Building Product Digest - January 1986

ildino Products

markets in 13 Southern states

Wcverhaeuser National

Acrbunts Markcting Managcr

Kermit Tirckcr woted wi6

Tcm Kocrbcr, Merchandise ManagerforW.R. Gracc

Crntrii Region to dev-elop a plogram fol high-+t"lity &hoire ccntcr ti6arcls.'

ow do you sell hieher qudity ludberl Iust istctlm Koerber ofHandy Dan. 'We saw ahedfordre do-it-yourselfer who wants a bettei grade of lumber for special prciectsi e:cplains Tcm. So he worked wittiKermit Tucker of Weyerhaeuser to dwelop a custom prosam for ro6 of his stores.

It features a standing-rack display which alloun customers to see the lumbet's qualiw aird select iherieht sizr,.

The prograin tras beeq running for"four years now, and ids been very sucteslfuf reports Lbm.

Kermit Tircker airees. "Value is what people are looking for today. C.onsumers are "oiltirg to pay a litde^m<ire for a quality prodirct3

- Delivering the right products at the rieht price is the Weyerhaeu,ser Fidt ChoiJe wiyofdoing busineis. Call us today andsee how it canworkfirryou.

Pub[sher David Cutler

Editor Juanita Lowet

Asirtent Editor David Koenig

contriburing Editon

Dwight Curran o Gage McKinney

Art Director Manha Emery

Strff Artist Carole Shinn

Circulation Dorothea Creegan

Building Products Digest is published monthly at 45q) Campus Dr., Suite 480, Newport Beach, Ca,92660, phone (714) 852-1990 by Cutler Publishing, tnc. Advertising rates upon request.

ADYERTISING OITICES

FROM TEXAS. LOUTSIAIiA. MtSStSStppt. VlRGllilA. rnd TE|iNESSEB comrt Dryil Cuder. Phone (714) 852-19S.

FROM VIRGINIA, NORTH CAROIINA. SOUTH CANOLINA, CDORGIA. TI,I)R|. DA AND AL./\BAMA: Conrad Cl Vn. Phorc (213) a72-31 13 or (7t4) E52-19S.

FROit WASHINGmN SrAilE, OREQOI{, IDAI(), WYO}IIITG, MONTAITA, Uf,AIL C0II)RAID d CINADtu Conta Cnl Hoh. Phone(fr)3.fxbm.

STJBSCRIPTIONS

Chnge of Addrcss-Send subscrip tion orders and address changes to Circulation Dept., Building Prodrrts Drgesq 4500 Campus Dr., suite 4f), Newport Beach, C.a. 92660. Include address label from recent issue if posible, plus new address and ap code.

Subscription Rrres: U.S.: $anone year; $36-two years; $5Gthree years. Foreign: one y€r payable in advane in U.S. funds--C:nada or Mexico: air-$42; surface-$37; South America: air-$60; surface-$39; Asia: air-$70; surface-$39; Europe: air-$90; surface-$39. Single copies $2; back copies $3 plus shipping & handling.

BUILDING PRODUCTS DIGEST is an independentlyownd publication Jor the retail, wholsle and dbtribution leveb of the lumbr and building supply morkets in 13 bwhern states.

Copyright O 1986, Cutler Publishing, Inc. Cover and entire conrenrs are fully prorected and must not be reproduceci in any manner without written permission. Building Products Dgest assumes no liability for materials furnished to ir.

The volume is there. The market is increasingly active. We can help you get your share.

ftll

The outlook for home improvement has never been bettermore people are spending more than ever on homes, yards

and gardens.

So we know the market fortreatedSouthern -:.* Pine lumber is as big as all outdoors, Decks. Fences.

Outdoor storage, outdoor furniture, pools and hot tubs, Projects that add

First, with modern sales training aids for your personnel, including a videotape that explains what treated Southern ^Pine is. whv it's the best treated wood you iatt buy, how it's treated, quality standards, uses, and how to sell it.

Second, support literature. Reference material for vour salespeople and for confractors and architects. Plus promotional brochures for over-the-counter customers who want to know how to use the product around the house.

Third, with stimulating ideas for homeowners.

Send me your Outdoor Idea Book.

EDITORIAL

DAVID CUTLER publisher

Get Smart

ll NEW exarnple of "smart house" technolflsgy has been incorporated into a Maryland test home built by the National Association of Home Builders and the Gas Research Institute. Anyone involved in making, distributing and selling home and building products should watch this latest turn in the technology revolution carefully. The electronic age is surely upon us and those who ignore or downplay its likely impact upon our industry do so at their peril.

Among the advantages of the "smart house" technology is that it saves money through efficient use of energy while maximizing the benefits of advanced communication and control systems. This includes space conditioning systems, appliances, lighting, electrical outlets and utility meters, as well as telephone, doorbell, intercom and security systems. In the future, a simple telephone call will enable the homeowner to start a meal, reset the thermostat, and listen to phone messages before leaving the office to head home. Additionally, the "smart house" offers the advantages of lower installation costs for wiring

and piping as well as saving on heating, sooling and appliances.

In the NAHB/GRI test home, even the family room is "smart." A housewife will only need to use the touch screen of a computer system to control appliances, a space heater or patio grill. A voice recognition sensor can also turn the fireplace on and off. A personal computer can be plugged into an outlet in the bedroom to display the operational status of the appliances. Temperature probes in the grill control cooking time and temp€rature. Batteries provide a standby system in case of power failure.

If only a minority of these marvels prove sommercially feasible, it means materials and products used in the home may be in for some radical changes. For distributors and sellers, serving the home market will call for a familiarity with electronics applications. To those who can't or won't cope, the electronic revolution will be the watershed event. It will inevitably mark the point at which the scoffers are forever left behind.

markets In 13 Southern states

Desert Redwood" is no mirage

You knowthe problern wood looks right feels righ!

Some redwood hrnber is tm geen Some is tm dry.

We[ newDesertRedwood from Louisiarn-Pacific is just rigfrl It solves the problem once and for all.

New louisiana-Pacific Desert Redwood is consbuction common or constrrction heart hrnber that is kiln dried rather than airdried

But just to a perfect percent or !Elowermoisture contenl

Onlyafterit's dried is it trimmed planedandgmded

Dimensions are bue. Shrinkage is controlled Grading is right on

Louisiana-Pacific Desert Red-

worksright Even better, it's prirred right And another beautifrrl thing about L-P Desert Redwood is its weight Unhl<e green redwood that weighs tp to 2800 pounds per thousandboard feet, Desert Redwood weighs about 1600 pounds per thousand

You payless freigfrt to getiL You deliver more per truckload Your retail orstomer canloadit withease.

Iouisian-Pacific Desert Redwood cqstnrctixr cornnrqr ard consbrrctbn treart are available in 2"x4" w2"x6"dirnensions in lengths to 20 feet

Nobody else nnlces it Just Louisiana-Pacific Disooverthe beatty of L,oubian-Prific Desert Red\iloodtoday.

A personalgurartee.

Wben you hry arAnsicaF rnade L"onisima-kcific pofuct fike Desert Redn'oo4 we erpect yfl to eryect $e best Notjnst qnality. But a conpetitive doe. A satisfrctory hrsirrcss rehtinstrb. And service that baves yfl qrF pletetysatiSed

The l2,mnsrandwqrsr of L,ouisiana-Pacific iin np in givngyfl qnpersoulgrafree. We willperfcrn Ifwedont btus krnv, dease. Sinaedy,

New drying process improves southem pine quality

HE MARKET is talking and Georgia-Pacific Corporation is listening.

In response to industry needs, the nation's largest building products manufacturer and supplier is changing its drying methods to improve 'the quality and performance of southern pine lumber.

"The market is telling us the characteristics this product requires and we're taking note," said Mike Vidan, vice president of GeorgiaPacific's wood products sales division.

Story at a Glance

Georgia-Pacif ic changes drying process to meet market needs . steam drying gives southern pine more dimensional stability, unilormity . 23 mills to be converted . . Phase ll will monitor wood moisture.

"There's no difference between us and the auto makers. They took a hard look at the Japanese imports and began manufacturing mid-size to smaller cars. If the market tells you to do something, you better move quickly or suffer the consequences."

The forest products industry over the years has been geared toward commodity production, Vidan said. "Now we are going through refinement and change in product design, affecting even the biggest commodity of alllumber."

Pine lumber dried using GeorgiaPacific's new steam drying process maintains the natural strength, struc-

(Please turn to page 46)

MOIST HEAT utilizing steam is incorporated in a new drying method being used by GeorgiaPacilic at Warrenton. Ga. Too ohoto shows wood

in kiln while the lower ph0t0 graphically shows the diflerence in wood dried with dry heal (left) versus the new process (right).

How the Southern Forest Products

Advertising & Public Relations

Retail customers-whether do-ityourselfers or contractors-will be reading a lot about southern pine this year with the result that they are well informed and possibly pre-sold on its merits when they enter a store.

The Southern Forest Products Association will generate eight million advertising impressions this year to take the southern pine story to consumers, builders, contractors, lenders, realtors, developers, engineers, architects, designers, home manufacturers and mobile home producers as well as retail dealers, distributors, home centers, truss manufacturers, components fabricators, laminators and erectors.

Just about everyone who uses, buys, specifies or otherwise influences the consumption of lumber is being targeted by their ad campaigns. Colorful photos and illustrations plus meaty copy and a coupon offer for literature and information make the ads hard hitting. SFPA says that they receive hundreds of requests for more information after an ad appears.

Marketing Promotions

Retailers of southern pine can be the big winners in the Marketing Marathon being staged by the Southern Forest Products Association.

Designed to increase the use of southern pine by some 1.4 billion board feet each year with a need for 12 billion feet of production by the end of the decade, the program is utilizing advertising targeted to users of southern pine, promotions of permanent wood foundations, plenum floors and wood roof systems, education through literature and seminars and accelerated field calls by regional market managers.

Special promotions include a cooperative remodeling project with Family Circle magazine which will culminate with a major feature story this spring to show how southern pine can be used for a variety of remodeling projects.

Atlanta, Houston and Memphis

have been targeted for local permanent wood foundation promotions done in cooperation with the Wood Products Promotion Council. Another project in cooperation with Louisiana Power & Light, the American Wood Council and the other WPPC members involves designing, constructing and promoting a wood energy house in New Orleans. The project will later expand to additional Louisiana metro areas as well as Arkansas, Mississippi and other areas of the Middle South utility system.

Regional projects scheduled include the promotion of the PWF southern pine systems in South Carolina and a joint promotional,/education program on industrial roof systems with the WPPC in the Dallas market.

"Teamwork for Tomorrow" as the theme of the marketing campaign envisions all members of the southern pine industry pulling together to produce and sell more southern pine.

As part of this promotion SFPA is sponsoring with Family Handyman a design contest destined to reach five million readers. A number of feature stories on southern pine decks are planned for magazines and television talk shows.

These stories are as helpful to the retailer as advertising since they spread the word on southern pine's capabilities and create interest among potential buvers.

Story at a Glance

Eight million ads to sell southem pine... model homes, magazine features, tv appearances stimulate consumer in. terest . . . literature, semanars, field calls back up promotions.

EACKYARI) scale model t0 oromote outdoor living ideas using pressure treated southern pine lumber is demonstrated by SFPA's Richard Wallace (left) f or Bill Stanlev. host ot the

Breaklast Edition, a popular morning talk show in New 0rleans. SFPA plans t0 appear 0n 15 more tv programs throughout the year.

ssociation helps the retailer

Regional Market Managers

Activities of regional market managers range from tv appearances to house callsall designed to promote an interest in southern pine and stimulate sales.

Located in Memphis, Tn., Atlanta, Ga., and Liberty, Tx., in the south, they expect to make more than 5,000 calls on major users, buyers and specifiers this year. They use these personal, one-on-one sales calls to talk in depth about southern pine products and systems.

If a retailer needs an answer to a question, help with a customer or someone to put on a seminar about southern pine and its uses, these regional market managers are the men to contact.

Southwestern Region: Chuck Gehring, 24A4 Webster St., Liberty, Tx., 77s7s. (409) 336-5309.

Southeastern Region: Jim Haney, P.O. Box 450408, Atlanta, Ga. 30345. (M)938-6236.

South Central Region: Jim Cogolski, 1296 Vinton Ave., Memphis, Tn., 381&1. (9Ol)272-0770.

Literature

Providing literature to support retailer is a major function of SFPA.

the the

Publications have been modernized with the same theme and appearance to create a family of literature with a cumulative promotional impact. New material has been added as well as a new look in the revised Use Guide and Tieated Southern Pine. Tips on Pressure Tieated Southern Pine is a new publication. Another new addition to the literature program is a counterman training video program on southern pine. (see page 12 for more details)

The Outdoor Idea Book also is new. Termed one of the best in the country, it contains stimulating ideas to help families get started on backyard projects. In addition, they have developed detailed drawings so that do-ityourselfers and others can buy the plans they need to build the projects shown in the idea book.

For more informotion on the promotions, advertising and services discussed or samples of the literature avoilable, write Southern Forest Products Association at P.O. Box 52468, New Orleons, Ls. 70152 or coll (504) 443-4464ed.

SEMINARS in the Atlanta, Ga., area are the responsibility ol Jim Haney who is regional market manager for that territory.

0UTD()OB LIVING ideas are a specialty of Memphis, Tn., regronal market manager Jim Gogolski on the morning talk show circuit,

VETERAN s0uthern pine expert Chuck Gehring is available to help retailers as regional market manager, based in Liberty, Tx.

DEALERS, contractors and consumers get a full range ol outdoor living ideas with SFPA's new

ldea Book. A dozen how-to project plans based on projects mentioned in the book are available.

