Building Products Digest - February 1997

Any way you look atit, you have an advantage when you sell genuine Wolmanized' wood.

Let us be your inventorY for . Decking lumber & accessortes

. Large Timbers

. Spindles, Rails, Posts & Post CaPs

Redrvood Lattice Panels & Spa Skirting

Bevel Siding ' Expansion Joint

Finger Joint ' 1" Pattern Stock

1" & 2" Finish Stock; up to 12" ividths

. Douglas fir uppers, boards, dimension

OUR IUMBER PIT IS BRAIIGHTTIG OUT,

INTRODUCING ORIENTED STRAND BOARD FUTURES AND OPTIONS AT THE CHICAGO MERCANTILE EXCHANGE.

The CME's new Oriented Strand Board Futures and Options are like nothing you've seen traded in the past. Thefre 0SB only - delivered on-track Chicago or further, if desired, in contract units of 100,000 sq. ft. of 7/16 in. thick 4xB ft. panels.

These contracts offer important new advantages to mills, wholesalers, retailers, and home builders. What's more, CME OSB contracts trade in our established, highly liguid lumber pit with

experienced brokers.

Whether you're buying or selling, it makes sense to lock in a price you can live with. 0SB Futures and Options on the CME give you a straightforward way to control panel prices.

Get the whole story from your commodities broker. 0r call the Chicago Mercantile Exchange, toll-free at l-800-331-3332, tor our free brochure: "The ABC's 0f Tradinq 0SB at the CME."

FEBRUARY 1997

voLUME 15, NO.12

Serving 13 Southern states

ADYEB|I$FOMES

Arirottirttg tars Wol teqjod

USA: Chuck C8soy, {500 Campus Dr., Suile,l80. llilDo.t B€adt, Ca e660. TobpndD Crlf) 852'tS Fd7ltl-852911

SOUTH AIERICA: Charles Hallifar, AY. Amo.ico vosFrcio ilorts W. d. 13, tes Condos, Sandagp, Ofe. Tot (01 1F5S2 zgt 1?51 F|fi011-yd-.2 XIt 1& Editoriol

Neros Brieft

Keep lift trucks safe with regular rnaintena.nce

Get a piece of the erpand.ing utood. moulding rnorhet

Aretailer's guidc to selling OSB

Ready answers to the mast'asked questions about OSB Mississippi m,a'nufoeturer odds high'teeh pl'otur mill

SelI c5tpress to quolity'mindcd' pl's and' d,i'yere

Saleslips for specializing in extra-special southern species

26 Inerease your sales skiWs by osking the right questians

Gauge your technique by taking the sales success quiz

PUBUSHER oavidc{Jftr SEIIIOREoIIoR DaviJKog|h ASSodAIEE|IfonSaraDaty

Cot{TRlBUnr{G EoITORS Duidn Ol'ran, Gage lldcnney

Soutlwrn Assrl Nelr,e

ARTURECTOR MarfiaEmory ST FFARTIST yrclodaDamd ClRCUl Tlof{Jtfo}lomd sUBscR|PT|ot{sU.s.:$2'on€year;$,11-t!voyoaF;$55.hr$yean.Ford!n:meyearrau9|.1g1n9inU.s.|uds:sUdaco{anadaaMexbo'l{'.0betcq'tlss'.& ;'.i|;i(d;d,e*uelowt.sindocol-esos;&ckissuas.$a.sowtrenavatiHe,du;sti4ing.ct|^iceoF-rDDREsss€ndadd€ss|abo|fUnFcftbsxrpo6sl'6,& clgi iip ;.. iutlDrnc pnouicn ue eli s wurryq monrr-ry a $m cnnfn or., s..-as, il.rloil Brdr, ca a6so, (rlr) G&19, Fr"\ 7l +8s2&11 rwnltlgpo.tbc(|n' lib,,tii,iFuorsr'ing,|nc'ttisani.c.p..o..ty.ii.hnpuurarlonrirruulolrBmtrtsotainaawtro@te.dstuJto6h13sou0nmsbhs.o9yrtf|c'b'_o'o'P eiri6 cgntenr ars illly prorcred & must not u6 repmorrcsd 'n any manner wiirout wrinen pemisim. a Ritttb Roscvsd. Bdfg Ptodrcb txgd asEm6 m EDIV b nelhb triti b L

EDITORIAL

The Material Difference

The latest weapon in the independent lumber dealers' ongoing battle with Big Box retailers is currently being rolled out by the National Lumber and Building Material Dealers Association.

The program is called The Material Difference and its logo appears in the middle of this piece.

The name is a clever play on the purpose of the program, which is to explain how and why the independent differs from his competition. Implicit are the many advantages to the customer that only the independent brings to a lumber and building products transaction.

Over the years, the mass retailers have drummed home their message of low price, wide selection and quality products. The ambitious goal of the NLBMDA marketing program is to blunt and even overcome that public perception. The nationwide effort seeks to convince buyers that better value, industry expertise and, yes, good

DAVID CI]TLER poblbhcr

prices can be found at your local lumber dealer. Community-based dealers bring a great deal to the party. Dealers and their employees know building products and how they should be used in local building. Beyond that, their sense of community, what is best for their home town and the impact of their work are all intangible factors of importance to a customer. Their knowledge of the intricacies of lumber are not matched by the minimum wage clerk at the Big Box unit down the street. At the end of the customer's project, the knowledge input by the local dealer can mean the difference between success and frustration and can easily result in a final price lower than the come-on loss leaders at the competition.

By positioning the local dealer as different from and superior to mass retailers, the NLBMDA has taken an important step forward in aiding not only its members but all small chains and yards.

Corning in April

Our onnuol ronking of the indu$ry's Top 25 Pressure Treoters typicolly produces our most tolked-obout issue of the yeor, one thot treoted wood buyers keep to use 0s o reference for months ofrerword. Don't miss the complelely updoted 1997 ronking in the April isue of Building Products Dige$.

TLDING PNODUITS DICEST

Iop P

RISSURE TNEHiIRS

To reserve odvertising spoce in this exciting issue, coll Chuck Cosey ot (714) S52-1990 before Morch I 7.

CYPRESS I I rhe Distinctive Advantage I

You're Looking For

Achieve beauty for any interior, and rugged style for unique exteriors with cypress. Cypress is at home in both formal and casual settings.

A favorite for centuries, cypress is easily installed, readily finished, stable and long-lasting. lts versatility and distinctive look lend character to siding, fencing, paneling, millwork and fine architectural woodwork.

In a highly competitive market you need every advantage you can get. Enhance customer satisfaction and give yourself a competitive edge by choosing consistent quality...by choosing cypress.

For more information contact:

The Southern Cypress Manufacturen Association 4fi) Penn Center Boulevard, Suite 530 Pittsburgh, Pennsylvania 1 5235

(412) 829-0770

Fax (412) 829-0844

or contact a Southern Cypress Manufacturers Association member:

Bames Lumber Manufacturing, Inc.

(e12) 76+8875

J.W. Black Lumber Company

(s01) 8s7-3576

Coaslal Lumber Company

(919) 536-421 1

Cobitt Manufacturing Co., Inc.

(904) 755-255s

Georgia-Pacif ic Corporation

(800) 28s-4i!93

Griffs Lumber Company

(3s2) 372-996s

Acadian OTpress & Hardrcods

(504) 386-6079

Florida Clpress & Wood Products, Inc.

(904) 3s3-3001

Richard Landry Lumber Sales, lnc.

(318) 44244s3

The Mann & Parker Lumb€r Co.

(7',t7) 2354834

Jeff erson Smurfit Corporalim

(912) '187-5251

Mackeys Ferry Sawmill, Inc.

(91e) 7e3-29s0

Marsh Lumber Company (803) 493-s1 1 1

Roy O. Martin Lumber Co., Inc. (800) 299-s174

Thompson Hardwoods, Inc.

(912) 37s-r/03

McEwen Lumber Co. (910) 472-1669

Monis Farms, lrr.

(912) 3673736

Williams Lumber Co. of NC, Inc.

(919) 442-2136

Wilson Lumber Co., Inc. (901) 2746887

The Wood Cellar, Ltd.

(912) 2326063

Go-op installs fleet.wide communications

fJARDWARE Wholesalers, Inc.'s

tI3,400 retail members may never again have to wonder about a late delivery. The co-op is currently in the process of equipping its delivery fleet with a mobile communication and information system to continually monitor each truck's location.

Designed to improve delivery efficiency and help the co-op more accurately project delivery schedules to retailers, the new cellular tracking system allows HWI and its truck drivers to instantly communicate with each other. HWI can send data messages regarding specific deliveries or backhauls directly to the truck. This saves delivery time and eliminates the need for drivers to interrupt the delivery route to call dispatchers to check their messages.

In return, drivers can key in a preprogrammed, coded message to update HWI on the status of the truck's delivery, schedule and the arrival and departure times for each delivery. HWI also automatically tracks each truck within 300 feet using global positioning and mapping software. This lets HWI more accurately inform member-stores when a delivery will arrive, which is especially helpful with weather or traffic-related delays.

In addition, each truck contains a separate on-board computer that collects information about the truck, such as fuel consumption and truck speed. HWI monitors this information to further improve truck operation efficiency.

While the technology has been around for a number of years, it has improved through cellular communications and become more affordable. HWI first took note when the dedicated carrier serving its Woodburn, Or., distribution center installed satellite and data communications in late 1991.

HWI began the installation last July and expects all I 16 tractors to be equipped by June. Although the co-op doesn't own a single truck (they are all fully dedicated or full service leased), convincing the trucking companies to add the equipment "wasn't as hard a sell as you might think," says Gary Lauman, HWI's manager-retail logistics services. "They recognized it would be mutually beneficial in controlling their operations and costs."

A main benefit to retailers will be receiving more accurate delivery time estimates. thereby reducing operating expenses. "The driver can call direct to the store if he's lost or confused about directions, so stores can adiust

Gtheir manpower, so they don't bring in workers to meet the shipment at the wrong time, or they can shuffle them into other opportunities," Lauman explains.

Back-hauls will also be better managed, since vehicles, if needed, can be rerouted to stop by stores for pick-ups.

Story at a Glance

Co-op HWI installing mobile monitoring system on entire delivery fleet ... allows immediate response to delays, emergencies.

When used to its full capabilities, Lauman says, "the system will manage itself. It will beep and let us know when a truck is running behind. There is nothing worse than having a retailer call us and ask where a delivery is.

"Before, if a truck broke down, unless the driver could quickly walk to a phone, we might literally lose track of that truck. It would be invisible to us. Now we immediately know where it is and take steps, rerouting another truck, dispatching a new truck."

P.UYING group's full fleet of trucks now features (above) on-board computer on dash with Highway Master tracking system underneath and cellular phone, being used (at righg by driver James Ow-ens. '

How to know when to replace your lumber racks

have become distorted or rippled also may be cause for replacement.

'The old, overworked adage about an ounce of prevention being worth a pound of cure really applies in rack systems," explains Darnell. "It's best to 'pre-act' by ordering the proper equipment to begin with."

the tower or base to the point of metal fatigue; rusted or corroded arms that dip below the horizontal position.

(3) Cantilever base bent, twisted or otherwise damaged by lift trucks; protruding sharp angles put employees and customers at risk of injury.

For roll-formed steel pallet racks in high capacity areas, he suggests using uprights with protective double posting on the front column to resist lift truck damage. Or consider more damage resistant structural steel pallet racks.

