Building Products Digest - February 1986

markets in 13 Southem states

Sunshine. And a cool breeze off the Pacific. Those are two of the tools Georyia-Pacific uses to S-dry Common and Rustic gades of, redwood at our Ft. Bragg mill in northem Califomia.

But sometimes Mother Nature needs a little help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heart gades.

Plus, we're members of the Califomia Redwood Association and the Redwood Inspection Service. So our gade stamp is vour assurance of oualiw from the oeoole

your quality people who know redwood best.

Our Ft. Bragg facility is a full-service Douglas Fir mill, too. And that means one call can get you nvo of the best products Georgia-Pacific-and Mother Naturehave to offer.

Call today: 7 07I 9 64- 0281,.For redwood quality you can build on.

PRESS

Coming in April SPE IsSUE

Our alunys informative annual on prersure treated wood wi[ agnin precent special featurec on how manufacturcrc help dealers ccll, a profile stoty on a preoclrr'e treater, updates on news affec&g the inducilry plus helpful tips for you on nartctrng and selling profttable pressure treatcd products.

ADVEBTISERS: Be ccrtain your message is part of this impottant industry issue. Call or unite today. The deadline for space rescnrations is

Itarc.h 17, f9t5. Fotr infotmation or sp*e rescnrations, iust urite the address bclog or call (7141t52-r990.

4, No. 12

Pub[rhcrDavid Cutler

Edftor Juanita Lowet

Asdrtrlt Edltor David Koenig

ContrlDud4 Edtors

Dwight Curran o Gage McKinney

An Dircc-tor Martha Emery

Slrff Ardta Carole Shinn

Clrculrdon Dorothea Creegan

Building Producs Digest is published rnonthly at 45CD Campus Dr., Suite 480, Newport Bcach, C:,.gzffi, phone (714) 852-1990 by Cutler Publishing, Inc. Advertising rates upon rcquest.

N)YERITIING OTIICTS

F.ROM TEXAS, IIX.ITSTANA. MTSS|SSIP'I. VlRGlNlA, rd TENNEISEE: ooru IHa

C{lkr. Phanc (71.1) t52-19!D.

rRoif urcrNn, h(xTtr c norrN^. souTfl c/rK)rrNA, GDonG| " ru)t}

DA AIID AL,/llAllA: C-(nrd Crl Vr. Ptrdrc (213) 472-3113 or (rl4) t52-190.

rRoi{ wAslilt\GTot{ sIArE, oRDooN, IDAIIO, WXOiMIG, MONIANA UIAIL q)II)RAIX) rd CAN/Ul/b C.tns h nob. Phmc(e)3/tx5lr.

SI,JKI(TTPIIONS

ChrnSG of Ad&cs-Send subscrip. tion ordcrs and address changes to Circulation De4., Building Prodrrts Digesg a5m Cannrs Dr., srite 4fl), Newport B€ach, C,a- 9660. Indude address label from reccnt issue if possible, plus ne* address and ap code.

Subsiption Retcs: U.S.: $Zlone year; $36'ltwo years; $5(Xhree years. Foreign: one ltear payable in advance in U.S. funds-C:nada or Mexio: air-$42; surface-S37; South Amerkz: air-S60; surface-$39; Asia: air-$70; surface-$39; Europe: air-$90; surface-$39. Single copies $2; back copies $3 plus stripping & handling.

BI.'ILDING PRODUCTS DIGEST is an independentlWwnd puMi.v tion Jor the rctail, wholsle ond di* tribution levels of the lunbr od building sapply markes in 13 buthem slat6.

e

EDrroRrAL #,,-

lf You Elon't Tell 'Em, Who Will?

IfZOU'VE heard the refrain all your life."Those I clowns is Coneress dont have a clue as to what's going on out hJre. They're just not responsible to the real needs of the people." Et cetera. Yet too often the most frequent complainers are the people who never call or write their Congressmen and, most definitely, never go to Washington to see them.

The Conference With Congress, organized several years ago by the National Lumber and Building Material Dealers Association in conjunction with the various federated associations throughout the country, is an admirable effort to improve the flow of communications between citizen and govemment. Being held this year March 17-19, the Conference provides the sfructure for each association to send a delegation to our national capital to directly inform the Congress of our industry's views on lien laws, codes, energy imports, tax bills, workers' comp., you name it. State goups tour Congressional ofhces,

often meeting in penon with their senator or rcpresentative. It's a one-on-one charrce to tell your elected official what you think.

Conference organizers are the first to point out that no guaranteed solutions to the nation's problems are included. It is an exercise in the intangible. Yet like so many intangibles in life, the contacts. inqeased understanding and communications can pay offhandsomely.

Unfornrnately, the lumber dealen and horne centers of America have been very sparing in their sup port of the Conferenie With Congress. Generally speaking, the delegations are small, a mete handful of people. Sometimes it's ttrc same people year after year, with new additions to the goup rare. For all the talk, when it comes time to actually go to Washington, 98Vc of the complainers remain in ttteir hometowns, no doubt complaining all the time about "those clowns in Washington."

Superior Products at Competiuive Prices

THOROUGHLY KILN DRIED PONDEROSA PINE LUMBER, MOULDING AND MILLWOH<. NAVAPAK HANDI{UT REMANUFACruRED PFODUCTS. CUT STOCK AND HOME CENTER BOAROS.

SALES OFHCE: JOE SHIPMAN, M]TCH BOONE

Servtng the lumber\Z& home center markets in 13 Southern states

You demand quality. You get it with Osmose' Wood Products from MG Building Materials. Ask us about the highest quality, most durable, clean and safe wood products on today's market.

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

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

Prcper handling of cedar avoids prcblems

llrlOST complaints about product lUlservice could be avoided if users would handle materials properly, according to an association executive who often mediates between dealer and customer.

"Dealers must stress again and again the proper handling of the materials which they sell," he says. "Thke-home brochures on handling should be attached to every invoice."

Cedar is no exception to the need for careful handling. Following the rules will assure your customer of getting the best out of the product. Each of your employees should be familiar with the westem red cedar siding and paneling product specification and installation recommendations made by the Westem Red Cedar Lumber Association.

They stress one simple rule for handling cedar bevel siding-keep it dry. Storing all cedar under cover and avoiding rough handling is recommended.

Paneling, too, can be damaged by too much moisture. It's a good practice to stack paneling in the room in which it will be installed with one inch separators. Leaving it there for a week to l0 days before installation will allow the wood to match local moisture conditions. Plaster work should be completely dry before paneling is delivered. Masonry or concrete walls must be waterproofed before any paneling is applied.

Using proper nails is another way to

avoid problems. Sales people recommending or selling nails to be used with cedar should remember that there are only three kinds suitable. Recommended nails are galvanized (hot-dipped zinc); aluminum, which since it is corrosive resistant will give minimum discoloration or deterioration of cedar siding, and stainless steel which is considered very satisfactory for working with cedar. Nailing always should be recommended over stapling.

Rigid foam sheathing is becoming widely used because of the need to improve energy efficiency. Applying cedar over it requires special techniques which dealers should emphasize to customers. Guidelines with complete details are available from the Westem Red Cedar Lumber Association and the Westem Wood Products Association.

Briefly, corrosion-resistant nails long enough to penetrate beyond the siding and sheathins into the stud are needed.

Story at a Glance

Brief customers on keeping cedar dry before applicataon... necommend proper type and length of nail...hand out instaF lation brochures.

Ring shank nails can provide increased holding power. Both the sheathing and cedar must be dry. Cedar siding should be stored under cover until it is applied.

If wood bevel siding is used, better performance can be achieved with thicker panerns. A rabbetedbevel pattem or other pattem that does not leave a space between the back side of the siding and sheathing reduces the chance of cupping and splitting during application. It also reduces the chance of moisture accumulation. Cedar siding patterns of 8 inches or less in width are recommended.

Since nail diameters often increase with length, it may be necessary to drill holes at the ends of the siding to prevent splitting. Bevel siding should be lapped a minimum of I inch over the underlying siding board. Nails should clear the thick edge of the covered board by approximately l/8 inch to allow for expansion. Nails that are overdriven may cause splitting or cupping of the siding. All end joints must fall over studs.

Thke the word of our association friend and brief your customers on the proper handling of cedar. It's not a difficult wood, but a linle prevention goes a long way in any situation involving wood products.

Brochures and further information are available from the Western Red Cedar Ltmber Associaion, Yeon Buil.ding, Portland. Or.972M-ed.

ldrfrF

Incense cedar makes a@meback

I NCENSE CEDAR is back on the I on the market. Wth the help of specialized mills and remanufacturen. it has become a reliable and easy to use product which you may recommend with confidence to your do-it-yourself and contractor customers alike.

The qualities that made incense cedar a favorite with the Indians and early settlers on the Pacific Coast are restoring it to popularity today. In tests conducted by the Forest Products Laboratory. in-

cense cedar received #l ratin-es in ph;"sical properties including narural durability. shrinkage. checking. weathering. warping. paint holding. insulation value and workability. These ratings place incens€ cedar above other westem softwoods in eight of nine categories. The #'1 rating given for strength was the only weak spot in the reporr.

Because of is oustanding dumbiliry' and resistance to decay. incense cedar is an excellent choice for use in areas with high humidiry or moisture. Rncing. walks. greenhouse benches. flower boxes. mudsills. raften and boardwalks as well as subflooring and sheathing have been traditional uses for incense cedar.

High insulation qualities. durabilit-v and fine dimensional stability make incense cedar a wise choice for exterior siding. Architectural styles ranging from rustic cabins to painted Colonial and stained or natuml contemponry structures arc well executed with incense cedar siding. The wood takes all finishes well or turns a lovely silver shade if left to weather.

lncense cedar is a favorite for interior paneling. Available in clear or knoqv

Sfory at a Glance

0t TD00R uses for incense cedar are many. Because of its dunbilrty, it is recommended for areas with high moisture or humidity levels. lts attnactive appeaance is a plus for ornamental olanters.

Wlncensd cedar Eturns to @rF sumer market after years as pencil stock ...physical properties #1 ... targeted for &i-y manufactured for easy installa tion ... multi-use prcducts de veloped.

styles as well as pecky. it can be used with either the rough texture or smooth side showing. The lovely color and lingering aromatic fra-erance create a warm, homey ambiance compatible with today's interior designs.

To make it easy for do-it-yourselfers to use it, interior paneling is being manufactured with an interlocking tongue and groove design on all four panel edges. Installed readily with hand tools. the panels can be nailed in place or applied with adhesive. Because the panels can be applied vertically, horizontally or diagonally, the homeowner can select the visual effect most complementary to the room. The panels can be reversed to give a choice ofrough textured or smooth surface. Incense cedar paneling can be left natural or finished with a clear penetrating sealer or semi-transparent stain.

Mouldings of all types also are being milled from incense cedar. Again designed for easy handling by the do-ityourselfer, they come in a wide variety of profiles for both interior and exterior applications.

For outdoor uses. incense cedar is manufactured as pre-cut fencing. Siding also comes in a variety of patterns. Tongue and groove. shiplap. plain or rabbeted bevel. channel rustic or boards are available with rough-sawn texture on one side and smooth on the other.

Decking has been made easy to use with the option of staining or leaving unfinished. The high dimensional stability. workability and natural insulating qualities of incense cedar make it a good choice tbr outdoor living areas, especially near spas or other areas where there is moisture.

Lattice, another product manufactured with the do-it-yourselfer in mind, has expanded beyond the garden. Although fences. windscreens, trellises and gazebos are still popular, preassembled lattice panels have moved inside as a decorator item. Used in doorways, as shutters at windows. as dividers. for interesting wall finishes, to lower ceilings, as screens or storage racks, they challenge a homeowner's imagination.

Some incense cedar for both indoor and outdoor applications is available with a pecky effect. Similar to that

found in pecky cypress, this is created in nature as a fungus (Poly'porus amarus) enters older living trees when live tissue is exposed by loss of a branch or when fire destroys the bark. The airborne fungi spores thrive only in very mature living wood tissue. usually in trees of 150 to 165 years old. When the tree is cut. the fungus is destroyed and disappears leaving behind an unusual texture.

Despite its useful characteristics. cedar, because it grows in such close proximity to other westem softwoods. began to be cut and marketed as westem cedar. For many years the aromatic wood was used mainly for pencils. Now that several companies are concentrating on incense cedar, it has regained its identity. Availability plus natural attributes makes incense cedar a viable product for both you and your customer.

AT H0ME indoors or out, incense cedar is often used as siding and decking. lt also can be used to build stonage areas or outdoor living structures such as gazebos and patio rooms.

Treated cedar shingles &

THE AVAILABILITY of fi re-treated I cedar shakes and shingles. fnst tested by Underwriters Laboratories nearly 20 years ago, continues to open up vurst new design oppornrnities for architects and builders throughout the United States, as well as sales for dealers.

