Building Products Digest - February 1994

Coming in April in Building Products Digest TOP

orners demand

tiead wood for asafer environmm

Join the Cox team and provide the most respected products in:

. Dried after treatment \ilolmanized@ wood that insures maximum chemical fixation

. \Wolmanized@ Extra"' weather resistant lumber

o Outdoor@ wood with built-in water reoellent

o DuraPine@ premium decking

o Edgefield pl2nftrir premium decking

o a a a

o Shore'u wood

o Island@ furniture

o Dricon@ FRf wood

. Signode@ strapping

o Laminated beams

o Timbers, poles & posts

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Five plants to serve you better Complete remanufacturing facility On-time and quick delivery TSO - .25, .40,.60, .90, 2.50

Field service representatives for personal attention to your needs

Promotional support-brochures, POP. deck clinics

o Product and sales training seminars

15 Fruetroting rcd. trye wtd offioiol horuect ,pgulations

Lumber Co. offtcial revicws concenrs of industry

17 St art cuppb, ttot fumond, eonttolr cott of buyirg

Sf'PA's Lird.berg erplnins why lumber prines h,eep rising

Cotphnas-funtuscee buying shout dratoe big cruDd

7994 association offtaers installed during busincse sessions

.Lnalyet compnes tuto'biggiec" in Grzen$orc, N.C.

78 Colonfur

19 Soatlrrlrn Asm. Netoo

22 Penonlc

24 NewMtrctc

U Neu Literturc

36 Clostificd

8tt Obitaorbc

3Il AdIt de

PUBLBIIER thyt Cubr EDfiOR .ll.nlb L0v!01 fssoclflt EilfOn Dr,6lGot

OOlllRlBultO EofTOnS D|tn qrnrr G{o Hc&nry, vtdt Lydt ARToIRECTOR [aihEmory STAFFAFII9T Pfndl.'dor CncUL lptl Inct $fr

U.S.:o2s.omyeacfill.lroyear; 055{lreeyests. Fo|llnomyearpsydblnsdva|rhU.S,fud*adElStCJd.qIo@lo,oltlcorl5. Atnbrb svallablo. SlEl€ c0pl€e33i bad( bsD3^9.50 rten ayal$le, pfu shpphg CHlllGE OF IDoRESS So.d ..hrs ldbol tom rsr bet I pod, t|r trr. rd + ooo. AIDf,O PRODITfiSDIGESTbp'nhhdtnodfftallSll0CmFr0?.,$..1C0, lhrgodBrc[,C..fib60,010t6i]t$0,byqiderRa|ltfiOlrE ltbJ|llbpddt.a|dFffirbfi lghlthd€deatddstDttbnler€bdlhelrDorandhomecenbrmaftobhlSsoLirsndah" C$tnflOt90SUyculhrRattngfE com.rd€rftcoim.r.ftprac5d musl not be r+rcdred In any mamor wlltrut wtlton potr&sbn. All Rlglls Resaved EuE|! PEdrA olgd uqmos m l$|ly for iub|bb tmbbd b L

KDAT"# DEANX

For pressurefieded wood trds ki|n dded after [eatnen[ call Dean Lumber Co.

The gente conditoning of our $@m dry kilns yields exceplional Fodncb sudl as Dean Dedq Ddoono fre rfrdant beded wood, Outdoorc wood, Wolmanizedc Efra" lumber, and feated specialties.

Phoro by Yeaen Rd fu Lurtcr Arrn.

EDITORIAL

DAVID CUTLER publisher

They're at it again

The fact that most environmentalists are less than candid and tmthful in making their arguments is hardly news. But a story in the Janury issue of Organic Gardening is a particularly shrill and shameful example. It is journalisn approaching its worsl

In an article titled "Treated Wood, Yes It's Still Toxic," the authors disparage opposing views as coming ffom "our cowboy 'feseafchels,"' when referring to studies done in Texas. Other absurd statements aboun4 betraying the ignoranoe of the authors. One remarkable exanple: "How nice that the parasites who make this poison supply free plans for the making of this (playground) equipment thus ensuring that your children get lots ofarsenic as they grow and develop."

While their hysterical assertions are not cdrect" their 757,000 readers ae bound to wonder if treated wood really is harmful. If you've been asked or think you might be asked by cusomen about Oe safety of treat€d woo4 use the rr,aterials your supplier can provide 0o answer them. Compiled by treaters, chemical companies and the Anerican Wood Preservers Institu0e these are factual and

trustworthy. It is imponmt that these enviro lies and distortions do not go uncballenged.

T\e Organic Gardening authors cmveniently skim over the differene between hazadous CfA liquid preservative and CCA trcated wood tbat is emphatically not hazardous. They either don't lnow or don't want !o lmow 6at ars€nic is a mtural element fomd uniriersally, no doubt in lbeir own organic gardens.

While the publication piously pdnts to'scien- tifid'studies their view, 6ey ryarent- ly are innocent of the fact that the three major cbemical cmpanies have yean of rcpuAbb, peerreviewod researci that proves beyond a shadow of a doubt that CCA tr€ated wood simply is not hazardOus O people, planB Or animalg. C_roveroment investigations into tbe safety of CCA ueated wod have never, to our lmowledge, formd any meaningful tbrea to rhe public.

We've all beeir down this road befqe. Timber people have endured yean of this t)"e of scurrilous anack. The snvircnmsaralisB' racdcs ar€ all too familiar.

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Get certified in cedar sales

lN TODAY'S extrernely cmpetitive &etail building producs environment, sales people with superior poduct knowledge have an extra advantage in selling and serving the customer.

Whether the customer is a large contractor purchasing for a tract, a small custom builder or a home handyman, he feels more oomforable dealing with a person who really knows the products he is selling. With a specialty product such as cedar, expertise is a musL

To help retailers acquire the necessary knowledge, the Western Red Cedar Lunber Association has introduced a new cedar certilication education and training program for dealers and their sales staffs. The free training is targeted specifically o the needs of the retailer and covers all aspects of cedr ftm grades and uses to product range, specification and finishing. Environmental concerns are covered with reforestation information and facs about ceda's role as a natural building material and renewable resource.

Course material includes a new WRCLA publication, Guide to Selling Cedar. A convenient quick reference guide, it contains a selection of WRCLA literaEre containing information about cedar's properties, grades, spocification and installation.

"This new program is part of ou on-going service !o dealers who are stocking and selling orrr member's products," says WRCLA's Ken McClelland" '\Ve re a service aganization and it's our job to pnovide information and marketing support. We want dealers !o lnow they can count on the WRCLA for up-to-date and accurate infornation about western red cedar as well as help in sourcing

any products tbey need for special otrd€f,s."

McClelland, who likens the progrm tro a ftee and informal codar college, says graduates will receive special Cedar Certification certificarcs and T-shirts. Stqes will be awarded attractive signs that announce their Certified Cedar Dealer status. Brightly colored banners, posters, statem€nt surffers and advertising rtwork are available to help a dealer publicize the ertifi cation.

Area managers Arnie Nebelsick

Story at a Glance

How rctall sales people can become certlfled cedar sale. men ... assoclatlon prcglam awards certlficate & speclal recognltlon free tralnlng through rcglonal offlces.

and Tony Bonura will conduct the new training classes as part of the WRCLA's Super Cedr Service. This program provides answers to cedar questions, trrang€xr seminrs and lectures, distributes cedtr literanre and helps customers source cedar products.

Bonura r€ports a positive respoose from dealen. 'Because there re so marty prducts out tbere, dealers really appreciate a targeted and omprehensive information program available without charge in their stores. When you sell edr yotr a€ selling a unique product witb many special properties such as stability and &r& bility, so it's imponant for a d€aler ro be able to pass tbat information along to tbe custom€r."

More information on certified cedar training is available from regional oficec-. (708) 369-2828 or (516) 643-9723'-<,r WRCIA (604) 6A426 - Editor.

BECOIE an sxpori m allwedsn rod codd apdicatbm hduding decls (top photo), bevel siding (center) and wavy-edged knotly grade lgyql. qidlng. (lower photo) by.enrclling in lhe WRCLA Ceda Ceilificalion training prognm.

l?O PROBLEM! There will be lll plenty of cedar available this! vear. That's the word from the Wistern Red Cedar Lumber Association.

They promise cedar products will be in good supply fm the coning year with member mills estimating 1994 shipments will be in excess of 800 million board feet measue.

The association doesn't talk about price, but executive director Ken McClelland guarantees menber mills will have a wide range of products available. His 18 members typically manufacture exterior siding, interior paneling, patio decking, trim boards, fascia, fencing and other products from rough boards to garden lumber, kiln dried and green.

Al Ryland, Canton Lumber Co., Greenville, Tn., prcdicts a resurgence in cedr use since its price is hovering below that of last year while treated southern pine prices climb higber. "I expect cedar prices to be morc stable than last year with no anticipated shortage," he said.

In the middle of January, Ryland was quoting standard and beuer cedaf decking at $550 per thousand, kiln dried paneling at $1200 per thousand and dry bevel siding at $650 per thousand.

"In many respects 1993 was a tough year," McClelland explained. "But with housing starts on the rise and the economic rocovery gaining a firmer foothol4 the indusry is looking to the coming year with a renewed sense of optimism, a stable supply

Who makes what decking products

Gedar supplylooking good

picture and a good selection of products."

Enterprise Lumber is one WRCLA member adding new products to its line. The Adington, Wa-, company is expanding planing and resawing capabilities to produce a wider range of siding and decking products. "We're increasing our flexibility to respond to the customer's demands," explains company president Herb York.

Canfor is another company adding new products to meet customef demand. Cedar sales manager Brad Ivens says, "We're expanding our products mix to meet the specific demands of the markelplace and will be looking at new items as well." They are adding finish items as well as 2x4 artld 2x6 decking products and expect to increase 199$ shipments by 25 million board feet to the 100 million board fmt range.

MacMillan Bloedel, Interfor and Weldwood also plan to main[ain or increase cedar shipnents in the coming year. "We expect current volumes to be maintained and the overall supply situation to be less volatile," cornments Bob Thompson, MacMil-

lan Bloedel cedar distribution manager, who estimates 1994 shipments in the 250 million board foot range.

Story at a Glance

Ample cedar expected at good prices current price quotations below this tlme last year ... at least one wholesaler sees a nesurgence in use as treated southern pine prices climb.

Thompson maintains cedar supply moved downwards a few years ago in advance of the rest of the softwood industry, but is in a pretty stable position for the foreseeable future. He sees several trends developing, including a tendency for customers to regard cedan not as a corunodity, but as a specialty building product with unique properties and uses, and look to long tenn supplier alignments.

More than 50Vo of the industry's coastal cedar comes from British Columbia, Canada, where western red cedar is the official tree because of its commercial, cultural and historical importance. Western red cedr coming into the U.S. from Canada is subject to countervailing duties against alleged goveflrment subsidies.

Since May 1992, a 6.517o cash deposit has been collected on Canadian softwood lumber entering the U.S. Although it is not collected, duty is sr;tatll.SVo. tn early Janury a bi-national trade panel asked the U.S. Department of Commerce to overturn this decision. The U.S. agreed to drop subsidy rates on stumpage and B.C. log export resfictions to "zeto ad valorem," but the 6.5l%o bonding is still in effect. The Coalition for Fair Lumber Imports has requested an appeal before the February deadline.

McClelland is based at WRCLA headquarters in Vancouver, B.C. Two field offices operate in the U.S.

tn Radlus ErlgcDccldnS

What fence contractors want from dealers

I\I'ATURALLY, the retailer's price

Il is a big concern among fence contractors because they must be able to submit competitive bids to earn projects and still make a profit. But, just like the lumber yard, the contractor has to offer more than just the lowest price to stay in business.

And contracton who specialize in wood fences were not shy in revealing what lumber yards and home centers could do to eam their business.

