Building Products Digest - March 1986

ComtOnUs.

The cover says it dl: These Weverhaeusir employees repiesent buildin$ prbducts every steD ot tlre wav. trom the forcsi to vour d<br. indudinemils'. Custom6r Servic6Crnt6rs and our Tirading Crnter.

Y"can C-ount on Us for quatity buildine materialsstrucftml panel produds, lumber, moldings, laftinated beams, treated products, ffid !; all the rest.

And vou can C,ount on IJs for everythihg that goe.s with them.

Reliable delivery: Our goal is to ship on time, 6very time. Tf a problemshould oc9ur2 we'll go the extra mile to solve it. Fast. Delendable service: We'll work with vou as parmers. anticipating needs. searching for new and bettei prodticts, n# and bbner ideas tosell theml

-C.ompetitive pricing: You can C-ount on Us for competitive prices. Not the l6west ilecessarily. because ofour commitrnent t" g.irtiry byt alwlys gompetitive, aiid always an honest combinaf,on of pnce ancl value.

And C.ount on Us for one more thing: people who care. Your respect is our top prioriry

Publisber David Cutler

Editor Juanita Lovret

Asf,trrnt Editor David Koenig

Contributing Editors

Dwight Curran o Gage McKinney

Arl Dircctor Martha Emery

Strff Artist Carole Shinn

Circuletion Dorothea Creegan

Building Products Digest is published monthly ar 45(P Campus Dr., Suite 480, Newport Beach, Ca.92660, phone (714) 852-1990 by Cutler Publishing, Inc. Advertising rates upon request.

ADYERTLSING OITICES

T'ROM TEXAS. LOUISIA:\4. MISSISSIPPI.

l'lRcl:\ lA. rnd TE:l :\ llSSEL; conract l)eril Culhr. Phone (714) 852-19S.

FROM VIRGINIA. NORTH CAXOLINA, SOUT}I CAROLINA. GEORGTA. FTI)RI. DA AND ALABNIIA: Conl4r Cd Vr. Phone (213) 472-3113 or Ol4) 852-19$-

T'ROM WASHINGNON STATE ORDGON. IDAHO. WYOi{ING. MONTANA. TITAH, (I)II)RAIX) rd CNTIADA: C-oild Crob Hoh. Phonc (U) 340{580.

ST,'BS'CRIPTIONS

Chenge of Addrcss-Send subscription orders and address changes to Circulation Dept., Building Products Digest, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660. Include address label from recent issue if possible, plus new address and zip code.

Subscription Retes: U.S.: $20one yeari $36+wo years: $5o{hree years. Foreigrr: one yeiu payable in advance in U.S. funds-4anada or Medco: air-942 surface-$37; South America: air-$60; surface-$39; Asia: air-$70; surface-$39; Europe: air-$90; surface-$39. Single copies $2; back copies $3 plus shipping & handling.

BUILDING PRODUCTS DIGLST

b an independently-owned publication Ior the retail, wholsle and dbtribution levels of the lumber and building supply markets in 13 Southern srues.

and Piggyback Loading Gapabilities

Tongue & Groove DRY INCENSE CEDAR

THE PRODUCT

Our Tongue & Groove siding is dried to American Lumber Standards / 19olo or less, for strength and durability. The boards are l" x6" x6' to76'in length and have a saw-texturedfacewithsurfacedback. The product is graded for installed appearance from resawn face Newport (3 & Btr. Common).

THE PACKAGE We package our siding at the mill with end cap protectors to guard against damage and furnish customers with information on finishing and installation. T&G is bundled, end capped, and taped in 6 pieces per package for easy handling. The random packages vary from 6' to 16' in length.

PRICING To obtain CedarProo

prices for PROoPAC call your authorized listed below.

EDITORIAL

Can Fewer Do Morc For The ManY?

f At E ARE pleased to be reporting in this issue

UU the merger of the Redwood Inspection Service and the California Redwood Association' While a sad event impelled the merger-the unexpected death of longtime RIS manager Peter Johnson-the merger nonetheless has a very positive result as the consolidation means the industry has a strengthened champion for its causes. A story on the merger appears on page 38 of this issue'

The entire wood products business from manufacturer to dealer has always been noted for the large number of companies at all levels. Ours is a highly fragmented segment of the American business scene.

Unfortunately, this also has produced far more organizations than are needed to get the job done. Wtrite lt may be comforting for every linle meaning to have a movement all its own, it has too often caused uncalled for industry bickering, inadequate cooperation and an ineffective response to problems. These issues might have been better fielded by a single organization rather than several that can hardly agree on what time it is.

Observen within dLnd without the industry have

long recognized the desirability of feurcr' stronger organizations to represent our interests. Yet' too often, the ideal has been blocked by oversized egos' unquestioned industry traditions and plain dd bacl$ardness. When it came right down to giving up thar fiefdom, those perks, strokes ard the comforraHe business-as-usual, the contributions to consolidation just didnt happen.

Sometimes it didnt mauer. But other tirps, when political strength was needed at local, state and ftderal levels to protect the interess of this irdustry' tlrc strength wasn't there. It had been sapped by too many organizations muddling along in their own linh worlds.

Marketing and other promotional efforts have too often been less than what was needed. I'{ot because ttre people involved didn't understand their worth, but because the small single group just didnt have the dollan to do the job.

At some point we'll have feu,er' stronger organizations at all levels of this business. We hope it's sooner. not later.

Servrng the & home center markets in 13 Southern states

DAVID CUTLER gublisher

How to put more ttgott in stop-and-go deliveries

The problem with most "stop-and-go" delivery systems today is that you spend more time stopped than going. Stopped to plan your next delivery. Stopped to rearrange your load. And should your delivery schedule change. just plain stopped.

But nowUtility puts an end to all this stopping. With the new Utility truck body. Instead of rigid, immovable walls, the Utility truck body has curtains made of reinforced, PVC-coated polyester. Curtains that give the same protection as a van. Curtains that slide. And slide in seconds, allowing complete ac@ss to the entire truck body-both sides and rear-simultaneously.

So now, rather than wasting time rearranging your load and worrying about first-on, last-off you can use your time profitably. Delivering the goods. And after all. isn't that what we're all in business for?

Yoursource of qualq redrrood and Douglasfin

I n 1889 we built the first dryI kiln for redwood processing. I This was later followed by the construction of the first electrically powered sawmill in California. In 1983 The Pacific Lumber Company completed construction of a new state-of-the-art Douglas f i r sawm i | | capable of milling logs six feet in diameter.

Today Palco continues to be a leader in kiln-drying and manufacturing of quality redwood and

Dou g las f ir products. hb special ize in vertical grain lumber including Clear All Heart and Clear grades of Certified Kiln Dried redwood and C&Btr Douglas fir. Air seasoned Rustic redwood sidings can be shipped in mixed truck loads with a full line of rough full-sawn, S4S, or pattern redwood and Douglas fir. With one truck, from one location, you can obtain up to twenty different redwood and fir products in convenient pre-tallied units.

Over the years our manufacturing and flexibility in shipping have evolved to meetyourredwood and Douglasfir needs.

Photo: hific Lumber Co.np€rry Ar€hives

Redwood attracts @mmercial contractor dollars

I IGHT commerical construction is b a steadily growing segment of the building market. Redwood siding is one of the most popular materials for this type of construction because of its appearance, performance and competitive price. Redwood lumber dealers can increase their business to commercial builders by stocking a range of popular redwood sidings, including: clear all heart, clear and B grade. Knotfy redwood rustic sidings are also popular and economical for commercial buildings.

Aside from having the right materials available, there are several other ways to attract commercial builders. The key is to think like a builder.

There is no question that builders are after a good price and estimates that they can use for their bids. Dollars they save can mean the difference between loss or profit and winning or losing a bid for a job.

Redwood is competitively priced with other materials used in commercial construction such as brick and other forms of masonry. In addition, installation of redwood siding is often more economical, as it can be done by most carpenters.

Beyond price. there are many services

Story at a Glance

Get your share of light construction sales by stocking redwood siding scout construction projects, use special salesmen, help with estimating and bidding, have a special contractor sales counteG offer credit terms, itemized billings .

a lumber yard can provide that will make a builder's life easier. When it comes down to it, a helpful and consistent supplier can be more valuable to a builder than the best deal in town.

Some lumber yards have special salesmen for professional builders. One yard we contacted has an outside salesman who looks for new customers by checking the building permits and scouting new construction projects. Professionals like to deal with professionals, so the better informed your sales force is, the happpier it will make the commercial builders.

A good salesperson can help a builder remember all the items needed for a particular job. During the bidding and estimating process, this helps the builder to avoid unbillable expense. When it comes to building time, delays and extra trips by the builder or lumber yard delivery trucks will be prevented.

Many yards have a special sales counter for builders. This is a psychological ploy as well as a practical feature. It helps to illustrate that builders are considered preferred customers. It also makes a clear delineation between builders and other customers where different prices are concerned.

Delivery is important to builders. Naturally, builders appreciate a short time span between the order and the delivery. They also expect to get things in good condition. Redwood is bought for its appearance, so builders expect to receive their lumber in good shape.

Builders expect credit-20 to 30 days is not uncommon. Working out the terms of credit is a policy that each lumber dealer has to consider carefully.

Commercial builders have to be good bookkeepers and like everyone else, they probably hate doing it. Itemized bills are important for builders in their own planning and billing. If a builder is working on several different projects at one time, it will help if the jobs can be

billed separately. Fortunately ers, new computerized billing systems make it easier to provide bills in a helpful format.

As more and more businesses move to suburban areas, the potential for redwood sales for commercial buildings will continue to grow. Dealers need to consider all the ways to expand their sales to this growing market. The first step can be to stock the popular grades of redwood sidins.

COMMERCIAL construction is a growing market for the redwood dealer. Redwood sidino adapts to all styles ol architecture as shown ii these ohotos.

By L. Keith Lanning Executive Vice President & General Manager California Redwood Association

HERE HAVE never been more

wood opportunities available to redmerchants than there are todaY. The variety of markets for redwood products is wide open.

Markets include new constructlon as well as remodeling, homes as well as light commercial buildings and architectural as well as garden applications. Redwood products themselves have more versatility than ever before with newer lines such as B grade, the knony rustic redwood sidings and air-seasoned garden grades.

Redwood merchants have one more important advantage in 1986-there are a greater number of high quality sales tools at their disposal than ever before. Last vear. the California Redwood Association developed many new materials to educate customers and employees.

As in any sales/merchandising chain. the last link between the salespenon and

California Redwood Association Materials

California Redwood Association provides a variety of educational and sales materials for redwood merchants. Descriptions and prices of the items mentioned in Keith Lanning's article are listed here. Redwood customers may receive a discount by ordering through their redwood supplier.

These materials are funded bY the member mills of the California Redwood Association: Georgia-Pacific Corp., The Pacific Lumber Co., Mil-

Morc and better sales tools

the end-user is perhaps the most critical. The counter salesperson in the lumber yard is in a position to offer advice. discuss and compare product performance and close the sale. To do the job well. a sood lumber counterrnan needs knowledge in several fields including: sales. wood science. construction. non-corrosive fasteners and finishes. The California Redwood Association has developed a variery of methods for employers to use to train redwood sales people.

The New California Redwood Conespo

Story at a Glance

New redwood sales tools . . correspondence course with certificate for completion avaih able... slide show video, literature library can help dealers sell more profitably.

way to gire anyone a thorough background in redwood-related subjects. There are eight assignments on topics such as: forfstry. manufacturing. -erading. handling. installation ard finishing. Each assignrfrent is graded. On completion of the dourse. the student receives a certificate mounted. narurally. on redwood. This brard new course reflects current proSuction practices. grading standards. bpilding techniques and marketing realities.

