Building Products Digest - March 1984

markets in 13 Southern states

OurNarne Sa5ns It All. ProfitMaster

Our name says a lot about our product and what it can do for you.

\(rhy?

Because after thousands of man-hours of dedicated research, design and refinement, we developed a data processing tool specifically for the building materials industry.

A computer system for lumber and home center dealers and owners; designed by people like yourself, who know the business from the inside out.

A system that allows you to plan, rather than react to your business needs.

Bring your business together.

ProfitMaster uses Texas Instruments computers to give quick access to information in every area of your business.

Information that allows up-to-the-minute control of margins and inventory; more speed and higher accuracy at the point-of-sale.

ProfitMaster improves productivity of your sales people, so they can spend their time doing what you hired them to do-sell.

Overall, the ProfitMaster system offers a wide variety of helpful applications such as:

. Inventory Control

. Accounts Receivable

Sales Entry/POS

Purchasing and Receiving

Quoting/Estimating

. Accounts Payable

General Ledger

Operations Management

Cash Audit

. Financial Planning

'Payroll

\7ord Processing

Our specialized support staffwill help you plan and install your ProfitMaster system. And once you're on-line, we will train you to use your system to its fullest capabilities.

hrt ProfitMaster to work for you. Ask any ProfitMaster user. ProfitMaster delivers.

In fact, many users are stockholders in our company.

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For more information on the ProfitMaster system, write or call us at (512) 835-7085.

\7e mean business.

Prblbbsr David Cutlcr

Edhor Juanita Lovrct

A$btrnt Edltor Ken SPcars

Contrlbudnt Edltors

Dwisht Cunan o Gage McKinney

Art Dlrcctor Manha Emcry

Stdt Artbt Carole Shinn

Clrtulrtlon Dorothea Creegan

Building Products Digest is publishcd monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 926Q, phonc (714) 549-8393 by Cutler Publishing, Inc. Advertising rates upon rcquest.

ADYERTISING OFFICES

FROM THE SOUTHEAST: contact Corlnnc Cerny, 638 Rac Dr., Lawrence' ville, Ga. 30245. Csll (&41972'ffi9.

FROM TEXAS, lI)UlSl.ANA, MISSISslPPI, YtRGlNlA, TENNESSEE, N. CALIFORNIA AND OREGON: contact DevH Cuthr, 45(D CamPus Dr., suite 480, Newport Beach, Ca. 92660. Call (7r4) 549-8393.

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FROM THE MIDWEST: contact Weyne Wcstlend' ll09 Willow Lane, Mt. Prospcct, Il. 60056. Call (312) 437-7t77.

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BUILDING

is an independently-owned publication for the rctail, wholesale and distribution leveb of the lumber and building supply markets in 13 Southem states.

Cutler Publishing, Inc. Cover and entire contents are fully protected and -uii not be reproduced in any manner without written permission. Building Products Digest assumes no liability for materials furnished to it'

\\OOD$,1;i;nm,':$:r,:i1il3.:i,lni,L:ff :li

wtsE.ril*tT*it,il:m*:mffi :if [-?1,

and has sro\,vn to include the u'oods of the ri,orld. So we know u'here to go for the right rvood, fron-r plvu'ood and lumber to pladorms, veneer and mouldings.Our staff can help you u'ith purchasing decisions, as well as keep you informed on each step in the deliven' of your shipment. Wise buyers can c()unt on our reputation. Bccause \\re wrote the book. Call us toll free at 1-800-238-6195 to find out more.P.O. Box 17039/Memphis, r*ll- , Tennessee 18187-0039/ Phone (901) 75t-119i / \fF"

RUSSELL STAIDELMAN 8'

COMPA,NY /TIEb>-

EDITORIAL

DAVID CUTLER publlsher

Fight Fat

lT IS VERY NICE to report that practically Ieveryone we talk to of late is still optimistic about this year's business conditions. It's exciting to hear of delayed plans being dusted off and implemented and of new programs put into motion.

But inherent in all this activity is the threat that the business bloat so painfully lost will creep back onto the corporate bones. Most companies operatingtoday are doing soonly because they thinned down when business declined and have run lean and mean since. Just as surely as any diet is painful, there is equal certainty that fat once lost can seemingly reafpear over night before its unattractive encroachment is detected.

Organizations of all kinds and sizes are susceptible. The most obvious example of organizational overweight is, of course, the federal government. It is a disgusting spectacle of spending and staffing at its most extreme.

Companies fail of their own excesses long

before governments do. Yet, the problem is simply one of degree. It often starts slowly, then expansion gas mixed up with ego and pretty soon people, places and programs have acquired the profile of Fatty Arbuckle. Like sin itself, the entering phase is devilishly simple.

Balanced in all this cost consciousness must be the realization that the business demands of 1984 are far different than those of 1982. The far great' er level of business activity requires a similarly enlarged company to serve the new business and realize the full profit potential in it. It's a neat trick if you can grow just enough.

Successful companies will go forward boldly to get their share of increased volumes of business. The best of the lot will keep a sharp lookout for corporate corpulence, knowing full well that company coronaries often follow the business bloat that develops in expansionary situations.

markets ln 13 Southern rtater

Home owners t redwood lulili,'fJT,#ffi,T1%h:

fornia redwood began when the Indians used trees felled by wind, lightningor old age tomake dugout canoes and boards for crude shelter.

In 1769 a Spanish expedition recorded the grandeur of the majestic trees which they called plo colorodo because of the red color. Commercial lumbering of redwood dates back to the l8th century when Spanish settlers, after using redwood timbers to build the mission at Santa Clara, found redwood useful for aqueducts, vats and carved furniture.

In 1809 the Russians built Fort Ross on the California coast from redwood. As the West became more populated with the Gold Rush of '49, redwood became a popular building material, especially in San Francisco. From California the use of redwood spread throughout the nation and the world with billions of board feet of lumber shipped from San Francisco and nearby Mendocino County ports. Today, as evidenced by the handsome homes pictured across the page, redwood continues to be a prime choice of homebuilders across the country.

Considering that all commercial redwood originates in one area, a 500 mile strip of land along the Pacific coast, many marvel at the apparently unending supply. Credit for the quantity of high quality redwood available goes to the lumber industry which

Story at a Glance

Producers assure ample supply of redwood. .relorestation and modem manufacturing techniques...homeowners across the country buy its beauty and durability.

practices reforestation and efficient manufacturing techniques.

In addition to fostering the continued supply of redwood, they have insured improved quality and productivity of redwood timberlands so that all grades of California redwood including clear all heart remain in good supply. With dedication to forest management, a sustained yield (harvest matching rate of growth) is maintained. Prompt restocking of the land after harvest, thinning, fertilizing and good fire protection assure a continuous supply of redwood.

For example, Simpson Timber Co. has helped pioneer a tissue culture process that uses cuttings to produce exact genetic duplicates of superior parent trees. Cuttings are shot from high branches of selected trees with a rifle, then used to produce clones which reproduce the superior characteristics of the parent trees, thus insuring quality and productivity.

At Louisiana-Pacific's Clotilde Merlo Forest Research Center and Tree Nursery redwood trees are started from seed each spring. These seedlings are planted November through February with a planter being able to put 1200 to 1700 seedlings in the ground on an average eight hour day. Survival rate is 8690. L-P also sponsors the Tree Enterprise program to encourage good management by private landowners.

Georgia-Pacific plants over 2.3 million genetically superior seedlings each year on its 200,000 acres of timberland to aid in the natural regeneration of redwood. Grown in the company's nursery at Fort Bragg, Ca., the eight to ten inch, six month old trees are hand planted in soil and climate conditions identical to the "parent" or seed trees. This method ensures maximum survival, usually around 9890.

Milling of redwood requires precise handling with as many as 45 designated and special purpose grades of lumber cut from one tree. Pacific Lumber Co., which has an annual production capacity of 70 million board feet at its

large log redwood mill, is said to be the largest single manufacturer of clear all heart redwood, supplying the mill from its own 167,000 acres of managed forest land. They recently renovated the mill, installing new equipment and overhauling old equipment to insure their production capability.

At historic Fort Bragg, an important wood manufacturing center since 1884, acquired by Georgia-Pacific in 1973, extensive renovations have made it possible to expand capacity while reducing raw material requirements.

Nature's gift of a wood which is both beautiful and durable is being handled well in both the forest and manufacturing process to insure that retailers will have ample supplies to meet the needs of all those homeowners who love redwood.

REDW00D logs, three to six feet in diameter, are processed in the Palco operation at Scotia, Ca. Debarked logs are ready lor milling.

LARGE inventory of air seasoned redwood lumber is maintained by Pacilic Lumber Co. to facilitate manulacturing and prompt shipment.

Redwood marketing: a profitable approach

By Kcllh lrnnln3 Executive Vice President & Ocncral Mana3er Celifornia Redwood Association

lN 1916, the redwood lumber manuIfacturers joined togcther for the first time to promote redwood Products at the Panama-Paciftc Exposition which celebrated the opening of the Panama Canal and introduced products from the western Unitd States to the rest of the world. This event marked the beginning of the California Redwood Association as well as the beginning of a cohesive redwood marketing plan. At the time of the exposition redwood sold for

Story at a Glance

lmage bulldlng helPs dealer develop reputatlon as redwood merchant...Callfornla Red' wood Assoclatlon readY to help wlth prlnl, radlo and tv ad' vertlslng...llterature avallable for both consumer educatlon and employe€ tralnlng.

about $12 per thousand board feet while pine and fir were selling for $34 per thousand.

Since then, redwood's unique properties have bcen identified, graded, advertised, publicized and promoted. As a result, terms like "redwood decks," "redwood custom homes,tt and ttred' wood interiors" are familiar to dl segments of the house building/homebuying markets. Redwood is a favorite material of architects. Builders love it for the curb appeal it gives their houses; and lumber retailers realize a heftier profit from a redwood sale than they do from a sale of other materials.

All this is the result of successful marketing. Dealers can capitalize from it by identifying themselves as redwood sales centers.

We occasionally get calls from architects, builders and homeowners who are looking for redwood in their area. These are customers without a merchant. They know redwood is the right product for their deck or fence or siding or paneling because theY have seen CRA ads or publicitY in magazines and newspapers or on television. But there is no one in their area saying, "This is where You buY redwood."

If CRA does one thing this year, we

ADVERTISEMEI{TS like this help a dealer to establish a reputation as a redwood sales center. Architects, builders and homeowners are ollen sold on redwood in the media, but don't know where to find it.

are going to help more lumber dealers identify themselves as redwood dealers. There are three things a redwood dealer needs to do:

(l) Advertise-Dealers should tell customers they are the redwood suppliers in the area.

CRA will help. We will provide ad art for newspapers and magazines. We will supply radio scripts for ads. We will supply slides for television advertising. We can offer ideas for promotions like deck contests and clinics. Call or write Chris Grover of our office and we will help you with your advertising campaign.

(2) Sell projects not boards- lumber isn't very glamorous, excePt to those of us in the industry.

Dealers have to sell customers on the idea of a luxurious outdoor living environment, or the exciting transformation that occurs when a home is remodeled with redwood. It is imPortant to sell projects in advertising, promotions and on the sales floorprojects that customers can relate to. CRA literature can help. We print 48

PR0M0T|0N committee 0f the CRA meets t0 plan luture strategy: (lelt to fight) Jack Harwood, Harwood Products Co.; Keith Lanning, CRA; Greg Lambert, Simpson Timber Co.;

James Ramsey, Georgia Pacific Corp.; Patricia Young, CRA; William Stevens, The Pacific Lumber Co.; Harold Bratten, Miller Redwood Co.: Keith Kersell, The Pacific Lumber Co.

Beautiful ideas in Simpson redwood sidinp i,y;rt*;'r d;rffJrru;riry. Y-s---o

Natural redwood beauty. Natural rustic informality. Naturally cost competitive. Select Knotty Redwood siding features a unique combination of naturali that only the in[enious hand of MothLr Nature could help fashion so weli- even ihe knots are natural.

_ , Saw textured, seasoned, tight knotted, Select Knotty Redwood available in V-Joint Tongue and Groove, Channel Rustic, and Thick Butt Rabbeted Bevel Siding patterns beautifully complement an unmatched existing array of redwood grades, patterns, grains, textures, lengths, and widths. You are provided with a range of sales and profit opportunities matched by few, if any, other building products.