WHETHER canlilever racks are roll-formed or slructural steel can mean a world of difference.

VARDS typically replace their I lumber racks either because they're breaking down or are less efficient than alternative systems. Should you be among them?

Roll-formed cantilever racks are the most susceptible to damage. According to Alan Darnell, Sunbelt Material Handling, Inc., Alpharetta, Ga., warning signs on roll-formed racks include:

(1) Significant arm damage; arms broken or bent below the horizontal position.

(2) Substantial rust or corrosion on

(4) Bolt holes through the tower somewhat reamed usually from being banged by lift trucks; arms don't seat properly.

Any one or a collection of these symptoms provides a good reason to replace roll-formed cantilever racks.

Structural steel pallet racks are much thicker and sturdier, so problems such as rust on the I-beam tower are generally not as critical. Most important is to look for any evidence of cracked welds. Arms that sit at a slight downward angle are a red flag to inspect them rather closely where they are welded to the connector plate.

Flanges on the beam tower that

On cantilever racks for all uses except the very lightest capacity applications, always use cantilever made of structural l-beam construction. While much more durable than roll-formed cantilever, it is only slightly more expensive. Its useful life should be two to three times that of roll-formed.

Since rust and corrosion seriously affect the rolled steel components of cantilever and pallet racks, it's best to employ structural steel racks for exterior uses, especially in coastal areas.

Last year, Sunbelt began working with Georgia-Pacific to supply all the storage rack systems for the reconfiguration of G-P's entire building materials distribution and millwork divisions. Weeks were spent in the design phase to ensure that all rollformed rack was properly reinforced with double posting where needed, and structural steel was specified in the most damage-prone areas. All cantilever rack was of structural Ibeam construction. Drive-in. stack racks and many other types were

speciliccl. TItc idea was t() prcplan to llreVcnI as ntuch clantage us ltossiblc lund cnsurc thc ntost lltproltritrtc lack s\ ster)r rras Lrsctl tbr cuch apltlication. Sonrctintcs rards r-epluec thcir |ltcks n()t ls lilt clltL.fgcltcy t)lcltsufc. [rut as u eolltpctitive nlrnuevcr. []acllr tlesigttt'tl \lr)l'itlj\' \\ )lL lt)\ tlllrkt' .tt,eL in!r ancl ulrstockins ntolc clil'l'icLrlt ancl tinrc consunting. C)tlrcls takc u1'r too rluch splrcc. LJncovercrl olrtsiclc stor lugc contlibLrtes t() invclttory sht'inkagc."lnclcpcnclcltt lLlnt1)cr-\ alcls ull bclong to it c()-olt. so thcy'r'c basicullv bLrying at thc santc priccs. Their. onlr \\'lrv to cut c()sts is to irnprorc c11i-

Story at a Glance

Are your lumber racks ready for replacement? ... new storage systems can increase safety, productivity.

d''-%

cicncv." suvs.lcr-r-r Ritz. Auto Stak Svstcnr\. Rir cl Vlle. N.J. "Mltclial hlndling and labor takc up .50..1 to 60', trl'llteit t,'llrl 11rrIs. s1r \'LlttinS nutcrial Iranclling costs lrv l(Xl u,ill put 5% on their bottorn linc."

I{itz ctlcottl'agcs larcls to rtsk a I'rtck

RACK-SUPPoRTED bu ldrngs ailow for a true drrve thru lumberyard that helps protect materas r.nunrrllclurcI or c0nsultunt about thc while moving customers quicky in and out. advantagcs of tltc latcs(

l:i]::"Ti,l:,x:'t:;';- ':,,. ::,'.';:' '-

Ai,,,,-),.,^'. ,-.1,,,,;.,,., Chgcking Up On Your Ngw Racks

lrrkr'rrp rrlr,'rrr lrrrlt rlre

Ay-ntanOarnett,sunbeltMaterial Handling \pJL(' r,l tllrtlitiorrirl r. trn rilcrt'r'trtekt' tt'qttit' rrlll

Onr. yor'ue completed a new rack 9-1T3grd or improperly installed,can come llte llh,'r tr'| rrririntlirr. irn(l instaffaiion,'*nat should you look tor as OIm- loose and. cause the beam to dislodge from allow custorne ls to hl ,ick

,ra,cria,, .'l: ;ff

n

i[';;J;ff'1,1frffi:'';ffl:l.1,,]J,* lli#ilfll'+lT'i#,?',?l'l'iiiff,l,lfll;l,l,l

Rrr.k ,1rp1','1red hrrild- - -- - ' falling from 12'-16'should be enough to irtgs ancl ttther covererl sr s-

(1 ) On roll-formed pallet racks, any encoulage regular safety inspections. [crt.rs rtlso prole ct \ rrrcls' upright with substantial damage to the vertical Roll-formed beams with defective or damI lluable invcntory l'rorn posts should be replaced immediately. Most aged safety devices can be bolted to the tl'tc sun ancl rain. "Lunrbcr accidents occur lrom failure of the i.rprights upright ensuring their continued safe use. is a prett\ lou nrargin itcnr. when damaged, and regular inspectionsian Beams in structural pallet rack are bolted to lct it takes up the biggcsr easily detect such damage. Heavy rust and the upright anyway, but should also be paft 01 (l dealcr"s) r'alrl corrosion can fatigus roll steel in the upright inspected to ensure that the bolts remain ancl reprcscnts thc bulk ,rl frame and be justaS dangerous as a iauie properlytorqued. his inveslnre nt." Ritz notcs. fOr cOllapSe aS a badly damaged Upright.

(3) nott-tormed cantilever has basically he's nor pr,,au.i,,g ,.i-,,lii

"Hc shoLrtcl prur.-.t ii'r,, '"' ;::n"''"'

(2)wrrire it is possible to overload a pal the same problems as pallet rack. Uprights parricr-rlarly wirh nrlrerialr let rack beam to the point of failure, the most and arms showing severe lift truck damage or such us trearccl lunrbcr." comm0n damage or safety problem occurs serious rust and corrosion should be Your olcl racks rnay be when beams are improperly connected to the replaced. Typically, structural l-beam cancosrirrg yoLr nrorc ,,,,,n"r upright post. Beams in roll-formed rack sys- tilever needs only regular inspection to tha'" ':eu s\srern 'trourd i'# :lnf #iii'g1il i;trJ#,y,.J,ill :#:fiJffi,1ii,?;ji":;i"'ting components

Are you beingpoisoned by your forklifts?

By Larry Reynolds Service/Parts Manager Crellin Handling Equipment, Inc.

Mf,xo':r"';

tions seal their loading docks and warehouse doors to the weather outside, be it cold or hot. If you are operating propanepowered forklifts indoors without proper fresh air ventilation, harmful levels of carbon monoxide (CO) may be found in the building which could cause mild to severe poisoning.

Symptoms range from nausea, dizziness or headaches to brain or heart damage and even death.

CO poisoning is brought on by the incomplete burning of any material containing carbon, such as propane, gasoline, oil, natural gas, coal, or wood.

The most common source of exposure in the workplace is the internal combustion engine, although heating systems can also be a source. CO is a colorless, odorless, tasteless gas that can only be detected with special equipment which measures air quality, or by observing poisoning symptoms in humans.

Whether you are operating a new, used or reconditioned propane-powered forklift, the safest way to prevent CO threat is to tune the truck regularly, maintain it properly, and have the truck regularly tested for excessive

CO gas at the tail pipe.

Simple maintenance items such as an improperly gapped spark plug can cause CO emission problems. A dirty air filter, as conmon as it may seem. can cause a problem due to lack of clean air mixing ciuring engine combustion. An operator may adjust the

carburetor to get more performance from the forklift truck. but it can lead directly into a CO problem. Lack of any service to the truck is worse than high hours of operation in leading to high emission levels. When proper servicing is complete, your forklift service dealer should check the entire system by measuring the CO content of the exhaust with a meter. The maximum allowable U.S. OSHA concentration for continuous CO exposure in any eight-hour period is ll2%c, according to federal law. Since the only warning you may have is someone gening sick or complaining about headaches, you simply can't afford to ignore routine truck maintenance.

For more information on carbon monoxide poisoning and prevention, contact the I l.

l Administration. and I request Facr Sheet No. OSHA-87-

Story at a Glance

Regular maintenance is vital in preventing carbon monoxide poisoning from propanepowered forklifts.

W8f"?*""Ti'3'.T",:ffi:if"H

During the last 15 to 20 years, mouldings have for the most part been thought of as a utility product to cover cracks and seams between walls and doors.

During the 1980s, as new home prices escalated, contractors began cutting back on the cost of construction. Mouldings were either reduced in size or eliminated altogether.

This led to the growth of mouldings being sold more for remodeling than in the past. Homeowners love the look of wood mouldings, and if nice decorative mouldings are not in the house at the time of construction, you can bet sometime in the future they will be.

More builders are once again using wood mouldings to add a little pizzazz to their homes trying to differentiate themselves from the competition, or as an enticement to the buyers to upgrade their house.

Architectural styles have changed the types of mouldings used in most cases, back to the more traditional colonial styles. For most of the U.S., the stained look has been replaced with painted mouldings made from either fingerjoint pine or medium density fiberboard. In the West, painted mouldings are now installed in nearly every new home sold today, and in increasing volumes, MDF is replacing fingerjoint pine.

The advent of painted mouldings and MDF in particular is allowing

Story at a Glance

Trends in recent upswing in wood moulding usage ways pro and d-i-y dealers can capitalaze.

Get a piece of rising wood ! moulding sales

By Jim Gonsalves President, Wood Moulding & Millwork Producers Association Chief executive officer, Western Moulding Co., Inc. Snowflake. Az.

So, just how can we profit from all this?

If your customer is not aware of all the new products available, he or she needs to be educated. If you are a contractor supply yard, go into the field or your customer's office to do a "dog and pony" show. Let them know about the new products available that allow them to differentiate themselves from their competition and increase their profits, while at the same time easing their workload.

Supply a model home with the larger profiles at a subsidized price, or free if it's a large enough tract or customer. More often than not, your loyal supplier will help with the cost, if there is a good partnership between the two of you.

your work environment and motivates your own people to sell more of it. They become true believers in the idea.

If you are a retailer who caters to the d-i-yer, these products must be displayed prominently. Nice, attractive point-of-purchase displays draw attention to the product. Once they reach the display, your customers can then be shown that the benefits are more than aesthetic. Once they see the ease of installation, you'll have a sale.

larger profiles to be used, thus giving the impression of elegance, at the same or less cost.

Plinth blocks, rosettes, and corner blocks are beginning a resurgence in popularity in homes. In the past, they were usually seen only in large, expensive homes. Now, contractors and do-it-yourselfers are using these decorative pieces in moderately priced homes for an added touch, not to mention the ease and speed at which a job can be done when there is little or no mitering.

If your customers frequently visit your office or showroom, what does the moulding in there look like?

Maybe in remodeling your own offices and showroom, you install different types of moulding that not only display the products, but enhance

CORNER blocks are making a comeback due to their classic look and ouick installation.

6.t.ai]'GltS, 9U,ide

t'b,,'','S6l'li.,.h.C OSB

SELLING panels is one thing. \)Selling Oriented Strand Boardthe engineered structural wood panel-is another. And while you and much of the building industry may be familiar with it, OSB remains relatively new and misunderstood by others. Arming yourself and your floor sales staff with the basics can help your operation move significantly more OSB, yielding greater sales and profit.

