Building Products Digest - March 1988

Gene Skrivan Dave Duncan

Gary Moe Bob Steele

Publbhcr David Cutler

Edltor Juanita Lovret

Asrlrtrnl Edltor David Koenig

Contrlbutlnj Edltors

Dwight Curran o Cagc McKinney

Arl Dlrcclor Martha Emery

Sirff Arllst John Szalay

Clrcuhllon Lynnette A. Perkins

Building Products Digest is published monthly at 4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by Cutler Publishing. Inc.

ADVERTISING OFFICES

Advertising rates upon request. lirom all states east of the Rocky l\lountains: ('ontact Jean Wa8,goner (iogerty, national sales manager. lrrom Arizona, Nevuda and California: Contact l)avid (iutler. Iloth may be reached at (714) 852-1990 or by writinS, 45()0 ('ampus l)r,. Suite 480, Newport Beach, (la. 92660.

lrrom Washington St0te, Oregon, ldaho, Wyoming, Nlonlana, lJtah. Colorado, Northern ('alifornia and ('anada: (lontact ('arole llolm at (206) 774-3773 or 21819 77th Place west. F.dmonds. Wa. 98020.

SUBSCRIPTIONS

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BUILDTNG PRODUCTS DIGEST is cn independenr lyaned publ ication fi;r the renil, vholesale and distibution lewls of the lumber utd hornc cener rtnrkets in 13 &tithem snres.

YI

When all else falls, ask grandpa

WANTED: F.xperienced. dependable employees who will be satisfied with their jobs and be stable participants in the workplace.

llt E'VE all seen classified ads similar to the lU one above. We're likely to be seeing even more of them as the baby boom generation ages and employers find it increasingly difl'icult to hire capable help.

l.'ortunately, there is a large pool of available workers who fit the above description. Yet, amazingly enough, too often this valuable source - the retirees of America - has been overlooked by employers.

One of the effects of the (iraying of America is that as the U.S. average age rises to ever higher levels, large numbers of retired men and women who want to work comprise a national resource that is woefully under utilized.

National Council on the Aging, older workers are absent less often, have fewer workplace accidents, tend to be more satisfied with their jobs and are more loyal to employers than younger workers. An American Association of Retired Persons pollfound that 3606 of retirees responding indicated that they would rather be working. Of those 55 years old and still employed, a remarkable 740h said they would prefer to stay on the job, even when retirement was financially possible.

The traditional image of the retired as doddering old people sleeping away the day on the porch no longer jibes with reality. Today's retired are healthier, more active and far more physically fit than ever before. And they want to work.

E,mployers fed up with rapid employee turn over and lax attitudes will be doing themselves a favor to consider filling that next job with an older worker. I0lJilrrnilfi||ttiluflfiilfilill

A strong case can be made for the values that the seniors bring to a company. According to the

WE CAN NANDLE IT

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New Direction For Westlake

Westlake Hardware has increased the merchandising assortment at the 2l Lindsley Home Decorating Centers which it acquired in Florida from 15,000 to 33,000 items, combining hardware with the home improvement merchandise.

A store just opened in Pembroke Pines is the first of 10 new stores planned before fall. "We will concentrate our growth first in Broward and Palm Beach counties," said Thomas A. Seifert, president of Westlake Hardware's Florida division based in Miami Lakes.

So far about $l million has been spent on remerchandising and refurbishing. The Dania distribution center will be moved to a larger site in North Dade. Seifert said they plan to open between 50 and 70 new stores in the next two years.

Lowes' Home Plan Service

Lowes stores are now offering customers home plan design portfolios which may be customized to meet special needs. In addition, they have developed a building material

list for each design, pre-priced with a single total cost which is in effect for 90 days.

Thirty one home plans are available.

How to Sell Roofing

National Roofing Week, May 715, will involve all sectors of this industry.

Promotional tools for dealers include a poster, buttons, envelope stuffers, advertising slicks, logo sheets, counter cards and editorial material. It's free from ARMA, c/o Sumner Rider & Associates, 355 Lexington Ave., New York, N.Y. l00l 7.

Bath ls Top D-l-Y Proiect

Single family homeowners spent $13 billion on materials used to remodel, renovate and maintain their homes in 1986, $10.3 billion of which they installed themselves, reports a FIND/SVP study.

The d-i-y market has been growing at a 60/o rate during the mid1980s, expected to increase gradually to 7o/o by 1991.

In 1986, the most active d-i-y areas were remodeling, painting and plumbing, categories amounting to more than 230/o of total d-i-y expenditures. The most common major d-i-y project was renovating a bathroom, with five million such projects undertaken in 1985.

Over the last 20 years, traditional outlets for d-i-y materials have lost ground to home centers. Yet the study concludes that the larger warehouse home centers are floundering, having not pushed out the independent hardware stores and competing only against each other.

Home Depot Selects S.C. Sites

Home Depot will enter the Greenville, S.C., market this spring utilizing a warehouse store formerly occupied by Supersaver on Woodruff Rd.

Spartanburg, S.C., is under consideration for a store which would be a companion to the Greenville store. A search is underway for an 80.000 sq. ft. store building, according to Bill Harris, Home Depot's senior vice president for real estate.

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Building Materials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The

* C.B.S. is dealer owned Ploce To Go To Buy Low"*

* C.B.S. has a state-of-the-art internal commun-

* As you buy more the cost to belong goes down- ication system with participating members -nor up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept.

r C.B.S. has a program with the Blue Grass Tool Company

Central Builders Supplies Company

215 Broadus Street Sturgis, Michigan 49091

Phone: (616) 651- 1455

*C.B.S. was featured in the February, 1987 edition

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate

Headquarter.s.[or the Allied Building Centers

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Redwood can be your key to diversification

T HE WATCHWORD in building

I material sales for the next few years may be "diversification." With housing starts dropping from 1.65 million a year to 1.5 million starts, lumber wholesalers and retailers need to find other markets to help fill out their sales.

There are other reasons why diversification makes sense. A wellbalanced customer mix will help building material dealers avoid the inevitable ups and downs of any single market. Redwood is one lumber product which satisfies the demands of a variety of customers and several different markets.

Redwood is, of course, always in demand for the traditional construction markets. Redwood siding is used for residential and low-rise commercial construction. There are several options with redwood siding from the top-of-the-line clear all heart grade to the more economical knotty rustic redwood sidings. Redwood interior paneling also has both residential and commercial uses.

In addition to new construction, redwood siding and interior paneling are particularly popular for remodeling and renovation. Redwood is often used in kitchen and bath renovationsthe two rooms most often remodeled. In commercial applications, the warmth of redwood interior paneling is used in banks and offices. Retail businesses in shopping malls often dress up their storefronts with redwood paneling and redwood signage.

Want More Redwood Information?

If you want more information about redwood, you can contact the California Redwood Association, 591 Redwood Highway No. 3100, Mill Valley, Ca. 94941. (415) 381-1304.

For the do-it-yourselfer, redwood is the first choice when it comes to decks, fences and other landscape projects. The properties of redwood are well known, as they have been advertised and publicized in magazines and newspapers coast-to-coast.

These traditional redwood markets have plenty of diversity in them. The remodeling and renovation markets help to balance the new construction markets. In the past decade, the growth of do-it-yourself trade has helped to balance the fluctuations of the professional builder trade. In addition to these traditional redwood markets, there is another area that many merchants may be

overlookingthe manufacturing trade.

There are a great number of products manufactured from redwood. Many represent significant markets in themselves. Redwood is used for outdoor furniture, surrounds for spas, landscape lighting, signage, benches and stadium seats, planters, window sills and sashes, architectural columns, shelves for barbecues and tubs for ice cream makers. By developing manufacturing customers, lumber merchants can develop steady customers who are independent of the construction market.

Story at a Glance

Ways to use redwood to build a diversified market base .. how to attract commercial, remodeling, do-it-yourself, industrial customers with the versatile qualities of redwood.

Few redwood dealers will capture trade in all of these markets, but a redwood inventory will give them the opportunity to sell to a wide range of customers. Those looking for products that will enable them to sell to diverse markets will do well to take a look at the possibilities with redwood.

FIISPLAYS that customers can l/see and touch speak eloquently about redwood's color. texture. grain and other unique characteristics.

Displays can show and sell just about anything including siding patterns, fencing patterns, finish choices and the recommended techniques for building a deck. A welldesigned display shows several options at once and helps to sell related products such as hardware and finishes.

Displays show the real product in a simulation of the end use. The real thing has a greater impact than photographs in a catalog and more sales appeal than stacks of lumber. Here's a good case example. One of Pacific Lumber Co.'s redwood wholesaler customers increased his sales of knotty rustic redwood siding through the use of a display. The triangular display shows three different siding patterns in addition to holding related product literature. Dick Evans, vice president of industrial marketing, explained that North Santiam Lumber Co. of Ohio has its field sales staff use the rustic siding display when calling on retail customers. "The salesmen bring the display in and set it on the desk. While they use it to sell the product, they explain that the customer can keep the display if they place a rustic siding order."

Story at a Glance

Suggestions for displays that attract customers and sell redwood tips on building your own, using proven ideas.

edwood displays you can build

Dlsplay Bulldlng Tlpe

Christopher (irover, promotion manager of the Califiornia Redwood Association, makes the following recommendations for designing and building displays:

o ldentify your promotional goal and your target audience: i.e., Are you selling siding to builders or decks to do-it-yourselfers?

. Use your displays to sell projects, not products. Customers are interested in houses not siding and they are interested in decks not 2x4s.

o Keep everything on the display large and graphic. Avoid small type. Remember: the first job of a display is to get the customer's attention. lf it doesn't do that, the rest doesn't matter.

o Clearly display the customers' choices in lumber patterns. construction techniques, et cetera. Show the options but keep it simple.

. Use your display to distribute redwood literature. This doubles its effectiveness by giving the customer something to take with them while they are planning their redwood projects.

o Keep your displays well maintained. Keep demonstration decks uncluttered. Keep literature racks full of related literature. Shabby displays aren't going to impress anyone.

Redwood deck displays are attention getters, whether they are indoors or out, large or small. Do-ityourself customers are always interested in seeing how redwood decks are constructed. A deck display will answer many of their basic questions without tying up a sales clerk. A good deck display provides examples ofconcrete footingsl post, beam and joist construction; recommended spanst nailing patterns and finishes. Rails, steps, benches and planters should be included in deck displays. Paints, stains, water repellents, lacquers and varnishes are an important part of any redwood sale. Redwood holds finishes beautifully with an entire spectrum of possibilities for interior and exterior finishes. A display showing finishes on redwood lumber will increase both redwood sales and llnish sales. The California Redwood Association designed and built a finish display for educational seminars for retailers under the auspices of dealer associations. The free-standing, two-sided display shows several interior finish options on one side and several exterior finish options on the opposite side.

CUTAWAY redwood deck showing construction techniques is only one of many deck display oossi bi I ities.

G ALES of redwood are not I necessarily limited to large projects such as fences, decks, pool and spa surrounds. Many dealers are successful in selling a good amount of redwood for smaller, woodshop-type projects.

Plans for simple projects suited to the capabilities of the weekend craftsman are readily available. Most woodworking project books have numerous designs suitable for redwood. In addition, magazines often publish project plans adaptable to redwood. Other plan sources include the California Redwood Association and Simpson Redwood, which has published a book of23 projects using redwood.

By using in-store clinics and free plans to encourage small projects using redwood, a dealer can stimulate a wide range of add-on sales in addition to creating more redwood sales. Fasteners, hardware, glue, sandpaper and stains are necessary to complete most projects as are various hand or power tools.

