Building Products Digest - March 1986

,ildinq Products

U.S. POSTAGE

PAID LOS ANGELES. CA

PERMIT NO. 37603

Serving the lumber V & home center markets in 13 Southern states

ComtOnUs.

A

Weyerhaeuser

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

strucftml panel buildine materials 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 competprices.

Not the l6west ilecessarily. because ofour commitrnent itive 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

\6urFirstChoice.

/

*A"

Building Products Digest 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

& home center Serving the lumber in 13 Southern states markets in

VOLUIIE 5, No. I

ltARcH 1986

Redwood Special lssue Go For The Gold In The Commercial Redwood Mirket 9 Promotional Tools Help Push Redwood Sales Higher 10 Store Personnel Must Know Redwood Finish Facts 12 Ways To Maintain Redwood In Perfect Condition 14 Nashville Distributor Enjoys Selling Redwood 15 Treater Appointed To Mississippi Forestry Board 37 Two Redwood Agencies Merge For More Efficiency 38 Ad Package Helps Redwood Wholesalers, Retailers 4l African Hardwood Comes In Many Unusual Colors 42

Belknap Closes After 146 Years In Hardware 46 Southern Lumber Opens New DC In Jackson, Ms. 46 Stanley Works Acquires Bostitch Tool Division 46

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.

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Calendar l8 Classified 43

Adveftisers Index

I

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Editorial 6 News Briefs 16 Home Center Merchant 19 Arkansas & Okla. 22

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Personals 2a New Products 30 Operating Opportunities 36 New Literature 40

Copyright O 1986, Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. Building Products Dgest assumes no liability for materials furnished to it.

yeari $36+wo years: $5o{hree years.

Foreigrr: one yeiu payable in advance in U.S. funds-4anada or Medco:

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BUILDING PRODUCTS DIGLST

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

ern srues.

Morc than 20 y@rc in Cdar & Redvtropd Gontainer and Piggyback Loading Gapabilities

\-$ 7 tto$ l\ 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.

SPECIFICATIONS BflUnll 6

I

6

18

108

6.1

12

24 30 36 42 48

288

16.2

180 216 504 480

10.1

10

6

12

6 12 10

14 16

olo

Minimum Unit Fuf l Cube = 1920

BF

o/o

-

12.2 28.4 27.O

1776

of Full Cube = W

100.0

. 92.50/o

1920

PRICING To obtain prices for PROoPAC call your authorized CedarProo representative listed below.

Elder Forest Products

Furman Lumber Co.

75 Center Circle Sulphur, LA 70663 (318) 625-8141

8191 Annapolis Junction

Rd.

L & L Lumber Co.

P. O. Box 3267 Annapolis Junction, MD 20701 Huntsville, AL 35810 (301) (205\ 533.9220

792.2234

Woodford Plywood Earl Raiford Lumber Co.

P. O. Box 2717 1731 31703 Ashville, NC 28802 (912) 883,4900 (704\ 253.5667 P. O. Box Albany, GA

Epperson Lumber Sales, Inc. P. O. Box 1559 Statesville, NC 28677 (704) 873.432r

Bullding Products Digest

B uildinq . Products Servrng the

& home center

markets in 13 Southern states

EDITORIAL

DAVID CUTLER gublisher

Can Fewer Do Morc For The ManY? long recognized the desirability of feurcr' stronger orf At E ARE pleased to be reporting in this issue ganizations to represent our interests. Yet' too often, 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

the ideal has been blocked by oversized egos' unques-

tioned 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.

ffiEDwooDFDNcEBoARDS Manufacturers of fence boards, posts and ralls, decliring and speclalty items. Our sawmtll

f""ititi." provide us with versatility in meeflng your customers needs' From tJre Forest to the Fcncc P.o. Box 248, Arcata' ca.95521 Russ

Brltt

(7071a22-L779

and reman

Bob Brltt

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?

800-824-45L4 In California 8OO-228-60 I 8

Building the best...since 1914 Utility Tiailer Manufacturing Company, P.O. Box 1299, City of Industry CAglZ4g @ 1986 Utility'Iiailer Manufacturing Company

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

Yoursource of qualq redrrood and Douglasfin we built the first dryI n 1889 processing. for kiln II This wasredwood 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 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 i

|

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 differ-

ent 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.

nl|||||||[r---

EtIl -ll rFbtytyI-- ;l

THE PACIFIC LUMBER COMPANY

PO. Box 7406 San Francisco,CA94l2O

415-771-476 421-30@

March 1986

Redwood attracts @mmercial contractor dollars

I b

IGHT commerical construction is 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 I.

better informed your sales force is, the happpier it will make the commercial

11

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.

p$$-

tilrl

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 con-

It

sidered preferred customers. 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

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

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.