And because it's redwood, all of the subtle, eye-appealing contrasts of heartwood and sapwood are enhanced by a rbharkable natural unseen combination of values. These include exceptional insulation properties, outstanding dimensional stability, resistance to warping, twisting and checking, plus ability to take and hold a finish better than anv other wood.

A natural conclusion: for the widest spectrum of siding clrojces beautifully expressed in the natural informality of today, it's Simpson Select Knotty Redwood-naturally attractive, affordable, available.

For complete information on redwood's new generation of siding, paneling, and outdoor living options, see your local Simpson Redwood Distributor or contact: Simpson Timber Company, California Operations, P.O. Drawer V, Arcata, CA 95521. Phone: (7071822-0371.

Channel Rustic V-Joint Tonoue & Groove Thick Butt Rabbeted Bevel

5impson

Redwood specialty store grows rapidly

lN

FORTH WORTH, TI.,

Redlwood Lumbcr and Products has learned that paying attention to scemirUly little daails can lead to large profits. Although they only started selling to the public in 1981, they sold over 2 million board feet of redwood last year.

Bob Givens, the manager, who was the sales force for the first several months of operation, explained that the company grew out of a contract to provide redwood signs to the Six Flags Over Texas thane park.

"Ken Young, the majority owner, had a contract to sell redwood signs to Six Flags. The raail business grew from that."

Now there is a second store-Architectural Woods. Givens attributes the company's success to careful handling of daails such as understanding local markets, employee training, special services for professionals, advertising and promotion, including participation in home shows.

Givens describes the Ddlas-Fort Worth market as "new." Many of the homes are new tract houses. Many of their customers are new to the Dallas-Fort Worth area. Redwood Lumber & Products draws much of its business from Mid-Cities, a suburban area which lies between Dallas and Fort Worth.

"Many of our customers are remodeling. They want to make their house look different from the house

ncxt door. Also, people in this area are qinning to realizc the value of redwood." Givens explained that by addiru a redwood dock, or a custom arbor, tract homes start to take on a new idcntity of their own. RL&P is selling more rcdwood fcnces now than ever before and they feel this is part of a "snowball" effect.

Redwood Lumber & Products is located in the middle of an area called The Stockyards, an older section of town that is being renovated. RI-&P benefits from the restoration going on around them as old buildings are gutted and restored with interesting new interiors. Some of the renovated buildings include atriums for indoor/ outdoor restaurants and indoor decks and landscaping.

Contractors make up 7590 of the business for Redwood Lumber and Products. The new store, Architectural Woods, is more of a showroom and draws about 5090 homeowners and 5090 professionals.

"Contractors come to us for service," Civens remarked. "We try to make next day delivery on most orders." He went on to explain that they stock some of the harder to find patterns and work closely with shops that mill redwood to match older patterns for remodel jobs. "We will at least try to do the impossible. That's the way we get good, return customers. tt

Givens credits his 20 employees for much of the company's reputation for

sewice, cxplaining that they are knowledgeable and friendly. "TWo of our salesmen camc from the yard. This works well becausc they know the products. I didn't have to train them. We also like to help our employees along whcn they are doing a good job.

"When I have to train someone, it starts off with walking through the yard and describing the products. Thcn they sit down with California Redwood Association's Redwood Grades & Uses and the Pattern Book. After they've read that, we go through the yard again and discuss the specifics, like knot size, heart-

Story at a Glance

Texas dealer opons second store...capltallzes on tract home remodeling...supplies Innerclty restoration...keeps cuslomers by doing the "im. posslble".

"Wealso have meetings or seminars a couple of times a month. Sometimes industry representatives give presentations. Sometimes the meeting is about construction techniques or another part of the business. The seminars are for the sales staff as well as our better contractor customers."

Redwood Lumber and Products advertises regularly in the building materials sections of the newspaper. Beginning in the spring they work to build up the momentum-advertising in major and suburban newspapers as well as Dallas-Fort Worth Home and Garden Magazine. Advertising in local building trade magazines establishes an identity with area contractors.

Givens says he also has gxeat success by exhibiting in local home and

CoNTRACToR oriented, Redwood Lumber & Products, Fort Worth, Tx., is managed by Bob Givens. The lorward looking tirm has opened a second store, Architectuial Woods.'

garden and building shows. Because they are repeat exhibitors, they have a good location in the center of the show, near the garden section. With a deck and gazebo display as attentiongetters, they make valuable, face-toface contact with potential customers. "We always notice a definite surge of do-it-yourself business after every home show. It's great."

"We try to use redwood in displays as much as possible at the'shows and in our stores." The concept for the second store, Architectural Woods, adheres to this philosophy. Because it is more of a show room, the atmosphere is different than that of a lumber yard. The result is they sell more luxury redwood grades.

Givens also said that some of the

more obscure markets bring in substantial profits. RL&P still sells redwood for sandblasted signs. Recently, they sold materials to Wesleyan and Texas University for bench seats. Another market that is surprisingly large comes from building supports for airconditioning units. "Do you know how many air-conditioners there are in Dallas and Fort Worth?"

Selling redwood with customer seruice

E.B. Ransone Lumber Co. has been selling redwood to the New Orleans area since 1972, with careful attention to customer service.

The business represents three generations of lumber experience. J.E.B. Ransone, encouraged to go into the lumber business by his father, has been in the New Orleans trading area since 1947. With his son, John, he formed the present company which earns 5090 of its profits from redwood sales.

The characteristics which set J.E.B. Ransone Lumber Co. apart from other wholesalers is its devotion to a few product lines and dedication to customer service. Following this formula for success, Ransone Lumber has grown steadily and last year increased its volume by 43s/0.

Ransone likes to measure his company's performance by dividing the sales by the number of employees. "I like to see a minimum of $500,000 per employee." Speaking with Ransone, you get the impression he would proudly put his seven employees up against any other operation in the country.

J.E.B. Ransone Lumber Co. has 1600 square feet under roof and another 5000 in the open. John Ransone explained, "[n July 1979 we made the move from being strictly an office to having some warehouse facilities."

It was a move of necessity. Previously they sold carload lots. Business grew to the extent that they

needed some place to store inventory until their customers could handle it. Ransone still has a philosophy of trying to pre-sell most orders and warehouse a limited inventory.

Ransone Lumber Co. sells in roughly a 50 mile radius around New Orleans. It is a specialized market where the hot and humid climate makes great demands on the performance of wood products. Stability and durability are major factors. The area has a tradition of using wood products and redwood fits in the market.

"All of our customers are dealers and New Orleans is unique in that most of these dealers are family operations that have been in business for four or five generations. They are special and we treat them that way. Dealers depend on us for more than just materials, they depend on us as a source of information."

In an age where some wholesalers are merely phone salesmen, Ransone believes in servicing his customers. They do this by conducting employee training seminars and passing along promotion materials, such as literature and audio visual displays from

California Redwood Association and the redwood lumber manufacturers. They are ready to help their customers with advertising and promotion, suggesting ideas and helping to build up new markets for redwood products.

An example of Ransone's business style is illustrated by a simple display they built in their warehouse. The dis-

Story at a Glance

Wholesaler builds future on redwood...increased volume by 43o/o in 1983.. .strives for a minimum of $500,000 in sales per employee. .pre-sells most orders...warehouses limited Inventory

play shows the range of redwood sidings in grade and pattern. At the top of the display is a banner that says: "Build Better With Redwood."

REDW(!0D

by J.

display built

E. B. Ransone (dsht) and his son, John, for their New 0rleans, La., lumber business symbolizes company's leeling about redwood. A growing organization that has been selling redwood since the early '70s, the company almost doubled its sales volume last year.

WHAI D0 these board ends tell you? ll you don't got a special mosssge from thom, you nood to read the accompanying articlo which tells you whal you need lo know about recommending lhe righl redwood lor the right job.

Are you ready to sell redwood?

EDWOODis a specialty product used for a wide variety of applications from luxury interior paneling to fence boards. Applications can be as modest as bender board edging for gardens or as dramatic as siding for low-rise commercial buildings. Any product with this range of applications requires sales expertise.

For merchants, redwood represents a high profit margin. Redwood's durability, stability and versatility are qualities that help clinch big ticket sales. Employee awareness of redwood's properties and advantages will increase sales and boost profits. Of course, it's great if every employee has had hands on experience building houses, fences and decks, but that isn't necessary to sell redwood siding or recommend the proper grade of redwood for deck joists.

Redwood meets the needs of many different building projects because there are several redwood grades and products. Basically, there are three questions the sales person should ask to help a customer choose the right grade of redwood for a project:

(1) Do you want luxury redwood that is free of knots or would you like the rustic look of knotty redwood?

Redwood architectural gades are clear and well suited to fine paneling or siding. Garden grades of redwood have a rugged knotty look that works well for decks, rustic siding and garden applications. Often the answer to this question is a matter of design and taste.

(2) Do you need the durability of redwood heartwood or can you use a

Story at a Glance

Informatlon you need to sell redwood. .how to recommend the rlght grade specialty Product . . . specaal knowledge for the job...ways to back uP customer In doing Ploiect, give him confldence.

grade with streaks of lighter colored sapwood?

The dark cinnamon<olored heartwood has a natural resistance to decay and insects. Customers can find all heartwood lumber in either the architectural or garden grades. Redwood with streaks of sapwood can be more economical in uses where heartwood is not required.

(3) What degree of stability does your project need? Redwood is available either certified kiln dried, air-seasoned, or unseasoned.

Redwood is naturally more stable than other softwoods. Certified kilndried redwood is virtually pre-shrunk -suitable for the finest applications and demanding detail work. Where shrinkage isn't a problem you can save money by using unseasoned redwood.

By asking these questions, a salesperson can help the customer choose the proper grade of redwood to do the job right. For more employee training materials, write: Chris Grover, California Redwood Association, 591 Redwood Highway, Mill Valley, Ca. 9494t.

IHE SMARIMAilS PIYWOOD?

Yep. In fact, L-P-Waferwood@ does plywood jobs even better than pllwood.

It cuts and nails more like solid wood. It splinters less. It's smooth and uniform (no knots, core voids or patches).

But the best thing about L-P-Waferwood is this. It costs less than plywood. A lot less.

negotiation with a target completion date in May

NEWS RIEFS

Boise Cascade has remodeled and remerchandised its Building Materials Center in Waxahachie, Tx. . . Scolly's, Winter Haven, Fl., is building new stores in Delray Beach and Lake Wales, Fl. Centrol TrueValue Hardware, Miami Beach, Fl., is offering merchandise over a videotex shopping service. GBS Lumber, Mauldin, S.C., has added 8,000 sq. ft. to its office

Lennox Industries /nc'., Bossier City, La., plans a $5.9 million ex- pansion Keller Induslries, Miami, Fl., has merged with a group of private investors including Citicorp Venture Capital Ltd. . . . WR. Bonsul Co., Charlotte, N.C., which has purchased Portland Enterprises, will enter the home center mkt. with Sure Products. .

Leslie Locke, Atlanta, Ga., has been acquired by five members of its management team and Bass Enterprbes, Fort Worth, Tx. Stonewall Corp.,a subsidiary of Pipin Industries, has merged with PMP Corp. to manufacture Stonewall which will be distributed by Met-L-Wood Corp., another Pipin subsidiary .

GAF Corp. is challenging the 5-year, multi-million $ employment contract given to former chairman Jesse Werner just prior to his retirement at age 65 . . Building products operations of TempleInland, Inc., the co. created in a spinoff of forest operations by Time Inc. (see Oct. '83, p. 23), earned $35.2 million in '83 compared to $4.6 million in '82 .

Oklahoma Brick Corp., Oklahoma City, Ok., has been ac-

quired by Niro Atomiler, Inc. of Maryland Syenergt Methodsis building a new manufacturing and warehouse facility in Langhorn (Dallas), Tx. Polarb Industries Inc.has formed Polaris Home Systems Inc. and acquired the Consumer Products Div. of Graco Inc. including Roto Flo airless paint sprayers . .

W.H. Culp Luntber Co., New London, N.C., is building a multi- million$sawmill .Jordan Lumber & Supply Co., Mount Gilead, N.C., is completing a $2.4 million renovation . Federal Paper Board Co., Anson County, N.C., is delaying construction of a new sawmill although it has purchased equipment for the $22 millionproject...