Counterman training on video

!Jf OfO rraining is now available

U to educate countermen on the facts of southern pine.

Prepared by the Southern Forest Products Association, the two-part program combines with SFPA literature for a complete teaching tool. Divided into two segments, the program covers southern pine resources, manufacturing process, grademarks, proper storage and handling techniques, uses and advantages in part one which takes 20 minutes to screen.

Part two deals with pressure treating. Preservative types and retentions, the treating process, quality marks, building tips, proper storage and

Story at a Glance

Soulhern pine education available in two parts on cassette . . . prepared by the SFPA, lessons can be taught in conjunction with their literature dealers may buycassettes to use in store education prc grams or for consumer informa. tion.

handling techniques, uses and advantages are explained. This section takes 12 minutes to show.

Literature can be used to augment and reinforce the learning acquired by viewing the cassette progr:rm.

The two-part program is available on V2 inch VHS video cassette or 3/4 inch U-matic video cassette. The V2 inch in VHS or Beta costs $70. The 3/4 inch sells for $90.

More information can be obtained by contacting Richard Wallace at the Southern Forest Products Association, P.O. Box 52468, New Orleans, La.70152 or calling (504) 434&.

scrarr'lERtrl PII|E: F^C7S toa aGT^aLZ'|'

soulhern prne lumber. The two-parl 32-minute program comes with a selecli0n 0f literature from

the Soulhern Forest Producls Associalion. Using program can help a store develop experlise.

VIDE0 CASSETTES are the key to a new training program now available to help retailers sell more

Southem pine joins the manufactured housing boom

!r gulHERN PINE dealers

!Eshould see the success of the recent test marketing of a 4 x 8 deck for manufactured homes as an omen of good things to come.

Jerry Crawford, a manufactured home distributor in New Orleans, La., cooperated with the Southern Forest Products Association in sending a promotional deck mailer to some 500 manufactured home owners in southeastern Louisiana.

The literature described how the deck made from pressure treated southern pine could replace the box steps of a manufactured home. The information stressed that the project could be a d-i-y job or an installation by Crawford Distributing. Both would use a deck kit cut and packaged by AT&N Lumber Service, York, Al.

To further interest in the deck, SFPA had a full page announcement of the program in Automation In Housing (a magazine for the manufactured housing industry). The response to the mailer, the ad and a model deck shown at the 1985 Louisiana Manufactured Housing Association trade show at the New Orleans Convention Center was described as overwhelming.

The significance of the break through into the manufactured housing market by southern pine should not be overlooked. The latest figures issued by the Manufactured Housing Institute claimed that manufactured housing accounted for 32Vo of all new homes sold nationwide. As the most affordable housing available (average price: $18,000), manufactured homes are attracting buyers priced out of the stick built housing.

Affordability is not the only thing

UNLIMITED possibility ol using soulhern pine to surround a manufactured house with decks and add outdoor living and recreation space is well illustrated in this landscaoe architect's rendering

going for manufactured housing. Ready financing and custom type units are additional incentives. The increased availability of up scale manufactured home communities such as Sycolin Forest in Leesburg, Va., is another plus.

The bottom line is that a market need which can be filled by southern pine is developing. Elegant manufactured homes with cathedral ceilings, bay windows and other attractive architectural features demand to be surrounded by decks and outdoor living areas comparable to those used with other luxurious dwellings.

Any garden, terrace, deck or patio structure used with a conventional home can be adapted to the manufactured home. Benches, planters, gazebos, trellises, spa surrounds, walks, storage for outdoor and recreational equipment, railings, privacy fences, wind screens, porches and landscape timbers are all possibilities.

The Permanent Wood Foundation system also works well with manufactured homes. Plans published by the American Plywood Association in

joint sponsorship with the American Wood Preservers Institute, National Forest Products Association, Society of American Wood Preservers, Inc., Southern Forest Products Association and Western Wood Products Association detail the procedure.

The market exists and the decking kit has made a niche in it for southern pine. Now it is up to dealers and wholesalers to take advantage of what has been accomplished.

Story at a Glance

Pressure treated southern pine deck tests well in manufactured housing market. . . these homes now accountlorS2o/o ot new house market. . . modular home communities developing . need lor outdoor living amenities creates a new market.

Drawing L'ourtesy of Southern Forest Products Associolion

This Virginia retailer sells lots of southern pine

HANGE and growth are good words to describe Burke Lumber Inc., Lorton, Va.

Originally located in Burke, Va., a suburb of Washington, D.C., the retail lumber yard was formed in 1978 by Ron Nystrom, a former selfemployed contractor, to specialize in treated southern pine and related products. His goal was to offer contractors a single source for high quality construction materials. By 1980, the family-owned business had gained a reputation for service and quality that drew both contractors and do-it-yourself homeowners from a 50 mile radius.

When the company outgrew its facility in Burke Center, it moved to Lorton in Washington's southern suburbs. Since that time, the area has grown dramatically and Burke's products, service and prices have built a firm customer base with both contrac-

tors and d-i-yers. Sales volume is expected to climb to at least $5 million this year.

Customers are attracted by advertising in the three papers covering the area and radio commercials carried on the local stations. The broad inventory of over 10,000 items including hardware, electrical, plumbing, paint, insulation, lawn and garden, seasonal products and housewares plus good service keeps them coming back.

Service is important at Burke's with all operations geared to helping the customer. Quick checkouts, clear legible sales slips, acceptance of major credit cards and an in-house credit system for contractors are designed to make shopping easy. The store also has the ability to provide materials quickly. "Most of our time is service," Nystrom explains. "If a customer needs it. we'll sketch out a deck and deliver the products the next day."

The efficiency of the store is enhanced by a newly installed computer system which accommodates accounts receivable, inventory control, accounts payable and general ledger plus a point of sale program. Micro Technology Inc., Gaithersburg, Md., developed the system to fit Burke Lumber's needs and followed up with installation and on-site training.

Gus Nystrom, Nystrom's father, who as manager does the buying of just about everything except lumber, appreciates the help of thecomputer in inventory control. Cathy Nystrom, wife of the president, utilizes it in the financial side of the business and the advertising, both her particular responsibilities. Ron Nystrom does all the lumber buying.

Pressure treated southern pine accounts for about 5090 of Burke's sales. They buy direct from the pressure treaters. Madison Wood Preservers located 120 miles away in Madison, Va., is their major supplier.

Five sales people help the family to staff the 4O ft. by 60 ft. store which has a second story for offices. Located on three acres, it has space for drive-in parking in the yard. Two acres across the road from the facility are used for storage.

Gus Nystrom likes to talk about plans to enlarge the store in the spring. He anticipates an addition of about 20 ft. x 60 ft. to the present structure. Additional inventory as well as space will create a need for another employee or two.

Burke's delivers in its market area and often goes over the nearby stateline into Maryland. They maintain a fleet of five trucks with drivers. Preventive maintenance is doneon site although major repairs are s€nt out.

Considered one of the most successful, independent lumber yards in the suburban Washinglon, D.C. area, Burke Lumber Inc. sees only progress, growth and good times ahead.

Story at a Glance

Pressure treated southem pine accounts lor 50o/o of sales contractor and d-iy business from 50 miles radius . . . 35 million sales volume expected in 1986

S0UTHERN pine is a big seller at Eurke Lumber but they carry a broad inventory of merchandise including the trash bags and crockpot which this

customer is buying. Ronald Nyslrom (below) is president ol the lamily owned and operated busr ness.

We must expand

southern pine markets

By J. E. Stevens President Kirby Forest Industries Houston. Tk.

fOonr; in many of America's I industries, we are witnessing widespread changes and restructuring. In the south, the southern pine producers must also change if we are to maintain and improve our market share.

The area which offers the most opportunity, in my opinion, is the repair and remodeling sector. Basically, these zre your "pure consumer" buyers which represent an ever-increasing share of building materials usage. The Department of Commerce recently projected that the building materials products sold into repair and remodeling are estimated to total $63 billion annually, and growing.

We need more exposure in this market as we can no longer rely solely on structural products designed primarily for the home builder. Lumber manufacturers must develop new appearance grades and new products more decorative in nature for both the white and treated markets. We should concentrate on consumer tastes and preferences for material that will satisfy their needs instead of maximizing mill output.

One example that comes to mind is turned posts treated for outside decks. Radius edge decking, which is already available in most areas, is another. Also, we may want to mill more lumber with various patterns and design for outsi$e deck and patio applications as the consumers desire more options for their projects. Unfortunately, southern yellow pine is available now

primarily as structural dimension and 4 x 4 posts.

The next decade will result in a groundswell of activity in renovation and improvements of our existing housing inventory. New home construction is projected downward through the 1990s, therefore our largest market will be the tremendous repair and remodeling segment currently being served for the most part by the huge supermarket-type retailers. The southern pine industry must have more products in these stores if we are to keep pace with future growth.

The thrust of these activities will require many changes for the pine producers since they will be forced to make available larger varieties of

Story at a Glance

Soulhern pine must change to improve market share remodeling and repair offers most opportunity new appearance grades and new products must be developed with emphasis on the consumer.

products,in contrast to the shrinking product lines witnessed during the past two decades. These changes will be more costly on a unit basis, but this should be offset by the increased returns from higher product prices, not to mention greater penetration into the consumer markets. If you stop to consider, every existing single family structure in the south is a potential for a treated deck. We need an expanded variety of appearance grade products to be used in conjunction with our current structural dimension.

I do not advocate the elimination or change from the current structural lumber grades or nomenclature, as they have served the construction markets very well and should be continued.

Simply stated, our emphasis in the late eighties and early nineties will, and must, be directed toward the consumer. This person, in turn, will respond if given the opportunity to purchase from a versatile building materials inventory of finished products.

(Stevens, immediate past chairman of the Southern Forest Products Association and an ofJicer of the National Forest Products Association, shared his opinions wllft Building Products Digest exclusiv e ly-ed. )

NtrWSBR[tr[5S

W. R. Grace & Co. is putting its retailgroup including Handy Dan, Handy City, House Works and Home Quorters up for sale to help pay for the26Vo of its stock that it is buying back from the Flick Group of West Germany for $596 million.

Homecrafters, Birmingham, A1., has filed under Chapter ll of the U.S. Bankruptcy Code (see page 37 for details) Lindsley Home Centers, Miami, Fl., expects to begin remodeling its stores this year, emphasizing home improvement...

Kinkead Div. of USG will increase the capacity of its Union City, Tn., plant by 5090 Hontemork is a new building products operation in Roxboro, N.c., created from the former southern branch of Clark Bros. MetalFabricllors, Grosse lle, Mi., with amfg. plant in Orlando, Fl., and u'arehouse and distribution centers in Orlando, Tampa and Jacksonville, F1....

Hommerntill Hardwoods, Augusta, Ga., has sold its Monterey, Tn., sarvmill to the Eost Tbnnessee l4'alnut Co. Crown Zellerbach, rvhich is discontinuing all logging operations in both the south and north'*'est, has closed it Ponchatoula, La., sawmill .

Southv''est Forest Industries has sold 6i,492 acres of hardwood wetlands in Fl. to the Northwest Florida W'ater Monagement District for $19,573,m0

Southern Pine Computeris a new company in Fort Lauderdale, Fl.

Gator Door & Supply Co., Inc., Gainesville, Fl., just celebrated its lfth anniversary Amsrillo Luntber Co., Amarillo, Tx., will be 6O years old this year

Belknap Inc., the big Louisville, Ky., hardwarewholesaler, has filed for Chapter 1l protection Black & Decker Corp. will close its Hampstead, Md., plant in 1987, moving production to Easton, Md.. and overseas

Builders Square has acquired l2 former Jefferson Warddept. stores for expansion into Miami, Fort Lauderdale and Orlando, Fl., markets Weiss-Hamilton Lumber Co., Largo, Fl., has been acquired completely by John R. Hamilton for an undisclosed amount. .

Lowe's has added a new store in North Charleston, S.C., and reopened remodeled stores in Waynesville, N.C., and Richmond, Va. . . McCoy's Building Supply Centers has opened its 65th store, in Jasper, Tx., with a full size lumber yard adjoining . .

Censtar RooJing Products Co. is the new name for the former F/rntkote roofing manufacturing plant in Ennis, Tx. .Temple-Eastex Inc. has retrofitted its West Memphis, Ar., gypsum plant at a cost of Sl.l million.

Nicolqi Co., Portland, Or., plans to build a $10 million door plant in Lexington, N.C.; sales and marketing offices are being established in anticipation of operations beginning by the end of the year

Regular barge shipments to the south of Canadian lumber shipped by lake transportation to the /l I i no is Int e rnat iona I Port (Chicago) will begin in April; Bloch Lumber Co., Chicago, recently distributed a trial shipment of 2,010 tons from Thunder Bay, Ontario .

Housing slcrts fell 12.2s/o in Nov. (latest figs.) to a seasonally adjusted annual rate of 1,547,m0, the lowest level in more than 2 years; the pace was 3.390 below last Nov. starts have fluctuated widely for the last 4 mos.

Top company officials and private investors have bid $ I .3 billion to acquire National Gypsutrt Co. in one of the largest leveraged buy-outs in history; the move must be ok'd by National Gypsum's board and its shareholders . . . the t'irm is one of the bi-egest gypsum producers in the countr-Y. . .

Hechinger will open a new store in Fayetteville, N.C., in the fall Home Depot plans to open two new stores before the end of Feb. and 14 more during the year, half in established markets and half in Detroit, Mi., and northern Ca. markets

Jim Walter Corp., Tampa, Fl., has bought Cherokee Brick of North Carolina Inc., Raleigh, N.C., and San"ford Brick Corp., Sanford, N.C., for an undisclosed sum, keeping the existing management.