Euilding Products Digest

10

Morc and better

sales tools

By L. Keith Lanning

the end-user is perhaps the most critical.

Executive Vice President & General Manager California Redwood Association

The counter salesperson in the lumber yard is in a position to offer advice. dis-

HERE HAVE never been more

opportunities available to redwood merchants 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

cuss 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

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.

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 or-

dering 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-

keting realities.

The correspondence course is not just for counter salespeople. Enrollment in

There is prdbably no bener background material for,anvone in the redwood bus-

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.

the last link between the salespenon and

California Redwood Association Materials

ground 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 mar-

the previous course included people from all elements of the distribution chain-mill$. wholesalen and retailers.

versatility than ever before with newer lines such as B grade, the knony rustic redwood sidings and air-seasoned garden grades.

way to gire anyone a thorough back-

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

redwood nnounted certificate on com-

Co. and Timber Realization Co. For

pletion of the course. Enrollment is

more information about these materials. contact: California Redwood Association, 591 Redwood Highway.

Suite 3100. Mill Valley. Ca.94941.

s100.

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

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.

March 1986

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

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

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

pieces of literature. Individual pieces

most any redwood-related question.

builders, do-it-yourselfers or homeowners, but they are all valuable for anyone involved in'the building process. Based

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,

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.

have target audiences of architects,

on decades of professional experience,

The Literature Library available from

Cffiethatshould

CRA literature is more than iust a sales tool-it is a reference libraryihat can be

be used by everyone selling redwood. In the last year, we have published 16 new

used daily by counter salespeople. In this library they'll find the answers to al-

CRA Ad Reprints Redwood merchants can buy reprints of the Califomia Redwood Associa-

tion 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 per-

sonalized presentation of redwood grades, properties and uses. A boxed

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 Califor-

addressing them in terms they understand. Selling redwood without taking advantage of these tools is like trying t5 build a deck without a hammer. -

Homes-Art in Architecture Siding Patterns and Applications Exterior Finishes Interior Finishes

Garden Literature Landscape Guide

Decks-Outdoor Rooms Deck Construction Fence Consffuction

nia Redwood Association.

Tips for Garden Projects

Architectural Literature Grades & Uses Properties & Uses

Deck Over Concrete 4x4 Planter

Architectural Guide

Construction Tipsheets 8xl0 Deck Garden Shelter

Building Products Digest

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.

A

NYONE who sells redwood needs

to know the answers to questions

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 red-

wood indoors and out. FortunatelY, there's an easy solution. The California

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, appli-

cations 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.

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

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.

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.

available in many "redwood" shades. The

light pi-ementation has a natural ap

pearance that many customen find appeal-

ing. 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

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.

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

Naturally. customers expect to receive redwood lumber in good condition. The best way for your store to earn a reputa-

tion 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-

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 cov-

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.

ered 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 impor-

tant 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

March 1986

15

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

the most durable woods on earth. It

expected."

When redwood lumber arrives there,

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

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

available.

Redwood builds satisfaction F YOU recommend redwood for a I job.

I 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, Lum-

berman'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, the initial 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 red-

wood. 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 spec-

ial 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

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.

catalogs.

Moore also uses other means of red-

wood promotion. For example, he recently worked to have redwood siding specified for a large condominium pro-

ject 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 applica-

tions. Redwood siding is used on homes, apartments and condominiums.

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.

Building Products Digest

16

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

uilsJ.r-$-tf$,t$.j.il:j!"xlr,j.lll$,{Tji.:iiJ:lfj,{t..{iltl:ir'r::itij.if.iili{

fF fi::r /a I L-a I L-- \'--\

D$trWS

wfs,st9.,$.$ill:sE*A*ti+ll$+iqsi.l,tF.'l.iF.

Lq[-Q'

neu kiln cornplex

.

illllli.i::i.itil;tllil;ll:ltiiliill:

Rmrr.sgl ltntber Co., Suffolk. Va.

(John C. Ramsel' Jr. and J. Carter 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 Col-

lese 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

.

Mot<:astle ltutber Gr.. llc.. has sold its building materials store in

Ramsey, osners). has been selected as the Small Business of the Year bY the Suftblk Clhamber of Commerce.

Isunlrcr & Hurdrore Co., N'{orris.

Ok.. recentlv celebrated its 25th an-

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

Providence Forge. Va., and will liquidate its Newport News facility if it is not sold by tall . . . Revtolcls

75143 . . .

niversary .

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 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 Planta-

tion. FI....

Clnttancnsl Hcnrlv'are, Chat-

tanooga, 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. . '

paneling shed. . .

