Building Products Digest - March 1997

Let us be your inventory for

. Decking lumber & accessories

. Large fimbers

. Spindles, Rails, Posts & Post Caps

. Redwood Lattice Panels & Spa Skirting

. Bevel Siding . Expansion Joint

e Finger Joint o 1" Pattern Stock

. 1" & 2" Finish Stock; up to 12" widths

. Douglas fir uppers, boards, dimension

DALLAS, TX.

2425 Budank St., Dailas, Tx. 75235 Q1413fl-7317

National WATS l{S(X)) 442.3396 FA)( 214-3516076

A large wholesale inaentory urith a uride seleetian of grad,es

Vlbrld's Strongest Engtneered \rybod

The engineered beam market will never be the same. Anthony's new Power Beam is replacing LVL and PSL in header, floor and roof applications. It now has major building code approval for new, stronger design values. The Power Beamo now has,

o Higher shear and MOE values

o One-piece construction

o Lighter weight than LVL or PSL

o Full width, 3'1r",5'/r", &7"

. Anthony Woodworks Software

r l-Joist depths

. Vrapped beams, with camber on request

Competitive in-place costs

It's the strongest, stiffest and most versatile engineered beam on the market. Call us today.

EAX to 714-852-0231

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voLuME 16, NO.1

Serving 13 Southern states

ADYEFTEI|G OfFC€S

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Business is tough out therehere's s tool thot cqn reslly help...

re you using the lctest computer tools? Or ore you struggling with o system thot's not completely odequote for your business? As o lot of owners know, mony of todoy's computer systems provide new powerful tools thot were not ovoiloble just o few yeors ogo. In our free booklet,The Lumber Yord Owner's Monuol, you con reod occounts from other LBM deolers who mode the chonge to one of Tiiod's powerful ond complete computer solutions.

ln this free monuol discover

Why other deolers decided to consider o system upgrode

The evcluotion process they used

How they iustified their investment

How they monoged their system tronsition

Their results ond recommendotions

A customer is a terrible thing to waste

Some retailers suffer from the understandable misapprehension that once their advertisement has appeared, that's the end of it. Not so, the best kind of advertising continues inside the store, supporting and expanding the initial effort. The old onetwo punch.

Newspaper, electronic and direct mail feature the price and value messages needed to &aw consumers to your store. Without this, nothing is likely to happen. But it is the other side of the equation - when they're inside the store-that is the most important. Will they buy anything? Will they just cherry pick the bargains, grabbing up the low and no markup merchandise?

It's at this stage that in-store advertising really can be powerful. The leaders and bargain/price sensitive items in the initial advertising need the visual impact of in-store signs to reinforce the first message. Here's where you can crcate synergism, or 2 + 2 = 5. The outside and inside ads work together to support each other and take advantage of repetition.

But don't stop there. Now that you've got them in the store, use high-impact feature and benefit signage to sell the un-advertised items. These products may well be the part of inventory that produces the most profit. Be stue your signage gives plenty of reasons for the customer to make the purchase.

Signs, banners, hot sheets, copies ofyour newspaper and flyer advertising all need to be displayed. Get them up front and at other logical spots throughout the store. Use your copier to make enlargements of certain portions of your ads to remind customers once again that they need to buy these items. Spend the money for the best professional help you can afford to help you create these visual parts of your merchandising. To do otherwise is a false economy.

Most customers are receptive to considering additional purchases, the trick is to convince them through in-store efforts that the add-on buy is in their best interesl

Setatlttg brtildllg- prudtrc|s rcf.altctt 6t utllo,le'o,le dlsffbulors in I9 Southcrn stclas

A Computer lndustry First...

Published Pricing - NOT- What the Market Will Bear

Pointof-sale - Reprints for 2 years. General ledger (Fully integrated to all systems). Invenlory mainlenance. Payroll Accounls payable - On-line hislory .1sq9r.1t receivable - 7 yr. hislory. pur.6.ri.t Sales analysis Word processing. Mailing list mariagement. Kit sales (houses, decks, elc.) o y11 O*rdion. Takeoffs. Manulacturing (doors, windows, etc.) r J66.or,'nn (contracl proiect mgmt.) gurlor programming @ $athr.

communications with: Handy.91911 Bros. Ace. Allied Building Stores. Coast lo Coasl. HWI Cotler True Value ServiSlar. Henderson-Baird South States. House-Hasson. Jensen. Byrd. TRW Credit Srv and many others

20 Wyse terminals .7 Okidata 320 & / or cash slip printers.5 Barcode scanners & much more included

What decking contractors wan from their suppliers

ness, any red-

Youn Sunnoclrt Snes Fonce

D3:5ifl:,:'fJ

consider the facts: owners routinely ra most desired the third most wan and bathrooms. than two million U.S. each year.

overall, topped only new kitchens

So, how can

s that. Just yed homea deck as the feature and as home upgrade a result, more are built in the most effectively tap into this ing market? and grow-

tive vice president Redwood Associati in another. less w 60Vo of new decks professional

"Clearly the trade professional is a tremendous opportunity for redwood dealers," says Grover. "First of all, they represent the lion's share of decking sales, and it looks like their market share is growing. They are also a more straightforward market to serve. Where individual do-it-yourselfers are a highly fragmented target audience-one that requires a lot of resources and time to reach-professional deck specialists are a highly concentrated customer base. They also buy in large volumes and, while they expect excellent service, they are generally less demanding than individual homeowners."

Perhaps most important, Grover

points out, these contractors are out in the market every day selling decks. In effect, they can act as a surrogate sales force for redwood dealers looking to increase their decking business. By understanding their needs better, dealers can built valuable long-term customer partnerships that will significantly enhance revenue and profit growth.

Yet the needs of deck specialists can vary widely. There are, however, common threads in what they want from their suppliers. Good service is always a key differentiator-and apparently an all-too-rare commodity-as are product knowledge and wide selections. Finally, deck contractors are primarily smaller outfits

CUSTOMER service is the key to pleasing specialty contractors sudt as Decks by Kieler, which buill the deck above.

with limited marketing resources. Any sales tools that their lumber vendors can provide are highly valued.

Unoensrmo Decr Specnr-srs' Neeos

Scott Padgett builds only four or five redwood decks a year, but because he services the upscale Southern California mountain community of Idyllwild, his customers often want large high-end decks. He buys about 15,000 to 20,000 board feet of redwood annually, and he puts a premium on a dealer's ability to provide consistent quality and uniformity of grade.

"I use a lot of B grade, air dried redwood," Padgett says. "B grade is excellent for this area. We have lots of winter snow and wet springs, so our decks need to be well built and durable. While clear grade with sapwood is also an excellent decking material. the touch of knottiness in B grade fits the rustic flavor of their community perfectly.

"I feel the air-dried product offers extra dimensional stability-another plus, given the weather extremes and large sizes of some of our decks," he adds.

At Decks Appeal, Plano, Tx., owner Rich Parish serves a more urban and suburban customer base. "Our decks vary in size, but few are really large," he says, "and our customers are usually fairly budget conscious. That's why we use mostly Construction Heart. It's an economical, all-purpose grade, and it has that great redwood elegance, which is crucial in a smaller deck that needs to be as good looking as it is functional.

Story at a Glance

delays, so prompt delivery is crucial."

Parish also echoed a complaint heard from other contractors: redwood dealers should be full-service vendors, offering not only lumber, but hardware and finishes.

"I'm busy," he says, "and I value one-stop shopping. Any dealer that can deliver my nails, bolts, brackets and concrete along with my lumber has a leg up in my book. It's surprising how many dealers don't broaden their product line."

Bob Kiefer, owner of Decks by Kiefer, Pittstown, N.Y., has a different concern. Many of the 50 decks he bids each year-representing 40,000 board feet of lumber-include long lengths and specially milled products.

"I have to order at least six weeks ahead to get special sizes from my current dealers," he says. "A supplier that can give me faster turnaround on those orders would have a real advantage with our firm."

Kiefer also notes the importance of selling the advantages of redwoodnot always the first wood his customers on the Atlantic seaboard think of for their decks. "Any redwood sales aids our dealers give me-from spec sheets to ad slicks-we use," he says. "My marketing resources are pretty scarce, and I'm happy to have the help."

SuppoRr Tnern Snes ErroRrs

Grover points to a variety of marketing tools CRA makes available to redwood dealers to help contractors sell decks. "Our video, RedwoodBeauty That Lasts, is very popular," he notes. "And we have a host of printed materials, including brochures and booklets with high-quality deck photos, pre-printed advertising, door hangers and more. We even have colorful banners and neon signs for deck builders with sales offices and showrooms. Such materials can really help cement a dealer/contractor relationship.

Deck Sales Aids

Available trcm; lhe CalifXnia, Redwood Assuiafion, 405 Enfrente,Er,, giite zffii Nwato, Ca. %949; (415) 382-0ffi2

VideO The eight-minute Redwood-Beaity Thai Lasts ,:shows a,variety of ,decks,,fence$ and outdoo,r,struotures and: explains why redwood is a good choice for thesa products.

Doorhanger Advertising

tool for your deck builder cus, tomers h.aS,,die-cul .$lot fdr , insetting business,card,

Ad Art

Camera-ready ad

, stiOks featufe :an::and,copy:::hid out:in veri0us $iz€Sr,,with,,rspace, for:,your huilder aust0mst's :message to appear in newspapers, ,masaz nes and Yellow Pages

Landscape Info rhe 12::Page .bo:oklet,Reidwo;0d:::' h;d' ,;,,,i$'gtgp,ei,,,:Al,rgflifeof ure:r,s,h,o,wsa, ,,variety 0t : redwood :projCICts .and. ,,,,,,r,iholud6$'$ade,,ahd hoW:to infOr:, mation.

ldea Book The r6-page

,,,, bookf et R edwbod' F$itids,',Fi'i All Reasons includes over 30 photos, construction drawings : for dOZens ol:f6nce::designs and, , step::bjf.step..buiildi:ng']ins:truc. tons

Grade Ghart Bedwood GfAdEs,,'&,,.USes,, ah :illu.Stfated guide to geheral purpose redW0od grfideS, i$.available, ih,4,4. page booklet or in poster torm.

Parish builds more than 150 decks each year, using 25,000 board feet of redwood, so consistent availability is very important to him. "I can't be waiting for supplies to come in," he explains. "My customers don't like

"You've got to remember, those deck guys are out there working with new customers and potential customers every day," he adds. "They're not just building decks, they are building market share. Dealers can be part of that growth if they make themselves a value-added part of a contractor's business. Deck specialists clearly have needs. By working to serve them, savvy dealers can open lucrative new avenues of sales growth."

Neon Sign Designed to hang in a window or stand on a ,,flat surage 'hg,,trvo.c0toi, 2l l sign boldly promotes redwood decks and fences.

Bannef ldealfor indoors or outdoors, the three-color, 3T8' : :benner is,made of,, urab,le ,.. polyvinyl andr fe,eds 'Hedwood-The Natural Ghoice."

The knots you get in Construction

How to please deck specialists and earn their repeat business your customers can serve as your surrogate sales force.

Heart only enhance the look of the finished deck."

Tight supply sq tleere$ tddai producers

nF LATE, demand for cedar prod\-fucts has been strong. The problem has been supply.

Western Red Cedar Lumber Association member mills are virtually sold out of most product lines and inquiries continue to come in. Cedar products have reached record prices, some more than 50Vo above levels a year earlier.