This is particularly significant in areas where cedar roofs have long reigned as the outstanding choice for residential and low-rise commercial construction. UL approval, which came after l0 yean of testing, enables the use of cedar on residential and/or commercial buildings which - because of size, location, or occupancy -- are mandated by local building codes to have a Class B or C fire-retardant roof.

The Underwriters' test. known as UL-790, is recognized by the International Conference of Building Officials as UBC Standard 32-7. All Red Cedar Shingle & Handsplit Shake Bureau member pressure-Eeaters meet the requiremens of UBC Standard 32-7.

Virgil G. Petenon. manager of the bureau. trade association for the industry, explains, "The only shakes or shingles which meet UL requirements are bundle-impregnated by pressure processes. At this time the bureau is not aware of any paint-on or spftly-on fire retardants that are permanent and not subject to re-application."

"Weather-exposed sections of cedar shakes and shingles underwent a rigor-

ous and unprecedented series of tests by Underwriten l:boratories at intenvals of one. two. three, five and ten yean, after which the product was deemed permanent." he continued. 'The permanence of the ueaunent later was confinned by the U.S. Forest Producs kboratory after a decade of rigorous testing. Moreover. the inherent benefis of this natural product - beauty, durability. suengh and texture - have not been adverselv affected bv the ueatment."

Story at a Glance

Capability of satisfyrng lirc rctardant rcof standalds makes shingles and shal<es good seF lers...architectural adaptability and design qualities ate added bene-fits...support lor dealers available from assoclation.

Commenting on the cost of the ueated product, Peterson said: "Several yean ago treating nearly doubled the price on shakes and shingles. However, irrreased competition and advancernents in technology among ueating companies have reduced coss approximately 5O9c.

For funher infornation on either treated or natwal shingles and slakcs, contact: Red Cedar Shingle & Handsplit Slwke Bureau, 515 II6th Avenue, N.E., Suite 275, Bellevae, WA 9&Ol: (206) 453-1323.-ed.

HOMES in all locations, both single family and multi, seem more in harmony with their surrounding when clad wrth red cedar shingles and shakes. Fire treatment malcs such use permissible in areas with fire rehrdant mof mandates.

can satisfy firc codes

Architects, builders and applicators indicate to us that the expenditure is not significant when considering total construction costs -- particularly since it involves a premium quality roofing material."

Shingle cladding can integrate both residential and commercial projects into

lUhcn Vou

uont the highcst quolitg ovoiloble in CCR TVpe C Pressure Treoted lumber, coll

sensitive sites. Pressure treated fire retardant shingles capable of achieving the fire code roof requirements make the designs possible. Cedar shingles are perfect for unifying projects with environmental harmony and minimizing future maintenance requirements.

Highcst Ouolitg Possible ot Competitivo Pricing

c u RT,F,F,|!$f,""}!lJIt nf,8*S.9,r' I N c.

flrkonsos TURTS I-(800) 482-2352 Notionol tlrRTS l-(S00) 232-2326

Rltt HRRDING . UNDR PRIDDY o ROSS RRSSMUSSCN

[Uo con fill oll vour treoted lumber needs. . . londscop@ timbers, pfyurood, oll dimensionol lumbor, 4x4 throvgh 12x12. On 6x6 ond lorger ule hove longths ronging up to 45 feet. Plus, uJ@ nou, corrv in stock.60 FDN. UJe olso hove our own fle,at of trucks to help gou solve ong delivery probl@ms Vou mog hove. Rll our moteriol is TPI grode morked. We feoture the Rl.lJPB quolitg mork on oll our treoted moteriol.

0NLY shingles and shakes impregnated by pressurc processes meet UL requirements, according to Virgil G. Pbterson, manager 0f the Red Cedar Shingle & Handsplit Shake Bureau.

Cedar association pushes the product

aROMOTION, merchandising

Fand education are the main thrusts of the Western Red Cedar Lumber Association.

BEFP

Brltlsh Columbla Forest Products Llmlted (Keystone)

Lumber Sales Office

'1050 W. Pender St.

Vancouver, B.C. V6E 2X3 (604) 66s-6103

Telex:045-1166

Canadian Forcst Products Ltd.

Lumber and Shingle

Marketing Division

91 49 Hudson Street

Vancouver.BC V6P4N5

(Sales agents lor Termrnal Sawmrll)

(604) 261'51 1 1

Telex 04-508-704

H. C Reinhardsen, Marketrng

[/anager, Cedar Producls

Glen F Connot. Gordon Hall.

John Phillios

Colonlal Cedar Co., Inc.

7800 South 2061h Street

PO. Box 1449

Kent, Washington 98031

(2061 872-7273

Grown Zellerbach Canada Ltd.

Coast Wood Products Division

PO. Box 2000

New Westmrnster. B C V3L 5A4

(604) 521'1 94 1

Telex 043-51 158

J A Shields, Mgr. Cedar Saies

Ilelta Cedar Products Ltd.

PO. Box 234

-- \ Surrey, B C. V3T 4W8

(604) 588_3044

E. L Wintemule. Manager

Clark Robertson, Sales Manager

Evans Products ComPanY Ltd'

1 45 - 3rd Avenue

Kamleep5 BC V2C3f.41

\604\ 372 7721 (604) 372-)2^a

Telex 048-8186

Lamford Gedar A Division of Sooke Forclt Product! Ltd.

PO. 8ox 638

New Westminster, B.C. V3L 423

(604) 522-8681

Bill Alexander, Manager

Eric Worthy, Sales Manager

Tim Favel, Sales

Landucci Lumber Ltcl.

320 Ewen Ave. New Westmrnster, B C V31'4 581

(604) 525-8304

Bob Landucct

Bob Wilson

MacMillan Bloedel Limited

I0;5 lvesi Georq,:r Slreei V,r'r,,,er aC V6E3R9

r60-1) 633 6:: l

Teiex 0J5 656

MacMillan Bloedel Building Materials

: j)2I S W S;t nrotr Sl't'tll

f){)illiilr!1 L)rr,(.)1)r, 9120J

ta)U.lrl?l ?.1 '.1

Su,lr'200 65J0 P,r*t',s Ferry R'r,ril

A' ,tnl,r (lt', r' I i 10 1 ]!t r.10-lr,);,i I l:).1

McDonald Cedar Products Ltd.

PO Box 69

Foir Langley B C vox 1J0

(604) 888-r616

Te ex 04-365-551

Brett Morgan Sales Manager

Mill & Timber Products Ltd.

'12770-116th Ave

Surrey.EC V3V7H9

(604) s80-2781

Alex Devlin

Dave Gillis Tahsas Company, Ltd.

1 201 W Pender Street

Vancouver.BC V6E2V4

saies Agenls

Easl Asratrc Co (Canada) Lrd

1201 W Pender Streel

Vancouver.BC V6E2V3

{604) 664-5280

P E Almgren. Sales_Manager

Tyee Timber Prodrrcts Ltd.

1 9822-1 0 1 st Avenue

R,R. #5

Langley, B.C V3A 4P8

(604) 888-1443

Telex: 04-365698

Bflan Tyldesley

Barney Elondal

Tren Buddo

Welco LumberCompany

Marysvrlle Wash 98270

(206) 6s9- 1 26 r

G W Emory Manager

Nerl Mrx. Sales Manager

Weldwood of Canada. Ltd.

FlavGlb Cedr] Dlvl.bn

Pon Moodv. B C

Sales Offiie: PO. Box 2179

Vancouver. B.C V68 3V8

(604) 668-3860

Telex: 04-508-846

Private Numbers:

Sid Sigfusson (604) 668-3867

Jon Taylor (604) 668-3887

Pat Demens (604) 939-1 141

Based in Portland. Or.. the nonprofit service organization has a membership of cedar manufacturers in both the United States and Canada. Sidings, panelings, framing lumber and knotty specialties are among the western red cedar products which they produce.

Story at a Glance

Western Red Cedar Lumber Asso ciation represents producers in the U.S. & Canada...supports dealers and distributors by edu caling contraclors, architects & homeowners. ..literature, promo tion, merchandising help available.

Shingles, shakes, pickets, mouldings, finger jointing, fencing, end capping and boat lumber are produced by some of the members. Others provide additional services such as factory priming and factory staining.

Distribution of western red cedar products is international, spanning North America. The association assumes the job of providing the construction industry with information about their prducts and the correcl ways to use them. They also assist dealers and distributors with the job of promoting and merchandising western red cedar.

Literature including a publication called Concepls is another phase of the association's work. Lovely color photographs of commercial buildings and homes utilizing western red cedar products attract attention and informative editorial material reinforces the interest of the reader.

Working as a group through the association, western red cedar producers have increased their influence and clout.

C0MPANIES listed here comprise the membershio of the WRCLA.

Bare Cedar Pencil ls A Bust

Natural may be "in" for some things, but Eberhard Faber Inc., the big pencil manufacturer, has discovered the hard way that natural cedar pencils are "out."

The company had been making bright yellow pencils since 1893 when it decided last spring to introduce a natural cedar pencil. Everything, including the price, remained the same except for the color. The new pencil was a lovely example of cedar at its best, protected with a clear coat of lacquer.

Despite projections that l5Vo of the pencil buyers would opt for the new natural look, the yellow pencils continue to be the best sellers. The bare look is not being accepted. Sales projections have been eased down to 6Vo and natural cedar pencil production has been cut.

Several reasons have been given for the natural cedar pencil's failure to catch on with the public. Walter F Kreiger, vice president ofsales, offered the explanation that yellow probably goes better with most decors.

Yellow pencils came into being in 1893, when the company started to manufacture the Mongol pencil line which

100 Year Cedar Celebration

Cedar is mighty important to the George C. Brown & Co., Greensboro, N.C., which is celebrating its l00th anniversary in the cedar lumber business.

'As long as there's plenty of cedar around, the future is unlimited," says R. Winston Bell, president. "We'll never be an industrial giant as long as we stay in a specialty market like cedar. But we believe it will be a strong market for many years to come."

Bell, who joined the company in 1948 and has served as president since

Tie-ln Sales For Skylights

"Let there be light" describes a major trend in home improvements today. Greenhouses, skylights, enclosed patios, replacement windows and window additions head the list of projects most demanded by homeowners.

Along with the advantages of natural sunlight come discomfort, increased air conditioning costs, fading of fabrics and discoloration of furniture finishes. To offset these

contained high grade graphite from Siberia. The yellow coating was applied to emphasize the quality product. A favorite, but undocumented, explanation for the choice of yellow is that the president of the company at that time, Eberhard Faber Il, based his color choice on a favorite soup, puree Mongol, which had a yellowish color.

The yellow pencil achieved instant popularity, immediately outselling the natural, uncoated cedar pencils sold at the time. Competitors copied the color and yellow pencils became an industry standard.

Eberhard Faber IV now chairman and c.e.o., feels that the lack of success in marketing the natural cedar pencil can be blamed on the retailer. "Our cedar pencil is quite lovely," he explains, "but the attitude of the dealers was "I have a good thing going, so why take a chance?"

The natural look of cedar may be okay on both the inside and the outside of a house or building as well as on the roof and in the garden, but aesthetically a yellow pencil is what the great American public demands.

Cedar Home Kits Popular

Both westem red and incense cedar are being widely used in manufactured home kits.

Lindal Cedar Homes, Inc., Seattle, Wa., and Lindal Cedar Homes Ltd., New Westminstet B.C., Canada, offer a wide selection of ready-to-assemble cedar homes. They own and operate their own cedar sawmill and have manufacturing plants in both the U.S. and Canada.

1970, says that the company's commitment to excellence and operating efficiency have been the major contributing factors in the company's success throughout its frst 100 years.

Since its founding in 1886, the company has specialized in cedar wood products. It supplies cedar to the building materials trade for closet linings, lumber to furniture manufacturers, veneer for the plywood industry, animal bedding, bark mulch for landscaping and oil from cedar wood.

Real Log Homes which has five manufacturing sites in five states including North Carolina, Arkansas, Nevada and Montana, uses cedar logs in its premium pre-cut log home packages.

Tens of thousands of the fabricated cedar homes reportedly have been built in the United States including Hawaii and Alaska. Log homes are equally popular throughout the country

Cedar Sales Literature

inconveniences, a dealer should sell window treatments along with skylights, replacement windows and related projects.

Window treatments are natural tie- in sales, especially with affluent homeowners. A wide variety of awnings, rolling shutters, skylight blinds and window screening devices are available. Many come with motorized controls to regulate their adjustment and eliminate manual operation.

Retailers and wholesalers can increase their sales of western red cedar with the help of idea literature and technical brochures available from the Western Red Cedar Lumber Association. The literature. much of it in fourcolor format, is available free in reasonable quantities, or at cost, for counter use or in mailings.

