgehttp://www.megasoft.com/dodge/Construction data.

Gale Publicationshttp://www.gale.com/gale.htmlEncyclopedia of Associations, Directory of Data Bases, Gale Guide to Internet Databases, andRecearch Centers and Services Directories.

Sweet's Grouphttp://www.sweets.com/Construction products and specifications.

Thomas Register of American Manufacturershttp://www.thomasregister.com:8000/index-to.htmlLists of manufacturers by product or service, company name, and location.

NYNEX Yellow Pageshttp://s10.bigyellow.com/home.htmlYellow pages listings for over 16 million companies.

U.S. Chambers of Commercehttp://www.chambers-of-commerce.com/Directory to chapter home pages.

Wood Webhttp://www.woodweb.com/woodweb.htmlNetwork of wood product companies, articles, and discussion groups.

Forest Nethttp://www.forestnet.com/Network of forestry companies and information

Virtual Library: Forestryhttp://www.metla.fi/info/vlib/Forestry.htmlExtensive links to world wide forestry information sources.

Commerce Nethttp://www.commerce.net/Annual reports, product information, and links to sites showing how companies are using theinternet to transact and promote business.

159

Distribution Terminology

Broker --An agent who sells a product for a commission.Buying Agent--One who buys forest products for a wholesaler or retailer, usually for a flat feebased on the volume purchased.Cash and Carry Yard--A retail operation that provides no credit to its customers, as contrastedwith a full service yard that often will maintain an open account for contractors and regularcustomers. Cash and carry operations often combine building materials with the sale of otherproducts in "home centers."Chain Yard--One of a series of retail lumber yards owned and usually operated, by a singleparent company.Commission Buyer--One who buys lumber, plywood, and other forest products for anotherparty, for a set fee based on the type and volume of material purchased.Commission Salesman--One who sells forest products for a producer and receives a certain feefor his efforts, with the fee based on the volume sold and the price received. Some commissionsalesmen work for the company they sell for; others represent a number of companies and areindependent.Consignment--The process of turning over stock to an intermediary to be sold, with the sellertaking a percentage of the sales price as a fee for his services. Also used in shipping as toconsign (direct) a shipment to a specific point.Dealer--A retailer; one who sells directly to builders, contractors, and other users.Distribution Yard --A yard operated by a wholesaler, in which lumber and plywood areinventoried and distributed to retail accounts over a relatively large area in less than carloadvolumes.Distributor --An agent or business firm that distributes goods to dealers or consumers. A verygeneral term that includes both wholesalers and retailers.Dropped Shipment--A trucking term for shipments that are "dropped" enroute to the finaldestination for further processing. Similar to milling in transit privileges in rail shipping.Jobber--A wholesaler; one who buys goods in quantity from a manufacturer and resells them todealers. A stocking distributor.Manufacturer's Representative--An independent salesperson who represents a manufacturerand receives a commission based upon products sold. The representative does not takepossession of the goods, provide credit, inventory, or deliver products.Office Wholesaler--A wholesaler who trades lumber and plywood without taking physicalpossession of the commodity; one who does not maintain a distribution yard.Regional Wholesaler--A wholesaler located in a consuming area who covers a certain region orterritory.Reload or Railroad Reload--A warehouse or distribution facility located in or relatively nearproducing regions. A reload operation purchases inventory in bulk, blends various items togetherto the customer's specifications and reships them as mixed cars.Retailer--One who sells directly to the ultimate user of a product, such as a builder, remodeler,etc. The last link in the distribution chain.Stocking Wholesaler--One who buys goods in quantity from manufacturers and "stocks" or

160

stores them for resale to dealers.Territorial Wholesaler --A term used to describe a wholesaler who operates in a specific region,as contrasted with national wholesalers.Wholesaler--One who purchases material from a producer for the purpose of resale to retailers,remanufacturers or industrial users. A wholesaler takes title to the product, in contrast to acommission man or broker, who only performs the sales function without taking ownership ofthe product.

Sources: Terms of the Trade, Random Lengths. Marketing Forest Products, Miller Freeman.

161

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