Building Products Digest - February 1992

Vhatb it gong t0 be when it grows up ?

A Georgia-Pacific redwood tree-and more.

It'll be 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 corrrrnons, 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 end up enhancins a deck. a

fence, a house-and your bottom line.

For your redwood customef;s, choose the redwood that has everything going for it: looks, promise, and afinefamilynrune. Choose G-P redwood. Amember of the California Redwood Association.

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

Siero Pocific Induslries

SASH

SSB Putty Glazed, Divided & 1 Lt

lG Tilt, Wood Bead, Divided & 1 Lt

FULL OR PART TRUCKLOAD

WINDOW FRAMES

Treated, Primed and Auto Nailed

DOMESTIC PINE

Sbrrr Prdfic lndurlrlcr

P.O. Box 496028

Redding, CA 96049{028

1 (800)82+7481 FAX (916) 2751811

The Distinction You Desewe

Superior performance. Consistent quality. An unmistakable look. Cypress.

One of the most naturally versatile building materials, cypress has no equals when it comes to siding and fencing, paneling, trim and millwork. Qpress has

grain character

like no other and it's easily installed and readily finished. I-ong known for its exceptional durability, cypress is available now in a wide variety of dimensions and pattems.

Artisans have been making history with cypress for thousands of years. Qpress was the choice of kings, and that golden legacy can be yours today.

Actfue Members

Southern Cypress Manufacturers Assocladon

lW. Bfack Lumber Company 501/857-]576

Coastal Lumber Company 919/5t!42l I

Corbitt Clpress Campany 904/ ]97 -2676

Georgia-Pacific Corporation 404/r2l -5518

Griffis Lumber Company 904/]72-9965

Mackey's Ferry Sawmill 919/7%-2910

Mash Plyvood Corporation ffit / 49)-5 | | l

Associate Membens

Bames Lumber Sales, Inc. 912/764-887, Florida Cypress Wood Prod. Inc. 904/353-3001

Gaiennie Lumber Company 318/948406

McEwen Lumber Company 919/ 472-l<)(fi

Murdoch Lumber Sales lnc. 6'1,6 / 948-8282

Richard landry Lumber Sales 718/4424417

The Mann and Parker Lumber Co. 717/2)5-48?4

Wlliams Lumber Company of NC 919/442-21)6

Wlson Lumber Company, hrc. 9Ol/274&7

DAVID C]UTI,ER publisher

Poor employees don't run great companies

33!1f ou can't believe the vegetables that wan-

I der in here thinking they should go to work for our company. If I hired these clowns we' d be out of business in six months," an exasperated manager told us recently.

It's a familiar lament. In an age when the techniques and hardware to train and educate employees have never been better, it seems our business faces a growing shortage of good people. Yet when management is quizzed about the need to spend money for recruitment and training, eyes glaze over. Their minds are elsewhere. And not just in this recession; it was like that in the good times, too.

Population trends bear upon the problem. With the graying of America, more experience and knowledge is lost to retirements. At the other end of the scale, lowerbirth rates following the Baby Boomer generation means fewer young people entering the workplace.

The lackof glamour and a perceived poor chance

for advancement in building products retailing, wholesaling and distribution often mean we don't get the coveted young hotshots. Few who join us live for their work. Rather they merely work for a living. And the end results demonstrate it.

This industry must recruit from a tv watching generation raised on the lies and half truths fed them by a pro environmental media too lazy to check out the truth. Not a problem likely to vanish soon,

Everyone seems to agree that any company is only as good as its people. "People are our most important asset," they piously intone. Yet when the time comes to do something in recruitment and training, the commitment isn't there. Unfortunately, it's easier, cheaper and, yes, sometimes more practical to pirate an experienced employee than to train a new one.

We need to find and keep good people. The question is how.

The Quality Leader in Treated Wood Producfs

Anti-sapstain Ok'd ln U.S.

An anti-sapstain preservative licensed for sale in the United States will be manufactured by Environmental Solutions Inc., Dothan, Al.

Recent tests conducted on both softwood and hardwood at the School of Forestry, Aubum University, found it to be successful in treating yellow pine and oak. "These tests illustrate the effectiveness of Ecobrite as a preservative in the types of lumber we produce in the southeastern U.S.," said Chuck Harris, president of the newly formed company. "We are giving the forest industry the opportunity to choose an environmentally friendly product over conventional chemical preservatives."

Developed in 1988 by Canfor Research and Development, Vancouver, B.C,, the product, used successfully by many mills in Canada, is applied prior to kiln drying. Research has shown it to be easier to handle, safer and less toxic to fish and animals than chlorophenatebased anti-sapstains.

Environmental Solutions, Inc., formed by Hanis and Jim Stuckey, Wholesale Wood Products, Dothan, is licensed to manufacture, distribute and sell the product in Alabama, Georgia, Mississippi, Louisiana, South Carolina and Florida.

Grand Theft Conviction

An associate manager of Scotty's Hardware, Port St. John, Fl., was convicted ofpocketing about $36,000 after failing to ring up sales on a cash register, according to court records.

State prosecutors said he thentallied the money in the register at the end of the day and stole the amount exceeding the receipt totals. He was fired last January after a routine audit of the store's records failed to account for more than $36.000 in merchandise.

When confronted by store officials, William Moening, 41, admitted taking between $22,000 and $25,000, prosecutors said. After a jury trial, he was sentenced to 15 years inprison.

Timber Scare In Arkansas?

Constant court appeals by preservationists to timber sales in Arkansas' regulations-strapped Ouachita National Forest are choking the local timber industry.

"There are continual appeals," said Truman Hall, Mid-America Lumbermens Association's regional manager

in Arkansas. "The timber could stay tied up forever if there aren't some changes made to the regulations."

"No one knows what to do so they do nothing. We can sell all the poles we can get, but we can't get any," said Debbie Jackson, Jackson Post & Pole, Cove, Ar., which shut down in December but may relocate. "If we reopen it will have to be soonbefore we run out of funds."

Neighboring mills Hansboro LumberCo., Mena, andDale Rodgers Lumber, Mena, closed earlier last year. It's

"stop and go" at Ouachita Post & Pole, Cove.

Any timbersales which include even minimal clear cutting are weighed down by continuous appeals, while select cut offers have been so I imited they haven't warranted bids from many mills.

Fordealers, the worstmay be around the corner. "It's made private timber more expensive, but with the economy as it is now, it's not hurting as much as it could." Hall said. "But when demand picks up again, you're going to have some real problems."

Look to cedar for value added products

opportunities need to take a sec-

ond look at cedar, as manufacturers take the wood a step further to create value added products.

ETAILERS searching for niche fasteners and finishing materialsas well as pre-milled and assembled railings, balusters, posts and decorative ball tops and caps can make it possible for a doit-yourselfer to build a deck with minimum effort.

Long used for speciatty products such as rough-sawn, channel rustic siding, fencing, paneling, shingles and shakes, cedar is now becoming increasingly available in more finished forms ideal for niche marketing.

"Niche marketing products, " says Laddie F. Hutar, Hutar Growth Management, "have to be identified with a noncommodity area, in other words, high quality items meeting specific consumer needs."

Value added ("quality with a maximum value to a consumer") products, especially when crafted from a high quality material such as cedar, match this definition to a "c." Because special cedar products make projects convenient for customers or meet special needs, dealers can use them to develop a niche market. Many customers will pay more for the value added and work saving features with the retailer benefiting from the higher margins.

Prefinished siding is an excellent example of a value added cedar product. Factory primed and finished with an Olympic Machine-coat IAO% Latex solid color finish, the product carries a l0 year limited warranty that the finish will not crack, peel or flake. In addition, factory finished cedar usually has less cupping, splitting and chipping because it is kiln dried to a 19% moisture content before finishing.

Nearly half of all siding customers are pre-sold on wood. Western Wood Products Association figures show that 43% of homeowners prefer wood siding over other siding products. The value added factory finish on cedar assures them a better product with the dealer getting as much as 3O% margin, a win/win situation for both, Joe Kastelic, Olympic/PPG, points out.

Decking and deck accessories are other outstanding examples of cedar products manufactured with added value. Precut decking packaged with

Because he can avoid paying a contractor or having materials custom milled, the customer is usually happy to pay more for the package that makes it easy for him to do the job. Organizing the components into a system or project adds value to the original materials as does an attractive package with good instructions.

Garden cedar products also can have value added benefits. Lattice pre-assembled into panels, picket edging fastened together and packaged as instant flowerbed edging, trellises ready to drive into the ground: these products all command higher prices (and higher margins) than the cedar lath and stakes from which they come. Cedar garden furniture is another item with a higher price tag and margin than its basic components because of added style and convenience. Pre-assembled cedar sections that quickly combine into a compostbin are probably the latest example ofadding value to an ordinary product.

When made of cedar, moulding is enhanced by added durability, dimensional stability, workability and acceptance of stains and paints to command a higher margin. Fingerjointed mouldings, such as those from incense cedar, turn a basic material into an affordable, good selling product.

Innovative thinking by wood product manufacturers has created cedar products perfect for niche marketing.

Story at a Glance

Ways retailers can niche market value added cedar products.. margans as high as 3Oo/o products tailored to consumer needs and wants aftract customers.

Average Monthly Cedar Prices 1x12 std & btr $38e 390 391 404 428 459 481 462 434 431 485 52r 545

199U92 1x6 #3 $164 165 r70 170 175 190 t92 185 180 l9l 209 258 297

Uzx6Y gr clr bvl siding $se1 599 584 571 56r 620 670 670 670 672 691 724 733

red cedar going?

T h. current recession has hit the I forest industry like a giant sledgehammer with shutdowns and cutbacks occurring in all areas. Logging shutdowns, both seasonal and recession induced, have reduced the supply of cedar logs available for processing. However, any shortages are likely to be a short term situation caused by the economic slump, experts says,

ing on a major promotional program forcedarproducts inthe U.S. thisyear."

The WRCLA program will stress the natural properties of cedar that make it an appropriate and high quality wood for residential use. Ken McClelland, general manager of WRCLA'S new satellite office in Vancouver, says, "The program will help end users fully understand the unique qualities of cedar and will provide product quality assurance. We will be putting field staff in place to assist purchasers in targeting the right grade for the right end use and to monitorproduct quality." (See p. 10 for related story.)

"Eighty five percent of our members' production goes into the Northern American market via the regulardistribution channels and we are not anticipating any long term problems in supply," says Ken McKeen, Vancouver, B.C., Canada-based president of the Western Red Cedar Lumber Association. "In fact, the WRCLA is embark-

Story ata Glane

Ganadian prcducers see shod term shortage caused by eco nomicslump. WRCLAinaugurates major promotional pra gram in U.S. satellite office opens in Vancower, Ganada.

Multi-rtri I I ion dol lar ceda: promotion

f f|ESTERN red cedar distributors

!f and dealers across the country are applauding a multi-million dollar marketing program aimed at increasing demand for cedar lumber products in the United States. Projected as a four year program, the promotion is budgeted at more than $5 million.

"Good idea," commented Dale Ryder, sales manager, West Coast Lumber Industries, Vicksburg, Ms., "that maybe will mushroom to other species."

The benefits of an informed public will help throughout the marketing chain, he added, but architects especially need to be educated on the availability of products.

Sales rep and westem red cedar buyer Jeff Washerlesky, Cedar Creek Lumber Co., Oklahoma City, Ok., agrees it is a "great idea that can do

nothing less than help the market, especially for siding and clear product."

Other dealers are equally enthusiastic that the exceptional durability, light weight, remarkable color and texture plus the fine straight grain and unique insulating cellular structure of westem red cedar will be publicized. Because of scaled back promotions and advertising in recent years, many younger contractors, architects and consumers are unaware of its benefits, some say.

Western red cedar lumber manufacturers in the Pacific Northwest and western Canada are joining in the campaign which began Jan. 1. Spearheaded by the Westem Red Cedar Lumber Association, which includes producers in both the United States and Canada. the promotional program will emanate from offices in Portland, Or., and Vancouver. B.C. Field offices also will

SlDll{G, dec-king and boards in weslem red cedar clear and common glades aro lalgol€d for increased sales in coop€rallve markeling promotion by U.S,, Canadian cedal ploducels, and the Canadian governmenl.

be established to serve cedar markets in midwest and southern cities.