Wn"tis osB?

Oriented Strand Board is a structural panel made of precisely milled rectangular wood strands that are blended with resin and wax. The majority of strands are up to 4-114" long and 1" wide. Typically, fourstrand layers-two surface and two inner-make up the panel. The surface layer strands are aligned in the long panel direction, while the inner layers have cross or random alignment. A continuous four-layer "mat" is formed, then pressed into a panel under high heat and pressure. Panels are trimmed, edge coated and may be touch sanded or prepared with tongue-and-groove edges depending on the anticipated end use. A key feature of OSB is its uninterrupted wood fiber-free of knots and core voids.

Wn.t kind of timber is used to make OSB?

In general, most OSB is made from fast-growing hardwoods such as aspen or poplar, southern yellow pine, or mixed hardwoods and softwoods.

Wn.t is the main difrerence between OSB and plywood?

In a structural 5snse-vvhish is the most important factor-there is virtually no difference. OSB and plywood are engineered to meet the same performance standards. Both OSB and plywood are structural panels and are used in structural applications. Many builders find that OSB provides

advantages such as greater uniforrrity, rigidity, shear, and no core voids. OSB can be sawed, drilled, filed, routed, sanded and painted.

Wnrt about price?

OSB is a commodity producl like plywood, and market fluctuations contribute to price variations. As with plywood, OSB's structural performance is ensured by quality assurance and independent testing.

Story at a Glance

Be able to answer the most frequently asked .questions about the world s fastest growing structural panel.

In what applications is OSB used?

The short answer is that OSB may be used wherever plywood is usedprimarily as roof and wall sheathing, in floors. subfloors and floor underlayment, and more. Today there are many "value added" forms of OSB including structural insulated panels, OSB-core decorative veneer panels, and as the web in engineered wood Ijoists. Traditionally, OSB is used as:

. Roof Sheathing: OSB is extra rigid to withstand heavy snow loads, strong winds and seismic forces. The manufacturing process provides one textured surface for safer footing.

r Wall Sheathing: OSB provides equivalent fre resistance in fue-resistant wall assemblies, good R-value and acoustical control. OSB walls also demonstrate high performance in racking and deflection shength.

Floors: OSB subfloors provide a working pladorm and base for underlayment and finished flooring such as carpet, vinyl, tiles or hardwood. Studies show that OSB is comparable to plywood in terms of nail holding

abitty. OSB singleJayer floors serve as both subflooring and underlayment for use under pad and carpet or lightweight concrete. Properly installed, OSB floors provide a snug fit with greatly reduced squeaking.

. D-I-Y Uses: Homeowners find OSB panels ideal for a variety of home projects such as pool cabanas, garden sheds, children's furniture, shelving and storage crates.

How does OSB stack up envir,ontnentally?

Unlike plywood, which is generally made from older, large-diameter trees, OSB is manufactured from fastgrowing tree species, some as small as four inches in diameter. The mills used to manufacture OSB are highly energy efficient and use virtually all of the log. Off-gassing is negligible because the resin binders used in OSB are completely cured during the manufacturing process.

Wn"t do OSB markings indicate?

All OSB intended for use in construction should bear the mark of an accrcdited wood certification agency such as APA-The Engineered Wood Association, PFS/TECO or PSI. OSB panels also should display stamps that indicate the span rating, thickness and bond durability.

What kind of care does OSB need?

As with all wood products, care should be taken to prevent prolonged contact with moisture or standing water. OSB is designed to withstand exposure to moisture, given normal, two- to three-month constnrction time periods. Moisture can cause some edge swell and surface roughness in OSB, but it will not affect tlp panel's stnrctural integrity.

Educating your floor sales staff and customer service department with these basic facts can help them know more about selling OSB, the fastest growing structural panel in the world.

New planer mill brings Mississippi manufacturer up to speed

qOUTHERN Lumber Co.. [nc. has L)unveiled a new planer mill in Hermanville, Ms., the final phase of a five-year plan to have a complete state-of-the-art sawmill complex.

The new mill boasts a Hi-Tech clamshell trimmer, Lucidyne grade reader, 40-bin drop sorter, Hi-Tech package maker and Signode semiautomatic strapping system.

"We're very excited about our facility," says co-owner Floyd Sulser. "For over 50 years, Hermanville lum-

Story at a Glance

High-tech planer mill completes Mississippi-based Southern Lumber Co.'s fiveyear renovation.

ber operations have been an integral part of the economy of southwest Mississippi. This new planer mill is an important watershed in the advancement of our company. We feel well prepared to meet the challenges facing the lumber industry in the next decade."

The Hermanville sawmill has special value for Sulser and partner Bill Dearman, who purchased the operation from Masonite Corp. in 1983. Both men started their lumber careers at the mill during the 1940s while working for Mississippi industrialist Warren Hood. The Hood Companies flourished, expanding their forestryrelated operations throughout the state.

ln 1971, Hood sold all operations to Masonite, and Sulser and Dearman continued to manage the timber and lumber interests in Mississippi for Masonite.

By 1983, Masonite was redirecting its business focus and sold all of its Mississippi timberland and sawmills.

Sulser and Dearman formed Southern Lumber Co., Inc. in May 1983 for the purpose of purchasing several Masonite properties, including the Hermanville mill.

Their vision was to continue the quality and tradition of both Hood and Masonite, while at the same time

employing an innovative and aggressive approach toward the manufacture of southern yellow pine dimension lumber. Since then, the mill has been completely redesigned, and now every operation relies on some advanced form of electronics.

NEW PLANER mill features (above) Hi-Tech clamshell trimmer and (below) 40-bin drop sorter.

NEWS BRIEFS

Retailers

Goldston's Building Supply, Wake Forest, N.C., has acquired Byrum Millwork, Raleigh, N.C., and moved the operations to Apex, N.C....

Hig ginbothatn-Bartlett Co. has closed its Paducah, Tx., yard

Alamo Lumber Co. added its l5th store and yard, a Do-it Center in El Campo, Tx.; Clay Garner, mgr....

Sutherlands Lumber Co.'s former location in Oklahoma City, Ok., was destroyed by fire

84 Lumber Co. is scouting for sites in Somerset, Ky.; Petersburg, Va.; Wythe County, Va., and near Midfield, Al., where the chain closed a yard after two employees were shot in a botched robbery attempt (see story p.27)

Lowe's Cos. has opened a 163,000-sq. ft. superstore in Richmond, Va.; a 150,000-sq. ft. store in Katy, Tx., and 130,00Gsq. ft. units in Corbin, Ky., and San Marcos, Tx.; began construction of a 120,000-sq. ft. store on l7 acres in Burleson, Tx.; plans a March opening for a 130,000-sq. ft. unit in Jackson, Tn., and acquired 17.5 acres in Oklahoma City, Ok., for $3.5 million

I-owe's is buying the 405,000sq. ft. Wilkes Mall, North Wilkesboro, N.C., as its new corporate headquarters and is considering converting its North Wilkesboro DC into an import distribution center

Home Depot, which opened store #500 last month, opens a Lubbock, Tx., unit Feb. 13 ... Depot also plans five new stores this year in the Arlington,

Va./lVashington, D.C., market; a 120,000-sq. ft. store in Durham, N.C.; a 130,000-sq. ft. unit in Lexington, Ky., to replace the Lexington Mall, and a store near Bluffton, S.C., and signed a 20year lease on a 230,000-sq. ft. facility in North Dallas, Tx., to house its Southwestern corporate headquarters, regional DC and employee raining center

Gtossmant's /nc., admitting that a severe liquidity shortage is adversely affecting its lS-unit Contractors' Warelwuse division, is reviewing potential sources of additional liquidity and exploring all available options, including seeking protection from creditors by filing Chapter ll bankmptcy; the chain expanded into the South last year with a 100,000-sq. ft. CW in kxington, Ky. ...

Anniversaries: Hughes Lumber,Enid,Ok.,20th

Wholesalers & Uanufacturcrs

Trinity Forest Industries, Inc., Hurst, Tx., has opened an Albuquerque, N.M., branch; James Mares, rnktg. head

Hardware Wholcsalers /nc. has revised its Do it Best paint pro-

gram, switching from paper to foil labels, introducing new color cards and color card racks, and lowering mininmm opening orders so smallerrehilers cm join ...

Booker & Co., Taryq Odmdo, Miami and facksonville, Fl., has merged with CrlfS Holdings, Atlanta, Ga ...

Fibrcboad Corp., Dallas, Tx., has purchased the Florida-based assets of Gentek Building Products Ine . for $9.7 million plus Se assumption of $1.7 million in payables...

Milaon Indastrics, Irc.is building an SOtnGsq. ft. eddition to its Richmond, Ky., vinyl window md door system plmt to be coryhGd March l; Jeff Sandwith, on-site general mgr. ...

Cooper Industries, Inc., Houston, Tx., has agleed to scttle for $6.85 million a consolidatcd class action sccurities lawsdt filed three years ago ry sbcttolders

Universal Forcst Prc&tcts has formalized its existing operating structure by creating several regional subsidiary corporations and partnership entitites, all to operate under the Universal Fq€st Products narne

Superior Ffueplace Co. openod a new training center in Union Crty, Tn.; Don tr(mfuan and John Shields, instmctors ...

Ame rican Wood- P res cners' Association has moved to new offices in Granbury, Tk.

Clmrhs E. tlartin &, Associres has moved to new offices in Lindale, Tx.

Web sites: Dean Lumbcr, www.deanlumber.com .-. Grcat Southern Wood Preserting, www.@...

Housing starts in Dec. (latest figs.) phmged 122% to a scasm ally adjusted annual rarc of 1.33 million, the lowest level in l8 moths ... stilt ftc 1996 tally was the higbt level in eigtt ycus starts fell more that T% in the South.

Japan Recognizes Most U.S. Grading Agencies

Japanese requirements for re-grading U.S, lumber, a long-standing nontariff barrier to U.S. wood product imports, have been eliminated.

Recognition by the Japanese Ministry of Construction of most U.S. rules writing agencies and the grademarks of their lumber inspection bureaus permits direct use of U.S. lumber for construction of American-style homes in Japan.

The effect will be to increase the number of U.S. mills that can export directly to Japan from 80 to 1,000. The move should boost U.S. mill jobs and vastly increase future U.S. wood

exports to Japan from 1995's $3.5 billion.

Virtually all gradestamped lumber produced in the U.S. will be recognized by the Ministry.

Rules-writing agencies and inspection bureaus now covered are: Redwood Inspection Service, Southern Pine Inspection Bureau, West Coast Lumber Inspection Bureau, Northeastern Lumber Manufacturers Association, Northern Softwood Lumber Bureau, California Lumber Inspection Service, Pacific Lumber Inspection Bureau, Timber Products Inspection and Renewable Resources Associates.

Celotex Consolidates, Nearing End Of Bankruptcy

Anticipating its emergence from bankuptcy after more than six years, Celotex Corp., Tampa, Fl., has consolidated its building and roofing products divisions.

The manufacturer's reorganization plan was approved by the Bankruptcy Court Dec. 6 and is currently being reviewed by the Federal District Court.

Celotex anticipates the plan will be implemented by late spring or early summer, whereupon the business will be further streamlined by acquiring the assets of the Jim Walter Corp., Center for Applied Engineering, Inc., and Jim Walter International Corp. and integrating the affiliates' personnel into Celotex.

