Building Products Digest - February 1984

rHE SMARr MAil'S PlYriTOOD?

I"p. fo fact L-P-Waferwood@ does plywood jobs even better than plywood. It cuts and nails more like solid wood. It splinters less. It's smooth^arid uniform (no knots, core_voidqor patches). It's a great sheathing. And it's approved by the APA for Sturd-I-Floor@ constmction.

But the best thing about L-P-Waferwood is this. It costs less than plywood. A lot less.

No wonder it's the smart man's plywood. L-P-waferwood. It's the lightes[, brightest waferwood made.

Stock it. For the name of your distri6utoq call today. Louisiana-Pacific Corporation, Conroe, Texas, 409-TSG-0ilL

Coming in April . . o Our annual PRESSURE

TREATED WOOD Special Issue

This fact-packed issue will include feature stories on :

J u major Texas Pressure treater ./ fire retardant treatment

rl educating the consumer J qualitY control

J merchandising oPPortunities in pressure treatment and much, much more.

ADvERfl SERS:

.o this important sPecial issue. Get your message before our 12,750 readers in 13 Southern states. Deadline for the April Pressure Treated Wood Special lssue is March 14. For information, write the ad' dress below or call (collect) (714) 549-8393.

Experience! That's Why More Dealers Have Selected Dataline Than Any Other Computer System.

For over 12 years Dataline's onlg business has been helping building supply dealers and home centers build their businesses. We speakyour languagg. Direct,results-oriented dealer language.

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The Onique New System 525 is designed and priced to help smaller dealers qet biqqer.

The Versatil6 System 2000 iidesigin"ea to frelp large-single- and multi-unit dealerslncrease operating efficiency.

Dataline Customers Become "Business Partners"

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HARDWAREIHOUSEWARES SPECIAL ISSUE

Telephone, Video Accessories Ring. .Profit Bell

Trafiic Builders for Hardware And Housewares

lmports, Warehouse Retailing Change Industry

Fldrida Lumberyard's Innovative Storage QVstem Delivery Pro Finalizes Dealer Survey Results

Western Siding Gives Building Gharacter, Color

Boxwood Dates Back To Biblical Times in Uses

Southern Hardwood Traffic Association Meeting

Dealers Go To Washington To Meet Congressmen

Great Spring Hardware Sale Begins Next Month Industry Biggies To Participate In Seminars

Lx.rjF.i*r,r?.t:.rriir.l.:.r..+,:.+iiili SERV|CES

Publbher David Cutler

Editor Juanita Lowet

Assisbnt Editor Ken SPears

Contributinc Editors

Dwicht Curian' Gage McKinneY

Arr Dircctor Martha EmerY

Strff Ardst Carole Shinn

Circulation Dorothea Creegan

Buildinc Products DiSest is publishd monthli at 45(D CamPus Dr., Suite 480, Newport Beach, Ca. 92ffi, ptrone (7i4) 549-8393 by Cutler Publishing, lnc. Advertising rates upon request.

ADYERTISING OITICES

FROM SOUTHERN €ALIFORNIA: contact Ctrl Ymn, a)5 Oceano Dr., Los Angeles, Ca.9(D49. Call(213)472-3t t3 or (714) 549-8393.

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BI.'ILDING PRODUCTS DIGEST

b ot indeoendqttly'owned publico' tion for ihe rctail, wholesle and distibution levels ol the lumber ond buitding supPlY morkets in I3 fuuthem sotes.

Cutler Publishing, Inc. cover and entire @ntents are fully protected and r""li

U. reproduced in any manner without written permission. Building ProduCs Digest assumes no liability for materials fumished to it'

markets in 13 Southern states

business a lot more profit-

"Gaining complete control over the whole able. We used to spend days company and the entire inventorv has made us walking aisles and tracking in- a lot more profitable. I don't thin(we could have ventory by hqnp Now it's done done it without the Triad. Now, with over 12,500

MEM0nY,ffili-,Fi"6ltrifi'lems ns'1ock' mvmemorv

items that aren't selling well. Our turns have increaseo, too. \ b're up over a full half turn. With one

roo. vve re lull halt turn. with one

decisions with more current

Kip hleman, owner, Coleman's Hamilton Buitding Supply,Trenton, New Jersev

EDITORI.AL

Put the Pedal to the Metal

I N RESEARCHING and writing the stories for I this special hardware/housewares issue we once aeain were reminded of how much and how fast tfines chanse. We also noted that there are basiis in brisiness that will probably always remain.

The electronic marvels of our age ar€ coming on stronger each year. The capabilities- of the machineJ improve and managers- at all levels are learning *ays to get more and more outplt from these-quick and accurate performers of. the drudgery. Inventory control, pricing,. labeling' invoiiing, receiving, and sales analysis.are. just a samoling of areas in which electronics have made iignificant advances in streamlining operations.

Yet for all ttre microseconds, bytes, bits and software, there is an original pillar of business and commerce still standing straight and true, supporting the whole enterprise-our old friend cuiiomer-service. And, if-anything, it appears to be more important than ever.

Not only on ttre front lines where the retailer

DAVID CUTLER publisher

carries on his never ending bacle to provi& the hiehest possible level of service to his customers' Uui for the wholesaler, the scramble to woo the retaileris ever morc fuantic.Often only the service aspect sets one wholesaler aPart from the other in the eyes of the rctailer. Frequently this is the prime 'ingredient in the transaction that tips the sale from one firm to another.

For all the talk about price, and we certainly don't mean to downgrade its impctarrce' nuny hardware/housewarcs retailers told us that service was the final criterion clinching the sale because in the long nrn the service provided by the wholesaler would allow them to make morc net profit.

As competition stiffens, the costs involved in orovidine various services-not always an easy figure-to precisely evaluate-will surely rise-. Juit as ceriain will be necessity of having that particular service your customer needs at that certain moment.

Damn the costs, go for it!

Cross

ENTRYSYSTEM II'

the threshold to BIGGER DOOR sAtEs

With Entergyo Entry Systems, you can really open up your door market. That's because we offer more sizes than any other insulated steel entry system. With 9 widths,4 heights and 53 styles, you can offer yourcustomers any of 1908 variations. That means that you can fit more houses than any competitive dealer in the area. you'llbe saying "yes" to more customers. and welcoming new profits.

Enteryy Entry Systerns feature:

I Systems for new construction and replacement/retrofit, including a new line of patio doors

t R14.8 insulation rating

| Z4-gauge steel security

I Steel frame for replacemenVretrofit to enhance security-fits into rabbet of existing doorframe

I Magnetic or compression weatherstrio

I Stationary or adjustable aluminum thresholds, with or without thermal breaks

(5 styles to choose from)

I Four different door bottom sweeps

I More lock preparations than any other sysrem

Ail these features help you profit from today's three maior markettrends: energy savings, home security and home remodeling.

Stop locking out potential customers

By switching over to the Entergy Entry System, you put out the welcome mai for bigger sales and profits. Not only do we have more sizes than anyone.. we have the displays and promotions to make sales happen. For more details, including information on deluxe full-size and coun-tertop Entergy displays, contact the distributor or representative in vour area;

West S. Central F.D. Anderson 2717 CordovaCircle Denton,IX76201

(817) 566-3792

Il?;'J,lXffi 'iJ" jfff 1"";l#:

ing, which traditionally were not feasible for the home handyworker, are becoming increasingly practical and popular and have created a booming market for installation accessories.

The loosening of regulations and the break up of AT&T are the major factors in the dynamic increase in doit-yourself phone installation over the past few years. For the first time, it is legalnotto mention more economicalfor consumers to purchase and install their own phones. In fact, do-it-yourself installation has become a necessity in certain areas where telephone companies have opted to discontinue installation services inside the home.

Common projects for the do-ityourselfer include hooking up new phones, installing new systems, and changing existing systems from hard wire to standard or from standard to modular. Market potential is great for both existing and new residences.

Changes in the use of the television set, coupled with economies of do-ityourself installation, have heralded a similar rise in consumer demand for video hook-up accessories.

The television set has been trans-

Retailers tap into telephone, video accessories sales

formed from a mere viewing box to the focal point of multi-purpose home entertainment centers, a computer display screen, a tool for home security and a link to national education and information services. With each new arm-whether it's a video cassette recorder, video game, personal computer, cable service, or combination of theseadded to the television body, comes the opportunity for sales to the do-it-yourselfer of connecting cables, switching devices, splitters, couplers, adaptors and controllers.

Building centers, hardware stores and do-it-yourself retail outlets are among those taking advantage of the opportunity to carve a niche in these growth markets. Retailers looking to become single-source suppliers for a wide variety of do-it-yourself activities are making space for the newcomers-telephone and video displays -alongside such traditional home improvement accessories as plumbing and painting supplies.

"Many retailers never suspected the potential demand for telephone and video accessories -they've been very surprised by the response," said Vic Giovingo, manager of marketing services, GC Electronics. "scotty's Home Centers in the Florida region which installed our full telephone program has had to re-order three times

in the last three months. Not bad!,'

Another retailer that has made substantial commitments to both telephone and video products is McGuckin Hardware, whose headquarters are in Boulder, Co., Giovingo said.

"They've taken a unique approach in that they've set up a rather exten-

Story at a Glance

Telephone and video equip. ment accessories in demand. great market potential. .manu. facturers back retailers with ex. tensive product selection, mer. chandising aids, literature. sive electronics center in the middle of their main store," he said. "They're also devoting a much wider space to telephone than ever before."

But multi-unit retailers aren't the only ones taking advantage of these market opportunities. "Independent hardware and home centers are also experiencing great success with both

(Please turn to page 23)

choice of

DO-|T-Y0URSELF customers can select components for home video hookups 0r telephone h00k-ups and wiring using manulaciurers literature. Sales continue t0 grow as homeowners become more comfortable with electronic equipment.

RETAILERS can offer customers a wide

video accessories. This three rack merchandiser contains over 100 product choices with a guide to help the customer make his selection.

Hardware I Housewares: '84

Hardware/housewares prof it builders

FTASIC HARDWARE becomes Elmore important with good merchandising. For example, establish a Security Center, a central location for all items related to security in the home: anti-burglar bars, deadbolt locks, high quality cylindrical locksets, automatic timers for lights, intrusion alarms, window locks, home safes. Add take-home literature on security or reprints of articles on the same. Brief sales personnel in this part of the store so that they are experts on the subject of security and ways the Security Center merchandise can safeguard a homeowner and his belongings.

Drsmatize bathroom fixtures with vignettes. It may be necessory to line them up in s row to show the stYles, but create at leost one mini-bathroom. Establish s corner to show off a vonity, toilet, mirrored and hanging cabinets. Glamorize with o lighl fixture, wostebasket, towels, rug, counter accessories and you multiply the sales potential of all the items.