Single family home starts fell 17 .SVo while apt. unit starts slipped 2.7s/o bldg. permits for future construction were off 2.4V0 . . . additionally, new home sales in Oct. (latest figs.) declined 5.590, the lowest rate in 6 mos. . .

gg111ERN Foresr Prociucrs lEAssociation has completed the first year of its Marketing Marathon program with increased industry production, increased enthusiasm, and a determination to meet the program's ambitious goals.

With its new marketing program successfully launched, SFPA plans to expand its efforts to increase southern pine lumber demand, and to attract more lumber manufacturers into SFPA.

The association currently represents about 5570 of all southern pine production. SFPA is the only trade group that is dedicated to selling more southern pine lumber. In 1984, SFPA launched a five year plan to boost souJhern pine shipments by 1.4 billion board feet a year by 1990. Advertising, promotion, field calls, convention displays, direct mail, public relations, regional promotions and intensive communications to key specifiers are getting the word out on southern pine.

The targets of the busy program are architects, contractors, engineers, retail dealers, builders, realtors, developers, and other volume users. Consumers have ordered over 15,000

SFPA is dedicated to increased sales

By William R. Ganser, Jr. Executn'e Vice President Southern Forest Products Association

colorful SFPA Outdoor ldea Books in response to advertising and publicity. The program has attracted nationwide attention and has exposed the southern pine sales story over 8 million times in national magazines and news-

Story at a Glance

First year of Marketing Mara. thon successful association represents 55%of al I production promotion attracts national attention goal to unite industry on four issues.

papers. Southern Pine production is up this year compared to 1984 levels, especially in the pressure treated category.

SFPA has also pioneered an intensive communications program to help producers improve the quality of southern pine lumber. Meeting presentations, video tape training sessions and printed materials are bringing the message to lumber manufacturers: wane, crook, twist and warp in southern pine lumber must be reduced to meet the goals of the Marketing Marathon.

SFPA has a goal to add ten new pro-

(Please turn to page 46)

CASCADE STUDSTNc.

I(/D HEM.FIR STUDS

I(D LODGEPOLE PINE STUDS 2x4 and 2x6

lfuck and tral ler sh I pment < > vans and Figgybacf avallable.Shipplng location: Lenz Slding, Or. Southern Paclflc and Burlington Northern.

sru Ds' IN coRFoHE?if

HUGE SELECTIOII -

Boards, Paneling, Sidings with selects and commons in stock. Saw-textured face, rough and dressed.

TOP QUALITY

All lumber is properly kiln dried, graded, dressed and double end trimmed.

TWO MILLS OFFER YOU PROMPT DELIVERY.

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Phone TOLL-FREE 800- 833-1200

In N.Y. State CALL COLLECT 716-694-4200

CALENDAR

JANUARY

Manufactured Housing lnsliluleJan. 1419. manufactured housing show, Ky. Fair & Exposition Center, Louisville, Ky.

funerican Hardware Supply Co.-Jen. ltl7, lumber market, Hollywood, Fl.

Western Wood Products Association-Jen. 16, retail seminar, Orlando. Fl.

Lumber Associalion of lbxasJan. 1617, speed estimating seminar, Austin, Ti.

National Associalion of Home BuildenJrn. 17-21), convenrion & exposition, Dallas Convention Center, Dallas, Tx.

Atfanta Housewetts & Hardwere Show-Jen. 21-T), C-rcr$a World Congress Center, Atlanra, Ga.

Oklahoma Lumbermen's Associrtion-Jrn. 2!l-Feb. 5, midwinter meeting,/educational conference, Rio Sheraton Hotel, Rio de Janeiro, Brazil.

Building Material Merchants Association of C,eorgia & AhbsmrJan. 3GFeb. l, annual convention, Atlanra Civic Center, Atlanta, Ga.

Household Appliencr Trede Show-Jrn. 3l-Feb. 3. Paris, France.

FEBRUARY

Genersl Hsrdwu€ Co.-Feb. l-2, market, Sheraton Twin Towers Convention Center, Orlando, Fl.

National Wood Window & Door AssociationFeb. l-5, annual meeting, Marriott Hotel, Marco Island, Fl.

Birminghrm Spdng Fair-Feb. 2-6, housewares, Birmingham, England.

Lumbermcn's Association of Texss-Feb. 4, retail lumber seminar, Houston, Tx.

l]|s fiile ca||$ uill| ll|0 IIOPROIIffi!

FAMOWOOD

is the PR0FESSI0IIAL'S ALt PURPOSE PIASTIC

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

Can be used under Fiber Glass! {i(*"

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, quickly; and will not gum up sander. Waterproof and weatherproof when properly applied. -4

Ayailatle in 16 matching tvood colors and white.

BEVERTY

Frir for Home Applirnces-Feb. +7, Cologne, West Germany.

Lumbennen's Assochtion of Texes-Feb. 5. lumber marketing seminar, Houston, Tx.

Lumbermen's Associntion of Texrs-Feb. 6. retail lumber seminar, Corpus Christi, Tx.

Southern Decorating Prcducts AssocietionFeb. 7-9, annual convention/trade show, Apparel Mart, Atlanta, Ga.

Amarillo Hardwere Co.Feb. &9, "Red Carpet Buyers Market," Amarillo Civic Center, Amarillo, Tx.

Wood Products Promotion C.ouncilFeb. 10, repair and remodeling seminar, Lexington, N.C.

Lumbermen's Association of lbxasFeb. ll. retail lumber seminar, San Antonio, Ti.

Forest Industries Advisorl CouncilFeb. lil-15, meering, Octan Reef Club, Key Largo, Fl.

Constructa 't6 HannoverFeb. lil-19, international building trade exhibition, Hannover Fairground, Hannover, West Germany.

Mftl-Amerba Lumberrncn's AssocietionFeb. lll4, annual convention, Bartle Hall, Kansas City, Mo.

Carolins Lumber & Building Meterid Deelers AssocbtionFeb. 1315, annual convention, Charlotte Convention Center, Chadotte, N.C.

Mbsisrippi BuiHing Mrterid Deehrs AssocirtionFcb. l+15, annual convention, Biloxi, Ms.

World of Concrcte't6Feb. 161), annual exhibition, Creorgia World Congress Center, Arlanta, Ga.

Home Center Loss Prevention ConferenceFeb. 17-20. Fort Worth, Tk.

sxriryreNrs PAPER

_since 1902_

Wstch for these F.*;cSting Issues in Coming IUIonths

Febnrar5r: Cedar Special Issue

Irlarch: Redwood Special Issue

Aprtl: Pressure lieated

Wood

llay: Home Improvement lssue

June: Texas Spectd Issue featurlng

LAf's l00th

Annivercary

July: Thansportatlon Speclal lgeue

Auguet: Mouldlng 6 Millwork Special lgsue (lncludee doors €' windowe)

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego. Ca.92128

ER.OBABLI' the most often menF tioned column that I hare ever rrrilten is the one entitled "Hos to Practice Self Deception." As more and more *arehouse operators open around the countr!'rre are again listening to independent dealers talk of their customer base as being secure because thev offer service.

It's time to reprint this article: Hou To Practice Self Deceotion

Do I'ou \\'ant to hide from realitl? Join the crosd of building material retailers *ho find comfort in the big lie thel tell themselves about their competition. Thel' recite the rhltoric shen thel"re asked if the competition is affecting their business. The phrase goes something like this:

"Thel don't give anl service."

It's usualll' preceeded rvith: "Heck no. . .the1' don't bother us. Their customers are not our customers." Then the big clincher. "The1' don't give an1' service."

I'r'e heard those uords from presidents of retail chains, operations officers, merchandisers, store managers and department mana,eers. The "the1'" thel're referring to are the Builders Emporiums, Ernsts, Crossmans, Handl'man's, HomeClubs, Home Depots, Ole's, Pa1''N Paks and the other mass merchandising chains, eren the K marts!

Another comforting but deadly' device ernplol'ed bl some retailers is the "ue can price l0ro higher than our competition because thel' don't offer anl' service." But let's compare these services and conveniences from the consumer's point of vies.

Location:

The chain is probabll' located on a main traffic arter)'near the heavill'populated residential area. The "Full(?) Service" operator is possibly in the industrial part of tou n or next to the railroad tracks on Depot Street.

Store Size:

Most home center chains boast 50, 60 or over 100,000 sq. ft. units. Many "Full(?) Service" stores try to compete in as little as a 2500 sq. ft. showroom.

Selection:

The "Full(?) Service" store offers their cusromers 1200 SKUs against the chain's 22,000 or more.

Store Hours:

Compare the chain store's 80 hours per seek to the "Full(?) Service" store's 39 hours.

In-Stock Conditions:

The sophisticated chains no* use EDP to maintain a constanr srock vigil. How man)- customers does the poorly run "Full(?) Service" operator turn away because he's out?

Parking:

480 nell-lighted spaces vs. 20 spaces. 'Nuf said.

Shopping Ease:

During peak hours the chain offers 8 ro 20 (or more) manned checkout counters to ring up the attractively displayed self selection merchandise. And at rhe "Full(?) Senice" store. . .*'ell, how do 1ou think customers feel about having ro *ait for a ticker ro be u'ritten for a can of paint when the customer in front is having his takeoff list priced?

Visual Merchandising:

Sorry, too many of the "Full(?) Service" retailers feature dusty endcaps with leftover merchandise. The chains merchandise and sign their store fixtures for excitement and change their displays frequently.

Instruction:

I'll give the "Full(?) Service" store lots of brownie points for individualized oneon{ne selling and how-todo-it information. But it's the chains who fill their aisles and activity rooms by offering clinics, demonstrations, and well-stocked literature racks.

Sales Help:

You'll probably find from 15 to 50 green but aggressive young store employees at the chain store. The "Full(?) Ser-

vice" store will boast four veteran countermen.

(Ray Kroc of McDonald's fame said, "As long as you're green, you're growing. As soon as you're ripe you start to rot. ")

Credit:

If Visa and MasterCard aren't enough, then score one for the "Full(?) Service" store,

Pricing:

At the "Full(?) Service" store the customer is exposed to pricing that includes delivery and only sees the lower prices on

What Do Customers Want?

Quality, good price, energy efficiency, attractiveness, easy maintenance and fashionable appearance are important considerations when consumers go shopping for their home.

Joan McCloskey, building editor of Better Homes snd Gardens, has compiled the following list of what today's consumers are looking for, based on her participation in the MlT/Harvard Housing Futures Study, the BH&G Consumer Panel and judging the NAHB/BH&G Best In American Living Contest.

(1) Quality and value for dollars spent: Consumers want good design at an affordable price. They have no interest in a no-frills house.

(2) They want a warm, comfortable

Home Center Show Headliners

A line-up of speakers to meet the specialized needs of home center and do-it-yourself retailers, their wholesalers and suppliers has been engaged for the 1986 National Home Center Show, March 9-12, at McCormick Place, Chicago, Il.

"We are pleased to mark the beginning of the show's second decade of service to the home center industry by providing an extensive array of major speakers, who can help show attendees keep pace with our expanding, competitive industry," John Berry, director of the trade show division of Vance Publishing Corp., show sponsor, said.

Jim Pence, a specialist in smallbusiness financial management, personnel development, sales and marketing training and compensation,/incen-

advertised "cash & carry" merchandise. The chain prices low initially and then makes delivery available at extra cost when requested.

You're missing my point if you take my argument as a hopeless case for the independent. It isn't. My intention is but to illustrate the fallacies of the false comfort behind the shield of "Full(?) Service." Poor facilities, poor operational procedures and incompetent merchandising cannot be overcome by a copywriter's catch phrase.

Actually a good independent merchant can run circles around a chain store competitor.

home where they can enjoy their family or their away-from-work hours in a relaxed atmosphere. They're hungry for sunshine; they look for skylights, Palladian windows, sun scoops, and clerestory windows to bring light into their home.

(3) They beg for easy maintenance surfaces, both on the exterior and interior of their house. Yet, they often must trade easy maintenance for what is "real and natural" such as ornate millwork, moldings, carved furniture, hardwood floors.

(4) They want their house to be an expression of their personal style. How their house looks from the street is very important. It should fit well into the neighborhood. But on the inside, it should have a floor plan meant for 1980s lifestyles.

tive programs, will be the first speaker on Sunday afternoon, March 9.

Jack Trout, president of Trout & Ries Advertising, New York, is scheduled for Monday morning. Wally Lynch, president of Builders Express, Inc., Dallas, Tx., a columnist for this magazine and a leading specialist in helping companies reduce their delivery costs, will be the afternoon speaker.

Roger Blackwell, professor of marketing at Ohio State University, will open the Tuesday session. Frank Abagnale, described as "the greatest con artist of all time, who has gone straight," and Jack Henry, nationallyknown loss-prevention specialist, will be the Wednesday morning speakers, talking on loss prevention and inventory shrinkage.

Maze Masonry Nails provide an inexpensive, quick and effective method of fastening furring strips, floor plates, brackets, signs, cabinets, partition walls, etc. to masonry, cinder blocks and concrete. They are made of high carbon steel, then heat treated and tempered. Fluted shanks on the longer nails greatly increase holding power.

ARKANSAS a OKLAHOMA

BOB JOHN qecudve vice president

AKE PLANS to be in Kansas CityFebruary l3-14for the I986 MID-AMERICA EXPOSITION. Schedule your calendar now to be in attendance at the largest exposition in our 98-year history.

