Building Products Digest - March 1993

& home center

13 Southern states

Homeowners prefer to build their decks and iences with redwood. It's just common sense. After all, nothing else comes close to dry redwood's prestige or matches its longJasting beauty.

Untilrecently, everyone paid a premium for the privilege. Now the rules have changed. L-P's Desert D4fRedwood supplies the quality and performance your customers want at a fraction of the price they'd expect. It's dried to industry standards, then trimmed, surfaced, and shipped in a weather-resistant wrapper, so it's protected and look great in the lumberyard.

We're spreading the word. So don't be surprised when your customers demand louisiana-Pacific's Desert Dry Redwood. When they leam how afiordable dry redwood can be, they'll start lining up at your door. After all, it's just common sense.

For more details, call us today in oregon at (503) 624-9004, Louisiana-Pacifi c's Desert Dry Redwood sells itself and brings in high profits. It comes in allthe popular grades and sizes, including: Construction Heart, Construction Common, and B Grade in 2x4,2x6, and 2x8 dimensions, and is available in lengths up to 20 [eet.

Wtbitpryhbe whenit$odfuup?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and most rrersatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy corrrrnons, or garden grade lumbe4 kiln dried, air dried, milled with precision at G-P's Ft.Bragg mill. And it will be professionally graded by RIS rules.

And its beauty will end up enhancing a deck, a

fence, a house-and your bottom line.

For your redq/ood custCIrrcrs, droose ttre redwood that has everything going for it: looks, promise, and a fine hmily narrc. Choose G-P red\ /ood. A member of the Cdifomia Redwood Association.

Formore information, call rhe Ft. Braggmill,(7O7) 9&-0281, or ttre G-P Distribution Center nearest ycu.

It's no secret why Cox@ has built a reputation for lumber that lasts a long, long time. Our lumber is dried-aftertreatment, so excess moisture is removed in the kiln, not on the jobsite. As a result, warping and shrinking are minimal. Lumber stays straighter. Nails stay put. Customers stay happy.

But we're also known for dealer relationships that last even longer. That's because we furnish the sales support that targets your best customersremodelers and contractors. Everything from an eye-catching television spot to our Cox Classic Cruise Contest. that

could reward one of your customers with a luxury cruise to the Caribbean. What's more, to sweeten your success, this spring we're offering contractors free deck screws with their next purchase of DuraPine Outdoor Wood by Cox, just to prove the difference dry-treated lumber makes! For complete details, use the coupon.Or call toll-freel-800476-4401. And start getting the treatment you deserve.

f-Pr.*" r*a -" t"Tre it f"tr*rri"" "t ; the Cox Dry-Tieated Lumber sales I support program.

voLullE 12, No.1

PUBLSHER DavU Cntbr EmOR Juadla Lovr€i ASSOCI IE EOffoR odut lo€.ig COtlIRlEUTltlG EDIIoRS tX,UrC|'laq Gago ilcKfnoy, KonTllnl Wary Lydt

ARTDIRECTOR tlailhaEmort ST FFARIFTPnBdbn&r CnCUUfi)X Tr.ct $dltr

SUBSCRIPnOilS U.S.: SS{|r y3an gl.lm yeaa; 155{hoe yea6. Fo|rln om yeerpey$lo ln adanco h U.S. fud3: a|' cl37, C{Eda or tikbo; $D, drrcrulb. At,at6 abo avstlable. strrgl€ cople.$3; back bs$s$1.50 rten aval$lo, pfB shbphg. CllAllGE OF ATDRESS S.nd d€s 160l lrc||t rEnt bqr f po03D5, |rf .&rt s$ 4 coo. Btttl)llc

PRODUCIS IXGEST b p|.6btFd moritly d {500 CmF. 0r., $r. '1t0, ll.fFd 8rdr, cl. S60, (tlo t5}t90, by Ailor hJblsfito, l]t, lt b an hepg$rrfrm.d Fnb|on brth reta||,who|esa|6a'ddbt1itl|on|9vrbdt1p|mbof..|db.nocgnb|madobhl3sodlqnslab3.cQ'ddrd990bycU[0rRJb|bti|gih.corr'ad$[roconbnls!]Etrd .mustatotbe]€prodlEsdlnanymamerdhoulw'nenpoflisslon. AllRigil3R€ssnFd.

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lf,rOOD, because of its general abunlldance, versatility, natural wamrth and beauty, has been used extensively in North America since the beginning of set0ements by the Euopeans. It is particularly suited for exterior siding and provides an economical and renewable building material that when finished properly provides years of care-free consumer satisfaction.

Natural wood siding also has the ability to take and bold a variety of coatings (stains and paints) and, unlike many other siding alternatives, can be refinished at a later date with different colors and excellent results.

Retailers, builders, architects and consumers can ensure the full benefits of wood siding as well as a maintenance-free finish by conholling the following:

l. Pre-Weathering - Protection from Mother Nature's elements before the siding is coated. Studies by the US Forest Service and US Department of Agriculture show even a weathering of four weeks can decrease the life of your coating by 50Vo.

2. Moisture Control - Essential for determining the service life of botb wood and coating. Proper building and installation metbods as well as ensuring the wood is dry before coating are the secrets to conbolling moisture and long product life.

3. The Coating Process - The best application of stain or paint ensures a dirt and contaminant-free surface coated on all sides with the proper film thickness. Proper drying and curing are essential for maximum service life,

A rapidly growing number of builders, architects and homeowners are now prefinishing their siding before it arrives at tbe job site. In addition to being able to control the above variables, they save considerable time, dollars, construction delays and clean-up headaches... in essence, theyle finished before they start!

OLYMPIC Stains/PPG Industries is tbe pioneer in pre-finished siding material and has been providing a consistent quality prccess and product through a network of authorized operators for over 30 years. According to Steve Wright, professional stain and coating manager for OLYMPIC, "We understand the importance of providing a quality finished product to the consumer. Our factory finished process througb authorized OLYMPIC operators ensur€s the wood is protected from weathering, dried to the proper moisture content and coated to exact specifications before it ever leaves the factory."

Wright goes on to stat€, "You wouldn't expect to buy an unprimed, unpainted car from the manufacturer, take it home letting the dust and dirt settle on it and then spray paint it in your yard. Your home represents a much larger investment than your car and factory priming and finishing ensures you will receive the best protection available for your home as well as your investment."

The actual factory finished process

Finished before you start!

Fool-proof cures for finishing siding

guarantees a quality job as the building materials are often pre-heated for maximum adhesion of the coating. It is then finished with quality products from OLYMPIC utitzing high speed revolving brushes or pressure rollers. Unlike job site application, all sides are coated, dried and cured under ideal monitored conditions. The finished product is then shipped to the job site and once installed has immediate curb appeal and marketa-

bility. No weather delays... no painter call backs... and minimum clean-up all for generally less than on-site finishing cost.

Authorized OLYMPIC operators can pre-finish a wide variety of materials including siding, decking, fencing and trim. Even the nails can be color matcbed and coated. Authorized MachineCoat operators also offer OLYMPIC's exclusive lAMo Acrylic MachineCoat complete with a l5-year warranty.

OFFENSE DEF.ENSE

Homeowners love the performance beneflts of real wood sldtng. Take the offense wlth a process that provldes years of trouble-free performance wlth a wlde range of Olymplc and PPG coatlngs, tncludlng a l5 year waranfr on Machlnecoat.

Put your flnlshed product ln the best posslble defenslve posltton a€ialnst nature whlle glvlng you the competltlve edge over other retallers. Flnfshed product ls ready for lnstallatlon reductng constructlon delays and provldlng lnstant curb appeal and marketabilfty for bullders.

Set your game plan today wlth a wood stdtng system offcring a no'nonsense werrenty by phonlng:

r^rflsarnerrnffa MacMtllan Bloedel Bulldrng ltfiatertals \Yz'ry /uuri"'r\, Daflas, Tx.............8oo-b2z-3808

Dfiaelhimre Houston, TX..........8OO-392-6354

asryrfleatflon f,iHiJ'"H::::::::::3S:333-3393

,Accept No Ft. Lauderdale, FL..8OO-432-O655

Sttbstitutes"

Jacksonvllle, FL .....800-342-5955

Tampa, 1rL..:..........300-348-6226

. Charleston. SC.......80O-868-536f

Charlotte. NC.........8OO-822-8640

Baltimore, MD .......800-368-6226

Trlad Prefinlshtng

Greensboro, NC......8OO -562-57 07 Rlverslde ltfachlne Stafnfng

Charlotte. NC.........704-827 -2839

EDITORIAL

The amazing price run up

"Are you kidding?" "It can't be that much." "That's $100 over liast week.' "Gasp!" "Gulp.n These sentiments, selected expletives and otler general expressions of astonishment have been g;reeting the aurazing across-the-board increases in wood prices in recent, weeks. As we go to press, the big question is whether these price increases will fall back, stay at high levels or simply go higher.

Not many people think prices will fall back to their starting point, thus becoming just another spike on the price charts. While forecasting future price directions is iffy at best, most of the people we've surveyed feel a major price retreat is unlikely, given the supply driven natue of the current market. Plus, business is improving in many, though not all, areas of the country, increasing demand.

-The consensus among seers is that the bill for all the lockups of timber has come due. No longer is the deletion of millions of acres of timberlands

ftom the nation's wood fiber supply seen as a free ride. Payment for that ride is just [eginning, nany feel. The economics are very cleac less supply meians higher pnces fu what remains.

Should these new price levels hol( their effects will ripple dramatically. New bomes will cost several t[ousands of dollars more, pricing some out of their dream home. Suppliers will need far more money to finance inveniories; small companies may be over their qedit limit wi6 just drc or two cils of lumber. Tbe cost of insrning invento ries will rise. Wood products may lose certain ma*ets o substimte materials. Just-in-time buying nay inqease dranatically. And th€se are just a few oftbe ripples expected.

Many in the industry feel wood products bave been too cheap, with pricas failing to keep pace with inllation. Because of a lack of historical precedent in today's market the job of divining price direction fu those who buy and sell beomes even murtier. Best advice: hang loose.

KDATW DEANK

For pressur+teated wood hats kilndded after teatnent, cail Dean Lumber Co.

The gente conditoning of otr steam dry kilns yields exceptional products sudl as Dean Deck, Dricono fire retatdant teated wood, Outdooro wood, Wolmanized@ Extralumber, and treated specialties.

mOfUsAs IIourNaMResoure

e're the name that naturally comes to mind forCalifoniia redwood and Douglas fir'.

The Pacific Lumber Company is the world's largest supplier of high grade redwood and Douglas fir products with the broadest line in all grades.

Whatever your needs, there's a good chance we carry it. And you save in delivery costs because we can satisfy your full requirements in one mixed

Ioad from the mill. Some examoles of our line include...

Kiln-dried bevel sidings, pattems & surfaced stock

Full-sawn, rough, FOHC timbers up to 8x8 in redwood and up to 6x16 in Douglas fir

A complete family of end & edge glued PALCO-Loc products

Redwood rough and surfaced green lumber, 2x4 through Zxl2,both upper and common grades

*-.,gffifi.

The next time you need to place an order for quality lumber, call the "one stop" supplier. Call The Pacific Lumber Company.

We're your Natural Resource.

Encou rage redwood sales with exciting promotions

,'^IREATING consumer excitement creates sales as many lr.-zredwood dealers are discovering. A regional salesman for North Carolina-based Epperson Lumber Sales, Glen Erhardt, Put a new twist on an old idea last sunmef to qeate interest in redwood decks in Richmon4 Va

Strting with a biUbmr4 he soon

the conpany advertised during Univenity of Kentucky football games last fdl and UK Wildcat baskebatl bmadcasts this seagon.

