PRESS Coming in April SPEC D rsSUE

Our always informaffve annual on prslsrrre trcated wood will agEin present special features on how manufacturcrshelp dealers sell, a proftle storyon a prc$sure treater, updates on news affecting the inducilry plushelpful tipo for youon marteting and sellingprofttable pressure treated products.

AITVEffiISERS: Be ccrtain your mexDage irs part of this impottant indusby issue. Call or unite today. The deadline for space resctrrafions is

Dlarch 17, f9tE. For infotuation or space reseruafons, iust write the address bclour orcall (7r4' r52-r9!XD.

Serving l3 Southern states

Publlsher David Cutler

Edltor Juanita Lovret

Asslstrnt Editor David Koenig

Contributlq Elltors

Dwight Curran Gage McKinney

Art Dlrector Martha Emery

Strfi Artist Parie Petty

Ctrshtloo Alice Nielsen

Building Products Digest is published monthly at 4500 Camnrs Dr., Suite 480, Newport Beach. Ca. 92660, phone (714) 852'1990, bv Cutl€r Publishing. lnc.

Advertising Offices

AdvenisinB rates upon request. From all states easl of the Rocky Nlountains: Contact Jean waggoner Cogeny, nalional sales manager. F om Arizona, Nevada and California: Contacl David Cutler. Bolh may be reached at (714) 852-19'9n or by writing 4500 Campus Dr.. Suite 480, Newpon B€ach, Ca. 926f0.

l-rom washinglon State, Oregon. ldaho. Wyominr. IVonlana, Utah, Colondo. Nonhern Caliiomia and Canada: Contact Carole Holm at (206) 77+1773 or 21819 77th Place West. Edmonds. wa. 9t020.

SL]BSCRIPTIONS

Change of Ad&tss-Serd subscription orden ard addrcss cturges o CitcuLatio Dept., Building Produc-ts Digesr, ynCamtrts Dr., suite 48O Newport Bctr. Ca. 926fl Inchtde addr€ss label frorn rccent issr if pmsible, plus new address and zip code.

Subscription Rates: U.S.: $20-one year: $3ctuo )€ars; $S0'thrce )rcan. Foreign: or year payable in advance in U.S. fundsCanada or Mexico: afi-i42:. surface-$37: Sorth America: air-$60: surhce-$39: Asia: air-$70t surfacc-$391 Europe: air-$90; surhce-$39. Sirryle cofxx $2: back cqies $3 plus shipping & hardling.

BUILDING PRODUCIS DIGEST is an indcpendentlvowed Nbli@ion hr drc Etail, nhdesle aildi*ikaion lovls of de lwber atd hone center nw*et in 13 hrthem sues.

Canadian Funds For Red Cedar

Funding by the Canadian government of a five-year market development program for red cedar shingles and shakes has been announced by the Red Cedar Shingle & Handsplit Shake Bureau, a Bellevue, Wa., trade organization that represents shake and shingle mills in the northwestern United States and British Columbia.

"There will be a federal contribution of more than $7 million, over the next five years, from Canada's Western Diversification Fund. It will greatly augment a program aimed at

lbrdwood Products Expo

The International Hardwood Products Association will hold its 32nd annual convention and sixth international forest products exhibition, "World of Wood '88," March 1-5 at The Registry Resort, Naples, Fl.

The theme for the convention is "TimberOur Renewable Resource." Highlights will include a keynote address by Dr. Gary Hart- increasing demand in the United States for these products. The Bureau, as the recognized authority, has been selected to administer the funds, as part of the ongoing promotion of our Certigrade and Certi-Split labels," said Mike Westfall, president of the bureau.

"In recent years there has been an erosion of the U.S. market. as a result of aggressive campaigns by much larger competitive roofing manufacturers. And, since nearly l00o/o of Canadian produ0tion of shakes and shingles is marketed in the U.S., the Canadian government has taken a giant step to help the industry to once again reach its full potential in product sales, and to create new jobs in this and peripheral industries on both sides of the border," he added. shorn, the Tropical Forest Center; the forest products exhibition; country product seminars, and industry sector sessions and displays.

The program will be directed at specific geographic and demographic markets, to enhance product image and acceptance. It will include a substantial educational program aimed at builders, architects, roofing contractors, legislative and regulatory officials and hre people.

Supplier participation in the forest products exhibition will be the largest in recent years. IHPA has received definite commitments from:

AIMAAsociacion Industriales Madereros, of Quito, Ecuador; Industria E Comercio Irmaos Zugman S. A.. Sao Paulo, Brazil; the

Malaysian Timber Industry Board, Kuala Lumpur, Malaysia; and the Timber Export Development Board, Takoradi, Ghana. In addition to participating in the exhibition, each delegation to the exhibition will be allotted time on the convention program for a product seminar and to carry out the convention theme, exhibitors have also been requested to address reforestation efforts taking place in their country.