More than 235 exhibit booths, a multimillion dollar showcase of all that's newest in the march of technology in our industry awaits you. Don't miss this opportunity to increase your sales and profitability in the months ahead. Visit each and every booth and let these exhibiting firms know we appreciate their supportwithout them this show would not be possible!

Early arrivals are in store for a complete evening of fun and relaxationenjoy a delicious buffet dinner and watch a delightful comedy/romance entitled "Pals" at Tiffany's Attic Dinner Playhouse.

Opening general session, Thursday, February 13, at Bartle Hall, you will hear Marshall Loeb, managing editor of MONEY magazine give his "Outlook For Your Money."

Business sessions include a presentation entitled "Managing ln An Environment of Negative Attitudes" by Dr. Gene Stanaland. Negative attitudes present problems for managers as they deal with customers and the people with whom they work. Very little can be accomplished as long as the negativism exists. Dr. Stanaland has a positive approach for turning self-interest into a competitive advantage when customers and employees are treated as they would like

to be treated. This is an eye-opening session for everyone!

The other business session will discuss "How To Make Money In A No-Growth Community" by Morton J. Marcus, director, Indiana Business Research Center. Marcus is recognized as a distinguished authority on state and national economic levels. His amazingly accurate predictions for future housing markets and the general business climate are presented in a down-to-earth manner which proves entertaining as well as extremely informative.

Cash prizes plus . an opportunity to win a 1986 Ford Ranger, the grand prize in the "Orders Placed" Contest. Six other $200 cash prizes3 each daywill be given away. Winners must be present to win the pick-up, or a second draw-

ing will be made for a bonus cash prize of $r.000.

Place your orders with exhibitors and take advantage ofspecial show prices and discounts. Give yourself every opportunity to win this year's Grand Prize!

Make plans on Thursday evening to join us on the "Kansas City Queen" for a riverboat return to the l89G . . a funfilled, pre-dinner party featuring riverboat gamblers, games of chance, can{an girls, and music by the "Dixieland Six" for your listening and dancing pleasure. Come prepared to wet your whistle at the wharf bar and enjoy a tantalizing array of delicious finger foods. This is cosponsored by 1986 exhibiting firms.

For the ladies, a trip is planned to the all-new Hallmark Visitors Center for a first-hand look at the 75-year history of this giant in the greeting card industry. See how greeting cards, party favors, ribbon bows and all the things Hallmark stands for are made. Lunch and a shopping spree in beautiful Crown Center will make this a convention highlight for the ladies.

Watch for complete program information coming soon. All pre-registered dealers, employees and spouses will be eligible for "Treasure Hunt" booth prizes.

:::i:j::#i:i::iiiiiij:i:jt::ij:Hiiit::::iiiiij:iii:i:ii:iiiir_1j:iil

EOUR training seminars are planned f- for memhrs of LAT and their employees this month.

The first will be held at the Rodewav Inn

OUALITY

in Arlington, Tx., Jan. 8-10. Larry Willmann, Texas State Technical Institute, Waco, will be the instructor. It will consist of Z) hours of instruction and discussion, participation in blueprint reading, construction details, quantity estimating and actual muerial takeoffs.

On Jan. 16 and 17 a speed estimaring

class will be offered in the board room of the LAI offices in Austin. The emphasis in this seminar will be on providing the knowledge and understanding of skillfully using a combined formula to calculate the dollar value of building materials used in residential construction through the use of a speed estimating system based on percentage pricing of probabilities and possibilities.

E. Deane Kanaly, Kanaly Trust Co., Houston, will teach a personal financial

Housing Outlook Favorable

Climbing down from peak levels early last year and in 1984, housing activity nevertheless will remain surprisingly buoyant during 1986, according to panelists at a forecast conference sponsored by the National Association of Home Builders and the

lUhen Vou

planning seminar, Jan. 2l-22 at the LAI Building in Austin. The last seminar of the month is scheduled for Jan. 28 at the Rodeway Inn in Arlington. Recruiting, interviewing and selecting the right employee will be the topic of discussion.

As a souvenir of the l00th anniversary of LAT, we are offering a distinctively designed porcelain coffee mug. The l0 ounce mug features a gold rim with the LAI logo imorinted in blue. Thev mav be ordered

National Council of the Housing industry.

Analysts at the conference were unanimous in their predictions of a relatively stable economy during the next 12 to 18 months and noted that the current recovery has demonstrated exceptional staying power despite prognostications of doom and gloom

from the LAI office for $4.25 plus postage. Pressure sensitive seals proclaiming the anniversary in gold are available for use on letters, products, sales literature, invoices, packages, statements, catalogs, purchase orders, etc. They may be ordered for $62 per thousand.

The Governor of Texas has proclaimed 1986 as the year of the lumber dealer in the State of Texas.

stemming from the nation's deficits.

The forecasters also agreed that the Federal Reserve Board has embarked upon a more accommodative course that eventually could make some sacrifices on the inflation front for the sake of monetizing the deficits and keeping economies afloat both at home and abroad.

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LINDR PRIDDY . ROSS RRSSI$USS€N

UJe con fill oll Vour treoted lumber n@@ds . . . londscop@ timbers, plytuood, oll dimensionol lumber, 4x4 through 12x12. On 6x6 ond lorger uJ@ hov@ lengths ronging up to 45feet. Plus, w@ now corrv in stock .60 FDN. UJe olso hove our ourn fleot of trucks to help you solv@ ong deliv@rv probl@ms Vou mov hov@. llll our mot@riol is TPI grod@ mork@d. [Ue feotur@ th@ Rl.lJPB quolitv mork on oll our tr@oted moteriol.

uront the highcst quolity ovoiloble in CCR TVpe C Pressure Trcoted lumber, coll c

Kentucky association seats new officerc

son, Hill-Motley Lumber Co., Bowling Green, assuming the presidency.

Story at a Glance

Other officers are Herb Works, Boon-Kenton Lumber Co., Erlanger, first vice president; Richard Boland, Boland-Maloney Lumber Co., Louisville, national director, and Billy S. Thompson, continuing as executive vice president based at association offices in Lebanon.

Directors will be Don Clucas, Cole Lumber Co., Paducah, retiring president as chairman; William R. Baker, Stratton Lumber Co., Nicholasville; Charles McWhorter, Clay County Building Supply, Manchester; Randy Moore, E. J. Moore & Sons, Hyden; Charles E. Quinn, Charlie Quinn Lumber Co., Sturgis; H. R. Saufley, Builders' Supply, Stanford; Jewel

Vice, Reid & Vice, Carlisle; W. D. Bucher, Square Deal Lumber Co., Park City; Don Hellmann, Hellmann Lumber Co., Covingon; Clem Hill, Wholesale Builders Supply, Winchester; Ken Lawson, Jr., Thriftway, Inc. Owensboro; Steve Levy, Levy's Lumber & Building Centers, Lruisville; Bill McNeill, McNeill Lumber Co., Maysville; Bob Powell, Powell Lumber Co., Sebree.

Elections were held at the 1985 convention Nov. ll-13 at the Executive Inn West in l-ouisville.

Members were unusually enthusiastic about the prograrns pres€nted during the convention. Speakers included Dr. Michael Skinner and Neil C-anto of the Geneva Corp. who discussed the valuing of a retail lumber and building material business. Table top displays drew more than 20 exhibitors and attractd good attendance, according to Thompson.

A successful fust for the convention was the changing of the traditional formal president's dinner and dance into a Hawaiian luau conducted poolside at the hotel. The response from the membership was an ernphatic endorsement of the change, Thompson said.

Among the first activities planned by the new officers and board is a series of three treated wood seininan to be sponsored by the association in Paducah, Louisville and Covington April l, 2 and 3.

LEADERS of the Kentucky Lumber and Building Material Dealers Assochtion at their recent convention (left to right, front ro,v) Herb Works. Henry Fulton. Randy Mmre, Don Clucas, Bill McNeill. Clem Hill. Riclnrd Bo{and. Back row: Billy S. Thompson, Edwin W. Hall. Bob Porell, H. R. Saufley lll, Jewel Vice, Frank Wimsan, William F. Richardson.

EWLY elected officers of the Kentucky Lumber and Building Material Dealers Association took office Jan. l, with William F. Richard-

William F. Richardson new president enthusiastic acceptance of convention program . . . treated wood seminar series is first proiect of new board.

SOUTHEASTERN SCENE

Covering the states of Alabama, Florida, Georgia, Kentucky, Louisiana, Mississippi, North Carolina, South Carolina, Tennessee and Virginia.

Building Material Merchants Association of Georgia and Alabama will move to the Atlanta Civic Center for the annual buying show, Jan. 3l-Feb. 1.

Shuttle service will be provided between the Hilton, which will be headquarters hotel, the Holiday Inn and downtown Marriott.The show is shaping up to be almost twice as big and equally as good as those in the past, according to Erv Goodroe, executive vice president.

Programming includes talks by G. Gordon Liddy and George Plimpton. A full day seminar by Brent Taylor will focus on finding, managing, paying and getting results from outside salesmen.

Kentucky Lumber & Building Material Dealers Association will sponsor an estimating seminar at the Drawbridge in Covington, March 17-19.

Three treated wood seminars will be conducted early in April. The Executive Inn,

Paducah, will be the location on April L

The second on April2 will be held at the Executive Inn West in Louisville. The third on April 3 will be held at the Drawbridge in Covington.

More information may be obtained from Billy S. Thompson, executive vice president. at association offices in Lebanon.

registration area throughout the convention. Perma "R" will host a luncheon honoring LBMDA past presidents and boards of directors. Buddy Stahl will be the featured speaker. Prior to the luncheon Employees Insurance Representatives will sponsor a cocktail hour.

Bolinger Co. Inc. and Centeral Wood Preserving Co., Inc. are joining to host a fashion program for the spouses. The industry reception will be sponsored by Allen Millwork, Inc,, Easy Crete, Inc,, Powell Lumber Co,, Ace Hardware Corp,, Hardware Wholesalers, Inc,, Temple-Eastex, Inc. and Mayfair Division, Chamberlain Manufacturing Corp.

Louisiana Building Material Dealers Association is completing final plans for its 1986 convention, Feb. 27-March 2 at the Royal Sonesta Hotel, New Orleans, La.

Three workshops are planned for those attending: "Professional Selling," "Product Mix," and "Employee Stimulation." Ken Pickering, commissioner of financial institutes, will conduct a session on "Banking in Louisiana."

Many associate members are sponsoring special events during the convention. Bute Paint Co. will provide refreshments in the

Elder Wood Preserving Co. will sponsor a reception preceding the banquet honoring retiring president Trey LeBlanc and his executive committee. Dinner sponsors include Bolinger Co., Inc., Central Wood Preserving Co., Inc., Cardinal Wholesale Supply, Roy O. Elder Lumber Co., Inc. and Great Southern Wood Preserving.

Sunday brunch will be sponsored by Gaiennie Lumber Co., Leland Gauthier Wholesale Lumber, Inc., J. E. B. Ransone Lumber Co., Inc., Tulane Hardwood Lumber Co., Inc., Handy Hardware Wholesale, Inc., Anthony Forest Products Co., Elder & Kennison Forest Products, Inc., H. B. Thomas Lumber Sales, Elk Corp., Southern Quikrete Products, Inc., Louisiana Treated Lumber Inc. and Lewis A. Brown & Co.

OPERATING OPPORTUNITIES

WALLY LYNCH Builders Express, 11550 Plano Rd. Dallas. Tx.75243

aE! INCE the expansion of this colClumn to include any and all "Operating Opportunities," the most frequent inquiry received has been on forklifts and how to get more use out of them. Many dealers feel that this costly piece of equipment is under utilized and that, for the most pan, they have too many units in operation.

It is a good bet that all are correct on both counts. The readings we have taken over the years on the clocks show weekly running times ranging from four to six hours for most units, with some few getting as high as eight and ten hours. If you are a disbeliever, have someone check the clocks ofyour equipment for four or five weeks. With utilization of eight to ten hours in a 168 hour week, or about 690, it isn't difficult to feel over equippec.

In addressing the problem, operational evaluation and experience have shown two things. First, four major uses of the equipment come into play: (l) Off-loadine. (2) Stocking. (3) Picking. (4) On-loading. Some limited usage time is identified as rearranging, but it has no urgency factor.

Second, when measured, picking and on-loading range between 12 and 16 minutes, and average around 15 minutes per stop or delivery to the customer. Unloading and stocking time runs about half the time, or 7.5 minutes per stop handled.

Over the years these numbers have held steady despite the average "stop" value achieved. There appears to be very little time required variation in functions regardless of value, based on averages over an extended period of time. The highest measurement we have recorded has been 16 minutes per $800 stop.

When the decision making information is known, it is simple to employ a small discipline designed to serve both the customer and the company. Take a typical "nine hour open" work day and set aside six of these hours in two hour increments. The hours of I I a.m. to I p.m. are for receiving and storing. The hours of 7 a.m. to 9 a.m. are for picking and loading, as well as the hours of 2 p.m. to 4 p.m. The time gaps between 9 a.m. and I I a.m. and I p.m. and 2 p.m. are for elasticity in usage discipline.

Days when deliveries are heavy, the forklifts might load until l I a.m. and be back at I p.m. until 4 p.m. Or, if there is no "inbound," the equipment could be used to pick and load all day. The reverse is true when in-bound is heavy. The important thing is the definition and the discipline.

In such a structure you might expect a daily production of sii< hours in one shift on average. Also, each forklift operated on this discipline should pick and load four stops per work hour and offload and store twice as many stops, or eight per hour. lf your average delivery stop is valued at $6{0, then 5240 is staged and put on a truck each operating hour. Conversely, $48(D(at sell)

should be off-loaded and put away per hour.