The California Redwood Association's annual derl contest is anotlg g€at way to boost rcdwood sales. C$A is teaming up

had people looking, talking, calling him and buying redwmd. 'Not just any billboar( though," he explains. 'oThis was one of the biggast on one of the busiest streets. We blew uP a deck photo and attached a custom 6x20 redwood deck lo it. That was my offrce."

The rwo month promotion lined up cofpofate sponsofs, including Pacific Lumber Co., Simpson and Latticeworks of Orcgon, and regional lumber companies such as N. B. Goodwyn & Sons, Ricbmond.

"We created interest by calling locd w, radio and newspaper report€rs. Our phone number was on the billboud and I had a cellular telephone so people could cdl me. A fair with food, music and giveaways attracted a big crowd," Erhardt recalls.

Two radio stations did live remote brmdcasts frm the deck, the local newspaper ran ft,ont page photos and aradio station bosted Erhrdt on a 30 minute show. The promotion increased redwood sales. Plans are in the worts for a bigger promotion with another Richmond lumber dealer.

But promotions don't have 0o be this spectacular to be successful. Simpler ideas also attract attention.

Mike Benson, Falls City Lumber, Louisville, Ky., reports good results from promoting redwood during radio sports broadcasts. Cooperating with local lumber yards'

again with Honw Mechmtirmagazine. With 1.1 million read€rs' it wiU feanre 1992 w.inners in the July/August issue with 1993 infcmation and entry blanks. Dealers can use banners, countertop cards and entry fcms available from CRA. If they sponsor a dock @ntest, CRA will coordinate enEies, entering tb€m in be natimal oontesl CRA and Honw Mechour will judge enries. Open to d-i-yen and p'rofessionals, the conte.st offers prizes from $2,000 !o $750 as well as the chance to be fea[red in a nati@d publicatio. Enuies close Sepr 15.

Regardlass of the direction you take, yott will find creating excitement creates sales.

Story at a Glance

Ways to boost ndwood sabs ldec for spectacular and slmple promotlons including a GRA deck contest.

PASI deck contest winnels

,1|| REDWOOD sale is not complete 4\ntil the customer buys a product from your paint deparfrient

This must be stressed in training redwood sales people. While the customer may think redwood will darken and bleach naturally to drifnvood gray if he leaves it alone, the process takes a long time and he'll be happier if he speeds things up with a coating.

Show some color photos to illusEate ttre appearance of redwood with vrious ftnishes as well as what happens to the unfinished wood. These will help a customer to select the look he wants to achieve. Enphasize that redwood accepts many different finishes, with adequate preparation the key to success with all of them. (See accompanying chart.)

Recommend using water repellents, stains and bleaching oils containing mildewcides. Brushes or rollen are needed to apply these. All surfaces should be clean and dry with unseasoned redwood having air dried for one month prior to finishing. Caution customers not to use varnishes, lacquers or other film-forming finishes. Incompatible finishes should not be mixed and a sprayer should never be used.

Natural appearance finishes are best achieved with clear water repellents with mildewcide. These allow color and grain to show through. Bleaching oils should be reconmended if a natural gray finish with low maintenance is desired.

For exterior use, either semitransparent or ligbtly pigmented stains will higblight redwood grain. Such finishes are considered "breathable." Opaque stains can add color. They also are classed as "breathable." Oil based stains are the best recommendation. Paints can be used if a traditional look is desired.

Interior finishes can be left bare and will darken with time, but this method is best used on areas requiring little cleaning. Clear lacquer can be recommended only for areas requiring minimum maintenance. Wax finishes are good to highlight the natural appearance of the redwood and provide some protection. Alkyd resin sealers and Danish oil finishes give a natuml appearance with a moderately durable finish. Areas requiring soubbing and heavy cleaning need an alkyd resin or a polyurethane varnish finish that will withstand cleaners.

Color can be added with semitransparent or opaque pigmented stains or

Tips on finishing redwood sales

paints. These come in a variety of shades. Colon stains with a protective clear overcoat can be recommended to achieve a light color or frosted appearanc€.

Water repellents should be recommended for all decks and garden structures. Providing a clear finish that doesn't obscure the grain and texture of redwood, they protect from

replaced about every two years. Special deck cleaning products can be used to restore the redwood color before refinishing.

Appropriate water repellents, stains, oils and paints should be displayed or cross merchandised with redwood lumber. Teach sales people to read labels and be well informed about these products and accessories.

moisture and dirt, modify natural weather effects and can serve as a basecoat for paints and stains. Sealertype stains or non-chalking stains forrrulated especially for decks are best recommended to withstand traffic, although equal parts of a compatible water repellent and a semitransparent oil based stain may be mixed for use as a deck finish.

All deck coatings will eventually wear away. They usually need to be

Story at a Glance

Recommendations for add-on sales of finishes for all redwood sales ... products best sold for use on exteriors, inte-

garden structures and decks ... ways to help customers get the look they want.

The changing tace o

1f,n estimated I billion 4lboard feet of redwood was produced in 1992. Experts pedict,that this year production will fall to 800 million board feet, 140 MM kiln dried uppers and 660 MM commons. With the anemic demand of 1992 keeping pace with the lower production levels, prices remained fairly stable through most of the year. But increasing demand could combine with further mill closures and curtailments to drive the production figures even lower and prices higher by 30Vo or more.

On these pages, the major redwood producers give the supply outlook for their companies in tenns of changing products and quantities.

I l. How do you expect 1993 shipments to compare to 1992 shipments?

/.t

Z. What will be vour product line for 1993?

J. What factors have played the greatest role in changing your redwood shipments and your product line?

Story at a Glance

Major redwood manufacturers size up their companies'and the industry's evolving product lines and shipments factors causing changes in

Essentially no change in ship ments this year from 1992. Redwood 60Vo and whitewoods 4O7o.

Product line fm 1993 is 1007o garden grades. Product line has changed dramatically from 1988 with the elimination of architectuml grades. Simpson is processing new growth timber exclusively.

The change in the resource base has predicated that more non-redwood species be processed to fill mill capacity. Our mill has been and continues to be upgraded to process lower-value rcsource at lower costs.

Difficulty in Harvest Plan approval has drastically added to the cost of resource conversion ard therefore to the lumber. The Northern Spotted Owl Habitat Conservation Plan, the first of its kind fomred with the U.S. Fish & Wildlife Service, has facilitated the Harvest Plan approval process.

If we do not suffer a "political lock-up" of our timberland, current timhrlard management pnrctices will double and triple the sustained yield harvest levels in the next 20 to 30 yean. The redwood region is the most productive forestland in the United States. Simpson's long-term, intensive forest management of that land will deliver an increasing amount of wood products for families in perpetuity.

Expectations for the 1993 season are that an adequate number of barvest plans will be approved leading us to believe that redwood production for the year will compare volume-wise to 1992. Near ternt there is potential for a disruption to log supply due to the impact that current weather patterns are having on logging operations. The impact on supply o tbe marketplace will not be felt from this until later in the spring.

Tne proOuct mix that we ar€ experiencing has seen considerable change over the course of the last several years as log sizes have diminished. Old growth logs are virtmlly nonexistent. Architectural grades represent less rhen 7% of redwmd p'roduction, fence grades represent nnglly 25%, with the balance going primrily into dry decking or dry comrnons.

Beginning three tro forn yean agq as Oe log sizes diminished, decking and common grades of siding products became the mainstay in our product line. With the seasonality and the restricted market that green products forces you into, the need to carry an inventory of a stable product and to reduce the weight of the product in mder to expand our matets, we were forced to consider drying as much of our productiur as physi<ally ad nnancially possible. Supportod by a srong marlceting and ad canpaign ftom the California Redwood Association and by a loyal and concerned customer base, our ability to transcend this change has been possible.

Lowell D. Ambrodnl General M"nager Westem Wood Products Mfg. Div. Georyia-Prifrc Corp. FortBragg, Ca-

supply.

he redwood industry r-1

Jlm Brown Vice President and General Manager Arcata Redwood Co. Arcata. Ca.

We e*pect 1993 shipments for ARCo to be the sane volume as shipped in 1992. This is based on resource available at this time, not necessarily on market activity.

Ourproductmix will vary slightly. We expect to produce approximately 507o less Douglas flr in 1993. This reduction in Douglas fir production will be made up in redwood.

We see our product line remaining stable with approximately 46Vo of redwood production in upper grades (architecturd). Of this, approximately l07o will be in bevel siding. Indusrial grade, predominantly shop, will amount ta 2l%o, Common grades (garden grades) finding their way into decking and fencing will account for approximately 33a/o of redwood production.

While bevel siding continues to be an important market for us, we have seen a decline in demand or use of redwood in the product. Douglas fir production is expected to be 60Vo upper grades and 40Vo commons. All 2" upper grades are full sawn products for the architecural and door industry.

Our product line is totally dependent upon ARCo's ability to obtain State of California approval of harvest plans on ARCo property. The listing of the spotted owl and marbled murrelet under the Endangered Species Act has required a two-year effort by ARCo foresters and biologists to address wildlife concerns on ARCo property.

We have successfully completed a Spotted Owl Habitat Conservation Plan and numerous marbled murrelet surveys which have allowed operations compatible with wildlife concerns to proceed. Whereas ARCo will be able to continue the nonnal lunber product line, we find that the volume from the operations is not large enougb to continue to supply our Glue Planl We have announced closure of theplant at the end of March 1993.

Willlam S. Riegel Vice President The Pacific Lumber Co. Scotia. Ca.

Witn ao improving economy, we expect to see some growth in 1993. We would like to see the volume of 1993 shipments improve over l992by 5Vo. 1992 was a good year for The Pacific Lumber Co., especially in light of the problems caused in Scotia by the earthquakes and fire in late April. We have been able to overcome those difficulties and now look !o the opportunity that this year presents.

Our product line for 1993 will parallel that of 1992. We will offer a full line of redwood products from our mills at Scotia, Fortuna and Carlotta both old and young growth. Mill A in Scotia will ptoduce a full line of Douglas fr products and we will also cut some white fir in 1993 at our Carlofia mill. We expect our overall mix will remain heavy to architectural grades as it has over the years. Lately we have seen increased production in both Douglas fir and young growth redwood.

Simpty stated, the biggest factor influencrng our company and its product mix is the ever increasing regulation hat we face in the harvesting of our privately owned timber stands. Our entire property is zoned solely for timber production. It is our mandate. However. as the concems and demands of the environmental community have grown over the last 20 years, it has become more difficult to map out long-term silvicultural policies. We have mitigated our practices to provide a long-term "no take" management plan for the spotted owl and now we are currently working on a similar plan for the marbled murrelet. We're sure we can employ sound forestry practices that will allow for the well being of all creatures that inhabit our timber stands. Once the regulators embrace this concept, our company and the industry at lafge will move along to meet the challenges and demands of the economy and the lumber markets of the fuhre. Sound forestry practices based on scientific evaluation of the resources will provide for the most varied and desirable productmix best to service the markeplace.

Ways to compete with warehouse retailers and big chains

AS Home Depot and other national flumber/home center chains continue to build market share and expand acfoss the country, local and regional redwood reailers are searching for ways to compete effectively. Thriving local merchants ftom around the United States say the key to srrccess is to stick to your specialties and what you do best.

"All you have to do is walk into one of those huge stores and it's obvious that you won't be able to match the sheer size of their selection," says Herb Donaldson, Mead Clark Lumber, Santa Rosa Ca. "So small retailers have to emphasize the things that they can do better,like providing personal service and responding quickly to the particulr needs of their cuslomefs."