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Ant I Competitive? or Am I absolutely sure I buy my Building Moterials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The

* C.B.S. is dealer owned Place To Go To Buy Low"*

* C.B.S. has a state-of-the-art internal commun-

* As you buy more the cost to belong goes down- ication system with participating members -not up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Marerials Depr.

* C.B.S. has a program with the Blue Crass Tool Company

Central Builders Supplies Company

215 Broadus Street

Sturgis, Michigan 49091

Phone: (616) 651-1455

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost ro operate

Headquarters for the Allied Building Centers

*C.B.S. was featured in the February, 1987 edition of Building Products Digesr

DAVID CUTLER publisher

How about cutting 2Oo/o across the board?

HE first quarter of every new year often brings renewed urgency within companies to save some money by cutting the inventory. While this can be a positive concept, the results are not likely to be favorable unless a good deal of thought, calculation and planning precedes the knife. Indiscriminate hacking of inventory can result in the company being short of what your customer needs.

Planning should recognize that the goal of the exercise is to increase profits, not merely cut costs. Saving money is only the method, not the objective. Remember that it's only the excessive inventory that should be eliminated, not the 200/o of your stock that produces 800/o of your profit.

If you find the following four factors in your business you probably can productively trim some inventory. (l) growth of inventory not matched by balancing increases in orders or sales. (2) eyeball inventory indicates dusty or weathered products in stock. (3) inventory turns are slow for your company and/or below industry averages. (4) tne buyer continues doing his thing as long as space is available.

The wise manager recognizes that a study of the inventory situation can also produce pressures to spend more money to purchase more inventory. While this may frustrate those charged with lowering costs it should not always be dismissed out of hand. The objective is, after all, profits, not merely cuts. If selling from a full wagon can be demonstrated to make more profits, that may just be the way to go.

The delicate balance between the cost of carrying inventory and the needs of your customers is not a one time or some time thing. The best run firms correctly treat these allocations as vital to a company's profitability and survival.

We Can Nafidle It

We're an experlenced, Plofesslonal bultdlng materlal c:rrler uslng all company owned equlpment drlven bY company drlvers. Southern Gulf has 48 state general comrnodlty authorlty, common and contract. lntrastate Teras bullding materlal authorlty stateslde. Arkansas and Oklahoma Intrastate bulldlng materlals authodty.

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@UD 22A-2393 (La.)

NAWLA Sets Meet Schedule

"Looking Ahead With Vision" is the theme of the North American Wholesale Lumber Association's 96th annual meeting, April l7-20, 1988, at the Innisbrook Resort, Tarpon Springs, Fl.

John Mclaughlin, host of the weekly PBS/NBC public affairs program "The Mclaughlin Group," will be the featured speaker at the meeting, expected to draw about 700 delegates.

Also featured will be economist Michael K. Evans, two open forums on computer software and employee reviews. and the business contact sessions.

NatlonalShow Sold Out

First-time exhibitors have swelled demand for space in the 1988 National Home Center Show, March l3-16 at McCormick Place, Chicago Il., leading to the earliest sell-out in the show's l3-year history.

The exhibition has been sold out despite increased show space, although organizers "are trying to satisfy current requests for space by using any cancellations that occur," said exposition mgr. Marvin Park. "There are always some."

Plan To End Driver Shortage

To help alleviate a nationwide shortage of qualihed truck drivers and mechanics, the American Trucking Associations has adopted a five-point plan of research, demonstration projects, instructional materials, management training and promotion.

"This shortage is one of the most urgent problems facing the trucking industry because trucks transport 750/o of all freight and serve every community in the nation," Thomas J. Donhue, ATA president and ceo, said. He warned that the shortage could slow down the shipment of goods, increase prices and potentially erode safety.

Industry Pros Share Wisdom

Issues affecting home centers will be considered by executives from inside and outside the industry at the Home Center Industry Conference, May 10-12 at the O'Hare Marriott Hotel, Chicago, Il.

"We're confident that the conference program and format will provide a conducive environment for executives in our industry to develop a strong dialogue," said William P. Farrell, executive director of the American Hardware Manufacturers Association.

Program participants from within the industry will include both home center and building material manufacturer executives. Professors of business and marketing from several prestigious universities also will participate.

Scotty's New Credit Gard

Scotty's and Barnett Bank have teamed up to offer consumers new purchasing power with the Scotty's Credit Card.

The new card is good at any of Scotty's 146 locations in Florida, Georgia and Alabama, according to company president Dennis W. Stults. Cardholders pay no annual fee.