The key difference this year, according to Ken McClelland, executive director of the WRCLA, is the lack of additional fiber to meet the rising demand for cedar. In fact, the shrinking log supply will likely reduce 1997 mill production from 5Vo to l0Vo below its traditional 1.6 billion bd. ft. level.

Several factors have contributed to this reduction in fiber supply. Explains McClelland: "These include the increased harvesting regulations in the British Columbia forest industry as well as the weak market for other forest products that utilize the dominant species in the forest. In addition, a heavy winter snowpack has delayed winter logging operations for some mills. As a result, Canadian mills are using a variety of strategies to meet customer needs and comply with the export permit fees now in effect for most mills."

Last year, cedar shipments reached their highest level in four years as demand rose and customers sought more refined products and higher grades. "This growth in demand for WRCLA member products is gratifying as it reflects a renewed confidence in their quality and consistency,"

McClelland says. "The association has made great strides in branding and labeling its products. This has further increased consumers' confidence in consistently getting the products they want.

"Today there is much wider range of member products being manufactured-from traditional siding patterns to decking, fencing, timbers and trim boards. Mills are using new technologies to produce fingerjointed and edge glued products that make the most efficient use of fiber. This quest to deliver quality products has also led WRCLA mills to establish standard patterns as well as higher manufacturing standards," he adds.

So while WRCLA's 18 member mills continue manufacturing large volumes of cedar, it's currently not enough to satisfy the strong demand.

Story at a Glance

Despite strong demand, tight supply keeps production down ... causes of shortfall.

For the cedar shake and shingle industry, timber supply issues focus on British Columbia where mills are battling cutbacks in allowable harvests and escalating costs from burdensome regulations. Sawtimber volumes have decreased because of the provincial government's ongoing timber supply review, a new Forest Practices Code and new extensive set-

asides for parks. One in every eight acres of British Columbia is now designated park land, according to Linda Herrington, Cedar Shake & Shingle Bureau, Bellewe, Wa.

"A hike in stumpage rates (the fee charged by the government for the harvested timber) three years ago drastically reduced manufacturers' margins and now higher lumber prices are triggering additional increases," she says. "The Canadian/U.S. lumber agreement is also triggering reduced activity and higher log prices as lumber mills choose to shut down rather than pay the $100 per thousand board feet excess-to-quota fees. The reduced activity has meant fewer opportunities for the shake and shingle industry to harvest the salvageable wood. In Washington State, timber sales under salvage logging laws were brought to a premature halt by the USDA because of increased pressure from environmentalists."

Herrington points to the shake and shingle industry's use of salvage and low grade cedar as a particularly good example of total resource utilization. "The industry constitutes the only market other than pulp chips for red cedar salvage wood and logs below lumber grade quality," she notes.

"We take the wood that lumber mills cannot use. In fact, much of the material utilized by the shake and shingle industry consists of short cedar logs, blocks, stumps and bolts salvaged from old logged areas. Few, if any, trees are felled with the shake and shinsle market as a destination."

Re od

Rl?Y3""?,'li;n:

often preferred for siding, decks and other outdoor structures because of their beauty, stability and durability, will, if left natural or poorly maintained, begin to show their age. Retailers should have ready answers for customers anxious to restore woods discolored by sunlight, moisture, temperature. microorganisms. dirt or soot.

EXTRACTIVE bleeding can cause discoloration in cedar and redwood. Fortunately, a variety of brighteners are available for treatment.

The first step toward suggesting a remedy is identifying the source of discoloration. The wood may have turned driftwood gray due to ultraviolet radiation and precipitation, or nearly black as a result of mildew growth, soot accumulation, extractive staining, or iron in fasteners, contaminated finishes or airbome particles.

Mildew is often the culprit on decks and siding in moist environments. often in areas with restricted air flow, high humidity or too much shade. While unsightly, mildew is a superficial fungus growth that does not degrade the wood's structure. It commonly appears as numerous small dark spots on the wood's surface with gray, fan-shaped areas spreading below as spores from the original colony multiply and are washed down the surface.

Mildew can be treated with specialty cleaners or common household bleach, later rinsing off mild cases or scrubbing off more severe infestations with a stiff bristle brush and a solution of one cup of trisodium phosphate (TSP), one cup of liquid bleach and one gallon of water.

Naturally occurring chemical extractives in cedar and redwood contribute to their beauty, stability and durability; but sometimes migrate to the wood's surface. High concentrations cause discoloration, which may

appear in several forms: boards, high in extractive content, that turn very dark if unprotected by finishes and exposed to moisture; extractives bleeding through paint if stain-blocking oil or alkyd primers weren't used; condensation on the unprimed back side of boards.

A warm water detergent solution that includes a specialty brightener or oxalic acid can be used to diagnose and remove extractive stains. If extractives have bled through paint or stain and aren't readily removed by the solution, the surface may have to be repainted, using a stain-blocking primer.

Tannins may also react to iron and water to form a dark, blue-black iron tannate precipitate. Long-term iron exposure can cause deterioration which appears similar to charring or decay. Iron stains may be easy to detect since they are often near nail heads, screw heads or other hardware.

Scattered discrete, dark flecks may result from the use of steel wool or wire brushes, or from airborne iron dust from machinery, occurring almost immediately after the ironcontaminated wood becomes wet. Rough or surfaced green wood sometimes has inky black marks where it has come in contact with forklift blades, rollers, strapping or other iron materials. Iron-contaminated finishes or water may result in a more uniformly distributed, gray-to-black discoloration.

Most iron stains can be removed by using the same solutions as for removing extractive stains. It may be more difficult, however, to remove

and prevent recurrence of nail stains, since they penetrate deeply. The nails should be replaced or countersunk, the holes swabbed with a water repellent and filled with a durable exterior wood filler.

Lime found in mortar and concrete mixes can cause severe stains when spilled or tracked onto redwood. Unfortunately, sanding or bleaching will not remove these black stains.

Many commercial products are available for removing discolorations and restoring the new appearance of cedar and redwood. These products are offered in powder or liquid concentrate form and are typically based upon non-chlorine bleaches, detergents and/or oxalic acid. Selling points are: they are intended for a specific use, come with detailed instructions and are quite effective.

Story at a Glance

First step is identifying cause of discoloration sell cleaners, brighteners and finishes to avoid future problems.

Powerwashing is a popular application method, saving time and labor, but is a choice better suited for experienced contractors. Water and pressure are fundamental enemies of wood, so improper powerwashing can do more harm than good.

And make sure once the wood has been cleaned and restored, a protective finish is applied. High quality products containing mildewcides, water repellents and ultraviolet protection provide the best performance.

ll I'OISTURE is a notorious enemy IYlof fingerjointed wood products. Yet one manufacturer has found a way to fingerjoint lumber before it's ever dried.

After more than a year of research and development, and a rigorous, months-long testing approval process, Wood Fiber Products, Inc., Lockeford, Ca., has devised a new process

to fingerjoint green lumber. Their secret is in the adhesive. "I don't know of anybody else that's doing this," explains WFP's Bob Prouty. "No one else could find a glue that would hold. The problem with fingerjointing is when you get the lumber wet, it will reject the glue. The moisture is absorbed, and the lumber might fall apart."

Last year, Wood Fiber Products began working with a glue manufacturer familiar with adhesives which use fiber as a filler. Their unique new adhesive allows WFP to fingerjoint both green and dry without end shrinkage. The joint reportedly is as strong as the wood itself.

He says the process is user friendly and environmentally friendly, devoid of any carcinogens, contaminants, pollutants or other toxic emissions.

The testing on green lumber also provided the company with horizontal structural approval for finge{ointing kiln dried lumber.

WFP plans to fingerjoint both green and kiln dried blocks in redwood, hem-fir and Douglas fir. New products include redwood decking, fascia, siding and fencing products green or dry to specified lengths, hem-fir and Douglas fir dry plate and treated stock to specified lengths with approved grade stamps. WFP is even working with the same manufacturer to develop stains to go with the redwood decking.

The company also produces fingerjoint blanks and studs, edge-glued products, box shook and cut stock.

Prouty attributes the need for such new engineered wood products to the curtailment of federal government timber sales. "New processes such as fingerjointing green lumber will provide yet another way to increase the utilization of what timber that is available," he says.

Story at a Glance Company invents prooess for fingerjointing green redwood and other western species.

FINGERJOINTED green redwood is being produced by Lockelord, Ca., manufacturer.

Goming software aims to eliminate order entry

IISCOVERING a simple, efficient Llway to perform order entry/input has long been a primary focus in the building products industry-and for good reason, since order entry/input is the task that typically generates the highest volume of daily activity.

Over the years, industry-sPecific software companies have introduced new technology to streamline the order process, moving it toward complete elimination of order entry/input at the distributor level.

Before computers, multi-Part forms were introduced which could function as order form, pick ticket, delivery ticket, invoice and P.O. Paperwork was reduced, but not human enor or time wasted on checking stock cards for availability, looking up prices, posting transactions to various logs and contol records.

Computers would helP, but bY the late '70s, due to limited comPuting power, business management software was rudimentary. As comPuters became faster, users could access their systems and check product availability and price in real time. By the mid '80s, entering a sales order led to stock commitment, pricing, margin management, accounting functions, and sales/service level reporting. Firms that entered orders as customers phoned them in avoided paper.

With further advances in comPuting power, software sophistication, and improved computer-to-computer communications, the goal became for the customer to submit an order to the distributor's system. Distributors, suffering from squeezed margins, liked the reduced costs of eliminating double enffy of order information.

Early software relied on the customer dialing into the distributors' system via a modem and searching their inventory and enter order information. The first Customer Remote Order Entry module for the building products industry was introduced in 1987 by Distribution Management

Systems, Inc. "We wanted to give our customers the ability to put the order entry function into the hands of their customers, however, in retrospect, very few adopted this approach," recalls DMSI pres. Cal German. "Apparently, due to the requirements it placed on their dealers to have a dedicated workstation, modem connection and training, the logistical hassles of implementation outweighed the value of the service."

A few companies had success with the approach, but had to invest heavily in purchasing the hardware and managing the logistics of installing, training and supporting their dealers.

During this time, Electronic Data Interchange was maturing. EDI created a new method of sending files electronically in a standard format that various C6mputers could pick-up and translate into the proper transaction, such as an order. "It took a big push from the giant retailers to bring EDI to the building material wholesale world," states German. "The technology has been there since the mid-'80s but it wasn't until 1992 that we saw some real movement toward our distributors transacting business with the large retailers via EDI."

Today, EDI is growing as a means of transacting business in high volume accounts. It has been bY far the most successful move toward eliminating the double-entry of orders between retailers and distributors' However, EDI still does not address many unique order situations and is far from being adopted bY mid-size and small retailers.

tion of powerful personal computers created new prospects for remote order entry. What if the dealer could work up an order or quote on a standalone PC and later communicate that information to the distributor?

Through the '90s, software companies and manufacturers such as Andersen and Marvin Windows have devised electronic catalogs and quoting packages, allowing dealers to work uP orders at convenient times and later submit them to distributors. With DMSI's laptop-based Saleslink, introduced in 1993, sales reps could build orders on site and later batch transmit them to the warehouse system.

"We felt our first step toward PCbased order entry needed to be under the direct control of the distributor," remarks German. "The closest we could get to the customer entering the order was through the distributors' sales reps entering orders in the field with the customers. Judging bY how our customers are using this technology, it seems like a viable step toward the ultimate goal of receiving a complete, ready-to-process order transaction without reentry on the distributors' systems."