Expanded marketing efforts will be funded by the cedar industry with supplementary matching funds from the Western Economic Diversification Office of the Govemment of Canada. Westem Red Cedar Lumber Association member mills produce nearly 7 5% of the western red cedar lumber used in the U.S. each year.

"This program represents a strong commitment by cedar manufacturers to provide essential marketing support for the products we make," WRCLA president Robert Landucci explained. "Not only will we target major customer groups in our marketing, we will also develop materials to assist distributors in selling cedar products."

Promotional activities will focus on up-market residential housing and stress the quality, durability and environmentally friendly aspects ofnatural western red cedar products compared to vinyl, aluminum and chemically treated products.

Story at a Glane

U.S. and Canadians join in marketing program... midwest and southern field offices to open beefed up advertising, literature, seminars, promotion events for siding, decking and boards in clear and common grades.

The campaign will include advertising in major trade and consumer publications; literature and video tapes on cedarlumberproducts; regularand special publicity offerings for local and regional media; display materials for exhibitions; seminars on how to properly select, install and maintain cedar; and a cedar design awards competition co-sponsored with the American Institute of Architects.

Cedar products targeted for specific marketing activities include siding, decking and boardsin clear and common grades.

ll EALERS who sell roofing with lJhouse or rehab packages or for reroofing jobs need to keep up with the latest developments in roofing materials in order to advise their customers.

This isespecially true of cedarshake and shingle products since bad press in connection with massive fires such as the recent one in Califomia has created misconceptions. Fire retardant cedar shakes and shingles marketed with the Certi-Guard label have been on the market for almost 20 years.

The cedar shake and shingles industry recognized the dangers of urnated roofs in high fire hazard areas back in the '70s and spent millions of dollars in research and development. The result is a process that transforms cedarshakes and shingles into Class C and B fire retardant roofing products.

Despite extensive testing of CertiGuard shakes and shingles with positive results, fire and building code officials have questioned whether the pressure impregnation process would last. Recent tests of Certi-Guard Class C fire retardant shakes removed from a home after 16 years of exposure to harsh climatic conditions prove that there is no need for doubts, according to the Cedar Shake & Shingle Bureau.

The shakes, which had been applied in 1974, passed the same series of ASTME-180 tesis that new fire retardant impregnated shakes must pass. In addition, after passing the Class C test for which they were originally rated, the shakes performed well when exposed to the more severe Class B standards.

With these results, it became obvious that Certi-Guard products are as effective against extensive exposure to fire as other Class C and B rated roof products, Bureau president Michael M. Westfall points out.

In dealing with customers who like the natural appearance of cedar shingles and shakes, but have doubts about their fire safety, dealers can use this information to recommend Certi-Guard products. For additional assurance, they can explain that although most roofing materials need to pass just three tests to obtain a fire rated classification, CertiGuard products undergo nine tests to meet UL 790 (Underwriters Laboratories) specifications. Furthermore, ongoing testing monitors outdoor weathering at specific test sites at intervals of one, two, three, five and ten years.

Cedar shingles and shakes gain their fire resistance by being impregnated with a fire retardant chemical. Only

Fire retardant cedat roofing passes time and weather tests

materials graded as No. I by the Bureau are treated. The treating process seals bundles of newly made cedar shakes and shingles inside a high pressure chamber. After a vacuum is created to draw out air and moisture from the cells, pressure up to 150 lbs. per square inch forces the fire retardant chemical into the wood cells. The shakes and shingles are then thermally cured at temperatures up to 200 degrees Fahrenheit to lock the fire retardant into the wood fibers through polymerization.

Fire retardant shakes and shingles sell for about 25Vo more than asphalt roofing products and are competitive withmost of the tile and cement roofing products on the market. They offer a consumer the advantage of a fire retardant roof with a traditional appearance. Cedar shingles and shakes have additional benefits of being light in weight and able to withstand any necessary roof walking.

Members of the Cedar Shake & Shingle Bureau also produce cedar

Story at a Glance

Fire retardant cedar shakes & shingles update.. facts to close a sale. product competitive with other Class C and B roofing products

shakes and shingles with a 30 year warranty against fungal decay. Identified by a Certi-Last label, these products have been pressure treated with a chemical which resists fungal decay. They are recommended for roofs exposed to high heat and humidity.

Certi-Guard or Certi-Last products can be ordered from Bureau member producers to meet the needs of customers. Orders usually can be filled in a weekor less, a spokesman said. Wholesalers who stock cedar shakes and shingles may send them to a local pressure treater certified to apply CertiLast or Certi-Guard treatments.

Gypress: coming on strong

l|l YPRESS, one of the country's Y most distinctive building materials, is abundant for the 1992 building season.

According to the Southem Cypress Manufacturers Association, cypress is in ready supply, with most mills reporting ample stocks in a wide range of dimensions.

"We have plenty of cypress stockpiled," says Lyman Shipley, Coastal Lumber Co., Weldon, N.C. "The supply is the best it's been in more than three years."

The mills also are making an extra effort to provide customers with finished product to meet virtually any application.

"We're ready to give customers any product they want," saysJ. Wilson Jones III, Mackey's Ferry Sawmill, Roper, N.C. "We're cutting anythingfor 4l4to 8/4 and flitches, along with siding, paneling and door casings. Ifthey ask for it, chances are we can make it for them."

The challenge for producers is taking cypress beyond its traditional marketa 150 to 200-mile wide area stretching from the coast of Maryland down to Florida and along the Gulf to Texas, where it has long been the choice of quality home builders.

"Cypress is specified in the building codes on Hilton Head," Gary Barnes, Barnes Lumber Sales, Statesboro, Ga., notes. "The architects who developed the island several decades ago used it

extensively because of its natural look and protection against the elements. Today, it seems that most architects still specify cypress for everything from single homes to large condo projects."

"Cypress is truly unique, " Shipley adds. "It's sought after because there's nothing like it. The visual effects are truly amazing."

Cypress' primary exterior applications remain siding and trim, along with fencing, where it offers a number of advantages. Its distinctive natural grain and workability are the most obvious, but cypress also is one of the most durable woods available. Cypressene, a natural preservative manufactured during growth, makes the heartwood especially resistant to insect damage and decay.

Inside the home, cypress provides stunning visual effects for paneling, ceilings, millwork and casings. Cypress paneling and millwork have long been architectural favorites along the Atlantic Coast with pecky and finegrain cypress used for custom cabinetry.

Responsible management and harvesting practices ensure an ample supply of cypress for generations to come. Helicopter logging in deep water and miry swampswheresome of thebest trees growhas opened up new supplies. At the same time, producers are using state-of-the-art forest management techniques to ensure that cypress remains a perpetually renewable re-

source forthe nation's builders. Equally important, availability is reflected in its competitive place in the building materials market.

"Business has been very steady," says LaVerne Ard, Marsh Lumber Co., Pamplico, S.C. "We've been selling a lot of lumber and siding to steady customers, and we expect cypress to be very competitively priced forsome time to come."

Story at a Glance

Cyprcss ouQ rowi ng had itional southem market. abundant supply, oompetitive pices d-i-y acceptability sought for this favorite of archibcts and homeowners.

"We're looking for strong growth in thetraditionalcypressmarkets . siding, paneling and interior trim," says Pat Kenny, Georgia-Pacific, Atlanta, Ga. "We'd love to see that expand into the do-it-yourself markets as well. Cypress is an excellent product, with an excellent future."

This promises to be a banner year for cypress, and one in which it will merit the close attention of builders, architects and homeowners.

CYPRESS is gaining popularity all over the counlry.

Homing in on specialty millwork

f f ANY MARKETING analysts view the 1990s as a lUl time to "get back home." Specialty millwork products are excellent at evoking warm, personal touches, and dealers mindful of this can best merchandise these high margin extras.

"People are putting off those trips to Hawaii or abroad. They're worried if they're even going to have a job. So their interests are with home and family," says Bill Anders, Pacific Millwork Inc. "Recreate the warm feeling of the fireplace and the rug or grandma and grandpa sitting out on the white porch in a rocking chair or a swing, waving to the neighbors."

Effective specialty millwork displays trigger similar responses. "Don't just show a mantel board," he explains. "The people who have been successful have actually taken a firebox and a mantel, put candlesticks on each end, and decorated it for Christmas with stockings. A lot of mantels are sold as the holiday season approaches. People want that cozy, cuddle-up-to-the-fire kind of thing. They buy that value. The product becomes secondary to what they want to feel."

Story at a Glance

Warm, inviting displays sell mantels, spindles and other specialties... how to display and sell them:

Payless Cashways worked with Superior Fireplace Co. to create a total hearth area look similar to the vignettes commonly used for kitchen and bath products. "They have an endcap display with three fireplaces and they put marble and mantel around it," says Superior's Jude Bentley. "Th"y put signage on top showing how to install it and have everything needed at the point of purchase. (The display, signage and cross merchandising) complement each other."

A similar effect can be achieved even in minimal space. She says, "Home Depot carries one (mantel) line and it's all special order. The only thing there (on display) is the mantel and pictures of what you can do."

Ease of installation is anotherselling point in markets ripe for upgrades, says Bentley. "Most mantels come ready to install. You really only need nails and a drill, maybe some screws. You cut the legs down and stick a skirt behind it. It's almost one size fits all."

Stair parts are more difficult to merchandise. "It's really hard to inventory spindles," Anders says. "Peoplejust don't

say, 'Let's change our spindles. I'm tired of these round spindles. Let's get some square ones.' The majority go into new or add-on construction."

Yet spindles are a natural accent to porches and decksand deck displays. "Spindles give decks that old, colonial feeling," Anders explains. "The sale starts when a customer looks across his cracked patio at his brown grass. He goes down to the lumberyard to buy a garden hose and sees this deckthat's built there. The concept gets planted inhis mind."

Giving attention to fancy millwork can make up for necessarily low margins on other products. "We've increased sales 70 to 83% just by putting in a good rack," reveals Sara Bills, S&S Wood Specialties, which distributes mantels, shelving, railing, dowel rods and other millwork items. "Still, a lot of buyers won't even talk to us' They say it's not a priority. They're missing out. The biggest home center chain in the nation doesn't (stress millwork) and they don't move a third of what they could on dowel rods."

Often it's the little extras that provide the biggest profits'

COZINESS sells specialty millwork. Adiustable mantel kits from S&S Wood Specialties leature quality materials, interlocking components and easy assembly around all types of lireplaces and inserts.

Go-ops: advantages and disadvantages

By Wally Lynch P.A.l.D. Associates

Why Dcnlcn Joln Go0pr

-nr pooling of multipte rotailcrc gi\lcr bctbr buying power.'

AtGc B.ck Prcddcnt Sbiplftry'Blal<c lilnbcr Co, ArntiqTx.

"Bcficr tuying, nadonal adyodi& Ing,rccognidon and ability to laoepup wlth cuncnt picoo natirinally.' DnvldEoofbgh

Buildturg matcriale mgr.

Robbic's Tnrc Vdue Hornc Contcrs Portqnoutb Va"

'No. I advurtage io bcing able to buy at lower picos"

Robelt Brccdlove Owncr

Brecdlovc Ace lrlmbcr & Buildirig Snpply

Analusia, Al.

. 'Brying advutages aod convenicDca' fhotrunrrgson .Owur/mg.

Aoc Home Conter Mayodan,N.C.

"We likc the advertising and rnarkcting help, eepecially the sales circulars which wc use all tho time."

LucyHowell

Co-owner

Howell Building Supply, Inc.

Carthage, Ms.

FO-OPS have enormous economic Yimpacton our industry. Theirmarket penetration is massive. One wonders how much bigger and more important they can become. Their growth strategies are simple, attainable and consistently met by doing a better job with existing associates, adding new members and making acquisitions. Five major reasons for their success have been identified.

There's a good and a bad side to each reason, so read on before seeking out membership. Get it out of your head that you can buy better than they can or that the help they provide isn't cost effective. The whole thrust of the co-op is to combine economic clout to buy better, pass it through faster and put more money in a member's pocket.

