Building Products Digest - February 1989

When you want the handsome, long-lasti ng quality of redwood lumber, come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architectural grades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!

Our Common Program is both S-Dry (190/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacific. And as afinalassuranceof quality, G-P is a member of the California Redwood Asso-

ciation and the Redwood Inspection Service. So look for the grade stamp on our lumber. Get the powerful advantages that only the finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood or Douglas Fir you need. Both are available through our Fort Bragg mill-or, through our extensive distribution network. To find out more, simply call the Fort Bragg mill a17071964-0281.

the lumber markets in 13 Southern states

6":F$fi;f.# 423

COMPUTER PRODUCTS FOR BUSIITESS

A6out Country Computers ....

Country Computcrs opcncd its doors in l97ll as a custom programming housc. Shortly tcr bcginning, a local lumbcryard contactcd thcm about writing a softwarc packagc dcgncd for thc lumbcr industry. Thc company had managcd a small lumbcryard in his icr workins carccr and thus dccidcd to do job. Ovcr lhc years more and more havc placcd 0rcir computcr nccds ith Country Computcrs, rcsulting in the improvcmcnt of the softwarc as timc

Thc softwarc programs now includc:

Invcntory Control-Complctc Tracking

Purchasing - Manual & Automatic

Accounts Payablc

Payroll

Salcs Analysis - 2 Ycars History On line

Light Manufacturing

Gcncral Ledgcr - Completcly Intcrfaced

Point Of Salc - Retail or Contractor Sales

Multiplc Storc Capability

Salcs Rcp Commission reporting

Documcnt rcprint ability up to two ycars after thc sale.

Job quote & cstimation abilities

Infinite pricing abilities

Direct shipping capabilities

Spccial Wholesalc & Brokeragc options

Thc programs arc also availablc for salc to This soltwarc offcn many fcaturcs not customers who alrcady havc thcir own found in most othcr systcms.

cquipmcnt. Thc software is supportcd in many opcrating syslcms, including thc AT-PC cnvironmcnt. All of thc software writtcn by Country Computcrs is sold as a complctc packagc only. Thc AT-PC vcrsion is priccd ridiculously low at $1,995.00. Othcr vcrsions are comparably priccd. In past ycars this samc idcntical softwarc sold for an avcragc of $9,m0.00 pcr installation.

Until now, Country Computcrs has sold is products only inTcxas, causing it to become the #l installer in Texas in thc lumbcryard industries. They havc also sold systcms to rclated industries such as mills, treating plants, wholcsalcrs, brokcragcs, and vertical market building matcrial suppliers. They have rcplaced othcr computcr systems costing over $100,000.00 wift systems costing arour:d $25,000.00, and still drastically improved the customers' capabilities. Evcrybody claims to be the bcst but Country Computers backs their claims up with customer satisfiction.

Thesc includc:

Warranty lookup information

Complctc job invoice rcprints two ycars aftcr thc salc.

Instant pricc lookup ability for issuing rctum credits.

. Handlcs 80,000 inventory itcms

Ovcr 8,000 customcrs

Invcntory lookup by :

- itcm number

- dcscription

- vcndor

- manufacurcrs' stock numbcr

- dcpartmcnt & class

Bill of materials module for manufacturing (i.e., door units)

Job accounting

Autiomatic price updating

For more compete information : call or write - Grcgory Matatall

Serving l3 Southern states

Publlchcr David Cutler

Edllor Juanita Lovrct

Arrlrlrnt Edltor David Kocnig

Contrlbullnl Edltors

Dwighl Curran o (iagc McKinney

Art Dlrector Martha Emery

Sl.tf Arllst Carmcn Wollerman

Clrcuhtlon Lynnette A. Perkins

Building Products Digest is published monthly at 4500 Campus Dr., Suite 480, Newpon Beach, Ca. 92660. phone (714) 852-1990, by Cutler Publishing, Inc.

ADVERTISING OFFICES

Advertising rates upon request.

lirom Bll states esst of the Rocky Mountains: (lontact Jean Waggoner (iogerty, national sales manager. lirom Arizona, Nevada and California: Contact l)avid ('utler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480. Newport Reach, Ca. 92660.

lrrom Washington State. Oregon, ldaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Coniact Carole llolm at (206) 774-3173 or 21819 77th Place West. Fldmonds. Wa. 98020.

ST.JBSCRIPTIONS

Change of Address-Send subscription orden and address churges to Circulation Dept., Building Products Digest, 4500 Campus Dr., suite 48Q Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, plus new address and zip code.

Subscrlption Rates: U.S.: $25-one year; $41-two years; $55-three years; Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$42: surface-$37; South America: air-$60t surface-$39; Asia: air-$70; surface-$39; Europe: air-$90; surface-$39. Single copies $3; back copies $4.50 plus shipping & handling.

BUILDING PRODUCTS DIGEST ison indepentlentlymned publication for the remil, wholesale and distibuion levels ofthe lumber and homc center ma*cs in 13 Southem sntes.

Copyrighto 1989, Cutler Publishing, Inc. Cover and Entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. Building Products Digest assumes no liability for materials furnished to it.

TopDeck Quality - LOADED WITH BENEFITIi

For the Dealer:

Top quallty seasoning and milling for uniform consistency of stock.

llop selection of decking grades in pulled to length units up to 20'.

Top protection of stock in transit and storage with sturdy branded unit wrapping.

Top reliability in scheduling and delivery.

Top notch promotion support.

Top sell-up opportunlty to offer quality and affordabili$ at a full margin of profit.

For

the End User:

Top quall$ at affordable prlces.

Tops in appearance and stability with outstanding resistance to warping cupping, splitting and checking.

Top natural resistance of redwood heartyood to rot, decay and Insect attack.

Tops in holding paint and stains.

Tops in nall holding and workablllty.

Tops for family use with no added toxlcs or chemicals hazardous to children, pets or plant:

EDITORIAL

Are you sure the check's In the mall?

A S COMPETITION has grown fiercer in rell cent years, so has the need for stricter controls on company credit policies. Retailers and wholesalers alike are increasingly aware that all those beautiful gross sales numbers can turn to dust ifsloppy credit practices turn potential profit to actual loss.

Some suggestions to help you keep the dreaded red ink off the ledgers:

Monitor the age of receivables. Set standard responses at definite time periods, i.e., 30 days, 60 days, etc. Compare your collection and bad debt ratios to industry norms. Don't be satisfied with an average rating; work hard to be in the most efficient bracket.

Be strict when allowing volume or time discounts. Don't allow a customer to take a l0 day discount when you don't actually get your money for 15 or 20 days. Don't be reluctant to ask for payment up front, either full or partial, if

DAVID CUTLER publlsher

you think payment may become a problem. This bit of good advice, however, had best be tempered by actual circumstances, lest you alienate a present or prospective customer. Obviously, the better you know the people, the more effective your judgment will be.

Commissions to sales people can and should be adjusted downward if it appears they are selling to obvious credit risks or are not following company guidelines on credit. Encourage slow pays to respond promptly by offering cash discounts. If this doesn't work, try penalties.

Whenever possible, try to obtain personal guarantees. It may just keep the real flakes from hiding behind a bankruptcy.

Don't be put off by debtors' sad stories or less than 100% payment. Keep in mind that they ordered the materials and promised to pay. They owe you the money and they ought to pay. No ifs, ands or buts.

G-P Tightens Distribution

Georgia-Pacific has closed six distribution centers, consolidating operations into those of neighboring territories.

Ft. Smith, Ar.; Lafayette, La.; Dallas, Tx.; Oklahoma City, Ok.; Joplin, Mo., and Charleston, W.V., have been closed. The consolidation is part of the reQonfiguration begun last year after the'acquisition of U.S. Plywood and its distribution network.

The 152 facilities resulting from the acquisition have been consolidated with many sales territories reconfigured. Twelve DCs have been converted to Millwork and Specialty Centers and three to Manufactured Housing Centers. G-P now maintains 144 locations.

Dealers Go To Washington

Dealers attending the National Lumber and Building Material Dealers Association's 17th annual Conference with Congress, March 18-21 in Washington, D.C., will participate in several meetings.

Merle Mensinger, president; Earl Carpenter, chairman, and Ron Salvatore, building material association executives chairman, will preside at the Presidents Council for all elected officers March 18. Young Executive Society members willconduct a business meeting and seminar March 19.

NFPA To Study Bar Coding

Bar coding of wood products is being studied by an electronic information standards subcommittee named by the National Forest Products Association.

The committee's first project was the review of a survey of interest and/or involvement in bar coding of wood products with home centers, retail dealers, wholesalers and wood product manufacturers.

A mission statement has been approved with committee members assigned to five section groups: physical labeling; shipping unit code identification; price code identification; electronic data interchange, and product database.

Next meeting of the full subcommittee will be held during the National Home Center Show. March l2-15, in Chicago.

r Wolmanized Lumber

r Dricon Fire-Retardant

o Creosote

PROOUCT9

r Landeqape Timbers

r, Railroad Ties

r Poles

o Posts

. Dricon Fire Retardant

Treated Wood

o All Weather Wood Foundations-

r AWPB-FDN Stamped

BUrlDOrl OURSTREilGIH.

The fact is Hoover's PYRO-GUAilD is the most widely accepted Interior Fire Retardant Treated Wood available.

PYilO-GUABD has many unique advantages not found with other Fire Retardant Treated Wood.

PYRO.GUABD is the ONLY Third Generation Interior Fire Retardant Treated Wood, and PYRO-GUARD is the ONLY Fire Retardant Treated Wood with lumber strength values and plywood span ratings based on long-term tests at elevated temperature and moisture conditions.

PYRO-GUARD Fire Retardant

Treated Wood is produced only in Hoover's company-owned plants, assuring complete control over pressure treat-

ing and kiln drying after treatment. Other fire retardant formulations are produced by chemicalcompanies and sold to independent licensees for use in their respective treating plants, sometimes with varying results.

PYRO-OUAFD formulation is not sold to any licensees. This assures you of the highest quality and consistency in the market.

PYRO-GUABD contains no ammonium phosphates, and is a low hygroscopic and low corrosion Type A fire retardant.

PYRO-GUARD carries the Underwriter's Laboratories stamp and is always kiln dried after treatment.

FIRE RETARDANT TREATED WOOD

PYRO.GUARD is the superior choice for Interior Fire Retardant Treated Lumber and Plywood.

HOOVERfor over 30 years, the namb to trust in all Treated Wood Products.

ATG

A LL TERRAIN CEDAR turns

Fl in a record performance on any course. Mountains, seashore, flatlands, country or city streets are conquered by its adaptability.

Using the full range of cedar's power, a dealer can drive customers into projects ranging from luxury resort hotels to do-it-yourself bathroom remodeline.

Story at a Glane

If there's no house to build, cedar shifts gears and roars into remodeling and additions, doing a winning job. Decks, gazebos and fences are no challenge for cedar.

When homebuilding slacks off, non-residential projects such as clinics and small office complexes yield to cedar's potential. Put to the test, it performs easily with style and beauty.