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. . . .

Pltillips bunber Co., Libert,v. Ky.. has 5700.000 plus darnage in its sau-

mill as a result of afire. . Asus-

pect 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 .

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

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 . . . .

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 .

March 1986

't7

TilJEIUSHERS trcIREsT trRctEIUCTg'

tTM:I IV|IR'ICIR

LUMBEB AND PLYWOOD SALES OFFICE 4OOO KFUSE WAY PLACE, I.AKE OSWEGO. OR. 97034

[503] 248-0464 TWX 503 910464-8083 Outside Oregon call toll free 8OO-547-6633

Green Douglos Fir

Kiln Dried l{emlock

Dimension lumber, studs, post & beams, plank, timbers to 4O'. Unitized and paper wnapped.

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

Some of our Specialtiee: o Mixed specified loadings r Long dimension o #1 & betten cuttings . cross & transmission arms

Csll toll free (tOOl ,h7-6633

su$[e+-sGE\rfsE

A

4'EAT,

ffi:

Building Prcducts Digest

O'iS$.

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

1{6-tnut'o

Mtional L,umber & Building Matetial Dealers Association -

March 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 & re-

fosc." -

/--=--

-.r.1 vor\ofl , heOUItr"'^, nOO€'

*;;;:;;ry ;;'-sht'sbt-$$i;;

modeling seminar. Naples. Fl. Canada/Wood 't6 - March A-2-3, exposition. Palais des Congres.

Montreal. Quebec. Canada.

l.{ational t umber & Building Mate+iel thales Associrtitn Mardr 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 Association Mardr 2426, annual meeting. Hyan Regency Hotel. Atlanta.

Ga.

Southern Cyprrss Manuhcturtrs a$ocadon - Mardt 25, annual meeting. Hyan Regency Hotel. Atlanta. Ga.

APRIL Southern hrrst hoducts Associati<n-April l. treated southem

DUTE GIIY

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.

P.O. Box 25807 Albuquergue, New Mexico 871

MANUFACTURERS OF LUMBER Ponderosa Pine / Douglas Fir White Fir / Engelmann Spruce Southern Yellow Pine / Aspen

PATTERNS Channel Rustic and other WWPA Standard Patterns our specialty

WHOLESALERS OF LUMBER

J

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<n - APril 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 Jackson. Ms.

Cedar /Hemlock

Fir / Larch

- April 9, rctail seminar,

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 Association -

AFil l6lE,

spring meeting, Omni Hotel, Norfolk, Va. April 18-20, annual convenLumbermen's Association of Tbxas tion. San Antonio Convention Center, San Antonio, Tx.

-

March 1986

19

store (they'd better be competitively priced).

Home Center Merchant

But retailers must now merchandise

BILL FISHMAN Bill Fishman & Affiliates 11650 lberia Place San Diego' Ca' 92128 tractor groups were willing to pay a fair price for quality. They also appreciated full service and preferred shopping in nice sur-

?HE NATIONAL Retailing Institute* I has completed a series of Focus

roundings 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!

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 (con-

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

tractors and installers) were close to target.

The chain buyers were unrealistically low.

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

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.

Red\ood aal

DECIfiNG FENCING

JT',S A NATURAL FOR

[Isf

30' HANDSPLIT PRODUCTS TIMBERS to

a On Site Milins

a Custom Patterns

i

CLEARS

LAIH

o Specified Tallies o Rail & Truck Shipments

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

i ,

tr'ir

Outstanding ln-Store Traffic Builder

ldea-Generating Product Literature

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.

lnformative, highly f unctlonal fout color product literature effectivell

promotes redwood sales actlon.

Manufacturels discount also ae coded on allGalifomla Redwood Association iterature.

I

TV Slide Spot Featuring Redwood Plans Book A set of eight 35mm slides corn

Handy How-To Guide to Redwood Coop Promotion

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.

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

'

Shpson I iNE TUUD$fiIfi

.e#

I

Banner a Redwood Sales Event

CRA Redwood Properties and Uses on Video Cassette Redwood Ad spartment in an Envelope

I

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.

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

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

Redwood ldentity Sells at Point of Purchase Affix these bright, colorful pressure sensitive labels to redwood stock in stand-up bins to un-

-----,!F__ t-aF ilDffiHE

mistakably 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

eporting ales Successes

Traff ic Stopping, Sales

dwood Sales Success Reporter

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.