Anthony Forest Products Co., Plain Dealing, Ld., is reopening a plant which has been closed for more than 4 years . . . Heap Lumber Sa/es, St. Louis, Mo., has moved its Tx. sales office from Houston to Dallas Port Bane Lumber Industries of Port Barre, La., has opened a Vicksburg, Ms., DC and pallet plant

Curt Bean Lumber Co., Amity, Ar., has bought the GeorgiaPacific sawmill at Glenwood, Ar., no price revealed for the 225,000 bf per 8 hr. shift capacity plant George Sale Lumber Co., North Wilkesboro, N.C., Johnston Lumber Co. and J.J. Sizemore & Sons, Graham, N.C., are taking part in a marketing test of yellow poplar with North Carolina State U.

A leveraged buyout by senior management (not including Al & Dick Slaughter) of Slaughter Brothers, /nc., Dallas, Tx., is in

Snavely Forest Products, Pittsburgh, Pa., has opened a wholesale lumber and plywood distribution yard in Dallas, Tx. . . .

l4tilliams Lumber Co. of N.C,, Inc. is a new firm in Rocky Mount, N.C., formed by John & Deborah Haggerty and J.J. Haggerty Jr. . . Roy G. Martin Lumber Co., Alexandria, La., will have a new sawmill in LeMoyen, La., on stream late this year.

Chandler Corp. has opened a reload facility in Dallas, Tx. . . the parent corp. Canfor (Canadian Forest Products) is operating a new reload center in Richmond, Va.

Riverport Lumber and Tie Co., is looking at property in Riverport, Ky., for building a wood treating plant Houston Chemical/Woodtech, Houston, Tx., has completed a yard expansion in San Antonio, Tx., adding a 90,000 bf dry kiln Culpeper Wood Preservers, Culpeper, Va., has opened a wood treating plant in Hackleburg,Al....

Wholesale Wood Producfs, Dothan, Al., has opened a new distribution yard in Pelham, Al. . Abernathy Lumber Co., Charlotte, N.C., suffered $150,000 in damages in a recent fire .

Swain Building Materials is now the common trade name for a group of companies operating in Ms., La. and Tx. (see p. 42 for details) . . . The Southern Forest Councilhas been reactivated . . Southern Pine Bulletin is now being published by Steve Cornfield in Marlboro,N.Y....

Housing starts for Jan. (latest figs.) jumped l59o to the highest level since 1978, a seasonally adjusted annual rate of 1,915,000 units . . . Southern starts fell 6.890 after being the only region to hold steady against bad weather in Dec. . . building permits increased 14.40/o from the previous mo. .

All Palco Redwood Bevel Sidings offer these advantages.

Stable. l)itlco l;ttltnrls ttrtt Cttrltltctl Krlrr [)rrctj, ;ttltj ;lv;ttl;tlrlt: rn vcrlrr;itl t;ritrtt I lttl; <;tvcs yott sttlttt<; lll;lt :llilyl; :;lr;tr<;lll, l;tyl; llat artri rTrarnlirns lr(rllt iolnls

Durable. Cltxrr All llortrl rcdwrtotl [)ltlr;r.r l)ro(jt]ol:; rL':lll;t rio<;iry arrci rnsct;l itltitck

Easy To Install. []ctiw<trt<j's lrr;hl wttr<;tll ttlitkt:s tt o.tsy lo handlc Installatron ts p;trltcttlarly ttasy wrlll [)itlr;o's scll alrqrrrrrc; rabbclcci bcvcl pattcrtrs

Finishes Well. L ikc all rt.'cjwood protltlcls Pltk;o stclttllls rcltdrly takc arrd lrold lirrishcs for lastirrg trtlitttly lllrs iillrlrly is rncrcascd on vortical g;rattt anci saw tcxttlro(l stlrlaccs.

Palco SIDING PATTERNS

Palco manufacturcs scvcral hrgh qualtly lllltttr atlci ra[r bctcd bevel rcdwood sidrrrgs Iollowing arc cross scctronal

clragrams indicatrng thc stock sizcs availatllc Other standard CRA pattcrns arc avarlable on spcctal ordcr

'Palco Plain bevel patterns are reversible with one side saw-textured and one side surtaced smooth. Expose the saw-textured side when natural finishes are used.

Shipping. Palco bevel sidings are shipped in units covered with protective cardboard. lmperial Sidrng units contain random lengths of 6 to 20 feet Other bevel sidings come in random lengths of 3 to 20 feet Reslrrcted lengths may be oblained for a small additional charge. Bundle paper wrapping is also available for added protection

Grades. All siding patterns listed are available in Clear All Heart vertical grain, and most are available in Clear vertical grain. All are Certified Kiln Dried for maximum stability and performance.

Application. Use plywood, lumber, flakeboard or fiberboard sheathing and a continuous vapor barrier. Install all redwood siding with non-corrosive nails that peneIrale 11/z inches into the stud or combina tion of stud and solid wood sheathing. Use quality hot-dipped galvanized, aluminum or stainless steel nails Do not use finish or casing head nails Finishing. Palco redwood sidings can be easily f inished for a variety of appearances. A finish should be applied and maintained for the best performance.

o Stains. Oil-base semi transparent stains add color to the wood, yet allow the grarn to show. Oil-base opaque stains will hide the grain, but accent the texture of the wood.

o Paints. A quality oil-base or alkydresin prrmer should be used. This can be followed by two coats of acrylic-latex or oil-base paint. Brush application is recommenoeo.

o Water Repellants. These provide the most natural appearance. Water repellanls minimize darkenrng and give the redwood a buckskin tan color. ln wet climates the wood may turn driftwood gray. When semi-transparent stalns and water repellants are applied, it is recommended that patterns with a saw-textured face be used. Do not use shake and shingle paints, low-lustre alkyd paints or varnrshes.

Specifications Example. "Exterior siding shall be Palco lmperial Siding CRA-RlS graded Clear All Heart, verlrcal grain, Certified Kiln Dried, 1'/2" x8" rabbeted bevel pattern #573, f ace nailed to CRA specif ications."

Bedwood bevel siding on a mullr-untl residential complex

Palco lmperial Siding. Note the exceptionally thick butt and the proper nailing panern.

Home Center Merchant

willing to say "I don't know how we'll do it, but if it means more sales, if it means protecting our market share, then we'll find a way."

At one point in my retailing career I faced daily a sign above the general manager's desk that read, "Nothing would ever be accomplished if we must first overcome every obstacle." Think on that for a while. Pilf :FlI?,i &,Afi ili atespaperwork that btankets retail organiza- I lb5u.lDena-Pla^c9 ^- iionr. Memos, bulletins, ad letters, San Diego, Ca' 92128 count sheets, product knowledge information, and more and more words are being processed and distributed.

BILL FISHMAN

OME of my most frustrating moments in retailing have come while listening to the killing of great sales producing ideas because they bend some company procedure. Like you, I've sat around the conference table at a planning meeting where a sure-fire idea was presented that would bring in more traffic than the stores had seen in a long, long time. Then, as we went clockwise around the room, members of the planning committee offered their vote of confidence to the idea. Each extolled the virtues of the concept until the last executive reminded everyone of a company policy that could be violated.

Now. as we returned counterclockwise. each chair was able to find a reason for not violating company policy. And, another great sales getting presentation bit the dust.

The proliferation of word processors and duplicators has created a sea of

The glut is burying the managers and sales staff. Procedures, policies and directives are being created to control inventory, protect cash, prevent pilferage and reduce shrink. They're all necessary but the procedures should not be more costly than the potential loss.

When loss prevention systems interfere with, or prevent logical, easy shopping they're wrong. And, when companies are so inflexible that a system can't be altered to safely accommodate a good sales producing program they're wrong.

Watch carefully the store wars of 1984-85. The survivors will not be those with the largest advertising budget or the lowest prices, and it won't be that organization that is operations oriented. It will be those who are sales oriented. The winners will be the retailers whose controllers and operations managers are

Building Products Digesl

"I don't care whether Mr, Phillips or someone else made it. Ijust want to buy a screw driver."

FAMOWOOD

is the PROFESS|0I|AI'S AIL PURP0SE PLASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one suie answer lo correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! S&r

Ready to use right out ol the can, Famowood aoplibs like putty-sticks like glue; dries qirickly; won't shrink; takes spirit stains, and will not lum u0 sander. Waterprool and weatherprooiwhenproperlyapplied.

Availrllo in 18 m.tchlng woott colot3 rnd rilts.

BEVERTY MA}IUTACTURING C()MPA]IY

9118 S. Main Slreet .Los Angeles, Calif.90003, P.0. Box 73233 M.n0hcturltt

Covers the market. Gets Results.

Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states: Texas, Oklahoma. Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, Virginia, South Carolina, North Carolina, Kentucky, Tennessee.

CALENDAR

MARCH

Southeru Hrrdwood Tnlllc A$oclrdonMrrch 7't' 63rd annual meeting, Thc Peabody Hotel, Memphis, Tn.

Nrdonrl Home Center ShowMerth ll'14' McCormick Place, Chicago, Il.

Oklrhomr Lumbermen'g Assoclrtlon 'Mrrch l3'lll' materid estimating workshop, Bill Stewart, Lincoln Plaza Forum' Oklahoma City, Ok.

Nrtlonel Lunbcr & Bulldlng Mrterld Ihrlcn AscoclrtlonMerch 13-15, Conference With Congres, Washington, D. C.

Southern Hatdwood Lumber Menufrcturtn AscoclgdonMrrch 2l-211, annual meeting, Royal Sonesta Hotel, New Orleans, La.

Vlrylnlr Bulldlng Mcterlrl Ascoclrtlon-Marth 2ll'2t, annual @nvention, williamsburg Hospitality House,Williamsburg' Va.

Netlond Hrrdwood Lumber Assoclrtlon/Purdue Unlvenlty Ihpt. of Forcstry & Nrtunl Rcsoultg - Merch 2630, hardwood manufacturing & marketing seminar, NHLA facilities, Memphis, Tn.

Oklrhomr Lumbermen's Assoclation - March 27, expense control seminar, Robert Claypool, Lincoln Plaza Forum, Oklahoma City; March 2t, Camelot Hotel, Tulsa. Ok.

APRIL

Wood Machinery Manufacturcrs of America/Woodworking Machinery Distributon of America - April 4-7, joint industry convention, Opryland Hotel, Nashville, Tn.

National Housewares Manufacturcrs Association - April E'112, 8fth international housewares exposition, McCormick Place plus McCormick Place West, Chicago, Il.

Oklrhomr Lumbermen's Association -April 10-12, material estimating workshop, Bill Stewart, Camelot Hotel, Tulsa, Ok.

Lumbermen's Association of Texas - April lil'15, convention and exposition, Tarrant County Convention Center, Fort Worth, Tx.

Hardwood Institute - April 17, 4th annual Daphne furniture awards dinner, Top of the Mart, High Point, N.C.

Oklahoma Lumbermen's Associatlon - April Z, "The Use of the Oklahoma Small Claims Court," Robert Spurrier, Howard Johnsons North, Oklahoma City, Ok.; April 25, Camelot Hotel, Tulsa, Ok.

North American Wholesale Lumber Association ' AprilM-27, 92nd annual meeting, The Greenbrier, White Sulphur Springs, W.V.

American Hardware Supply Co. - April 27-May 1, spring market, Cook Convention Center, Memphis, Tn.

MAY

National Building Materials Distributon Association -May 8'10' retail management institute workshop, Jim Pence, Howard Johnsons North,, Oklahoma CitY, Ok.

S & T Industries - May 12-14, fall and winter merchandise market, Kentucky Fair and Exposition Center, Louisville, Ky'

National Kitchen Cabinet Association 'May 16-20, 2fth annual convention, Sea Pines Plantation, Hilton Head Island, S.C.

Southern Pressure Treaters Association ' May 16'1E' spring meeting, Pinehurst Hotel, Pinehurst, N.C.

Even though we are the new guys on the block, we are old hands at manufacturing quality Redwood lumber. we bring together over 285 years of redwood manufacturing experience plus the

The ]lew Guys On the Block

latest in high technology with our new redwoocl sawmill.

So, we may be new, but we can give you old fashionecl euality when it comes to your redwood needs.

P.O. Box 186

Soledacl, California 93960 (408) 678-2626

Mike Moseby, sales manager . Diana Scrivner, sales assistant

TOPICS secutlvc vlcc prcddont

EALERS should begin using the new tax deposit couPons they should have received from IRS in December with all tax deposits. This new coupon form replaces the various FTD forms (such as Form 501 for withheld in' come and social security taxes and Form 503, corporate income taxes, and Form 508, Federal Unemployment taxes) that were used up to now.