The correspondence course is not just for counter salespeople. Enrollment in the previous course included people from all elements of the distribution chain-mill$. wholesalen and retailers. There is prdbably no bener background material for,anvone in the redwood bus-

rs a pro-qram gt\es a a reputation as a red-

wood expett. This program was designed to aid people in dereloping and conducting personalized training seminan and prpsentations. There's nothing like a persohal presentation for training

ler Redwood Co.. Simpson Trmber Co. and Timber Realization Co. For more information about these materials. contact: California Redwood Association, 591 Redwood Highway. Suite 3100. Mill Valley. Ca.94941.

Redwood Correspondence Course

The CRA Correspondence Course is made up of eight graded lessons. Students receive a permanent threerins binder of reference data and a

redwood nnounted certificate on completion of the course. Enrollment is s100.

Redwoqd Properties & Uses Vi[eo

An l8-minute video which describes redwood grades, properties and uses is available in the standard VHS format for $22.50. The program may be special ordered in other video formats. Price will vary according to format and ouantities ordered.

VCR program and a slide show both on the properties and uses of redwood, are part of the new educational information available from the California Redwood Association.

people and creating a lasting impression.

This slide show covers topics such as grades, properties and applications. Information on forestry and milling is included for background. The slides and script also detail good construction and finishing practices that sales people can pass on to customers.

One of the major advantages of a slide show is its flexibility. Presenters can reorganize the program for the audience and even add their own slides to personalize the program.

A Redwood Properties and Uses vid

gram which was developed specifically to train redwood sales people. Descriptions of redwood's many unique properties are used as a foundation to discuss the variety of redwood applications. The major redwood grades are illustrated along with their related uses. Valuable tips on recommended construction techniques, fasteners and finishes are included.

The Literature Library available from Cffiethatshould be used by everyone selling redwood. In the last year, we have published 16 new

CRA Ad Reprints

Redwood merchants can buy reprints of the Califomia Redwood Association ads that appear in builder, architect and consumer masazines for $12 per hundred.

Redwood Properties & Uses

Slideshow with Script

A slide show with script is available for those who wish to give a personalized presentation of redwood grades, properties and uses. A boxed

FIRST student enrolled in the California Redwood Association's brand new correspondence course is LoRen Justice of Arcata Redwood Co.

pieces of literature. Individual pieces have target audiences of architects, builders, do-it-yourselfers or homeowners, but they are all valuable for anyone involved in'the building process. Based on decades of professional experience, CRA literature is more than iust a sales tool-it is a reference libraryihat can be used daily by counter salespeople. In this library they'll find the answers to al-

most any redwood-related question. Today, the redwood merchant has more tools than ever to help in selling redwood for all types of construction. These CRA materials tarset architects. builders, homeowners and salespeople, addressing them in terms they understand. Selling redwood without taking advantage of these tools is like trying t5 build a deck without a hammer. -

carousel of 130 slides with script is available for $96.

Redwood Literature

Califomia Redwood Association literature may be bulk ordered from CRA or through member mills. For a price list and sample package of all the new CRA literature contact California Redwood Association.

Architectural Literature

Grades & Uses

Properties & Uses

Architectural Guide

Homes-Art in Architecture

Siding Patterns and Applications

Exterior Finishes

Interior Finishes

Garden Literature

Landscape Guide

Decks-Outdoor Rooms

Deck Construction

Fence Consffuction

Tips for Garden Projects

Construction Tipsheets

Deck Over Concrete

4x4 Planter

8xl0 Deck

Garden Shelter

L. Keith Lanning, executive vice president and general manager of the association, presented her with the first lesson.

How to answer redwood finishing questions

ru @ W

HELP vour customers to make their redwood frojects look like these by giving them proper advice on finishing. Information is available from CM for the askino.

ANYONE who sells redwood needs to know the answers to questions

Redwood Association has two new pieces of literature: Redwod Exteior Finishes and Redwod Inteior Finrslres. These color booklets use easy-tG.read illustrated charts to show how finishes affect redwood. They also describe the uses, applications and maintenance these finishes require. Redwood retailers can educate their employees and their customers by ordering these booklets and making them available to those who have questions.

Gsts conducted by the Forest Product laboratory in Madison, W., document the fact that redwood accepts and retains finishes better than the other woods. While redwood is well known for its excellent performance without any finish, all woods including redwood perform bener if they have a protective finish.

pigmented hues can be recommended. Remind customers that these finishes should be applied to clean dry surfaces. It is also important that they keep rooms well ventilated when applying finishes. In general it's always best to warn customers to read and follow manufacrurers' advice when applying finishes. Many finishes can be mired with thinnen. mildewcides and other producs to change their visual effect ard enhance performance. but it is important that you caution custonr€n to ctrcck on producs' compatibiliw. Tell them the best visual test ior a finish isio acrually try it out on a scrap of redwood to see if it looks right.

like:

! What is the best finish for my redwood deck?

! What happens to redwood if I don't use any finish at all?

! What type of finish should I use in my redwood kitchen?

! Can you paint redwood siding?

The Technical Services department of the California Redwood Association reports that 75Vo of the questions they receive about redwood projects concern finishes.

Lumber sales and counter people get a proportionate number of questions about paints, stains and finishes for redwood. Providing the correct answer gives the merchant an excellent opportunity to add to the sales ticket while providing a service for his customers.

The key, of course, is salespeople who are knowledgeable about finishes for redwood indoors and out. FortunatelY, there's an easy solution. The California

Many people want a natural redwood look for their decks and siding. While there is no finish that will enable redwood (or any other wood) to keep that freshly milled look, clear water repellents containing a mildewcide can be recommended for the most natural appearance. Redwood finished with a water repelhnt will gradually turn to a buckskin tan color. Semi-transparent stains are also available in many "redwood" shades. The light pi-ementation has a natural ap pearance that many customen find appealing. Paints are not recommended fior decks or walking surfaces, but for siding and other projects, a paint that is properly applied will last longer than any other finish.

Varnishes and other clear, film-formin-s finishes s}ould not be recommended for exterion because they tend to discolor, blister and crack. They are also very difficult to remove for refinishing.

Finishes for interior spaces are more a matter of decorating, except for moist areas like kitchens and baths where finishes have a protective function. In kitchens and baths, multiple coats of a alkyd resin or polyurethane varnish are best recommended. These are available in either a gloss or duller satin finish. In other areas waxes, oils, sealers, stains and paints that are available in natural or

Story at a Glance

Build sales and rcputation by having the right answers to questions on rcdrvood finishes frce GRA literaturc can educate employees pKrper advice will cut complaints.

Redwood is a quality product and it des€ryes a quality finish that's applied prop erly. Good advice at the counter can mean the difference between a complaint and a satisfied customer. By giving your customers the right advice about finishes your business can build a reputation as redwood experts.

This infonrnion and nore is included in CRA's nw fnish data sheets. For lree sanples of ReM &teior Finishes otd Redwood Inteior Finisles, contact: Califomia Redwood Association, 591 Redwood Highwat, Suite 3/00, Milllhllet', Ca. 94941-ed.

HAND loading and unloading guarantee that redwood will not be damaged. Undercover storage on racls, away from dirt and grime, is recommended as are end caps and pla$ic coverings for shipping.

Carcful handling and storage prctects rcdwood prcfits

EDV/OOD is a quality building material for highly-visible applications like siding, interior paneling and landscape architecture. When customers buy redwood, they buy it for its appearance. You can expect customer satisfaction because redwood lives up to its promises.

Naturally. customers expect to receive redwood lumber in good condition. The best way for your store to earn a reputation for quality is to educate employees about storing and handling redwood. This way the profits don't have to pay for damaged stock. Common sense rules about storage and handling can keep profits up and customers satisfied with the quality of their redwood purchases.

Redwood should be stored in a dry location under cover. This is important for the certified kiln dried architectural grades, but it also holds true for unsea-

soned or air-seasoned garden grades. Keeping redwood under cover protects it from sun as well as rain and other weather. Redwood shrinks less than other woods. but proper stora-ge helps prevent shrinking. splinin-e and warping.

Lumber should not be stored near excessive heat sources such as boilers. It

Story at a Glance

Avoid moasture, excess heat and dart by racking under cover . . . Careful handling prevents costly dents and scars Plotective covers aid safe arrivalof shipments.

should be kept up off the ground and protected from dirt and grime. Ideally. redwood should be stored away from heavy traffic areas-particularly major forklift paths. This keeps it from collecr ing dirt and hssens the chances of collisions or accidents.

Builders should be told to follow the same -euidelines when storing wood on site. Redwood should be kept about 4 inches off the ground and supported erenly every 24 inches. lt should be covered with a waterproof cover that permits air circulation. Dark covers should be aroided because they have a tendency to absorb heat from the sun.

The handling of redwood is as important as the storage. The fewer times boards are moved and handled. the less the chance there is of collecting scars and dents. Many dealers use end caps to Drotect boards when they deliver wood

to a construction site. But the main ingredient for proper handling ofredwood is care and an appreciation for its value.

Marc Canizzaro of Rafael Lumber. San Rafael, Ca., commented, "When someone buys lumber from us, it is going to be used as a finish product. We assume they are going to use a clear finish on it and we treat it like that. Our yard people average about l0 to 12 years

of experience so they know what is expected."

When redwood lumber arrives there, it is offloaded by hand and placed on racks. When it is shipped out it is usually covered with plastic. "Basically, the care comes from a feeling that we are dealing with quality materials." Obviously, it is a feeling that is instilled in employees and comes from the top.

Redwood is not fragile. It is among

the most durable woods on earth. It shrinks less than other woods when exposed to sun and moisture and resists erosion from weather better. Architects, builders and homeowners have all come to expect these qualities from redwood. They also expect it to do the job beautifully. Properly cared for and properly applied, it can have a higher customer satisfaction rating than any other wood available.

Redwood builds satisfaction

I F YOU recommend redwood for a I job. you don't have to worry about getting a bunch of complaints later on. More likely. the customer is going to come back and say, "I'm glad you recommended redwood for my deck or whatever."

That's the opinion of John Moore who has been recommending redwood since 1968. As president of Lumberman's Wholesale Distributors of Nashville, Tn., he admits the results have been good. Last year's redwood sales were 15 to 20Vo better than the year before. With l0 employees and a five acre yard, Lumberman's Wholesale Distributors sells only to lumber retailers in a 120 mile radius of Nashville, an area that includes parts of Kennrcky.

Moore explained that redwood, whether it is used for decking or siding, deserves its name as a specialty product. It is a quality product and brings in quality profits for lumber dealers. Competing with southern pine in the decking market and cedar in the siding market, theinitial advantage of redwood, its proponents claim, is its appearance. The fact that redwood is a natural product free from chemical processes also has its advantages, says Moore. In the long run though, it is dimensional stability that makes redwood a superior material and that makes for customer satisfaction. Resistance to twisting and warping will make any wood project look better.

"When you suggest redwood to a customer, frst of all they think of it as top quality, then they worry about whether they can afford it. But ifyou explain the advantages ofredwood and consider redwood's performance and lifetime, you can get a lot of people to choose redwood. Our main efforts go toward getting the retailer to take the time to sell redwood. Tirq often a salesman will take

the path of least resistance and here, that's selling southern pine."

Lumberman's Wholesale Distributors has grown in large part due to their special relationship with their customers. Moore feels that it is their job to help their customers sell redwood. This can include providing samples for architects, builders and other potential customers. In other cases, it involves passing along California Redwood Association literature or helping a customer develop their own promotional literature or product catalogs.