They also publish a series of "Cedar Concepts" brochures on a variety of subjects, such as vacation homes and non-residential building, featuring different cedar products.

A listing of the literature and an order blank is available by writing to Western Red Cedar Lumber Association, Dept. CL, 1500 Yeon Building, Portland. Or. 97204.

CEDAR is a hvorite material for manufactured housing kits. This home was pre-cut and assembled on site.

D$trWSBRItrF

futtt'e's has new stores in Banner Elk, N.C., Banry Stevens. mgr.. and West Augusta. Ga.. Craig N{iller. mgr...West Builrlirry Muteriuls has sold the site of its closed store in St. Petersburg. Fl.. for a car dealership...

Home Depot is negotiating sale and leasebirck arrltngcmcnts titr sonre l0 of its stores. ..Litulslev Httne Certers, Miarni. Fl..may bc' sold as a condition of Evans Products' rcorganizalion plan...

Bcuh'Ozrf. Oklahorna Cit1. Ok.. has been acqLrired bv Cttruruxln-e Prrxlut'rs. Don Herr er renrains as pres...BrrtArt hulusn'it's, \ashr ille. Tn.. has been acquired br Brrckrr Cotp., a ne\\' co. tbnned b1' three Nashville businessmen ...Prutt & Lurbetl. llc.3 Southenr Coatings Div has acquired L'rited Solvertts ol ,Atrrcriu. lrr'., Orlando. FI....

\l"rruhuu PrtxluL'ts ltrc'., Tupelo. Ms.. lras been pLrrchasedbr ,llowrt'lt lvlintr Dtrtr Co., lr'., Chatsqonh. Ca.. uith imrnediate plans firr incrcasing the plant to 2-l{).fiX) sq. ti. and aclding ne\\' autonrated equiplnent...

Jack\()n. Tn.. has been purchased br Ctrrdon Ficlds artcl renarled f ickls.\tlt}'r Lurtlx'r Ct t....

H,xxl hulu.ttric.s. Inc.. Beuumottt. \1s.. har purcha:ed Lttglutl Rn'L'.st Pnrluds (r,..r sarrrtrill and treating plant in \\urncsbonr. \ls.. as an addition ttl its Bc'lurnont and Wiceins. \1s.. plr utxrtl plartts..

ILuisirrtrLt-Rtt'ilit Ctr1t..s :tlulhem dir.. Conrtt. Tr.. ha: acquired tuo s()uthenl pine luntber tnills. onc in Bernice. La.. t'ront Ctnttitroral Btrtrit't' Ctn7t. and one in Hattiesburg. \Is.. tlom Titnlx'r Rtuliufuvr Ct,....

Hclhruur burtlx'r (rr.. Covington. K1.. i: obserr ing it\ l0tith artnivcr:an...(-/c'n lLurrlxt' (-r,.. Gr.'ttra t\irr Orlean:). La.. rras recentlr dt'stn)\ccl br tlrc. ..Carqc C. &,rrr'rt .t C,,.. Gr.-,-lnrbonr. \.C.. is l(X) rc'ars oltl (sec' p. l5 tirr detail: t.

.Sczrrn's has opened a factttrv outlet warehouse in St. Petersburg. Fl ...Builtlers Scpuu'c tuut K tnut't Coty. will share leased space in \\"est Palnr Beach.North Miami and Kendall, Fl.. in a test of a shared tacilities conceDt...

,lrrrcrictut-Sltuulunl has openecl a hi-eh fashion Shovrplace tirr its prtxlucts near the Galleria in Dallas. Tr. ...\l'ceklv Huthxxrl Ro'rcrr has chansed its address to PO. Bor 221.+69. Charlotte. N.C. 28112...

Gurgiu-Rn'ilri crJo-cts t() llt()\L' this nronth into a n.'rr l-50.(XX) sq. t't. distributi()n cL-ntL'r built on l() acrcs irt Tarttpa Park of Comrncrcc'. Tarnpa. Fl .. as u rcplacetncttt lirr thc' E. Ctrlurtthrr. Dr. DC.

Hecltinger will open its t'irst S.C. store in Greenville in the tall. one of 12 stores scheduled for '86 openin,us ...Mr. Hov, Wtu'elnuse will open a 72.ff)0 sq. ti. shopping center outlet late next rnonth in Lakeland. Fl....

Sutherkuul bunber Co. has openecl Cnte Deuls, a u'holesale rvarehouse. in Jacksonville. Ar. ...White's Strn"e.s fuc., Wichita Falls. Tx.. has been sold to Westenl Auto Supplv b,v Canadian Tire...

Nttioruil GtTnan Crr., Dallas. Tx.. has okayed ar bu1'out bv a rnanasement group (see p. 17 tbr details) ...5K Huul Tixtl Cor7t. has been sold to Fuunn S.A., Paris. Fmnce. bv Crl'un'ut Ptultcrs ILd....

lVillfuutts Lunlrr Ctt. ol ,\'tnlr Cunililut, ll<., has opened a rellanutircturing ancl f'ence plant at Sardis. Ga.. Ceorge Riler'. gen. supt.... Hurutrcnrill Hunhvxx!.t' Picken. S.C.. nranutacturing plant is tirr sale.

,\ittliilk Stnrilrotr Gr7r. u ill spend 5618.l million on capital intpnxerurents tbr \ortitlk and \f,'estern Rail\\a) and Southern Railuar this \ear...

The Rel Cedu'Slin,qlc' nul Houlsplit Shuk Bw'ent. Bellerue. \\a.. is beginning its Tlst )'ear...

Poyless Ccslnrrns, hc., plans 12 new stores this year including the Ft. Smith, Ar.. Nonnan. Ok., Wichita Falls, Dallas and Austin, Tx., and Lexington and Florence, Ky. markets...

Jirn Nall has acquired ,*trcic'tut Hnrcfu'ood, *1c., Fofi Wor1h. Tx.. and changed the name to Nall lLunber Co. ...Ashby Veneer & lunber Co.,

Nerr housing starts in Dec. (latest tlgs.) nerc' up u \(t.\(nuillr uliu.stul /Z.-ifi tnrm thc' m()nth betirre. puttin-r stans at an annualized rute oi 1.8+0.(XX) single-tarnilr \tart\ \\ ere up l-5 tici to a I I I -i .(XX) annual rute: rnultis clinrbed l0.l'; t() a 7l7.OfX) rltc...hldg. pcntrit: \\cre up a healthr I l'i to an adjusted annual rate t'f 1.8-l-+.(XX)...uclir itr \\15 strong all across the L.S... tvtr lunru' stans for 1985 vvere 1,732,8{fi, just under 1984's 1,749,500.

Consumer Awanrness Sheet

Dealers are the final link between the pressure treaters and the users of pressure fteated wood in the voluntaryConsumerAwareness Program underway in the industry.

Consumer Information Sheets for both pentachlorophenol pressure fteated wood and inorganic arsenical (CCA, ACA and ACZA) pressure treated wood have been prepared, approved by the EPA and printed for distribution to consumers. Under the conditions of the CAB treaters will include the sheets with shipments of pressure teated wood leaving their treatment plants and anach a copy of the CIS to each invoice for pressure treated wood sales. They also will supply dealers with quantities of the CIS sheets, signs and placards instructing the consumer to ask for handling and use information on treated wood.

Members of the American Wood Preservers Institute, Society of American Wood Preservers and National Forest Products Association also are responsible for alerting the entire pressure treating industry to the necessity of participating in the consumer awareness program.

The wood products industry has been promoting distribution of these sheets

since November 30 as part of a settlement agreement with the Environmental Prolection Agency. EPA was convinced that through this voluntary progftlm consumers would have an exfia margin of safety. EPA has said it will consider the need for stricter regulation under the Toxic Substances Contol Act, if distribution of the CISs is not widespread. This could require restrictive labels on treated lumber and plywood.

Certain wood treaters are adding other helpful consumer information on the back of the CISs such as how to build a deck.

For further information on the consumer information sheets, wholesalers and retailers can contact the American Wood Preservers Institute at (703) 8934005, the Sociery of American Wood Preservers, Inc. at (703) 237-09ffi, or the National Forest Products Association at (202\ 797-5881.

National Gypsum OKs Buyout

National Gypsum directors, Dallas, Tx., have approved a revised plan for a management investor group to take the company private in a leveraged buyout of more than $1.1 billion.

The group's original November offer,

despite being labeled the largest leveraged buyout in history (see News Briefs, p. 16, Jan.) is being disputed by five shareholder class action suits contending the offer was inadequate. The present plan will allow settlement of these suits, according to National Gypsum.

Lrd by National Gypsum chairman John P Hayes; vice chairman John M. Thompson Jr. and president and c.o.o. James R. Voisinet, the buyout proposal depends on their obtaining the necessary financing. (Leveraged buyouts are usually made with bonowed funds and repaid from the company's operation or sale of assets.)

Dealers Go To Washington

Issues of current importance will be stressed at the 1986 Conference with Congress sponsored by the National Lumber and Building Material Dealers Association, Washington, D.C.

The Hyatt Regency, Capitol Hill, will be the location of the March 17-19 meeting. Tax reform, Canadian lumber resffictions and product liability reform are listed for consideration at this "dealer congress."

Western Softwoods' s & Millwork Agriorfturaf Wood Products, Pl Parttcleboard

CALENDAR

FEBRUARY

Forest lndustries Advisorl CouncilFeb. l.&15, meeting, Ocean Reef Club, Key Largo, Fl.

Constructa 'E6 HannoverFeb. l2.D, international building trade exhibition, Hannover Fairground, Hannover, West Germany.

Mkl-America Lumbermcn's AssocietionFeb. lll4, annual convention, Bartle Hall, Kansas City, Mo.

Crrolina Lumber & Building M.terid Deders AssocietionFeb. lll5, annual convention, Charlotte Convention Center, Charlotte. N.C.

Missisippi Building Mrterid De*rs AssocbtionFeb. ltl-15' annual convention, Biloxi, Ms.

World of C-oncrcle 't6Feb. l6an, annual exhibition, Creorgia World Congress Center, Atlanta, Ga.

Home Cenler Loss Prevention ConferenceFeb. 17-20. Fort Worth, Tx.

LTJMBER: Paul Anderson. Robert Glatt, divirsion mgr., Jim Haas.

MILL$TORI(: Richard H. Mills

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

BERGER & @MPANY aA1

ta Conagra companyl Jry,a

ISAN INTERNATIONAL VJ

@MMODITIES TRN)ING

ORGANIZATION WITH OFFICES IN: San Francisco, Ca. (headquarters)l Chicago, Il.: Colfax, Wa.l Fargo. N.D.; Filer, Id.: Grand Cayman, British West Indies: Santiago. Chile; London. England; Geneva. Switzerland; Nicosia, Cyprus; Buenos Aires, Argentina: Moose Jaw, Canada: and Taipei, Taiwan.

Appaladrian Hardumd Manuhctuers, Inc.Rb. 2lI'21, annual meeting, The Cloister. Sea Island. Ga.

American Harduart Manrfrcturers Associrtirmftb. 29t' London trade mission. U.S. Embassy. london. England-

Builder Marts of Americaru. 57, Independent's Day show. Atlanta Hilton & Georgia World Congress Center. Atlanta. Ga.

Dataline&b. 2cManh l. national usen' confererrce. Amelia Island Plantation. Amelia Island. Fl.

Southern Hardnood ltaffic AssociationH. 27, annual meeling, Rameda Convention Center Hotel. Memphis. Tn.

Louisiana Building Material Deahn Assciatimru. 27Mardr 3, annual convention. Royal Sonesta Hotel. New Orleans. t^a.

MARCH

Henderson & Bafud Hardnart Co. - Manh l-2, sentry market. Greenwood Lrflore Civic Center. Greenwood. Ms.

Fbankfrrrt lnternatftrnal Houscmns FairManh l-5, Frankfurr. West Germany.

Amerir:an Hardnare Manr&chrers AssaietionMartt 2-5, intemational hardware trade fair. Cologne. West Germany

International Hard$ood hroducts AssociatbnMarth 2{, annual convention/World of Wood exhibition. The Waiohai. Kauai. Hi.

I{ationd Hard$ood t umber AssocietbnManh }7. hardwood lumber rules course, Davidson County Community College. kxington, N.C.

Dean Lumber Co.Marth 5, Fessurc ueated wood seminar. Gilmer Counrry Club, Gilrner, Tx.

t{ational Home Center Shorv/Homc Improwment Coogrcss & Ex' pcitionMartt $12, McCormick Place. Chicago. Il.

Itational Lumber & Building Material lhales AscbtinMarth l7-t9, Conference with Congress, Hyan Regerry Hotel. Washingon D.C.