A major complaint is the quality of wood offered. "During the winter months, you get some wood that looks like it's been sining on a rail car for a while," said redwood and cedar Contractor A.

"Overall, my suppliers are consistent " he added. "They offer a construction heart that's pretty decent, but you have to pick through the wood to find it. I'd like to just ake a load and forklift it right on tle truck, but I did that once and had to take three-quarters of it back."

"I only buy prime wood, A-l prime tight knot. I don't want any knots coming out of it or anything," said Contractor B. 'And with Home Depot, Home Base, you can forget about that. They've got good stuff, but you have to dig through giant piles to get to it. I'd pay a liule more

if they could sepra.e ir"

Bad quality combined with worse service lost one retailer this contractor's busines fmever. He explaine( "I got a lift from one company and half of it was rotten and they wouldn't take it back I won't buy posts from them anymore."

For Contractor C, excellent service isn't necessry but dependability is an absolute musL 'They all deliver, but if they qm't ftmage it in the time we need it, why bother?'she said.

"We used to go to places like Builders Square, but we just didn't get the service," Contractor D recalled. "Plus, it's another middle man and they've got to make their profit, too."

Like many of the other larger fence contractors, he's now buying his wood products mill direct. 'nVe buy

Story at a Glance Quality and convenience top priorities in serving fence contractors ... working with

contractors ... many now buying direct from mills.

right " he said. "lVe're basically just paying the local lunber and plywood cmpany for housing it. We tell tb€m what grade we want, forecast the quantity for the next number of mon0s, and buy by the truck and trailer lmds, mill dir€cL"

"We buy retail only if we bave to, only if somebody wants some real oddball surff," added Contracta C. Contracta D likes his lumber sup plier because he can do for him wbat o$ers can't. 'We buy construction common #l redwood and two faced #l cedar boag specially made for us. We're the only ones I lnow that are able to Fovide it- It costs us a littb more but it's worth it to be able to install a fence that looks good from both sides."

Plus, said D, the yrd 'is a familyowned operation, and they senrice us real well."

Still, business from many other fence contradon is there for tbe taking. Contractor A explained: 'I'd like a new place to buy, someplace where I can buy wholesale in greater quantity. But I haven't found that place yet. I wonder if such a place exists."

Added C: *We're lopl !o whoeier has the best price and the best product."

right) Dog Ear, Gothic and Frenci Gothic.

A RCHITECTURAL styles may 4lhave changed over the years, but the perception of cypress as a beautiful" durable, versatile wood mequaled for i0s aesthetic appeal and practicality continues.

Retailers who sell cyprcss classify the market as small - strictly a specialty market. Although the cypress manufacturers are working hard to make their Products more readilY accessible, lumber buyers all agree they have problems with availability.

Story at a Glance

Gypress has timeless aPPeal ... small, specialized market not easy to get siding most popular product price in $5(X) to $1500 range.

"It's not easy to get," said Matt Hodges, one of thfee owners at Hodges Brothers Lumber, Fort Walton Beach, Fl. A commodities buyer at a South Carolina building center blames the limited supply on environmental pressures, pointing out that cypress grows only in areas classified as wet lands.

Kiln dried cyprcss is reportedly the hardest to find, possibly because the wood is difficult to dry. Hodges compues the drying process for cypress to that of drying oak or PoPlar. If clpress is improperly dried, problems develop. Cypress that is overdried tends to crack while that which is only partially dried will have problems when a finish is aPPlied. Propoly dried cypress has little tendency to warp, twist or cup and takes a finish beautifully.

Because cypress has a natural preservative oil known as "cypressene," its heartwood has a natural resistance to insects and decaY. Cypress has few knots. Because it has high tolerance of the elements, it has developed the reputation of being the ideal product to use in coastal areas.

Cypress buyers are usuallY homeowners or builders familiar with the wood's attributes or architects who piefer it over cedar for its aesthetic qgalities, Hodges Points out. His company sells mostly siding with some fencing and fim, Plus timbers and dimension for ornarnental structures such as gazebos. Liule cypress

Gypress market is small but loyal

is currently sold for decks.

Because the market is small and the availability dicey, most retailers do little to develop cypress sales. Most cypress is purchased by builders with do-it-yourselfers buying only a small percentage of the total for home projects.

Kiln dried cypress is presently selling in the $500 to $1500 range Per thousand board feet. Hodges estimated $850 for a thousand board feet of average common #2 kiln dried. Another buyer said #2 would run between $500 and $8CI per thousand

board feet with select ranging between $1200 and $1500, adding, "Customers always bitch about the price."

Siding is the most commonly manufactured cypress product. A 1992 Building Products Digest survey of manufacturers showed 4lVo producing siding; 18.67Vo, interior planks or paneling; 12.33Vo, millwork, and 9.33Vo, fencing. Other Production included rough grade, 12.337o, and miscellaneous products such as trim boards, ceiling beams, furniture and greenhouses, 6.33Vo.

Gypress Selling

O Drnable with longevity

O Superb workabitty

O Easily installed

O Readily finished

O Has few problems with knots

O Heartwood bas insect and decaY resistance

O High resistance to elements

Points

O Requires lisle upkeep

O Accepts all surface heahrents

O Has natural look with clear finish

O Has character

O Available in many siding patterns

O Random lengths of 6 to 16 ft. and widths of 4 to 12 inches require fewer cuts and fewer joints.

@..;t.t9P:t SIDING b lhe most popular cyprcss produci. ll is durable and takes a finish well.

Get wallboard sales climbing

I|OW do you increase sales of a Ilcommodity item like gypsum wallboard without slashing your prices - and your profits? The answer is to know who's buying it and why.

According to usG, the largest sup plier of gypsum wallboard in the U.S., the vast majority of the product is sold to professionals. "The assumption of places like Home Depot and Builders Square is 9O% of the people who come through the door are d-iyers. But9OVo of yourboard sales go to the other l07o - the builder, remod-

Story at a Glance

Keys to increasing wallboad sales become familiar with advantage of brand narp ... value-added products cross-sellin g opportunities.

eling contractor and commercial customer," says USG's Jerry Krykash.

They buy from the dealer that makes it easiest for them, with contractor-oriented services, like eady morning hours and a separate entrance and register in the back

In selling to dG,it-yourselfers, sales personnel should know the various types of wallboard and be able to suggest the best product for the job. Used on nost interior walls and ceilings, panels come 4x8 or larger and don't lend themselves to flashy displays. 'Most wallboard products are pretty standard and are typically stacked in lifts of 50 high or highetr," explains Chris Beyer, GeorgiaPacific. "But there re opporurnities for retailers in upselling, emphasizing the added value of more sophisticated products."

Water-resistant wallboard, also known as tile backer, features surfac-

ing paper that has been treated with special chemicals and asphalt combined in tbe gypsum oore !o add moisture protection. It is used as the base for the adhesive aplication of ceramic, metal or plastic tile in bathrooms, kitchens and other high moisture areas.

Fire-rated wallbmr( G Type ,.X' boar4 nas a specially fumulated gyp. sum core with additives to give it geater fire resistance. It is designed for interior walls and ceilings where building codes demand a higher fire rating. Whereas regular wallboard may be 1/2" thick, a 5lB" thick firerated board will also be stronger and mue sound deadening.

Larger sizes can often save the installen time and money. Temple-Inland now offers a tapered-edge gypsum wallboard manufactured a full 6" wider than raditional 48" wallboard for hanging 8-lD' or 9'walls.

"Stretch 54" produces a single joint, where horizontally installed 48" wallboard would leave a gap, meaning more labor and material to finish the job. Because they're installed with fewer seans, walls are smoother and stronger.

Louisiana-Pacific recently introduced a new wallboard panel not longer but stronger. White the primary strength of conventional wallboard cqnes from the sheets of paper which encase the gypsum, FiberBond has internal strength since it is made by mixing gypsum with wood fiber from wastepaper. The wastepaper makes up abou 307o of each panel, reportedly increasing its strength, ease of installa-

tion, thermal and sound insulation and nail holding abilry.

Dealers can alsr sell the advantage of a recognizable brand narne. "The name and reputation of the manufacturer can be reassrrances !o tbe customer," says Beyer. 'Service and consistent quality are also definitely i.urporlanL"

USG projeca itself as the preferred b'rand of the p'rofessional. "D-i-yen get a good feeling from using wbat the pros us€," said Kqkash.

The wallbord sale also lends itself 0o add-on sales, like joint oomporm( tape, nails, safety razors, utility knife, spackling lnife and bread pan, even if the display/stocking area doesn't. "There are a lot of opportunities to cross-sell," Beyer says. 'A department could be configurod with a sign noting, 'Fon instrllation iterns" look af aisle number such-and-such. "'

Tbere are also take-one brocbures and continuous-run loop videos on insrrlling gypsum board that dealers can have m hand for do-it-yourselfer customefs.

Don't just stocl wallhrd. &r, iL

BACK UP: Tile backer is installed by Industrv Education Allianco studont Fled Admy in showsr'aea l-le rc om of 30 gudents from acrcos tH country to comdde h€ 2CFk builder training program sponiored by the National Associalion of Home Builders.' All qraduates are olac,ed in irbs in the residenthlhome building iridustry.

Paint your way to profits

flOOD merchandising is the key to successful sales and lfprofitability - especially wiih coatings, paints and stains.

The following tips were developed by paint retailers who record high sales figures and Jim Mead, director of presentation, Saxon Paints.

O Know your customers and the types of painting projecs they do. The more you lnow about what a customef is doing, whether he is a d-iyer or a professional, the easier it is for you to suggest the products he'll need to do a good job. When you show an interest in a customer, you cultivate a greater sense of loyalty to you as a supplier.

O Provide superior customer service. Second only to value, service is a customer's primary reason for choosing a store. Your customers want to come into the store, get everything they need and be ready to complete the job without problems. Make it fast, easy, corvenient and enjoyable for them by providing all the help they need. Drive home

this issue of customer service with employees as well. Teach them that helping a customer is more important than stocking shelves, pricing merchandise, cleaning up the store or anything else.

O Offer price point presentations. When customers s€e sale items, they're generally inspired to buy more of those producB at one time in order to save over tbe long run. So, if you have a paint that seUs fm $3.25 a can and you offer two for $5.99, you're likely to sell twice or even four times as much to each customer during his one visit to the store. This kind of pricing helps you make the most of every sale.

O Develop merchandising areas that enhance products and highlight store specialties. A Parching Center or Outdoor Painting Headquarters and other featured sections within the store encourage customers to buy more combinations of items and rnay even introduce

tiem to a product they didn't think of buying until they saw it. Having specialized layouts tells your customers you arc an expert in those areas.

O Packaging attracts and creates a need in the customer. Look for and carry coating, paint, stain and painting accessory products that have both eye-catching and informative packaging. Labels should be easy to read.

O Present paint products to customers in more than one location. If you display all paint sundries together, a customer will only go into that section if he knows he needs these products. By placing painter's tape, drop cloths, ladders, rollers, trays and similar products with the paints, you are able to establish a new need for the customer or remind him of an existing need and create additional sales.

O Display products of like quality together. If a contractor is looking for the highest quality paints,

chances are good that he'll also want the highest quality brushes and sundries. By presenting all of these itens in one location, you give him the opportunity to buy up on all products.

O Keep displays neat and orderly. Displays and shelves must be filled. Paint chips and color char8 should be easily available in an anractive holder. This makes shopping easier for customers and creates a higher quality image for your store. Hang products on peg hooks instead of stacking tbem on shelves or throwing them into a bin. Choose spring-loaded displays that will automatically push the next product forward.

Story at a Glance

Merchandising tips that can improve sales of coatings, paints and stains effective packaging ... product placement ... customer service suggestions to help a retailer increase profitability.