Surprisingly, woodworking projects. although small in comparison to a deck, can require sizeable amounts of redwood. F-or example, the material list for a typical bench plan requires more than l0 ft. of 2x8 and almost 17 feet of 2x4 redwood.

In addition, corner braces, dowels, flathead wood screws, roundhead woodscrews, washers, glue and sandpaper are needed to complete the bench. Tools used include a saw, hammer, drill, square, pipe clamps and router.

Simple projects that emphasize the natural beauty of redwood are best. Furniture-like projects that have been successful include benches, tables of all sizes and shapes, seating units, chests, plant stands and audio equipment consoles. Storage units for all rooms including hanging racks for coats, kitchen spice racks, bookcases, display shelves and bathroom cabinets are potentirl redwood projects. Screens, lan,ps and beds are among the more innovative designs for redwood.

Planters, storage chests, hanging baskets, garden tables and chairs and benches are popular outdoor living area projects. Redwood sculptures, although requiring more skill than the average do-it-yourselfer may have, have been done for display both outdoors and indoors.

Woodworking projects often use

Ways to expand redwood sales

short lengths of redwood, another plus for a dealer. Because woodworking projects are usually undertaken indoors, they are ideal for the winter months when redwood sales lag because few decks and fences are being built.

Story at a Glance Suggestions for selling red-

wood for smallwoodshop projects promotion,clinic,addon sales tips sources of free help.

Many dealers have been successful in displaying redwood and projects using it at local craft and woodworking shows. Redwood, whether it has been left unfinished to gain a natural patina, handrubbed with lemon oil, or finished with a semitransparent stain, is considered by some to be on a par with teak, oak and similar fine hardwoods.

Redwood Promotions From A To Z

D ROMOTIONS used by dealers

F ro sell redwood run the gamut from A to Z. You, too, can profit from this dictionary of proven redwood promotion ideas.

Assoclatlon aid. One of the largest sources ofassistance in pushing redwood is the California Redwood Association. With stacks of free Iiterature and other promotional tools available, the agency goes out of its way to help get the word out.

Brochures. A product catalog may be just the thing to let customers know what you have and what they can do with it. A Santa Rosa, Ca., retailer, for example, recently put together an attractive booklet, sprinkled with full color photographs provided by the CRA.

Story at a Glance

An alphabet of redwood promotions for you to use association aid, brochures and contests are among the ABCs of successful sales... advice from leaders in redwood marketing.

Contests. Summer building contests are a traditional favorite for stirring interest in redwood. Redwood Lumber & Products, Fort Worth, Tx., stages a deck contest every year. Owner Ken Young says. "Our next deck building contest will start Memorial Day and end Labor Day. The winner gets a trip to Mexico or Lake Tahoe. Of course, they'll have to buy the redwood from us."

Canahl Lumber Co., Anaheim, Ca., staged its first deck contest in 1986 and did it one better last year. They expanded the entries to include not only decks, but also patios, gazebos, unique fencing, landscaping involving wood, and even treehouses, so more people could participate.

Demonstrations. A customer can often be persuaded to make certain repairs or additions if you teach him how to do it himself. Deck building classes are among the more popular attractions. "We hold deck building clinics every Saturday at 9 a.m. and 3 p.m.," says Young. "lt's free and takes about one to one-anda-halfhours, depending on the audience. We show a VCR tape produced

by the CRA and our own slide presentation. we give everyone attending a free deck plan kit, a $5 value."

lf you don't have the ability to run the show yourself, often a manufacturer or wholesaler can help. Mark Lofland, general manager, Capital Lumber Co., Chino, Ca., explains: "We hold deck clinics with our experienced people to show our customers' customers how to build a deck. lt is done during weekends on their premises."

Education. Redwood can sell itself in a region where its strengths are well known. "Here in Texas, we've had to combat treated pine," says Young. "ln California, everyone's familiar with redwood. but here it's a process of educating people. lt's going to take time. People come in and say they can get anything in California, but we're the only one here who has it."

Flyers. Sales brochures sitting on the counter or directly mailed to customers have become one of a home center's most valuable tools.

Guests. Celebrities, often from local sports teams, are good at increasing floor trafllc in retail stores. And experts on certain products can bring added sales power to exhibits during special promotions. "We're an office wholesaler," says Pete Cadenasso, partner, Alamo Forest Products, Walnut Creek, Ca., "and the Modesto Lumber Co. asked us and representatives from Penofin to help advertise decks at a local show held for the residents. They had a full, l0 x l2 parquet display deck set with redwood benches and lattice panels around the back. We answered questions and handed out redwood and deck care literature."

Hom" shows. Trade shows showcase your name and product to crowds of ready buyers. "We're relatively new to trade shows, but we're planning to do more," says Dennis Ferguson, Holt Lumber, Fresno. Ca. "We had a booth and our whole display was constructed of different patterns of redwood. Everyone there helped to demonstrate the show's'Smart House' theme."

Other dealers regularly employ home show exposure. "At the last show at which we exhibited, we put out all the CRA literature," says Jody Parker, sales manager, Robbins

Association videotaoe. and his own desion lesson plan for his free presentation.

& Stearns, Rapid City, S.D. "We built a redwood canopy under which we offered deck packages ofdifferent sizes so we could give people prices right there. We also had lead cards with a box to check if people wanted to be sent further information on decks."

In-house training. Teaching your staff about the benefits of redwood can improve its ability to sell the product for a variety of applications. Alamo Forest Products has sent representatives to speak at dealers' sales meetings. "Once a month, certain dealers will hold sales meetings. We'll send a rep to the yards to talk, often because many of the sales people are new, and to explain grades and applications," says Cadenasso.

Landscape design service. Free consultation can be a time-consuming but rewarding service. "lf a homeowner brings in plans of his lot, with easements and other information, we'll work up a free landscape design," Young says. "Just a basic 30-minute drawing as an introductory offer. If they want something more detailed, we'll put them in touch with a landscape artist who, for an hourly fee, will pick out plants, locate them, and so on."

Magazines. See Newspaper coveraSe.

N"torp"p"r coYerage. When there is news at the yard, let the press know. A simple press release can put your name in front of thousands of readers. A quick phone call led to a Texas retailer's recent profile as the cover story of the city's business publication.

Paid newspaper and magazine advertisements are a more direct path to results. "We have regular flyers inserted in the local newspaper during the busy season," says Parker. "That way, we get to everybody in town."

Op.n house. Inviting your customers to a private, after-hours party makes them feel special and gives them a golden opportunity to make a purchase. On a larger scale, Palmer G. Lewis Co., Medford, Or., holds a dealer buying show every spring. PGL's Mike Householder says, "We invite our customers to the warehousewhich we clean up

first, of course. We'll have company representatives from Palco, Armstrong, Owens Corning Fiberglas, and so on. We provide dinner and a beer garden. Everything's on display and the prices are special. We also offer tours through the warehouse and free samples of products."

Planr. Plan sheets are available explaining how to build everything from a redwood porch in a booklet from Georgia-Pacific to a storage shed in a sheet from the Western Wood Products Association.

Dealers can also offer their own instruction. "As for deck plans," says Young, "for any customer who comes in, our people will sit down with him and go through the whole process, from locating the best site on down."

Ready-assembled packages. Putting it all together for the customer can create instant add-on sales. Chuck Shell, manager, 84 Lumber Co., Plainview, Tx., says, "To keep things simple, the corporate headquarters has put together a basic 8 x 10 deck design package. It's standard and offered to all the stores."

Sale themes. Almost every month brings a new holiday to tie into. Father's Day, National Roofing Week and the Fourth of July, among many others, offer unique marketing possibilities.

Training seminars. Says Capital's Lofland, "We offer training seminars to our retail customers and

take them on mill trips. We'll maybe tour a half-dozen mills to give them a cross-section of production, making them aware of what's happening. Keeping them informed makes things run easier than if they're in the dark. So, if there's a need, we'll do it. But it takes some money and certainly a lot of time."

Videotape presentations. Filmed demonstrations are available from some associations and manufacturers. Designed specifically to attract attention, they can serve the function of an extra salesman.

Wall of fame. A Southern California business filled two huge bulletin boards near the entrance with thank you letters from satisfied customers. Redwood Lumber & Products' version of this provides a helpful service. "For contractors, we have a large list, actually an area on our wall with photographs of their work and business cards. For those who don't want to do it themselves, we bring the homeowner and the contractor together," says Young.

Yellow pages. Although the phone book's sales staffcontinues to invent further classifications to confuse callers, they still put you a few seconds away from everyone in the city.

Zest. Whatever the redwood promotion, its ultimate success will be determined by the energy and excitement that the dealer. himself. brings to it.

ll0lt! E show promotion demonstrated qual ities of redwood in an "open house" which

showcased a variety of products, including a redwood deck, cabinets, doors and windows.

Texas redwood wholesaler

updates yard

'f O ENSURE a steady and conI tinuing supply of all redwood products to its southern and Southwestern customers, Lee Roy Jordan Redwood Lumber Co., based in Dallas, Tx., has completed a number of improvements at its Austin, Tx., yard.

Recent upgrades at the 25-yearold facility (purchased by Jordan about 10 years ago) culminated with new landscaping for a more attractive appearance to new buildings, some moved down from the former site of the Dallas location.

The Austin outlet now features seven acres, seven employees and seven buildings, including an office, five open storage buildings, and one enclosed warehouse, totaling 30,000 square feet. The latest addition of the 10,000 square foot enclosed warehouse provides Jordan's redwood

Story at a Glance

Newly updated and refurbished Austin facility of Texas redwood wholesaler positions the firm to sell and service a wide area of the country.

and other products with extra protection from the weather.

In addition, Jordan has hired a new director of marketing, 20-year industry veteran Doug Crider. The 41 -year-old, formerly with Slaughter Industries and Metro Wholesale Lumber Co., has for his objective increasing the emphasis on selling to large chain operations in the company's Colorado to East Coast sales territory, says Bob Edwards, general manager. "He's a welcome asset to

our company," he adds.

To deliver to this area. Jordan has its own fleet of trucks. The two trucks at Austin serve its area from Waco, Tx.. to the Rio Grande Valley to Houston. Actually, Jordan can deliver anywhere in the country, using a common carrier for the yard inventory or via direct mill shipments. They have even quoted container shipments to the Middle East.

"We can cover wherever the lumber needs to go," says Jimmy Petrey, manager of the Austin branch.

The wholesaler inventories virtually everything in redwood: redwood plywood, large timbers, finish, bevel siding, patterns, moulding, thin paneling, rough dry, lattice panels, and more. In sizes from 1 x 2 to 4 x 12. In all grades.

"And," promises Petrey, "if we don't have it, we can get it."

Austin. Tx., location.

Redwood P:n$#R ... here to stat

D EDWOOD lumber shipments

I I for the first time in 30 years have exceeded I billion board feet, climaxing almost l0 years of steady growth, and easing any fears that redwood supplies were dwindling.

Dealers can be assured that the industry guarantees them a steady supply of redwood. due in great part to redwood being the fastest growing North American conifer. The phenomenal growth and production from young redwood forests have brought about many changes in the industry.

To stay in step, the California Redwood Association is making changes in its membership and structure. "The major change the California Redwood Association has made is the addition of three new member mills to its roster," explained Keith Lanning, executive vice president and general manager of the Mill Valley, Ca., association.