Canada/$rbod 'E6Marth 2l-23, expoeition, Palais &s CongresMonteal, Quebec. Canada.

t{atiooal Inmber & BuiHing Mrterirl Dealers AscirtinMarth 2327. family business seminar. University of husyL vania, Philadelphia, Pa.

Southern Hardwod Inmber Mantfichrcrs AscirtirnMardr ?*?6, annual meeting, Hyan Regency Hotel. Atlanta. Ga.

Southern Cypress Manuhcturers AssociationManh 25, ilnual meeting, Hyatt Regency Hotel, Adanta, Ga.

SOUTHEASTERN SCENE

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

Mississippi Building Material Dealers Association is holding its 60th anniversary convention at the Royal d' Iberville, Biloxi, Ms.. Feb. 13-15.

Wayne Dowdy, fourth district congressman from Mississippi, will be the keynote speaker. More than 75 exhibiton have reserved booths in the trade show which accompanies the convention.

Wesley Rushing, Jones County Building Supply, Laurel, current president, will preside over the business sessions which will include a report from the nominating committee and the election of officers.

Numerous social events are planned in observance of the association's 60th anniversary with many associate members hosting hospitality suites. Louise Rushing, president of the Ladies Auxiliary, will be in charge of a special program for spouses.

Carolina Lumber and Building Material Dealers Association, Kentucky Lumber

and Building Material Dealers Association, \{rginia Building Material Association and the Tennessee Building Material Association will be represented on the National Lumber and Building Material Dealers Association's executive committee by Carl Tindell, representative for District III.

President of Tindell Builders Supply. Knoxville, Tn., he has been an active member of TBMA for many years. serving as a committee chairman, director, East Tennessee vice president and president. In 1985 he was a national director representing that association on the NLBMDA board of directors.

6-9, included approval of a disability insurance progftrm for members and appointing a feasibility study group for building or buying an association headquarters office. Freeman Spencer, Massey Builders Supply Co., was named chairman of the committee.

Future dates approved by the board include a summer management conference, Aug. 1417, Ramada Oceanside Tower, Virginia Beach; 1987 convention, April l2-15, Greenbrier Hotel. White Sulphur Springs, W.V.; 1988 convention, March 2ul-30, Mariner's Inn, Hilton Head, S.C., and 1989 convention. April 9-12. the Homestead, Hot Springs. Va.

"Opening Doors To Opportunity" has been announced as the theme of the 1986 convention.

Building Material Merchants' Association of Georgia and Alabama has announced the availability of a new colrespondence course developed especially for retail building materials stores, home centers and lumber yards.

Vrginia Building Material Association board of directors met at the Pinehurst Hotel. Pinehurst. N.C.,to approve the 1986 budget as well as a five year plan submitted by the executive director.

Other business conducted during the meeting at the site of the 1986 convention, April

"Start with Basics" is a 10 lesson home study course developed by LumberTech I to assist in the development of selling skills, according to Erv Goodroe, executive vice president of the association. Over 240 pages of

(Please turn to page 37)

Quality Natural I)urable Available RED CE

--IIIIIIIIIIII

r SAMPLE KIT Beautifirl four-color literaturc fi.rll of grcat ideas on tVestem Red Cedar. From this kit you can order quantities of literaturc for distribution to your key custome$.

tr "WHERE-TIO-BIIY" Here's a listing of all the keyproducers of rlTestem Red Cedar Products and what they manufacnre to suit yourparticular inventory and delivery rcquirements. A geat help in buying right.

NAME

FIRM

ADDRESS ST{TE- ZIP

MAIL TO: Westem Red Cedar lumber Association Dept. Dl Yeon Building Portland, OF.972O4

IFHE

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place san Diego' ca' 92128 ty atmosphere of warehouse operations.

MARGIN squeeze has taken a toll

I on the level of serrice that dealers can cffer. "Full service" stores have reformatted their store layouts and visual merchandising for more self-selection and reduced floor coverage. lt does work, but be careful!

D-i-y customers are telling us that they have stopped shopping in those stores where the salespersons are visible but inattentive, uncaring or downright impolite. They are finding that the price spread (sheif prices) from one dealer to the next is not great enough to subject themselves to a degrading experience.

While warehouse stores have been capturing segments of the market in metropolitan areas, there are many d-i-y customers who are intimidated by the warehouse's phvsical plant. Women, who are accusiorired to'shopping in decor'd surroundings, especially avoid the cavelike and dir-

While the black skid marks on the floor and the constant warning bells of the fork lifts connote low overhead to some shoppers, others avoid shopping in the mass confusion of warehouse stores.

But the conventional tlpe stores have their turn-offs too. Why, oh why, must the volume be up so loud on the store's intercom system? And it always appears harder to find help and get through the check out during "slow" hours than during high volume days.

Our industry today is contributing greatly to the wea.lth of the newspaper, and radio and TV stations. The ads shout lowest prices and friendly, knowledgeable salespeople. But many times it's easy to tell that the guy that wrote the ad is not the guy that's waiting on customers.

You and I have watched television programs in which the retail salesperson or service man is portrayed as a fumbling, clutzy idiot. We mimicked the laugh track because it's usually a funny routine. I'll

agree it's funny on the tube, but u'hen you're the customer in a real life situation, face-to-face '*ith an individual spouting stupid comebacks instead of helpful suggestions, it's no laughing matter.

In 35 years of retailing, I've overheard some classics on the sales floor. Read them and laugh. Then worry just a little that one or tu'o of these remarks in this collection came from your home center's Stupid Remarks Depanment. Could one of your salespeople be saying this to Your customers....

"...ya, we have it, if you want to pay $79." . "l just work here I don\ make the rules."

. "No, it's not on sale."

o "That's the last one. Mac. Take it or leave it."

. "Oh, I believe you, thil their price is lower, but just wait, they'll raise it. They can't afford to sell it at thar price forever."

Copy at the bottom of an ad. "Cash & Carrv Only. We honor Visa and MagerCard." "l knon'you bought ft here, but I canl tell you where to ga replacement parts."

o "Sorry, we sold out of the advenised item at 9.50 the firs hour, but we have another one over here thar will cosr you $9.75."

"Yes we handle mo$ barteries. but not the one for our remote door operator, try the hardware store down the $reet."

r "lf you donl see it, we don't have il."

We back our products with factory-trained Personnel and a strong product warranty. lf You have a special application or problem, call our chemists on our toll{ree number. We'll helP however we can.

We work hard to Protect our product's reputation so You don't have to worry about Yours.

Gray Seal, the Paint Pros Paint. Painting's iust too much work to use anything else.

February 1986

r \\'hen the cashicr is askcd il she buvs hcr matcrial at the store. "l don't shop hcre, the nrerchandisc is too shabb1."

r "l clon'1 makr- 11 , l.iust sell it."

r "\\'hat elsc catr I sc// Iou to I'inish thc pro.ject'i "

. "So rcport it to lhe Beiler Busincss llLrrclttr, I rl()n'l eilrc."

" I llll '' I irrrr Irrtrirlcnt l clllr. "

o "\1r Irlicln'i upJrroaeir lhcrn. Icarr tcll l hcr 'rc rcailr nol llcr c lr) lru) "

o "Harciholuci nanclirt.g clocsn't:cll in I his nlrlkct " ()nc r-lrrpjr)\'cc t() lutolhcr litrrcllr \'1r)lt-!ll l(,1 ( 1\trrt)let \ lr) ,)\\.! lf Clrf : .' l lle i r:rr rr uill hi tL'.tr'.kcrl ilt trr,' setk.. Irrit vort kno\\ *hat that mcAn\ at tlri: orrtlit."

. "\irr.r cion"t \\ant to br-rr nothing dt'r )ou?"

o "Too bad rou clicin't buv it restcrclar sir. it sas irn salc."

o The movablc sign on the home ccnter fiont door Lrnchanged at middal. "C-losed."

o "Here 's m) pricc, il'it's too htgh I can shave it. "

o 0erheard br custorners nearbl , one stock per\on Io another: "l hate uorking on Saturclal: *hc-n ali thesc clantn cu\lontcrs arc in thc \torc."

.

".\re rou cnlitlecl lo oLrr birilclcrs cliscount ? "

"\\'h) don'l r ou q ait a eoLrplc o1' lre-cks, thc btircr u:uallr puts it on salc that tirnc ol thc rcar. "

o "l'll *ritc uf thc orclcr 1()f thc llaragc at this clc\k, bril \ou uill irarc trr llncl \()nreollc clsc 1o scll \ou 1l)c rrails ancl painl "

Tlrc rctail sales tkror is no place to plav thc ganrc oi onc-upntanship. \\'hcn lr cristorner is on thc rccci\nt-[ cncl ol a strrpicl rcrnark hc nttr.irrst lnakc \urc tltal \orlr sarlcspcr\()n hacl thc last $Orcl lorcrcr.

As reliable as

the wooden pencil.

For over 130 years, incense cedar has been the preferred material to satisfy the exacting demands of the manufacturing process for pencils -- the most machined wood product in the world. And over 100 pencil companies in 50 countries rely on incense cedar for their raw material supply.

P&M is the world's largest producer of incense cedar lumber. Because we're the industry leader, you can count on P&M Cedar Products to provide exceptional service, consistent quality, reliable delivery and competitive pricing of our

manufactured products . . . CedarPro.e

The inherent characteristics of incense cedar, which make it the preferred wood for pencils, also make it desireable for use as an appearance wood. Incense cedar's natural beauty and durability, dimensional stability, ease of handling and versatility all contribute to the quality of our CedarProe products. CedarPro3 planking, siding, fencing and moulding are products you can trust year af.ter year.

Rely on P&M . . . your success is our business.

P&M Cedar Products, Inc.

rector.

TOPICS

JOE BUTLER, executlve vlce prealdent

NEW TO the LAT staff is Barbara Douslas who will be exhibit sales di-

She came to our office from the Texas Veterinary Medical Association where she was continuing education and public information coordinator. She attended Yankton College. Bismarck Junior College and received a B.S. in education in l98l from the University of

Texas at Austin. She is the mother of t*ins. Her husband is a carpentry sub'contractor.

ln cooperation with the Western Wood Mucts Association. LAT will sponsor a half-day seminaron Feb. ll in SanAntonio. the last in a series which includes Houston. Feb. -1. and Corpus Christi. Feb. 6.

Objective of the program is to provide the retail lumber dealer u'ith the information necessary to deal successfullv with ar-

ARKANSAS A OKLAHOMA

BOB JOT{N execudrp vice fesld€nt

N A RECENT trip to Oklahoma Ciry for a legislative committee meeting I had to make a change in my original travel plans in order to make a quick trip to meet with an Arkansas dealer who needed some help on an insurance problem.

As a result. I had a problem with the airline I was using when I anempted making a change in flight reservations. Because I had

taken advantage of one of their specials. they' rather abruptly told me. "We cannot change your ticket. The ticket was bought under contractural terms saying that there could be no changes."

Since my original flight was filled. I offered to let them sell my seat to someone else. The response was. "lf you do not show up as planned. we will cancel your resen'ations and your special price." (This would have more than doubled the price that I paid for the ticket.)

chitects. contractors and the consumer in merchandising lumber and related products. Areas of emphasis will include grades and grading. seasoning. specialty products. understanding Iumber specs. handling and storage. foresul manufacture and lumber promotions.

A reference binder *ill be given to each participant.

Members. families and friends of LAT uill visit Scandinavia June l8-Jul1' 2. The tour. uhich is being arranged b1'Vantage Tiavel. will visit Copenhagen. Denmarlt: Oslo and Bergen. Nor*'ay; Stockholm. Sweden. and Helsinlii. Finland. as *'ell as cruise in the lord country. Those who uish will have an oppornrnit.v to extend the trip into Russia. r'isiting Lrningrad. The travelers will be accompanied b1' a tour director.

Although I talked for rreral minutes with several different representatives of the airline. the only result I obtained *as a bad scolding for even requesting the "change."

This company' obviously did not have what is called the "smell" of the customerliving for one's customers.

In my opinion. most successful companies go to an! lenglh to satisff tlrcir cuslolners. As a lumber dealer recentll' told me. "We are going to sadsry our custorrcrs even when we know we arc gening gouged"'"We are nou' spending at least {Oqr or more of our time just visiting *'ith customers." another manager in a heavilyconsumer-oriented yard said. "We give a swift boot to people who misueat custonrers." Another said. "Our focus is on people selling to people. whe0rr it be a 5c transaction or a $500 one."

A strong customer orientation is orr of the ke1' differences beween successful and less successful organizations. As one vice presi-

ttisls rtsvtunt ffln$rr

dent said in a meeting of his internal people, "We must look upon customers as our work, not as an intemrption of our work."

