Building Products Digest - February 1991

Vhatb it gong h be when it grows up ?

It'l1be one of the prettiest and most versatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy cofirrnons, or garden grade lumber, kiln dried, air dried, milled with precision at G-Ps Ft.Bragg mill. And it will be professionally graded by RIS rules. And its beautv will endw enharciqq a dec!- a

fence, a house-and your bottom line.

For your redwood customers, choose the redwood that has everything going for it: looks, promise, and a fine family narne. Choose G-P redwood. A member of the California Redwood Association.

For more information, call the Ft. Bragg mill, (707) 964-0281, or the G-P Distribution Center nearest you.

Serving the lumber & home center

A Georgia-Pacific redwood tree-and more.

PUBUSIEn David Cutler E0ll|ln Juanita Lovret tSS0CltI€ E|lll|ln oavid Koenig C0tTSlEUIllG E|lll0iS Dwight Cunan, Gage McKinney, Ken Thim, Wally Lynch lnl 0l8ECI0n Martha Emery SIftF tnTlST Ginger Johnson ClnCUUTl0t Tracy Payne

Nine Reasons I'ttrv Glasteel

IleliveruPanels Faster ThanArryoneElse.

No matter where you need them, Glasteel can get panels to you faster. That's because we have nine shipping points and hundreds of distributors throughout the nation ready to serve you at a moment's notice.

And we don t just give you great service. We deliver top quality, too. Because we're affiliatgd with Alplt" ResinsCorporation, we can take advantage of the latest polyester resin technology We can provide you with corrugated panels and USDA-approved liners and scuff plates that are strong, durable, simple to install and easy to maintain. Plus, they're all available in a multitude of shapes and popular colors.

If you want panels fast, what are you waiting for? Call us now fbll Free at 1-800-238-bb46. Orwrite for a copy of our free brochure. Glasteel Tennessee, Inc., PO. Box 520, Collierville, TN 3BO2Z

f Ft. Worth, TX

I Eagan, MN J t

markeir ln l3 Southcrn ctater

EDITORIAL

Why Not You?

I N OUR current period of iffy business lurks I great opportunity for those who will prepare for better times.

One of the positive features of a slow business period for retailers, wholesalers and distributors is the time to do all those things one never has the time to do. Wiser heads know that this gift of time should not be wasted on idle talk, standing around, pointless conversations about how bad business is, the manufacture of paper airplanes, complaints about the bumps and thumps of life and like topics. Now is the time to prepare for the inevitable coming of better times.

Preparation can take many forms, great and small, weighty and trivial. All can help to get an organization and its people ready to effectively serve the customer. lt can be clerical: cleaning up a drawer in your desk, discarding a system no longer needed, updating a computer file or the like. Small things to some, but still obstacles to

good customer service. lt can be operations: deferred maintenance undeferred, inventories streamlined and purged of unprofitable items, spit and polish housekeeping for showrooms and warehouses. lt can involve personnel: ensuring the right people are in the right jobs, taking the tough steps to prune your organizational tree of deadwood, investing in education and training for your people at all levels, especially the best and brightest.

For management this also can be an occasion for constructive reflection. While no amount of plans can ensure a company's profitability, conversely, no firm can long prosper without a sense of direction, without a strategy for the future.

Much preparation is simply common sense. Strategy and tactics can border on the philosophical, but still merit hard thought. Make no mistake, better times are ahead. Someone will earn that business. Why not you?

'f"

'l"

Pine Boords (Potlerns)

2x4 thru 2x12 #1. #Z #3 S4S

Yellow Pine

1",2", 4",6" Yellow Pine Wolmonized

'1" Ponderoso Pine Boords'C', 'D', #2. #3

2" Doug Fit #2 &. Better, Utility

2" Spruce Pine Fir #2 & Better, Ufility

Redwood & CedorInvenlory

3200 Troup Hwy., Sfe. 242TyletlK7570/l

Yellow Pine CDX & Sturdifloor

Yellow Pine BC Sonded

Yellow Pine Premium & Decorotive Sidings

Woferboords

Fir Sonded & Fir Sidings

Hordwood Plywoods

Hordboord Sidings

-

Temple & Mosonile #1& #2

Treoted Plryoods Avoiloble

DAVTD (:tJ't'l,RR publisht'r

Yelfow Pine Boords 'C','D', #2

Yellow

LTL Orders Welcome

(Sfeve Jockson, Lloyd Wheeler) (2.f41 595-2ta02. (800) 333-84.18

New Fiberboard Association

The newly formed American Fiberboard Association elected G. D. Landes, Georgia-Pacific Corp., as president, Lin Keesey, Celotex Corp., sec./treas., and Craig McDonald, Wood Fiber Industries, v.p.

Directors are Gerald Huebert, Huebert Fiberboard, Inc., Fran Eck, Temple-lnland Forest Products Corp., and Al Turenne, International Buildrite, Inc. C. Curtis Peterson and Louis E. Wagner of the American Hardboard Association staff the new association which shares olfices with AHA in Palatine. Il.

Gulf Reservists Law

With reserves being called for service in the Persian Gulf, employers need to be informed on reemployment rights.

Governed by the Veteran's Reemployment Rights Act, certain specific statutory rights are granted to reservists who enter active duty either voluntarily or involuntarily.

A returning reservist has a right to

his former position with the same seniority, status and pay if he is still qualified to do it and applies for reemployment within 90 days after being discharged or within 31 days after training of l2 weeks or more or active duty of no more than 90 days.

If he is unable to perform his former duties because of a disability sustained during service, but is qualified to perform the duties of another position, he must be reemployed.

To be eligible for reemployment, a reservist called up for less than 12 weeks must report to work on the first work day after the last day needed to travel from the training place to the employment place or within a reasonable time if the delay is beyond his control.

Returning reservists are to be treated as if they have been on leave of absence. If the employer does not maintain health insurance coverage for those on leave of absence, he is not required to do so for a reservist on active duty. However, since it is possible that the employee will have difficulty reinstating company provided health insurance, it is recommended that if the employer does not pay for it, he strongly suggest

that the reservist continue to pay the premium.

If an employer generally does not pay those on extended leaves of absence, he is not required to do so for the reservist on active duty. A returning reservist who has been on duty for l2 weeks or more cannot be discharged except for cause for six months after his return.

Lumber Demand 2OOO

Despite jolts to timber supply, demand for forest products is expected to be much more stable, with falling housing starts offset by rising repair, remodeling and industrial usage.

Resource Information Systems, Inc., also foresees that Chile and New Zealand timbers will compete with North American wood in several major markets in the late 1990s due to U.S. environmental restraints.

After the year 2000, the private U.S. timber supply is forecast to expand as secondary stands mature in the West. Meantime, Southern lumber producers should see their U.S. market share grow from250/o to 300/0.

0UISTtt0ltG examples 0l new construction and remodeling projects using western red cedar. Dealers can gain high turns and add-on sales with similar projects.

How to get high turns, profit with cedar proiects

f f t HEN new home construction

UU slowdowns affect building products sales volumes, two other areas offer growing sales to help pick up the slack. And, fortunately, western red cedar products fit handsomely into promotion packages for both areas - remodeling and outdoor projects.

Promoting western red cedar products for backyard projects such as decks, gazebos, arbors, fences, lattice and planter boxes also provides a high-profile opportunity to package-in associated materials, such as nails, paints and stains, concrete mixes, outdoor furniture and many others.

Story at a Glance

Ways rcmodeling and outdoor sales can pick up slack in cedar market. ideas for related sales free educational materials to help salesmen satisfy anstorners.

High turnover and good profit margins are just two of the incentives for promoting the cedar dimension lumber, siding, paneling and other specialty products that are used in these home entertaining and family recreation add-on projects.

Home remodeling, such as kitchen and bathroom renovations and added family or recreation rooms, are naturals for the wide range of patterns and grades of cedar siding and paneling. There are styles that can be recommended from formal to rustic, to suit any customer.

These projects also offer related sales of tools and products, such as windows, paint brushes, hammers, saws, and the list goes on.

Cedar products have added advantages over other products that might be used outdoors or indoors.

They are attractive enough to be used with a minimum of finishing, and they are naturally durable for long-life and easy maintenance.

In addition to being naturally durable, for long-life in use, western red cedar also is biodegradable. Some early American homes have been clad with the same cedar siding for hundreds of years. But when the wood will no longer serve its purpose, it can be readily absorbed back into the earth.

Cedar and other wood products also are energy conservative in manufacture, compared with other building materials such as steel, aluminum, masonry and concrete. Besides environmental benefits, cedar and other wood products are renewable resources, which can be perpetuated to provide products as well as forests for recreation and environmental considerations.

Selling western red cedar as a durable, easy-to-work and naturally resistant building material is even easier when the salesperson can help the customer choose the correct grade, pattern, size and coverage amount for the job. Satisfied customers come back for more.

To assist dealers, specifiers and users in their selections, the Western Red Cedar Lumber Association offers a product use guide that is a mini-course on everything one needs to know about the products and their applications.

Easy-to-use charts categorize standard sizes, giving nominal, dressed dry and dressed green dimension. Products include paneling and siding, bevel siding, finish, fascia and trim, and dimension cedar.

Two charts give descriptions and rule book references for standard clear grades and standard knotty grades of the various products. Design values for the appropriate grade of dimension cedar products are listed in another chart.

A coverage estimator provides

Wln@ Cedar Pqlect ldeas

Pleased with the response to their 1990 Architectural Design Awards program. the Western Red fedar Lumber Association plans to make the compelition a biennial event with the next contest scheduled for 1992.

Two grand awards and six merit awards were presented lor projects using western red cedar lumber products such as siding, decking, and interior paneling in residential, non-residential and re' modeling/renovation categories. Winning cedar entries included a wine{y, a youth camp, a boathouse. a studio and several residences.

A free brochure featuring the winning projects is available for retailers and wholesalers to use with customers as an idea piece. Copies may be requested lrom the Western Red Cedar Lumber Association, Dept, 6?3, 522 S. W. ,,Fifth Ave., Portland, Or. 972442122.

factors for determining the exact amount of five basic types of siding and paneling that will be needed, in sizes ranging from 1x4 to lxl2.

Other subjects highlighted in the four-page brochure include technical data on western red cedar's natural properties, and recommendations on finishes, siding application and exterior or interior installations.

The guide is available in quantities .fbr sales staff and customer use. For this and other marketing and technical literature, write to LVestern Red Cedar Lumber Association, Dept. 6l l, Yeon Building, 522 S. W. Fifth Ave., Portland, Or. 972042122 -editor.

Clinics encourage western red cedat fencing sales

I\ EALERS can encourag,e westU ern red cedar sales plus add-on purchases with fencing clinics this spring. Many homeowners who need to repair or replace fences are overwhelmed by the idea of doing it themselves yet unable to afford to hire a [ence specialist,

Before getting into the nitty gritty of actual fence construction, a clinic should cover several important points, including a discussion of the reasons for fences.

The overall purpose of a fence is to improve the property it surrounds. A fence is a frame for a house and should complement the architecture and landscaping. Fences do more than keep children and pets in or out. They also provide security and privacy.

Tall, solid fences can give complete privacy and a feeling o[ security, but they also may block air circulation and sunshine in the garden. They also may create a cramped, closed-in feeling. Fences that have boards nailed to alternating sides of stringers or boards attached in a bevel fashion provide privacy with a more attractive appearance.

Care must be taken that a fence looks good on the neighbor's side as well. It's a good idea for neighbors to plan and build fences together so they will suit both sides.

Local building codes and any deed restrictions should be checked before beginning any fence. The location in relation to the property line also should be considered.