New members Arcata Redwood Co., Louisiana-Pacific Corp. and Redwood Empire have joined old members Georgia-Pacific Corp., Miller Redwood Co., The Pacific Lumber Co. and Simpson Timber Co. In addition, the Redwood Inspection Service, the CRA division responsible for quality control, has added Beaver Lumber Co., Capital Lumber Co. and Little Lake Industries to its membership.

"This is a substantial increase in industry support for the CRA and all the promotional and technical services we perform," Lanning added. "Last year CRA's members repre-

sented only 55% of the total redwood shipments. This year they will be responsible for a full 850/o bf redwood lumber shipments."

Story at a Glance

Despite record shipments of redwood a steady supply for the future is well assured . how the California Redwood Association has evolved and strengthend in response to these market changes.

Industry and association changes are significant to those who sell redwood as well as redwood manufacturers, according to Lanning. He emphasizes that lumber dealers can look forward to a strong supply of redwood products including new products such as rustic siding and air seasoned redwood dimension lumber for decks. These new entries to the market will be manufactured from the ever-increasing harvests of young growth timber.

"The effectiveness of quality control will be stronger than ever," promises Lanning, "with more members in the Redwood Inspection Service." In addition, he anticipates the fuller industry representation in the CRA will result in more effective

and more unified product and sales support.

Specialized promotion programs funded by members interested in developing sales of specific products are now underway. These enable the association to provide a wider range of promotions as well as more regional programs, according to Lanning. Since promotions in the past were supported by all members as a group, they were usually limited to products produced by all members. The change, if adopted, will allow companies to select individual product promotions which they wish to support.

Internal changes are also underway in the structure of both the California Redwood Association and the Redwood Inspection Service, merged to reduce the costs of administration and management. "This will not affect the quality of service provided by either ofthese organizations," Lanning stressed. "Rather, they will be better equipped to work together on both technical and promotional projects."

More efficient operation is the restructuring goal of the promotion division: to respond more quickly to the marketplace, the particular needs of member mills and their customers. "As a result, I feel confident that there will be greater product and market specialization in CRA promotional efforts," Lanning added. "By promoting the many virtues of redwood as a generic product, we can build redwood's reputation and create a strong market."

ll/c.stluka Ilunltrurc's lrloricla div. has ollcttcd a ncw storc in l)cnrbroke I)incs. thc llrst ol' l0 to opcn this ycar (see p. 7 lirr story llonn' Quurlcrs Wurcllolsc is ncaring grancl openings lor ncw storcs in Mittthcws, Pineville and ('harleston, N.('. ...

Nutionul I lonrc ('entcr has acquirecf tw<> llurtd.v /)crt stores in Little Ilock. Ar., for an undisclosed amount (see p. l9 for story) Ilomc Depot is looking fbr sites in Spartanburg ('ounty, S.(1. (see p. 7 fbr slory)

Pa.):lc.s.s C'osltw,a.vs is closing its El Paso, Tx., store as well as two FLtrr0h, units in IIouston, Tx. Channel Honrc Centers has closed its last Handv Dan in Ar....

Co.r Lumber Cb., Sarasota, Fl., is renrodeling and expanding lbr a late spring grand re-opening.. . Willianrs lJrothers Co., Atlanta. Ga., is building a readymix cement plant on a 25 acre site in Clartersville, Ca.

Hechinger will break ground this spring on the lirst phase of a new Hq. complex in Landover, Md. (see p. 40 for story) . . The newest Hecltinger unit opened in Harrisonburg, Va., last month.

lil:/'{'''+'t'''t"t'*ii!;ii';ill,lli,liit},i}'itiii}i''t+li::iitttfi'i')

ycirr . . . ( o.r l4'otttl I'rcserving ( 'o., ( )rangcburg, S.('.. is sponsoring Outtloor Woocl with drivcr l:d llcrricr in thc NAS('z\ll llusch (inrrtcl Nationul Scrics lor l9litl.

('/r,.qs ll'holc.sulc has bccn lbrnrcd in lJreckcnriclge, 'I'x., by llustcr ('lcgg . Rttbcrt lJoxtlcn, /rl'. has movcrl its architectural mill to thc new ll.B.l. builcling in Marictta. (ia.. consolidating all scrviccs in thc 100.000 sct. li. ulant.

tluircd thc l:l I)ictt ltrotlttct linc l'rottt .Sln-1.ttbc, lrrL. (irttr,gc ll'ttrthirt,gttttt ('o. n'itlt its rcorglrnization lllitn itpprovcd hits cntcrgcd liottt ('hitplcr I I bltnkrul)tcv ltr(,lcctlon.

l)rucc llunlwxxl l:ltxtrs lrits opcncd a National 'l ruining ('cntcr in Nirshvillc. 'l n. . Inti<'rcte lntcrnutiottul is building a .12.(X)0 sq. li. production ljrcilitv in llivicra llcach, lrl.

(ilumour'lbp ('orp., Ilirntinghirnr, A 1., has purchased T-rtpt'o Luntirtttlt'.s ('orp., .. Wells l.arnttn! hils lllecl a lawsuit against ll illiumxn- I)it'kic lVlanulhcturing (i;., Iiort Worth. 'fx., charging trade dress inliingmcnt of its leathcr work glovcs.

Westort Road Wholt,sale Lumber, Mississauga, Ontario, (lanada, now has an olfice in (ireertsboro, N.(1., ('huck Kerr. mgr. Coastol Lumbt,r ('o., Weldon, N.C., has been recognized by the Nolional Forest .Servicc for its environnrental elTcrrts in the Apalachicola National liorest in l;1....

I{ordwore Wholesalcrs, Int'., received a National Retail l{ardv'ere ,4ssot'ioliott award lbr 40 years of distinguished service Builders Transport, (.-anreron, S.('., is completing a maintcnance terminal in Lexington, N.('....

.lnrcrican Standard /nc'. has rejected a hostile, unsolicited tender offer made by Bl{tck & DeckerCoro....

u.\G ('oi7r., which contpleted the spin-olf of' l. I). Grcar Ref rot'torir^'.s its '1. P. Green lndustries, hacl record net sales for 1987 GA1" ('orp. reported its l6th consecutive quarter of increlsed earnings.

Gtttrgiu- Put'ilit' ('orp. had a record net income ol'$458 mil' licrn in 1987 . . . Lotrisiuna-Paci/ir: ('or7r. set new sales and earnings records in'87 ... Tentple-lnland lnc'. had record 1987 earnings per share. [-ot','t,'s Jan. sales were $ I -50.2 rnillion, a decline of' 3(Xr from 1987: retail sales were up 6%,, conlractor sales down 12til ... McGrav, t{ill In/brmation ,S),stenrs sees single lamily homebuilding easing I'1, to $84.9 billion this year with multilanrily housing down 4(Xr to 26.3 billion.

Green Forest Lumber Corp., Toronto, Canada, is spending $1.25 million to develop a distribution center on 18 acres in Charlotte. N.C., fbr opening this

Kleon-.\trip Div. of W. M. Barr & Co.. Memphis. Tn., has ac-

Housing stons fell 1.9%, in Jan. (latest figs.) .to an annual rate of 1,377,000 ., single family starts were olT 2.9{'lr, apt. starts were virtually unchanged, bldg. permits dropped 8.20/n.

Palco Redwood Sidings Beautiful, Dependable and Tough.

alco Vertical Grain redwood siding is Certified Kiln Dried forthe best possible performance. lt stays flat and is unlikely to warp, cup or check providing you with a beautiful appearance and weather tight joints. The U.S. Forest Products Laboratory tests have shown that no other softwood has less shrinkage than redwood.

Palco siding requires less maintenance and looks better longer because of itsabilityto hold paints, stains and finishes better than other woods. Palco Vertical Grain Saw-Textured redwood siding requires even less maintenance than smooth surfaces and also looks better longer.

Natural resistance to flamespread helps redwood siding protect homes in waysotherwood sidingscan't.

And of course. redwood heartwood is famous for its resistance to decay and insects.

Palco siding is lightweight making it easy to handle and installation is simplif ied with Palco s self-aligning rabbeted sid ng patterns.

Palco Redrrood Sidings ASizeto FitYour Needs.

Palco inventories the widest choice of Clear All Heart and Clear Vertical Grain redwood bevel sidings. Other CRA patterns may be special ordered. Sidings are packaged in 3'to 20'random length cardboard protected units.

Application. Use plywood, l u mber f lakeboard or f iberboard sheathing and a continuous vapor barrier. Install redwood siding with quality hot-dipped galvanized, aluminum or stainless steel nails that penetrate 11/2" into the stud, and/or stud, and solid wood sheathing. Do not use finish or casing head nails.

Finishing. A brush applied finish is recommended for best performance. Stains, paints or water repellents can be used with good results. Semi-transparentstains or water repellents work best on saw-textured surfaces. DO NOT use shake and shingle paints or lowluster alkyd paints or varnishes. Detailed application and finishing instructions are included in siding packages and will also be sent upon request.

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linish life and when natural finishes are used.

Arkansas Retailer Adds Units

National Home Center has jumped from four units to six with the acquisition of two Handy Dan stores in Little Rock, Ar.

The privately-owned Springdale, Ar., based retailer plans few changes for the two stores which Johnny Mizell, advertising manager, termed "moneymakers." They expect to keep the majority of the employees including managers although they will remerchandise to become more lumber intensive.

Gearing up to compete with the two McCoy Corp. stores and a Payless, due to open by summer, management anticipates adopting a pricing structure with lower margins than Handy Dan maintained. While

neither of the three newcomers will be at National Home Center's"back door, they will be close enough to have an impact on business," Mizell explained.

Although National has a 200,000 sq. ft. warehouse and home center across the river in North Little Rock, about 15 minutes away, the Little Rock stores will be serviced from the main DC in Springdale. Home of a retail unit and corporate headquarters, it is about 3% hours away. Other National Home Center units are located in Fort Smith and Rogers.

Outside contractor salesmen will operate from the two Little Rock stores to expand and emphasize contractor business. National's sales have traditionally been tilted towards contractors.

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0Al-l.lS regional distribution center of Masonite Corp. provided 26,000 linear feet of CedarSide siding for the Dallas Habitat for Humanity, a low income housing project. J. R. Edmonds, project supervisor, and Jim Mallory (right), Masonite Southwestern region mgr., inspect the siding.

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CALENDAR

MARCH

Cologne Internatlonal Hardware Falr - March 6-9, sponsored by Anterican llardware Manulacturers Association, ('olognc, West (iermany.

Southern Forest Products AssoclationMarch 8, southern pine seminar, Orlando, l;l.l remodeling seminar, l:ort l.auderdale. l:1.

Kentucky Lumber & Bullding Material Dealers AssocirtionMrrch 9-ll, estimating seminar, lloliday Inn, Louisville, Ky.

Wlmsett Brothers. Inc.March 12, 27lh annual spring show. [:xecutive lnn, 1-ouisvillc, Ky.

National Home Center ShowMarch 13-16, McCormick Place, Chicago, ll.

Southern Forest Products Association - March 16, southern pine seminar, (ieorgetown, S.('.

Southern Hardwood Lumber Manufacturers AssoclationMarch l6-18, Royal Sonesta llotel, New Orleans, La.

National Kitchen & Bath Association - March 18-22, annual conference/show, Washington, I).C.

Okhhomr Lumbermen's Association - March l9-20, annual meeting, Oklahoma City, Ok.

Florida Lumber & Building Material Dealers AssociationMarch 22, seminar, Jacksonville, lrl.; March 23, Tallahassee, I;l.l March 24, Pensacola, Iil.