O Set up vigneces combining a painted surface with coordinating wallpaper and accessories to give customers an incentive to purchase paints. Although it is convenient to put these on top of gondolas, they are more effective at eye level. Home decorating magazines can offer ideas.

PRICE can be an important hc{or in a custome/s cttoice of paint. Calling his attenlion to an adverlis€d ot spchl pdce helps.

lnflate your sales of pneumatic tools & fasteners

TFOOLS and fasteners are among a I retailer's high margin items, among which pneumatic tools can pump up the highest margins. And if merchandised properly, pneumatic nailers, staplers and fasteners offer six to eight inventory turns a year.

These tools are used by contractors, remodelers and builders for a variety of home construction jobs, including framing, laying flooring, building decks and installing drywall, paneling, trim and moulding.

The key to proper merchandising of these professional products is remembering who buys them. Since most dealers cater to both contractors and do-it-yourself homeowners, and many products sell to both markets, retailers tend to merchandise them

Story at a Glance

Watch pneumatic tool and fastener sales soar with proper merchandising ... tips on best usE of displays, promotions.

without any distinction. But pneumatic nailers and staplers, and the nails and staples they drive, are seldom bought by homeowners. The second key point to remember is that the real money is not in the nailer or stapler, but in the nails and staples. During its lifetime, a $500 tool may drive $10,000 worth of fasteners.

Here are some tips on how to sell more tools and fasteners:

(1) Product displays should ideally be close to tbe contractors' counter, not necessarily in the front of the store. Most contractors seldom go o the front area. To make the products visible to them, the display should be located wherever contractors visit most often. Displays are usually available at no cost from the manufacturers if the retailer orders a certain amount. Duo-Fast Corp., for example, has a complete "Profit Center" !o help retailers effectively merchandise is products.

(2) Merchandising can take rhe form of cross promotion witb other products, such as "purchase so many windows or so much lumber and get a framing nailer or air compressor free." Or give a discount on the tool if they purchase a certain volume of fastenen. This last promotion is very effective in keeping the contractor from going to another retailer for nails and staples after he has bought the tool. Assuming a $500 tool will drive $10,000 worth of fasteners, no retailer can

Drill

C-aulking grn

. Sander

Chisel

. Stapler

Nailer .l{nmm€f

Impacl wrench

. Rarchetnnench

Tire chucl

. Grease gun

Blow gun

Sand blast gun Tank

. Compressor

Spray gun kit

to lose the repeat business in fasteners. So offering couponing or a "frequent buyer program" on fastenen is advisable.

(3) Most pnerrmalic nailers and staplers accept only certain types of fasteners, and a cbart that explains tbe courpuibility of tools and fasteners is essential. In most cases, Oe tool manufacturers will provide such a cbarr

(4) These poducts are ideally promoted by the retailer at "sawdust ptrties" or a contractors' open house. Again, remember ihe distinction between these professional products and your store's consumer p'rodncts.

(5) Finally, employee training is a necessity. Most pneumatic nailers and staplers are designed fu specific tasks, unlike a drill or a power saw. A framing nailer and a finishing naikr arc two very dilferent lools" and one will not do tbe other's job. Therefore, employees must be faniliar with the function of the tools and what types of fasteners they drive.

After-sale service is crucial to maintaining the r€peat busiress in fasteners. Either the rctailer should brn to perform the simple repairs or do business with a manufacturer thet has service centers close by. Manufacturers, such as Duo-Fast, also sell repair kits that contractors can buy to perform simple repain themselves.

Our forests are well protected

By John A. Campbell President & CEO The Pacific Lumber Co.

Those who market forest Products sometimes forget how tough it is to get product to market. Here, lumberman -Canpbell sets out wlat one state requires - Editor.

wl:il,i:i"i3",1:3.:,T*:i; recognize iL I can't count the number of times ['ve read articles that imply there are no restraints on timber harvesting. Nothing could be further from the ruth. Cdifornia, for example, has the most comPrehensive and stringent tirrber harvesting regulations in the country, but I doubt that many people are even aware of the degree of environmental protection this provides.

For example, the Pacific Lumber Co. harvests redwood trees from our own 193,000 acres in California" This privately-owned land is zoned exclusively for growing and harvesting timber. Here are the steps a company like ours must take befue it can harvest trees on its own Property:

First, aTimber Harvest Plan GlfP) must be prepared by a registered professional forester (RPD. RPFs must have a minimum of seven Years experience in forestrY work and must denonstrate their capabilities by successfully completing a foresters' examination administered bY the state. A Timber Harvest Plan is the functional equivalent of an Environmental Impact Report (EIR), and the plan considers how harvesting maY affect fish, wildlife, water quality and other aspects of the environmenL The THP describes the limits of the harvest operation and details the measures that are designed to minimize effects on the environment throughout the operation. Preparatiur of the THP involves many months of work often including the gathering of resource data for several years.

When it is comPlete, the THP is

typically an inch-thick and represents many hours of specialized labor. On completion, the THP is submitted to the California Deparmtent of Forestry & Fire Protection. They circulate the plan to other state agencies which have an interest in orjurisdiction over resources that could be affected. These agencies may include Fish & Game, Mines & Geology, Regional Water Quality Board, Parks & Recreation and others.

The plan must take into account the cumulative impact of the harvest. For example, if other activities have taken place in the vicinity in the past, will the imPact of the current Plan combine with the effects of the other activities to cause a cumulative detriment to the environment?

Formally, there are no legislative distinctions between the harvesting of old growth and young growth. In practice, however, plans for the harvesting of trees that are over 200 years old are scrutinized to a much higber degree even though they are on private property. These plans cost more to develop and take longer to be approved.

The code saYs that the review for Timber Harvest Plans should take no longer than 45 days - unless there is mutual agreement to extend the approval period. As anyone who has dealt with government agencies knows, if the agency wants more time, you give it t0 them. The alternative is to have your Plan denied. Since January 1992,ithas taken us an average of 91 days to get approval for our plans. In one case, it took 219 days before we learned that our plan was approved.

Public notices are Posted for each plan, and the Public has a right to comment or bring an action against the plan. Envirorunental activists and their lawyers bave b'rought an increasing number of lawsuits against lumber companies in the past years, but they

have had few victories because company foresters are filing very thorough THPs and are following good forest practices.

The average cost of a Timber Harvest Plan has skyrocketed in recent years. Before 1990, the average cost was between $150 and $500. TodaY

Story at a Glance

Redwood lumberman debunks media mYth that there are no restraints on timber haruesting ... stePs that must be taken beforc trees on Privately-owned land can be cut agencies that must approvs harvest Plans.

the average cost is between $10,000 and $30,000 due to increasing regulations. These costs are necessarily reflected in the price of lumber today.

The most important part of the law is what must be done after harvest. The land must be restocked to a srictly-defined level within five years. Because 9OVo of our harvest operations involve only selective and part'al harvest, our lands usually exceed the restocking requirements immediately after harvest. [n addition, we take precautions to minimize erosion in order to maintain soil production and protect water qualitY and fish habitat. In short, we Put as much effort into growing trees and protecting the environment as we Put into making quality wood Ptoducts.

California has always been protective of its forests. Those protections have paid off. We have beautiful forests throughout our state, including our spectacular park system, and we can continue to have a strong forest products industry if we don't regulate it out of existence.

N$trWSBR[trtrS

Hyde Brothers Lumber Co., Clarksdale, Ms., opened a 9000 sq. ft. Ttue Vafuc barldrng materials store with a three acre lumber yard in Ttrnica, lvls., Ginger Johnson, gen. mgt ...

Causeway Lumber Co., Fort Lauderdale, Fl., will open a Delray Beach, Fl., distribudon facitty with 16,000 sq. ft. of office and warehouse space and three acres of outside storage March I ...

Steve Williams, will open a 21,000 sq. ft. upscale milfworld window/Iumber yard in Knoxville, Tn.,late next month,Lany Tinnermon, gen. mgr. ... Cape ltmber, Cape Coral, Fl., added a 10,000 sq. ft" commodity waretnuse...

Iawe's had a grand opening for an Owensboro, Ky., superstore, broke ground for a Myrtle Beach S.C., superstore due to open late this year and planned to relocate and convert a Montgomery, AI., unit to a superstore ...

Fow orth- Galb raith rcmcdreled a McKinney, Tl., locatioq adding door, millwork, moulding and architectural accessory displays Junction and Marfa, Tx., Foxworth-Galbrcitft units have been closed with outside salesmen added to service the areas

Carolina Builders Corp. will open a 30,000 sq. ft. store this spring in Greenville, S.C., Van D. Isley, branch mgr.

Buford White Lumber Co., Shawnee, Ok., was named one of Ace Hardware's top five stores in the U.S. ... work continues on T H. Rogers Lumber Co. b new Fletcher, Ok., location

Kmart, which plans to make a public offering of between 2O% and 30Vo of its Builders Square

equity, expects to convert all rinits to the Buildcrs Squarc If concept, closing or relocadng smAhr uriti ... Buildcrs Sqtue,-PalmBay, Fl., cut its staff by 13 ... Builders Square, Winter Haven, Fl., suffered a $3 million fire when an employee's test to pove &at mineral spirits were not flammable failed...

_.Home_Depot added a Depot Diner Restaurant at a n-ew Greensboro, N.C., location and is opening two stores in Tblsa, Ok., one downtown and one on Zlst near an existing HoneBase afr a, relocated Buildcrs Squan

Anniversaries: J. Youenas Co., Navasota, Tx., 120th; Hurd Millw_ork, 7 Sth: Dixie Plywood Co., Savannah, Ga, 50thi yazoo Manufacuring Co., hrc., Jackson, Ms., 5fttU Random Lcngths fumber market report, 50th

Hankins -Wilson ltnrber, Grayson, Al., has been reopened is Qrgyson Lumber Co.6y Frank Schmidbauer ... Dixie Plywood Co. opened a distribution cdnter in El Ptso, Tl., Juan Larq gen mgf. Temple-Inland Forcst prduits Corp.will build a $62 millionparticleboard manufacturing facility at Hope, Ar.

Nuline Industries, Fredericksburg, Va, acquird Jim ad Janice Barsby's 50% interest to become 100% ownerc of Omega Corruglted Anaheim, Ca" GeorgiaPacifrc Corp. prchased &e assets of Mor-Lite Distibutors Inc. (millwork), Walpole, Ma-^\ryqyf Fiber Glass is adding 300,000 sq. ft. to its Lanet, Al., manufacturing facility Seasonall Industries, Inc.5 residential division, Pelatchie, Ms., and Smyrna, Tn., is being merged with B etter-B ilt Aluminum P roduc ts

Co., PrescoE Valley, Az.,by Indal, Ztd., Tbronto, Canada, prirent of bothompanies...

Inurnaioul Paper Co. expects to decide in tbe rExt two montbs between Ho1r, Ar., Jefferson and Longvieq Tl., as tte location for a new oriented strand bciard plant to be built this year ...

Atlas R@fing Corp., Meridian, IvIs., wiU acquire Georgia-Prcifrc 9 or?. b rooiing manrifacturi'ng business including Ardmorc, Ok; Qaingerfield, Tk., and Hampton" Ga, planls ...

U.S. ntnbr & Millwo* T}lertown, Ms., a rEw coryany fqmed by Brad Bower wihldaloTrnhr Corp., Bois,Id, as glimit€dputu, e:1rccts to begn shipping mt month...

. ABT Buildhg Prducu Corp., lo th9 process of expanding its Roaring Rivef,, N.C., engineered wood siding plant, moved its trcaOquaters to Neeoab, Wi., fiom Tfoy, Mi.; the hardboardlplastics div. remainsinThoy...