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

Making Paneling Display

5impson The Redwood People

Building Products Digpst

22

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

Mid-Amerlca Lumbermens Association

4510 Bellwtw Ave., Kansas City, Mo. 64lll (El6) 93r.2102

ARKANSAS a OKLAHOMA

mrAtsts

tltsls

f,mrsrr 3gtur 0n lHotl

qecudw vicc prestdent

nfUeu-Y every Arkansas and lf U Oklahoma lumber dealer is now aware

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 cur-

of the extemely hard seller's market in the

rent hard market has turned into both a

property/casualty insurance field. 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

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.

$90,000. or an umbrella premium that in-

phenomena are occurring:

Although the problem has not been

Within this hard marketplace. four

went from under $10.000 to more than

(l) significantll'

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 our industry'. but. totall) unjustified nevertheless. we are no\tr'having to pa1'for evenone else's poor claim experience and the insurance industries' poor underuriting judgment.

in

Lumbermen's Assoclatlon of Texas P.O. ad 5516, Aurdn, Tr.7E763 (tr2) a72'rl9a

The challenge facing most lumber dealers

todal is hou to cope uith these conditions. given the harsh realities of a marltet r.r'here

TOPICS

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

JOE BUTLER, SR. executlve vlce preeldent

Ir I

EXANS are making plans to altend the

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

find Companl B which *ill reneu at last

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.

lear's price."

What can 1ou do'.t We suggest that cooper-

ation 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

DIXIE

FOREST PRODUCTS P.O. Box 667 Philadelphia, lvls. r9rr0

(ffil647.6614 (6oD 6r64{rE4

March 1986

23

to get insurance at any price from reputable insurers. "Marginal" insurers might be will-

Oklahoma Lumbermen's Assoclation

ing to provide coverage, but we hardly need elaborate on what this could mean to your

6161 N. May Ave., Ohlahoma Ctry, Ok. Zgft2 (40S) t4{r.l?71

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

NOTES

OKLAHOMA GAYLON STACY

any omissions with suspicion. The same

executive vlce precldent

holds true for claims. They need information in a timely fashion to allow for the increased

time necessary for processing insurance

McClain Building Center, McAlester (Dist.

ARRY Smith. Billingslea Lumber Co..

Lawton, was installed as the 39th president of the Oklahoma Lumbermen's Association during ceremonies in Oklahoma City.

I ts

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

M.J. "Mun" trwis, OLA President in 1975,

analysis. Some of the alternatives include

did the honors.

Smith, a longtime member of the OLA,

of consequences which require complete

"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 af-

fected 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!

Co., Grove (Dist. 2); and Don McClain,

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

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

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

r PROUItlES ULTBAVIOLET PR(|TECTI(Il{

r MtcR0P(lB(lus Ftl{tsH AND SEALEB

Pmff/ffililEr E0/,tttES iltE 360 LAKE MENDOCINO DRIVE. UKIAH. CALIFORNIA 95482 F(lR FURTHEB I1{F(lBMATI(lI{:

In California 800 468-8817 Continental U.S. 800 468-8820

Building Products Dagest

26

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.

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.

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

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.

"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 found-

ation. exterior slrcll tluough the finished

millwork. accprding to Billy Thompson, 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 meetings. Monday. April 7.

of

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 in Paducah: April 2. l-ouisville and April 3.

I

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.

OUALITY

. . . fFom the Land of the lUtuaio Superion Products at Competitive hices THOROUGHLY KILN DRIED PONOEHOSA PINE LUMBER. MOULDING AND MILLWOR(.

NAVAPAK HANDI{UT REMANUFACTURED PHOOUCTS, CUT STOCK AND HOME CENTER BOAFDS. DIRECT SALES OFHCE: JOE SHIPMAN, MITCH EOONE

[50,51777-2291

NA\ZAJO PINE FROM SUSTAINED YIELD

FORESTS

NAVAJO FOREST PRODUCTS INDUSTRIES P.O. Box 1280 Navajo, Nevrr Mexico 8732A 1505)777-2211 An Ent€rprise of the Nsvsio Tdbs

II G. B U I t D T T G. N A T E R I A L S 0st0sE' [11 YIU ffTII I|| KT|IU lE0uI Pnt$sum ilIlillt tu0lt.

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.

Oso*ois

a retittered rrademark

of Osmo* Wood preseRint Co. of Ameri(a, Inc

BUILDING MATERIALS

l -800-292-7738

t-st2-6234770

227 New Laredo Highway o San Antonio, Texas 78211

(fexas I N-IYATS)

Building Products Digest

28

Rqv T Hoke, Sr.. owner. Roy T. Hoke

PERS NALS

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 person-

nel and offioe mgr. for General Hardware

Co.. Greenslboro. N.C.