Pictorial proof of All Terrain Ce dar performance testimonyof power to adapt to all conditions.

tAllo,vance for trim and waste should be add€d. C0UEIIGE estimator can be used to determine amount of material needed. Multiply square footage to be covered by factor (length x width x factor).

Guides to western red cedar quality

f f |ESTERN red cedar lrom the lU Pacific Coast states and British Columbia. Canada, can be used in many ways both inside and outside a residence or commercial building' lts versatility makes it equally good for professional builders and remodelers or do-it-yourselfers.

I)ealers can emphasize its appear-

STANDARD SIZES . WESTERN RED CEDAR

ance, workability, durability, in place dimensional stability, strength, natural insulation, natural preservatives, lack of pitch and ability to hold stain and paint. They also can count on the quality of cedar and the ability of each grade to do the job for which it is intended. A dealer can help his customers to save money bY helping them to select the right grade for each job.

Story at a Glance

Ways you can use cedar's quality to sell . . charts to help your customers choose the right grades performanceand estimating guides.

Seasoned (dry) products are the most dependable for the majority of applications, but unseasoned (green) boards can be used successfully in many applications.

Western red cedar comes in both clear and knotty grades as well as a number of patterns including bevel siding, channel and tongue and groove. lt adapts to board and batten or board on board. The availability of both smooth and sawn (rough) textures gives the product a variety of grain, texture and visual appearances.

STANDARD CLEAR GRADES - WESTERN RED CEDAR

Free of knots and imperfections; for use where the highest qudlity appearance is desired.

Includes some mixed grain and minor growth characteristics. Includes mixed grain, limited characteristics and occasional cutoub in longer pieces.

Similar to A Grade, but graded from sawn face.

Admits larger and more numerous characteristics than A or B grades.

Finest appearance with clear face, few minor characteristics.

Recommended for fine appearance. Mav include minor imperlections or growth characteristics. '

Permits larger and more characteristics, but may have short lengths of fine appearance.

STANDARD KNOTTY GRADES - WESTERN RED CEDAR

Has fine appearance and includes knob and minor markings.

Limited characteristics allowed to assure high degree of serviceability.

Allows more characteristics than Construction.

Includes larger and more numerous markings and knob; often yields shorter pieces ol higher grades.

*For more information on Cedar grades consult the Weslern Red Cedar Grade Guide, Publication No. 614 available from Western Red Cedar Lumber Association.

Shipping mixtures for western red cedar are standard & better N.P.S. (no prior selection), which means that the higher grades have not been removed. Standard grade allows more natural characteristics than select and quality knotty grades.

Dealers can help their customers to specify the most suitable and economical grade for their particular project.

The charts accompanying this article can be helpful in determining standard sizes in paneling and siding,

bevel siding, finish and fascia trim and dimension material. Grade descriptions ofthe various products can guide a customer in selecting exactly what he wants. The amount of material needed can be determined using the coverage estimator.

Will the "r@1" please stand

lS THERE really a difference beI tween western red cedar grown in the U.S. and that grown in Canada? There are those who, depending upon which side of the border they're standing on, claim they produce the best.

"No, definitely not," says a spokesman for the Western Red Cedar Lumber Association. "Our members are located on both sides of the U.S.-Canadian border, but they all produce the same fine quality."

Western red cedar is known for being light, split resistant and strong. A lack of pitch and resin combined with a high percentage of heartwood and a natural phenol preservative contributes to its reputation of being resistant to insects and decay.

Story at a Glane

Many woods go by the name cedar, but not all arc true cedars leamwhich arewhlch why some "cedats" at€ softwoods while some arc hardwoods.

Western red cedar (Thuja plicata) is grown only in the Pacific Northwest including southern Alaska and Western Canada (British Columbia). Actually a member of the cypress family (Cupressaceae), it is also known as Giant Arborvitae. The tree flourishes in wet mountain regions.

Examined under a microscope, the wood has about l0 million cells per cubic inch. This produces a highly workable wood with low shrinking and swelling characteristics. Thus, western red cedar is a very stable wood with superior paint holding capacity. Because it has a high percentage of dead air space, western red cedar has l2 times the insulating

value of stone or concrete.

Western red cedar is described by the Western Wood Products Association as growing to a height of | 25 to 150 feet with a diameter of two to five feet. The Council of Forest lndustries of British Columbia describes western red cedar grown in its temperate coastal and interior forests as reaching heights of 60 m (about 200 ft.) with diameters exceeding 2 m (about 6-l12 ft.). They classify it as slow growing with the longest life span of any tree in the BC coastal forest. Over 200/o of the mature forest resource in that area is western red cedar.

Western red cedar lumber produced by members of the Western Red Cedar Lumber Association is graded by the rules of the Western Wood Products Association, the National Lumber Grading Association and West Coast Lumber Inspection Bureau.

The principalgrading rules covering western red cedar lumber manufactured by Council of Forest Industries of British Columbia members is Standard Grading Rules for Canadian Lumber, National Lumber Grades Authority.

Perhaps much of the confusion or differences of opinion about western red cedar result from the existence of other coniferous soft woods in the U.S. and Canada called cedar. Those who have researched cedar claim that the only true cedars (genus Cedrus) are the cedar of Lebanon, deodor and Atlas cedar, native to the eastern Mediterranean, northern Africa and the Himalayas.

Alaska yellow cedar (Chamaecyparis nootkatensis) grows along the Pacific Coast from Northern Oregon to Alaska. It is also called yellow cedar and yellow cypress.

Port Orford cedar (Chamaecyparis lawsoniana) grows on the western Oregon and extreme northern California coast.

Eastern red cedar (Juniperus virginiana) is an aromatic wood used mostly for closets and cedar chests. Incense cedar (Libocedrus decurrens) grows on the Pacific Coast.

South American cedar (Cedrela fissilis), related to Central American, Honduras and Spanish cedars, adds to the confusion. Often sold under the name of Brazilian cedar, British Guiana cedar, Peruvian cedar or cigarbox cedar, it is a hardwood found in Central and South America.

Packaged to TIaveI.. t%

Downthe road or across the world-Loth . o speciolly designed poilet withpull Lumber ships Western Red Cedar to your device for safe unlooding of piggyback destination!And, it orrives looking great. vons By truck or ship or rail-whatever the dis- . polybagpollet coverings for extro tance-the ertra care that Loth puts into protection packaging assures your order a safe and . oirbog cushioning between lumber ond uneventful trip. vanwalls

Each order of Loth Lumber is prepared .,A^ . woxed cordboard siding on polybags for specifically for its mode of shipment. ^{fi[ odded protection on oceon shipments slaSdqr{packaging may include any dilm Minocations:Gord Bar, washington;Forks, of the following features:

An informative Q&A on cedar lattice panels

lA EDAR LATTICE panels is the V correct answer to a lot of "what shall I use?" questions involving a customer's yard or garden project.

Q: What can I put overhead to shade my patio?

A: Cedar lattice panels supported by cedar posts.

Q: llow can I camouflage the junk stored under my deck?

A: Build a skirt of cedar lattice panels.

Q: How can I shelter the pool and sun bathing area lrom my nosy neighbors?

A: Use a grillwork or screen of cedar lattice panels.

Q: llow can I relieve the boredom of our wooden fence?

A: Accent it with a narrow panel of cedar lattice running across the top.

Q: What can I use to hide the garbage cans from the street?

A: Build a screen of cedar lattice paneling.

Q: ls there anything I can do to dress up a concrete block wall?

A: Spray paint lattice cedar panels a contrasting color and mount on blocks a few inches away from the wall, alternating cement block and lattice. You can grow a vine on them if you want added interest.

Q: Can you suggest a material to fill in the area between the posts on my gazebo?

A: A cedar lattice panel topped with a narrow cedar railing will enclose it attractively.

Q: ls there any type of material that will protect the hot tub from evening breezes?

A: Build a screen of cedar lattice panels to block out the breeze and increase privacy.

USEll to add a decorative note to a olain fence, cedar lattice panels can also extend the height of the fence.

Q: What can I use to enclose the carport?

A: Mount cedar lattice panels between the posts.

Q: ls there a decorative trim that will make my planter boxes look more attractive?

A: Cedar lattice is easy to apply as a decorative facing.

Q: ls there anything other than screen or plastic to protect my camellias from the sun?

A: A cedar lattice panel on a cedar frame will provide shade for plants. It can be stored when it is not needed.

Q: What can I use as a sturdy trellis for a giant honeysuckle vine?

A: As many cedar lattice panels as you need will work well.

Q: Can cedar lattice panels be used indoors?

A: l)efinitely. Many people use them to accent boring walls, as privacy screens for awkward windows or as a mock wainscot. There are as many uses for lattice as your ingenuity will allow.

Q: Is it necessary to paint or stain cedar lattice?

A: No. Although it will accept either stain or paint it can be left to weather to a silver gray. lf you like the original color, you can apply a clear protective coat. lt is best to stain or paint cedar lattice before installing it, using a spray if possible.

Q: Do cedar lattice panels come pre-manufactured or do I have to make my own?

A: You can do either. Cedar lattice panels are available in both square and diamond patterns in several sizes, but you can buy cedar slats and put together your own panels. Grille sections are easily assembled flat. Slats are stapled or nailed at the cross points.

It is best to paint or stain the lath before assembling the panels. Using a coating with a water repellent or mildewcide is advisable. Rust proof nails or staples should be used.

Story at a Glance

How cedar lattice panels can be used inside and outside to solve homeowner decorating problems.. suggestions dealers can use in serving their customers.

CEllnn lattice oanels between the oosts of a gazebo give the structure a roomlike feeling.

PRIUICY is guaranteed by cedar lattice screen surrounding sun bathing area.

Cedar is THE wood for outdoor proiects

IItESTERN red cedar lumber is a lU product which you can feel confident in recommending to any customer-builder, remodeler or doit-yourselfer for outdoor use.

From siding to decking to garden structures, it performs well. The weather-resistant wood is adaptable and blends well with landscaping. Because it is easy to work with, it produces excellent results for a neophyte as well as a veteran builder.

As long as siding is seasoned before finishing and installation and installed properly, it is hard for your customer to mess up. He must be advised to apply building paper underneath the cedar, not a vapor barrier such as plastic film. He also must be steered to the right stainless steel, high tensile strength aluminum or high quality hot dipped galvanized nail in a length that will penetrate a minimum of l-l/2".

Story at a Glance

Selling points for cedar . . . suggestions for outdoor project ideas for add-on sale potentials.

You can guarantee the success of a project if the customer lacks experience by providing him with how-to literature from the Western Red Cedar Lumber Association (see p. 37 for information).

Selling points for cedar as an outdoor wood include the rich color, beautiful grain and versatility. A recognized resistance to decay and insects is provided by a natural phenol preservative, an abundance of heartwood and a lack of pitch and resin, but for ground contact cedar should be pressure treated unless heartwood is used.