Based upon these values, one forklift should be able to handle from $3,328,ffi to $6,656,m annually. Take the total sales volume handled and divide it by the number of forklifts used to see where you stand. lt shouldn't be difficult to implement change where needed.

Charts to illustrate the points dbcussed in this column are available. Readers who are interested in more information moy contact Wally Lynch at Builders Express Inc., 11550 Plano Rd., Dallas, Tx. 75243 or call (214) 341-2886ed.

Thol's How lt Goes!

ifiiiiii$iiiiii:iiiiiiiiiiitiini:ii,:l.ir.l.:ii Inc.

Forest Industry Against Tax

Forest industry trade associations joined in Washington, D.C., in early December to protest the tax bill pending in the House.

The National Forest Products Association urged its members "to kill the bill before it kills you." The Southern Forest Products Association said that the capital gains tax cast a shadow over the entire industry by threatening to repeal capital gains treatment for most timber owners and require that all timber management expenses be capitalized.

The south would be especially hard hit because about 7590 of all the timberland is privately owned. Retailers eventually would feel the impact of the bill which would severely hamper forest regeneration.

IHPA's Diamond Anniversary

The International Hardwood Products Association will hold its 3fth annual convention and World of Wood Exhibition, March 2-8 at the Waiohai, Kauai, Hi.

World of Wood '86 will be the theme for this diamond anniversary meeting,

according to C. W. Robinson, president. It is anticipated that the exhibition will attract a large number of international representatives.

Radius Edge Decking Changes

Action taken by the board of governors of the Southern Pine Inspection Bureau is expected to clear up the confusion about radius edge decking. The board unanimously approved a change in grade name terminology.

The grade of standard R.E.D. will now be called "radius edge decking" and the term "standard" will be deleted from the grade name in the 1986 edition of the Speciol Product Rules for Radius Edge Decking which became effective December 15. 1985. Only the name will change as the quality requirement will remain the same. The premium R.E.D. also stays the same.

In other action. the board unanimously adopted a policy intended to protect the integrity of the use of nominal 5/4 " lumber for decking. This action prevents the grade-marking with No. I or No. 2 grade stamps of 5/4 " lumber dressed to the R.E.D. pat-

tern. The grades of No. I and No. 2 in the 5/4" size are not assigned design stresses and cannot be recommended for use as structural decking. The radius edge decking rules provide a premium R.E.D. quality and radius edge decking (formerly standard) quality which are graded for and intended for use as patio decking.

Hardwood Groups Merge

The Hardwood Research Council has agreed to merge with the National Hardwood Lumber Association effective Jan. l, 1986, according to NHLA president E. R. Thomas, Jr.

After two years of consideration and planning, the HRC board voted unanimously Nov. 15 to become the Hardwood Research Council Committee of the NHLA, following a unanimous vote by the NHLA board on Oct. 21.

Current HRC executive director Thomas F. McLintock will retire. HRC president Wendell M. Cramer, W. M. Cramer Lumber Co., Hickory, N.C., and an NHLA director, will continue to lead the group.

PERS NALS

Garland Hebert. Otto Hebert Lumber, Delcambre, La., has been elected prcs. of the Acadiana Association. I)on Bertrand, Builders Sar'-\1or, Lake Charles, La., is nori pres. of the Southriest Association.

Robert \l esting, \\'esting Co., Crand Rapid.. \1i., har bccn cleitcd pre\. ot the National Building \laterial Drstributors Association. Joseph T. Thebl , Jr.. Lensing \\'holesale. Evansville, In.. is no* lst r.p.; Glenn A. Hart, OrePac Building Products, Lake Os*ego, Or., 2nd r'.p., and George M. Brlson. Hugh l. Johnstone, John A. Kinchling and J. ( hrislopher l.ansing. director..

Clark Cromuell has joined Pl1'*ood Panels, Nerr Orleans, La.

\1'. (i. Lees has been named pres. of the building products di',., Celoter Corp., Tampa, Fl., according to F. S. Burgen. pres. Gilberto Aleman is the neri prcs. of the roofing products dir., and T. \I. Pariso. r .p. of marketing for builJing products.

Richard \\ Buchanan Jr.. pres.. Bu.'hanan Lumber Co.. lnc.. Birmingham. Al.. i: the neu chairman oi the board oi rhe \ational Fore:t Products -{::ociation, John E. Ste\ens. pre-s.. Kirbr Forest Industries, lnc.. Hou>ton, Tr.. is no* l:t rice chairman and \\'illiam \t, Shields. e\ec. \.p.. \\'illamette Indu:tries. Inc.. Portland, Or. , lnd r ice chairntan Darid E. Stahl and John [. Hall *ere re-elected pre'. and \ce. rc\pc!.tl\el\. R. Bert Ha*k has been named e\ec. dir. of' the Southern Pressure Treaters .\ssociation. based in their nr'rr oiiice: at ll-( Beller ille .{r e.. P. O. Bor 611. Bres ron. .\1. 36+:6. (105) E67--11.16. \\ arren Sutherland is rctiring. \ed (iuilbeau. gr'n. lrgr., Lat'alctte \\'oodrrttrk.. Lat'arcttc. [-a., ha: been honored t'or hi.30 Iear\ ()l \cr\ice. accrrrding to \ln. Odell Bordelon. prer. Gu1 \lcKenzie ha: becn promoted ro mgr. ot bu.inc-r: dc.rc'lonrnent in the southea-\t lor Dutch Bo1 Cl$eland. Oh. Ilolce Ross sill handle the sourhsesr.

Bob Orrens. O*ens Forest Produc:'. DLrlLr:lr. \1n.. ira' been ort a.3l.rri lr') ZanrL,ia. hunrrng duck and geese.

I-arn [.. Iunk ha. L,een named senior r.p. t\i Ci'Jtr In.iu:tries lnc., Oakbrook, Il.. ,rttJ prc.. \ri it' concrete eonrtfu.tiirll dtt

\tichael B. sleigh i. the neri director trl rrr,rrkctrrtg .trtJ ..rlc. rtrr building proJu.r' at \\ . R. Btrn.al. Charlotte. \.C, Ron Hodges l. n()\\ nr,sr. of marketing arrd .alc. Irrr arahltcctural products: Harn l-. l'erguson. rrsr. of marketing .tttJ ..ilc. trrr JI.lrihrr:t.rn pr,rJtt,t.. rltJ \tan Hurd anil \lichael J. (raig. .ai.'. rt'f r

Stere f umlin Sr.. \lanetia LumL,c-r Crr.. \larietta. (ia.. ha. retirc'd. :elling the ;tr. Ir) hr\ \on. Stere Tumlin Jr.

l-dnard C. Cole, \oulhern regional .alc. nrcr.. Schlace LrrcL Ctr.. San Franli.crr. ('a,, ha: t'ec'n honsrred *ith Dotrr HarJ$arc In.lliute'. 3\r&rd lrrr oui.:anJlnr '!-r\ tae la .'duiatlon.

John \lolinaro ira: rcrinr'd \\ r'l.h Forc.r Prtrduct:. ln;.. \lc'ntphi.. Tn.. a..alr'. mgr.. aJJOrJrng :o Thom&\ J. \\el:h. r\i-e!.

[-auson Hatha]ra] ha: toineJ \1;Cor Lumber Co.. Crcen.bplqr. \.('.. .1. .ale: ref,.

l-arr1 (-ashuell har tec'n niimed Ju.t..tnr'r i!'r\:ce r!'p irrr Scnlr\ Hard\\are Cori.. (irecti.bLrr,r. \.(. Jimmr \a\\€r .u.;ccd: irint .r. tcrrtl.'rtal ..rie.n:ltt.

"Our competition isn't standing still that's why we're always one step ahead."

Tom Lux has been promoted to marketing mgr. of the new OSB plant to be opened in Elkin, N.C., by Weyerhaeuser Co.

Gary Denton has been added to the plywood sales staff at Willamette Industries, Ruston, La.

Jim Hoskinson is now chief purchasing agent for CBS Industries, Clermont, Fl.

F. Donald Harrison has been appointed communications coordinator for Manville Forest Products Corp., West Monroe, La., according to Harry W. Sherman, pres.

Arnold O'Neal, pres,, Speer Associated Distributors, Fort Smith, Ar., has been elected sec./treasurer of Sentry Hardware Corp, Jerry Barton, pres., General Hardware Co., Atlanta, Ga., is now on the exec. committee, and louie R. Davis, South States, Inc., Shreveport, La.; Marshal M. Kellar, West Texas Wholesale Supply Co., Abilene, Tx., and Robert H. Given. Zork Hardware Co., El Paso, Tx., will serve as corporate directors.

Ed Ayers has joined Stacy-Wood Lumber Co., St. Petersburg, Fl., in Greensboro, N.C., as a managing partner.

Tommy Joyce, Powell Lumber Co., Lake Charles, La., is back after a brief vacation.

William H. Chapman III, plant mgr,, Coastal Lumber Co., Suffolk, Va., has been elected chairman-elect of the Hampton Roads Chamber of Commerce.

John Blacksher, exec. v.p. and gen. mgr., Government Street Lumber Co. Inc,, Mobile, Al., spoke at the annual prayer luncheon for the mayor ofTopeka, Ks. Ron J. Holton has been appointed v.p. of marketing and sales for Canfor U.S.A. Corp,, according to Dennis R. Huston, pres.

LET'S HEAR FROM YOU!

Building Products Digest is a free monthly information service for you. We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to Building Products Digest, 4500 Campus Dr., suite 480, Newport Beach, Ca.92660 or,if easier, call (714) 852-1990. There is, of course, no charge.

Howard Sharpe has been named midAtlantic regional sales mgr. for J acuzzi Whirlpool Bath.

Harlon Seats is the new pres. of Diamond Lumber, Dallas, Tx.

Stephen K. Jackson, Georgia-Pacific Corp., Atlanta Ca., has been named chairman of the American Wood Council at its annual meeting in Portland, Or. Wayne Ratliff, Kirby Forest Industries, Houston, Tx., is treasurer; W. M. Robson. Canadian Forest Industries Council, vice chairman for Canadian affairs, and Carl E. Darrow, pres. and sec.

Paul Strenger will manage the new Florida Atlantic Forest Products wholesale trading facility in Deerfield Beach, Fl.

Doyal Marks has formed Marks Forest Products, Birmingham, Al. Phillip Dobbins, Rod During, Stu Enloe and Dwight Palterson, all of whom worked for Marks at Steel City Lumber Co., have joined the co.

Donald O. Nellis has been appointed v.p.-finance for Alpine International Corp., Birmingham, Al.

William Donald Davenport has been named sales rep for the W. R. Bonsal Co. plant in Atlanta, Ga.

John J. Corcoran is now gen. mgr. of North American operations for Norton Co., Gainesville, Ca.

Ronald A Pink is now managing director of Sentry Hardware Co., Cleveland, Oh.

Manuel Laybor has joined the yard crew at Mungus-Fungus Forest Products, Climax, Nv., report Hugh Mungus and Freddy Fungus.

NEW PR DUCTS

and selected soles oids

Calculated Measurements

A new handheld calculator from Calculated Industries adds. subtracts. multiplies and divides directly in feet, inches and fractions of an inch.

The product fully displays feet-inchfraction dimensions on the LCD readout and allows for fractional entries in almost any formathalves, quarters, eighths, sixteenths, thirty-seconds and sixty-fourthsincluding mixed-base operations.

It also performs direct, one-button conversion between feet-inch-fractions, decimal feet, yards, meters and inches, and accommodates square and cubic measurements in any format. The calculator also features built-in solutions for board feet and rise-runslope.

Pressure Treated Fumiture

Outdoor furniture from Woods of America, Inc., is produced of Wolmanized pressure treated lumber and can be assembled in minutes.

The collection includes arm chairs, dining and coffee tables, a loveseat, an adjustable chaise lounge and a freestanding garden swing built for two.

It is guaranteed to resist rot, decay, insects and fungus for 30 years. lt comes in a choice of driftwood, griy, rosewood or unfinishec.

Fireplace Doors

A neu' line of air-tight fireplace doors has been introduced by Nordic.

The doors and the faceplate are sealed with special insulation material to prevent air leakage. They also feature a special ceramic glass that gives excellent visibility of the fire, yet reportedly is not affected by heat or cold and lasts longer than standard tempered glass.

The doors have an adjustable air intake vent to regulate burning. The air intake can be shut off to put out the fire.

They come in six sizes designed as replacements for standard fireplace doors. The wooden handles reportdly absorb less heat and areeasv to handle.

House Detective

A tamper proof and easily installed burglaralarm system with transducers to protect four separate areas ofentry is new from Intromark Inc.

Equipped with solid state circuitry which detects any solid objects forcing the protected area, the detector prduces a siren sound that can be heard up to one quarter mile away. The transducers also are said to be highly sensitive to sounds such as forcing thetumblers of a lock.

Blind Anchoring Tool

A new tool that sets hollow wall anchors without drilling pilot holes has been introduced by Black & Decker.

The wall anchor tool comes in a kit complete with four extra short, four short and four long wall anchors, two C-hooks, two O-hooks and two L-hooks.

The all-steel tool is designed for blind anchoring where only one surface is accessible. For hanging pictures, lamps or plants, it comes with a full two-year home use warranty.

FastStripAct

An improved version of a fast-stripping release liner for pressure-sensitive, vapor barrier insulation tapes has been developed by Compac Corp. With a "serrated score" release liner for easier stripping, Quik-Strip II dramatically cuts down installation time when sealing joints in facings and pipe jacketing.

