Wolminized bilrowood You movhoveto deol wirhsomoi worpedond \ twistedindlviduols.

There's no telling whot you might be foced with if your operotion doesn't stock genui ne Wolmonized Exho lumber Thot! becouse no other woter repellent wood stonds up to weother like wood treoted with Wolmon" Extro woter repellent

You see, the exclusiveWolmon Extro solution is forced deep into the wood - deeper thon other woter repellent solutions -lo minimize swelling,worying, cupping ond crocking. And studies show thot your customers orewilling to poy o premiumlor wood thot keeps its good looks longer:

But your customers oren't the only ones who'll benefit When you stock trusted Wolmonized Extro lumber you'll see higher morgins, reduced yord loss ond fewer customer comploints.And we'll provide you with o world of support, including o troining progrom ond promotionol items like literoture ond point-of -purchose disploys, to moke it eosy for your stoff to sell customers on the odvontoges of Wolmonized Extro wood.

Find out more. Contoct your Wolmonized wood treoter todoy.

Plywad output will drop

BRD EWo makec firct oppeoranoe in Dollos

Materia[ Han dlirW -section was a populnr feature

Winter lumber marhet ottraats &eolerc to Los Yegas

Cotter announces 76Vo sales increase for LBM diuision

L7(n Servictor deoler'a ot So;n.4ntonio convention

1993 tumber & building mnterial sales reach $750 millinn

Redwood design hit simplifiec entrvrinto deeh morhet

Dealers can sell plans or use for in-store design seruine

Co]{IRlEUTltaG EDITORS tulglt Cuttaq Gego Mcxlilpy, Waty Lynch

St BSCRIPfOiS U.S: $2$ono year; i1l.two yoaB; is$tmso yeaB. Forohn orE yeNr psyeblo In adyarEe h U.S. lun&: sudac+031 Cana& or lilexlco; 039, othor untl$. Ak rabs ab0 aYan&b.s|ne|ecop|e+03;backbauc{.|.50$eneYa||8b|o,pb!hFphg.cH^t{oE0f^DDRE3ssondaddf8!Ebbo||rom]€cont|rsuoipos9h|e,notYaddF388ndzpc.BU|LD|iG PRoDucIsonEsTbpLb|bhedmo]ih'at1500c{'|p|I'.,9..o0,1{.Upoi8Ich'h.P660'r'||)65il.t0e0'bycuterP6|bh|n0.|m.|tbanhd€9ord€nt'fngdptb[ca||on|ort ]9h||.who|osa|eanddbtfrjt|on|owbo|t1E|u[serendhomeconle|rndG0sh13sod|emdstos.copydgt'|'1g91bycu|aIAb|bhhg'|1r.covo]a]d|F mwt mt bo r€prodtDod h 8ny manmr r,ltlDut w'lten Fmb3bn, A[ Rlghb Rosolvod. &Idhg Pro(ltrts Dlgpd a3$m€o m lablflty lor matorbb tumbhod b lt ou can't control the weather but you know that primer must be applied promptly while the wood is clean and dry and the temperature is right. That's why we developed PALCO [,rime. You'll save time and moneywhen you order our kiln-dried redwood and Douglas fu products with PALCO Prime.

Just as a building needs a solid foundation, painted wood needs a solid prime coat. Lumber needs to be primed on the front, back, ends and edges.

When wood siding, fascia and trim are primed at our mill, they're primed properly for longJasting performance. With less handling you'll have fewer headaches, toeall the wayfrom the mill to the jobsite.

So, don't worry about the weather. Order PALCO lumberwith the PALCO Prime factory finish.

mrrkclr In 13 Southcrn ltttcr

Editorial

Wanna start a lumber yald?

We don't subscribe to the theory tbat tbe Depots and Bases of the world will evenmdly kill off all the independents in building supply. We never bave because it doesn't compute. The most likely scenario is that the big boxes will pealc with less than half the market. Many of the existing independents and small chains will strengthen. Aggressive new independents will start up and succeed as tbey fill the narious niches, nooks and cnannies in the mrtet

In less tban two decades the warehouse retailers have changod this indusfy forever. Their revolutionary concepts have been as dramatic in this field as fast food and supeimarkets in theirs.

The cry "Home Depot is cmting to town" filled many of our traditional operators with fear and rightly so. Many failed as the new retail concept bunt upon the scene. Some were well run companies, many were not. A safe location saved some but not all. Some pans of the country still face invasion by the bigs.

But something interesting is happening as the invaders roll on. Surviving independents are

DAVID CUTLER publlsher

lerning how to compete successfully. Tbey are quitting head to head competition and doing what tbey know best. Some enlarge their scope to include areas the big boxes either don't know or don't want. These remaining reailers are discovering that the bigs, for all their power and expertise, don't know it all and can't hack it in every category.

When supermartets first appeared they wiped out most of tbe small conrer markets. some survived through s€rvice, specialties and plain hustle. Today, the equivale,nt of those mom and pop groceries are hact. Now we call them convenience sores. They co+xist very nicely, thank yott, with today's huge supermarkets.

We think the saure sort of thing is going to happen in this business. The size and complexities of many of the products and systems argue for a layer of merchants who sell what you can't carry in a shopping cart Additionally, real seryice, convenience and locatim still count more than saving a few cenB to a sizable peraentage ofbuyers.

The gentle conditioning of our steam Dean Lumber Co. dry kilns yields exceptional products such Gilmer, Texas as Dean Deck, Dricon@ fire retardant treated wood, Outdoor@ wood, Wolmanized@ Extra'" lumber, and treated specialties.