Insulation qualities are another benefit. Extremely low density and a fine closed cellular structure make cedar an outstanding heat and cold transfer barrier. A flamespread index of 69 and a smoke developed index of 137 qualifies the wood for Class II or B building materials in all three model building codes.

A choice of clear grade or knotty grade in interesting patterns such as bevel siding, channel and tongue and groove with or without a V-groove offers design potential. Board and batten, board on board and other variations of pattern can be readily achieved. The availability of smooth or saw texture offers a wide variety of grain, texture and visual appearances. Eye appeal is one of cedar's strongest selling points.

For fences, screens, decks, gazebos, storage sheds, planters and outdoor furniture, western red cedar is an outstanding recommendation. It blends with the colors and textures of trees, plants and flowers. Good results are easy to achieve.

Cedar can be left unfinished to weather naturally to a soft pewter gray or it can be stained with a tinted, semi-transparent stain to complement landscaping or architectural colors. A water repellent should be recommended to reinforce the natural resistance to weather.

Outdoor projects from the simplest planter to the siding of a home or commercial building offer profitable opportunities for add-on sales and cross merchandising. Building paper, foam or foil sheathing, nails, hardware, stains, paints, finishes and water repellents are essential extras for any job.

Help yourself and your do-ityourself and professional customers by suggesting cedar with plenty of help and support for their projects. It will pay off for all concerned.

0PEll TRELLlS to lilter sunlight and long deck with built-in benches o{ 2x4" cedar are prolects you can suggest to customers.

SIAII{EII western red cedar adaots to interesting designs such as the one used in this fence.

CUSI0IiIERS needing storage space will like this dual purpose plan sided with 1x4 cedar boards. Sandbox cover folds down to make low table.

At press time treating industry closing operations in l:ort Snrith, groups were battling a proposed Ar.; I-aliryette, [.a.: l)allas, Tx., government edict that mfrs. and Oklahoma ('ity, Ok. (scc p. 7 store pressure treated wood in for story) l)inninghuttt W'txxl enclosed buildings . Prcservins,llirmingh:rnr. Al., has closecl

l.l+,t"s plans to build l 2 new slores in '89 including units in Tullahoma, Tn., ancl (iastonia, Mooresvillc ancl Ilenderson. N.(1.: rclocatc l7 storcs. and rcnovate {bur . Ittvtt,'.s in llcndersonville,'l'n., ancl I-ilburn, (ia., have bccn closed

Ilonrc l)apotis seeking sites in llouston. 'l'x., fbr additional stores to be built in the next flve to six years . West Mclbourne, lrl., and Rclswell, (ia., units had grand opening celebrations . .

(-orter ltnther has opened a new store in Rockingham, N.C., rutilizing a building formerly occupied by lilickt's l.trmht,r ('o. . . . Dunn Lunber und .\uppl.v (o.. I)aytona lleach, Fl., is moving into the closed Wickt,s Luntber facility located behind their yard...

Rtrilders .\uppl.v o.l Hopewell Ittt'., llopewell, Va.. is now owned by its employees, ending a buyout which began in I 980 84 Lumber Co. has closed its Baton Rouge, La., store

Home Quarters Wareltouse Int'. will build a $4 million, 85,000 sq. ft store in West Park Shopping Center, Henrico Count, Va.. .. Scall3t's management continues a widescale reorganization (see p. 38 for story).

,,,,,:Ge.o rgio - Pe c ific has consolidated six distribution canters.

llttu.u'hold lrrterrrutionul lnc. is spinning off its building producrs mfg. r-rnit undcr thc nantc ol' I:licr Irtdtt.st ric.s lrtt'. . . . IJt,tt:cr l) L(' Itits sofcf K'oppars lrtr ttrttl 14'otttl l'rtxlucls \t,t'tttr to it t'ltal'litgcntcltt groLrp ancl conditionall-v' ugrccrl to scll thc Wolnran division lo llicksrstt ltttcrrtutiorrul l'1.( ' (scc p. .lll lorstor-v) ...

G.S lloolitrg l)rtxltrt't.s ('o., lpr.., I)allas,'[x., has bcen accluirccl bv presiclent ancJ oeo l)cinalcl 1:. Smith and severul <lther nranagers . . . .llpina lin.qint'ercrl Pnxltt(ls, ln(.. Pompancl llcach, lrl.. has acquired Lumhennut( ('o.. St. Louis.Mo....

4tluntit' Nails. i\tlanta, (ia.. has consoliclatecl nranr"rlhcturing operations and relocaled sales ol'flces to Quinc.v. frl.. where the-vilre building additionul witrshouse, shipping and producriorr lircilities

,Ar'e Hardw,ore Corp. will build a 471,000 sq. ft., $9 million retail support center in Ciainesville. Ga. . Negotiations are continuing in a $42 million buyout offer by Macklanburg- Duncan, Oklahonra Ci1y, Ok., for Cluirson Corp., Ocala, Fl.

True Value Hardwarc is opening a 6,000 sq. [t. store in Northwest Market Place, Mulberry. N.C. . Texas Builders Suppl"v (forme*y Caruth Building Seir.'icr), Dallas, Tx., has gone out of business

Building Productg Digest

Ittstr'll I rtn :t l't tultrt ts irrr .. l(clirrrtt. .\l . llirs opg1l11l lr brlrrtch in l'cire htrcc ( tt\. ( irr.. \\'ill I ltrrrt. rtlgr. . lJttist' ( trst tttlc ( ir7t. 11;11 solcl fi.5()o trt'res ol'tir.rrhclllrntl irr Kcrshlnr ('()ultt,V, S.('., to llillrtttrtt'ttt' Irttltt.ttrics, lnt....

lltritu.gt' I rtr<,st l'rrxlttt ts. lttt'., Orlanrlo. l l.. cclcbratcrl its thircl :r nnivclsir rt with iut ol)cn housc.

('tttt.st'nttt l,tttttltt'r' ( o., lrOrt Lludcrilirlc. l l.. hirs bccn rrlrr.nccl llrc toll c()nll)()ncnt ntli. irr the slir tc b,l ltrtorrtutt'tl lJttilrlt'r lltttrrt' l\'1tttt, ,\tlunltr. ( ia,. Itus cstirblishcrl lr pr.c-entplo\'nte rtt tlrug lcsting l)rogtlnt . .

,\'ot tlt((t.\t('t tt llt'ttt il Ltrtrrltcrrirt'rlr l.riocitttiort hits cltlrrtgcrl its lliilttc to N'ttrlltt'tr.stt,r'rt llttttil Ltttttht'r' lssttt itttiorr lJlut k ,l l)eck- ('r, liltrttlt,.r lrrtt,t rttrlittrrttl. I lttnler I'tttt. ('rtlttrritrl ('ru1t, \tttionttl .Nuil ( rtr1t., Ll t't't,r ltttt'ttst't lttutclttt,g I)it'., .lJirtu'u.r. O.liilo.rr lrr.rrl Il'ltittitr ll orttl l)rtnltttl.s arc untong /llnot'ut()r ltttrtl finirlists lbr thc l9lJ9 \trtiorrul llttrtrt, ('uttrr \/tou'. .

Ilrttt-l!oo Int(ntutionu /. tlrc f orcst proclucts inclustry''s olclcst liaternal organizalion, is thc lirtest supp()rlcr o| Prrlect I tut rtirt.g "l.rtL, co-slronsorccl b1' thc ,lrtrtrit'an lttrc.st lttttntlutittrt ttncl lhc Ll'astt,rn Ile,gi o t t o I li t t yi rtt rt rt tt't t t u I I tl t t t'tt t i o n ('otltt'i1

Llintl du.st /r,l,ir of' 5 milligrilnts ller cuhrc mclcf lor both hardwoods ancl soliwoocl long ternt (8 hrs.) anrl l0 milligrams pcr cubic nreter short term (15 min.) exposurc n,ill be included in the llnal rules publishccl by' the U..5. Occtrltrttional .Su.lt,t.v, antl Healtlt 4dntitti,strati0n

Housirtgsftrl7s were down 2.2%' in Dec. (latest figs.) at an annual adjusted rate of I,524,000 units , single family starts slid L9%r; mulli family starts fell 5.7ilr, for two to four units and 2.50h lor five or more, bldg. permits were up 1.8(Xr.

Ways to nail down cedar sales

lA eonn siding has the V work with and highly retailer should be sure to achieve the best results.

reputation of being easy to resistant to splitting, but a specify the nails needed to

Stainless steel, high tensile strength aluminum and high quality hot dipped galvanized are the recommended types of nails, since they do not cause discoloration. In addition to being rust resistant, preferably rust proof, nails used with cedar should not cause splitting even when driven near the end or edge of siding.

They should have adequate strength to avoid the need for pre-drilling and be able to be driven easily and rapidly. A nail should not emerge or "pop" at any time after being driven flush with siding. The nail head should not cause an unsightly, visible pattern on the sidewall.

The Western Red Cedar Lumber Association also recommends using a ring threaded or spiral threaded nail shank for increased holding power. Blunt, diamond or needle nail points are most commonly used. The blunt reduces splitting while the needle holds well although it tends to increase splitting. Diamond point nails are most

commonly used. A blunt or medium diamond and a blunt or medium needle point with a ring threaded shank are recommended for the best possible holding power with the least splitting.

Although stainless steel nails are the number I recommendation, high tensile strength aluminum nails because they are corrosive resistant will not discolor or deteriorate wood siding.

Hot dipped galvanized nails, although they usually do not cause discoloration, often vary in coating protection, thus presenting a potential problem.

Installation recommendations call for l0d (3") siding nails on the outer boards or battens of a board and batten, board on board or clapboard pattern with 8d (2-l/2") nails used on inner boards. Channel rustic patterns require 8d siding nails for 6" widths. Bevel patterns use 6d (2") siding nails. Tongue & groove patterns use 6d finish nails for 6" widths or less. Wider widths require 8d siding nails.

Story at a Glance

Nails recommended for best results with cedar. .Types, sizes, shank and points suitable for various jobs suggestions for helping customers understand the importance of proper selection.

Grab the better part of the outdoor business.

Stock up with Western Red Cedar, the naturalanswer to your customers' outdoor building needs.

Western Red Cedar comes in all the sizes, lenghs, shapes and patterns your customers want, from decking and boards to fencing and lattice. There is also Cedar siding, paneling, trim, fascia, mouldings and industrial items for a wide range of other construction projects.

Protected by natural phenol preservatives, Cedar is treated all the way through, naturally, and makes imitators turn green with envy. So, bring that additional outdoor business to your store. Grab the coupon and get a selection of idea literature and a source list of Western Red Cedar oroducers.

Western Red Cedar Lumber Association

FAMOWOOD

is the PROFESSI0NAI'S ALt PURP0SE PLASTIC

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

Can be used under Fiber Glass! g.na

Ready to use right out of the can, Famowood applibs like putty-sticks like glue; dries quickly; won't shrink, dnd wili not gum up sander. Waterproof and weatherprool when properly applied. 411

Avail.tlo in 16 mttcilng uood color! and white.