Wallace Poole, Poole Lumber, Covington, Ia., agrees. He notes rhet the large chains generally don't have the comprehensive selection of lumber that contractors and do-it-yourselfen both want.

"You can go into a chein outlet and find a tremendous amount of woo4" he says, "but you won't find all thre lengths, all the patterns and all the grades that we carry. A lnowledgeable customer wants a selection. At a chairu he may have no choice.

"It's almost a contradiction rhat a big home center would have less to choose from, but they carry so m4ny different kinds of items rhat Oey sacrihce depth in some areas - like lumber. Our size lets us focus on those product areas that we know are important to our cuslomers."

For instance, Donaldson knows that his customers - primarily contractors - are only interested in high quality, high end tools. "Professionals want a choice like anyone else," he explains. "But they don't need to see 30 different circular saws. There are six or seven in the right performance/price range and those are the ones we car4/."

The idea, says Donaldson, is to make smaller size a strength. "Don't try to beat Home Depot at its own game," he warns. "Being small means being flexible. Don't try to offer a bigger product mix; offer a better, more effective selection that reflects what you know about your

customefs."

Knowing y<xr custflners is clearly rule number one for Doaldson and Poole and it can pay off in berer service. Where large chains can seem impersonal, Pnkiag customers feel like a number, smaller merchants have the opportunity o personalize the sales proc€ss.

'Service is the great differentiator for local r€tailers," says Crene Dolan, P.E. Dolan Lumber, Concord, Ca. *\[s meke a point of keeping all our floor personnel up to date on new products and we specialize in large projects for the do-it-yourself crowd. It's rare to find an employee at a chain outlet who can even help you cr€ate a complete materials list for a deck addition. We can organi2s ths entire project from start to finish. Customers really value that kind of assistanoe."

Dolan also offers on-site estimating and has added onveniences to his stor€, such as a complete door shop. And ever since Home Depot entered his market, he has opened every day at 6 a-m. "If someme needs to start a projed early in the morning," he says, "we want O make sure they have a choice of retniler."

Service is also crucial for contractor customers. Bill Miller, Alpine Lumber, Denver, Co., remembers a

Story at a Glance

Retailers from around the country sham technhues tor competing with large chains and warehouse stores good selections tallored to customer mlr and ercellent service make small a strength ... pensonal touch pays off.

SMALL retailers can use personal service to offsel the advantages warehouses and big chains gain wilh huge inventories.

longtime contractor client who decided to try a national chain.

'He ordered 92 ll4-nch studs for delivery on Tuesday morning and he received 96 one-inch studs on Wednesday afternoon," he recalls. "The people in the chain's lumber yard simply didn't rcalize that the contractor didn't want to cut to fit at the job site or that deliveries are scheduled very precisely for a reason. It's the kind of experience that really differentiates the value small retailers can provide."

Commitment to customer service is a clear competitive advantage for local merchants, but it isn't easy to use as a selling point

"Anyone can say in an advertisement that they are service oriented, but you really need to experience it to believe it," explains Craig Triebwasser, Valley Redwood, Sacramento, C-a. "That's why we do a lot of interactive marketing - in-store serninars, trade shows, etc. There's no way we can afford to match a big chain's advertising budget, so we do only a modest amount of advertising and focus on face-to-face selling. Ifs more time consuming, but it really

L0NG aisles and gigantic seleclions of m erch and ise will f rustrale many customsrs. Smaller slores can caler lo lhese shoppers ano wtn th€ir loyalty and business with personal seruice and help in selecling lhe besl products for lheir home improvemenl projecls and €pars.

underscores our sEengths."

Some smaller reCailers, however, believe even limited advertising can have a substantial impact. Gene Dolan confronted a national competitor head-on with an advertisement showing a caftoon figure struggling to push a small shopping cart loaded with spilling lumber and other items. "Home Depot probably didn't even notice it," he says with a grin, "but I've had new customers come in and

tell me I hit the nail on the head."

Such confidence is apparently well founded. Dolan and his fellow merchants have discovered that there is a profitable market niche for local retailers.

"The secret is to think small," says Herb Donaldson. "The personal touch pays off. It's how most of us built our businesses, and it's how most of us will continue to succeed, even against these large competitors."

16 step check list for streamlining operations and maximizing profits

George Kellett, George Kellett & Sons, Inc., New Orleans, La., shared the following information at a "Dealers Helping Dealers To Win!" seminar. Many practices successful at his company apply to any retailer wanting to streamline operations and maximize profits. Check your operation against the following lisl

(1) We evaluated each employee's job performance, replaced two office people with an outside salesman, reduced the number of yardworkers and drivens, keeping workers willing to double as drivers. Dropping from 23 to 15, we found less govemment regulation with fewer than 20 employees.

(2) We monitored sales and profitability of product lines. Sand, gravel, cement, mortar, plaster and lime were least profitable and most costly to deliver. We dropped these to concentate on lumber, plywood and sidings.

(3) We monitored sales and profits from 7 a.m. to noon on Saturdays and found many customers preferred to get materials on Friday afternoon for Saturday use. We now close on Saturday, saving overtime hours.

(4) We improved storage facilities and paved traffic areas to reduce labor needed to store and assemble orders.

(5) We cut fuel and maintenance costs by replacing gasoline powered equipment with diesel power and setting up a servicing program.

(O We assigned equipment to spe. cific drivers, tracked and monitored repairs.

(7) We i.rrproved yard security by reducing five yard entrances to one for customers and outgoing deliveries and one for incoming deliveries. We improved our alarm system.

(8) We instituted office improvements, added a floor safe. which stopped burglaries, a computer system, which improved shipping, billing, record keeping and credit policies.

(9) We set a goal of paying all vendors within their terms and taking advantage of all discounts.

(f0) We made sure there were no prepayment penalties on our debt and made payments every two weeks, paying more than the amount due.

(ll) We compiled a policies and prccedures manual outlining operation

guidelines and gave it to employees.

(12) We limited our yellow pages advertising. One line listings save about $700 per month over half page advertising.

(13) We studied insurance coverage and found it beneficial to self insure ourselves as much as possible. Deductibles are at the maximum and trucks carry only liability and uninsured motorists coverage. savings compensate for any losses paid.

(f4) We instituted a bonus program for all employees (o share a portion of the profits each quarter. With everyone in essence adopting the company as their own, results are amazing.

(15) We subscribed to market pricing reports and contractor reports to keep up with changes and hends in the market and records of permits issued. This gave us better inventory conhol.

(16) We now view ourselves to be in the business of selling service. Along with our products, we sell prompt, accurate delivery, accurate billing, prompt servicing of claims and try to keep our sales representatives as infomred as possible.

Profit opportunities open up in roof window sales

ftE ready this spring to cash in on lJprofit opportunities that roof windows u skylights offer.

Roof windows ate no longer leaky, metal-framed, frosted glass panels installed in bathroorr ceilings and opened by pulling a chain. They are now non-hazing, insulated glass systems that lend a pleasing aestletic

insulated, tempered Low-E glass keeps heat and air conditioning costs down. Low-E glass filters out the sun's harmful ultraviolet rays and reduces fading of carpets and furnitue.

H[h-Grade Wood Curbs: More stable than vinyl curbs, wood curbs won't expand or contract as vinyl does. They fit more securely and can be painted a stained to march interior rim.

Leak-Proof Comtruction: A roof window's extruded aluminum construction with welded corners and heavy dury perimeter pre-assembled flashing works well with step ftashing for a tight, leak-proof fir

tion, a sampling of stains and paints, and lumber sbould be djrcent to roof window displays.

In-store seminars also encourage sales. Manufacturer's reps or local contractors can tell the roof window story including valuable installation techniques. customefs can lnse questions to these experts and a store gains a r€putation as a roof window specialist with outstanding cuslomer service and support.

Many manufacnrers maintain a toll ftse 8m number to answef customers' questions. If you supplier does, point it out as a selling feantre. It can build confidence in both the product and sucoess in installing.

W00D curbs ale more stiabl€ than vinyl and wonl expand or contrad. They abo fit mon secureli and can be painted or slained to mach iriterin trim. Thise benefls should be explahed to prospeclive bryes.

touch to interiors without compromising structural integrity. Because of this, their popularity has increased, especially for remodeling jobs.

However, in order to sell today's roof windows, salespeople must know a few key facts about them. Geoff Ehrman, Benjamin Obydke, Inc., a manufacurer of roofing products and accessories including roof windows for 125 years, recommends being familiar with the following basic rcnns.

Insulated Glass: Double Pane,

In addition to having a staff in tbe know about roof windows, a dealer can improve sales with a roof window aisle display. A natural fit for the building materials department, t}is allows customers to see first hand how a roof window wor*s. Roof window benefits should be spelled out clearly for self service.

Tbe display should be stocked with literature including a case study or two if possible. (fhese materials are usually available from the manufacturer.) To encourage a one stop purchase, shingle litera[re, nails, insulia-

Story at a Glance

How to sell more roof windows ... information your sales staff should know ways to display products effectively, make use of manufacturers' literature and salEs aids.

STORE dbphys shouH give your drslomers an opponunig to operde roof windows, spell oul benefits and have a generous

N$trWSBR[trtrS

A group including a disgruntled former employee, a current employee and customers picketed Scotty's in Okeechobee, Fl., demanding a meeting with Belgian parent company GIB to discuss grievances; Scotty's human resources office reportedly was investigating the complaints ...

Hechinger which opened a Home Project Center concept store in Dale City, Va-, has leased its 200,000 sq. ft corporate headquarters building in Landover, Md., to Hughes Information Tbchnology in a cost cutting action corporate operations will be moved into other facilities ...

Lowe's will open stores in Dalton, Ga-, and Gautier, Ivls., and build a 100,000 sq. ft., $10 million, fully computerized replacement store on l0 acres in Durham County, N.C., about four miles from the present 7,4O0 sq. ft. Chapel Hill store, the company's smallest ... a Greensboro, N.C., Inwe's will be converted to a contracton' store when a 115,000 sq. ft. super store opens in the fall ...

Builders Square, Miami, Fl., was closed four days after a 50 ft by 50 ft. section of roof collapsed during a torrential rainstorm ... the Matthews, N.C., board of commissioners denied Home Depot 8 foot letters on the sign at a new store, allowing them only the standard 4 foot size they grant to all busirpsses ...

HomeQuarters Warehouse is negotiating for property in both Little Rock and North Little Rock, Ar. ... Steve Ryal, former mgr. of Gateway Lumber & Supply Co., Wiggins, Ms., has purchased the company from owners Richard and Carolyn Brools ...

Cur-tis lttnber Co., Killen" Tk., has redesigned and redecoraFd ifs showroom Joe Medlock sold J & S Lnmber Co., Ozark, Ar., to Builders Warehouse As sociation ... Davis Cash & Carry Lumber Co., Morrilton, Ar., is renovating and adding an interiu design cent€r...

Hughes Lumber Co., Tirlsa, Ok., will open a disnibution cefier at the Tulsa Port of Catoosa to serve its 8 Oklahoma yards

OneSource Home & Building Center started construction on a new West Little Rock, Ar., location ... Whit Davis Lurnber Co., Jacksonville, Ar., purchased prop erty in cabot, Ar., for a new retail yard Hiegel Lumber Co., Conway, Ar., completed a new cantilever storage stsl ...

Anniversari s: Guthrie ltmber Sales, Inc., Austin, Th., l0th

Alamo Forcst Prducts is opening a distribution center at the formet International Paper warehouse, Harlingen, Tk. Sinclair Systems, Laurinburg, N.C., a div. of Alpine Engineered Products, changed its name to Pre-Cuts, Nonh Carclina Div. .-.