GROUP IDENTITY: Economic clout of thousands exceeds that of an individual, but it costs money to become affiliated. Participation in discounts, rebates, etc. can depend on the size of the stock purchase or the up front loans extended to the joiner. Although a new member takes on an "in guy" identity through name recognition generated by advertising, etc., local identity changes. Membership is an investment opportunity, but it's also a reduction in liquidity.

LARGE SCALE BUYING: Landed costs are less or it won't work. but it costs from l% to 5% of purchases to get these benefits. Quality problems are resolved centrally, but local direct access is lost. Turnover goes up if you play the game right, but it's still dependent on minimum packs and availability. The number of vendors on the affiliate's books is reduced, but the need for secondary or alternate suppliers does not go away. There will be broader assortments. but also dilem-

mas if buying is not managed properly. Recent movement by hardliners to add building materials and vice versa has yet to prove itself. Being all things to all people is very difficult and costly.

PRIVATE LABELSLOWER COST: Some items and products are readily adaptable to private branding, others are too easily and successfully produced. We are in a retailing cycle where house brands are going against one another and the majors are competing by expanding lines with nationally known brand names.

CENTRALIZED PROMOTION:

Given the sheer size of the co-op sales volume, promotion and advertising, costs per outlet should be reduced. A creative professionalism results in better graphics for the same or less cost. The downside is that whatever is developed nationally doesn't necessarily apply locally. One size really doesn't always fit all, but some pass through is preferred to none at all.

MANAGEMENT AIDS: Programmed buying groups have all sorts of goodies to move products through your facilities.

o Trade Shows: You travel, get away, see people and product, but the computer's at home. Buying without it makes no sense.

o Field Reps: These are nice, helpful people who want you to succeed, but most have never run a store, much less met a payroll.

e Composite Operating Statements: It's nice to know how you stack up. It's also nice to retain your privacy.

r Discipline: Many groups provide systems to manage effective use of people and assets, but big brother can produce heat in the kitchen and expense.

o Mechanized Ordering: The computer and the modem have devoured the "open to buy budget" and eliminated the order clerk. They also have altered management's ability to oversee and control buying.

o Seminars: These are good and bad depending on how much you can take to the bank. Some speakers make you feel good on Friday, but you have forgotten what was said by Monday.

r Displays & Signage: Good if managed and coordinated, but can make your store look like the aftermath of a political convention.

r Price Tags/Labels: A time and labor saver, but it tends to produce stereotyped and/or margin based pricing.

. Weekly Delivery: This increases turnover on the 2OVo of your items doing 80% of your business, because it's based on hole filline. It would be nice if the outbound truIks could take

Cotter Adds Build

Cotter & Co. is launching a new Build America concept at Adams Building Supply, Dundee, Fl. A west coast prototype is still to be selected for the program introduced at the Winter Lumber Market in San Diego, Ca., Jan. 1114.

Designed to help Cotter True Value dealers create a new image or renew their market approach as suppliers of lumber and building materials, the program will progress through 1992 to be in full swing by the 1993 Winter Market in Odando, Fl.

Cotter will provide dealers joining the program with all support needed to develop a competitive advantage. Services include redesigning the store plus adding installation and service businesses. Training, strategic planning, buying, warehousing, and advertising help will enable the dealerto attract and keep contractor and consumer customers.

Dealers will be identified with Build America trademarks and colors. The program is designed to guide them through market, customer and site studies, exterior and interior retrofits or remodels, marketing, merchandising, display, signage and decor strategy. Customer service policies, training, advertising, scheduling and store services will be established as part of the program.

In conjunction with the plan, Cotter plans to broaden its lumber and commodity building products program,

with them theSD% of the items that do 20% of the business.

o Forms & Insurance: Generally offers huge advantages over individual rates, but nothing compared to what it could be if our fragmented industry could join on these needs.

Story at a Glance

An analysis of co-op benefits. ways to get the most from membership... pitfalls and negatives.

It's hard to believe that the tens of thousands of retailers now associated in some way with the co-ops could be wrong about them and they're not. There are, however, a few land mines out there to deal with, whenand if youjoin.

America Concept

strengthening trading offices in Chicago, Portland, Or., and Atlanta, Ga., as well as developing national wholesaler supply agreements with companies such as Georgia-Pacific and PrimeSource. Committed to helping dealers become building project centers of first choice, Cotter emphasizes that lumber and building materials should represent at least 40% of the inventory of stores entering the program. In addition, they should have a solid basic hardlines program including electrical, plumbing, builders hardware, tools, power tools, paint and decor products, paint sundries, fasteners, lawn and garden, power equipment and metal specialties.

Membership Advantages

. Lower costs due to increased buying power

. National store identification

o Private label products in addition to national name brands

o Patronage dividends/rebates

r Conventions and markets

r Management seminars

. Regional distribution centers

Retail cornputer systems

o Electronic communications & ordering

r Inventory management reports

r National advertising

o Direct mail catalogs & circulars

r Ad slicks for local advertising

o In-store display kits

o Promotional materials

r Training & counseling services

r Exchange programs

o Customized charge cards

r Credit card & checkauthorization

. Programs covering insurance, employee retirement & profit sharing plans, bank loan & lease negotiations, market appraisals, payroll, sales & expense forecasts, site selection, building construction, store planning & modernization, internal store security, fixtures, vehicle leasing, etc.

(All co-ops don't offer every service)

FLOOR layouts similar to this will be available to stores retrof itting for the Build America program. Note the use of overhead department signs.

ANNOUNCING Build America program to 300 dealets attending Cotte/s Winter Lumber Show in San Diego, Ca,, Larry Wendling, assislant lumber and building material division manager, introduced Greg Adams, presidenl of Adams Building Materials, Inc., Dundee, Fl., the premiere Build America store.

Co.'s phcnolic ttrins for coatings hrsinca3 for ir chsnical division

EStrWS R[trFS

I-owe's and Wal-Mart rnansgement denied rumors that the Bentonville, Ar., mass mcrchandiser was talking about buying the North Wilkcsboto, N.C., chain (see story p. l7) . in Pine Bluff, Ar., Lowc's moved to larger quarters . . construction began on an 87,500 sq. ft. replacement Lowe's in Anderson, s.c....

Frank Paxton Lumber Inc. sold its Sherwood, Ar., yard to Charles E. Meador, Chuck Meador Co.,fot $250,000 ... Home Lumber,Seminole, Ok., celebrated its 65th anniversary .

Hug hes hrmber C o., Charleston, S.C., expanded its sales floor from 5,300 sq. ft. to 7,000 sq. ft. . Scotty's ceo Daryl Lansdale denied local newspaper reports that the Wintet Haven, Fl., chain was negotiating to buy 40 former Ames departmentstofes...

Home Depot is testing a bridal registty located at the special order desk in two Miami, Fl., stores and the Expo laboratory store in San Diego, Ca., with plans to extend the concept to nine Tampa, Fl., stores in the next 30 to 45 days

McGerity Hardware & Lumber, Terrell, Tx., acquired Ba llard Home Center, Terrell, from Stanley Ballard, who is retiring after 58 years in the lumber business Whitcomb Lumb e r -Ac e Hardwar e,Woodward, Ok., closed after 40 years

Foxworth-Galbraith's Temple, Tx., stote will move to a new location this spring Builders Square plans a 107,000 sq. ft. store on 15 aqes in Lake Mary, Fl. .

McCoy's Buildlng Supply Cenler, Roscnbcrg, Tx.,lost a $20,000 truck loaded with lumber valucd at $5,000 to thievcs in early Jan. Mid-American Dry Kiln Ca, Whirc Bluff, Tn., lost lumbet and a building to fire.

Georgia-Pacific meryed cedar and westernboards depts. with Craig Cameton as manager in Atlanta, Ga. . . . Punis Forest Products,Purvis, Ms., is adding anew building, grading and sorting machinery

lAr e nn Handlin g, Inc., Charlotte, N.C., acquired the Hyster Co. dealership in Memphis, Tn., and branches in Little Rock, Van Buren and Springdale, Ar., and Tbpelo, Ms., renaming the operation Hyster Mid-South, a div. of Wrenn Handling

Comcar Leasing, Aubumdale, Fl., signed a six year lease with Scotty's,Wiruer Haven, Fl., to provide 3 I tractors for its central distribution center. .

AEG Power Tool Corp. is being acquited by Atla Copco Tools, Stockholm, Sweden . . . Bruning Paint Co. added Kyanizeft,luBrite Div. of Sico, Inc. to its operation which includes a mfg. plant in Pompano Beach, Fl., and distribution centers in Montgomery, Al., and Dallas,Tx....

Macklanburg-Duncan, Oklahoma City, Ok., purchased Coplanar, a Fort Worth, Tx., subsidiary of the C orctruction P ro ducts Division of W. R- Grace & Co. . .

Wo od Mac htnety Manufacntr e rs ofAmc rica gavc a check for $35,000 to thc Wood Machlning t&, Toollng Research Program at North Carolbu State U niversity,Ralcigh, N.C. .CertuinTced Corp. b tceidcntial roofing div. launchcd a wotKorce litcracy progam at ie Oxfotd, N.C., plant.

Nationdly Forest Semica timber sales in l99l fcll to 6.394 billion feet, thc lowcst level of timbcr sold from iValdornl Forests in over 37 yearc.

Home Depot budgeted approximately $4 million for its philanthropy and community investment program and hired a directot of community affairs Macco Adhesives will provide all adhesive and caulk needed by lla bitatfo r Humanity this year.

Union Pacific Railroad and M idAme rica Inte rmodal, /nc. have a new shipping flatbed service operation suitable for lumber that they say will be priced at rates below over-thetoad truck seryice.

Following an International Ttade Commission ruling that there is evidence that the U.S. forest products industry hasbeen injuredby lumber imports from Canada, a preliminary determination of whether the Canadian industry is subsidized by its govemment was due late in Jan. but final investigations could delay an ultimate duty determination until nextsummef...

Housing starts fot Dec. (latest figs.) jumped 2.6% to a seasonally adjusted annual rate of 1.103 million single family statts rose l8% ... permitsimproved5.S%.

1991 sta:rts hit a 46 year low with signs of improvement fot '92.

Federal National Mortgage Association economist David Berson said, "Housing always responds to lower rates and that's what's happening now."

ls Wal-Mart Buying Lowe's?

Rumorsthat Wal-Martwants to buy Lowe's Cos. Inc., North Wilkesboro, N.C.. continued as Lowe's stock headed up, but management at both companies refused confirmation.

We don't "comment on market rumors," W. Cliff Oxford said at Lowe's.

"No such deal" was the word from a Wal-Mart spokesperson in Bentonville, Ar., headquarters.

However, Richard DiChillo, equity manager for Aetna Life Insurance and Annuity Co., whose The Aetna Variable Fund has owned Lowe's for five years, said, "I heard that rumor several months ago, but I didn't give much credence to it because I didn't think they (Lowe's) would be able to offer much to Wal-Mart."

Timber Ban Counter Productive

Baruring the use of tropical timber products in municipal construction projects is a political statement giving lip service to rain forest conservation but doing nothing to help, according to Robert Waffle, lnternational Hardwood Products Association, Alexandria, Va.

His explanation for Lowe's stock jumping $1.75 inone day with 321,600 shares traded, about double the average trading volume, was Lowe's announcement that sales for the second week in January were 54% higher than a year ago.

Clifford Glickman, a business writer, explained that Wal-Mart might be interested in Lowe's because the mass merchandiser has shown interest in expanding into new areas of retailing, such as Sam's Club warehouse retailing, and focuses on serving smaller towns, just like Lowe's.

Jack Shewmaker, Wal-Mart's presidentfrom 1978 to 1984, isamemberof Lowe's board of directors.

leading to clearcutting to promote money producing agriculture and grazing lands, Waffle maintains. Harrisburg, Pa., San Francisco, Santa Monica and Santa Clarita, Ca., Bellingham, Wa., Baltimore, Md., and New York and Arizona, which have bans on tropical timber products, are hurting sustainable forest management, Waffle concludes.

Investors Buy Cameron

An Atlanta, Ga., investment group has prnchased all assets of CameronWholesale, Waco, Tx., including nine distribution centers, from CertainTeed Corp.