The new coupon form has fill-in spaces for indicating the type of tax you are depositing and for indicating the tax quarter for which the deposit is being made. Use a separate coupon for each type of of tax being deposited' Each coupon book has 15 coupons and an order form for additional coupons is in' cluded in the book of coupons. Larger businesses can order more than a book at a time,

Several dealers have advised the L.A.T. office that they accepted sales 1ax exemption numbers from customers and were found in violation of the sales tax law and fined.

The State of Texas does not issue Texas exempt numbers, onlY sales tax exemption certificates'

A Texas Sales Tax Exemption Certiiicate should be required on any sale that the purchaser says is "tax exempt." We repeat: sales and use tax "Exemption Numbers" or "Tax Exempt" numbers

do not exist. Do not accept them under any conditions.

There has been a law in Texas for a great many. years which requires that "Before employing a person as a driver of a motor vehicle used to transport persons or property, an employer shall request from the Texas Department of

Public Safety a list of convictions for traffic violations containcd in their files on the potential employee and a vcrification that the potcntial employee has a valid license. No person shall employ a driver of a motor vehicle used to transport persons or property until the potential employee has been licensed to drive such a vehicle as provided in this act."

L.A.T. and the Southwest Hardware and lmplement Association have joined to protect their respective memberships by developing a warning sign to be used by both memberships to advise teenagers under 17 that it is unlawful for them to purchase abusable glue, aerosol paints and many other materials that contain prohibited additives.

ARKANSASa OKLAHOMA

and building material dealer's success in business. An attractive, efficient physical plant not only helps build customer ac' ceptance and loyalty, but makes it possible to serve the customer better at lower cost,

It might be said that a $1,000 savings in operating expenses is comparable in profit to the return on $20,000 in new business. Lumber and building material dealers in Arkansas and Oklahoma are serving more customers, offering more services,

lrom

P.O. Box 248

your

the lorest to the lence

Arcata, Ca. 95521

(707\ 822-1779

Russ & Bob Britt

and providing a wider selection of products than ever before. As our industry gets more complex, so does the task of planning facilities that provide adequate space, good material flow, efficient order handling and the many other activities that comprise the operation of a dealer's business.

Fixed assets, such as store and warehousing facilities, land, equipment and other investments needed to operate a business, make no direct contribution to the dealer's return on investment. They exist so the dealer can do business, stock materials, display merchandise and sell materials efficiently and economically.

Through its Yard Planning Service the Mid-America Lumbermens Association develops practical, proven ideas that enable dealers to get the greatest use from their present facilities. They also can provide the blueprints to build a new plant that represents the latest and best thinking in yard and store planning and merchandising

MLA's layout ideas, philosophy of material movement and storage, and management concepts are developed by Collins Lorimer, an individual with 19 years experience as an owner and manager of lumber and building material yards, and l0 years as a customer consultant nationally to lumber and material dealers, chains and mass merchandisers in the customer service department of one of the nation's largest building material manufacturers. He has done work for many dealers in Arkansas and Oklahoma, and is currently working with several. If you have an interest in building a new yard or modernizing your present location and would like some help, call us

Pffi:f*:.iffiilin,#h;1

OUALITY REDWOOD

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatrlity in meeting

customer's needs.

VIRGINIA NEWS

JACK ALLISON executlve dlrector

lu|iffi

?l';llil' ifi:ff :' ;,i:iil

of National Gypsum, has agreed to give the keynote address at VBMA's 58th annual convention in Williamsburg, March 25-28.

An excellent program is shaping up for the meeting, and a record turnout is hoped for. The convention will be built around the theme of "Sales Power," and one of the attractions will be a return of the popular table displays by our convention sponsors. Send in your registration and hotel reservations now, and join Virginia's dealers in one of our oldest cities to learn some of the newest ideas.

During the recession we had very few reports from Virginia's dealers about union organizing activity. However, with the return of business, organizing can be expected to pick up significantly. We understand that a non-member of VBMA, Richmond Lumber Co., was recently petitioned by the Carpenters and Joiners. This is a subject of great interest,to all members, regardless of size. Herb Larabee, founder and president of Human Resource and Profit Associates, will appeuu on the convention program to discuss the problem in detail and offer some tips on preventing the unions getting a foothold in your company.

Other speakers will include Bob Taylor from the True Value stores in Virginia Beach, discussing advertising. A member of the Wood Moulding & Millwork Producers Association will present a slide presentation on successful merchandising ideas to increase d-i-y sales through emphasis on wood moulding products. Carlyle Tiller, president of Wheat First Securities,will give his viewson Virginia'seconomy at the kick-off breakfast.

Activities for the ladies and a closing banquet with a traditional Colonial menu also are planned. New officers will be installed at this time.

Our sister association in Minnesota writes that a dealer there was sued by a customer who had used rough sawn cedar exterior plywood siding which had been pretty well demolished by woodpeckers over the course of a couple of years. In the end, the homeowner lost the case, but the amount of money involved was substantial, and it would have hurt, had the dealer lost. He was fortunate in that he . had recommended the siding before there was general knowledge about the birds and the bees.

If his recommendation had been after l98l or so, the verdict could have been different. Since then it has been generally known that Texture l1l, reverse board and batten, and other exterior plywood

types are subject to attack by woodpeckers.

The worst circumstance would be a rural area with a good stand of trees and nearby fields which harbor the particular type of bees which like to nest in the core gapof plywood siding.(And a strong local chapter of the Audubon Society.) The APA office in Arlington says that while woodpecker problems come up from time to time, they are relatively rare. None to our knowledge have been reported in this area, but it's well to be aware of the possibility.

Kentucky Lumber and Butlding Materlal Dealers

KENTUCKY REPORT

executlve

vlce preeldent

by Don A. Campbell'

EROM TIIvtE to time, we have tried I to emphasize the importance of adequate personnel training in every retail yard regardless of size. I am not sure just what success we have had but I know this is the most important phase in the operation of any business.

I do know one firm who will not let a new employee represent them until they have had a six week training course. I have heard of several tv shows that last an hour but that are over a week in the making. I wonder how many of our lumber yards are as careful with their relations to their customers.

Usually we hire people at 7 a.m. and immediately turn them loose on an unsuspecting public. All three, the customer,

employee and the firm, are cheated. Yes, a well trained employee is the most important factor in any inventory of assets and the best way to insure your supply of these people is to conduct a weekly one hour session where products, problems, prospects and people are discussed.

I don't know how many of you are having trouble with shoplifting, but it is an activity that is widely prevalent. You can't tell what they look like because there is no pattern. They look like you and me and any of our friends. At present juvenile offenders account for over 5090 of the shoplifting, but then there are plenty of others. Some of this may look like penny thievery, but in a low gross operation the slightest thievery can become major.

About all you can do is train your sales help to be alert and on the lookout.

Timber Producfs Inspection, Inc.

NATIONAL AND INTERNATIONAL INSPECTION AhID QUALITY CONTROL SER- VICES FOR ALL WOOD PRODUCTS, AND ALL -SPECIES. INCLUDING GRADEMARKING OF LUMBER UNDER THE ALSC PROGRAM (jKAI.'EI}IAIII$NG ALSC PROGRAM, QUALITY MARKING OF TREATED LUMBER UNDER THE AWPB PROGRAM, AND QUALITY CONTROL/. QUALITY MARKTNG PROGRAMS FOR FTRE RETARDANT TREATEb W(X)D,TRUSSES, AND BUILDING LOGS. SERVICES INCLUDE TRAINING. OUALI- w!44rf {l!g!sEs, BU|LD|NG TRAINING, QUALT_ TY MONITORING, CERTIFICATION, SAMPLING, REINSPECTIoN. sPEcIFic/qrIoN WRITING AND/OR CLARIFICATION AND CONSULTATION ON LUMBER (IRE'ITED/ UNIREATED), TRUSSI JOIM, LAMINATED STOCK. AND (TREATED/UNTREATED), TRUSSES, PLYWOOD, POLES, CROSS TIES, FTNGER- JOIM, STOCK, AND BUILDING LOGS.

WILLIAM THOMPSON

Vlrglnla Bulldlng Materlal Assoclatlon l2l Wyclr Slrat, Sulte l0l, Rlchmond,ttlt.29226 (E04) 715-42q,

Tennessee legislative conferenGe

TEI{I{ESSEE Building Matorial Association's successful legislalive conlerence attendees included (fronl, left to rlghl) John Wilder, Tennessee Lt. Gov.; Ned Ray McWhe(er, soeaker, Tennessee House of Representatives: Frank Gorrell, BMA general counsel. {Back, lett to rlght) Larry Haynes, vice chairman, BMA legislative committee and

Material Association legislative conference held in Nashville was considered by far the most successful ever sponsored by the group.

The legislative luncheon was attended by 234 people including almost 10090 of the legislators, several important administrative assistants and legislative assistants. Due to the success of this miniconvention held Jan. 16-17, the board of directors of the association voted unanimously to cancel the fall convention scheduled for Oct. ll-13 in Nashville.

Representative John Bragg, chairman of the legislative task force study on state and local taxation, and Representative David Copeland, ranking minority member of the task force, discussed the tax study.

Don Jackson, president of the Tennessee Taxpayers Association and incoming commissioner of revenue, outlined in detail the Governor's tax package with a question and answer period. Cilbert Smith, pres of A. J. Smith Co., Nashville, and a director of the Tennessee Business Roundtable, and Catherine Petrucilli, executive director of the Roundtable, discussed plans foi the promotion and protection of the free enterprise system.

Frank Gorrell, BMA general counsel, discussed the "Value of a Political Action Committee.

Frederick R. Stephens, Stephens Millwork & Lumber, Nashville, was awarded the l2th annual Marshall Memorial Award presented in memory of O.R. Marshall.

I would like to subscribe to Crow's WeeIcIy-lumber & plywood prices and market analyses.

outside North America-$]85 X 3-month introductory-$4s

would like the pre-publication discount rate for the t984-85 Buyers & Sellers Guide (mailed in July).

rn

plywood-$59.50 rr.

AWARo lor outstanding service to the Tennessee Building Material Association and the building material industry was presenled by 0len H. Marshall (lefl) to Frederick R. Steohens.

HEAo TABLE at the TBMA legislative conference luncheon included Frank E. Crosslin, Jr., 1984 TBMA chairman and vice presidenl, Crosslin Supply Co., Smyrna; Catherine T. Petrucilli, executive director of the Tennessee Business Roundtable; Gilbert Smith, member 0l the TBMA board ol directors and president, A. J. Smith Co., Nashville.

PERS NALS

Eric Yeadon is now with Fry wholesale Kendra Pipes is the new technical sales Lumber Co., Dallas, Tx. rep for Temple-Eastex Inc.'s Building Bob and Jim SkinneraresellinginN.C.& Products Dv., sales and marketing Va. for Babcock Lumber Co., Pitts- group, in So. Tk., and La., according burgh, Pa. to Joe K. Sample, building products

Larry Thornton has joined St. Regis v.p.-marketing.

Corp. in Jacksonville, Fl., as an account exec.

Gary Easton is now v.p. and gen. mgr. at Scholl Forest Products, Inc., Houston, Tk.

Dan Frachiseur is new at the Broadview Lumber Co. office, Birmingham, Al.

Bob Bratton has joined Bob Edwards at the Rocky Mount, N.C., office of Plunkett-Webster, Inc.

Carl Hancuff, former gen. mgr., field sales, Macklanburg-Duncan, Oklahoma City, Ok., is now v.p. of field sales,

John E. Kennedy, Shreveport, La., is the new pres. of the Southern Pressure Treaters Association; I.L. Enochs, Fernwood, Ms., lst v.p.; C. B. Conpton, Savannah, Ga., 2nd v.p.; Jrmes L. Respess III, Valdosta, Ga., treas.; R.D. Russell, Dallas, Tl., sec.; W. F. Follen, Jackson, Ms., director at large; M.J. Golasinski, Spartanburg, S.C.; Earl Clendandiel, Pittsburgh, Pa.; D. Wayne Hill, Gulfport, Ms.; Lowell Stanley, Louisville, Ky.; Clyde Norton, Pineville, La., and Charline Muller, Conroe, Tl., directors.

Michael J. Kearins is now v.p. of sales for Bruce Hardwood Floors, Dallas, Tx. Melvin D. Burkhardt has been named Southeast sales mgr., based in Charlotte, N.C.

Digges Morgan has joined the Southern Forest Products Association, New Orleans, La., as assistant v.p. for public affairs.

Dadd Boerger has joined C & I Wood Products, Inc., El Paso, TX.