T, Marslull Hahn, Jr.. chairman and c.e.o.. Georgia-Pacific Corp.. has been

John Greeter, pres., Greeter Building Center, Monteagle. Tn.. has been ap-

Edwin L. Undernood has been promoted to south cental regional mgr.. field services

pointed by Gov. Lamar Alexander to serve on the State Board of Appeals for

div.. American Plywood Association.

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.

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 As-

sociations.

Glenn W. Wilson is the new senior v.p.. gyp

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 honor-

Corp.. Atlanta. Ga. Donald L. Glass is now v.p.. roofing div.

ary 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

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

Roy Johnson.,Roy Johnson Lumber Co..

Hennessey. Ok.. has been named Citizen of the Year by the Hennessey Chamber of Commerce.

sum and roofing div.. Georgia-Pacific

the paper.

COLON CEDAR MANUFACTURE and DISTRIBUTIION

WESTERN RED CEDAR Bevel .CHANNELSoT & G PnrueLNG. SpEctALTyPATTERNS Kn-ru Dneo a Gneeru o CLEAR a Kruorrr Gnnoes

ENo Cnp Bulpues . PoLywRAp o Mxeo PreevencK VANS & TRUoKS Call us for your nearest wholesale distributor (206) 872-7279 National and International Sales 7800 South 206th Street, P.O. Box 1449, Kent, Washington 98031

Aqrd

March 1986

29

Thomas J. Hughes IlI, pres., Hughes

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. Ed-

ward 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

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!

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 Colum-

bia 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.

Mungus-Fungus Forest Products,

at

Climax, Nv., according to Hugh Mungus and Fteddy Fhngus.

Security Commission.

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

Blrilding PrcducG Digest

30 i!F.s."

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.

AToughCdsement

A vinyl ctrsement replacement window with aluminum reinforced frames has bden introduced by Metal Automated Shading

A seven-day programmable timer

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

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.

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.

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.

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.

March 1986

31

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

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.

Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

range, a built-in stand, a removable

number so we can process your

The gun features a dual heat

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

For more information on New Products write Building Products Please mention issue date and page 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.

other applications.

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

jJn

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.

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.

Convertible Ladder A lightweight aluminum stepladder from Disstim Corp. converts from three to six feet with a patented center hinge.

The Stepmax stepladder has ta-

pered 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 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

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.

Building Products Digest

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

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 Jonquil is 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.

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. Us-

ing 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, multi-

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.

purpose 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.

March 1986

33

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

:,d

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

.

*r,

i* -hi' .i_

speed the scoring.

Power Line Control Four new power distribution

DrywallTape Self adhesive fiberglass joint tape designed for taping and patching

drywall and plaster surfaces is

wallcoverings has been introduced

by William Zinsser & Co. Paper Tiger features saw-tooth discs whose unique cutting action

tUhen Vou uont the highest

available from Hyde Tools.

Because it

is made of 10090

fiberglass, the tape stops persistent cracks and eliminates ioint blistering.

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 con-

trolled by manual, lighted switches and one master switch for all six. The seventh is for constant use and never needs to be turned off.

Highcst Ouolity Possible ot Competitivc Pricing

:;:ii:r," in

*r*j #*rcco., cuRT FCnN tUfnBcR

P.O. Box 900, Glenu-rood, Rr. 71943 o P.O. Bor 9, Amitu, Ar.71921r

lNc.

llrkonsos lt RTs l-(800) 482-2352 Notionot tuRTs t-(800) 232-2326 RltL HRRDING . LINDR PRIDDY o ROSS RRSSIhUSS€N

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 RI.UPB quolity mork on oll our treoted moteriol.

Building Products Digest

34

4'x 8' Lattice Panels ffi

;"--i

#'

A\AIIABLE IN

ffi

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. +

I-

z--1

-

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

Patent Pendinq.

/ 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. a beautifrrl proftrt that is made of durable riveted construction.

r/

r/ a natuxal for the do-it-pursetfer

market as well as the builder and remodeler. / Fanels are shipped palletized with cardboard covers.

Manufactured by PVM Redwood, PO. Box 182 Arcata, Ca. 95521

vgn 822418

March 1986

35

Light Guard

the appearance of stucco without

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

changing its character.

The material can be sprayed over large surfaces, and brushed or rolled in areas where spraying is difficult.

ffi

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.

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.

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

all teoolALL-woclD Gustotrr Gut Gedan Tirnbens Stonage and Feloading Facilities

Distnibution Yand To Dealens Only

PqF rl-=iell-lJjvlE-l= P.O. Box 725, Forft Worch, Texes 7A191

atNcE 1945

eGDIAIV 332-7481

Buildlng Prcducts Dlgpst (2) Open Hours: Daily and weekends.