Use pegboard to arrange a displaY showing various sizes and tyPes of tools with an explanation of the best size and tool for each household job.

Change the sale staff's iackets or smocks with the seasons, usingcolors that harmonize with your corporsle colors. A bright fresh spring color can help to stimulate thefirst sales of the season.

Set up a center where You will engrave a purchaser's name or identification number on a tool or aPpliance for security purposes. It is an inexpensive service that pleases the customers.

Try an unusual arrangement with bothroom fixtures. Mount a sink over a toilel to save space. Turn a tub on end ond display a toilet plus addi' tionol plumbing in it. The sides ore good for honging fashion both accessories.

Hang a hoist and chain on a gondolaend with the packaged merchandise. A poster showing how the tool can save the back muscles will help to sell the merchandise.

Try bulk displays of items such as swimming pool chemicals. Stack them on a pallet in theoisle and watch the customers Pick them uP.

Hang tier arrangements of lettuce baskets or collanders in the housewares section and fill them with small merchandise. The same arrangement will work for small hardware items, using buckets or similar containers suspended from chains.

Although kirchen remodeling is big ticket stuff, You can make Your sale of remodeling Packages even better by dramatizing the cabinets and appliances in a setting. TrY a raised platform with designer floor' ing, wallpaper or tiled walls in the background and accesories such as coffee maker, mugs, bread box, green plonts and o bowl of colorful fruit. Moke the homeowner long to pour o cup of coffee or make o Piece of toast, and you'll be selling "a kitchen iust like this."

Be original in arranging dumPster displays. Use wheelbarrows' toy wagons, plastic wading pools, collections of plastic dishpans or crocks as containers. Be sure to put them in the traffic aisles to catch impulse sales.

Maintain o sPace in housewares for seasonot disPloYs. Olfer Sift wrapping and keep a bridol registry to encourage sola.

Consider loaning Your Parking lot for dog obedience classes or a rabies

vaccine clinic. It will give you an opportunity to publicize your pet supply section and make new friends for the store.

Establish a reputotion as the store that has everything. Ifyou are caught short, have catologs hondy qnd be agreeable to ordering the item.

Set up your outdoor living center early to capture the first sales of the season. Launch it with a barbecue. serving samples.

Story at a Glance

lmaginative displays create sales .. Related merchandising stimulates buying .. Additional traffic generaled impulse purchases accelerated.

Cleaning supplies become good sellers when they are merchandised with imagination. Try selling sponges for l0 while they last or offering brooms for 50 to early bird shoppers. Give away a year's supply of free vacuum cleaner bags to those buying machines by providing them with coupons to redeem each month.

Rental equipment is a small but ongoing source of profit. Display it with related merchandise. Rug cleaners go in the cleaning supply section, not hidden on the back wall. Make it a policy to loan equipment without charge to charity groups. You'll be surprised at the number of paying renters this will generate.

When store signing is tired, refurbish it with q little sparkle. Neon is s possibility, especially suited to the housewares section. Used inside with discretion, it brightens o dull corner ond ottracts a lot of attention.

Although sales of hand tools are expected to remain steady or improve with the economy, you can speed the process by cross merchandising. Display tools next to items that require them. A customer who buys nails should find hammers conveniently close. A display of anchors should include mallets and sledges as well as cable and chain. Anticipate the customer's needs and have the tools he requires within sight and reach.

Always assemble floor samples of KD furniture. Display the completed pieces in room settings if possible. Use the shelves and table tops to spotlight accessories from the housewares section. An attractive lamp with several well chosen accessories or a dinner setting with colorful dishes will catch the customer's eye and make the furniture more appealing.

Since household gadgets are impulse sales items, include them in every display, ready for easy pickup. Fill pitchers, jars, crocks, bowls and baskets with them. Hang them, stack them, pile them, with convenient supplies of extras nearby. For starters, hang a storage shelfrack stocked with cleaning essentials in the cleaning supply section. The housewife who is tired of her jumbled cleaning closet will probably buy a rack along with her planned purchases.

Never allow q boxed tool to sit idle on the sheu without an open sample. Make it look as if it is ready to use. Allow the cord to be free, put some row material or an unfinished project with it. Tantalize the customer to put it to use. Make it hard for s person not to pick it up. Who says tools can't be impulse items?

Job related merchandising works all over the store. The woman who comes to buy oven cleaner will pick up a pair of rubber gloves if they are grouped together. A pie bird is natural add on for a pie plate; a special scouring pad for a non-stick skillet; copper polish for copper bottom cookware; lintfree dishtowels for ice tea glasses; a juice jug with the electric juicer; rubber scrapers with the food processor; coffee mugs with the coffee maker. The list is endless.

Be aware of trends. Promote items in the news. For example, telephones are receiving ottention ss homeowners must decide to buy or continue to rent their instruments. Capitalize on this interest by displaying telephone accessories prominently. Include information sheets to encourage o homeowner to improve his home communicotion system. This works equally well with big ticket items: video gomes, home computers, microwaves, food processors, kerosene heaters.

Colorful plastic can rnake sn important statement when massed prominently. Color key the display for more emphasis.

Hardware trends: imPofis, warehouse, off-price retailing

By William G. Mashaw Managing Drector National Retail Hardware Association

W#3'l:iil"""li;:'Ji.ll;

store programs and voluntary chain networks, are increasingly relied upon for rightly conceived and positioned marketing dir0ction. We agree with those who believe that marketing ability will be the most essential ingredient for business success in the next decade. Based on the record to date in going after the d-i-y market, it appears there is serious reason, generally speaking, to be concerned about the prevailing level of marketing sophistication at the wholesale level. To succeed as "channel captains," this must be changed.

While the d-i-y consumer pie will continue to grow and grow, so will the number of retailers going after it.

Our industry has moved from the era when an exterior signing, group store identity program forjoint advertising purposes could carry the load for a total, sharply defined, retail marketing effort. Wholesalers could well put on their thinking caps and figure how they are going to help position their traditional hardware and home center retailers :rs stores where d-i-yers will find complete stocks, competitive prices, and service offerings. That's the expected role of a channel captain.

Dealing with the issue of imports: we hear increasingly about the issue of imports and the inroads they are making in many fields-automobiles, electronics, steel and others.

But let's look at imports closer to home-on the shelves of our own stores and warehouses, and consider what's happening.

Twenty years ago the problem was very different. Imported items often came from Europe, and fasteners and some simple hardware items were the

major problems. Imports from the Far East were generally poorer quality,the kind foundon the then-popular 880 tool tables.

Imports then-and until fairly recently-were brought into this country by importers, who then sold to wholesalers who sold to retailers.

Today it is quite different. Big chains like K-Mart and Sears began direct importing and, more recently, home center chains and hardware wholesalers began to go overseas (principally the Orient) to bring in their imports.

In a way, should one blame our industry's larger firms for reacting? It makes no sense for a K-Mart, Sears or other large company to gave a margin advantage on direct imports that enables them to create a low price impression on domestic merchandise. In effect, they are subsidizing their own low prices by extra gross margin points made on the direct imports.

So home center chains and hardware wholesalers began to react defensively to eliminate the middle man (importer) and buy direct overseas.

The pace at which this is occurring seems to be increasing.

The larger question seems to be:

"What are some of the long-range effects of these actions by the competition and by ourselves?" Have we thought through completely what we might be doing to ourselves?

We experience product after product of U.S. manufacturers introduced and sustained in the markcplace by heavy advertising and promotion sup port - "making a market" for distribution-onlyto be "knockedoff 'by a foreign copier. Soon lower priced and cheaper products flood the market and the pioneers, who created the market and kept it going with their heavy ad budgets, realized they were paying to sell their competitors' products.

They quit or sharply cut back their promotions-and the sales of the products dropped off sharply. The market died.

We must realize that American manufacturers are investing in more than the cost of thematerial and labor to build products. They are investing in research and development...and promotions. .and advertising. .to help develop consumer demand that didn't exist for some products previously.

One might ask, "Is this fair?" but I think the better question is, "Is this smart?" ls it smart to knock off a product if at the sametimewearetaking a chance of killing a market?

Manufacturers of national brands who are asked by wholesalers and retailers for coop funds, national ad support, point-of-sale signing, passout literature, van programs, audiovisual training aids, on an ever-increasing scale-should not be judged solely by the cost of the product, when compared with overseas suppliers,

Sfory at a Glance

lmpact of more imports by chains...reality of warehouse home centers. olfprice retailing ellect on purchasing.

Meeting

SIOELOADER (1) (lower left) can retrieve order from rack system without moving other material in the Logan Lumber Co. warehouse system. (2)The cantilever rack system has a

total capacity of 1,875,000 board feet. (3) A unit of soruce boards is hoisted into rack storage. (4) The 80" aisle allows a worker to assemble a random length order working

lrom both sides. (5) A modified g0ll cart with assembly trailer is used by yard crew. (6) Worker straps completely assembled lumber order using built-in strapping dispenser.

Innovative company's new materials handling systems

I UST WEST of downtown

lU Tampa is one of the most modern and efficient wholesale lumber operations in the country. Located along railroad tracks that were originally laid to transport troops and equipment for the Spanish-American War, Logan Lumber Co. has been in business for more than 50 years, servicing retail lumber dealers throughout Florida.

Changing business conditions in the late 1970s made increased productivity a necessity for remaining profitable while maintaining quality products at competitive prices. Material handling was a major cost of operation. Constant moving of material required a lot in terms of time, manpower, fuel and maintenance. After much thought and consideration of alternatives by the firm, the decision was made in 1978 to begin construction of a warehouse that would enable utilization of efficient material handling methods and equipment.

A new 40,000 sq. ft. warehouse was completed in 1979. It is 30'.high at the eaves, and features a cantilever rack storage system which utilizes the high cubic capacity of the building. The tops of the units of lumber stored at the highest level are approximately 27' above the floor. The main rack area contains 24 rows of cantilever racks with an average of seven storage levels per row.

Supplementing the main rack area are order staging racks used for storage of lumber that has already been sold and is awaiting truck loading. Total capacity of the cantilever racks would be approximately 1,875,000 board feet if completely loaded, according to Charles Miller, operations manager.

The rack system is serviced by two

electrically powered, rail guided, sideloading lift trucks, operating in aisles that are 80" wide. The narrow aisles greatly increase storage capacity. Each unit in the system can be placed or retrieved without moving anything to do it.

All upper grades of lumber, all kiln-dried common grades, and all pattern stock such as channel rustic, tongue and groove, and bevel sidings, are stored in the main rack area. The storage address ofeach incoming unit will be assigned automatically by computer, based on the length and height of the package to be stored, when a newly installed computer becomes operational.

