Building Products Digest - April 1984

tH E SmARt tlAN'S PlY'titOOD?

Yep. In fact, L-P-Waferwood@ does plywood jobs even better than plywood. It cuts and nails more like solid wood. It splinters less. It's smooth and uniform (no knots, core voids or patches).

But the best thing about L-P-Waferwood is this. It costs less than plywood. A lot less. No wonder it's the smart man's plywood.

Stock both7lrc" APA Rated Sheathing and 1/n" panels for decorative and D-I-Y projects. Phone your order now. Louisiana-Pacific, Conroe, Texas. Mill Sales, 409-756-0541.

Distribution Cente6 409-273-II3L.

Even though we are the new guys on the block, we are old hands at manufacturing quality Redwood lumber.

We bring together over 285 years of redwood manufacturing experience plus the

the ]lew Guys on the Block

latest in high technology with our new redwood sawmill.

So, we may be new, but we can give you olcl fashionecl Quality when it comes to your reclwood needs.

CAJ[N

TR ENT

rti.---T**S:5r

H ?ffJ#ffd Preserving T $ii'Ift#

Come by andseeusatthe Utr Convention April 13-15, and see how well we can treat you.

Enjoy boudin, beer and Cajun hospitality at Booth flzrg while I JOin US fOr real we show you our complete line of I e4;UV TREATS at pressure treated wood products. | .' whether its tr.rckload or mixed I booth fL2l9 during load, we provide dependable I ttre LAT COnventiOn delivery throughout the Sunbelt | * r .r < A April 13,14,15 in Ft. Worttr

reglion of quality lumber, timbers, decking and fencing materials.

If you can't get by to see us, just give us a call for your next order. Dial 180G551-6646 or 1€006226655 (Louisiana InBound and ask for Joe or Mike.

We treat our lumber and our customers the same way - rigfirt!

tulldlng Produclr Dlgert

Prbbhr Drvld Cutlcr

Edltor Juantte Lowa

Arbtrnt Edltor Kcn Spcan

CortlbudnlEdton

D\risht Cunan o GaSe McKinney

An Dhcctor Martha Lmcry

$rft Ada Carolc thinn

Clrculetlon Dorothea Crcegan

BuildinS Products Digest is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, C,p,. 92ffi, phonc (714) 549-t393 by Cutler PublighinS, lnc. Advertising rates upon rcquest.

ADVERTTSIING OTI'ICESI

FROM THE SOUTHEAST: contsct Corlmo Ccny,63t Rac Dr., Lawrence vfllc, Ga. 30245. Cdl (4o4.r972-ffi9'

FROM TEXAS, II)lJlglANA, MISSI$ STPPI, YIRGIMA, TDNNESISEE, N. CALIFORNh AND OnEGON: contact Drr'ld Cutlor, 45O Campus Dr., suite tlt0, l{crvport Beach, Ca. 92ffi, Call (7t4) 549-E393.

FROM THE NORTHEAST: contrct toc Sbcr, 6l Maine Ave. F.4, Rockville Centrc, N.Y. 11570. Call (516) 678-t625.

FROM THE MIDWEST: contact Wrync Wcdhnd, 1109 Willow Lane, Mt. Prospcct, n. @56. Call (312) 437-7377.

FROM SOUTHERN CALIFORNIA: contact Carl Vrnn, Z)5 Oceano Dr., Los Angelcs, Ca.90049. Call (213)472-31 l3 or (714) 549-E393.

SI.JBSCRIPTIONS

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BTJILDING PRODUCTS DIGEST is an independmtly-owned publication .for the rctoil, wholesale and dhtribution levels of the lumber snd building supply markets in 13 Southem states.

And so can your customers.

Wolmanized@ pressuretreated lumber and Outdooro wood dealers are finding that more and nrore do- it-you rselfers and home handymen are taking us up on our nationally advedised invitation to "look for the labels...and nail down a 3O-year guarantee."

And, among professionals who use and specify preservative treated woods, the preference for Wolmanized products is overwhelming.

It keeps building

Professional Builder Magazine's 1983 brand usage survey showed that 80.9 percent of the pros chose Wolmanized

products, compared to only 24.Ifor the next most popular brand.

Among professionals who used onlyone brand, Wolmanized products stacked up a 6-to-1 lead over the nearest competitor.

Response to the 30 year guarantee label was so good that this year we are extending the warranty to cover Wolmanized products used in most agricultural* projects as well.

Soles support in depth And there's more: when you stock and sell the treated woods with the Wolmanized and Outdoor wood labels, you're cov-

ered bythe mostcomprehensive advertising and promotional effort in the rndustry.

o National consumer and trade advertising, includ ing key market multimedia programs using billboard and radio.

. Regional and National magazine advedising to bui lders, contractors and remodelers, as well as do-it-you rselfers.

. Exhibits in shopping malls.

And a vast array of award winning product literature, point of sale pieces, free project build ing plans, and other sales

enhancing promotional materials.

o A booklet on the 1984 promotional programcovering the many marketing benefits of stocking Wolmanized lumber and Outdoor woodis yours for the asking.

lf we haven't covered everything ypg need to know about Wolmanized and Outdoor wood products, just contact Koppers Company, Inc., Specialty Wood Chemicals Division, 1900 Koppers Building, Pittsburgh, PA 15219

4 Exceptions include fence posts and other agricultural usages where physical damage by man, machinery or animals constitutes the major threat to product life.

Pressure-Treated Lumber ,q;g;.fl' ffiiiii

EDITORIAL

Coast to coast only one dollar

?HE daegulation of trucking has brought vast I changes in thc rules, the players and the prices of moving goods. Yet too oftcn now we soern to be in an era of falsc bargains. The kind that are best dacribed by the old saw: "if it secms too good to be true, it probably is."

As deregulation brought its wrenching changes, rate setting often wcnt from competitive to brutal to unrealistic. Newly minted trucking companies undercut established firms by offaing "too good to be true" rates, coupled with promises of services that belonged in The Twilight Zone. While some of the new firms soon failed for flaunting the basic laws of economics, they were often replaced by ya another over-promiser quoting fantastic rates. The effect upon established truckers has been tough to say the very least.

To those temptd by the siren song of the untried we say beware. Consider that the established trucker has far more going for him than rates. Remember that he is the proven factor in the equation. His know-how, experience and considerable investment in equipment means that if there is a problem, he'll likely be around to help

you solve it. His background adds to what you don't know.

The established trucker often has invested in buildirus, trained people, and a fleet of trucks costly enough to make the bankers blanch. His proven commitment means you're not out there done; you and your firm have a supplio who is an assct, not someone who does a vanishing act just whur you most need him.

We're not saylng rates don't count. Just that thery are not the entire buy. The meaningful qudity you seek when purchasing a service can take many forms. Just as surely, the money "saved" by using the new trucker operating out of his bedroom can be more than offset when his unmaintained and/or unsafe equipment, poorly trained and over worked drivers, etc. fail to deliver as promised. What kind of a "saving" did you make?

The established trucker is just that because he knows what needs to be done and has been fair to his customers. In the long haul, his "higher" prices may be the biggest bargain you find this year.

New products develop pressure treated sales

CA TREATED lumber has become a steadv and growing business for retailers. But as the sales increase, questions about the product begin to surface, and the retailer plays a key role in educating the consumer.

"Even though CCA treated lumber sales have really taken ofl there are still misconceptions in the market," says Raymond Edwards, salesperson for Willamette Industries, Ruston, La., a major producer of treated lumber in the south. "It's up to the retailers to guide customers in choosing the appropriate type of treated lumber for each project."

CCA chemically treated lumber can be used below ground, onground, or above ground, without decay and termite damage. It is largely used for outdoor projects such as decks, fencing, landscaping, patios and outdoor siding. Tieated lumber can be painted, stained, or allowed to weather naturally.

The CCA treatment is orimarilv available in three concintration Ievels. The most common is .rl0 pound per cubic foot of preservative chemicals for use in ground contact. Lumber treated to .60 may be used underground for All Weather Wood Foundations, while .25 treatment is limited to above ground use only.

"I've sold treated lumber for 25 years and have seen markets really expand," says Carl Anderson, coowner of Longleaf Wood Products. a wholesaler in Monroe, La. "Now almost every retail dealer carries

Story at a Glance

Treated lumber is a growth product.. .information com. bats customer's hesitalion innovative use in outdoor furniture, remodeling devel. ops sales. kits are a good way to expand market.

treated lumber in some amount. and sales will continue to increase as people become more aware of its uses and advantages."

Tieated lumber accounts for a significant part of sales for Norris Forest Products, a major distributor for treated lumber, in Houston. Tx. President John Tobin says treated lumber is a steady and growing trade. "Sales have been growing the last several years, and I suspect they will increase even more this year. people are willing to pay a little bit more to get lumber that will last."

"While redwood and cedar come from the west coast, treated lumber is produced here in the south. so it's readily available," says Edwards. "Last year 3090 of all southern pine was treated, and we expect it will grow significantly in the next 5-lO years. "

Consumers are discovering new ways to use treated lumber. Formerly considered a material for outdoor projects, treated lumber is making its way into interiors as well, and slowly becoming an important part of interior design. The rustic look of the unfinished wood lends itself to new building or remodeling.

New CCA treated lumber products appear on the market each year. Landscape timbers are one example. Made from plywood cores, they are used around flower beds, for fence posts and other landscaping projects.

Many retailers find treated lumber a natural way to expand a lumber business. Going beyond carrying a regular inventory of CCA treated lumber, they offer do-it-yourself kits for patios, decks or treated outdoor furniture, ready to build, with cut-tolength lumber, screws and plans.

"Retailers who construct a small CCA treated lumber display and have the kits available for customers, " says Edwards,"will find they are an excellent promotional tool."

Brochures and displays are also

(Please tltn to page 46)

NEW USES for treated lumber are helping to expand the traditional market. Alwavs available in popular sizes and lengths, ii is now found in patio furniture including new items such as plant stands and kits for d-i-v assembled projects like the serving cait shown. Retailers must keep their cusfomers aware of what is available.

Ways to profit in the Pressure treated market

By Wllllem H. Plant Managing Partner Houston Chemical/Woodtech Houston, TX.

location, and cven if you have been at the sarnc location for many years.

Having decided on the PhYsical dimension of your market, You must now decide on the tYPe of customers you want to attract and the product and pricing strategy that will be most successful.

LU M BE R dealer can best decide on his market Positioning strategy for pressure treated wood products by describing his market from two perspectives: (l) the geographic or physical market determinants and, Ql the economic market determinants.

To define your geographic market' it is helpful to use current demographic statistics for the areas around your location. Although these reports can be confusing if you are not trained in statistics, they do provide important factual information. Do you know, for instance, if your market area is exPected to develop primarily as a residential, commercial or industrial area?

I am always surprised at the large gap that can exist between our assumptions, and the facts which evidence themselves in demographic research. You will save costly inventory and advertising mistakes by having these statistics available when you make decisions on your geographic market.

Because of the exPense involved in transporting pressure treated wood, it has become a high PrioritY to clearly define both the gEographic areas and minimum order levels required for you to utilize your trucks effectively for deliveries. The transportation or delivery service can be a large percentage of the invoice. However, the cost of that service must be controlled tightly or you will have a much smaller gross Profit at the end of a month than you had anticipated.

Careful thought must also be given to service after the sale. Nothing is more costly than making a large sale outside of yoqr geographic area and then finding that followup service is needed. You are almost guaranteed to lose money on an order outside of

your market area if a Problem develops. When you are deciding on your geographical market area, You must make sure you can service it effectively.

Tlaffic flows and highwaY development are imPortant aspects of geographic market determination. The traffic flow around Your store affects the number of People who visit it. Advertising can be wasted and opportunities missed if traffic flows and the infra structure development in Your location are not considered carefully. We advised a dealer who was 50 miles from the nearest water to advertise bulkheading and piling because he was located on a major highway to the beach. He found a profitable new market with the minimum of advertising cost-it just took a roadwaY sign.

Our cities and towns change rapidly and we will alwaYs benefit from carefully analyzing the effects of that change on our businesses. Therefore, knowledge of Your geographical market will help not only a new location, but also if You are a new manager taking over an existing

Sfory at a Glance

Ways to posation Pressure treated wood in a market bY determining geograPhical area, identifYlng customer group. .typical inventory seleCtion. . .advantages of segmenting market.

La us first look at the types of customers that are availablc to dealers of Pressure treatd wood. Under broad headings, they are: (1) The rctail customer: the do-it-yourself homeowner and the small contractor or installer, (2) The residential and light commercial ctedit customer: builders and equipment manufacturers involved in a wide range of projects using pressure treated wood on a regular basis' (3) The heavy industrial/commercial customer: "bigt' manufacturers and building contractors involved in multi-million dollar projects who buy pressure treated wood in a highly specified and/or structural oriented manner.