(3) !ftatjfplEred_&f_q4!: The product

OPERANNG OPPORTUNITIES

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 fix-

ture - we are the headquarters for this kind of item. etc.)

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-

(4) How are sales transacted: How many ways can the customer pay? will it be deliv-

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.

ered? Do they install. maintain and./or guanmtee (wamnry).

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

(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.

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

(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 in-

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

vite people to a party passively helps to change buying habis.

categories.

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

If

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

Northern Whib Pine Boalds lhs lllll0

HUGE SELECT|oil

ca]|$ ulth |||0

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

il0 PR0r[$!

and dressed.

-

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

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.

€*n '-;-,::.,,

d4

Ayailable in l6 matching wood colots and white.

BEVERTY MANUFACTURING C()MPANY 9118 S. Main Street.Los Angeles, Calif.90003, P.0. Box 73233 Manufacturers of Famowood. Famoglare, Famosolvent 0istributot and Deal.r Inquiri€s Invitld

TWO TILLS OFFER YOU PROTPT DELIYERY.

oRDER pAnriru, FULLOR MIXED TRUCKLOADS.

ALL Snlimerrs PAPER WRAPPED.

_since 1go2_

The R.T. Jones lumber Go., Inc. North Tonawanda, N.Y. 14120 Lake George, N.Y. 12845 Phone TOLL-FREE 800- 833-1200

ln N.Y. State CALL COLLECT 716-694-4200

March 1986

37

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 5impso Selea 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

Treater On Forcstry Board Bobby L. Green, president of Marion Pressure Tieating Co., Marion, La., has been appointed to the Louisiana Fores-

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.

try 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.

T,RODUCT SALE-5 CO. 2202 N. Pacific (P.O. Box 5310) Orange, California 92667 (714) 998.8680 or (213) 687.3782

Distribution Yard: 113 E. Goetz Ave., Santa Ana, Ca.

Building Products Dig€st

38

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 ap-

proval. Approval was received in December.

Under the merger agrcement, the Red-

wood 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

tlfood Proteetion Co. Should Be Your First Cltoice For C)slmo* Brand Presstre Treated ll./opd ProducE. C}IECI{ OUT OUR TARGE SEI"ECTIOil OF:

V #1and #22" Dimension V #2Lx4and1x6545 V #24n4and4x6545 V Rough 6 x6 and 8 x8 Timbers V Flameproof Lumber and Plytlood

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.

a

Co.

5151S.LOOP EAST P.O.BOX 33376 HOUSTON. TEXAS 77033

Call: 713-733-7421 or 1-800-392-5670 (Texas IN-WATS)

-=Co-= PFIclclE!r[-

Arcata Redwood Co. Carlona Lumber Co. Combs Lumber Co. Dalerio's Pallet Shook Co.

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.

BuiHing Products Digest

40 i:iii::iiii;iiiiiiij:ii+iii;ifjii;:'rririir:ij:i;iiii::ii;::iii:tijiii:ii::::i:::::i:iii::ii:r::ii:;:::i::::::i::::ii:::::i:::::iiii:::::i

i::::::+|il:':i:::ii:i:::li:ii:::iliii:1ii'i:iilliiiiliii1iiii;:iiiii;iiii|iiii|!;}!.!i'iii.iii.i.i:...ni:;ii.i.iii;::i'i....ii,.i..i..!''

NEW LITERATURE Redwood On The Inside

Redwood Marketing News

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.

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!

"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.

Clean Air Act

Remodeling Price List "Repair & Remodeling Cost Data 1986,"

the 475-p. 7th ed.. is M2.95 from R.S.

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

Ct. 06475.

Means Co.. Inc., 123 Construction Plaza.

Kingston, Ma. 02364.

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.

Beam Me Up, Scotty Duel Of The Doors A i2-p. booklet comparing gliding patio doors to swinging French doors is free from Andersen Corp., Bayport. Mn. 55003.

"Glulam Beams." an 8-p. brochure. is free

from the American Institute of llmber Construction. 333 W. Hampden Ave.. Englewood. Co. 80110.

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.

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

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

08r09

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.

Dim Watted

Ad On Tools A power tool ad planning kit is free from AEG PowerTool Corp., I Winnenden Rd.,

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

Norwich. Ct. 06360.

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.

Nail File 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.

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

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@.

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

"Using Gypsum Board for Walls and Ceil-

ings." a 4O-p. manual, is free for single

The Ultimate HowTo

copies or $1.50 each for bulk orders from the Gypsum Association, 1603 Orrington Ave.,

is $11.95 from Garden Way Publishing,

Evanston. n. 60201.

Schoolhouse Rd.. Pownal. Vt. 05261.