This method of lumber storage has made it practical to store ran-

Story at a Glance

Flodda wholesaler's prototype warehouse. .equlpment de. signed lor more ef ficient material handllng. increased productivity lrom new methods.

dom length units of either one or two thousand board feet in all lumber items, ready for immediate shipment. These units are made up when carloads of material arrive, are placed in rack storage, and are not moved again until sold.

Logan Lumber Co. also developed a cost effective method of making up orders and assembling random length units. Using assembly trailers designed by Lamar B. Logan and pulled by modified electrically powered golf carts, lumber packages are assembled without the use of a forklift. Each golf cart and assembly trailer combination costs much less than a conventional forklift and is more efficient to use, providing lumber items are laid out by length.

A two-man crew starts at one end of a row of lumber and required lengths are loaded on the trailer as it moves down the row. At the end of the row, the random length unit or order that has been assembled is strapped using the strapping dispensers that are built onto the trailer. Then the unit is stored in the main rack area to await sale, or in the order staging racks area to await shipment. Several customers of Logan have adopted this method for making up orders and have been pleased with the results.

David Martin, sales manager, comments, "Being relatively small and independent, you have to be innovative to keep pace with large, vertically integrated competitors. "

With a field sales staff of seven territory managers, and an office support staff of three inside salesmen and four product managers, Logan Lumber Co. is keeping pace with changing market conditions in the rapid-growth Sunbelt market.

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Payless CashwaYs, Inc. will open 18 new stores in '84 including units in Longview and College Station, Tx., both new marlcets, plus two in Houston and one in Dallas...,Iuban-Watson Lumber Co. has opened a new 40,000 sq. ft. store in Baton Rouge, La., the largest True Value hardware store in the state...

Sutherland Lumber Co. will build a $2.5 million store in Burlington, Ky...PixleY Lumber Co. Claremont, Ok., is celebrating its 20th anniversary...Fones Bros. Hardware. Little Rock, Ar., has been acquired by George Pitts, Jr.. North Little Rock, for an undisclosed amount...

Southside Hardwctre and Garden Center, High Point, N.C., has been named Pro Dealer of the Year by Pleasants Hardware, WinstonSalem, N.C....Hechinger Plans to add seven stores this year, all with a modified warehouse format... 84 Lumber has opened two additional stores in Houston, Tx...

Pay 'N Pak is remodeling its stores in Tulsa, Ok., adding lumber and building materials with warehouse type racks...Lowe's which acquired four shuttered Homecrafters Centers in Nashville, Tn., for an undisclosed amount, is closing its Nashville unit and moving across the street to a Homecrafters building; Mo. is Lowe's next target for exPansion with a 25,000 sq. ft. store in the planning...

Home Centers of Americo has opened its 4th Houston, Tx., store in an 80,000 sq. ft. abandoned Woolco outlet...Semmes Hardwere Co., Savannah, Ga. has closed with B rown- Rogers- Dixson Co., Winston-Salem, N.C., acquiring its inventorY...

U.S. G1'psum Co. is expanding its Kinkead Div.'s shower door plant in Union City, Tn., by 3090 ...Engineered Contponents, Inc., a Houston, Tx., subsidiary of The Ceco Corp., has acquired American Building Products, Tualatin, Or., for an unnamed cash sum... Mitchell Building Systems, Columbus, Ms., a div. of Ceco, is completing a M20,000 complex in Jamaica...

Southwest Shelving Co., Arlington, Tx., has added a Bernice, La., plant...Genstar Building Materiqls Co. has reopened its Peachtree City, Ga., roofing plant...Lone Star Induslries Inc., is selling its ready-mix concrete and aggregates operations in No. Tx. to Pioneer Concrete of Texas Inc.

Corcoran Partners Ltd. has purchased SK Hqnd Tool Corp., a div. of Dresser Industries Inc., Dallas, Tx...Universal-Rundle Corp. is closing its New Castle, Pa., plant, shifting production to Monroe, Ga., and Hondo, Tx., plants...Sclrlage Lock Co., was a supplier for 30 Nautilus Award winning projects including the project of the year award winner in Longboat Key, F1...

G lobal Software, Inc., Raleigh, N.C., has been acquired by Ultimac Components, 1nc., business systems for the building material /home center industrv...

Bruce Hardwood Floors is celebrating its l00th anniversary... GAF Corp. will close three of its 15 roofing materials plants...

Cameron Wholesale, Waco, Tx., has been named a top dollar volume distributor by Webb

Manu"facturing Co....Booker & Co. Inc., operating in Fl. and Ga., received the Southeast regional Wholesaler of the Year award from the Nationul Buildins Materials Distributors Association...KeroSun kerosene heater distributor has filed for bankruptcy under the protection of Chapter 11...

(Jniversal Forest Producls' divisional organization has been revised with the Atlantic Div. including Salisbury, N.C., Guinn, Al., and Union City, Ga.; the Southeast Dv., Moultrie, Ga., and Auburndale, Fl., yards; Southwest Dv., sales and mfg. in Grandview, Tx; all facilities are now designated as Universal Forest Products of the name of the state in which it is located...

Westwood Lurnber Ltd., Inc. has opened a Southern div. in Peachtree City, Ga... P.W. Pluml-v Lumber Ccrp., Winchester, Ya., Jack G. Thigpen Lumber Co., Chattahoochee, R., Bell' grade Lumber Co., Memphis, Tn.. and Di-rie International Trade Corp., DeQueen, Ar., are new members of the Nstional Lumber Exporters Associat ion...

OId Dominion Wood Preservers has opened a new treating and dryrng facility in Suffolk, Va., replacing the Portsmouth operation which closed in Nov. after l8 years...Eppercon Lumber Sa/es, /nc. has moved corporate offices to new quarters in Statesville, N.C ....7.8.S. Manufacturing is a new firm formed in Winnfield, [.a., by Jimmy Price and Kiah Beville...

Housing Starts in Dec. (atest figs. available) held strong in the South where more than 50Vo of the nation's houses are being built ...nationwide starts fell back 5Vo to a seasonally adjusted annual 1,667,000 units from Nov...new home starts for all of 1983 were uP 6090, exceeding 1.7 million units for the lst time since l%9...the National Association of Home Builders predicts 1.7 million units in l9M with Tx., Fl. and Ca. accounting for 35.490 of all housing starts in 'M...Ga., Ok., N.C. and Va, are expected t0 among the too 10.

TO PROVIDE THE STRUCTURAL PANELS BEST SUITED FOR YOUR TRADING AREA.

An evolution is taking place in the structural panel business: Many of your customers are beginning to use reconstituted wood structural panels instead of plywood for roof sheathing, wall sheathing and scores of utility applications.As a prime supplier of building products, we provide the structural panels that make the most sense in your market.

Since no single product is best for all areas, Champion distributes different structural panels in different markets.

Introducing Weldbord@, an oriented strand board (OSB) structural panel, made in your area.

Weldbord is solid throughout with no knotholes, patches, core gaps or voids. It's bonded with waterproof phenolic resins. And it costs less than plywood, offering substantial savings to your customers.

And Champion is offering a complete merchandising program to help you introduce Weldbord to your customers.

See your Champion representative todayand see how you can profit from handling Weldbord-the s_tructural panel best suited for your trading area. Wre committed toyou. WeTe Champion.

FEBRUARY

fbrftlr Lombcr & Buildhg illcrbl Dakrs Alsoddor - Fcb' 9, "Good ldea Seminar" 9lm.-4p.m., association hcadquarters, Orlando, Fl.

Misisippi Lumber & Boildhg Melcrhl Dcehrs Ascocir'ior ' Feb.- 9'11, 58th annual convention and building products show, Royal D'Iberville, Biloxi' Ms.

Ceroline Lumbcr & BuiHhg Mrtclhl Dcdcrs Ascodelior ' Feb. $11, building products show, Charlotte Civic Centcr & Radisson Plaza Hotel, Chadotte, N-C.

Americen Herdwere Menufrcturcn AssocietionFeb. ll14, Winter Hardware & Home Center Show' I:s Vegas Convention Center, Las Vegas, Nv.

Okhhoma Lumbctmcn's Associetlon - Fcb. l'1, advertising & sales promotion s€minar, Carl Dll, Lincoln Plaza Forum' Oklahoma City; Feb. lli, Camelot Hotel, Tulsa.

Netional Roofing Contrrctols AssocietionFeb' l&17' 9th annual convention & exhibit, Georgia World Congrcss Center, Atlanta, Ga.

Lumbermen's Association of TexrsFeb. t6' recruiting' interviewing, selecting the right employee seminar, Austin' Tx'

Kentucky lrrmber & BuiHiry Mrlcdd Dalcrs Ascodrfoo' Feb. l?-2, one week combo, Maui & Waikih' Hi.

Georgia Chapter, Netionel Associetion of RemodelersFeb' 2d25, second annual Southeastern remodeling show, The Waverly, Atlanta, Ga.

Builder Marts of Americr. lnc.Feb. 2t-Mer' l. l3th annual Independent's Days produos & management services expo, Atlanta Hilton Hotel, Atlanta, Ga.

Otlehoma Lumbctmm's Associedon - FGb. 2!f, improving consumer selling skills seminar, Jim Pence, Howard Johnrcns North, Oklahoma City; Msch I' Camelot Hotel, Tulsa'

MARCH

Wood Hcadry Allhncc Intcmetiond llrdc Sior & ScnirlrItlerth 3-6, Commonwealth Conventbn Centc, Louisvillg Ky' Tenncssce & Xatodry Lunbcr & N@ Melcril Dalas Ag societions-ilrrtt Gt, stimating clinic' Executive lnn, Paducah, KY.

Internrtionel lhrdwood Products Asodilion - I|erth Gl0' 28th annual international convention and Global Woods '84, The Newporter Inn, Neuport Bcach, Ca.

Southcn Hrrdwood TnIfic Asocirdonllrrcb 7{' 53rd annual meeting, The Peabody Hotd, Memphis, Tn' Nrdonel Home Gnter ShorItfuth ll-lf' McCormick Place, Chicago, Il.

Oklrhome Lumbetucn's Assod.tlotr - lfuti lllli, matcrid estimating workshop, Bill Stewart, Lincoln Plaza Forum' Oklahoma City.

Netionrl Lumber & BuiHing Metcrid Dcelcrs AsodrdorMerch 1315, Conference With Congres, Wadrington,D'C' Southern llrrdrood Lumbcr lludrctunr Arodrfi'olMerth 21-23, annual meeting, Royd Sonesta Hotcl, N€w Orleans, La.

Viryinir B.trd"S llrt rld Asoddon'Mrrcn an2t, annual 6nvention, Williansburg Hospitality Housc,Wilfiamsburg, Va

Nationd Herdwood Lumber Ascoddonzmuc Uffity Dept. of Forestry & Natural Resourcc'March 2630, hardwo-od manufacturing & marketing seminar' NHLA facilities'

Home Center Merchant

BILL FISHMAN

Bill Fishman & Atfiliates

'1 1650 lberia Place San Diego, Ca.92128

I nECeNfly read where 66-year-old r Sol Price, founder and chairman of the skyrocketing Price Club, was conspicuously absent from the annual stockholder's meeting. He explained away his absence by saying, ..I'm trying to let the people who do the work get the credit." Good for you, Price. There's a lesson there for all of us. I learned mine the hard way.