World Exposition of Tile & Bathroom FurnishingsMarch 23-25. Miami Beach Convention Center, Miami Beach, Fl.

Wood Products Manufacturers Association - March 23-26, annual meeting, Peabody llotel, Memphis, Tn.

Lumbermen's Club of Memphis/Wood Products Mfg. SocietyMarch 24, joint meeting, Peabody Hotel, Memphis, Tn.

National Building Material Distributors AssociationMarch 25-26, "Best Seller List" workshop, Nashville Marriott. Nashville. Tn.

Virginia Building Material AssociationMarch 26-30, annual convention, Mariner's lnn, Hilton Head Island, S.C. Wood Preserving Industry Legislative ConferenceMarch 28-30, Sheraton Grand, Washington, D.C.

APRIL

Lumbermen's Club of Memphis - April 7, luncheon meeting, Racquet Club, Memphis, Tn.

National Dimension Manufacturers Association - April 912, annual meeting, Omni Charleston Place llotel, Charleston, S.C.

National Hardwood Lumber Association - April 1l-12, hardwood sales seminar, Memphis, Tn.

Lumbermen's Association of Texas - April l5-17, annual convention, San Antonio Convention Center, San Antonio. Tx.

North American Wholesale Lumber Association - April l720, annual meeting, Innisbrook Resort, Tarpon Springs, Fl.

Southern Hardware Convention - April 17-20, co-sponsored by American Hardware Manufacturers Association & Southern Wholesale Hardware Association, Atlanta Hilton l{otel, Atlanta, Ga.

American Wood Preservers Institute - April 19, environmental forum. Atlanta, Ga.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

'11650 lberia Place

San Dieso' ca' e2128

*,il,'i'Ji*i',1'"r"i,i;

ping season. Again, this year crowds

REAT VALUE, low prices, good were drawn to the animated windows at service, credit, convenience, all Macy's, l]. Altman and Lord & Taylor.

help to differentiate one retailer from another. So does retailing show business. the entertainment-while-shopping factor. lt brings in traflic and sells products. Too little show business is being offered in home center retailing.

Major department stores have been using animation and sound to attract educated customers. Videos have become commonplace in every specialty department. Malls are attracting customers with lashion shows, jugglers, make-up

Macy's had demonstrators in their key departments. Toy animals walked, talked, skated and danced. Perlumes and cologne samples were squirted at passersby. Magicians turned cards and made coins disappear, reciting their sales pitches as a part of their acts.

lkea. the world lamous RTA furniture retailer, glass encased mechanical testing equipment that pounded, pushed and trampled to demonstrate the quality of the merchandise.

demonstrations and jazz bands. Even Within the lumber and building mastreethawkersuseanimationtosell their terial industry.lies more opportunity to merchandise. (Anybody remember the demonstrate than in most other busi"tell ya what I'm going to do" pitchman nesses. Cutting wood, hammering and on the old Milton Berle Show?) drilling are all natural attention getters.

Bulldlng Productr Dlgcrt

Just watch where the crowds gather at trade shows. We can show homeowners how to build it. assemble it. fix it. decorate it, store it. hide it, enlarge it and make it damage-proof. The demonstration potentials are limitless.

ll my guess is right, store sponsored off-premises do-it-yourself shows will not cycle again for another five years. Why not bring these demonstrations back into the stores? Sure it takes planning,, space allocations, promolion and, sometimes, vendor cooperation, but the results are measurable.

[Jse the high traffic hours for short product demonstrations. Consider after hour clinics too. They make for repeat trallic and sell big ticket packages.

l)on't limit your show business activities to the d-i-yers. Your prolessional customers can be motivated by demos.

Alr-powered Tools For D-l-Y

April has been designated as National Fix lt With Air Month by the Flome Air Compressor Association which recommends air powered tools for spring cleaning and home fix-up. Dealers who sell home air compressors can join the promotion by contacting the association

!1,1il1*l'3^tl1

l;l,[([lgs-oRY@

C0RRECI arrangement of components of the Southern Pine Inspection Bureau grademark is shown above. Elements were separated for graphic design purposes in our January issue.

Canadian Spruce for Big W

Weyerhaeuser received 10,000 tons of Canadian spruce in the largest single parcel of cargo to be discharged offone vessel in the Port of Richmond's (Va.) recent history.

Of the 12 million board feet of spruce unloaded, 750lo went to the Weyerhaeuser Greensboro, N.C., Charlotte, N.C., Baltimore, Md., and Richmond Customer Service Centers. The delivery is the first of what may become regular shipments for Weyerhaeuser.

Who Made How Much

In an issue devoted to the chief executive officers of the country's top 1000 companies, Business Week Magazine included the latest annual salaries paid to each.

Sanford C. Sigoloff, c.e.o. of Wickes, Santa Monica, Ca., topped the 17 lumber companies, building products manufacturers and retailers on the list, by making $1,824,000 in 1986 salary and bonuses.

Georgia-Pacific's "Boy Wonder" T. Marshall Hahn Jr., now 61, (who was graduated from college at age l8 and became a university president at 35) made $1,369,000 last year.

Other top c.e.o.s included CertainTeed's Michel L. Besson,

One SP Roof Truss To Go

It may not be on the menu, but southern pine is gaining popularity at fast food restaurants and coffee shops.

Case histories compiled by the Southern Pine Marketing Council show more restaurant chains using southern pine engineered roof sys-

$1,049,000; International Paper's John A. Georges, $899,000; OwensCorning Fiberglas's William W. Boeschenstein, $871 ,000; Home Depot's Bernard Marcus, $846,000; Potlatch's Richard Blaine Madden, $843,000; GAF's Samuel J. Heyman, $700,000; Boise Cascade's John B. Fery, $591,000; TempleInland's Clifford J. Grum, $569,000; Louisiana-Pacific's Harry A. Merlo, $550,000; Armstrong World Industries' Joseph Louis Jones, $545,000; Koppers Co.'s Charles Russell Pullin, $533,000; Hechinger's John W. Hechinger Sr., $429,000; Willamette lndustries' William Swindells, $406,000, and Payless Cashway's David Stanley, $332,000.

tems and wall framing in new construction to save dollars and time. A Burger King using a southern pine truss system in Jackson, Ms., cost 906 less to build than those in the area using steel bar joist systems. Hardee's, College Park, Ga., reported 80/o savings while Shoney's, Davenport, Fl., cost 12% less.

"L,durrd my inuentory inuestment by 1206,000 wbile increasing my product line by 4000 SI(Ub. All in 3 years. I strongly belieae tbese incredible improuements would not baae been possible w i tb out my Profi t Mas ter c om puter systgm."

MikeMccord - lngansport

ARKANSAS a OKLAHOMA

BOB JOHN sccudve vlce fcd&nt

Ij[:to external economic factors. there are too many areas in Arkansas and Oklahoma that have seen business conditions and construction activity almost come to a hillt. l[ you are in one of these areas and you are striving to keep your operation profitable, the most obvious solution is that by increasing prices you would also increase the bottom line. Sounds good, but there's another way to increase your profits without running off those who are still buying.

When a turnaround is needed, positive steps must be taken in order to get results. The following 6-Rs are strategies you can put into effect immediately if you need last action.

(l) Reprice: Consider lowering prices (instead of raising them). Offer discounts and use price incentives. Work to develop demand and you will increase volume.

(2) Repackage: Look at how your products or services can be repackaged. Revise your advertising and come up with something new.

P.O. box 2300

Foir Ooks, (olifornio 95628

(9r 6) 965-1 I 12

(800) 824-5878 Ioll Fre,e,

(3) Reposltlon: Re-examine your market area for your products, services, or even the yard itself. See whom it appeals to now and take advantage of that appeal. Re-targeting your market can lead to a greater share o[ the market.

(4) Renew: lnlusc "ncwness" inlo your yard or one ofyour services, perhaps

through il new promotional campar8n.

(5) Rename: ('onsider renaming the business il' that is called for. l-ess radical changes coul<l be effected by a new logo or slogan.

(6) Restructure: As a last resort, analyze cmployee assets and liabilities nnd see if changes or reductions are warranted.

Remember you cannot change the perception of your customers, the public or the media. unless you create change within.

TOPICS

BARBARA DOUGLAS actlng executlve vlce president

offer show specials. F{eadquarters hotel is the Marriott.

!f t-.clsrRnTloN is underway for I I the LAT annual meeting and trade show in San Antonio, April l5-17. Exceptional business sessions along with some new and exciting social events are being planned. Many exhibitors will

FOR INFORMATION CONTACT, George Hovooros, pres. Rick Hovooros, v.p. Lee Rowlin, soles Jenu UJilcox, soles

All industries, including lumber and building material dealers, whose workers are exposed to material defined as a hazardous chemical by OSHA will be subject to the OSHA Hazard Communication Standard (HazCom) May 20.

All employers must:

o Write and implement a hazard communication program.

o Label or keep labels on all containers of hazardous chemicals in the lacility.

. Maintain material safety data sheets (MSDS) and provide employee access to them.

o Train workers about hazards, how to avoid them, and how to obtain and use the information made available under HazCom.

One of the notion's lorgest wholesolers of quolity pine & fir mouldings, fromes, jombs ond trimsolid Cr fingerjoint Domestic (r lmportedIncluding thirty truckloods of controlled production per month.

€T PRSO, TT. OFFIC€

rr (800) 423-0868

(9r s) 886-s741

Steve Drongsholt llrnold Smith

Employee exposure and medical records:

. Employers must maintain and provide employees access to records of employee exposure and records of medical surveillance.

Exposure records must be maintained for 30 years.

o Medical surveillance records are to be

ffiouildilnqr ffirlilruo7hilnc.

maintained for duration of emolovment, plus 30 years.

The challenge facing employers is that because HazCom is performance oriented, there is no one approach to ensure compliance. An evaluation of whether and how to develop non-mandatory guidelines is underway.

In the interim, lumber and building products dealers should ask suppliers to provide a MSDS and other information relevant to any hazard associated with the product; instruct employees in the hazards thev mav face and how to

minimize exposure to the hazardt and inform them of HazCom and its basic requirements.

When OSHA published the expanded HazCom, the preamble clarified that wood dust was not exempt from the standard. The general exemption for wood and wood products remains in effect. Therefore, all employers who have wood dust in their workplace, regardless of level, must have a material safety data sheet on wood dust and make it available when requested by their employees.

OKLAHOMA NOTES

! Ixet- countdown is underway for I the 42nd annual convention and building products exposition, March l820, in Oklahoma City.

Things will get underway at the Marriott Hotel on Friday evening with the

Thol's How It Goes!

annual all industry reception. Co-sponsored by exhibitors at the trade show. the party will include dancing to the Good Company band.

Those hosting the event include American Hardware Supply, Broadview Lumber Co., Cedar Creek Wholesale, Columbia Metal Products Co.. Dallas Wholesale Builders Supply, Inc., Dean Lumber Co., Diversifoam Products, Handisak Inc., Hardware Wholesale Inc., Huttig Sash & Door, Lone Star lndustries, Mohawk Rock & Sand Co., Perma "R" Products, Plywood Supply, Rich Mix Products, Rounds & Porter and Weyerhaeuser Co.

A grade stamp seminar under the leadership of Dave Utterback will open the Saturday sessions. Other Saturday activities will include a luncheon for spouses with Joy Richardson and Gale Bollinger explaining how to "Look Like Yourself and Love it." That evening the banquet will feature Henri Chambeaux as guest speaker.

Keynote speaker at the Sunday breakfast will be Dale L. Minnick, a motivational speaker with the topic "Prime Your Pump With Laughter."