"Build Your Own [,ow{ost [.og Home"

March 1986

Coop advertising can sell morc rcdwood

PLAY IT SMART

with...

By Greg Lambert Redwood Marketing Manager Simpson Timber Co.

o

FFER CO-OP Make it timely.

Make it appropriate to our mar-

ket.

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 be-

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 in-

timate 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)

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

tween manufacturer, distributor, and

molten zinc to insure a thick, unitorm

dealer. The grass roots programs are orchestrated through the wholesale dis-

coating that protects the nails from prematurely rusting and spoiling treated wood structures.

tributor, 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

These slim shank, high qualily nails have the kind of zinc-coating recommended by producers of wood preservative chemicals. So play it smart for "PTU' wood, use Maze Storm-

-guard "PTIJ'Nails!

WRITE FOR LITERATURE

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

Building Products Digest

42

31ST IN A SERIES ON HARDWOODS

Some sell shedua on schedule

f FRICA is the home of numerrous exotic hardwoods including shedua, a dark wood found 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

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 ordinari-

l.v easy' to *'ork. Quarter-sa*n sur-

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 tex-

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

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

fishing rods and other custom sports equipment.

Shedua sells rrell in squares. Re-

ture moderately coarse. When fresh, the wood has a strong smell which disappears in the drying. The wood weighs about four pounds per foot

tailers 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.

when dried.

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

Call South Bay Foresl Products 2200 No. Glassell, Orange, Ca.92667 (714) 637-53s0 (213) 8607791

manulacturer specializing in westem specialty soltwoods

FINISH PATTERNS SIDINGS BOARDS DIMENSION TIMBERS DECKING PINE PATTERNS SPECIAL MOULDINGS SPRUCE CUT

STOCK

&

INDUSTRIAL MOULDINGS & MILLWORK Wholesale only

March 1986

43

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.

Advertising DISTRIBUTORS Manufacturer of screen frames and screen components looking for wholesale distributors nationally. Minimum investment in inventory of has tremendous sales potential $10,0m.00

-

whilecomplementing your edsting product lines.

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

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.

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.

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.

33583.

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.

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 expedit-

ing shack. Contact Affiliated Building Centers, Inc., 916 Walnut St., PO. Box 13527, Kansas ciry, Mo. 64199. (816) 474-8290.

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.

Place your ad now!

Classified Rates

Call (7t4) 852-1990

Twenty-five (25) words for $19.

SERVICE a

Dependable service since 1946.

'S

OUR BUS"UESS.

a Lumber and wood products between all points

in the U.S.A.

. General commodities between points in N.C. and the U.S.A., except Hawaii and Alaska. o Flat trailers and vans.

Phone: (919) 984-2311 . lntrastate WATS 1 (800) 672-7238. Interstate WATS 1 (800) 33+7249

G.G. PARSONS TRUcKING co.

G.G. Parsons - President

Home Office: P.O. Box 1085 North Wilkesboro. N.C. 28659

u

Building Products Digest

Many buyers arc pesold on redwood are as beautiful and renatile as redwood exterioru. Unlike simulated wood or

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

ENVIR0I{MENTALLY compatible redwood seems at home in a wooded area or citv sub-

urb. The dunability of the wood as well as the attractive appearance makes it a popular choice

with home owners and builders alike.

RE-SOLD is the term many redwood dealers apply to the product, meaning that many customers are

already convinced that the beauty,

composite paneling products. redwood has a natural beautl and elegance.

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

March 1986

45

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 promo-

tion 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.

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 poten-

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.

tial than many other woods. For the Architects, remodelers and homeown-

lumber dealer, redwood's beaury, reputa-

ers find redwood exceptionally responsive to a variety of designs, from the

tion 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.<-

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

KILN DRIED, AIR DRIED,

Channel Bustic

--?l'-R center Malch-s2s-EV1S

GREEN

.'N

BOARDS:

Tongue & Groove 1x2

thru 1x_1.2 STD & BTR-

SIS2E

-?f--f

crnil-rtrt -sls-rvts

DIMENSION:

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

2x4 thru 2xl2 STD & BTR-

2 & BTR-S4S or ROUGH

TIMBERS:

-T--lS4S

4x4 thru 6x8 STD & BTR2 & BTR-S4S or ROUGH PATTERNS: (WCLBI

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

boaros ---:---:--

sELEclrrcHT KNor srD & BTR P

DEPEND ON QUALITY

o Box

-*rffrl

?"1'3il?,8d;rwfitr\?