Recently, I took an automobile into my regular service station for a minor repair. The attendant said, "We really do not have the equipment to make the repair, but I know a garage that can do an excellentjob for you."

The aftendant called the owner of the garage at home (it was Saturday aftemoon), got a cost estimate and made an appointment for me. And he did all of this with a friendly smile and a warrn handshake. Needless to say, this service station does a roaring busiNESS.

Southeast Scene

(Continued J'rom page l9)

selling instructions and assignments are contained in the l0 lessons.

Students must spend from one to three hours completing each lesson assignment before practicing the lesson selling step on the job for a week. The assignment is sent in for comments when both parts have been completed.

l-essons cover preparing to sell; the effect of discounts in profit; the approach; the interview step; asking questions; selling benefits; selling value; handling objections; handling

At Worlds of Fun in Kansas City every employee is known as an ambassador not a worker, supervisor, etc. Delta Air Lines personnel greet their depafiing customers with: "Hope you had a good flight. Your gate is the second one on the left."

Ever since my airplane reservation problems I have become more aware of those lir tle posters employers put up in the back rooms to remind employees how important customers really are. Here are a few that have caught my eye that might work for you.

'A customer is not dependent upon us ... we are dependent on them."

'A customer is the most important person ever in this yard ... in person or by phone."

'A customer is not someone to argue or match wits with. Nobody ever won an argument with a customer."

'A customer is someone who brings us his wants. It is ourjob to handle them profitably to him and to ourselves."

Oh! By the way. the airline I had the problem with just reported that for the fourth consecutive year they have lost money .., I wonder whv!

stalls; previewing benefitsl trial closes; regular closes; suggestion selling and financial arrangements.

The course is comprehensive and suitable for the beginner who wants to develop his selling skills as well as the veteran sales person who wants to check for new techniques, according to Goodroe.

Region 2, he is with Home Lumber Co., Hazard, Ky.

Louisiana Building Material Dealers Association has researched and written a how to guide for a legislative night program.

The program will be used by local associations in their area. Reportedly many local association presidents are interested in cohosting legislative night programs with the LBMDA.

Kentuchy Lumber and Building Material Dealers Association will be represented on the national association's executive committee by Bill Morton in 1986. A member of

In other legislative connected action, LBMDA will work with representatives of (l'lcasa tunt to page,1 7)

PERS NALS

J. Ross Burgess Jr., exec. v.p./gen. merchandise mgr., Lowe's Co.s, NorthWilkesboro, N.C., has retired after 28 years with the firm, according.to

Leonand G. Herring, pres. and c.e.o. Wendell R. Emerine has been promoted to exec. v.p. of all store operations, sales and merchandising. Dwight E. Pardue is now senior exec. v.p., real estate, and Harry B. Underrrood II is senior v.p./finance and treas.

Brent Hampton has been named mgr. of 84 Lumber Co., Montgomery Al.

Thomas A. Roe, chairman of the board, Builder Marts of America, Greenville, S.C., has been elected to the board of trustees of The Heritage Foundation, Washington, D.C.

Don Pardue is now director of marketing at Wood Treaters. Inc., Jacksonville, Fl. Anne Sloat is a new sales asst.

Arvin Moeller is now mgr. of Paxton Beautiful Woods, New Orleans, La., a new branch of the Frank Paxton Lumber Co., Kansas City, Mo.

Robert L. I)enton, formerly with Gang-Nail Systems, Miami, Fl., has moved to B.B. & S. li.nss Systems, Inc., Davisville, R.I., as mgr.

O. Max Montgomery pres and c.e.o., Republic Gypsum Co., Dallas, Tx., has resigned after 2l yean with the co. Phil Simpson, chairman and former chief executive, has been named his successor.

John W. Herhinger Jr. has been elected pres. and c.e.o. of The Hechinger Co.. Landover, Md. John I{. Hechinger Sr. has moved to co-chairman of the board with Ridnrd England, both continuing as c.e.o.s.

John Barrctt has been pomoted to v.p., lumber sales central, for U.S. Plywood. Other v.p.s are Harold McCabe, sales & distribution planning; Lyh Thompson, sales & service; Mac Stehman, op€Btions mgr.,Oxford, Ms.; fbrm \bss, indusnial particleboard sales & marketing, and Vlllliam E Doran, panel and hardboard goducs sales & marketing, Charleston and Orangeburg. S.C.

Bulldlng Prcducts Dlged

James McGinnis, McGinnis Lumber Co.. Meridian, Ms., has been appointed to tte North American Wholesale Lumber Association's 1986 boad of directqs nominating committee.

Bob Dryb has been named gen. mgr. of FLM Building Prroducs distribution center. St. Fetersburg, Fl., according to Fhed L. Mcleod, pres.

Scott Grry is the new Atlanta, Ga., area rcp for M.L. Sandy Lmber Sales., Corinth. Ms., according to M.L. Sondy Sr., chairnlan.

Iartn hllerd, is now asst. dfuector, quality supervision, of the furcrican Ply*od Association. nrynma C. Mihcr is the new managing dfuector of intemational operations and Ihareb R. Itshc is panel godwts specialis in London, England.

\Iflbur Dqtle, pes., Doyle l-umbcr Co.. Martinsville. Va., has been elected prcs. of the Vrginia Chamber of Commerce.

Ray Cooq, vice chairman, Scotty's.Winter Haven, Fl.. has been selected by the Home Center L,eadership Coucil o be inducted into tlre Honre Center Hall of Farne.

Jane Chapmen has joined Walker-Williams Lumber Co.. Hatchechubbee. Al.. as sales asst.

Jim Prcdrt has been named gen. mgr. at the Vaughan & Sons. lnc. lumber distribution center. San Antonio. Tx. Clyde Culpepper is gen. mgr. of the rrcw mrss and component plant.

ltuck and traller shlpment <> vans and plggWack avallable. shlpplng locaflon: Lenz sldlng, or. Southern Paclflc and Burllngton Northern.

cAscADE STUDS, IN@RPORATED, HC63, Box 302 Chlloquln, t.97624

Gharles lftchel, sales manager

HEM.FIR STUDS

LODGEPOLE PINE STUDS 2x4 ond 2x6

Wlliam C. "Bill" Ropl has been appointed general sales mgr. at General Hardware Co.. Greensboro. N.C.

Jill Barnett is the new interior designer at Call Lumber Co., Gonzales, Tx.

Harold Maxvrcll, Temple-Eastex, Diboll, Tx., is a member of an industry task force formed to advise U.S. deputy trade representative Alan Wood in talks with Canadian govt. officials about lumber imports.

J. Webb Brame, Holly Springs, Ms., has joined Minwax Co., Inc., as district mgr. in Ar., Ky., Ms., Tn., Al. and La.

David Bost is back at Scotly's, Winter Haven, Fl., as gen. mgr. New mgrs. at Scotty's are Randy Fowler, Belle Glade; Jack Starren, Winter Park; Chris Resing, Fort Pierce, and Bob Kajhsz, Big Pine Key. New asst. mgrs. are Scot Blocker, Okeechobee; Gilbert Brantley, Orange Park; Tom Burry, Vero Beach, and Caryl Catalino, Orlando.

Jim Calhoun, formerly district mgr. for Bruce Hardwood Floors in Tn., has been named district mgr. for the southem Tx. market, according to Michael J. Kearins, v.p., sales. Jack Bostwick, a technical rep for Bruce in Boston, has been promoted to district mgr. for northern Tx. Coley Armstrong is the new district mgr. in Tn., Ms., La. and Ar.

Marshall Ritchie, marketing mgr., Red Shingle and Handsplit Shake Bureau, Seattle, Wa., has retired after almost 30 years with the bureau.

Randall Cunningham is the new customer service office mgr. at Wholesale Building Products, Nashville, Tn.

Glen Erhardt and Walt Levey are new to sales at Bestwood Forest Products. Columbia. S.C.

LET'S HEAR FROM YOU!

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

Jack Brock, Brock Supply Co., Inc., Miami, F1., has been promoted to head buyer, according to Mark Brcck, v.p. Skip Beeson is the new assistant sales mgr., manufactured housing, at Idaho Timber Corp. of Texas, FortWorth.

David L. Mueller has joined United Mccill Corp., Griffin, Ga., as gen. mgr., acoustical oroducts div.

P. David Mason, former gen. mgr. of Wade Wood, Inc., Wade, N.C., has joined the Southem Forest Products Association as a regional market mgr. covering Md., Va., W.V. and N.C. from Dunn, N.C.

G. Roger Jennings is the new sales mgr. for Union Camp Corp. in Franklin, Va.

Hubert Walker. A.B. Clark Lumber Co., New Orleans. La.. has been named chairman of the Wood Unlimited Association's legislative night program.

Larry Vlfoight has joined sales at Regency Sales Co.. Duncanville, Tx.

Samuel Gossett has been appointed industrial sales mgr. of Rich Ladder Co., Carrollton, Ky.

T. Marshall Hahn Jr., chairman and c.e.o., Georgia-Pacific Corp., Atlanta, Ga., has been appointed to the President's Export Council.

Carol K. Wood has been named director, corporate and marketing communications for Champion Intemational Corp., Stamford, Ct.

John Hammock has been appointed v.p. of lumber operations at Longleaf Forest Products Co., Waynesboro, Ms., according to John Galloway, pres., Hood Industries, Inc., Beaumont, Ms., which has purchased the co. Itrtrorman White is the new sales mgr.

"Red" N. White is a new trainee in the paint dept. of Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

NEW PRODUCTS and selected soles oids

permit a wider selection and increased flexibilty in wiring systems. Available in brown, ivory or white, they offer solutions to the need for more outlets in heavy use areas such as kitchens, garages and workshops.

Calode Calculator

A new pocket calculator from Sharp Electronics doubles as a weight control aid.

The MC-700 Stay Fit calculator has a three-key memory listing 153 foods, giving instant readings of ponion size and calorie count.

Users can add the calories of any food consumed to an independent memory to follow their daily or weekly intake. The calculator weighs 2.2 oz. and features a oneJine, ninedigit liquid crystal display with 5 x 7 dot matrix.

Lumber Calculator

An improved version of the pocket-sized lumber calculator which complies with the industry's latest dimensional standards is available from Wadington SlideCharts.

Curve Glass Windows

A new line of clad round-top windows has been introduced by Wenco.

Made with 5/8 in. double glazing and double weatherstrip, the roundtops fit three widths of single casement, three widths of twin casement and seven widths of double-hung windows.

Available in bronze or white bakedon vinyl finish, the windows have a wood brick mold option. Interior trim and sunburst grilles are also offered. Each unit also comes with sub sill for use as a free-standing unit.

SocketTo Me

New grounding adapters which convert two outlets into six have been introduced by Challenger Electrical Equipment Corp.

These and the three-outlet adapters

The calculator operates like a slide rule but reads as reliably as a catalog data sheet. It quickly projects board feet of all standard lengths of lumber from 8 to 2l ft. Lumber sizes are listed from I x 2" to 16 " sq. timbers. Comparative dimensional data for nominal size versus actual size for both dry and unseasoned lumber are also given.

FREE READER SERVICE

For more information on New Products write Building Producs Dgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and Page number so we can pr@ess your request faster! Many thank!

Solar Heating Appliarrce

A new solar water heater system featuring a computer that "talks" the homeowner through programming and operation is new from ExemPlar, Inc.

Components (collector, storage and pumps) are housed in one streamlined 4'x 8' unit. Mounted on the lawn or roof, it is connected to an existing water heater with the microprocessor control unit.

Reportedly, the homeowner will save 4O9o to 8090 of the energY he normally uses to heat water.

KeepYourWood Dry

RainCoat water repellent, which minimizes moist movement in and out of wood (the main cause of cup- ping, twisting, etc.), is available from Koppers Co., Inc.

It can either be brushed, sprayed or applied to wood with a roller.

Clamping Grounds

All types of clamping are simplified and the cost of constructing a wide variety of work-holding jigs is reduced by a new jet clamp system from Sylvax Corp.

Its two clamping jaws have a built-in locking action to enable them to lock into position on plain standard section steel or aluminum bars.

Overtightening is reportedly impossible because of a fail-safe torque limiting feature.

Wirehouser

A new Iine of thermoplastic "soft boxes" for residential wiring including many labor-saving features has been introduced by Challenger Electrical Materials.

Molded-in threads, positive positioning guides and hinged twin-leaf openings for wire make for easy installation. All multi-gang and 4-in. square boxes feature lGm-Klamp cable grips which enable the conductors to be locked into place with the turn of a screwdriver.

Custom Sunspaces

Customized solar room additions for fuel economy, expanded living space and indoor plant cultivation are new from Solar Additions.

Featuring slanted front glass to let in maximum solar energy during short winter days and a roof overhang or external sunshades to block outside summer warmth, they come in disassembled components for d-i-y assembly.