Dennis M. Ross continues as pres.

and c.e.o. of Celotex. Timothy M.

Pariso is now executive v.p. and c.o.o.

R. Blair Kriever, current pres. of Jim Walter Corp., will serve as senior v.p.-administration & public affairs. A.A. "Lance" Campbell, formerly building products division v.p.-mktg. & sales, was named senior v.p.sales/mktg., and Robert E. Herrell, former building products division manufacturing v.p., is senior v.p.manufacturing.

Surplus Ghain Gets Renamed

Seeking to update its image, E.C. Barton & Co., Jonesboro, Ar., has renamed its 18 Union Salvage stores Surplus Warehouse.

The Surplus Warehouse name was unveiled with the November openings of new locations in Lake Charles, La., and Temple, Tx. While already officially taking on the name, the other 16 stores will get new signs and be repainted to the new color scheme over the next few months.

Jerry Clingen, a former assistant manager at the Monroe, La., yard is manager in Lake Charles. Bruce Owens, previously assistant manager in Alexandria, La., is managing Temple.

fire retardant treated lumber and plywood is the #1 brand in the USA, from the largest producer in the USA.

Sure{llood Forcst Prcducts

Iistings are often submitted montlu in advance. Always verifi dates and locations with sponsor before nuLing plans to attend-

FEBRUARY

Wood Moulding & Millwork Producers Assn. - Fcb. lll5, annual meeting, Omni Hotel, Houston, Tx.; (916) 661-9591.

Carolinas Woodworking & Furniture Supply Show - Feb. 1415, Greensboro Coliseum, Greensboro, N.C.; (704) 459-1312.

Paint Decorating Retailers Association - Feb. 14-16, Spring Decor '97, The New Charlone Convention Center, Chadone, N.C.; (314) 326-2636.

Florida llardware Co. - Feb. 15-16, spring show, Radisson Twin Towers, Orlando, Fl.; (90a) 783-1650.

Glasslat'97 - Feb. 19, Monterrey, Mexico; (54O) 72G5584.

American Fence Assn. - Feb. 19-22, FenceTech '97, Orange County Convention Center, Orlando, Fl.; (800) 8224342.

Mississippi Building Material Dealers Association - Feb. 2Il'' 22, anntal convention, Silver Star Resort Hotel Casino & Convention Center, Philadelphi4 Ms.; (601) 267-5522.

National Sash & Door Jobbers Association - Feb. 20-23, regional meeting, Innisbrook Hilton Resort, Tarpon Springs, Fl.; (813) 372-3665.

Orgill, Inc. - Feb. 2l-23, spring market, Cook Convention Center, Memphis, Tn.; (901) 948-3381.

National Wooden Pallet & Container Association - Feb.2LE, annual convention & expo, Marriott's Marco Island Hotel, Marco Island, Fl.; (703) 527-7667.

Virginia Building Materid Association - Feb. 2!i, sales scminar, Holiday Inn, Wythevi[e, Va-; (804) 323-8262.

Mid-America Lumbermens Association - Feb. Xi-8, Exp '97, Bartle Hall, Kansas City, Mo.; (AD 663M.

Appalachian Hardwood Manufacturers - Feb. tl-Msret 2, annual meeting, Ponte Vedra Inn, Ponte Vedra Beach, Fl.; (910) 885-8315.

MARCH

Hardware Distribution Werehouses, Inc. - Msrch 1-2, Mississippi Trade Mart, Greenwood, Ms.; (800) 25G8527.

International lfardware Fair - March 2-5, Kdln Messe, Cologne, Germany; (212) 369-38m.

Kentucky Lumber & Building Material l)ealers AssocietionMarch 3-5, estimating class; Marc} G7, computerized estimating class, Executive Inn, lnuisville, Ky.; (502) U5-6730.

Lumbermen's Assn. of Teras - Marcb 3-7, board & comminee meetings, Austin Omni Hotel, Austin, Tx.; (512) 472-1194.

IEPA-International Wood Products Association - March +7, annual convention, Kauai Marrion, Hi.; (703) 8206696.

Kentucly Forest Industries Assn - Mlrch 5-6, annual meeting, Marriott Griffin Gate Hotel, Lrxington, Ky.; (502) 875-3136.

Mid-America Lumbermens Associetion - March 5-5, estimating seminar; March lE, yard foreman seminar; Msrch 19, management seminar; March 20, selling & estimating, Tulsa Ok.; (800) 747-6529.

Canadian Fence IndusFy AssD" - March Gt, Fencecraft '97, International Plaza Hotel, Toronto, Canada; (604) 7362568.

Distribution America - March G9, retailer convention & market, Hyan Regency, New Orleans, La; (708) 29o--7000-

National Lumber & Building Meterial l)ealers AssocietionMarch t-11, legislative conference, Washington Court Hotel, Washington, D.C.; (800) 634-8645.

SOUTHERN ASSOCIATION

Oklahoma Lumbermen's Association's annual convention & exposition March l4-I5 at the Clarion Hotel & Convention Center, Oklahoma City, will adopt the National Lumber & Building Material Dealers Association's "The Material Difference" as its theme (see p. 6).

Lumberments Association of Texas and OLA are co-sponsoring an Alaskan cruise July 12-19. Beginning in Vancouver, British Columbia, the trip will stop at Skagway, Glacier Bay, Ketchikan and Juneau, site of a possible yard tour of Don Abel Building Supplies.

Florida Building Material Association is staging installed sales workshops March 11 in Central Florida and March 13 in South Florida.

Virginia Building Material Association will hold its next annual convention, themed "Focus on Your Future!," April 3-7 in Hot Springs, Va.

Mississippi Building Material Dealers Association's TLst annual convention & building products trade show Feb. 20-22 at the Silver Star Casino, Philadelphia, Ms., will include a Weyerhaeuser plant tour and golf tournament at the Choctaw Trails Golf Course.

Kentucky Lumber & Building Material Dealers Association has enlisted consultant William Darling to present a residential framing lumber estimating seminar March 3-5 and a computerized residential estimating seminar March 6-7 at the Executive Inn, Louisville.

Mid-America Lumbermens Association's progr:rm for Expo '97 Feb. 26-28 at Bartle Hall, Kansas City, Mo., features: Jack Nunn on "Dealer Roundtables-How Can They Help Your Profitability;" insurance claims supervisor Ray Landherr and

attorney Kevin Kruse "You've Been Sued...Now What?;" Arkansas Department of Labor safety administrator Clark Thomas, "Does the Phrase 'OSHA Inspection' Make You Break into a Cold Sweat?;" attorney Jack Selzer, "The Five Most Important Income Tax and Estate Tax Rules All Business Owners Should Know," and a retail lumber dealer panel discussion on "Alternative Income-How To's," moderated by MLA director of training and education Marvin Floyd.

Carolinas-Tennessee Building Material Association held its annual convention and buying show Jan. 17l8 at the Charlotte Convention Center, Charlotte, N.C. Photo coverage of the "Product Fair with a Country Flair" appears on the following two pages.

TenapERnrE FoREST FouNonrtoN

ScreNlprcRr-r-v

Do you believe that social, economic,and environmental issues must be integrated to sustain life on this planet?

The Foundation's mission is to empower the public with a better understanding of issues and options surrounding conservation and the development of natural resources.

Maze Stormguard@ "Split-Less" and "SLIM-J|M@' Stainless Steel nails provide the most trustworthy combination in the industry. Both have blunt ooints and slender shanks for driving closeto board edges without splitting \iood. Both

types are stocked unpainted and in standard Cedar and Redwood colors. Other colors available. Write for free literature and samples.

IH

AWARD presentation at the Carolinas'Tennessee Building Material Assocatioh's annual convention and buying show: (1) Leonard Safrit, Jimmv Whittinqton, Eli De L'Horbe. (2) Paul Turner. (3) Guy Martineau. (4) R6b Miller, Nick Hopkins, Hayes Armstrong, Roz Braatz. (5) Gary F6ole. (6) Steve Kolar. (7) Steie Van Oostenbrugge, Steve Lemere. (8.t C.J. Rvals, Carol Pipkins. (9) Ed & Nat Baker. (10) Gary Donnelly' Huck DeVenzio. (11) Ted Smith, Al Traver. (12) Ron-Pershing, Joel Gentrv. (13) Al Walbr. (14) Jetl Courtnev' Christina Gallagher. (15) ,.tim Olson. '(16) Bob & Vera Richards, Mike Layne. (17) Billy Burch' Lvnda Gaedb, Fliver, Jody Solesbee. (18) Linda Greenthaler, Keith Aibill. (19) Gene Brittan, iohnnv Smith. Stan Lvsack. (20) Tom White. Bobbv Smith, Hollv Hill, ChesteiAbee. (21) Val Geistfeld, Al Schaefer, Tom bailey. (22) Alan Meeks. (23) Al Bates. (More photos next page)

Feanunnv1997

ld

McOlenny, Dale Springs, Mark Craine, Matt Walsh, Carl McOonnell, Rich Dellaecqua. (7) Clint Darnell, Rick Stout. (8) Dayton Herbranson. (9) Bruce Ayres. (1'0i John Passmore. (11) A.B. Carter, Ben Ashmore, Luge Habermehl, Jim Harrell, Mike Tester. (12) Johanna Wilburn, Mark Vreeland, Darryl Trogdon. (13) Jerry Adamson, Karen & Jefl Beasley. (14) Chad Blizzard, Brian Mulvaney. (15) Ron Kemper, Jim Bradlev. Ted 0laik. 'Larrv Wegman. (16) David Lickert, J,R. Mallozzi, Brandon Potts, Bill Hurst. (1il Kathv Woolev. Rita Watts. (18) Joel tvtcObndh. P6te Mabie. Brian Bourbeau. (19) Chris Cote. Maroaret Hager, Joe Croft, Terry Griffith, Roland PaTva.

Feenunnv 1997 Burr,tnc PRoDUcrs Drcpsr

CTBMA show exhibitors: (1) Jan Kirschner, John Ramsey. (2) Bob Tvson, Don Peaw. (3) Larry Blackmon, Larry Martin, Tim Oeaton,

Harry Walsh, Eddie Barham. (4) Rick Holloway, Jarrett Thomas. (5) Theresa Selzler, Susan Smith, Teni Pritchard. (6) Jack

PERSONAIS

Joseph T. "Joe" Holland, ex-National Forest Products Association (now American Forest & Paper Association), is new to Hoover Treated Wood Products, Inc., Daytona Beach, Fl., as a technical mktg. specialist.

Dick Schram, ex-Lowe's Cos., Inc., North Wilkesboro, N.C., has been named divisional human resources mgr. at McEwen Lumber Co., High Point, N.C., a division of Hood Industries.

Dennis Sallee is new to outside sales at 84 Lumber, Nicholasville, Ky. William Nease and Jeremy Griffith are new contractor sales reps in Blairs, Va"

Al Schaefer has been named v.p./general mgr. at Wrenn Handling, Inc., Charlotte, N.C.

Barbara Wylie, ex-Atlas Roofing, has been named field sales mgr. at Dallas Wholesale Builder's Supply, Inc., Dallas, Tx.

Larry Cochran is the new mgr. of T.H. Rogers Lumber Co., Siloam Springs, Ar. Randy Thurman has been transferred from Siloam Springs to manage the Clinton, Ok., yard.