The company has been renamed Wm. Cameron & Co., the name it was founded under in 1868. CertainTeed had owned the firm since 1954.

A resolution in support of wise forest management techniques is of more value in his opinion. Countries practicing sustainable forest management are penalized by bans, he points out.

When wood loses its economic value, the trees and forests become worthless,

the most of your yard

Ron Ross, vice president-operations under CertainTeed, will serve as president, with Curtis Baker and Hanell Spivey as vice presidents. CGW Southeast Partners, the buyout firm which is headed by several former executives of Cameron Wholesale, expects few changes. "It's business as usual," said Bill Davies. "We're longterm investors. "

Sales for Cameron in 1991 were approximately $73 million.

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CALENDAR

FEBRUARY

Mid-Amcrics Lumbermena AssociationFeb. 12-14. annual expo, Bartle Hall, Kansas City, Mo.

Missiseippi Building Meteriel Deelers AssocirlionFeb. 1315, annual convention, Royal D'lberville, Biloxi, Ms.

Lumber Manufecturers Associstion of VirginieFeb. 14-16, annual convention, Williamsburg Lodge, Williamsburg, Va.

Smopyc '92Feb. 14-18, international construction show, Zaragoza, Spnin.

Atlants Hoo-Hoo ClubFeb. 17, annual bowling tournament, Fairlane Bowling, Atlanta, Ga.

National Hardwood Lumber AssociationFeb. 17-19, hardwood sales seminat, NHLA Educational Building, Memphis, Tn.

Southern Forest Products AssocietionFeb. lt, regional meetings, Tallahassee, Fl.; Feb. 19, Mobile, Al.; Feb. 20, Tuscaloosa, Al.

National Wood Window & Door AssociationFeb.22-26. annual convention, Hyatt Regency Kauai, Kauai, Hi.

Building Component Manufacturers ConferenceFeb.2628, Commonwealth Convention Center, Louisville, Ky.

MARCH

Kentucky Forest Induslries AssociationMarch 4-5, annual rneeting, Holiday Inn Hurstbourne, Louisville, Ky.

Appalachian Hardwood ManufacturersMarch 5-8, annual meeting, The Cloister, Sea Island, Ga.

Nationsl Home Center ShowMarch 8-10, McCormick Place, Chicago, Il.

Southern Forest Products AssociationMarch 10, regional meetings, Diboll, Tx.; March 11, Camden, Ar.; March 12, Jackson, Ms.

Kentucky Lumber & Building Material Dealers AssociationMarch 9-11, estimating seminar; March 12-13, quote & bid seminar, Holiday Inn, Bardstown, Ky.

Atlanta Hoo-Hoo ClubMarch 16, cookout/Low-Country Boil, Vorco Inc., Atlanta, Ga.

National Hardwood Lumber AssociationMarch 16-17, hardwood lumber drying seminar, NHLA Educational Building, Memphis, Tn.

International Hardwood Products AssociationMarch 1721, annual conventiory'World of Wood, Westin Canal Place, New Orleans, La.

Ilardwood Manufacturers AssociationMarch 18-20, annual meeting, Hotel Del Coronado, San Diego, Ca.

Magnolia Hoo-Hoo ClubMarch 19, dinner meeting, Tico's Restaurant, Jackson, Ms.

Southern Cypress Manufacturers AssociationMarch 20, annual meeting, Hotel Del Coronado, San Diego, Ca.

Oklahoma Lumbermen's AssociationMarch 20-21, Spring Mart, Oklahoma City Marriott/State Fairgrounds, Oklahoma City, Ok.

National Lumber & Building Material Dealers AssociationMarch 22-24, legislative leadership conference, Loew's L'enfant Plaza Hotel, Washington, D.C.

Virginia Building Material AssociationMarch 29-April 1, arnual convention, Pinehurst Hotel & Country Club, Pinehurst, N.C.

Florida Lumber & Building Material Dealers Association invited key legislators to attend fhe 1992 legislative Conference Feb. 5 and 6 at the Radisson Hotel, Tallahassee.

Senator George Kirkpahickhas been asked to speak on the newly proposed advance disposal fee. James Catnpbell, an insurance analyst with the Bureau of Workers Compensation, will discuss contract laborfraud. Senator Ken Jenne will review the state budget and new revenue sources fot 1992.

Other legislators have been invited to dinner following the program.

Committee meetings: board of directors, Feb. 6, Tallahassee; sales and marketing, Feb. 13; technical, Feb. l8; education, Feb. 19; credit managementroundtable, Feb. 27. All at association headquarters in Orlando unless otherwise noted.

Mississippi Building Material Dealers Association is opening its convention and tradeshow, Feb. I 3- 15 attheRoyalD'Iberville, Biloxi, to all non-member dealers in Mississippi.

More than 40 booths have been reserved by exhibitors, according to William Lee Russell, executive vice president.

Virginia Building Material Association has scheduled Jack Rice, Percon Group, to discuss "Get New Customers and Keep Better Margins" at their 66th annual convention,

March 29-April I Pinehurst Hotel, Pinehurst, N.C.

Other speakers include Craig Steam, Armstrong World lndustries, focusing on the customer as a key to business and Dan Bechter, vice president, Federal Reserve Bankof Richmond, projecting the effect the banking indushy will have on the Virginia housing industry this year.

Kentucky Lumber & Building Material Dealers Association will sponsor an estimating seminar at the Holiday Inn, Bardstown, March 9-11, followed by a quote and bid seminar March 12-13.

National Lumber & Building Material Dealers Association's annual legislative leadership conference will be March 22-24 at l,owe's L'enfant Plaza Hotel, Washington, D.C.

Speakers scheduled include Senator Bob

SOUTHERN ASSOCIATION rcw,t

Packwood (R-Or.) and congressional candidate Steve Buyer (R-In.), challenger to Congressman Jim Jontz.

Also planned, indepth analysis of key senatorial and house races as well as the presidential race and panels discussing occupational safety and health regulations, employer responsibilities under the Americans withDisabilitiesAct and DepartmentofTransportation guidelines on trucking regulations.

Appalachian Hardwood Manufacturers' annual meeting March 6-7 at The Cloister, Sea Island, Ga., will attract hardwood lumbermen from 12 southeastern states. Wholesale, yard operator and forestry divisions will meet Friday morning. The first general session at 1 p.m. will hear speakers Bob Owens, Owens Forest Products, Duluth, Mn., Jim C. Hamer, Jim C.

(Please turn to page 38)

The Premier Weekly Report.

For the Softwood Pl'oducts hrdustry, induding both crrmmodtty u.d specialty lumber (i.e. Cedar, Moulding and Mllwork) and all panel products. Crorn/s pnrvide a consistent, ctrrcnt,accuratercportonmarketprices,tnends,issue andindustynews andpeople.E ery subscriber also receives Crora/s Forest Indusby Journal for indepth reporb on subiecb such as repair/remodeling, envfuonment and sbrrctural panels.

PERS NALS

John Hechinger Jr., ceo, Hechinger Co., is the keynote speaker for the 5th nnnual Loss Prevention & Safety Conference March 28-3 I in Orlando, Fl.

Mike Harman, pres., MW Manufacturers, Rocky Mount, Va., and pres., National Sash & Door Jobbers Association, will be the leadoff presenter at the NSDJAsponsored Product Trends & Change Forurn at the March 8- l0 National Hotne Center Show.

Robert Wright is the new v.p.-rnktg. for Mastet Lock.

Terence Mulligan is new to Garden Way ns v.p.-dealer sales & rnktg., Troy-Bilt and Bolens.

Jim Mertin and Vernon Ennic have joined East Coast Lurnber, Asheboro, N.C.

Craig Cameron is now nranaging lhe purchasing operations of the recently nrerged wesiern boatds and cedar depts. for Georgia-Pacific, Atlanta, Ga. Dean Johnson is rnktg. rngr.-western domestic lunrber distribution div.

Dale Pond is the new v.p.-mktg. and new business developrnent for Horne Quarters Warehouse, Virginia Beach, Va.

Robert Markovsky has been prornoted to director of rnerchandising for Cooper Tools, Raleigh, N.C.

Don Langston, v.p.-sales, Clarke Siviter, St. Petersburg, Fl., has assumed the duties of gen. rngr. Bill Tindall and James Chastain have joined Dave Davis in buying. Pres. Bill Siviter has left the co.

R. Hugh Love has retired after nearly 24 years with the Arnerican Plywood Association. Jack Merry succeeds hirn as director of cornmunications.

Larry Hussey has been named pres. of Culf State Lumber Co., Tyler, Tx., reports chairman Sam Wolf.

Robert Earl Griggs Jr., asst. tngr., Home Depot, Morrow, Ga., will wed Cheryl Denise Payne in August.

Nathan Mitchell has been promoted to senior director-accounting at Lowe's Cos., North Wilkesboro, N.C. Karen Reynolds Worley is now asst. controller, and Anita M. Parker, senior corporate accountant.

Bulldlng Productr Dlgcst

Mike Vsille hns joined the Cedar Shake & Shingle Bureau as district mgr., covering Ky.

Glen H. Hinerhnsbeen nnnred chninnan and ceo of Owels-Conrilrg Fiberglas Corp., succeeding Mex O. Weber, who has rclired nfter 37 years with the finn due to henlth reasons.

Alec Beck, pres., Slripling Blnke Lumber Co., Austin, Tx., has joined the Nntional Home Center Show advisory board. Arthur M. Blank, co-founder, pres. and ceo, Hotne Depot, Atlanta, Ga., will be inducted into the Home Center Hall of Fame.

Lynn Swanson is now public relations/advertising coordinator for AEG Power Tool Corp.

Dele Elliott, P.W. Plunrly Lurnber Co., Winchester, Va.,andGrayden B. Moulthrop, Searcy Flooring, Searcy, Ar., have been elected directors of the National Oak Flooring Manufacturer's Association. Reelected were Claude Taylor, Mernphis Hardwood Flooring Co., Mernphis, Tn., pres.; Bill Boiley, Zickgraf Hardwood Sales, Hickory, N.C., v.p., and Walter Whitley, NOFMA, exec. v.p.

Bob and Janet Armer, Southern Cornponents, Shreveport, La., are grandparents of Sierra Lynn, born Oct. 16, 1991.

John F. Gutz, Dallas, Tx., sales rep for Celotex, was named l99l regional and national sales representative of the year.

Paul Michalowski is now Sentry stores program manager for Distribution America, reports pres. Ronald A. Pink. Kenneth R. Biggs and Sleve A. Sera are new forest products division mgrs., according to Wayne C. Wiggleton, mgr.-lumber & building materials.

Gerald A. Kolar has been narned exec. v.p./ cfo fot Hill-Behan Lulnber Co. Lee Brandenburg continues on a less active role as vicechairman. Ilonald R. Debrecht is now senior v.p./treas. and controller.

David Stauter, mgr., Scotty's, Crystal River, Fl.. was named the co.'s Full Line Store Manager of the Year.

Buildlng Products Dlgest

Ronald L. LeCompte is the new mgr. of [,owe's, Crown Point, N.C.

Eric Maxey has been promoted to v.p.adrninistration at Universal Forest Products, according to pres. R. Dale Lausch.

James Amtmann is now v.p.-corporate mktg. developrnent at the Stanley Works. Roy Szyhowski is the new mktg. mgr. for Caradco.

Harold Gardner is now v.p. -mktg. at Moen. Rex Smith, gen. mgr., Home Depot, Murdock, Fl., andasst. mgr. Mike Miller were honored for their contributions to the United Way.

Dave Martin, Marley Mouldings, Marion, Va., has been promoted to rnktg. administrator.

Chuck Edmunds is now retail development rep for Cotter & Co., representing N.C. and Va.

Jack Stone Jr. has been named pres. of Leeds Building Products, Marietta, Ga., replacing co-founder Ken Miron, who has resigned.

Bill Applegate is now southem zone mgr. for Norco Windows, Statesville, N.C.

Gene M. Reiley Jr. has joined Tucker Housewares as sales director for the southeast region.

Kent Ritchey is the new mgr. of Mississippi CountyLumberCo.,Blytheville,Ar.,succeeding Dudley Hardy, who has retired after 13 years with the finn.