Bruce Hardwood Ffoors has lnillion dollar improvement pro- jects underway at Port Gibson, Ys., an9 Cenrcq Tx., plants Leslie-Loc&e, Atlanta-, Ga., is buiHing a?A,W sq. ft manufrcturing and distribution facility in Burgaq N.C. ... Hanis-Tbrkzn, Johnson City, Tn", is building an in-house training facility American Woodmark Corp. is Builden Squateb kitctren catiim vendorof the )rcar ...

Fortune magazine ranked Loweb l6th on its list of the bes 50 stocks on the New York Stock Excltonge in 1993; BMC West?5rtln of the 25 best on the Over-ThcCounter Exchanqe, and Forest Ciry Eaerprdses l0th of the 25 best on M, Anwrbot Exclrorye ...

Housing stctrts for Dec. (tatest figs.) juryed 6.2cfr to a seasonally adjuste<l annual rate of 1.54 million, the highest since Jan 1990 and the fifth straigbt increase br4-lding p€rmits Jumped 7.4% 1993 starts were the irighes since 1989 with a'I.lVo increase ta 1.29 million units.

Shortages, Not Demand, Cause Price Hikes

When composite framing lumber prices climbed to an all-time high of $510 per thousand board feet during the first week of this new year, the primary cause was not a surge in demand, but an artificial supply shortage brought about by sharp timber harvesting reductions in the Pacific NorthwesL maintains Karl W. Lindberg, Southern Forest Products Association president.

"This is what happens when zealots needlessly lock up massive expanses of forest to achieve narrow and questionable goals that protect plants and animals without considering the impact on people and jobs, he says. "The irony is that elitist preservationist policies could endanger prospects for improving the nation's economy. Consumers, builders and even lumber producers will ultimately be affected by these high prices."

He notes that with a volatile commodity item such as lumber, anY sign of scarcity or surplus is quickly translated by the marketplace into higher or lower prevailing prices. Lumber producers, either to sell their product or remain a competitive entity for

their investors, stockholders and employees, must respond to the prices set by the market.

The market, he adds, always seeks equilibrium between supply and demand. "If scarcity of timber supply drives prices up beyond a certain point, consumers will either postpone wood purchases until prices come down or shift to substitute non-woo4 non-renewable building materials that are environmentally expensive. Thus, there is an invisible ceiling imposed by the market on how high lumber prices can go," he explains.

If high prices were demand-driven, Lindberg says, wide swings in U.S. softwood lumber consumption would be recorded. But since a higb of 49.3 billion board feet in 1988, softwood consumption has nestled in a narrow range, finishing 1993 at an estimated 45.6 billion board feet, a l.zEo increase over 1992. Industry projections for 1994 arc for a l%o rise to 46.1 billion board feer

Southern lumber manufacturen are meeting more than a third of U.S. demand with another third from Calm,d4 Lindberg says. But because

they can't make up the shortfall, the market has forced lumber prices up.

Framing lumber remains a small component of the overall Price of a new home - tyliically some 77o on single family dwellings, he observes. "We certainly dislike the hike in lumber prices, but it would be false to say that surging prices of lumber will kill the current housing recovefy."

Lindberg points out the imbalance between supply and demand is gefting worse. Lunber production from the West has progressively slipped from 23.2 billion board feet in 1989 to2l.l in 1990, 19.1 in 1991, 18.7 in 1992, and an estimated 17.4 billion board feet in 1993. This represents a25Vo dip in five years, with projections for an additional 107o decline this year.

"Analysts look for the demand/capacity ratio for North American softwood to be 92Vo or 93Vo this year," he says. "Essentially that means the South, the West and Canada will barely be able to supply enough lumber to meet what is a modest demand. If the timber supply crisis in the West is not relieved, we can expect this trend to continue."

. Corugoled Droinoge Pipe

o Culverl Pipe

Slotted, Solid.' or Septic-Leoch Bed Styles

Droin Pipe4" or 6"

Sold in l0 ft, lengths or rolls

Culvert Pipe8" to 24"

Comes in 20 ft. lengths

Crumpler Plastic Pipe, Inc.

Post Otfice Box 68 Roseboro, NC 28382

For the Best Quality aN Serukn Call 800.334-50^7 1

FA)( 910-525-5801

Sftlinless SteelScrews

CALENDAR

Ustings are ofen submined nrr,nths in advncc. Atways vcrity dates otd locatiotts with spnsor befon n&ing plaw n acnd-

FEBRUARY

Wood Mouldl.g & Mllhral Producerc Assclrtlotr - Fcb. 9 13, annual moeting, StoufferWsileaB€eh, Mui, Hi.

Southern l)ecorrdnt hlduds Shot - Fcb. ll-13, Cicorgir International Convention & Tradc Ccotcr, Collcge Parl Ga.

Nrtbnd Wood Vlhdov & Door Arrodrtlon - Fcb. t2.16, e*, nual meeting, PGA Resort, Palm Besb Gudcm, FL

Netlonel DeorrSlng hoducts Ascochtlon - Fcb. 13, coatingr seninu, Atlanta" Ga

Home Center Show's f,ulldln& RcmodcilnS & Dccor hodrctt Expo - Feb. 13-15, Dallas Conveotion Ccnter, Ilallas, Tx.

Meterlel Hsdllng, Stonge & Ihllvery Shor - Fcb. B-fs, sbow within BRD Expo, Dallas Conveotion Ceotcr, Dalas, Tx.

Mld-Amerlce Lumbermen's Assoclrtlon - Fcb. lGlt, cxpo, Bartle Hall Conventioo Center, Kansas City, Mo.

Moore.Hendley Inc. - Feb. l&2O, martct, Birmingham/Jcffcrson Civic Center, Birmingham, Al.

Nedond Roo0rg Conbeclorc Asoclrtloo - Fcb. 21F23, annual convention, San Francisco. Ca

Nedond Ascodetbn ol thc Rcmodo[ng Indet - Fci,. t>A, annual convention, l.oews Anatob, DaIas, Tx.

Netbnsl Wood t'loorlng Ascocbtlron - F&,.tt A, wood flooring school Atlanta Ga

Southern Forest Products Assoclrtlon - Feb. 23, rcgional meeting/ mill tour, Br€wton Inn/T.R. Miller, Brewton, Al.

Vlrglnla Bulldlng Metcrlel Assoclrtlon - Feb.23, safcty rcmina, Richmond, Va-

Lumbcrmen's Assocletlon of Tcres - Feb. 21, safety scminlr, Houston, Tx.

For cedar and redwood decks

Swaneze RIH

. Fences o Stairs & Railings o House

Trim o Outdoor Furniture. Boat Repair o Piers & Docks o Window Boxes & Planters

. Lattice

Lengths: l" through 4"

r Self-counter sinking bugle or trim heads

o Square drive recess eliminates driver bit cam-out o "Beaver Bite" point for quick penetration o Selftapping coarse threads. Coated with non-stick, dry lubricating film . Solid nickel/chrome stainless steel for superior corrosion resistance.

For additional data and dealer information:

Mld-Amerlce Lumbermen'c Ascoclrtlon - Fcb. 2f, rdvrDocd material estimating scbool, TUls8, OtAppelecblen Hrrduood Menufec{urerr - Fcb. 2{-26, oaual meeting, Fonte Vedra Beach IndClub, Fonte Vedra Beact, FL

Natlond Woodcn Pdbt & C.ontdner Arcoc-lrtlon -Fen.2lG Merch l, annual meeting Grand Ftoridian, Ortando, FL

MARCH

Netlonel f,qlldlng Mrtcrld lllCrlbutors Ascodtbo - M.rch 3, regional meeting, Atlanta, Ga

Datellne Users Conferene - Merch G9, Harrah's, [:ke Tahoc, Nv.

Kentucky Lumbcr & BulHlng Mrtcrlrl lhebrc AscodetlonMarch 7, blueprint reading seminar; Mrrch &lO, estimating scbool; Mrrch ll, installed sales seminar, l,ouisville, Ky. Southeestem Lumber Menufecturers Accoclrtlon - Merch & area meeting, Hot Springs, Ar.; Merch lO Marshdl, Ti. Vlrglnle BuldlDg Mrterld Assclrtlotr - Mrrci fQ rncchenics' lis6 s€minar, Richmon4 Va

Custom Home BulHers Shov - Mrrch lGll, Orlatr&, FL

Henderson & Brlrd Hetdwrre Co. - Merch Ul-13. Trrdcoe* Center, Jackson, Ms.

Oklehoma Lumbermen's Assocbtlon - M.rcL tLl3, aanual meeting, Oklahoma City Fairgrouds, Oklabona City, OkNetlonel lXmensbn Mrnufrcturers Arcodetloo - MucL ll. 15, annual meeting, Embassy Suites South, Orlando, FL

Mtsslsslppl Bulldlng Matertal Dealers Assoclatlon - March 1719, convention, Natcbez Convention Center, Natchez, Ms.

Oklahoma Lumberments Assoclatlon's Spring Mart '94 will be March 1213 at the Oklaboma City Fairgrounds.

Vince l-ombardi Jr. has been asked to be keynote speaker at breakfast on March 13.

Following a unanimous vote by the board, OLA applied late last year for membership in the National Lumber & Building Material Dealers Association. Action is pending.

Loulslana Bulldlng Materlal l)ealers Assoclatlon is displaying a redesigned logo on business forms, stationery and signage. Students at the Louisiana State University School of Arts submitted 16 different designs to the board of directors which selected the logo illustrated.

LBTDA

Natlonal Lumber & Bulldlng Materlal Dealers Assoclatlon legislative conference in Washington, D.C., has been moved to March 23-26 due to Congress adjourning eady for Easter Recess.

SOUTHERN ASSOCIATION

Dealen will arrive Wednesday and be briefed Thursday morning before going to Congressional appoin[nents. Friday and Saturday will be devoted to featured speakers.

Lumbernents Assoclatlon of Texas is completing plans for the '94 expo April 7-9 in San Antonio.

Mtsstsstppl Bulldlng Materlal Dealers Assoclatlon, Inc., members have recruited seven new members in tbe membership drive which will close during the 68th convention and building products trade show March 17-19 in Natchez.

Julia Banks, Simpson, Stepp and lotl Greenwood, remains in the lead with three new member applications.

Mld-Amerlca Lumbermens Assocla' tlon's Oklahoma members have scheduled Sooner Slam '94 for April 29. Mike Curtis, Britton Lumber & Supply,

I,{eaer Paint Your Fence Again!

Oklahoma City, chairs the second annual golf tournament which will be played at Coffee CreekGolf Course. Edmond.

Vlrglnla Bulldlng Materlal Assoclatlon's annual convention April 7-10 will be at Fort Magruder Inn, Williamsburg.

Visions of Tomorrow is the theme for the business sessions, comnittee meetings, roundtables, installation of officers and exhibits. Tennis, golf, a historical scavenger hunt, president's reception and banquet and awards breakfast are planned. David Hubbard will speak on "Total Fitness" at the closing breakfast.

Q%er irage Vinyl Prod ucts offe rs a complete line of high polymer vinyl fencing, decking and outdoor specialry products. Our vinvl oroducts are guaranteed not to cratk, rot, fade,br ever need painting. They're Maintenance-free!

If you are in the market for a residential, ranch, or lawn and sarden fence, Heritage has the Fence for you. Whetlier you prefer total privacy, semi-privacy, or traditional picket fencing, Heritage's large selection of styles and colors will meet all vour fencing needs.

Doh't let vour dollar deteriorate with wood; make it last for years with Heritage Vinyl Products. Call 800-473-3623 for additional information and free brochures.

1994 CTBMA buying show tallies record attendance

Nebebid( (9)Carolyn & Joell'lcOonald. (.|0) Rick &fugs, Jack lrdcDowall. (11)Bob $iil'; Cliff Swanson, Bubba Thompson. (12) Paul Tumer, Ben Albredrl, $., Bnics Patirer. (13) Jeannie Thrailkill, Rick Renshaw. (14) Bob Harrison, Berlin Myers, Sr. (15) Bill Fturst, Linda Britl. (16) Henry Falkner, Brian Mulvaney, Rodney Sessions, Doug Houston.

