Coming in April PRESS SPE vooD IAL ISSUE

(Orrr always informative annual on pressurc treatcd wood will again present special features on how manufacturers help dealers sell, a proftlc story on a pressure 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 unite today. The deadline for space resetrrations is

March 17, 19E9. For information or space resewations, just unite the address below or call (7141852-r99O.

Redwood Speciat Issue

National Deck Contest Open To Redwood Dealers

ABCs of Redwood Product Knowledge Made Easier

Redwood Sales Are Like Gardening With No End

Recommending Proper Finishes Makes Sales Sense

Redwood Executive Answers Your Hard Questions

Texas Lumber Co. Sets Up Elite Display Center

Structural Redwood Grades Can Fill Many Needs

Technology Produces Efficient Redwood Products

Weyerhaeuser Introduces D-l-Y Design Center

Canadian Company Launches New Market Effort

Redwood Shows lts Best Side In Southern Home

Servlng l3 Southern slales

Publlrhor David Cutler

Edltor Juanita Lovret

Arrlrtrnt Edltor David Koenig

Contllbutlnt Edltors

Dwitht Curran r Cagc McKinncy

Art Dlrectol Msrtha Emery

Strll Artlst Mary Coopcr

Clrculrtlon Lynnctte A. Perkins

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

Advertising Offices

Advertising rates upon request. From all states east of the Rocky Mountains: Contsct Jean Waggoner Cogerty, national sales manager. l'rom Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

l"rom Washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Hofm at (205) 774-3113 or 21819 77th Place West. Edmonds. wa. 98020.

SUBSCRIPTIONS

Change of Addrcss-Send subscription orden and address changes o Circulation Dept., Building Producs Digest.4500 Campus Dr., suite 480, Newpon Beach, Ca. 9660. Include address label from recent issue ifpossible, plus new address and zip code.

Subscrlption Rates: U.S.: $25-one year; $41+wo years; $55+hree years; Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$42; surface-$37; South America: air-$60; surface-$391 Asia: air-$70; surface-$39; Europe: air-$90; surface-$39. Single copies $3; back copies $4.50 plus shipping & handling.

BUILDING PRODUCTS DIGEST is an independe ntlyowlted publication fur the reni l, v"lnlesale and distibution lewb of the lunber and home center mart<zts in 13 hwhetn smrcs.

Goastal Upgrades Henry Plant

A major renovation resulting in a 500/o increase in capacity and a 400/o reduction in cycle time has been completed at the Coastal Lumber Co. treating plant in Henry, Tn.

The facility, a Wolman licensee, processes approximately l2 million board feet of southern yellow pine each year. Coastal acquired the Henry plant from Phoenix Lumber Co. last spring.

The improvements were part of a more than half million dollar capital improvement expenditure at the Henry yard. Expansion of the air dry shed to 12,000 sq. ft., building a 9,000 sq. ft. lumber warehouse and loading dock, lengthening the shipping chain and adding new equipment in the log yard sawmill and drying yard have been completed in phase one ofthe refurbishing.

Horne Depot: Gompany of Year standing performance and management ability. Home Depot's earnings nearly tripled in the year ended Jan., 1987, and doubled in the year ended Jan., 1988. For the nine months ended Oct. 31, 1988, Home Depot's net income rose 52% to $57.9 million on a 370/o gain in sales to $1.5 billion.

Knoxville Handy Dan To Close

Handy Dan on Clinton Highway in Knoxville, Tn., will be closed April I by Channel Home Centers Inc., its parent company.

"The store has not been a profitable market for us," Ann Plaut, spokesperson at the Wippany, N.J., headquarters, said. She explained distribution and advertising costs were higher because it was the only Handy Dan in the area.

Home Depot Inc. has been Texas Dealer Builds New Store named Southeastern Company of Higginbotham-Bartlett is building the Year by Jenk's Southeastern a new building materials center on a Business Letter. three acre site in Stamford. Tx.. with

The award is based upon out- a July I opening scheduled.