As a consultant, I had as one of mv earlier retailing clients a large chain oi building material centers headquartered in the North Central United States. I was on monthly retainer to this client for more than five years, transforming the chain,s merchandising and operational procedures from a contractor operation to a retail store. Although there were the typical (and valuable) differences ofopi-

nion at the executive, management and firing line levels, I maintained the respect and cooperation of all involved. Everyone looked forward to my bimonthly visits and the followup reports.

Then, inadvertently, Jack, the company president and c.e.o., shot my legs out from under me. In his effort to give me credit and praise, he issued storewide memos referring to "Fishman's concepts" and "Fishman's programs." you can guess the rest of the scenerio. The concepts and programs were not all mine. Many were redeveloped and repackaged concepts and programs that came from the company's own staff.

So it ended. The communication and the cooperation from the field, the merchandise office and the management team dried up. Who can blame them? Nobody wants to labor five or six davs a week all year long and have the cridit showered upon some guy from over 2,000

miles away who shows up for only two or three days every other month.

Today, I'm very careful not to take title to programs that I bring with me and leave behind. I'll take the continuity of the retainer. As Sol Price said, ,,Let the people who do the work take the credit."

You might want to check your operation and see if you, or your management team, aren't blocking some of the limelight-it could cast a devastatine shadow!

ldentifying Delivery Costs

"Management Surveys the Black Hole of Delivery, " divided into three separate dollar volume manuals, under $2 million, $2-5 million and over $5 million, is available for $45 from The National Lumber and Building Material Dealers Association, 40 Ivy St. S.E., Washington, D.C. 20003.

COMPETITIVE PRICING

Weyerhaeuser prices are always competitive. You can count on it. You can also count on consistent quality of products at the best value in the industry. Day in and day out.

RELIABLE DELIVERY

When Weyerhaeuser people give you their word, you can rely on it. Allorders will be shipped when promisedon time. No excuses. lf a problem does occuf we will go the extra mile to satisfy our customer.

CONSISTENT QUALITY

Weyerhaeuser-produced products are measured against rigid quality control standards. We will not cut corners. You can rely on Weyerhaeuser products to meet your performance expectations. Products purchased for resale by Weyerhaeuser will meet

O Copyright 1983 Weyerhaeuser Company

WEYERHAEUSER CUSTOMER SERVICE CENTERS:

ALABAMA

Birmingham:(205)663-1870

Tuscumbia:(205)381-3550

ARKANSAS

Atlanta: (404) 355-5971

KENTUCKY

Louisville:(502)368-3331

LOUISIANA

Little Rock: (501) 490-0465

FLORIDA

Miami: (305) 592-0633

Orlando: (305) 295-7431

Tampa: (813)247-6671

GEORGIA

Ashburn: (912) 567-3416

the same demanding requirements. lf it comes fromWeyerhaeuser, you can counton its quality.

DEPENDABLE SERVICE

Weyerhaeuser Customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating thei r needs and staying ahead with new products and new ideas. And our Trading Centers are primed to give you prompt service on all direct millneeds.

PEOPLE WHO CARE

You will always get a quick response, accu rate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred su p pl ie r, You r respect is Weyerhaeuse r's top priority. We will never take it for granted.

OKLAHOMA

Oklahoma City: (405) 670-2811

TENNESSEE

Memphis: (901) 363-5693

Nsu Orleans: (504) 733-6800

Shrweport: (318) 631-3190

NORTH CAROLINA

Asheville: (704) 684-6484

Charlotte : (7 04) 37 5 - 5547

Greensboro: (91 9) 668-0961

TEXAS

Dallas: (214) 245-3511

Houston: (713) 462-9991

San Antonio: (512) 661-8415

Sweetwater: (91 5) 235-4331

VlRGINIA

Richmond: (804) 222-7373

V9eyerhaeuser

How you can save on delivery

Answen to the Delivery Pmctis

Questionnoire ore mncluded by tmnsport expert Lynch in thb isue. Quations 1-7 hove fuen answerd in prcvious isues-ed.

(t.) Did you, or anyone in your company, shop "delivery" at your competitors last year?

Everyone shops competition through the newspapers, over the radio or on telwision. Many walk through comp€titor showrooms, but almost everyone says "No" to this question.

Even the smallest lumber yards have about 10,000 SKU's that are priced and other larger dealers will

a,

have as many as 20,0m SKU's priced. There is no pricing structure change to any one product item that can begin to come close to effecting profit as much as a delivery policy sfucture change can make.

If your competiton are charging for "small deliveries" and you don't know it and don't do it also, you ar€ missing a golden profit opportunity. If you make 100 deliveries a month and 4O9o are small (under $30) and youcan recover$25 a day fordelivery, that is $6,375 per year from a five day week for 52 weeks. Ask yourself, how much do I have to sell to make $6,375 in pre-til( profit?

(9) h you know, or have records, to show where you made deliveries to your best customers, and in what amount?

Seldom does anyone answer this question with anything but a "No." Everyone knows who their big ctrstomers are, but how big and how much it costs to serve them is unknown.

Most of us wi[ agree that some customers take ddivery of a whole house in three or four deliveries, and other customers require 40 ddiveries for the same house. Some cltstomers are within a few miles of the @mpany and others arc many miles away. ln total, about Nlo of your "ddivery customers" will buy 8090 of your de livered sales.

Ifuowing where and how much is critical decision making information in the management of profitabh de livered sales. If not managed, the cost of delivery to anyone of the "top Z)" ould devastate profits.

(10) Does your company have a pub lished delivery policy that yor employees follow to insure that your customers are servioed in an effective and understood mcrhod?

No, no, no! What good would a policy do when we've got to malce the ddivery, policy, or no policy? This prwalent ansver is the reason why the indu*ry is plagued with under utilizd equipment and overtime. A lack of defined ddivery param€ters generates "reactionitis" aad high 6pst.

Simply $atod, a delivery policy tells your custom€rs how long after they place an order they can €xpoct to receive it. It tdls your people how long they have to €nter, pro6s and $age, preload and deliver the order. Your customer can plan and your p€ople can plan.

(214)

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d. lt'a b-n ennl.d. u.s. pald.

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fha rsrt L gdlhg rdrld, Archts lacla, co.t.aclora and bulldlng owiln a.a Inala0nt |'@ aM mqa on O.Icon lLa iata.danl lfaatad f,@d:

||.. b.he Fffi.d lo tcot * ffi tlr*0.g...L h ddill ftr*dml, brfifn ai, cotit9c ffiqrDhnh. Laady a0 oLa dado9md tlF mffilvdmmthgProil] llooa lo daalonara, .Paclllar!, ownara and otha. Pu.challng Inlluancl.

Slocthe Atco,r FtT Fcd ir-m: .lqaD ol fa ld ri6n pg. up, ald.it 9.caLG a.r.l tatt lo F L-lh- dlh dtc ddrd tF- oa lit rooa. !t .letlne . qc.lnt .g.cLl|t prcduct, to can bllaa xrta .rlallne ccalom[ and alt.acl d6. Ftfrodaod nadr- | al5 bdEht-.

tDoto Yroun

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Dr&o,r ,ka d-r,.d lDfrd Foa haa h.nt appllcallona: lruo, dra, bc, puha 1.5, iat lig, rhadil||' id dl' nadra.- pddad pl€a rhan nr |*- .@ ta daalnDa.

Fo. a llat ot sgglhrt |lcaoad b prodsca thlr producl, rrlta lo Kop p.[ Conp.nt, Inc., leoo Kop9.n Eulldlng, Pltt.b!,9h, PA l5ae.

It does not diminate spocial handling or exoepions, it jus makcs the "yard job" 35 inches of routine and I inch of spocial handling. Shouldn't you measrre up?

As many will have perceived, the tlryical answer to the l0 questions in the Delivery Practices Questionnaire was "No." The thre participants in the NLBMDA study had "No" answers for all the questions. They were alike in other ways as wdl. They eactr were: family owned corporations; buying group members; oonsum€rcontractor oriented; NLBMDA members; consistently profitable.

The results of the study among the

three companies, ainong other things, identified savings per company that averaged over $90,000 ayear. Each of the yards were in a different volume classification. One has total sales under $2,000,000 annually, a second has sales between $2,000,000 and $5,000,000 annually and the third operation has sales of over $5,000,000 annually.

If you answered mostly "No," fall into one of the volume classifications and are like the participants in the frve listed ways, chances are very good that a copy of the manual Management Surveys the Blqck Hole of Delivery tw.:dl be of substantive help to your profits. It is published by the NLBMDA and available through them, or the

The issue is not whether to buy or not to buy the manual, but whether or not the delivery practices of your company identify it as one which could substantially benefit from improved delivery management and performance. Even if the NLBMDA studies are only half applicable to your operation, $45,000 to $50,000 in net profit a year should generate introspection from even the proudest operation.

TELEPHONES

(Continued from page 9) video and telephone programs," Giovingo said.

Due to the ever-increasing demand for d-i-y parts in these two product categories, manufacturers are constantly turning out new items and updating their lines. Backed by a supplier who can offer product availability and a merchandising system that helps consumers understand telephone and video installation, building supply and d-i-y retail outlets can tap these fast-growing markets for attractive sales and profits.

One manufacturer that has aggressively responded to these challenges is GC Electronics, Rockford, Il., a division of Household International.

They offer a complete line of plugs, jacks, adaptors, cords and wire for basic telephone projects. Their line also includes special accessories to increase the options available to the consumer.

GC's video accessories line includes over 100 items for do-it-yourself installation and maintenance: switches, plugs, cables, separators, kits, etc. With all these products available

for a professionalquality job, the doit-yourselfer wants to know exactly which products are needed and just how to proceed. To answer that need, GC has compiled literature for telephone and video do-it-yourself projects. Used in conjunction with merchandising display programs, this provides instant help to all the do-it-yourselfers.

Retailers who decide to take a crack at this new electronic market will find ready customers and suppliers prepared to back them up with extensive merchandise and ways to make purchases easy for both the buyer and seller.

TELEPH0NE accessories are ringing up sales for home center retailers as d-i-vers discover how easy it is t0 install equipment.

Building Products Digestts

Circrrlation Poliry

Building Products Digest is sent free every month to retailers, wholesalers, distributors and jobbers of wood products and building supplies in the 13 Southern states. This includes home centers, home improvement centers, mass merchandisers, traditionallumber dealers; the wholesalers and distributors who back them up; and 100 of the biggest mills in the South. the mag azine circulates in Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama,Florida, Georgia, South Carolina, North Carolina, Virginia, Kentucky and Tennessee.