BEVERTY

milfi

ASPEN

This fine and uniform-textured hardwood contains no resin, has good toughness and exceptional stiffness for its light weight, shows a high resistance to splitting in nailing, and is soft and easy to work with either hand or machine tools. Aspen has good gluihg and paint-holding qualities. Stability is one of its outstanding qualities.

Try our WP-4 "Panel Grade" ASPEN !

CALENDAR

FEBRUARY

Centrrl Bullders Supplles Co. - Feb. 8-9, annual buying show, Commonwealth Convention Center, Louisville, Ky.

Carollnas-Tennessee Bulldlng Mrterlel AssoclatlonFeb. 9-ll, buying show, Convention Center, Charlotte' N.C.

Lumber Manufrclurers of VlrginiaFeb. l0-12, annual convention, The Omni, Norfolk, Va.

Southern Decoratlng Products ShowFeb. l0'12' Opryland Hotel, Nashville, Tn.

Handy Hardwrre Wholessle, Inc.Feb. ll'12' market, Handy's warehouse, Houston, Tx'

Virglnie Buildlng Materirl AssociationFeb. 14-16, retail management seminar, Charlottesville, Va.

Mld-Amerlca Lumbermens AssociatlonFeb. l4-18, annual convention/exposition, Bartle Hall, Kansas City, Mo.

Palmetto Wholesale Co.Feb. 1E'19, market, Columbia, S.C,

Natlonrl Wood Window & Door AssociationFeb. 18-22' annual meeting, Scottsdale, Az.

World of ConcreteFeb. 19-23, annual show' Georgia World Congress Center, Atlanta, Ga.

Forest Products Traffic AssociationFeb. 22'23, annual meeting, Peabody Hotel, Memphis, Tn.; Feb. 23, joint luncheon with Lumbermen's Club of Memphis.

Western Wood Products AssociationFeb. 22, product knowledge seminar, Manassas, Va.; Feb. 23, Richmond' Va.

Appalachian Hardwood Manufacturers Feb. 23-24, annual convention, Disney World Contemporary Resort, Orlando, Fl.

American Architectural Manufacturers AssociationFeb. 23-25, annual expo, Washington, D.C.

National Wooden Pallet & Container Association - Feb. 2528, annual meeting & exposition, Marriott Harbor Beach Resort, Fort Lauderdale, Fl.

MARCH

Henderson & Baird Hardware Co.March 4'5, Sentry market, Greenwood Leflore Civic Center, Greenwood, Ms.

National Roofing Contractors AssociationMarch 5-8, trade show, New Orleans, La.

American Hardware Manufacturers AssociationMarch 6-9, USA Hardware Pavilion, Cologne International Hardware Trade Fair, Cologne, West Germany.

RadTech InternationlMarch 7, wood finishing technology seminar, Greensboro, N.C.

Louisiana Building Material Dealers AssociationMarch 9-12, annual convention/show, Hilton, New Orleans, La.

National Home Center ShowMarch 12-15, McCormick Place, Chicago, Il.

National Oak Flooring Manufacturers' AssociationMarch 13-17, hardwood flooring installation school, Memphis, Tn.

Elder Wood PreservingMarch 18, 3rd annual Couchon de Lait. Mansura. La.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128 did. Don't you think the sign should be changed?" I asked.

f nnCef owes me two bucks. Don- I na and I were shopping for Christmas gifts at the new Target store in town. I spotted an end cap that featured a package of three blank video tapes. The sign on the end cap shouted in 2 inch letters "SALE, 3-PACK $9.99."

There were also two lines of descriptive copy on the sign in type about the size you're reading right now. I didn't bother to read them.

The top two shelves were filled with Target's private brand of video tape, wrapped as a 3-pack. The bottom two shelves contained a national brand 3pack. Neither one was price stickered.

Target does not individually price their merchandise. The c,ashiers have a price look-up system that is activated when they ring the SKU numbers. I decided on the national brand and put the purchase in the shopping cart.

Our total purchases that day came to $62.40. I charged it. As Donna loaded the packages into the shopping cart I examined the register receipt. The video tape was rung at $11.99 not the signed $9.99.

I showed the cashier the error. She checked the newspaper ads and found no indication of the sale. Paging for a department worker to pick up the phone brought no results.

The head cashier came to the rescue. "I know exactly what you mean, I was fooled by that sign yesterday," she said. "Then I found out that it's only the Target brand that's priced at $9.99, not the national brand. Come back to the display with me. I'll show it to you."

By this time Donna had become disgusted with my arguing about two dollars and proceeded to the car. I walked back to the display with the head cashier. "See," she said pointing to the two small lines of type on the sign reading "compare with national brands at $11.99."

"Do you mean to tell me," I asked, "that your customers will know that the only sign on this entire end cap does not represent the 3-packs of tape on all the shelves? "

"The national brand is signed at $11.99 on the shelves around the corner," she replied.

"But, you said that yesterday you misinterpreted the sign just the way I

"Well, don't blame me, I don't make the signs," she replied defensively.

"But, you do represent the store!" I challenged.

"Would you like to speak to the manager?" she asked, now sorry she ever got involved.

"l would rather talk to him than to the Attorney General for the State of California," I warned.

She disappeared into the manager's office.

"I understand you have a problem," the manager said to me.

"No, you have a problem," I snapped back. "The problem is neither the two dollars nor the incorrect signing. The problem is that Target's people are saving the company pennies and losing customers forever," I told him.

He immediately saw how misleading the display and sign were and ordered it corrected. He also offered to refund the difference when I returned with the cash register receipt. My choice was two dollars or a very angry Donna waiting in the car. Target still owes me the two bucks.

There is definitely something lacking in any management training program that allows employees to think that it is the company's policy to misrepresent information. And there's lots to lose when employees feel that they must, at any cost, defend the company, right or wrong.

Nordstrom has become the most feared competitor in retailing by not only advertising their policies, but by convincing their store people that the customer must be not only satisfied, but overwhelmed by Nordstrom's liberal policies. It's built one hellava business.

sroP

MONEY ON COSTLY wooD

SHANKS ARE EXTRA-THIN and strong! Can be driven close to board edgeswithout causing expensive wood splitting. Use for Redwood, Cedar, Hemlock, etc. Stormguard protected: Double hot-dipped zinc-coated for maximum rust and corrosion resistance. Available in plain and Anchor-Down shanks, and in colors to match prepainted and pre-stained siding.

Anyone can take orders over the phone.

But when it comes to fiUing orders for wood products, that's where Willamette breaks rank.

Our salespeople know their wayaround the mill because they go there often. They check the quality of the

lumber and plywood first-hand, to make sure you're getting exactly what you've ordered.

Besides knowing their products, they also know your market. And when it's time to fill orders for your customers, the products you need are at your command.

So if you're looking for a few good men and women to do business with, call Willamette.

After all, if we only took orders, we might as wbl sell fast food.

Instead of wood.

olflIndustries, Inc.

illamette

Lumber & Plywood Divisions

Western Lumber and Plywood

Albany, OR (503) 926-7771

Southern Lumber and Plywood

Ruston, LA (318) 255-6258

Atlantic Plywood Rock Hill, SC (803) 328-3U4

Bill Carter, Southern Lumber Sales

D-i-yers like ced

COLID western red cedar or in9cense cedar plank paneling is an ideal product to recommend to a doit-yourself customer looking for a decorating option to dress up plain, boring walls.

Both solid clear cedar and. solid knotty cedar plank panels are being manufactured and packaged with features that appeal to the d-i-y shoppers. Cut-to-length planks in a variety of patterns are shrinkwrapped for protection and transporting. Colorful label graphics show a beautiful room dressed with cedar plank paneling and list the product benefits. In addition to application possibilities, the labels carry detailed, simple directions for applying the cedar planks to the walls or ceiling. lllustrations show a variety of installations including horizontal, vertical, diagonal and

herringbone. A package contents list includes the coverage the homeowner can expect from each bundle. There is a high potential for cross merchandising with mouldings, stains, nails and adhesives. A list of additional materials and tools needed to complete the project leads off the easy-to-follow instructions.

Story at a Glance

Ways to increase sales, turns & proflts of cedar plank panels by increasing d-i-yappeal point of purchase ideas. .. cross merchandising suggestions.

"Plank paneling is a great do-ityourself project," says Alan Thiele-

l|.f.-SfEE[ stand-alone unit with 20-112" deep stocking lray is typical ol cedar plank panel display racks. Storage bays adjust. Labels are at eye level.

lank panels

mann, director of marketing services at Georgia-Pacific. "lt is easy to install and has a variety of applications from ceilings to wainscot to accent walls."

A point of purchase display can show'how the natural light color of cedar with a clear finish or the application of a white or pastel wash can create the popular light shades of walls found in decorating magazines. A few color swatches can emphasize the harmony of the soft, pale cedar shades with the mauves. blues. peaches and greens in current favor for interior colors.

Dealers can utilize rack units to highlight the cedar product as a decorator item. Stores displaying the shrinkwrapped cedar panel packages in the decorative product sections with colorful graphics have found

their sales, turns and profits increasing.

In addition to being a decorator item, the cedar plank panels offer all the warmth and quality benefits of solid cedar. They take a finish easily. Because they are lightweight, they

monizes with popular pastel color scheme.

can be handled, cut and nailed or glued readily. The extremely low density and fine closed cellular structure of the wood makes it an excellent heat and cold transfer barrier. Cedar also resists cupping and pulling loose after installation.

wide ronge of the highest quolity Conodion on old foshioned commitment to our customers producls, innovotive ideos ond personol through o decentrolized morketing opprooch, ossistonce, Our monufocturing Contoct your leoding cedor distribulor for your pntsfeoture stole-of-the-ortequipment plus |NTERFORWestern Red Cedor requirements.

CTEAR CEDAR in v-groove planks panels the walls of this room. Natural lioht finish har-

SOUTHERN ASSOCTATION

Crrollnrs-Tennessee Bulldlng Mrterhl Assochtlon is the new name for the combined Carolina Lumber and Building Material Dealers Association and the Tennessee Building Material Association.

The first activity of the group will be the Feb. 9-ll buying show in Charlotte, N.C. The inaugural meeting of the board of directors will be held at that time.

Oflicers are Robert Swinnie Sr., pres.; Mickey Boles, Bob Witt, Wilson Jenkins, v.p.s; Roy Lambert, treas.; Larry Dudley, Carolinas past pres.l Ab Taylor, Tennessee past pres.; Larry W. Adams, exec. v.p. and sec.

Directors are Cheyney Nicholson, Raeford D. Roberts, Bill Trogdon and Steve Smith, representing North Carolina; C. D. Gregory, Berlin G. Myers Jr., Wayne Carver, and Dale Davis, South Carolina; Tom Stephens Jr., Larry Quesenberry, George McGuffin and Jimmy Whittington, Tennessee. Past presidents Larry Dudley, Joe Hollin-

shed, Jim l:nter and Al F]. Witten and life members Russell N. Barringer Sr., J. C. Cauthen, J. Alex Kendall, R. I]. McClure Sr., llerbert (i. Sherrill and W. M. Spurrier also serve on the board.