Casi Walker, daughter of Doug and Tina Walker, Crescent Lumber Co., Ctescent, Ok., won an Awardof Merit in astatewide essay contest celebrating the 20oth anniversary of the Bill of Rights.

Becky Murphy and Leona Chasteen, Pixley Lumber Co., Claremore, Ok., have been named Certified Wallcovering Consultants.

Tom Sanders, owner, Sanco Lumber, Grove, Ok., served as marshall for the city's annual Christmas parade.

Harold Merrill, Owasso Lumber, Owasso, Ok.. was honored as Associate of the Quarter by the Owasso Homebuilders Association.

Ron Kless hasjoined Payne Forest Products, Chesterfield, Va.

B. N. Counter is now mgr. of inventory control at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Thql's How lt Goes!

"ll .vou don't stop lrounding nu'lbr nlt making paymen$, I won't bu.v' lionr vou again."

Government Agency Hot Line

If you have a problem with a government agency, a call to the fedeml Business Assistance Program (202) 377-3176 will help you to solve it.

If you prefer to communicate by letter, you can reach the same help through the Office of Business Liaison, Room 5898-C, Department of Commerce, Washington, D.C. 20230.

SCOTTY'S selected the consumer lighting div. of Sylvania Corp. as Partner of the Year for 1991 with Alan W. Bonus (left) receiving the award f rom Robert L. Swanson, Scotty's executive v.p., at the Winter Haven, Fl., chain's annual vendor appreciation meeting.

DESIGN and technical wood lruss programs received a boosl with a $5,000 check from the Southern Pine Marketing Council. Engineered systems marketing manager Cathy Marx made the presentation to Robert Ward, president of the Wood Truss Council of America and Southern Componenls, Inc., Shreveport, Al.

When Your Bank Wants Out

To protect against banks trying to back out of loan agreemenls, the Western Building Material Association olTers some conlmon sense precautions:

o (iet all loan agreements in writing. [)on't expect banks to honor oral comnritments.

o Ensure docunrents accurately rel'lect all pcrtinent terms, conditions and covenants. and that you lully understand thenl. Question ambiguous itenrs.

o [)o all you can to help lending oll'icers and their managers to understand your business. lfolTicers change, nreet the new person as soon as possible. You're best off il' ntore than one person at the bank knows your business.

o lf a bank nrakes sudden, unethical or illegal moves that imperil your company, consider linding a lawyer.

lf possible, arrange new terms with the bank to save your firm.

o lf all else l'ails. sue. But remember it might be years before you see relief. And bitter legal battles can take a heavy financial and emotional toll on you and your company.

NETWORKING session of non-governmental ansndess at the ITTO moeling in Yokohama, Japan, included trade representatives from the malor tropical timber consuming nations:

ITTO Works For Forest Management

Sarawak, Malaysia, a significant produceiof tropical hardwood lumber, has voluntarily agreed to a substantial reduction of its allowable cut.

Reporting at the eleventh session of the Intemational Tropical Timber Organization (ITIO) in Yokohama, Japan, Sarawak finalized plans to reduce timber production from sustainable forest management areas by 3 million cubic meters within the next two years. A reduction of 1.5 million cubic meters is targeted for 1992 with a further reduction of 1.5 million cubic meters in 1993. This will bring the annual production to a sustainable yield level determined by an independent forest management mission in 1989.

ITTO, a United Nations chartered organization, comprises 22 member countries classed as tropical timber producers and 26 countries classed as tropical timber consumers. Organized in 1983, the group is working toward Target 2000, the year in which the tropical forests of the world through proper management will achieve sustainable regeneration. To this end, ITTO has implemented projects in reforestation, sustainable forest management, conservation, trade, market intelligence, training, research and development in numerous tropical countries.

Jim Summerlin, Sumwood, Inc., PalosVerdes, Ca.; Wendy Baer, executive director, International Hardwood Products Association; Keister Evans, executive director, Tropical Forest Foundation, and Lee Jimerson, Leje International, Portland, Or., attended the meeting as non-govemmental representatives of the timber trade.

You Auto Shift Into Remodeling

A relationship between the kind of car a homeowner drives and the scale and quality of renrodeling he will choose has been reported in a Fulton Research survey.

Domestic sedan drivers show a strong interest in renrodeling kitchens while sports car drivers want a fitness center and a bigger and better master bath. Traditional is the choice of van drivers. Station wagon drivers like sun roonrs and inrported sedan drivers are big on honre offices.

(left to dght) Hiroshi Kanagawa, A. V. Monell, Lee Jimerson, Yasuhiro Miya, A. D. Stevenson, Kanemi Matsuki, Jim Summerlin, Wendy Baer and Morten Bjornel.

Home lmprovement 1

The home improvement products market is expected to rebound in 1992 after two soft years, increasing 5.07o over 1991 levels, to $109.8 billion in sales.

The long term outlook for home improvement products remains strong. The industry can expect a 6.5Vo average annual growth rate for 1993-1996, according to the Home Improvement Research Institute.

Consumer purchases for repair, maintenance and improvement activities for existing residential structures represent the majority of sales. As the economy strengthens during 1992, expenditures by retail customers should grow by 5.}Vo to $7 I .6 billion.

Consumer spending should grow at a rate comparable to that of the total home improvement market for 19931996. Lumber and building materials and lawn and garden equipment and supplies are expected to fuel a significant portion of this growth.

Over the next several quarters, hardware and building supply stores are expected to grow at a modest pace

relative to the mid-1980s boom. but faster than total retail sales. Growth is expected to rebound to 4.8Vo in 1992 and average 6.3Vo over the period 1992-1996.

Other things equal, sales of home improvement products to consumers rise and fall in step with real disposable income. Over the five-year forecast the 2.3Vo expected average annual growth of real income will be a positive factor for consumer home improvement activity.

Housing market activity is an important factor for home improvement products because a large share of home improvement activity occurs within a few months before and after the purchase of a home. With housing starts projected to be up ll%o and existing home sales up 3.97o In 1992, "housing activity" will be nearly as important as the recovery of real income growth. Modest increases in housing starts projected for 1993-1996

(Please turn to page 38)

Wholesalers Seek Millions In "Phantom Freight" Case

U.S. wholesalers have revived memories of the lO-year-long "phantom freight" plywood case, charging recently that 15 top Canadian mills conspired to fix freight charges on shipments of softwood lumber products into the U.S.

The class action lawsuit contends the mills violated U.S. antitrust laws, restraining interstate trade and commerce in artificially raising, fixing, maintaining or stabilizing softwood prices using mutually agreed upon freight rates.

The precalculated fees did not reflect each shipment's true weight or any discounts or incentives teceived from the transporter, says the suit.

Interestingly, the case is spearheaded by the same Philadelphia, Pa.,law firm which handled the plywood antitrust case. Thatsuitwasfiled in 1973, wonin trial by the plaintiffs in 1978, appealed and finally settled in 1983 as it was to go before the Supreme Court. Thousands of softwood plywood purchasers were awarded a total of $171 million over three years.

The new suit was filed July 17 in the

U.S. District Courtof Coloradoby bankrupt wholesaler Rivendell Forest Products, Englewood, Co., onbehalf ofmore than 500 who made direct purchases from the mills from August 1987 to July 1991. The mills responded by requesting a dismissal on the grounds that Canadian companies should not be charged with violations of U.S. antitrust laws. The court is currently deciding if the case should go to jury trial.

The defendants include Canadian Forest Products, Evans Products Co., Finlay Forest Industries, Fletcher Challenge Canada Ltd., Noranda Forest Sales, Northwood Pulp & Timber, Pope & Talbot, Proctor& Gamble Cellulose, Sinclar Enterprises, Slocan Forest Products, Tolko lndustries, Weldwood of Canada, West Fraser Mills, Westar Timber and Weyerhaeuser Canada Ltd.

The lawsuit seeks costs of the case plus triple the amount of damages. The suit estimates annual production of softwood lumber in western Canada to be 12 billion board feet, valued at about $2.5 billion, of which approximately 75% is sold into the U.S.

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Plywood Faces Competition

Plywood faces stiff competition from reconstituted wood products, especially waferboard and oriented strandboard, plastic panels and gypsum board between now and 199-5.

A study by The Freedonia Group, Inc. says that while competing products offer price/performance advantages over plywood in certain applications, plywood's ease of installation, appearance, strength and moisture re-

sistance will promote some incremental demand increases.

Softwood plywood, which has a broader range of applications, has better prospects than hardwood plywood, which competes with vinyl wall coverings in the interior paneling market.

Coming out of the recession, building construction will increase demand for building boards 2.8% per year through 1995 to 72 billion square feet,

the study claims. U.S. manufacturer shipments will increase 3% per year paced by an export demand across virtually all product lines. Products such as waferboard, oriented strandboard and medium density fiberboard will offset weakness in hardwood, plywood, hardboard and insulation board. Gypsum board's demand is expected to be healthy, but competition will keep the price down.

Dollar sales of building boards will increase at 4.7% per year to over $12 billion in 1995. This, according to the report, will reflect intense price competition among building board producers and with competitive products such as vinyl wall coverings and foamed plastic construction products.

New Telephone Fraud Scam

Companies with Direct Inward System Access (DISA) on their switchboards are in danger of being victimized by telephone hackers who make unauthorized long distance calls charged to the company.

Companies can be unaware thatthey have DISA, which allows a person at an off site telephone to dial an outside line through the switchboard. However, they are responsible for paying for the illegal calls, according to the courts.

The North American Wholesale Lumber Association is warning its members to check with their PBX system vendor and long distance company to be sure that proper security measures are in place. Those who must have DISA are advised to change the password frequently.

High Tech Thieves Attack

Thieves who smash front doors with rocks or concrete blocks have hit several home centers.

After gaining entry, they broke into display cases and stole expensive video game cartridges or electronic equipment.

Lowe's, South Boston, Va., lost seven camcorders valued at $5,704, according to the Halifax County sheriff. Lowe's, Southern Pines, N.C., had 103 games valued at $3,228, stolen from a Nintendo display case, a police department spokesman said.

Alaska Yellow Cedar Supply

Alaska yellow cedar, with an estimated four billion cubic feet gtowing in mature forest stands along the coastline of British Columbia. is tagged as having ongoing availability.

Containing a preservative oil which makes it highly resistant to decay, the wood is rated fairly hard and stiff with a toughness and shock resistance not usually found in softwoods of its density. Readily workable, it does not splinter and glues well. Clark Robertson, Delta Cedar Products Ltd., Surrey, B.C., calls it "one ofthe most versatile species of wood obtainable in North America. "

The wood is gaining popularity for applications such as boats, marina and patio decking, stadiumseats, playground equipment, greenhouses and conservatories, framing, mouldings, flume stock, interior and exterior paneling and siding, furniture, cabinets and musical instruments.

Demand is growing for glulams laminated with Alaska yellow cedar for use in high moisture dreas such as swimming pool enclosures or roofs over water teservoirs. Credited with a strength only slightly less than Douglas fir or southern pine, these have been used mostly in the west. However, demand in the national market is growing steadily.

"Cedar glulams have the advantages of attractive appearance when left exposed and their natural water resistant properties make it unnecessary to specify chemically treated beams and timbers," said Tom Williamson, American Institute of Timber Construction.

Builders' Gonservation House

A resource conservation house is being built by the Research Center, a National Association of Home Builders subsidiary.

Products and systems that conserve natural resources including gray water recycling, water conserying fixtures, energy efficient design, enhanced durability, reduced maintenance and a kitchen with integrated recycling facilities will be used.

Abitibi Price, Armstrong World Industries, Highland American, LiteForm and Owens Coming Fiberglas are among companies participating. The Upper Madboro, Md., house isexpected to be completed in May.

futanl

Employes

Thc

TIME SAVER

SAVER

MONEY MAKER

"BAND.ADE''

Indlan Country, Inc., Alt?ort Boad Depooft, NY 13754 6O7-467-3tOf

Home Genter

Fourteen leaders from the home center industry buying/selling spectrum will participate in a discussion of buyer/ seller relationships at the opening general session of the 1992 National Home Center Show and Conference, March 8, McCormick Place East, Chicago.