In addition to discussing appearance, performance and legal requirements, a fence clinic should cover the types of finishes suitable for fencing. While western red cedar can be left unfinished to weather to a silver gray, it also can be stained. Penetrating stains are the best recommendation. They can be transparent, semi-transparent or opaque. Many have water repellent additives

and mildew inhibitors. lf a painted finish is desired, an all-acrylic latex paint applied over a water repellent preservative and prime coat is best.

Additional uses for fencing and fence construction techniques should be pointed out. Fencing can be used to screen unsightly items such as pool equipment, air conditioning units or house and garden trash cans, Fencing screens also can be used to separate sandboxes or play equipment from the main yard or establish private areas for sun bathing or relaxing.

Story at a Glance

How to bulld cedar sales with a iencing clinic. basics to dis. cuss and demonstrate. cross merchandising of fasteners, finishes and tools.

Accessories such as benches and planters, which often can be built with material leftover from building a fence, also should be covered briefly. Lattice also can be part of a fence clinic.

Proper tools can be discussed in depth since many homeowners will need to purchase tools to do the job. A discussion of fasteners and the criteria for selecting the best ones is another must.

Instructions on measuring and determining the amount of lumber needed to fence the area and an actual demonstration of construction methods for several styles of lences should conclude the clinic.

Handouts with diagrams of various fence styles, instructions for measuring for material, and construction techniques are helpful to reinlorce the lessons presented at the clinic.

AIIRACTIUE styles make a lence an important part ol the landscape. The use ol lattice adds a decorative note. Fencing should complement the architecture and landscaping as well as provide privacy and security.

It ALUE added products usually U support higher margins because customers will pay for superior appearance and performance. Western red cedar, properly prepared and presented, is at the top of the list.

Kiln dried, appearance quality western red cedar knotty siding products, because they look more expensive than commodity items, can have higher margins at retail. Many cedar siding manufacturers have grasped this concept and are turning out these products with eye satisfying, high quality appearances and performance.

Retailers who inventory speciality appearance products are finding it possible to put higher margins on them. Margins are often double or more than those of CDX, studs and 2xl0 commodities where appearance is not important. And, say those practicing this visual marketing, the margin applied is retained because of high quality and no returns.

"Retailers must get rid of the commodity mind set," advises a cedar manufacturer who is enthusiastic about quality and the potential of appearance cedar products. "They can count on solid margins with these products. Their customers love the way they look and work and willingly pay a premium price. And because they perform, those customers repeat their purchases."

Appearance products are usually manufactured one step higher than the grade book requires. Instead of being dried to 190/o for S-DRY designation or 15% for an MCl5 stamp, they are dried to l2o/o MC. Because of the extremely high standards, these products are often considered to be l00o/o consumer usable.

Builders can have the superior appearance, workability and performance of knotty appearance cedar siding for only slightly more than the cost of siding panels or man-made sidings. The product offers many of the benefits of clear vertical grain siding for much less.

The appearance grade cedar market niche has been encouraged by the shift from old growth cedar to young growth timber. Young growth timber has tighter knots, a solid heart and a more uniform color, all of which are well suited to knotty cedar appearance products. Manfacturers ofwestern red cedar products in the northwest area of the United

Ways to make more selling cedar

States are finding it profitable to encourage reforestation and utilize the young growth timber in quality specialty products and service oriented markets.

Ideally, only properly seasoned cedar is used for these products. To achieve the uniform l2o/o MC, a fourth method has been added to the three customary drying techniques (air seasoning, dehumidification and steam kiln drying). Steam conditioning added to steam kiln drying can achieve a lower. more uniform moisture content without drying the wood excessively. In this process, the water is brought out of the wood slowly to a predetermined dryness. Then live steam is injected into the kiln to stabilize the wood at l2% MC. This eliminates stress by relaxing the wood fiber, thus reducing cupping, splits, checking and other drying defects. In addition, it helps ensure the dimensional stability of the product in use, probably the ultimate consumer benefit.

The drying process is considered critical to producing appearance

Story at a Glance

Appearance cedar products hold higher margins, valueforboth re taifer and customer ...1P/o MC ensures performance as well as appearance. products fit market niche, utilize young growth timber.

grade knotty cedar siding since end checks, splits, surface splits and star checked knots, often the result of drying the wood too quickly and creating tension and compression, are unacceptable. Drying also reduces the weight of the product to cut shipping costs for customers.

By targeting a product mix compatible with the cedar log mix available in their region, cedar manufacturers are able to maximize the western red cedar supply available and create products which bring higher margins for retailers. Retailers can learn more about these products from their distributors.

APPEARAI|CE grade bevel siding shows western red cedar at its best, adapting t0 many styles of architecture and linishes.

Crib sheet for western red ced

ordained, although in unusual situations Class B mav be required.

Do pressure-treated shingles have a different color? ls a variety of colors available? There is minimal change in appearance of pressure-treated western red cedar shingles or shakes. A variety of colors is not available.

The net result has been a substantial number of building codes which require fire-retardant roofing. Southern (lalifornia counties of Orange, Los Angeles, San llernardino and Riverside and some areas in Texas are among jurisdictions adapting llre-retardant roofing regulations.

and shakes travel into pressure treating cylinder where they will be iniected wilh fire retardant chemicals to meet UL-790 standards.

El ED CEDAR shingles and fI shakes rate hieh marks for quality, appearance ind good taste, but homeowners in the market for a roof are often confused about their ability to resist fire.

The following questions with answers provided by the Cedar Shake & Shingle Bureau experts can serve as a guideline for dealers faced with customers asking tough questions about fire-treated shingles and shakes.

Q: Are there any wood shingles/ shakes that have a Class A rating?

A: Yes. Not the shingles/shakes themselves, but a Class A rating can be achieved by using a system; taking Class B shakes and using them in conjunction with gypsum underlay.

Are most local codes satisfied withClassB&Cratings?

Speaking of residential structures, most local codes accept unrated roofings. Only when special circumstances or hazards are present do local codes require rated roofing. Normally, in these situations, Class C is

What is the significance of the U.S. Forest Products Laboratory confi rming product performance? The Laboratory, located in Madison, Wi., is the U.S. F'orest Service's technical and experimental facility. A highly-regarded institution, it is constantly working to improve the performance o[wood products, including fireretardant treatments, and therefore it was logical for the staff to investigate both commercial shingle/shake chemicals and some of their own creation.

ls the durability of the product at all affected by pressure treating? Individual treater companies claim that fire-treating increases life service.

How does fire-treating increase the cost of the product?

By approximately 5006 over the natural product.

Could you elaborate on some typical fire codes where the usage of wood shakes and shingles is significant?

Story at a Glance

Answers to questions on firetreated roofing facts about western red cedar shingles and shakes . . techniquesfordealing with tough customers.

Q:

Could you give us a brief explanation of the pressure-treating process?

Bundles of shakes and shingles are locked inside a cylindrical retort. After a vacuum is created by drawing all the air and moisture from the cells of the western red cedar, a fire retardant chemical is injected at a pressure up to 150 pounds per square inch. lorcing it into every cell of the wood.

Upon removal from the pressure vessel, the chemically treated products are placed in a special dry kiln where they are finished with a thermal cure at temperatures up to 200"F. This procedure locks the chemical into the wood fibers lor permanent fire protection which will not leach or weather awav.

A:

Most fire problems have occurred in areas where there is a high incidence of wood roof usage with long spells of dry weather, large amounts of fireprone brushy vegetation, and periods of desiccating bone-dry winds off the high desert and brush fires which cause residential conflagrations.

Q:

A:

Are there insurance cost savings when installing pressure-treated shingles or shakes?

There will be no insurance saving from the use of fire-treated wood roofing on residences. Such structures are class-rated.

WESTtRII red cedar shingles

hingle & shake questions

On commercial buildings, which are individually rated, substantial savings are possible, however. The amount of saving would vary from one structure to another.

Q:

A:

ls an increased strictness expected in local fire codes throughout the country?

In the long term, yes, but it will be an evolutionary process, reflecting increased population density, improved and lowercost treating techniques and similar developments.

Q: How is the maintenance aspect of the wood roofs affected when the product is fire-treated?

A: There is no difference in maintenance.

Q: Who established the criteria for pressure-treated shakes and shingles?

A: They were established many

years ago by Underwriters Laboratories (UL-790) and adopted by American Society for Testing Materials (ASTM-E108) and further adopted by the International Conference of Building Officials (Uniform Building Code Standard 32-7).

Here Are The Focts fhot Moke Third Generotion PYRO-6IARD' The Firct Choice For Fire Retardont lreoted Wood.

3t?31

of PYRO-GUARD isstrictly monitored by an

ndeoendent tn' ii-oJ'{ilto"ction a gbncv To ASs u RE

ATIACHEI! to a bundle of western red cedar shakes or shingles, this label is assurance that only No. 1 grade materials have been

pressure impregnated with fire retardants and tested for oermanent fire protection.

Ways to cut credit losses

IllS is rro tirnc to lct rr custontcr' ovcrcrterrtl lris crcrlit or givc in shirk_l linlrrr- crcrlit to il cLrstolrcr cilrl corrrlitiorr.

5 Step Telephone Collection

(l) Call the person who signs the check.

Q) Call him/her by nanre, being as personable as possible.

(3) Ask why the payment is late and listen to the explanation.

(4) [)iscover the real reason lbr non-payment. Ile synrpathetic. Ofl'er prontpt adjustment if they are dissatislied with nraterial or service. A positive attitude will oflen speed payment.

(5) Work out details such as date to expect check, or time to call back befclre concluding the call.

"Credit prol'essionals oflen allow custonrers to delay paying on their accounts, but when we wait too long, we nray flnd that account has gone into bankruptcy," comments the credit manager for a large retail lunrber conrpany. "We're all guilty of allowing a custonrer to delay for up to 90 days. In my experience, when a

cLlstollrcr ilclitvs lol thrrt long, thc cl.rlrtccs ol gctting rrrry'tlring itrc l)ritcticirlll rril. Whcn .you trllow lr cr.rstontcr to rlclirv pirynrcnt, \'oLl ltrc scttirtg trlt -\'otlr cotttl)irttr' lirr ir loss."

( rctlit nrilnitgcrs ncctl to sct ir cLrtoll'linrit lirr crctlit lor clrch custorncr. 'l'lrc poirrt abovc which crcrlit will not bc grirrrtcci nrust bc vigihntly nrlirrtirirrctl to lr,oid risk lirr thc contllit r1 !'.

,,\lthoLrglr crcclit nlrrrirgcrs lirllow vari<lus guirlclincs to rlcte.rrrrinc thc crcrlit linrit l<lr cach custollcr, tra(lc rclcrcnccs. pr,rrchusing rrcccls und llnlncial crlnrlitions sccll Io be consturtls irr thc building ntutcrial indLrstry

"('rcclit lirrcs lrrc rcvicwcrl on a claill basis," lrotcs thc gcrrcral crcclit nranaS,cr ut a largc chairr. "l gct reports cvcry day. Wc pLlt a rc(l l)ag on llry accoLlnt that is within l0{1, ol'the creclit linrit."

Arrothcr crctlit rrrrrrrrrgcr rcquircs all thosc sccking crctlit to contltlete a conrprchcnsive creclit application. This conrpany rcquircs at least lbur trade rcf'crenccs with two f'ront within thc bLrilcling ntaterials industry. "Current trade infbrnration is essential, but we also look at how Iong thc conrpany has been in business," he cxplains. "lf- there's no trade infornration, we work with the customer on a C.O.[). basis."

llis conrpany also subntits the crcdit references to a builcling industry credit association for verification. This enables hinr to discover if anyone has had a problent with the ac-

(()unl it\ rre ll;rs 0bllrirriIg lr trerlit |cl)( til.