It is fashionable nowadaYs forretailers to report percentages of t'contractor business" and "d-i-y business." This is not a valid differentiation of the economic markets. The real fact is you have cash customers as a market segment and credit customers as a market segment, whether they are contractors or d-i-y.

The third economic market segment can be described as the "big credit" segment, buYers who demand extended credit terms, such as 45, 60, or even 90 daYs. These customers are not necessarily risky credit, however a dealer must carefully weigh the advantages and/or disadvantages of selling this market segment.

Tlpical groups of pressure treated inventory for the major market segments would include, but not necessarily be limited to the following:

Cash Customers:2x4 and 2x6 #l grade, selected lengths of 2x8, 2x10, and 2xl2 tr2 grade, 4x4'7' to 16' and 4x6-8' and 12', 4'x8' sheets of lattice and deckboard with eased edges, lx6-6'notched topped pickets, and water repellant.

Credit Customers: 2x6 #l grade and 2x4, 2x8, 2x10, and 2xl2 f2 grade in all lengths 8' to

TO PROVIDE THE STRUCTURAL PANELS BEST SUITED FOR YOUR TRADING AREA.

An evolution is taking place in the structural panel business: Many of your customers are beginning to use reconstituted wood structural panels instead of plywood for roof sheathing, wall sheathing and scores of utility applications. As a prime supplier of building products, we provide the structural panels that make the most sense in your market.

Since no single product is best for all areas, Champion distributes different structural panels in different markets.

Introducing Weldbord@, an oriented strand board (OSB) structural panel, made in your area. Weldbord is solid throughout with no knotholes, patches, core gaps or voids. It's bonded with waterproof phenolic resins. And it costs less than plywood, offering substantialsavings to your customers.

And Champion is offering a complete merchandising program to help you introduce Weldbord to your customers.

See your Champion representative today and see how you can profit from handling Weldbord-the structural panel best suited for your trading area. W're committed to you. Were Champion.

What does R.E.D. mean?

By Jrmc W. Shcrnr Vice President, Member Relations Southern Pine lnspection Burcau Pcnsacola, Fl.

HAT IS radius edge UU decking? lf this question hasn't been asked of you yet, it most certainly will be this year.

The intent of this article is to update and inform you on the Southern Pine Inspection Bureau's new "special Product Rules for Radius Edge Decking." In the hope that, through the course of Your reading, you will be better equipped to determine if this product could be used in your particular market situation.

To begin with, radius edge decking is a special product designed for a specific end market: namely, the CCA treated decking market. Manufacturers, specifiers and users of Southern pine lumber have traditionally used SPIB standard grading rules for the sale and purchase of Southern pine for general use. As new and special end-use products have been developed, these have been incorporated as supplements to the SPIB rule or issued as sPecial standards for the product.

Through the marketing feedback

Story at a Glance

Radlus edge decklng is new to market. .special rules govern grading. .Grade marks indicate special characteristics and uses.

from some of the bureau's treating subscriber customers, it was determined that the treated decking market needed a product to better suit their needs.

To meet this need, the first "Special Product Rules for Radius Edge Decking" were written and promulgated in 1983 by the bureau. In 1984 the rules were updated by the board of governors in order to incorporate additional input bY both producers and consumers.

Marketing feedback indicated that knots were salable for this use, but needed to be separated by a grade. With this information, the two grades of standard and premium were developed.

Wane on the face was not salable for the particular end use. The larger radius of %" +/- l/16' was initiated to 6lp reduce this defect.

Splinters for this application needed to be reduced, {nd this was accomplished by the additional rounding of the edge. (Note: the rounding of the edge and the reduction of wane and splinters helped to broaden the product's usage for patio furniture, benches, stair treads, etc.)

Spans also needed to be assigned to encourage better construction practices and product usage. (No spans are recommended for the common board grades in our 1977 rule book.)

The special product rules also utilize two of the primary advantages of Southern yellow pine. One of the strongest available wood species, it is the most readily abundant, treatable

wood in the United Statcs today. In fact, it is truly the mainstay of the treating industry.

Some of the specific highlights of the new rule are: (f) The product rule provides for a standard pattern in three widths finished S4S. (2) The product has been graded for its strength as well as its naturd beauty. (3) The standard grade allows larger knots and more natural defects, while the premium grade has smaller and fewer allowable knots. ln both

R.E.0.l([15@

FACSIMItES ol Southern Pine Inspection Bureau grade marks for premium and standard grades ol radius edge decking. 0nly products graded by an approved grading agency under the SPIB special product rules can be graded with R.E.D. marks.

grades wane has been limited to the same amount. (4) A sloPe of grain requirement has been included to achieve the recommended spans of ?A" on center for all widths and grades with the exception of Standard 4" which will only span 16" on center. (5) The finish manufacture is Standard E with only medium stain allowed for both grades. (O The product can be grade stamPed to identify it in the market place.

The foregoing highlights are onlY part of the total rules. If you feel that this particular product would be of interest, you may obtain a copy of the"special ProductRules forRadius Edge Decking" bysending $1.50for each copy to the Southern Pine Inspection Bureau, 4709 Scenic Highway, Pensacola, Fl. 32504.

lndustry group develops long range plan

By Richard F. Catchpole Director of Product Acceptance Society of American Wood Preservers, Inc. Arlington, Va.

SPECIAL task group to review current market possibilities and look at known impediments to the acceptance and specification of pressure treated wood products has been appointed by the product acceptance committee of the Society of American Wood Preservers, Inc.

This group, chaired by Jim Gauntt, Osmose Wood Preserving Co. of America, includes Robert Eckert, Weyerhaeuser Co., Fred Omundson, Mineral Research and Development Corp., Barry Holden, Hoover Theated Wood Products, Rick Donaldson, Weekley Lumber Co., and myself. [n addition to reviewing current market possibilities, it will identify impediments which can result from use problems and prejudice and recommend solutions to them. A national long range plan will be developed to coordinate the planning of objectives and subsequent actions with other wood products trade associations.

To date, the group has completed their review of major marketing goals and ingredients that can affect

pressure treated wood markets. It is anticipated that the overall plan will be completed by August and be revieWed by the industry and allied organizations soon thereafter.

The task group will invite allied wood products trade associations to a seminar where the National Long Range Plan for Pressure Tieated Wood will be examined. Success of the plan is dependent upon coordinated acceptance and acticin by the entire wood products industry. Since product promotion will be on a generic basis, the entire industry will benefit equally from the plan. A major decision, in addition to approving the plan concept, will be to determine administrative responsibilities under the overall umbrella objectives of substantially increasing existing pressure treated wood markets and developing new market opportunities.

Another €uea to be considered is quality control and quality treated wood products. There seems to be a direct relationship between impediments to markets and the need for a system to produce a quality product. The treating industry has an excellent quality control program at the present time that is working well and is widely accepted by regulatory agencies. Still problems persist, particularly with fire retardants, that demand to be resolved.

In summary, this activity will approach (1) development of a nationwide marketing plan; (2) enlistment of support by the entire wood products industry; (3) determining administrative responsibilities, and (4) concentration on quality products and quality control. other factors necessary to assure the ultimate success of the nationwide program include a thorough review of research needs, educational seminars, building code amendments, promotional activities, plan of acceptance of pressure treated

wood products at all consumer levels, and guidelines for nationwide coordination of marketing objectives.

Understandably, such a plan, even reduced toa smaller scale, is an ambitious one. And, the projected success of the plan is entirely dependent upon the cooperation of

Story at a Glance

Market study group sets goals for pressure treated wood. considers quality control. seeks support of entire wood products industry. treated wood interests throughout the united states.

Statistics reveal that, over the past few years, there has developed a new consumer and specifier awareness of the benefits of the use of pressure treated wood. Some of this emanates from publicity surrounding use of the innovative All Weather Wood Foundation System, and corollary residential applications such as walks, patios, porches, stairs, decks and planters.

The committee has developed three and ten year goals for the industry. The major market goals for waterborne preservatives are to move from a current production level of approximately three billion board feet per year to four billion board feet per year by 1987 and six billion board feet per year by 1994. The major goals for fire retardant treated wood are to move from current production of 2fr0 million board feet to 600 million board feet by 1987 and 170G2000 million board feet by 1994.

TASK GR0UP appointed by the Society of American Wood Preservers, Inc., is chdired by Jim Gaunft. The committee is reviewing market possibilities for pressure treated wood.

Weyerhaeuser is commitfed to Ffust Chbice Service eve.rystep of theway Noexceptioh.

COMPETITIVE PRICING

Weyerhaeuser prices are always competitive, You can count on it. You can also count on consistent quality of products at the best value in the industry. Day in and day out.

RELIABLE DELIVERY

When Weyerhaeuser people give you their word, you can rely on it. All orders will be shipped when promisedon time. No excuses, lf a problem does occur we will go the extra mile to satisfy our customer.

CONSISTENT QUALITY

Weyerhaeuser-produced products are measured against rigid quality control standards. We will not cut corners. You can rely on Weyerhaeuser products to meet your performance expectations. Products purchased for resale by Weyerhaeuser will meet

O Copyright 1983 Weyerhaeuser Company

WEYERHAEUSER CUSTOMER SERVICE CENTERS:

ALABAMA

Birmingham:(205)663-1870

Tuscumbia:(205)381-3550

the same demanding requirements. lf it comes from Weyerhaeusel you can count on its quality.

DEPENDABLE SERVICE

Weyerhaeuser Customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating their needs and staying ahead with new products and new ideas. And ourTrading Centers are primed to give you prompt service on all direct mill needs.

PEOPLE WHO CARE

You will always get a quick response, accu rate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the pref e rred s u pp e r. You r respect s Weyerh aeuse r s top priority. We will never take it for granted.

Atlanta: (404) 355-5971

KENTUCKY

Louisviile:(502)368-3931

ARKANSAS LOUISIANA

Little Rock: (501) 490-0465

FLORIDA

Miami: (305) 592-0633

Orlando: (305) 295-7431

Tampa: (813)247-667i

GEORGIA

Ashburn: (91 2) 567-341 6

Nevv Orteans: (504) Z3g-6800

Shreveport: (318) 631-3190

NORTH CAROLINA

Asheville: (704) 684-6484

Charlotte: (704) 37 5-5547

Greensboro: (919) 668-0961

OKLAHOMA

Oklahoma City: (405) 670-281

TENNESSEE

Memphis: (901 ) 363-5693

TEXAS

Dallas: (214) 245-3511

Houston: (713) 462-9991

San Antonio: (512) 661-8415

Sweetwater: (91 5) 235-4331

VIRGINIA

Richmond : (8O4) 222-7

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Hechinger Co. is joining with K mail to launch The Home Team, a group of home center warehouse stores . . Home Depol Inc. Atlanta, Ga., will oPen eight additional stores, six in Houston, Tx., and two in Jacksonville, Fl., with six scheduled for completion in '84 Wesl Building Materials Center, Meridian, Ms., plans to expand its Product line . LevY's will oPen two more stores in Louisville, KY., this year.

Seacoast Building Centers, Inc., Conway, S.C., has formed a wholesale div. to distribute lumber and building materials in the Carolinas, Dale Brannock, mgr. Scotty's has opened its first hardware unit in St. Cloud, Fl., with a second unit in ZephrYhills, Fl., opening soon; goal is for three to four of the smaller hardware stores by year end . . . Moore's, Roanoke, Va., is converting its metro stores to warehouse outlets starting in Charlotte, N.C.

Homecrafters Ware house, Birmingham, Al., will return to the Nashville, Tn., market with two new stores this summer

Diamond Lumber Homebuilding Supply Centers and Krestmark millwork were retained in a sell-off of assets by Michigan General, Dallas,Tx....

Homeowners Warehouse, Miami, Fl., has opened a new store in Augusta, Ga. . . WimberlY & Thomas Hardware Co., Birmingham, Al., has been purchased by Belknap,Inc., Louisville, KY.; David A. Jones, a Louisville businessman, has made a tender offer to seek control of Belknap Inc.

Sutherland Lumber is opening Crate Deals, a specialty hardware store, in Little Rock, Ar. Home Centers of America has added two Home Pro Warehouses in Houston, Tk., and one in Lubbock,Tx....

Doug Ashy Building Materiqls, Inc., Lafayette, La., has Purchased Privat Lumber Co., Rayne, La., for an undisclosed amount . LindsleY Lumber Co. is converting St. Petersburg, Clearwater, Pinellas Park and Seminole, Fl., units into warehouseoutlets...