Ray Noe is now with Southern Wood Specialists, Starksville, Ms.

Bob Starford is gen. mgr. of Snavely Forest Products' new wholesale lumber and plywood distribution facility, Dallas, Tl.

Thomas Mastandrea is now a sales rep in Houston, Tl., for the Chemical Coatings Div. of The Sherwin-Williams Co.

Phillip R. Shrigley is the new Southwest regional sales mgr. for Graber Industries, Inc., in Dallas, Tx., according to Fred Nichols, v.p., sales.

John Ramsey is now pres.of Diamond Hill Plywood Co., Darlington, S.C., succeeding Jack Ramsey who is now chairman of the board. Jim Bagwell is the new national accounts sales mgr. Charles Waites is now a trader at Stringfellow Lumber Co., Birmingham, Al.

Ed McClelland is the new Southwest area v.p. of Wickes Lumber, including Ar., La., Ms., Ok., Tk.

T. Marshall Hahn Jr., pres. and c.e.o. of Georgia-Pacific Corp., Atlanta, Ga., is succeeding Robert E. Flowerree, who has retired as chairman of the board. Richard V. Giordano, group managing director and c.e.o. of the BOC Group, London, England, was elected as a director; Marion L. Talmadge, v,p, and treas, became v.p.executive affairs with lYayne I. Tamblyn, assistant treas., filling the treasurer's spot.

Jeff Eckernan, Boise Cascade Building Materials Center, Temple, Tk., won third place in the Boise Cascade Building Materials Distribution Division forklift rodeo. Competitors included Jesus Davila, Garland, Tx., BMC; Scott Giles, Oklahoma City, Ok., BMC; Joe Guzman, Melendy Yard, Houston, TX.

Tom Murphy, Boise Cascade Building Materials Center, Grapevine, Tt., who holds a brown belt in Tae Kwondo karate, is preparing for the Summer Olympics.

David Bogedain is now Southeast area mgr. for States Industries, Inc., Eugene, Or.

Charline Hawthorne Muller, Southern Pressure Treaters Association board member, has been named pres. of the Conroe, Tx., chamber of commerce.

Brad C. Reeves is now regional sales mgr. for major appliances for Amana Refrigeration, Inc., based in Dallas, Tl.

Ben Dale has been promoted to gen. sales mgr. for Cox Wood Preserving, in N.C. and S.C. Richard Thorpe, v.p. of marketing has been promoted to marketing of new products, advertising and international sales, according to W.B. Cox, pres.

Frank X. Brennan is now Southeastern regional mgr. for Simpson Timber Co.'s panel products div. headquartered in Atlanta, Ga., according to John White, marketing mgr'

John Sawyer is now v.p. of the hardware div. at Moore Handley, Birmingham, Al. Ron Butler is the new v.p., hardware div. marketing and sales; John Kinabrcw, V.p., of the StaufferEshleman div., all reporting to J.R. Duquette, senior v.p.

Don Langston is now with Genuine Hardware Co., Atlanta, Ga.

Tom Paris, Sr., Paris-Dunlap Hardware, Gainesville, Ga., is recuperating after hip surgery.

I*on D. Roberts is representing Master Sales, Greensboro, N.C., in Va.

Wahldean Brunson, Thomson Oak Flooring, Thomson, Ga,, pres of the National Oak Flooring Manufacturers Association, Bill Mullican, McMinnville Manufacturing Co. , McMinnville, Tn., v.p.,and George Kelly, managing director, have all been re-elected. New directors:John E. Ftix, Arkansas Oak Flooring Co.,Pine Bluff, Ar.; Allen Harris, Jr., Harris-Tarkett, Inc., Memphis, Tn.; Harry Preston, Cumberland Lumber and Manufacturing Co., McMinnville, Tn.

Charles Griffin has joined Mason Plywood, Paneling and Lumber Co., Hattiesburg, Ms.

Bob Kincaid, former editor and publisher of the Southern Pine Bulletin, is opening a London, England, office to represent the Southern Forest Products Association and the Western Wood Products Association. Durand L. Darbyshire, formerly with Carolina Mills Lumber Co., Conway, S.C., has joined SFPA's field staff, based in Columbus, Ohio

Dave Presley has joined Trinity .Forest Industries in outside sales in East Tx. Howard Wold, is new production supervisor for the new architectural millwork plant at Hurst, Tx.,Hq., according to Greg Ryback, pres.

Jerry Huber, Cindy Wilson and Chet Boggs are new to the Epperson Lumber Sales, Inc., staff in Statesville, N.C., according to Gary W. Miller, gen. mgr.

Billy Schaefer, pres., Central Woodwork, Inc., Memphis, Tn., is the 1984 lst v.p. of the National Sash and Door Jobbers Association; directors include Phillip Hubnick, v.p., Davidson, Texas, Inc., Austin, Tl; Larry Ray, pres., Triangle Distributors, Inc., Tupelo, Ms.; Ronald Rowland, pres., Crown Sash & Door,Inc., Dallas, Tx.

(Please turn to page 44)

NEW PR DUCTS

and selected soles oids

Power Underthe Slnk

In-Sink-Erator has introduced a new Classic model residential garbage disposer.

This % hp unit features a stainless steel grind chamber, primary and secondary water seals to protect the motor, a cushioned double antisplash baffle, permanently lubricated upper and lower bearings and a stainless steel rotating shredder with two balanced jam resistant impellers. With automatic reversing action and sound insulation, it is said to be vibration free.

The product comes with a self-service wrenchette to help the user free simple jams. Backed with a five year warranty on parts and labor, it replaces the previous % hp Classic model.

Brightening Up a Room

Marvin Windows' new Sun Bay is said to collect more light than traditional bay and bow windows. The new design features 90o angle flankers (side units) and sloped glazing.

Insulating or optional tripane insulating glass (three panes of glass with two dead air spaces) is used on flankers and view unit; the slope is available with I " insulated glass. The side units come with weather stripping.

The sash, frame and seat board are constructed of fine grade pine. Used as a replacement, for remodeling or new construction, the windows have a five position lever lock that allows the units to be opened in various degrees for ventilation and secures the windows so they do not blow shut.

Locked Out

The Eclipse from Kwikset is a new lockset that can serve different functions throughout the home. The round shape design complements a wide range of housing styles.

Locking turn buttons are fingerformed for easier operation and the cylinder is recessed for security and faster key insertion. In either brass or bronze, the one piece knob is protected with a transparent, corrosionresistant coating.

Designing in 3-D

TheEZ Designer fromEZ Designs helps in the remodeling of kitchens and bathrooms by providing over 500 reusable magnetic floor plans and perspective modules in % " scale. The sales tool provides a one dimensional

Bulldlng

and a three dimensional mirrored view of the design with features that make each section separate to facilitate photocopying ease.

The magnetic modules are stored on a metal sheet while all components are kept in an attache case for use as a professional sales tool.

SecurityScreen Door

With a high-tensile extruded aluminum security grille, a new sliding patio security screen door from Le-Al-Co. has a double cylinder deadbolt security lock that is keyed on both sides of the door frame.

The grille comes in a lattice-weave

pattern in bronze, white and clear anodized finishes. Manufactured in widths of 30, 36 and 48", the door is designed for d-i-y installation on the existing screen track.

Ploducts Dlgeel

A Home for Computers

American Forest hoducts Company has a new ready-to-assemble computer desk.

The thick western pine desk can house an entire home computer setup. Shelf and drawer space allow for the storage of additional materials.

The desk is designed with contemporary rounded corners and smooth, curved edges, grooved and pre-drilled for easy assembly. Included is the hardware, glue and instructions needed for assembly.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Please mention issue date and Page number so we can process your request faster! Many thanks!

Strip Down Wood

Klean-Strip has developed a complete paint remover kit for doing a stripping job.

Included are a quart of KS-3 nonflammable paint remover, a pint of after-wash to clean residue from the

stripped surface and prepare the surface for a new finish, an applica- tion brush, scraper, protective gloves, three steel wool paint remover pads and an instruction booklet.

A Lot of Hot Air

The Circl-heat exchanger from Schaefer Co. is designed for use in factory built fireplaces to draw cool air from hearth level, pass the air through super heated steel channels and exhaust it back into the room at temperatures ofup to 250'.

Featuring a glass and screen encloser, it is available in three tubedepth sizes to fit most fireplaces, and comes in a variety of finishes.

Portable Jig Saw

A cordless jig saw, said to be the world's first, is new from Black & Decker Inc. With a fixed shoe, it is rated at 2,400 no-load strokes per minute and has a stroke length of % ".

The power pack is compatible with 9.6 volt batteries. A computerized charger that operates off a wall outlet or automotive battery also is available.

Multi-Position Showers

Citta & Citta has introduced a new adjustable shower head that is reportedly convenient for use by people of all sizes. The new Ringwell 3-Way Adjustable Shower replaces an ordinary shower with a unit that can be set to any desired height.

It comes in either chrome or 23k gold plating.

Prcllnlshed Hardboard Sldlng

Two new prefinished hardboard exterior sidings are available from Boise Cascade Corp.

Channel Rustic has the appearance

of western cedar, with dcep channel grooves and rough texturing. It is self-aligning and can be applied in horizontal, vertical and diagonal formats.

Double 5 has narrow lap boards in a colonial motif. A section consists of two parallel narrow laps separated by a deep channel groove to give the appearance of individual laps.

Both products are produced from a substrate that is reportedly l49o thicker than conventional Zc' hardboard siding to permit deep groove cuts for a real wood appearance. Each section of siding is prefinished with three coats of paint at the factory, guaranteed not to need repainting for five years. The siding comes in four colors with color coordinated nails, caulking and accessories available.

Stlcky Measurer

Evans Rule Co. has a self-stick adhesive backed tape measure. Capable of being permanently attached to a work surface, it is made of high carbon steel in varying lengths and calibrations. A point-of-purchase display is available.

Many Ways to Plug In

GC Electronics has expanded its line of telephone installation accessories. Additions include a wall phone mount with dual side jacks, a multiline selector, modular plug, crimp tool, phone silencer and extension ringer.

The wall mount offers side jacks to help hook up answering machines, automatic dialers and extension phones. The multi-line selector allows for connecting answering machines, dialers, etc. to multi{ine key system telephone sets. The crimp tool features a wire stripper for modular plug installation.

Both the extension ringer and bell silencer allow ringing flexibility.

Fire Resistant Wall Board

Ultra Board, a fire and moisture resistant building board with thermal insulation, from TAC Construction Materials, Ltd. is composed of cement, bonded with cellulose and other organic fibers.

For qulity D_ricon and Wolman prodwts ulk to tlu eryrts

With many uses in the construction field, it can be used for external and internal linings, floor substrate, soffits, doors, infill panels, ceilings, canopies, insulating panels and partitions. The non-combustible material is suitable for machining, nailing, drilling, bonding, sanding and painting'

Undandtafl L.borrlodd Inc., td dl .Flar llatad. Wh.n Drrcoo lumb.r .nd plywood ara ln conlacl wlth n.trl 1.u.. platar, hardwara, plunblng and @ndull, thara la no grarlar corroalon lhan wlth ordlnary unt.altad w@d. li't ba.n gnnt.d a lr,S. p.tant.

CROWINO DETAI{D

Tha word i. g.itlne around. Architacla, conlraclora. rnd bulldlng ownt[ ao Inalatlng non and rc[ on Ortcon ll?a ratardtnl traatad

KEEP I? |r{ SIOGK

Si@llng O.icod FRT rood malaa rnxi

B.caux ol lta low holalu.a tlck. up, atoraga probl.mr and yard loaa ara laaa th.n wllh convantlonal typ.a ol FRT wood. By .lockln! qu.llly .p.cl.lty producl, you can balla. aatva axlatlng cuatomara and attract Promotlonal lltaratur la avallabl. to rtlnulata xLa.

ADD TO YOUR PROFITS

The board comes in a variety of thicknesses and sheet sizes and can be used as a replacement for asbestos cement board.

Underwater Paint

tt'a baloe p.ofrold to your cu! tond by lullpaga ada In natlonal !rch[Gtur.l, bslldlne.nd compo nant pobllcrtlona. Naarly a0 xl.r davaloPmant .aPEsntallv.r .ra mrklne Prasnl.tlona lo daalgnara, apaclllara, ownara and otha. pu.chralng lnlluancaa.