Titled "Partnership Wars!" in reference to the mix of budding partnerships and alliances in a traditionally adversarial setting, the 8 a.m. interactive discussion will be moderated by Harvard Law School professor Arthur Miller.

Panelists are: retailers Carl Dill, president, Dill's Building Centers, Peekskill, N.Y.; Bruce Weitz, president, Grossman's Inc., Braintree, Ma.; Jim Inglis, The Home Depot, Atlanta, Ga.; Dwain Newman, president, National Home Center, Inc., Springdale, Ar., and Alec Beck, president, Stripling

Show Panelists

Blake Lumber Co., Austin, Tx.

Manufacturing panelists: John Punzenberger, national sales mgr., Rain Master, Bemis Mfg. Co., Sheboygan Falls, Wl.; GeorgeMacConnell,sr. v.p., Georgia-Pacific, Atlanta, Ga.; Ken Gates, v.p. sales & marketing, Lawrence Brothers, Inc., Sterling, Il.; Frank Feraco, pres. and c.o.o., Sterling Plumbing Group, Schaumburg, Il., and Sam A. Wing Jr., chairman and pres., Wing Industries, Dallas, Tx.

Distributors: Ronald A. Pink, pres., Distribution America, Des Plaines, Il., and Paul Hylbert, president and c.e.o., PrimeSource, Inc., Irvine, Ca.

Manufacturers' representatives: Connie Salios, pres., Kalty Salios Sales, Signal Hill, Ca., and Greg Houx, v.p. sales, United Samsco Associates, Garland, Tx.

Bureau Concedes To Politics

Faced with 20 or more roof covering bills including a ban on wood roofing and even fire retardant treated shakes and shingles, the Cedar Shake & Shingle Bureau says it will support reasonable California legislation regulating roof coverings.

Although reports following the October Berkeley/Oakland Hills fire in Northem Califomiablamed wood roofs, some professionals disagree. Ron Walker and Dave Tyree, National Forest Products Association, Cedar Shake

& Shingle Bureau safety consultants and National Institute of Standards & Technology and Steel Roofing Manufacturers Association representatives concluded it was not a wood roof fire and that the roof covering was insignificant to the survival of buildings. They described the fire as a wildland/ wildfi re/firestornVfire-tornado. Reaching 2,000 degrees Fahrenheit, the heat of the fire was said to be equal to the atom bomb that fell on Hiroshima. Japan, in World War II.

In Le,ca Than 2O Dtta'utea The ..BANI).ADE''

Thtna Thio. . .to. . .Thio

&ys wtmubtlon of fundlng, normally requlra a spafuI ffip to the |olndfflr.

lnte the donga ond work to bltwter to dumpter or buck. A la o mlnuta when unpcklng unlts, results ln thls omryt, erairly stord oohnble c,crurp, oltady etored ln a steel drum tor dispoul and sle.

"Btnd-Adc"-E o! to Bay-Cutly to b slfroat. THE

Sale Band Guttcr

Safety cutters from Elmo reduce the danger of injury due to the sudden snap or whiplash of the sharp ends of cut bands.

The cutters are equipped with shock

and selected soles aids

Instant Workstand

Stable, self-leveling, adjustable brackets from Tridex connect three legs to produce level work surfaces even on uneven ground.

Unlike sawhorse brackets, they provide substantial flexibility in sizing for

Back To Back

A new back-supporting work belt from Champion Ergonomics features a patented color indicator to provide a quick, easy method of determining if the belt is being worn properly.

Designed to help prevent lower back injuries, the belt offers quality control numbering (each belt is individually numbered so each employee uses only his assigned belt), one year limited warranty, rugged design, light weight and elastic binding to conform to body movements and eliminate ride up.

use on a variety of different projects.

After the size of the work surface desired is determined,2x4's are cut to size and assembled with the brackets.

Gustom Organization

A modular divider for space organization in the cargo areas of pickup trucks and vans has been introduced bv Martec Plastics.

absorbers that firmly grip both ends of the cut band while automatically absorbing tensile energy from the bands. Handles are engineered for ease of handling and lower cutting effort in any position, without needing a horizontal resting surface while cutting. Made from steel forgings, the cutting edges are hardened and tempered for toughness and durability.

One model cuts through l-114" x .035 bands. A second, for longer reach or greater leverage, cuts through I - l/4" x .050 bands used in the lumber and metal industries.

No-Slip Striking

Plumb's rough faced hammer with non-slip design makes nailing easier and prevents slipping or bending even

FREE READER SERVICE

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

Made of durable, weather resistant, lightweight polymers, Martector keeps cargo safe and secure, installs quickly and easily, comes custom sized for any size truck or van, and is modular, so dividers and partitions can be added or rearranged.

when the nail is not hit correctly.

Available are solid steel, fiberglass and lacquer-finished handle prernium hammers. The steel claw or ripping hammers come in 16,20 and 24-oz. models. Fiberglass handles are offered in 13, 16 or 2o-oz. versions with claw heads, 16 and 22-oz. with rip and bell rough face, and a 22-o2., 15" model with rip head and bell rough face. The clear lacquer-finish handle hammers are available in l6 and 20-oz. claw with octagonal rough face and a 16-oz. rip hammer with a bell rough face.

Bench Press

An 8" benchtop drill press featuring a powerful 1/4 hp induction motor and state-of-the-art value-added engineering has been introduced by Skil Corp.

also displays cumulative usage at the press of a button.

Water usage can be analyzed on a daily, weekly or monthly basis, up to 9,999 gallons. Activated as soon as water begins to flow, the device never has to be turned on or off.

Nail Pullers

Forged of high carbon steel, uniquely shaped nail pullers from Vaughan make it easy to extract deeply embedded nails.

Quarry-Look Wall Panels

Operating at five different speeds to meet most drilling needs, the tool has a handy storage area that holds 20 drill bits, adjustable locking depth stop and scale with improved user visibility, conveniently located chuck key holder, T-slots and recessed locations in the cast iron base for easy clamping and fastening, and l12" capacity chuckwith 2" spindle travel.

Its rugged 6-L12" x 6-112" cast iron table tilts up to 45 degrees for angle drilling. The drill press has T" chuckto-table and 10" chuck-to-base capacities.

Flow Chart

The WaterTracker personal water meter from Muir Products attaches to showerheads, faucets and hose bibs to give current and cumulative usage readmgs'

The specially hardened and tempered claws are ground flat to slip under a rail head with minimal damagetothe wood surface. The rocker head provides excellent leverage with the body contoured for safety and comfort.

Finished in a rust resistant. blue finish with polished claws, Bear Claw Pullers come in five sizes.

Slab ln A Box

The Nu-Pride cement finishing kit from Marshalltown Trowel Co. provides in one box nearly everything needed to prepare and finish a concrete slab.

Included are 14" x 4" concrete trowel, concrete edget, concrete groover, 5 -l 12" pointing trowel, 14" wood float, tips and techniques booklet, instructions and checklist of other tools and materials needed to complete the project.

Simulating the lookof quarried rock, the Quany Collection of vinyl-covered Durasan gypsum wall panels is now available from Gold Bond.

Offered are four stone-look colors: mica, limestone, claystone and blue qv rtz.

Panelsreportedly arehighly durable, with exceptional face and abrasion resistance. Ifan entire panel is destroyed for any reason, it can be replaced with matching stone pattern.

Available in ll2" regular and ll2" ot 5/8" Fire-Shield gypsum wallboard, each noncombustible panel measures 4'wide with standard height options of 8', 9'or l0'. Custom heights from 8'to 14'and widths of 24" or 30" can be special ordered.

Retooled with Fiberglass

Fiberglass handleslighter than steel, stronger than wood and impervious to weather changesare now available from Ames on an expanded selection of Stinger scoops, rakes, hoes, forks, cultivators and edgers.

Constructed of durable, water resistant materials, the device measures in l/lfth gallon increments so usage can be tracked while the water is running. It

Featured are human engineered "D" grips for greater comfort and strength, large steel collars that add strength to handle/socket connections, and extra long handles for greater leverage and easler use.

The line also includes new Stinger poly rakes made with TPO for superior break resistance at lower temperatures.

Self-Tllng Tle-Down

E-Z-Ty universal tie-down systems from Shell Mold & Engineering eliminates knots and bungee cords.

Its design makes it easy to cinch down and securc a rope without losing tension. Made of tough, lightweight composite materials, it wont scratch finishes, conode or rust.

The product comes in two sizes: 3ll2" in length to handle any cordage fi'om l/8" to 3/16" in diameter and 5-

Razor Sharp Sales

Blades and tools from American Line can now be merchandised in eyecatching display buckets with stand-up headers to attract impulse sales.

l/4" long to handle cordage from 3/16" to 3/8" in diameter,

The ReelThlng

An all new Hose King low profile Sidemount all-poly hose reel with convenient molded-in hose guide for

One display comes filled with 100 five-pack single edge blades. A second holds 100 multi-puryose mini-scrapers.

Net Wrap

Goodwrappers stretch netting, a completely self-contained disposable handwrapper, ready to use right out of the box, is now available from J.C. Pany & Sons Co.

The mesh allows loads to breathe, eliminating condensation build-up which could waterlog and damage outer packaging of products.

Unique hand brakes dissipate the friction heat that develops when the

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!

easy l80o use and 4-ft. leader hose with solid brass coupling is new from Ames Lawn & Garden Tools.

The reel holds up to 100 ft. of 5/8in. hose or 150 ft. of U2-in. hose and featurcs a stlong, durable basket; rugged, non-rusting all-poly construction, and injection molded flo-through water system with double "O" ring protection against leakage.

Multi-Location Management

Version 5.00 of Versyss' Materials Management System, Distributed Data Processing, has been introduced to meet the needs of medium to large multi-location operations.

DDP facilitates transfer of information between systems at multiple locations to maintain like data bases while the systems are running independently.

It works by "trapping" all sales and inventory changes that occur on a system during a day's processing. Changes are then transferred to a master location, consolidated and communicated to other sites.

It will support up to 99 locations.

FAX: 503-684-7906

1 -800-LJB-LMBR (552-5627)

In Oregon 503-620-5847 8858 S.W. Center Ct., Tigard, 0R97223

P.0. Box 23955, Tigard, 0regon 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) 684-7e06

Broker: Louie Buschbacher, Jock Voelzke, Jr., Ken Zyvoloski

Office Manager: Carla Renick

operator squeezes the core extensions for film tension.

with water.

It comes in pints, quarts and gallons in three sheens: clear gloss, clear semigloss and clear satin.

Whirligig Kits

Old fashioned whirligigs to decorate home or garden !u€ now available from Cherry Tree Toys.

Drywall Pouches

A new line of drywall pouches made from soft, durable and resilient [)upont Cordura nylon has been introduced by Coldblatt Tool Co.

Pouches feature a large belt loop and two nylon-stitched pockets for tools, nails or drywall screws. All stitching is rivet reinforced.

Interior Wood Topcoat

Polycrylic hotective Finish, a clear, water-based topcoat for any interior wood surface, is new fi'om Minwax.

The non-yellowing, low odor finish resists scratching and is easily cleaned

Kits come in 36 different designs and three different skill levels. The easiest is precut and predrilled, requiring only sandpaper and glue for assembly.

Also offered are frnished whirligigs and individual parts ofbrass and wood for those wishing to create their own design.

Make your ad work harder-use reprints of your ad or articles from Building Products Digest as part of your company's marketing program.

The low cost promotion pieces can be used as direct mail sales tools, trade show handouts, leave behind pieces, product announcements, for staff education, etc.

Call for quotes: (7141852-1990. Buildino -Produc:ts

Compost Qulckener

Nature's Best Compost Acti-Vator, an all natural, organic product specifically designed to speed up the chemical and bacterial action needed to decompose vegetable and animal matter, is new from Koos, Inc.

The product is added to bins, bags or piles of leaves, grass and shrub clippings, kitchen scraps, wood shavings, sawdust or other materials to induce faster composting action, providing fresh humus, which can be added to yard soil as a rich, natural fertilizer.

iumped 20%,"

After Hurricane Hugo devastated the facilities at Buck Lumber in Charleston, S.C., Eddie Buck looked to National Store Fixtures to furnish a heavyduty racking system for his new store.