( )nr' l,lrFL ltrnttle r r'rrntl),1)\ l\ l)t- t;rllt ertetttls ttetlrl ilt ;rnroLrnts bclrret'tt l{l-li' ol lllr'torrrl);ll\'\ ncI rrorllt on iu) Lrr\u(r.rferl blrsis with rto lrcrt rigltts ()r' \t()l) rrotiee rigltts I hc erlrtl tlolllrt ill()Lltl :et tlcPerrtls ort tlte totltprrtti's llrtlrrtr'rlrl tlrgrlll jly'. "l gct this irrlirlnrrrtiorr lrorn :rrrtlrtcd linlrrtcilrl stittcnre nts. l)un & llrrtlslrcct rittillg,s rrrrtl tratlc lcl'ercrtt'es fi<lnt thc credit rrssocratiorr lrs rrcll as thc rrr.rnrbcr ol'lears thcy hrrr c hccn in busincss." lhc v.p. irrrd tretlit rttanagcr sir\s. "ll'thcy hrrvert'1 bccrr irr btrsir.rcss vcrr' lorrg or don't Irrrr c rrrrr rrLrtlitctl Iin;rnciirl stltlenrcnls. I rrrrr lrcsitirnt to givc t rctlit * rthorrt sonrc kintl ol'guilrlntcc."

I lc rrscs t tctlit irtsurlrrcc to.justily lur tnrse(ure(l tlcrlit linc or whcrr the iull()r.lnt ol tlctlit rcclLrirctl is rrrorc thlrrt thc e()nll)lrnv's nct worth ulrrri|ll t s.

( )nc hrriltlirrg nratcrills rctlrile r, w l.ro scrvcs srntrll contrirctors lrrtl rcr.ttotlclcrs witlroLrt sophisticltcrl irce()untrng svslclns, rcl'icws blrnk stirtcnrcnts lrrttl unaurlitetl llnancial stlrtclltclrts. tltc conrlllrrrr''s working cirpitlrl lrntl trlrrlc rcl'crcrrccs to nrirkc his crctlit tlccisiorrs.

Story at a Glance

Credit managers offer tips on how to draw credit line points to consider before granting credit waysto limitfinancial risks for your company.

('alling hinrscll' conservutive with crcclit linrits, hc ncttcs that "il thcy're askirrg lbr credit up to S2,(X)0. wc crtcncl it with lcss of a prolilc. Anrounts bctweerr S2,000 arrcl $5,000 rlcpcnd on their llnancial corrclition arrd history. Anything over S5.000 is grantecl on a.job basis."

I le sunrntarircs the creclit inspectiorr as "lookirrg at the thrcc C's ol' creclit: Capital (thc contpany's financial condition). Character (how they pay other suppliers) and C'apacity (business potential and potential fbr bringing other business to his store ) "

Regardless of the ntethods used, credit nranagers reconrntend being cautious and keeping risks at a minimunr.

(or iust another

RADIATA PINEI a wonder from down under over rated import?f

I TS SUPPLIERS consider it Super I Pine. Thev sav it's denser than domestic pines,- stronger, better looking, less expensive, faster growing, just as treatable and, best of all, in the face of mounting restrictions on U.S. timber harvests, plentiful in supply and environmentally sound. It's radiata pine and it's coming to a lumbervard near vou.

Story at a Glance

Wood from New Zealand and Chile may ease a U.S. softwood shortage . . radiata pine sup porters claim it's stronger, better looking, cheaper, morc plentiful than domestic pines... its present market status.

The species Pinus radiata (a.k.a. radiata pine, Monterey pine, insignis pine, kiwi pine) is native to Northern California. On its home turf, though, it proved to be a somewhat spindly pine of little commercial value. Yet transplanted to the fertile soils and more hospitable climates of New Zealand, Chile and South Africa (all at about the 35th parallel latitude), the tree will grow tall, straight and quickly - reaching maturity about two-and-a-half times faster than in California.

The light color, medium density softwood is relatively free of knots, easily seasoned and kiln dried from green in under three days, with minimum degrade. It machines, nails, screws, glues, paints and stains well. It is vulnerable to attack by sapstain and boring insects, but treats exceptionally well, without incising.

It's also favorably priced.

"And homogenous," adds Kevin Breen, Snavely Forest Products, San Francisco, Ca. "With a shipment of ponderosa pine, you'll have a wide range from light red to creamy white, different grains, some heartwood, some sapwood. Everything in a shipment of radiata pine will be identical. "

"With the same number of rings per inch, frequency of knots, color, texture, working and finishing characteristics, remanufacturers don't have to worry about quality differences," seconds Marc Seidner, Fibre-Form Wood Products, Rocklin, Ca. "The color is so even a fingerjoint product looks almost as if it's not fi ngerjointed."

Most important is a growing supply. "Some imported species of wood are nice, but the critical question is: 'Can I get it?'The answer is always kinda, sorta," says Breen. "Even if there's lots of resource, what about the political base? Nobody wants to build their future on an inconsistent source of supply."

Snavely has turned to New Zealand. Breen explains, "New Zealand speaks our language, has a good law and order system, growing resources and, with three million people, they can't even begin to consume it all. They're forced into export. And there's no pine market like the U.S."

At one time, New Zealand was a tropical rain forest, blanketed with hardwoods. "The people saw the forest as a barrier and basically took a match to it so they could herd sheep," Breen says. "Then about the turn of the century, they tried to introduce Northern California species. like ponderosa pine. sugar pine, fir, redwood, cedar. Only two took hold: radiata pine and Douglas fir. They have a lot of acreage of Doug-

las fir because it grows reasonably wellnot as well as in Northern Cali[ornia."

Just as in America, when the Great Depression hit in the 1930s, the government in New Zealand subsidized massive work projects. They started huge radiata pine plantations, augmented by subsequent incentives.

Trees may reach 90 feet high and three feet wide in as little as 20 years. With a normal 30 to 50 year turnover, more and more plantation

(Please turn to page 36)

NtrWS RTtrFS

84 Lumber Co. plans to add 30 new stores this year and expand roof truss manufacturing . . Ansley's Building Materials /nc., Dothan, Al., opened a new unit in Eufaula, Al.

Mechanics Lumber Co. and Arkmo Building ond Supply Co., North Little Rock, Ar., renamed North Little Rock and Little Rock operations OneSource Home & Building Centers... inventory and location lease of the former Ash Brothers Lumber Co., Kingfisher, Ok., have been acquired by Paul Atchley, owner of Kinglisher Ace Hardware, Kingfisher.

Construction of the new Tahlequah Lumber Co. facility in Tahlequah, Ok., is scheduled for May completion.. Stewart Lumber Co., Dickson, Tn., was named a 1990 Tennessee Housing Industry Conference Golden Hammer winner.

A $300,000 fire which destroyed the C. M. Mays Lumber Co., Ada, Ok., has been ruled arson by the state fire marshall. . . Reynolds Lumber and Hardware, Morris, Ok., is in its 3lst year of operation...

Home Depot held grand openings for a store in Western Plaza, West Palm Beach, Fl., and an Overton Park Plaza unit in Fort Worth, Tx.; neared completion on a Murdock, Fl., unit and had land use and zoning change requests for a new store in DeKalb County, Ga., denied. ,

Lowe's closed a Virginia Beach, Va., store, relocated a Rocky Mount, N.C., unit and

reversed plans to close the carencro, La., store upon completion of a new Lafayette, La., unit...

The 8 store Builderama chain. Savannah, Ga., will be put on the market by ll/iener Enterprises Inc., Harahan, La., after it sells two units in an attempt to make the company profitable . . HomeClub plans to invest over $20 million this year in computers for the 66 unit chain . .

Volunteers from the Houston, Tx., Home Depot participated in a repair program on 82 low income homes sponsored by Privattor Initiative with the store donating approximately $25,000 in home repairproducts...

Lowe's contributed $196,552 to the United Way of Wilkes, N.C., made an undisclosed gift to Gardner Webb College through Lowe's of Shelby, N.C., and sponsored the Mother's March of Dimes, Carolina Foothills division...

Georgia Lumber is the new name for Georgia Wholesale Lumber, Inc., and Williams Brothers Sawrnill, Covington, Ga. Alamo Forest Products. San Antonio, Tx., opened a Jackson, Ms., sales office, Ken Biggs and Mike Gulledge on staff...

Diamond Hill Plywood Co., Darlington, S.C., placed 22nd in a revenue ranking of 100 privately owned South Carolina companies ... Robbins Manufacturing, Tampa, Fl., updated and expanded its computer software...

Enterprlse Computer Systems, Greenville, S.C., was named as one of the 100 best companies in the computer software industry by VAR Buslness magazine.

Laport plc, parent of Chemlcal Specialtles, /2c., Charlotte, N.C., has acquired Kemlre Kemwood AB,, a Swedish corp. which has developed patented technology for a new generation of wood processing chemicals.

Hickson Corp,'s technical services have moved into a new $3.0 million Technical Center in Conley, Ga....

Harris-Tarkett, Johnson City, Tn., which opened the office portion of a new $30 million facility with mfg. due to be on line this spring, has been put on the market by parent company STORA. . . BilVood Flooring, Memphis, Tn., is moving its inventory and sampling operation toanewwarehouse...

The Celotex Corp., Tampa, Fl., had its Chapter 11 program to pay claims appoved by the U.S. BankruptcyCourt...

Sterling Advertising, Lowe's inhouse agency, completed a move from Winston-Salem, N.C., to North Wilkesboro. N.C.. where it will be housed in Lowe's Hq....

A Federal National Mortgage Association (Fannie Mae) pilot program will help finance $100 million in home building loans by loaning funds to medium-size builders to buy land and build houses for low to middle income buyers.

Housing starts in Dec. (latest figs) dropped 12.40/o to a seasonally adjusted annual rate of 987,000 units. single family home starts were off 1.70lo; multi units 35.4010 building permits fell 6.60/o .. . start figures were the lowest since June 1982.

Driver Drug Test Gornpliance

Companies that must comply with the Department of Transportation drug testing regulations which became effective Dec. 2l have several options for setting up programs.

They may hire a company specializing in providing drug testing service as an independent third party that can institute and maintain a drug testing program for them. A second option is to handle the program themselves using a physician who is a trained medical review olTicer. Although this person also may be board certified in occupational medicine, it is not required.

The new law applies to any company with 50 or less drivers, engaging in interstate commerce, using trucks over 26,000 GVW or driving placarded vehicles. Compliance requires a clearly defined written drug testing policy available for inspection by employees, random test selection, blind record specimen management, employee education, supervisor training, record retention, use of a medical review ofllcer, use of a National Institute on Drug Abuse certified lab and access to a substance abuse program.

Less Money For Building Loans

Financing for commercial projects may be more difficult to obtain this year, according to the Wall Street Journal. It says big insurance firms plan to sharply curtail or eliminate loans to developers, reducing long term financing availability.

Sacramento, Ca.

Ponderosa Pine, Sugar Pine, S-P-F, White.Fir, Douglas Fir, Cedar

James A. Haas, gen. mgr.

Richard H. Mills, Melissa Morinelli, Connie Fender

Mouldings, Millwork, Cut Stock, Plywood, Lumber, Particleboard

IMPORTING: Radiata Pine

S4S and Rough C & Better and Rough Moulding & Better

Sales Agents for:

Adams Moulding, El Paso. Tx.