Powered by a standard nine volt battery,the system'sall electroniccomponents are fail-safe. Environmental vibrations and sounds will not trigger the alarm. The system also compensates for temperature/humidity changes.

GutterScreen

Heavy-duty aluminum gutter screens to prevent build-up of leaves, loose branches and other debris that commonly clog down spouts and gutters are new from Intromark. Inc.

The guards allow water to flow unobstructed through the gutter system and eliminate time consuming and often hazardous gutter cleaning.

Rustproof, Z2-gauge screen panels are inserted under the roof shingles, secured over the outer edge of the gutter and screwed in place. Designed to fit all standard residential gutters, they are available in a wide range of colors.

Long &Winding Climb

Five ft. and six ft. diameter metal spiral stairs from Logan now have four baluster rods per stair for added style, safety and strength.

The stairs are easy to install and save floor space. Reversible stair treads allow right or left-handed entry.

All Logan 4 ft., 5 ft., and 6 ft. diameter spiral stairs are easily assembled from stock components for fast installations at low cost.

Close Quarters Drill

The reach of any standard l/4" or 3/8 " electric hand drill can be increased by 12", 18" or 24" wilh an extension from the McGregor Manufacturing Co.

Drill-X-Tend allows holes to be drilled in tight areas where conventional or right angle drills cannot reach or be handled.

It consists of a permanently attached drill chuck which is driven by a chain sprocket. Sprockets and chain are housed in an aluminum casing.

For polishing and grinding in close quarters, a buffing wheel or grinding stone may be attached to the drill chuck.

Driveway Pothole Filler

A ready-to-use chuckhole patching compound which packs down to extreme density and will not pop out under heavy traffic or temperature change is new from Randustrial Corp.

The product is designed for use in all weather conditions.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and page number so we can process your request faster! Many thanks!

Two Doors In One

A hinged patio door system with a removable astragal to allow use of its full 6 ft. opening is new from Pease Industries. Inc.

The Homestead patio door's adjustable frame system allows for better fitting installation and provides the same security as single door installations.

The hinged door system has a fixed sill, is fully weatherstripped, features l/2" insulating glass and offers a screen for natural ventilation.

Water-Resistant Back Board

Tile backer board which combines the installation ease and convenience of drywall systems with the long-term durability and water-resistance of portland cement is new from Durock.

Excellent for use in walls in high moisture areas such as around the tub, shower or laundry room, it provides a long-lasting base for ceramic and quarry tile, lugged tile, gauged slate, thin marble and thin brick.

The product is UL-approved for use as a floor protector and wall shield for solid fuel and wood-burning stoves. Availablein 3' x 4,' 5' or6' lengths, it can be installed with either nails or drywall screws.

Kitchen Efliciency

Cabinct (rrganlzcr\ rrr nra\ull1'c

\pacc \\ hih-' l-rtrtting r'\ cf \ Ihittc \\ ilhitl

Iingcrtip rcaclt arc nc\\ lrr)ll Kcile.

Crattcd ol' r inr l-c.,atc.l rr irc irr EurtrIcart .lc.ign, tircr e.rn l.c rn.i.rllc.i

*itlt a:crc*drirer.

Slidc-out Irtrllcr s iIr.c nrtrulrtctl r)n prcci:irlrt :licle: l rrr c.i\\ nro\ cnrcni

Lazr Srrsan rlrtrtlclr. * hiclt i.rn crcalc

tl\aLllc \paac ill atrrtlcr.. tltrcc-.lra1lt unit\. \pice and tr)\\cl ritak...tn!1 .i traslt bag ntrrdcl arc urailal.lc.

Enclosing Time

\e* custom porch and parit) 5creens br Starrco .illorr pt'r;he..tnJ patio. to bc addcd or c\i.ting \)nL)\:\\ be enclosed.

\lade of hearr dutr clcctro:tati.alll painted aluminunr nrenrbers anJ all-aluminum screens. ther are ea:ilr .ize,l to c\ar'r .nc,'it-i.'ation:. \lcrnbers come in 8 Ien,eths and ar c bronze in color. Screc-ns are charcL)ai

-

It Grows In The Closet

An adjustable closet rod raid ro pf trride greater cross-sectional .trengtir than traditional *elded-:eanr tubing r. arailable frorn Stanley Hard*are.

The rod ir nreiini.lrerl irr bricirt zin; to pro\ ide total ,orro.ion |\rt'tc-tirrr). inside and out. The end bracket: arc' double staked to eliminate rnitial :a-s and pror ide grcJtcr puil-.rs rr proteclion.

Sir size ran_qes are ararlable.

Operation Mop Up

\ h:gh-,rrrJc itrlr r".hr icnc' ttlrri' \\illtsr'r- b'lrckc: thtil $rrn'r JrJJk 0r:.1.: i. ,ir.iilaL.le lrrrnr Kcllc) \lunLr:ri;:trr':nc Co.

T*.. \\ f e.igp tlttrf l-rtilct-. ,l:a |lt(luirlCJ trrl .lrl c\liii iht;k :o; :::;ti.

T h.' ligh:s cigirt or al pail h.i' .r l-l .l:. ;rpa;it1 i11i u trtl'l ao:r!rJa trt tt'..11-

1lgrO5.. Tirc lli;i.cl il..r |1.1.., b.ril l:in.ilc.

Refinishing Touches

\\,,.,,i:r.ir I LliriiLlrc Rcluli':.irr: :.

..1.j :o l'c .rrt olJ rr111l.j 'g;1.g .r' ,1 lt,riL,r.r.,':1. .rl;J .,'iril.:..,.\:.:.r.r:::.-j

r'rt) .l.rrl.rgi:rg ;r.i:r)lcuitt .i:.::l,i:.'..

ori.ir'..,ri k.i. i ltc'. .1 ;,,r;',;'. !rl. \\ .i \a\ l: ;.i:r'ac .1.ri .r.,r ;':'cl:ni.h .r: olt ::tf:.ltCJ 11.r.r1. itr :ijna::'.iia :lta r,r.'r'.j ;.\,:a. :\\ : J.:\':t. i.::::.r:t.r' .':' ;':.':c.: irll r,".'.'; - Il.rit:1,r. l'r'.r.;:\.

South Bay Forest Products, a very special manufacturer ot specialty lumber products, has a winning combinataon for you.

NewWood Preservative

A temporary wood preservative to dip or spray on freshly cut sawmill lumber to protect it during shipment and storage and give it a bright, attractive appearance is new from Koppers Co., Inc.

Depending on conditions, the treated wood will resist attack from sapstain, fungus and mildew for several years. It is not recommended as a substitute for preservative by pressuretreatment, but it is a less expensive method than kiln drying.

The treated lumber has no chemical odor, color or greasy film. It can be finished like untreated wood.

Containing no pentachlorophenol, the preservative's ingredients include a quaternary ammonium compound used widely in hospitals as a germicide.

FREE READER SERVICE

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

Washing Over Drying

A stackable washer and dryer line which provides large capacity and economical operation while saving space is new from Frigidaire.

The 27-in. wide units can also be installed side by side, separately or under a counter. Easy-to-read frontmounted controls are located above the door of each unit.

The washer features a Water Miser

control which saves water by matching the water level to the load. And an automatic lint control ejects lint during wash and rinse/spin cycles, eliminating the need for a filter.Dryer models, electric or gas, have four temperature settings and three separate drying cycles.

C}IECK OUT OUR TARGE SETECTIO]I OF: V #1and #2Z" Dimension V #2 Lx4 and 1x 6 545 V #24x4and4x654S

V Bough 6x6 and 8x8 Timbers tr- Flameproof Lumber and Plytlood

Reflections On Paneling

A unique, proprietary foam backing makes possible a greater strength, safer mirror paneling from Mechanical Mirror Works, lnc.

Bezsafe mirror paneling eliminates the mess, delay and exp€nse of custom installations. lt reportedly can be installed without tools by anyone who can hang a picture.

Because of the stiff backing of foam insulation sheathing, panels are only 3/4 in. thick, half the weight of a conventional wall mirror yet six times stronger.

Each mirror is laminated to make it shatterproof.

Bamwood Lookalike

A new textured prefinished wall paneling from Masonite creates the look ofauthentic aged barnwood at a fraction of the cost.

Barnstable is mar-resistant and cleans easily with a damp cloth. Details such as peggd random planks, rough grained texture and knot holes produce an old-time country look and feel.

It is available in 4' x 8 ' hardboard panels.

WHAT'S HAPPEI{ING?

Keep us psted on your club or group's upcoming, meetings. But be sure ond submit rtem at least seven weeks belore the etent lo make sure there will be time to list them in an ksue in circulation belore the big day happens.

Wood Restoration Filler

A new wood filler from Minwax repairs, restores or rebuilds virtually any wood item in and around the home, including major jobs like rebuilding rotted window sills.

The product hardens in 15 minutes and is ready to be surface coated in under half an hour. It can be sanded, planed, carved, painted or stained. Moving with the natural expansion and contraction of the wood. it reportedly won't crack, shrink, split or fall out.

The product's two-component system allows consumers to mix only as much as they need for a particular job.

Stucco'em Up

A new compound for making repairs to stucco reportedly has stronger adhesive qualities and more elasticity due to secret fibrous ingredients.

Painter's Patch Stucco Repair from Expo Industries is mixed with water. It can be used for large or small repairs.

Welcome Light ls On

Outdoor low voltage lighting which eliminates the physical danger associated with coming home at night to dark steps, sidewalks and alleys is new from Intermatic, Inc.

Malibu "Welcome Home" lights feature a plug-in power pack with a photo control that automatically switches the light on at dusk and off at dawn.

Featuring attractive contemporary styling, it requires only a l2 volt current.

PortableWarmth

Disposable, portable hand and body warmers in the form of handy heat pouches are new from EJW North America.

They generate heat by being removed from a plastic protective bag, exposed to the air and manipulated for two minutes until their temperature reaches a safe, average 1400 warmth. Each pouch is 4 " wide by 6 " long, and weighs less than 3 oz. and provides 20 hours of warmth.

CoalDigger

A coal-ash separator from Enermiz can be used to remove ashes from a wood stove, fireplace or barbeque while leaving hot coals to burn.

The separator features sturdy metal construction and an easv-tohold wooden handle.

,ry,1fu,",&

RollerCrating

A new addition to their line of roller carts for carrying bulky loads has been announced by the Kelley Manufacturing Co.

The High Roller KH-14 has a 14 cu. ft. capacity, a cargo capacity of up to 300 lbs., and large 20-in. diameter semi-pneumatic puncture proof tires.

Contents can be dumped by sliding up the removable front panel and tilting the cart. The carts have weatherproofed wood panels and come in readv-to-assemble kits.

Redwood, Southern Yellow Pine boards and dimension, timbers up to 32' long, Cypress boards and dimension, Hardwood Timbers, Douglas fir finish

Febmary, f986

An exciting addition to this magazine's series of special issues will appear in Febnra4r, 19E6.

Highlighting cedar, it will cover a wide range of topics of interest to anyone involved $rith wood. tlblt be talking about cedar's selling points, marketing possibilities and its growing role in the wood market plus: how to buy it and how to promote cedar.

In addition, there will be case histories and other success stories on how wholesalers and retailerc can proftt from cedar's growing market acceptance.

ADVERTISERS: Make sur'e you're not left out of thiimportant irsue. Call orurite today to resetve qnce in our Febtrra4l Cedar Spc.ial Issue. The deadline for sgnce rescruations is Janua4r 15, 19t6. fo resewe space orfor tnorre infotmation, just call the telephone numbcr shoum below.

Paulsel Repeats 500 Honors

Paulsel Lumber, Fort Worth, Tx., held a place on the prestigious Inc 500, a list of the fastest growing companies in America, for 1985 moving from l86th to l74th position.

The company, which has achieved a sales growth rate of l,22lVo since 1980, had sales in 1984 of $10,950,000 as compared to sales of $829,000 in 1980. The firm grew from 12 to 16 employees.

Paulsel was one of the 35 Texas companies making the list. The Lone Star state was behind only California which has the most representation with l0l companies, more than 2090 of those placing. Other southern states with l0 or more companies qualifying included Virginia, Florida, North

Traff ic Association Annual

Southern Hardwood Traf fic Association will observe its 75th anniversary at its 65th annual meeting, Thursday, Feb. 27 at the Ramada Convention Center Hotel, Memphis, Tn., commencing at 10:30 a.m.

Organized in l91l by a group of Memphis area lumbermen, the organization has since that date continuously served the lumber and related wood products industry by furnishing its members with highly technical freight transportation services. During this time it has expanded geographical representation to all areas of the United States and international traffic

Homecrafters Chapter 1 1

Homecrafters Warehouse Inc., Birmingham, Al., has filed under Chapter I I of the U.S. Bankruptcy Code, reportedly running out of cash.

Craig Rastello, director of financial planning, said that the chain expects heavier losses in the fiscal third and fourth quarter than the $3.3 million loss reported in July for the first six months.

Eleven of the firm's warehouse stores were in process of being closed at the time of the announcement with suppliers tightening up credit.

Homecrafters expects to submit a reorganization plan which will allow it to continue to operate 28 other retail home center stores.

Carolina, Georgia and Tennessee.

Building product related companies qualifying for the magazine's 500 listing included ABC Supply, Beloit, Wi., (2); Weathervane Windows, Kirkland, Wa., (76); ABO, Mobank, Tx., (237); Newpro, Woburn, Ma., (252); J. J. Grundy, Ottowa, ll.,(262); Cabinet Door, Morgan Hill, Ca., (366); Tiresias, Orangeburg, S.C., (406).