Offered are three basic styles: a classic angled glass mode, modern curving arch construction and a vertical elass look.

Work-holding adaptors can be fitted to the jaws to permit the clamp to be rotated around the workpiece without releasing the clamping pressure.

lgnitingGun

An all-purpose gas flame lighter with a one-touch switch which requires no batteries has been introduced by J.D. Lawson, Inc.

It features a flame adjusting lever, easy-view window to check the level of gas and a simple refill inlet for butane gas. The long-stemmed nozzle has a safety cap.

DoorWeatherstripping

Insulating strips which combine efficient insulation with easy installation and a wood-like appearance for exterior doors and garage doors are new from USG Corp.

Jambseal strips are pre-finished cellular and flexible PVC weatherstripping products that are maintenance free and reportedly more durable and economical than most wood, aluminum or plastic weatherseal products.

They are said to be long lasting and will not warp, crack or split even when exposed to temperature extremes. They are ready to install without finishing and never need repainting.

COLON CEDAR

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Dimension lumber, studs, timber€ to 40'. Unitized

Sawmills located at Molalla, Tillamook, Toledo and CleckamaE, Oregon, with shipping via SP, truck, ooean barge and for export.

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Wood Hood Kit

A new wood hood kit for ranges from Broan combines performance and easy installation with the high style of custom wood cabinetry.

An infinite speed control provides quiet performance, while Heat Sentry protection automatically turns the blower to high speed when excess cooking heat is detected.

Fire retardant and easy to clean, the full metal insert can be adapted to wood hoods up to 42 " wide. A built-in duct connector with damper is included for easy installation.

Easy Tackling Spackling

A spackling compound especially suited for small jobs and quick repairs such as filling nailholes and hairline cracks is new from Borden. Elmer's Redi-Spack Lite wall repair compound's light, even consistency is said to make it easy to ap- ply and easier to sand. Recommended for both indoor and outdoor use. it reportedly dries quickly, requires minimal sanding, resists shrinking, sagging and cracking and can be cleaned up with water.

Depending on the depth of the crack, the compound is paintable in 15 minutes. It is available in quart, pint and Yz-pint plastic containers.

Draft Dodgers

A new line of energy-saving door and window-sealing systems has been introduced by J. H. McCIure Sales.

The line includes five aluminumbased systems used as door attachments, an adhesive ('V" tape weatherstrip and an adhesive foam tape.

Also available is a door-activated draft excluder with a brush seal for inside doors. The soft brush does not mark tiles or carpets because it lifts over them when the door is opened. When the door closes, the unit is activated by a roller attached to the wall.

LoungingAround

The streamlined Sunlounger has been introduced by Sebel Furniture, Ltd.

It is totally molded and embodies anti-static material that repels soiling. Ultra-violet stabilizers prevent deterioration even with permanent outdoor use.

The lounges are equipped with non-protruding wheels to permit use in restricted quarters at poolside.

On the Bench

A complete line of work benches with tops of maple, steel, plastic or hardboard has been introduced by Turnkey.

The hard edged grain maple top is harmless to sharp tools. It will not chip or crack under heavy blows.

The steel frame has adjustable legs 293A " to 353A " high.

The benches are available in six sizes, 30" and 36" wide, 4' to 8' in length.

Blinded FromThe Light

Vertical blinds from Graber Industries have a slightly domed shape to hang closer together with more stability, sealing out light completely and assunng maxrmum pnvacy.

The blinds are made of easy-tomaintain pvc material and feature 3-l/2"-wide louvers in a variety of designer solid colors. They are fully opaque.

Animal, Bug & Bird Repellent

A new longJasting repellent for animals, rodents and birds that is also ecologically safe and non-hazardous is new from Burlington Bio-Medical & Scientific Corp.

The broad spectrum product combines an extremely bitter substance with a tag scent into a special solvent system, which allows it to penetrate into the bark of trees and other surfaces. When attempts to bite, lick, nibble or chew are made, the animal is constantly reminded that this property is off limits.

Chain SawTote

A one-size-fits-all tote for carrying and storing chain saws is new from HMC/The Green Machine.

The Saw Sak is designed to fit saws up to 77cc, with an adjustable bar cover for blade lengths from 12 " to 24',.

Made of machine-washable. oil/ gas/ tear-resistant black nylon, it features a green shoulder strap and twin hand straps, a full-length zipper and a large pocket with velcro

closure for storing extra chains, goggles, oil and tools.

It can also be used as a log carrier. When not in use, the bag folds up for compact storage.

FREE READER SERVICE

For more information on New Products wite Building Producs D{gest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and page number so we can process your request faster! Many thank!

Paint Pot Liner

A five quart disposable plastic paint pot liner is new from Leaktite Corp. Constructed of clear, solvent resistant polyethylene plastic, it is lightweight, qry to change, and fits snugly in a five quart metal paint pail. It can also be used as a sealable storage container by adding a lid.

The liner reportedly won't distort or leak like bag-type liners.

TapWrap

A cover designed to prevent freezing and rusting of outdoor faucets is new from Intromark Inc. Faucet Sock slips over the faucet and secures with an attached tie string. Its nylon cover is both water and wind resistant.

Containing thermal insulation made of olefin and polyester fibers, the product is both washable and dry cleanable.

More On the Floor

"Big Foot," a new dimension for Ro:Tile's full line of 13 designer colors and slate-textured floor tiles, is now available.

The 12 " x 12 " tile (including grout joint) offers durability and a low maintenance, skid-resistant surface.

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ca||$ ilill| l]|0 il0 Pnoril$!

is the PR0FESS!0i|A['S At[ PURP0SE PIASTIC

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

Can be rsed under Fiber Glass! gr**

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum uo sander. Wateroroof and

gum up Waterproof and weatherproof when properly applied. I

Availeble in l6 matching wood colors and white.

Help the Blind

An adapter which attaches to roller blinds to allow them to be raised and lowered by the same remote control rod that opens and closes the windows in out-of-reach applications is new from VeluxAmerica Inc.

The Tlpe AR Adaptor is clamped to the blind's pull tab and can be securely gripped by the rod when used with the co.'s model GGL roof window.

energy usage up to 4890, extends the life of the bulb up to 100 times and dramatically reduces maintenance costs.

Hand Cleaner

A waterless hand cleaner that removes dirt, grime, grease, paint and ink from hands is available from Klean-Strip.

Light Socket Converter

A solid-state rectifier which mounts on the base of any incandescent light bulb between the base and the socket to convert ac to dc current is new from Garon Products.

The Power Disc reportedly cuts

Klean-Hand, which contains lanolin to condition and help keep hands soft, is said to clean quickly, easily and without harsh abrasives.

It is available in a 16 oz. plastic squeeze bottle or a28 oz. hand pump dispenser.

Motorized Windows

A motorized module which opens venting skylights at the touch of a wall switch, rather than by hand cranking, is new from Wasco Products.

The skylight's opening position can be pre-set to 4, 8 or I I inches. The addon device is for use only with Wascobrand venting skylights.

"-t'f European Cabinetry

All laminate cabinets which are European in styling with full overlay doors and concealed hinges yet conventional in frame type construction for extra strength and installation ease are new from Well-Bilt Kitchens.

The Euro line's sophisticated, sleek lines are accented by continuous oak pulls. Other features include quick clean exterior surfaces of melamine laminate; white vinyl interiors; roller bearing, side-mounted drawers, and adjustable shelves in all wall and base cabinets.

Doors and cases can be mixed or matched in white, almond, oak grained or gray. OF

PRODUCTS

P.O. Box 389 Gold Bar, Wa.98251

793.1135

Two Mill Locations: GOLDBAR for sidings-bevel, channel & other products

FORKS - Rosmond, for fine old growth clears

High Profit Telephone Products

With sales of do-it-yourself telephone wiring and accessories increasing from $200 to $300 million, many owners of hardware stores and home centers are wondering how they can cash in on this high-profit aftermarket.

According to Scott Mathews of AT&T Modular Products, the best way to sell telephone wiring and accessories is to get the product into the consumer's hands. Everything on display should be visible, easily identifiable, and within the reach of the browsing customer.

"Most people are naturally afraid of wiring," says Mathews. "Only when the potential buyer picks up the product and reads the label will these feelings of fear fade. The buyer will realize that the product is safe, easy-toinstall, and legal."

According to Mathews, products sell best if displayed on racks in the center ofthe floor, near cash registers, or down

aisles where there is a lot of traffic. It is also important, he says, that packages be attractive, racks be eye-catching, and that there be some kind of helpful literature at point of purchase.

"The Iargest percentage of sales will be on impulse," says Mathews. "Customers shouldn't have to ask for the product or have the product explained by a salesperson. The product should be out on the floor where the customer will see it, examine it, and buy it."

Mathews says that most d-i-y telephone products offer 50 to 6O9o profit margins. If the racks are kept stocked and visible, he says, retailers €n expect the products to sell out eight to l0 times a year.

The products which are selling the fastest in the overall market, Mathews says, are the telephone handset cords, modular connecting blocks, adapters, and converters. In addition, accessory products are selling well.

N.C.. and Caradco conlerred recently in Lowe's Wnston-Salem store's milhork section. (right to lett)John P. Mikulak, president, caradco corp.; thna Snydel v.p. marketing, Caradco Corp.; 8ob Swanson Sr., v.p., merchandising, Lowe's; Dave Brown, rnerchandise mgr., Lowe's; Lee Herring, merchandising v.p. millwork, Lowe's; Carroll Brown, mgr.,

TREASURE GHEST promotion at the Interstate Sentry Hardware store, Statesville, N.C., was conducted in cooperation with Stanley Tmls and General Hardware Co.-Greensboro. Working on lhe er/ent were (kneeling, left to right) Carl Holliday, GHC-Greensboro marketing/advertising rngr., and Cotton Monison, Interslate mgr., (standing, left to right) David Brown, Interstate assistant mgr., Fred Riggs, Interstate owner; Joel Hall, GHC representative, and Jerry Thomas, Stanley Tools representative.

TOP BRASS lrom Lowe's ComDanies Inc., Norlh Wilkesboro.

Southeast Scene

(Continued from page 27)

the Subcontractors Association on a rewriting of lien laws. They also co-chaired with numerous other associations a meeting conceming the parish central sales tax collection. They are working to eliminate unnecessary paper work by cutting the number of local sales tax collectors.

The concept would eliminate paper work for those doing business in a multi-pzrish area and eliminate approximately 150 local taxing jurisdictions now in existence, according to LBMDA.

Representatives from LBMDA and the Oil Field Contractors Association hosted a meeting with members of numerous Louisiana associations, state representative Buddy Leach and the Louisiana House of Representatives Ways and Means Committee. LBMDA considers the meeting's outcome positive and productive. The Louisiana Association of Business and Industry has given the tax proposal a high priority for both their small business and taxation committees.

Because objections of the Louisiana Municipal Association, parish school boards, police juries and local politicians must be overcome, LBMDA is urging its members to actively support the parish central sales tax collection conceDt.

Future Dates

Check our Calendar on page 18 for information on upcoming conventions, meetings and trade shows in your region.

Southern Forest Pmducts Association will consider issues, problems and opportunities of immediate and long term significance to the southem pine lumber industry at a longrange planning committee meeting. Feb. 27-28 at the Sheraton in New Orleans, La.

Committee members will explore new progftrms and ways to solve problems. Topics to be discussed will include Canadian lumber imports, southern pine quality, proposed federal tax changes and the impact of federal budget deficits. Marketing prcgress and prospects will be reviewed.

conference on Feb. 5 at the Hyatt Regency Hotel, Nashville, Tn.

The Tennessee State Conference on Small Business will be held in the same location on Feb. 28.

CHAIRMAN 0f the Tennessee Building Material Association for 1986, Frank J. Kinser is vice president and manager of East Bninard l-umber Co., Chattanooga, Tn. Active in many organizations including the Chattanooga Retail l-umber Dealers Association, he will represent TBMA at the Conference With Congress in Washington, D.C. in March.

Florida Lumber and Building Material Dealers Association members will meet June 14- 16 at Greenlefe Resort near Orlando, Fl., for their annual summer conference. Board and committee meetings plus social events and golf toumaments for both men and women are scheduled.

Tennessee Building Material Association members attended a TBMA lesislative

Watch for these Etcciting Issuec in Coming Nlonths

llarch: Redwood Special Issue

Aprtl: Pressure lireated Wood

llay: Home Improvement lssue

June: Texas $pecial lssue featuring L/[f's lq)th

AnnivensarXr

July: Transportation Special Issue

Auguet: Moulding E Millwork Special Issue (includes doors E windowc)

OPERANNG OPPORTUNITIES

WALLY LYNCH

Builders Express, Inc.