W&W Moulding Co., Loomis, Ca.

P.O. Box 255546. Sacramento. Ca. 95865 US Wats (800)627-5319

FAX9t6-972-7290

San Francisco. Ca. Mahogany, Meranti, Keruing, Ramin, Nyatoh

Mouldings, Millwork, Plywood, lndustrial Hardurood, Truck Decking, lmported Hardwood/Softwood Lumber

EXPORTING: Softwood Cut Stock, Hardwood Lumber & Dimension, Softwood & Hardwood Specialty ltems

1050 Sansome St., St€. 300, San Francisco, Ca. 94lll (415)391-6700 FAX 415-981-4130

Dave Kipp, mgr.

Omaha. Ne.

Jackie Scoles. Jeff DeBartolo

S.P.F. Dimension, FiL Dimension, Hem.Fir Dimension, CCA Treated Lumber, Cedar Siding Products

Southern Plywood, Western Plywood

One

(402\344-0471 FAX402-344-8078

(800)395-7898

TlItlEl{TIEIH anniversary observance for Outwater Plastic/lndustries is focusing 0n customer service. Sales, marketing and customer service representatives include: (lront row) Rick Gallon, Peter Sardoski, Luis Pedraza, Thomas Meaney, Mark Gottlieb; (middle row) Anita 0ngrady, Carol D. Cavuoto, Selena Cavuoto, Patty Moerler, Marlene Uzzolino, Melanie Weiss, Helen Marchitto, Peter Kessler; (back row) Denise Vazquez,, Euddy Danna, Roger Recker, Mark Murski, Sally Gallopo, David Schratz, Richie Torres. Moe Kessler is president of the company which produces building products.

Sidinq

Nails. No Stalnlng . No Streaklng

Hlghcrl quallly nrllr for ccdrr, rcdwood lnd olhcr flne wood mllerlllr.

Slender shank and blunt diamond point r Diamond oattern head blends with wood texture r Small head diameter permits lace nailing and blind nailing Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade 304 nickel/chromium alloy.

SWANEZE

tllood Screws II Ko)k6l IIIIlI

S€lt-counter sinking bugle and trim heads Square drive recess eliminates driver bit cam-out Sharp point for quick penetration with minimal pressure Self-tapping coarse threads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resistance .6 lengths: 1" through 3"

For additional data and dealer information:

swnnsecure Products, lnc.

1701 Parkman Ave., Balllmore, MD 21230 301-64e2800 FAX 301-64F2756

CALENDAR

FEBRUARY

Mid-Amerlca l,umbernrens AssocirtionFeb. l4-15, exposition, Bartle llall/Allis Plaza llotel, Kansas City, Mo,

Misslssippi Building Mrterial Dealers Association - Feb. l4-16, annual convenlion & show, Royal D'lberville llorel, lliloxi, Ms.

Moore-Handley lnc.Feb. l5-17, nrarket, tlirmingham/ Jefferson Civic Center, llirnringhant, Al.

National Wood Window & Door AssociationFeb. l7-20, annual nreeting, Registry Resort, Naples, Fl.

Foresl History SocietyFeb. l7-22, Latin American forest & conservation history conl'erence, San Jose, Costa Rica.

Nrtional Hardwood Lumber AssociationFeb. l8-20, sales & product knowledge senrinar, NIILA Educarional tluilding, Memphis, Tn.

Atlanta Hoo-Hoo Club - Feb. 18, bowling/meeting, Fairlanes Bowling Center, Union City, Ga.

Crrolinas-Tennessee Building Material Association - Feb. 21, sales seminar, Charlotte, N.C.

Building Component Manufacturers ConferenceFeb. 2l23, San Antonio, Tx.

National Euilding Material Distribulors AssociationFeb. 2l-23, executive management seminar, Rancho Mirage, Ca.

Southern Forest Products AssociationFeb. 26, regional meetings, Jackson, Ms.; Feb. 27, El l)orado, Ar.: Feb. 28, Florien. La.

Foresl Products Traffic AssociationFeb. 27-28, annual meeting, East Memphis Hilton, Memphis, Tn.

MARCH

National Association of the Remodeling Industry - March l-3, annual convention/exposition, Cincinnati, Oh.

Thm pu need to l{nd amillhtrs realfylmry Oout its, qual ity, prics hirly, ships on time, ff cvides gd

ryeryu* ery sil

l\i .;!,"' t;

Amarillo Hardware Co. - March 2-3, market, Amarillo Civic Center, Amarillo, Tx.

Henderson & Baird Hardware Co.March 2-3, Sentry market, Greenwood Leflore Civic Center, Greenwood, Ms.

Indiana-Kentucky Hardware AssociationMarch 2-3. annual convention, Executive West, Louisville, Ky.

Hardware Wholesalers Inc.March 3-5, annual retailing seminar. Nashville. Tn.

International Hardwood Products AssociationMarch 5-9, annual meeting, Palm Springs, Ca.

Mid-America Lumbermens AssociationMarch 6-7, exposition, Civic Auditorium/Red Lion Inn, Omaha, Ne.

Appalachian Hardwood ManufacturersMarch 7-10, annual meeting, Omni Hotel at Charleston Place, Charleston, S.C.

Louisiana Building Material Dealers Association - March 7-10, annual convention, Hilton, Lalayette, La.

Hardwood Research CouncilMarch l0-12, annual symposium, Mississippi State University, Starkville, Ms.

Hardwood Manufacturers Association - March l4-16, annual meeting, Omni at Charleston Place, Charleston, S.C.

National Home Center ShowMarch 24-26, McCormick Place, Chicago, Il.

Home Genter Show Education Opportunities

Retailers attending the National Home Center Show, March 24-26, at McCormick Place, Chicago, Il., will have the opportunity to participate in an exceptional lineup of educational programs.

New this year, the Home Center University will be in session on Saturday preceding the show opening. Seven all-day educational programs will run concurrently beginning at 9:30 a.m. Four will stress financial management, people skills, marketing tactics and salesmanship with the other three providing specific selling information on highprofit millwork, kitchen and bath departments.

Instructors include Jim Pence, James M. Pence & Associates: Darlene B. Bordeaux, Ph.D., Bordeaux and Associates; Joe Samulin, industry consultant; Burt Dubin, Management Achievement Institute; Laddie F. Hutar, Hutar Growth Management Institute, and representatives of the NationalKitchen and Bath Association.

Enrollment in the Home Improvement University is available on

a first-come, first-served basis for $100 per person.

Four free educational sessions are part of the Home Center Show agenda. Financialanalysis and its application to a business will be discussed by Steven LeFever, Business Resource Services, in two sessions.

Phillip R. DeCarlo, Business Resource Services. Inc.. will deal with identifying the cost structure in a business. The nine areas of a business review will be explained in a presentation by Paul Russell, Russell Training Group. Delegates to the National Home Center Show will have the opportunity to see thousands of home improvement products, including many new to the market. Fourteen exhibitors from the Peoples Republic of China will be among the companies represented. (See p. 37. Jan. 1991 issue for details.)

New EPA Palnt Regulatlons

Interior house paints can no longer contain mercury and exterior

paints containing mercury must carry a warning label.

Although there has been no indication that retailers should pull paint containing mercury from the shelves, the EPA order involves about 300/o of the paint currently on the market. Mercury has been used in some water based paints to extend the shelf life and in some exterior paints to prevent mildew.

Current stock must be relabeled to identify paints containing more than 200 parts per million of mercury, to specify that they should be used outside only and to instruct consumers how to use the paints safely. Manufacturers are responsible for developing and placing these labels.

Other products being examined by the EPA for possible regulations include acoustical plaster, adhesives, spackling and joint compounds that contain mercury. Retailers can call l800-858-7378 for the National Pesticide Telecommunications network which has lists of manufacturers who do and do not use mercury in paint and paint products which contain mercury.

Bohemia Alaska Yellow Cedar Glulam Beams

Tod"y't Fibreboard:

not j,rstanother

We are the custodians of' | | 7.(XX) acrcs ol'our own pinc and white lir tirnberland. where we gr<>w, harvest and ref<rrest ()ur most precious natural res()urce.

We are the operators of lixrr energy-eflicicnt softw<xrd lumber mills with an annual prodtrction in excess <lf 200 million board f'eet. And we are the producers of the finest hardwood plywoocl available on the market.

CM

We are the engineers of stateof-the-art remanufacturing technology, producing 65 million board feet of solid and fingerjointed jambs, frames, moulding, and custom millwork.

We deliver our fine products directly to you via our own wellmaintained fleet of trucks. From the forests and facilities of Fibreboard, to you. It's cost-effective. It's reliable. And it'sjust plain ser\,1ce.

We're the Fibreboard companies. A team of millworkers and foresters...truckers and technicians... who together, over time, have come to realize that the very best way to make a living is to build and deliver products in which we can take great pride.

We are the company with a conscience. Caring for our forests. Caring for our people. And caring for our customers... manufacturing the products you've asked us to develop, to the highest of standards.

The Bottom Line Fibreboard's companies stand for quality. Quality you can build on. Today's Fibreboard. Much more than just another forest products company.

SOUTHERN ASSOCTATION

t'lorida l,umber & Building Materirl Dealers Associulion is co-sponsoring a wintcr scnrinnr with thc Michigan Luntbcr & lluilding Matcrial l)ealers Associttion March l-8 nt ('lstlc llarbour in llcrnruda. A scries ol'roundtablc nrectings to discuss busincss conclitions, industry issucs ancl c<lnrnron problenrs is planncd.

Tonr Joyncr, Joyncr Lunrbcr ('o.. and l:arl llorton, Robbins Insurance, are co-chairing thc nrenrbcrship conrnrittee which incluclcs Jinr llrock, llrock Supplyl llob ('hanrbcrlain. l)ataline: Paul l)ickcrt, Pcrry l-untbcr ('o.l Allen Ostccn. l:ast ('oast Lunrbcrl ('indy Rourk, Tinrbcr Proclucts ('o., and Ken Snrithhart, l)ixie Plywood & Lunrber ('o. A nreeting is planned lbr lieb. 12.

Othcr conrnrittee nrectings scheduled include govcrnment relttions, lieb. ll: cducation, lreb. 27; truss cxecutive, March 14, ancl executivc and long range planning, March 21.

Virginia Building Material Association has selected "Ncw l)irections" as the thenre lor its April 7-10 convention at Kingston Plantation Resort, Myrtle Ileach, S.('.

John Spenccr, prcsident-elect, is chairnran of' the convention planning conrnrittee, which includes Noel llorden. Borden Lumber Co.; Richard lrerguson, James River lluilding Supply Co.; Jody Luck, Manassas Lumber Corp.; I)avid

llall, Midcllcburg Millwork ('o., and John Purccll, J.S. Purcell l-unrber ('o. Thc agcncla includcs conrnrittce and council nrcctings as wcll as a board ol' dircctors nlccting,.

Tablctop cxhibits will opcn on the sccond day. Jcrenriah Attridgc has been bookccl to spcak on "llow To Sell Against Pricc ('onrpctition." llub Kelsh will addrcss "Sccurity: Staying One Step A head. "

An nwards brcaklirst ancl dealcr/supplicr roundtablcs are schedulcd lilr thc linnl dly.