Pacific Lumber and SUPPIY Co., Inc., Miami, Fl., has ceased operation WaYne Allen Lumber Inc., Siloam Springs, Ar., has changed its name to Lumber' mart Building Center, expanding its showroom area . . Bud and Sue Blakley, Blakley Lumber and Carpets, Davenport, Ok., have purchased the Clifford White Lumber Co., Chandler, Ok. . Minden Lumber and SupPlY Co., Minden, La., has been purchased by Johnny Kelly . .

Trus Joist, Boise, Id., will invest $12.7 million in a laminated veneer lumber plant in Natchitoches, La. . Anthony Forest Products Co., Plain Dealing, La., is reopening after four years Leesville Lumber Co., Leesville, La., which closed in 1980, is finalizing plans to reopen. .

Beny Builders Supply, Auburndale, Fl., has been purchased bY W/D Lumber and Truss Co., a subsidiary of Cast-Crete CorP., Tampa, Fl. . All Woods/ Schroeder, Inc., Houston, Tx., has opened a warehouse oPeration in Olathe (Kansas City), Ks., to service Ks., Ms., Nb. and Ia.

Delta Millwork,Inc., has opened a new facility in Jacksonville, Fl., Mark Jones,ffiBr., Joyce Staggs, office mgr. . Commonweolth Wood Preservers, Newport News, Va., is now operating its new treating facility in Fairless Hills, Pa. Masonite Corp. is purchasing Gamble Brothers, Louisville, Ky., from Jim WalterCorp., Tampa, Fl., for an undisclosed amount . .

Euilding Producls Digesl

Overseas Hardwoods Co., Mobile, Al., has expanded its oPeration to produce hardwood residential plank flooring

Louisiana-Pocific expects to complete conversion of its LaSalle, La., particleboard plant to waferboard operation by summer L.L. Brewton Lumber Co., is completing reconstruction of its Winn Parish, La., plant . . PBS Inc., a lumber manufacturer, and Winn Wood Products, incorporated last fall, are new operations in the area

Louisiana-Pacific is considering building a waferboard mill on the site of the old Winn Parish Manvillemill ...

Plywood Tropics USA, Inc., Atlanta, Ga., is a new firm to market Indonesian PlYwood, formed by Richard C. Newman and M. Hasan, an Indonesian industrialist . . Paulsel Lumber, Fort Worth, Tx., has been listed as 228thin Inc. Magazine'slist of the 500 fastest growing small businesses in the U.S. . .

Hamiltonion Industries, Inc., Greenwood, Ms., has acquired Charmglow Products . . The Cooper Group, Raleigh, N.C., has added a steel mill at its Nicholson facility, Culman, Al. Columbia Mfg. Corp. has oPened a plant in Corsicana, Tx.

Empire Brushes, /nc., Greenville, N.C., is celebrating its 75th anniversary Precision American Corp. is expanding its Leeds, Al., mfg. facility to 85,000 sq. ft. Nord Bitumi U.S.,Inc. has opened a mfg. plant in Macon, Ga., to serve the Southeast . . ' Top Tile, Ltd.hasconsolidated its resilient floor products under the brand name of Topflor. .

Housing starts surged Il.2Vo in Feb. Qatest figs.) to a seasonally adjusted annual rate of 2,197,W4 units, highest level since 1978 . sparking the increase was a 25.lVo hike in apt. starts and a 4.190 increase in single-family homes starts in the South rose 20.290 . building permits increosed 6.8V0, up 31.2-% from last year . . the prime lending rate rose to llVzslo from l19o with further increases expected

MANUFACTURERS

P.O. Box 27 McShan, Alabama 35471 205137s6277

MCSHAN \#:u:

Why build your own plant? l-et us custom treat for you We can treat any quantity. We also stock the finest Southern Pine in the country both in white and treated. Call and get acquainted!

We sellOUAL|TY and SERVICE

You can buy lumber anywhere

APRIL

Southern Wholesale Hardwrre Assoclatlon/American Hardwrrc Msnufaclurcrs Assoclrtlon-Aprll t-ll, Southern hardware convention, Contemporary Resort Hotel, Orlando, Fl.

Nrtlond Hougcwrrts Menulacturcrs Assoc'lrtlon - Aprll t-12, 80th international housewares exposition, McCormick Place plus McCormick Place West, Chicago, Il.

Natlonrl Hrdwood Lumber Associatlon-April 9-13, short course sponsored by the Tennessee Forestry Association, Dixon, Th.

Oklahomr Lumbermen's Assoclatlon - Aprll 10-12, material estimating workshop, Bill Stewart, Camelot Hotel, Tulsa, Ok.

Natlonrl Hrrdwood Lumber Assoclatlon - April 13, Inspection Tfaining School graduation, Memphis, Tn.

Lumbermen's Assoclrtlon of Texas - Aprll l3-lli, convention and exposition, Tarrant County Convention Center, Fort Worth, Tl.

Natlonal Hardwood Lumber Association-April 16-20, short course sponsored by the Southeastern Lumber Manufacturers Association, Birmingham, Al.

Hsrdwood Instltute - Aprll 17, 4th annual Daphne furniture awards dinner, Top of the Mart, High Point, N.C.

National Hardwood Lumber Association-April 23-2?, short course sponsored by the Lumber Manufacturing Association of Virginia, Zion Cross Road, Va.

Oklahoma Lumbermen's Association - April A, "The Use of the Oklahoma Small Claims Court," Robert Spurrier, Howard Johnsons North, Oklahoma City, Ok.; April 25, Camelot Hotel, Tulsa, Ok.

Southern Forest Institute-April A-25, anntal meeting, Atlanta, Ga.

North American Wholesale Lumber Associatlon - Aptll A-?JI, 92nd annual meeting, The Greenbrier, White Sulphur Springs, W.V.

American Hardwarr Supply Co. - April 27-May 1, spring market, Cook Convention Center, Memphis, Tn.

MAY

National Building Material Distributors Association-May 6-9, 33rd annual spring convention & management conference, Crenelefe Resort, Grenelefe, Fl.

Oklahoma Lumbermen's Association-May E-10, "Retail Management Institute Workshop," Jim Pence, Howard Johnsons North, Oklahoma City, Ok.

S & T lndustries - May 12-14, fall and winter merchandise market, Kentucky Fair and Exposition Center, Louisville, Ky.

Southem Prcssurr Trcaters Association - May 16-1E, spring meeting, Pinehurst Hotel, Pinehurst, N.C.

National Kitchen Cabinet Association - May 16-20, 2fth annual convention, Sea Pines Plantation, Hilton Head Island, S.C.

Oklahoma Lumbermen's Association-May 22, computer seminar, Lincoln Plaza Forum, Oklahoma City, Ok.; May 23, Camelot Hotel, Tirlsar Ok.

Southern Forest Products Association-May 3lJune 1, midyear meeting, Hyatt Regency Hotel, Dallas, Tk.

Pressure Treated Hot Line

Answers to questions about pressure treated wood for both consumers and dealers are available by calling a pressure treated lumber hot linel-800-522-WOOD.

Part of the Osmose Preferred Dealer Program, the toll-free referral service and technical line provides callers with the names of pressure treated wood dealers as well as providing the answers to technical questions for dealers, architects, builders and others.

Code and product use problems are solved by professionals who also can clear up confusion concerning preservative and fire retardant treated wood products.

The hot line program is supported

with an advertising and public relations program including national tv, trade and consumer magazines as well as professional publications for architects and builders. It is expected that the program will generate thousands of inquiries.

The Osmose Preferred Dealer Program also includes merchandising aids, sales support, seminars and coop advertising.

Big Bucks ln Decks

The patio deck market, a natural for pressure treated lumber, is expected to use as much as a billion board feet of lumber this year. Statistics estimate that 2Vo of the country's 84 million households will add a deck in '84.

Treated Lumber Output Up

1983 was a record year for pressure treated lumber with the American Wood Preservers Bureau recording a 3l9o increase in waterborne lumber treatment production.

Charles Thomas, president of this quality control arm of the pressure treated wood industry, said "This is the largest single year increase in lumber treating the industry has ever seen. tt

The bureau quality marked 2.2billion board feet of lumber, representing about 7os/o of the total lumber treated.

There also were dramatic increases in the production of both pressure treated plywood and All Weather Wood Foundation.

P.O. Box 9, Flmitv, Rr. 71921 o (501) 342-5275

BlLt HRBDING o IINDR PRIDDY . BoB tuooDsoil o BoSS RRsstnuss€t{

tUe con fill oll Vour treoted lumber naeds. . londscope timbers, pfyuood, oll dimonsionol lumber, 4r4 through 12r12. On 6x6 ond forger ure hove lengths ronging up to 45 feeE. Plus, ure nou, corrv in stock .60 FDN. tlJe olso hove our ourn fleet of trucks to help you solve ony delivery problems Vou moy hove. Hll our moteriol is TPI grode morked. tlJe feoture Ehe- RIIJPB quolitv mork on ollour tr@oted moteriol.

tUhen Vou uont the highcst quolitg ovoiloble in CCR TVpe C Pressute Treoted lumber, coll

Highcst Ouolitg Posslblo ot Competitive Priclng

Home Center Merchant

BILL FISHMAN

Blll Fishman & Afllliates

1 1650.lberia Pt"!!. ^^ customer know that they are important. San Diego, Ca. 92128 Their help is trained ro be courteous and

TORES, like people, have Personalities. And like people, stores are friendly or cold, helpful or standoffish, sincere or not-to-be believed' Like people, stores have the personality that makes folks feel glad that they came-or feel that the store couldn'l care less.

Unlike people, however, a store's personality cannot be totally controlled by a single element. lt's a combination of merchandise, location, pricing, services, displays and how that total package is presented in the advertising and promotion that makes up a store's personality. You can put stores with similar characteristics side-by-side, but a slight variation in attitude can be the difference between making a customer feel comfortable or unwanted.

Neiman-Marcus, in spite of their exclusiveness, has the capacity to make their customers feel well attended. N-M's top management evidentlY mandates an employee attitude that lets everY

to sell value.

On the other hand, Saks Fifth Avenue, with a similar location, displays, mer' chandise mix and pricing, makes us feel that our shopping there is an interruption of their non-selling duties. Their snotty sales ladies with the chains hanging from their eyeglasses sure know how to blow off customers.

Home centers and building material retailers have personality problems too' The most obvious is the advertising.

Only a few major chains have developed a style that is easily recognizable and the repetition of the "item and price" format of presenting merchandise is boring. Some of these retailers present ads that look dirty compared to their attractively merchandised stores, and, conversely, some classic attractive ads invite customers into what turns out to be a schlock store with shoddy merchandise.

It's time home center retailers put a stop to just "filling space" in their ads.

Bulldlng Prcduclr Dlgoet

The repetition of sde merchandise just to fill those weekly full page or multiple pagc ads is just cstablishing new low selling prices for those itcms.

Most home center eds do nothing to create sales. Instead they play the numbers game presenting as many items on a page as they can fit. The theory here is that they may reach the customer seeking a specific item on the date it's advertised. lt's likc publishing a weekly price list or catalog.

I get a kick out of reading the ads from the few creative advertisers in our industry. They sell ideas. Hechingers, Handyman, Lowe's, Rickels, Dixieline, Knox, Lampert and a handful ofothers, produce some excellent advertising presentations. While often they, too, get caught up in filling space with item-andprice ads, the long range effect of their idea selling makes their customers think of them first even on those days when no ads are scheduled.

As a retail operator, think of yourself as a juggler spinning plates. You have to run from plate to plate to keep'em from falling once you've got 'em started. It takes a constant vigil to keep all the elements up to your standards. The advertising, housekeeping, visual displays, signing, product knowledge training, sales training, store lighting and you know the rest of the list. One broken plate mars the personality of the store. Have you dropped any plates recently?

A REMARKABLE PRODUGI A REMARKABTE PROFIT

UNMATCHED SALES FEATURES

A specialty product with unique sales teatures commands an attractive price. Dricon@ lire retardant treated wood has such features:

t Dricon FRT wood is the only lowhygroscopic fire retardant wood of its type that carries an FR-S designation from Underwriters Laboratories lnc., for all species listed.

r When Dricon lumber and ptywood are in contact with metal truss plates, hardware, plumbing and conduit, lhere is no greater corrosion than with ordinary untreated wood.

. lt's been granted a U.S. patent.

GROWING DEMAND

The word is getting around. Architects, contractors and building owners are insisting more and more on Dricon fire retardant treated wood:

lt's being promoted to your customers by lull-page ads in national archilectural, building and component publications.