Story

at a Glance Evolution of comPuterized order entry day nears when distributors will no longer enter orders.

Where is the ordering Process headed next? "The world is moving fast right now," says German. "Everything we have seen in the form of customer remote order entry will soon be replaced with Internet-based commerce. Our customers can now send their dealers to a Web site from which they can enter orders directly into the distributors' system."

As software firms continue exPloring new, innovative ways to conduct daily business transactions, the day is getting closer when customers will enter their orders for you.

Retailers see opportunity in ll9

the needs of today's construction professionals, whose multi-state buying habits demand increasing flexibility in servicing and supply, according to Scott Bly, v.p. of commercial sales.

Among other components, the division will feature a new independent sales force for reaching unserved markets; a new lelemarketing service for direct-ship orders, and centralized estimating and sales support.

In the area of service improvements, pricing structures will be developed for commercial contractors and large residential builders that better recognize their nationwide volume purchases. There also will be grcater emphasis on serving customers with top management and one point of contact. For example, Wickes Lumber key account managers will work directly with upper level management of commercial customen.

"The 'Direct' in Wickes Direct represents our commitment to driving cost out of the purchasing process for large-scale builders and commercial conmctors," Bly explains.

fIUILDING products retailers

I.lsearching for growth opportunities in a tightening industry are increasingly looking to the industriallcommercial market. Although fragmented, the multi-billion dollar VC market is open for competition.

Don Peet, industrial products manager for Hardware Wholesalers Inc.'s InCom Distributor Supply division, likens the current state of UC to "the home improvement market l0 to 15 years ago when the big boxes first arrived. There's going to be a lot of consolidation and a lot of focusing toward integrated supply."

As property management companies and other I/C customers move toward doing business with a single distributor, manufacturers are realizing that unless their products are carried by that distributor, they will be left out of large scale projects. So, Peet explains, manufacturers are looking to do business with retail distributors whom once they "wouldn't give a second look," and merely bypassed.

Two years ago, HWI retail members with sizable VC businesses convinced the co-op to provide specialized support, which late last year became formalized as InCom. The division helps dealers set up national programs, create catalogs and make other changes.

Next month in the Chicago, Il.,

area, InCom will hold its first of a series of sales training seminars to teach dealers about the I/C market. concentrating on relationship building and the essential selling skills needed to sell UC products. InCom already has 250 dealer members, and even has a branch for HWI members who want to experiment in I/C sales "without the commitment of putting an outside salesman on the street."

But HWI is far from alone. Scotty's just produced its first commercial catalog and named David Bost as v.p.-cornmercial sales. Home Depot is acquiring Maintenance Warehouse, San Diego, Ca., a leading wholesale mail order supplier to apartment complexes, nursing homes and hotels. Cotter & Co. has allied itself with W.W. Grainger & Co., a catalog wholesaler of commercial hardlines. Last year, Hechinger's hired its first v.p.-commercial sales, a former Grainger executive. Servistar Coast to Coast has its Commercial Sales and InduServe Supply divisions.

Among the more aggressive is Wickes Lumber Co., which has combined its national and commercial sales divisions into a new materials distribution channel for commercial contractors, large residential builders and international customers.

The new division, Wickes Direct, was developed in order to better meet

Services have been rcstructured to better line up with multi-state purchases. "We are expanding our staff geographically and will utilize our Internet capabilities to interface electronically with today's highly mobile builders," he says.

Wickes has yards in 24 states in the South. Northeast and as far west

Story at a Glance

Retailers lockeying for position in the emerging industriaucommercial market.

as Colorado, but is adding outside sales reps in regions outside those service areas. Reprcsentatives will assist customers in procuring goods and services and provide information on how to use Wickes Lumber's Internet or telemarketing services for direct ship orders.

"Our telemarketing and Internet services will create a 'virtual' warehouse. which will allow customen to realize substantial cost savings and improve turnaround time on projects," Bly explains.

Other services will include manufacturing design and support, national builder support teams and site management.

COMMERCIAL and industrial accounts are being targeted by more and more retailers.

IIJHAT is your business worth?

Y Y Usually, much more than you think. Chances are, you're also protected for less than you think you're worth, and that kind of math will spell trouble if you have a major loss.

A nationwide study in the early '90s found over 50Vo of all businesses suffering a catastrophic loss did not recover. Over 25Vo of the rest were out of business within two years.

One of the big reasons cited was improper insurance programs. It's a fact that most businesses do an inadequate job of protecting their assets, both in loss prevention techniques as well as the insurance products they purchase. In our collective experience, most healthy businesses are not appropriately insured. With good guidance and a fuller involvement by top management (as described below), these companies can redesign their program-often at a savings.

The reasons most buyers give for poorly constructed programs (which hav en' t been profes sionally review ed in years) are:

(1) "Our broker is excellent and takes care of all this for us." (Since when was ignorance a virtue in business? I'll bet this buYer "grills" his doctor, mechanic, and tax man!)

Story at a Glance

Do you have the right insur' ance? ... key is understand' ing your exposures.

(2) "The owner hates insurance and doesn't want to get involved." (He will get involved if the loss is a probIem, and then he will really hqte insurance.)

(3) "We don't need more. We need to keep our costs down." (So does every business, and aPProPriate chnnges should yield more controlled costs overall. Frequently, the premium is saved immediately.)

The bottleneck too often starts in the owner's office. You delegate, you "give it" to a friend, you don't think you know anything about insurance. Your c.f.o. handles the business' financial affairs, but don't you read P&L's, confirm investments, monitor audits, review bank transactions? These are your assets. Why wouldn't you want to know (not think) they're

lnspect your protection

By Lenelle Duecker TriWest Insurance Services Sherman Oaks. Ca.

well protected. Your c.f.o. is trained in finance. not insurance. All the more reason for you to understand your exposures, the optional protection devices available, and then select using your perspective as well as his. Every owner we've met knows more about insurance than he initially gives himself credit for. Plus, his perspective is unique, and can have a beneficial impact on critical decisions. Without that, the process of protection suffers.

A controller recently said, "The owner doesn't like insurance. He doesn't believe in products liability." Maybe he doesn't, but the courts do! From a brief glance at their program I knew he could buy products coverage for the same cost, or less, than his fleets' physical damage premium. When I quote, I will recommend he buy products and "self-insure" on the auto portion. He had a good track record there, so how much could his business suffer? Not much more than market value on one unit. But the cost of an uncovered lawsuit, dragging on for years? Just add up the attorney fees alone. Now, if he rejects it, it will be a reasoned business decision, not an emotional one.

Take this test: how manY of these common insurance terms can You define (answers at end of article) and relate to your assets? Can you confirm they are in your program? Do you know their cost?

EBL, EPL, ' EDP. EAP, . B&M, DOC, ' EQSL, . BI/EE, NO CO, . SIR, . Contingent BI, and . Extended Period of Indemnity. When was the last time you and

your buyer had a full exposure analysis, coverage audit or property valuation? Once done, you may be shocked at uncovered exposures, then relieved by the cost of doing it right versus just doing it. After the initial effort, yearly updating is routine.

The best time to analyze security is not after the theft. Ditto an insurance program. You have probably spent more hours debating the merits of a new phone system or copier than You do protecting your assets.

Add to "What is your business worth?" the question "How well have you protected it?" Your true value is how you weather the adversity which could strike tonight. Isn't that the reason you buy this "stuff'? Don't waste money on the wrong Products. Upgrade your knowledge, get personally involved, and really work with your c.f.o., just like you do on any other key financial decision.

- Definitions: EBL (Employee Benefit Liability), EPL ( Employee Practices Liability), EDP (Electronic Data Processing), EAP (Enployee Assistance Plan), B&M (Boiler & Machinery), DOC (Drive Other Car), EQSL (Earthquake Sprinkler Leakage ), B I/EE ( Business Income/Extra Expense), NO CO (No CoInsurance), SIR (Self Insured Retention), Contingent BI (Business Income).

NEWS BRIEFS

Retailers

Rainbow Lumber has moved from Merritt Island, Fl., to a new yard in Cocoa, Fl.

Cole Lumber, Paducah, Ky., acquired Treas Lumber Building Centers in Benton and Grand Rivers, Ky., as units #5 and #6

Home Lumber, Ashland, Ks., closed its Medford, Ok., yard

Basham Lumber Co. has relocated to a 21,000-sq. ft. building in Radcliff, Ky., including drivethru lumberyard and 12,000-sq. ft. showroom; the old yard had a 2,500-sq. ft. showroom

James M. Burns Lumber Co., Corinth, Ms., has closed ...

F.W. Kibler Milling Co. has acquired the 75-year-old, familyowned McNeill Lumber Co., Maysville, Ky.

Carolina Builders bought Cape Fear Supply, Fayetteville, N.C.; a site in Asheville, N.C., and broke ground in Atlanta, Ga. ...

84 h*nber Co. is searching for sites in Dyersburg, Tn.; Owensboro and Paducah, Ky., to open 21,000-sq. ft. yards in the fall

Horne Depot opens a new store March 20 in Austin, Tx.; plans a fall opening for a2nd,l29,00Gsq. ft. store in Greenville, S.C.; is considering a site in Lakeland, Fl., and is being sued by the l-exington Mall over its plans for a 130,00G sq. ft. store it wants to build next to the Lexington, Ky., mall

Causeway Lumber plans a Stuart, Fl., satellite yard ...

Lowe's Cos. opened a 120,00G sq. ft. replacement store in South Lexington, N.C., mgr. Vihce Schultz, and surpassed the 400store mark with recent openings in Richmond, Va.; Fr:ankfort, Ky:,

and Vero Beach, Fl. the chain plans a 115,00o-sq. ft. store with 30,000-sq. ft. garden center near Stockbridge, Ga; a 150,00Gsq. ft. unit with 30,00Gsq. ft. nursery on 16 acres in Harrisonburg, Va.; a 130,000-sq. unit with 50,000-sq. ft. garden center on 20 acres in Cape Coral, Fl., and a 133,00Gsq. ft. store in Florence, Ky.

Lowe's is working to change zoning laws so it can build in errollton, Tx.; had masonry worken at its planned Jackson, Tn., store walk off the job claiming they were owed hundreds of thousands of dollars, and completed its $9.39 million acquisition of the lVilkes Mall, North Wilkesboro, N.C., for its new corporate headquarters

Anniversaries: Thc McGiwtis Lumber Co., Meridian, Ms., 75th Smyth Lumber Co., Orlando, Fl., @th ... El.der Wood Preseming Co., Mansura, La,20th ...

Wholesalers & Manufacturcrs

Walter M. Fields Lwnber Co. is adding a third kiln at its Memphis, Tn., facility ...

Dallas Wholesale Builders Supply, Inc., Dallas, Tx., has changed its name to DW Distribution and introduced a new logo, but continues supplying millwork, roofing and other building products ...

ABT Building Prcducts' aerior products gtoup relocated from Charlotte, N.C., to larger office.s in nearby Huntersville; in June it will add fibercement siding to its vinyl and hardboard lines, and will build another vinyl siding plant later this year in a yet-to-be-announced mid-South location ..-

Hardware Wnlesalers /nc. has formed a new real estatc and store development department to help members expand to new locations and identifl potential managers

and owners; Brian Kimball, dept. mgr....

