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

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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.