Donn E. Keefe, chairman of American Wood-Preservers' Association's standards interpretation committee, will be given the 1997 Award of Merit at the association's annual meeting Apil 27 in Pittsburgh, Pa.

Laurent Boil-ly is new to APA-The Engineered Wood Association's international mktg. division, replacing Bob Potter, who joined the Field Services division in North Carolina.

Mike Greenwood is now sales mgr. of Plywood & Plastics, covering the Norfolk and Richmond, Va-, facilities. Dave llornbeck is operations mgr. Tom Schlueter is the new c.o.o. of Texas Wholesale Building Materials, Carrollton. Tx.

Shawn Martin is store mgr. and Scott Truman and Mike Salerno assistant mgrs. of the new Home Depot in Jupiter, Fl. Itavid Sedillo is mgr. of the new unit in Garland, Tx.; Jim Bailey is mgr. of the new Linle Rock, Ar., location, and Rick Orasi, mgr. of the new Johnson City, Tn., store.

Rucker Chunn is now mgr.-warranty administration at Inter-City Products Corp., lewisburg, Tn.

Robert G. 'Bobt Parnell, JorgensenBennen Mfg. Co., Memphis, Tn., has been elected president of the Lumbermen's Club of Memphis. Gery Wellece, Walter M. Fields Lumber Co., is lst v.p.; Den Meyhew, Iimmy Whiftington Lumber Co., 2nd v.p., and Elsie Starr, J.T. Shannon Lrmb€r Co., secJtreas. New directors: Diene Pery, The Frank A. Conkling Co.; Riclenl Hascher. National Hardwood l,umber Association, and Cherles Creig, Craig Lumber Corp. Carlton Smith, who recently celebrated his 92nd birthday, was named Lumberman of the Year for his 70 yean in the industry.

Bob McMahon, president of Sunbelt Lumber Co., Spartanburg, S.C., rctired Dec. 3l aftcr 48 years in the indrtry.

Mite Perks, owner of Parts Lumber Co., Gentry, Ar., earned the Exceptional Accomplishment Award from the Arkansas Community Development Awards Program.

lntrodudngTlmbeffechn, the next dlmenslon In deddng alternatlves

It's the perfect combination of materials technology and the traditional warmth and beauty of wood. TimberGchn', the new wood/polymer composite from Crane Plasticg is a revolutionary innovation for decks. F,nginseled for maximum strength-to-weight efficiencieg Timberllechn feahres a unique T&G configuration that eliminates visible fastenen and gives deck zurfaces the look of an indoor floor.

Timberllechil is extremely mois0re'resistanl and won't splinter, split, decan or warp. The original warm brown color weathers to a silvery gray. Painting, realing; a1d steining are not requtred.

The next rlimension in alternative decking will b€ available for May shipmenl Call Mellco today to find out more about Timberlfechil and other innowtive outdoor constmction products!

Plrone: (800) 86G1474. Fax: l8OOl777-3299

Vlsft ourweb slte at http://rnrw.mellco.com

Rich Reilly has been promoted to branch mgr. of the new Mobile, Al., location of Prudential Building Materials, Atlanta, Ga. Steve Bremner is now branch mgr. in Orlando, Fl., and Dale Perrotta, mgr., Miami, Fl., according to Carlos Yilla, Southern Division president.

Richard Petty, NASCAR racing legend, has been signed as a spokesman for Mastic.

David Johnson has been named controller at The Celotex Corp., Camden, Ar.

Ed Fender is now mktg. mgr. for trade shows and merchandising at Bruce Hardwood Floors, Dallas, Tx.

Shannon Watson has been named mktg. channel mgr. for the dealer/distributor and builder channel at American Woodmark Corp., Winchester, Va. Iloss Mongold is now plant mgr. of American Woodmark's Berryville, Va., facility.

Michael II. Thaman has been promoted to president of Engineered Pipe Systems, a division of Owens Corning, succeeding Scott Koepke, who has left the company.

Philip J. "PhiI" Smith has been appointed v.p.-sales & mktg. for A,H. Hoffman, Inc.'s horticultural products.

William E. Redmond Jr. has been appointed president and ceo of Garden Way, Inc., replacing Alan Brumbaugh.

Jim Olmedo, Weyerhaeuser Co., Hot Springs, Ar., was appointed vice chairman of the Southern Forest Products Association.

Randall Johnson is now president of Heatmaster, Inc., Angier, N.C.

David T. Holvey has been named director of retail sales at Wayne-Dalton Corp.

Pete Tronquet has been appointed v.p.plastic products for the newly formed Exterior Products Group of ABTco, Charlotte, N.C. Rick Thomas is national accounts mgr.

Steve McDorman has been appointed pres./ceo of Sterling Air & Water, Inc., Covington, La.

Howard Holliman has been appointed product mgr.-specified commercial products at A.O. Smith Water Products Co., Irving, Tx.

James Christopher Mendicino, Lowe's Cos., Columbia, S.C., wed Elizabeth Ann Abercrombie Nov. 16.

Edward Lynn Powell, 84 Lumber, Lexington, Ky., wed Nicole Elizabeth Brown Dec. 14.

Sharon Dobo has joined PermaGrain Products, Inc., as health & safety supervisor.

Mark Goldstein has been appointed president of Stanley Tools North America, replacing Joe Jones, who is now president and general mgr. of Stanley Tools Worldwide.

Kenneth Riley is now laminated flooring product mgr. for BHK of America.

"Quote" vof tu. MOnth

"Managing our national forests to produce forest products would do more to reduce lumber market spikes than any other action the Clinton Administration could take. "

- David Ford Independent Forest Products Association, Ponland, Or.

Laura A. Brown, Home Depot, Atlanta, Ga., wed Robert Rhyne Hughes Sept. t4.

Samuel George Lambert fV, department mgr., Lowe's Cos., Maryville, Tn., wed Kami Kristin Sloan Oct. 5. Sean Paul Sinnott, Louisville, Ky., married Jane Anne Sandefur Aug. 17.

Vincent Brian Kuykendall, contractor sales associate, Plymarts Inc., Marietta, Ga., married Autumn Lynn Ross Sept. 13.

Kruse Knight is in charge of the Fabulous '50s promotion at MungusFungus Forest Products, Climax, Nv., according to owners lfugh Mungus and Freddy Fungus.

Sell cypress to qualityminded prots and d-i-Vers

TT'S AN IDEAL choice for qualitY Ihome builders and remodelers who are searching for lumber products that look gteat, hold paint well and stand

up to the toughest weather. Southern cypress is a quality wood product that has withstood the test of time. For generations, cypress' unique qualities

Gypress Sales Tips For Retailers

Siding remains one of the most popular uses for cypress. To get the best performance from cypress siding, retailers should:

. Protect cypress siding fron rain at the retail yard and job site. Dried to strictest specifications, unfinished cypress may mildew if it is re-wet. If mildew does occur, simply apply a bleach and water solution, but don't safirate.

Don't leave cypress siding flat packed. Air flow between laYers will give it a chance to acclinate to its environment.

. Advise installers to use hotdipped galvanized or stainless steel nails to prevent dark stseeks. Some homeowners may want that natural, weathered, streaked look, so find out what they prefer.

. Suggest using paint or stain with a good mildewcide. Homeowners will appreciate the easier maintenance.

Sometimes siding that has b€oa properly dried, stored and handled will pick up moisture prior to painting. I:ter, the wood releases moisture and joints may otrcn up, or buckling may occur. This condition can be minimized by priming or pre-finishing all sides, ends and edges after the siding has reached climatic balance and before it's installed- Pr,e-finishing will minimize objectionable nnfinished lines where joints open up because of shrinkage in width. These procedures ar€ cornmonly recommended for cypress and other wood siding materials, but they are often sidestepped by builders trying to save the honeowner a few dollars. If homeowners understand the inportance of these procedures and follow them, they can enjoy the beauty and lasting value for years to come. And retailers can count on them for repeat business.

have been well known throughout the 150-200 mile wide area adjoining its growth region; along the Atlantic Coastal Plain, from Delaware to Florida; west along the Gulf of Mexico to Texas, and northward through the Mississippi Valley to southern Indiana

The most obvious advantages of cypress are its distinctive natural grain and workability. Its primary exterior applications include siding and trim, along with fencing, porches and ornamental structures such as gazebos.

But cypress also is one of the most durable woods available. Cypressene, a natural preservative created during growth, makes the heartwood especially resistant to insect damage and decay. Because it has a high tolerance of the elements, it has developed the reputation of being the ideal product to use in coastal areas.

Another reason for its popularity is that the lumber is painted easily. In paint retention lab tests, cypress has been shown to have higher paint retention than other woods, making it an economical choice. Unpainted, the wood will last for hundreds of years. The wood has few knots and does not normally check or warp.

Generally, cypress is sold in random lengths of 6-16 feet and widths of 4-12 inches. At the job site, that means fewer cuts and fewer joins.

For pressureteated wood hafs kilndded after fieatnent, call Dean Lumber Co.

The gente condfioning of our steam dry kilns yields exceflional products sudt as Dean Deck, Ddcono fire retardant feabd wood, Outdooro wood, Wolmanizedo Extra" lumber, and teated specialties.

Prefab Components Rising

U.S. shipments of factory-built components in housing should rise 7.1Vo annually through the year 2000 to over $20 billion, projects the Freedonia Group.

Component manufacturers are becoming more efficient in production and distribution, and developing higher quality products built to more exacting design specifications.

Concurrently, concerns are rising over the quality and cost of on-site labor.

Roof trusses and prefabricated walls and partitions will continue to compose 44Vo of the overall industry through 2000. Floor trusses and roof panels will post the strongest gains, each growing 8.8Vo ayear.

Other key factory-built components in housing include pre-hung windows and doors, millwork and pre-built bathroom fi xtures.

Florida OKs New Technology

The State of Florida has cleared the way to use new technology for efficiently and economically designing wood homes.

The action came with the approval

of a new American Wood Council manual for wood frame construction in high wind areas by the Florida State Board of Building Codes and Standards.

Hurricane Andrew in 1992 focused attention on improving design and construction for all types of dwellings in Florida and other parts of the South.

The "Wood Fiame Construction Manual for One- and Two-Family Dwellings, 1995 SBC High Wind Edition" improves engineering methods for construction of wood frame houses by providing for the design of entire wall, floor and roof systems instead of individual components of those systems. It provides engineered requirements and solutions for wood frame dwellings in high wind areas (90-120 mph).

A wide range of elements are covered by the manual, including lumber, structural glued laminated timber, wood structural sheathing, I-joists and trusses. Also included are new provisions approved by the Standard Building Code for designing walls with window and door openings that will resist high winds.

by Glen Oak

Purchase Poplar For Prine Value!!

Has It Been HardTo Buy Quality Millwork?

A low density hardwood, poplar moulds smoother than pine, with no pitch or resin problems. It is dent resistant and has excellent woodworking properties. Poplar is known for its superior ability to hold primer, paint and stain. Its price stability eliminates market risk.

Those sold on poplar's advantages specify PRIME POPl.Afi9by Glen Oak Lumber & Milling. PRIME P OP IA,R@ provides professional builders with substantial labor savings because of its excellent paint-prime quality. PRIME POPLAR@ is uniformly primed, sanded and buffed in a state-of-theart four-step process which eliminates grain raising.

Manufactured at Glen Oak's newest facility, centrally located within 500 miles of all major Eastern metropolitan markets, Glen Oak's PRIME POPLAR@ can be delivered in 24 hours.