Triangle Pacific Corp., Dallas, Tx., has agreed to acquire the Residential Flooring Diiision of \obbins, Inc. ad afrtarc Searcy \ooring,Inc., including plants in Warren and Searcy, Ar.

James Hardie Building Products is nearing start-up at fiber cement plant #3, in Cleburne, Tx.; #4 is set forRrederickson, Wa. ...

Louisiou- Pacifrc, Conroe, Tx., shut down six of is seven plywood plants fortwo woeks in midFeb. to rebuild log inventories; New Waverly, Clevelan4 Lufkin, Bon Wieg Tx., Logansport and Urania, La., were down; Jasper, Tx., remiined operational

Norfok Soutlurn, Norfolk, Va., plans to spend $792 million this yearon capital imprrovernents

Cooper Industries, Houston, Tx., has agreed to sell ia Kirsch drapery hardware and window coverings division to Newell Co. ... Cooper has acqufued Brazilian fuse manufacturer EletromecEletrc CemnicaIJda.

Inter-City P nducts, lewisburg, Tn., has agrecd to sell Coastline Distribwion Orlando, Fl., with 21 outlets in Florida, Georgia and Alabam4 and Inter{ity branches in Charlotte, N.C.; Atlanta, Ga.; Savage, Md., and Los Angeles, Ca, to Watsco, Ittc. ...

Coastal Itrter Co., Weldon, N.C., will close its West Coast DC in Ctino, Ca, by Oct, but maintain an Arcadia, Ca., office for mill dirpct shipm€nts ...

Camercn Aslilcy Bui6ing Prcducts,Izc., Dallas, Tx., has completed its acquisition of certain irssets of Bayd Distribwors, Calgary, Alberta, Canada ...

Ho llyw o od Woodwork, Holly- wood, Fl., will remodel and expand its plant after rolocating offices to an adjrent hriHing ...

Housing starts in Jan. (latest figs.) climbed 2% to a scasonally adjusted annual rale of 1.35 mil-

lion ... single-family starts tose 10.2%, multi-family plunged 23.9Vo, and permits fell 1.9% ... starts dropped 6-8Vo n the South.

Home Depot Adding Three Stores In Chile

Home Depot will open its first store outside Nortl'r America early next year in Santiago, Chile.

By 2000, Home Depot, working jointly with S.A.C.I. Falabclla, thc country's largest dcpartment storc chain, expects to open thrce stores, having selected two sites in Santiago and a third outside the city.

Home Depot, which will own 67olc of the venture, selccted Chile because of its stable government and economy and growing middle class. Last year, foreign investment in Chile skyrockeled 42Vo to $6. l7 billion.

Depot will develop a base of Latin American hardware suppliers and :r manascment team of- its own ancl

Chilean ernployccs, rvhile Falabclla will provide colnputcr svslcn)s. ii credit carcl operation, wtrehouscs and a lleet ol'trucks.

Although callcd Home Depots and staffed by employecs wearing tlrc trademark orange aprons, thc storcs could diff'er drastically insidc. sincc.

Ibr instance, Chilean homes usc morc bricks and stccl than wood.

As general lnanagcr of its Chilcan operations, Home Dcpot hircd Julio Campos. forrlerl,v un exccutive fbr Sodirnac, which doninatcs tlte Chilean honre improvement markct with more than.10 storcs up to 100.000 sc1. ft. and f'eatr.rring drivcthrr.r lumberyards.

Remodeling To Grow Steadily Over Next Decade

the stult ol thc decadc r.vhich continue to adcl to thc inclustrv's steucly growth, but run counter to the market forces prcvailing in thc 1980s. First, the mar-kct sharc of inrpr-ovcrncnts (adclitions, altcrations and ma.jor replaccnrcnts) has hcen nsing, l'r'orn 521 in 1990 to 6.17 in l9c)-5.

Sccond, thc grorvth in total remodeling cxpenditures since I9c) I can bc tracerl to activitv in orvncr-occupiccl propcrties.

Sawmill Sales Restructured

Hampton Lumber Salcs Co. Itas restructurcd the lurnber sales rcsponsibilities for the southern snrvnrill opcrations o1' ['r-ccision I-urrbcr Co.. Pollok. Tx.; Vance Lumbcr Co., Vancc, Al.; Ce ntret'illc Lumber Co.. Centrcville. Al., and Centrcvillc trcatin-u plant.

Hiinrpton's Portland, Or.. sales o1f'rcc u'ill handlc national account salcs by both rail ancl truck shipments, u'hilc its southern officc in Ce ntrcville wrll handlc regional sales to Alabama and Texas markets.

5(k trorn 199-5's $ i 12.6 billion to

The remodeling market will grorv saicl National Associiltion of Homc steadily over the next l0 years as thc Buildels cxccutive vicc prcsidcnt annual dollar volume spent on Kcnt Colton. "lt is expccted to surmaintenance and improvetnents 1rl pass ncw construction after 20()5." existing homes and apartrnents is Hc said renodcling activity' clirnbecl expected to rise 5% annually.

"By the year 2005, the rcmodeling $l 18.6 billion in 1996. market will rcach zrbout $ I t30 billion," T',vo trends har,e persistcd sincc

Sure-Wood Forest Products

Cornbincd, thc three rnills annually pnrclucc 120 million bcl. li. o1'souther.n yellow pinc.

Sure-Wood Forest Products carries a complete line of Handrails, Fittings, Newels, Stair Paru and S4S to meet all your customers' needs.

Wr+nnp

lBr.sn

Wour,n You Go?

Cmn,tm ns Oun N,rrynm!

CALENDAR

Ilstings qre often submitted months in dvance. Always verily dates and locations with sponsor before naking plas to attcnd--

MARCH

North American f,silding Materid Distribution Associrtion March 13-15, management conference, Marriott, Marco Island, Fl.; (312) 321-684'5.

Oklahoma Lumbernents Assn. - Mrrch l,Tl5, annual convention, Clarion Hotel, Oklahoma City, Ok.; (405) S4Gl77l.

National Association of the Remodering Industr| - March 1416, annual convention, Philadelphia Pa; (800) 9&7@1.

National Oak tr'looring Manufacturers Associetion - Merch 15-19, installation school, Memphis, Tn.; (901) 5265016.

Cnnan CnnBre WnounsALE, nNc.

Tulsa, OK 800-299-9870

Oklahoma City, OK 800-375-6025

Springfield, MO 800-375-7891

Kansas City, KS 800-621-2611

YOUR BUSINESS IS LOOKING UP

Sell

ceiling

National Hardwood Lumber Associetion - March l7-lt, forest products marketing course, Blacksburg, Va; Merch 24-26, drying seminar, Memphis, Tn.; (54O) 23l-5876.

Hardwood Manufacturers Associetion/Southern Cypress Manufacturers Association - Merch 19-21, annual meetings, Royal Sonesta, New Orleans, la-: (412)829I17O.

Plastic Lumber Trade Association - Mrrch Z), annual rneeting, Adam's Mark Hotel, St. Louis, Mo.; (330) 762-1963.

Japan D-I-Y Show - March 20-23, Makuhari Messe, Nippon Convention Center, Tokyo, Japau (847) 605-1025.

Store Fixturing Show, Visual Merchandising Show, Retail Operations & Construction Erpo, Popei Retail Erpo, Display & Design Ideas - March X2.U, M{-ormick plice, Chicago, Il.; (800) 638-6296.

National Partideboard Assn. - Marcb 22-%, sping meeting, Hilton Head Resort, Hilton Head Island, S.C.; (301) 62G0604.

American Hardware Manufacturers Association - March 232.6, annual convention, Patm Desert, Ca; (8aD 605-1025.

APRIL

Quick Response '97 - April 1-3, show, Wyndham Anatole, Dallas, Tx.; (800) 338-0206.

Ilardwood Plywood & Venecr Association - April ?.5, spring convention, Hyatt Regency-Hilton Head, Hilton Head, S.C.; (703) 435-29m.

Virginia Building Matcrial Association - April $5, annual convention, The Homestead, Hot Springs, Va; (804) 323-8262.

Kitchen & Bath Industy Show - April 4-6, Mc€ormick place, Chicago, Il.; (800) U3-6522.

. Covers old, unsightly ceilings . Reduces noise

. Increases light . Moisture proofs . Resists fire

. Insulates . Washable . Won't water stain, warp, sag

. Can be applied directly to sheetrock or furring strips

Available in 1 2" x 12" interlocking squares tor do-it-yourself installation, plus 2' x 2' ot 2'x 4' panels

CallKlng & Co.

Box 10, Clarksville, AR 72830

(501) 754-6090 . FAX501-754-8445

Southern Forest Products Association - April l0-ll, spring meeting, Le Meridien, New Orleans, l,:.-i 60y'-) U34&.

National \ilood Flooring Association - April 10-12, annual convention, Opryland Hotel, Nashville, Tn.; (314) 391-5161.

Long-Lewis llardware - Aprit 12.13, market, BirminghamJefferson Civic Center, Birmingham, Al.; (205) 322-2561.

American Wood heservers Institute - April lGl5, legislative conference, Hyatt Regency on Capital Hill, Washington, D.C.; (703) 8934005.

National Eardwood Lumber Association - April l$17, gnding course, Hickory, N.C.; April 2l-23, grading course, Memphis, Tn.; 146t41 361-145.

Building Tectrnologr Show - April l4-lt, perm-Ural, Russia: (301) 515-0012.

Lumbermen's Association of Teras - April l7-2I1, annual convention & expo, San Antonio, Tx; (512\ 472-1194.

Cotter & Co. - April l&22, spring market, Atlanra, Ga"; (773) 695-5000.

SOUTHERN ASSOCIATION

Yirginia Building Material Association's Tlst annual convention April 3-7 will feature attomey lerry Katz addressing "What Will the State Supreme Court Ruling on the Mechanics Lien Law Mean to You?" and lawyer David Nagle on "Do You Understand Employment Law? Better Beware!"

Themed "Focus on the Future." the meeting at The Homestead in Hot Springs will also include roundtable discussions on acquiring a new business, employment law and supplier/dealer issues, banquets, and golf, bowling and tennis toumaments.

Louisiana Building Material Dealers Association presented the 1997 Ned Ball Award to Jerry Smith, Smith Building Supply, Denham Springs, during its annual convention Jan. I 6- 1 9 in Lafayette.

Alan Wiggins, Martin Distributors, Alexandria, accepted the Supplier of the Year Award. The President's Award went to A.J. Harris, Martin Lumber, Baton

Rouge, and a Special Reconition Award to Jon Cromwell for chairing the Suppliers Advisory Council.

Don Bertrand was installed as new LBMDA president, succeeding Curtis Turner. New lst v.p. is George Harrel; 2nd v.p. Dudley Webre, Jr.; treas. Gayle Caldwell; national dealer director George Kellett; alternate national dealer director Dudley Webre, Sr., and directors Trey Kiper, Aaron Scott, Jim Pearce, Bill Hogan, Tim Stine, Nickie Blake, Jimmy Robertson, Norris Rader, Jr., Nolan LeBlanc, Pierre Schwing, Jr., Frank Fazzio, Wallace Poole, Ed Stagg, Alan Martin, Jerry Smith, Brent Hebert, Forrest Decuir, Douglas Gregory and Robert Vice. Lumbermen's Association of Texas will target Hunting (for values) and Fishing (for deals) at its annual convention and expo Apil L7-20 at the San Antonio Convention Center.