The tradeshow will be open from 9:30 a.m. to 5 p.m. on Saturday and l0 a.m. to 2 p.m. on Sunday. Nearly 200 exhibitors have reserved booth space.

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"You weigh 23,000 pounds. . you're intelligent, neat and make .friends easily. " Building Products Digest

Sales: Joe Shipman, Mitch Boone, Rich Pshlakai

SOUTHEASTERN SCENE

-*ng accociatton ne*s in Alabama, Florlda, Georgla, Kentucky, Loulslana, Mlsslsslppl, the Carollnas, Tennessee and Vlrglnia.

Kentucky l,umber end Bulldlng Mrterid Deders Assoclrtlon will be under the direction of president ll. R. Saufley, lluilders Supply, lnc., Stanford, during 1988.

Ken Lawson Jr., Thriftway, Inc., Owensboro, is vice president. National director is llob Powell, Powell Lumber (1o., Sebree. llerb Works, lloone Kenton Lumber & lluilding Supply, [:rlanger, is chairman of the board.

The board of directors includes William R. Baker, Nicholasville; Gerald Boland: Louisville: Bill Bucher. Park City; Cliff Buzick, Bardstown: Don Clucas, Paducah; Jim Conder, Leitchfield; Jack Congleton, Lexington; Edwin W. Hall, Shelbyville; Don Hellman, Covington; Ken Lawson Jr., Owensboro; Steve Levy, Louisville; John "Mac" McCormick, Mt. Sterling; Charles McWhorter, Manchester: Randy Moore, Hyden; Charles E. Quinn, Sturgis; Il. R. Saufley, Stanford; Herb Works, Erlanger. Associate directors: S. Tinsley Campbell, Louisville, and Paul Arling, Cincinnati.

Florldr l,umber rnd Bulldlng Mrterhl Dealers Assoclrtlon has a full schedule of events this spring climaxed with the 1988 summer conference June 16-18 at the Mission lnn Resort near Orlando.

Business sessions for this "working vacation" will include government relalions, insurance, nominating, education, membership, execulive, convention committee and board of directors.

Prior events include a communications conference, April 7, at association headquarters and a legislative conference in Tallahassee, April 20-21. This meeting will include the government relations committee, the lflorida Lumber Political Action Committee and the board of directors. All will be at the Tallahassee Ramada Inn.

Adjustment has been made to the boundaries of several districts with Putnam County moving to l)istrict 3; llernado County to l)istrict ll; (ilades and llendry Counties to District 8. and Brevard (lounty south of Melbourne to l)istrict 5.

A 60 day membership campaign will

Bulldlng Productr Dlgc.t

culminate April 7 with live oak trees being planted in the name of each new member. l'.astern and western districts are comp€ting fior team and individual awards which will be presented at a Victory llreakfast in Orlando on April 7.

llonr,ie Lewis is manager for the membership team which includes l;LIlMl)A district directors as captains and membership committee members as coaches. They are using "Plant to (irow" as the campaign motto, illustrated by a special campaign logo.

Buildlng Mrteriel Merchants' Assoclrtion (Georgia and Alabama) has sent members a calendar of activities to help them plan their association activities for the year.

Seminars, committee meetings and conventions as well as days the association oflice will be closed are indicated on the poster-size wall calendar.

BMMA's annual summer management conference will be held in Asheville, N.C.. May l4-17.

Future Dates

Check our Calendar on page 20 lor information on upcoming conventions, meelings and lrade shows in your region.

M ississippi Building Material Dealers Association will sponsor a retail lumber seminar on April l9 at the Coliseum Ramada Inn, Jackson.

Conducted by instructors from the Western Wood Products Association. the session will cover lumber species and grades, their recommended uses, handling and storage, as well as ideas for selling to d-i-y and contractor customers.

Registration for the six hour course will be limited to 30. Cost is $45 including lunch and take home materials.

The 1989 convention committee has selected the Coliseum Ramada Inn in Jackson for the March 22-25.1989. convention and building products trade show. A goal of 1,000 delegates and 100 dealer firms registered has been set.

Jim Pence will conduct one seminar. Other seminars and meeting are in the ptanning stage.

OPERATING OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

(C INCE retail chain stores began tJ advertising selling prices, competing independents have questioned how they do it. This has been more prevalent in the last few years as the consumer oriented entrepreneurial lumber yard experienced competitive pressure by reduced housing starts. If this question were a symptom of a disease, it would have long ago hospitalized or at least quarantined the independents.

The answer is not simple. Pricing is a judgement call generated by factors like where and how one buys, distressed merchandise either on location or at the supplier level, competition, brilliance, ignorance, systems and computers, or lack of either, marketing strategies, or lack of them, plus other numerous factors.

The biggest culprit, almost universally undetected, is the accounting

system. Over 900/o of the dealers who directed the pricing question to our oflice had to begin solving the riddle by reevaluating the numbers generated by their accounting people.

Several Federal and private agencies contribute to the nation's accounting guide lines and procedures. These systems are designed to facilitate the collection of taxes, not to provide business owners with decision making information. This can be devastating to one's ability to compete effectively and profitably.

Follow this scenario by a client who asked "How do they do it?" His company did $2,000,000 in sales for its last fiscal year al 2501t maintained margins and 20/o pre-tax profit. Sales were evenly split between consumers and contractors, but each had experienced a volume loss during the previous year.

He was asked to obtain information on four ofhis expense accounts. In a few days he advised that (1) the company

had spent $12,500 on financing receivables; (2) $90,000 on delivery; (3) incurred $10,000 in losses for bad debts and shrinkage, and (4) granted $100,000 in volume discounts to contractors (50/o). These expenses total $212,500. Total expenses for the year were 230/o of $2.000.000 or $460,000. The difference between the two is $247,500.

His questioning now centered on the significance of, this information. First, the company is in two different businesses which need people and assets in different ways and thus are separate and distinct evaluations. The figures allow for a fast and nominal look at the viability of each operation separately.

l-'irst, look at a rudimentary P & L statement for both of the businesses. With each part doing a million dollars, 750/o or $750,000 was in cost of goods sold, 230lo or $230,000 in expenses. Pretax profits were $20,000.

When re-allocation is done the picture changes drastically. First, allocate common expenses of $247,500 equally to each operation. This is $123,750 or 12.3750h each. Second. add to the contractor expense that which was exclusively incurred in serving that customer: $2 | 2,500 or 21 .250h. Contractor expenses now total $336,250 or 33.6250h (Plcase turn to page 1 0)

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Tryour DOUGLAS FIR Dimension!

PERS NALS

Blll Bumgarner has been transferred to Lowe's. Sanford, N.('.. as mgr. Phlllp J. Mrnsfleld, chief merchandising olficer, llechinger Co., has retired.

Bruce Hirdler is now mgr. of ('auseway Lumber, lloca Raton, l;1, Timothy Allen Vokrc, eng,ineering supervisor, ('auseway Lumber, ljort Lauderdale, I:1., is engaged to marry Diane Marie Kiel on April 2.j, 1988.

Joe Shipman, Navajo lrorest Products lndustries, Navajo, N.M., has been on a So. Ca. business trip.

Edward W. Johnston Jr. , national sales mgr. has joined the National Oak lrlooring Manufacturers Association, Memphis, Tn., as a flooring inspector.

William W. Adams has been elected chairman of the board, pres. and c.e.o. ol Armstrong World lndustries, lle succeeds Joseph L. Jones, who has retired. but will remain on the board of directors. Robert H. Caldwell is now senior executive v.p.; E. Allen Deaver and George A. Lorch, executive v.p.s and directors, and George F. Johnston has retired as v.p. and chief planning olficer.

George Halstead is new at Preway Inc. Appliance I)iv., Paragould, Ar., as grill/heater product mgr., according to William L. Regan. senior v.p.. marketing.

Jim Powell is now in landscape timber sales for C'arolina Canadian Lumber Sales, Spartanburg, S.C., according to Al Surrett. Drn Philllps is new to treated lumber sales.

Wes McVry has joined the sales team at Spartanburg l;orest Products, Spartanburg, S.C.

John A. Cortrlght has been appointed director of outside sales at I)iamond Lumber lnc., Carrollton. Tx. James T. Schaffer is exec. v.p., and William L. Baker, director of human resources.

Scott Parten is the new director of marketing at One Stop Building Supply, l)emopolis, Al, L.S. "Skip" Kreidler is now director of training and dealer sales for CooperTools, Apex, N.C., according to David Christmas, v.p., sales. Frank Marshall III is national sales mgr. Verbis Fontenot. l-'uselier Lumber Yard Inc., Mamou, La., is recuperating at home following surgery.

Robert "Butch" Bernhardt Jr., Western Wood Products Association. has been assigned to the Western Red Cedar Lumber Association as director of product promotion.

Doug Ashy, Doug Ashy Building Materials, Lafayette, La., was awarded the city's 1987 Civic Cup.

Hrrold Hlckok, store mgr., l-owe's, llaker. La.. won the chain's l;ourth Quarter Retail Sales ('ontest, earning, a trip to the (irand Cayman lslands. Sleve Turner. sales mgr., won the roofing sales contest.

John l,efors. gen. mg,r., particleboard and M l)lj,Willamene lndustries. has been re-elected pres. of the National Particleboard Association. Also reelected: vp. John Mrsrschl, (ieorgia-Pacificl sec./treas. Jeck Sweeny, Temple-EasTexl technical committee chairman Don Cox, Temple-[:asTexl promotion committee chairman Normrn Voss, CieorgiaPacific, and production management committee chairman Mark Trecy, Weyerhaeuser.

Melvln "Mel" Leather has been promoted to director of brand management for striking and cutting tools at CooperTools, Apex, N.C., according to Frank Tooke, v.p., marketing.

Linda Eggers has joined the Florida Lumber & Building Material Dealers Association staff as operations asst., replacing Jean Barry. who resigned. Barbara Powell is now insurance asst.

Stephen E. Bachand, exec. v.p., tlechinger Co., has been named chairman and c.e.o. ol the newly acquired llome Quarters Warehouse chain, succeeding Bernard Kossar, who will serve as a consultant. Frank Doczi continues as pres. and c.o.o.

Tommy Lister has joined the sales team at American Lumber, Birmingham, nl.

Edward Baldinger Jr. is new to Consolidated Building Materials, Flarahan, La.

Lee Vonnie Bellamy, Lowe's, Whiteville. N.C.. has been elected 1987 Employee of the Year by his coworkers.

Walter Fields, Walter F'ields Lumber Co., Memphis, Tn., has returned from a two week lumber sales mission to Japan, Taiwan and Korea. He was joined by Tennessee state officials and Larry Averitt, Averitt Lumber Co., Clarksville, Tn.; Pete Green, Green l"orest Industries, Moss, Tn.l Malcolm Pearson. Camden Hardwoods, Camden, Tn.. and Terry Harrison, MPG International, Brentwood, Tn.

Pierre and Kitty Schwing, Teche Lumber, New lberia, La., are the proud grandparents of Christopher Dean Cox.

Walter Whitley is the new exec. v.p. of the National Oak Flooring Manufacturers' Association, Memphis, Tn. New directors: Claude Talyor, Memphis Hardwood Flooring Co., Memphis; Bill Bailey, Zickgraf Hardwood Sales, Hickory, N.C., and John Fox Jr., Arkansas Oak Flooring

Larry Smith is the new mgr. of 84 Lumber Co., Maysville, Ky.

Bob Edwards, Lee Roy Jordan Redwood Lumber Co., Dallas, Tx., has returned from a West Coast trip.