NSF provided Buck Lumber with a lumber and building materials merchandising system that increased accessibility, added substantial storage space, and required fewer workers to maintain. Call National Store Fixtures today for a free, expert

consultation in:

r Pallet Rack

I Cantilever Systems

r Field Installations

r

r

r

Mr. Eddie Buck, President, Buck Lumber. Charleston, S.C.

Wat for Exc these iting Issues in Coming IUIonths

March: Kedwood . Deck "TieIn" Sales . Pricing for Proflt

April: Pressure Treated Wood . Nails, Screws & Connectors Yard

Efficiency

May: Computers & Electronics . Top lO Remodeling Products . Beating Your Competition

Pallet Handler

An intermediate duty electric straddle stacker, a low cost material handler for warehouses and distribution centers, is new from Multiton MIC Cory.

The Straddle Stacker features a steering handle head with two butterfly levers for forward and reverse movement. A separate lever conlrols lifting and lowering. It comes with either single mast for 63" lift or telescopic mast for lifts up to I 10". Maximum load capacity is 2,200 lbs. with a load center of 24".

It has a high pressule hydraulic pump with L5 kw motor. An overload valve protects the system. The drive unit is a 0.5 kw motor controlled by a contactor/resistance electrical system.

landscape design. It keeps mulching materials from sinking into the soil, preserving their beauty and slowing their decomposition.

Stlx Pack

Macco Liquid Nails panel and construction adhesive is now offered in a handy carrier.

June: Material Handling & Storage . Commodity

Lumber. Flandling Complaints

The 67" long stacker has a single, large 8" diameter steering wheel for maximum maneuverability. Loads are supported by a combination of two rear-mounted, 5" diameter casters and two load wheels mounted at the end of the straddle legs. Drive and hydraulic pump motors are powered by two l2V - 1000 Ah battelies. A built-in battery charger is standard.

Landscape Drape

Tree Scape pennanent weed banier from Eaton Brothers Corp. reportedly puts an end to weeding and trimming around uees, shrubs and posts.

The 36" skirt of heavy duty polyethylene film is peforated to fit perfectly and allow easy passage of air, water and nutrients. Yet it rcsists ulraviolet light and prevents weed growth.

It can be used alone or covered with decolative mulch to complement the

Stocked on the shell, the Stix Pak acts as a billboard to merchandise the flexible waterproof adhesive.

Insulation Central

An in-store fiberglass insulation selling center is now available from CertainTeed.

Designed as a wall-mounted or freestanding unit, the display contains everything retailers need to educate their customers about insulation. [t helps customers determine the exact amount of insulation required for their home, explains the major benefits of proper insulation, and instructs on con€ct installation.

Included are directions in large, easy-to-read type, a removable panel to customize messages, and an additional panel for take-home brochures.

Lavish Bathware

Two distinctive new bath accessory lines have been introduced by Franklin Brass Manufacturing Co.

The Tempra collection comes in solid brass with concealed mountings, in a choice of three finishes: polished brass, polished chrome and a combination of both.

Astra bathware is made of zinc die cast with concealed mountings, in polished brass, polished chrome, black and white finishes.

Collections include robe hook. brush and tumbler holder, soap dish,

paper holder, towel ring, 18" and24" towel bar sets and companion switch plates.

"ln" Doors

The Ultimate French door from Nicolai uniquely blends Old World romanticism with sleek, contemporary stylishness.

Each door is crafted of Douglas fir and contains l5 deep, beveled, l/4"thick glass panes set with polished brass dividers.

Fertilizer Fork

A new compost fork from Ames makes building a compost pile

easier, helping home gardeners to transform lawn and garden clippings into valuable fertilizer.

The fork's five tines are set close together for more efficient lifting and turning.

Other features: tempered steel ferrule, hardwood handle and extra long 36" power D-handle.

Grime Buster

Klean-Strip's new Driveway & Patio Cleaner cuts through grease and oil on concrete and asphalt surfaces.

The water-based product comes in quart and gallon containers.

Sidinq Nails-

o No Staining

. No Streaking

Highest quality nails for cedar, redwood and other fine wood materials.

r Slender shank and blunt diamond point . Diamond pattern head blends with wood texture. Small head diameter permits face nailing and blind nailing o Annular ring threads oreclude naal head popping and cupping of siding boards AlSl Grade 304 nickel/chromium alloy.

SWANEZE

Self-counter sinking bugle and trim heads Square drive recess eliminates driver bit cam-out Sharp point for quick penetration with minimal pressure o 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 intormation:

Bolivia: overlooked hardwood source

one of the most favorable manufacturing and export environments in the industrialized world. In the last decade, Bolivia has adopted the lowest tariffs in South America. established investment guarantees and given large export promotion grants which have enabled manufacturers to acquire state-of-the-art machinery and processes. The country has eliminated all export restrictions and non-tariff barriers and, because of its Most Favored Nation status with the U.S,, wood products from the country may be imported duty free.

on modern equipment and an exportoriented infrastructure that would generally only be equated with a fully developed country," he says. "Most importantly, they are manufacturing their products where the natural resources are at their back door and, therefore, can make them at less cost than anybody else."

With the current recession, American companies are hesitant to expand or construct large plants. "Companies that import have less capital tied down and are able to react quickly to the market," Andenon says.

Story at a Glance

Heavlly forested Bollvla has more than 90 commerclal hardwood specles...exports alded by absence of tarlffs, avallablllty of granta...mahogany a prlme specles.

Look for more Bolivian hardwood products to be introduced to the states. "We have to realize that some of the most impressive woodworking industries are blossoming in our backyard with access to viable new species of wood. It is a great opportunity that we have yet to take full advantage of," he says.

llfrrH ovER

28o,ooo square f f miles of forests, Bolivia has one of the largest hardwood reserves in the world. The South American country also has the hemisphere's lowest labor costs, averaging less than lOVo of those in the U.S., making high quality exports affordable.

Straddling the Andes Mountains and stretching well into the Amazon Basin, landlocked Bolivia is home to more than 90 species of potentially commercial wood. Most commonly available is mahogany (Swietenia macrophyllaJ. Prices on high grade mahogany are comparatively low and exports are unrestricted.

Lesser known Bolivian hardwoods have also been successfully used in the U.S. as substitutes for costlier oak, ash and walnut. Non-aromatic cedar, which resembles mahogany, is available in large quantities. Its grain and color have made it as sought after as mahogany.

The country has made a number of recent strides to affirm its position as

To further make Bolivia one of the world's most competitive sources of wood products, President George Bush in August l99l abolished Bolivia's remaining commercial debt to the U.S. Bush's action came as an encouragement and reward for Bolivia's excellent economic performance of the previous five years. Bolivia has been one of the only Latin American countries to continually repay its debt obligations while boasting the region's lowest inflation rates and constant economic growth.

Abolition of the debt lifts $350 million in obligations, freeing additional capital for the promotion of its export industries, especially in wood products.

European countries, however, have been the ones capitalizing on Bolivia's strides by importing a wide range of products, including interior and exterior doors, cabinet doors, fumiture, furniture parts and mouldings. Currently over TOVo of the wood products exported from Bolivia are shipped to manufacturers and distributors in Europe who have found they cannot produce for themselves like quality at like prices.

"Bolivia is truly a keg of untapped potential for American companies seeking to reduce costs without compromising quality and reliability," says Chris D. Anderson, Simex International, which represents in the U.S. major Bolivian wood products manufacturers.

'The country's manufacturers count

0UAtlTY control personnel inspect wood products at a plant in La Pu, Bolivia.

SIX-PAIIEL solid mahogany door is among the wide range of products exported from Bolivia to manufacturers and distributors in Europe.

Ways To Survive A Recession

Increased competition, a shortage of capital to borrow and additional government regulations make owning a profitable business tougher than ever.

Solutions to these challenges exist. By adjusting to the changes, your company can take advantage of available opportunities.

Most small businesses think they have to be large or have lots of money to market, but marketing is simply presenting your product or service to people who need and want it. You can determine where sales are coming from (walk-in customers. referrals or advertising) by analyzing records from the last three years. With this information, you can assemble a mailing list. Send out mailing pieces at least four times a year. Add to the list as you go.

Survivors in the 1990s will be the companies that know the magic of budgeting. Companies are learning to pay attention to where their money is going and cutting costs as necessary. One way to do this is by subcontracting services instead of

having employees on payroll. Although the hourly rate is higher, you pay only for the services you use. Try to renegotiate with suppliers, landlords, insurance companies and other vendors to reduce overhead.

The current credit crunch has hurt all businesses, especially smaller businesses. In order to cope with their own problems, many banks have called in existing loans or tightened credit requirements.

The Small Business Administration (SBA) is an often overlooked source of credit. Their loans are more available and affordable than other types offunding and can help a business to grow and profit. While most credit sources are shrinking, SBA loan availability is growing. lts funding which totaled $3.5 billion in 1990 is being increased to $3.6 billion this year.

Profitable companies at least two years old with collateral and a specific use for funds are eligible for SBA financing. Advantages include easier qualifying, more generous financial ratios and longer payback

periods than traditional bank loans. Term loans range from seven to 25 years, fully amortized, with no penalties or up front fees. Disadvantages for some companies include dealing with government red tape.

Working with a competent broker, you can qualify for an SBA loan within two days of submitting three years of company tax records and a personal financial statement. Brokers are usually experienced in working with both the SBA and banks and provide the service at no cost to the borrower.

By marketing your business, keeping costs in line and having sufficient capital, you can keep your company in shape to not only survive, but to be a top performer.

Jennifer Leathers, president, Money Source, provided the in/brmation in this article-editor.

Chain Bales Paper, Saves $

Builders Square plans to cut use of commercial dumpsters in half at its 145 stores by baling cardboard waste and selling it to recyclers. Estimated savings are in the millions of dollars.

NEWLITERATURE

Building Book Set

The first four volumes of the Carpenters & Builders Library (Toob, Steel Square, Joinery; Builders Math, Plans, Specifications; l,ayout, Foundation, Franing; Millwork, Power Tools, Painting) are $16.95 ea. fronr MacMillan Publishing Co., (212) 702-6760.

Cedar Source Books

The 4-p. "Western Red Cedar Products Use Guide" and 4-p. "Where to Buy Guide" are free from Western Red Cedar Lumber Association, (5O3) 224 -3930.

Landscaper's Script

Garden Design with Foliage : Ferns and Grasses, Vines and Ground Covers, Annuals and Perennials, Trees and Sftrubs is $ 17.95 from Storey Communications, (800) 827-8673.

FOR PROMPT SERVICE

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

Through The Roof

"Tips from the Top," a pocket-sized booklet on roof window installation, is free frorn Roto Frank of America, (800) 2430893.

Door Installation Video

The 20-min. video "Your Guide to PreHung Door Installation" is available to Georgia-Pacific door stocking dealers from G-P, (404) 52r-4746.

Gonstruction Connectors

An updated 64-p. "Corurectors for Wood Construction" catalog is free from Sitnpson Strong-Tie Co., (415) 562-7775.

Woodwork Finder

The Architectural Woodwork Institute 1992 Source Book is available from AWI. (703) 222-ttOO.

Canadian Dimension Lumber

A 65-p. Canadian Dimercion Lumber Data Book, revised to reflect new design values. is $6 frorn Canadian Wood Council, (800) s3l-3t22.

Cover Walls

The 128-p. softbound Decorating with Paint and Wallcoverings is $8.95 from Sunset Books, (8@) 227-7346, or in Ca., (8OO) 32t-O372.

Versatile Yellow Gedar

"Yellow Cedar: A Wood of Enduring Beauty," a 6-p. brochure on the wood's diverse uses, including structural decking, paneling, millwork and joinery, boat building, frarning and construction and outdoor and industrial uses, is free from Delta Cedar Products Ltd., (604) 58338 18.

Deck lt Out

A l2-p. catalog of lattice panels, trellises, wood shutters, outdoor furniture, pre-assembled rail sections, fencing and deck accessories in southern yellow pine, cedar and redwood is free from Burton Woodworks, (205) 281-0097.

Recycling Shop

"Starting a Business Recycling Program" and the factsheet "Recycle News" are free from Global Turnkey Systems, (20r) 445-5050.