Moore also uses other means of redwood promotion. For example, he recently worked to have redwood siding specified for a large condominium project on a well-traveled Nashville street. He's confident that the building's prominance and the beaufy of redwood will help to increase sales.

In Tennessee and Kentucky, redwood is used for a variety of quality applications. Redwood siding is used on homes, apartments and condominiums.

While brick is a traditional material for commercial buildings, redwood is an increasingly popular alternative. For garden projects, Moore points to increased sales of newly marketed air seasoned construction heart.

With sales growing along with the public's awareness of the advantages of redwood, John Moore will be recommending redwood to his customers and his customer's customers to build a prosperous future.

Story at a Glance

Redwood sales up 20o/o lor Nashville, Tn., distributor confidence in product plus promotions help customers sell redwood . . . workang to have redwood specafaed for large condominium proiect is an example of aggressiveness.

D$trWS

Belloxqt lrr'.. Louisville. Ky.. has closed (see page :16 for stort) Robcns, Sanford & Ttn'lor Co.. hardware wholesalers. Sherman. Tx.. has closed afier 104 Years ILtv'e's has opened new stores in Collese Station. Tx., South Savannah, Ga.. and West Richmond. Va.. while closing four srnall stores in East Tx. near Houston Hechinger wtll open stores in Fredricksbur-c. Va ' Greenville. S.C., and Fayetteville, N.C.. this year

Moore's is building a rePlacement store and renovating two others in the Roanoke, Va., market . . Standard Brunds has opened a store in Irving. Tx.. grand opening due this month

Honte Degr has dropped Plans to expand in the Detroit. Mi.. market. selling facilities under derelopment to Pace Membership Warelnwe Inr'.. Denver. Co., and purchased two adjoing sites (8 acres plus) on Roberts Court in Atlanta, Ga.

Mr. Hovv Wareluse plans a unit in Roanoke. Va., by summer Better Litinq Honre Center, Charlottesville. Va.. has completely remerchandised . Blue Circle hrdrstries, new owner of Wllians Brotlrcrs, Atlanta, Ga., is planning an expansion . . hrd Kittg has opened its first unit in Plantation.FI....

Clnttancnsl Hcnrlv'are, Chattanooga, Tn.. Bru:k Sqryilr, JasPer. Connuuiry' Hsrcfuuue. Marietta. Rirtggokl Hardwre, Ringgold. S/tuntun Supply, Savannah. and Vcknl Hunhttue, Hartwell, all in Ga.: Cedar Rontl Hturhvcu'e, Ittc., Chesapeake. Ya.; Lebaruton Bluk & Srupp{r llc., Lebannon. Va.; Stathent Honte Center. Jacksonville, Fl.. and Attdravs ltanber Co., Andrews, Tx., are new Sentrv Hardware dealers. '

Mot<:astle ltutber Gr.. llc.. has sold its building materials store in Providence Forge. Va., and will liquidate its Newport News facility if it is not sold by tall Revtolcls Isunlrcr & Hurdrore Co., N'{orris. Ok.. recentlv celebrated its 25th anniversary

fust Teok bunher Co., Douglas. S.C.. is building a plant in Lertie Wales. Fl. Ctmtirwttal Tiltrlrcr Co., Valley Center. Ks.. has opened an otfice in ]\4onroe. La.. Jerrv Brantley, mgr.

Plneri.r Isonber Co., Henry. Tn.. is operating from a ternporary office following a fire u'hich dama-sed their office buildin-s and an adjoinin-e paneling shed. .

Pltillips bunber Co., Libert,v. Ky.. has 5700.000 plus darnage in its saumill as a result of afire. Asuspect has been charged u'ith setting a fire which destroyed 80Vc otiTltonns R. Hopson Brckers, Marietta. Ga.. several months ago . .

McEvt'en hmtlrcr Co., High Point. N. C.. has opened a branch in the Nashville. Tn., area,.Dennis Stoltz, mgr. Del-Ccnk lunlrcr Co.. Adel, Ga.. has been acquired by Paul W. Bryan Jr. and J. Mack Robinson. pres. and chairman respectively of MetulfDanbel Co., Atlanta. Ga.. tbr an undisclosed amount

kmple-ktste.r, Irtr., has expanded its rnanut-acturing plant in Pineland, Tx.. adding a separate facility for the production of plywood siding Cox Ltmtber, St. Petersburg. Fl.. has been ranked as No. 4 of the top 100 privately held companies in Pinellas county .

Tolleson burtber Co., lrr'., Perrl'. Ga.. has purchased a saumill in Preston. Ga.. from the Crttuitvr Cot7t. ol' ,4tnerica, W. J. "Rust;-" Wood. gen. mgr. . . . Av'eritt Lrmtber Co., Clarksville. Tn.. is adding a neu kiln cornplex

Rmrr.sgl ltntber Co., Suffolk. Va. (John C. Ramsel' Jr. and J. Carter Ramsey, osners). has been selected as the Small Business of the Year bY the Suftblk Clhamber of Commerce.

Wallv Lvnch has mored his Brdllers Etpresi office to neu headquarters at 9750 Tievor Dr.. Dallas. Tx. 75143 . .

AtkLs Bolt,& &ral Co. has oPened a service cerrter in Houston. Tx. . . Het'cnel Ptn'alairt. Mclran. Va.. has opened a shou'room in the Atlanta Merchandise N{art. Atlanta. Ga.

ITT Rm'onier ha^s opened a neu 516 million rnill in B;xley. Ga. kuuhent ltntlrr Co., hrc., has opened a rvholesale distribution u'arehouse in Jackson. Ms.. (see p. -16 for storv I

De,ver lnc'k Dir'. of Kysor huhstrinl Corp., Auburn. Al.. has been acquired by Mlaster Inck Perk LoE Minor Co., McDonough. Ga.. has been acquired by Hrnne hrclwnies, hu'....

Housing stans leaped 15.77c in Jan. (latest figs.) to a seasonally adusted annual rate of 2.088.000 units single tamil;v homes lead the biggest jump in almost t\r'o years with a 21.57c increase. an annual rate of 1.353,000 units multifamily units r.rere up 2.5% to an annual rate of 735.000 units starts in the south were up 17.2% . . . building permits dropped 0.2Vc to a 1.870.000 units annual rate

fF fi::r /a I L-a I L-- \'--\ Lq[-Q' wfs,st9.,$.$ill:sE*A*ti+ll$+iqsi.l,tF.'l.iF. illllli.i::i.itil;tllil;ll:ltiiliill:

Green Douglos Fir

Dimension lumber, 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 l{emlock

post & beams, plank, and paper wnapped.

Some of our Specialtiee:

o Mixed specified loadings

r Long dimension

o #1 & betten cuttings

. cross & transmission arms Csll toll free

DUTE GIIY

MARCIT

Mtional Dimension Manufrcturers Associatbn-March 16-18. annual meeting. Park Suite Hotel. Orlando. Fl.

Mtional L,umber & Building Matetial Dealers AssociationMarch 17-19, Conference with Co(rgress. Hyan Regency Hotel. Washingron D.C.

Southern hr€sl lhoducts Associatioft-Ltardl lE. repair & remodeling seminar. Seminole. Fl.

Southern hr€st Products Association-Mardt 20. repair & remodeling seminar. Naples. Fl.

Canada/Wood 't6March A-2-3, exposition. Palais des Congres. Montreal. Quebec. Canada.

l.{ational t umber & Building Mate+iel thales AssocirtitnMardr 2$27. family business ser{rinar. Univenir,'* of Fennsylvania. Philadelphia. Pa.

Mtional Oak Flmring ilIanuhcturefs Assaiation-Merdt 2$ 2t, hardwood flooring installation school. Cook Convention Center. Memphis, Tn.

Southern Hard$ood t umber Manuhcturets AssociationMardr 2426, annual meeting. Hyan Regency Hotel. Atlanta. Ga.

Southern Cyprrss Manuhcturtrs a$ocadonMardt 25, annual meeting. Hyan Regency Hotel. Atlanta. Ga.

APRIL

Southern hrrst hoducts Associati<n-April l. treated southem pine program. Paducah. K1:

Mid-South Section, brrsil koducts Researdt Society-April l3. wood preservation treatrnent: the need. tlp means ard the regulatory impact seminar. Memphis Aiiipon Hilton Inn. Memphis. Tn.

Southern hrcsl Pnoducts Associatioit-April 2. treated southem pine program. Louisville. Ky.

Southern bresl hoducts Associadon-April 3. trcated southem pine program. Covinglon. K1'.

Ithtional Association of the Remodeli4g Industry * April 15, annual convention/exposition. Syndtnam Hotel. Orange County Convention/Civic Center. Orlando. Fl.

Oklahoma l,urnbermen's Associatiotl - April 4i, annual convention. lntemational Tiade Center Building. Oklahoma Ciry Fairgrounds. Oklahoma Ciry, Ok.

l.br Orleans Home & Garden Shorv - April $13, sponsored by Home Builders Association of Greater l,{eu' Orleans. Rivergate Exhibition Hall. New Orleans. [a.

Virginia Building Material Associatipn - April 69, annual convention. Pinehurst Hotel. Pinehunt, N.C.

Mtional Housenarcs Manuhcturen Asscieti<nAPril G10' intemational housewaresexposition,lMcCormick Plrce. Chicago.Il.

Vlbstern ril'bod hoducts Associatbir - April E, retail seminar, Tirpolo, Ms.

ri&slern l,t'bod Pr,oducts Associatioo - April 9, rctail seminar, Jackson. Ms.

I\htional Hardmod Inmbcr Associttfi<n-April 1+18, hardwood seminar, NHLA facilities, Memphib. Tn.

Western ribod Prroducts Association - April 16' retail seminar. Charlotte. N.C.

Hardqood Plysood Manu&cturen AssociationAFil l6lE, spring meeting, Omni Hotel, Norfolk, Va.

Lumbermen's Association of Tbxas - April 18-20, annual convention. San Antonio Convention Center, San Antonio, Tx.

1{6-tnut'o fosc."-.r.1 vor\ofl

, heOUItr"'^, nOO€'

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego' Ca' 92128

?HE NATIONAL Retailing Institute*

I has completed a series of Focus Groups on behalf of a manufacturer. The client was interested in opinions and recommendations for the design and potential marketing of 3l innovative products.

Separate groups studied consisted of dedicated d-i-yers, contractors (2 groups), mechanics and merchandisers for buying groups and home chains. Although the proprietary nature of the findings still remains confidential, two general observations can be noted here.

(1) When it came to estimating retail price, the d-i-yers, contractors and those companies selling to professionals (contractors and installers) were close to target. The chain buyers were unrealistically low.

(2) Both the d-i-y group and the con-

tractor groups were willing to pay a fair price for quality. They also appreciated full service and preferred shopping in nice surroundings at convenient locations.

However, all these consumer groups perceived that when they found an item at the Price Club (or one of its copiers), it would be piced substontially lower than at the chains or a full service dealer. Furthermore, they said it's this type of operation they will give their money to when they can save money by doing so,

It seems to me that the time has come for the retail dealers to become merchants! Rather than go head to head with the warehouse operators and buying clubs, the dealer would be better to shop for-and present to his customer-better quality brands and models, the ones that won't find their way onto the price cutter's shelf.

I don't think retailers can give up promotional items entirely. They're needed to create excitement and to bring feet into the

store (they'd better be competitively priced).

But retailers must now merchandise creatively and carefully for those customers who knoq recognize and appreciate better quality. Remember that customer allegiance to any one retailer goes out the window the minute they find merchandise, brand for brand, model for model, priced lower at the warehouse operator's place.