Ronald L. Craven is the new mgr. of human resources at Ceco/Windsor Door. Little Rock. Ar

John Walker is now pres. of Norcross Supply, Norcross, Ga.

Petro Kulynych, managing director of Lowe's Corp. will be awarded special Pioneer recognition at National Home Cenler Show ceremonies on March 15.

Hy Drollick is now .in charge of the equipment div. at Mungus-F'ungus I:orest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Home Depot's Dismissal Policy

The Home Depot is earning an industry reputation of having loyal, satisfied employees. How do they do it? Possibly the answer lies in the philosophy of Bernard Marcus, chairman and ceo of the Atlanta, Ga., based home center chain.

Responding to a question about ways to dismiss unsatislactory employees, he says, "A lot of people out there are power-hungry. They love to have the power to shut off a life. To me, people like that are obnoxious and totally insensitive. They display a total lack of compassion."

"When you have to let someone go, you have to remember you're dealing with a human being," he continues. "The person across the table from you has a family, financial responsibilities, emotions and an ego, just like you."

"Dismissing someone in a way that shows no regard for his human dignity is inexcusable," says the man who heads a company of 7,000 employees. "We never let a new department head come in. make a clean sweep and bring in a whole new team."

Home Depot has a policy of counseling an employee before dismissal. The length of time spent on this depends on length of service, job importance and the nature of his problems. Managers are directed to attempt to keep an employee's pride

intact by not dwelling on his bad points during the dismissal interview. The emphasis, instead, is on his good points and the fact that his job was not a good match.

Marcus stresses that the decision to fire an unproductive person must be made for the good of the company, even when it involves a popular, long-time employee. "Dismissal can prove to be a positive experience if done right," he adds. "lt's not really complicated. It's as simple as not treating people like a number or an inanimate object. Treat them like human beings. It's a company's responsibility to treat its employees with sensitivity and care flrom their first day to their last."

The terms of the dismissal must be made clear, Marcus points out. "People have a tendency to want to hang around after a dismissal," he says. "They think the company might change its mind or circumstances might shift. It's in the employee's best interest to make the fact very clear that his association with the company is over and it's time (for him) to move to the next step of his career."

cleaned with water when cured.

It comes in 8, 16 and 32 oz. bottles, each packaged | 2 per counter display carton.

NEW PR DUCTS

and selected soles oids

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Sticking Together

Dive Into Raft Sales

A merchandising kit promoting Styrofoam buoyancy billets is new from Dow.

The kit includes a compact counter display with a cut away of a billet with an insert for how-to brochures, "Swim Raft Headquarters" banner, and ad slicks.

Designed to withstand fresh or salt water, the billets are made of a lightweight, rigid, extruded polystyrene foam consisting of millions of small noninterconnecting cells so the billets can be pierced or dented without losing buoyancy.

The swim raft kit also enhances add-on sales of lumber. rod stock. nuts. bolts. washers and nails.

A wood glue said to provide a bond that is stronger than the wood itself has been introduced by Ohio Sealants.

Fast-setting, nontoxic, nonflammable and sandable, Quick Bond Wood Glue reportedly is not affected by heat, moisture or oil, and can be

A Step Up

Easy-to-construct steps ideal for decks have been introduced bv O.D. [.'unk Manufacturing.

Climbing The Walls

A lively array of patterns and borders create Essex's new line of wallcoverings for children's rooms.

Essex Kids features graphic borders that complement smaller sidewall designs. The collection's four color palettes include country, boys, pastels and primaries.

Pre-pasted on vinyl-coated paper, the wallcoverings are washable and strippable.

The collection consists of 14 patterns in 63 colorations and nine border patterns in 29 colorations.

The JohnnyBilt Handi-Step system includes galvanized 20-gauge steel frame components primed in flat black with pre-punched holes for easy assembly.

Each set oftwo-step through fivestep frames comes with instructions and a one year limited warranty. Lumber and carriage bolts are sold separately.

The sets are reportedly easy handle and eliminate the need custom cut stringers.

Swing Shelf

to to

A swing-up shelf to provide extra work space in the kitchen is new from Fieldstone Cabinetry.

Heavy duty hardware allows the shelf to easily pop out for use and retract into the cabinet for convenient storage.

The product comes in cherry and oak in a variety of custom stains.

Bottoming Out

Worn patio chairs can be made to look new again in less than 30 minutes with a new one-piece replacement cover from Phifer Wire Products.

Easier to install and lasting longer than replacement webbing, Better Bottom is made of vinyl-coated polyester, a durable, mildew-resistant fabric.

Covers are designed for patio chairs or chaise lounees in four different colors.

Screening Out The Trouble

Solar window screening for saving energy has been introduced by Phifer Wire Products.

Mounted on the exterior of the glass surface, Sunscreen's unique fiberglass weave offers good outward visibility, natural ventilation, interior fade protection, daytime privacy, reduction of glare, insulation against brisk winds, and prevention of ice buildup.

Auto-Faucet

An automatic faucet using a completely sealed infrared system to turn on water when hands are placed under the faucet and turn off when hands are withdrawn is new from Tandem Enterprises.

The all metal bathroom faucet features flexible connecting hoses said not to break like conventional metal tubing.

The electronic sensor has a low voltage transformer that plugs into a regular wall outlet to reportedly eliminate the chance of shock or short.

which features header signs and comes either as a thin plastic Planogram for use with pegboards or as a self-supporting l /8" polystyrene board, which can also be used with a pegboard.

The center also stocks gas and electric oven and top burner knobs.

Replacement Door System

A time-saving solution to replacement door installation has been devised by Benchmark Doors.

Only simple hand tools and minimum plumbing experience are needed for installation.

Quick Tiling

An accelerated mortar from H.B. Fuller Co. allows grouting in less than three hours.

Quik Flex latex-modified thin set mortar mixes to a smooth consistency. Combining solid bonding of plywood and concrete, and a fast curing time, it has a 50-minute pot life.

Gray in color, it is available in 25lb. bags for installing wall and floor tiles.

A Sunny Proposition

Solariums from Sunshine Rooms. Inc., can be used to update old bathrooms or to create new ones.

The sun rooms feature an exclusive weepage control system that prevents moisture problems by draining moisture to the outside, high-strength aluminum framing, positive glazing seals and 10006 thermal breakine.

The screening comes in widths up to 84 inches in eight different colors.

Change Up On The Range

A line of replacement electric range top burners is now available from Robertshaw.

Offered in clamshell packaging with easy-to-understand instructions, the burners can be displayed on the firm's replacement center,

Especially designed for remodeling purposes, the Secura-Fit System features a heavy-gauge steel door and a l6-gauge, galvanized steel, "L" flanged frame, conveniently sized to fit an already existing wood jamb. Unlike wood doors and frames, Secura-Fit reportedly won't warp, rot, crack or twist.

The system also has a dense foam insulating core and magnetic weatherstripping, which provide a tight seal that stops drafts for maximum energy efficiency.

A variety of door styles may be used with the system, including insulated glass and embossed designs. Matching bifold closet doors are also available.

Three styles in a variety of widths and a wide range of glass, glazing options, shade systems and accessories are offered.

for these Exciting Issues in Coming Ilrlonths

April: Pressure Treated Wood Special lssue

May: D-l-Y Home lmprovement Special lssue

June: Panel Products Special lssue

July: Door Er Window Special lssue

August: Moulding & Millwork Special lssue

Mood Llghtlng

A line of fluorescent lighting fixtures designed for indirect illumination of interior spaces has been introduced by Columbia Lighting.

DecoLume fixtures are constructed of aluminum extrusions for use with one or two low-profile T-8 lamps. They come in sizes of 2 ft. through l0 ft. Iong, in one-foot increments.

The lights may be bracket mounted on the wall or pendent mounted by stems or stainless cables.

Standard finishes are baked enamel in nine matte pastels and gloss or matte white.

Solid Connections

The top plate tie from Panel Clip is a quick and easy connector for walls, partitions, decks. barn doors and other applications.

Made of l8-gauge, prime galvanized steel, the tie reportedly holds over a half ton, far exceeding 16penny nails. It is said to eliminate the

and easy spreadability.

The latex-based adhesive is reportedly resistant to temperature change and cleans up with water when wet or mineral spirits when dry.

It is said to be easy to trowel and handle, with high slippability, viscosity and wet transfer.

It is designed for use over plywood, gypsum drywall, plaster, smooth concrete, and polystyrene foam insulation. The adhesive is available in 5-gallon pails, 3-l /2 gallon pails and gallon cans, with approximate coverage of 60 sq. ft. per gallon.

FREE READER SERVICE

For more information on New Producb wdte Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Foiled House Plans

A reflective building wrap said to control air infiltration and improve insulation performance is new from Energy Saver Imports, Inc.

measuring, cutting and notching required by the conventional fly-by method of connecting wall panels. It comes in a wide range of sizes for lumber and timber members.

Hold That Panel

A non-flammable, high strength fiberglass reinforced panel adhesive has been specially formulated by the W.W. Henry Co. to provide fast grab

Miofoil has an aluminum foil sheet laminated on one side that can change a cavity into a reflective cavity, increasing the thermal resistance of that cavity. For strength, a reinforcing polypropylene webbing is secured between the layer of foil and a layer of polyethylene.

The wrap is reportedly resistant to water, rotting and shrinkage. It can be stapled, glued or nailed for application on side walls.

Gardener's Hang Out

A tool hanging system designed for use in a storage building, garage, workshop, basement or on the back of a door is new from Arrow Group Industries.

The system features two steel channels, totaling 4'8" for easy wall mounting. Five separate large tool

A separate small tool holder snaps into place to hold a complete set of screwdrivers, pliers or other small hand tools.

Message Center

A memo board covering for use with a dry erasable marker is new from Rubbermaid Specialty Products. After the backing is peeled off, the self-adhesive covering can be applied to a non-porous surface. The covering can be cut to any desired size.

Modern Dishwasher Panel

A new line of built-in appliances from GE uses a high-performance polycarbonate film which offers exceptional chemical resistance, easy selective texturing and a glass-like appearance.

The high-gloss Lexan film is used in the electronic control panel of the dishwasher to produce new design

holders snap into the channel anywhere along its length to hold long handled tools of all widths.

and printing techniques, good color fidelity transmission, and first-surface quality. lt is said to be durable, easy to clean, and chemical and abrasion resistant.

The touch panel includes an electronic diagnostic system monitor capable of spotting mechanical problems which are then displayed in read-out form on the panel.

The dishwasher is white in a European-style design.

Conaole In The Bath

Console tables from Kohler Co. offer the convenience of a lavatory and countertop without the bulkiness of a cabinet below.

FREE READER SERVICE

For morc rnformalion on New Pr<rducts writc Btrildin g Products Drgest, 45()() Campus f)r . Suite 48(). Newport Beach. Ca 92660

Please mention issue clate arrd page number so we can proccss your requr'st fasterl Many thanks!

Storm Wlndow Klts

A complete line of storm window kits from Mortite helps eliminate drafts. air leaks and condensation.

x 5', but may be easily cut for use on smaller windows.

One-window and five-window kits are available, along with versions designed for patio doors and picture windows.

Vanlty Vlgnettes

Vignette displays for Richwood's llarmony Oak series of bath vanities and accessories are now available.

The 84" high displays come in 27" and 39" widths, showcasing a choice of six cabinet finishes, contemporary or traditional lighting, color selector, mirror. medicine cabinet. light fixtures, and a variely ol' vanity styles and sizes.