If you do notqualify, and would like to receive the rnagazine, we cordially invite you to use the coupon below to receive Building Products Digest, the South's highly acclaimed industry information and news magazine.

If youdo{ualif)', and are not presently receiving Building Products Digest, please let us know.

IIIIIITIIITII

Yes, I want to keep up with all the news in the dynamic Southern market.

1 Year: $20

2 Years: $36 !

3 Years: $50

ARKANSASa OKLAHOMA

BOB JOHN enecudve vfce presid€nt

fUnne are a number of pieces of leg- I islation addressing consumer bankruptcy reform pending in Congress. All of these separate bills have at least one common denominator, the universal recognition that reform to the current bankruptcy system is needed.

Personal bankruptcies have risen dramatically in Arkansas and Oklahoma since the 1978 Bankruptcy Law became effective. In the past three years bankruptcies continued to run at a nationwide annual rate of about 450,m0 or 20090 of the rate for the 12 years prior to enactment of the 1978 law. Even considering th€ depth and length of the recent recession, economic conditions cannot justify this bankruptcy rate nor account for the record number of debtors who have been counseled to discharge all of their debt in a "straight" Chapter 7 bankruptcy as opposed to completing repayment through a court supervised Chapter 13 program.

Two bills, S. ,145 and HR 1800, have the best chance for Congressional approval during the 1984 session.

Kansas Senator Dole introduced S. 4'y''5, the "Omnibus Bankruptcy Improvements Act of 1983." Title I of the bill

contains numerous consumer bankruptcy amendments which were approved by the Senate Judiciary Committee last year. The most important amendment during Senate Committee considerations was the adoption of the "substantial abuse" provision supported by Oklahoma Congressman Mike Synar in the House. This provision replaced the "threshold test" or future income test which limits eligibility for Chapter 7 liquidation for debtors. Under this test, if the debtor can pay a reasonable portion of his non-mortgage debts out of discretionary income (available after deducting family living expenses), the debtor would have to proceed under Chapter 13 to obtain bankruptcy relief or forego protections of the bankruptcy courts.

In the House, a coalition of creditors and retailers is supporting the efforts of Synar who introduced HR 1800 last year. The bill essentially represents a compromise between comprehensive bankruptcy legislation (HR 4786) which had garnered over 270 co-sponsors last year and a bill backed by House Democratic leadership and sponsored by Judiciary Chairman Peter Rodino (HR ll47) which contains little consumer bankruptcy reform.

The House Judiciary Committee has already approved its version of the bank-

ruptcy judge system legislation and is awaiting a rule for floor consideration. Synar is currently seeking additional cosponsors for his bill, HR 1800, and is seeking a rule from the House Rules Committee to allow consideration of consumer bankruptcy amendments. Synar has 148 co-sponsors at the present time.

In October 1983, Congressional supporters of HR 1800 who serve on the Rules Committee met with Speaker O'Neil. The Speaker said, surprisingly, that he backed both the judges and consumer bankruptcy bills, but that both bills were 1984, not 1983, issues. Significantly, on March 31, 1984, interim bankruptcy rules expire. These rules are currently governing all federal bankruptcy proceedings in light of the recent Supreme Court unconstitutionality ruling on the 1978 Bankruptcy Reform Act. O'Neil referred to this deadline date when he stated that, "We (Congress) have three months to do this thing." In other words, Congress has three months in 1984 to approve a bankruptcy judges reform bill and presumably include consumer bankruptcy reform in the effort.

Meanwhile, House Republicans have initiated their own bankruptcy effort. On November 2, 1983, Congressman Kindness introduced a discharge petition for the judges bill from the Judiciary Committee including provisions which would allow the consumer bankruptcy bill, HR 1800, to be considered on the floor ofthe House. This petition currently has a few signatories (218 are required), but petition sponsors are confident that even the threat of a petition will stir Judiciary Committee leadership into action on the bills.

ruptcy clerk's office to acknowledge receipt of the claim. We say that because the vast majority of bankruptcy judges hold that the filing of a proof of claim within that 90 day period is jurisdictional and you have no rights as a creditor unless the claim is filed.

ef,ecuUYe vlce preddent

N AUGUST I, 1983, new rules were adopted by the United States Supreme Court for the bankruptcy courts. Two of the rules have a substantial effect on creditors. Prior to the new rules, credi tors had six months from the date of the first meeting of creditors within which to file their claims with the clerk of the bankruptcy court. The new rules now reduce that period to 90 days. It is important thatyou keep that period inmind because in bankruptcy, there can be no distribution in a liquidation case to unsecured creditors, even though there may be assets, unless the creditor files a claim. We have always recommended that creditors file claims even in no asset cases.

There is no cost in filing the claim and there is always a possibility of assets showing up. Today, the majority of bankruptcy courts will, when they send the notice of the first meeting of creditors, include a sentence that generally states that the case is a no asset case and it is not necessary for creditors to file claims. The notice goes on and says that if assets appear, then the creditors will be notified to file claims. This comes about because the people in most bankruptcy clerk's offices are government employees. These are very busy offices with employees who would like to avoid as much work as possible.

Our recommendation is that you ignore that statement and file a claim anyway, and when you do, ask the bank-

The other matter under the new rule which will affect creditors is the period of time within which objections must be filed to the discharge of the bankrupt. That period is now 60 days from the date of the first meeting of creditors.

If you receive a notice of bankruptcy and you feel that your debt may be nondischargeable, contact your lawyer immediately to determine whether or not an objection should be filed and then get the objection on file. The reasons for a debt being nondischargeable are technical and you will need legal advice. Objections include such things as obtaining credit through the use of a materially false financial statement or the debt being incurred through fraud and similar reasons. The bankruptcy court is the only court which has the jurisdiction and authority to pass on the question.

OI{IAHOMA t NOTES

GAYLON STACY execullve

vlce precldent

lnstallation ceremonies for new officers Iand directors were conducted in Tulsa during the first board of director's meeting of the new fiscal year.

Installed as president was Glen Haney, Phillips-Haney Lumber Co., Coalgate; Jim McKellar, Jr., M & M Lumber Co., Tulsa, vice president; Ray Bynum, Roach Lumber Co., Oklahoma City, treasurer.

H.D. Benson, Benson Lumber Co.,

Pawhuska, was installed as a new director in District 2i O. K. Cunningham, Hudson-Houston Lumber Co., Ardmore, District 3; Cdvin Browning, Elk Supply Co., Clinton, District 4; Pete Currie, Flintco, Inc., Edmond, District 5; Randy Smith, Mid-America Lumber Co., Lawton, District 6. Jim Clark, Quikrete of Oklahoma, Oklahoma City, and James Newman, Lumbermen's Millwork and Supply, Ardmore, were installed as new associate directors.

The Oklahoma Lumbermen's Self-Insured Group for workers compensation

LOUISIANA OUTLOOK

JAMES L. DUKE execudve

vtce preoldent

Bu""'il":::J","f;'i-T$l#:fr

but spotty conditions are common. Most members are experiencing much better sales than last year. Housing starts

reached 1.7 million units in'83, 6090 ahead of 1982. We still maintain there will be a decline in interest rates in early '&4.

Market prices for lumber are strong and rising. Plywood will no doubt follow along. A large increase in gypsum board went into effect Jan. l. You can't sell out of an empty wagon, but inventory control

insurance is now a reality with approval given by the Worken Compensation Court of Oklahoma. Any OLA member retail or wholesale flrm is now eligible to apply for participation.

An education and training specialist has been added to the professional staff of the association, Arlene O'Mdley, director of education and training. Memben of the Retail Lumbcr and Building Materials Dealers Legislative Action Committee, a combined effort with the Mid-America Lumbermens Ass(riation, in preparation for the next session of the Oklahoma Legislature have r€taind James E. Walker, an Oklahoma City attorney, as a lobbyist. He will make periodic reports which will be distributed to all retail lumber and building materials dealers in our state.

Coley Ghomrawi of the OLA staff has become member scrvices director. An employment referral systern for membets is one of the new services being initiated.

KENTUCKY REPORT

erecudve vlce preeldent

by Don A Crmpb€ll

fUe Kentucky Housing Corporation

! recently agreed to sell $20 million worth of housing bonds. They will provide 30 year home loans at 10.62590 interest to about 500 families. The funds were to be available to lenders sometime in Januarv.

Forty one mortgage companies, banks and savings & loans have said they can take more than $90 million worth of this kind of loan but federal limits on housing revenue bonds would not allow more than the amount agreed upon. The borrowers can have household incomes of up to $25,000 and their homes can cost up to

becomes more important in a rising market situation. Watch your sales price and stay with the market. Many have sold too low and not known it until time to buy came aroundan excellent way to go broke.

One item of good news regarding interest rates. HUD announced that effective Dec. I it no longer sets maximum interest rate ceilings on FHA insured home loans. This change allows lenders, builder and buyer to negotiate interest rate and discount points. Many builders refused to build under FHA because they were required to pay discount poinr. The changes will no doubt make life easier for all concerned and make the FHA program much more attractive.

$46,m. In eastern Kentucky this amount can increase to $52,ffi.

Home mortgage rates have remained stable in the past month and most p€ople think that it is likely to continue that way for a while. Last weck the interest rate on standard home loans was 13.49c. Before November mortgage rates generally had declined from the summer peak. Many economists feel that federal budget deficits will force the Fed to tilt toward restraint, but many of these so called hotshot economists contend that other factors, lower inflation and slower economic growth, will offsct concern over hefty federal deficits. At present, the averaSe term of mortgages closed in November remains unchanged at 26 years with loans averaging 76.1s/o of the purchase price.

Loulclana Bulldlng Materlal Dealers Aceoclallon P.O. 8d l5ta7, B.tmBqrp, |.. 7(B9t (5Oa) 9,l7.€l7

Kentucky Lumber and Butldlng Materlal Dealers ASsoClaflon P.O. Bor665, bbuon. Ky. llxrsit lfiA6/n'a61

PERS NALS

Cecil Noleshas joined LoneStar Plywood & Door Corp., Austin, Tx., as gen. mgr. and James D. Hays has joined the Ddlas branch as assistant gen. mgr., according to Ben lY. Dean, president.

Nels E. Hallstrom Sr. has retired from East Coast Lumber and Supply Co., Fort Pierce, Fl., after 58 years with the company, the last 27 as v.p. and gen. mgr.

Richard England, board chairman, Hechinger Co., Landover, Md., and Bernatd Marrcus, board chairman, The Home Depot, Atlanta, Ga., have been selected to be inducted into the Home Center Hall of Fame at the National Home Center Show, March ll-14, Chicago, Il.