The program includes a keynote

Stqinless SteelScrews

Fences o stairs tr I lll No Staining! & Railings o House [ | rrim o outdoor 41 lll No Slrea king!

Furniture o Boat *L Vl o Setf-counter sinking Repair o Piers & ffi l:,1 bugte or trim heads

Docks Window .Vl ill o Souare drive recess

Boxes & Planters W lL etiminates driver brt o Lattice btfr 9?r..or!. "Beaver

Lengths: ffi W Bite" Point for quick l" through 4" H +l penetration ' Self-; Wffi tappingcoarse rf$_&{q W +T threads. coated with .:vze*':--\\.r, * t-ffi non-stick, dry lubri- ,VGffiflL ffi g H wffi;il*?:n;:";i:" \p -t $F 4t less steelfor suPerior Y T V corrosaonresistance.

For additional data ancl dealer information: SwnnSecure Products, Inc.

7525 Peny,man Cour! Baltimorc,MD ?.26 41G360-9100 FAX: (410) 36G2288

address by Alabama head coach Gene Stallings, meetings, seminars and annual PAC Masters Golf Toumey at the Pecan Valley Golf Club.

Mid-America Lumbermens Association named L.D. Barney as its new Oklahoma regional manager, replacing Gaylon Stacy, who continues lobbying for the association as its Oklahoma Government Relations Manager. Stacy requested his responsibilities be adjusted to govemment relations specialist due to the development of his marketing, govemment relations and consulting firm.

MLA will begin its April 6-10 Southern Mill Tour in Little Rock, Ar.

Florida Building Material Association's spring retreat May 15-17 at the Indian River Plantation Resort & Marina, Hutchinson Island will include a dealer roundtable conducted by Jack Nunn.

Oklahoma Lumberments Association installed Scot Treadwell as pres., succeeding Randy Smith. New v.p. is Joe Garrison; treas. Mike Nix; district directors J.A. Geurin, Craig Woods, Ron Crosby, Robert Pritchard, Jerry Austin, Dwain Kennedy, Bill Van Sant, K.C. Rothschopf, Jr., Steve Slater, Bryan Haney, Eddie Evans and Gary Young, and associate directors Jim Sutton, Rick Goode, Susan Hall, Bruce Coleman, Sam McCrary and John Snow.

Rich Crane is OLA's new field rep.

F\ | othing has the curb I \ appealof genuineredwood I- ! siding but there are a lot of imitators. PALCO's Rustic redwood siding combines the beauty of knotty redwood with an economical price. In real wood siding, each piece has a unique appearance with natural grain pattems. Real character shows through whether the siding has a natural look

or a more colorful finish. Customers notice the difference.

PALCO's Rustic redwood siding is surfaced dry so it lays flat and holds finishes better than other woods. A variety of pattems are available, like PALCO's Rustic rabbeted bevel siding. This extra-thick pattem ceates strong horizontal shadow lines. The knotty, rustic texfure undencores the warm nafural appearance of the siding.

There's no need to compromise. You can offer your customers genuir redwood siding at a price that will keep them smiling.

REDWOOD dealers can cut down on complaints and callbacks' sugqests the California Redwood Association, by including the booklet rRead Me! Handle Redwood Right" with every shipment. The 8-page' Docket-sized brochure, with separate versions for kiln-dried siding and hir-seaoned rustic siding, covers lhe do's and don'ts of installation.

Wood Makes Fitter Floors

Typically sold for its beauty, wood flooring also has been found tobe healthier than other coverings.

According to a recent EPA study, harmful pesticides commonly canied into homes on shoes or by pets are less likely to stick to wood floors.

"Wood floors are easy to keep clean and eliminate harmful residues," added National Wood Flooring Association's Jeff Buysse. "Wood doesn't harbor dust and micro-organisms."

May be ornbined witt @icor$eelcaPs.

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PERSONAI,S

Robert L. "Robbie" Tastet has been promoted to v.p.-sales & mktg.-hardware, tool and fastener products at Moore's Lumber and Building Supplies, Roanoke, Va.

Victor Barringer has been named president at Coastal Lumber International, Weldon, N.C. Bill Long is the new v.p.

Eldon Mullenix, division mgr. at T.H. Rogers Lumber Co., Edmond, Ok., has retired after 38 years with the company. Dick Hebensperger, former mgr., Clinton. Ok.. succeeds him. Robert Allen is now mgr., Jay, Ok., and Joe Weve is the new mgr. at the Cherokee, Ok., store.

Joe Frame is now mgr. of National Home Center, Russellville, Ar. Mike Shepherd succeeds Frame as mgr. of the Clarksville. Ar.. store.

Dan Whitis is a new contractor sales rep at 84 Lumber, Pioneer Village, Ky.

Scott Stanford has been promoted to president of Advantage Business Computer Systems, Big Sandy, Tx. Gregory Matatall is now ceo.

Steve Thim, ex-Georgia-Pacific, joins Paul Wilcox and fellow ex-G-P employees Brian Stahlman and Paul Hirsbrunner at Our Own/Lumberman's Resource, Jeffersonville, Ky.

Gary Crouch has been appointed mgr. of One Source Home & Building Cenrer, North Little Rock, Ar.

Carol Alford and Ronnie Prather, exEagle Forest Products, are manning North Alabama Wholesale's new Birmingham, Al., offi ce.

Brent Stevenson has retired as director of governmental affairs with the Secretary of State's office to join GeorgiaPacific as regional mgr.-governmental affairs, North Linle Rock, Ar.

Chris Cook is mgr. of Home Depot's new Deerfield Beach. Fl.. store.

Keith Lofton, ex-Georgia-Pacifc, is new to Hood Industries, Hattiesburg, Ms.

Ben Putnam is new to ABTco, Charlotte, N.C., as customer service mgr.

Graham Wood has been named v.p.finance and c.f.o. at Sofrware Solutions, Inc., Duluth. Ga.

Gray Reynolds, depury chief for rhe National Forest System, agreed to retire Feb. 28 after 35 years with the agency at the request of recently appointed chief Mike Dombeck. Mark Reimers, deputy chief-programs and legislation, also agreed to retire after 37 years.

Dave Bernier, ex-Georgia-Pacific, and Tom Phillips, ex-Lumbermen's Merchandising Corp., are new to Richmond International Forest Products. Glen Allen, Va.

Bill Ruhmann has been named assistant mgr. at Rafter D Builders Supply, Meridian. Tx.

Jim Casey has been named lumber procurement mgr. for Georgia-Pacific's western sales center, Denver, Co. Tim Cornwell is now lumber procurement mgr. for the eastern sales office, Atlanta. Ga. John Dilly has been appointed mgr.-commodity wood products for the distribution division, Atlanta.

Ed LeBlanc, ex-Macklanburg-Duncan, has joined Regent Lighting, Burling1on, N.C., as pres. and ceo.

Frank Stewart has resigned as mgr. of state government affairs and environmental communications coordinator for the Southern Forest hoducts Association to join the American Forest & Paper Association as media director.

Sharon Prevette has been promoted to mgr.-accounting support at Lowe's Cos., North Wilkesboro, N.C. Other promotions: Theresa Anderson, divisional merchandising mgr.; Sally Blackburn, accounting specialist; Pamela Byrd, energy systems analyst; Steven Call, mgr. of remerchandising; Abby Dyer, supervisor III; Bradley IIincher, credit analyst; Aleda Iloward, director of compensation/ personnel operations; Brian Massengitl, project coordinator; Craig Price, senior mgr.-sales and use tax, and Brenda Williams, senior credit analyst.

Ilank Furry has been named store mgr. and Wade Randel co-mgr. at Lowe's new store in Corbin, Ky. Eric Barnes is store mgr. and Bob Thompson comgr. of the recently opened store in Katy, Tx.

Gene Black is the new national sales mgr. for NCI Products, Burlington, N.C.

Phitip J. Brandi has been named president and c.o.o. of the National Housewares Manufacturers Association, succeeding Thomas P. Conley, who had headed the organization since 1990.

Jan Bradshaw is now administrative assistant for Architectural Woodwork Institute, Reston, Va.

Karla G. Smith has been appointed v.p.corporate communications for InterCity Products, Lewisburg, Tn. Jim Wiese is the new senior v.p. and general mgr. of the residential products group. Dave Schumacher has been named v.p. and general mgr. of the commercial products group. Brian H. Cash is now director ofmktg. and promotion planning.

Richard C. Russell has been promoted to assistant treas./general credit mgr. at The Celotex Corp., Tampa, Fl. Ilelen Gonzalez is the new mgr. of collmunications.

Robert D. Bohan was named c.o.o. of Duo-Fast Corp. Michael P. Flannery is the new v.p.-mktg for the U.S.

Kendra L. Sutton, Lowe's Cos., West Columbia, S.C., wed Keith Golston Jan. 18.

Mary Withrich has been promoted to distributor communications mgr. for Wayne-Dalton Corp.

Sean McCartney is now mgr.-international trade activities for the American Hardware Manufacfurers Association.

Byron Potter, DW Distribution, Dallas, Tx., has been elected 2nd vice chairman of the National Association of Wholesaler-Distributors.

Robert McCracken has been appointed director of product development at Briggs Industries, Tampa, Fl. David Wisniewski is now v.p.-corporate material management and customer care.

Enrique Klien is now director-international sales and operations at Vistawall Architectural Products, Tenell, Tx.

Mark S. Arnold has been appointed v.p. and controller-plumbing and specialty products international at Kohler Co.

Ilugh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, Climax, Nv., have named Gamble. Waite & Hope as their new financial advisor. ROIISooWHEELS

Robber's Nasty Poker Hand

A robber escaped from Scotty's Hardware, Vero Beach, Fl., with an undisclosed amount of cash after threatening a clerk's life with a fireplace poker.

The man, posing as a shopper, approached a clerk brandishing a fireplace poker he had taken from a display. After fleeing on foot, he eluded a large-scale search that included seven police officers, a sheriff's deputy and a K-9 dog unit.

Oak Flooring Plant Starts UP

Century Flooring Co. has begun production of solid oak flooring at its new plant in Melbourne, Ar.

Steve Langton is general manager; Ted Olzack, production manager; Donnie Bower, sales manager, and Bryan Keiffner, lumber buyer.

Product lines include premium red and white unfinished and prefinished flooring in 314"x2-114" and 314"x3114".

Production of prefinished flooring was scheduled to start earlY this month, consisting of two widths, two grades, and four colors. The W line will apply seven coats.

Equipment includes optimized rip saws, in-line moisture meter, new Waco sidematcher. and new Hasko end matchers.

RL's Big Book Directory

Packing listings of 8,541 forest products companies and 32,930 personnel into over 1,000 pages, the 1997 Random Lengths Big Book is now available.

The new 1lth edition. with 85Vo of its entries updated, is $185 plus shipping from Random Lengths, (800) 874-7979.

"Cluote" voi.nr MOnth

"We need not sacrifice the integrity of God's creation at the altar of commercial timber production."

- Bruce Babbitt, Inteior Secretary, responding to Republican plans to reduce Nationql Forest fire hazqrds with selective logging

Photogenic Finish

Performance Coatings Inc. is searching for pictures of wood projects treated by its Penofin finishes for a photography contest.

Photos may be featured in Penofin ads, brochures and on its Web site, and finalists can win an airless paint sprayer, camera with a photographic scanner and $500 cash. Deadline is July 3l.