Questions that sell

rltHE ERA of high pressure sales is |- almost extinct. Customers are now educated purchasers and most recognize when they're being coerced or patronized. Strong arm tactics may get you the first sale, but if you plan on repeat transactions, your customer is going to give you a flat "no," and you can forget referrals, too.

After listening to a salesman extol the virtues of his product for 20 minutes, the weary customer makes some excuse like "I'm not ready" or "I'll think it over," while really thinking, "So, what's in it for me?" That chatty seller forgot to identify a very important element of the sale: how does the customer benefit from this product?

,i, , , Sales Quiz

(:l') Why do people buy things? {You may circle more tran one)

a. To:keep upuilh lhecmPetition.

,

:

:

b- To:irnprove their sell image'

c, Keeping up with the Joneses.

d. Pdde of ownership.

: :

e. To make,their ofpanyOperate mors effrcien0y.

L They sirnpty ne.ed it

Aniwer: All an @ned. Ha$ng biased assunptions abort a buye/s nndration can'causs you io lose sabs. Sometimes people have rnrsml reasons for buying things; ask qreslir:ns to dscover what they are. [Jse a few mhutes of ftiedly conYetsation b gpt to knolv the buyer, then conwil this hformafpn into a sals.

{2} Tcqualifyabuyer hdftntes trat you: (Cirde ordyone ansrver)

a-,Flave determined iheh, rpedc

b. Have checked to see that heir credt eard is valid.

c, thve decriied you re sho'r&p merchandbe t\at doesn't exceed their financial msoLnc€s.

d, Have daermined that th€y have he authuity to make he pudtase.

e. Hawa product ln pur line tut will meet fteir requirements

: Answer:: All are corect axcept b. Thtough a line ol inquiry det€n*te what heir ne€ds arc atd if you otfer a prcduct that can meet hese ne*. Abo determine whefrer hey are he ooe lo make thi purchase or if someone else needs to be included h $e deci$onrnaking procesc

(3l,Wtrai:reason14 benw'best rcflect why pu should ask pur arlomen qrestions?

::a. Plomotes customerinvdwmgnt h he presenlation.

:

,,,b. Mainbins ht€tast in yoursales presentaton.

, a, thlps you detsmdne fte needs of he cus{om€r.

,::: d. Hdps pu:(ualifythe ashmar.

e. Qtly ansriets a and b.

,,,:, Answer: A,il,are conect €xcepl e. The more $e otstomer is inrclved and intercsted in pur presentation, the more fikely he is to buy. Yow product rilJst have mennhg b the qlsbmer. "lt saves you timd nny may nbt mean arrything to a qstomer who is looking for cod. Bd il pu can show him how savirg time brings his cost down, he may be intsrssled.

{4} Wtrictr are usetut tectrni4res for qualifying a buyer? (You may circle mora 0ran one)

a Find out what they like aboutfiegodrctorseruica hey an arenty using.

b. Ask it a purchase of fris nature is wifrrin their bdget.

c;:Ash l{vlro, in additiofl lo ywrseff, will make the final decision?'

d;,Ask, tl we are fonunate enough today to fnd fnat this prodrc't u service meeb yourneeds,

,,',:'1',, rvould you bB in a posilim to prcceed?'

, :g;'ACk, ll{hatnflrld it tal€ to getpu to buy what I'm seHng?'

,lnswerl:,Numben a, c:and d rrcuts a[ be corec't ans:rvens. By aslittg opetqded W€sltms sudt as a, you ffnd out more abod tre a!*sns/s prefererces. Atking ila prctnse is wihin lheir budgel can-oilten be perceived as nda, be$id68 wfien a Petsotl uuly YvanB to ptrdtass som€$iq they often lmd atemative fmarrcbl resoutcs-

(5) Wrafs me rnost important prrpose of a mles presentalion or dernonstratiofl? (Cirde or{ me}

a" To prepare lhe F06-p€ct to approve tre puruhase and close fre sale.

'

b. To', lp train:ttte sa! erson howto present he prcduc,torsewice morc efic,tively'

c. Allows you to demdnshate fiB uniqre beneliis of yotr product or sewice.

d. Helps invofoe the dient in actually epaiencing he usefukress of lhe pmduct or seruba'

e. Toinplant, in th€ii miM that you ara the best source lor the bgteftb they wanl

: , , Answer: A is the be$ answer, but c and d coud also be chosen, daenrftng on your $y'te of selllng;r:The enf iE proe 6s la dircc-{ed lryard doshg fie sale and he qtit*est way b arive fiere b to get the consumer involved in lhe presentation.

Successful salespeople help customers recognize this through fact-finding and open-ended questions, then convert product features into a benefit.

What does the customer want?

"These motivators are the emotional hot buttons that the astute salesperson must press," says Gregory M. LousigNont, Ph.D., creator of the Sales Success Profile sales aptitude test.

"By explaining how the benefits of your product or service satisfy their motivations, you'll close more sales."

Feedback is essential to complete a transaction. To obtain this information you need to ask two types of questions. Fact-finding questions elicit answers such as a simple yes or no, a name, or size. Open-ended questions, which begin with words such as how, what, where and when, elicit opinions. Use these inquiries in normal friendly conversation, without making the consumer feel as if he is being interrogated.

Remember "Ol' Herb," the salesman who could sell refrigerators at the North Pole? By asking the right questions, he illustrated to Mrs. Santa that by keeping elf snacks in the refrigerator, she could spend less time defrosting frozen meat and more time helping

Story at a Glance

Do you know what questions to ask to close sales?

to train the reindeer, providing more quality time with Santa and obedient reindeer. Herb found what she really wanted and showed her how temperature control could solve her problem.

When salespeople ask questions which identify a prospect's needs, they appear truly concerned about making sure the prospect is happy with the investment.

"It's not unusual to find an experienced salesperson who is in a slump because he or she has reduced seltng to a three step process: Close! Close! Close!" says Lousig-Nont. "You can't close until you have established rap port, qualified the prospect by asking questions, and explained how your product will meet or exceed the buyer's needs."

If your sales seem to be lagging, try looking for benefits for your customers then go out and give Herb some competition. After all, Mrs. Santa may also need a drill set!

Chxk ywr sallllg sUfis against sr.@o qtesliors tnn ha Sahs Suooass ProlflE

84 Lumber Closes Alabama Yard Atter Shooting

84 Lumber has closed its Midfield, assault. According to police, the susAl., yard after two employees were pect allegedly said he planned to rob shot during a robbery attempt.

The two workers were shot. one of the store, but panicked.

Two weeks earlier, the same store them four times, Nov. 21 by a man had been robbed of several thousand who had been hanging around the dollars in cash and checks. store, saying he was waiting for a While 84 Lumber would not conride. He left the store just before firm why the store was closed, the closing, returned minutes later, and company admitted the location was a opened fire with a handgun. profitable one, but it was concerned

84 Lumber closed the store the aboutthesafetyofitsemployees. next day and offered a $100,000 The chain is looking for a new 5reward for information leading to the to 10-acre site within a five-mile arrest and conviction of the person radius of Midfield. It hopes to start responsible for the shootings. construction in June and have the vard

Although the reward has not yet with 21,000-sq. ft. main building, been claimed, police have arrested 16- slightly smaller than the shuttered year-old Bobby Brown and charged facility, completed for a fall grand him with two counts of first-degree opening.

Full Program Awaits Lumber Wholesalers

North American Wholesale Lumber Association will tap into the resources of Baylor University to conduct seminars for business owners during its annual meeting May 3-6 at the Hyatt Hill Country Resort,'San Antonio, Tx.

Professor Joe Cox will address "Performance Evaluation and Compensation;" Nancy Upton, "Meet the Challenge of Family Business," and Kendall W. Artz, "Strategic Planning for the New, Competitive Marketplace."

Other speakers: elementary school teacher Karen Richardson on the recent NAWLA Teachers Tour; Brad Johansen, Welco Lumber Corp., and John Kerr, Lignum Ltd., on "The Canadian-U.S. Softwood Lumber Agreement-One Year Later;" Larry Zarker, National Association of Home Builders Research Center, "The Pressures from Alternative Products," and Russell Taylor, R.E. Taylor & Associates Ltd., "The Global Timber Supply Shortage: Fact or Fiction?"

with the quolity, dependobility ond service you con rely upon for I Aluminum Window Screening

I Fibergloss Potio Screening

I Spline & Supplies

NEW PRODUCTS

a;nld selected sales aid.s

Heavy Lifting

A pneumatic-tire lift truck that lifts up to 15,500 lbs. has been introduced bv Hvster Co. '

The H135-l55XL2lift truck has a five-position steering column that goes lock-to-lock in 3-112 turns; preloaded and sealed, angled load rollers that offer load support when lifting or

lbs. Designed for rough splitting of heavy wood blocks, the Power Axe 2400 is 28-318" long and weighs 4-ll2 lbs.

Each axe comes with a glass-fiber carrying sheath for storing the blade.

Circle No. 203

Drivers Get A Grip

lowering materials; an exclusive pedal for changing driving directions and acceleration, and a weatherproof cab.

Circle No. 201

Deep Embossed Moulding

Residential moulding from Marley Mouldings has a hand-crafted look and comes in four colors.

The Heirloom Collection requires no sanding or painting and is reportedly fast and easy to install.

Circle No. 202

Chop Shop

Five new power axes have been introduced by Fiskars.

The Handy Axe 600 measures 13ll2" long and weighs about I lb. The Power Axe 1000 is l7-l/2" long and weighs l-l12 lbs. The Power Axe 1200 is 23-112" and weighs 2-ll4lbs. Featuring a power wedge blade for maximum wood splitting, the Power Axe 1400 is 23-112" lons. and 2-ll2

A line of easy grip contractorgrade screwdrivers are available from Stanlev Tools.

Captain Hook

A hook driver from Wolfcraft, Inc. can be detached from its handle and used with a cordless screwdriver for power driving.

Featuring a custom-molded handle, the Hook Driver has a l/4" hex shaft in the handle that fits screwdriver bits.

Circle No. 205

Rocking The World

A granite-finished landscape boulder for covering 18" satellite dishes in restricted areas is new from Rock On.

The handles are molded with a hard core of polypropylene and a softer outer grip of thermoplastic rubber. Available in three sizes: l-l/8", ll/4", and l-3l8" grip.

Circle N0.204

Designed not to interfere with the satellite signal, Rock On is said to be easy to install and made of fiberglass and granite dust.

Circle No. 206

Bedding Down

A load support for short-bed trucks is available from Darby Industries. Designed to insert into standard insertion hitches, the 48"-wide Extend-A-Truck extends back and up to support long loads, and is stored flat.

Lift Truck Fleet

Two propane and liquefied petroleum gas lift trucks are available from Daewoo Equipment Corp.

ponents, the online-controlled Weinis Unitec 10 has a swivel ranee of 150; that makes it possible to -work part lengths from 4" to ll'10", and has a computer system that saves time during manufacturing.

Circle N0.210

AllWashed Up

An industrial electronic meterins faucet is new from Speakman Co. The Microflo Prosrammable Electronic Metering Faucit is report-

Simplified Software

A software update from Distribution Management Systems, Inc. enables users to monitor order pricing within set limits.

Release 96.03 also warns users if a work order can be completed on time. has a new notepad for special packaging instructions, and uses enhanced batch processing.