Generat Offices l5}3l 874-2251

Building Products Dig€st

46

Belknap Closes After 146Years Belknap Inc., the 146year old Louis-

ville, Ky., independent hardware dis-

Advertising Program

New Southern Lumber DC

(Continued from page 4l)

a wholesale distribution warehouse in

tributor, 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

ling themes, and end uses; radio scripts for 30 second and one minute spots for special event promotion; redwood prod-

uct literature in informative, idea

generating four colort Redwood Sales Success Reponer, a publication of suc-

cess stories of promotions that rang up

Soutlrern Lumber Co., Inc., will open Jackson, Ms., this month.

The warehouse will be located in the Hood Industrial Park Complex, 2605 Livingston Rd. Ted Lowery will be man-

ager 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

redwood sales and profis; a redwood properties and uses video tape, a fast

Lumber Co. also operates sawmills in

moving 18 minute presentation.

Also included are redwood in-store displays, a traffic stopping, sales mak-

with a treating plant in Crosby. The mills

ing 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

to Donald W. Davis, c.e.o. and chair-

highly effective competitive exposure

man of The Stanley Works.

for Simpson redwood at the local level.

Crosby and Hermanville. Ms., along and wholesale salesmen will also be le cated at the Livingston Rd. facility.

lifi:lliliiliiii.i.il,irii

I

..

)

s Advertrser rl lnoex

\

Bean l,umber Co.. Curt ....................... 33

nerrr[' l"tanr&t{lring Co. .......,........... 35 6 Brin Lunber Co. ............... hchanan llardwods. Inc. ................... 32

C & D l,umber Co. ............................. .15 ......., 29 Cascade S$ds. lnc.

Cole & Assriales, Inc.. John T ............ ,O

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.

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.

FOR MORE INFORMATION CONTACT: TERBY MURPHY TREATED AND WHITE LUMEER SALES MANAGER

P.O. AOX 536

BROOKHAVEN. MS 39601 PHON€:601-833-1911

Cobnid Cdar ................................... 2t ......... 46 Cdumh$ f,umber Ihtdine Corp. .................................... 39 Dean LumberCo. ............................... l7 Dixh forcst lboducts DMK-hcific

...... 22

................. 45 Dula Citv Lmrber Co. ........................ lt G€rgia-hcilic Corp. ................... Cov. I!' Jmes Lurnber Co., R.T ....................... 36 Jordan Reftmod tumbcr Co., Ire Rry ... 23 Cov. Itr l,ouiiana hcilic ...........

Marin Prtscure ftdbg ..................... ,13

Martin fsrst Industrhs ....................... 19 Maze

ltaik

.................... 4l

MG hriHing lUrrerieb ........................ 27

Itrrison Servks. Inc. ........................ 13 Nsrqio f!.rs Products Indusrries ........... 26 hcific l,umber Co. ..............

P & M Cedrr

E

lhoducts

5

hrsons ffuOCng Co., G.G. .................. ,A Frubel lmber Co. ............................. 35

MAilUFACTURERS A}IO TREATEBS OF OUALITY SOUT}IERII PIIIE . TREATMENTS AVAILABLE .25. 30. .40 ANO DRI.CON . KILN DRIED AFTEB TREATMENT AVAILABLE

. ALL LUMBER lS AG€NCY INSP€CTED ANO GRAOE MARKED

. LOADING TRUCKS ANO CARS ON I.C.G- RAILROAD GUABANTEEDFOR 3() YEARS

E FrcClit" Fire Retardant Treated Wood

Ferfrrmance ColiDgs ...................... 2+25 ....... 4, 37 hoduct Sahs Co. l7 .................... hrHishers hrcst Pr,oducts PVM Rdsood Co. .............................. 34

lt tA

Quinautt Shingfe & lmber .................. ....

SimFon Timber

Co.

Sotr0r Bry hl€sl Pboducfs Co. .............. 42

Utilitv TFailer Dtan6cturing WSerhaeuser

7

Co. ............,.. Cov. I, Cov. tr

Winton Sales Co.

.......,....,.

3

Wood Protection Co. ............................ 38

&lp ^,,o"r"-Prctricor *, t* toryw

;i

:;;,4r

.i

Desert Redwood.is no mirage

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

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

Frli,$"ffi

thousand.

You pay less freight to get it.

You deliver more per truckload.

Your retail customer can load it

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.

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-

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.

Calltoday. Louisiana-Pacif ic National Redwood Sales, Samoa, California, (707\ 443-7511

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,

d//*1rha ^4 Chairman and President

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.

On Our Name is a Fademark of ceorgia-Pacific comoration. copyright 1986 c@rBE-Pacific corpoEtion. AII RiShc Rerwd.

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.

fu{ERICABUTT-,DS

OwOUnNAME" Georgia.hcific A@