Oflices will be maintained in both (lharlotte, N.('., and Nashville, Tn. Ileverly King will be in charge at the Tennessee branch.

Mid-America l.umbermens Association members from Arkansas and Oklahoma will meet in Kansas City, Mo., on Feb. l5- 17 for the l0lst MidAmerica llardware & Iluilding Materials Exposition.

Observing the l00th anniversary of the Western Retail Implement and l'lardware Dealers Association, the program in Bartle Hall will be opened on the second morning by l)aniel A. Cotter, president and ceo of Cotter & Co. His topic will be "Excellence in Retailing."

Bulldlng Productr Dlgost

Educational workshops will be held at the Allis Plaza llotel on opening day under the leadership of Jim Cory, a llardware Age editor. and Jack Selzer, partner in the law firm of Burrell, Seigfreid and llingham, hardware, lumber and home improvement slore counselors.

I)r. ('harles Jarvis will entertain on the closing day with his humorous "Things Are More Like They Are Now Than They Ever Werel" Various activities lor spouses and a closing concert cosponsored by 1989 exhibiting firms also are included on the agenda.

Oklahoma Young Lumbermen Orgrnlzation is planning an all-state organizational meeting on March l0-ll in Stillwater. Ok.

l:ormed under the sponsorship of Mid-America Lumbermens Association, the group for Oklahoma retail lumbermen will be under the direction of Joe llurd, Pixley Lumber, Claremore, chairman, and John Ilendle, (irand Country I lomeworks. (irove. vice-chairman. Other committeemen include llenry Ilockus, Oordon White Lumber Co., Oklahoma Cityl Andy Cunningham, Tahlequah Lumber Co., Tahlequah; Mike Curtis, The T. H. Rogers Lumber Co., Cherokee; Carol Frie, Geo. Ollie's Lumber C'o., Pocola; Gary Ketcham,

H.E. Ketcham Lumber Inc., Muskogee; Kelly Schoenbelen, Starr Lumber Co., Woodward; Gary Smith, Smith & Sons Building Center, Anadarko; Doug Walker, Crescent Lumber Co., Crescent; Hank Benson, Benson Lumber Co., Pawhuska; Vince Haney, Phillips-Haney Lumber Co., Ada; Mark Wofford, Wagoner Lumber Co., Wagoner.

A steering committee of I I lumbermen has been operated with the guidance of Pat Sullivan, MLA Young Lumbermen coordinator; Bob .John, MLA executive vice president, and Bill Champ, MLA/Oklahoma regional manager.

Forest Products Traffic Association will kick off its 78th anniversary celebration at its 68th annual meeting on Feb. 23 at the Peabody Hotel, Memphis, Tn.

A joint luncheon with the Lumbermen's Club of Memphis will follow the annual meeting. Rick Jackett, executive vice president of the association, has extended an invitation for anyone in the lumber or wood products industry to attend.

Kentucky Lumber and Building Material Dealers Association will sponsor a western wood seminar on March 28 at the Executive Inn in Paducah.

Board members will meet April l9-20

in Owensboro at the Executive Inn. Arrangements lor the annual summer outing and golf tournament, July 19-20 at the Marriott Inn, Lexington, are on the agenda.

Florida Lumber & Building Material Dealers Association has completed negotiations for Lee Dreyfuss, former governor of Wisconsin, a motivational speaker, to address the Friday luncheon during the next convention and buying show, Sept. 14-16 in Orlando.

Two European study tours are being organized by the association for members and guests. Glasgow and Perth as well as the final day of the 1989 British Open at Royal Troon are included on the July 21-28 tour of Scotland. Munich, Baden Baden and Wiesbaden will be visited during the July 27 - Aug. 4 tour of Germany.

Virginia Building Material Association has selected the theme "Partners in Building a Better Virginia" for the 63rd annual convention, April 9-12 at The Homestead. Hot Springs.

Freeman Spencer is chairman of the convention committee which includes Noel Borden, Richard Ferguson, Burke Johnson, George W. Lester ll, J. Howard Luck and Robert Taylor.

Dr. Edmond J. Seifried. Lafavette

College will speak on "Virginia's Economy: The Next Decade." Table top exhibits, a seminar and roundtables, both under the leadership of Scott J. Simmerman, The Performance Management Co., are planned along with sporting and social events.

Lumbermen's Association of Texas will hold board and committee meetings in Austin, Feb. 8-11. The annual convention will be in San Antonio, April 68.

LAT Today is the new title of their monthly newsletter which also has adopted a handsome new format.

Louisiana Building Material Dealers Association has invited Dennis Stine, commissioner of administration for Louisiana Governor Roemer, to speak at a luncheon honoring LBMDA past presidents during the March 9-12 convention in New Orleans.

Business meetings will include a seminar led by Bill Lee and a roundtable with Southern Forest Products Association representatives.

More than 20 suppliers are co-sponsoring the convention which will be held at the Hilton Riverside and Towers. Several social events and a president's reception and banquet are planned.

OPERAIING OPPORTUNITIES

WALLY LYNCH

Paid Associates PO. Box 741623 Dallas, Tx.75243

Tht'.litllou'ing material is a rcntinualion ol'the Opcrating Opportunitit's uilumn ap' pcaring in lhe .lonuar.v issut' til' Buildins Produus Dixcst - etl.

DIRECT MAII,

Pros: The audience is easily targeted. It is versatile. The cost is low in relation to most other media channels.

Cons: The enmity toward junk mail. The delivery time required. Mailing list ambiguities and duplications.

YELLOW PAGES

Pros: Good retention time. Presented by categories. Large distribution.

Cons: Space sold by annual lease cost. Performance measurement is difficult. Category listings olten require multiple insertions.

TELEPHONE

Pros: Customer easily targeted. Low

cosl locally. Adjuslable as message is conveyed.

Cons: lllegal in some forms in some places. Many customers believe it to be an invasion of privacy. Cost compounded by long distance toll charges.

MA(;AZINES

Pros: Reaches specific formatted reader. llas a long shell life. (ienerally superior reproduction.

Cons: Limited but specific audience. Long lead times to publications. Multiple insertions required for separale editions.

I}II,I,BOARDS

Pros: (ieographic flexibility. (ienerally lowest cost per 1000 exposures of any media. lmpact is away from home and office.

functions. Traffic and attention-getter. Often reusable.

Cons; No standards or formats. ltem selection to avoid clutter can be dillicult. Needs constant attention.

NOVEI,TIES AND SPECIAI,TIES

Pros: I:asily targeted. (;ood retention time. Attention-g,etter.

Cons: ('ost per 1000 is generally high. Message is limited. Measurement of effectiveness is difficult.

TRANSIT

Pros: C'aptive audience. [-ow cost. Multiple exposures.

Cons: Small audience, misses nonrider segment of population. Crowding during rush hour can obscure the message.

A first step tojoining the ranks ofretailers who advertise is to audit what is happening in your trading area. ldentify what you're doing as well as who is doing what when.

Attempt to delermine where an opening exists. The idea is to single out where opportunities exist to drive through a wedge to reach potential customers

Cons: lllegal in some areas. Minimal message content for fast comprehension. I)ifficult to measure effectiveness.

POINT OF PURCHASE

Pros: Provides lor multiple freestanding variations as well as support

The pundits of l:ifth Avenue classify advertising in many ways, but what you're looking for is something you can afford that will pay dividends in cost effectiveness. A good customer is someone with whom you can maintain communications. Acquisitions Services Positions Wanted

February 1989

CBS Elects New V.P.s

Central Builders Supplies Co., Sturgis, Mi., has added two new vice presidents to its ranks, promoting lumber department director Steven D. Boone to v.p. of sales and electing James P. McAuliffe to v.p. of finance.

sions, so we get together several times to compare notes."

The following tips will help an attendee to work the show efliciently and effectively: plan ahead; make appointments with key exhibitors; use the official show guide and program for latest information; work the show one exhibit level at a time; set aside time to wander the aisles and observe; pace yourself; use Innovator Awards as a guide to the best new products; be selective in picking up product literature; keep a written record ofspecifics discussed with exhibitors; eat regular meals and get plenty of rest.

Show Plan To Help Dealers

new system which will group exhibits by broad product categories.

Exhibits for the March l2-15 show at McCormick Place East and North, Chicago, Il., will be grouped in l0 categories. These include lumber & building materials/building specialties; doors/windows/millwork; paint & decorating/wallcoverings; hardware & tools; heating/ water/air conditioning; electrical/ lighting/security; plumbing/kitchen/ bath; storage products/furniture/ housewares/automotives; lawn & garden/outdoor/seasonal; store equipment & services/trade & consumer publications/miscellaneous; multi-category; international exhibitor pavilions.

With 19 years experience in the building materials business, Boone helped to increase lumber department sales in 1988 by 270/o to over $125 million.

McAuliffe, a certified public accountant, recently joined the 525member, 42-state buying group.

Home Center Show Strategy

Retailers who regularly attend the National Home Center Show have developed strategies for getting the most out of the gigantic display of new products, new sources and updated industry information.

Jerry Edwards, vice president of merchandising at Lowe's Companies, Inc., one of25 buyers usually attending the show from his company, has his buyers submit written objectives and overall agendas for what they want to accomplish at the show. "The buyers set their own schedules," he says. "lt usually works out that about 500/o of their time is controlled with preset appointments and meetings. The other 500/o is spent seeking out new products and ideas."

Dale Boozer, president of Boozer Lumber Co., Inc., Columbia, S.C., likes to attend as many of the professional programs as possible. After working out that schedule, he spends four or five hours on the exhibit floor for an overview of what is new. "Then I find a quiet place to sit down and plan an attack on 12 to 13 selected booths," he explains. "Two or three from our company buy as a group and are all in on major deci-

Ronald Rashkow, chairman and ceo, Handy Andy Home Improvement Centers, is a strong advocate of a new organization system for exhibits at the National Home Center Show.

"The idea came as a result of listening to dealer members' difficultiesa show too big to get around, with locations too far a apart," show advisers said about the

Osmose Sponsors TV Show

Osmose Wood Preserving,. Inc. will continue its sponsorship of America's Weekend Gardner, tv's longest running gardening series, for the fourth year.

All outdoor projects presented on the show by host Jim Bennett are constructed exclusively of Osmose Brand pressure treated wood.

'oCedarPly is a'special' specialty plywood siding. That's why you'll find it at Diamond Hill3'

John Ramsey, President Diamond Hill Plywood

"We stock Peninsula Plywood's CedarPly'* Western Red Cedar specialty exterior siding at most of our l0 distributor warehouses throughout the Southeastern United States. Our distribution managers and their dealers like to sell CedarPly because it offers higher profits than commodity plywood and because ofthe excellent sales tools Peninsula Plywood offers them to help sell CedarPly.