(17) Jim Epperson, Jr., Burke Hit. (.|8) lrv t{ortnn, Oavil ll6hh, tany lhome. (19} James Lulher, Jim Mills, Bruce Ayms. (20i Alan Verplough. (21) Van lslei, Wain6 Meshaw, Ken Myen. (22) DouS Kotrtnii*, William Burkholder. (23) Beth Pierpont, Leann F€llon. (24)O!!n Darnell, Dennis Chappeil. (25)Jim & John Ramsey.

lNCOtlltlc CTBiTA pesident (1)Roy Lambetl (right) gives plaque lo oulgoing president Berlin Myers, Jr., al Jan 1,f-15 show. (2) Kathv Wooley, Rita Watts, CTBMA exec. v.p. Lanir Adams, (3) Tim Comelius, Craig Carigan. (a) Ken Norton, Wayne Canor. (5) Did( Morgan, Bob Graves. (6) Eeurc Kooi, Ron Jockell. O) Tim Brennan, Barbara Mayginnes. (8) Ariie

EYECATCHING exhibits at Charlotle, N.C., convenlion csnter: (1) Earl Hankamer, Sovderwoman Tricia Cotham, John Cotham. (2)'Rila Watts, Chester Abee, Stacey Bishop, Tdm While. (3) Joe Croft, Pam Liebling. (4) Linda Szot, Keh Ba*er, (5) Frank Crosslin, John Thomas, Dave Safistein. (6) Bill Eisele, Alan Livinqstone. (7| Dan Robinson, Steve Nelson. (d') Jeff Tic€,'l.M. Tice, Bob Bartles. (9) Bob Shull, David Bartee, Al Byland. (10) Bribby Mills, Lewis Argoe, Lawrence Newlon.

(11) David Brown, Wayne Elliott, Cheyney Nicholson, Scotl Cornelius. (12) Bill Wise, Gary Weeks, Ron Gast. (13) CarlTindell, Gen'e McKinney, (1a)Midthel Tichenor, Kim Duvall. (15) Doug Walter, Mark Schwarlz, Steve Kolar.' (16) Jery Swisher, Tony Pitts, Skip Newell. (17) David Schenck, David Stone, Mike Tester, Chris Collins. (18) Michael Layne, Pat Volan, Vera Richards, Robert Linquist. (19) Phil Adams, Bill Sampsell, Doug Hoh, (20)Stan Godsil, A.C.

Austin. (21) Ron McNeely, Miciael O'Bryan. (22) Aarbn'Babcock, Tim Daugherty. (23) Drew Sdrasny, Kuil Sdwab, Bhetl Simpeon, Jenv Craiq. (24) Tom Lakeman, Bob Hannah, David Scfremm. (zS) tee Hall. (25) Hayes Amstrong, (27)Terry Mullins, Sharon Mason, Lake Medlin.

More photos on page 30

o Hemo"F[r o SPF

o Wesfterm Woods

o Douglas F[r - fLar@h

a0s@

o F[mg@rt@0mt ts0amks

- @0oatr amd km@W

o Edg@ Glued lPame0s

- @0eatr amd km@W

o Box Sthook o llb0lets

o lP>a[[et @aft Stoek

PERS NALS

Larry Dudley has joined Prudential Building Matedds, Fayetteville, N.C., 8s 8en. m8r.

Bob Humlong has joined Ading L,umber Co., Winchester, Ky., as mgr. Ron Slmpson has joined Oran Huston Lumber Co., Oklaboma City, Ok., as gen. mgr. Mlte Humphreys is new to outside sales.

Steve OtNeel has boen named gen. mgr. of Speer Hardware Co., Fort Smith, Ar., succeeding bis father, Arnold *Arnle'OtNerl, who has retired as pres. and ceo after 42 yeus with the co. He continrcs as Speer pres. emcritus and a consultant to parent co. Servistar.

Laure Dlrmond, formerly with the Chemical Manufacturers Association. has joined the Arnerican Wood Preservers Institute, Vienna, Va., as mgr.-public affairs.

Steven R. VYlsnewsll bas been named cbief operating officer at Hickson Corp., Atlanta, Ga Robert T. Trohnl is v.p.-sales, and Deve Rupp, formerly with Georgia-Pacific, is new to national rccount services.

Kent Gulchard is the new v.p.-finance at American Woodmark Corp., Winchester, Va-

Rhk Mrrchend has becn named operations mgr. of Scotty's, Stuart, Fl.

Dale C. Pond has been appointed senior v.p.-mktg. at Lowe's Cos., North Wilkesboro, N.C. Roy Lewrcnce Phllllps is now operations mgr.-procurement supply distribution; W. Rlchard Lllly, inventory account m8r.i Mlchrel \t. Trlbblc, supervisor-inventory accounting, and Davld J. Ollver, mgr.-commu6ily relations.

D. J. Yenwell, [,owe's, North Wilkesboro, N.C., won $13,400 on the tv game show Wluelof Fonwu.

Wood Fiber Products fnc.

P.O. Box 1300, Lockeford,CA95237

FAX209,-72',1-y20

(209)727-373r

Burt Soh has joined Foxworth-Galbraith Lumber Co., Dallas, Tx.. as asst. lnmber buyer. Rosle Gercle is new as mgr.-associate relations.

John Parson is co-mgr. of 84 Lumber, Sprtanburg, S.C.

Harrls Klmbell, sales & merchandising mgr., Curt Bean Lumber Co., Glenwood, Ar., was appointod to tbe Soutbem Forcst hoducts Association boad of directors.

George Hafner is now sales mgr. for Bloch Lumber's southeast div., Norcross, Ga. Mark Hopklns, tr'ellx Mc-

Ceuley and Jlm Slndlcr ane ocw to sales.

Ollver lrbilh, retired Marinc lt col, sill address the opening session oftbc National Wood Flooring Associetioa'c annual convention in Dalas, Ti., Apdl 13.

Jemec Herrlr is now southcrn rcgiond mgr. for Tru-Tcst Manufacaring, Cotter & C-o.'s paht mft. zubsidiry.

Clndr HrrtmrnJocr is tbe newdireaa of mktg. for tbe American Wood Council.

Jerry Fermer is the oew sales mgr. of Weycrheuscr's Atlants, Ga, custmcr s€rvice centcr. Amy Lodgc is now El Paso, Tx., sales mgr., and Ktren hlm, national ac@unts Ektt. mgr.

Mrtrh Gllbre.th is celebrating his 4{Xt anniversary as owncr of Tuttle Lumber, San Macoc, Tx.

Grry Hbe, Sayre Lumber Co., Sayre, Ok., is recovtring al bomc fiom rccnt byposs beart surgery.

Domlnlc Gemnlero, pres., Norbord Industries, was elected to fill a vrsncy on tbe Amcrir:an Plywood Associatbn bodd of trustees.

LlEr and Mlte Cur&, Briuon Lrnbcr & Supply, Oklaboma City, Ok., won a trip for two to Las Vegas, Ny., !t a reent Armwhesl Lrmb€r Sales open house.

Devld VY. OtHelloren is now v.p. and c.f.o. for Carolina Buildcrs and pu,ent Carolina Holdings Inc., Rslei$, N.C. Crl Colvln is new !o Mid-States Wood heservers, Simsborc, LaRlcherd \dcn is now with Mounrein Statcs Forest hoducts, El Pso, Tx. Mrrty S.ndlh has joinod Ace Hudwre, Perchtrec City, Ga- prchasing lumbcr and plywood.

Frenk Coble, Celotex Corp., has been named Dallas, Ti., regional sales ngr. for building podrcts.

Andrew C. Fer3uron has been namcd ten. mgr. of tames River Building Supply Co., Sandston" Va Rlcherd H. Fer3umn, Jr., is operations mgr.

John A.'JecL' lYlllhns, pres., Pleasants Hardware, Harrisonburg end Ricbmond, Va., is recuperating at bome fromquadruple bypass sngcry.

Mark Thora bas joinod Dixie Plyrood's Houston, Tx., trading ofrice, handling hardwood sales to Tx., So. Ca and Az

Jack Harbln is new to Pacific Lurnber & Shipping, Jasper, Ga., Eading southem pine for export.

Robert S. "Bob" Potter has been appointed v.p. and gen. mgr. of the Plywood Research Foundation, reports American Plywood Association pres. Davld L. Rogoway.

Bobby Dale Glbbs, Dallas, Tx., is new to Harris-Tarkett, Inc., Johnson City, Tn., as southwest regional sales mgr., covering Tx., Ok., No. Ar. and No. La., according to Ylckl A. Dryden, v.p.sales & mktg.

Robert Johnson was promoted to v.p.infomration services at Cotter & Co.

Ann Brya is now product mgr.-OmniWood Siding at Masonite Building Products. John Dybsky is senior product mgr.-hardboard siding and roofing.

Mark Long has joined BiWood Flooring, Memphis, Tn., as district mgr.

Erlc Lee Johnson, dept. mgr., Home Depot Marietta, Ga., wed Sherry Love Cochran Jan. 8. 1994.

Stephen A. Krawczyk is the new product mgr.-garage doors at Stanley Door Systems, reports Jeffrey A. Flnch, v.p.-operations.

Stuart Sussman has been promoted to c.f.o. and corporate controller of Leslie-Locke, Atlanta, Ga. Bruce Street is now v.p.-strategic planning; Alan Young, director-MlS, and Klm Hodge, customer service supervisor. Dlck Fnss was transferred to manufac-

Analyst Compares 2 Greensboro, N.C., Stores

As Lowe's and Home Depot battle for customers in Greensboro, N.C., a retail analyst predicts the winner will be the one with the best customer service and lowest prices. However, he failed to indicate which that would be.

Comparing the two stores which opened within a half mile of each other on the same street, a month apart in late sumner, Ken Gassman, Davenport & Co., Richmond, Va., found the two about evenly matched. Both carry about 40,000 items with similar inventories.

Pointing out differences, he noted Lowe's is less cluttered, but Home Depot has "sharper" pnc€s. Lowe's uses out-of-the-box displays which allow customers to see merchandise better than at Home Depot where

turing & engineering. Kelly Leanne Reaves, Lowe's, Jackson, Tn., wed Jeffrey Todd Ray Dec. 18, 1993. Other weddings: Terrl Denlse Grlzzard, Smithfield, N.C., and Gary Layton Blackmon Dec. l1; Todd Love Mlller, Sumter, S.C., and Cynthlo Anne Pender Nov. 27: Jason

boxes are stacked warehouse style. Lowe's dove gray racks "highlight the items better" than Home Depot's orange fixtures which "jump out at you and detract from the goods." Aisles at Lowe's are wider and easier to flumeuver.

Lowe's tool center is larger with a broader assorfircnt" but Home Depot has better prices. "If a do-it-yourselfer can't find it at Lowe's, he's not going to find it"" said Gassman.

Lowe's nursery with a landscaped fountain and fish pond has befter displays, product presen0ation and stock than Depot's. Lowe's location is visible from the interstate, but Home Depot is easier to find in Gassnran's opinion. He considered naking several turns to find the store a Foblem.

Allen Wlles, North Wilkesboro, N.C., and Dena Kay Mlller Nov. 26, and Jill Ellzabeth Stone and Phlllp Ray Greer Dec.4.

Anlta Ordur is new to the sales desk at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Place The Studs

Tbe Stud Spaer, a new rccessory designed for quick md aocurate spacing of studs and joists on 16" @nters, has been introduced by Senco Products.

NEW PR DUCTS

and selected soles oids

any point in ader entry p'rocess).