American Builders Supply, Louisville, Ky., including operations in Hopkinsville and Oak Grove, Ky., has been acquired by Iming Materials, Izc., Greenfield, ln Motuls by Chdsworth is a new div. of Chadsworth Colwnns, Atlanta Ga.

PrimeSource Inc., lrvine, Ca., opened a new distribution center with room forits door and window business in Atlanta" Ga. ... Orgill Brothers & Co., Memphis, Tn., acquired certain assets of Odell

Hailwarcb closed Clearwater, Fl., operation, moving them to their own Jacksonville, Fl., t€distribution facility; the co. has been approved to market the Sentry store program in Odell's former mutet

Hitachi Power Tools U.S.A., Ltd. h,as relocated corporate offices to Norcrosg Ga, where the electric tool and pneumatic tool divs. also will be neaOqurtereO ...

Nixon Industries, Nashville, Tn., has merged witb Kellogg Companies' subsidiary, Cotton Specialty Co.,to become Cleaning Specialty Co., following a buyout by tbe nasttanpmn, Ma, firm ...

Clopay Building Produc* Co. is the new name for Clopay Corp.'s Garage Door Div., including newly *4ufted ldeal Door ad Plnenix Door ...

Georgia- PaclEc is restnrcturing and expanding its millwork and spcialty business (se sory p. 38) ... Vermont Amcrican Tool Co., Lincotnton, N.C., is underwriting "Thc New Ya*ee Worblwp" PBS w s€ries

Noranda Forest Inc. is selling its 49.3% stake in MacMillan Bloedel to a group of Canadian underwriters for $769.1 million u.s.

Ge orgia- Prcific Corp. b building products segment had record 1992 operating profits of $691 million ... Temple-Inland Inc.'s building products group earned $39.5 million ln1992 ...

Depressed by ba<l weather, housing starts for Jan. (latest figs.) were down in every region exc€pt the South wherc they rose 3.4% ... nationally the drop was 7.2% to a seasonally adjusted annual rate of l.l9 million ... single family starts were otr 5.6%; multis, 19.7%; apts. (5 units or morc), 21.7% ... building pemits fell4.8% fu siqgle family homes, butrose 18% fu multiftmily units David Lereah, Mortgage Bankers Assn. chief economist, predicted Feb. and March would show improved results.

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MARCH

Oklrhome Lumbermen's AscocLtlotr - M.rch lll4, annual convention, Otlahoma City FeirSrwods, OklabomaCity, Ok.

Nrtlond l)|mencbn Mrnuhcturcrs Acocletbn - Mrrch 13' 16, annual mccting, Crystal Sands, Hiltoo Hed Islao4 S.C.

Nrtlond Retell Herdw.re A$odrtlon - Mrrci ltl-17' annual meeting, Marriou Hotel, Marco Islan4 Fl.

Wood hecerylry Industry Legblrtlvc Confcrcocc - Merch 14-17, \[rashinSton, D.C.

Souihcutern Lunbcr Mrnuhcmrcrs Arodrtlon - M.rch f6, safety eeminar, Birmingbam, Al.; Mrrcl 17, rea mceting, Mobile, Al.

Crrollnr^c-Tenncccce Bulldlry Mrtcrld Arodetlon - Much 16, spring meeting, Pawleys Islan4 S.C.; Mrrct 17, C-olumbia, S.C.; Mrrch f& Sprtanburg, S.C.

Mlssbdppl BulHlng Metcrlrl llalcr Asdillm - llrrct l& 20, annual conventioo & show, Ramada Inn Convention Centcr, Tiryelo, Ms.

Appdrchlen Hrrdrood Mrnuhc{urcrq Inc. - Mmch 1&21' annual meeting, The Grand Hotel, Point Clear, Al.

Netbnrl Home C.cntcr Shov - Mrrch 2l-2it, McCormft:k Plrce, Chbago, tr.

Internrtbnrl Herdrood hoducts Asodetbn - Melth 2+2t' coovention, Conrad Pu€rb Vdlst4 hcrtavsllrta, Mexico.

Herdwood Menulecturerc Asodrllon - Mrrch 2ll-26 annual meeting, Williamsburg Ladge & C.onfereoce Ccnar, WiUiamsburg, Va

Remodcl USABaltimore, Md. Mench 262t, Bdtimorc Conventbn Center,

Conlerence wflh Congrcs - Mrrch 27-29' tVshingtou D.C.

Home C,enter Insdtute - Mrrch 27-311, loss gevention/safety cooference, San Diego, Ca.

Vtrglnttr Butldlng Meterbl Assodrtl,on - M.rch 2&31, annual convention, Grove Part Inn & Comtry Club, Asbeville, N.C. Construnet - Mercb 2}Aprll 3, intcrnational construction sbow, Mon$uic Exhibition Center, Barcebna, Spain

APRIL

Netlond Buldhg Metcrld l]ftcrlbutorc Ascodrtbn - Aprll l3, erccutive management confcrence, Hyatt Regency's Hill Country Resort, San Antonio, Tx.

Arbor Dry Instltutc - Aprll 2, 'Saving Trccs at Construction Sites," Wincbester, Va

Brock Supply - Aprll 13, international buying sbow, Greater Fort l-auderdale Conveation Center, Fott Laulcrdab, Fl.

Henderson & Belrd Herdwere Co. - Aprll 2.f, market, Trademuk Ceotcr, Jackson, Ms.

Long Lewls Herdwere Co. - Aprll 3-1, markct, Iefferson County Civic Center, Birmiryham, Al.

Southeeslern Lumbcr Mrnufecturcrr Assod.tloo - Aprll 6, safety seninr, Columbia, S.C.; Aprll 14, Alexandria, I-a

Southearilern Lumber Mrnufrclurerr Arod.tbtr - Aprll 13, area meeting, Winnfiel4 lr.; Aprll 15, Naogdocbes, Tx.

Lumbcrmens Assoclrtlon ol Tcxes - Aprll l$lt, annual convention & exposition, San Antonio Convention Center, San Antonio, Tx.

Wmsatt Bros. - Aprll 17, annual spring show, Holiday Inn Hurstboume, Louisville, Ky.

Natlonal Partlcleboard Assoclatlon - Aprll 1t-21, spring meeting, Kingmill Resorl Williamsburg, Va.

Lumberments Assoclatlon of Texast annual convention and expo will be held in San Antonio April 15-18.

Following the tbeme "The Greatest Show on Eartb," tbe meeting will kick off with a seminar on 30 day credit, discussing practices, evaluating information, avoiding and limiting loss and monitoring accounts. Business sessions on following days will feature Jim Bender, industry sales professional, and William Perry Pender, national expert on envi.ronmental issues. Dr. Robert Lindbergh will address a special lunch and prcgram for the ladies.

Exbibitors will offer show specials, spiffs and a new product showcase. Animal acts and entertainment are planned for the exhibit area.

Social events will begin with a first night party at Fiesta Texas. Golf, the third annual Fun Run, a Y'All Come reception co-sponsored by exhibitors and a formal party at Plaza San Antonio Hotel will follow.

Loulslana Bulldlng Materlal I)ealers

Assoclatlon elected Wallace Poole president at its recent convention.

Steve Ashy was named lst v.p.; Steve Buller, 2nd v.p.; Jerry Smith, treasurer, and Dudley Webre, national dealer director. George Kelles is past president.

District directors selected: Trey Kiper, I; Bubba Jones, George Harrel, Jim Perce, tr; Jeff Coates, Jimmy Robertson, Don Bertrand, David Stine, III; Pierre Schwing, Charlie Rader, IV; Jerry Negrotto, Bob Hayden, Richard Knight, V; Mimi Blouin, Curtis Turner, Mike Felps, VI; Riley Boudreaux, Chester Morrison, VItr. Distict VII directors are pending.

Wallace Poole received both the President's Award and the Ned Ball Award. Jim Elder and Gaiennie Lumber accepted tbe Supplier of the Year Award.

The Lafayette convention lan. 12-14 had the largest dealer turnout in the past five years. Next meeting will be a family outing and board meeting, "Fun in the Sun," July 15-28, Destin, Fl.

Kentucky Lumber & Bulldlng Materlal Dealers Assoclatlon's new presi-

SOUTHERN ASSOCIATION

dent is Dennis Bratcher, Cecilia Center, Elizabetbtown.

Bill Baker, Stratton Lumber & Hardware, Nicholasville, v.p.; Gerald "Scotty" Scott Fugate Lumber, Madisonville, sec.-treas.; Mac McCormick, McComrick Lumber, Mt. Sterling, chairman, and Don Hellnann, Hellnann Lumber, Covington, national director, also were elected at the 88th annual convention Jan. 19-21 in Fort Mitchell.

Newly elected directors include David Adams, Dennis Bratcher, Gerald Boland, Kevin Craig, Susan Elnore, Ron Goode, Steve Kelly, Wesley McCoun, Jack Tucker and Rick Walz. Committee assignments include education, Bruce Humphrey, chairman, Susan Elmore, Ron Good, Jack Tucker; insurance, Mac McCormick, chairman; governmental affairs, Don Hellmann, chairman: membership, Gerald Scott, chairman; 1994 convention, Bill Baker, chaimran.

Awards went to Bruce Humphrey, membership; Al Kanh, quick pitch; Bill Baker, 1107o president's award; Jewel Vice and Halold Bratton, outgoing director plaques.

The association is sponsoring a 10 lesson correspondence course on selling building materials and a seminar on maximizing installed sales. The latter is being held in Rockford, Il. March 8, and Terre Haute, In., March 9 in conjunction with Illinois and Indiana associations.

Mlsslsslppl Bulldtng Materlal Dealers Assoclatlon is bolding its 1993 convention and building products hade show March 18-20 at the Ramada Convention Center, Tupelo, with 50 exhibitors and 10 sponsors.

Natlonal Lumber & Buildtng Materlal Dealers Assoclatlon Legislative Iradership Conference 1993 will be held March 26-30 at The Vista Hotel, Washington, D.C.

Events include seminars, committee meetings, a talk by political analyst Charles Cook, lunch with Senator Bob Packwood (R-Or.), breakfast with Congressman John LaFalce (D-N.Y.), a seminar with Congressman Vic Fazio (D-Ca.), a congressional reception and meetings with individual congressmen and representatives.

Vlrglnla Butldtng Materlal Assoclatlon's 67th annual convention is March 28-31 at The Grove Park Inn & Country Club, Asheville, N.C.

Following the theme "The Wave of tbe Future," the meeting will include tabletop exhibits, a discussion of the Americans with Disabilities Act, a presentation by Chet Gibson, control division manager, Armstrong World Industries, and two round table sessions.

Paty Lumber will host a tour of their Asheville facility. Golf, tennis and lawn game events, a reception, special spouses progftlrns, dinner and tour at the Biltmore Estate, president's reception and banquet and an awards brealfast are planned.

Carollnas-Tennessee Butldlng Materlal Associallon is completing a series of spring area meetings this month.

A round table format is used for the top management prcgrams wbich include guest speakers. Upcoming dates, all in

(Please turn to page 38)

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Tennessee-Carolinas' game plan for success

OFFICIAL OPENING: (1) Gary Donnelly, Bob McClure, Berlin Myers, Jr. (2) Tom White, Chesler Abee, Thomas Mende. (3) C. J. Wallace, Ken Myers. (4) Al Kanh, Richard Dannenberg, Steve Kolar. (5) EmiV Fisher, Debo rah Smilh, Barbara Malhews, Brenda Spell, Polly Wilson. (6) Jim Ramsey, Sherman Levey. (7) Ron McGraw, Phil Adams, Jack Salway. (8) Jim Watson, Tommie Boudria, Shirley Vincenl. (9) Kenny Dunn, Bill Bennell.