Nearly 40 sales development representatives are making presentations to designers, specifiers, owners and other purchasing influences.

KEEP IT IN STOGK

Stocking Dricon FRT wood makes sense:

o Because ol its low moisture pickup, storage problems and yard loss are less than with conventional types of FRT wood.

. By stocking a quality specialty product, you can better serve existing customers and attract new ones.

o Promotional literature is available to stimulate sales.

ADD TO YOUR PROFITS

Dricon fire retardant treated wood has many applications: trusses, studs, beams, purlins, joists, decking, sheathing and other weatherprotected places where fire resistance is desirable.

For a list of suppliers licensed to produce this product, write to Koppers Company, Inc., 1900 Koppers Building, Pittsburgh, PA 15219.

by Do|| A Grm9boll

KENTUCKY REPORT

cecudw vlcr proldrnt

luff.:i3"Jf,,Y,'#"T'iJffifr;

mortgage plan. Well, it has taken over in a strange way in Canada where the newest rate in mortgage financing is weekly and bi-weekly mortgage payments.

They have been talking about this for a long time, but one of the large mortgage companies last week became first to give borrowers the option of making weekly payments instead of the unsual monthly ones.

Industry officials doubt that any big U.S. lender is considering offering that option now but that could change. The U.S. Savings League is saying "we're looking at the idea really hard because of what it can do to help the affordability of housing. It's on the top of our priority list. "

It's too soon to tell how home buyers will greet weekly and bi-weekly payments,

although reguests for information have been heavy.

Many do not expect the idea to spread to the U.S. as the two markets vary in many important ways. As an examPle, Canadians have more incentive to reduce the interest they pay on mortgages. They can't deduct this from their income taxes.

Bulldlng Produclr Dlgcrl

But speaking of new ideas they had one down at Houston reccntly, dcsigned for couples betwccn 28 and 34 that are planning families. The homc has the usual fcatures, 3 bcdrooms, 2ll baths, 2 car garagc, full size lot. It is a 15fi) sq. ft. home that is affordable, but that is where thc similarity ceases.

Most striking is the absence of interior walls. Kitchen, dining, family and living area are in one room. lt has a l0 ft. high ceiling on the frrst floor and a single white column in the center. The second floor has many novel features but they really splurged on the master bath, with its double pedestd vanity, gold plated faucets, shower stall and whirlpool bath. Its affordability is due to the small size. Instead of 2348 sq. ft., it has 1500.

LOUISIANA OUTLOOK

Lumber, Natchitoches.

Others elected at our February convention include Gary Lusby, Steele Lumber, West Monroe, lst vice president; Bob Morrow, Morrow Lumber, New Orleans, 2nd vice president; Pierre Schwing, Teche Lumber. New lberia, treasurer; Hubert Walker. A. B. Clark Lumber, New Orleans, national director, and Trey LeBlanc, Baton Rouge SuPPlY, Baton Rouge, past president.

Directors are Ralph Norman, Frank Burnside, Jr. and Buddy Tolson, District I; Bob Armor, Don Clanton, Tom Morgan, District II; Joe Vinson, Dwight Hebert. David Stine, District III; Pierre Schwing, Steve Ashy, George Gatlin, District IV.

George Kellett, Jon Cromwell, Bob Boudreaux, District V; Chris Villarreal, A. J. Harris, Bob Gabriel, Leonard Gremillion. District VI; Mike Rabalais, Pierre Gauthier, Flora Fontenot, Larry Latiolais, District VII; Dudley Webre, Chester Morrison, Robert Vice, District VIII.

J. E. B. Ransone. Ransone Lumber, New Orleans, received the Ned Ball award. Gary Lusby, Steele Lumber Co., received the President's award.

Charles R. Goss has been added to the association as staff vice president-field services. His areas of responsibility include membership develoPment and retention. local association coordination and education as well as other areas of field work. His background includes Mid-America Lumbermen's Association field representative in Arkansas and sales for Clark Aluminum Co', Houston. Tx.

Louldana Bulldlng Materlal Dealerr Aroclatlon P,O. ld lttar, !.totnor;, lr. 70t90 (loa) 92t{tft

TEXAS TOPICS

JOE BUTLER, SR. executlve vlce preeldent

ir[IE 96TH annual convention in Fort I Wortn April 13-15 should be one of the best in the history of the association due to the outstanding speakers that have been booked.

The convention will open with a report

by John Martin, executive vice president of the National Lumber & Building Materials Association on "The Washington Scene." He will be followed by Robert Henry, inspirational speaker from Auburn, Al., with the title "Win with Aces."

On Saturday, Martin A Mintz, AIA,

OKLAHOMA

elrecudrrc vice president

aFIKLAHOIVIA and Arkansas memtTbers are srill being contacred by the American Claims Service Corp. with regard to representing them in collection claims that may be due them as a result of the Plywood Anti-trust Case.

We are advised by legal counsel in New Orleans and Washington, D.C., that have been involved in the Plywood Case for the past ten years, "Not to participate in this type of claims service. " Our continued information is that all claims should be routinely settled.

Distribution of Settlement Funds: It is expected that distribution of the settlement fund, together with interest earned, less counsel fees and expenses allowed by the Court, will be made to class members based upon transactions involving softwood plywood during the period Feb. 28, 1968, through Dec.3l, 1973,in conformity with the jury's verdict. The details of distribution are being determined now, and if you previously received notice from the Court, you will receive notice of the plan of distribution once it is approved by the Court.

If you have not previously received notice from the Court, you may be added to the mailing list by writing to : Committee of Counsel for Settling Plaintiffs Plywood Anti-trust Litigation, P.O. Box 2753, New Orleans, La.70176.

Committee of Plaintiffs' Counsel: A Committee of Plaintiffs' Counsel who represent the interest of all direct purchasers of softwood plywood exists in this litigation. Under the guidance and direction of the Court, these plaintiffs' lawyers have represented the interests of

plaintiffs and class members throughout the course of this litigation. They will continue to represent those interests through the period of distribution of settlement funds and ultimate conclusion of this litigation.

director of technical services, National Association of Home Builders, Washington, D.C. will speak on "Housing in the 80 s, New Products for a Changing World." He will be followed by Don Wolf, president of Hardware Wholesalers, Fort Wayne, In., who will speak on "The Future of the Independent Retail Building Material Dealer."

Sunday's Business Session will cover "The Ten Commandments for Boosting Wood Moulding Sales" by Neal T. Heflin, director of marketing for the Wood Moulding & Millwork Producers. The session will close with a return engagement by Gene Stranaland, who will discuss "The Job That's Being Done in Washington and Who's to Blame."

These lawyers have already been awarded legal fees, and accordingly, ifyou have made direct purchases so as to qualify as a claimant, you have already paid for these legal services, including administration process. For this, as noted, there will be no additional charge.

Purchases from Defendant Manufacturers: If you were a purchaser of softwood ply.wood directly from any defendant during the period Feb. 28, 1968, through Dec. 31, 1973, your interests (including the right to share in the settlement fund) have been and will continue to be protected by plaintiffs' counsel.

Pressure Tleated Lumber is finding its way into more home improvement projects than ever before. Because more and more homeowners know the name they can tum !c for all the project ideas they want-along with all the Pressure Tteated products they

need. From nvo-by-fours to timbers and fencing materials. The name is Georgia-Pacific. We're the largest distributor of Pressure Treated Lumber in the country. With the industry's largest selection of CCA-trcatnd products. All of which goes a long

way toward buildingtour name as the one cuslcmers tum tc for all their building material needs. So give us a call. And get the products you need !c pick-up sales bv the truckload.

Ri,T& :;ffi','il, il ;!fii'#

Wright, City Lumber Co., Dyer, is vice chairman/chairman-elect; Roy Lambert, Lambert Lumber Co., Lewisburg, secrctary-treasurer. My former title of executive vice president has become president and chief executive officer with the

OI{LAHOMA NOTES

the improvement of property presently occupied as a dwelling by an owner.

The law requires delivery of a Notice

changing of thc titlcs of the top three officers by amendmcnt of thc bylaws.

Tom Henderson, Schcvcnell Ready Mix Concrete, Germantown, is vicechairman<oncrcte division. Regional vice chairmen are Frank Kinser, East Brainerd Lumbcr Co., Chattanooga, East Tennessee; David McClain, Shapard Lumber Co., Columbia, Middlc Tennessee; Ab Taylor, City Lumber Co., Jackson, West Tennessce. Past Chairmen are Carl Tindell, Ttndell's, Knoxville; Hoyl Gill, American Limestone Co., Knoxville; Morris Vowell, Vowell & Sons, Martin; John Phillips, Durham Building Supply, Callatin.

The law does not apply to new residentid construction, nor to commercial construction. It also does not apply where the property owner acts as his own contractor.

Most dcalers will recall that immediately upon passage of the law, the OLA consulted with legal counsel and developed a Notice To Owner form which complies with the law and furnishes the exact language required in the notice.

almost two years ago which has a direct bearing on whether or not a material supplier can preserve lien rights in circumstances where materials are furnished for

To Owner which, when signed by a property owner, certifies that the required notice was provided prior to the first furnishing of materials. Only one such notice is required during the course of the improvement.

The Notice To Owner form is available from the OLA in minimum quantities of 100. The forms are two-part carbonless -one copy for the property owner; the other for the material supplier's records.

The OLA and legal counsel recommend use of the Notice To Owner form.

STAN OWENS Drerldtot

man of the TBMA board this year. Reed

Oklahoma Lumbcrmen'r r{rroclatlon 616l ll. llry Ar., ()tLrbou Clry. ()l. Ttrlt (l0t) ta0lT?r

Mississippi dealers welcome economic upswing

ALES in the exhibit area at the Mississippi Building Material Dealers Association, Inc. convention and building products trade show, Feb. 9-ll, broke all records. Continuing the optimism, attendance was the highest in three years.

Representatives of 4l firms filled 62 booths for a sell out of the exhibition zuea on the second floor of the Royal D'Iberville, Biloxi, Ms. "Moving Forward in '84" was the theme of the meeting which brought retailers, wholesalers and manufacturers together for business and educational programs as well as the trade show. Kenneth Breland was convention chairman assisted by Larry Hammock, Wesley Rushing, Chester Hall, Stanley Ellis, Dwight Long, Carlton Moak and Robert Gatlin.

Breland, president of Breland Building Supply, Inc., Philadelphia, Union & Newton and Breland Ready Mix, Philadelphia, Ms., was elected president of the association, succeeding Larry Hammock, Builders Market, Inc., Amory. Wesley Rushing, Jones County Building Supply Co., Laurel, was elected lst vice presiden[ Fred Nabors, Nabors Hardware & Building Supply, Vardaman, 2nd vice president, and Chester Hall, Hall's Paneling & Floor Covering, Pearl, national dealer director.

A record crowd heard Thad Cochran, U.S. Senator from Mississippi, address an all industry luncheon. A round table idea exchange between dealers and suppliers was moderated by Larry Hammock.

Harry Lott, part owner of Simp-

son, Stepp & Lott Lumber Co., Greenwood, was recognized for attending 40 consecutive conventions

Story at a Glance

Record buying.. .U.S. Senator keynotes sessions. .business meeting, educational programs well attended.. .next annual Feb. 14-16 in Biloxi.

since 1945. A past president (1959), he received the award from Chester Hall. Henderson & Baird Hardware Co., Greenwood, were donors of the handsome plaque.

Social events included a Las Vegas party, an all industry banquet with dancing, and events for the wives planned by Anita Hammock, president of the Ladies Auxiliary, and her board, Shelby Breland, Louise Rushing and Nita Bennett.

Next annual convention will be Feb. 14-16 at the Royal D'Iberville Fiotel.

MISSISSIPPI Building Material Dealers Association, Inc., president, Kenneth Breland. (Top right photo, seated): Larry Hammock, Kenneth Breland. (standing) Wesley Rushing, Fred Nabors, Chester Hall. (Lower left) Harry Lott (len) received recognition plaque from Chester Hall. (Lower right) Anita Hammock, Doris Gallagher and Dot Gatlin in

costume for Las Vegas party.

PERS NALS

John H. Steln Jr. is mgr. of Adobe Building Centers, Inc.'s new Southeast Fl. district, according to John B. McCall, pres.

l.eon N. Odom has been named v.p. of dealer services for Midland Building Materials lnc., Monroe, La.

Rob Roy is the new director of operations, warehouse div., Moore's Building Supplies, Charlotte, N.C.

Tommy Wllson has joined Barton's, Stuttgart, Ar., as an estimator, according to James Futttll, mgr.