O/cor tl.a ral..drnt traalad w@d haa m.ny appllcatlona: lruaala, rtudr, ]f,ama, purllna, lolrta, dack. Inl, ahcathlng .nd othar w.alharprotactad placaa uhaE tl.c .aalat anca la daahabL. Foa a llat ol aupplla.t llonsd to produca thla producl, wdta lo KoP pa[ Company, lnc., t9o0 Kopp.n Bulldlng, Plll.burgh, PA l52la.

Cambridge Coatings Co. has formulated a new fast drying, swimming pool paint that is an alkali and chemical resistant coating based on chlorinated rubber and inert plasticizers.

The new coating requires only 30 minutes to set and three hours to dry hard with a 24 hour wait between coats required.

Window Center

Macklanburg-Duncan has a new do-it-yourself aluminum storm and screen window center which contains all the products needed to create screen and storm window frames.

The system features a plastic corner lock to join the aluminum sections into one unit. Finishing items like spline and support clips for attachment to the window frame are also provided.

SPECIALIZED TREATMENTS NOW AVAILABLE

. Wolmanized Lumber

. Heavy Oil Penta

r Waterborne Penta

o Dricon Fire-Retardant

. Creosote

PRODUCTS AVAILABLE

r Cedartone@

. Landscape Timbers

o Railroad Ties

. Poles

. Posts

. Dricon Fire-Retardant Treated Wood

. All Weather Wood Foundations*

. AWPB-FDN Stamped

For information on quick service call the treating experts!

6

Frre Retardant Treated Wood

The One That Works Where Humidity's High

Oak Kltchens

Excel Innovation Group has introduced Savoy, a European-style oakfinish kitchen.

The cabinets are crafted with melamine laminate fronts in a medium oak finish with horizontal grooves that create a symmetrical effect. Coordinated brushed aluminum trim and rectangular pulls are used on cabinet doors and drawers.

All joints are doweled and all structural components are handfitted.

Other standard features include side mounted, ball bearing slides on drawers and fully adjustable shelves.

Borlng Product

Arco hoducts offers a new sct of scvcn drill stops to fit | /8 o, 3 / 16', l/ 4', 5 / 16', 3 /8', 7 / 16' and l/2' twist drills and precision wood drills.

The stops are made of steel with a set-screw to permit setting to the exacl depth of the holes desired.

The sa is packaged on a 2<olor hang-up blister card.

backs arc undercut for tightcr corncring when scroll sawing.

The product is carded for easy display.

"Our

Smooth Shave

Parker Manufacturing Co. is offering a new, chrome-plated, S-XF saber saw blade with a shark tooth design to enable cutting on the up and down stroke of the saw.

Twenty teeth per inch enable the blade to cut through plywood and veneers without splintering. The blade is tapered towards the back to reduce drag in the cut while the

T' a. Red od

PLASTIC baos ol aluminum nails are new from Phifer Wire Products, Inc. Prepunched lor pegboard display, the label lists recommended uses. Each poly-pac contains approximately % lb. ol aluminum siding, trim, rooling, common or wood siding nails.

competition bn't fiand@ still ^ ,, that's why we're clwtiys one step ahead."

March,1984

Foam lnsulatlon Boards

Temple-Eastex Inc. has added polyisocyanurate roof insulation products to its line of fiberboard and sheathing products. The TemPro line features foam with facer materials such as latex saturated, glass reinforced, felt and aluminum foil.

The insulation is offered in 4' x 8' boards with thickness ranges of l " to 3". It is said to be designed for thermal efficiency, dimensional stability and compression and peel strength.

Cordless Screwdriver

A rechargeable battery

screwdriver introduced by AEG lUhen Vou uont tho highest quolity ovoiloble in CCR TVpe C Pressvre

Treot ec) lumber, coll

Power Tool Corp. combines heavy duty performance and portability. It charges to full power in one hr.

Soft Seat

Magnolia Products has expanded its line of soft bathroom seats with color-fast embroidered designs available on white or parchmentcolor vinyl background. The motif of each design appears on the underside of the seat cover as well.

The seats, covered with a noncling, durable leather-grained vinyl, are constructed with an injectionmolded impact-resistant plastic core surrounded by contour-molded polyurethane foam. The product is packaged in a corrugated carton with full view window.

Highost Ouolitg Possibls ot Compcrltlve Pricing

CURT BCRN TUMBCR

CO., INC.

P.O. Box 9, llmitV, Flr. 71921 o (50.|) 342-5275

Bltt IIRRDING o UNDR PRIDDY . BoB UfooDsoil o Boss RRssmusscN

tUe con fill oll vour treoted lumber needs. . . londscope timbers, plyr.uood, oll dimensionol lumber, 4x4 through l2rl2. On 616 ond forger ure hovo lengths ronging up to 45 feet. Plus, u,e nou, corrv in stock .60 FDN. [Ue olso hove our ou,n fleet of trucks to help you solve ony delivery problems Vou mog hove. Rll our moteriol is TPI grode morked. lue feotvre the RIIJPB quolitv mork on oll our treoted moteriol.

Redwood plywood fills market need

RY'"'?fi'J:li'#T#::*lf

exaggerated according to Pete Reyneke, the sales manager of the PIYwood division of Miller Redwood Co., Merlin, Or.

"Our company," Reyneke saYs, "has made a strong push over the past year to make sure our redwood PIYwood products were available, and that builders, architects and distributors know about it. And now we're beginning to see the results."

Back in 1980, the comPanY found itself in something of a Catch 22 situation. Redwood plywood was synonymous with Simpson Timber, and to some degree, Pacific Lumber Co., who together were producing about 60 million feet of 3/8 " redwood plywood annually. In comparison Miller Redwood was something of a specialty producer, offering a higher quality panel in terms of veneer grade and bond performance.

Reyneke says, "we had a nice group of customers who refused to use anything but Miller Redwood Plywood. And they bought all we could produce."

In 1979 Facific Lumber Co. made

the decision to halt production of redwood plywood, and in 1980, Simpson followed suit. Miller Redwood found the market all to itself. For a while, Reyneke says, Miller Redwood was doing all it could just to meet the demand for redwood plywood-it was difficult to get enough veneer from its Crescent City, Ca., mill. "Not because it wasn't available,'r he says, "but because so much of Miller Redwood's timberlands consist of oldgowth redwood, and many of the logs were too big to get on the veneer lathes."

sold all the redwood plywood it could make, and at the same time invested in new equipment to substantially increase the amount of veneer it could produce. But once they were in position to make all the redwood plywood the market could buy, demand began to slacken.

"In late 1982," Reyneke saYS, "we realized just how much SimPson and Pacific Lumber were creating a market for our product. With them out of the picture, potential customers for our product began to think that no one was making redwood plYwood

For two years, Miller Redwood anymore."

Story at a Glance

Redwood plywood still avail. able and in demand...supply faltered when big companies stopped manuf acturing it...speciality producer takes over, develops marketing pro. gram, gets good response.

In mid-1983, Miller Redwood launched an aggressive marketing campaign directed at distributors, builders and architects to tell them that redwood plywood was indeed still available. "We found out pretty quickly how much demand for the product was still out there," Reyneke says. "We have had very good response. It's a product people still want."

Why redwood plywood? It is a very good siding product, says Reyneke. It

on next page)

REDWO0D PLYWO0D is €xcellent t0 use as €xt€rior siding, interior paneling, garage doors, caroort walls, shear walls, ceilings'

storag6 buildings, solfits, gard€n shelters, fences and other outdoor structur8s. lts at' tractiveness is surpassed only by its versatili'

W and low maintenance needs. Ample supdlies are available so that dealers can meet consum€r demand.

PLYWOOD

(Continued from page 32)

provides the look, appeal and mystique of redwood in an economical panel form. Plus it insulates and has superior dimensional stability and weather resistant characteristics. "And the value redwood plywood adds to a building far exceeds the cost of using it over conventional panels or other tlp€s of siding," he says, "and that translates to more sales appeal."

Miller Redwood produces redwood plywood in two grades, premium sawtextured, which is faced entirely with all-heartwood veneer, and select sawtentured, which is faced with ven@r which contains some sapwood and pin knots for a more rustic look. Available thicknesses are 3/8" and, 5/8", and faces can be specified plain or grooved in a variety of patterns.

OK. Dealers Think Positively

More positive attitudes regarding business conditions in 1984 were expressed by the majority of dealers attending the annual convention and trade show of the Mid-America Lumbermens Association in Kansas City on January 26 and 27. Favorable financial conditions and a strengthened economy were cited as bolsters to improved industry business.

Dealer attendance was up sharply over last year and exhibitors were enthusiastic about the amount of orders

placed on the floor. Although the audit of sales has not been finalized, it is conservatively estimated that sales exceeded $5 million. Final figures will be released when the tabulation has been completed.

The opening program with Howard Ruff marked the best business session for several years.

Most of the suppliers and manufacturers who exhibited are saying, "One of the best buying conventions we have attended in a long time."

Thefistestwarehouse inthe\l6st!

With Willamette sheathing and studs to go.

REDWOOD MARKETING

(Continued from page 10)

pieces of literature. Many of these describe specific redwood projects. If you write us, we will send you a sample of each piee of literature. Then, you can bulk order the ones you need through your supplier.

(3) Educate sales staff-Dealers should make employees expert project consultants.

Here again, CRA materials will help. With our literature and audio visual materials, you can teach your employees how to help customers choose the proper redwood grade and product for their project. They can learn some of the basics of construction techniques. You might even want to make one employee the deck expert and another the siding oeert.

Today, six of the major redwood lumber producers fund California Redwood Association promotion, industry support and technical services. They are Georgia Pacific Corporation, Harwood Products Company, Miller Redwood Company, The Paci- fic Lumber Company, Simpson Timber Company and Trmber Realization Company. These services provide an excellent marketing base for redwood merchants to build upon and the California Redwood Association can help dealers establish a reputation as a redwood merchant, so please contact us. We will be glad to help.

It's plain smart to make our warehouse a regular run. Because when it comes to getting studs and sheathing ready for pickup, we're fast on the draw.

On top of that, we've gor a great location. Right in the center of Dallas and Fort Worth. at 1200 \07est N. Canier Pky.

But here's where the real convenience comes in. \7e're so fast and reliable, vou can rrust us to do the warehousing for you. Which saves you space and money.

So the next time you need sheathing and studs by the truckload, or even just a few units, give us a call. And see how fast we can move rr. Phone us today at318-255.6258.

Willamette Industries. Inc. Lumber and Plvwood Sales DivisionPO. Drawer1100 Ruston, Louisiana 71270

Company gambles on econoffiv, beats the odds

LIOT AI-1. conrpanics arc born at l!tnc "right" time. Martin Forest Industrics, redwood wholcsalc brokers and distributors. was l'ormcd in 1979 at thc cnd of thc last big building boom. Econornic conditions then were not favorablc, duc to dwindling housing starts, soaring interest rates and runaway inllation.

Gary Malfatti, half owncr and working partner, puts it this way: "A lot of people didn't expcct MFI to make it. But wc've bcaten the odds and come out on top. I've been in thc industry for over 15 years and havc seen a lot of people and companies come and go, but MFI took a gamblc and survived."

Gordy Martin, president, and Malfatti, vice-president, havc had a long association. They always drcamed of someday combining forces to form their own company.

Their dream became a reality in 1979. MFI was formed and began operating out of a onc room ofl'ice in St. Helena, Ca. lt was a meager beginning, depending upon a shoestring budget and a small, but loyal following to get them through.

Four years later, MFI had expanded its customer base and outgrown its facilities. The company had a brand new facility constructed in Healdsburg, Ca., with over three acres of distribution yard, a beautiful 2,000 sq. ft. office, a three-car spur, and milling facilities. A grand opening of these facilities was held on October 7 of this year. Many of their customers and suppliers turned out to help in the celebration.

MFI handles 9090 redwood items including all unseasoned and kiln dried uppers as well as redwood timbers to 30 feet. The balance of their product mix is a select group of pine and cedar products. Because they handle redwood products almost ex-

Story at a Glance

Despite 1979 start up conditions, wholesaler grows with sound business techniques, lots of hard work. .expanding market area. new headquarters facilily, larger staff.

PARTNERS (top) Gary [4alfatti, v.p , and Gordy Martin, pres. (middle photo) Headquarters office, Healdsburg, Ca. Sales lloor (lower

ph0t0) staf{ed by John Blatchford, Martin l\/lalfatti and Bob Haas (lett to right).

clusively, Martin feels that MFI "can supply any redwood need much more efficiently than other suppliers and give that competitive edge which is so necessary in this current market."