Carolinas-Tennessee lluilding Mrterial Association's l99 l oll'icers and directors took up duties at the close of the annual building products buying show and convention. Jan. l8-19 in ('harlotte, N.C.

llob Witt, Witt lluilding Material, Knoxville, Tn., is presidentt Robert R. Mc('lure Jr., McClure Lumber, Charlotte, N.C., lst v.p.; llerlin G. Myers Jr., Berlin G. Myers Lumber, Summerville, S.C., 2nd v.p.; Roy Lanrbert, Lambert Lunrber, Lewisbcrg, Tn.,3rd v.p.; [:verette Cirecne, McLane Lunrber, Mebane, N.C.. treas.t Mickey W. lloles, Smith-Phillips Lunrber Co., WinstonSalem, N.C., inrmediate past pres. Larry W. Adanrs continues as executive vicc president.

North Carolina directors are Tom lllanchard, Kellogg Supply, Manteo;

Stcvc Snrith, (i. W, Smith Lumber. Lexingtonl Stevc ['.dwards, Carolina l]uildcrs, Ralcigh: Ronnie Mason. Nantahala

Lunrber, l;ranklin: l)anny Stegall, Stegall lluildcr Mart, Monroe, and Calvin llall, ('arolina Truss & Mfg., Monroe.

South Carolina: Wayne ('arver, lrrank IJlnter Lunrber, (ireenvillel [)ale l)avis. llcthcl Luntbcr, Lakc Wyliel John Millcr, Wm. T. Miller Lumber, ('amclcnl Wilson Mishoe, Waccamaw lluilding (lenter, Conway; Whit Shaw, Shaw Lumber, Sumter; Joye Shuler, Southcrn Lumbcr & Millwork, Charleston.

Tcnnesscc: Richarcl Vowell, Vowell & Sons, Martinl Randy Rinks. lt & R Luntbcr, Savannah: I)ick lrarrar Jr., Willianrs Lumbcr & Supply, l;ayetteville; Tcrry I layncs, Haynes llrothers Lunrbcr, M urliccsboro; Art Swann, ('hcrokee Lunrber & Millwork, Maryville: (ienc McKinney, Tindell's, Knoxville.

The calenclar includes "llow To Protcct the lJottonr Line in a l)eclining and ('onrpctitivc Market," Uill Lee, (lharlotte. Jrcb. 2l: l99l sunlmer membership conf'erence, Ponte Vedra Inn and Country Club, Ponte Vedra, 1"1., June 20-2,1, and Young Management Conference, Kiawah lsland, S.C., July 25-28.

l,umbermen's Associatiori of Texas will meet in San Antonio April l8-20 for its annual convention and exposition.

"Secrets lbr Thriving in a l"ast Changing World" will be offered by Ilobbie Sims at the general session breaklast nreeting on Friday, April l9, in the Convention Center. Exhibits will open at the close of the kickoff program with a bullet lunch lollowing in the exhibit area. llxhibitors will entertain delegates at invitational receptions that evening.

Charles Mouser will explain "Selling

Here's What You Get:

Colorful, professionally 5-oduced, customized circulars priirted on quality white newsprint. In-store display kit with shelf markers and bannersDelivery of your circulars to ygl customers on time. Your co-op claim forms completed, ready for you to submit for collection. The Best price, lower than popular

is a Love Affair" at the 7:30 a.m. general session continental breakfast on Saturday morning. Exhibits will be open all day with a Mexican buffet served at noon. The president's party will be held at the Lone Star Brewery that night.

Jeff Chapman will replace Walter Foxworth as president during the annual expo which will include education, membership and committee orientation as well as the exhibits and social events. Pre-convention events planned for Thursday include golf and tennis tournaments and a splash-off party at Sea World.

Convention sponsors include Indiana Lumbermen's Mutual Insurance, Cameron Wholesale, Dallas Wholesale Builders Supply, Georgia-Pacific, Dixieply and Temple Inland.

Louisiana Building Material Dealers Association's l99l convention is March 7-10 at the Lalayette Hilton & Towers. Lalayette. La.

The board of directors meeting on Friday morning will be followed by the past president's reception and luncheon with Cajun humorist Ralph Begnaud as speaker. A business session is scheduled for the afternoon with an evening event at Breaux Bridge.

Exhibits will open Saturday morning

with suppliers hosting a reception and lunch in the exhibit area. Dudley Webre, outgoing president, will be honored at the president's reception and banquet that evening.

The second annual supplier of the year and annual Ned Ball awards will be presented during the convention.

Forest Products Traffic Association will host a hospitality meeting for members, carriers, lumbermen, lriends and associates Feb.27 at 6:30 p.m. to kick off its 80th anniversary and 70th annual meeting.

Scheduled for Thursday, Feb. 28, at the East Memphis Hilton, Memphis, Tn., the annual meeting will be followed by a joint luncheon with the Lumbermen's Club of Memphis, 12 noon at the Racquet Club of Memphis.

Oklahoma Lumbermen's Association is finalizing plans for Spring Mart '91 in Oklahoma City March 23-24. Products will be exhibited at rhe Oklahoma City Fairgrounds with convention activities at the Oklahoma City Marriott.

A bylaws proposal will be voted on during the convention to approve the merger o[districts I and 2 and 5 and 6 to reduce the total number from six to four.

A $500 prize will be awarded by

drawing to one of the women attending the All Industry Reception on opening night. Dealers will vie for a grand prize ol a trip for two and four second prizes of $1000 each in the annual buying contest. In addition, three exhibitor prizes will be awarded.

Thql's How lt Goes!

"Have you found your G clamp yet ?"

Building Products Dlgest

PERS NALS

John W. Hechlnger Sr., chairman, Hechinger Co., will be inducted into the Home Center Hall o[ l'ame. along with NLllMt)A pres. Robert Curtis at the National llonte Center Show in Chicago, ll.

Michael Prendergast is gen. mgr. of Coastal Millworks' new Atlanta. (ia., Hq.

Joe Fojtrsek, pres., Atrium l)oor & Window Co., Dallas, Tx., has assumed the duties of c.o.o.

Fred and Mary Alice Mills, llenry J. Mills & Co., Breaux llridge, La.. now have twin granddaughters, Ainsley and Whitney Mills, born Nov. 21. l 990.

Dudley and Melanie Webre, Landry Lumber & Supply, Luling, La., are the proud parents of Whitney Ann Webre, born Dec. 3, 1990.

Jrmes W. Williams is now southeast reg. mgr. for System Sensor.

l1: rY!tTill r:I

In fact, we're right down the road, too.

So when you need fast, etficient service for your lift trucks... or need to expand with new equipment...

Callthe people who know them best:

Your neighborhood Hyster Dealer. We'll see to it that productivity is stacked in your favor.It, t{\'sT=R r:t

More for less than you think.

STEWART & STEVENSON M

Northern Texas 214-631-8218

Southern Texas 713-671-6300

DEEP SOUTH EQUIPMENT

Mississippi. 601-939-9655

Southern Louisiana .. 504-254-2700

Northern Louisiana ., 318-226-1640

Gregory W. Tate has been named regional training coordinator for Bruce Hardwood Floors, I)allas. Tx.

Derrlck E. Goodmrn is the new store mgr. of Lowe's, llanner Elk. N.C. with the nroving of Sterling Advertising to Lowe's, North Wilkesboro, N.C., Hq., new to the co. are Ricki G. Barger, Christopher D. Ki8er, Mark Roselle. Miranda l,ee Matthews, Julir Miller, l,eigh Ann Newsome, Mary C. Andreski, Susan Waller and Wendy Kelly. Randy Rinks, l]&R Lumber, Savannah. Tn.. has been elected to the state House ol' Representatives. Albert E. Burgess is now director, price administration at Gold Bond Building Products. Charlotte. N.C. Daniel N. Konz is product mgr., manulaclured housing.

Stan Eoyd has resigned as senior v.p.operations at Payless Cashways.

l,eonard (i. Herrlng. pres. and ceo. Lowe's ('os., North Wilkesboro, N.('.. rcceivcd the Wilkcs ('hamber ol' ('onrnrerce's llxcellence in llusiness Award. Nancy Moore was rccognized as Lowe's general ollice cmployee ol'third quartcr 1990, and llllen Derton was honored by an Award ol' Mcrit liom the International llusincss Association of llusiness Communicators.

Rory Boothe is now Ok. and Tx. district nrgr. lor Tnrkctt llardwood. Johnson City, Tn.

Edward Wesner, ('onroe, Tx., has been nanred a Celotex Salesnran o[ the Year. reports reg. sales nrgr. Guy F. Burk.

Jrmes W. Surane is the new pres. of Vermont Anrerican Tool Group, Lincolnton, N.C.

Butch Ousley, lluchanan Hardwoods, Selna. Al.. has returned from a sales trip to Japan.

H. Stephen Allen is the new director of nrktg. lbr llartco/Tibbals Flooring Co., Knoxville, Tn.

Dick Crutchfield, Whiteville Plywood, Whiteville. N.C.. has been reelected to the city school board.

Herman L. Moore, Georgia-Pacilic, Atlanta, Ga., has been promoted to director of regional government aflirirs. Charles H. Hood succeeds him as Southeastern reg. mgr.

Gordon Johnston is now v.p. of merchandising for Moore-Handley Inc., Birmingham, Al. James Tucker is v.p. ol major & corporate accounts.

Francis Jones has resigned from the National Kitchen & Bath Association.

Darrel Duvall is the new mgr. at Lowe's, Hammond, La.

Chrystal Yvonne Shoemake, senior office staff member, Lowe's, Goldsboro, N.C., wed Mark Anthony Barnett Nov. 10, 1990.

Brian Makins is new to Trussway Lumber. Houston. Tx.

Kimberly Beth Clark, Home Depot, Marietta, Ga., married Thomas Edward Conrady Dec. I, 1990. Kimberly Diane Hamrick, corporate olfice, wed Biff Bramblett, also on Dec. l.

T.J. Bierman, drug program coordinator, Home Depot, Atlanta, Ga., addressed the problem oldrugs in the workplace at a Chamber of Commerce breaklast.

David Harris Sain, Carolinas area gen. mgr., Lowe's Cos., has been appointed to the board of directors of the Bank of Granite. Dwight Cabaniss, mgr., Lowe's, Shelby, N.C., presented a contribution to Gardner-Webb College on behalf of the store.

Ronnie Edwards is now a partner at Marine Lumber, Naples, Fl.

Michael Benner, Jorgensen-Bennett Mlg. Co., Memphis, Tn., is the new pres. of the Lumberman's Golf Association of Memphis, succeeding Bill Monsarrat Jr., Monsarrat Pallet Co., Memphis. Scott Tutor, Ballie Lumber Co., Memphis, is now v.p., and Michael New, J.T. Shannon, Horn Lake, Ms., sec.

Henry C. Fulcher Jr., Sitco Lumber Co.. Wilmer. Tx.. has been elected pres. of the National Hardwood Lumber Association. Jim C. Hamer, Jim C. Hamer Co., is lst v.p., and Wendell M. Cramer. W.M. Cramer Lumber Co., 2nd v.p. AII three are on the executive committee, along with John G. Thomson, Peter Thomson & Sons, and Walter M. Fields Jr., Walter M. Fields Lumber Co.

Robert Keith Owens, Lowe's, Reidsville. N.C.. wed Patricia Renee Thomas Nov. 11, 1990.

Russ Kimbell is the new asst. mgr., direct lumber sales at Dallas Wholesale. Dallas. Tx.

Bill Walters has been named gen. mgr. for Weyerhaeuser Co.'s realigned laminated products group, Cottage Grove, Or. Jim Dodd is sales & mktg. mgr., replacing Ted Wier, who has retired after 29 years with the firm.

Craige Ruffin has retired as chairman and c.e.o. of Ruffin & Payne, Richmond, Va., after 73 years with the firm.

Daniel M. Campbell, rpres. and ceo, Pelican Cos., Myrtle Beach, S.C., has been named to the board of directors ol First Union National Bank of South Carolina.