Delivery Workshop

"How to Improve Your Delivery Operation," a four hour audio cassette workshop with illustrated workbook, is $275 from J.F. Benjamin & Co., (2Ol) 327 -627 2.

PROFESSIONAL TRADERS

with expertise and a good reputation in specialty lumber products are needed at Cascade Empire Corporation. Our growing company, with current annual sales of $145 million, wishes to double its size within the next five years. If you're interested in a future with a forward thinking company, please respond to Ray B. Haroldson, president, (800) 767-8371. All responses will be held in strictest confidence.

EXPERIENCED LUMBER TRADER

We are Hardwood and Sottwood loo and lumber wholesalers wilh offices in Cinada and the United States. We are seeking sincere, experienced lumber traders who have a view towards the long term. Work fiom your pan of the counfi or from our offices in the Toronto area,

This is an excellent opportunity with a well-established company.

We enjoy an outstanding linancial and marketing repulation.

For complete dehils, please phone or write Bob Wilson in stdct confidence.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480' Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th ofthe month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

WE BUY surplus, salvage, buy back, odd lot, & misc. building matetials and flooring. Call John Kern, (904) 384-0057 or FAX 904-384-6614, in Jacksonville. Fl.

WANTBD TO BUY

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

CALL

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

Phone: 615-E99-8203

Fax 615{9-4429

ESTATE SALE: Family owned lumber yard for 43 years. Downtown Wimberely, Texas. 3000 square feet business uea,8765 square foot shed area. Financing available. Gilcrease, (512) 392-5549. Write Box 170, Wimberely, Tx. 786',76.

AT A LOSS for words? Can't find the right card? "Dial a Poem" customized rhymes. Call Timmy the Poet, (213) 928-7808, or send personalized info to Ken Thim, 7507 Finevale Dr., Downey, Ca. 90240. Allow two weeks for completion. $20 payable on performance.

Tracking Gustomers Goes High Tech

Kmart Corp. announced it is the first nationwide mass merchandise retailer to install on a test basis the innovative technology called ShopperTrak.

ShopperTrak, developed by Datatec Industries, is a measuring and reporting technology to provide Kmart store management with minute-byminute customer traffic information. Operating without intervention by store personnel and with no interference in any way with store traffic, ShopperTrak's ceiling-mounted scanners track the number of customers entering and exiting the storc, with the capability to alert store management to the need for additional sales assistance in a specific department or that customers are approaching checkout lanes.

"Fast, efficient customer service is the primary reason Kmart is testing this new technology," said Joseph E.

800 ADA Compliance Hotline

A toll free hotline to provide information on compliance with the Americans with Disabilities Act is being serviced by the National Lumber and Building Material Dealers Association in cooperation with the Small Business Research and Education Council.

Dealers may call (8OO) 947-4646 from 9 a.m.-5 p.m. (eastern time) for information or referrals to ADA compliance specialists.

Depot Installation Services

Home Depot, which tested an installation service program at 22 stores including Orlando, Fl., and San Diego,

Antonini, Kmart president and ceo. "Our entirc renewal program is based on providing our customers with the service and price they want in attractive stores with efficient, friendly sales associates. This technology will tell us to send additional sales assistance whenever we detect a spocial need in any arca of the storc."

ShopperTrak provides traffic data on a terminal at the front of the storc for quick viewing and action by Kmart managers and other associates and is compatible with Kmart's state-of-theart in-store processing system (KIN il).

"Through ShopperTrak we will not only improve service in the store on a minute-by-minute basis, but we will also be able to compare customer count information with point-of-sale data," said David M. Carlson, senior vice president of Kmart's corporate in-

Ca., units, will expand the program in 1992.

Installation service will be added in a number of other markets this year with a companywide rollout tobecompleted within the next two to three years.

Home Depot Guts Lead Solder

To emphasize theban on lead solder in plumbing used for drinking water, Home Depot willstopselling the material in its plumbing departments.

"We're taking this extra precaution to further protect the public against the inadvertent use of lead solder and as a demonstration of our willingness to act as proactively and responsibly as pos-

formation systems. "This will allow us to do several things better-predict customer traffrc, schedule our sales associates, assess the value of specific in-storc advertising-all with the goal of improving customer service."

"Kmart is the first national discount chain to aggressively pursue implementation of this new technology and we look forward to bringing ShopperTrak to Kmart storcs across the counoy," said Christopher J. Carey, presi dent of Datatec Industries.

Kmart Corp. has more than 4,000 retail outlets in all 50 states in the United States, Puerto Rico and Canada. Cunently operating 2,342 Kmart stores, it's also the parent company of Builders Square, Pay Less Drug Stores, Waldenbooks, Pace Membership Warehouse and The Sports Authority.

sible," said Mark Eisen, Home Depot manager-environmental marketing.

Congress passed a law in 1986 banning the use of lead in drinking water supplies and labeling lead solders "not for use in drinking water plumbing." However, Home Depot research and the EPA Hardware Store Education Initiative found that accidental or purposeful misuse could still be a problem.

Call (714) 852-1990

For Special Needs in Treated Wood

Urgent delivery? Tough{o-find items? Sales promotion?

Pattern lumber? FDN, Wolmanizedo, Dricono, FRTW, TSO, KDAT? Reman? Wolmanized@ Extam, Dean Deck?

Routine orders too.

Tips For Working With Cypress

Cypress siding should be installed at a moisture content close to the climate of the area. To obtain this MC. store the lumber under cover, stickered and off the ground in a well ventilated area for a week to l0 days before installing. If boards get wet, they must be allowed o dry before installation. Siding must be applied only to dry construction material.

Patterns are usually installed vertically, but some may be installed horizontally. Bevel and Williamsburg patterns are traditionally placed horizontally. For interior use, most pattcms can be used in either direction,

Priming or prefinishing of all sides, ends and edges afbr siding reaches climatic balance and before it is installed will minimize joins opening or buckling because of shrinkage.

Vapor retarders with a pemr rating of 1.0 or less are requird on the warm side of exterior walls and on the ground in all crawl spaces or under concrete slabs. Water frorn the roof must not be allowed to run down side walls of a building with cypress siding and ground should be sloped away from the structure for a minimum of three feet.

Corrosion-resistant nails such as double hot dipped galvanized or stainless steel aro the best to use. Bluntpoint wood siding nails reduce splitting. Nails must go thnrugh the siding and sheathing and penetrate l-l/2" ino the stud.

Finishing should be done promptly if the siding has not been primed or pre-finished, following the recommendations of the finish manufacturer. Alkyd primer aud two acrylic op coats provide the most durable finish. Transparent and semi-transparcnt stains usually require frequent maintenarrce.

I]USTOM ORDTN,S

JUST ASK YOUR IryOODTOI,N DISTRIBUTOR

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lAccordion doors desisned for use where performance is importint for HOMES . OFFICES . CFIUR CHES . RESTAURAN?S .INDUSTRY

lCustom-sized room dividers shipwithin a two week production cycle from the factory

lAccordion doors custom sized to your customer requirements

Custom orders rnean profitable return on inuestmentno inuentory!

CO.. V.ldod. GA

DYIG INDUSTRIEs. N.r, OiaB. LA

ATIXN I{lllWon( NC., Shdryi, lA

IAFAYITTE WOoD WORXS' lNC., l,hFtb, Ll

N)DISON COnP,. &d@n. Ms

ADDISON COnP., nddsh, NC

I|ASSINGEnWHOLESALE CO., lNC., Morc, llC

lluTTlG SASH & DOOR CO., Ol&iod CV, OK

ADDTSON CfrP.. GEMtr.. SC

DltG INIXTSInIES, M.niold., TN

ADDISON CORP.. N.dNtlle. TN

XNOrfllI.lX DOOR & MIIWORK rsd!'ile, TT{

DAIJAS Wl|ol.ESALE Dalar, TX

HUTTTG SASH & DOOR CO., Fnd.d.lshry, vA

RANDOIIIIBUNDY, lNC., I,brblc VA

OUTSTANDING support of retail hardware industry programs merited National Retail Hardware Association award for Hardware Wholesalers. Inc. (Left to right) Don Wolf, HWI pres.; Hal Marsolais, NRHA managing director; Mike McClelland, HWI executive v.p.

Get Ready For The Up-Swlng

llow do you scll millwork in the nridst of a rccession? "Whcn thc going gcts tough. thc tough gct going." itnswcrs l:ric lr. (ilass. president, Thc l'ancy ('orp., a stair parts ntanulircturcr. " | )on't panic. "

Thc following nrc his rccommcndations for nraking it through thc downturn.

o Incrcnsc cuslomcr scrviccs.

o Incrcusc producl and snles lrnining.

o Incrcasc nrarkcting sales clTorts.

o Look lor new products.

o Stand firm on gross margins.

o Maintain invcntory levels.

o ('ontinue to scll an updated product.

o Watch controllable costs. llc aggressive.

o l)on't panic.

G-P Forest Management Plan

Georgia-Pacific Corp., one of the world's largest forest products companies, announced it has developed new forest management guidelines that protect wildlife, water and soil quality, and address other ecological and aesthetic concerns as well as the sustainability of harvest yields.

"Company foresters have developed a plan that in most cases goes beyond state guidelines or voluntary management practices. Our plan takes the initiative in improving forestry practices and protecting the environment," said Walter Jarck, corporate directorforestry resources.

Georgia-Pacific is the largest private timber land owner in the United States. The new guidelines are specific to conditions in each of its western, eastem and mid-continent divisions.

Home lmprovement

(Continued .lrom page 2 3 ) mean that housing market activity will continue to have a positive impact.

For the professional segment of the market, 1992 sales are estimated at $38.3 billion. Growth rates for this segment are expected to exceed the consumer sector. averaging an annual growth rate of 6.8Vo between 19931996.

Income growth of 2.3%o over the next five years will stimulate growth

in the professional sector as consumcrs hirc prof'essionals to handle major structural projects for existing homes as well as a variety of repair and maintenance projects. Income growth combined with the existing home salcs growth will stimulate the profcssional market in 1992 and beyond.

HClActive ln New Show

The Home Center Institute will take an active role in developing educational seminars for the first National Building Products Exposition and Conference, Aug. 14-17 at the Chicago Hyatt Exhibition Center.

Larry P. Kunz, president and c.o.o., Payless Cashways, has agreed to give the keynote address at the show which will be held in conjunction with the Aug. l6-19 Hardware Industry Week and the National Hardware Show. Weyerhaeuser, Abitibi Price, Tilecera and Alcoa Building Products have booked booth space, according to general manager Pat Dolson. Because of a renovation underway at the Rosemont Convention Center, the location has been changed. It will now be closer to the McCormick Place Complex used by the National Hardware Show.

Wood Retailers Morc Optimistic

Almost 68% of the dealers in a nationwide survey are more optimistic about 1992 than they were about 1991 with 5OVo expecting the dollar volume of their wood product sales to climb.

Only 29% of the retailers surveyed in 1990 were optimistic about 1991 with only 20% expecting better sales. Their expectations were met with 5l % of the retailers contacted reporting 1991 wood products sales lower than those of 1990. Only 35% had an increase.

In the west, 41 % had improved l99l sales, according to Random Lengths, Eugene, Or., which conducts the annual survey.

Sonlhcm Agocla0on Ncws

((;otrtittuctl |rcm pagc l9)

Hamer Co., Kcnova, W.V., and Cleorge Barrett, Weekly Hardwood Review, Charlotte, N.C.

President Bonnie Hoover, Neff Lumber Mills, Broadway, Va., will preside Saturday tnorning with panelists from the hardwood flooring industry, kitchen cabinet manufacturers and wholesale yards participating in a question and answer session. Offi cers and board members will be elected.

President's dinner speaker Dr. James A. Tompkins will discuss "Winning Manufacturing."

The association is sponsoring a furniture design competition for students at the Kendall School of Art and Design, Grand Rapids, Mi. Awards will be presented at the International Woodworking Fair in Atlanta, Ga., Aug.22-25.

How To Survive Hard Times

o Do the same work for more profit

o Decrease fixed costs

o Avoid bad credit risks

o Stay on top of receivables

o Reduce overhead

. Manage direct costs

o Keep a positive mental attitude