Construction will include a 12,000 sq. ft. metal building with 6,000 sq. ft. for a retail store and 6,000 sq. ft. for warehouse. Another metal building of 15,552 sq. ft. will have inside storage and covered outside storage for lumber bins, bundled lumber and building materials. This structure will be a drive-through warehouse capable of unloading l8-wheelers inside.

Phil West has been named manager. He comes to the Stamford location from Lubbock Sash and Door, a wholesale division of HigginbothamBartlett.

IRS Threat On Collections

The latest collection technique advised in the home center and lumber industry uses the IRS as the bogeyman.

The idea is that before you write offa debt, you call the debtor and tell him you are going to file a 1099 report with the IRS claiming his account as a tax deductible bad debt for you and income for him. Reportedly, because no one wants the IRS involved, past due customers usually settle up promptly.

The downward path of housing

? HIS MONTH the National Association of I Home Builders begins a major Congressional lobbying effort seeking government assistance for housing via direct subsidies and financial arrangements to make purchasing a home easier. Given NAHB's track record with the Congress some success is likely. What happens will also have a direct impact upon those of you who supply the nation's home builders.

It is distressing indeed to trace the downward path of housing since | 978 when starts were just over two million. Noting in the chart below that this year's estimate is 1.3 million starts, it seems obvious that America's housing short fall is no illusion.

The NAHI] rallying cry this year is "Where will our children live?" lt is a good question. Of the nearly 59 million Americans who are in, or will be entering, their prime home buying ages during the next four years, fewer than half can expect to become home owners. lt is exactly this imbalance that NAHB seeks to redress through political action and the ingenuity of its members in the marketplace.

Builders are often important customers for the retailers. wholesalers and distributors who read this magazine. lt makes sense that we all monitor these developments for their likely impact upon business.

LAT Convention Schedule Set

Joe Samulin, retail and wholesale home center industry veteran, will set the pace for the "Challenge of Change" theme at the Lumbermen's Association of Texas convention next month.

state legislature report, new money saving services and a 1990 convention update. AII business sessions will be in held the Mission Room of the Convention Center.

More than 250 vendors will participate in the tradeshow. In addition to two full days of exhibitions, the convention offers the opportunity to meet the vendors at scheduled receptions, breakfasts and lunches.

bert Eberhard, Carlos Gonzales Jr., Larry Grothues, Phil Grothues, Brazos Guido and Marisa Guido, 1989 convention committee, have planned a balanced schedule of educational, business and social activities.

Opening speaker for the April 6-8 meeting in San Antonio, he will include tips on visual merchandising, variable pricing, long range planning and selection for loss leader advertising in his "Growth In A No Growth City" presentation opening day.

All speakers will appear as part of the Speaker ShowCase Plus format with Michael Skinner, Ph.D, briefing listeners on business improvement through employees in "Superior Companies/Superior People." Art Zorka will use his talents as a magician to deliver "The Magic of Creating' Opportunity" message.

Other Speaker Showcases will feature insurance benefits, financial planning, retirement strategies, a

A. George Natsis IIl, president; Don Smith Sr., first vice president, Danny Brosius, Jeff Chapman, Her-

NAWLA's Annual Meetirg

North American Wholesale Lumber Association's annual meeting, April l6-19 at the Sheraton El Conquistador Resort, Tucson, Az., will be under the direction of convention coordinator and second vice president Barney Blondal.

Approximately 700 delegates will attend. Dr. John Crispo, professor of political economy, University of Toronto, will open the convention with comments on "Free Trade and Beyond."

Answers to the challenges brought by environmentalists will be provided by Daniel Goldy in "Call to Arms." Dr. Peter G. Hanson will focus on management of stress during the second general session.

The president's reception, banquet and casino party will be held at the Hilton Palacio del Rio Saturday night. Thursday's opening reception will be in the River Court at the convention center. A golf tournament at Sonterra and special activities for women will round out the meeting.

A management seminar by Dr. Herbert Greenburg, co-chairman of Caliper Management Inc., will deal with hiring the right people. Louis R. Marchese, legal counsel to NAWLA, will interpret new laws.

The popular contact session, a networking program with table top displays by NAWLA mill, wholesaler-processors and service supply members, will have over 100 exhibitors.