The 36" x 24" wall-mounted top stands 30" off the ground, and comes in vitreous china, marble and Minralite, a new synthetic granitelike material featuring inlaid geometric designs. Tables are fitted with vitreous china, drop-in lavatories.

Legs are topped with accents in a variety of colors and finishes.

Each Shrink-F-it kit consists of clear window film and mounting tape. They are sized to fit windows 3'

The color selector can be used as part of a vignette or mounted on a showroom wall. lt has wood. marble and onyx samples that can be removed when products change; however, they are attached in a manner that discourages easy customer removal. Laminated labels on the samples identify names and colors.

Merchandisers are shipped assembled for easy set up. Wall cabinets are fixed to the back wall, light fixtures are installed with a cord and plug, and vanities are pre-drilled for mounting with wing nuts.

Patio Door's A Steel

Steel patio doors uniting strength with elegance are new from Benchmark.

The pre-hung, ready-to-install door systems, sized to replace wood or aluminum sliding doors, feature exclusive welded lock seams for greater rigidity, narrower stiles for more glass area, removable steel grilles for easy window cleaning, plus water-tight design, insulated double glazing, foam insulation and frostbreak thermal barrier threshold for saving energy.

The precision-stamped doors reportedly eliminated the problems of warping, twisting, sticking and trackjumping that plague non-steel or sliding systems. They also fold flat against each other when fully opened to save floor space.

Vista ll doors come in two- or

three-door units, which can be installed to swing in or swing out. Also available is an in-store merchandising and literature program, and a quiet-rolling screen with a selfclosing latch and tamper-resistant recessed lock.

Power By The Cord

The first line of power cords specifically targeted to the needs of the professional and the serious doit-yourselfer is now available from Royal Electric.

Contractor Power cords are rated to deliver full power to portable and stationary electric power tools and equipment. They are rugged, featuring all-weather jacketing that resists abrasion, and remains flexible.

The cords come in 14 gauge or I 2 gauge and in lengths from 25 ft. to 100 ft. All are rated at 125v and either l3a or l5a.

PLAY IT SMART with...

Steel Sidelights

Deeply-embossed sidelights stamped from single pieces of 24gauge steel are now available from Benchmark Doors.

Installed with ten heavy-duty steel screws, the steel sidelights actually strengthen an entranceway and help control door sag. Special screw covers complete the smooth appearance of the pre-painted, maintenance-free finish.

Sidelight edges that contact the double-glazed insulated safety glass light maintain a weather-tight seal and give maximum support to the glass. The completed sidelight also contains foam core insulation, with intermittent spacers to minimize heat loss.

The sidelights come in clear and leaded glass, half- or full-length lights, 12" and 14" widths, pre-hung

and knocked-down packages, and choice of six classic styles.

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

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

NEW LITERATURE

Cedar Shlnglee

A I 2-p. cedar shingle panel booklet is free from Shakertown Corp., by calling (800) 426-8970.

Concepts In Cedar

A 6-p. booklet on new and traditional uses for western red cedar is lree from the western Red Cedar Lumber Association, Yeon Building, 522 Sw 5th Ave.. Portland. Or.97204.

Fasten-atlng Trio

A l4-p. fastening systems catalog, a 6-p. masonry fastener booklet, and a 6p. corrosion resistant fastener brochure are free from Atlas Bolt & Screw Co., by calling (800) 321-6846.

Light Headed

A 6-p. post-top architectural luminaries brochure is free from Hubbell Lighting, 2000 Electric Way, Christiansburg, Ya.24073.

Lighten Up

"Why Lighting?," a l5-P. lowvoltage outdoor lighting brochure, is free from Toro Co., 5300 Shoreline Blvd.' Mound, Mn. 55364.

New Flooring Standard

A copy of the revised standard for laminated hardwood flooring is $3 from the Hardwood Plywood Manufacturers Association, Box 2789, Reston, Va. 22090.

How To Build A Bookcase

Building plans for a bookcase/room divider (plan sheet 56) are free for the lst 25 copies, 200 ea. thereafter from the Western Wood Products Association, Yeon Building, 522 SW 5th Ave., Portland, Or. 9'7204.

Cedar Shakes & Shingles

A 20-p. cedar shake and shingle design and application manual is free from the Red Cedar Shingle & Handsplit Shake Bureau, 515 ll6th Ave. NE, Ste. 275. Bellevue. Wa. 98004.

Cedar Color Control

A 4-p. brochure on the causes, cures and control of color variations in exposed western red cedar products is free for the first 25 copies, $7.50 per 100 thereafter from the Western Wood Products Association, Yeon Building, 522 SW 5th Ave.. Portland.Or.97204.

Employee Laws

U nderstand Emplo.vee Regulalions : 4n Employer's Guidc to l:edcral LawsRevised l9ll7 is $ | 9.95 lrom the National Lumber & lluilding Material I)ealers Association,40 lvy St. Sh, Washington, l).('. 20003.

lnside Roofs

A 68-p. roofing membranes catalog is free from Manville. l60l 23rd St., I)enver. Co.80216.

FREE READER SERVICE

For more information on New Literature write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and Page number so we can process your request faster! Many thanks!

Shim Sheet

A shimming instructions brochure is free from Stanley Hardware, | 95 Lake St... New Britain, ct. 06050.

Distributor Directory

The 1988 National Building Material Distributors Association annual membership & product directory is $25 for members (after their first free copy), $125 for non-members lrom NBMDA, 1417 Lake Cook Rd., Ste. l-30. Deerfield, ll. 60015.

Window Wish Book

An 84-p. window and patio door dream book is available from Andersen Corp., Bayport, Mn. 55003

Flreproof Cedar Roof

A fire-treated red cedar roofing brochure is free from the Red Cedar Shingle & llandsplit Shake Bureau, 515 ll6th Ave. NE, Ste. 275, Bellevue, Wa. 98004.

Maln Entrances

A lull color, l8-p. booklet on the prestigious Atrium Door system is free from Atrium l)oor & Window CorP., llox 226957. l)allas. Tx.75222.

Get Into Jambs

"How to lnstall lnterior Jambs & Exterior Door ljrames" is 400 from Wood Moulding & Millwork Producers Association. Box 25278, Portland, Or. 97225.

Breaker, Breaker

A -i2-p. Ioadcenter and residential circuit breaker catalog is free from Challenger Electric Equipment Corp., 750 Boling St., Jackson, Ms. 39225.

Out Of Africa

An international (ihana hardwoods trade and industry directory is free from the Timber Export Development Board. Box 5l-5, Takoradi. Cihana.

Rack Talk

Information on single and double sided cantilever storage racks designed for large loads is available from Webb Rack, Webb Dr., Farmington Hills, Mi. 4801 8.

Grade Report

A revised western wood grade stamps technical inlormation page is free for the lst 25 copies, or $7.50 per 100 from the Western Wood Products Association, Yeon Building, 522 SW 5th Ave., Portland, Or.97204.

flltTtuck Extras

F'our lift truck accessory bulletins, describing spotlights, strobe lights, flashing lights and back-up alarms, are free from Yale, Dept. 219, Box 12936' Philadelphia. Pa. 19108.

Advertising

The Tragedy of Career Stagnation Is Needless

"Recruitingfor the Forest Products Industry"

CONTRACTOR YARD SALES MANAGEMENT

Our client is an established, financially stable, independently owned, contractor-oriented wholesale lumber & building materials distributor supplying the housing market in the sixth fastest growing area ofthe Llniled States, Southeast location.

Canadidates musl:

Know lumber, building materials, mill work & their applications.

. Have experiena in managing for growth & profit.

r Be dedicated to achieve exceptional results.

Pos$ess strong organizational skills. This b a signifrcant opportunity for an individual with an ability to select, train and manage a sales team to achbve the rapid growth dicrated by the potential of this company & is markets.

MAUGANS AND ASSOCIATES

P.O. Box 36802. Birmingham, AL 35236

1-aoo-426-4172

2{J5-987-75a2

CONFIDENTIAL INOUIRIESFEE PAID

We staff industry leaders with professionals in manufacturing. engineering & sales. Salaries range from $25.000 to $100,000*. Cal/ DAYTON VAN SLYKE al 503-2856560. STAITING SOLUTIONS. 4505 N. Channel. Porthnd. OR 97217. All lees mid.

SOFTWOOD & hardwood transportation via truck or rail (UP, SP, ATSF) from Los Angeles & Long Beach Harbors, California. Call Louie Escobedo, Chozen Trucking: (213) 833-3974.

Twenty-five (25) words for $19. Each additional word 65C. Phone number counts:rs one word. Address counts a-s six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $4O camera ready, $45 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Buitding lhoducts Dige$, 4500 Carnpur Dr:, Suite 4m, f*rr"ort Beadr, Ca. 926d0. Make checks payable to Cutler hblishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMEI{T MUST ACCOMHNY CI)PY unless you have established credit with us.

6-ll2 PRIME ACRES suitable for lumber or other operation. 100' x lfi)' fully enclosed melal building on concrete. Pavement, on-site power, SP served. Room fior expansion. lndio, Ca. Between two freeway exits on l-10. Write Box 79, c/o Building Products Digest.

LOOK'NG FOR PONDEROSA

PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14'TO 42" IN 414 & 5/4 THICKNESS. LENGTHS AVAILABLE IN 6716'ON 1'MULTS OR CUT. TO-LENGTH. SHRINK.WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SEND YOUR INQUIRIES TO:

TREE PRODUCTS ENTERPRISES

P.O. BOX 280 LAKE OSWEGO, OR 97034 (503) 620-5868

FOR SALf, Marine f:poxy Paint $2-$8; red-lead, zinc chromate, epoxy primer $5; lacquer, varnish $-l; enamel $2-$5; anti-fouling $15; grease $l; (Wanted: 5 h.p. wood shaper) 803-873-2000 Summerville Lumber & Building Supply, I I l5 Azalea I)r., Azalea f:stales. Summerville. S.C. 2948-].

IMFORT VINYI, FLOORING

1500 rolls (90,000 square yards) 6' x 90'all first quality. l2 patterns. $1.00 per square yard.

Shaw Wholesalc Companv

l-(800) l4y-4211 Ark. (501) 7-67-6464

P.O. Box 2474, Hot Springs, Ar. 71914

Name

Company Name (if any) Address City State

JOE MAUGANS

Evang' Posner Avolds Prlson

Victor Posner, millionaire financier and head of the former Evans Products Co., avoided prison for his income tax evasion by agreeing to pay more than $7 milllion in charity, taxes and penalties.

Facing a maximum 40-year jail sentence, the 69-year-old industrialist pleaded no contest to charges he overvalued bv $1.2 million the22

Deck Contertr Spur Salcr

Retailers who missed capitaliz' ing on publicity seeking entries for the California Redwood Asso' ciation/ Popular Science redwood deckbuirding competition will have a second chance when the winners are announced in the JulY issue of the magazine.

Winning decks will be featured, offering retailers an opportunity to promote late summer, early fall sales of redwood decks. Those wanting helP with the Promotion should request the CRA pamphlet with suggestions on

acres of land he donated to Miami Christian College in the late 1970s.

Posner entered the pleas a month before his retrial. He was convicted in 1986, but the verdict was thrown out due to jury irregularities.

He is required to spend $3 million to help the homeless, give 5,000 hours of community service, PaY the cost of his own prosecution, and pay more than $4 million in back taxes, penalties, interest and fines.

conducting deckbuilding contests.