Manufacturers, too, better recognize this consumer trend. In positioning their product line, they've got to understand that they may have to make a choice to go for the fast turns at the low margin warehouse operation that represents about 2OVo of the industry's retail sales or channel the distribution through the more conventional dealers. It's the latter who in the future will change brands when one is too readily available at the discounter, retailing at what is close to the dealer's cost.

For some manufacturers, it's going to be a difficult choice.

*The National Retailing Institute is a division of Marketing Services, Inc. of San Diego, Ca. It performs market surveys and strategic planning sessions for retailers, distributors and manufacturers, many of whom are in the home center and building supply dealer industry.

"Our competition isn't standing stitl . . that's why we're always one Etep ahead."

Outstanding ln-Store Traffic Builder

lnformative Book of Wood/Could ll provides stepby-step detail on 23 i nnovative redwood p@ects created by professionals in fine woodworking. Available in versatile combination shipper and counter display.

ldea-Generating Product Literature

lnformative, highly f unctlonal fout color product literature effectivell promotes redwood sales actlon. Manufacturels discount also ae coded on allGalifomla Redwood Association iterature.

TV Slide Spot Featuring Redwood Plans Book

A set of eight 35mm slides corn plete with a storyboard script for a 30 second W spot promoting the Redwood Book of Wood/Could ll. Sign off slide affords space for advertiser identif ication.

Handy How-To Guide to Redwood Coop Promotion

Conclse and to the point, this har dy gulde cov€rs coop promotion from A to Z and shows how it can double and trlple the mileage and impact of local advertising dollan

I Redwood Ad spartment in an Envelope

Yer 25 pages of professlonally ppared newspaper repro art and fggested radio spots. Repro lterials heavlly flavored with dwood end use illustrations, fadlines, and suggested sales ient themes.

CRA Redwood Properties and Uses on Video Cassette

Wide ranging presentation provldes a wealth of redwood information in an 18 minute showing. Govers numerous redwood properties, manufacturing, grades, finishes and end uses.

Banner a Redwood Sales Event

Boldly screened lettering on a durable, reusable, weatherresistant fabric including grommets for mounting. Banner measures 10'x 3'.

eporting

ales Successes

dwood Sales Success Reporter

rlletins relate the case history rtails of effective special promc rnal events that brought in rstomers and rung up redwood ,les.

Traff ic Stopping, Sales Making Paneling Display

Smartly labeled, easy to handle shrink wrapped packages of versatile Redwood LaHonda paneling displayed in a sturdy compact floor unit that stops traffic and converts lookers into buyers.

Redwood ldentity Sells at Point of Purchase

Affix these bright, colorful pressure sensitive labels to redwood stock in stand-up bins to unmistakably identify the lumber as redwood.

Ask your Simpson Redwood supplier for details about co-op promotion support on allfhese sa/es and profit builders, or contact: Greg Lambert Simpson Timber Company California Operations P.O. Box 1169 Arcata, CA 95521-1169 (707) 822-0371

Redwood People

I Shpson ' iNE TUUD$fiIfi

5impson

The

ARKANSAS a OKLAHOMA

lf nfUeu-Y every Arkansas and U

Oklahoma lumber dealer is now aware of the extemely hard seller's market in the property/casualty insurance field.

Although the problem has not been created by lumber dealers. our industry. like many others. is suffering the consequences. Every agent or broker who deals with commerical insurance has a "horror story." For example. a liability policy whose premium went from under $10.000 to more than $90,000. or an umbrella premium that in-

TOPICS

JOE BUTLER, SR. executlve vlce preeldent

Ir EXANS are making plans to altend the I 1986 Conference with Congress. March 17-19 in Washington D.C.

The annual legislative meeting will focus on three important issues: tax reform. Canadian lumber restrictions and product liability reform. Time will be allotted for delegates to pay personal visits to their legislative representatives.

Finals plans are being completed for the April 18-20 celebration of the association's

mrAtsts tltsls 3gtur f,mrsrr 0n lHotl

creased more than tenfold while its limits were reduced tenfold.

The last 30 lean have seen many hard and soft nrarket cycles. including the especialll soft market era that ended in 198-1. The current hard market has turned into both a buyers' and a sellers' nightmare. Industry underw'riting losses illustrate the seriousness of the problem.

In 198,1. estimated underwriting losses exceeded $3.5 billion: 1985 losses are expected to be worse. Many observers anticipate this market could last as long as four years.

Within this hard marketplace. four phenomena are occurring: (l) significantll'

higher rates: (2) market shrinkage: (3) restrictive underwriting or risk selection. and (4) changes in policy forms or provisions.

Wh-r- is it happening one only has to remember that five years ago high interest rates provided excellent investment income (profits) on premiums and reserves. Carriers were uilling to urite business at rates that. alone. *ere insufficient to cover losses.

Priman and reinsurance carriers, hungry for higher marliet share. were willing to write neu tlpes of coverages. thus increasing the options for insurance buvers.

Insurance limits rose. Huctibles fell. With falling interest rates. increasing claim and industn-*ide losses started driving up rates.

Some insurance carriers nou refuse to offer specific colerages. thus reducing the number of options for insurance bulers. hemium capacitl- problems exist for carriers. forcing them to provide lou limits or write onlS small volumes of specific corerages. In many c:Ls€s. carriers provide coverage onll' with a high deductible or self-insurcd retentions. Carrien are also having trouble obtaining necessary' rcinsurance.

We feel that manl of these increases are totall) unjustified in our industry'. but. nevertheless. we are no\tr'having to pa1'for evenone else's poor claim experience and the insurance industries' poor underuriting judgment.

l00th birthday. San Antonio. the premier sesquicentennial city. will be the location of the annual convention and exposition which will be a giant l00th birthday celebration. Roger V and Richard "Cactus" Pryor have been engaged as entertainer and master of ceremonies for the presidens' dinner dance and show.

Excellent exhibis. education and entertainment are planned for this convention which will culminate 100 years of service to the industry. state and nation by the Lumberman's Association of Texas.

The challenge facing most lumber dealers todal is hou to cope uith these conditions. given the harsh realities of a marltet r.r'here insurers are raising premiums and tightening availabilitl ? No one can sa1'. "lf Companl A is raising its pr:ice on reneual too much. l'll find Companl B which *ill reneu at last lear's price."

What can 1ou do'.t We suggest that cooperation with )'our present insurer on loss prevention efforts is imporrant. This is as much for 1'our benefir as for your insurcr's benefit. Insist that your employees treat Ore insurer's loss control engineer as an ally. Their anirude could have a profound effect on ttp premiums 1'ou will be paying. We rcpeat-cooP eration is essential.

Ignoring the insurance company's loss prevention effons or failing to respect its loss control personnel could result in the inability

of Texas

to get insurance at any price from reputable insurers. "Marginal" insurers might be willing to provide coverage, but we hardly need elaborate on what this could mean to your business. These days, even banks are taking a good hard look at the financial standing of their customers' insurers when loan applications are made.

Dont neglect to provide full and accurate information to your insurers. They regard any omissions with suspicion. The same holds true for claims. They need information in a timely fashion to allow for the increased time necessary for processing insurance claims in today's business climate.

Most insurance companies are now asking you to look at a series of alternarives that ari being offered. Each alternative has a number of consequences which require complete analysis. Some of the alternatives include "pooling" and higher deductions. Be aware of alternative deductibles and their impact on your corporate profit and loss statement. Your accountant should be involved in these types of decisions.

These are only a few possibilities, of course, and you are the final decision-maker. We are happy to discuss your situation and maybe suggest a program for your special needs. Remembeq just about everyone is affected by the current hard market and substantially higher premium levels.

If your insurance is corning up for renewal within the next two to three months, be sure to get going on quotes now. Don't get caught unprepared!

GAYLON STACY executive vlce precldent

I ARRY Smith. Billingslea Lumber Co.. ts Lawton, was installed as the 39th president of the Oklahoma Lumbermen's Association during ceremonies in Oklahoma City. M.J. "Mun" trwis, OLA President in 1975, did the honors.

Smith, a longtime member of the OLA, has served two terms as a director, a year as co-chairman of the convention and a year as chairman. He was vice president in 1985.

Installed as vice president was Ken Rothschopf, The Lumber Mart, Guymon. Rothschopf has just completed a three-year term as director and for two years has been co-chairman of the education committee.

Randy Rogers, Leonhardt Lumber Co., Oklahoma City, was installed as association treasurer for the second year. He is a former member of the board of directors and served as treasurer in 1975.

New retail directors installed for three year tenns werc Mike Little, Sperry Lumber Co., Sperry @ist.l);Tom Sanders, Sanco Lumber

Co., Grove (Dist. 2); and Don McClain, McClain Building Center, McAlester (Dist. 3).

Also James Lovell, Prague Lumber Company, Enid (Dist. 4); Gerry Weltzheimer, Leonhardt Lumber Company, Oklahoma City (Dist. 5); and Mike Yates, Western Lumber Company, Elk City (Dist. 6).

Two new associate members of the board were installed. They are Joe Colley, Colley & Company, Pauls Valley, and Dale Fuzzell, Blue Circle Cement. Ti.rlsa.

Past president kwis installed new officers and directors during luncheon ceremonies on Dec. 17, prior to the lrst official directors meeting of the association's fiscal year. Each new member of the goveming body received an engraved plaque,

Check our Calendar on page 18 for information on upcoming conventions, meetings and trade shows in your region.

A GOMMITMEilT TO EXGETTENGE

T FII{EST II{GREOIEI{TS

T EI{UIR(|IIMEilTALLY SAFE

I PRESERUES AIItl El{HAI{CES

IIATURAL BEAUTY

MANSION, MODESTO, CA DEVELOPED BY JOHN B, HINCHEY PHOTO BY JEFF BROOME

SOUTHEASTERN SCENE

Covering the slates of Alabama, Florida, Georgia, Kentucky, Louisiana, Mississippi, North Carolina, South Carolina, Tennessee and Virginia.

Mississippi Building Material Dealers Association will be headed by new president Fred Nabors. Nabors Hardware and Building Supply, Vardaman. for the coming year.

Others elected at the 60th annual convention. Feb. 14-15 in Biloxi. were Dwight Long, Breland Building Supply, Union. lst vice presidenu Bill Reynolds. Waynesboro Hardware and Building Supply, Waynesboro. 2nd vice president, and Kenneth Breland. Breland Building Supply. Philadelphia. national director.

The convention which was attended by over 700 people was a big success according to Robert Gatlin, managing director.

Tennessee Building Material Association's board of directors has voted to hold the 6lst annual convention at the Cerromar Beach Hotel in Dorado, Puerto Rico. Sept. 20-24.

Young Executives of TBMA will hold their annual convention at Fall Creek Falls State Park, Pikeville, Tn.. July l0-12.

Members of the 1986 board of directon are Frank Kinser. East Brainerd Lumber Co.. Chananooga, chairman; David McClain, Shapard Lumber Co., Columbia, vice chairman/chairman-elect: Alan Cawood. Robinson Building Center, Dayton, vice chairman. east Tennessee; Roy Lambert, Lambert Lumber Co., lrwisburg, vice chairman. middle Tennessee; Ab Taylor, City Lumber Co., Jackson, vice chairman. west Tennessee; Tom Henderson. Schevenell Ready Mix Concrete, Germantown, vice chairman. concrete & aggregate division.

John Greeter, Greeter Building Center. Monteagle, sec./treas.; Reed Wright. City Lumber Co., Dyer, and Hoyl Gill. American Limestone Co., Knoxville. past chairman; Grady Haynes, Haynes Brothers Lumber

Co.. Murfreesborol Carl Tindell. Tindell's Inc.. Knoxville: Charles Rhyne, Rhyne Lumber Co.. Newport. and John Phillips. Durham Building Supply,. Gallatin. narional directors: Olen Manhall. Hamblen Lumber Co.. Morristown. and Frank Crosslin Jr.. Crosslin Supply Co.. Smyrna. altemate national directors.