MFI has expanded its market area from northern and central California to cover the continental United States. Their customer base is primarily retail lumber yards and other wholesale lumber brokers. They also supply Alaska and Hawaii through container service. Some of their other services include piggyback and railcar loading for out of state shipments and on site milling facilities to expedite hard to get pattern items as well as resawing and resurfacing. They specialize in less-than-truckload deliveries for the central and northern California market. MFI stays abreast of all market conditions to ensure that no favorable mill offerings are passed by or overlooked.

MFI has a talented sales staff to perform these services. Robert "Bob" Haas has been with MFI since 1980 and is a great asset to the firm. He is involved with all of the major buying for inventory as well as dispatching and covering a sales territory of central and northern California. Bob has been in a position to note the growth of the firm. ' 'In the beginning, I was dispatching l-3 trucks per day in

California; now I am dispatching almost full-time, anywhere from 10-18 trucks per day, many of them for out of state shipment."

Newly acquired John Blatchford rounds out the team. Formerly with Timber Realization Company in Calpella, Ca. John brings extensive mill experience with him. He handles all of the national accounts outside California and has an excellent rapport with accounts. He has been servicing many of them for years.

Martin and Malfatti comPose the rest of the sales team. Managing the day to day operations for MFI, while an important function, is merely a part of their duties. They believe in taking an active part in all aspects of the business. They begin their day on the sales floor along with their sales staff and finish their day long after everyone has gone home. Sharing the

Plywood Supply Adequate

Although shortages exist in wallboard and some other building products, the Hardwood Plywood Manufacturers Association, Reston,Va., reports that the prefinished hardwood plywood paneling manufacturers have adequate domestic and imported supplies of prefinished, printed, vinyl,

same work philosophy as well as a strong, mutual friendship makes their working partnership stable and satisfying to both of them.

Both Gordy and Gary feel that controlled growth of the firm will allow MFI to expand its services and customer base without compromising their reputation for honesty and integrity. Customer satisfaction is their main goal and, large or small, all customers receive the same excellent service and attention, they say.

MFI plans to continue to be a major factor in the market place. Martin and Malfatti took a gamble and turned it into a sure bet. Even though they have made great strides they are not easing up. They are still beating the bushes making cold calls, tracking down leads, keeping their nose to the grindstone and not letting their past success go to their heads.

laminated and paper overlaid hardwood plywood.

There will be no problem in taking care of the interior wall surface material needs of the forecast of 1.69 million housing starts in 1984 and production of 325,000 manufactured homes, according to R.L. "Dick" Crutchfield, chairman of the board.

o REDWOODuppers / commons/ sidings

o DOUGI-AS F|R-uppers / commons/ long lengths CYPRESSuppers/ commons

o SOUTHERN HARDWOODS

. WESTERN RED CEDAR

o PLYWOOD SIDINGS

. HARDWOOD PLYWOOD

. SOUTHERN YELLOW PINE

beautiful homes!

REC00l{lZll{G outstanding productlon and quality, Western Cablnet & Millwork, Woodinville, Wa., vice president of sales, Gary Hogue (dght) presenled an appreciation plaque to Norman Hahn (lcll), president ol Conestoga W00d Products, Little Rock, Ar., observed by (loll) Vern Gilmartin,

Geothermal Energy to Heat Homes

Heat from the earth will replace fossil fuels to warm and cool homes by the 1990s according to a leading hydrogeologist. The short time period of system cost recovery from savings, makes earth-coupled heat pump systems the most attractive alternative energy system today.

Dr. Jay H. Lehr, executive director of the National Water Well Association, Worthington, Oh., estimates that 8590 of the entire U.S. has enough heat energy in the ground to warm all the homes and buildings in any locale. A variety of heat pump projects completed for the U.S. Department of Energy and U.S. Environmental Protection Agency have proven the viability, economic effectiveness and environmental safety of the system using lowgrade geothermal energy.

All-AmerlcanConpaql

Coastal Lumber Company's Trdewater Red Cypress, a wood of supreme durability and beauty, is in plentiful supply in the swamplands of the southeast, A favored wood for both interior and exterior uses, Trdewater Red Cypress is adaptable to today's structural designs in home and industry Coastal Lumber, a leading producer of Tdewater Red Cypress, offers kiln dried cypress siding, paneling, fence boards and decking with a rustic or resawn face. Tidewater Red Cypress, "the wood etemall' is the wood for NOW!

C-oastal Lumber Company has a full line of 'l'idewater Red Cypress, llardwood, Southern Yellow Pine, Perma-Tieat@ Tieated Lumbel and Plywood products in truckload or carload qirantities. For further information contact:

Coastal Lumber Co,, P.0. Box 829, \Abldon, NC 27890 Phone: 919/536-4211

Lehr stated that the biggest breakthrough in the public's use of earth-source heating and cooling systems will come when federal policies are amended to grant tax credits to users of these systems. A recent Frost and Sullivan market report stated that earth-coupled heat pumps will make up ahnost half of the 3.2 million retrofitandnewcentralhome heating units sold in the year 2000.

Ladylike Promotions

Women who are promoted should be told that the promotion was due to their ability. If a woman feels that she was promoted so her boss could comply with equal-employment laws, she will be less committed and perhaps unhappy in her new position.

operations mgr. at Conestoga, and (rlghl) Buddy Benafield, mayor of Little Rock. A barbecue luncheon u/as hosted by Western Cabinet for all employees at the Little Rock plant.

Allvantages Aduertising system

By Greg Lrmbcrt Market Development Manager Simpson Trmber Redwood Operations

THETOOLS of the trade are often I the key to succsrs. The cooperation between manufacturer and distributor/dealer to supply and use the tools assures unlocking the door to that success.

The distributor and the dealer who participate in the promotion programs offered are a step ahead of competitors.

At Simpson, we work closely with our customers furnishing a variety of tools that include items such as advertising "slicks"black and white reproductions in sizes for newspaper or trade journal insertions with space left for imprinting name and address and any prices for a special redwood line or sale. Radio and television scripts are available. Full color literature is available for every redwood product line. These are but a few ideas.

The real appeal and impact of the progxam is that it combines a proven traffic building in-store promotional program with co-op support. Simpson offers to share with the dealer/distributor 50/50 in the cost of approved sales events. The program is delineated to position the Simpson redwood wholesaler as the most valuable lumber supplier to the dealer and, in turn, motivate the retailer to stock and sell redwood. It is a flexible promotion program, easy to understand, with tools that tell the redwood storv.

Story at a Glance

Marketing support lrom manu. lacturer helps distdbutors and dealers do a better job. .Ways you can use advertising promo. tions, literature to spur sales. Book of Wood/Book of Could, a wish book of redwood.

)rograms are key to sales success

One of the interesting discoveries that came out of the recent building slump was that promotional ideas generated during the bad times were equally successful during good times.

Sales successes were documented in many ways. Several dealers put together deck contests, complete with prizes (Hawaii trips, etc.), professional judging and finally publicity. The contests, in all cases, generated more entries than were anticipated, consequently selling more redwood to both the do-it-yourself homeowner and the builder who elected to add decks.

One distributor used live radio to talk on air with prospective customers, doing so from the dealer's location. Questions were all answered, culminating in an invitation to come down to the store. It was a traffic builder.

One of the best customer attractions was the Simpson Redwood Book of Wood/Book of Could (cur-

rently retailing for $3.95 per copy) offered free with a coupon that appeared in newspaper advertising. Sales were registered at the grass roots level

through this innovative book of plans, detailed with material requirements and instructions on how to build.

A Complete Redwood Guide

More innovative and informative than its predecessor, Simpson Timber's second edition of the Redwood Book of Wood/Could II is just off the press. Featured are 23 projects in redwood created by three professionals in fine woodworking. Careful instructions and plans are included for each to assist the do-it-yourself homeowner as well as the builder to construct a wide range of projects ranging from chairs to cabinetry and outdoor amenities. Plans are detailed with the materials re-

quired listed in addition to construction information. A valuable section of tips for working with wood is included in the new edition as well as a special section on the story of redwood.

The four pages that comprise the Book of Wood tell the history of the redwoods, the inherent properties and characteristics that make this remarkable wood an outstanding performer for a wide range of exterior, interior, yard and garden USES.

PTJEILISHER5 FCIREST PtilclEIUCTEi

Green Douglcs Fir

Dimension lumben, studs, timbers to 4O' . Unitized

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, truck, ocean barge and for export.

Kiln Dried ]lemlock

post & beams, plank, and paper wrapped.

Some of our Specialties:

o Mixed specified loadings

o Long dimension

#1 & better cuttings .

& transmission arms

Coll toll free (tOOl ,47-6633

NEWLITERATURE

Ceramlc Tlle Deelgns

A color catalog fcaturing an architectural tilc dcsign guidc is free from Impo Glaztile Inc., 2t52 W. l67th St., Markham. ll. ffi26.

lngulallon Gulde

For a free copy of the 2().p. booklet, "Insulations For Air Handling Systems," write K.D.H. Mceks, OwcnsCorning Fiberglass Corp., Fiberglass Tower, Tolcdo, Oh. 43659.

Brlng The Outdoors Inslde

Ways to bring more light into a roomare described in a new brochure from VeluxAmerica Inc., P.O. Box 3208, Greenwood, S.C.29618.

New Uses For Veneer

An 8-p. brochure describing the strengths and uses of parallel grain veneers is free from the Trus Joist Corp., P'O. Box 6O, Boise, Id. 83707.

Gettlng Into Hot Water

A new 54p. desktop presentation outlining whirlpool baths and systems installation is $350 from Water Jet Corp., 8431 Canoga Ave., Canoga Park, Ca. 913(X.

Metal Help

A l6-p. color catalog of metal products is free from Georgia-Pacific Corp., P.O. Box 1326, Atlanta, Ga. 30303.

For Brighter Nights

For a free 4-p. color brochure (R-688) on night lights, write GTE Lighting Products, Sylvania Lighting Center, Danvers, Ma.01923.

Cleaner Drives

A color feature sheet describing sales techniques for driveway cleaners is free from The Savogran Co., P.O. Box 130, Norwood. Ma.O?,462,

FOR PROMPT SERVICE

on all New Llterature storlcs write dlrectly to the name and address chown ln each ltem. Please mentlon that you saw lt In Bulldlng Producb Dlgest, Many thanks!

Llght Up Your Llle

"A Practical Guidc To Skylighting Your Home," a full-color l2-p. bookla, costs 32 from The Architectural Aluminum Manufacturers Association, 35 E. Wacker Dr., Chicago, n. 60601.

Stlcklng To Vlnyl

"Need Adhesion To Vinyl?" (Bulletin It439) is a free brochure from Synthetic Surfaces Inc., P.O, Box Zl, Scotch Plains, N.J. 07076.

Easy Telephone Connectlons

A 2Gp. guide book describing do-ityourself phone connections is free from GC Electronics, 400 S. Wyman, Rockford, IL 6ll0l.

Soaking Up The Sun

A guide describing various solar energy use techniques is free from Research Products Corp.,P.O. 1467, Madison, Wi.53701.

Paving The Way

"Creative Concrete Paving Systems," a full color brochure, is free from Bomanite, 8l Encina Ave., Palo Alto, Ca. 94301.

Timber Sales Bulletin

"The Timber Exchange," a weekly publication of upcoming timber sales published for the South and Northeast is available by subscription from The Timber Exchange, P.O. Box 1278, Highlands, N.C. 2874r.

Slruclural Panel Prerentatlon

"Board Mceting, Structural Panels Explaincd," a frec packagc of matcrials including a film for usc 8t a builder meeting is free from Champion Intemational Corp., I Champion Plaza, Stamford, Ct.05921,

Borlng Sublecl

An 8-p. full-color catalog on hammer drills is frcc from AEG Power Tool, I Winnenden Rd., Norwich, C't. (b3@.

It Holds You Up

A color brochure describing a new onepiece chair webbing replacement is free from Phifer Wire Products, Inc., P.O. Box 1700, T[scaloosa, Al. 35403.

Color.coded Standards

A frec wall chart, identifying industry standard color codes for insulation by R-value is available from Manville Service Center, 1601 23rd St., Denver, Co. 80217.

Keeplng Out The Elements

A 4-p. window brochure is free from Capital Windows, P.O. Box 3070-Dept. R, Harrisburg, Pa. 17105.

Pavlng Brlck

"Paving Brick," a 4-D., full-color brochure, is free from Glen-Gery Corp., Drawer S, Route 61, Shoernakersville, Pa. 19555.