Grry B. Tller is the new pres. and c.o.o. at Wholesale Building Products, Nashville, Tn.

Phllllp Dobblns has joined the trading staff at Steel City Lumber Co., Birmingham, Al., according to Doyd Merks, pres.

Jimmy Whittington, owner of Jimmy Whittington, Lumber Co., Memphis, Tn., is a new director of both the Tennesee Building Materials Association and the Lumbermen's Club of Memphis.

Lloyd \thite, mgr., Benson Lumber Co., Hominy, Ok., is the 1984 v.p. of the Hominy Chamber of Commerce.

Tom Teel, mgr., Currel's Lumberjack, Elk City, Ok,, was named "Boss of the Year" by the local Jaycee organization.

Norris Radar, Jr., New lberia, La., is the new pres. of the Acadiana builder material dealers association. Rob Richsrd, Carencro, is v.p., and Pierre Schwing, New lberia, treas.

Ralph C. Hammer is the new district mgr. at Adobe Building Centers Inc., covering Bradenton, Fort Myers and Naples, Fl.

W. M. Anderson Jr., secretary, Elliott Lumber Co., Oxford, Ms., is the new pres. of the Mississippi Associated Builders and Contractors.

Don B. Cooney, v.p. of marketing, Maywood, Inc., Amarillo, Tk., has retired after 32 years with the firm with John I. Maynard, marketing mgr., and David Smith, sales mgr., assuming his responsibilities. Cooney will now act as sales agent for Maywood in Fl., the United Kingdon and Western Europe, according to John C. Maynard, pres.

Mark Burton is a new sales rep for Furman Lumber, Inc. in the Mid-Atlantic and Southeast.

Doug Willis has rejoined sales at South Bay Forest Products, according to Jim Frodsham, pres.

Don Ostcen is now executive v.p. and c.e.o. at East Coast Lumber, Ft. Pierce, Fl.

Prcston Jorden is now mgr. of operations at the Universal Forest Products yard, Aburndale, Fl.

Kenneth Mrthews is now mgr. of the Diamond Hill Plywood Co. office and warehouse in Chesapeake, Va.

Drvld Hardy is new in sales at Federal Paperboard, Reigelwood, N.C.

Kevln Klmbrcll is now co-mgr. of the 84 Lumber store in New lberia, La.

Robert Kramer and John Hurt have joined Savannah Forest Industries Inc., according to Gffy Scotl, pres., of the Savannah, Ga., firm.

Cralg Rastello is now director of planning and analysis at Homecrafters Warehouse, Birmingham, Al.

J. L. Wrlght, warehouse mgr. at Genuine Hardware, Creenboro, N.C., has retired after 55 years with the firm.

Rlchard V. Nunn is the new director of product education at HomeOwners Warehouse, Margate, Fl.

Rlta Blovlc is now a commodity buyer at GBS Lumber, Mauldin, S.C.

R. B. Allen has retired as executive v.p. of the Southwestern Hardware and Implement Association after 15 years. Allen Murfin is succeeding him.

Frank Burtin, housewares buyer and dealer market mgr., has retired from Genuine Hardware, Atlanta, Ga.

Gerrld Brown, owner of East Bend Sentry Hardware, B & O Sentry Hardware, both in East Bend, N.C., and Yadkin Plaza Sentry Hardware, Yadkinville, N.C., has been elected mayor of Boonville, N.C.

Mark Dunn, is the new mgr. of Scotty's Key West, Fl. Other changes: Frank Bcrger, mgr., Marathon; Steve Bailey, mgr., Bradenton; Dick Alvarcz, assistant mgr., St. Petersburg; Mike Sadowski, assistant mgr., Hypoluxo; Steve Nelson, assistant mgr., Riviera Beach; Richard Dodd, assistant mgr., Pompano Beach.

William H. Rogen has been named pres. and c.e.o. of Krestmark Industries, Lewisville, Tk.

James R. Voisinet is now pres and c.e.o. of National Gypsum, Dallas, Tk.

Steven A. Strasevicz is the new director of sales and marketing at Hoyne Industries, McDonough, Ga.

Walter Terty, namesake of Walter Terry Distributor, Inc., Houston, Tk., recently underwent cataract surgery.

Ken Shrw is now a marketing specialist at lnternational Paper, Dallas, Tx.

Sieve Snrvcly, pres. of the Snavely Forest Products wcstern div. is moving his offices to Dallas, Tx.

Jrck Slevenr, pres., Kirby Forest lndustries and lst v.p. of the Southern Forest Products Association, is the new vice chairman of the National Forest Products Association's International Trade committee.

Rrnddl Crrr is the new Western Wood Products Association field rep in No. Tx., Ok. and Ar. with offices in the Dallas-Fort Worth metroplex area.

Petcr Booth is now co-mgr. of the 84 Lumber Co. store in Bradenton. Fl. Gerrld Slrvney, Thompson-Katz Lumber Co., Mcmphis, Th., is the new pres. of the Southern Hardwood Tlaffic Association. Thomrs J. Welsh, Welsh Forest Products, Memphis, lst v.p.; Chrrles J. Snyder, Leader Lumber, Inc., Dallas, TX., treas.; district v.p.s are: S. L. "Pete" Ingram, Robbins, Inc., Louisville, Ky.; Rlchrrd F. lVrlght, Anderson-Tully Co., Memphis; Larry L. Brown, The Brown Co., New Orleans, La.; committee chairmen, Petrlck P. Carcy, Sam Carey Lumber Co., membership; Charles F. Wllson, Wilson Lumber Co., legislative; Dsvld Hagedorn, Frank A. Conkling Co., finance and auditing; Willism Browning, J. M. Jones Lumber Co., resolutions; R.P. "Rlck" Phillips, Jr., Coastal Lumber Co., regulatory transition; H. E. "Gene" Ptrker' Cutner-Parker Lumber Co., transportation services & equipment.

Sam E. Brasher has been named pres. and c.e.o. of Allied Materials Corp., Oklahoma City, Ok., according to Thomrs D. Barbour. chairman.

Bob Fent is now advertising/public relations director at Scotty's, Winter Haven, Fl.

Arthur P. Flippo, Doswell, Va., v.p. and sec. of Flippo Lumber Co. and a partner in T. Frank Flippo & Sons Inc., has been named man of the year in forestry by the Virginia Forestry Association and the Lumber Manufacturers Association of Virginia.

John Gendreau is the new co-mgr. of 84 Lumber in Mint Spring, Va.

John L. Anthony, div. mgr., Anthony Forest Products Co., El Dorado, Ar., has been elected a director of the American Institute of Timber Construction.

William F. Fondrrn, Jr., pres., Orgill Bros. & Co., Memphis, Tn., is a new member of the National Wholesale Hardware Association executive committee.

Clrester l)rawers is the new kd furniture line salesman at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Flcddy Fungus.

NEW P ODUCTS and

selected soles oids

Plptood Sldlng Panel

Simpson Guardian Siding is an overlaid plywood panel product with a reportedly better-than-plywood surface.

FREE READER SERVICE

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

Cook and Bottle Washer

The Kitchen Aid Dvision of Hobart Corp. has a new line of built-in cooking equipment featuring built'in ovens and four cooktops and a solid state dishwasher.

The Selectra solid state dishwasher combines the latest solid state technology with a variety of features.

Automatlc Llght Swllch

The Programmable Light Switch from BRK Electronics is an automatic lighting clntrol.

-With push button opcration, it replaces standard light switches while iombining a microprocessor'based programmable timer, quartz digitd ilock. on/off switch and touch dimmer in a singlc unit.

The switch also has hiddcn controls, one-button progam review, power failure protection, and a mode indicator that denotes whether a controlled light is on or off.

Resin impregnated overlays are bonded by heat and pressure to exterior grade plywood with a woodgrain texture embossed into the overlaY during bonding.

The clear textured surface, takes paint or solid color stain finishes,reportedly holding it up to three times longer than raw wood. Lightweight for one person application, the panels can be applied directly to the studs.

A variety of patterns are available in 4'x8' and 4'x9' panels.

Cheery Cherry Cabinets

A new series of solid cherrYwood kitchen cabinets with matching buffets, bathroom vanities and medicine cabinets are from the Guildmark Corp.

In several styles, they are made of cheny hardwood frames and doors, with cherry veneer sides.

Included in the built-in oven line are nine single and double ?4" and 27" electric units and two Z" gas models. The cooktop line features two 33 ".models, one gas and one electric,and two 42" gourmet cooking centers available in both electric and g:ls.

High Tech Insulation

Insul-Tray Inc.'s new multi-Purpose insulating system is approved for the United States Department of Energy and Canadian National Weatherization progr:rms.

Available in a high strength, water resistant, corrugated cardboard panel manufactured in 4' lengths and sizes to fit construction widths, it can be stapled or nailed to building framing members to provide a Permanent, positive and controllable cavity for iontainment of blown insulation. It is designed to be used in vaulted ceilings, under floors and on flat roofs.

Now in Uniform Building Code Flame Spread Classification Class I and Class II it will satisfy all building code requirements. It can reduce the size of lumber used in vaulted ceilings and flat roofs by providing a higher "R" value than is possible with batt products. It also provides the l" air space above insulation required by building codes.

apartment complexes, or manufactured housing.

Both the washer and dryer offer full-size load capacity in only about half the floor space as a traditional side by side laundry pair.

The unit measures 27/2" wide by 27V2" deep by 73" high. Standard washer/dryer units require about l0 square ft. of floor space; the new unit will fit into about 5 sq. ft. Controlled by a single solid state micro-computer, the integrated center includes a toploading washer section below and a dryer portion above.

Spray Away Leaks

A spray on roof and gutter patch, Kool Seal is an aluminized aerosol which can be applied to roofs, skylights, gutters, stacks and downspouts to seal cracks and stop rust.

Dryrng to a bright aluminized finish in an hour, the waterproof formula contains no asbestos or lead. The finish covers cracks and holes to 3/16'. lt can be sprayed on either a wet or dry surface.

Energy Saving Steps

Insuladder from European American Building Products, Inc., comes in one complete piece with built-in frame, hatch and ladder. The casing frame is equipped with fitting springs. The hatch, which is insulated with R-10 rockwool, is sealed with EPDM rubber strips and has a double lock bolt operated by a removable Allen key.

A ladder installed during the construction of a new home is said to pay for itself through energy savings in about one year while remodelers will have three years before it pays for itself. Federal or state tax credits could shorten the payback period in a recent installation.

Lighting The Way

Diablo Technologies' Good Nite Light, Power Alert, and Night Eye have UL listing and carry a one year warranty.

The Good Nite Light, an automatic night light that turns on at dusk and off at dawn, uses only seven watts. The photoelectric cell and a 10090 solid state circuit virtually eliminates flickering.

Power Alert goes on in a power failure. It plugs into any electrical outlet to provide added safety. Its reflector design shines the light out and down for safety. Also, it turns into a rechargeable flashlight.When it isplugged in and placed on its "auto" setting, a small orange light will go on indicating the power is on and the batteries are charging. Unplugged and switched to the "on" setting, it can be used as a flashlight. Fully charged, it provides continuous bright light up to 60 minutes.

Saving Laundry Space

Maytag's new home laundry ceriter offers full size capacity in roughly hdf the floor space of conventional equipment. The product answers the needs of people living in smaller homes, condominiums, townhouses,

The Night Eye is a solid state electronic lamp control. It turns either an indoor or outdoor incandescent light on at dusk and off at dawn. A patented dual photocell control system reportedly totally eliminates the flickering associated with similiar products. It can be used with any outdoor incandescent post or porch light fxture or indoor lamp with shade.

Wood Lighting Help?

Wood lighting standards from the J.H. Baxter Co. come in curved pole, straight top or side mounted poles with either single or double crossarm models.

These poles are designed to fit in with landscaping and residential developments. Laminated from Pacific Coast Douglas fir, they age and look like drift wood after a few years. Designs are reportedly environmentally compatible and can adapt to varied building conditions.

All standards :re pressure treated full length for protection against decay and insect damage. Standards meet or exceed the NEMA deflection requirements for 100 m.p.h. winds including 1.3 gust factors.

New Saws & Drills

Bosch Power Tools has new universal blade ji8 saws and l/2" drills.

The two jig saws ane a single-speed model 3230 and variable speed, orbital action model 3238VS. Both tophandled models accept universal blades with a roller guide for extra blade support under heavy loads. An adjustable footplate allows bevel cuts to 45o both left and right.

Three l/2" drills have electronic

variable s@ control and an indcpcndcntly mountd reversing switch. A preselector knob in the trigger switch allows desired speed to be preset. The three drills have a 360o adjustable side handle, heavy duty Watt-Watchero motor and are fully insulated for electrical safety.

pression molded fiberglass filled with insulating urethane foam.