Bob Overholt. Home Supply Co.. Newport: Joe Swann. Cherokee Lumber Co.. Maryville: Paul Moore, Supreme Building Products. McMinnville: Tom Stephens Jr.. Stephens Millwork & Lumber Co.. Nashville: Bud Humphreys. Humphreys Lumber Yard. Paris: Miller Peney. Bells Lumber Co.. Bells: Jimmy Whittingron. Jimmy Whinington Lumber Co.. Memphis. district directors: Jimmy Brown. Brown's Concrete & Block Co.. Dickson: Buddy Duncan. Duncan Lumber Co.. New Tazewell: Eliot Whinington. Eliot Whittington Builders Supply. Memphis: Bob Witt. Win Building Material Co.. Knoxville: Steve Robinson. Cleveland Plywood Co.. Cleveland. directon at large: Don Mirts. Dealers Supply Insulation Co.. Mt. Pleasant: Bob Bell. Bolen-Brunson-Bell Lumber Co.. Memphis: associate member directors.

Randy Rinks. B & R LumberCo.. Savannah. is president of the Young Executives.

Virginia Building Material Associatinn's convention committee, headed by Burke Johnson, York Supply Co.. West Point. Va.. has announced "Opening Doon To Opportunity" as the theme of the 1986 convention at Pinehurst. N.C.

Mike McClelland. vice president of sales and marketing, HWI, will adapt the theme to "Your DoorTo Opportunity-Profis InThe Store OfTomorrow" in his talk on the opening day of meetings. Monday. April 7.

"Opening The Door To Your Most Valuable Resource" will be the topic of John Baldwin. manager. organization research, Armsnong World Industries, on Tiresday, April 8.

Thble top displays are planned for Monday evening with 3,2 exhibitors. A tour of Brown Moulding Co. in Hoffman, N.C., is set for the morning of April 9.

l,onisiana [uiHing Material Dealers Association nrembrs are back from their annual conention in l.Iew Orleans. Feb. 27 through March 2 at the Royal Sonesta Hotel. (Convention report will be in the April issue)

A long forrh estimating seminar will be held at Louisiana State University. Baton Rouge. on Maich 7 ard 8 for rnembers and their employees. The class is limited to 24 srudents.

Ivtonthly rmeeting of ttrc Southn'est Louisiana Lunlber Dealer\ Association will be held in lalte Charles on March ll. The Building Mate{ial Unlimited group will meet on March 13 at Mike & Tony s in Baton Rouge to hear, Senaror Tommy Hudson of Louisiana speaft.

LBMDA will be sending a delegation to Conference \ilirh Congress. N4arch 17-19 in Washingron D.C.

IGntudry IFDber and hdHing lrtate rial Dealers ltsociafon will hold is yearly take-off seminir on Marc*r 19-21 at ttouard ' Iohnson's in Etlanger.

The course will corar esrimating and construction proc$ues as they relate to estimating materials: gking a house ftom the foundation. exterior slrcll tluough the finished millwork. accprding to Billy Thompson, erccutive vice president. Tlrcee taking the seminar will h{ve an oppornrnity to take off a list of mateiials ftom ser'eral hour blueprints.

l,,lext month nlre association will sponsor a series of Eealqd u,ood seminars. April I in Paducah: April 2. l-ouisville and April 3. Covington. Aflril 25 has been set for the sp,ring board nieeting in Bardstown.

A Kennrcky delegation will be in Washington March 17-19 forthe 1986 Conference Wth Congress.

You demand quality. You get it with Osmose' Wood Products from MG Building Materials. Ask us about the highest quality, most durable, clean and safe wood products on today's market.

From our convenient San Antonio location, we can ship Osmose Wood Products all over Texas. On short notice, we'll select your order from our large inventory

and have it rolling to you... quickly and efficiently.

PERS NALS

John Greeter, pres., Greeter Building Center, Monteagle. Tn.. has been appointed by Gov. Lamar Alexander to serve on the State Board of Appeals for Schools and Jails.

Billy S. Thompson, executive v.p.. Kentucky Lumber & Building Material Dealen Association, lrbanon, Ky.. has been appointed to the National Lumber and Building Material Dealers Association's legislative and government affain committee chaired by Leon Mellow. Wiener Lumber Co.. Dallas. Tx.

Ibt Car€y, Sam Carey Lumber Co.. is back in Memphis, Tn., after aWest Coast business trip.

Wally Flelds, Walter M. Fields Lumber Co.. Memphis, Tn. , is the new president of the Westside Hardwood Club. Pine Bluff. Ar.

John Green, J G Industries, Stillwater, Ok., was named Small Business Person of the Year by the Stillvrater Chamber of Commerce.

Allen Camemn has joined the sales team at Georgia-Carolina Forest Products, Plano, Tx.

Edwin L. Undernood has been promoted to south cental regional mgr.. field services div.. American Plywood Association. Dallas. Tx.. succeeding Army Leggett. who has retired after 29 yean with APA.

R. Lanny Thotfinan is the new divisional sales mgr. for Gillespie Professional Floor Products. Memphis. Tn.

Rusty Vlbod has been named gen. mgr. of the new Tolleson Lumber Co. sawmill in Preston. Ga. Grady Davis will handle sales for the mill from Perry. Ga. Davis C. Ljlridr. a driver for MacMillan Bloedel Building Materials Inc. in N.C.. has been named 1986 National Driver of the Year by the American Tinrcking Associations.

Glenn W. Wilson is the new senior v.p.. gyp sum and roofing div.. Georgia-Pacific Corp.. Atlanta. Ga. Donald L. Glass is now v.p.. roofing div.

Midrael J. Ithfi has been promoted to southeastem regional sales mgr. of PermaDoor. Orlando. Fl.. according to H. Thompson Smith. pres. Stew Mccotml is now district sa.les mgr. in Dallas. Tx

Rqv T Hoke, Sr.. owner. Roy T. Hoke Lumber Co.. Stillwater. Ok.. celebrated his 90th birthday recently.

Stan Dircn. gen. mgr., Hope Lumber and Suppll Co.. TUlsa. Ok.. has retired after JO lean in the industry.

Robin R. Rolal has been appointed personnel and offioe mgr. for General Hardware Co.. Greenslboro. N.C.

T, Marslull Hahn, Jr.. chairman and c.e.o.. Georgia-Pacific Corp.. has been named to tlrc president's export council.

James Rane haS been re-elected chairman of the board of the Society of American Wood Presenen.

P. David }lasfir is a rru regional market mgr. for the Southem Forest Products Association. replacing Steph€n Collie, who resigned.

Bill Brunot is dhe new mgr. of Capitol Products Corp.'s Ennis. Tx. plant. Sales reps are Al C*cardo. So. Tx.. Mktael White. No. Tx. and Ok.. Ihnnb Smith. Ar.. and h(e Burger. Western Tx.

Yazoo Thomas is the new plant mgr. at tlre Duke City l-umber Co. plant in Splendora. Tx. EEdh Ju$us has relrined the Albuquerqub. N.M. co. in sales.

Emmett Nlaurn. the only non-lumber honorary rnember, of the Lumbermen's Club of Memphis artd longfime writer of 'A l.oolt At Lumbei' in Tlrc Comnercial ApWal. Memphis. has retired after 5.1 yean with the paper.

Roy Johnson.,Roy Johnson Lumber Co.. Hennessey. Ok.. has been named Citizen of the Year by the Hennessey Chamber of Commerce.

Jack Herndon has retired at the HudsonHouston Lumber Co., Ardmore, Ok., after 38 years with the firm. O.K. Cunningham, pres., has been elected pres. of the Ardmore Home Builders Associahon.

St. Clair Bienvenu Sr. has been appointed chairman of the board of Baton Rouge Lumber Co., Baton Rouge, La. A.J. Harris is now pres. and gen. mgr., and sales mgr. Alan Martin will also serve as v.p. and asst. mgr.

James R. Weaver has joined Aladdin Enterprise Products, Nashville, Tn., as credit mgr.

Al Cron is the new gen. mgr. of the wholesale lumber division of Paulsel Lumber Co., Fort Worth, Tx., according to ke Paulsel, pres. and c.e.o.

Donald N. Cameron has been elected pres. of Detex Corp., New Braunfels, Tx., succeeding Dan B. Sedgwick, who has retted after 22 years with the firm. Edward G. Newton has retired after 16 years with the co.

Ernest Kiper, E.R. Kiper Hardware & Lumber Corp., Wisner, La., has been named mayor of Wisner.

Jerry Hetherington, Sallisaw Lumber Co., Sallisaw Ok., is serving a term on the Sallisaw Chamber of Commerce board of directors.

George Ollie, Jr., George Ollie's Lumber Co.. Poteau. Ok.. will serve another sixyear term on the State Employment Security Commission.

Gotta Picturc of Your Truck?

We're looking for photos of company trucks that we can feature in a photo spread on trucks planned for our July Special Issue on Thansportation.

The more visible the company markings the better. Any size or type truck is OK. Restored old company vehicles are also eligible. Pictures must be in sharp focus and clear; black and white preferred, but color is acceptable. And please, DO NOT WRITE ON THE BACK OF THE PHOTO. On a separate sheet of paper include your name, company address, a brief description of your truck(s) and your telephone number.

Mail in a well padded envelope to us at 4500 Campus Drive, Suite 480, Newport Beach, Ca. 92660.

Thanks!

Thomas J. Hughes IlI, pres., Hughes Lumber Co., Tirlsa, Ok., has been appointed to the state Economic Development Commission by Gov. George Nigh.

Alfrtd House, House Lumber Co., Antlers. Ok., is now on the Pushmataha County Chamber of Commerce board.

James H.Wright, J. Walter Wright Lumber Co., Bristol, Tn., is the new pres. of the Appalachian Hardwood Manufacturers.

Richard W. Gleason is now mgr., sales administration, at Rubbermaid Specialty Products, Inc., Statesville, N.C.

l-eonard G. Herring, pres. and c.e.o., Lowe's, North Wilkesboro, N.C., recently celebrated his 30th anniversary with the firm.

Larry K. Evans has joined Columbia Forest Products, Inc. as gen. mgr. at the Columbia Carolina Corp. hardwood plywood plant in Old Fort, N.C.

Lawrence Newton is now in charge of publishing and transportation for Wholesale Wood Products Inc. in Dothan and Birmingham, Al.

W. I,ee Nutter is now senior v.p., operations, at ITT Rayonier, Inc., responsible for facilities in Ga. and Fl.

Wes McVay is the new purchasing agent for Pitch Pine Lumber Co.. which does business as Weekley Lumber Co., Thmpa and Cocoa, Fl.

Dee Klein has joined the bookkeeping dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Fteddy Fhngus.

I(/D HEM.FIR STUDS

I(/D LODGEPOLE PINE STUDS 2x4 ond 2x6

lluck and traller shlpment<> vans and plggyback avallable. Shlpptng tocaflon: Lenz SlOIng, Or. Southern Paclflc and Burlington Northern.

cAscADE STUDS, |N@RPoRATED, HC63, Box 302 Chltoqutn, q.97624 Charles lctchel, sales manager

NEW PR DUCTS

and selected soles oids

Rods For All Reasons

Multi-purpose spring tension rods ideal as shower curtain rods, closet rods, cafe curtain rods, etc., are new from Melard.

The rods, which are l " in diameter, extend from 36" to 66". They are available in white, chrome or brass finish.

No hole drilling or bracket installation is required.

Automated Shading

AsTheWorldTurns

Ball-bearing swivels with full 360' turning capabilities are new inbar/ counterstools from Samsonite Furniture.