Innovations are: Document-toDocunent Copy (faster document creation, duplicating any data from one customer docunent to another) and Customer Inquiry Module (speciat access and lnqulry to dl files and documents related to a specified customer).

Interlocking Arches

Stake Out Solution

Grade stakes uniquely packaged to eliminate the liability problems of stakes falling out of trditional banded bundles have been introduced bv Burton Woodworks.

The packaging incorpoates comtgated boxing with product identification, banding and UPC codes. Inventofies remain organized" and the product is more easily handled through shipping, disribution and delivery to the jobsite.

Available are 1"x2" southern yellow pine stakes in 12, 18,24 arf, 36" lengths, packed 25 stakes per carton.

Management Software

Real Application, Ltd.'s improved Woodstock 6.O specialty software for lumber and building materid suppliers, increases perfomrance and adds mme functions and featues.

Improvenents include: Entry Programs (streamlined order, quote and PO modules for optimal pelformance, with all files externally defined), Database Extensions (enhanced masterfield/file reference structure, with all files externally defined; queryready column, header, edit codes), AS/400 Style Windows/Intelligent Prompting (extended to all user defined parameters), User Definable Progran functions {capability ro call virtually any program from within another program; user conEol and secuity access features), and Order Entry Edit (change any header field at

Flsy-to-assemble garden arch kits have been introduced by l0l Redwood" Inc.

IIO Arches are composed of two interlocking panels, tbe II and the O. The II slips inside the O and twisrs to form the very strong, fully adjustable IIO joint. Tne moie fuily tie first panel is slip@ irU tbe lower the arch profile created.

Surfaced panels, feet and braces are made from kiln-dried spruce or redwmd. Spruce is available in natural, red or white. Redwood comes only in naural clear grade.

Standard kits include four II and five O panels, a leg system of four additional O panels, matching beveled braces, feet for free-sanding applications, an alignment spacer and-deck screws for assembly, and instructions. All parS are pre-assembled and predrilled for easy assembly.

Made from recycled plastic and glass fillers, the tool reportedly reduces framing time and aids user safety. Carpenters no longer bave to measure and mart sud oositiou keeoinc hands free frm Oe tea Ueing naiieOl

It is light*'eight yet strmg enougb to t\Hist warped studs into place fa nailing.

Trellis Seller

A 1.3 sq. fr Lifetime Trellis pointof-puchase rack display is now arnailable from Eaton Bruhers Corp.

The durable, reusable metal rack holds an assorment of lifetime-guarantee{ reinfmced fiberglass reUises, in fan, ladder or expandable styles and a wide range of sizes. A 72" fm trellis fomn the back&op for tbe ftree$anqing rack and serves as a prop fa the full-color header card featriring eeh trellis style.

Trellises ome in permanent whib or redwood colors and reportedly won't fade, chip or rot and never need painting.

Value-Added Lattace

Crimp-stapled and glued lattice panels said to offer superior panel integrity are now available from Ryan Forest Producs.

Panels are available in sprucepine-fir on cedar, untreated or treated natural, painted or stained. Profiles include standard privacy, privacy plus, heavy duty, privacy heavy duty and square.

They are shipped nested on sturdy pallets to avoid damage.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-1990 or FAX 7 14-852-023 1 Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

Name Company

Address City State zip

Phone

R-T-A Adirondack

The Sierra Chair, a ready-to-assemble venion of a classic Adirondack said to be stronger, roomier and more comfortable than competitive decMawn chairs, is new from Ben Bennetl

Featured are weather-resistant mountain red cedar construction, brass and stainless steel hardware, and curved back and seat for comfort. Assembly takes about an hour and requires only a screwdriver and wrench.

Tools Of The Tradesmen

A broad line of carpenter's hand tools designed and manufactured to meet the demands of professional users has been introduced by Stanley Tools.

Backed by a lifetime wuranty, the Contractor Grade tool line consists of 146 core hand tools, including utility knives, planes, layout tools, tape rules, saws, ham-

mers, wood chisels and screwdrivers.

More than a third of the tools are completely new to the Stanley line or significantly upgraded, including jacketed steel I-beam hammers, jacketed graphite hammers, high tension hacksaw and jab saw.

Slide Up The Steps

A lighnveight telescoping ladder that closes from l2-l2 ft. down to a compact 28-ll?'x 18" is new from Dial.

Just like a telescope, each of the Telesteps telescopic ladder's 12 sections is progressively smaller and nests within another, opening in I ft increments to its maximum height And because the ladder weighs jast 22-lt2lbs., it can be caried like a briefcase. It featues sturdy aluninum construction and concave, sue-grip pads for finn traction.

Under-Brick Blanket

Typar PatioPro block and b,rick underlay fabric is new from Reemay.

durable, it won't rot, mildew or become brittle in cold weather, and resists acids, alkelis and microorganisms. It is porous enough to allow water, air and nutrients to pass through, but dense enough to block penetration by weeds.

A Better Grip On Gardening

Homeowner Plus tools featuring lightweight yet strong and durable fiberglass handles for a comfortable top grip and better control are now available from Ames.

The tools reportedly are easy to work with and resist chiping, crack-

ing, splintering and weathering.

Made of a continuous filament, spun-bonded polypropylene, the fab. ric acts as a separator to provide sup port for patios, walkways and decks and as a barrier to weed growth between blocks u bricks.

Said to be extremely strong and

The expanded line now includes square-point and round-point shovels, bow rake, spring brace rake and gaden ha.

Marble By The Panel

Melamine-coated hrdboard panels ihat replicate scored marble tile have be€n added o Ply*Gem Manufrcnning's dlebmrd line.

Offering increased durability and lower mninteftmoe, melmine+oated hardboard panels are designed to be used in any bigh moisture area, including the kitchen, bathroom or laundry room.

The 4'x8' sheets come in six designs that replicate 8"x8" scored mrble tile.

Your customers can stop wasting tirne with wood fence posts that rot and fail. Pipe Grip Ties now

make it quick and easy to fasten wood to 2" steel pip€ posts.

The bracket attaches fi-rmly to the steel post with a single screw. then to the fenc€ rail with 4 lag screws

The Model PGT2 Pipe Grip Tie can handle corrrers. splices or uneven terrain.

Now anyone. from contractor to DIY homeowner. can build a fence quicker. easier. and stronger with Pipe Grip Ties frcm Simpson Strong-Tie!

For more information and the name of your near€st Sirnpson Strong-Tie distributor call toil-free: 1-Aq)-999-5090

ln Color

Two new tools for color marching and paint tinting have been introduced by Shenrin-Willians.

brass construction is available from Sepco Industries.

Scarsdale Series 16 includes 1/4 tum ceramic disc valves and fully coordinated lavatory, tub/shower sets, bidet and bath accessories.

ottrer businesses and schools at a ftaction of the cost of sign shops or quick printers.

Headed Garage Sale, For Rent, Lost Pet, etc., signs are printed on quality card stock in a variety of colors.

Shelf Help

Two new DuraShelf shelving units have been introduced by Plano.

The Sense-a-Color analyzer uses a rainbow of LEDs to detect and communicate the color to an electronic paint fomula book. Unlike bench-top specrophotometers, the rugged, lightweight device is portable, about the size of a telephone receiver.

Tint-A-Color offers greater accuracy, ease of use, increased productivity and a system which does not require calibration by the user or purging of colorant

Eleoance ln The Bath

fnew high-end line of decorative faucets and accessories featuring solid

Offered are a five year warranty on the finish and25 years on the valves.

Sell Your Signage

A new computer program that aIlows retailers to use point-of-purchase signage equipment to produce signs customized for their customers, has been designed by Insignia System, Inc.

Used with the lmpulse Sign System, Signs Here! includes everything retailers need to sell customized, printed signs directly to consumers,

Qualtty Mouldings nED OAI(andPOPIAn

Made of impact-resistant plastic with cross hatching for added strength, the four-shelf units require no tools to assemble. The legs snaP inlo place.

Model 902, 53-314" tall by 30" wide, with each shelf 10" deep, comes in white or black.

DM and Contractor Programs in Random Length, Scant and Full Thickness

Poplar door jambs: Interlor, solid, stain trade. New distributors wetcome. Call for the dealer neatest you.

Walter H. Weaber Sons, Inc.

Lebanon, PA

Phone: 800-745-9663 Local: 7173674693

Fax:717367-1711

,4skfor Grcg,John, or Nick

WE OFFER A SOURCE OF SUPPLY OF YEE-T*W CYFRH$$

WE CATERTO THE BEST

Select from our'a la urte Menu

Selects * #2 Common * Pecky * Dimension * Rough' Resawn " S4S * S1S2E * Siding * T&G&V-Joint * Bevel Siding * Fencing * Paneling * Moulding * Decking

Custom orders in quantities, sizes & pattems t t"l. specifications

Mixed or straight truckloads *

Mixed orders of C\?RESS & FIARDWOODS

Surfaced, Rough or Straight-line ripped

bx72526, Memphis,TN

(9011 274-6887 FAX 901-274-6850

gfo

-

An mtic orcof<-hind utanl^ hatifuL Durlb|e Resi+dant b ihaX anil wtq. Unifurn h &r. Smath. Ammatic. Andrcw dadyinetpp\furawrbe of usrr: ht plalnkingwtdti:rlrbnfurt

iltl, Fharc stmk, Patio &eling, Fbing, Stirdiarll. gruleq Panelhg, Dimaabn, fun and Slnp,IS & Betbr Lam stok fur Gluh;n }a,m* Alsm prduen of a wifo mnge of Waat Red Har prtdrdz

DELTA CEDAR PRODUCTS, LTI). Vancouver, B.C. r-

U.S. Mail Address: P.O. Box 565, Pt. Roberts, Wa. 98281

sfength and keep windows in qure. Also includod are a built-in cianrel to enable a neater fmish with drywall or a wood jamb liner, clean high-gloss surface, and concealed hinges and crank mechanism, with multi-point locking bardwre optional.

A compatible picure frme design features an exterior black line which accurately simulates operating casement and awning uniS. Matching sidelites, glass size and grid patrern make it ideal fa insAllUions utilizing both picture and operating window styles.

Offered in bow and bay styles, ir accmmodates a b'road range of class types and thicloesses, including single, double and triple panes, as well as Low-E, gas-filled or decorative glass.

Fasten lt Fast

Triple Sealed Wndow

Tbe new S-770T Triple Seal casementand awning window ftom Rehau featues three seals - one on the sash and nro on the ftame - to provide resistance to air and watef lrenetration.

Fusion-welded corners and multichambered sashes prevent leaks, add

A new fastener which saves up to 80% n installation time and doesn't require large, ovenized holes is new from EZ-T Fasmer Co.

W-T Fasmer feanrrcs a one-piece design which requires a smell hole as large as the bolt. After folding the tougb nylon crosspiece flat against the

thrcaded st€m, tbe hstener is inserted througD lhe items being anrcbed ftm 1l8" to l-112" thidoess.

Once througb tbe hole, the crosspiece springs bacl into horizontal position, tb EZ-Tispulbdbacland tbe nut is hand-tighiened and the stem trimmed.

Made of tough DuPont Zytel nylon, it has a pull-out strength of over 35 lbs. and is non-corrosive, nononductive and rust-proof.

Stapled And Insulated

Siaple Tab Insulation from Reflectix features specially-bonded staple tabs to p'rovide easy installation with just a tape measure, staple gun and scrssors.

Ideal for anics, basements tr crawl sDaoes in new construction or rerofit aipplications, the reflective insulation is- said to block 97% of radiant heat

Properly installed, the tab insulation creates is own air space, eliminating the need for additional funing strips. The insulation reportedly is a 100% v4or barrier, preventing moisture from permeating and causing dry rot, and ruining paint and wallpaper.

Non-toxic, it is designed sPecificallv for 16" and 24" on-center rolls ard comes in 25'and 50'lengths.