Thomas Mende has been named market research analyst at New South Forest Industries, Conway, S.C.

Bruce f'ortin is new to Plywood Panels Inc., Norfolk, Va., as plant mgr.

Harold F. Fletcher has been promoted to pres. and c.o.o. of Stringfellow Lumber Co., Birmingham, Al. Don Fisher is now chairman of the board and c.e.o.

Paul Pixley, Pixley Lumber Co., Claremore, Ok., has been elected to the board of Fidelity Federal Savings & Loan.

Howard Driver, Central NationalGottesman, Atlanta, Ga., has retired. Malcolm Fraser is now managing the wood products div.

Bryan Keeney hasjoined the sales team at Cox Wood Preserving, Orangeburg, S.C.

Kerry Collins has been transferred to 84 Lumber, Midlothian, Va., as mgr. Sonny Joyner is co-mgr. in Pearisburg, Va.

Creighton Packet is the new shipping supervisor at Mungus-Fungus I'orest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Please turn to page 38)

lf lt's Not UltnWood, lt'sAll Wet!

UltraWood repels water! lt also repels rot, decay, and termite attack for 50 years... Guaranteed! Water causes outdoor wood to splinter and crack. But UltraWood's superior protection goes deep to the heart of the wood. Saw it. Plane it.

Water beads on every surface. No need for annual brush-on sealants. So when lasting

quality and beauty matters, specify UltraWood! See your nearest UltraWood retailer or contact: Chemical Specialties, Inc. (1-800-421-8661) and ldarn more about premium quality UltraWood... beture you build!

Bulldlng Productr Dlgort

Dock Shelter

A durable dock shelter from Fairborn U.S.A. offers weather protection to loading dock areas during material handling operations.

NEW P DUCTS

and selected soles ofds

Flne Wood Garage Doors

Double profiled raised panel redwood and cedar garage doors have been introduced by Frantz Building Products.

Made from solid wood panels, they resist splitting and cracking. Options include bottom weatherseal, perimeter weather strip, locking system and automatic opener.

Fax Receptionist

A sophisticated yet economical voice/data switch, the Fax Line Manager from Dataline detects and routes voice calls, facsimile messages and computer modem connections over a single phone line.

The device eliminates installing a second line for a fax, dedicated line costs and unplugging and plugging phone lines to receive or send fax transmissions.

and four profiles each. Each has a corresponding illustration that identifies the profiles used.

Two literature pockets hold idea and how-to brochures.

Fork Spread

A fingertip-controlled hydraulic lever in the cab of Atlet's Four-Way Reach Truck positions the forks to handle either ordinary pallet loads or long, awkward loads. Forks can be adjusted up to 96".

The shelter incorporates [)ynalon flabric on the head and side curtains and "Scotch-Ply" stays on the curtains to ensure pressure is maintained on the vehicle body. Compressible foam cords in the curtain edges conform to truck body irregularities, guaranteeing a snug fit.

Low Glow Accents

Cylindrical in shape, Malibu bollard accent lights from Intermatic accent walkways, paths, flower beds, pool areas and other outdoor locations.

One model allows you to use a single dedicated telephone line to connect both modem and fax machine. A second also permits connection of a phone and answering machine.

Moulding ldea Genter

The Combination Moulding Designs Display from GeorgiaPacific provides a handy way to show how some standard mouldings can be combined to create "built-up" designs.

Approximately 2-ft. wide by 8-ft. tall, the display uses samples of actual built-up crown, chair rail and base treatments, using two, three

Available in 4,400 and 5,500 Ib. capacities with lift heights up to 25', trucks feature automobile-type tilt steering wheel, foot pedal controls for quick acceleration and braking, adjustable side-seating and clear view, tilt-back mast.

Lights feature a faceted lens cylinder that gently diffuses light to create a soft glow. Unique bulb positioning eliminates hot spots, and internal reflectors help evenly distribute the most usable light possible.

The high impact polymeric light shield may be snapped on for 180' lighting in any direction or removed for full 360" lighting.

They use a low l2-volt current and come 19" or 26" high.

Sales Poles

Two in-store pole displays for water-based, VOC compliant waterproofing sealers, stains and cleaners are now offered by OKON.

The 6' tall, 20-gallon floor stacker includes five corrugated stackers

Resources.

Each key is manufactured with an individual pattern of precisionmachined holes that operate the lock

Sets In A Hurry

Quickset Thin Set Mortar from W.R. Bonsal can be grouted two to four hours after use and allows for light traffic in six hours.

It may be used to install ceramic tile, quarry tile, high-bottom lugged

holding four cans each and 16" two-sided header card. The stacker is a smaller version, casing eight gallons.

Windows To The Future

x 24" table show-

mecnanlsm.

Included are hardened steel lock, two keys and nylon cord so keys may be worn around the neck.

FREE READER SERVICE

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

Windows constructed of coextruded engineering thermoplastics to resist fading, chalking and distortion even in dark colors are now available from Vinyl Therm.

The windows provide high dimensional stability at elevated tem-

Automatic Gate Opener

An affordable automatic gate opener reportedly designed for easy one hour do-it-yourself installation is now available from GTO, Inc.

Gate operation can be handled by either pocket-size remote transmitter with low-voltage push-button

tile, mosaics, pavers, slate, marble cement tile and stone. It can be poured over poured concrete, masonry, brick, Portland cement plaster, gypsum wallboard, backerboard, and tile-over-tile.

switch or optional digital keypad, which can be post-mounted near the gate. Keypad code combinations can be set. and reset.

Operating on 12-volt battery and 110-volt charger, the openers come in single and dual gate systems.

peratures, good impact strength and molded-in color.

The line includes casement, picture, bay and bow windows, and the Garden Galaxy curved-glass unit.

Card Lock

Card Lock, a padlock utilizing a plastic credit card-shaped key instead of a metal key, is new from Arkon

Land of DINEH Reputation by Product

Antl-Rurt Durt

Rid O'Rust cleaner from American Hydro Systems reportedly removes rust from stone, cement, plaster, marble, metal, masonry and

fiberglass surfaces with little or no scrubbing.

Water-soluble for exterior or interior applications, it is packaged in a lightweight bag.

The white powder is mixed with water, applied with a brush and left on until the rust is dissolved.

Back Spray

A four-gallon lawn and garden backpack sprayer is new from Ames.

The ergonomically designed, manually operated sprayer is ideal for pest and weed control in lawns, gardens, viticulture, hotbeds, greenhouses and tree nurseries; treating low growth, special horticultures, and disinfecting areas such as stables

Pound For Pound

A countertop merchandiser holding six Stanley Tools' Deckmaster decking hammers is now available to dealers to help stimulate add-on sales.

ldeal for deck building and other home projects, the 2l oz. hammer features a larger face diameter to hit nails easier and a head designed to drive nails faster. For added durability, the head and handle assembly utilizes an axe eye design usually used with axes and mauls.

Seed Starter

Healthy seedlings, bulbs and plants reportedly are guaranteed when germinated in pure, easy-touse NoDampoff organic seed starter from Mosser Lee Co.

and livestock pens.

It features a high grade polyethylene tank; molded-in, zincplated steel tube frame and stand; ultraviolet inhibitors; chemically resistant Vitron soft parts and pump piston collar, and up to 90 psi high pressure piston pump with fan and hollow cone nozzle tips.

Composed of milled sphagnum moss, which absorbs 20 times its weight in water, the product provides a planting medium that prevents the excessively moist conditions that breed the damping off fungi, a major killer of young seedlings.

Natural and sterile, it contains no dirt or pests and eliminates the need for expensive equipment and harsh chemicals.

The seed starter comes in two sizes: a plastic, 222 cu. in. easy-pour plastic bag and a 2 bushel, commercial size polysack.

Seamless Tub Wall

A folding tile tub wall from Lyons Industries features one-piece construction so it has no vertical seams to caulk or clean.

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 allthe sizes, lengths, 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 enlry.

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 producers.

Western Red Cedar Lumber Association

Let us send you a set of Cedar idea literature and our Where To Buy Guide. Mail coupon to Western Red Cedar Lumber Association, Yeon Bldg,522 S.\ry. Fifth Ave., Portland, 0R 97204. 0r phone(503)224-393(

-

Ibathroom. It is said to fit all standard tub pockets or alcoves, adjusting to fit an alcove 57-l/2" to 60" wide and 28" to 32" deep.

Safe Lift Trucking

A new operator restraint system designed to reduce the risk of serious injury is now standard equipment on all models of Yale counterbalanced sit-down rider lift trucks.

The system helps keep the operator's head and torso within the confines of the truck frame and overhead guard should a truck tip over. It includes seat belt, hip restraint brackets, hood latches, manual and warning decals.

Aluminum Golumns

num columns.

Columns are available in leneths up to 30' in white, brown and- al-

wide, so it can be carried into the

A 16"-wide square configuration has been added to Superior's line of maintenance-free extruded alumi-

mond baked-on finishes. They reportedly will not rot, split, warp or weather and can be used as load bearing elements.

A full range of cast aluminum caps and bases is also offered.

The Shelter Cove seamless tub wall folds in a carton that is less than 4"

Cord Order

A cordage merchandising program from Winchester-Auburn Mills features self-service packages that describe each product and demonstrate their different uses.

Cordage Source self-merchandising polybag Iabels are illustrated with graphics and color coded. The line includes a wide assortment of clothesline, rope, sash cord, venetian blind cord and twine made from polypropylene, cotton, nylon and other materials, as well as plasticcoated wire cable.

Curtom Sealr

Three new types of professionalgrade Teflon thread seal tapes said to be at least three times thicker than common do-it-yourself tapes have been introduced by Mill-Rose Co.

lnsulatlon Aids

Energy saving push-up insulation supports, primarily designed to hold batt-type insulation in place between floor and joists, are new from Teco/ Lumberlok.

Tools For Comfort

Comfort Plus, a new line of longhandled tools and cutting shears with comfortable, non-slip cushioned grips, has been introduced by Ames.

The softer, durable grip instantly molds to every individual hand to help reduce fatigue, hand stress and blisters. Closed-cell foam construction repels moisture, dirt and oil.

The line includes lopping and hedge shears, long-handled shovel, bow rake, garden hoe, leaf rake and poly leaf.

The supports ensure insulation is held snugly in place where the vapor barrier faces the unexposed heated area. They work well in hard-toreach crawl spaces and to hold down batts at eaves to maintain proper air flow.

Made ol' 13 gauge carbon steel with a chisel-cut point at each end to create a wedge fit when installed with a slight push of the fingers, supporls come 100 per package, covering 150 sq. ft. of insulation with either 16" or 24" center spacing. Cartons of 500 supports are also available flor larger projects.

/rdB I1UMBERSAI-ES

Dispenser packs hold full-density tapes specifically developed to seal metal or plastic threads in water lines, gas lines and oxygen lines. Counter and pegboard displays are available.

FREE READER SERVICE

For more information on New Products write Building Products 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!

FAX: 503-684-7906

1 -800-LJB-LMBR (552-5627) In Oregon 503-62G5847

8858 S.W. Center Ct., Tigard, 0R97223

P.0. Box 23955, Tigard, lregon 97223

Specializing in Western Softwood Boards & Clears

For all of your finish lumber, from one-half of a truckload to a trainload, just dial...

1-800-LJB-LMBR FAX (s03) 684-7906

Broker: Louie Buschbacher, Jacques Voelzke, Jr., Ty Bacon, Ken Zyvoloski, Susan Riggs Office Manager: Carla Renick

Alabama Dealer lmproves Tums

Retailers specializing in hardware can profit from a materials management system as much as the dealer who sells lumber.