Constructed with durable steel frame and circular footrest, the stools feature seats and footrests that adjust together to match different counter heights and for individual comfort, along with soft, dense, flame-retardant, foam-padded seats.

The ball-bearing swivels are now available in addition to a nylon swivel on five stool lines. The stools come in a wide variety of colors and styles.

WaterWonderLand

The Water Rainbow fill spout from Jacuzzi Whirlpool Bath is now available in an easy-to-install kit that fits almost any bath or spa.

Bathers can watch cascades of water as the system fills the bath and recirculates the water in the spa. The spa kit includes the fill spout and all parts needed for installation and mounting. In addition, the bath kit also includes a coordinated faucet set.

A seven-day programmable timer from Somfy permits awnings, rolling shutters and other shading units to automatically open or close at any hour of the day.

A manual switch overrides the program at the touch of a button.

The timer attaches to any motorized shadins device.

AToughCdsement

A vinyl ctrsement replacement window with aluminum reinforced frames has bden introduced by Metal Industries.

The aluruinum reinforcement adds strength and the vinyl provides for maintenalnce free care and added energy savin$s.

The sash opens far enough so the outside glassican be cleaned from inside the horne. The window has %" insulated glass.

High PowfrVenls

Broan's roof-mounted Powered attic ventilators have sPeciallY designed l4P metal blades precision balanced fdr virtual elimination of vibration.

The heaVy-gauge metal flashing can be nailbd without breaking or splintering, permitting use of hot tar for a better seal.

D-l-Y RayGun

Weighing just lVz lbs., a new heat gun from Bosch cuts down on operator fatigue while providing a powerful source of safe, flameless heat.

The gun features a dual heat range, a built-in stand, a removable nozzle guard to increase maneuverability in confined spaces and side air vents.

It can be used to dry, thaw, strip paint, loosen tiles or for hundreds of other applications.

adjustable "upstream current." A removable partition separates the spa from the swimming area for added intimacy and energy savings.

Constructed of fiberglass reinforced acrylic, it is resistant to peeling, chemical erosion, sunlight and algae growth.

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!

Made ForShade

A new greenhouse solar cover from Vimco shades the outside before the sun's heat gets inside.

A track mounted frame screen system slides into place between Z tracks which are screwed to the glazing bars. The curve and front wall panels are mounted with clips. Removal and re-attachment is said to require only a Phillips screwdriver. The cover is available in custom sizes to fit many types of sunspaces.

Sprayer Maintenance

Triple Threat Tool

A new multiple head tool kit from Weir's Machine & Manufacturing consists of shovel, axe and pick mattock heads which interchange using a common handle.

The handle is fire resistant with a forged steel wedge lock to lock the tools in place.

The kit includes the three steel heads, a durable plastic handle with reinforcement core of high strength fiberglass and a compact waterproof bag with carrying handle.

Swimming Laps in Luxury

A new line of swim-spas from Curtis Plastics offer the swimming benefits of a larger pool coupled with the luxury of a personal spa.

The Spa-Ciser has three powerful jets for swimming in place against an

Convertible Ladder

A lightweight aluminum steplad- der from Disstim Corp. converts from three to six feet with a patented center hinge.

The Stepmax stepladder has tapered legs that increase its side to side stability. The unique design allows the ladder to be positioned less than 6" away from a wall or window without touching.

When folded, it takes up half the space of a standard 6 ' ladder, weighs only 18 lbs. and has a carrying handle.

Other features include double riveted construction and slip resistant vinyl feet. The steps are doubly wide when used in the 3' position.

A kit for one-step cleaning and lubrication of airless sprayers using latex paint is new from Wagner. It includes an 8 oz. bottle of cleaning and lubricating formula and a specially designed nylon bristle brush for cleaning sprayer parts. One kit will service an airless paint sprayer about eight times.

sIx BAND MILLg

Over 50,000,000 feet annually

lnternational Bath Fixtures

European styling is captured in a new octagon-shaPed lavatorY with integral china spout and 24 karat gold accent lines from Eljer. The Jonquilis one of eight new bathroom products designed for the company by a group of seven experts from France, Germany and the U.S.

HomeforParts

New tool and Parts storage cabinets from Hodge offer fully extendable 330lb. lockable drawers,4 " and 8 " high. Each drawer has a twopoint locking rod with two keys.

On Filtration

The Aqua-Pure central water filter, a one-step, triple-action filtration system, is new from AMF Cuno.

The cabinets feature all welded rugged construction and are finished in light blue. They are 36 " wide x 22 " deep x 35V2 " high and come with or without casters.

CookingWithGas

A lock-top portable gas grill has been introduced by Happy Cooker Grills.

The deluxe traveling model features a porcelain sizzle plate which eliminates the need for lava rock and reportedly gives cleaner cooking and faster clean-up.

Designed for the entire water supply of a home, the filter removes dirt and rust particles, eliminates bad tastes and odors, and will inhibit scale buildup and corrosion in pipes, valves and faucets.

Easy to install, it requires only periodic cartridge replacements. Using a specially designed by-pass valve, a filter cartridge can be replaced without spillage or intemrption of water flow.

Spray illountlng

A non-flammable, clear, multipurpose spray adhesive for picture framing applications is available from 3M.

Formulated with a completely non-flammable solvent and propellant system, the adhesive develops quick, aggressive tack and fast strength to speed assembly operations. It will maintain its high tack for 15 minutes even on very porous materials. A longer bonding range of 30 minutes is possible when the adhesive is applied to both bonding surfaces.

A 16-oz. aerosol container will provide about l2l sq. ft. of coverage. Tlpical picture framing applications include bonding decorative cloth or canvas to boards or frames, mounting maps and illustrations and holding dust jackets on pictures.

Wallpaper Pickup

A new tool for removing coated or painted wallpapers, flocks, suedes, vinyls and other water-impervious

perforates and lifts the wallcovering, forming channels that allow remover solution to penetrate the wallcovering and wallpaper paste.

Its unique design allows fast, efficient scoring with controllable penetration depth to prevent wall damage. For even faster action, a special adapter joins two tools to speed the scoring.

DrywallTape

wallcoverings has been introduced by William Zinsser & Co.

Paper Tiger features saw-tooth discs whose unique cutting action

Self adhesive fiberglass joint tape designed for taping and patching drywall and plaster surfaces is available from Hyde Tools. Because it is made of 10090 fiberglass, the tape stops persistent cracks and eliminates ioint blistering.

Power Line Control

Four new power distribution devices which provide surge protec- tion and EMI/RFI filtering are available from GC Electronics.

The desk top power console contains seven ac outlets. Six are controlled by manual, lighted switches and one master switch for all six. The seventh is for constant use and never needs to be turned off.

lue con fill oll vour treoted lumber needs. . . londscope timbers, plyr,uood, oll dimensionol lumber, 4x4 through 12x12. on 6x6 ond lorger ure hov@ lengths ronging up to 4l-feet. Plus, we nou, corrv in stock .60 FDN. lue olso hove our oun fleet of trucks to help gou solve ony delivery probl@ms Vou moy hove. Rll our moteriol is TPI grode morked. tUe feoture the mork on oll our treoted moteriol. RI.UPB quolity

4'x 8' Lattice Panels #'

A\AIIABLE IN REDTACiOD, CED.4^P.AAD PRESSLRE TRENTF,D WHITEWWDS

.-\ rersatile prcluct that can be u-sed for home, garden and patitl. It^s smtxrth sasn finish makes it pcrfcr-t for manv interior u^ses on ualls anci r-eilings. Fit^s in the tnurk of mrrst corS. ;h ea-s\Lt(>use prrrluct for skirting for dai<s and mobile homes.

-lhis remarkable nerv pnrluct acr-trdions to fit otd shapes and sizes s'ithout cutting. Cklsed dimensions: 27" x 68", open: {8" x 96".

/ hnels adjust to various shapes and sizes' requirrng less space to display and inventory. / plus saving you up to Wo on firerght due to its compactness. r/ a beautifrrl proftrt that is made of durable riveted construction. r/ a natuxal for the do-it-pursetfer market as well as the builder and remodeler. / Fanels are shipped palletized with cardboard covers.

Patent Pendinq.

ThrowOnTheTowel

A new sliding towel bar kit comes from StarMark.

Designed to fit into a nine in. base cabinet, the bar glides out to provide space for drlng damp towels and dishcloths while keeping them out of sieht.

all

Light Guard

A new LightAlert outdoor security system has been introduced by RAB Electric Manufacturing Co.

the appearance of stucco without changing its character.

The material can be sprayed over large surfaces, and brushed or rolled in areas where spraying is difficult. Various pigments are mixed in to provide l0 different standard colors.

Using advanced passive infrared technology, the unit detects cars and people up to 55 ft. away and turns on outdoor lights automatically.

The system's sensor uses one watt.

New Look ForStucco

A stucco refinisher, which reportedly will make a faded, discolored, stained or dirty stucco finish look as good as new, is from Expo Industries.

A liquid fortified with a cementitious material held in suspension, it penetrates and bonds to the surface, preserving the texture and restoring

OPERANNG OPPORTUNITIES

WALLY LYNCH

Builders Express, lnc.

PO. Box 741623

Dallas. Tx.75243

VERY year about this time, someone gets word that so and so is opening a new store in rhis trading area. We hear about it because of a concern on how to best combat this new market presence. This poser most often comes by phone a week or two before the intruder is scheduled to open its doors. Sometimes it is fortunately up to a couple of months before the newcomer's grand opening is planned.

When an operation opens up. you can bet the family jewels that it is doing so because of a firm conviction that the endeavor can and will be profitable. This in itself identifies a marketing weakness within the community which the alien believes he has sponed, identified and will exploit.

The fint priority that the late comer must and will pursue is to change the buying habits of the customers within the area. From an operating standpoint. this is done be pre-

senting an image conducive to bringing the customer into physical contact with the facility and its sales force. There the impression is either solidified. destroyed or s€nled somewhere in between.

Images are generated and sustained in many ways. but the fint rule of sun'ival is to be competitive. In terms of the long time entrenched dealer. this involves understanding and identifying the new image so that op€rating judgments can be made regarding a competitive postwe.

Images have infinite identities. Some cannot be matched without great expens€. others are just difficult to duplicate because of their cost and still others can be provided with new disciplines at liftle or no additional outlay. While the possibilities are broad. most identifiable image makers fall into six categories.

(l) Lncation: Only one entity can operate from each site. Each outlet has that edge. be it good or bad over everyone else.

FAMOWOOD

is

the PR0FESSI0NA['S Att PURP0SE PLASTIC

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

Can be

used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, a'nd will not gum up sander. Waterproof and weatherproof when properly applied. d4

Ayailable in l6 matching wood colots and white.

(2) Open Hours: Daily and weekends.

(3) !ftatjfplEred_&f_q4!: The product lines offercd arc sometimes minimal and sometirnes dominant. Recently great emphasis has been placed on broad assortments within issues. (57 varieties of one tool or fixture - we are the headquarters for this kind of item. etc.)

(4) How are sales transacted: How many ways can the customer pay? will it be delivered? Do they install. maintain and./or guanmtee (wamnry).

(5) Housekeeping: This is difficult to judge initially at new installations, but tlre ultimate evaluation is would lour wife entertain her family and friends there. giwn the state of their rest rooms ard displays.

(6) Advertising: This is tlrc sum total of the retailer's effons to invite the custonrer to a profit party. This is ttop the custorner knows about the new kid on the block. Conversely. it's how the retailer who doesn't invite people to a party passively helps to change buying habis.