The display includcs the door itself with silkscrecned lettering on a header and side panel. A literature holder is attached to the back.

The front display shows a dark walnut stain and an optional crystalline leaded, beveled glass lite. Both light and dark stains have a painted area that shows the finish options.

FREE READER SERVICE

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

A Classlc Entrance

Therma-Tru has a new Fiber Classic entrance door with point of purchase display.

The door is constructed of com-

Brass Plpe Flttlngs

The American Granby Co. has 27 new threaded bronze fittings, ranging in size from'/t' through 2".

Also available are threaded bronze 90o street ells, plugs, reducer bushings and l50lb. unions.

Ready-To-Assem ble Cabinets

The Long Bell SpaceCraft Line of ready-to-assemble cabinets is now available prefinished or ready to finish.

Reverse bevel edges on doors and drawer fronts eliminate the need of hardware.

Cabinet faces, backs of doors and drawer fronts are birch veneer. In-

teriors are covered with a washable woodgrain print finish.

The cabinets come with assemblv instructions, a parts list, screws ani hinges.

Quick Connections

Plumb Qwik's Qwik Trap is a flexible drain pipe connector replacement

for lVz " or lVt " plastic or metal drain traps.

The connector adjusts to pipe misalignment and tightens to drain pipe with two stainless steel bands. Instal-

lation requires only a screwdriver or nut driver. Made from elastrometric PVC material, the unit resists freezing. It can be squeezed to clean, with no drain tools or cleaners required.

Pots and Cane

Rubbermaid's home horticulture line has expanded with new planters and watering cans. Fulldcpth planters are designed to camouflage standard plantiry pots, or can be uscd for dircct planting. Facetcd sides present a contemporary look while drainage holes and removable saucers prevent overwatering.

Contlnental Chlc

A sleek European look typifies the Astra kitchen from Excel Wood Products.

The unit includes melamine laminate finish inside and out, adjustable shelves, self closing concealdd hinges and drawer suspension.

Available in three finishes, the kitchen can incorporate convenience options such as pullout wastebaskets, pullout tables and more.

V #2Ln4and1x6S45

V #24n4and4x6545

W Rough 6n6 and 8 x8 Tlmber tr- Flameproof Lumbcr and Plytlood

5ee you at the Fort Worth L.A.T. 5how - Booth #1111

Visible Vittles

Rubbermaid now offers a new product line, Servin' Saver Food Containers, in see-through plastic with various sizes and shapes to choose from.

Symbols molded on the lids and containers are designed so the blind and sight impaired can easily match pieces. A use and care leaflet packed with every product includes a full five year warranty.

Displaying their Wares

A Preway display van is taking new fireplace and heato products on the road.

Installed for viewing are a soliclbrass front built-in fireplace, a freestanding fireplace, a marcnry fireplace insert, and more. The display also includes vent free gas space heaters. Cut-aways of the products are shown.

The van is designed for special dealer and builder presmtations, trade shows and consumer events.

TRTIITB T|l|lM IRYT0 IHIHTT

)bu still can't sell a better wood for decks, fences and other garden structures than redwood. In fact, no other woods, even pressure-treated woods, come close to its performance and natural beauty. And no other woods offeryou better profits. Theies always a dependable supply and there's always a big demand because your customers knory the natural qualities of redwood. It lists longer, stays srraighter and weathers better than other woods.

. Plus, you get top dollar for every piece because it won't warp in your yard like other woods. There's no waste. So why offer imitations? Stock up now on the real thing*redwood.

How you can save on delivery costs

QUESTTON:

a,GILEASE discuss thc economics of f(l) Driver unloading; (2) Ride-along helpcr to help unload; (3) warehouse or store employec unloading.

ANSIVER:

For illustration purpos€s, prcume that drivcrs, helpers, warehousc and store cmployecs are all compensated at the same hourly rate and work a 50 hour weck. Thc truck being uscd is a 2Vz ton flat bd dump. The basic wage is $6 hourly. Pcrsonncl costs are listed in chart.

Each year, in a public relations offering, the Hcrtz Co. publishes opcrating costs for the scveral commercial vehicles in their fleet. Thesc costs are not rental rates, but "costs to op€rate and maintain ownership," An operator's salary is not included in the figures and their per mile cost of $l.Z) (approx.) is based upon driving 15,000 miles annually. This information, combined with personnel costs developed above, is shown as total delivery costs for a2Yz ton delivery truck. Esentially, from wherever an addi-

tional person is recruited to help on the delivery truck, per the example shown, the cost of delivery goes up almost 3590 when a helper is added. From the income, or sales side, the numbers can indicate a point where practicability will allow for another person on the truck, Experience has shown tlat the classic lumber dealer averages about $600,000 per year in delivered sales per truck operated. Delivered sales of $6m,000, that cost $38,592 to make, generate a 6.40/o delivered sales ratio. Using these figures, it is possible to compute no loss - delivered sales dollar value points for a driven distance with either one or two people on the truck.

The chart shows that the cost of one person operating a truck for a 20 mile trip (10 mile radius) is $51.40. When a second person is added, the cost of the same trip is $78.80. To recover the "one man" cost (6,490) $803.13 must be delivered. To not increase the 6.40/o dilivery cost ration, the "two man" trip of the same distance must deliver $1,231.25 (6.40/o of $1,231.25 equals $78.80). At a 20 mile radius, the numbers are $1,606.25 and $2,446.88, and at a 30 mile radius the numbers are $2.409.38 and $3,693.75. To hold the percentage of cost at the same level, when a second person is added, the value of what is delivered must increase by almost 3590 over what the one man crew delivered. When the no lossdelivered sales dollar value points are exceeded with either mart power configuration, the company's delivery costs, as a percent of sales, are reduced and conversely when they are not met delivery costs as a percent of sales go up.

Generally, full time helpers want to be something else. Warehouse people love to ride in the trucks, but it disrupts the yard rirutine. Salespeople don't like to ride in the trucks because they are not dressed for the task. If a helper is put on a truck, make sure that the addition is both economically and psychologically effective.

"Manogement Sumeys the Black Hole of Delivery, " divided into three separate dollar volume manuals, under $2 million, $2-5 million and over S5 million, is ovoilable for W5 from Builders Express Inc., 1/'550 Plano Rd., Dallos, Tx. 75243.

Don't Burn The Wood

Dealers should caution customers that it can be dangerous to burn treated lumber in a freplace or any open flame fire. Poisons released into the air can cause serious illness.

Treated lumber should be used only for its intended purpose in building. Scraps which can not be utilized in small projects should be buried according to industry experts.

Champion Supports Olympics

Champion International Corporation will be the only forest products company among several dozen American corporations sponsoring telecast coverage of the Summer Olympic Games in Los Angeles in July and August.

In addition to a series of commercial messages tied into its corporate advertising theme of "Planting Seeds for the Future," the company will sponsor I I kilometers of the crosscountry Torch Relay in which amateur runners carry the Olympic flame from New York City to Los Angeles in an 82-day, 12,000-mile procession through 1,500 cities and towns.

Home Center Cram Session

Handy City, Handy Dan, House Works and Home Depot are among the home centers participating in seminars staged by fieldmen from the Southern Forest Products Association. New Orleans, La., Atlanta, Ga., Orlando, Fl., Charlotte, N.C., and Birmingham, Al., are on the seminar circuit.

100 YEAR anniversary celebration lor Bruce Floors, Dallas, Tx., kicked off with a reception in H0uston. (Left) Floyd Sherman, president, and Joseph Nussbaum, senior executive vice president, cut a birthday cake at the firsl of a year-long schedule of events.

(214) 843-s538

KEEP 1T IN silOCK

Stcklng Orrcor FFI rood ndct

s-: Bca@ ol ht br iFatrr plc*. uP, tlortga problana and yard lotr arc laaa lhtn wllh convan. tld.l typ.. of FnT r@d. By .tocklng qurllty .p.cl.ltt p.oduct, you can ballar aarva arlallne cualomara and atl.acl woG, Prcnollonal lllraluo la lvallabla to atlnulata 116.

rllh ordlmit un|.aAad wood. |l'a b-n 9rantad a U.3. pAad.

GROWINGDEMA|ID

Th. uo.d l. gdthg ..ound. ArchL lacla, conlractora anal bulldlng ownan ar l[hlng ||M and |r|m on Oilcon tl.a ..lardart traatad

ADD TO YOUR PNOFIT3

lt'r b.|ne pffi.d to ysr cu& tm by tsll-pr9. ..L ln ndlon.l rrchlldunl, bllldlng lnd 6m!e nanl publlollona. l{o.ly aO rL. d.vdopftd nF .uol|tlu 6 matl|tg paatu tlona to daalena?a, agacllla,r, ofnaaa and olha. pu.charln! lnllu.M.

Drrcd tlo Ftrrdrnt tnatad rood haa frtny tppllcrllonr: Iruaaaa, dud!, ban., pu.llo, lol.L, dcl(. Ing, ahaalhlng and dhaa rdliar. prolcl.d pl.6 rh.o llr oLt .@ b itnlrahL.

Fq lLt of &pdLn llcftDd to p.!d{€ thla prodscl, rrlla lo KoF p.D Comp.ny, Inc., leoo Xopp.n Bulldlng, Ptl.tsrlh, PA lade.

0UALITY is an important concern for Larry Gr:othues (top pholo), president ol MG Euilding Materials, San Antonio, Tx. Richard Boorman has implemented a marketing program designed to create a new image lor the wholesaler.

Wholesaler expands market with sales promotion

and aggressive mar-

are paying off for IvlG Building Materials, producers of pressure treated wood in San Antonio, Tx. In the pressure treating business for only two years, it has developed into a major wholesaler.

-UALITY

$keting

"Too many companies are more concerned with talking about what they've got than listening to what you need. This is an attitude we cannot afford at MC Building Materials," explains Larry Grothues, president. "Our business is based on producing the highest quality pressure treated wood in Texas, and servicing our customer's needs."

MG Building Materials of San Antonio became an Osmose licensed treating plant in 1982. With sales conducted throughout Texas and the neighboring states, MG experienced a 3690 sales increase in 1983. Total production was set at 27 million board

feet, with an additional l79o growth expected during 1984.

"The fantastic growth in our short two year history can be attributed to our aggressive marketing program, and problem solving policy," said Richard Boorman, sales manager. "Our marketing program is designed to build a new image for MG, from a small independent retailer to a major wholesaler. "

MG's 1983-84 Sale-A-Thon quickly

Story at a Glance

Sale-A-Thon builds aggressive image. .hot line, rebates help customers. . .new prgssure treated products give last tums . ..market problem solving bolsters sales.

established this new identity. Designed to increase sales during the traditionally slow months, the program offers the opportunity to qualify for prizes based on the volume of lumber purchased during the sales period.

Boorman noted that. "The Sale-AThon was extremely effective, especially since it coincided with the Osmose Major Accounts Program. In this program, large purchasers of Osmose brand pressqre treated wood qualified for manufacturer's rebates direct from them. This enabled our customers to get both prizes from MG and a cash rebate from Osmose."

T0TAL production of 27 million board feet stressed maintaining standards which produce the highest quality pressure treated

MG Building Materials is a firm believer in supporting their retail dealers at the point-of-sale also. MG offers a variety of promotion aids, from signs and banners to free d-i-y building plans and educational audio,/visual programs.

wood. Modern equipment helps to achieve this goal.

MATERIAL lrom MG is shipped throughout Texas and to neighboring states. Last year they experienced a 36% growlh in sales with 17% predicled for this year.

"We will also be supporting many of our customers with a new sales progrErm from Osmose," Boorman continued, "the Osmose Preferred Dealer Program. We have already enrolled nearly 100 retailers in this program."

"Of course, advertising is only one service we offer." Boorman said.

"We are also concerned with providing our customers products that will give them fast turns. To this end, we introduced 5/4 x 6 decking lumber in 1983. Since then. it has become our most popular product. It is easier for the do-it-yourselfer to handle, and enables him to lower his deck building costs by about 2090. As other challenges present themselves, we will solve them with the same end result of serving our customers better."

"So as you can see," Grothues concluded, "MG's marketing philosophy is simple: Excellence is achieved only through consistency, innovation, and quality."

Pressure treated wood KO's termites

lrRS cirrr lrclp bloek tlrc

Fl'ttrntrlsrrrr tcrtttilc ittvrrsirltt ol' tlrc Sorrtlt hv rccottttttcttclittg tlte ttsc ol' prcssrrrc trcalcrl rrotlcl, tlttc tll lltc rrrost cllcctivc wlry-s ol coltttrltliltg, lltc pcst, l() tltcrr ctrst0tttcrs.