Circle N0.213

A Touch Of Autumn

The G35S and G40S are powered by a 4.3 liter engine and are engineered for fast shuttle work and excellent maneuverability. The G35S has an 8,000 lb. load capacity at24" load center, and the G40s has a 9,000 lb. capacity.

Circle No. 208

Wet And Wild

A non-pin digital moisture meter from Wagner Electronics has a backlit, two-line, 32-character display with a menu system to guide users through the selecting, storing and reporting process.

The L6l0 stores up to 500 separate moisture readings for comparisons of average moisture content, standard deviation, and minimum/maximum moisture contents.

It has a 3-D field that rcads 2-112" square by 1" deep and is unaffected by wood temperatures or ambient humidity.

Circle No. 209

High-Tech Tenoning Cutter

A machine for producing joints of any workpieces with angular corners and curves has been introduced by

edly ideal for public washrooms and can be programmed for a flow from l0 to 120 seconds. It includes a lithium battery that lasts up to six years and a low voltage light.

Circle No. 211

Breaking Heads

A garden landscaping tool from V&B Manufacturing Co. has a specialized head for groind breaking ind digging holes.

For use as a pick end or blade, the 16" Mini-Planter weighs about 2 lbs.

Solid vinyl siding from Heartland Building Products, Inc. features a unique woodbark, woodgrain surface with a low-gloss finish.

The Autumnwood Collection comes in six panel profiles: double 4", double 5", double 4" dutchlap, double 5" dutchlap, beaded 6-112" and triple 3", each in l0 colors.

Circle No. 214

Carefree Cabinetry

A new mirrored bath cabinetry and lighting line has been introduc6A Uy PL Bath Products.

All CabFIT cabinets have a beveled frameless mirrored front, inside door and back panel. The rustfree aluminum cabinets come in a white or silver finish.

Circle No. 215

Designed to produce windows, doors, cabinet door and special com-

Michael Weinig AG.

Circle No. 212

Suck Ups

A line of hand vacuum cuPs for liftins flat and curved surfaces including g'iass, mirrors, floor tiles, panels,

surfaces, or thicker, concave cups for curved surfaces, the cups have a relief valve for quick release with no sticking.

Circle N0.216

Banner Sales

A line of changeable banner Products has been introduced bY Willco Enterprises.

Available in a various colors, the ultraviolet-treated banners come with 230 Velcro-backed, black or white letters, numbers and symbols per set.

There are four banner sizes to choose from: 2'x3' window banner, 2'x9' banner with 8" letters and transparent protective shield, 3'x3' banner

Step On lt

A magnetic sweePer with a load release is available from Dowling Magnets.

plastics and sheet metal is new from Anver Corp.

Featuring 125 lbs. of holding power. Anver Sure-Hold Vacuum Cups have a built-in actuated PumP and a red line for monitoring the vacuum's stability.

Available in 8", 9" and 10" diameter sizes with flat rubber cups for flat

Sidinq Nails-

o No Staining

o No Streaking

Hlghest quality nalls

lor cedal, redrtood and other llne wood materlals.

r Slender shank and blunt diamond point

. Diamond pattern head blends with wood texture r Small head diameter permits face nailing and blind nailing o Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade 3Ot nickel/chromium alloy.

in a display stand, and a 3'x9'banner with 2-112" ,4" and 8' letters.

Circle No. 217

SWANEZE

tllood Screws II

II II

To trigger the release, users step on the kick plate and lift the sweeper a few inches off the ground. It is available in 24" md 36" models.

Circle No. 218

--

o Self-counter sinking bugle and tdm heads

. Square drive recess eliminates driver bit cam-out. Sharp point for quick penetration with minimal pressure r Self-tapping coarse threads. Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resistance o 6 lengths: l" through 3"

For additional data and dealer intormation:

Welcoming Committee

A steel entry door has been introduced by Stanlev Door Svstems.

Wide Outside Designer Corner Post are profiled to provide elegance around windows and doors of traditional brick molding and widened to create a stylish look on outside corners.

Circle No. 220

Maintenance-Free Decking

An engineered composite decking from Crane Plastics is made of 70Vo wood and 307o plastic resins.

Quick Escape

A snap-together escape window well system is available from RMBase Co.

The Sta-Tru Premium steel door has two sidelights with a rounded top for additional lighting.

Circle N0.219

Stylish Exterior Trim Pieces

Two new design-oriented exterior trim pieces are available from Heartland Building Products.

Designed to complement virtually any siding material on the home, Designer Brick Mold/J-Channel and

Designed to resist moisture, TimberTech's gap-free tongue-andgroove design doesn't require sealer, paint or stain, is termite resistant and reportedly doesn't rot, splinter, decay, warp, cup or bow.

Circle No. 221

Made of high-density sandstone polyethylene, Scapewel reportedly is termite proof, and will not rust, dent, rot or chip.

The 12" of free-draining gravel around and at the bottom of the well provides adequate drainage in most conditions and isolates the well from the expansion and contraction of soil in freezelthaw conditions.

Circle No. 222

The five faces of meranti

rnHE five groups of meranti are I dark red, balau, light red, white and yellow, all belonging to the genus Shorea, which contains nearlY 200 species originating from Southeast Asia. The species are grouPed bY heartwood color and weight.

The four groups, excluding balau, compare favorably to oak in strength and shrinkage properties and are used

Story at a Glance

Five meranti groups based on heartwood color and weight ... uses include floor' ing, construction, furniture.

for general construction, flooring, vats, furniture, cabinetwork, and joinery.

All meranti species, which have a coarser texture than African or American mahoganies, have resin canals with white deposits that occur in concentric lines on end surfaces of the wood. However, the wood is not resinous.

Dl,nx RED MERANTI

Synonymous with dark red serava of Borneo and very similar to dark red Philippine mahogany, dark red meranti, also called tanguile, is the combination of primarily S. curtisii and S. paucif lora. However, wood of weight, color and structure of other species of Shorea may be classified under

genus name.

The heartwood is dark red-brown, weathering to an even darker shade. The sapwood is well dehned and susceptible to drywood termites.

It is a moderately hard and heavy wood suitable for general construction, interior fittings and furniture. It is not durable under tropical conditions and is difficult to treat with preservatives. It is easy to work and seasons quickly.

The interlocked grain has a striP figure, and the texture is coarse and even. The wood is not resinous and lacks lustre.

MBnrNrr B.lt l,u

Even though balau, produced by S. rugosa (var. uliginosa), is similar to dark red meranti in nearly all respects, it has been singled out as a species because it is more susceptible to seasoning degrade.

Balau, also called selangan batu, is primarily used for flooring, boat frames and heavy construction.

LTcHT RED MERANTI

A combination of several species Shorea: (5. acuminata, S. leprosula, S. macroptera and S. pan'ifulia), light red meranti, also called bagtikan or white lauan, is essentially a cabinet and decorative purpose wood, but it has been used for all construction purposes because of its abundance

Malaya. The sapwood is well defined and the heartwood ranges from pale pink to red-brown. The

surface is fairly lustrous and the grain is interlocked with a stripe figure.

A moderately hard and heavY wood, it is easy to work and seasons quickly without degrade. The wood is not durable for external uses and does not absorb preservatives. Fairly common defects are "shot holes," areas of dead Ambrosia beetles that attacked the living tree, and brittle-heart. The sapwood is susceptible to drywood termite attack.

Wrnrn MERANTI

Similar to north Borneo melapi, it is the product of S. bracteolata and S. hypochra.It is a moderately hard and heavy general utility wood that is durable, and seasons and preserves well. It does not machine easily because of its high silica content.

The heartwood is almost white when freshly cut, weathering to a yellow-brown. Sapwood is moderatelY well defined. The texture is moderately coarse and even, and the grain is wavy or interlocked, producing a faint stripe figure.

Ynllow MERANTI

Yellow meranti is the product of several species belonging to the Richetia group: S. faguetiana and S. resinanigra.

The sapwood is well defined. The heartwood varies from light yellowbrown to a slightly darker shade of yellow-brown, sometimes with a greenish hue. The texnlre is even and moderately coarse and the surface is not lustrous. The interlocked grain has a faint stripe figure.

Similar to yellow seraya of Borneo and Philippine yellow lauan, it is a moderately hard and moderately heavy general utility wood.

Yellow meranti is a non-durable wood that preserves well. It seasons quickly without degrade and is easily worked.

Sunbelt designs, manufactures and erects rack supported warehouse buildings and freestanding building material storage racks nationally.

Products and services include:

Rack supported drive-thru warehouses and T-sheds.

l-beam cantilever racks for lumber, LVLs, glulams and l-joist engineered products.

Pallet racks for sheet goods and palletized products. Racks for moldings, boards, and millwork.

Complete yard and warehouse planning service. sroFtNG

NEW LITERATURE

WWPA Species Book

The 20-p. "Douglas Fir & Western Larch Species Book" is $2.50 from the Western Wood Products Association, 522 S.W. Fifth Ave., 4th Floor, Portland. Or. 97204; (503) 224-3930.

Pick A Side! Any Side!

A six-panel turret truck brochure is available from Hyster Co., Box 847, Danville, Il. 61834; (217) 443-7136.

Socket To'Em

A 2-p. socket set brochure is available from Truecraft Tools, 615 Pierce St., Somerset, N.J. 08875; (908) 805-18m.

Single-Ply Roofing

A 4-p. thermoplastic membrane roofing brochure is available from HPG Roofing Systems, 200 Cottontail Ln., Somerset, N.J. 08873; (908\ 302-4249.

SteelThrough The Door

A steel insulated door brochure is available from General Products Co., Inc., Box 7387, Fredericksburg, Va. 22404; (703) 898-5700.

Roll-Up & Accordion Doors

A lZ-p. architectural door brochure is available from Woodfold-Marco Mfg., Inc., Box 346, Forest Grove, Or. 97116; (503) 357-7181.

Green Machine

A green building materials report is available from Green Seal, 1730 Rhode Island Ave., Ste. 1050, Washington, D.C. 20036: (2O2\ 33r-7337.

Rooftop Quality

"Quality Control Guidelines for the Application of Polymer Modified Birumen Roofing is $6 from the Asphalt Roofing Manufacturers Association, 6000 Executive Blvd., Ste. 201, Rockville, Md. 20852; (301) 23r-90so.

Safe And Secure

A life safety and security product catalog is free from Security Lock Distributors,40 A St., Necdham Heighs, Ma. 02194; (800) 847-5625.

Red Through And Through

An informative redwood fencing and decking products packet is available from Britt Lumber, Box 248, Arcata. Ca. 95518; (707) 822-1779.

Er{tt nodruood ft. Itar&.

Bathing Beauty

A revised bathtub and shower base brochure is available from Mansfield Plumbing Products, Inc., 150 First St., Perrysville, Oh. ,14864; (419) 938-521l.

Waterproof Roofing Guide

A 4-p. silicone/polyurethane foam roofing guide is available from Polycoat Systems, Inc., 5 Depot St., Hudson Falls, N.Y. 12839; (518) 747-0654.

Hardwood Multi Media

"Installing Hardwoods with Other Decorative Media" is free from the Hardwood Council, Box 525, Oakmont. Pa. l5 139; (412\ 28r-4980.

Tacky Product Guide

An adhesive product guide is available from Kendall-Polyken, 15 Hampshire St., Mansfield, Ma. 02(X8; (508) 261 -62m.