Valleydale Pro Hardware, Birmingham, Al., a MooreHandley, Inc. alfiliate, is predominantly a retail walk-in business with approximately 100 contractor and charge accounts. Their incentive for installing a computer management system was to improve gross margins and to better inventory control to increase turns.

Now they have inventory numbers, SKUs, descriptions, bin locations, cost and retail prices entered into their Versyss system with plans to electronically transmit purchase orders and import inventory and price changes via electronic data interchange.

"The excellent training provided, along with the telephone support we receive, has been very important to us," explains Larry Deboer, who owns the store with his wife, Sue. "Since this is our first experience with computers, we were concerned about the installation and training, but found we had worried needlessly."

EEIIER inventory control and more turns since Valleydale Pro Hardware installed system.

are benefits experienced a materials management

Get green! sell enuironmentally sound products

I T'S a full scale green revolution. I Consumers are looking for "environmentally friendly" products and packaging.

In fact, Home Depot has created a special position to develop a chainwide marketing program revolving around environmental issues. The manager of environmental marketing, Mark Eisen, will unveil the program in a lew months. "Some have done it kind of surfacey," he said. "There will be substance to our program. We're doing our homework."

Other dealers can make their own "green plan." Considerations include:

LAND Strict regulations aim to curb harming the soil. Dealers should keep up on state and local restrictions on the sale, storage and use of lawn and garden pesticides, chemicals and fertilizers and relay the advice to customers.

In addition, landfills are filling up and closing up at an alarming rate. Informed consumers are looking for biodegradable, recyclable products. Many areas require homeowners to separate recyclables from their trash. Coordinated bin systems and aluminum can crushers help.

Reportedly as much as 200/o of the debris that Americans send to landfills each year comes in the form of grass clippings and fallen leaves. Mowers with mulching capabilities or attachments are hot technological breakthroughs.

Grass is first cut by standard mowing blades and then blown into the mulching blades, which recut clippings and fan them out over a wide area. Mulched clippings are about 3006 finer than unmulched clippings, so are less noticeable on the lawn. Within a day or two, as they dry out, they decompose and return water and essential nutrients to the soil.

WATER As drought warnings echo through certain regions, dealers are turning to water-saving timers and sprinklers, water heaters, faucets and toilets.

Water conservation-minded manulacturers have even redesigned the common commode. Alterations include reshaped bowls with syphon action to use less water per flush, accessories to lower water levels, and twin handles (one for a light flush, one for a full flush).

AIR To comply with tougher new restrictions on coatings containing ozone-producing volatile organic

Story at a Glance

How to tie into the environmental movement land, waterand air protection products. Home De pot devising companywide marketing plan promoting environmental friendliness.

compounds, many companies have reformulated solvent-based paints, stains and preservatives. Newly VOC-compliant products may advertise their environmental friendliness across the can or in bold display headers. Convenience Products' Touch 'n Seal and Touch 'n Foam feature a special "Ozone Safe" logo. McCloskey's Man O'War sealers and finishes boast a picturesque Clean Air Formula logo across the front.

Other firms have introduced entirely new lines to meet the standards. Plasti-Kote's Chris McKenna notes the company has worked for years to develop a water-based line of spray paints with the performance characteristics of solvent-based paints. The new product: Nature Safe.

But to really convince the public of your commitment to conservation, don't just advertise it. Live it. "Most home centers already recycle their cardboard," said Eisen. "We're trying to apply the (recycling habits) of home to the workplace."

Lumber expert reveals, 'How to avoid the #l lumber buying mistake."

Doyou ftequatlyfird yourself cr thewrong sideof the lumber market cqvined that things will soon hrm ycur u4,

Do you lind tbat the advice of yor "sorrces' tends to profit tbem nrore than you, or wase, profits no qp?

Those problems ae the res,rlt of one misake... FOOR TIMING...ad it can be avoided

The solution to this mi$ake is available to you fiom the Layman-Martin Advisory, a forest products ma*€t amlysis with profit nraking zummaries, conclusions, ad hadfutg strategies. Ask abod the no-timeJimit beffe-than-risk-free, morey$ack-guarantee. For rnore information or a FREE on€nt copy of fte I-ayman-Martin Advisory call 800-548-1915. Call now!

NEWLITERATURE

CedarPly Sldlng

An 8-p. full color profile ol CedarPly versatile weslern red cedar plywood exterior siding is free lrom K-Ply, Inc., 439 Marine Dr., Port Angeles, Wa. 98362.

Houge Bulldlng Book

Having Your Housc Builr Srcp by Step: A Consumcr's Guide to Everything You Need to Knowis $19.95 plus $2 shipping lrom Homespun Press, Box 768, Clemson. S.C. 29633.

Bullderg On Mouldlng

t|llGUmtilTEE0, but sure lo arouse comment, this poster has been well received with positive leedback lrom dealers who have dispfayed it in their stores. The 8-112 x 11 placard will be sent lree lo any dealer requesting it from Bill Guzardo at Market Builders, Inc., 123 C Commerce, Kerrville. Tx. 78028 or 15121 257-2725.

Handyman's Helper

A booklet on do-it-yourself tips for painting, paneling and floor refinishing is free lrom Homasote, (800) 257-9491.

Low-E Lowdown

A 4-p. Low-E glass guide is free from Libbey-Owens-Ford, Box 799, Toledo, oh. 43695.

Cedar Prize Winners

"Cedar Design Naturally," a 4-p. showcase of eight award-winning projects, is free from Western Red Cedar Lumber Association, 522 SW 5th Ave., Portland, Or.97204.

Dimension Directory

The new 44-p. Dimension Purchasing, Guideincluding the latest "Rules & Specifications for Dimension & Woodwork" is $5 from National Dimension Manufacturers Association, 1000 Johnson Ferry Rd., Ste. A-130, Marierta, Ga. 30068.

"Builders Report," case histories of wood moulding benefits, is free for a self-addressed, stamped envelope from Wood Moulding & Millwork Producers Assocation. 8ox 25278. Portland. Or. 97225.

FOR PROMPT SERVICE

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

Big Book Of Banners

A free catalog of banners advertising products and services is available from Bannerland, (800) 654-0294.

Safety Standards

Underwriters Laboratories' l99l catalog of safety standards is free from UL, 333 Pfingsten Rd., Northbrook, ll. 60062.

Custom Cedar Homes

"Come Home to Lindal," a folder on custom-built cedar homes, is 250 lrom the Cedar Information Bureau. Box 396. Kent, Wa. 98032.

Gedar Shaker

Information on red cedar Certi-Split handsplit and resawn shakes, Certigrade shingles, Certi-Sawn taper sawn shakes and Certi-Guard fire retardant shakes and shingles is available from Cedar Shake & Shingle Bureau, 515 I l6th Ave. NE, Ste. 275, llellevue, Wa. 98004.

Kltchen Installations

Installinx Kitclu'n Cabinets & Countertops with Torn Lan, a 45-nrin, VHS or Ileta video with 8-p. booklct, is $19.95 lrom The Taunton Press. llox 5506. Newtown. Ct. 06470.

Gardenlng Guldes

Two 160-p. paperback softbound books, FrulLs & Vegetables: l00l Gardening Questions Answered and Herbs: l00l Gardening Questions Answe,red, are $16.95 ea. from Storey/Garden Way Publishing, Schoolhouse Rd., Pownal, vt. 05261

Exterior Finishing

The 56-p. Finishing Wood Erteriors: Selection, Application & Maintenance (Agriculture Handbook No. 647) is $3.25 lrom Superintendent of Documents, U.S. Government Printing Office, 710 N. Capitol St., Washington, D.C. 20402.

Picdic Ptans

Plans for building a 52-in. circular picnic table and benches are lree for the lst l0 copies, 200 ea. thereafter from Western Wood Products Association, Yeon Building, 522 Sw 5th Ave., Portland, Or. 97204.

Plan sheets for other outdoor living projects from western lumber cover wood planters, wood benches/steps, deck accessories, Designa-Deck kit, post lamp, five fences, modular decks and garden gazebos.

WE REFUSE TO PARTICIPATE INAI{Y RECESSION NOW OR IN TTIE FT]'IURE

Advertising

GENERAL MANAGER POSITION

Aggressive individual needed as General Manager for Texas Wood facilities. Individual required to supervise sales, marketing, production, personnel of pole facility. Individual must be a self starter with strong communication skills and ability to work within corporate structure. Mail resume to: Arizona Pacific Wood Preserving, P.O. Box 968, Eloy, Arizona 85231.

WANTED TO BUY

All types of building materials, hardware. closeouts. overruns. irregulars and buy backs.

CALL COLLECT:

Spencer Parker or Bubba Morgan 2nds in Building Materials, Inc.

Phone: 615-t99-E203

Fax: 615-E99-4429

Calling All Hoo-Hoo

Send

Twenty-five (25) words for $2 I 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, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest' 4500 Campus Dr., Suite {80' Newport Beach, Ca, 92660. Make checks payable to Cutler Publishlng' Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

MILLWORK factory: complete capabilities with ltalian/German machinery, includes 20 room house. Near lzmir on Turkish Aegean coast. Perfect for entry into Eastern Bloc markets. FAX for details: Jeanie Waggoner 0ll-90-(51) 688571.

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) 998' 8680. Please see our ad on page 4.

AMERICAN OUARTERSAWN PIANK FLOORING

Red Oak Whlte Oak . Black Walnut Ash

Amerlcan Gherry

Your'Specialty ltem' companY now offers a qualitY quartersawn flooring in widths of 2o, 3o, 4u & 5'

All materials tongue & groove, channel backed & double end trimmed. Square Edge or Bevel Edge available.

Call today for current Prices.

Northern Hard Maple Floorlng

2nd & Better lN STOCK

FERRELL

Radiata pine

(Continued.fiom paee | 5)

pines are becoming ready for harvest. Timber has become one of New Zealand's leading exports, and 900/o of it is radiata pine. The estimated 1.5 billion board feet exporred in 1990 is expected to multiply 8.5 times in the next 20 years.

And, because it is grown on plantations instead of in naturally occurring forests, the species is environmentally sound. "lt's grown strictly as a crop," says Breen. "You look down from a plane and see patches, squaresr triangles, perfect rows like

ears of corn. lt's a larm."

While radiata pine is used as framing f umber in New Zealand, American companies are primarily importing long length clears. This higher grade material can be used in mouldings, patterns, furniture parts, cut stock and select boards. So New Zealand is constantly researching new techniques to improve quality. Breen saysi "The Forest Products Research Institute in New Zealand is developing the 'super tree.' It grows twice as last, is more consistent. has

less knots and more orderly limbs, is more resistant to pestilence."

The lesser grades usually are consumed internally or shipped to East Asia. Jim Haas, Berdex lnternational, Sacramento, Ca., explains, "The distance is much farther here. And there is so much demand for the low grade material elsewhere that I don't ever expect to see it here. Other countries can pay more for it."

Still, U.S, producers continue to look for new uses for radiata pine. "We're testing diflerent markets," Haas says. "l surfaced some and talked to a few people who are slicing it into veneers. The Japanese have been using it for veneers for years."

Lumber Products, Portland, Or., is in the experimental phase. "We bought a unit and had the mill tear it apart, rip it, glue it. They do what they do to it and then we give it to our customers to see what they think about it," says broker John Pein.

"There's no track record on it," says Art Emerson, vice president of sales and marketing. "There was some chip out in tight millwork patterns. There seems to be a market for it in tongue and groove flooring, since it's a little harder than (domestic) pines and mills well in that direction. It's in the trial stage."