Dalfas, Tx.75243

OT ALL of the retums have been received but. according to most. 1985 was a tough but good vear in general for the lumber and building material business. Even though some dealers experienced fourth quarter down turns that exceeded seasonal expectations. they sustained some profit on balance.

One practice that continued to hurt profits of many of the dealers we see is the amount of overtime paid. The majority of these operations are open from 55 to 70 hours weekly and are paying from 5 to 15 houn weeklv at time and one-half. The basic rationale behind these expenditures centers around keeping good people happy and staying open the same hours as competitors.

Recently a new client brought an ovenime problem to P.A.I.D. Associates. The company was open from 7:30 a.m. to 5:30 p.m. six days a week. Wage eamers worked 54 hours weekly with an hour for lunch daily. In essence. 14 hours of O.T.. or 26% of 51 hours. was costing the company almost 357r of its payroll expense.

A check of their cash register tapes showed that. like most retailen who also sell contractors. they did about 75% to 807r of their business in 20% to 25Vc of their open hours. Since they were open @ hours. this

meanr heavl scheduling in about ll ro 15 hours *eeklr'.

The fint pan of the remedy' came in staggering uorli houn. Half of the u'ork force reponed at 7:30 a.m.: the other haif at 8:3O a.m. This eliminated 6 hours of O.T. weekll'. The second move $as to give everyone a mid-ueek da1' off (Tuesda1.-Fridal'1. This eliminated ovenime b1' the last 8 hours each emplol'ee uas uorlting and. for all pmctical purposes. eliminated the stereoq'ped 5-l hour u,eek.

This customer was counrled to revieu each emplovee before the work hours uere adjusted and to malie compensation changes *here deemed advisable. In addilion. it '*as necessary to hire rcme pan dme employees to handle specific tasks like cleaning. cashiering. stocking and stock counting because some re-eulars had left. Replacing O.T. hours with part time hours generalll' results in louer uage rates and no benefit expense because of limited hours. Our client *as pleased because his savings projected in excess of l0% of payroll. This almost exceeded pre-tax protits of the previous vear.

Even though thel are open long hours and uant good emplol'ees too. the chains and majors just do not pa1' overtime as a steadl' diet. lt is veq hard to worli more than {O hours in a {O hour *eek. but in an1'business. it is ven eas! to worh less if the time and effons of its emplovees are not managed.

hands

including both our harduzood Series and past Hardurood Special Issues!

WIDE APPEAL

Selected from years ofour

most popular hardwood articles and features, the information contained the business as well as

in these reprints will appeal to old newcomels who need to learn fast.

PLAIN and SIMPLE

EFFECTIVE TRAINING AID

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

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

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

A background on alder's popularity (two parts)

The Cinderella tree of the Northwest (West Coast red alder)

Western Maple

Oregon Myrtle, smooth & tough

Developing California hardwoods (black oak)

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

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood Buy

ASIAN-PACIFIC

Malayan Hardwoods (chart) (aB species)

Some Malayan Hardwoods (two parts) (10 species)

A quartet of related Asian Hardwoods (apitong, gurjun, keruing, yang)

The five species of meranti Ramin: a commercial light hardwood Commercial satinwood

The romance of teak (two parts)

SOUTH AMERICAN

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

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

Banak: a mahogany substitute

Cedro: the volatile Latin

The hear.yweight and the lightweight 0ignum vitae, balsa)

Two prominent Brazilian hardwoods (rosewood, jacaranda, goncalo alves)

Two varieties of brosimum

IIIIIIIIII-ITIIIIIIIIIIIIII rrl

45OO Campus Drive, suite 48O

Neurport Beach, Ca. 9266O

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

E Domestic Hardwoods $10

! Southeast Asian Hardwoods $5

E South American Hardwoods $4

tr All three $16 (the big bargain)

D Check enclosed

E Cash enclosed

Cypress: pretender to hardwood title

IFYPRESS is a paradox in the Ylumber industrv in that it is considered a hardwood when it really isn't.

Long grouped and manufactured with hardwoods because it grows with them, cypress, despite popular belief, is really a softwood. The confusion is intensified by the fact that cypress is graded under the rules of both the National Hardwood Lumber Association and the Southern Cypress Manufacturers Association. All types of cypress may be graded according to the NHLA rules, but ony tidewater red cypress comes under the jurisdiction of the southern group.

Cypress lumber is well known for its long life and ability to hold paint. Part of its reputation for being one of the most durable woods in America results from the heartwood being naturally resistant to decay and termites. Sapwood does not have the same resistance, although it is extremely durable.

Cypress doesn't normally check or warp. It is one of the most economical woods to paint. Official tests of paint retention qualities put it in a group of specially selected woods which can hold paint longer than most and offer maximum resistance against damage from the elements. Even without the protection of paint, cypress will last for centuries, acquiring a lovely natural color.

Cypress is widely used for both interior and exterior trim, paneling, doors, siding and porch flooring. The lower grades make excellent fencing boards.

Cypress grows mainly in the southern portion of the United States. It is usually found in an area extending from southern Delaware along the Atlantic coastline, through all of Flor-

ida, into the Gulf States and up the Mississippi Valley to Indiana.

Cypress roots like water. For this reason it is often found in swamps, river bottoms and sloughs. Much of the tidewater red cypress was inaccessible until helicopter harvesting developed.

Cypress is contradictory in its growth habits in that handsome trees are often found growing in very dry situations in the parks of many cities. Cypress also is one of only two softwoods found in America which shed foliage in the fall like hardwoods. Larch, also known as tamarack. is the other deciduous softwood.

Pecky cypress which is valued by architects for rustic wall paneling, trim, false beams and special woodwork is a grade of cypress. It has

many elongated, roundish pits or cavities. These "pecks" are caused by a peculiar fungus which attacks some logs. Pathologists have studied the fungus and its habits, but are uncertain of its origin or life cycle. The fungus attack ceases when the lumber is cut and seasoned. While not :ls strong as other cypress, it is equally durable.

The amount of pecky cypress available commercially is small. Most cypress lumber is straight, sound, fine grained and beautiful. Three ses bf grades are used to cover the requirements for cypress since it is used in industry as well as construction. These grades are yard, factory and structural.

Cypress knees are used by manufacturers of novelties for items such as vases and souvenirs. The knee is a strange conelike growth develop,ed from the root system. It seems to be of value in supporting the tree and aerates the root system by carrying oxygen to it. The wood in the knee is very soft, light and punky.

Story at a Glance

Cypress becomes a hardwood by associalion. .graded under NHLA rules.. .extremely durable...prized for use both inside and out.

Most cypress is felled above the swelling at the base of the trunk since the wood from this area is often inferior. This swelling is common :rmong swamp grown species and offers extra support to roots growing in mud and water.

Although there are only two species, cypress is known by numerous n:unes. The Tbxodium dbtichum spe.cies is identified as gulf cypress, Louisiana red cypress, tidewater red cypress, yellow cypress and white cypress, to name a few. The second species of cypress recognized by the Forest Service is Taxodium dbtichum var. hutans. It is commonly known as pond cypress, but because it is found very seldom and grows very small, it has no commercial value.

NAWLA Annual Meeti ng Theme

Forest product wholsalers and manufacturers will "Face The Future" at the 1986 annual meeting of North American Wholesale Lumber Association, April 28-30 at the Boca Raton Hotel & Club, Boca Raton, Fl.

The meeting coordinator William Sheathelm reports that the program for

D-i-y Growth Set To Take Off

Annual growth of 5.690 through the next five years is seen for do-it-yourself business by Dr. Bert McCammon of the University of Oklahoma.

"There will be explosive growth in d-i-y market potential among the 35-54 age groups, both of which are more aggressive d-i-yers than other segments of the population," he pointed out to some 80 home center and manufacturer executives attending the first executive conference sponsored by the Home Center Institute.

Better store position is needed in order to compete, Brad Farnsworth, director of research services for HCI, stressed, pointing out that consumers evaluate retailers on price, value, convenience, assortment, quality, merchandising and service.

Other discussions at the Nov. 5-7 meeting in Chicago revealed that retailers want more help from manufacturers in encouraging d-i-y activity and teaching them how to do tougher projects. Retailers also feel they will become more involved with the Universal Product Code and electronic ordering. Making people more productive through profit sharing and doing more consumer research are challenges of the future.

this year's convention is built around the concept of strategic planning for the future. Keynote speaker Dr. Gene Stanaland, president of GSE, Inc., will provide some insights into the economy, including a brief history on how we got to where we are today. D. Bruce Merrifield, Jr. will speak at the general session on April 30. An outstanding hit at the 1985 NAWLA annual meeting, he has been invited back to further share his ideas on productivity tactics and fast growth management techniques.

C&DLumberCo.

Managers of Forest Resources and Manufacturers of Wood hoducts

WESTERN CEDAR

Fine Textured, warm and stylish. One of the most durable and decay resistant of American Woods!!l -?-?

KILN DRIED, Csnror Match.SzS-EVlS AIR DRIED, GREEN

BOARDS: Tonsue &

1x2 thru tlt,?;SJo & BTR- -lf-f Center Match-SlS-EV1S

DIMENSION: 2x4 thru 2xl2 STD & BTR2 & BTR-S4S or ROUGH

TIMBERS: T-I

4x4 thru 6x8 STD & BTR- S4S 2 & BTR-S4S or ROUGH

PATTERNS: (wCLBl

r"f$T...]l lx4 thru 2x12 CLEAR- T-1

TIGHT KNOT.

srD & BTR

IDEWATER RED CYPR

The popular manufacturer/service supplier/wholesaler contact session will be held on April 28. This "people program" provides delegates the oppornrnity to make new disribution contacts, renew business relationships and schedule appointments for the balance of the convention. Golf and tennis tournaments, a "Cookhouse Fun Night," and the president's reception and dinner dance will compliment the business sessions. An attendance of 600 to 700 delegates is expected. Dlmenslon

Aso: Southem Yellow Plne

P.O. Drawer 4198, Roclcy Mount, North Carolina 278o1

COMPANY OF N.C., INC.

NEW LITERAIURE

All Set

An 8-p. tile setting products brochure is free from W. R. Bonsal Co.. PO. Box 241148. Charlotte. N.c. 28224.

Multi-Use Wood

':Th. Aduuntuges of Wood Frame Architecture in Multifamily Housing" is free fiom Westem Wood Products Association, 1500 Yeon Building. Portland. Or.972M.

Heat Sheet

4-p. catalog of sunrooms is free from Sunplace, Inc., PO. Box 236. Hinesburg. Vr. 05461.

Redwood Package Deal

A data sheet on redwood unit packaging is free from Simpson Timber Co.. PO. DrawerV. Arcata. Ca. 95521.

Wood Foundations

Design data and construction details for a perrnanent wood foundation system are included in a 4O-p. free guide from American Plywood Association. PO. Box 11700, Thcoma. Wa. 98411.

Electrical Goodies

A free 72-p. electrical fiftings and accessories catalog is from Electroline Manufacturing Co.. 18681 S. Miles Rd.. Cleveland. oh.44128.

Maintenance Manual

A 32-p. maintenance product booklet is free from Randustrial Corp., l33ll Union Ave.. Cleveland, Oh. 44120.

Video Motivator

"Employee Incentives, Two Case Studies," (a 29-min. VHS videotape and a 9p. booklet) is $44 from Mountain States Lumber and Building Material Dealers Association,5500 S. Syracuse Circle, #105, Englewood, Co. 801I l.

For Woodworking Customers

A new 160-p. Sunset handbook Easic Wodworking lllustrated is a complete course in woodworking wrinen for all skill levels. Retailing for a suggested $9.95. it is available from Lane Publishing Co.. 80 Mllow Road. Menlo Park. Ca. 94025.

Paper Shuffle

A *p.catalog of business forms. office supplies and accessories is ftee from The Business Book. l E. 8th Ave.. Oshkosh. Wi. 54901.

Potpouni of Products

A producs catalog is free from Kelley Manufacruring Co.. P.O. Box 1317. Hottston. Tx. 7251.

Why llehumidify?

A 4-p. question-and-answer book on dehumidification is free from Cargocarie Engineering Corp.. P.O. Box 640. nmesUury. Ma. 01913.

Applause Please

"Quality Is Applause After The Ferformance" is ftee from Hyster Co.. PO. Box 847. Danville. ll. 61832.

FOR PROMPT SERVICE

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

Take A Lamp

"Show Everything In lts Best Light With Decorative Lighting" is free from VL Service Lighting. Bank St.. CN4lm. Highstown.N.J.08520.

Mortar The Better

A ready-mixed mortar additive brochure is free fromW. R. Grace & Co..62Whinemore Ave.. Cambridge. Ma. 0214O.

Rolling Awnings

'Awnings That Think" is free from Somfy Systems. Inc.. 2 Sunon Pl.. Edison. N.J. 088r7.

Shingle-Handed

A free brochure on panelized cedar shingles is available from Shakertown Corp.. PO. Box 4O0. Winlock. Wa. 98596.

On The Rack

A storage rack brochure is free from hest Rack. PO. Box 703. Brookines. S.D. 57006.

Air€onditioned Response

The 24-p. "Guidelines for Roof-Mounted Outdoor Air4onditioner Installations" is free from National Roofing Contractors Association. 8600 Bryn Mawr Ave.. Chicago. Il. 6ffi3r.

lnsulating Glass

'"Iirtal Performance in Insulating Glass" is free from Southwall Technologies. 1029 Corporation Way. Palo Alto. Ca. 9{303.

Get \Mrcd

A 6p. anodized. extruded aluminim surface wiring systems brochure is frce from AireyThompson Co.. 3653 Sierra Pine Ave.. lns Angeles. Ca. 9023.

Chicken Delight

Fresh t'l,bx Wirh Chicken, Sunset's rtew 9Gp. cookbook. has more than 150 rccipes with appetizing full color illustrations. Suggested retail price: $5.95. Publisher is Lane Publishing Co., 80 Willow Road, Menlo Park, Ca. 94O25. (800) 227-7346.

Advertising

KITCIIEN CABIIYETS. Wood or mica seconds, closeouts. distressed, odd balls, warehouse rashed, junk. Also cabinet doors and face frames. Cash!! Call Tony, Tampa, Fl. (813) 621-2380.

CREOSOTE and CCA posts, lumber, barn poles and piling, and other treated forest products. Baxley Creosoting Co., lnc., P.O. Box 458, Baxley, Ca. 31513; (912) 36?4646.

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

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5: South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine,4500 Campus Dr., suite 480, Newport Beach. Ca. 92660,

ALUMINUM siding. Colonial style, functional and affordable. Matching soffit, trim and raingear available. Write for information to Box 58. c/o Building Products Digest.

HYSTER forklift for sale. 1,800 lb. capacity. Like new. $14,000. Write Box 59 c/o Buildine Products Dieest.

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, M5 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Pmducts Digest, 45fi) Campus Dr,, Suite 480, Nervport Beadr, Ca. 92660. Make checks payable to Cutler Rrblishing, Inc, Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

FOR SALE/LEASE. Retail/contractor lumber facility (3.4 acres) is available immediately for sale/lease in S.W. Houston, Tx. Includes 14.000 sq. ft. store, 6 umbrella sheds, 2 large metal warehouses, separate office building and expedir ing shack. Contact Affiliated Building Centers, Inc., 916 Walnut St., PO. Box 13527, Kansas City, Mo. 64199. (816) 474-82m.

FLORIDA GULF COAST LUMBER COMPANY FOR SALE

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

DISTRIBUTORS

Manufacturer of screen frames and screen components looking for wholesale distributors nationally. Minimum investment in inventory of $10,000.00has tremendous sales potential while complementing your existing product lines. A.A.I., INC., P.O. Box 90303, Houston, Tl. 772n. Ql3) 88G2096. Contact: Chris Reid. CUSTOM cabinet shop for sale. Sarasota, Fl. Nice small business with excellent clientele. Write Box 61, c/o Building hoducts Digest.

Place your ad now!

Call (714) 852-1990

MANAGER -- home center. Looking to stay in Atlanta, Ga., area. Six years experience. Send offer to Box 60, c/o Building Products Digest.

SALES MANAGER

Successful manager uith experience in coordinating, directing, controlling both inside & outside sales staff. Four years with well established retail lumber yard. Prefer Florida area, but will relocate. Send for resume from Box 62, c/o Building Products Digest.

When sending in o change of address please include- zip code on borh old and new addrasses and eithet the old lobel or the inlbrmation ftom it. Thanks!

I Simple Conhol

Land Pak are random length nested tallies of one width. Every Land Pak is clearly labelled with its finish, size, grade and tally. You know what you've $ot.

2 Easy Handling

tand Paks are based on 500 FBM modules that may be mixed and matched in lifu for convenient forklift handling from mill to yard to market.

3 Cleanb Protected

Land Paks are precisely strapped and completelywrapped to ensure Lumber One quality products arrive that way for your customers.

4 Ttrrning Profits

Iand Pak random length tallies, arailable in multiples of 500 FBM, meansyou get Lumber One items in the quantities you need when youwant them.

Landucci Lumberltd.

Members of the Western Rd Cedar Lmber Association and Cqrndl of Forest Industries

Western rcd edar: all arcund performer

1|l MONG building supply dealers

I'gyfte still believe that one of their major functions is to sell lumber, many feel that western red cedar is r/rz number one wood which can do just about everything.

Their willingness to stock it in depth is based upon their conviction that no other product provides the versatility for both residential and commercial interior and exterior applications or offers the customer as much value for the money, be it professional builder or do-it-yourseHer.

One store, which inventories both the knotty grades and clears, says that hardly a day goes by ttrat someone doesnt walk out the door with a load. "The customer loves the stuff because it is easy to cut and fit into difficult areas. If they make a mistake, it's only one piece while with a 4x8 sheet of plywood they are in real nouble. They also have the option to finish it anyway they want, and it's easy to get a grcat looking job with a minimum effort. Of course, 9 out of 10 times we get an extra sale by supplying the stain."

Another dealer who does a large volume with both builders and the consumer has taken a rather novel approach in making westem red cedar a moneymaker. "We could see right up front that there were so many ways to use this product, that we needed an expert in our organization who really knew what he was talking about. So, we took one person and sent him to school.

"He spent over a month leaming the characteristics of the wood, various grades, siding pattems and unique ways to use it both inside and out. While he doesn't talk to every customer, we always have a person available who can answer one of the other salesmen s ques-

tions and make realistic recommendations."

A large architectural firm which has used westem red cedar extensively likes the versatility. "It is important for us to show great variety in the structures we design. Each client wants to believe that his is an original. With the many different grades, reversible pattems, specified widths and lengths and overall excellent characteristics of the wood, we don't have to keep researching new products to have a different look.

"For example, we can use clears in vertical, flat or mixed grains for a slick, contemporary appearance in a shopping mall or the enftance to a retail store, or a knotty gnde with a textured surface for sidings, planters, fences, accent walls, displays, decks and other applications where a natural background is desired."

Ed Fountain Lumber Co., Los Angeles, Ca., one of the pioneer stocking wholesalers in westem red cedar, believes that a substantial commitment to this product is an outstanding investment. Ed Fountain savs. "In almost 60

years in the lumber business, western red cedar has to be the one which has given us the least difficulty in handling and the least number of problems. Our inventory runs bfween 2-3 million feet, and its growing popularity indicates that we have made the right decision. There is an excellent supply, it is relatively easy to air or kiln dry, and we can create so many different end products, it's quite simple to keep up with changes in architectural trends."

Story at a Glance

Dealers, builders, do-it-yourselfers like cedar...ease of working and versatility appeal...a trained cedar expert in a storc can help customers and sales... wholesalers find cedar sells well and keeps up with use trends.

INTEREST|ilG interior is created with western red cedar oanellino installed on the diaoonal. Stained or left in itfnatunl state, the wood-adds a warmth and texture to many types of interior design.

Thomas M. Orth, formerly president and chairman of the National Forest Products Association, died in Houston. Tx.. Dec. 14. 1985. after a brief illness. He was 58.

At the time of his death he was president and chief executive officer of Santa Fe Energy Co. and incoming president of the Domestic Petroleum Council. He also had served as president of the Southern Pine Inspection Bureau, president of Kirby Forest Industries, Houston, Tx., and as a member for six years of the American Plywood Association Board of Tiustees.

Mr. Orth served in the U.S. Naval Air Corps during World War II and was

Burnout Spurs Owner's Sellout

Boredom and burn-out continue as the number one reason that the majority of business owners cite when asked why they have made the decision to sell their business.

"In more than half of the 25,000 businesses that will change hands in the coming 12 months, boredom with running the business and burnout on the part of the business owners will top the list of reasons for selling," said Ar-

NFPA Targets New Markets

Under the banner of "Serving Tomorrow's Markets," the National Forest Products Association concluded its 1985 Annual Meeting in Los Angeles on Nov. 19 with a resolution opposing the tax bill that was currently pending in the U.S. House of Representatives.

Further changes in NFPA's structure and progra"ms were suggested from the results of a recently completed survey of both members and non-members. The results pointed to the need for a better NFPA marketing progr:rm and greater member involvement in association activities.

The two-day meeting was heavily oriented toward market expansion. The Product Division demonstrated new applications of computer software for aiding builders, architects, and others in the design of foundations

graduated from the University of Washington in 1950. He later attended South Texas Law School. the University of Southern California and Stanford University.

He is survived by his widow, Jackie, five children and a grandchild.

Jadr L. hxuorth, chairman of the board of Foxworth-Galbraith Lumber Co., Dallas, Tx., died Dec. 9, 1985, in Dallas after a lengthy illness. He was 76.

A native of El Paso, Tx., he moved to Dallas in 1923 and later was graduated from the Univenity of Texas at Austin. He later returned to Dallas to work for his father at Foxworth-Galbraith Lumber Co. and founded Galbraith Steel & Supply Co. in 1936.

Mr. Foxworth was elected president

of the Lumbermen's Association of Texas in l97l and named Lumberman of the Year by the association in 1976.

He is survived by his widow Sarah, three sons and eight grandchildrcn.

Bob Tirrner, retired co-owner of FowlerjTirmer Lumber Co., Madisonville, Ky.. died Dec. 16, 1985. in Madisonville after a lengthy illness. He was 63.

A native of Draper, N.C., he was an independent builder in Louisville, Ky.. when he founded the company in 1954 with O. B. Fowler.

Mr. Tirner is survived by his widow Margaret. four brothen, two sisters. two daughten and one gnnddaughter.

thur D. Perrone, Jr., president of Geneva Business Services, Inc.

Lack of operating capital and growth capital is the second most common motive for selling, according to Perrone. Third most common reason for selling is the fact that the owner's children have no interest in running the business. Only 3090 of businesses today are passed on to the second generation. Of that 3090, only 159o go on to the third generation.

and in determining the fre performance of wood assemblies.

NFPA staff was authorizd to work closely with treated wood producers and distributors in complying with new EPA guidelines for the handling and use of treated wood products. NFPA will help to implement a consumer awareness program.

NFPA also elected new offrrcers for 1986. They are Richard W. Buchanan, Jr., president, Buchanan Lumber Company, Inc., chairman of the board, replacing past chairman Robert F. Higgins, president, Medford Corporation. John E. Stevens, president, Kirby Forest Industries, Inc., is first vice chairman; William M. Shields, executive vice president, Willamette Industries, Inc., second vice chairman. Reelected president and secretary respectively were David E. Stahl and John F. Hall.

Selllng tothc IIESI2

Plus Alaska and Hawaii

lf you sell into theWest, orany part of it, we can help you get across yourmessage.

The Merchant Magazine covers all 13 Western states. Founded in 1922, it has been the listened to voice of the industry in the West for more than six decades. Our longevity also proves we can get an advertiser's message to the important trade factors better than any other medium. And at the right price.

Our paid circulation is nearly 5,000; a remarkable vote of confidence as these industry influentials also receive at least four or five free magazines monthly. The Merchant's paid circulation tells you

clearly which magazine Westerners read.

The Merchant's unique blend of news, merchandising and marketing informa' tion, salted with personal news and notes and seasoned to the Westemers' taste reaches an audience of home centers, home improvement centers and lumber dealers as well as the wholesalers, distributors and jobbers that back them up. The Merchant, incidentally, is the sister publication of Building Products Digest.

You can count on reaching the market in the West through The Merchant Magazine. Call today, you'll be glad you did.

Desert Redwood. is no mirage

Youknow the problern wood looks ridt, feets righq

Some rcd\ rood hnnber is too geen Someistm@.

Well, new Desert Redwood foom Louisiana-Pacific is just right It sohes the problem once and for alt

New louisiiua-Pacific Desert Redwood is consbuction common or constuction heart hnnber that is kiln dried

works rigfit Even better, it's priced right another beautiful thing about L-P Desert Redwood is its weigfit Unh1re green redruood that weighs tp to 2800 pounds per tlrousandboard feet, Desert Redwood weighs about 1600 pounds per thousand

lowermoisflre contenL

Only after it's dried is it frimme4 planed and graded. Dimensions are bme. Shrinkage is contnolled Grading is right on l,ouisiarn-Pacific Desert Red-

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L,ouisiana-Pacific Desert Redrvood corsbructirr @mnron and consbrrction heart are available in 2" x 4" or 2" x6" dimensions in lengths to 20 feet

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