-l.lnll

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Sorrrc btrildcrs uttd spccil'icrs havc hecn lccl lo belicvc that thc usc ol'altv rrood in u buildittg catt bc drtttgcrtlus.

A rcccrtt tttecting sponsorccl bl'thc

I:lorid:r I.trtnbcr and lluilcling Mlrtcrial l)culcrs Association dicl rnuch to kill

rurnors arrd providc l'itcls abottt rvays to control lhe problcnt. Rcprcscntativcs ol' thc Univcrsity ol' I'-lorida Agricrrlturc Rcscarch and Lrducation

C'cntcr, C)smosc Wood I'rcscrving (lo. ol' Anrcrica and thc Amcrican Wood l)rescrvcrs Burcau briclcd dealers, building ol'l'icials, pressure trcat-

crs lutcl pcsl cotttrol ittrlttsltv rcl)rc\ctl lrrlir cs rlrt tlrc lrcst tttclltotls ol cottlt ol.

ll u'rrs gcttcnrllv itgrcccl tlltt ptogrct

It prcssrrrc ltclrlcrl woorl is ottc ol lltc trcsl rlclcttscs lrgrrittst l'ottttoslttt lct rnitc attuek. l)orrrt Kcclc, Atncriclrtt \\'ootl l)rcscrvcrs Ilrrt clrrr r .yr. rttttl clricl irrspector, crpluittcrl tlrrrt tlrclc itrc rcltlll ottlY tr.r'rl \\'itvs l() prtllccl Irrrnlrcl l'rottt clcslrtrctiott kcclr rvoocl clrt ()r u\e pro;lgrll l)ressulc trcatcd rvtlocl. [.Jltlcss trotlcl cittt bc kcpl rlrr'. prcssurc tt calctl u'ootl is csscl) t iul.

lJrrlrcalccl lrrrttber rttrrsl trc prrrcltitscd rlrv rvith u graclc ltrark llutt sltows it is cilher K[) or S-l)rr'. ll tttrrst stav rlrv both in st()ragc lrrtrl itt rrsc sincc I:ttrlnoslul tcrrrritcs arc sttbtcrfttttcatt lutcl nccrl ntoisttrre to srrrvivc. I)rv sotlcl rvill not providc tlte ttcccssitry tttoisturc

Il lunrbcr can rt()t bc kcpt dry or il' it is placcd in any kind ot usc w'hcrc a dccay rlr tcrrnitc hazard exists, such as in ground contact, thc lunrbcr ntust bc prcssurc trcalcd. Stakc tcsts cttnductcd by thc U.S. Iiorcst Scrvicc in l.ouisiana havc conl'irmed that arscnical

rrootl Jrtcsetvltlircs ltrc t'llccttve Itgltittsl tltc I ()ltttostttl lcrltlllc\. Strtllltcnt 1'rittc irlso lrrts bcctt tlcletlttiltetl to bc tlrc lll()\l c()tltl)ltlihlc soll rr ood sy'rccics krtorrtt lirt prcssute lreltlltlctlt rr it lr ltt st'rtie:tl tt ttttrl 1tt t'rt'l r;tl ir es sttclt its clttotttittctl c()l)l)('l ittscllate (((n).

\l:rrrr rl t r' 1rtoir'rl. ttt;ttttt'l)t\'\\ttre Ileltlt'tl utrtltl .,\it eotttltlitlttel sttpptlrls, slrrtrlbrlrcs, rlceks, rrltlkr lttrd Pool srrrr trtrntls pror itle tltc illuttp or r't0rrrrtl eonllttl ctrrrr0rrtttt'ttl rrlrich lrr eetls I or nl()\iul let tttiles. I lrt' r etltilr't Irlrr\l ltrlvise llrc cu\l()tll('l ott lltc pr opct e lttlie t' ol rr rlttrl rts rr t'll ltr ltssrrle lltlrl Itis rroorl ts pttrpct lr lrcrtlcd. I lc cirrt rlo t lris br'lelrrrtirtg to itlcnlif'y ltrrrl rclv ort tlrc rlrurlitv Ittrtr k ol the ,,\rrrclie lrn \\'oocl I)r'csclr crs lJrrrcau rrrrcl ils ccrtiliccl rlrutlilv corttrol inspcctiorr ugencics irrclrrrlirrg l:lorida Lrrrttbcr lrtsyrectiott Scrvicc, I rochling & Robcrlsort, Inc., ('. N'|. RoLr Service, Irrc., Sorrtltclrt l'inc Iltspceliott Burclrrr, Sorrtltrveslcrll Laboritlories and 'I irnbcr I)roclrrcts lnspectiort attcl 'Iesting Scrviccs.

April,1984

P.T. Lumber at World's Fair

The Curt Bean Lumber Co., Amity, Ar., has donated a shipment of No. I pressure treated dimension lumber to be used for tree planters in front of the United States Exhibit at the World's Fair. The quadrennial event opens May 12, 1984 in New Orleans, La. Koppers Co., Inc., is donating 75 sheets of exterior plywood and Weyerhaeuser Co. is donating 13,250 board feet of lumber for the same project. Robinson Lumber Co., New Orleans, is providing 1,500 board feet of pressure treated 2x8s for a walkway in the Nature Plant Exhibit, a display of Southern plant life arranged by the Forest Services.

Bean Lumber has noted an increase in their pressure treated lumber business and is currently shipping at a 50 million board foot annual rate and is considering adding a second shift, according to Tim Bean. Additionally, he said, the company has been investigating three separate sites in Texas as part of a possible expansion move.

SFPA Opens London Office

Southern lumber products are being promoted in Europe from a new office established by Robert Kincaid, the first Southern Forest Products/Western Wood Products Associatioti U.K. technical softwood representative, at 4th floor, 69 Wigmore St., London WIH 9lG, England.

Mld-South Wood Producti . . Your Prersure Treoted Lumber Hecdquorte13t

There's never o problem finding quolity Osmose brond pressure freoled lumber when you coll Mid-South Wood Products. Ouryeors of expertise in fhe lumber indusfry enobles us to offer o complete line of Osmose brqnd pressure treoted wood products . ond fhe service thot goes with it.

Our rpecloltler Include:

eDimension [umber

oTimbers

oFencing

oGuord Roil Post

Nerttlme

oPlywood

oBuilding Poles

eFlooring

oSiding

youorder,collurforcquoie

r-8oG64it-1t87 (Our of, Stote WArs) Or r-50t-39+t272

P.O. Bor 22!

AIIYantagql Aduertising system

TREATED MARKET

(Contlnued from page I0)

20', lx8 lap-n-gap cedartone siding, 6x6 S4S in l0 s, 12 s, and 16 s, lx5 SISIE used for farm fencing, all lengths of 4x6 f2 grade dense used for varied uses in light construction, lx4 and lx6 n grade S4S used as fascia material, t/zu and t/tu CDX plywood, 2x6 center-match for trailer floors and kick boards.

Big Credit Customers: 2x4 thru 2xl2 f2 as well as 2x8 and 2xl2-24 'pine, 2x4,2x6, and 2x8 Underwriter's Laboratory labeled FR-S fire retardant treated wood, and Vz", 3/r", and 5/8' CDX fire retardant treated plywood, 8x8 rough timbers, 2xl0 center-match wood, and 3x8 and 3xl0 rough in lengths of 12' to 20', architectural finished laminated beams in widths of 3 " and 5 " and lengths of up to 60', exterior fire retardant cedar shakes and shingles.

Whether you sell a lot, or a little, pressure treated wood is a potentially profitable and fast growing product line for your company if you take the time to define your market carefully.

Treated Lumber Projects

The scarcity of plans for projects designed exclusively for pressure treated lumber is a common complaint among retailers.

An answer to this problem is the brand new Book of Decks and Outdoor Projecls from Georgia-Pacific. It contains 32 pages ofideas for building and planning decks and outdoor projectsall featuring pressure treated lumber. Detailed plans include a gazebo, sun porch, planters, a sandbox and a buffet on wheels.

The booklet details deck building basics such as planning a deck and selecting building materials, attaching the deck to the house, setting posts, attaching joists, nailing the decking and fine finishing polnts. Building stairs and railings is covered as well as information on wood joinery.

Plans include a basic square deck which is easy to build and economical. Gridwork decks, terraced decks, "around the pool" and fire pit decks are also featured. Fences and walkways:ue pictured, as well as an arbor and a mini-pool for the kids.

NEWLITERATURE

Vinyl Flooring

A 4-p. color brochure displaying different types and styles of vinyl flooring is available free from Natural Vinyl Floor Co.,Box 1302, Florence, Al. 35631.

Who's Siding with Whom

A free 6-p. color brochure highlighting the applications of redwood siding is available from the Simpson Timber Co., Redwood Div., P.O. Drawer V, Arcata, Ca.95521.

Cement Patching

A l6-p. booklet about fast setting anchoring and patching cement is available from Hartline Products Co.. 2186 Noble Rd., Cleveland, Oh. &112.

Roofed Over

The "1984 Manual for Built-Up Roofing Systems," a 56-p. reference guide is free from the Manville Service Center. lffil 23rd. Street, Denver, Co. 80217.

Decking for Cover

A technical bulletin on roof membrane systems is free from the Asphalt Roofing Manufacturers Assoc., 6288 Montrose Rd., Rockville, Md. 20852.

Decked Out

A 32-p. color brochure on deck construction is free from Georgia-Pacific Corp.,Box 105605, Atlanta, Ga. 30348.

Structurally Joined

A free, 36-p. catalogue of structural connectors is available from The Panel Clip Co., Dept. A8, P.O. 03, Farmington, Mi.4802.

Grand Entrance

New foyers and welcome rooms rue described in a free, full color brochure from Simpson Door Co., 900 Fourth Ave., Seattle, Wa. 98164.

FOR PROMPT SERVICE

on all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in Building Products Digest, Many thanks!

Copper Coverings

A free data sheet on mechanized standing seam copper roofing (401/4) is free from the Copper Development Association Inc., Greenwich Office Park 2, Box 1840, Greenwich, Ct. 06836.

Shuttering Help

A free decorating guide featuring shuttering possibilities in home design is available from Maywood, Inc., P.O. Box 30550, Amarillo, Tx. 79120.

It's Your Business

"Improve Your Earnings," outlining a course for small businesses, is free from Management Dynamics Inc., Rt. l, Box 3, Burton, W.V.26562.

Selling Out Sugestions

A 4-p. report on selling your business is free from the Independent Business Institute, P.O. Box 159, Akron, Oh.44309.

Air Access

A lGp. ventilation products catalogue is free from SII Swartwout, 4200 Highway 75 North, Sherman, Tl. 75090.

Asphalt Tops

An audio-visual training program covering roofing with asphalt shingles is offered by the Asphalt Roofing Manufacturers Association, c/o Sumner Rider & Associates Inc., 355 Lexington Ave., New York, N.Y. lfi)17.

Wood Moulding ldeas

A 128-p. book describing 500 ways to use wood moulding in various projects is $4.95 for a single copy or less for quantity orders from the Wood Moulding & Millwork Producers Association. P.O. Box 25278, Portland, Or. 97225.

Lights Opening

A free 56-p. window installation book is available from the Andersen Corp., Bayport, Mn. 55003.

Doors to Change

A l2-p., color brochure on doors and remodeling accessories is available free from Maywood, Inc., P.O. Box 30550, Amarillo, Tx.,79120.

Worth 1000 Words

A 58-p. manual, "How To Read Architectural Drawings, " is available free by writing to United States Gypsum Co., l0l South Wacker Dr.,Dept. #122-ZZ, Chicago, Il. 60606.

Track Tips

A track lighting booklet is free from Halo Lighting Division, 400 Busse Rd., Elk Grove Village, Il. 60007.

Hardwood Guide

"Where To Buy Hardwood Plywood & Veneer" is available for $2 from the Hardwood Plywood Manufacturers Assn. Box 2789, Reston, Ya. 2?-W.

Security Grille

A color brochure describing decorative aluminum security grilles is free from Juralco, Inc., 1365 Darius Court, City of Industry, Ca. 91745.

Efficient Kitchens

A paperback book, "The MotionMinded Kitchen," based upon motion research is available for $9.95 from Houghton Mifflin Co., TWo Park St., Boston, Ma. 02108.

Maze Stormguard "PTL" Nails are the zinc-coated nails best suited to cope with corrosive salts found in pressure-treated lumber. Each nail is actually dipped twice in molten zinc to insure a thick, uniform coating that protects the nail from prematurely rusting and spoiling treated wood projects.