Chile also has a growing radiata pine base, planting new forests at twice New Zealand's rate. Harvests were expected to exceed 4.7 billion bf in 1990, climbing to 10.4 billion bf within l0 years.

But whereas long length clears are being imported from New Zealand, componentry and cut-to-size pieces are coming from Chile, due to the lower grades available and cheap labor base. Fibre-Form Wood Products, the largest importer/distributor of radiata pine in the U.S., has been working with Chilean companies for eight years to produce higher valueadded products. Fibre-Form has provided technical and manufacturing knowledge, training and American product and quality standards.

"Chileans are becoming more sophisticated all the time," says John Osgood, Tradewest Hardwood Co., Long Beach, Ca. "They're starting to prune (trees), realizing this makes for a better piece of wood. And in South America, there are no owls with spots on them."

Tradewest stocks radiata pine shelving, residential mouldings and specialty items, such as furniture

Pl.lllTATl0l{_ grown radiata pine mouldings from New Zealand are unloaded at the Portbf Tacoma, Wa.

components. "lt's an absolute natural for knotty pine furniture," he says. "lt's very strong and attractive, with a lot more character than, say, sugar pine."

Chilean pine received a bad rap a year ago when certain treated shipments entered U.S. markets. The Southern Pine Inspection Bureau warned of potential product liabilities since the wood carried no American Lumber Standards Committee gradestamps, thus it was not approved for structural uses.

"We weren't slamming any species," explains Jim Loy, SPIB, Pensacola, Fl. "lt was particular wood coming in from Chile and other foreign places, CCA treated and put out as 'treated pine.'There were no grademarks but it implied No. 2 southern pine."

"(Radiata pine) bears watching because one of the concerns is that its design values are not up to par with southern pine for use in structural design," adds Jeff Easterling, Southern Forest Products Association.

The Western Wood Products Association does stamp radiata pine studs and realistically could stamp it for framing. "It has been tested for that, but I don't know anybody that's using it," says inspector Tom Hanneman.

ALSC at one time did approve radiata pine for general building. "Several years ago there was a small mill cutting it on the Monterey Peninsula," recalls John Tunnicliffe, California Lumber Inspection Bureau. "ln order for it to be marketable and sold to building contractors, it had to be certified by ALSC. We did get permission to grademark the material. But then the Forest Service had a density study. For some reason, radiata pine wasn't included. So with no density evaluation, the ALSC reversed its grademark decision. And our one source is no longer in business, so we're not involved with it anymore."

Introducing a new product into established markets is difficult, but acceptance of radiata pine is building. "So many wood species have been introduced that didn't work out," says Snavely's Tim Spellman. "Mexican pine and others have come and gone."

Seidner adds: "Domestic manufacturers are generally wary of any kind of competing products. About

four years ago, they tried to talk (radiata pine) down. But there were just too many satisfied customers. Anyone who talks it down now will look like a fool."

Others are just averse to change. "[ know a couple people who won't sell it because the quality is too high," says Spellman. "They don't like discounting a premium product."

Use of radiata pine in the U.S. is spreading slowly, but with a tighten-

ing on homegrown materials, it's comforting to know of an abundant, high quality alternative. "l don't think it will ever replace southern yellow pine, white fir or ponderosa pine," says Seidner. "But, every year there's less and less suitable domestic production. This is a product that has to come sooner or later. "

Says Haas, "The best thing I can say about it is anybody I've ever sold it to has come back for more."

HOME CENTER SHOW

March 24-26,1991

Modern

and economically Wiced.

Chicago's Essex Inn is right on the city's lakefront at Grant Park and Michigan Avenue. Within easy walking distance of everything in Chicago - Bears football al Soldier Field and Loop business ofJices. Free courtesy car service to other attractions. The Essex Inn has 325 attractively appointed modern rooms and suiles, colorful, comfortable lobby, meeting and banquet rooms, free cable TV, large outdoor swimming pool and 0ecK.

And, the 8th Street Deli, a tasty new New York style eatery and lounge. on-site parking. Airport Limo Service available. one toll free phone call for reservations: 1-800-621-6909. Fax:312-939-1605

Michigan AYonuo at 8th Strsel Chicago, lllinois 60605

31 2-939-2800

Obltuarles

Arthur Dockery Jr. of Gates Lumber Co., Memphis, Tn.. died Dec. 9, 1990, in Memphis after a brief illness. He was 52.

Mr. Dockery is survived by his widow, Sherline, a daughter, three sons, his mother, three sisters. a brother, and five grandchildren.

Hunt D. Rawles, 65, owner of the old American-Canadian Lumber and Kentucky Lumber Co., Louisville, Ky., died Nov. 27, 1990, in Louisville.

Mr. Rawles is survived by his widow, Kay, one son, two daughters, and one sister.

Personals

(Continued J'rom page 2 -\)

Mickey McKeel is the new store mgr. [or Lowe's, Columbia, Tn., and Richard E. Shelton is store mgr. in Cleveland, Tn. At North Wilkesboro, N.C., Hq., Stan Whittington is now operations mgr., lawn & garden/ hardware & toolsl Timothy R. Rains. director. traffic & transportation; Steven W. Palmer, director, salellite distribution operationsl

Timothy H. Hauser, senior store audit mgr.; John W. Spicer, technical support audit mgr.: Douglas B. Rhodes, corporate internal audit mgr.l Renee Bryan, asst. mgr., capital systems & controll Rhonda Gentry, mgr., financial systems & control; Gene Acuff, asst. mgr., financial systems & controll Theresa Anderson, senior merchandising information analyst; Linda B. McCann, cash mgr.; Robert J. Grimsley, mgr. of excess property; Dayton Pruitt, senior information center analystl Curtis Johnson, info center instructor; Regina Pettyjohn, corp. accountant, and Anita Parker, staff accountant.

Robert L. Tillman. senior v.p.merchandising, Lowe's Cos., North Wilkesboro, N.C., has joined the National Home Center Show's advisory board.

David M. Mickens is the new store mgr. at Lowe's, El Dorado, Ar. In a companywide Bright ldeas competition, Mitch Lewis, Gastonia, N.C., was the $l,500 lst place winnert Barbara Wood, Decatur, Al., won $500. Gary Parsons has returned to Sunbelt Lumber, Spartanburg, S,C.

Dou3 Wlllls, Product Sales Co.. Orange, Ca., was recently in El Paso. Tx.. on business.

l,rrry Schmldl is now mgr. ol'Cameron Wholesale. Tulsa. Ok.

Chrrles Qurrles hus joined the treated lunrber sales stalTat McShan Lunrber Co.. McShan. Al.

Donrld E. Snyder has retired as pres. ol' Alcoa Building Products and group v.p., The Stolle Corp., after 34 years with Alcoa.

Jim Valsntl is now in sales at Amit Lumber, Coral Springs, l"l.

Jrck Beene. mktg. mgr.-particleboard, Temple-lnland Forest Products, [)iboll, Tx., has been named chairntan ol the Particleboard/Medium l)ensity Fiberboard lnstitute, succeeding Norm Voss, Ceorgia-Pacific, Atlanta, Ga. The board includes Voss, Ted Bauer, Medite Corp.l Jim Lambert, Industrial Finishes lnc.: Eddie McM illan, Willamette Industries: Gene Metz, Sauder Woodworkingl Jack O'Lerry, Union Camp: Chuck Roberlson, North Anrerican Products, and Norm Spurlock, Spurlock Co.

Dan M. Dutton, Stimson Lumber Co.. has been elected chairman of the National Forest Products Association, succeeding Harold C. Maxwell, Temple-lnland. David D. Leland, PlumCreek Timber Co., is lst vice chairman, and Dana G. Fitzpatrick, 2nd vice chairman & treas. Harold L. Airington, Georgia-Pacific, Atlanta, Ga., has been named Member of the Year by the National Forest Products Association. Joseph M. "Buddy" Tolleson, former pres. of Tolleson Lumber Co., Perry, Ga., was posthumously honored with the F'orest Industry Leader award, and Charley Bingham, Weyerhaeuser, received the Membership Promotion award.

Steady D-l-Y Sales Grourtr

Products used for interior repair and remodeling such as wallpaper, ceramic tile, wood flooring, cabinets, power hand tools and hardware will experience good but mature demand over the next five years.

Kitchen and bath remodeling will remain the most common d-i-y activities.

Bulldlng Productr Dlgoot

Wood Nood Erceodt Supply

The south is not expected to be able to compensate for softwood timber harvest restrictions in the Pacific Northwest. "We're approaching, timber harvest gridlock," claims Con Schallau, chief economist for the American Forest Resource Alliance.

Based on new inputs to the Forest Service's timber projection model, the Alliance found that sawtimber harvests in the southeastern states could drop by almost two billion board feet by 2010. The differential could be one billion board feet in the south central states.

Demand for softwood timber will increase with hardwood timber demand rising 79% in the next 50 years, according to Forest Service estimates. Overall demand will increase 4806.

Advertiser's Index

Bean LumberCo.. Curt .........1

Berdex lnternational.. .,.....,.17

BGM Equipment Sales. ,. , .....24

Bohemia. !nc..... .....19

Bowie Sims Prange. .....,.....35

BrungartEquipment,,,.......,24

Columbus Lumber Co. .. .,. ,.1

CSI (UltraWood..... .........25

Deep South Equipment. ....,...24

Essex Inn. ............37

Fibreboard Corp... ..20-21

Georgia-Pacific ...Cover I

Glasteel Tennessee .............5

Hoover Trerted Wood Products ......... 13

ldaho Cedar Sales .. l8

Jackson & Langford

Wholesale Lumber. ...,.......6

Jordan Redwood Lumber Co., Lee Roy ..23

Layman-Martin Advisory .32

LJB LumberSales... ..........30

MarketBuilders. !nc..... ..,,..22

Mary's River Lumber Co...............33

Nav4io Forest Products lndustries.......28

New South Forest Industries.....Cover lV

For The Record

The southern pine used in NuLines deck modules (Jan. p. I I ) is purchased from Temple Inland Industries, but treated to .40 ground contact by Dean Lumber Co., Gilmer, Tx.

Phif f ips Machinery

Heb

America's working forests are being locked up. From the tall Douglas fir stands of the Pacific Northwest to the piney woods of East Texas and the northern forests of the Lake States and New England, "no use" advocates are shutting down our nation's most abundant, renewable resource, Thev sav we shouldn't cut down trees.

'$7e say they're wrong! America's working forests amount to i,. onlv one-

b. third of the

qica's forV

Help us keep America's working forests on the job. Join the American Forest Resource Alliance... companies, families, and organizations dedicated to the wise use and renewal of America's working

forests.

nation's 730 million acres of forestland. But they can provide an endless source of wood for lumber, plywood and panel products, paper and packaging -

as well as habitat for wildlife, clean air and water, and recreation for families everywhere. All of this year after year, in continuing cycles of harvest and regrowth.

Please contact the American Forest Resource Alliance, 1250 Connecticut Ave., \Tashington, D.C. 20035. Or call: (202) 463-2700.

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dimension, timbers and boards, to our lattice, decking and other pressure treated products, you can count on

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In this day and age, the need for higher quality building materials is surf;acing in places you neyer 7 thought possible. To meet the demand, New South - continues to be a leading source in the supply of superiorwood products. From our Southern Pine pressure treated products proudly beqing the New Sguth name irlus a guarantee of dependability backed by our lifetime limited warranty. So check out our complete line of New South products. Contact New South today about our Preferred S, Dealer Program. Because vrith \,vssd

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