If the "old guard" can put their arms around these six areas. they can begin to adjust to the intruder. The acrual adaptation has

Northern Whib Pine Boalds

HUGE SELECT|oil

Boards, Paneling, Sidings with selects and commons in stock. Saw-textured face, rough and dressed.

TOPOUALITY

-

All lumber is properly kiln dried, graded, dressed and double end trimmed.

TWO

to do with answering three questions within each of the six areas above.

(1) Do you have a similar policy or program?

(2) How can you compete or adjust?

(3) How can you best convey your adjusted image so that customers remain loyal?

Price, while recognized as important, is not the perfect image maker it is reputed to be. Early on in the newcomer's initial advertising. it will seem that price is omnipotent. but price finds its level rather quickly as either profits or Chapter ll bankruptcy rears its ugly head.

Gedar & Redwood Tlmbels

Treater On Forcstry Board

Bobby L. Green, president of Marion Pressure Tieating Co., Marion, La., has been appointed to the Louisiana Forestry Commission.

A member of the Southern Pressure Tieating Association, American Wood Preservers Association and Louisiana Forestry Association, he is a member of the board of the Mississippi and Louisiana Wood Preservers Association and a past president of the Louisiana Wood Advisory Association.

Mayor pro tem of Marion, he also is president of B.L.G. Gas and Oil Resources Co., vice chairman of the Marion State Bank, co-owner of M.S.B. Insurance Agency, chairman of the administrative board of the Marion United Methodist Church and past president of the Louisiana Bicentennial Commission.

We're redwood and cedar experts. Chances are we have what you want,in stock, ready for immediate delivery. Let us find your hard to fill requirements. And if you have a load originating in Southern Californi4 use our modern,-efficient facilities to add your special items. You can save yourself time ind trouble by using our inventory and our expertise as direct mill specialists. Let's work together.

Redwood agencies merge

THE NIERGER of the Califomia

I Redwood Association and the Redwood Inspection Service is complete.

While this may seem new. it is actually a return to the organizational structure that was followed for many years prior to 1963. Bringing the two organizations together puts the CRA in the same form and structure as the American Plywood Association and the Western Wood Products Association.

The members of the Califomia Redwood Association and the Redwood In-

spection Service had long considered the possibility and practicaliry of combining the senices of the two organizations. Such a move was viewed as desirable from the standpoint of stren-ethening cooperation within the industry and prudent with respect to the economics of the financing and administering the activities of the CRA and RIS.

The untimely death last June of Peter Johnson. secretary/general mana-ger of RIS. prompted the boards of directors of both organizations to again consider

consolidation. Both boards agreed unanimousll' to merge CRA and RIS and to petition the State of California for approval. Approval was received in December.

Under the merger agrcement, the Redwood Inspection Sen'ice has become a division of the Califomia Redwood Association. but in all other respects it enjoys the same autonomy it has always had. A governing committee sets policy

(Please turn to page 16)

CRA Board of Directors

Thomas B. Malarkey. Jr.. President

James A. Coon

Henry P Sandstrom

Darrell H. Schroeder

Clifford C. Smoot

CRA Member Mills

Georgia-Pacific Corp.

Miller Redwood Co.

The Pacific Lumber Co.

Simpson Trmber Co.

Trmber Realization Co.

RIS Gowrning Committee

Alan S. Holmes

John A. Campbell

Dale A. Eichar

Harold Henderlong

t-eo S. Hulen

Peter P Kepon. Jr.

Henry P Sandstrom

George Schmidbauer

Joe W. Wheeler. Jr.

RIS Member Mills

Annapolis Milling Co.

Arcata Redwood Co.

Carlona Lumber Co.

Combs Lumber Co.

Dalerio's Pallet Shook Co.

5151S.LOOP EAST P.O.BOX 33376 HOUSTON. TEXAS 77033 Call: 713-733-7421

or 1-800-392-5670

G&RLumberCo.

Georgia-Pacific Corp.

Harwood Products Co.

Louisiana-Pacifi c Corp.

Miller Redwood Co.

Nu Forest Products

Pacific Clears

The Pacific Lumber Co.

Reid and Wright. Inc.

Rolando Lumber Co.

Schmidbauer Lumber Co.

Simpson Trmber Co.

Tiinity River Lumber Co.

Redwood On The Inside

A 9-p. booklet of redwood interiors is free from Simpson l'imber Co., PO. Drawer V Arcata, Ca. 95521.

Constructing An Education

"Construction Methods, Blueprint Reading, Material Thkeoff," a l5-book self-study course, is $165 plus postage from the National Lumber & Building Dealen Association. 40 Ivy St. S.E., Washington, D.C. 20003.

Remodeling Price List

"Repair & Remodeling Cost Data 1986," the 475-p. 7th ed.. is M2.95 from R.S. Means Co.. Inc., 123 Construction Plaza. Kingston, Ma. 02364.

Duel Of The Doors

A i2-p. booklet comparing gliding patio doors to swinging French doors is free from Andersen Corp., Bayport. Mn. 55003.

Holiday Promotions

A free catalog of retail sales aids for holiday and seasonal promotions is from Dismar Corp.. 4415 Marlton Pike. Pennsauken. N.J.

08r09

Ad On Tools

A power tool ad planning kit is free from AEG PowerTool Corp., I Winnenden Rd., Norwich. Ct. 06360.

Turnings & Millwork

A 24-p. custom tumings and millwork catalog is free to dealers who send their business card to Pagliacco TUming & Milling, PO. Box 225. Woodacre. Ca. 94973.

Choose To Remove

An 8-p. booklet on paint remover selection is free from Klean-Strip, PO. Box 1879, Memphis, Tn. 38101.

FOR PROMPT SERVICE

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

Clean Air Act

A new air cleaner for woodworking is described in a free 2-p. bulletin from Aercology Commercial Products Inc.. Old Savbrook. Ct. 06475.

Beam Me Up, Scotty

"Glulam Beams." an 8-p. brochure. is free from the American Institute of llmber Construction. 333 W. Hampden Ave.. Englewood. Co. 80110.

Prefinished Panels

A packet of brochures on prefinished industrial panels is free from Weyerhaeuser Co.. Box 275. Springfield. A. 97477.

Dim Watted

A l6-p. dimming controls brochure is free from Hunt Electronics. PO. Box 670. Addison. Tx. 75001

Nail File

A nail selection chart for home center personnel is free from Dickson Weatherproof Nail Co.. 1900 Greenwood. Evanston. Il. Q204.

Gypsum Guide

"Using Gypsum Board for Walls and Ceilings." a 4O-p. manual, is free for single copies or $1.50 each for bulk orders from the Gypsum Association, 1603 Orrington Ave., Evanston. n. 60201.

Redwood Marketing News

"Redwood Sales Success Reporter," a marketing and promotion newslener. is free from Simpson'Iimber Co.. PO. DrawerV, Arcata. Ca. 95521.

Flame Sprcad Data

"Flame Spread Ferformance of Wood hoducts." a.l-p. brochurc. is 8Oc (5Oc each for I00 or morc) from the National Forcst Products Association. 1619 Massachusens Ave. N.W.. Washington. D.C. 2m36.

Pipe & Valve Marting

A pipe and va.lve marking producs catalog is free from S.B. Hammond. Seton Name Plate Corp.. PO. Box ZCG-1331. New Haven. Ct. 06505 or (800) 243{6.21.

Wood Strand Orientation

An 8-p. oriented strand board guide is free from the American Plywood Association. P.O. Box 11700. Tacoma. Wa. 9&111.

Insert Here

A brochure on self tapping. self locking inserts for plastics. woods and metals is free from Groov-Pin Corp.. I125 Hendrick Cause'*'ar'. Ridgefield. N.J. 07657.

Colorful Light

An 8-p. stained glass lamps and lighting products catalog is free from Meyda Stained Glass Studio. 239 Bleeker St.. Utica. N.Y.

ScreYvy Tools

Heary duty electronic drywdl screwguns and tech screwdrivers are described in a 4p. brochure free from AEG FowerTool Corp.. One Winnenden Rd.. Norwich. Ct. 063@.

The Ultimate HowTo

"Build Your Own [,ow{ost [.og Home" is $11.95 from Garden Way Publishing, Schoolhouse Rd.. Pownal. Vt. 05261.

ket.

Coop advertising can sell morc rcdwood

By Greg Lambert Redwood Marketing Manager Simpson Timber Co.

oFFER CO-OP Make it timely. Make it appropriate to our mar-

The feedback was loud and clear when before forging ahead as usual this year with planning and implementation of a promotion support program on redwood, we decided to tune in on the advertising and promotion needs as perceived by lumber wholesale distributors and dealers.

From the retail side, valuable feedback was gleaned from an in-depth profile study conducted by the Home Center Research Bureau. In a survey asking retail dealers to rate the most useful services their suppliers could provide, co-op advertising came out on top followed by advertising materials and product literature for consumers.

Market playback from the wholesale distributor came from a survey of our distributor customers. It pointed up specifically that the distributor lacked redwood advertising and promotion material that was timely and appropriate to his marketing area.

Based on thrwholesale and retail level input, a major portion of our 1986 redwood advertising and promotion budget has been allocated to co-op and an expansion of our previous co-op support programs. The goal is to provide on a shared-cost 50/50 basis advertising and promotion support tailored to local market requirements and seasonal opportunities to general immediate redwood sales action at the grass roots retail level.

In its ultimate form, the co-op thrust evolves into a three way partnership between manufacturer, distributor, and dealer. The grass roots programs are orchestrated through the wholesale distributor, who qualifies for drawing rights on a pool of redwood promotion funds based on purchases of our redwood. In most situations, the co-op funds are passed along to the local building materials retailer in the form of 50/50 support of special sales events promotions featuring Simpson redwood.

Through the co-op triumvirate the aim is to triple promotion mileage for each promotion dollar invested. For example, as his contribution to the promotion effort, we suggest to the wholesale

distributor that he share with Simpson the cost of collateral items such as product literature, redwood seedlings, and the Book of Wood/Could 11 plansbook, thus providing these items free to the promoting dealer.

At the same time, advertising and promotion programs benefit from the intimate knowledge the retail dealer has about seasonal timing and media selections that work best in the local market. We have a lot of confidence in these local choices and are willing to match them on a 50/50 basis plus providing the promotion tools to achieve a maximum result in sales and profit.

For 1986 the professionally prepared promotion support arsenal includes: coop guide, which covers all whys, wherefores and how to's of co-op advertising; a Book of Wood containing 23 innovative redwood projects by professional wood workers; tv spot slide set including a storyboard script and 35 mm. slides for a 30 second tv spot promoting The Book of Wood/Could II.

A repro art kit with 25 pages of newspaper repro art including headlines, sel-

(Please turn to page 46)

PLAY IT SMART with...

It takes a special nail to provide long and dependable fastenor service, and to perform efleclively wer the extended life of pressure-treated wood projects. Maze Stormguard "PTL' Nails are actually dipped twice in molten zinc to insure a thick, unitorm coating that protects the nails from prematurely rusting and spoiling treated wood structures.

These slim shank, high qualily nails have the kind of zinc-coating recommended by producers of wood preservative chemicals. So play it smartfor "PTU' wood, use Maze Stormguard "PTIJ'Nails!

DEALERS have found the Book of WoodlCould // to be an outstanding in-store traffic builder. lt features 23 projects using redwood.

Some sell shedua on schedule

f FRICA is the home of numerrous exotic hardwoods including shedua, a dark woodfound in the dense rain forests.

The species Guibourtia ehie also ts known as ehie, ovangkol, anokye or hueduanini when it comes from Ghana. On the Ivory Coast the uood is called amazoue and amazakoue.

Daniellia ogea, a similar wood from Nigeria called ogea, also is marketed as shedua.