Smoke Rings

A 3Gp. door and window fire seal catalog is available from Zero tnternuiond, 415 Concord Ave., Bronx. N.Y. 10455: (800) 635-5335.

Clamped Shut

A 72-p. industrial clamping catalog is available from l^apeer Manufacturing Co., 2045 N. L,apeer Rd., L-apeer, ll.{li.4U46; (8m) 826'1428.

Motorized Horizontal Blinds

An 8-p. horizontal blind brochure is free from Somfy Systems, lnc., 47 Commerce Dr., Cranbury, N.J. 085 l2; (800) 647-6639.

Engineering The Future

A l2-p. engineered wood brochure is free from Willametrc Industries. lnc., Box 907, Albany, Or. 97321: (541) 92o-.777 l.

Classified

Adve

TRUSS PLANT PROFESSIONAIS NEEDED:

Join an industry leader with state-of-the-art facilities throughout the state of Florida, Southern Truss Cos., Inc., one of the largest wood truss manufacturen in the U.S. If you arc a professsional looking for a career and not just a job, we have immediate openings: sales managers, sales rcps, truss designers, plant and shop managers. Join a team of professionals with a proven track record, and never look back. Confidentiality assured. Call Elaine or Jack Byers, home office (561) 848-6646; in Florida, (800).232-0509.

SALES REPRESENTATIVES: Career opportunities available in sunny Southwest Florida! Established growing South Florida building products company is looking for professional sales representatives to service the booming Naples and Fort Myers market of Florida's "Gulf Coast." Applicants must have experience in some or all of the following areas: Lumber, assorted building materials, gypsum and stucco related products, rebar, millwork, prehung doors, architectural mouldings and hardware. Send rcsume, held in shict confidence, to Stua$ Lumber Co. of Ft. Myers, P.O. Box 9075, Coral Springs, Fl. 33075, Attn: Chris Baroni.

Twenty-five (25) words for $23. Each additional word 700. phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line, $6. Box numbers and special borders, $6 ea. Col. inch rate: $45 camera-ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address, FAX to 714-852-0231 or call (714) 852-1990. Deadline for copy is the 20th of rhe month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

We

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3'to 20'T&G DFfloor deck. Grade is equivalent to D Clear. Stock is over 100 yean old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (800) 547-5660.

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness l/4 ttuoughZ3l32. Preferrcd width, 3-112, 5-lD ot wider. Length 32 to 96 inches or longer. Mixed or truckload. Send price and availability to FAX #901-682-8501, or mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 38 I 17. Phone (888) 57 6-8723 (LSOURCE).

6.00 private box number

6.00 special border

TOTAL

(A $45 per column inch rate applies to camera ready copy; $55 if we set the type)

T0 RUN: _ TIMES _ TILL FORBIDDEN

BUYERS'GUIDE

udvecal Foest Pro<fuc|s..............................(9.| 2) s9866

lvsyefiaeGor Co................(8m) 282-3Ct0 (lo1) $$591

WrBnn Handng...... .......[rtq $7-7666

Kantudy CedarPmdrls, Laninated Tirnber Wsyerfiaousor Co, LOUISIANA

Oyk€ lrdusriss........ ......(501)73C8500

wm4wo*s ..($8)4n5250

Co., Cutt .',(8ff)2?-ru6 (800) 482-2352

Hixson Lurnbsr Salos (Magndia) ...................(501) 23+7820

Hixson Lurnbor Sahs (Pho Blul|) ..................(501) 53$l{16

Hixson Lumber Sales (Ptim€.ville)................(501) 35+1 500

Knq & Co.............................(800) 6439530 (501) 7544@0

Weisrhaeuser Co. .................,.......................(800) 6131 51 5

White River Hardnvoods ..(800) 558{119

FLORIDA

Bontd Faslener Colp...........(800) 24.|{790 (813) 51,{{667

Brungan Eqripment .......(813) 62367m

Euil<frnq Prcdrts of 4tnetica.........................(800) 962-1 518

CSlcbmputer qdem DFardcs.................(104 78&1m0

Dataline coD. ........ ........(800) 72$36/6

Dixie Ptywood Co. (Fod Laud6fthl8) .............($5) 5836551

Dixie itywood Co. Fampa)............................(81q 6a26:s0

Hoo\rerTreated wood Pnducts, lnc..............(904) 25&7818

SouttEm Pino Inspedion Bureau...................(904) tl3+261 1

Southem wirB Cloh Co.......(8m) 3456589 (m5) 68&2572

Topitedr Coatings & Reseadr, Inc...............(800) 53$$45

Soutlem

Roy 0. ......... ......(8m) 29S5171

Weyefiaarser C0................(8m) 74n806 (501) 7396Cn

Willametts Indrsfi€s .....(318)255{258

rilssrsstPPl

H@d IndFfies....... ......(O1) 735-50rl

TdrnJdsi................. .......(m) 8*8281

NORTH CAROUNA

Camem Ashloy..... -.....Cru1) gn{$6

Chen*d Spedrli€s, hc..............................tt01) 522@5

Crumder Plastic Pips, Irc..............................{8(p) $+501

Dyke lrxisties........ ......f n 58&ffi5

East Coasl Millmd( 0is1t|n0|s.....................(m) 38&32ff1

Hrbsr Cop., lndana LulltemEns

OmarEnhl

Pluksn Wobst€r.

ReinArt Easl.

CedarCnek Vvtdcale C€dar Crs€k t/Yhd€sale, Rilnds & Porter.......

Van Keppel l,.ifhrt (Oldahom Van Keppsl Ufhd( Fuba)......

CdrE{ur AJfoy

C€daISeCylrr....

Cduiris lrE

Den trrtorCo..*

GcriisYdmssdlElr

cduio ilrtor Sdos, trc..tm) rz-s6

Harsu| rhoftci, hc, ....-(m) 3An$2

Inl€.ndinal bo.

Jacbf,r & Lzlddd f$obsaa.lJnbot

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SOUTH CAROUT{A AngianttoodRem.s|rrn-.....--.(m)s62sil cd wood Pres€Nirg c0............................-.(m) {7e11fi ow* }hntnod Pt0dr1s.............-... (!99 !9{!g

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Obituaries

James Fred "Jim" Powell, 80, owner of Independent Lumber Co., Adair, Ok., died of diabetes Nov. 19 in Pryor, Ok.

He served in the U.S. Army during World War II and in 1946 purchased Lawrence Lumber Co. He moved operations to Pryor, changing the company name to Independent Lumber.

Ray W. Nunn, chairman of Simms-Moore Lumber & Hardware Co. and Simms Moore Bush Lumber, Frisco, Tx., died of a staff infection Jan. 13 in Frisco.

Born in Hereford, Tx., he worked at Kemp Lumber, Hereford, in his teens. He served as a U.S. Army captain during World War II before joining McCaslin-Scott Lumber, Amarillo, Tx. In the early 1960s, he went to work for Simms-Moore Lumber as manager, assuming ownership in 1963.

Mr. Nunn was president of the Lumbermen's Association of Texas in 1986 and two years later was named

the association's Lumberman of the Year.

He was also president of the National Lumber & Buildins Material Dealers Association in 1994; president of the Dallas Lumberman's Association in 1983, and appointed to the American Lumber Standard Committee.

James Curtis Ball, 86, founder and owner of Ball Building Supply, Calhoun City, Ms., died of cancer Nov. 20 in Calhoun City.

A Calhoun City naiive, he served in the U.S. Army during WWIL He started a wooden boat paddle and two furniture manufacturing plants before opening Ball Building Supply in t952.

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or call (714) 852-1990 or mail to Building Producs Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660

Building Products Digest - February lgn

Ad Index

For more information from advertisers, use FAX Response nwnbers in brackt&.

For more information on products or companies (see list at right)' circle the appropriate Reader Service FAX Response number(s):

News or Comments? We welcome your ideas about particular articles, the magazine, or news of your company (promotions, new hires,

acquisitions, etc.):

Bowie Sims Prange [fl}7| -.--..-6

Brezos Lumber Menufrturing Co. u17l*.-..**--2s

Building Products Digcst --.-..-..-.-7

Chicego Mercentile Ef,chrnge If 04l -.3

Cteerfield Cc. IrZ}l.------3l

C.or Wood kesening Co. [1061.--J

Cnrnpler Plestic Pipe,Inc Ulfl*ft

Degtr lflmber Co. tlf5l---------24

Dekbrends If Ztl --*------t

Glen Oak Lumber & Milliry [fftl--2s

Haase Industriec (Magnctic hsh Broom) [122]------J1

Hoover Trcated Wood hoducts lr(BI..-..-17

Jorden Redwood Lumber, Lec Roy llll2l ----.*Cover II

Martin Lumbcr Co, Roy O. 1f291...-.-..-. .Cover [9

Mazc Nails t1121 ...-..-..--..-..-..-.-..X)

Mellco,Inc. [fl3]

ResinArt East, Inc. U031...........Cover II

2nds in Building Msterids lf2il---3s

Southem Cyprcss Mrnufeclurers Association tf0EI -.-.-..-.----J

Southera Wire Cloth Co. t1191 *--.t

Spyder, Inc. If25] .-..-..-. ..........--.....35

Sunbdt Mrtcrirl lrrndting [1Zl __3

Sure-Wood Forest hoducts [110]*ft

Sren Securc tf2fl -----------Jt

Temperate Forcst Foundrtion- 1!l

TJlt. Wood. U 151-.-----..-3lt

Tbbefor [12t]

Werber, Irc. If24

Web Sitc.............-.-..............-.....-..-..16

lVhitc River Errdwoods [114!----Zl

Wil|iams Lumber Co. of North Crroliue 11051

Wolmenized Wood (trclson Corp.) tf01l.-.."..-..-.-Cover I

ln NsG Msntfi's

EAX to 714-852-0231

To help us gauge what our readers are interested in, please take a moment to complete this survey and FAX it back or mail to Building hoducts Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Thank you.

Name (Please print) Company Address City State _ Zip

What is your position?

0 Owner fl Manager

Q Buyer

D Sales

D Other:

What is your type of business?

D Retailer

O Wholesaler/distributor

E Manufacturer/remanufacturer

O Treater

O Other:

Who are your primary customers? (Check all that apply)

E Consumers

O Building professionals

D Retailers

O Wholesalers

Q Other:

What products does your company buy/sell? (Check all that apply)

E Lumber

Q Mouldings & millwork

O Coatings, paints & stains

D Hardware

D Hand and/or power tools

0 Doors and/or windows

O Siding and/or roofing

D Computers & electronics

O Other:

O Other:

Do you influence what products your company buys?

O Yes

DNo

Who is responsible for buying your lumber & building products?

Are you influenced to buy products from ads in Building Products Digest?

D Yes

trNo

How often do you read Building Products Digest? (Check all that apply)

B Regularly

D Occasionally

tr Rarely

Q Cover to cover

Q Articles and ads that catch my eye

Q Scan

Which sections of Building Products Digest do you read or refer to regularly? (Check all that apply)

E New Products

Q New Literature

Q Calendar

D News Briefs

E Personals

O Feature articles

0 News stories

O Southern association news

O Hardwood series

D Convention coverage

D Letters

Q Obituaries

O Buyers Guide

Q Display ads

tr Classified ads

How many others at your company read your copy of Building hoducts Digest? tro o l-3

Q4+

What subjects should the Digest cover more? trf#'rt!;::;*,sr

Other comments?