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

Dealerc tell it like it

is um?"*effi*H#,

the product? This question often soems to be lost in the push to build a market, attract @nsumenr and establish brand idmtification.

For a cross scction of opinion, Buildin| hoducts Digat talked wittt Jimmy Stegall, Stegall's Builder Mart, an affiliate of Buildo Marts of America, Marshville, N.C.; Alan Coleman, purchasing agetrt, Charleston Lumber Co., a Seacoast Buitdirry Ccnter branch, Charleston, S.C.; Jimmy Price, manager/owner, Ed Price Building Materids, Baton Rouge,

Story at a Glance

Pressure lreated products wln hlgh marks...quallty mark, advertlslng, promotlon valuable. .warranty uncerlaln ...radlus edge decklng wel. come.

La., and Ken Porter, general sales manager lumber, Georgia-Pacific Corp., Atlanta, Ga.

Agreement on the future of pressure treated wood ranged from good to excellent. Continuing growth in sales regardless of the customer mix is the norm with an expectation for even more growth as the advantages of the product become firmly entrenched.

Ken Porter was alone in expressing concern over the future. He feels that while the demand will be up, it will not equal the previous S0s/o a year increases. He anticipates the capacity for treating exceeding the demand in all but the peak times. Quality skimping to reduce costs could result from this situation.

In some areas the price differential between pressure treated and redwood makes the treated lumber a better buy. For example, in Baton Rouge redwood can sell for three times the price of treated. Cedar fencing also is more expensive than pressure treated fencing. Because Southern pine read-

ily accepts CCA treatrnent, there are many treatment plants in the South. This is an important price factor, making local materials less expensive than those shipped from the West Coast.

The American Wood Prcserving Bur€au's quatity stamp is regarded as the hallmark of the industry by the majority of dealers. Porter seems to speak for those interviewed when he stresses the importancc of making the consumer and the purchasing agents aware of the value of the independent third party inspection and the significance of the quality mark. Coleman adds that education should be increased to the point where "people ask for the quality stamped product."

Opinions differ on the value of the warranties offered by some companies. Stegall considers the warranty useful because "people like it." Coleman refers to it as "piece of paper" which doesn't carry over to a second owner.

As with the warranty, dealers appear impressed with tradenames. Price related treated wood to facial tissue, saying "the tradenames have become generic for most consumers."

Dealers interviewed are happy with pressure treated wood and "don't see how it can be improved." There is some discussion about the need for treating better wood, but no serious complaint. The new radius edge

(Continued on next page)

oECl( Ctllllcs Involvo tho enllre stalf at Ed Prlce Bulldlng Matorlals, including Ed and Hazel Price. owners.

CHARLEST0N Lumber C0. is located on the coast where many beach homes using a lot 0f pressure treated decking are being built.

Classified Advertising

FOR SALE:4E" Stenner reslw

40 Hp motor, blower, sawdust tower. Max length of saw 7A' 8' , Mu< width of saw 5%" $30,000. Crestwood Lumber Co., 5127 Pennington Rd., Live Oak, Ca., 95953 (916) 695-3381.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5; South American Hardwoods, $4; all three. $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

CONSLTLTANT-lumber yard operations. 33 years experience - 26 years as superintendent and director of operations for large So. Ca. lumber company. Responsibilities included: customer expediting, dispatching, yard layouts, hiring, production, vehicle and equipment purchasing and maintenance, etc. Will travel anywhere for expenses. Also available for seminar Fffi ipation GIf (2tD) 6SJS77, or-uilteeonsultant, P.O. Box 100, Oakhurst, Ca.93&.

Buildino -Produ&

CTASSIF!EDS

Call (714) 549-8393

(Continued from previous page)

decking is seen as a good addition to the market as is treated fencing.

All feel that consurners need to know more about treated wood, especially the importance of the AWPB quality mark. Because most customers buy for the "green color" or appezuance, dealers think that there should be more industry oriented advertising to educate them on treatment levels and their proper uses.

Promotion, advertising and inhouse projects such as deck clinics vary from store to store. Ed Price Building Materials has two or three deck clinics a year and advertises in print, radio and tv throughout the

(Continued on next page)

500 a word, min. 25 words (25 words = $15), Phone number counts as onc word. Address counts as six words. Hcadlines and centcred copy ea. linc: $4. Box numbers and spocial borders: !4 ea. Col. inch rate: $rl0. Names of advertisers using a box numbcr ca4not be released. Address all replies to box numbcr shown in ad in care of Bulldlng Prcdncts lXgcst, 4lllXl Clnpns Dr., Sultc {tll, Ncwpori Berch, Ce. 9166|l. Make chocks payable to Cutlel Publlshlng, Inc. Mail copy to above address or call (714) 549-8t9t. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY.

CREOSOTE. PENIA. CCA

ARXLA FOREST PRODUCTS

P.O. Box 989, Rayville, L,a-71259 Mark Brown, owner (31t) 72E{4{Ir

WHOLESALE lumber & distribution center in Houston, Tk. Room to expand. Great potential. Reply to D.A., 665 San Jacinto Building, Houston, Tx. 77W2.

DISTRIBT.,TTORS WANTED FOR TOP QUALITY PAI\IEL DOOR,S

Made from the Finest

Philippine Mahogany & Rosewood

Available in:

r Plain or Hand-carved

. Standard or Made to Order Designs

Shipped either:

r Prefinished (Natural or Walnut Stain), or

o Plain Sanded Finish

A division of: Ingasco, Incorporated

20 W-l2th Ave., Caloocan City Philippines

MARION PRESSURE TREATING CO.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, Rt. 3, Box zt0, Marion, La.7126O. (318) 2924511.

Tel: 361-l6ll to 361-1618

REMINDER: Payment musl accompany the copy you send in for classified ads. Just use the instructions above to figure the amount. When you call in ads, we'll tell you the amount that must be sent for lhe ad.

Timber Products Inspection, Inc.

NAIIONAL AND INTERNATTONAL INSPECTION AND QUALITY CONTROL SER. VICES FOR AII WOOD PRODUCTS, AND ALL -SPECIES, TNCLUDING GRADEMARKING OF LT,JMBER UNDER THE ALSC PROGRAM, QUALTTY MARISNG OFTREATED LUMBM UNDq TUE AWPB PROGRAM,AND QUAJTY CONTROL/. QUALITY MARKING PRoGRAMS FoR FIRE RETARDANT TREATEb Wq9,D-IBqq E9, 4ND BUIII,ING LOGS. SERVICES INCLUDE TRAINING, QUAIJ- Ty MoNtroRrNG, cERTrFrcATtoN, sAMpuNG, RErNspEcrrox, specricArron WBTTING AND/OR CLARIFICATTON AND CONSULTATION ON LUMBER WKTIINij ANT'/(,K (;LATUFT(:ATI()N AND ON (r_E4rEP1qN!BE4rEp), TRUSSES, pLywOOD, POLES, CROSS rrES, FINGER. JOINT, I.AII{TNATED STOCK, AND BUILDTNG LOGS.

Obttuarles

Illck Fcnn, retired purchasing agcnt for Stottlemycr and Shoemaker Lumber Co., Saiasota, Fl., died Jan.23, l9&4, after a long illness.

A membcr of the lumbcr industry since 1939, he had been employed bY Stottlenrya and Shoemaker from 1968 until five years ago when he retired. Hc scrved several times as dis' trict director for the Florida Lumbcr and Building Materials Asociation.

Mr. Fenn is survived by his widow, Wanda, two daughters and a son.

DEALER INTERVIEW

(Continued from page 45)

Baton Rouge area. Stegall advertises its deck progmm, but doesn't advertise to its big farm market because "it's just there." Georgia-Pacific concentrates on educational materials and sponsoring deck packages.

TREATED I'IOOD

(Contlnucd from page 9)

important, as consumer look for information on thc capabilitics of treated lumber and ways to use the product.

A retailer's inventory is an important consideration. The best time to darelop an inventory depends on the marka conditions and the sizc of the retailcr.

"Some retailers may want to buy their treated lumber in the fall or early winter, when building slows down, because they can get the products they want at a better price," says Anderson. "On the other hand, other dealers prefer not to carry an inventory through the winter, so they'll buy in the spring to prepare for summer demand. Some carry a basic inventorY of ?.x4, 2x6 and 4x4s with specialty iterns as they need them."

"Most of our retail customers stock #l grade. It's a better looking wood and doesn't cost much more than {2," says Tobin. "lf You're going to buy treated lumber, you mieht as well buy the best, and #1 seems to be the preferred material."

ln some markets, retailers maY have to expand their inventory and carry different types of treatd lumber in order to compete. Generally, the following proportion of #l grade, .40 treated lumber is recom' mended by Willamette and its distributors, according to Edwards: l/3 truck load of 2x4s,2/3 trtck load of 2x6s, I truck load of the following mixed materials: 2x8s, 2xl0s, 2xl2s, 4x4s, 4x6s.

incrcasc sdcs. Al with any new product, information is constantly changing.

a lot of emphasis on

AWPB's "cloverleaf ."

Tleated lumber can be a growth axea for the retailer. Providing knowledge of the product for the consumer is essential in order to

slrlp Attowoy o rc3ponsl- blc, scrulccorlentcd truclrlng rystem operotcd by c relloble, uell-€3tobllshed compony you con ;ely upon.

tfr/b shlp to and from the tl8 con' tlnental states and Into ontarlo and ouebec, canacla wlthout Inter' llnlng. coast-to-coast forest products haullng ls our speclalw.

Anorfcu Wood hacrvcn Bwtru. .,...22

Arllr Fortri Prndnctr. .........45

Atiury Ttucll4 lllvblol. .,...6

Ecrn Lunbcr C.onpuy' Cori...........19

Ecvorly Mrnnlrcturln3 Cr......'.......3E

Crlllonlr Rcdtood Arrochtlon.. ....35

Cdllornlr Wholcuh. ..........3t

Clhrnplol Intcmlload C.on.. ...... .11

C.outdLumbcrCo..... .,..,...41

C,olc & Arroclrtct, Inc., Jobn T.. ..'45

CootrctLumbcrC;o.. ............?

Ilcrn Lumbc Co..... ..........37 DutcCltyLunbcrCo.. .'....'..lt

Fortrt Productr. .... .23 Edor lVood Prtrcrrl4. ' '3

Gcorylr-Prclflc Corp., .,A-25, Cover IV Hlrt & Wood. .... '....33 Humphrcy LumbcrCo.....,,...2It lngrrco lnc.,...

GE0RGIA-hcitic's Ken Porter, who has some concern about an over supply of pressure treated lumber, places

the

vfr fe 22 mlles from the ilorthern callfornla border. vu?lte us at P.o. Box 819, Phoenlx, Or. 97535

OurNprne Says It All.

Our name says a lot about our product and what it can do for you. \ilfty?

Because after thousands of man-hours of dedicated research, design and refinement, we developed a data processing tool specifically for the building materials industry.

A computer system for lumber and home center dealers and owners; designed by people like yourself, who know the business from the inside out.

A system that allows you to plan, rather than react to your business needs. Bring your business together.

Profi tMaster uses Texas Instruments computers to give quick access to information in every area of your business. Information that allows up-to-the-minute control of margins and inventory; more speed and higher accuracy at the point-of-sale.

ProfitMaster improves productivity of your sales people, so they can spend their time doing what you hired them to do-sell.

Overall, the ProfitMaster system offers a wide variety of helpful applications such as:

. Inventory Control

.

Accounts Receivable

Sales Entry/POS

.

.

.

.

Purchasing and Receiving

Quoting/Estimating

Accounts Payable

General Ledger

Operations Management

Cash Audit

Financial Planning

. Payroll

.

\tr7ord Processing

Our specialized support staffwill help you plan and install your ProfitMaster system. And once you're on-line, we will train you to use your system to its fullest capabilities.

hrt ProfitMaster to work for you. Ask any ProfitMaster user. ProfitMaster delivers.

. In fact, many users are stockholders ln our company.

\7e value such confidence in our product. After all, it's no accident that our name says it all. \7e stand behind you, from start to finish.

For more information on the ProfitMaster system, write or call us at (512) 835-7085.

I7e mean business.

Redwood lumber from garden gades and rustic sidings to architectural gades of Bee through clear- all-heart. Delivered straight to you from Georgia-Pacific's Ft. Bragg Mill.

We'rea member of the Califomia Redwood Association and the Redwood Inspection Service. Look for our gade stamp for your assurance of quality.

Georgia-Pacific, your source

for Redwood Lumber and Douglas Fir. Call us today at7071964-0281. We're your source for quality products. And thatb a promise you can build on.