More than 200 entries were received in the nationwide contesl which closed Jan. 15. Promoted during the summer and fall of 1987, the challenge to both do'it' yourself and professional deckbuilders was to submit photographs, plans, material lists and descriptions of deck projects which solved a particular problem of a home and yard.

CRA staff members and Al Lees, Popular kience home and shop editor, were among those judging entries for prizes of $1000. $500 and $300.

Log Home Market Expandlng Dealers interested in expanding their services should consider that the construction of log homes accounted for over 5olo of the custom-built, single family homes built in the United States in 1986.

A total of 19,291log homes were built during the year. The 27 log home producers in Montana led the nation by producing 2,036log homes followed by 16 producers in Ten-

SURR0UllllE0 by entries lor "problem-solving" redwood deck contests, Chrislopher Grover (left) and Charlene Draheim, Calilornia Redwood Association, and Al Lees, Popular Science magazine home and shop editor, have a hard time selecting winners to be announced in July.

Redwood, with its distinctive natural beauty, has always been the preferred ded<ing lumber for those who could afford the quality. Now with LP Desert Dry Redwoo4 you can supply performance and prestige for a fraction of the price you'd expecl

Desert Drv Redwood construc-

tion heart and construction common have tight knots and the natural variations of color and pattern which distinguish them from cedar and pressure'treated lumber. Ifs an upscale look At a down-to-earth price.

LP Desert Dry Redwood is kilndried so you can offer economy and

performance every step of the way. By taking the moisture content down to 19 percent or less, the load is lightened and you get more board feet on every hudr Desert Dry Redwood loses nothing but water in the process On the job, joints stay tight and shrinkage is controlled It also maintains a superior resistance

nessee witl'r 1,928 homes, 17 in North Carolina with 1,448 homes, 1 1 in New York with 1.284 homes and l4 in Wisconsin with 1.112 homes.

Total sales volumc for the industry was over $416 million. The estimated value of the log homes after erection on the owners' land exceeded $2 billion, according to a report compiled by John R. Kupferer, editor and publisher of Log Homes Magazine.

Log packages sold for log homes contain in some cases lumber and materials for floor and roof systems, interior partition walls, windows and doors as well as logs. All log homes require additional purchases of cabinets, plumbing, paint, stain and other building materials to complete the interior.

Redwood Deck Blasts Off

"We wanted to give the retailer something special in redwood, back it to the hilr with a distinctive identity and support it aggressively with promotion fire power," says Mike ('ouey'. Simpson Timber Co. red-

wood nrarketing manager, describing the new TopDeck marketing plan.

The campaign's major thrust is putting redwood and the retailer back on top in sales opportunities and profit margir.rs on decking. Beginning with the name TopDeck, the product is being given the tangible salcs support, identitl' and momentunr necessary to make a top name for itself in the burgconing decking market. C'ouey' explains.

TopDeck, named in an cmployee contest. has been lashioned into an ey'e-catching symbol. It appears on everything liom product literature itnd protectire packlrge wrrrpping to scratch pads.

The dealer promotion l)rogrrrm. which C'oue_v" says is the slrongest promotion backing ever accorded a single Simpson redwood product. includes:

o Clo-op funding lor local advertising and promotion, o Four color consumcr literature, o TopDeck Tips I'older on deck designs,

o Topl)eck Tips folder on construction and lrnishing, o Topl)eck Tips folder on care and maintenance. o Repro art on decking. o (irid ruled scratch pads. o Protective

package wrap, o Relateci literature on redwood amenities lor outdoor living.

For more information about Desert DryRedwood or any ofour other grades

A total decking line. the product includes popular redwood decking grades including B deck, construction hear1. garden heart and construction common. After monitored iiir seasoning, the product is milled and graded in dimensions including 2x2. )x4, 2x6. 2x8, and 4x4 in lengths to customer specifications from 8 to 20 fi.

to decay and insects. Dried, trimmed, and surfaced so sizes are true, it's paperwrapped for protection in 2" x 4", 2" x 6", 2"x8"-I2" dimensions and lengths up to 20 feel

of redwood, call Mike Parli, Redwood Sales Manager, at(707) 443-751L

LP Desert Dry Redwood No longer reseryed for a privileged few.

Obituaries

.lulian Norlh ('ltt'alltaltr. lortttet crccrrlire vite ptcsitlcttl lttttl tlitectot ol' ( ieorgi;r l'rrtilit ( orp . .'\llrrttlrr. (ilr.. rlicrl .l;rrr .) 1. l()l(ll. uhilc vrrtrr tiortirtg in Il;rurrii. Ile wrrs 7(r

lrr l().lr lre ioirretl llrc torrrprrrtt lris blotlre r ( )we tt loutttlctl scve tt tcltrs clu lie r. ( ieorgilr l llrttlwootl I trtttlte t (o. ..\ttgttrtlr. (ilr . wlrit'lr wottltl r'ltlrttge its ttltttte .)0 ieltts llttct lo ( ieorllilr l)rrcillc llc scrl'ctl lrs c\lx)rt Irrrtttrcr lnlrrrrltcf tlttrirrg tlrc |()'10s. bct'lrtttc \'p. lttttl lt tliretlor irt |()-17. lrlrtl crct r'.p. irr l()(r(r lle rettrcrl itt It)7.1 torrtirrLring lrs rr rlite t tot tttttil |()8.1

l\1 r ( lrcrthrul) ls sur\ivctl bi his uitlow. .\licc. ir \()lr. l$() tlrrttgltlets. irlttl two sislcts.

Williarrr "llill" Nonrrarr llursl. lr sulcsnlrrt with \\.i\l ( rrrrre r I unt bcr ('o l lickory. N ( .. tlicrl I)cc

I | l9t{7, ol' crrrtcct in Nlorgrrntort. N ( llc wrts (rl

,\ six-yclrr cntplovce lrt ( r'lrnter l unrbe r. hc hlrtl prcviouslv workctl with l{ S llurruss Iuntbcr ( o.. l ynchhr-rrg, Vir.

NI r Ilr.rrst is survivctl hv his wiclow. Irucl,l lrn(l two tllrughtcrs.

.f .l'. Osborne ,l r.. ()wncr ol' ['irnrpir LLtnrbcr ( o.. l)irtt'tpit, 'l x., clictl .lirn. 2.1, 19u8, in I'rtntprt l lc wrrs

75

Iiorn in l\liunri. Ir.. he irtlcn(lc(l thc I lrrivcrsill ol' ]\{issouri. llc Iornrcrl Iturtrpu I rrnrbcr irr thc cirrll l().50s.

N,lr. Osbornc is surr ivccl bl his wirklw. I{uth. rr solr. ir (laughlcr, ir brother. l sistcr. irn(l ll!c gnur(lsons.

llt'rtx'rt,1. ('arolr. llrt' l:rwt'et wlto l)i()nr'r't('(l Iltt Il1$o()tl :tt)ItItttsl

Itltllrtltott. tlrt'tl I )ei I li. l()fi /. rtt \r'rr ( )t lclrtts. I rr I le w;ts (r-) \s setttot rrtttl lotttttltttp lllrttttet rrl ( irrrrrrr. llre rte t & Nlt Nr'e lt. lrt' llletl llre llrst \uil l()r llre rlerrlcts rliillrt\l llre rrlrrtullrt ture r\ rl llre lllvuootl irtrlttsl t r

\lr ( ilrrrrr is sLrrviletl lrr lrrs uitlou. \lrrrgol. rr rl;rtr1'lrler.lrnrl lwo \()lts

Advertiser's Index

\ nrtric:trr I ttttrtt:tliort:tl l ort'rl I'rotlttcls 5

Hechinger Building New Hq.

Ilet lringcr ( o. llrs ptrrr'lrrrsetl I i l(le\ lrl lnglerloorl llLrsirtess ( ortt nttr rtitr in Ilrrttlorer'. \ltl lor torl stt ut tiort ol lr .)07.000 sr; ll t ot |ot rrle lrelrrlt;tr;rr lcrs llurltlrrrg ( ortsllrrr'liort will be irt l\\() phlrse s u'ith thc llrsl sllrle tl lirr ott ttI)rn(\ ilr thc strrrrtte r ol l()li() I lris l.)1.000 st1 ll ser'liorr will trrnncr'1 to lhe llnlrl ll-1.{X)0 st;. ll. phrrsc witlr lrt't lrlriuttt rorri(l()r ol'silver rellcc t ivc glrrss.

Operating Opportunities

ol sirlcs:rnrl crccetl trlrrgins rclrlizctl br 11.625'i1, gcttcrrrtittg,, 531'.)\{) loss ( ott r crsclr . lhc constrrrcr sitlc cxcucrle rl crpenscs br l-1.()15 ri, irr.trl gcrtcrlrlcrl \ | r('..).tt ilt 1,t. 1,11 ptolil: Ilrc crrsilv irlcrrtillrrblc clurrker nrrtlc rclrlizcrl rrtrrrgins ir.t thc cortll lrclof lrfe il nontinlrllr Ii'l'i bcclrrrsc ol "rliscourrt" lrccorrr.ttirtg lrnrl .15"1, ir.r thc consurlcr rrrcrr. \cithcr busincss is r ilblc lirr dillcrcnt rcirsons. Ihc c()nlrilctof cn(l

\ rnt.rienrr \l rxrrl I'rt strrt'rs I rrsliltrlt lll 2(l

llcarrIrrrtrlx'r(o.,( ttrl ........l9

lft'rcrfr \f:rrrrrf:tctttrittg ( rt..... .........21

lli\\rxxl lrrlt,rrtaliorr:tl ........-..12

flrurrsniek I'ul1r & I'apt'r. ......26

( t'rrtral llrrildtrs Srrpgrlit's ( o. - -.1

( olt, & \sroci:tlt's. .lolttt 1..............-15 ZT

( olrrrrrhrrs I rrrrrlx'r

f)rrkc ( ilr l.rrrrrlx'r( o..... -....27

(irorgia-l'acifie ( ort'r lV

.lordalr llcdrrxrd l.urttlx'r ( rt.. l.t't' llor JJ

Lorrisi:ur:r-l'rt'ific ( orp. ]tl--19

\lrrtirr l"ort'sl llrdrrstrit's ... - - -.22

\lar1's Rirt'r l.rlrrlx'r ( o. ........( orer II

Nlart' \ails ...........35

\louldirrgs & \lillwork, Inc.............21

\ora Ltrrrrlx'r .........29

\arajo l"ort'sl I'rodrrcls Industries....... 25

I'acific l.urrrtx'r ( o. ....

I'rrxluct Srlt's ( o..... ...........{

l'rofil\l astt.r - - L-)

Sirrrllson'l inrbtr ( o

Soulh lltr l'orest I'roducts ( tt...........{l)

Southerrr (iulf lrucking ('o............,.6

\\elsh l"rrrcst I'roducts. Ilrc. ........21

\\ererlraeuser ( o..... .....( over I

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

Coping in April

PRESS SPE

Our always informative annual on prelrsure treated wood will again present special features on how manufacturerc help dealers sell, a proftle story on a pressrrre treater, updates on news affecting the industry plus helpful tips for you on marketing and selling profttable pressure treated products.

ADVERTISERS: Be certain your message is part of this important industry issue. Call or H3'"""1?;11.3"1"#t"

March 17, 19t8. For information or space reseruations, just unite the address below or call (7141852-r99O.

Sunshine. And a cool breeze of,f 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 little 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-heart gades.

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

Our Ft. Bragg facility is a full-service Douglas Fir mill, too. And that means one call can get you two of the best products Georgia-Pacific-and Mother Nafurehave to offer. Call today: 7071964-0281. For redwood quality you can build on.