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.

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. thur D. Perrone, Jr., president of Geneva Business Services, Inc. and in determining the fre performance of wood assemblies.

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.

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.

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.