Another big advantage in stocking CedarPly is not having to tie up a lot ofmoney in inventory. Our branches can order CedarPly in either railcars or pig vans mixed with other top quality products made by Peninsula Plywood like Weatherl WeatherPly'" medium density overlay plywood; WeatherForm'i a moderate reuse MDO concrete forming panel, and Interior Cedar brushed paneling.

The bonom line is quality products by a quality manufacturer that increase our gross profit at Diamond Hill."

For the name of your local CedarPly Distributor or information on how to become a PenPly Distributor please call our toll free number: (8OU 426:z0l'1.

James P. McAuliffe Slcven 0, Eoone

Counterfelt G radestamps

FOUNTERFEIT grade' Vstamps occasionally appear in the market even though the vast bulk of the dimension lumber shipped in the United States is gradestamped under the American Lumber Standards Committee program.

Despite the decades of success in ensuring quality standards through ALSC, "a significant and disturbing quantity of counterfeit stamped lumber continues to erode wood's reputation," charges Lon J. Sibert, vice president, lumber division, Timber Products Inspection, "while endangering the well being of an unsuspecting public."

Sibert is quick to point out that "most of the framing or dimension lumber manufactured, traded and used in the USA is gradestamped under the ALSC program. Counterfeit stamps represent only a small portion of the market."

He describes counter[eit stamps as those which infringe on an ALSC recognized trademark. These stamps, he points out, may either be made without the authority of an ALSC approved agency, stolen or retained and used by a terminated facility without the knowledge of an approved

a8,ency.

He cites several examples in Florida where the FBI is working with his agency on counterfeit cases because the federal trademark law is involved. His company also is investigating a counterfeit situation in New Mexico.

Sibert contends that a similar situation exists with mill stamped structural lumber produced by dishonest manufacturers.

"ln the marketing of counterfeit stamped lumber, " Sibert alleges, "it is not uncommon for the distributor to buy No. 3 dimension lumber, sand or even plane off the gradestamp (if present), and maybe pull out the obvious bad looking pieces (wanes, splits, etc.) so as to present the buyer with lumber that does not look bad, but, nevertheless, has No. 3 strength characteristics with a new No. 2 stamp. The material may be scant in thickness and/ or width due to skimming off the gradestamp or original mismanufacture or shrinkage due to original excess moisture content."

He cautions that there are implications for the dealer or wholesaler who knowingly buys or sells lumber with counterfeit stamps.

PERS NALS

Robert Renfroe, mgr., CSI, Charlotte, N.C., has resigned to open his own computer business in Florida.

Robert C. Spargo is the new director of sales for Yale Security Inc., Charlotte, N.C. Kenneth E. Boate is national sales mgr., and William J. Ross, director of marketing. Yale pres. P.J. "Pat" Mdord has been elected pres. of the Builders Hardware Manufacturers Association.

James F. Bagwell, Diamond Hill Plywood Co., Darlington, S.C., has been promoted to v.p. of operations.

Lanty L. Smith has been elected to the board of directors of W. R. Bonsal Co., Charlotte, N.C.

Thomas B. Malarkey is now vice chairman of the Pacific Lumber Co. John A. Campbell is pres., succeeding William C. Leone, who remains chairman and c.e.o.

Robert Dawson Williams, Columbia Lumber Co., Columbia, S.C., married Kim Elizabeth Hoover on Dec. 10,1988.

Greg Yelvington, senior photographer, Scotty's, Winter Haven, Fl., has been named a certified professional photographer by the Professional Photographers of America Inc.

Scott Plemmons, Teri Henson and Donna Sanders, Lowe's, Franklin, N.C., have earned their store top corporate recruiter honors in the first Franklin Area Chamber of Commerce Corporate Membership Drive.

Jim Sexton has been named sales mgr. of KCS Lumber, Idabel, Ok.

Craig Anthony Byrd has been named Alabama account executive for the Lumber Mutual Insurance Co.

Burl Terrill, pres., Terrill Manufacturing Co., San Angelo, Tx., has been installed as pres. of the Architectural Woodwork Institute, Arlington, Va. Other officers: treas. Yves Des Marais, Hollywood Woodwork, Hollywood, Fl. Board members: Michael Bell, Wood Systems, Tulsa, Ok.: Gerald Brewer. Louisville Lumber, Louisville, Ky.; Robert Leininger, Leininger Cabinet, Lexington, Ky.; Doyle Lykins, Terrill Manufacturing; Harold Yates, Garland Woodcraft, Durham, N.C.; Bobby Crve, Stylecraft Cabinets, Garland, Tx., and Leonard Cocp, Coco Millwork & Supply, Baton Rouge, La.

Edward F. Steck, v.p. of marketing, Siempelkamp Corp., Marietta, Ga., has retired after 42 years with the co. Terry Jones has joined Leaf River Forest Products, New Augusta, Ms. as sales mgr.

Ron Whittington has been named store mgr. of Lowe's, Kingsport, Tn. Lisa Rye has been appointed field sales rep for N.C., S.C. and Ga. at Tarkett, Hardwood Div., Johnson City, Tn., according to Thomas H. Reese Jr., v.p., sales & marketing.

Ed Bewley, systems analyst, Roll-AWay/Prime Windo, St. Petersburg, Fl., has been named Employee of the Year; Moshe Gershuny, Salesman of the Year: Bob Hoke. Retail Salesman of the Year; Ralph Sylvester, Rookie Salesman of the Year; Laurie Kipka, Telemarketer of the Year, and Mike Cirasuolo and Larry Sagmmato, special sales awards.

Harold C. Maxwell, group v.p., Temple-lnland Forest Products Corp., Diboll, Tx., has been elected lst vice chairman of the National Forest Products Association.

Kevin Phillip Pack, Lowe's, Matthews, N.C., married Amanda Kay Ashley on Dec. 18, 1988. Merribeth Michelle Miller, Lowe's Hardware, Lenoir, N.C., married Jeffrey Nelson Triplett on Dec. 17, 1988.

Troy lrwin, metal products sales mgr., Georgia-Pacific, Fort Worth, Tx., has been named regional Employee of the Quarter. Other winners for the third quarter of 1988 include computer operator Linda Smith, Tyler, Tx., and sales reps Robert Dineen, Wilmington, N.C.; Curtis Posey, Lake City, Fl.;Jim Lujan, Memphis, Tn., and Ken Reynolds, Huntsville, Al.

Tom Lapinski is the new pres. of Duke City Lumber Co., Albuquerque, N.M. Eddie Justus is sales mgr., and Barry Garrison is now in Southeastern sales.

Doug Barr, Georgia-Pacific Corp., Lexington, Ky., has been promoted to midwest regional industrial sales mgr. ln Atlanta. Ga.. Chris Kohne has been named regional accounting mgr., millwork & specialty centers; Jim Detmer, Southeast regional account executive, and Bob Gordon, management trainee.

John Giggetts, Lowe's, South Boston, Va., was named his store's Warehouseman of the Year.

David Thompson and Lester Baldwin, Lowe's Athens, Ga., rvere presented an honor roll certificate for the store's contributions to the United Way of McMinn County fund drive.

Bob Armstrong has joined the Southern Pine Inspection Bureau, Pensacola, Fl., servicing the Atlanta, Ga., area.

John Ed Dean, owner and founder, Dean Lumber Co., Gilmer, Tx., is recuperating from open-heart bypass surgery following a Dec. 30 heart attack.

Jon Cromwell, pres., Louisiana Building Material Dealers Association, is now representing Indiana Lumbermens Mutual Insurance Co. in Louisiana.

Pam Kolb, Convergent Building Material Systems, has moved to the co.'s Dallas, Tx., office.

Timothy D. Stine, Stine Lumber Co., Sulphur, La., is a newly elected member of the Louisiana House of Representatives.

R. Joseph Wildman is the new pres. and c.e.o of Amarillo Hardware, Amarillo, Tx., succeeding Edward J. Vogt Jr., who has retired.

Jack O'Leary, Union Camp Corp., has been elected chairman of the newly formed Particleboard/Medium Density Fiberboard Institute. Norm Yoss, Georgia-Pacific, is vice chairman; William Mc{redie, National Particleboard Association. treas.: Rich Margosian, NPA, sec., and Eddie McMillan, Willamette Industries, and Ted Bauer, Medite Corp., directors.

Bruce Adkins has been promoted to national v.p. of sales at Benchmark Doors, Fredericksburg, Va., replacing Thomas O. Williams, who has resigned. Rick Wright is now Southeastern regional sales mgr.

R. Frank DuBose is now v.p., operations, at CooperTools, Raleigh, N.C., according to Jerry H. Godwin, v.p. and gen. mgr.

Joe Dwyer is now pres. of Vulcan Metal Products, Birmingham, Al. Ed Nemeth is v.p.-manufacturing; Randy Hoover, national sales mgr., and Forrest Flaniken, c.f.o.

Thomas R. Ingham Jr., pres., Simpson Timber Co., Arcata, Ca., has been elected chairman of the American Plywood Association's board of trustees. John N. Galloway is vice chairman.

Otto D'Tayleng is now working in maintenance at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

(Please turn to page -?8)

Alwayr A Cedar Llnlng

A new line of aromatic red cedar lining kits has been introduced by At;CO lndustries,

NEW PR DUCTS

and selec:ted soles oids

Strap Happy

A new synthetic steel strapping for binding wood, cardboard and other goods without the problems of conventional steel strapping is now available from Caristrap International.

Advantages over metal counterparts reportedly include safer, easier handling and disposall lower cost; higher energy to break; stretchability; easier installation and removal; no rusting or staining, and no need for corner

protectors.

The product may be tightened with seals, buckles or a simple knot, and it may also be printed upon.

During kiln drying, the strapping will retract up to l3%r to maintain tight tension around loads. During treating of wood products it can shrink during the drying cycle and then return to its original tight form alter treatment.

Knife Burns

A lightweight hot knife with a wide spatula tip for repairing wood surfaces by melting matching lacquer sticks as filler is new from Hot Tools. The lacquer burn-in knife heats up to 300' in less than two minutes to melt sticks into scratches, burns, dents or gouges. With a pencil-thin wooden handle, the tool measures 6" long and weighs I oz.

Available with interchangeable 3/16" and 7 /16" wide spatula tiPs that simply slide on directly over the heating element, the tool's handle always remains cool to the touch.

The kits come in designer boxes with windows that can be opened to allow customers to feel and smell the cedar planks.

Kits contain planks 3-518" wide by 48" long, with some nested 16" to 32" lengths. Each piece is factory lapped top, bottom and ends for tight, uniform fit and neat appearance.

They can be applied to anY flat surface, then easily cut and tacked on with nails or panel adhesive. Their primary use is placement in closets to protect clothing, linens and furs from moths and mildew.

Fire Tough Glass Blocks

A new line of glass blocks reportedly offering the highest UL fire ratings has been introduced by Weck.

Firestop blocks have been classified for 60-minute and 90-minute ratings in protected openings up to

100 sq. ft. The 60-minute blocks are available in 8" x 8" and 90-minute blocks in 6" x 6".