Architect Drawings

For a free copy of the 58-p. "How to Read Architectural Drawings," write United States Gypsum Co., l0l S. Wacker, Dept .122-ZZ,Chicago, Il. 60606.

Plywood Projects

For a free copy of "The Handy Plan Catalog: Over 50 Indoor and Outdoor Projects," write the American Plywood Association, P.O. Box 11700, Tacoma' Wa.984ll.

6(X a word, min. 25 words (25 words = $lJ). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $4. Box numbers and special borders: $4 ea. Col, inch rate: $40. Names of advcrtisers using a box number ca4not be released. Address all replies to box number shown in ad in care of Bulldlng Products Digcst, 4lilX) Crmpur Dr., Sulte 4tll, Newport Berch, Ca. 926160. Make checks payable to Cu0cr Publishing, Inc. Mail copy to above address or call (714) 549-E393. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY.

ATTA\^rAY

A FIVE MOUNTAIN COMPANY

We ship to all 48 states and into Canada without interlining. Specializing in the handling of forest products - coast to coast.

TRUCKING DIVISION

P.O. Box 819 Phoenix, OR. 97535 (503) 535-1592

MARION PRESSURE TREATING CO.

Creosoted fance posts, timbers, barr. poles and piling. Truckloads only. Marion Pressure Treating Plant, Rt. 3, Box zt0, Marion, La.71260. (318) 292-4511.

DISTRIBUTORS WANIEI) FOR TOP QUALITY PANEL DOOR.S

Made from the Finest

Philippine Mahogany & Rosewood

Available in:

o Plain or Hand-carved

. Standard or Made to Order Designs

Shipped either:

r Prefinished (Natural or Walnut Stain), or

o Plain Sanded Finish

GUTSONWOODPRODUCTS

A division of:

Ingasco, Incorporated

20W-l2th Ave., Caloocan City Philippines

Tel: 361-16ll to 361-1618

CASH for flawed doors - new or used - aluminum windows, cabinets, salable items only. Contact Al O'Brien, 5485 Haines, St. Petersburg, Fl. 33714 (813) 526-1494.

WELL ESTABLISHED building materials business in prolific West Texas oil field. One owner since 1960, retiring. Residence available two blocks removed. Write Box 36, c/o Building Products Digest.

WELL ESTABLISHED building material yard in Eastern S.C. Founded 1947. Partners retiring. Diversifi ed market agricultural, industrial, d-i-y, contractors. If interested reply to Box 32, c/o Building Products Digest.

REMINDER: Paynrent ntust accompany lhe copy you send in for classified ads. Just use lhe inslructions above to figure the anlount. When you call in ads, we'll tell vou the anrount lhat must be sent for the ad.

Coming in April .

Our annual PRESSURE TREATED wooD Special Issue

This fact-packed issue will include feature stories on : a major Texas pressure treater fire retardant treatment educating the consumer quality control merchandising opportunities in pressure treatment and much, much more.

ADVERTISERS: act today to be sure your ad' vertisement is included in this important special issue. Cet your message before our 12,750 readers in 13 Southern states. Deadline for the April Pressure Treated Wood Special lssue is March 16. For information, write the address below or call (collect) (714) 549.8393.

Companlec Adopt Swaln Name

A group of building materials companies operating in Mississippi, louisiana and Texas have changed namcs to markct under thc common trade name of Swain Building Materials.

Includcd are Wholesale Building Materials Management Co., I-cland, Ms., which will be known as Swain Managunent Co.; kland Wholesale Building Materials Co., now Swain Building Materials Co. of Leland, Inc.; Florwood Wholesale Building Materials Co. of Jackson, lnc., now Swain Building Materials Co. of Jackson, Inc.

Slidell Wholesale Building Materials Co. will change its name to Swain Building Materials Co. of New Orleans, Inc.; West Houston Framing Co. will become Swain Building Materials Co. of West Houston, lnc.; Lewisville Building Materids Co. will change to Swain Building Materials Co. of Dallas, Inc.

Each yard will continue to operate as a separate Mississippi corporation, according to William D. Swain, president.

Hardwood Industry Seminar

The National Hardwood Lumber Association, with Purdue University's Department of Forestry and Natural Resources, is presenting a five day, 30 hour hardwood manufacturing and marketing seminar, March ?.6-30, at the NHLA facilities in Memphis, Tn. Registration is $500 for members, $750 for non-members.

New Publisher lor Pine Paper

Steve Cornfield is the new ownerpublisher of Southern Pine Bulletin, publishing in Marlboro, N.Y. Former owner-editor Bob Kincaid is now representing the Western Wood Products Association and the Southern Forest Products Association in London, England.

A price reporting periodical, the publication also includes industry news and analysis as well as statistical information.

Suggesting right nail for redwood pays off

lltll H TODAY'S construction cosrs as high as they U't are, it is not uncommon for homeowners and contractors to try to cut a few corners. Experience has shown, however, that you, as a dealer, should caution them that there is one time not to get skimpy and that is when the nails are being selected for application of exterior redwood siding and decking.

Proper nails also are critical for use on interior redwood paneling used in high moisture areas such as kitchens and bathrooms. Saving a few dollars by using cheap, low quality nails for these types of construction carr quickly result in unsightly nail stains-a situation that cannot be easily corrected.

Nail stains are caused when ferrous and other corrosive metals break down chemically after being exposed to water and oxygen. In short, the nails rust and the natural chemicals in redwood accelerate this corrosion. To prevent this, the redwood industry strongly recommends the use of non-corrosive nails such as stainless steel, aluminum, or high quality, double hot-dipped galvanized.

Stainless steel nails are the most expensive, but in the long run they are worth it. Aluminum nails also work well to prevent staining although more care is needed when driving them to prevent the shanks from bending. The mosi economical satisfactory nails are those with a double hot-dipped galvanized coating. These are nor to be confused with tumble galvanized, electroplated galvanized, or othergalvanized nails.

There are also several different nail shapes that must be considered. For exterior redwood siding, box nails or siding nails should be recommended. Siding nails have heads that are tapered on the bottom to allow them to be driven flush with the surface of the siding without crushing the surrounding wood. Some brands of siding nails also have thin shanks and blunt points to help reduce chances of splitting the siding.

Finish nails and casing nails should not be sold for use on exterior redwood siding. An exception to this is when they are used tbr application of tongue and groove siding that is being blind nailed ar an angle through rhe rongue. For redwood decking, non-corrosive box nails should be sold.

Nails should be long enough to provide adequate holding power. Loose nails and loose lumber can result in

warping and splitting of the wood. The nails should be long enough to penetrate through the redwood siding and sheathing, or decking ii a deck is being built, into solid wood framing at least I % inches. Increased holding power can be obtained by selecting a "ring" shanked or annular shanked nail. Spiral grooved nails also provide more holding power initially but tend to unrhread themselves as changes in climate occur.

As a dealer you have an obligation to provide a selection of nails that possess non-corrosive properries.

Obltuarles

fhby Lfndrlcy, south ccntrd statd salc represcntativc for Roscburg Lumbc Co., dicd in Mcrnphis, Th., on Jan. 2E.

Mr. Lindslcy, who would havc been 62 in July, suffered a scrics of strokc b€ginniry in Doocrnber. He had workcd for Roscburg Lumber Co. for almost 19 ycars.

Hc is survived by his widow, Dorothy, and sc\ren children.

Wholesalers' Annual Meetlng

North American Wholesale Lumber Association's 92nd annual meeting will be held Api,,l ?*/7 at the Greenbrier, White Sulfur Springs, W.V., focusing on the theme, "New Horizons."

The progxam will feature Art Holst, a former Nationd Football League official, who uses football stories for a presentation on motivation; Dr. William C. Fruend, senior v.p. and chief economist of the New York Stock Exchange, presenting an analysis of financial markets and a forecast of business conditions; James W. Norris, Arthur Andersen & Co., speaking on strategic planning in the '80s for forest product wholesaling. The program will feature three panels of professionals covering computerization, transportation and company succession.

Store Info Better Than TV

Customers depend more on instore displays for new product information than on television, newspapers and magazines, according to a recent survey by the National Housewares Manufacturers Association.

Results of the poll showed that housewares shoppers consulted displays for information vital to their buying decisions before making a purchase.

Along the same line, a study by the Miami Herold showed that less than .0390 of the viewers of Superbowl IX could recall any brands advertised during the game and only' l9o could recall the commercials.

PERSONALS

(Contlnued from pase 25)

Hcrb Crrdcn, Potomac Supply, Kincalc, Va.; W.B. Cox, Jr., Cox Industries, Oran8cburS, S.C. ; Drvld Doylc, Doylc Lumber Co., Martinsville, Va.; Elrw Holdcn, Hoover Treatcd Wood Products, Thomson, Ga.; and Prul Thlcl, Mid-Land Timber Products Co., Richmond, Va., ale ncw to thc board of direclors of thc Socicty of Amcrican Wood Prescrvers.

Bob Letcbvrt is now in charge of The Home Shops of Jacksonville, Fl., for American Shelter Industries; Byrcn Mclcod is responsible for Thc Homc Shops of Richmond, Va. Both report to John Slsk, American Shelter Industries pres., Jacksonvillc, Fl. John trllszrr is now area supervisor for No. Fl. and So. Ga. for Hardware Wholesalers, Inc., Fort Wayne, In. Rlck Wdz is area supervisor for Ky. Kerl l*3enbruer is now mgr. at Scotty's in West Palm Beach, Fl.; Drvld Smlth is asst. mgr. at Temple Terrace; Owen Mltchell, asst. mgr., Plant City; Jlmmy Lewls, asst. mgr., Lakeland; Wllllam Gutek, asst. mgr., Big Pine; Van Holllnger, asst. mgr., Altamonte Springs; I)oug Rogen, asst. mgr., Marathon.

Russcll A. Wood is the new v.p. of marketing, planning and development at Homelite, Charlotte, N.C. Alphonsc A. Xdaplnskl is the new v.p. of sales.

W. Donald Osleen, asst. gen. mgr., East Coast Lumber, Fort Pierce, Fl., and mgr. of the Cocoa, Fl., unit, has been awarded the Francis J. Igou Lumberman of the Year Award by the Florida Lumber and Building Material Dealers Association.

Thomas D. MacAuley is the new mgr. of customer relations for Azrock Floor Products, San Antonio, TX.

Ray Cooney, pres,. Scotty's,Winter Haven, Fl., was a keynote speaker at the Winter Hardware and Home Center Show in Las Vegas, Nv.

James Bibler, v.p. and gen. mgr., Bibler Lumber Co., Russellville, Ar., is the new pres. of the fukansas Forestry Association.

Leon N. Odom is now pres. of dealer services for Midland Building Materials, Inc., Monroe, La.

Jack Harbin is now with Westvaco Lumber, Summerville, S.C.

Glenn Rawlinson is now mgr. at Powell Lumber Co.'s Charlotte, N.C., facility with Bob Tatum as assistant mgr.

Ted Lowrcy is mgr. at Port Barre Lumber Industries Inc.'s new Vicksburg, Ms., distribution center.

Yolanda Waten is the new director of marketing at Performance Coatings, Inc., Ukiah, Ca., according to John Mayginnes, pres. and c.e.o.

lobn l. Mrynrrd, marketin8 mgr. for Maywood, lnc., Amarillo, fi., has bccn clcctcd to thc board of dlrectors, accordin3 to Jobn C. Mrynrrd, pres. and chairman of thc board.

Hrlon l.oclbui, formerly ssles scrvice mgr. for Champion lntcrnationd's Al. sales area, bascd in Prett City, Al., is now ficld salcs mgr. therc. Crrol Orcnr assumes his former job. Rlett Mromron, formcr field sales rep. at Hillsboro, N.C., is now administrative /credit supcrvisor at Jacksonvillc, Fl. Grry Drvldron is now distribution m8r. at Arlington, TX. Rondd Rutko;rkl, former plywood plant mgr. at Camden, TI., is now operations mgr. of thc Corrigan, Tk., plywood plant.

Srnh Hryvo is the employee ski team coach at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungur and Frcddy Fungus.

Redwood lumber from garden grades and rustic sidings to architectural gades of Bee through clear-all-heart. Delivered straight to you from Georgia-Pacific's Ft. Bragg Mill.

We're a member of the Califomia Redwood Association and the Redwood Inspection SeMce. Look for our gade stamp for your assurance of quality.

Georgia-Pacific, your source