I(10) John Rarnsey, Trey Sheridan. (11) Tom Mason, Diane Welch. (12) Everetle Greene, Richard Hauser, Neil Hauser. (13) Shawn Post, Calvin Biddix, Don Reinhardt. (14) Wavne Harlsell, Jim Yarbrouoh. Robert Jenkins, Clarence Young. (15) Charlie Waitzman. (16) Joe Crofl, Don Owens, John Savage. (17) John Newton, Jim Price, Don Knop. (18) Dough Houston, Brian Mulvaney, Ed List. (19) Rick Kinney, Jim Roland. (20)

Jim Faust, John Larnpe, Al Bates. (21) Melvin Ashe, Jimmy Long, Danny 8lack. (22) Jim Epperson, Burke Hill, Bick Cobden. (23) Brian Piercy, Keith Morrison, Ed Nail. (241 J. C. Aaron, Allen Jones. (25) Art Dietrich, Skip Baurhyte. (26) Lou Hntchings, Steve Tlrajlkill, Jeannie Tlrailkill. (27) Johannah Myers, Berlin Myers, Jr., Bob McClure, Coy Clayton. (28) Wavne Elliotl, Tom Lakeman, Joel McDonald. (29tBob Wilr, Roy Lambeil.

|la}IE' Carolinas-Tennessee BuildI ing Material Association used a football theme to pitch the values of teamwork and success at its annual convention and buying show.

Themed "Kicking Off '93: The Tean of the Futufe: Supplier, Dealer, CTBMA," the Jan. 15-16 show at the Charloue Convention Center featured 122 exhibitors. Attendance and enthusiasm were also up over last year.

Vince Lombardr, son of the football legend, spoke on "Coaching for Teamwork," while former Los Angeles Rams quarterback Roman Gabriel appeared at the supplier of the Year awards banquet hosted by Diamond Hill Plywood Co., Darlington, S.C. Highland Lumber Co., Fayetteville, N.C., won a truckload of building materials awarded by Diamond Hill.

Other speakers included Jack Rice on winning against price competition and Kirk Sanford on better buying.

Berlin G. Myers, Jr., Berlin G. Myers Lumber, Summerville, S.C., was elected president, succeeding Robert McClure, McClure Lumber, CharloEe, now Eeasurer. Other officers: Roy kmbert, Lambert Lumber Co., Irwisburg, Tn., lst v.p.; Everette

Greene, Mebane Lumber Co., Mebane, N.C., 2nd v.p.; C. D. Gregory, Builders Supply Co., Iancaster, S.C., 3rd v.p.

N.C. directors: Danny Stegall, Stegall Builder Market; Calvin Hall, Carolina Truss & Manufacturing; Eric Hulsey, Matthews Building Supply; Wray Stephens, Stephens; Benny Youngblood, Midway Lumber & Supply; Rick Askew, Askews, Inc.

S.C. direcors: Whit Shaw, Shaw Lumber Co.; Olin "Ron" McNeely, GBS Lumber; Don Toner, Superior Home Center; Gifford Shaw, Shaw Components; Rod A. Mcleod, Espy Lumber & Supply Co.; Joy Shuler, Southern Lumber & Millwork.

Tn. directors: Gene McKinney, Tindell's; Art Swann, Cherokee Lumber & Millwork; Richard Vowell, Vowell & Sons; Dale Russell, Orgain Building Supply Co.; David Van Hoozer, Moss Building Supply; Bill Stewart, Stewart Lumber Co.

Frank Hyatt, Weyerhaeuser, is associate members rep, and Roger Hood, Cape Fear Supply, young management group rep.

Next year's show retums to Charlotte Jan. 14-15.

TlilE to buy at Carolinas-Tennessee building products show: (1) Tom Hayson, Bruce Palmer. (2) Paul Turner, Johnny Capps, Bob Smlth, Hayes Armslrong, Mickey Slrickland, (3) Chris Collins, Kevin Weisgerber, Bobby Mills, Lawrence Newton. (4) Ted Smilh, Glenn Andrews. (5) C. J. Wallace, Richard Terry, John Ingoldsby, Mike O'Donnell. (6) John Johannesen, Mike Rummage, Rick Renshaw, Jamie Place. (7) Crystal Osborne, Dave Adams, lGthi West, Mark Schultz, (8)Dotis & John Sdruhz, Jay Williams, (9) Lewis Slewan, Edmund Brannen. (10) Bob McClure, Everette Greene, Mic*ey Boles. (11) Chud< Huohes. Jim Dotv. Bob McConnell. (12) Jenv Crds, Fihett SimirSon. (13) Robin powritt,,lifi Shull. (1a) Doyle Dix, Bill Hurst, Jesse Philer, Neill Siioe. (15) Bob Beck, Tony Letl. (16) Gene McKinney, Lawrence Newlon. (17) Joe Godfrey, Chuck Rierson. (18) Todd Meade, John Leutgens, Ned Carler, Bill Phillip, Alan Thompson, (19) Bill Bare, Karen York. (20) Mike Springer, Ab Carter.

Story at a Glance

Garolinas-Tennessee association kicks off 1993 with football-themed convention returns to Charlotte next January.

Chemical customers convene

|IIHEMED "The Future Is Now,"

I CSI's annual customer seminar used the occasion to urge its treater

Story at a Glance

GSI's annual seminar updates customers on new products, technologies treating plants urged to be flexlble to change. customers to join its march into the fuhrre.

Over 100 treaters attended the

meeting Jan. 17-19 at the South Seas Plantation Resort, Captiva Islan4 FI.

Much of the conference was devoted to explaining CSI's pro-active surnce in formulating and marketing the new poduct ACQ Pre.serve. "The world is going owards environmentally ftiendly products and the leaders will confurn to these demands instead of fighting them," said Jim Saur, v.p.marketing.

He claimed the use of CCA chemicals is on the decline.

Tom Bailey, product manager, discussed production of ACQ Prreserve, and Dr. Alan F. Preston, v.p.-reseach & developmenL and his team anatyzed "The Future througb the Eyes of CSI's R&D."

The program was rounded out by two motivational speakers, a Nations-

Bank executive addressing "Financing for Wood Preservers," and Victor Lindenheim, president of the American Wood Preservers lnstitute, on "The Environmental Envirmment of the'9(h."

CSI At{llUAL Cudomer Seminar (11 Bitl Casey, Jim Sar. (2) llil,id Crrsic,.toe'EtOer. (3) $evr Ahscorlgh, Cad l{olard. (tl Bdan DCbruoclq Jim Pralbfimti. Tom Fizbrald. Runo l{bson. (5)Ji*i1l Lahan, Strnnhrch, Jim Bmrl. (61Mlo Rosors, Waren Bennen. Mke Von Phrirn. m llaroH & Kahv Fbvd. tlil Peaslor. (81 Raa Ehbn. tlib Sloane. Ibyid A&ien. (9) Hdry Aroian, Tqn gdord, Josl Miler. (10) Pliscla & Jc &n*rer. Sta lhmmord. (11) Emmar & Faya Po*t..fl2)

Kwin Apy. (131Davil lroon: Ncilv ConiaO. (1{)Jad(-!_n?ri, Ed Ar€y. (15) Bob Femtermudror, Ri* Phillips.

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Gotter & Co.'s winter lumber conference

I I' RODI-'CT!

"INDEPENDENT lumber dealers will have lo refocus in order lo survive prof itably," execulive vice president Paul Fee told approximately 2000 attending Cotter & Co.'s winter lumber conference in Buena Vista, Fl.: (1) Steve Mclaughlin, Larry Wendling. (2) Gary Betscherl. Garv Smith, Dan Cotter. (3) Fred McCarthy, Paul Fee, Dave Adams. 1+1'tinOa Priddy, Phil Harlsfield. (5) Rolly skitton, Ray Dardis. (6) Aaron Adams, Fred Adams, Greg

Adams (7) Glenn Bhndo, Travb Darnell. (8) Pat Shope, Traci Hyder. (9) Richard Hethcox, DeLane Dacus, Wayne King. (10) Jerry Hiegel, Mary Beth Kisner, Ray Henze. (11) Roberta Alberta, Frazier Mackay. (12) Rick Lorenzen, Randy Jones. (13) Tony Jarvis, Donald Katz. (14) Bill claypool. (15) Dave Tripp, Dennis Ebel. (16) Julia Lane, Busty Miller. (17) Mike Basinoer. Jim Krestenqen. (18) Skip Zuanich. (i9) Rick Enos,Joe

Englbh (20) Dean Hill, Brian Weppner. (21) Greg Frost, Frank Frost. (22) Clair Miller, Dorathy Miller, David Woody. (23) Pat Hammill, Tom Filipski Gerry Bedmond. (24) Marie Jones, Suzanne Penegor. (25) Mary Braner, Larry Filzgerald, (26) Vicky Johnson, Don Spiers. (27) Fred Grady, Dud Colton. Pricing strategy, invenlory conlrol and compelition were covered during the meeting.

Gorrell Named New Georgia-Pacific CEO

A. D. "Pete" Correll has been named chief executive officer of Georgia-Pacific, effective May 4.

Cunently president and chief operating officer, he will succeed T. Marshall Hahn, Jr., as chairman and ceo, after Hahn's retirement on Dec.2, his 67th birthday. Hahn will continue as a director after retirement.

The company does not plan to fill the position of president and c.o.o. when Correll assumes the role of chaimran, Hahn said.

James C. Van Meter, executive vice president-finance and chief financial officer, was named vice chairrun and chief financial officer, assuming responsibility for the company's law deparmrent. W. E. "Ed" Babin, exerutive vice president-pulp and paperboard, became executive vice president-pulp and paper, and John G. McGovern, vice president-

finance and treasurer, was named senior vice president-finance and treasurer.

"The company's board of directors selected Pete to be chairman and chief executive officer because of his superb leadership and strategic analytical abilities and his unsurpassed operating experience in this industry," Hahn said. "I truly believe there is no one more capable of continuing to move this company toward even greater funrre suc@ss."

At the request of the board, Hahl, who had planned to retire in 1991, stayed on as chainnan and ceo for an additional two years !o provide continuity of leadership during uncertain economic times.

Remodeling Up For 1992

Remodeling figures second quafier 1992 werc up 26Vo over second quarter 1991 and 35Vo over first quarter 1992. Around 564o of the increase carne from small jobs, 427o from additions and alterations, according to Remodeling magazine.

Building Product Expo Dates

National Building Products Exposition and Conference scheduled for Aug. 14-17 at McCormick Place Complex, Chicago, Il., is expanding product categories to meet the needs of moulding and millwork, windows and doors, lumber and wood products, roofing, siding and insulation, caulking, sealana and coatings, kitchen and bath, flooring, garage doors and computer software/design buyers.

Louisiana-Pacific, USG, Celotex, Gold Bond and CertainTeed are already signed on as exhibitors. Over 200 conpanies are expected to occupy 50,000 square feet of exhibit space, according to show manager Pat Dolson.

This is the second year for the show sponsored by the American Hardware Manufacturers Association in conjunction with Hardware Industry Week and the National Hardware Show. Billed as the wodd's largest hardlines industry event, the two shows are expected to at8act over 70,000 industry professionals.

Those attending the National Hardware Show will receive free crossover admission to the building products expo.

Introducing a remarkably new Deck Board that makes all other Deck Boards obsolete!

What makes Supreme Deckingo so distinctive? The secet starts with the base material, weather resistant lumber featuring a speciallyformulated water repellent, in a precise, step-by-step impregnation process that's forced deep into the wood. Supreme Deckingo is then enhanced by a patent-pending architectural design that results in a finely milled, smoothly shaved face with a precisely engineered pitch from the center of each deck board to allow water to drain naturally and not soak the surface of the wood. Relief cuts on the bottom side of Supreme Deckingl further enhances it's dimensional stability by minimizing the boards twisting, cupping or warping. Enioy faster stock turnover and greater sales.