Inc's annual report on the 500 fastest growing, privately held concerns revealed that productivity in terms of sales per employee has soared from $78,825 in 1980 to $185,850 in 1984. In the same period average annual sales jumped from $l million to $14.8 million and the average number of employees grew from 25 to 127

Memphis Lumbermen Elect

An entirely new set of officers and directors was elected by the Lumbermen's Club of Memphis at their annual election.

William "Ronnie" Jorgensen, Jorgensen Bennett Manufacturing Co., was elected president. Robert J. Lockwood, Frank A. Conkling Co., will serve as first vice president; Robert "Robbie" Fields, Walter M. Fields Lumber Co., Inc., second vice president; Terry Allen Wilson, secretary/ treasurer, and Dan Mayhew, Robert B. Sabistina and David Caldwell, directors. Red ticket candidate Caldwell was the only non-blue ticket winner.

The turnout of approximately 170 voters was normal, according to club v.p. Lockwood for the heated contest, held December 7. 1985.

between the U.S. and Canada.

The Traffic Association underwent a streamlining in mid 1985 with the consolidating of the Louisville, Ky., and New Orleans, La., district offices with the Memphis office and headquarters and moving to Suite 302, The Apothecary Building, 22 No. Second St., Memphis.

SHTA's annual meeting will be followed by a joint luncheon with the Lumbermen's Club of Memphis. Anyone engaged in or connected with the lumber and related wood products industry is invited to attend, according to Paul McQuiston, executive vice president.

"When your're running, it's a heated campaign," Lockwood said. "Very seldom do you get to go to work. You're out campaigning for a solid week."

Home Centers Financial Clout

At a level of $43 billion, the homecenter/hardware industry is one of the most important industries in the United States economy today.

The building trade accounts for 520/o of sales with the do-it-yourself market buying the remaining 4890. These figures were compiled for the 1985 Directory of Home Center Operators/Hardware Chains published by CSG Information Services.

Persimmon: the hardwood that's really hard

ERSIMMON wood has many uses including as lumber and veneer although these are limited by availability.

The sapwood, which is extremely hard and tough, is prized for the making of shuttles to be used in textile weaving. The wood also is excellent for bobbins, spools, shoe lasts, plane stocks and mallets. Because it has a high resistance to shock in addition to being very hard, persimmon heartwood is used for golf club heads, billiard cues and parquet floors.

Persimmon also can be used for wall paneling, furniture, tool handles, turned wooden ware, boxes and crates. Its cost ranges from above average to high price.

The persimmon is a member of the ebony family (Diospyros ebenocea) and is the only species of ebony found in the northern latitudes. The relationship is especially discernible in the heartwood which closely resembles that of ebony.

The persimmon tree is slow growing, but can reach heights of 50 to 60 ft. with a trunk diameter of l8 in. Some trees in favorable locations reach 100 ft. with trunks measuring over 2 ft. in diameter. The fertile bottomlands of the lower Mississippi River Valley and the southern states encourage maximum growth. In the northern areas, it grows more like a shrub.

Wood from the persimmon tree is extremely hard, dense, strong and heavy. Dry weight is usually 53 lbs. per cu. ft.

The sapwood is white when first cut, but then it turns to a light brown

or yellou'ish-brown. It is often spotted or striped uith a darker color. The grain is close, tough and of medium to fine texture. The grain in sapwood is distinct and often interlocks.

The tree develops little heartwood before it is 100 years old. For this reason the heartwood, which is a variegated brown, often dark enough to be considered black, is in short supply.

There is a lot of shrinkage when persimmon is dried. The ends must be protected by paint or paraffin to keep the wood from cracking. Well seasoned persimmon is considered the hardest of woods. It retains its shape to perfection and is resistant to bending. Negatives include being susceptible to decay and difficult to glue in working.

Sfo4r at a Glance

Persimmon related to ebony. lumber and veneer use limited by availability . . . heartwood takes 100 years to develop ideal for golf club heads, billiard cues and parquet floors.

The tree u hich produces persimmon uood is the Diosp;'ros virginiona found in the southeast United States uhere it was first discovered by explorer Fernando DeSoto *'ho reporred on its "delicious little plum" to Queen Elizabeth in 1557. Captain John Smith, the English colonist, years later ran across it at Jamestown, Va., and tested its edibility.

He must have tried one that was not ripe because he reported "lf it be not ripe, it u'ill draw a man's mouth awrie with much torment." To this day people rr'ho sample persimmons that are not ripe u'ill have a puckery mouth for at least 24 hours.

The fruit, which theoretically is a berry can be eaten when it is orange and wrinkled. At this stage it is really very good tasting. In fact, the Greek word Diospyros means fruit of the gods. Incidentally, the persimmon grown on the West Coast is related to the Japanese/Chinese kaki (D iospy ros kaki) and produces large, firm, truly delicious fruit.

Another variety, the Texas persimmon (Diospyros texana)isnative to the south and southwestern part of that state. lt is also known as a capote or black persimmon. In the dry climate, the tree grows small and scrubby. The wood is neither as strong nor resilient as that of its southern relative. lt has no commercial value.

Other names for the Diospyros virginiana variety are simmon, barabara, boa-wood, butterwood, cylil date plum, date plum and possumwood. It has acquired the latter name because possums as well as raccoons, deer, foxes, hogs, squirrels, skunks and many birds eat its fruit.

hands

hardwood Series and past Hardwood Special Issues!

uIIDE APPEAL

Selected from years ofour most popular hardwood articles and features, the information contained in these reprints will appeal to old the business as well as newcomers who need to learn fast. Written

PLAIN and SIMPLE

understandable language, these . and put the understanding in.

EFFECTIVE TRAINING AID

Use them as a training aid, to brush up on facts long forgotten, or just for your own pleasure.

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

An up-to-date look at Northwest hardwoods (two parts)

A background on alder's popularitv (two parts)

The Cinderella tree of the Norths'est (West Coast red alder)

Western Maple

Oregon Myrtle, smooth & tough

Developing California hardwoods [black oak)

Northeastern Hardwoods (four parts) (yellow birch, hard maple, black cherry, beech, red oak, soft maple, basswood, ash, white birch. yellow poplar)

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (t6 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

Buy each group singly or save money and get all three for onlv $16.

Includes 28 separate reprints!

ASIAN-PACIFIC

Malayan Hardwoods (chart) (48 species)

Some Malavan Hardwoods (two parts) (10 species)

A quartet of related Asian Hardwoods (apitong, Eutjun,

keruing, yang)

SOUTH AMERICAN

Trooical woods from Mexico (cocobolo. goncalo alves, primavera. canalete)

More on tropical woods from Mexico (guanacaste, lingnum vitae, capomo, ebony)

Banak: a mahogany substitute

Cedro: the volatile Latin Ramin: a commercial light hardwood The heavyweight and the Commercial satinwood lightweight 0ignum vitae, balsa)

The five species of meranti

Theromanceofteak(twoparts)TwoprominentBrazilianhardwoods ' (rosewood, jacaranda, goncalo alves) Two varieties of brosimum

45OO Campus Drive, suite

Newport Beach, Ca. 9266O

48O

Please send me the hardwood reprints checked below. I understand that if I am not satisfied completely I can return them for a complete refund. I'm looking forward to reading them!

! Domestic Hardwoods $10

X Southeast Asian Hardwoods $5

I South American Hardwoods $4

n Ail three $16 (the big bargain)

tr Check enclosed

E Cash enclosed

Southemers active at national convention

LMOST 150 southern members of the National Lumber and Building Material Dealers Association traveled across the country to Seattle, Wa., for the organization's 69th annual convention.

Held in conjuction with the Western Building Material Association's trade show and exhibition at the Westin Hotel, the meeting offered dealers for the first time in many years an opportunity to attend a trade show during the national convention. Cecil Cleveland, president of the Western association, welcomed building material dealers from across the nation, stressing the convention theme "The Challenge of Change."

Patrick McCormick, McCormick Lumber and Fuel Co., Madison, Wi., was elected president succeeding Dean Leaman, president, Home Building and Lumber Co., Rosenberg, Tx. Leaman became chairman of the board.

Other officers elected were Gerald A. Jewett, Jr., Jewett Lumber Co., Des Moines, Ia., lst v.p.; Earl T. Carpenter, Street Lumber Co., South Hadley, Ma., 2nd v.p.; Merle Mensinger, American Lumber Co., Modesto, Ca., treasurer. Harry H. Horrocks II continues as acting secretary and executive vice president. William P. Morton, Home Lumber, Hazard, Ky., was elected a regional vice president.

Of special interest to the southern retailers attending the Nov. lfi?n meeting was a presentation by the Honorable William Bennett, premier of British Columbia, for the

NLBMDA's legislative and govern-

ment agency affairs committee. Ad-

dressing the Canadian lumber issue, he

stressed the importance to both coun-

tries of fair and unfettered trade be-

t*een Canada and the United States.

In other sessions James Goldberg, NLBMDA general counsel, brought dealers up to date on the IRS rules on automobile record keeping.

Gene Stanaland, Auburn, Al., sometimes referred to as the lumber dealers' number one economic guru, entertained his audience while deliver-

ing his perspective on "Managing in an Environment of Negative Attitudes."

Tom Champoux, Effectiveness Institute, Redmond, Wa., Mick Delaney, Seattle, Wa., and Troy D. Bussey, Bussey Associates, Renton, Wa., delivered timely management and economic messages. Stan Sanderson, president, Ceneva Corp., Santa Ana, Ca., shared information on how to value a retail lumber and building material business.

Jody Luck, Manassas Lumber Corp., Manassas, Va., and president of the Virginia Building Material Association, as chairman of thedealer services committee coordinated a panel presentation by the Young Westerners.

Story at a Glance

Strong southem reprcsenlalion in Seattle lor NLBMDA convention... Texan Dean Leaman becomes chaiman ol board. Canadian lumber, trade, auto record keeping, valuing of a business discussed . . . 1986 meeting: Kansas City.

In addition to the education and entertaining presentations, the dealers and their spouses enjoyed a boat trip and salmon bake accompanied by authentic native American dancen and a banquet honoring the outgoing and incoming presidents. A tourof the Weyerhaeuser corporate headquarters in Thcoma, Wa., and a producing lumber mill attracted a number of the delegates.

Going to and from the convention, many of the representatives from the south participated in tours of the Canadian Rockies.

The 1986 convention will be held in Kansas City, Ks.

DEALERS from all over the country traveled to Seaflle for lhe National Lumber and Building Material Dealers Association convention. ('l) John Garten, Charles Nicholson, 8ob Baker. (2) Tom Ethen, Dick Moeller. (3) Dick Wegner, Mari Prlain, Dugan Baker. (4) Denise Burrell, Ted Hodgkiss. (5) Dot Fash, Jayne & Jim Killen.

NEW LITERATURE

Restoring Flooring

"Restore Your Wood Floors Without Sanding" is a free 8-p. booklet from Klean-Strip, P.O. Box 1879, Memphis, Tn.38l0l.

Gonstruction Cost Guide

"Building Construction Cost Data 1986" is $39.95 from R. S. Means Co., Inc., 123 Construction Plaza, Kingston, Ma.02364.

Shingle File

Applications of decorator cedar shingles are described in a free folder from Shakertown Corp.,Box 400, Winlock, Wa.98596.

Selling The $100 Screw

"The U.S. Government Purchasing and Sales Directory," a l9-p. guide to doing business with the government, is $5.50 from Dept. 36-PD, Superintendent of Documents, Washington, D.C. 2W2.

Clean Room Furnishings

A 6-p. bath furniture brochure is free from Universal-Rundle Corp. (North Oaks Collection), 303 North St., New Castle, Pa. 16103.

Wood On The Inside

A free 2Gp. "Miracle Worker's Guide to Real Wood Interiors" is available from Western Wood Products Association, l50O Yeon Building, Portland, Or.97?M.

Plank Panel Standards

"lndustry Standard For Interior Wood Plank Paneling" is $2.50 for Wood Moulding & Millwork Producers Association members and $25 for nonmember firms from WMMPA, P.O. Box 25278, Portland, Or. 97225.

Time For A Takeover

A 4-p. guide to turning your business over to a successor is $l from Independent Business Institute, P.O. Box 159, Akron, Oh.44309.

FOR PROMPT SERVICE

on all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in Building Producb Dgest, Many thanks!

Glazed Look

Information on high performance insulating glass is free from Andersen Corp., Bayport, Mn. 55003.

Hobbyist Panel Proiects

"The Handy Plan Project Book," 28-p. of diagrams, material lists, illustrations and instructions for nine d-i-y panel projects, is $5 or 754 each for l0 or more from American Plywood Association, P.O. Box I1700, Tacoma, Wa. 9841l.

Mortar Manual

A product selection guide ofadhesives, mortars and grouting materials is free from Laticrete International, Inc., I Laticrete Park N., Bethany, Ct. 06525.

Nuts & Bolts

A custom door hardware brochure is free from Schlage Lock Co., 1554O Roxford St., Sylmar, Ca.91342.

Knotty But Nice

A data sheet on "Select Knotty Redwood" is free from Simpson Timber Co., P.O. Drawer V, Arcata, Ca. 95521.

Fire Works

A free brochure of fireplace design ideas and installation is available from Preway,Wisconsin Rapids, Wi. 54494.

Wood Handlers

Information on wood handling lift trucks is free from Hyster Co., P.O. Box 847, Danville, Il. 61834.

Spechl Trcatment

A fire retardant and preservative treated wood specifications handbook is available free lrom HooverTreated Wood Products, P.O. Box 7,16, Thomson, Ga.30824.