Shedua comes from a large tree with a straight, clear bole that normally extends to at least 60 feet and often to 120 feet.

The sapwood is whitish while the heartwood is yellow brown to chocolate colored with grey to almost black stripes. For comparison, the color is paler and more striking than the Queensland walnut from Australia and darker than that ol koa from Hawaii.

The grain is interlocked. The texture moderately coarse. When fresh, the wood has a strong smell which disappears in the drying. The wood weighs about four pounds per foot when dried.

Tests conducted b1 the Foresr Service sho* that shedua dries from rhe green fairly rapidli' ri ith Iirtle degrade. For best results stock thicker than one inch should be dried according to a kiln schedule for * hire oak.

Although hard, shedua is ordinaril.v easy' to *'ork. Quarter-sa*n sur-

Story at a Glance

Exotic dark wood lrom rain f or. €sts ol Alrlca galnlng popu. ladty . . . good charact€rlstlcs attractlve appoarance.

iaces, ho*erer, tend to iuzz up uhen machined. Jhs,'rood rs surtable for cabinet *ork, high grade iurniture, interior decorative * ork and turner) Generalll , it is pnced louer than *alnut. Shedua. rihrch is striking in annearanJe * it h a tlair srarn. atrracts lot: oi attention .{t present. limited quantllie. \)f ihedrra are heins imnorted to meet some of the demand ior erotrc *oods. A farorite of manv riood hobbf ists, it also is in demand commercialll *hen the erclusire beautl' of an erotic *ood is important to a project.

An imnortant ommercial u:c ii ior rnterior firtures in bank,' and oifices rihere it shoris to an adrantage in paneling. frame:. moulding and custom furniture. Shedua also rs a favorite t'or rifle;tock., oiten used in place of rralnut, and the handles on fishing rods and other custom sports equipment.

Shedua sells rrell in squares. Retailers find that thel can increase sales oi it b5 displaf ing items craited from shedua or hanging an especiallr ior el1' piece * ell finished on the $ all.

South Bay Forest Products, a uery special manutacturer of specialty lumber products, has a winning combination for you.

manulacturer specializing in westem specialty soltwoods

Advertising

DISTRIBUTORS

Manufacturer of screen frames and screen components looking for wholesale distributors nationally. Minimum investment in inventory of $10,0m.00has tremendous sales potential whilecomplementing your edsting product lines.

A.A.L, INC., P.O. Box 90303, Houston, Tl. 77290. (7131 88G2096. Contact: Chris Reid.

FLORIDA GULF COAST LUMBER

COMPANY FOR SALE

Profitable contractor/retail yard with $3.5 million minimum sales potential. Explosive growth area. P.O. Box 20974, Sarasota, Fl. 33583.

FOR SALE/LEASE. RetaiVcontractor lumber facility (3.4 acres) is available immediately for sale/lease in S.W. Houston, Tx. Includes 14,000 sq. ft. store, 6 umbrella sheds, 2 large metal warehouses, separate office building and expediting shack. Contact Affiliated Building Centers, Inc., 916 Walnut St., PO. Box 13527, Kansas ciry, Mo. 64199. (816) 474-8290.

Place your ad now!

Call (7t4) 852-1990

Tkenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, M5 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box numbr shown in ad in care of Building Pmducts Digest, 45fi) Campus Dr., Suite t160, Irkrvport Beach, Ca. 92660. Make checks payable to Cutler Rrblishing, Inc. Mail copy to abve address or call (714) 852-1990. Deadline for copy is the 15th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

CREOSOTE and CCA posts, lumber, barn poles and piling, and other treated forest products. Baxley Creosoting Co., Inc., P.O. Box 458, Baxley, Ga. 31513; (912) 3674646.

IIISTER forklift for sale. 1,800 lb. capaciry. Like new $14,000. Write Box 59 c/o Buildins Products Dieest.

KITCIIEN CABINETS. Wood or rnica seconds, closeouts, distressed, odd balls, warehouse rashed. junk. Also cabinet doors and face frames. Cash!! Call Tony, Tampa, Fl. (813) 621-2380.

MIKE OWEN & ASSOCIATES

EXECUTM SEARCH for lumber and building products industry only. Retail, wholesale mfg. nationwide. Inquiries/resumes in confidence. 60 years combined experience/contacts. PO. Box 401663. Dallas. Tx. 75240. (214\ 248-ffi10.

Classified Rates

Twenty-five (25) words for $19.

MARION PRESSURE TREATING CO.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, Rt. 3, Box 40, Marion, La. '11260. (318) 292-4511.

Many buyers arc pesold on redwood

RE-SOLD is the term many redwood dealers apply to the product, meaning that many customers are already convinced that the beauty, warmth, elegance, stability and endur-

ance of redwood is exactly what they want.

Capable of many moods. redwood is appropriate for both traditional and contemporary homes. Redwood interiors

are as beautiful and renatile as redwood exterioru. Unlike simulated wood or composite paneling products. redwood has a natural beautl and elegance.

E1e appeal is not redu ood's onll' attri-

compatible redwood seems at home in a wooded area or citv suburb. The dunability of the wood as well as the attractive appearance makes it a popular choice with home owners and builders alike.

bute. Certified kiln dried redwood has been preshrunk for the best possible performance whether it is used indoors or out. Redwood is not only beautiful, it is toueh.

Story at a Glance

Long years of redwood promotion have made the public aware of the wood's qualities public perception of beauty, durability and other positive points means this specialty wood has greater profit potential for the seller.

Architects, remodelers and homeowners find redwood exceptionally responsive to a variety of designs, from the

fine joinery of a corner detail to the smooth, tight fit of a tongue and groove pattern for a wall or ceiling.

Redwood is positioned in the market as a specialty wood, not a commodity. For this reason, it has more profit potential than many other woods. For the lumber dealer, redwood's beaury, reputation and performance can add up to big ticket sales and big ticket profits.

C&DLurnberCo.

Manogers of Forest Resources and Manufacturers of Wood Products

WESTERN CEDAR

<SSS.<Channel Bustic

.'N

Fine Textured, warm and stylish. One of the most durable and decay resistant of American Woods!l!

KILN DRIED, AIR DRIED, GREEN

BOARDS:

--?l'-R

center Malch-s2s-EV1S

Tongue & Groove 1x2 thru 1x_1.2 STD & BTR- -?f--f SIS2E crnil-rtrt -sls-rvts

r!Tl\r:s:;9 IS Decking

DIMENSION:

2x4 thru 2xl2 STD & BTR2 & BTR-S4S or ROUGH

TIMBERS: -T--l

4x4 thru 6x8 STD & BTR- S4S 2 & BTR-S4S or ROUGH

PATTERNS: (WCLBI ti,.'i.'".---l--- :..::l lx4 thru 2xl2 CLEAR- T:--l

sELEclrrcHT KNor -*rff boaros srD & BTR rl

BEAUilFUI interiors are oossible with the use of redwood paneling and millwork, Responsive to a variety of designs, the wood is acclaimed for its ease of working and performance.

Belknap Closes After 146Years

Belknap Inc., the 146year old Louisville, Ky., independent hardware distributor, ceased operation early in Febru4ry.

After nearly two months of working towards reorganization in the bankruptcy court, management announced that its action "reflected a decision by the unsecured crediton to request the company's liquidation." The Louisville closing followed the closing of the StrattonBaldwin division in New Orleans. La.. in mid-January.

Stanley Acquircs Bostitch

The Stanley Works is acquiring the Bostitch Division of Textron Inc. for approximately $193 million.

The sale, which is expected to close by the end of the first quarter, will help Stanley to develop both its professionaU industrial tools businesses and its consumer do-it-yourself business, according to Donald W. Davis, c.e.o. and chairman of The Stanley Works.

Agencies Merge

(Continued from page 38)

in respect to operations, funding, membership and services. Through its grading comminee RIS retains responsibility for complying with all regulations goveming the conduct and actions of ruleswriting agencies of the forest products industry.

Advertising Program

(Continued from page 4l)

ling themes, and end uses; radio scripts for 30 second and one minute spots for special event promotion; redwood product literature in informative, idea generating four colort Redwood Sales Success Reponer, a publication of success stories of promotions that rang up redwood sales and profis; a redwood properties and uses video tape, a fast moving 18 minute presentation.

Also included are redwood in-store displays, a traffic stopping, sales making LaHonda paneling unit; a redwood sales banner. which is a reusable. weather resistant headliner for a redwood event, and redwood product labels.

In summary, the priorities established through marketplace feedback have been translated into a dynamic redwood co. op promotion program with timely. ap propriate-to-market support elements professionally prepared to provide a highly effective competitive exposure for Simpson redwood at the local level.

New Southern Lumber DC

Soutlrern Lumber Co., Inc., will open a wholesale distribution warehouse in Jackson, Ms., this month.

The warehouse will be located in the Hood Industrial Park Complex, 2605 Livingston Rd. Ted Lowery will be manager of the facility, according to Ken Biggs. general sales manager of Southern Lumber.

A major producer of southern yellow pine, 22 ard 24 feet long, Southern Lumber Co. also operates sawmills in Crosby and Hermanville. Ms., along with a treating plant in Crosby. The mills and wholesale salesmen will also be le cated at the Livingston Rd. facility.

Keith Lanning and Diane Parodi, the general manager and secretary/ueasurer respectively of the CRA. have been ap pointed to fill the same positions with the RIS.

There continues to be a separation between the mills which are memben of the CRA and underwrite is industry promotion activities and the mills which subscribe to the grading services pro' vided by the RIS.

PHON€:601-833-1911

Desert Redwood.is no mirage

You know the problem.

Some redwood lumber is too green. Some is too dry.

Well, new Desert Redwood from Louisiana-Pacific is just right. It solves the problem once and for all.

New lnuisiarn-Pacific Desert Redwood is construction common or construction heart lumber that is hln dried rather than ffi:=q

Frli,$"ffi

lower moisture content.

Only after it's dried is it trimmed, planed and graded. Dimensions are true. Shrinkage is confrolled. Grading is right on.

Inuisiarn-Pacific Desert Red-

wood looks right, feels right,

works right. Even better, it's priced right. And another beautifrrl thing about L-P Desert Redwood is its weight. Unlike green redwood that weighs up to 2800 pounds per thousand board feet, Desert Redwood werghs about 1600 pourds per thousand.

You pay less freight to get it. You deliver more per truckload. Your retail customer can load it with ease.

Lnuisiarn-Pacific Desert Redwood construction cornmon and construction heart are available in 2" x 4" or 2" x6" dimensions in lengths to 20 feet.

Nobody else makes it. Just lnuisiarn-Pacific. Dscover the beauty of Inuisiana-Pacific Desert Redwoodtoday.

A personal guarantee.

When you buy an Americanmade Louisiarn-Pacifi c product like Desert Redwood, we expect you to expect the best. Not just quality. But a competitive pnce. A satisfactory business relationship. And service that leaves you completely satisfied.

The 12,000menandwomen of Louisiarn-Pacific join me in grving you our personal guarantee. We willperform. If we don't, let us know, please.

Sincerely,

Sunshine. And a cool breeze off the Pacific. Those are two of the tools Georgia-Pacific uses to S-dry Common and Rustic gades of redwood at our Ft. Bragg mill in northem Califomia.

But sometimes Mother Nature needs a linle help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heartgades.

Plus, were members of the Califomia Redwood Association and the Redwood Inspection Service. So our gade stamp is your assurance of quality from the people who know redwood best.

Our Ft. Bragg facility is a full-seMce Douglas Fir mill, too. And that means one call can get you two of the best products Georgia-Pacific-and Mother Nanrrehave to offer.

Call today: 707/9&-0281. For redwood quality you can build on.