Gel I ing Estimating Software

The first computer sofnvare Package for estimating residential ceiling material needs has been created by Armstrong World Indusries.

Designed for in-store use on any IBM 5r compatible PC, thb Armstrong Ceiling Planner enables retailers or homeowners to estimat€ all rr,aterial requirements for aZ'xl or 2'x4' suspended ceiling, I'xl' tile or 4' plank ceiling.

To start the progarl draw an outline of the roon and enter the dimensions of each wall. Next, indicate the type of ceiling desired (panel, tile or plank), which direction the joists run and wnicn direction to orient 2x4pan' els. The program produces a preliminary ceiling layout on the screen. The plan can be accepted or altered bY moving the grid or tile layout to adiust the borders.

-The print-out includes a schematic of the rbom showing the Position of all main beams, cross tees and wall mouldings; a shopping list of ceiling matedals, accessories and tools and a list of border panel sizes.

Double Header

The Shower Sensations Twin Head Shower System from Hydrokinetic Designs feabres a multidirectional 2ft. extendible arm that adjusts vertically for height and horizontally for positioning the water flow.

Shower heads on each end of the extendible arm pivot and rotate to further enhance luxury and comfort. For added flexibility, each shower head features an independent on/off valve. Flow restrictors consefve water while providing full, equal pressure to each head. Units are available in polished brass or chrome and can be installed without replumbing the bathroom.

Landscapinq Crew

WeedGriardfa series of four new landscape fabrics that prevent weed growth without chemicals and aesthetically enhance outdoor areas of the hone, is new from Apex Garden Products.

The dark brown General Use fabric blends with soil and mulch for use in gardens and around shrubs and tre€s. Heavy Duty is ideal for permanent installation under decks, patios and walkways. The silver/gray Decorative blends well under crushed stone in walkways, rock gardens or around trees, and can also be used as a cover to protect and insulate plants during winter months. Biodegradable prevents weed growth.

THE BEST TOOL

THE DECK BUITDING I]IDUSTRY

VERSAT]LE:

Drives screws 2" - 3"

. ACCURATE: Allows precise countersink seftingE.

CONSISTENT: Virtually jam free with Ouik advancing screws.

o oUlK: up to 4 times faster than conventional methods.

FAST LOADING: 167 screws per coil - in iust seconds.

APPLICATIONS:

Decks, Docks, Fences, Panel Assembly.

ADAPTABLE to most electric cr air oowered heavy duty screwguns.

OTHER MODEIS

AVAIIABLE

To drive screws from 5h" to 2". Model OD 3303

LARGE VARIETY OF SCREWS including OUtK DRTVE RUST BUSTERS, colored to blend with cedar and oressure treated lumber also self-drilling tips to avoid wood splitting.

BIG WINNERS: (1) Tcn OBdon, BillOtb, Jr. (2) Joel Gentry, Houston Crumpler, Ron fershing. (3) &ian Piercy, Keilh Monbon, Bobbie Rourk ({) Ken Binzmiller, Chahs Wdson, Bob For (5) Dale P€ck T6d gnih. [Q) Anette & Paul Peterson. (7) Jimmy Bhdsnon, Lany l-loward.

CTBMA show well attended

Nerly 200 exhibitors, 719 deal€rs and 2500 au€ndees combired tor meke the Carolinas-Tennesse Building Material Association's'Aces High" 1994 building Fducts buymg sboq, a winning band.

Roy Lambert, Lambert Lumber Co., Lewisburg, Tn., accepted the gavel as 1994 p'residenr Vice presidents are Everette Greene, Mebane Lumber Co., Mebane, N.C.; C. D. "Bubber" Gregory, Builders Supply Co., Lancaster, S.C., and Jimmy Whittington, Jimmy Whittington Lwnber Co., Memphis" Tn.

Berlin G. Myers, Jr., Berlin G. Myers Lumber Co., Summerville, S.C., is immediate past president. Iffry W. Adams continues as executive vice p'resident.

North Carolina directors: Eric Hulsey, Wray Stephens, Benny Youngblood, Rick Askew, Leon Robinson and Paul Francis.

See pages

South Carotina directors: Giffmd Shaw, Don Toner, Rod A. Mc[,eod, Olin "Ron" McNeely, Mac Lawton and Tommy Bagual.

Tennessee directors: Richard Vowell, Dale Russell, David Van Hmzeq Bill Stecan, Steve Robinson ard Susan Wamack.

Frank Hyatt, Weyerhaeuser Co., Charlotte, N.C., represents associate members. Roger Hood, Cape Fear Supply, Fayeueville, N.C., repre.senrs the young management group, Carolinas-Tennesse Leaden.

Home Center Rivals Sharc Ad

National Home Centers and HomeQuarten Warehouse are rivals in North Liule Rock, Ar., but, strange as it may seem, they shae a billb@rd on Cantrell Road in the Riverdale sectim of the city.

Those traveling west see a National Home Centers ad. Eastbound traffic views the other side and an ad for HomeQuarters.

7528 Hickory Hills Court Whites Creek, TN 37189 {615\

{l-e e 'Fffir*i

PREPARING for skeet shoot at Dean Lumber open house: (1) Jan t rlridq Gus Ayen, Mike Wood, Steve D€an, Bill Brunson, Lowell Bodilord, Greg Sebastian. (2) Chu* Osbome, John Bullock, Rob Spdnger, Dottie Kloiz, (3) Eddie Kizer, Joe McGraw, Elliott Dean, Mike Wood, Bill Brunson. (4) Scott Newins conducts mill tour. (Bottom photo) Elliott Dean, John Dean, company founder, and president Steve Dean.

Annual Dean Lumber Open House

The latest pressure treating techniques were demonstrated at Dean Lumber Co.'s annual open house in Gilner,

HWI's building products market

SUN SEEKERS at l-lardrvare Wholesalers Inc. winler buiHing producb market in Flxida: (1) HWI prcsident Mike McClelhnd, v.p. ot LBM& purdraslq Ray Trcen. (2) Tonv Manin. Dave DieU, Richad Ghamn€sb.- (31Allen Strinoer. Brenda Elliott. (4) Steve'Williams, Lirrv Tinnermon. (5) Clarence Youno. Winstoir Cunningham,'Mike Moore. (6) Hiy Treen, Russell Campbell. (7) Wandn.Gill6n, Greg

IOls€n. (8) Sheni Cochran, David Pdten. (91 pl*.V4*lt,, Carl Milar, t-any ttan*;. liOl Tim Holt, Kimber Tliomoion. Chlcti Pelrozino, Mjfe Fi{er. (11)Jotrn Hamitrm, Petrozino, Mike Finfer. (111Jotrn Xalnnm. Ron Auuenshine, Mike Gitberr. (12) Rici

Auuenshine. hitberr. Gilbert. (12) Rick Walz, Janet & Cad Peny. (t3) Jack Gotden, Jerry Hidal Shields. (11 lalgo. (14) Keith Crosby, Lamar (15) Keny Geist, Mike Likens. (15)

(iO) Roger Srvedzinski, Hanna Beit-Hahchmi. itTi

c€raH Pucdl, Miks Moon,.l. (1S) Ri$nd Qlehli g, l-lelb Gunderson. (19) KCh Wote. (20) Reed Hill, Roy Gentry. (211 Chuck Endicon, BillO'Bdsn, Rick Bar*. lZt Aiil McCurdy, RkJr l-losrre, Erirjr Kralter. I23I J€ft Philips, Bryan Hoiton. (21) Robbio Hokum, Guerry Gmen. The Jan. G8 rnd<d ail Stoufier Orlando Besoil was wellattended. over 180 exhibitors and 200 stores pre-regislered.

rffi

THOMAS LUMBER CO.

"Wholesale Lunber and Building Material.s" is proud to distribute Penofin@

Fine transparent penetrating oil finishes

oPenofin is made with Brazilian Rosewood Oil for deep€st penetration provon by blotter tests. .Penofin pigments eliminate both UV damago and pigment fading.

rPcnofin is available in a rich seloction of colors, even one to color the "green" of pressure treated lumber.

Also available WEATHERBLASTERo .WEATHERBLASTER revitalizes old wood without sanding.

oSafely removes tho gray and black discoloration lrom aged, unfinished wood.

For more information call:

1-800-845-7892 (SEl Wats

1 -8OO-282-O342 (GAl Wats

14041887-8262

3500 Browns Eridge Road

Cumming, Georgia

NEW LITERATURE

ldeas In Cedar

A 26-p. illustrated guide to planning cedar outdoor projects sucb as decks, fences, gates and gazebos is free from Westem Red Cedar L,umbcr Associatioa, f 2@-555 Burrard St., Vancouver, B.C. V7X lS7; (708) 369-8651.

Hits For The Pavemcnt

"Do-It-Yourself Pavement Maintenance Buyers Guide" is free ftom Maintenance, Inc., Box 4(8, Wooster, Oh. 44691: (800) 892{701.

Forest Products By tlefinition

Timber Hardware

A 48-p. structural timber connectors catalog is free from Harlen Metal Products, 300 W. Carob St., Compton, Ca. 90220; (310) 886-8dD or (8@)821-9262.

Louver Twosome

Two new Webb residential louver brochures, on high performance thermoplastic and prined louvers, are free fiom C.W. Ohio, 1209 Maple Ave., Conneau! Oh. 44030; (800) 677-5801.

D-l-Y Plumbing & Tiling

"The Home Plumbing Handbook" is $17 and "Professional Tiling" $25.50 from Macmillan, 866 3rd Ave., New Yort, N.Y. lOU22; (212\702-2120.

It's Curtains

The 128-p. softcover "Curtains, Ihaperies & Shades" is $9.99 from S"nset Books, (8fl)) 227-736.

Yard Tips

"Shortcuts for Accenting Your Garden" is $11.90 posQaid from Storey Conmunications, Schoolhouse Rd., Pownal, Vt. 05261; (8oo) 441-57m.

Doors & More

A new 24-p. booklet highlighting the complete line of Peachtsee doors and windows is free fron Peachtree, Box 57fi), Norcross, Ga. 30091; (8C0) 447-65U.

Showerhead Search

"A Guide to Buying a Water-Saving Showerhead" is free from Interbath, 427 N. Baldwin Park Blvd., Industry, Ca. 91746; (800) 423-9485.

"Terns of tbc Trade trI," tbc latest edition of the dictionry for the forest poducts industry, feahrring 2,0(X) new terms and hundrcds of other revisions, is $39.95 ftom Random l-engths, Box 867, Eugene, Or. 97 4&; (503 ) 686-99a5.

Contractor's Log Book

"Daily Job Log," a resource tool to help contractors keep records for budgeting, schednling, legal docunentation, etc., is $24.50 ftom Craftsman Book Co.. 6058 Corte del Cedro, Carlsbad, Ca. 92fi)9: (800) 829-8123.

of any New Ltterature Items by contacHng each company dlrectly. Please menuon you saw lt ln

Full Fastener Line

A l6-p. catalog of drywall screws, deck screws, self{rilling screws, nails, wire p'roducts and other building materials is free from ltochu Building Products, 5225 E. Firestone Pt., St€. B, South Gate Ca.9028Q (800) 9984864.

Ammo For lndependents

Small Retailer's Guide bandbooks are $6 ea. or all six for $32 pospaid from Holden's, Box l, Evanston, Il. 60204. The series includes guides to window displays, customer sruveys, increased productivity, newspaper advertising, radio advedising and dircct mail advertising.

Do A Jig

'INCRA Jig kojecs & Techniqucs," a 148-p. softcover guide to using INCRA woodworting tools, is $22.95 ftom Tayla Design, Box E10262, Dallrs, Tx. 75381; (2L4)U3:7943.

Under Gontrols

Tbe 32A. 'Contractors Guide o Low Cost Energy Cootpls" is free ftom Intcrmatic, Intennatic Plaza Sping Grovc IL 6061.