Dave Campbell is the new branch mgr. for Rounds and Porter Co., Oklahoma City, Ok.

Maurice Easter, pres. and gen. mgr., C.M. Mayes Lumber Companies, Sulphur, Ok., has been designated Boss of the Year by the Sulphur Business and Professional Women's Club.

Henry Bockus III, Gordon White Lumber Co., Lindsay, Ok., is chairman of the 1984 Oklahoma Lumbermen's Association convention.

V.F. "Nick" Nichols and his wife, Seminole Discount Lumber, Seminole,Ok., celebrated thet 5oth wedding anniversary recently.

Paul Bradshsw, owner and operator of Bradshaw Lumber Co., the oldest business in Noble, Ok., has retired after 38 years.

Michael D. Coody is now corporate relations associate at Manville Forest Products Corp., Monroe, La.

Richard Ravenstein is now regional mgr. for Utikem Products in No. Fl.; Gene Henning is now So. Fl. regional sales and service mgr.; Robcrt Coones is new as Fl. sales territory mgr.

Roy T. Hoke, Hoke Lumber Co., Stiiiwater, Ok., celebrated his 88th birthday with the grand re-opening of new buildings.

Paul Plxley, Pixley Lumber Co., Claremore; John Garfett, Economy Lumber& Supply, Miami, andDave Bond, Cedar Creek Wholesale Inc., Tulsa, are working to reactivate the Tirlsa, Ok., Hoo-Hoo Club.

KenGresham is managinga Southern div. of Westwood Lumber Ltd., Inc., in Peachtree City, Ga.

William Bartholomew, Osmose Wood Preserving; Bill Cox, Jr., Cox Wood Preserving; Gerald Cook, Cook Industries; C.S. "Cliff" Jones, Brunswick Pulp & Paper; Ken Porter, GeorgiaPacific Corp; Jim Respess, The Langdale Co.; Jack Smith, Hoover Treated Wood Products, and Paul Thiel, MidLand Timber Products, are newly elected governors of the American Wood Preservers Bureau, Russel A. Wood is now v.p,, market planning and development, Homelite Division of Textron Inc., Charlotte, N.C., according to Vaughn E. West, pres. Donald R. Hughes is the new v.p. of sales for the Genstar Building Materials Co. roofing plant in Peachtree City, Ga. Dan Pofelski has transferred from Portland, Or., as plant mgr. Jim Severance is now cost control director at Scotty's, Winter Haven, Fl.; Glenn Murphy, export sales assistant mgr.; Richard Arthur, asst. mgr., Fort Meyers; Jeff Cook, asst. mgr., Tampai Joe Deal, asst. mgr., St. Petersburg; Perry Hopper, asst. mgr., Orange Park; Bill Hilaman, asst. mgr., Ocala; Dan Melvin, asst. mgr., Jacksonville; Bill Davis, asst.mgr., Stuart; Roger Locke, asst. ffigr., Naples; John Kahne, asst. mgr.,Lauderhill; Bob Kajfasz, asst. mgr., Key West; Waynd Kaye, asst. mgr., Margate; Steve Nelson, asst. mgr., Hypoluxo; Rob TVedt, asst. mgr., Vero Beach; Joe Walker, asst. mgr., Greenacres; Davld Lloret, mgr., Hollywood; Dick Fleming, hgr., Temple Terrace; Richard Alvercz, mgr., Bayonet Point; Dennls Colodiy, mgr., Tampa; Richard Golden, mgr., St. Petersburg; Jeffrey Johnson, hgr., Orlando; Ed Moorc, mgr. Pompano Beach; Daniel Yarosh, mgr., Port Orange.

Ben Drle is now gen. sales mgr. at Cox Wood Preserving Co., Orangeburg, S.C. Richad Thorae is handling marketing of new products, advertising and international sales.

Steve Boone is now with the Culbertson Forest Products, Inc., Dallas, Tk.

Randy Carr is the new field service staff rep. for Western Wood Products Association in North Tk., Ok. and Ar., based in Dallas.

Jeffrey A. Smith is now mgr. of the Babcock Building Supply Home Center in Vero Beach, Fl.

Don Clark is now v.p., Lewisburg Div., and Jerry Smith, gen. mgr,, LaVergne Div., for Heil-Quaker Corp., Nashville, Tn., according to Charles Findley, pres.

Dick Fitzgerald and Tom Rogers are new national sales mgrs. for Dexter Lock, Auburn, Al., working out of Atlanta,. Ga., according to David Brunelle,v.p. of sales and marketing.

Glenn Rawlinson has been promoted to mgr. of Powell Lumber Co. of Charlotte, Charlotte, N.C.; Bob Tatum moves up to be asst. mgr. of the Charlotte operation, according to William S. Mercer, v.p. and gen. mgr. of Powell Lumber Co.. which is headquartered in Lake Charles, La.

Thomas Weir, LeeRoy Jordan Redwood Lumber Co., is recovering from injuries suffered when he was struck by a car after stopping his car following a blowout. Well wishers can send cards c/o the firm's Austin, T*., facility at 3300 E. Gonzales, zip code 78702.

Michael B. Glenn has been named v.p. of Universal Forest Products' Southwest div. including facilities at Grandview, TX., according to William G. Currie, pres. Promoted to mgrs. of operations are Prcston Jordan, Auburndale, Fl.; Tom Conrady, Salisbury, N.C.; Rod Iott, Union City, Ga.

James C. Nichols has been named gen. mgr. of the Columbia Forest Products, Inc. subsidiary, Columbia Carolina Corp., Old Fort, N.C., according to A.J. Honzel, pres., at the Portland, Or., Hq.

Bill Muller is the new district sales mgr. for Red Devil, Inc., in Ga., S.C. and eastern Tn.

Jim Owens has been named quality control mgr. of DG Shelter Products' Moulding and Millwork Division, responsible for production in Marion, Va., and Harrisburg, Or., according to Lsry Davis, pres.

(Xay Howell, Howell Plywood Corp., f,)othan, Al.; Dibba John and Helen Livingston, Hasty Plywood Co., Maxton, N.C.; Patricia Clarke, Vienna, Va.; Dodie Wood, Mclean, Va.; Sylvia McDonald, Reston, Va., recently returned from a Hardwood Plywood Manufacturers Association study tour in South Africa.

Harty Joslin has been named director of the W.R. Grace central home center region including Handy City, Handy Dan and House Works; Edward H. Tirtin, executive v.p., retail goup,is now on the board of theDlYResearch Institute.

Steve Matlock is now with the plumbing div. of Hitachi, headquartered in Matthews, N.C.

Steve Adoring is the new materials handling chief at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

NEW PR DUCTS and selected soles oids

Disappearing Fence

McKenzie Trading Co., Inc. has introduced a North Shore fence kit containing a complete 8' x 6' section of precut cedar fence with nails and brackets in a 3" x 16" x 96" box.

The fence is said to assemble in l0 minutes and have twice the vertical strength of regular two rail fences.

The product utilizes a free float design that reportedly eliminates expansion, shrinkage, cupping and warping problems.

This kit allows the retailer to sell the posts and cement separately. A preassembled matching gate with hinges and catch also is available.

Displays, brochures and ad art are provided.

Squeegee Clean

A newsqueegee from Rubbermaid Inc. can clean windows, mirrors, shower walls and doors.

The 10" blade fits standard sectioned windows with the handle designed to hang from a shower rod or nozzle when not in use.

It comes in chocolate, white and yellow.

FREE READER SERVICE

For more information on New Products write Buflding Producb Dgest. 45OO Campus Dr., Suite 480. Newport Beach. Ca. 926ffi.

Please mention issue date and page number so we can process your request fasrer! Many thank!

Sale at Home

S & D Industries has a newly patented lock for sliding glass patio doors.

The loop action of the lock reportedly prevents any lift out of the door. Installed above or below the edsting handle, it fits any standard patio door as either a single or double cylinder lock.

The double cylinder lock can be locked or unlocked from the outside. The lock features a ventilating tab which permits the door to be opened for ventilation while maintaining the same security.

Measuring Light

HD Electric Co. has a new optical Plumb-Light.

The portable unit transfers crosshair markings via a beam of light from floor to ceiling or to any other vertical point. The mark is said to be clearly visible as high as 75 ft. above the floor due to precision gimbals on a tripod mount.

Sew What's New

A custom designed sewing machine cabinet is the latest accessory available from Rutt Custom Kitchens. The unit occupies a24" base cabinet space and rolls out on locking casters.

An elevating mechanism allows the sewing machine to pop-up from its stored position. It can be adjusted to two different working heights, with the top leaf to provide a working surface.

Fingertip roll out storage for sewing implements and spools is provided in the unit, along with shallow shelving for patterns and other materials. The cabinet is available in traditional and contemporary styles.

The Fairest of Them All

A recessed bath cabinet with mirror-on-mirror design and an oak frame in light or medium finish is new from Triangle Home Products.

The lighting unit can be powered by a 6-volt, rechargeable, maintenancefree battery or alternating current. The factory calibrated plumb comes with a carrying case.

The plate background mirrors are bronzed, smoked or crystal clear. The body of the cabinet is molded from high impact polystyrene.

Concrete Changes

Mortar Life, a blend of additives pre-mixed with cement, lime and sand to produce mortar that is delivered trowel ready to the job site, is being introduced in the U.S.

It lasts up to 48 hrs. The suction of the masonry materials triggers the setting action of the mortar.

The product is said to have more plasticity than conventional mortar, no detrimental effects from freezing and the ability to reduce migration of water through walls.

It'sYour Nickel

Com Vu Corp. has introduced the new Nova telephone. Available in either ivory or expresso or a combination with the handset contrasting to the base, it is fully modular with pushbutton dial in the handset.

The instrument is available in three modes, pulse dial, both pulse and electronic tone dialing, or pulse dial with l0

A BEUSABLE ice substitute, Kool-Pac, number memory for automatic dialcomes in a new lunchnbi''size.- froni ing..Featuring last number automatic FiamOeau, it measures 3,h;, x 3Vz;' x 3A" re-dialandamutebutton,theunitmay and freezes overnight. A built-in J-hook tab be used either on the wall or the is useJul lor merchandising. tabletop.

AIDYantages Aduertising system

MATERIAL AVAILABLE

432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easY for you to adaPt to Your own advertising image.

$lsO*i'.

'and you gel 2 sets of alt art work!

GUARANTEED! ll you're not tully satisfied we'll relund your moneY and pay the shipping costs both ways

Bill Fishmon

Door To Door

The Gerkin Co. has added a sealed-glass st1'le storm door.

The Insulator has l': " sealed, tempered glass as a permanent Part of the door. It also features a bottom vent panel and an adjustable double sill sn eep.

Ar ailable in bronze or * hite finish. it comes in 32" or 36" * idths, completell' prehung and cartoned.

Multi-Purpose Cutting Saw

A neu multi-purpose sa* for cutting concrete, metal and other hard material is made bi'Tanaka.

Pouered b1' a 3.8 cu. in. 2-c1cle engine, the unit has a transistorized electronic ignition, an anti-r'ibration s)stem in the handle and floating engine design, a l2 " cutting blade rvith a 4" depth, an adjustable protective blade, double air filter and all positions carburetor.

Safety features include a throttle latch and a safety trigger.

Telephone Art

Decorator wall telephones in the new Spice-of-Life series by Com Vu Corp. are in mushroom, veggies, floral baskets, felines and strawberries styles.

Based on original works of art in limited editions, the product comes with pushbutton dials, out-pulse or rotary mode dials. It may be wall hung or adapted with an easel for tabletop use.

The phones come in full natural color, antiqued gold and white, and wood tones.

used in agricultural structures such as fences, sheds, barns, sill plates, board siding, and other farm and ranch projects. It does not apply to foundation systems (i.e., All-Weather Wood Foundation), fence posts, vineyard stakes, tree supports or water immersion applications. The warranty is available throughout the U.S.

Each piece of warranted lumber is identified by a blue or orange colored label stating the warranty terms to assure the purchaser of a quality product. The program requires no paper work gr record keeping on the part of the distributor or dealer. To obtain lumber replacement under the warranty, consumers must retain the label and proof of purchase.

Yard Cover.up

Form fitting covers from Griffolyn, made of flexible nylon reinforced plastic sheeting, are reusable

protection for all materials stored outdoors.

Stock size rolls and custom shaped covers for inegularly shaped items are available in several grades with lengths of service varying from one to seven years.

Pressure Treated Warranty

Koppers Company, Inc., and many of the licensee producas of Wolmanized pressure treated lumber now are providing a 3O-year warranty for farm and agricultural uses of the product.

This warranty was initiated in 1982 for any consumer purchasing Wolmanized pressure treated lumber and Outdooro wood when the wood is used in conjunction with a residential structure. Strong consumer response to the warranty has prompted Koppers and its licensees to expand the program to include farm and agricultural uses.

Wolmanized lumber is warranted for 30 years against damage by termites or decay that would render the lumber structurally unfit in its appli cation. The warranty covers lumber

for lumber stock and palletized goods.

A black/white reversible color combination reduces condensation and heat-related damage. The covers reportedly provide excellent weather

RusticWood Fiber

Splined lap SuperSide wood fiber siding from MasoniteCorp. is designed for the high moisture areas.lts Vz" thickness withstands weather extremes and is reported to resist buckling and denting.

The product features a positive mechanical mounting spline running the full length of each lap board. The spline automatically supports and aligns each course. The system also conceals nails.

It is available in a smooth surface or an'embossed texture, primed or prefinished.

Timber Products Inspection, Inc.

NATIONAL AI{D INTERNATIONAL INSPECTION AI\ID QUALITY CONTROL SER. VICES FOR ALL WOOD PRODUCTS, AND ALL -SPECIES, INCLUDING GRADEMARKING OF LUMBER UNDER THE ALSC PROGRAM, QUALITY DIARXING OF TREATED LUMBER UNDER THE AWPB PROGRAM, AND QUALTTY CONTROL/. QUALTTY MARKING PROGRAMS FOR FIRE RETARDANT TREATED uggD-l8gqqEs, AND BUI.D|NG LOGS. SERVTCES TNCLUDE TRATNTNG, QUAIJ. TY MONITORTNG, CERT|FICATION, SAI,IPLING, REINSPECTION, SPECTICNTIOX WRITING AND/OR CLARIFTCATION AND CONSULTATION ON LUMBER (TRE/ITED/UNTREATED), TRUSSES, PLYWOOD, POLES, CROSS TIES. FINGER. JOTM, LI\MINATED STOCK, AND BUILDING LOGS.

New Wood Heaters

Shenandoah Manufacturing Co., Inc. has added two new models to its line of wood, coal and catalYtic stoves.

With a brown metallic finish over Vt" plate steel, the stove has two

doors to provide access to the 26" firebox and bottom ash pan. It is designed to heat 1400-1800 sq. ft.

A wood-burning fireplace insert has a double brass door option and features a built-in humidifier. It fits fireplaces 25-36" high and 3248" wide and heats 1000-1800 sq. ft.

Both are available in catalytic models, which reportedly reduce creosote by 9090, lower air pollution 15s/o and burn 2090 less wood.

Pool Controller

An automatic water chemistry controller for both chlorine residual and pH balance in pools and spas is from Kestran Inc.

Aquasol SPC detects chemical changes in the water as they occur and activates treatment automatically to eliminate manual pool maintenance. Utilizing solid-state circuitry, a sensor measurement maintains control of chlorine residual and pH on a separate and independent basis.

In a small weatherproofed enclosure designed for outdoor installation with circulation equipment, the unit fits new and existing pool or spa plumbing.

HAMtrTON LUMBER SALES HAMPTON INDUSTRIAL

WE DO A GOMMON THING UNGOMMONLYWELL

I Specialists in framing and cuttings -all western species.

I Backed by company timberlands and sawmills, remanufacturing and custom milling.

t Outside mill sales contracts exceed 300 MBF annuallY.

t Technical expertise and financial strength to buY from all sources.

I Size fosters flexibility and service.

I #1 in lumber wholesaling.

(5031 297 -7691 TWX 36-0355

9400 S.W. Barnes, Portland, Or.97225

Sale Stash lor Goodies

Perma-Vault has introduced a new completely assembled in-wall safe that can be installed between 2" x 4" wall studs.

The steel design, with recessed lock, mounts flush with the wall and can be hidden behind a picture. It also can be installed in a closet or in the floor. The door has a hidden welded hinge and serves as a shelf when open. The interior contains an adjustable or removable shelf.

Outside dimensions are lSYr' wide x 153/r " high x 3Vz' der,p for a total storage capacity of 710 cu. in. It weighs approximately 17 lbs.

Aluminum Sllder

Wells Aluminum has a new model of insulated sliding glass doors called MagnaGrain. Aluminum with an anodized woodgrain Pattern finish, the door has l" insulated glass with 5/t" dead air space between 2 panes of 3/16" glass.

It has a built-in polyurethane thermal barrier that separates interior and exterior surfaces to cut heat loss and gain. Latch rails are hollow and double filled for rigidity and to avoid glass-to-rail deflection.

Painting Preoperative

Solvent-based deglosser by Savogran cleans and prepares high gloss enamel, marine paint and varnish finishes on wooden surfaces for new finishes.

Applied straight from the can with a cloth, it reportedly removes dirt and dulls the glos of the existing finish so that a new finish may be applied without sanding or additional preparation.

Affordable lnsulation

UC Industries has introduced Foamular 253 Insulating Sheathing, designed for site-built homes and manufactured housing.

The manufacturer says the closed-cell core structure and continuous skin surfaces of the product provide high flexural and impact strengths and exceptional waterresistant properties. 1

LV Electrical Switches

General Electric Co., Wiring Service Dept., offers a new specifier series of low-voltage switches for use in low-voltage remote control installations.

They can be used with matching nylon or stainless steelplates for vertical mounting or panel mounted using a snap-in feature which allows in-place holding without a cover plate. Quick connect terminals facilitate wiring.

The selection includes standard and keyed styles in unlighted, locater and pilot switches with corresponding blank accessories for filler use. A master plate that utilizes eight switches andlor accessories is available.

beautiful homes!

-byffittrc

All-AmericanCornpaqt

Coastal Lumber Company is the second largest producer of hardwood lumber products in North America. Specializing in kilndried, high grade Southern and Appalachian hardwoods, Coastal Lumber produces a complete product line: Red Oak, White 0ak, Yellow Poplar, Tupelo, Gum, Ash and Bm as well as other species native to the regions. The industria.l division stocks an inventory of hardwood timbers and cants heated with CCA, for use in spcial indusrial applications. Coastal Lumber Company meets all gour hardutood needs.

Party Time Helper

Rubbermaid has a new party tray in chocolate, white or yellow plastic, measuring ll3A" by 163/t" by lVr".

Handles are designed for balanced carrying. A wooden cutting board is removable for cleaning or other uses of the compartment.

Coastal Lumber Company has a full tine of Tidewater Red Cypress, Southern & Appalachian Hardwoods, Southern Yellow Pine, PermaTreat@ hessure Treated Lumbeq, and Pine Hy*ood products in truckload or carload ouantities.

For further information contact:

,ttlI

Coastal Lumber Cn.. P0. Box 829, \Abldon, NC 27890 Phone:919/536-421 I

NEW LITERATURE

Fastening Tools

A free 8-p. four-color brochure offastening tools is available from Parker Manufacturing Co., P.O. Box 644, Worcester, Ma. 01613.

Insulation Board

A brochure describing insulation board for use under looselaid or mechanically fastened single-ply roof systems (form #33114383) is free from The Celotex Corp., Building Products Div., 1500 N. DaIe Mabry Hwy., Tampa, Fl. 33607.

Electrical Gonnectors

A l2-p. catalog covering wire connectors and applications is free from ldeal Industries, Inc., Becker Place, Sycamore, Il. 60178.

Bath Components

For a free 8-p. brochure on baths and components, write Centurion Industries, Inc., 660 West 3560 South, Salt Lake City, Ut. 84119.

Wall Plate Designs

A new 6-p. brochure ofdecorator wall plates is free from General Electric Co., Wiring Device Dept.,225 Service Ave., Warwick, R.I.02886.

Dollar Signs

For a free copy of "Profit Promoters," write The Savogran Co., P.O. Box 130, Norwood,Ma.0?n62.

Roof Coatings

For the free booklet, "Dead level Roofs," write Consolidated Protective Coatings, l80l 9th,Cleveland, Oh. 4114.

Wood Connection

A l2-p. brochure detailing structural wood connectors is free by calling (800) 521-9335 or writing The Panel Clip Co., Dept. Al4, P.O. Box 423, Farmington, Mi.48024.

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 Producs Digest, Many thanks!

Wood Design Reference

The third edition of the "Western Wood Use Book," a basic text and reference, is $30 from Westem Wood Products Association, 15fl) Yeon Bldg., Portland, Or.92M.

Post and Rail

For an updated fencing materials brochure with ideas on retainers, decoration and installations, write Potlatch Corp., P.O. Box 5414, Spokane, Wa. 9205.

Treated Wood Products

For a free 4-p. brochure on pressure treated fencing, posts and rails, write Eterna-Wood, 3998 Wildwood Dr., North Bend, Or.9459.

Overlaid Plywood

For a free 8-p. full<olor brochure on industrial panels, write Simpson Timber Co., Shelton, Wa. 985&4.

Replacement Hardware

A 4-p. brochure on replacement hardware for windows and doors is free from Davidson Sash & Door, Inc., 5m E. Center St., P.O. Box 1772, Lexington, N.C.27293.

Wick Tricks

"A Consumer's Guide to Kerosene Heaters" is being offered with "Update Autum '83" for $2.?5 from PFS Consumer Information Center, Dept. M, 2402 Daniels St., Madison, Wi. 53704.

Bulldlng Wlsh Books

Catalogs on turnings, a wood stair system, marbleine columns and stair parts arc free from W€stcD Turnings & Stair Co., 5301 Vasquez Blvd., Commerce City, Co.

Nail One On

A full-color product catalog on nailboard is free from NRG Barriers, Inc., 6l Emery St., Sanford, Me. 0{f13.

[attlce Partltlons

For a free 2-p. color product insrt on portable folding scrqals, write LatticeWorks of Oregon, Inc., 2662 NW Vaugbn St., Portland, Or. 921O.

Dry Wall Syslem

A 4-p. full-color brodrure on a waterrepellent systan for block wall buildings is free from Forrer Chemial Co.,7221 W. Parkland Ct., Milwaukee, Wi. 53223.

Flashy Job

A 6Gp. "Expand0-Flash: Roof Expansions, Joint Covers tnstallation Manual," BU-292A, can be ordered from Manville Service Center, 16()1 23rd St., Denver, Co.80217.

Lumber Use ilanual

The new edition of the Z)-p. "Product Use Manual" is free from Western Wood Products Association, Ihpt. A-P, Yeon Bldg., Portland, Ar. n2U.

Energy Saver

For a free copy of "Energy Loss Estimator," write Linear Laboratories, 445 S. San Antonio Rd., Los Altos, Ca. 9QX2or calt (8m) 2TI-8918.

Lighting Dictionary

"A Complete Guide To The Language of Lighting," a 319-p. book, is available from Robert S. Siegel, Halo Lighting Div., McGraw-Edison Co., 400 Busse Rd., Elk Grove Village, Il. 60007.

Buildinq -Produc1s,

Classified Advertising

CASH for flawed doors - new or used - aluminum windows, cabinets, salable items only. Contact Al O'Brien, 5485 Haines, St. Petersburg, Fl. 33714 (813) 526-1494.

Classified Rales

Twenty-five (25) words for $l 5. Place your ad now! Call (714) 549-8393

600 a word, min. 25 words (25 words = $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $4. Box numbers and special borders: $4 ea. Col. inch rate: $4O. Names of advertisers using a box number cagnot be released. Address all replies to box number shown in ad in care of Building Products Digest, 45fl) Campus Dr., Suite 4t0, Newport Berch, Cr.92660. Make checks payable to Cutler Publishlng, Inc. Mail copy to above address or call (714) 549-8393. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY.

CREOSOTE. PENTA. CCA

ARKLA FOREST PRODUCTS

P.O. Box 989, Rayville, La.71259 Mark Brown, owner (31t) 72t{401

MARION PRESSURE TREATING CO.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, Rt. 3, Box 40, Marion, La. 71260. (318\ 292-4511.

DISTRIBUTORS WANTED FOR TOP QUALITY PANEL DOORS

Made from the Finest

Philippine Mahogany & Rosewood

Available in:

r Plain or Hand-carved

. Standard or Made to Order Designs

Shipped either:

o Prefinished (Natural or Walnut Stain), or

e Plain Sanded Finish

GI.IISONWOODPRODUCTS A division of: Ingasco, Incorporated

20 W-l2th Ave., Caloocan City

Philippines

Tel: 361-l6ll to 361-1618

WELL ESTABLISHED building material yard in Eastern S.C. Founded 1947. Partners retiring. Diversified market agricultural, industrial, d-i-y, contractors. If interested reply to Box 32, c/o Building Products Digest.

FOR SALE: 4t' Stenner resaw by Crestwood Lumber. 40 hp. motor, blower, sawdust tower. Max. length of saw = 24' 8". Max. width of saw = 5V2". $30,000. Gary Collins (415) 366-9199, ll0 Locust Ave. #12, Redwood City, Ca. 94063.

Y0||n$tlt i ffiII BIIl|il

ITHERE'S SOMETHING about I naturalwoodexteriorsonhomes that brings oohs and aahs of admiration from an onlooker. But perhaps more important is the protection offered by Western wood siding.

In addition to enhancing any design or architectural treatment, these real woods meet the challenge of time and weather by becoming more beautiful with age. Maintenance is no problem. The exposed wood can be enriched and protected by oil, deepened by stains or painted for special effect. All have endurance to weather and age gracefully.

Western wood siding has character as well as stability. Clear or knotty, rough-sawn or smooth, the material adapts to traditiond or contempo-

Board and Batten

Narrow Channel

Top choice for sticky wickets

OXWOOD dates back to early Biblical times, being used for combs, spinning tops, writing tablets and decorative inlay in that period, if references in the Bible and classical literature are correct. From the species Buxus sempervirens, it grows in Europe and Asia Minor.

Today, commercial boxwood comes from an unrelated species Gossypiospermum praecox found in the Lake Maracaibo region of Venezuela and is known as Maracaibo or West Indian boxwood. Another type of boxwood, Phyllostylon brasiliensi,t, commonly found in the Dominican Republic, Cuba and the mainland of South America from Mexico to Brazil. is identified as San Domingo.

European boxwood is heavy with a fine, even texture and a pale yellow color. It is found with both straight and irregular grains. The irregular

Story at a Glance

Boxwood comes from three species most wood for commercial use grown in South America.. pile yellow . .very heavy.

grain is usually the result of misshapen stems. Even after drying, the wood will barely float in water because of its weight.

Boxwood must be dried carefully to avoid splitting. When dry, it is excellent for turning and can be carved with detail. Although only small quantities of European boxwood are available, it is still used for small turned items including chessmen, corkscrews and tool handles.

Commonly called zapatero in Venezuela. the Maracaibo boxwood varies from nearly white to clean light yellow in color with little or no difference between the heartwood and sapwood. The texture is fine and even with a straight grain. The density is less than that of the European wood.

Green Dooglos Fir

Dimension lumber, studs, timber.s to 4O'. Unitized

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, tr"uck, ocean barge and for export.

and papen wrapped.

Obituaries

Thomas H. Mitchell, owner of the Tom Mitchell Lumber Co., New Smyrna Beach and Deland, Fl., died in Daytona Beach, Fl., on Nov. 9, 1983, at 81.

Active in the lumber business for more than 38 years, he was a Partner in Mitchell and Alexander, DaYtona Beach, before he formed his own company in 1958. He served as President of the Florida Lumber and Building Materials Dealers Association and was active in many community organizations.

Mr. Mitchell is survived by his widow, Harriette, a son, a daughter and seven grandchildren.

HARDWARE

(Continued from page I2)

who provide only the materials and labor involved in making it and none of the supporting marketing aids.

We need to ask ourselves if we are killing some of the geese that lay the golden eggs. At which price are we buying price?

Wholesalers rightly jealously guard their positions in our predominantly two-step distribution channel. The reality of warehouse home centers and K-Mart and other giant retailers with direct buying relationships with many major manufacturers has become a major issue-not only with wholesalers, but also with other retailers in the industry. Reason for addressing this issue is not to accuse-or blame -and certainly not to arouse emotions.

The appeal is to reason. Is what is happening for the long term goodor out ofperceived short-term necessity? Will it stand atest of fairness to all the retail and wholesale members of a manufacturer's customer base?

This issue could be most critical to the long-term strength ofnational factory brands in our channel. No retaileror wholesalerwants to play the fool's role in the drama of offprice retailing. Neither should he want to give up the great merchandising asset of leading branded goods'

Great Spring Hardware Sale

Dates for the annual Great Spring Hardware Sale are March 29 through April2l.

Sponsored by the National Retail Hardware Association, the promo' tion will be aimed at the do'it-yourself customer. National multi-media advertising including tv and customer incentives will be used by participating manufacturers.

Schlage Lock Co., Black & Decker and the Cooper Group are among those taking part.

Traff ic Association Annual

Now an ICC licensed motor transportation property broker, the Southern Hardwood Traffic Association will stress its response to truck transportation's expanding role at its 63rd annual meeting, March 7-8, at The Peabody Hotel, Memphis, Tn.

Dale K. Craig, lst vice chairman, American Trucking Association, Washington, D.C., and president of Craig Transportation Co., will speak at the joint luncheon with the Lumbermen's Club of Memphis on Thursday, March 8.

The membership and business meeting with reports and election of officers, the president's reception, and a panel of speakers from the Truck Brokers Association, rail intermodal services and the lumber industry will be part of the meeting which is open to all persons concerned with the costs and conditions of moving lumber and related wood products between points in the U.S. and Canada, according to Jon Sig Gudmundsson, Northland Corp., LaGrange, Ky., president of the association.

Dealers Go to Washington

"What effect will a projected federal budget deficit of $185 billion in 1984 have on interest rates, our housing industry and the current yet delicate economic recovery?" will be the theme for the National Lumber and Building Material Dealers Association's l2th annual Conference with Congress, March 14-15, at the Hyatt Regency Hotel, Capitol Hill, Washington, D.C.

On the first day Senator Robert Dole (R-Ks.) and Senator John Tower (R-1\.) will be keynote speakers.

GREAT WORX

Thank you, thank you, thank You. The December issue of Building Prducts Dr'8es! is super.

William D. Swein

President

Wholesale Building Materials Management Co. Leland, Ms.

Home Center Seminars

The 12 business management seminars scheduled for the 1984 National Home Center Show, March I l-14, at Chicago's McCormick Place, will deal with the show's general theme, "In Search of Excellence," according to William Fishman, seminar director.

ProfitMaster: It Turns Real-Wbrld Problems Into Computer Solutions.

PROFITMASTER is offering solutions to your everyday management needs. Using Texas Instruments computers, PROFITMASTER is a complete data processing tool which was conceived and specifically designed for the building materials industry. Literally thousands of hours have been spent with owners and dealers, like yourselves, to design PROFITMASTER computer systems. You need easy access to information to make timely decisions for your business, gathering and managing this information must be accomplished smoothly, with customer satisfaction and without personnel problems. PROFITMASTER offers you solutions which will allow you to plan, rather than react to your business needs.

Our users have so much confidence in our product that most are stockholders in our company. That says a lot about our product, our company and our commitment.

Applications Designed Especially For You.

. Accounts Receivable

o Inventory Control

e Sales Entry/POS

o Purchasing and Receiving

o Accounts Payable

o General Ledger

o Operations Management

o Cash Audit

o Financial Planning

o Payroll

o tWord Processing

For more information on the PROFITMASTER system, call us at (512) 835-7085. Or come by our display/booth at the National Home Center Show in Chicago, March 11-14.