Pour, Sort, Slide, Store

A new sort n'store svstem from Leiter Industries replaces coffee cans, jars and boxes for storing small parts.

The Sorta-Neat Organizer features a full-length hinged sorting tray above five round polyethylene containers used for bulk storage of nuts, bolts. screws. etc.

Contents can be poured into the tray to search for a particular item. The container is then snapped onto the end of the tray and the tray lifted, the contents sliding back into the container.

soil, conceals minor scuffs and provides solid support, durability and insulation.

Top Handle Saw

Top handle chainsaws have been reintroduced by Sachs-Dolmar.

The 40 cc, horizontal piston and cylinder saw features D2M anti-

FREE READER SERVICE

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

vibration, electronic ignition and safety chain brake.

The20-l/2" longx6-3/4" high x 4-3/4" deep unit comes in three color combinations.

Beam Cap

A post cap for anchoring the top of a post or column to a beam is now available from Lumberlok.

The l6-gauge galvanized cap can be installed before or after beam installation.

Cabinetry By Gomputer

Kitchen and bath design and order software from MVC/2000 Inc. helps to quickly and easily convert customers' dreams into real desisns they can see and approve.

Manufacturers' catalogs are stored in the system to provide the basis for designs and pricing. Individual cabinets and accessories are requested and fitted into the room's dimensions.

The system then automatically

Easy Maintenance Windows

produces a floor plan, bird's eye view, elevations, perspective view and price quotation. Changes are easily accommodated, and with each change, all of the drawings and pricing are automatically updated.

When the customer is satisfied with a particular layout, the system produces the finished room plan and drawings, price quotation, the necessary manufacturer's order and the customer's invoice.

Caps can be used in pairs on 4x4 or 6x6 posts with a variety of beam widths. The nail holes are staggered for added strength.

Wood Core Storm Door

A vinyl-skin, wood-core storm door is new from General Aluminum Products.

The Tuff-Core's seamless, embossed vinyl skin reportedly repels

Two new vinyl replacement windows, a single hung and a welded sash double hung model, both with tilt-in operating sashes, are new from General Aluminum Products.

The Series 100 single hung features integral nailing fin, field-serviceable glazing, and 9 /16" insulated glass.

The Series 300 double hung has fusion-welded sash corner; full quadseal weatherstripping at sill, header and interlock; 7 /8" insulated glass; rugged corner key construction on master frame, and a recessed header design.

Dlrplay For Drlpr

A d-i-y drip watering system showcased in an informative display has been intro<luced by Wade'Rain.

The 4-ft. Acu-l)rip display features free planning guides, a sample assembly with numbered parts, and modular tray bins to hold the corresponding parts.

The system may be operated above or below ground, directly from the faucet or tapped into existing sprinkler lines and adapted to most watering situations, including g,ardens, patio containers and hanging baskets.

The drippers are pressure-compensating above l0 psi which reportedly provides a precise watering rate regardless of pressure variations, elevation differences or line length. An orilice also flushes out system-clogging particles with each watering cycle.

Dust Bustlng Fllter

A polytac filter from WG Marketing inserts beneath floor registers to remove household dust circulating through furnace ducts.

FREE READER SERVICE

For more in{ormation on New Products write Building Producs Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and Page number so we can Process Your request faster! Many thanks!

Antl-tteed Yard Stlck

Killer Kane, an easy-to-use applicator for killing dandelions and broadleaf weeds, is new from Sudbury Lawn & Garden Products.

Produced in standard register sizes, Alpine Air Filters reportedly will remove up to 550/o of dust for three to four months.

A scented filter, containing a fragrant tube for freshening air along with trapping dust, is also offered.

Gut-to-slze Panels

KorTron/EB and LamTron decorative panels are now offered in cutto-size options from KorPine, a division of Willamette Industries.

The applicator is filled with water, dropped into a premeasured cartidge and applied to weeds.

Back Saver

A unique snow shovel with a contoured 40" steel handle is new from The Union Fork & Hoe Co.

Two distinct bends in the handle virtually eliminate stooping over and use of back muscles in snow pushing or shoveling. Energy is transferred to legs, shoulders and arms.

The 17" x l3-l/2" poly blade is strengthened by exclusive "XBrace" construction, which forms four triangular supports on the backside to assure blade rigidity and dimensional stability.

The Quality Leader in Treated Wood Producfs

A Spdnkle ln Time

Hose-end sprinklers with water timers that snap out of their bases for use with other sprinklers, spa hlling, hose watering and drip systems are new from Rain Bird.

The two models (one with 1" jambs and 3/4" door frames. one with l-ll4" jambs and l" frames) come in two styles each and six designs.

Prefinished Paneling

Four new panels have been added to Holland Southwest International's Decorator Series of hardboard paneling.

The prefinished 4'x 8'sheets are finished on S2S (smooth two sides) hardboard.

"Baroness Decorator" and "Princess Decorator" use subtle tones and shading to create a panel with a uniquely striped appearance, reminiscent of fine wallpaper. It is manufactured to 3.2mm standard, has clean-cut painted v-grooves, and must be installed on existing walls, drywall or sheetrock.

"Oxford Pecan Perforated" and '"Amarillo Birch Perforated" have a rich burled-wood pattern, are manufactured on 4.7mm hardboard, and may be applied to existing walls or nailed directly to studs.

The timer, which can deliver anywhere from 35 to 1,800 gallons, automatically shuts off the water when the exact amount has been provided. The rugged, wide base has an extra outlet with hose cap for inseries connection to other sprinklers.

Three models come with brass, bronze or stainless steel head, and a standard impulse sprinkler made of high-impact plastic and stainless steel or a rotating sprinkler with'a distance control dial that adiusts the diameter from 5 to 50 ft.

Ready Made Security

New security doors from LeslieLocke feature tough, welded steel construction and a durable high quality powder coat finish.

lf you're coming to Chicago lor the NATIONAL HOME CENTER SHOW

MARCH 12.15, 1989

Doors offer reversible right or left-hand mounting, double lock boxes with extension plates, heavy duty tamper-proof hinges, and exterior mounting for easy installation.

Modern and economically Wiced.

Chicago's Essex Inn is right on the city's lakelront at Grant Park and Michigan Avenue. Within easy walking distance ot everything in Chicago - Bears football at Soldier Field and Loop business oJlices. Free courtesy car service to other attractions. The Essex Inn has 325 atlractively appointed modern rooms and suiles, colorful, comfortable lobby, meeting and banquel rooms, free cable TV, large ouldoor swimming pool and oecK.

And, the 8th Street Deli, a tasty new New York style eatery and lounge with late night enlerlainment. FREE PARKING. Airport Limo Service.

()ne loll free phone call for leseryalions: 1-800-621-6909. Fax 312-937-1605

tichigen Avonue at 8th Slrool Chicago, lllinois 60605

31 2-939-2800

NEWLITERATURE

Saleg Semlnar Schedule

A 4-p. registration booklet on a year' long series of "Sales l;itness" seminars is free lrom The Westmark (irouP, 24591 l)el Prado, Ste. 201, I)ana Point. ('a.92629.

Oak Not Aghes

An 8-p. brochure on a new raised panel oak door with a 60'min. fire rating is free from Truline Manufacturing, I I I Fl. Lion Lake Rd., Redmond, Or.97756.

Loaded Wlth lron

Literature on a new ironing center that folds out from an all-wood cabinet is free from Uni-Cepts, Box 12683, Wichita, Ks. 67277.

Workbench Worksheet

A fold-out plan sheet (No. 6l) for a mobile workbench is free from the Western Wood Products Association, Yeon Building, 522 SW 5th Ave., Portland. Or. 97204.

Make The Connection

A d-i-y project folder illustrating different wood framing connectors in action is free from LumberLok, by call' ine (800) 221-'1905, or (800) 221-7906 in Ca.

Get In On The Action

The Conslruction .Atlivity Localor, a periodic listing and analysis of, building permit information, is now available on CD-ROM software from CD Productions, I l0l Amador Ave., Berkeley, Ca. 94707. A yearly subscription, compact disc reader, controller card and cable for the computer is $4,400, or $4,101 without the reader.

Wired By Ads

A wiring products advertising workbook is free from The Wiremold Co., by calline (800) 243-8421.

Three For A Lift

A l2-p. bulletin (no.2250A) on three new series of lift trucks is free from Yale, Box 12936, Philadelphia, Pa. 19108.

Make Yourgelf A Home

Housebuilding: 4 Do-lt'Yoursel.l' Guide, a step-by'step paperback contain' ing over 600 pages and 1,000 illustrations, is $16.95 from Sterling Publishing Co., 2 Park Ave., New York' N.Y. 10016.

Deck lt Out

Information on F.dgefield Plank, new interlocking pressure treated decking, is available from Cox Wood Preserving, PO l)rawer I l24, Orangeburg, S.C. 29t | 5.

Second Basements

A revised 24-p. "Beautiful Basements" is $3, refundable with purchase, from Georgia-Pacific, Box 2808, Nor' cross, Ga.30091.

Decorative Veneer Standards

"Voluntary Standard for Sliced Decorative Wood Face Veneer" is $3 from the Hardwood Plywood Manulacturers Association, Box 2789, Reston, Va. 22090.

Push Out The Windows

"Build Your Business," a series o[ eight 25-min. videotapes to improve window sales, is available from Andersen Corp., Bayport, Mn. 55003.

Perfect Sandlng

A floor sanding products pamphlet is free from 3M Contractor Products, Building 223-4N-06, 3M Center, St. Paul. Mn. 55144.

Red Cedar Revlew

A 4-p. western red cedar product use guide is free from the Western Red Cedar Lumber Association, Yeon Building, 522 SW 5th Ave., Portland, Or. 97204.

D-l-Yer's Llbrary

A 20-p, catalog of d-i-Y how-tobooks, videos and displays is free from Ortho Information Services, Box 5047, San Ramon, Ca.94583.

Strong Accents

A 24-p. brochure of over 400 "LikeWood" architectural accents is free from Russell Enterprises, 2600 Boyce Plaza Rd., Pittsburgh, Pa. 15241.

Agk For A Light

"Understanding Lighting," a 20-p. booklet (L4-656), is free for individual copies, $2 ea. in quantities from GTE Marketing Services, by calling (800) 525-5 545.

Particleboard Education

"Particleboard: The ldeal Floor Underlayment," "Particleboard for Stepping" and "Particleboard Shelf Systems" are free from the National Particleboard Association, 18928 Premiere Ct., Gaithersburg, Md. 20879.

Sew Fine

A l6-p. booklet on how to build a Shaker-style sewing center with pigeonhole drawers and slots, sewing table, cutting table with drop-in leaves and folddown desk is $3, refundable with purchase, from Georgia-Pacific, Box 2808, Norcross, Ga. 30091.

Tile Run

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 Products Digest, Many thanksl

An updated 32-p. catalog of resilient vinyl floor tile products is free from Aziock, Box 34030, San Antonio, Tx' 18265.

G-P From A To Z

Georgia-Pacific's 1989 Building Products Catalog is free from G-P, Box 2808, Norcross, Ga. 30091.