Cabinets Keep Glimbing

Cabinet sales for 1996 rose 8.2V0 over 1995, with stock cabinets up 7.SVo and custom cabinets up l2.9vo, the largest increase for custom cabinets since 1987, according to the Kitchen Cabinet Manufacturers Association.

Over two-thirds of the companies surveyed by KCMA reported sales rising from 1995 to 1996.

"Demographic trends supporting a strong remodeling market and low interest rates should sustain a steady demand for cabinets in 1997," forecasts KCMA exec. v.p. Dick Titus.

He noted the general economy should grow about 2Vo, with unemployment low.

They don't call us the Decksperts" for nothingl

Need to add a little "it"lity to your deck sales? Call Mellco. We've got the next generation of deck products and they're available today!

Combining the warmth and beauty of wood with the cutting edge in materials technology, TimberTechru composite decking is the unique new T&G alternative from Crane Plastics. Available from Mellco in May 1997.

Thompsonizedru waterproofed pressure-treated lumber is the ultimate in wood decking. It's the only treabed lumber good enough for the Thompson's brand name. Look for national advertising this Spring and Sumrner!

Finally, there's Teck Deckry, the innovative two piece PVC deck pl*k. Available in four colors, Teck Dec,k is perfect for pool ded<s, docks, and other waterside uses.

Coming in April

Our onnuol ronking of the industry's Top 25 Pressure Treoters typicolly produces our most tolked-obout issue of the yeor, one thot treoted wood buyers keep to use 0s o reference for months ofterword. Don't miss the completely updoted 1997 ronking in the April isue of Building Products Dige$.

[J rcEST

Top

TnEHTERS

Retailer Finds Low Key Means High Traffic

Most store owners want to stand out in their community. Not Zoller Hardware, a 5,000-sq. ft. hardware and gift store that blends in perfectly in Cashiers, a town of 1,000 people in the mountainous, woodsy region of western North Carolina.

Zoller Hardware has a warm, rustic feel, starting with its location-surrounded by the natural woods. A

large porch with deck furniture, bird feeders and barbecue grills helps make the store attractive from the outside. The inside features a sizable fireplace, rocking chairs, a 30-ft. high wood-beam ceiling and lofts overlooking the store on both ends.

"The residents here are very conscious of the environment. They want to keep it a warm, quiet community,"

said Jim Zoller, who with his wife, Paula, built the store in 1994. "This store fits the town's identity much better than a glitzy store with lots of flashy signage."

In the summer, the area's population swells to more than 30,000, and every day many of the tourists are lured into the store.

"We created an outdoor feel and worked hard to blend in with our surroundings," Zoller said. "With no competitors within a one-hour drive, the only mistake we made was not making the store larger."

Injured Woman Sues Lowe's

A woman is suing Lowe's Home Center, Anderson, S.C., after a large wooden door reportedly fell on her head.

According to her husband, Phyllis Kidd was walking down an aisle in 1994 when a 30-lb. door accidentally fell 16 ft. from an upper tier of shelving, knocked her unconscious and "dented her skull."

The woman, who reportedly has been suffering severe headaches for more than two years, is seeking compensation for pain, suffering, disfiguring injuries and medical bills.

Store Grateful For Turnout

A good company appreciates its employees. Home Depot's new store in Johnson City, Tn., even appreciates non-hires.

The store received 2,000 applications for 80 jobs. So, manager Rick Orasi placed an ad in the local newspaper to thank everyone he didn't hire. "I wish we could hire more of them." he said.

Mowers, Tillers To Rebound

Relatively small increases forecast for outdoor power equipment in 1997 won't reverse last year's large declines in all categories, according to the Outdoor Power Equipment lnstitute.

In 1997, walk-behind mowers are expected to grow 3.37o to 5.533 million units; front engine lawn tractors to rise 5.2Vo to 1.182 million units; riding garden tractors to gain 3.9Vo to 201.500 units. and walk-behind tillers to climb 2.2Vo to 322,866 units. Rear engine riders should fall 8.9Vo to 118,400 units.

Slightly better sales are forecast for all categories in 1998. Overall sales fell nearly l2%o in 1996.

SPA-N-DECK

TCR 606 EXTERIOR WOOD FINISH

Technologrcal breakthrough. . Environmentally safe.

o Protects exterior wood up to 5 years. Water based.

o Beautiful semi-transparent finish retains the grain's natural integrity' r Withstands extreme environments.

. May be applied directly to New Pressure Treated wood when prepared with Tropitech Wood Surface Prep-no weathering time required. Available in white, natural, weathered gray, redwood, sedona & custom colors.

For decks, docks, spas, sidings, shingles, fences, etc.

TROPITEGH

COATINGS & RESEARCH, INC.

3706 Mercantile Ave. Naples, Florida 34104 (9411 436-T991 . (800) 533-8325

MANUS 92".*NON.SLIP SAFETY PAINT

Prevent slip & falls 100% acrylic latex formula offers a flexible, quick drying paint that withstands heavy traffic, will not crack or powder, cleans up with ease, and eliminates fire hazards and toxic odors. ldeal lor wood, concrete, aluminum, fiberglass or primed steel surfaces.

MANUS COATINGS & RESEARCH CO.

3706 Mercantile Ave. Naples, FL 34104 . (800) 326.2687

RUSTIC North Carolina store draws attention by blending into the background.

NEW PRODUCTS

o,;nd selected. scrtes aid,s

Snip Softly

An ergonomically designed pruner from Fiskars Inc. reduces wrist fatigue by allowing branches to be pruned without bending the wrist.

The Power Lever Pro pruner, with a 5/8" cutting diameter, has a looped lower handle that protects knuckles when working in rough foliage and

Waterproof Wood Glue

A waterproof wood glue from Loctite Corp. resists prolonged exposure to moisture.

Wood Wizard foams when it dries, reportedly expanding to cover three to four times more area than comparable glues. It dries to a neutral color, bonds in l-2 hours and cures in 24 hours.

Circle No. 303

Fastener-Friendly Wrenches

That's A Wrap

A security wrap from Alpha Enterprises, Inc. conceals EAS labels from tampering and enables retailers to display high-ticket merchandise outside of locked cases.

Made with tough polymer lock and ratchet components and steel cable, Universal Wrap prevents access to package contents and comes in three adjustable sizes to fit a variery of carton sizes and shapes.

Circle No. 305

Earth Friendly Flooring

A cast marble tile with recvcled bits of colorful plastic cut intd random-size pieces is new from PermaGrain Products. Inc.

allows the user to keep the pruner in hand when gathering branches. The handles have soft cushion grips for a sure hold in wet conditions.

Circle No. 301

Bed Side Storage

An onboard pickup truck storage system has been introduced by Innovative Truck Storase. Inc.

A line of wrenches from Truecraft features mirror polishing and triple chrome plating, and is reportedly corrosion resistant and easy to clean.

Truecraft 2000 Combination wrenches provide l57a to ZOVo more turning power without rounding the fastener because they drive the sides of the hex, instead of the corners. The wrenches' box end-design is reportedly 5Vo to l07o stronger than conventional l2-pt.-drive design.

The SAE and metric wrenches range from l/4" to l-l/4" and 7 mm to 32 mm. The SAE wrenches come in 7-, I l-, l3-piece sets and the metric in 7-, l0- and l4-piece sets.

Circle No. 304

On The Siding Line

Made of marble too small or of insufficient quality to be used as dimensional stone, Splash! is available in white or soft black in 3/8" gauge on a l2"xl2" format with a polished finish.

Circle No. 306

Hidden by a nearly seamless, broad side-opening hatch, Hide N Side easily swings outward with gas shock lifts, exposing nearly 15 cu. ft. of built-in racks and panels on each side of the pickup bed. It adapts to both domestic and imported ll2-,3/4and l-ton pickup trucks.

Circle No. 302

Woodgrain textures, exposures and factory priming have been added to James Hardie Building Products' Hardiplank fiber-cement siding line.

The CedarMill woodgrain texture has a knotless pattern that is offered in all widths. The new 6-114" and 8l/4" sidings reportedly make installation faster and easier by creating 5" and 7" exposures.

Circle No. 307

Accounting Basics

An upgrade of RealWorld Corp.'s accounting software has been released.

Designed to enable users to mix and match their operating environments, Version 4.0 includes improved audit trails. user lD assignment to batch entry, support of 256-color bitmaps, new and improved reports, and a new reporter and analysis program.

Circle No. 308

Walk-Behind Weeder

A hand-held string trimmer from Troy-Bilt has the rugged power of a walk-behind mower.

The heighradjustable cutting head of the Troy-Bilt Trimmer/lvlower follows the contour of the ground to avoid unnecessary scalping of flowers and trees.

enables customers to produce more than 500 storm designs from different door components. Components that can be mixed and matched include three .storm door frames (full view, mid view and high view) in several colors; six beveled and brass-inlay glass designs, and six styles of solidor antique-brass doorknobs, and two

Bug-Proof Lamps

An outdoor, oil

Iamp that repelsinsects is new from Outdoor Lamp Co. For use as a tabletop accessoryora clip-on attachment, the clip-on Bug \

Off lamp attaches to a patio table umbrella pole. Both models use replaceable insect repellent canisters that burn up to 25 hours.

Circle No. 313

Jet Setter

Designed to deliver three times more power than an ordinary handheld trimmer, it has a nylon cutting cord that is double the thickness of standard cutting string.

Circle No. 309

Tied In Knots

A wood decking connector has been introduced by Trinity Manufacturing Co., Inc.

Designed to provide an internal mechanism for connecting wood structural members, the Trinity T-Tie can be retightened when loosening occurs.

Circle N0.310

Storms On The Horizon

An in-store program that enables retail customers to design their own storm doors is available from Larson Manufacturing Co.

The Designer Door program

ootional deadbolt locks.

^ The program features point-of-purchase displays, information panels and brochures on designing the doors.

Circle No. 311

Rough Cedar-Like Siding

A new vinyl siding that resembles roush sawn cedar is new from Mastic.

A whirlpool bath, shower enclosure and steam bath in one design is new from Jacuzzi Whirlpool Bath.

Carvedwood is reportedly easy to install. Made with Duranyl II, it has more strength and weather resistance.

Circle N0.312

Featuring armrests and an optional cushioned headrest, the J-Steam Tower has four jets, while the 6-ft. model has four jets and two neck jets. The overhead shower, with eight settings, is height adjustable.

Circle No. 314

Firestopped ln lts Tracks

A high-performance firestop sealant has been introduced by Hilti Inc.

Designed to impede fire, smoke and water through fire-rated floors and walls, FS-ONE Firestop Sealant can reportedly be used in more than

95Vo of all typical firestopping applications.

Also available are FS-Fire Blocks for firestopping sizeable openings. The foam blocks can be friction fitted or cut to fit large openings around cable trays, cable bundles or piping.

Circle No. 315

Closed For Good

An automatic sliding door system from Smartly Done Innovations automatically closes the door after it has

Stripped Clean

been opened. Designed to prevent bugs from entering the home and lower energy costs, the Glide-Along is reportedly easy to install and is available in white.

Circle N0.316

Fold-Away Work Center

A fold-away work center from Flambeau Products is a wall-mounted unit that hangs on 16" studs indoors or outdoors.

When unfolded, Work Center Fold has 24"x48" of work surface. It has two adjustable clamps and a tool rack/credenza for tools and accessories.