Forest Myths & Lumber Lore

"Fearsome Creatures of the Lumber Woods," a 48-p. book of lumber lore, is $4.95 from Bishop Publishing Co., 2l3l Trimble Way, Sacramento, Ca. 95825.

Automated Shutters

A motorized rolling shurters brochure is free from Somfy Systems, Inc., 2 Sutton Pl., Edison, N.J. 08817.

Give Up The Office

A report on how to destroy your business without even trying is 3l from Independent Business Institute, P.O. Box 159, Akron, Oh. ,14309.

Door Guide

A 2Gp. brochure on architecturd doors is free from Weyerhaeuser Co., Architectural Door Division, P.O. Box 130, Marshfield, Wi. 54449.

From The Heart

A data sheet on clear all heart redwood is free from California Redwood Association, 591 Redwood Highway, suite 3lm, Mill valley, Ca. !x941.

Get Organized

A free brochure on space-saving kitchen cabinet organizers is available from Keije Cabinet Organizers, 57 Hamilton Ave., Waterbury, Ct. (b702.

Covering Up

A l2-min. audiovisual on the retail merchandising of wallcovering is available from Abrams International Merchandising Systems, l-800-241-8822.

Classified Advertising

We op€rate a lumber department that handles 350 million board feet of lumber a year and are expanding our Dallas operation. This expansion has created an immediate need for the following positions.

o Tlaffic Manager-Self motivated, goal oriented with the knowledge and desire to create a traffic department. Must possess a good working knowledge of all lumber transportation modes.

c Lumber Buyer-Must possess a minimum of 2 years lumber purchasing experience.

t Lumber Ttader-A self starter, interested in producing sales and profits with previous lumber trading experience. So, if you are experienced in any ofthe above positions and are looking for an opportunity to grow, send your resume and salary history in confidence to:

Lumber Merchandise Manager

Damond Lumber, Inc.

1555 Valwood Parkwav Carrollton, Texas 7501 l-5026

"An Equal Oppof,uiay Frnployq M/F"

Placc your ad now!

Call (714) 852-1990

Twenty-hve (25) words for $19. Each additional word 65C. Phone number counts as one word. Address counts as six words. Headlines& centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Building Producls Digest, 45fi) Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852J90. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

LUMBER SALESPERSON

Established wholesale lumber company seeks proven lumber salesperson with strong customer base. Excellent commission program. Reply Steel City Lumber Co., P.O. Drawer ?.0217, Birmingham, Al. 35216. Telephone l{800) 633-826.

SALES PERSON: An Orange County, Ca. Andersen Window distributor is seeking goaloriented individuals with several years' experience in sales with Andersen Windows. Salary/commission/profit sharing/benefits. Send resume to Box 54 c/o Buildine Products Digest.

DISTRIBUTORS

Manufacturer of screen frames and screen components looking for wholesale distributors nationally. Minimum investment in inventory of $10,000,mhas tremendous sales potential while complementing your existing product lines. A.A.I., INC., P.O. Box 90303, Houston, Tk. n2n. Ql3) 88G2096. Contact: Chris Reid.

FLORIDA GULF COAST LUMBER COMPANY FOR SALE

Profitable contractor/retail yard with $3.5 million minimum sales potential. Explosive growth area. P.O. Box 20974, Sarasota, Fl. 33583.

NOW TAKING ORDERS for current or spring delivery on truck or carload quantities of C.C.A. treated landscape timbers, Bill Simmons, Scotch Lumber Co. (205) 6364424.

CREOSOTE and CCA posts, Iumber, barn poles and piling, and other treated forest products. Baxley Creosoting Co., Inc., P.O. Box 458, Baxley, Ga. 31513; (912) 367-4U6. )lhen sending in a change of address please include zip code on both old and new addr?sses and either the old label or the inlbrmotion from it. Thanks!

CLASSI FI E D ADVERTISI NG Order Blank

Name

Company Name (if any)

Address City state _zio Phone (

COPY

sIx BAND MILLS

Over 50,000,000 feet annually

Canadian import arguments continue

Elnreu- lumber dealers and Illumber manufacturers are at odds over Canadian lumber imports. Most retail dealers believe the Canadian imports keep prices down on lumber, which keeps housing costs down. Manufacturers, on the other hand, are convinced that the Canadian lumber industry is subsidized and is putting them out of business.

The controversy began to surface in 196 when the U.S. dollar began to move from below par to about $1.40, where it is today. Canada has a huge supply of high-quality, low-cost timber. The United States, where the consumption level is high and transportation is inexpensive, is the largest recipient of these products, primarily softwood dimensional lumberthe 2 x 4s, 2 x 6s and related sizes often used by builders.

The overriding issue in the debate, according to the lumber manufacturers, is that the survival of the domestic industry is threatened by what they consider unfair Canadian trade practices. According to industry reports, some 250 U.S. mills have closed, idling nearly 30,(m workers nationwide.

They contend that the stumpage price of timber in Canada is set arbitrarily low by the provincial governments, which own most of the country's timberlands, an argument the Canadians strongly deny. The low cost of the government subsidized timber puts the domestic industry at an unfair disadvantage, they say.

Pressure from the manufacturing industry has prompted U.S. l€islators to take action that would "protect the industry from the onslaught of Canadian imports."

Ron Deaton, a legislative aide to U.S. Rep. Beryl Anthony, El Dorado, Ar., said the measure receiving the most attention is one introduced by Rep. Sam Gibbons (DFl.) and Sen. Max Baucus (D-Mt.) That bill, sponsored by Anthony and others, would define Canadian timber pricing practices as government subsidies and

make the lumber subject to import duties.

According to the National Lumber and Building Material Dealers Association acting excutive vice president, Harry Horrocks ll, this bill seeks to overturn the 1983 U.S. C-ommerce De partment's finding that Candian lumber is not subsidized and to distort the dehnition of "subsidy" under U.S. trade law.

"If this section becomes law, huge duties could be imposed. A duty of up to 6090 has been suggested for Canadian lumber, which would raise the price of all lumberC-anadian and AmericansigniFrcantly," Horrocks said.

"New home aonsruction @sts would rise, since lumber constitutes 200/o of a builder's cost. As a result, those who supply the building industry would lose business, many of their workers would lose their jobs and many Americans would be priced out of the housing market," he added.

ln a recent survey conducted by the Mid-America Lumbermens Association,t which represents more than 1,3(X) retail lumber and building material dealers in a five'state area, dealers opposed passage of such legislation. The survey showed that 6790 of the Arkansas dealers were op posed to an import quota and 8390 were opposed to an import tariff. In Oklahoma, 7090 opposed quotas and

Story at a Glance

Retailers and manulaclurers disagrce on Canadian imporl legislation dealers teal higher prices, ellect on housing manufacturers contend "subsidiad" imports ale killing them both govemments continue trade talks.

there was a 50-50 split over import tariffs. The result from all states polled showed 7490 opposed quotas and 6890 opposed tariffs.

"If this legislation passes, the adverse effect it could have on the housing market would dramatically harm the retail lumber dealer. whose largest portion of the business comes from contractors," said Grady Ollie Jr., Geo. Ollie's Lumber Co., Inc., Pocola, Ok.

The National Association of Home Builders has estimated that a $ I ,000 increase in the price of a home could force 300,000 potential homebuyers out of the U.S. housing market if such import legislation is passed.

On the other side of the argument, J. E. Stevens, president of Kirby Forest Industries, Inc., Houston, Tx., claims that a. NLBMDA fact sheet is misleading in that the Gibbons Bill is not protectionism as alleged, but specifically drafted to modify the definition of a subsidy under U.S. trade laws so that natural resource removal rights provided by an exporting country to one of its domestic industries at less than fair market value would be subject to a countervailing duty.

Secondly, Stevens explains, the Gib-

bons Bill does not impose tariffs or import quotas on Canadian lumber or any other product. It is simply fair and equitable legislation to determine if goods produced from any exporting country are unfairly subsidized. Then, a levy could be applied if the subsidies were determined to be harmful to USA industries.

The Coalition for Fair Lumber Imports at a recent meeting in Raleigh, N.C., said that Canada now is providing 41.390 of the lumber sold in North Carolina and 33.4Vo of that sold in the United States. Wilson Jones, J. W. Jones Lumber Co., Elizabeth City, N.C., said "We're getting hit right between the eyes with a sledgehammer."

The coalition, headed by Stanley Dennison, retired executive vice president of Georgia-Pacific, asked Gov. Jim Martin and Lt. Gov. Bob Jordan to intervene for them in Congress. Jordan, who owns the Iargest independent pine wood operation in North Carolina. commented "The lumber industry in North Carolina is now in worse shape than it was in the recession of 1981.''

Retailers gained an ally in their battle against the legislation when officials of Port Everglades, Fl., urged south Florida lawmakers in Washine-

ton ro help block the legislation which they claim would cause the port to lose 100 jobs and $1.2 million a year in revenues.

Outside of the proposed legislation, the U.S. government is expected to continue in 1986 a series of meetings with the Canadian government regarding Canadian timber pricing policies and that country's trade barriers to U.S. exports of wood products.

*(Ksren See, Mid-Americq Lumbermens Association, contributed to this storyed)

Loss Prevention Conference

Roundtable discussions. informed speakers and manufacturer exhibits will comprise the fourth annual home center loss prevention conference exposition at the Hyatt Regency, Fort Worth, Tx., Feb. l7-20.

Attendance growth is expected to exceed the 4AVo increase recorded last year. "If you've never had a formal or good loss prevention program, the conference will be of special value," says Bob Vereen, executive director. "It'll be a three day college course."

John A. McEachern, manufacturer's representative for Perma "R" Products, Grenada, Ms., died after a stroke in Shreveport, La., on Nov. 4, 1985. He was 61.

An engineering graduate from L.S.U., he was a rep for several companies including W. R. Grace before

SFPA SALES

(Continued from page 17)

ducer members in the next year and to have a majority of the industry united on four critical issues.

o increasing demand for southern pine lumber.

o improving quality of products.

o reducing the flow of Canadian lumber into the U.S. (Canada now supplies one-third of the lumber used in this nation).

r combating the legislative threat to repeal capital gains tax treatment on timber. This proposed "tax overhaul" could mean the end of managed forestry and tree planting. As more producers join SFPA and support our programs, we can win the battles of the next five years."

joining Perma "R" six years ago.

Mr. McEachern is survived by his widow, Vera, and a son.

John H. Pitts Jr., chairman of the board of Pitts Lumber Co., Saluda, Va., died on Oct. 31, 1985, after a lenghy illness. He was 76.

A third generation lumberman, he was active in many civic organizations.

Mr. Pitts is survived by his widow, Jane, two sons and one sister.

Wood Exhibit At Dallas Show

Members of the Wood Products Promotion Council, American Plywood Association, American Wood Council, Southern Forest Products Association and Western Wood Products Association, will co-sponsor an exhibit at the National Association of Home Builders convention and exposition, Jan. l7-2Our Dallas, Tx.

Focal point ofthe 40 x 4O ft. exhibit will be a framed house placed on a sectional wood deck platform. Small kiosks will serve as information booths for each of the associations. The display will be visible across the entire exhibit hall with 30 ft. high wood frame towers covered with fabric announcing "Wood the possibilities" as the theme of the exhibit.

Publishers Sells 80% Stake

Jefferson Smurfit Corp. has agreed to buy 8O9o of Publishers Paper Co., including four sawmills, two papermills, two particleboard plans and some timb€r contracts for $150 million. The deal does not include company timberlands. Final agre ment on the transaction is expected by March.

Publishers Paper Co. and its solid wood products division have jwt ooncluded their b€st year sincc 199, with both operations solidly profitable.

This is the first venture for Jefferson Smurfit, a Dublin, Ireland paperboard and packing manufacturer, into sawmills and newsprint. Its annual sales are around $7fr) million.

DRYING PROCESS

(Continued from page 9)

tural integity and treatability for which pine has always been noted. In addition, the process significantly reduces the likelihood of warping, bowing, cupping or crooking, the objections to pine lumber in years past.

Rather than producing a case hardened exterior with internal stresses coiled and ready to spring on an unsuspecing contrastor, treater or deale-r, the steam drying process produces southern pine lumber with a geater degree of uniformity, glving it more dimensional stability. Through the use of computers to control steam flow, Georgia-Pacific can use kilns presently in place by more strictly regulating the amount of steam used and regulating the drying time

"It's like baking d cake," said Bill Nagle, manager of G-P's eastern division pine lumber group. "Instead of a charred exterior and a raw center, we're trying to keep the whole thing

uniform. We are keeping more moisture in for a little longer than before."

"If the right material is going in and coming out at the right times, it doesn't slow production," said Vidan.

One of the organizations instrumental in calling attention to the southern pine's woes has been the Southern Forest Products Association. Last spring, the association held a conference on the quality problems of southern pine lumber. At the conference, G-P announced its intent to install the new drying process in its 23 southern pine mills.

Georgia-Pacific is expected to produce 1.3 billion board feet of southern pine lumber in 1986.

Phase I of Georgia-Pacific's drying program, the implernentation of the improved steam drying process in G-P's mills, should be complete by the end of the first quarter of 19E6, said Nagle. Phase II will focus on better ways to monitor wood moisture throughout the system and should be in place by the end of 1986.

You demand quality. o You get it with Osrnose" Wood Products from MG Building Materials.

Ask us about the highest quality, most durable, clean and safe wood products on today's market.

From our convenient San Antonio location, we can ship Osmose Wood Products all over Texas. On short notice, we'll select your order from our large inventory

and have it rolling to you... quickly and efficiently.

Qsmorcoi3 a retistered tr.dcmark of Osoe Wood Presedint Co. of America, In(