Advertising

ii.ri.,*:ll:iilfili*illiiiilti.l;ti{iri.ititliii::iiiiiiii::Jiliili:iiij

EXPERIENCED TRADERS

Opportunity available to join one of the top office wholesale teams in the Pacific Northwest. Specifically looking for plywood, boards, green Doug fir, and hardwood traders. Top commissions and benefits. Must be able to relocate.

All replies in confidence to:

Marv Sprecher, mktg. mgr.

Cascade Empire Corporation

P.O.Box 2770 Portland, OR 97208

Corporotion

800-547-9371

You've Got

Talking Ib Me

JOE MAUGANS

SOUTTIEAST:'Hardwood purchasing & sales; 'SYP sawmill production manager; +Lumber trader.

MIDWEST: *Treating plant supervisor; *Wholesale lumber salesman.

ATLANTIC COAST: +Contractor yard sales manager.

These & other openings offer above average compensation progfilms, relocation expenses & fee paid.

MAUGANS AND ASSOCIATES

P.O. Box 36802 Birmingham, AL 35236

t-800-426-4772

205-987-75A2

CONFIDENTIAL INQUIRIESFEE PAID

Place your classified ad now!

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $50 ifwe set the type. Names of advertisers using a Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, 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.

LOOKING FOR PONDEROSA PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14'TO 42" IN 4/4 & 5/4 THICKNESS. LENGTHS AVAILABLE IN 6716'ON 1'MULTS OR CUTTO-LENGTH. SHRINK-WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SEND YOUR INQUIRIES TO: TREE PRODUCTS ENTERPRISES

P.O. BOX 280 LAKE OSWEGO. OR 97034 (503) 635-9931 FAX 503 636-1 180

PRODUCT LINES WANTED: Established, well financed Houston drywall products wholesaler desires to expand by acquiring distributorship for additional products, preferably used in construction industry. P.O. Box 92070, F-13, Houston, Tx. 77292, Attention: Pete Peters.

INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

LI.]MBER PLACEMENTS NATIONWIDE: I place professionals in the lumber industry. I respect your need for the rightjob in the right geographical location at the right compensation. Fee paid. Strictest confidence. (800) 54559OO24 HOUR MESSAGE CENTER. Mike Owen. VP Lumber Division. ProCounsel. My desk phone is (214) 385-9076.

(THE MILLWORI( NETWORK'}M

A unique connection for professionals.'.,,, and -firms in millwork and building materials:

* Our Personnel Network puts good jobs and people together: Low fees paid by employer. I i',, + Our Advertlsing Network provides experienoed Ad Agency and marketing servies at low cost.

* Our Business Network helps firms flrnd each ottrer in mergers and acqubitions.

ONLY Manufacturer of Acorn Oak@Tlrand S4S Sanded Hardwood Boards

Quality Oak Mouldings

Veneered Products

Glued Panels/FingerJointed Products

"Recruiti ng for the Forest Products Industry"

Cedar for rel€xed living

I.,STI:RN rctl cctlar is thc perl'cct llrocluct to suggest to a custontcr builtling a sccond home in lr recreatronal area.

[)urablc uncl hanclsontc. it aclapts casily to a country' mountain. dcscrt rlr seaside cnvironntent. Whether it is

lcli to wcathcr. stainc(l rlr plintccl to blend with the natural surrounclings. wcstcrn rccl ccclitr ollbrs the aclvantages ol'cast'cirrc. It is cqr-rall-v" lirnctional for thc planters, walkwavs. dccks ancl f'cncing nccclecl to complete a seconcl hontc.

('cclar's stability'. ability to survive without cxtcnsive nraintenance ancl insulative qualities are additional benef rts lilr relaxccl, careliee living.

Story at a Glance

The benelits of cedar for customers building second homes. environmental adaptability, beauty with minimal maintenance, durability. cedar is at home inside or outside.

Cedar can move inside to create a practical, yet luxurious. interior. Cedar paneling adds warmth to a vacation home, harmonizing with easy-to-live-with decor. The practicality of needing little upkeep is a plus on the inside as well as the outside.

Aesthetically pleasing as paneling, finish and siding, in smooth or saw texture, western red cedar enhances almost all architectural styles. It's a wood for all designs, all settings and all seasons.

Literature To Help Salee

Dealers can make good use of literature offered by the Western Red Cedar Lumber Association to acquaint customers with the virtues and ways to work with cedar. One to 100 copies ofeach piece offered are sent free. Additional quantities are provided at cost.

Were to Buy Western Red Cedar Lumber is a buying directory.

Saw textured and smooth surfaced western red cedar are explained on envelope stuffers. Tfte Short Story On ll/estern Red Cedar also fits an envelope. All are in color.

Information Cards (envelope size) are available with facts on nailing, general finishing, grades, uses and saw-textured products.

Home Center Conference

Seven presenters and 14 panelists have been confirmed for the May 23-25 Home Center Industrv Con-

Promotional literature includes 12 Conceptbrochures in full color. Topics include outdoor living, non-residental use, remodeling, bevel siding, construction, mullifamily dwellings, recreational living, homebuilding ideas, fencing, multi-family homes and uses.

A slide presentation showing western red cedar as a specialty building product may be borrowed free for 30 days or purchased for $35.

Technical information available includes siding and paneling, grades, finishing and industrials facts.

The Western Red Cedar Lumber Association, Yeon Building, 522 SW 5th Ave., Portland, Or. 97204-2122, will send an order blank on request.

ference at the O'Hare Marriott Hotel, Chicago, Il.

Dr. Walter J. Salmon, Harvard Graduate School of Business. will

CENTRAL FOR

lead off with "Strategies for the 90s: Taking Aim at the Changing Retail Landscape." Carol Farmer, president, Carol Farmer Associates; Jim Kuhn, vice president, McDonald's Corp., and Dr. Martha Farnsworth Riche, senior editor of .American Demographics, will follow.

Panels led by independent, professional moderators will give leaders from the home center industry a say on topics including UPC, pricing, problems, profit and competition.

Annual lnspection For Trucks

Trucks weighing more than 10,000 pounds and operating in interstate commerce will be required to pass a safety inspection based on federal standards at least annually under a new Transportation Department rule.

Inspection requirements can be met by a state authorized inspection, self-inspection in states that do not have inspection programs, roadside inspection or inspection by a garage or similar commercial business.

Since l93Z Central Builders Supplies Company has served independent dealers by helping them remain competitive with large corporation chains. We're a dealer-owned, non-profit buying corporation that serves as your central source for lumber, general building materials, hardware, tools, building specialties and more.

An experienced staff is trained to handle your needs, promptly and courteously. And all discounts, rebates, datings and ad funds are passed directly to participating members.

Call us. Learn more about our unique system that helps you to remain competitive. And profitable.

Obttuarles

Charles Hatfleld Sr., president and founder of Hatfield Hardware & Lumber Co., Winnsboro, La., died Nov. ll, 1988, in Monroe, La. He was 79.

A lifelong native of Winnsboro, Mr, Hatfield worked for Greenwall's Hardware, Winnsboro, for about l5 years before opening his own company in 1936.

He was a founding director of the Louisiana Building Material Dealers Association and a past president of the old Louisiana Retail Hardware Association.

Mr. Hatfield is survived by his widow, Thelma "Teddie," two sons and five grandchildren.

Beazer Sdb Kopperg Go Unlts

Managers of Koppers Co.'s tar and wood products sector have formed a company with outside investors to purchase tar processing, wood preservation and furnace and foundry coke operations from Koppers Co., Inc., an afliliate of Beazer PLC.

The sale in excess of $200 million represents the largest single divestiture of Koppers assets by Beazer.

Robert K. Wagner, v.p. and general manager of the tar and wood products sector, will be president and chief executive officer. The new company, which will be called Koppers Industries, will own 20 plants in the U.S. and have equity interests in similar businesses in Australia and Denmark.

A five year lease for space in the

Scotty's ls Restructuring

Corporate restructuring at Scotty's, Winter Haven, Fl., continues to trim costs, streamline operations and improve financial performance. Sales reportedly are up.

More than 40 employees, mostly middle level management, have been let go as jobs have been eliminated, but no major layoffs are planned according to P. Scott Linder, Scotty's chariman.

"There is no concerted layoff situation," he said. "We're just changing some of the ways we're doing

Bruce W. Anthony, retired owner of Anthony Forest Products Co., ElDorado. Ar., diedJan. l, 1989, in Hot Springs, Ar. He was 72.

Born in Hopeville, Ar., Mr. Anthony was the first president of Anthony Forest Products, helping to merge a number of companies into the firm's current divisions located throughout Arkansas, Louisiana and Texas. He retired in 1972.

He had served as president of the Southern Forest Products Association and the Arkansas Wood Products Association, and on the board of directors of the National Forest Products Association.

Mr. Anthony is survived by his widow, Modean, one son, one daughter, four brothers, two sisters, six grandchildren, and one greatgrandchild.

Caureway Top Fl. Wood Flm

Causeway Lumber Co., Fort Lauderdale, Fl., has been rated the largest wood component company in the state and the l6th biggest in the country, according lo .4utomated Builder.

Causeway provides construction industry suppliers with wood components to make doors, wall panels and roof trusses. The firm predicts 1989 sales of nearly $50 million, up from $43 million in 1988.

Personalg

(('otttittucd lrom page 29)

Koppers Building has been signed. As part of the sale, they will stay in Pittsburgh for at least l0 years.

Senior managers include Earl A. Clendaniel. executive vice president; John C. Youts, vice president, chief financial oflicer; Raymond S. Ohlis Jr., vice president and manager; Donald N. Sweet Jr., vice president and general manager, coke and by-product operations; James' R. Batchelder, vice president and manager, environmental and technical; Joseph E. Boan, vice president, human resources; Donald E. Davis, treasurer, and Randall D. Collins, secretary.

Beazer has also conditionally agreed to the sale by Koppers Co., Inc. of the Wolman division to Hickson International PLC. Sales price will be $67.5 million in cash.

Prt Bryrn hasjoined the brokerage div. staffof Stringfellow Lumber Co., Birmingham, Al., in special products distribution, according to pres. Don Flsher. New in hardwood sales: M lke Gurley and Jeff Smith, in softwood sales: Jay Johnston and Wil Johnston.

Herdus Coffey Arrington III, Lowe's, Rock Hill. S.C.. married Jaime Elizabeth Tippins Dec. 14, 1988.

Peter C. Browning has been named exec. v.p. ol Gold Bond Building Products, Charlotte, N.C., according to Mace T. Coleman, div. pres.

business. It is a restructuring of some phases of our business and the changes are just incidental to new management."

The hew management team has been in charge since last September when the Belgium-based GIB GrouP completed a $28 million stock buyout of former Scotty's chairman James W. Sweet. When both Sweet and president Dennis Stults retired, Daryl L. Lansdale, an industry veteran, became president with Robert L. Swanson, former Lowe's executive, named executive vice president of marketing.

od OOd

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