Circle No.317

2'>

z' a

Custom Bits

Four job-specific lines of screwdriving accessories to increase tool life and performance are new from Vermont American Tool Co.

plastic fasteners. A spring nib feature holds screws more firmly than magnetic drivers.

Special masonry, drywall and decking/subflooring bits are designed to absorb torque peaks caused by driving screws where unknown hardness factors exist.

They have a reduced size shank that is more ductile than the tip, absorbing more shock, and for less tip breakage and guiding the bit to the screw head to prevent drywall damage.

Selected products come in clear 25 packs, and a three-piece steel stud nutsetter set is carded in a reusable case,

Circle No. 319

Professional Drywall Tape

A strong backing drywall tape available from CCX Fiberglass Products is designed not to shrink, and eliminates the need for prepasting or stapling.

For steel studs, non-magnetic studs for hex-head, self-tapping screw nutsetters prevent metal shaving build-up and rounding.They are also ideal for aluminum, stainless steel, painted, or

WallSpan comes in white or yellow 2"-wide and 2-112"-wide rolls. It - is available in lengths of 36', 50', 75', 150', 300' and 500'packaged or in bulk rolls.

Circle N0.320

ffil*IYfifffl

by Glen Oak

Can Your LumberAnd Millwork Supplier Handle

Your Increased Business?

1) The manufacturer's ability to own large lumber inventories.

2) Its capacitytoproduceenough quality product in a timely manner.

3) Its ability to deliver the product when you need it.

Major retailers who buy from Glen Oak Lumber & Milling give their supplier high marks on all counts. They take comfort in the fact that the majority of the oak and poplar timber Glen Oak uses comes from private lands.

Glen Oak has a huge production capacity, wittr multiple manufacturing plants in several states. Committed to staying ahead of its customers' growing needs. Glen Oak increased its production capacity by 50 percent in the last 12 months through machinery upgrades and expanded facilities. Its oak moulding plants can produce over 200,000 pieces of 7'oak casing per month.

High production machinery large inventory capacity and the proximity of its plants to major metropolitan markets enables Glen Oak to deliver product to customers when needed.

NEW LITERATURE

True Blue

The 1997 Blue Book of Building and Construction is available from Box 500, Jefferson Valley, N.Y. 10535; (800) 4312584.

Narrow Aisle Lift Trucks

A narrow aisle lift truck brochure is available from Hyster Co., Box 847, Danville, Il. 61834; (800) 497-8371.

Saving Lives

A 24-p. life safety system brochure is available from Dual-Lite, 90 Fieldstone Ct., Cheshire, Ct. 06410; (203) 699-3000.

Engineered To Perfection

A l2-p. glulam, I-joist and laminated veneer lumber brochure is free from Willamette Industries, Inc., P.O. Drawer 1100, Ruston, La.'11273; (318) 254-0571.

Remodeling Guide

A 48-p. guide to remodeling is available from Andersen Windows, Inc., l0O Fourth Ave. N., Bayport, Mn. 55003; (612) 439-5150.

Copperheads

A 4-p. copper products publication is available from the Copper Development Association Inc., 260 Madison Ave., New York, N.Y. 10016; (212) 251-7200.

Floor Maintenance System

A concrete floor treatment brochure is free from W.R. Meadows, Inc., Box 543. Elgin, Il. 60121; (800) 342-5976.

Around The

Globe

A l0-p. lantern and globe outdoor lighting brochure is free from Moldcast Lighting, l25l Doolittle Dr., San lrandro, Ca. 94577 : (5 l0) 562-3500.

In All Shapes And Sizes

A geometric window brochure is available from CertainTeed Corp., 750 E. Swedesford Rd., Valley Forge, Pa. 19482; (2t5)963-966r.

Keeping An Eye Out

A 4-p. magniher brochure is free from GEI International, Inc., 100 Ball St., Syracuse, N.Y. I 321 7; (315) 463-9261.

Bright Lights

A Gp. fluorescent lighting brochure is available from Morlirc Systems, Inc., 321 Mechanic St., Girard, Pa. 16417; (814) 774-963t.

Hardwood Interiors

A 24-p. hardwood interior decorating booklet is free from the Hardwood Council. Box 525. Oakmont. Pa. 15139: (4r2) 28r4980.

Glazed Over Look

A 1997 entrance. wall and window glazing system brochure is free from Vistawall Architectural Products, Box 629, Tenell. Tx. 75160: (972) 551-6100.

Promotional Planning

A 32-p. custom promotion planning guide is free from Dismar Corp., 4415 Marlton Pike, Pennsauken, N.J. 08109; (.8m) 347-6271.

Hold On Tight

A 248-p. fastening systems design manual is free from Powers Rawl, 2 Powers Square, New Rochelle, N.Y. 10801; (516) 678-3196.

Heavy

Fibergloss

An 8-p. architectural metal systems brochure is free from Atas International, Inc., 6612 Snowdrift Rd., Allentown, Pa. 18106; (610) 395-845.

ry BUYERS'cUIDE

ALABATA

8rungan Eflipment ......(205) S2O2mO

creal SouUEm Wood prasewilg..................(8(n) 63}7539

Reiwl East, bc.. ........(800)197{'76

Rtv8rdde [adito $aiirg............................i10{ a2z-2839

Snffr lfimtt hc. ........................................(SrOi Z49erzr

Ta,ned Wbod TEalhg _iOSi tsz+rzO

MitrerMil Co., T.R... ......(331) s67-1331

:l9rilons.llqndqqld]|g C0..............................(Asi 831.7m0

Southeast w€od TreqtitS.... .........._.(8mi 4444109

Stdngtellolv Luder Co., lnc ............(Aoq S2$100

Walker-Wlliams Lunber Co...........................(900i Zz-9@z

lveysfi aa,|ssr C0................(8m) Stl-1825 i205i 331-3550

ARKANSAS

Anhmy For€st Prodrcts 6,.-_._.-_.__.(W 21.26

Pan Lgmber Q"qlil .......(8m) aa-2?6 (800i1s2-2s2

!.l5sm lumuer gles (Mag'dh)...................(s01i n+7s20

!1Fo.' Fn'ber 9ahs (Pite BrO ..................(soti sg$11s6

Hixson Lumber Sales (Pturnofliflo)................(SOt) S+tSOO

!_(.n9 4e. ._._,.--..............(8m) il$95$ (s01i 7s1{(Eo

w_eye{ryuqrco.. Writo Rivor Hard$,oods .ieOOi sseOt t s

FLORIDA

Bonlel Fastener Cory...........(8m) 211{790 (8i3} 514{667 Brurparl Eqiipnnt.

Dixie Ptflood Co. Oa|Ipa)........

Hoover TrBated Wood Prcdrds.

Coalings & GEORGIA

Atlas Bdt & Scrou... ......(800) pt6S16

Bowen & Co., RiJurd ..(lori fierm

Burr Lumbef C0....... ......p06i 6'/&1531

CsD.Computor Slstem oynanics.................(zoi 99ffi8

Dins Ptywmd & Lrrnber C0...........................(Stei mfoaS

Frtsgerald FoGst Prodrcb.._.........................iami nca3zg

Hl*son Corp. [Wo[nan)................................(Z/oi 2503469

Trus Jdst ildlar..:.........-..._...._._...........9r0ri Sz-Sar

Woyanaaser (Ctutloa) ...(m) SA{rA9 irui g+SSlz w€yafia$sor Co. (Gr€dr6boo)...................(919i 668-0$r lYilans Luter Co. d t{o|t| Ca,oha. fE ..(919i /1{2-2136 Wt€mHaflft...... ....*.grUiSeArOO

OKIIHOIA

Cetu Cteek ltthdesate (otddtqrri Oly).._-(@ Cf$6G Lrxnr.Lro€( wm€sab, rc. frubal.........*(m] 2g]$70 RqnG & Pdfi .........._._..-......_._._._._*.ig 4 az-r sgo y.an !!ry01 Lilrrd( GtGtEnN Crr .._._.....irc1 €s.0606 Van lcppd Ljtoid( Ouba).........._................($ei aSeOeSr souDtcARouilA

C€&r.Oo€k Whdosab, ilr. (Tr.ta)

Cc Wood Pnsenng Co.............-................(S0O) 17S4,{01 Gnond Cmr rb&bn prodrb, hc...(mi ilSt3g2 I.e{ qp LE. .............(8ml 3les-rs im) saz.csa VtrBnn tlan(ltg......

IEIIIIESSEE

cilbn Lunbs co. .............(ml 226s6,t (r23) 6p55ol

Heo.t&rdeB9+Cy .(mie6,(2rr

Mfu!|k Sal0s......... .......(m) SA{4r23

W€nn Hanbg mGsarh ......._...........-.......(St i 79$7200

Tnstist ltdlar .......ietsiS9*etal

wbplaass Co................(Bm, s{e€Ss imq AS.6713 wooorate Sysons hq............_.*........_.....iot i m+ss

TEHS

m/elAgEa,shs Cornfir rysns....._($O) $t.72gt

Armod hdEries..................._...._...............im) fOr SSs

Anprican Pdo & frilor Co.........._._...........Cn9i ge7$g

Artruas tu Rodrb..............................(ogi e+zms

A[as 8dr & Scrn.. ........(gmi ar.6sa6

eorio\*IFemgB faang Corp.................(Bmi 822{315

Brazc tlmber l|br Co. ................................(814 112{1fl)

caflF U| Acty (Als|h)...............................4512i {$23s5

CarE]m A$lst (Dalas) ..........-_.........-........(m) ?Z$953S

Canrtm Asrley (Forr fwt) ...._..................imi 29$069S

CarE Ur Adrlsy (lbrhtrn)..........................(gm) iz$gsgg

CflrBm A$ley (Horsur) ___-__..............(900) Z$96af

Canprut Adrey (Lttbodo............................(emi zggeoa

Camm Ad*y (Arossa).............................igrsi s39565 CarrF m Adt6y (Sd| Angelo).......................(S00) 72t96SS

Canprm Astoy (Sdt Ar*rio)......................(e001 Z$gzm

Car|lrurA$by0yts) .(mi ZSss66

Cetu sqfly f tr.... ........i2tti ztz{ff,,t

Cdums tm. ........i2tgi ls$326t

QS,OCcqrer gsrn Dynaflb.................(S00) 25e952S

Ddas Vrhdssdo............................................ie00i 39+r 99S

Doan turtor Co.

Dilh nfl,ood Co. (Dales).....

Dtrj6 Ptyuood Co. (l{q.drt)

KEI\1TUCKY

Dtte Ptyrnod Co. (San ftraio) qasiler lo|od Prod$.......(8ml $Si

Gflii qdoflrs Sdtmro..........,...................iemi 253{53

..................(21 0) 662-6220 5is3176 (713) 4,t91071 Kentudy Cedar Prodrjcb, lnc. .lstrl87$2718

Guhdo tln$or Sates, hc...(8m) tn-9526 iStZi Zn-Zm

Dyke lndustrios..-....

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REAL Solt*€ro-q/$qqE................................(aOO) rr{sgr

Southem Phe C0urd....................................(soli g+llsl

W-s-yerhaeussr Co................(8m) 793{806 (S01i 7336Sm

Wilhmene IndFsi€s .....(319i255{a5S

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91meqShley.,.- ......(-rot)s€ib6

Ch€mical Spe&lri€s, Inc ..............................(701i 522{S25

Crumplef Plastic Pips, Inc.........._._._._._.....(s0oi 33+502r

qykelndusqi€s ._.r.r.:....__..._......._._...........(701) 5s&3635

East Coast Millwork Dislributo(s.....................(800i 3S&3263

Huber Corp., J.M..... ......(-/Oti 547-gZO

lndiana Lunbermens Mutual llFurancs.........(S0O) 42&144.|

0marnental lrouldin$........... .......................(eoOi n+t tas

Plunkett webster, Inc. ...................._..............(stsi 362-ogts

Hcrgon Wooftd! rE .....-(80) Sp-1612 ffi3i 433.2133

Weyefiaarsor Co................(8m) ZSA€fip turtor Saleq 7n-9S26 l,12l2t7-2m

Larinatod Timber .(606) 86+s134 (sm) is&sBr Hcus&n w@cr! tE ......(80) s2-r612 pts1433_2133 Inlemalil|al Fapor. ........(214) S+13€

Jacrsm & Ld|ghd Whdosate [lfiter.........igooi g3]B4tg

Jordan Reffi (Datas)....(211) 35/.7317 ie00) aaa-$96 &dan Roffi (HqEfr.r).fn3) 2$2555 ieml zSZ-g{99

Ldi$naPrjfic Ccp. ..(109) 27$fi31

Lucas Cedar & Fodmod ...............................4S00i 16G79S0

Lr.ntorTag Spodaties Co. pm) r'(XxB1 izrgi16$3338

52$9$7 313-{1,f.| s95GX)

Mcrrfigs & rffi hc....(O(x)l {23.G68 igrsi sseszrr

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Terph.trbrd Foros Prldrcb Cdp..:..........imi At.OmO

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w€yofiaqrser Co. (q{ro||on) ......................(eOO1 AZ-szSe

W€y8rfiaflser Co. (E Paso)..........................(9tSi &3$S(Pl Wood Probctin Co .......(nri zS+Z*r

vtRGtiltA

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Ro*y Ta-wood prBsofvors, hc.-__.__..is10i 1s3{26{

suFeme De*iU... ........i10ci rezc

Weyefi aeuser Co................(800) S52-Z fi int\ miCrg

Classified

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LUMBER BUYERS: Our client, a major nationwide wholesaler, has several opportunities for experienced mill dircct buyers. Prefer successful background in spruce, plywood, OSB or SYP/treated. Pennsylvania based. Competitive salary, bonus, relocation package. For confidential consideration, rnail resume to Hartrnan & Co.- 976 Foothill Blvd., Ste. 380, Claremont, CA. 91711. Or FAX to 909-5964442.

PAN PACIFIC Forest Products, a growth company celebrating its lfth anniversary, is seeking professionals to join our sales force. Establish your exclusive customer base from one of our three offices in Oregon or one in Florida and enjoy one of the industry's best compensation packages. If you have professional sales experience and are interested in joining our respected team, send your rcsume to: Pan Pacific Forest Products, lnc., P.O. Box 1507, Bend, Or.97709, Attention: Sales Manager, or call Ron Hanson, (800) 776-8131.

TRUSS PLANT PROTT.SSIONAIS NEEDED:

Join an industry leader with state-of-the-art facilities throughout the state of Florida, Southern Truss Cos., Inc., one of the largest wood truss manufacturers in the U.S. If you are a professsional looking for a career and not just a job, we have immediate openings: sales managers, sales reps, truss designers, plant and shop managers. Join a team of professionals with a proven track record, and never look back. Confidentiality assured. Call Alan Tonks, home office (561) 848-6646; in Florida, (800) 232-0509.

SALES REPRESENTATIVES: Career opportunities available in sunny Southwest Florida! Established growing South Florida building products company is looking for professional sales representatives to service the booming Naples and Fort Myers market of Floridas "Gulf Coast." Applicants must have experience in some or all of the following areas: Lumber, assorted building materials, gypsum and stucco related products, rebar, millwork, prehung doors, architectural mouldings and hardware. Send resume, held in strict confidence, to Stuart Lumber Co. of Ft. Myen, P.O. Box 9C|75, Coral Springs, Fl. 33075, Aan: Chris Baroni.

Twenty-five (25) words for $23. Each additional word 709. 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 ifwe 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 480, Newport Beach, Ca.92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address, FAX to 714-852-0231 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.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3'to 20 T&G DFfloor deck. Grade is equivalent to D Clear. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm

F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (800) 547-5660.

#l SYP and #l SYP treated,2x4 - 2x12. Call for prices. Georgia Lumber, Covington, Ga., (770)780-57r7.

YVANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness 1/4 tlvolgh23l32. Prefened width, 3-ll2, 5-ll2 or wider. Length 32 to 96 inches or longer. Mixed or trucHoad. Send price and availability to FAX #901-682-8501, or mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 381 17. Phone (888) 576-8723 (LSOURCE).

ESTABLISHED building supply company. Large showroom and a lot of storage for building materials. Located in growing city 80 niles N.E. of Dallas, Tx. Century 2l Hometown, Fred McCoy, (903) 885-8616.

WHEN CORRESPONDING with Building Products Digest, please include your full nine-digit zip code to ensur€ prompt response and help comply with new postal regulations.

Wild, wild western map

EIOUND in areas ranging from I-' Southern California to British Columbia, big leaf maple (Acer Macrophyllum), also known as Pacific, western, Pacific Coast and Oregon maple, has an isolated growing area compared to hard and eastern soft maples.

Despite its limited growing area and lesser known status. it has a rather large timber supply.

The color has less variation than most hard maples and all soft maples, and there is no distinct difference between the sapwood and heartwood. The wood is pale pinkish-brown to a

nearly white color.

The wood resembles cherry and birch because of is close, fine grain pattern, and it is less lustrous than rock maple.

Story at a Glance

Big leaf maple (a.k.a. western maple) has a large timber supply finishes well good for cabinets, fine furniture.

The hardwood's consistent color and medium density makes it particularly useful for manufacturing custom cabinets and fine wood furniture.

Considered easier to mill than eastern maple, its compressed strength and rigidity makes it suitable for frame construction. It is also peeled and utilized as innerplies in panels of softwood plywood.

Lower grades are used for chips for the paper industry and pallets. The species may be used in manufacturing veneer.

It also is used for producing interior joinery, piano actions, dairy and

laundry equipment, sports goods, and turnery.

Although it has distinct growth rings, the rings are not considered prominent.

The heartwood is non-durable and is liable to insect attack. It is moderately resistant to preservatives, however the sapwood is considered permeable.

Big leaf maple has no worm holes and is free of stain.

More dimensionally stable than gum, beech, ash, birch or hard maple, it is moderately strong, hard and heavy with a medium density. Considered a true maple, it is not as strong or hard as southern maple. It is comparable to hard maple in average widths.

It has low stiffness and medium bending and crushing strengths.

It is not as soft as poplar, basswood, or aspen and can be handled normally without scuffing or damage. It accepts finishes and stains uniformly. The wood scores high for machinability and nails satisfactorily with care.

Available in 3/4, 4/4, 5/4,614,814, 10/4 and l2l4 thicknesses, it has random width and length, usually limited

to a 10" width and 10' length. It weighs 35 lb./ft.3 with an average specific gravity of.54.

Big leaf maple has better jointing strength with glue blocks, dowels, screws or staples than red oak, poplar, silver maple, or gum.

It has a rapid early growth rate that provides saw timber size trees in 25 to 30 years on a good site. Dense stands produce lumber with straighter grain and fewer knots.

Obituaries

Emmet P. "Pap" Kelly, 91, cofounder of Emmet Vaughn Lumber Co., Knoxville, Tn., died in his sleep Jan.6.

After graduating from the University of Tennessee-Knoxville in 1926, he started his 70-year lumber career at Vestal Lumber, Knoxville, retiring in 1955 as exec. v.p. and general mgr. In 1956, he founded Emmet Vaughn Lumber Co. with his wife, Blanche "Sal" Vaughn.

He was a past president of the

Appalachian Hardwood Manufacturers and a past director of the National Hardwood Lumber Association.

C. Edward "Ed" Wright, president of J. Walter Wright Lumber Co., Bristol, Va., died Dec. 19 in Boca Raton, Fl.

A native of Mountain City, Va., he was a director of the National Hardwood Lumber Association for six years and past president of the Appalachian Hardwood Manufacturers.

John Wrenn, 90, former salesman for Tabor City Lumber Co., Tabor City, N.C., died Jan. 24 in Tabor City.

Born in Davidson County, N.C., he founded Wrenn Lumber Co., Greensboro, N.C., before joining Tabor City Lumber in the early 1950s. He retired in 1986.

E.W. "Pete" Kelly,73, co-founder of PJ Lumber Co., Mobile, Al., died Dec. l3 in Mobile.

In 1951. he co-founded B.F. Chambers Hardwood Lumber Co., Frisco City, Al., with his father-inlaw, B.F. Chambers. When Chambers retired in 1964, Kelly started E.W. Kelly Lumber Co. In 1978, he founded PJ Lumber Co. with his son Joe Kelly. He sold his interest in the company in 1983, but remained involved.

EAX to 714-852-0231,

or call (714) 852-1990 or mail to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O-1872

Building Products Digest - March 1997

Name (Please print)

Ad Index

For morc information from advertisers, use FAX Rcsponsc nntben fut bracke&.

Advanr^ge Budncss Conputcr Systems [lI7]

Anthony Forest koducts Co. lf03| -.--.-.Cover II

Bowie Sirne henge

Britt Lumbcr flIfl

Brungart Equipment 11221 ..-.............31

Building Products Digcst -.-..Qsys1 ITI

Company Address State _ Zip (+4) Ihkbrands [f24

Building hoducts of Amrica [13]..21

C€dlr CreeL Wholcs.lc [f Dl*.-..-..18

Crumpler Pbstic Pipe, Inc. [nf]...-.J)

Dean Lunbcr Co. IfUl-*..-..-..-4

City

Phone FAX

For more information on products or companies (see list at right), circle the appropriate Reader Service FAX Response number(s):

Dimensions [12t] .-..........-..-..-..-3G37

News or Comments? We welcome your ideas about particular articles, the magazine, or news of your company (promotions, new hires, expansions, acquisitions, etc.):

**24

Glen OaL Lumbcr & Mining [f8].-Jf

Haase Industries (Magnetic hsh Broom) tf f t

Georgia-Pacifi c I l30l -

Iloover Treated Wood Products ll26ln

Huber Corp, JJt[. IUq- 17, 19, 21, 23

Jordan Redwood Lumbcr Co- L€c R.oy [f02].-Cover II

King & Co (ThermoTlle) [f10]----..fE

Lazy S Lumber, Irc. t1291...-Cover fV

Lumber Tnder [1116'l -.-..-..-..-..-6

Mellco, Inc. Uft]

Pacific Lumbcr Co. [f f2l*..-..-.....20

Riverside Mechine Striniry 1f2|t1......30

Southern Wire Cloth C.a. llUl ..........32

Stewart & Stevenson Mrterial Handling \nl

Sure-IVood Forest Producb [1081.......17

Swan Securc I11U *.-.-..-..............19

Top 25 hessure Treeters.-..................26

Triad Systcms Corp. Il]51...-..-..-.......5

Tropitech C@rings & Research Inc.. lrrel

Tubafor [114]

Van Keppel Liftrud( tf221...-............if

Weyerhaeuser Co. [f 01]-.-..-....Cover I

Wrenn Handling tl22l .-..-.......-.........31

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