PERS NALS

Ted Smlth is now in inside sales for Smith Millwork, Lrxington, N.C.

Allen Nlxon has retired as chairman of the board of E.C. Barton & Co.. Jonesboro, Ar., after 35 years witb tbe co. Roy Jolly has retired as pres. after 4l years. Nlel Crowson is now pres.

Joe Frame has been transferred to Cash Lumber Co., Conway, Ar., as mgr.

Charles E. Redmon bas rctired as chairman of S&T Hardware, Louisville. Ky., after 45 years witb tbe co.

Walter Wlrfs is now regional mgr. for Willamette Industries' southem building materials group, Ruston, [,a.

Krlstle Keckler has been transferred to Boise Cascade, Florien, l:., as a sales rep, reports Mellssa Prrtt. Albert Glnn, Willamette Industries, West Memphis, Ar., was named Employee of the Montb for January.

Fred Mllls, Henry J. Mills Co., Breaux Bridge, La., is rccuperating from heart surSery.

Tlm Hand has been promoted to district mgr. of Lumbermen's Underwriting Alliance's Jackson. Ms.. office.

Randy Hansen bas been promoted to customer service mgr. at Maywood, Inc., Amarillo, Tx. John Shulsky will serve accounts in Tn.

Mlke Crowe is now a building materials trader at Ace Hardware's LBM Southern Div., Peacbtree City, Ga., covering Tx., Ok., Ar., L^a., Ms., Tn. and AI., reports Ihn E d.s.

Don Gentry has joined Georgia-Pacific, Jrckson. Ms.

Betty Telley, American Tool Cos., has been elected to tbe board of direclors of tbe Hardware Marketing Council.

Blll Stocker, mgr., Home Lumber & Supply, Medford, Ok., h8s retired after 46 years in the business.

Steve Howe, Edmood, Ok., is the new Indiana Lurnbermens Mutual Insurancc account rep for Ok., replacing Hervey Roper, wbo bas retired.

Kelly Schnocbelen is the new mgr. of Starr Lumber, Woodward, Ok., replacing the late E.L. Were.

Doneld R. Keough, pres. and c.o.o., Coca-Cola Co.. has been elected to the Home Depot boud of directors.

John Prty, Jr., chairman of the board, Paty Co., Piney Flats, Tn., was honored as 1993 indtrtec into the Bristol Regional Medicd Center Foundation Citizen Hall of Fame.

Mac Sampey is oow covering Ms. for Porter Pains, replacing the late J.B. Brcrer.

Danny Hurt is the new treating plant mgr. at Dean Lumber Co., Gilmer, Tx. Elllott Dean is now handling mill sales; John Bullock' Dottle Klotz and Gerald Roebuck, treated sales; Roger Thompson, sawmill mgr.; Ron Hllllard, lumber and plywood buyer, and Steve l)ean, sales mgr.

Bob Sturgls has been named v.p.-mktg. & sales at Hickson Corp., Atlanta, Ga.

Edward Dupuls is now director of national rccounts for CertainTeed's residential insulation grouP. Steve Casstdy is regional sales mgr.-central region. Ken J. Wllson is regional sales mgr.-southem region.

Mlke Mlller is now v.p.-mktg. at Chase Hardware, Hutchins, Tx.

Cary G. Gregory is now director-mktg. for Ames [.awn & Garden Tools.

Carol Jaros is the new advertising director at Distribution America.

Al Karrh, Mellco, Inc., Athens, Al., and his wife, Elalne, just observed the three month birthday of Harrlson Cross Karrh. born Nov. 24,1992, at1 lb.. 15 oz.

Chlp Hamllton, Atlanta, Ga., is tbe new Soutbeast regional sales mgr. at HarrisTarkett, Inc., replacing Cllff Morrl' son, now architectural service mgr. based out of Johnson City, Tn., Hq.

C. Tlmothy Bell is now gen. sales mgr. of Azrock Industries, San Antonio, Tx.

Denny Deaton and Ken Nlx' WeYerhaeuser, Hot Springs, Ar,, bave been named Professional Roundtable of Sellers award winners for 4th quaf,ter 1992. Sales Support Award winners: LaQulta Fallls and Pam Slmmons.

Carlton Absher is the new asst. mgr.-corporate audit for Lowe's Cos., North Wilkesboro, N.C. Edward Gllstrap is now advertising planning mgr.; Davld E. Tyler, director-advertising production; Katherlne FlnleY SmltheY, senior corp. accountanq Samuel Klng, store operations analYst; Anlta M. Parker, mgr.-financial systems, and store mgrs.: Larry WaYne Hol' combe, Franklin, N.C.; Mlchael K. Brown, North Greensboro, N.C.; E. Theodore lrvln, East Asheville, N.C.

Lee M. Thomas, former U.S. Environmental Protection Agency administator, has joined Georgia-Pacific, Atlanta, Ga., as senior v.p.-environmental & government affairs and chairsran of its Environmental Policy Committee. Kathleen S. ZlPrlk is new as mktg, communications mgr' Gary Donnelly, National Lumber & Building Material Dealers Association, and Ed Cone, Southeastern Lumber Manufacturers Association, are now on the Forest Resources Group board of directors.

Blll f,'ranks has been nominated as pres. of the Greater Houston Lumber & Building Material Dealers Association, with JoAnn Gtllebaard as v.P., and Rlck HuEler. sec./heas.

Mlke Stierttz is now mttg. mgr. in Ky. for Arling llmber.

James Thomas Staley, Lowe's, North Wilkesboro, N.C., is engaged to marry Terry Lou Lampley March 20, 1993. Monlca Lynne Walker plans to wed Gary Ray Brewer in June. Otber Lowe's weddings: Gary Edsel Mathls and Ktnberly Lynn Shew Jan. I, 1993; Betty Sue Elmore and Ralph Dean Elledge Dec. 19; Jennifer Anne Norman and Danny Len Reece Dec. 12; Janet Rene6 Clark and Ray Devan Cooke Dec. 5: Llsa Jeanene Johnson and Terry Alan Haynes Dec. 5; Barry Dean Bllllngs and Carla Ann Reins Nov. 28.

Bruce Hoberg, Gardner Asphalt Co., Tampa, Fl., has been named to the Roof Coatings Manufucturers Association board of directors.

Rlta Gay Slmpson, Ilome Depot Atlanta, Ga.. rnaried James Edwln Conerton Dec.19,1992.

Jeflrey l&lk is now mgr.-sales & mktg. for Masonite Building Products.

Davld Ball, Pixley Lumber, Claremore, Ok., wrote a timber article that appeared in the Poiht of View column of tbeTulsaWorld..

Moe R" Less is the new boolkeeping supervisor at Mungus-Fungus Forest Products, Climax, Nv., reports owners Hugh Mungus and Freddy Fungus.

STPER CEDARSBRIrICE

here's no better Western Red Cedar than that manufactured by members of the Western Red Cedar Lumber Association. And no better service. We're committed to product quality and customer satisfaction. The WRCIA symbol is your assurance that the cedar you buy is milled under strict quality controls to meet vour exDectations time after time.

But the WRCLA is more than just a symbol. We back our members' products with field staff in the west, midwest and southern regions. And we promote those products through advertising, literature, tradeshows and seminars.

Write, phone or fax today for your free literature list and 'Where to Buy Guidei

Western Office Western Red Cedar lumber Association 1200 - 555 Burrard Street, Vancouver, BC V7X lS7 Canada

Phone: (604) 684-0266 rar (604) 687-4930

Midwestern Office lflestem Red Cedar Lumber Association

P0. Box 2888, Naperville, Ill 60567-2888 USA Phone:

(708) 369-865r

NEW PR DUCTS and selected

soles oids

flaws. They can be sawn, drilled, glued or nailed.

Every item is coated with an exterior UV stable coating. They come pre-finished and can also be painteO.

Available are entrance systems, louvers, mouldings (over 70 profiles), arches, window headers, brackets, cqbels andmilhvolt.

Electronic Pricinq

PRODUCTPricine; software system designed to electronicaly price building products, has been devel@ by Electronic Product Information Corp.

Suited to any type or group of building product, tbe flexible sofF,ue automates and accelerates the sales pfo@ss.

It will accommodaE mplex pricing formulas data tabbs, multipliers and disounts. Lrsers can initiate rew projects and specify client infcmation as well as product and prodrrct option information. In addition, users may edit, add q delete clbnq produa orproject infamatkrn.

Shut For Sure

The Door Club to help keep homes more secure from intruders is new from Winner International, maker of The Club, the popular vehicle antitheft device.

Formed Architectural Millwork

Highly deraile4 formed architectural millwork ftom Style-Mark tums a simple doorway into an enry of elegance.

Style-Mark products are moulded using high density polyurethane to provide low maintenance and high durability. Moisure cannot penetrate it, so it won't decay, warp of splinter. hoducts have the natural chracteristics of wood without wood's natural

level and provides adequate power for electrical usage of any power equipment and l2v oc powerfor chargirig battery-powered equipmenr

The Gomputer Deck

The New Generation

A portable, durable and lightweight generator has been introduced by Echo for a variety of outdoor uses.

Featuring a high perfonnance 2 hp Robin engine, the EG-650 generator weighs only 40.7 lbs., has a low noise

Deck Designer Software from Eqterpnse Computer Systems helps a salesperson or homeowner with little or no prior training to design an unlimited variety of decks with options such as benches, tables, hot tub enclosures and elaborat€ railing styles.

Users can also input local building codes, and unless the design of the deck meets the building code, it will not print out a list of materials.

Made from 9/16" cold-rolled steet br, it is said to be stronger rhan chain locls" more seicur€ than deadbolts and able o withstand ovef, me ton of direct force. A U-shaDed steel bar configuration, 8" wide- by 6-114" high, braces the bonom of the door. The botlom shaft of 6e prodrct fits into a metal sleeve in the floor 2" from the door threshold in Oe middle of the doorway.

An open position allows the homeowner !o open the door ?' to identify visiton. A closed position wedges it

cmpletely shut When not in use, the devie can be stored in a onvenient slor4ge caddy mounted io the door.

It installs in minutes using common household tools and can be guickly removed for emergency exit It coles with extra 2-ll}'case-btrdened screws to reinforce hinges and the door strike plate.

Deck Jacket

Deck Shield, reportedly containing as much as six times the resin solids of other deck protectors, has been introduced by Burke's Protective Coatings.

It forms a diamond-hard finish on wood decks that resists abrasions and dirt yet allows the wood to breathe. It reportedly won't bubble, blister or peel.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call(714) 852-1990 orFAX 7L4-852 0231. Requestswill be fonvarded to the manufacturer. Please list product(s), issue and page number: Name Company

The coating concains powerful water repellents, fungicides, mildewcides and SB-7, a potent UV inhibitor. Featuring a two year, money-back guarantee, it comes in five transparent, natural woodtone shades, and a tint base, for easy matching to any home's exterior.

Affordable Safetywear

Economy priced safety products are new from Willson Safety Products, offering a money-saving alternative to blister packs.

A Value Line display showcases 1l of the best selling safety products, including eye, ear and respiratory protection aids, each packaged in anractive, super clear polybags.

Adjustable Sawhorse

A quickly assembled, fully adjustable sawhorse is new from International Fint Choice Products. Featuring all steel welded construction and an indusfial quality finish, the Work Horse II comes ready

to assemble with lumber supplied by the user.

It is fuuy adjustable in three dimensions (width, height and length), and each leg adjusts independently for use on uneven surfaces.

The sawhorse holds up to 500lbs.

lineal) in the proper sequence with each entry. It will also calculate the uncounted length when end tallying. Able to collect numerous orders and corresponding units, the system provides fast, accuxate and legible tallies when receiving, sorting or packaging lumber or moulding products.

Using the portable tape printer, data can be printed out at any time or held in memory until needed. The printer need not be attached to collect data. Bar code scanning and PC link are available with proper software.

Gomputer Accurate Tallies

A hand-held computer tally system has been developed by TaliTech.

The rugged data collection system is operated by entering order numbers, size and grade, then the unit numbers and piece ally or end tally. When making up RL unis, it will compute and display the running tally and footage (board or

Windows Go Vinyl

Low maintenanoe, energy efficient vinyl windows are now available from Weathervane Window Co., joining their wood and aluminum clad lines.

All products carry a lifetime warfturty to the original registered homeowner.

Gorrugated Joint Fastener

A comrgated joint fastener tool is new frorn Senco Products.

The air-powered SC2 fastener is highly versatile, driving three lengths of Sencor fasteners to produce a wide :rssortment of wooden joints: butt joints in cabinet and fumiture frames, door and window sash, millwork, picture frames, truss construction, boxes and pallet stringer repair.

It consistently drives fasteners into even hard and dense woods with fewer assembly operations and works equally well in softwmdq wbere other types of clamp-style fasteners often fail. Once driven into tbe material, tbe fasteners reportedly provide twice the joint strength of ordinary connectors, so fewer fasteners are needed, often without gluing, milling, doweling, screwing and clamping. A full l" crown ensures quick fastener placement and maximum joint streng0.

Tbe tool's excellent balance and light weight reduce operator fatigue. The magazine can be quickly adjusted to accommodate all fastener lengths, and the E-Z Clear snap-open nose permits fast removal of jams. The safety is said to prcvent tbe tool from firing unless it is in omtact with the work surface.

2 New Shower Devices

The World Class Anystream showerhead from Speakman Co. offers full-pattern sprays, while tbe Sentinel Mark II Regency or Royale balanced pressure anti-scald valves guarantee bather safety regardless of sudden

vriations in water prcs$re.

Upon failure of eitber the hot or cold water supply, tbe shower collapses within the specified ANSI standard to avoid scalding or freezing blasts.

Showerheads feature the water conserving Autoflo device, designed to deliver only the volume of water

necessary to produce a satisfying shower, io save over 5,000 gallons of water per year wben used just five minutes daily.

o Conugoled Droinoge Pipe

o Culverl Pipe

Slotted. Solid. or Septic-Leoch Bed Styles

Droin Pipe4" or 6" Sold In l0 ft. lengths or rolls

Culvert Pipe8" to 24" Comes in 20 ft. lengths

Router Team

The new RotoMite router and double-end Zip Bits from Roto Zip provide fasq clean cuts in drywall.

The compact,z-llTlb. router cuts a variety of materials, including drywall,

For door and window openings, roughed-in studs and headers serve as a template !o guide the tool.

The bits' down-spiral parabolic flutes make for fast, clean cuts while directing dust away from the operator. Guide points provide fine control over all types of cuts. And bits are doubleended for exra long life. A no-fall button shaft lock eases bit changes.

Merchandising Department

A software package for IBM and compatible computers designed to help small business retailers create self-running merchandising displays and printed materials to support pointof-sale promotions is new from Powertrain Development.

Slipperiest Spray

One Lube advanced fonnula nonflammable spray lubricant from Petrolon is now fortified with prrq tle most slippery solid lubnicant available.

plastic laminates, foam insulation and other building materials. It turns at 28,000 npu and comes with an adjustable base guide so the depths of cuts can be set precisely.

To cut openings for switches or outlets, the operator uses the electrical box as a guide - following Oe outside edge of the box for an accurate cut.

Upsell! Desktop Merchandising System creates high quality displa! signs and cards, product information sheets, flyers, business forms, coupons and product tags using a laser prihter. Other software modules are used to create self-running salesfloor promotions and 24-hotn storefront advertising displays that can be prescheduled for viewing up to a year in advance. No special computer training or equipment is required.

It lubricales to stop binding, sticking and squeaking; protects meCal surfaces against mechanical wear; penetrates quickly to free "frozen" or corroded metal parts; cleans, and, by displacing moisture, also protects metals against rust.

The non-staining lubricant is packaged in a6 oz. dual-action pump spray can that emits either a stream for narrow or tight-fitting areas or a spray mist for larger surfaces.

Leather Carpenter Aprons

A full line of Durallide high quality leather carpenter aprons is new from Empire.

SmallChalk

Since more than m% of all marking applications are shorter than 15 ft., Irwin has introduced a Mini StraitLine Chalk Line Reel.

nore tban 4O l2-ft lines.

The reel features a high impact plastic case that fits comfortably and easily in the bmd. Is special snaptogether design and clip closure nake it easy to replace tbe line without tmls.

Floor Planner

Spaoeman Enterpris€, tbe indusry's fint common hguage floc planning tool, bas been intnoduced by Nielsen Retail Infamaion Crroup.

Designed to €nbance Spaceman ltr, the softrrare allows reailers 19 menege their two mo6t impqtant assets: floor selling space and &e inventory residing in tbqt spaa.

Manufactured using an exclusive tanning process, the aprons feature thick northern Canadian hides for incredible wear and tear resistance, inverted pockets for increased strength and room, and lock stitching.

The all-weather pouches reportedly are weatherproof, waterproof and can be washed clean wben dirty.

Ideal fu jobs such as hanging wallpaper, building decks and tile work, the compact yet durable 25-ft. chalk line reel is 247o smaller and 5O% lighter than standard models to easily fit in a pocket, nail pouch, tool belt or tool box.

Designed with an easy-fill opening, it holds I s2. sf ghalk, enough to mark

Bridging the merchandising and storo planning departnents, it utilizes data and stue layour generated by a lpreilsl's corporate CAD system and allows merchandisers to overlay their category level merchandising plans. Using Spaoeman ltr's powerful financial analysis tmls, Spaceman Enterprise usen can perform adjacency planning, store traffic flow and evaluate financid ontributions to the bo$om tine by categof,y, aisle, department of stfie.

Want b impron plffits?

SfD right uD' b APG Sltyligltts.

lf you'r" an aggressive building producfs supplier, you'll be interested in APC. For over 3O years, we've helped businesses like yours improve profits with our full line of skylights and very competitive pricing at bener than usual margins.

Aquality,high-performance urethane product that drys to a professional clear finish bringing out the natural beauty in your woods.

o Clear Crystal Clear is lust that, clear and non-yellowing.

o Gonvenienl Crystal Clear is easy to apply over a multitude ol surfaces, finishes and is available in satin, semi-gloss

Safe crystal Clear is VoC compliant, non-flammable and cleans up easily with waler.

o Durable Crystal Clear is chemical, moisture resistant and verv resilient.

Our all new, prestigious Dimension ll Series, for example offers unparalleled quality, a lifetime parts warranty and Ultraclasst the industry's mosl energy-efficient glazing Our comprehensive Professkxnl Series features a full range of venting and fixed units in a variety of glazing options including Heat Minor. Boh Dirnenskrn ll and Professional Series offer self flash and step flash rnodels. The Professional Series also offers units Jor site.built curlc installation.

And, with APC Skylights there's no need to carry excessive inventory yor.r can always get the product your custdnefs need vvhen they need il with our Fast Track Delivery.

ll you're seriously interested in improving your bottomline while assuring yourself of great products at superior pricing, contacl APC today

Coastal Acquires N.Y. Mfg. Facility

Coastal Lumber Co., Weldon, N.C., has purchased the assets of Cotton-Hanlon, Inc.'s Cayuta, N.Y., hardwood lumber manufacturing facilities.

The site includes a hardwood band mill, dry kilns, air dry sheds and a hardwood dimension plant, according to Paul B. Barringer, president and ceo of Coastal.

A diversified forest products manufacturing company, Coastal currently operates 26 manufacturing facilities in nine strates, producing a wide variety of products including hardwood, softwood and treated lumber, plywood and hardwood dimension products for the cabinet and fumiqre industry. The company is one of the largest exporters of lumber in the U.S. with markets throughout the world.

Cotton-Hanlon, a privately held forest products company in continuous business since 1921, had operated the Cayuta facility since 1924. According to William Hanlon, cbaimran of the board, the fimr will continue to own and manage 33,000 acres of timberland in the New York areA retaining the Cotton-Hanlon, Inc. name for that operation.

Ghesapeake Treating Plants Sold

Sale of Chesapeake Wood Treating Co.'s wood treating facilities in Fredericksburg, Va., North East, Md., and Stockertown, Pa., to A. C. Dutton Lumber Corp. is expected to close by the end of this month.

The sale is structured to include transfer of lumber inventories, sales orders and lumber purchase commitments made by Chesapeake with seasonal supply commilnents and service obligations for 1993 assumed by Dutton, according to Michael H. Sloane, Chesapeake Wood Treating Co. president, WestPoint, Va.

Chesapeake's remaining wood feating operations will be combined with Chesapeake Forest Products' lumber division in a wholly owned subsidiary of Chesapeake Forest Products. Sloane will report to Jack King, vice president, Chesapeake Forest Products.

"The organization of the new company will enable its management and employees to further integrate our wood products operations and will allow us to provide improved support and service to our customers," said J. Carter Fox, Chesapeake Corp. president and ceo, Richmond, Va.

Sale of the treating plants will allow the corporation to focus on its three primary businesses, tissue, kraft products and packaging, he added.

Rah, Rah, Rah Depot Team!

Pep rallies may seem more like high school than home center, but Home Depot's new store in Bradenton, Fl., is using them to motivate its employees.

Gathering in the parking lot, 100 employees wearing store colors are led by manager John Crynock in calisthenics, customer service cheers and spelling H-O-M-E D-E-PO-T in a locomotive yell. Cheers and yells are interspersed with waves and calls of "Hello, Scotty's" directed to the rival stofe across the parking lot.

Scotty's has made no official response to the rallies which end with the chant" "We're Home Depot. We're the best. We don't care about the fest. Our great service brings 'em back. With our prices well attack."

NEWLITERATURE

Redwood Vents

One of the most complete catalogs for rrdwood trim products on the mrket today is available from Accents In Wood, 4la5 W. Mineral King, Ste. 308, Visalia, Ca. 93tt7; (8OO)73+8368.

Sturdy Backer

An ll-min. video comparing DensShield to plywood, paperfaced, greenbosd and ccmentboard tile bckers is free from Georgia-Pacific, 133 Peachtree St. NE, Atlants Ga.303(B; (800) 2256119, or in Ga., ({X) 521-5587.

Demand & The Environment

Wood Product Demand & the Envircruncnt, a compilrtion of the 36 presentations at last year's Forest Products Research Society conferenoe, is $45 from FPRS, 2801 Marshall Ct., Madison, Wi. 53705; (6o8) 23r-136r.

Super Cuts

An 8-p. knives and blades catalog is free ftom Stanley, 60O Myr0e St., New Britain, Ct.06050.

Gingerbread Man

"Victorian Gingerbread: Patterns & Techniques," a Z0{J-lp. paperback witb 300 illustrations, is $14.95 from Sterling Publishing Co., 38? Park Ave. S., New Yorlq N.Y. 1m16.

Get To Know OSB

The 6-p. "Oriented Strand Board: Designod to Perform Engineered to Last" is 509 from American Plywood Association, Box 117fi), Tacoma, Wa. 98411; @06)565{6(X).

Piping Hot

A new plastic plumbing prcducts catalog is free from MBCO, Box 1167, Elkhac In.46515; (800) 23442n.

Wood Book Promotion

'Stood Beautifrrl" nagazine is ftee to @osum€ns only during tbe month of April ftom Minwax. (8{X)),|4.STAIN.

Entry Accessodes

A 168-p. catalog of air spocerg caner keys, decorative grillwork and screen goods for insulating glass doors aDd windows is free from Allnetal, I Pierce Pl., Ste. 9fi), Itasca, Il. 60143; (708) 2508090.

Sheathing Substrde Panel

A 4-p. brochure on Excel Board, a wood fiber and foan substrate panel fo'r construction applications, is free from Anerican Excelsior Co., Box 5067, Arlington, Tx. 7601 I ; (817) 64S1555.

Garage Door Sales Training

I lJ-min. salesperson training video fq retailers selling garage doors is available from Clopay, 312 Walnut SL, Ste. 1600, Cincinnatl Oh- 452V2; (5r3) 381r|8m.

Geramic Tile Source Book

'"Tile... Nahnally: A Soure Book on the Unlirnited Possibilities of Ceramic Tile" is $2 from Tile Promotion Board, 1221 Brickwell Ave.,9th Floor, Miami, FI.33131.

Hardwood Work

The latest full color hardwood idea book from the Hardwood Manufacturers Association, the 22-p. 'Hardwood Exprccsbns ia Dcor*ivc Woodwodr," is 250 pcr copy from HMA, 4(X) Penn Center Blvd., Stc. 530, Pittsburgh, Pa. r5B5;(412)829m7O.

Affordable Homebuilding

Thc Factory-Craficd Hoase: Ncw Visions of Afrordable Home Design is S12.95 plus $3 sbipping from Globe Pequot Prcss, Box &13, OH Saytmoh Ct 06475; (800) 2a3{,4;95.

Back Up

A 4-p. brochure on a new rigidly designed back support is free from The LiftBelt C.o., Box 5713, Greenville, S.C. 29606; (8(X)) 995-LIFT.

GET YOUR COPY of anv Nerr Literature iterns b9 cdtacting each company dhectb. Please mention you saw it here!

Problems In Painting

"Tate the Pain Out of Painting!Int€riors," a sEpby-stcp Snidc to solving almct cvery imrginab! incric painting problem, is $17.95 from Master Handyman Press, Box 1498, Royal Oak, Mi. 48068; (800) 524-539L.

Advertising

WAMED: Plywood/OSB strips, drops; sound, square, uniform, &y, thickness l/4 through 23132. Preferred width, 3-112, 5-ll2 or wider. Length 32 to 96 inches or longer. Mixed or Truckload, Send price and availability to FAX #901-682-8501, or mail to: llmber Source, 47,16 Sponswood, Memphis, Tn. 3Ell7. Phone (800) 874-1953.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 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 Building Products Digest, 4500 Campus Dr., Suite 4E0' Newport Beach, Ca. 92660, Make checks payable to Cutler Publishing' Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

How to sell the value of stainless steel fasteners

||ffIE message to be hfimered home when marketing

I nails and screws made of stainless steel is "Evaluate the cost of fasteners in terms of total Fqiect cosl"

Long the recommended firct choice of specialty wood products associations, stainless steel fastenings offer real opportunities for profit enhanoement in the hardware de-

By Hoble Swan President Swan Secure Products

partmenl Compared with similar products made from onventional plain, plated a galvanized sbon steel, sales of stainless steel fasteners can have a very favorable impact on bottomJine results.

There's liule argument that use of nickeUchone stainless steel neils sad screws offers tbe best insqrarce Agrinst saining and sreaking of wood constructim projects. They offer a superior combination of corrosion-resismce and strength not prBsent in alternate materials. Most €nd-use customers readily spocify tben, provided bey'rc available and quality conrious build€rs have promoted their use as a sign of fine craftsmanship on decks feneg wood siding, roofing and aber applicatims exposod to w€atb€r or high moisore.

The fint st€p in selling sainless hadwae is advertising its existence. Customers won't ask for something they don't lnow is available. This means moving specialty fastener items ftom the back rmm or wadouse out mlo the showrmm flmr.

The next step is overcoming any resistmce to buying

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT INER-4571 has been issued by tha National Evaluation Service of the Council of American Building Officials to confirm that ryRO-GUARD Fhe Retardant

Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

ryRO-GUARD has a degradation-free track record,

a So-year projected useful life, and is the FISST Fire Retardant Treated Wood with:

a fhtrd turty Klln tonltorlng ln addltlon to U.L. follow-up scrvlce

a FRf labor ond matcriols rcplacemon] cott warruinly

I Code Compliance Report wlth evalualion of e-levolcd tem_pcrurtu to stronglh icstlng lor roof appllcatlons

I Hlgh temperututo sttonglh tett rr.tut]t

I Ncw York State Smoke loxlchy tcsj tosults

' NER reports arc subiect to re-exdminetion, rcvisions end possible closing of fila For lcchnlcol Informotlon Coll r-800-rEc-wooD

tfGLY $aim can be pwenled by rcng stainless sted fasteners.

the higher quality products. Objections to the use of stainless fasteners most often stem from their relative cost which may range from three to five times that for regular steel nails and screws. Generally, however, money spent on fasteners comprises a minor pafi of the overall cost of a job compared to expenditures required for labor, lumber and other materials. Viewed in terms of project cost, the incremental expense of using stainless steel is seen to be considerably less objectionable. On a typical redwood or cedar siding job, for example, shinless fastenings may add only $150 to a project costing over $5,000 in total.

Successful merchandising of these high-end products entails displaying them in a manner that emphasizes the project cost concept. Poinrof-purchase aids such as colorful shelf-talkers can effectively convey this idea together with other product features and benefits.

Fastener sales can be given a boost by presenting stainless nails and screws in convenientjob-size packages rather than by weighing them off using the traditional bin and bag method. The sale is made easier if the packaging ilself is of high quality construction befitting its contents and contains printed product data and suggestions for applications and usage. A bold header board atop the display draws added anention to the stainless fastener section.

Another proven way to spur fastener sales is to bundle related products together when selling wood products. Since stainless nails and screws are a logical add-on to sales of redwood cedar and other fine wood products, successful dealers have experienced impressive results by marketing wood siding or decking, stainless steel fasteners and a quality line of surface finishes together as a system.

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The single most important reason we can give you for adding a SpaceRak rack-supported storage building to your yard operation is thisr it will substantially increase your lumber sales and produce a lot more profit for your business. Two goals ue're sure you aspire to with great enthusiasm! And here are some additional advantages, which, considered in total, reinforce the integrity of that opening statement.

Year Boand Lumber SalesDay-in, Day-out

o Proteeted, 0rganized Lumher Storage

Enhances Product Appearance, Sales Appeal

o lmprwes, Speeds Customer fraflic Flow

Less Weather D amage, Product D eterioration

o Custonerc Seleqt Load-up, Stay Dry

More SellingTineNo Added Overhead

STAINLESS fasleners add onlv a small amount to lhe cost of a lovelv home such as this while providing high quality performance.

Fasteners are necessary for every wood building project. Promoting the use of stainless steel nails and screws over those made of regular steel conveys a concern for quality. Happily it can also deliver significant profitability.

Story at a Glance

How to market nails and screws in terms of total project cost ... suggestions for advertising, displaying and packaging to increase sales ... profitable sales tips.

Obituaries

Daniel Arthur Ledermann, 36, chief financial officer of Olshan Lumber Co., Houston, Tx., died of cancerJan. 21, 1993, in Tx.

The son of Olshan Lumber president Richard Ledermann, he had worked off and on for the company since he was 12, becoming a CPA and joining full-time in 1984. He was a past president of the Greater Houston Lumber & Building Material Dealers Association.

, Immanuel Olshar4 95, founder of Olshan Lumber Co., Houston, Tx., died Dec. 23,1992, in Houston.

Born in Cleveland, Oh., he founded Olshan Demolishing Co. in 1933 and later spun off the lumber firrr.

Carl H. Thomas,Jr.,54, southeast sales manager for ESSROC Materials Inc., Charlotte, N.C., for 21 years, died Jan. 15,1993, in Charloce.

Ilarry V. Balcom, forurer owner of Bolinger Lumber, Bossier City, La, died Feb. I, 1993.

He was 1953-54 president of the Louisiana Building Material Dealers Association.

Southern Association News

(Couinuedfrompage 19)

South Carolina, are March 16, Georgetown Ramada Inn, Pawleys Island; March 17, Holiday Inn, Columbia, and Mrch 18, Holiday Inn, Spartanburg. Earlier meetings were in Knoxville, Murfreesboro and Jrckson, Tn., Statesville, Fayetteville and NewBem, N.C.

tbn's Arkansas Lrgislative reception has been changed to March 23 because of the edy recess for the Artansas Senate.

The time, 6:30 p.m., and location, Robinson Center, Little Rock, remain the

G-P Millwork Unit Expansion

Following a comprehensive snrdy including personal interviews with over 60 customers, Georgia-Pacific has established a business unit to manage and expand millwork disribution.

According to Jerry Collier, new group director of millwork distribution, "We plan to be the leader in the nillwork business by expanding our product offering and puning together unmatche( category man4gement and service programs whicb will allow our customers to profitably grow their

same, according to Truman Hall, Arkrncss r€gional mrnager.

Dealers will have an opportunity to meet tbe legislators wbo represent them during the reeption.

millwork business."

The company has added a dedicated fleet of tnrcks, tracttrs and qntainside trailers to meet the specialized handling needs of millwort poducts. They bave also instalbd a computer system spocifically designed for the millwork business.

Other 4poinments include Dm R Schmidt, national millwork product manager, and Stewart Campbell, national sales manager. A director of millwork and specialty centers and a director of moulding procurement will be named in therer funre.

Advertiser's Index

Adventge Busincss Compotcr -------17

APC Corp. -- ------32

Besn Lurbcr Co., Curt-------Covcr III

Bowie Sims Prugc -----31

Cox Wood Pneccrairy Co. ----------3

Ctrmplcr Plrtic Pipc, IDc. *---*-J)

Crown Dccking Inc

DernLufter

Prccision Rcdwood tt&nfr.fufog----18

Pmduct SCes Co.

PmfitMr*cr

Rcdwood ForcC hodlrts -------31

Rivcrridc ll[rchim StiriDg ---.5

Sccodr In Bufldng lttLddr -.-.---35

SimprolStmq-Tlc

G€orgir-Pui6c --CovcrII

Hmvcr Trertcd lYood hodndc------36

Eoocfon Woodtcch-------Ji:t

Jordo Rcdwood Lomber Coo Lcc Roy--23

Irufuirnr-Prddc --Covcrl

MrMinan Blocdel Boildiry Md.rirb-J

Nevqp Forcst Produc{s Indusbie- ----25

Olyqic Steio / PFGAF hoduc& -----5

Mld-Amerlca Lumbermens Assocla- Prific Lumbcr Co

P.O. Box 39 l87LL Bell Road

Windsor, CA 95492

QW) s#4373

QM)838-7978 Fax "

V,wn*

" Finger Joint Fascia

. Clear Bmrds

" Solid, Bnd Glued &

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SothcmVYinCldl

SFa.R*

Simpro Timbcr Co --Covcr

Sonbdt Mrt rtd lfndrn&---------ilt

SrnM---30

Sotlcm Lombcr Co, h--15

Ttied Prctrnhhfrg -*--.5

Wcncro Rcd Ccdrr Lqbcr Arrodedon .-2il

Douglas Fir Redwood

Pine Edge & End Glued Boards

20 YEARS OF EXCELLENCE