Palatable Pallets

A brocbure on tbe ncw SPEQ pallet quality aEsuraoc€ program is free from National lVooden Pallet & Contaiocr Association, 1800 N. trGnt Sr, Stc. 9ll, Arrington, Y a- 22M; QU3) 527 -7 667

Door Compar:sons

'A Consumcr's Guide to Exterior Doors," a fact sheet comparing wood panel, stcel, fiberglass and moldcd doqs, is free from Jeld-Wen, Box 10266, Po,rtlaDd Or. 97210.

Air Out The House

"Fifty fips to a Healthier House," a new booklet on bow to improve indoor eir quality, is $l plus a sclf-addrcsscd stampcd cnvelop froo 3M,530 5tb Avc., New York N.Y. 1m36.

Educating School Kids

"House," a 9-min. video showing elementary age sordeDts a bee's joumey fr,om tbe forest to a bome, is $15 pospaid frorn Southern Forest Products Association, Box 6417fi), Kenner, La. 70064; (5(X) u3 446't.

Advertising

PAN PACIflC Forest hoducts is looking for profassional forest prodrrcts traders in lhe following locations: Lake Oswego, Eugene, Bend, Or., and Modesto, Ca. Full benefits' Excellent oppornrnity with a well established company. If you want to have fun while you work and earn a higher income, then call Ron Hanson at (503) 389-61m.

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 num: bers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 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 of the month.

PAYMENT M.UST ACCOMPANY COPY unless you have established credit with us.

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness l/4 throrgh 2382, heferred width, 3-112, S-lD or wider. Length 32 to 96 inches or longer. Mixed or Truckload. Send price and availability to FAX #901-682-t501, or mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 38117. Phone (800) 8?+1953.

WHAT IS HOO-HOO?

On January 21,1892, at nine minutes past 3:0O p.m,, six men were stranded by a delayed train in Gutdon, Ar. There and then the enthusiastic group of six devised the Concatenated Otder of Hoo-Hoo, now the oldest industrial fraternal otganization in the world.

More than 95,000 individuals in four countdes from all aspects ofthe forest products industry have joined Hoo-Hoo clubs ovet the years. Their aims ate fellowship and promotion of the lumber industry'

If you ate interested in membership ot leaming mote about Hoo-Hoo in your local area. send the information below to: HooHoo lnternational, P.O. Box 118, Gurdon, At.71743. Or FAX 501-353-4151.

Of DISCONTINUED, BUYBACKS AND IRREGULARS IN DOORS, WINDOWS, JAMBS, MOULDING, SPINDLES, TREATED LUMBER AND ALL BUILDING MATERIALS

1 .tim lrrtanin I ,fi*,t"i2"3*,12f, WAR

n"nairg nf"t"ti"t" S"nt*e

F:or IBM @mputerc

Designed for buildinq materials retailers and wholesalers, this complete-svstem include-s point of sale, order processing' billing' sophisticated pricing (marku-p, markdown, contract, quantty breaks' etc.) accounts rece-ivable an-d credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger.

Easy to use, completely integrateda sin$e transaction updates all relevant data. Call or write:

afis8 Mass Systems Co., Inc. 363 Mass. Ave., I*xington, MA O2L73-4OL8 617 674-1055

lndustry Affiliation

Phone (Office)

Phone (Home)

Address city -

state- zip -

6052 Lee l+i/v.. Chan", Tn37121 CONTACT Spencer Parker, Stero Yates rir Jim Cruml€Y

NHLA Begins Leadership Training Program

The inaugural session of the National Hardwood Lumber Association's frst annual leadership developmentprcgram will be Feb.27March 4 at Memphis State University's Fogelman Executive Conference Center, Memphis, Tn.

Working lowards making young, fast-track employees mue effective leaders in their jobs to make their companies more profitable, presen0ations by instructors, consultants and industry leaders will be complemented by field rips.

Week two of the tbree week pro-

gram, April U-29 m the l-ake Sates region, will cover ffigst mrnqgom€nt on national forests and paper industry issues. Week three, May 22-25, Washington, D.C., will include professional public relations training, field trips to industry associations, U.S. Forest Service headquarters and Capitol Hill offices.

Participation will be limit€d tro 20 selected by a NHLA Leadership Development Selection Committee. lnstructors re Dr. Vaughn Grishan, sociology professor, University of Mississippi, and director, Mclean

r-800-443-9003

7:il) AM - 6:@ PM Centrol Stondord llnre

Lumber-Uke You Wont lt When Youwonl

Institute for Community Developnent, and Dr. Richard Robertson, Lindenwood College, St. Charles County Cmmunity College and the Sverdrup Training Instiurte staffs.

Treated Wood lledia Push Cmpaign 2000, a multi-year o(mmunications prcgr@ io boost pnblic awaneness of the safety, utility and benefis ofpressure E€atod wood, has been launched by the American Wood ke.servers Instimte.

DOUGIAS FIR

C & Btr. Boords

C & Btr.2'

C & Btr. 5l4ond4x4

C & Btr. Fingerjoint

SLIM-TRIM

D-Select Fir & Lorch

Select Structurol2x

PONDEROSA PINE

C & Btr. Boords

C & Btr. Finoerioint

c & Btr. RWnL 5/4 - 6/4 - 814

#2 Shelvino

#3 Shelvin!

WESTERN SPRUCE

D-Select

#2Grode Stomped

#3 Common Potterns, Strips

SOUTHERN PINE

C & Btr. Arkonsos

C & Btr. Southern Yellow

C & Btr. Potterns

#2 Potterns & Boords

Steptreods C,D,#2

CEDAR FINGERJOINT

REDWOOD FINGERJOINT

LP INNERSEAT

Ptw\rooDs

Hqrdwood - Birch

Hordwood - Ook

Louon

Cedor Sidinos

Sonder Fir

Fir Sidings

A DMI N ISTPATIVF

Birminghom

P.O. Box 2W

Milton Butler

BRANCHES

Atlonto, GA (CSXD

Birminghom, AL (BN) Columbio, SC (SOUTHERN)

SATES

Nito Weir

Dorlene Dovis

Kevin Weisgerlcer

Greg Poyne

Bobby Mills

Willie Andrusko

Dwioht Poole

Aordn Choncey

Steve Blount

Toby Kirklond

Gene Schettgen

Grohom Bishop

Lee Holl

Eric Shirkey

Citing the need o close tbe information g4 betwe€n the industry ed its various audiences as the driving force behind the program, AWPI president Victor Lindenheim said, "Treated wood prodrrcs are still the materials of ckioe fq a nultiude of important, environmentally sound commercid and consumer applications, but there is often a lack of understanding among the public and Oe media about the preservation prooess and the proper use of preserved wood. Campaign 2000 ains to cur€ct this by opening the lire of cmmunication ud efucation among all groups."

The campaign will be funded by treaters with tbe beS of rclatod trde associatims and businesses.

Ilean Open House (Continudfrompage 3l)

co-generation plant and observed tbe recently acquired giant JC-40 Log Crane, one of only 48 operating worldwide. Ellio0Deo servedaPie neer Log Cabin Supper and Steve Dean gave rides in his bi-plme. Golf and skeet sbooting plus a catfish fry were otber divesions.

'We hd an excelbnt urnout ftm many companies throughout the state," said president Steve Dean. "It's a time to meet our customers, share tbe latest tocnnologies md have aliule ftrn"

Kollin Hurt, Dean, took first place in skeet shooting; Greg Sebastin, R E. Sweeney Lumber Co., seonG ad Lowell Bodiford, Fut Worth trnber Co., third. Jeff Parnell and Greg Guthrie, Guthrie Lumber Sales, Warren ,Worsham, Dean, and Sebastian were winners in the Sometimes Annual Wood Chip Golf Classic, Nov. l0-11.

I Code Compliance Repor| wlth evaluation of elevated ]emperalure strength testlng for roof appllcailons

a Hlgh ]emperalure strenglh iesi resulls

I New York State Smoke foxlclty test results

Obituaries

Jacob'Tackt' Sherman Ramsey II, 77, chainnan emeritus of Diamond Hill Plywood and Darlington Veneer Co., Darlington, S.C., died Jan. 6, 1994,in Darlington.

A native of Statesville, N.C., he joined his father's company in the late 1930s, retiring in 190.

Jennings Dsvid "J.D." Eallman, 65, executive vice president and founder sf fl4llman Wood Products, Eatonton, Ga, and Tomorch Builders Supply, Madison, Ga.; died of a heart afiack Dec. 29,1993, in Eatonon.

For more than 20 years a member of the Southeastern Lumber Manufactums Association board of insuranoe trustees, he started Hallnan Wood Products in 1952 and Topnotch in 1975.

Model Homes Promote Wood

Model homes in South Carolina and Florida are good will ambassadors for the benefits of wood construction.

Expected to open eady this year, the Spirit of Today House in Orlando will showcase American Plywood Association Code Plus specifications and APA roof sheathing nailing schedules for high wind areas. Co-sponsas include the U.S. Deparment of Energy, Florida Solar Energy Center and Better Homes & Gardens magazine which will feature the 3,100 sq. ft.

single family residence in November.

Co-sponsored by the American Wood Council, the Soutlnrn Living Idea House in Beaufort S.C., arraaed more than 1,500 visitors after being introduced in Soutlurn Living magazine. It will be feaured in the magazine next year and in the 1994 issue of Soulurn Uving Plans.

I).Fy Show Starts'94 Season

Backyard Anurica, tte tv show for d-i-ye"s, will present its 1994 season on The Family Channel, 6:30 a.m. EST, Saturdaysi Channel Anerica, and Home Entertainment Netrnork.

Produced by Tel-A-Casr Group, Atlantu Ga, 6e show stars Pat Simp son and Heidi Hendrix along with industry experts. Sponsors include Pro Hardware's Pro Group, Garden Master and Farm Mart stores, Easy Gar&ner and Ames Lawn & Gaden Tools.

Advertiser's Index

AtlrticTrrtq

Bcrn Lubcr Cc, ftrt------J

Hrmiogbe Sd & Dc,,--- ..-----37

BoricSinr@

Crdm Lubcr C,o.------............--,ff

CorWoodPlacnlg

Dr[lWlolcdc

DceDImb.r

Ddt Ccdr h.odrcl lrd.--------2t

Dttc ldlrad.r,----.-.-----.......---t

Cnnplcr tldic hc, tnc. -lt

Ifcrftrgc V@ --------*f,

Eoldor BIH:n Sqfl y------n

Eoovcr Trrdcd Wood Pro&dr-----37

Eogam Woodccl- ----......-.----...-3

E !h.r Wood Produt-----------31

Jordr Rdtr@d Lmbcr, Lec Roy *-A

Lrfrydfc Wood-Wortt

Ma Syd.Dr Co, IDc.

McErco Ltbcr Co..-------rl7

Mlllrot Srlct

Nev{o Fmrt hodrt In&lricr-----D

Orrnld lloddful Inc' ------..3t

Pcr{orrrc Co69 -------...---3

Qrit Drive LIIIA IE ---...---m

R^ndrl Brotlcn

NEW TASCOT lor lkxneQraters Warehorso chain is ResQ, an l&month-old lemale St. Bemard. She will be leaturcd in newsoaper ads and make persmal appearances d Ha stor€s.

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Selltng cypress enhances your company's trnage and bottom llne.

One of nature's most versaille buildtng materials, cypress has no equal when lt comes to sidtng, fencing, paneling, trim and mlllwork. Cypress ls eastly tnstalled and readily finished. Its unlque graln character beauttfles any home or offlce.

Excepttonally durable, c5apress is avatlable ln a wide varlety of dimenslons and patterns for assorted appllcattons. For more lnformatton on cJapress contact:

ASSOCIATE CYPRESS ]IZIE.IIIBERS: