Building Products Digest - April 1987

Serving the lumber markets in 13 Southern states

Thelh'o Schools of lho

PnssureTrmtsdlilood:

Stocking both Osmose@ and Sunwood@ pressure treated wood gives your customers a thoic.. Before Sunwood, they either bought OsmoseP or they bought somethin$ else- Give the buying public what they want. Clean and safe* Osmbse brand pressure treated wood' Or, give them today's answer to high priced redwood or cedar. Sunwood.

Great Southern has been your source for solid selling Osmose Wood Products for a long time. And, you've built your reputation on Osmose safety, durability, and, especially, customer preference.

0nstatooflhArt

Osmose and Sunwood. A double-barreled approach to the retailing of pressure treated wood. From Great Southern \4bod Preserving.

GRearsourHeRn WOOD PReseRvlIlG: AtrLANTA. MOBILE & ABBEVILLE' AI.ABAMA osmoseo and sunwood@ are regist€red trademarks ofosmose \4bod preseruing, lnc. 'osmose and Sunwood \lbod Products have a history ofsafe us€ when used in accordancewith Osmose handling and use guidelines @1987 Osmose'

Customers Like Treated Wood Brand Name Security

Treated Plywood Trademarks Indicate Proper Use

Fire Retardant Treated Wood Sales Are Growing

AWPB Gloverleaf ls Lucky Treated Wood Symbol

Treated Wood Gonsumer Awareness Scores

Mississippi Dealers Elect Dwight Long President

Treated Wood Deck Aftermarket Worth Developing

Prbllsbcr David Curler

Edlt r Juanita Lovrct

Ass|strnt Edltcr David Kocnig

Contr|hdu Edltors

Dwig,ht Currsn Gage McKinncy

An DLtct r Muiht Enery

Srrfi Ardst Cerolc Shinn

Clnrletlor Louenna Muell

BuiHing Prcduca Dtrst b puUishcd monlhly at 45{D Cempus Dr., Suitc 4t0. Newpon B€.ch, C& 92660, phooc (71{) t52-19$, by Cuthr Publishing, lttc.

N)YERTTSTNG OTTICES

Advenising r|t6 upon rcqucst.

From all srates east of thc Raky Mountrins: Contact Jean Wlg8oncr, national selcs manager. From Arizona, Ncvr& and Celifomia: Contact David Cutler. Eoth mey bc rerched at (714) 852-1990 or by writing tt5fl) Campus Dr., Suite 480, Newpon Each, Ca. 92660.

From Washington Strlc, Orcgon, ldaho, wyomint, Montana, Uash, Colortdo and Caneda: Contrct C:rol Holm at (205) 3r|(l 0680 or lOlt Lloyd Building, Scrttlc, Wa. 9il0t.

STJBSCTIPTIONS

Change of Mdrcss-Serd srbscription orders ard addrcss drflEes oCirulrin Detr.. Buildug Pt'odrcts D[cs, l5m Carpus Dr., $ite480, Nil'port Bdr, Ca.92i60 trcMe drcss label ftorn rccen rsr if psile, plns rrrv address and zip code.

Subscription Rrtes: U.S.: 32Gone year; $3Gtuo fan; l5Gtfucc years. Foreign: olrc year payable in advance in U.S. fundsCanada or Mexico: air-$42; surface-$37: South Anrerica: air-$60; surhoe-$39; Asia: air-90; surface-$39; Europe: air-$90; surhce-$39. Sfugle copi6 9; back ceftx $3 plus shipping & handling.

BUILDING PRODUCTS DIGEST is an WepeAentym p0niatia for he rcail, wlolcslc ad distribuiat laeb d dw lunber and lorc center rmd<a in 13 bdvm saes.

Scrutng l3 Sordrcrn ctates

DAVID CUTLER publisher

Making money is Job No. 1

EVERAL years ago in a discussion of the emerging phenomenon of the warehouse retailer, one puzzled observer asked, "l just don't see,how they can all make money?" lt was a good question. The answer, of course, was that they couldn't.

In those heady days there was lots of brave talk of store wars, market dominance, hammering the competition and similar macho chest beating. Market share was deemed a top priority and boasting rights to the lowest prices in town were essential. The unglamorous basics of business were left to the drudges. It was a little bit of Alice in Wonderland in our very own industry.

Considering how seldom profit figured into this ego-driven nonsense, it's little wonder many went belly up. More companies than will admit it remain profitless to this day.

We don't intend to tar the entire warehouse

segment with the same brush. Far from it. Some of these operators are among the best in the business and have made a ton of money in the process. But some of the others it really makes you wonder.

The swift never forgot why they were in business. Now we shouldn't have to say it, but given the history above, it probably won't hurt to observe again that the number one object of business is to consistently make money.

No condescension is meant here. We're not being flip. lt'sjust that in the day to day struggle of business, we all need a little voice in the back of our head asking the eternal question: "will thii make a profit?"

The good news in all this is that the troubles of the retail warehouses were not lost on those who operated more traditional stores. With the importance of profitability reinforced, business zeroed in on Job No. I - making money.

Sunshine. And a cool breeze offthe Pacific. Those are two of the tools Georgia-Pacific uses to S-dry Common and Rustic gades of redwood at our Ft. Bragg mill in northem Califomia.

But sometimes Mother Nature needs a little help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heartgades.

Plus. we're members of the Califomia Redwood Association and the Redwood Inspection Service. So ourgade stamp is your assurance of quality from the people who know redwood best.

Our Ft. Bragg facility is a full-senrice Douglas Fir mill, [oo. And that means one call can get you two of the best products Georgia-Pacific-and Mother Naturehave to offer.

Call today: 7 07/ 9 64 - 0281. For redwood quality you can build on.

Brand names in treated wood marketing

Ff RESSURE treated wood has moved in the last l0 F years from a generic commodity product towards being a product identified by brand name.

Used to purchasing and relying on brand names in everything from designer clothing to frozen foods, the home owner was ready to believe a brand name pressure treated wood as being superior to a generic product. Osmose Wood Preserving Inc., is one of the companie.s that recognized this tendency early on. Manufacturers of pressure treated wood products identified by the Osmose brand, the company undertook to market to a small nucleus of home craftsmen and amateur builders, who have a moderate hmount of tool handling skill, as well as serious professionals.

The company slogan "The trusted name in wood preserving" denotes quality to a public used to relying on such symbols as the Good Housekeeping Seal of Approval. Public trust, a good reputation, a good productall are implied.

The company's advertising and merchandising strategy is to involve the consumer in projects using Osmose Wood products. This type of thinking makes the consumer an integral part of their planning and was the genesis of the Great Plans series of instructional guides. Additionally this same type of thinking permeates all Osmose advertising.

(Continued on next page)

0EC[S, landscaping, and fences are among the do-it-yourself uses of pressure treated wood. This segment is the fastest growing porlion ol the pressure treated wood market.

The Great Plans guides were conceived as a way to increase do-ityourself activity around the home, encouraging the building of decks, gazebos, fences and other two to three day weekend projects.

In the forefront of their thinking was the need to keep construction details simple, as well as easily understood. The projects were designed to be within the scope of even beginning do-it-yourselfers. The philosophy was that by keeping each construction task simple, the projects would, in effect, be training future, highly skilled and enthusiastic do-it-yourselfers. Good, basic information that would not overwhelm the beginning consumer was

Story at a Glance

As d-i-yers become more aware of the benefits in using pressure treated wood products and systems, marketers have built on consumer preferences for brand names. what one firm did to bolster public confidence in both products and doing it yourself. stressed. No compound cuts, no complicated miters, no complex joinery were used in the plans.

"The simpler the plan, the better. We're out to make friends, not frustrated beginners," notes Paul Goydan, vice president of Osmose Wood Preserving.

Osmose had an advantage in that most members of its management team are skilled do-it-yourselfers. After considerable planning, every project in every manual was modeled, dissected and evaluated as to its constructibility by members of management.

At that point, materials were

ordered and the group undertook the construction of each project. Osmose writers described each phase of the construction and photography and video professionals caught the action on film and video tape.

The end result was a series of professionally done manuals and video tapes that have captured the minds and imaginations of hundreds of thousands of do-it-yourselfers, according to Goydan. The step-bystep Great Plans manuals and videos feature several different styles of decks, fences and gazebos. A fourth manual shows and describes a number of weekend projects like planter boxes, picnic arbors and garden benches.

Retailers providing the Osmose Great Plans booklets and videos to their customers feel that they have been a factor in increasing sales. The company feels that Osmose Wood Products sales have increased with this promotion.

They also credit the incorporation of a toll-free number into the overall marketing program. This direct link between the company and the consumer enables the do-it-yourself user to pick up a phone and find out about Osmose pressure treated lumber or go over a plan detail that is puzzling. Goydan counts the Osmose hot line as a great asset in making and keeping customers.

The Osmose yellow end-tag on the lumber has been another successful sales ploy used by the company. "Here is one way the company put itself on the road to overcoming the treated wood is treated wood is treated wood syndrome," Goydon explains. "lt helped to overcome one of the major hurdles most dealers and manufacturers have to overcomethe tendency to think of pressure treated lumber as a commodity. Osmose thinks of its products as packaged goods, and the sales figures tend to underscore the correctness of this line of thinking."

Devices such as the yellow end tag, advertising the product with a brand name, showing the consumer how to use the product correctly and offering help increase the likelihood that the product will almost sell itself. "There is a lot that could be said about the psychology of the

American consumer, but one thing that's obvious is that we are a nation of brand name buyers," Goydon pointed out. "When such a simple thing as an end tag means the difference in product identity and consumer preference, then the products that don't carry a brand name are giving up a lot in the way of reputation, trust and, most importantly, sales."

Retailers who cater to this preference for brand names on the part of the d-i-y consumer will find that they have a lot of support from companies such as Osmose which are proud of their brand name and what it means to the buying public. What about you? Do you drive a car or a (,

PR0JECTS such as this gazebo are made easier for d-i-yers with the videos and brochures developed by Osmose.

You can tell a good entmrrce by tuw fast it orits

And considering that Thc Atrium Door is the fastest selling wuxl swinging patio d<xrr in America, it's an excepti<>nal entrance.

For you, that means increased sales and hip;her profitabilitv

The Atrium Door gives customeni more reasons to bu;* Like handcrafted all w<xxl construction. Simple installation. Super high energy efficiency A solid brass mortice l<rckrt with matching hinges.

And Thc Atrium Door gives you more to sell. Profitable options likc factory applied Polycron'" exterior

coating backed bv a lO-rcar warrant)' against cracking" pecling, and excessive color fading. And high pcrformance Comftrrt-E"' glass -The Tiansparent Insulation''' glazing system desipped t<l help climinate fabric fade, cold sp<xs, drafts and condensation.

To help more d<xrn; through xrur door, we provide in-store displal's and product clinics, co-op adl'ertising and national consumer advertising to create higher pull-through demand. And we back that up with an extensive dealer referral program.

So if vou'rc in busincss t() make a profit. stock up on thc cntfimce that exis the hstcst. The Atrium Dq)r.

To find out thc namc of vour distributor. call I -tifi)-52' -5 2t9. In Texas. call 21 1 -631-9663.

What you need to know about -,APARATED

SHEATHING

treated 32116

plyvuood

THE NEW American Plywood Association (APA)

ITreating Grade trademarks serve a dual purpose. First, they flag panels suitable for treating for the convenience of treaters. Second, and more important to the dealer, they help identify the proper panel for thejob.

The "Foundation Treating Grade" is primarily intended for the Permanent Wood F'oundation. Foundation Treating Grade panels are graded C-C or better, with full exterior durability classification. The grade stamp of the American Wood Preservers Bureau or a similar agency should also be present on the treated panel. This stamp includes information on preservative retention levels. Panels must be treated to a .6 retention level for PWF applications.

Story at a Glance

How the new APA Treating Grade trademarks on plywood identify which panel to use. . examples of which retention level does what. what PWF requires.

APA has another treating grade, which is used on panels C-D grade or better, with an Exposure I durability classification. These panels are identified as "Treating Grade." Treating Grade panels should have a retention level of .4 or better for use in a myriad of applications where the panel will be less than six inches from the ground or will be in ground contact. Common uses for Treating Grade panels include swimming pools; decks, especially under indoor-outdoor carpeting; skirting around foundations on houses and mobile homes; gardening trays and planters; bulkheads; and fencing or privacy screens which will be in contact with the ground. Other Treating Grade panels may show treating agency stamps identifying the product as having a retention level of .25. This retention levelis for above eround

15t32 rNcH

SIZED FOR SPACING EXTERIOR 000

PS 1-83 C-C NER-109 FOUNDATION TREATING GRADE

use, where moist conditions may promote decay or insect infestation. Examples include swimming pool covers and sheathing in tropical climates.

Of course, exterior grade, untreated panels are quite appropriate for most outdoor panel applications which will be permanently exposed to the weather. Siding, fencing, privacy screens, outbuildings and many other projects can successfully be constructed using APA structural panels bearing the full exterior durability classification. Panels which may be exposed for a time, but eventually covered, such as roof and wall sheathing and subflooring, can be designated Exposure 1,

The rule of thumb to remember is: lf the panels will be less than six inches from ground contact or in contact with the ground, Treating Grade should be used, along with an AWPB or similar testing agency mark designating a .4 preservative retention level. Panels with .25 retention level designation and the Treating Grade trademark may be used for very moist, above ground applications. If the panels will be used for the Permanent Wood F'oundation, the F'oundation Treating Grade trademark is recommended. A .6 preservative retention level is needed here. If the panels will be exposed permanently to weather but will not be in ground contact, exterior grade panels, with no Treating Grade designation, are usually appropriate.

Form No. Q220, available from the American Plywood Association, P.O. Box 11700, Tacoma, Wa., 9841 I, is an excellent source of information on preservative treated plywood. Form No. ,4400 has additional information on Permanent Wood F-oundations.

[00K lor trademarks like these to help you guide your customer in selecting the correct pressure treated plywood panel for his prqect. Foundation Treating Grading is for PWF. Treating Grade should be used for fences, decks and other construction within 6 in. of qround.

Fire retardant treated wood sales rising

I N A WORLD of increased awareI ness of fire safety, many builders are "feeling the heat." More and more stories appear in the media about buildings that were built without regard for fire safety. Building codes are feeling the public's ever watchful eye toward the safety of buildings.

Fire retardant treated wood (FRTW) is a material that often offers the best alternative to make a building less vulnerable to the dangers of fire. A building code

requirement for "non-combustible" building construction usually means that FRTW can be used, while providing possible significant cost savings for the building owner.

Bill Hambrick, Clement Lumber Co., recalls a recent success story with fire-retardant treated wood. The Spartanburg, S.C., company was a stocking dealer of FRTW when the first prototypes of the 210 Quincy Steak Houses were being built in the South.

"All the contractor needed were 3" x 8" FRTW timbers. We wound up supplying more than 24,000 of them. We see FRTW as in the growth stage."

Story at a Glance

Fire safety aspect of FRTW has created a growing market for commercial, industrial, even residential buildings... second generation products perform better. higher margins mean more dealer profits.

tion of products has allayed the fears of many builders and contractors. And FRTW has become a growth business once again.

"We're pushing it, because it's a high-margin product that's been growing lWh - 200/o a year," observes Chaney Nicholson of Capital City Lumber Co., Raleigh, N.C. "Building is up, codes are more strict. We're selling a lot for shopping centers and commercial buildings."

"We're just beginning to scralch the surface," says Pete Pappas, sales manager for Commercial Lumber Co.. Houston, Tx.

Pappas says his FRTW business doubled in the past two to four years. One big order, totaling 92,000 board-feet, went into Fame City, a 300,000 sq.-ft. indoor fun palace for children, which roofs a miniature golf course, movie theater, restaurants, skating rink and "any game you can imagine."

Still, he says, "Our FRTW business is only a small fraction of what it could be. It's an educational process. Architects need to understand the kind of design freedoms FRTW can offer. Then you've got to go out and get the order. We're selling it into schools, hospitals, nursing homes, and a few churches and restaurants."

For most dealers, 10,000 boardfeet of stock is all that's needed to service the contractor customers. H & S Lumber Co.. lnc.. Charlotte, N.C., has about 20,000 board-feet on hand, according to sales manager Bob Hening. "We're selling it into commercial applications. We had a couple of real big jobsCharlotte Hospital and the South Park Mall."

"When the 'second generation' of FRTW products were born, around the beginning of the decade, a big market was waiting to be filled," notes product specialist Bob Lattanzi, Koppers Company, Inc.

Often, though, building codes would only allow FRTW. And, before the second-generation products were developed, FRTW meant wet treated wood that would warp, twist, crack as it dried after it was installed into the walls. The "oldstyle" treated wood was also exceedingly "hygroscopic"or having a strong tendency to absorb moisture from the air.

Experience with the new genera-

The FRTW market seemed to have grown up to the residential market and, for now, can't seem to get past the fire stop. Wood treaters and dealers are cautiously offering it to builders of multi-family dwellings.

"With the growing percentage of elderly, FRTW could soon be a big part of the townhouse and retirement-type construction," forecasts John Roop of Houston Chemical Service Company, Ltd., Houston, Tx., a producer of Dricon FRTW. "Day-care centerc are another potential growth area, as the oneparent family unit is on the rise. We're just starting to see the product used in these kinds of buildings. We're just getting started."

PlUltl0ll lounge in the atrium of a new hotel is typical ol commercial structures built ol Dricon lire retardant treated w00d t0 meet local building codes. Dricon (lower photo) was used to make up the load bearing beams above the entrance way and reception area of another commercial structure.

lJ ASSLES over product quality

I I are the dread of every rerailer, but when you're dealing with pressure treated wood, you can cut the possibility of such problems by being informed on approved quality marks.

All material produced under the monitoring of the American Wood Preservers Bureau and inspected by their I I approved inspection agencies is produced to nationally recognized and accepted consensus standards of the American Wood Preservers Association.The AWPB cloverleaf quality mark has been a recognized symbol of quality for over 20 years.

The d-i-y customer usually has limited knowledge of lumber grades and often judges treated wood by appearance only, buying wood that "looks good." Because he is oblivious to the approved grade marks, it is the responsibility of the retailer to provide him with properly treated wood suitable for the intended use. If he doesn't, the seller may face a product liability problem in addition to an unhappy customer.

"The advent of the treated lumber market has created a somewhat different buyer and user due to the volume of treated lumber which is sold directly to the retailer consumer for d-i-y projects," says B. W. Perkins, director of the Treating Division of the Southern Pine Inspection Bureau. "We need the help of retailers at the consumer level to assist the uninformed buyer and user of treated wood. The quality mark for treatment assurance is important but so is the grade mark since the lumber is the vehicle for the treatment."

Lon J. Sibert, manager of the lumber division of Timber Products Inspection, offers the following guidelines for those purchasing either untreated or treated lumber.

(1) Beware of any good deals that are significantly below the market price. Report any suspicious sales proposals to any appropriate ALSC approved grading agency.

(2) When appropriate, specify lumber with an ALSC approved gradestamp (and AWPB quality mark) on your purchase order. Notice how your supplier represents the product in his acknowledgement or invoice.

AWPB cloverleaf backs pressure treated sales

(3) Orient your yard receiving personnel and establish a routine system of checking the grade stamp (and quality mark) on incoming shipments of lumber.

(4) Notify your inspection agency ifyou have any questions, observations or requests for information regarding grade stamps, mill stamps or personnel orientation.

Pressure treated wood carrying the AWPB quality mark is produced by a pressure treating plant which has been licensed by a certified inspection agency after an inspection of its equipment and some of its production. Once the treating plant is operating, the inspection agency, according to the volume of the product, randomly and statistically takes samples for analysis. Statistical samples are analyzed by the AWPB laboratory which further assures a consistency of statistical control.

As long as the treating plant

production continues to meet the standards and other requirements of the program, they can continue to use the quality mark, If there are too many non-conforming samples with continued poor control, the certified agency takes away the privilege of using the quality mark. An AWPB field force checks on the

Story at a Glance

How to use the AWPB quality mark to cut callbacks, avoid unhappy customers.. Ways to prevent getting stuck with off grade material .

accuracy of the certified inspection agency by taking random samples at both the treating plants and destination areas. Certified inspection agencies can be decertified.

(Please turn to page 45)

n{qB

U?b treating industry's OD CAP firmly in place

A-OKAY is the word l8 months A atter the voluntary Consumer Awareness Program and Consumer Information Sheet were mandated by the pressure treating industry to satisfy demands of the Environmental Protection Agency.

An industry audit conducted by echlaw. Inc.. Denver. Co.. showed that l00o/o of the treaters and chemical manufacturers audited were aware of the CAP and that 970lo of the treaters and 940lo of the chemical manufacturers were participating. Since the audit the chemical manufacturers have achieved 1000/o participation, according to Pat Hamilton of the American Wood Preservers Institute.

On the retail/wholesale/distributor level, 810/n were found to be aware of the program with 700/o participating in seeing that the Consumer Information Sheets are displayed at the point of purchase. All segments of the industry have worked to publicize the availability of the information and the necessity of getting it into the hands of the customers. Articles in both the consumer and trade press have emphasized the importance to the industry of the success of the program.

Although the results of the audit were presented to the EPA in November of 1986, the industry is not slacking up in its efforts to keep the Consumer Awareness Program active and continuous. The American Wood Preservers Institute and the Society of American Wood Preservers are redoubling efforts to insure the ongoing success of the voluntary program. "The aim is to surpass the gratifying results indicated by the Techlaw, Inc., audit," Hamilton says.

Retailers will continue to be the link between pressure treated wood manufacturers and the consumers in educating the public on the proper use of pressure treated wood. As part of the industry's Consumer Awareness Program, Consumer lnformation Sheets will still be attached to each sale of pressure treated wood. Designed to brief the consumer on the proper handling of pressure treated wood and the proper sites for its use, the simplest brochures often include construction tips and an elementary explanation of the treatment process. Some companies have approached the CIS as a sales tool, printing an attractive educational brochure on pressure treated wood.

Story at a Glance

Audit shows high participation in Consumer Awareness Program .7Oo/" of retail/wholesale/distribution levels display- ing Consumer lnformation Sheets at point of purchase

... industry associations urge continued vigilance... public response is generally positive.

The EPA approved use precautions are basically examples of safety and hygiene, advising users to wear gloves, goggles and a mask when exposed to splinters and sawdust plus recommending washing hands and clothing after working with pressure treated wood. The only precaution not applicable to working with all woods is the one admonishing consumers to never burn pressure treated wood scraps.

Despite fears that the public

would be scared off by the publicity generated by the EPA's demands on the industry, sales of pressure treated wood have continued to climb. Demand for pressure treated wood has more than doubled since 1980, according to Bernard Fuller of Resource Information Systems. The information contained in the CIS sheets. which are an essential part of the wood preserving industry's Consumer Awareness Program, apparently have only made do-it-yourselfers more confident in handling the material. lndustrial purchasers of pressure treated wood also have been reached by the CIS program although most professionals were already well acquainted with the building material, according to Hamilton.

"Wood treaters, chemical manufacturers, wholesalers, distributors and retailers are being urged to examine the chain of information distribution now and ensure that Consumer lnformation Sheets are available to their customers and to the ultimate consumers of pressure treated wood products," Hamilton emphasizes. "Enlightened consumers are repeat customers. They should know that pressure treated wood isa top quality building material which will last indelinitely."

George Eliades, president, Society of American Wood Preservers, Inc., devoted approximately half of a recenl program presented for more than 50 Hechinger managers to the voluntary Consumer Awareness Program and the Consumer Information Sheets. Programs of this nature will continue to emphasize to retailers the importance of environmental regulations and the need to keep their customers informed.

D$trWSBRItrFSW

West Building Materials has opened a West SuperstoreinSpartanburg. S.C.. spending $2 million to renovate and stock a vacant Handy Crry store and warehouse Lowe's has opened new units in Ocala. Fl.: West Knoxville. Tn.. and Southern Pines, N.C. ..

Payless Cashv,a.vs wrll open stores in Amarillo and DallasFort Worth, Tx., Springdale. Ar.. and Lexington. Ky., this year. .. Grossman's plans to invest $25 million in each of the next three years to remodel and modernize existing stores

Handl' P(t,t, Ciarland, Tx'. sustained $3.-500 in damages in a recent fire wlrich closed the store for one day

Proctor's .4ce Hardwares in Jacksonville Beach, Fl., are being redesigned to the new "store of the future" look .4ce stores in Orange Park and Arlington, Fl., also will adopt the new concept this year .

Lindsley Inc. has sold its retail bldg. in Coconut Creek, Fl., to gsy:grass Molors Inc. H. C. James Lumber Co., Dora, Al., is 50 years old... Coats-McCain Lumber, Tyler, Tx., is observing its 45th anniversary

*ltickes Lumber has renovated and reopened a former Homecra.fters Warehouse in Macon, Ga... . Stripling Blake has opened a multimillion dollar second unitin southwest Austin, Tx.

Scoll.r.'i which has delayed tlre opening of a new Cocoa, Irl., outlet until sunrmer, expects to open three stores in Mobile. Al., one in N'lacon and one in Savannah, Ga., this sumnter...

Lou'e's. Macon. Ga., has remodeled its garden center

Farmers and Builders Supply, Blackshear. Ga., is opening a new branch in Kingsland, Ga., with the lumber -vard now operating and the opening of the show roonr expected in midsummer.

York .Suppl.v Co.. West Point, Va.. has doubled its display floor and added a storage shed in a remodeling which will computerize store operations and eventually' add an interior and exterior door shop and a kitchen planningcenter...

Monarclr Mirror Door Co. has purchased selected assets of Hamilton Mercltandising Dir,.. Vincennes. In.. moving them to their Wondura Products Inc. facilitl'. Tupelo. Ms. Clairson I nternational has opened a 70,000 sq. ft. distribution cenler in Ocala, Fl..

GS Roo.fing Products Co., Inc.. Dallas, Tx., has acquired Genstar Roofing Products Co. from the Flirttkote Co.. a subsidiary of Imasco Enterprises, Inc. of Canada, and sold its mfg. facilities in Joliet, Il., St. Paul. Mn., and Cornell, Wi., to Globe Industries, Inc., Chicago. Il.

Delta International Machiner,y' Corp. is celebrating the 50th anniversar-v" of its Llnisaw I0" tilting arbor saw . . Flood Co. has acquired VI P Enterprises. N{ianri. FI.... GlamourTop Corp., Birminghanr. Al., has been purchased bv GT.X Corp.. a Mi. investment co. .

Christensen Hardu,are Corp. has moved its corporate Hq. to New Bern. N.C. Stanley W'orks has acquired Plan--1-Fle.r Designer Co.. New Orleans. La.. and selected assets of the National Hand Toal Carp.. Dallas, Tx., and Sanford. N.C. . .

Building Products Digest

Httrtis .Sash & Door Co. is building a new glazing div. plant in Rock Hill. S.C.: the Charlorte Glazing Dir: and the .Southern M a n u.f'a cru ri n g C o.. Orangeburg, S.C.. will be conrbined into one operation at the new location along with the Charlotte, S.C., regional office...

South States Reload,llc.. Port Barre, La.. is a new firm located on 7 fenced acres on the Llnion Pacific with 92,000 sq. ft. of storagc... Eliot Whittington Builders Suppl.v Co. has acquired the Jordan Co. s engineered wood products div. in lVlenrphis. Tn.

Coastal Lumber Co. has completed lhe first phase of a Sl.2 million expansion of its [{avana. Fl.. southern )'ellow pine pl_"*rvood plant witlr a 26.000 sq. ft. addition Poindexter Lumber Co., /nc.'s owner Thomas W. Poindexter has acquired Fogle Brotlrers Co.. \A'inston-Salem. N.C....

First Internotiotnl Timber .Soles has been opened in Kingu'ood. Tx.. bv Porter Ta-r'lor . . Buie Forest Products has moved to larger new quarters at 2900 lr'lossrock. Suite 305. San Antonio. Tx., 78230

Tntssv'ay, /nc'.. Houston. Tx.. has formed a national lunrber sales div., staffed b-v- CliffShafer, mgr.. and Randy' Battarbee Cavenlnm Forest Industries has moved its sales oflice fronr Bogalusa. La.. to McConrb. Ivls. .

Mark Junkins and Ronnie Elnrore are still in sales for luc.Sl1/4n Lumber Co.. IvlcShan. Al.. not with -{rrstell Forest Product.s. as was incorrectl_v- stated here in our Jan.issue...

Housirtg s/a//s for Feb. (latest figs.) junrped 2.601, to a seasonall.v- adjusted annual rate of 1.8-s 1.000 single family home starts were up 5.6%r: multifanrilv unit starts were down 4. l'X': building pernrits climbed 4.40h .. southern'starts were up 13.201,

Packagedto Tiavel,r,

G)

Down the road or across the world-Loth Lumber ships Western Red Cedar to your destination!And, it orrives looking great, By truck or ship or rail-whatever the distance-the extro core that Loth puts into packaging assures your order a safe and uneventful trip.

Each order of Loth Lumber is prepared specificoiiy for its mode of shipment. Standard packaging may include any of the following features:

. o speciolly designed palletwithpull device for safe unlooding of pigyback

VONS

. polybagpoliet coverings for extra protection

. oirbog cushioning between lumber ond von wolls

waxed cordboord siding on polybags for odded protection on oceon shipments

Mill locations: Gold Bar, Washington; Forks, Washington

For information contact: Mike Carlson, Don Dye, Richard Poole

VOLT'NTARY INDUSTRY QUALITY CONTTROL BY CERTIFICATION OF QUALIFIED INSPECTION AGENCIES

CALENDAR

APRIL

Netional Dimension Menufec{urers Associrtion - April ll-14, annrtal meeting, Harrah's Hotel, Reno, Nv.

Virginie Building Meteriel Associetion - April l2-15' annual convention, The Greenbrier Hotel, White Sulphur Springs, W.V.

Louisirnr Forest Festivel - April 24-25' Winn Parish Fairgrounds, Winnfield, La.

North Americen Wholesde Lumber Associetion - April 25-29, annual meeting, Camelback Inn, Scottsdale. Az.

Southern Hrrdwere Convention - April 25-29, sponsored by American Hardware Manufacturers Association & Southern Wholesale Hardware Association, Loews Anatole Hotel, Dallas, Tx.

Netionel Wood Flooring Associelion - April 29-Mey 2, annual convention, Marriott Pavilion, St. Louis, Mo.

Woodworking Mechinery Convention - April 30-May 3' sponsored by Wood Machinery Manufacturers of America & Woodworking Machinery Distributors Association, Marriott's Marco Beach Hotel, Marco lsland, Fl.

MAY

Ace Herdwrre Corp. - Mey l-{, spring convention, Cervantes Convention Center. St. Louis. Mo.

Netional Decoreting Products Month - Mey l-30, sponsored by National Decorating Products Association.

Netionel Roofing Week - Mey 2-10, sponsored by Asphalt Roofi ng Manufacturers Association.

Conferencp With Congress - Mry 3-5, National Lumber & Building Material Dealers Association, Washington. D.C.

Netionel Kitcben & Beth Associrtion - Mey 3-5, show & conference, Georgia World Congress Center. Atlanta. Ga.

Americrn Plywood Associetion - Mey ll. regional meeting, Fayetteville. N.C.; Mry 12, Columbus, Ga.: May 14, Laurel, Ms.l May 15, Shreveport. La.

Decorative Leminate Products Associetion - Mey 12-17' annual convention, Royal Plaza Hotel, Orlando, Fl.

S&T Wholesale Hardwere - Mey 16-17, Sentry market, Kentucky Fair & Exposition Center. Louisville, Ky.

Southern Pressure Treeters Associetion - May lE-20, spring meeting, The Greenbrier. White Sulphur Springs, w.v.

Mid-Floridr Home Show - Mey 23-31, sponsored by Home Builders Association of Mid-Florida. Orange County Convention/Civic Center. Orlando. Fl.

Ligne Hennover 'E7 - Mey 2?-June 2' internalional wood & forest machinery trade fair, Hannover, West Germany.

JUNE

American Herdwere Menufecturers AssocietionJune 2-4, government relations committee meeting, washington Marriott Hotel, Washington, D.C.

Building Industries 'E7June l2-14, trade exposition & conference. Georgia World Congress Center, Atlanta, Ga.

Southern Forest Products AssocietionJune 16-17, midyear meeting, New Orleans Hilton Riverside Hotel, New Orleans, La.

Southern Forest Products AssociationJune 18-20, Expo '87, New Orleans Convention Center, New Orleans, La.

An inspector carefully nemoves a core sample from wood that has been pressure-treated under the AWPB qualitv-control program.

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YOUR SOURCE FOR TREATED WOOD PRODUCTS

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Your assurance of treatment quality is backed by Underwriters Laboratories (USA). Your assurance of product quality is guaranteed by J. H. Baxter, our prime supplier. Class C.

Constraction Lumher

Soffits, Trim, generalframing lumber. UL labelled in West Coast Douglas Fir chosen for strength and good yarding characteristics. Boards, Lumber, and Timber.

Exterior Siding

Exterior fire retardant treated lumber and plywood siding wherever building codes require their use Rufsawn T-111 plywood in stock.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

MY SON Rob was one of 6.000 students who filed into the Aztec bowl to receive degrees recently. It was a typical San Diego State University graduating class. Approximately half the graduates were business majon. (Rob received his MA in drama.) The total enrollment in the school each year is approximately 33,700 students.

SDSU's library is a five-story building. Rob took me on a tour of the facility. It's an impressive strucrure. I learned how to locate books by computer, accessing by title, author, or subject. The basement floor of SDSU's library is devoted to periodicals with an outstanding collection of both consumer and trade magazines. The periodicals also can be located @ a computer search...and that is what caused me to become disillusioned.

SDSU, with its large business school enrollment, houses not one issue ofany ofthe trade

publications that you receive at your office or home. Neither this magazine nor any of the others. The words home center. home improvement, and d-i-y are non-existent in this library. I novr uonder hov many other colleges and universities fail to recognize the size and scopc of our industry.

It's predicted that ry the turn of the antury (only 13 yeam from no\v) the home center industry will reach the $100 billion mark. The industry today supports 9.619 retail companies with over 24,000 store units. The National Home Center Show brings almost 50.000 industry execulives together with more than I,400 manufacturers exhibiting in over 4,000 booth spaces. Big! You bet your boots it's big. Ask your local newspaper publisher. He'll tell you that home centers contribute a lion's share of his linage. The radio and tv media also send some pretty hefty invoices to home centers every month.

Wall Street, too, has its eye on the home center industry as it watches and forecasts the activities of Wickes. K marl. Zavre.

Grossman's. The Home Depot and all the othen. But. we seemed to have missed recognition by our learning institutions.

"Where will our future executives come from?" is a question that has been raised at almost every trade conference I've attended. For years we've been pirating from the discount stor€ industry (the library did retain discount irdustry trade magazines). It's time we started nurturing talent at the college level rather than continuing to hire the drop-ous of other industries.

The librarians at SDSU inform me that it is the head of the depanment that dictates publications the library will inventory. Maybe a copy of this column with your letter anached addressed to thedean atthe collegein your community will be forwarded to the proper channels. Mrybe one hudred billion dollan will impress someone.

Anywayyou cutit:itcomesup Southern Lumb€r! ffil

Lumbermen's

anrends the "construction rrusr flncl" statute (('hapter 162 olthc Teras Propertr C ode ).

ED EpttESENTATIVE Jinr Parker .\s iou knou. construcrion pa1 nrenrs

nraterials on a construction project. It is supposed to be a criminal offense to "nrisapplr " those funds. Unfortunateli the statute is virtualll' unenforceable as rr ritten.

ll ll ll6l) b\ Rcp Parker removes the "inte nt to delraud" requirement and places the burden on the contractor to sho$ tirat iin\ use ol'construction funds. othcr than to nai the bills on the job. *as for thc' conlraclor s "e\penses dircctlr related to thc pro.iect " This should gir e prosecutors the abilitr to prosecule contractors $ ho persist in r iolating thc' la$.

Please rr rite ) our representatir e .rnd senator tod.rr .rnd urge thenr to rotc lbr ll U l l6tl b) Parker. Il vou need the nanres lnd addresses of 1 our representatires or senalor. please call the L.\l ol-fices \lso. please copi L..\T * ith l our letters and send L.\T an\ response \ou receir e.

If 1ou are h.n ing problenrs * ith liens or collecting r our builder accounts. please relate those problenrs to lour legislators. Be as specific as possible. but please be accurate and do not e\dggL'rrte. \lso. hr' eordiul rn l our e onrntunicirtions. \\ hile rour legislators are public ser\ ants. \ ou Jre asking thenr to l'.c-lp. therelbre. treitt thenr *ith respect.

..\lso. ple ase contacl r our local district attorncv s otTice and ask thenr to supporl tl B ll6l) rrith iour district's legislators. \\ e erneet tlr.rt ser er.tl drslrict attornel's ofllces * ill support this legislation and *idespread support fronr prosecutors $ill go J long $.rr to$ard countering irn\ opposluon.

Future Dates

Clreck otrt our Calendar on page It tor inlorntation on upconting conrenlions. nteetings and trade slroxs ll vour regi0n.

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Deck Building Video

Retailers u ith custonrers seeking inlbrnration on building decks uith pressurc trcated lunrber can make use of il l() nlinulg rideo tape and booklet ar ailable fronr (ieorgiaPacific.

ARKANSAS A OKLAHOMA

.lNE of the most important tasks of Vthe MLA staff is keeping in touch with the members. This is a critically important task and sometimes a difficult one because of the time it takes to respond to all the phone calls and letters, while at the same time trying to maintain the forward momentum of association business and events.

Every once in a while, we are confronted with the temptation to isolate ourselves on the assumption that there is more bottom-line value in projects accomplished than questions answered and opinions registered. But to carry through the objectives ofthe association, it is essential to keep in touch with all the members. MLA is a service organization which was formed by independent lumber dealers to reflect the opinions of the lumber and building material industry

and to respond to those needs. lt is first and foremost a communications vehicle, a forum or central clearinghouse for ideas and information that you cirn tap into, use for your own professional development and for the growth of your business. The letters and phone calls keep us informed. They are both welcome and essential for accurate monitoring of the programs and projects we undertake on your behalf. Your complaints may make us wince, but we want to hear them in order to correct the situations that concern you.

Please continue to call and write to register your opinions and thoughtswe will respond through improved programming and services that accurately reflect the industry as a whole and the individuals that comprise it.

Over the past few weeks, most of the calls we have fielded from dealers have had to do with the plywood litigation checks. If you thought you should have

gotten a check by now and haven't, give us a call. We have a list of everyone who should have received one in Oklahoma and Arkansas. We'll do what we can to help and if we can't, we will put you in touch with the proper person at the accounting firm which is responsible for the distribution of the settlement funds.

"If il's true that you leorn from your past mistaka, then I'm the smartnt smoll businasmsn in the world."

Bullding Products Digeil

SOUTHEASTERN SCENE

co.,"ring Atabama, Ftorida, Georgia, Kentucky, Louisiana, Mississippi, the Carolinas, Tennessee and Virginia.

Florida Lumber and Building Material Dealers Association will hold its 67th annual convention and buying show, Sept. 24-26 at the Marriott World Center in Orlando, according to Patricia Anderson, interim executive director.

Virginia Building Material Association's convention kickoff on Monday, April 13, at The Greenbrier, White Sulphur Springs, W.V., will be "Breakfast With Churchill."

James C. Humes. who won the Pulitzer Prize for his biography "Churchill: Speaker of the Century," will present the program. A speech writer for four U.S. presidents, a lawyer, a consultant for major corporations, a legislator, an actor and a lecturer, he has been reviewed as "not only an authority on Churchill-he is Churchill."

The convention, which opens on

April l2 and closes on April 1,5, will include a variety of informative and educational programs including Lloyd G. Taylor ll, Commonwealth Financial Group, discussing management, ownership and succession planning. Dealer/associate roundtables will cover credit management, security, employee compensation, material handling equipment and special order procedures.

Athletic tournaments and social events including the president's reception will round out the convention activities.

Tennessee Building Material Association has installed David McClain, Shapard Lumber Co., Columbia, as president.

Vice chairman/chairman-elect will be Ab Taylor, City Lumber Co., Jackson. Vice chairmen include Tom Henderson.

Schevenell Ready Mix Concrete, Germantownt Bob Witt, Witt Building Material Co., Knoxville; Bob Mayfield, Forcum-Lannom Materials, Dyersburg, and Roy Lambert, Lambert Lumber Co., Lewisburg.

Secretary-treasurer will be Tom Stephens Jr., Stephens Millwork & Lumber Co., Nashville. F-rank Kinser, East Brainerd Lumber Co., Chattanooga, is past chairman. Young Executives president, who serves on the TBMA board of directors during his term, is Greg Davis, Crosslin Supply Co., l-'ranklin.

Grady Haynes, Haynes Brothers Lumber Co., Murfreesboro: Carl Tindell, Tindell's lnc., Knoxville, and John Phillips, Durham Building Supply, Gallatin, are national directors. Alternate national directors are Charles Rhyne, Rhyne Lumber Co., Newport, and Frank Crosslin Jr., Crosslin Supply Co., Smyrna.

District Directors are Bob Overholt, Home Supply, Newport; Joe Swann, Cherokee Lumber Co., Maryvillel Steve Lamb, J. B. Lamb, Jaspert Paul Moore, Supreme Building Products, McMinnville: Bill Thomas. Pevahouse Lumber Co., Linden; Bud Humphreys, Humphreys Lumber Yard, Paris; Reed Wright, City Lumber Co., Dyer, and

(Please turn to page 27)

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Building Materials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The * C.B.S. is dealer owned Plqce To Go To Buy Lov"*

* C.B.S. has a state-of-the-art internal commun-

* As you buy more the cost to belong goes down- ication system with participating members -not up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept.

.i C.B.S. has a program with the Blue Grass Tool Company

Central Builders Supplies Company

215 Broadus Street

Sturgis, Michigan 49091

Phone: (616) 651-1455

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate H

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates

PO. Box 741623 Dallas, Tx.75243

HAT has meant boom to most of the country has brought gloom to the oil producing states. The farmers are in trouble too. In some cases this has been compounded by state laws that have never served twentieth century economies.

The sum total is a business climate akin to water skiing on roller skates. lt's not uncommon to hear dealers say "we've got twice as many lumber yards as we need." Another cry is "business is off40%, but meetings are up 600/n."

While much of the economic sluggishness in the oil states is caused by factors out of the dealer's control, there is little doubt that many an operator is a victim of his own past success. The expansion and growth experienced in the area in the past 1-5 to 20 years have

been nothing short ofphenomenal. Business cascaded through open doors as the snowbirds flew south to set up permanent residence.

Being in the path of progress was instant profit. For all practical purposes, a managerial base was spawned, put in place and matured without ever having to fight its way out of a recession. Adversity has not been part of its agenda.

A more successful group of entrepreneurs has probably never before existed. Entrepreneurs, independent in nature, easily by-pass the fact that their success does not automatically imbue them wilh everything important to know. Thus, it's business as usual except business, as in sales dollars, is a change that cannot be made by decree. The forces behind today's "Sales" are far too powerful to be mitigated locally or regionally by even the best of managers.

Those who emerge from this down cycle in a viable position won't be the same as when they went into it, but they

will all have reduced expenditures below sales revenues. The profit culprits don't change from down cycle to down cycle. Everyone knows about people and inventory, but not everyone has done something about them.

The only day we have to work with is todayt tomonow is not todaY. lt is tougher to shut down a facility than to open one, reducing is expense is the toughest of all. In the meantime, business must go on.

Many have never advertised. TheY have been good neighbors, minding their own business, never heard from. lf we don't talk to neighbors, friends and even relatives we lose them. The same applies to customers.

lf you think all of this is trite and can't serve your company or your area, let us recommend an old merchant's PloY. Look behind you! Look back to that year when your sales volume was at tday's level. Use today's annual rate because you can't change the economic forces currently dictating the sales rate. What you c:ln change are the expense rate and the pattern for successful operation. Compare the now "Operating Expenses" with the then "Operating Expenses" and cut the cloth to fit. You did it before, why not again todaY?

Southeast Scene

(Continued from page 25)

David VanHoozer , Thompson Lumber Co ., Memphis.

Directors at large are Jimmy Brown , Brown's Concrete & Block Co., Dickson ; Buddy Duncan , Duncan Lumber Co ., New Tazewell; Eliot Whittington , Eliot Whittington Lumber Co ., Memphis; George McGuffin , McGuffin Lumber Co ., Morristown , and Steve Robinson , Cleve land Plywood Co ., Cleveland.

Associate member directors are Darrell Rice, Holston Builders Supply , Kingsport ; Mack McClain , Industrial Products Co ., Mt. Pleasant , and Bob Bell , Bolen-Brunson-Bell Lumber Co., Memphis.

Building Material M e rchants Association of Georgia and Ala bama will hold a board/committee retreat , April 23-26 at the Sheraton Savannah Inn & Country Club , Savannah.

Larry McReynolds , author of Georgia ' s materialmen ' s/mechanic ' s lien law will present a session on Friday telling dealers how to use what is considered one of the best li en laws in the country.

Harry Horrocks of the National Lumber & Building Material Dealers Association will be the dinner speaker on Saturday evening, discussing what's happening in Washington , D .C. , new legislation and its effect on dealers.

Meetings of the insurance trustees , education , business managements , legislative and membership committees and the board of directors are scheduled.

Several social events and golf and tennis tournaments will round out the

meeting. A special program including tours of Savannah , the William Scarborough House and the Great Sa va nn a h Exposition is scheduled for spouses.

Southeastern Lumber Manufacturers Association and Buchanan Hardwoods , Inc ., Montgomery , Al., will co-sponsor a hardwood lumber grading short course in Montgomery, May 4-8.

Classroom sessions will be held at the State Capitol Holiday Inn. Grading sessions will be at the Buchanan mill.

On May 18-22 , SLMA and the Appalachian Lumbermen 's Club will co-sponsor a hardwood lumber grading short course in Hickory , N.C. The classroom sessions will be held at the Ramada Inn and the grading sessions will be conducted at Century Furniture Co.

The cost of the courses will be $100 per person.

Pricing

We can fill all your treated lumber needs landscape timbers, plywood, all dimensional lumber, 4x4 through 12x12. On 6x6 and larger we have lengths ranging up to 45 feet. Plus, we now carry in stock .60 FDN . We also have our own fleet of trucks to help you solve any delivery problems you may have. All our materia! is TPI grade marked. We feature the AWPB quality mark on all our treated material.

When you Highest Quality Possible at Competitive

want the highest quality available in CCA Type c· Pressure Treated lumber, call

Since1906,ouronlyway of doing business.

Sure, we've made big changes over the past 80 years. Changes in harvesting techniques. In mill technology. In product refinements that keep us on

the cutting edge of our industry.

Still, we haven't lost sight of the time-tested value that's guided us, all these years. The ' i alue of teamwork-

of pulling togetheramong ourselves and with vou.

O.n 9* part, that means doing what ye do best: producing the finest" lumber and pllr,vood firoducts available, bar none, backed by personal, mill_ direct service to heipdistribuiors like you profit from our lines.

That's the only way to assure that you and your dealers and our Company can continue to prosper. So give us a

cail-n the West at (503) 926-TZTI, n the South at (318) 255-6258.

We'll put Willamette teamwork to work for you. Willamette

Building Products Digest

MississiPPi dealers install new officers

M

B:in'J'11,"'.'il',?lf'[lTfi

I be headed bY Dwight Long during I 987.

Long, President of Breland Buildins Supplv, Inc., Union, Ms', and a stictnbiOer in the Breland Building Sunotv store in Newton, Ms', was insiatieO at the conclusion of the as-

sociation's 6lst annual convention and building products trade show in Biloxi, Feb. 19-21. He joined MBDA in 1971 and has served on the board of directors for six years including a term as second vice President in I 985.

Installed with Long were Bill ReYnolds, Waynesboro Hardware Co',

Wavnesboro, first vice President, and Harold Breedlove, Breedlove turnU"t Co., Charleston, second vice president. Fred Nabors' Nabors Hardware & Building SuPPlY, Vardaman, retiring 1986 President,. was elected to the executive commtttee' Directors are HenrY EasleY, Houston; Max Johnson, Mantee; Billv Nowell, Cleveland, and Ken Puvear. Senatobia, district l; Dale

Story at a Glance

Long installed as'87 President at 6ist annual convention... next annual meeting: Feb. 1& 20, 1988, in Bilori...

Joiner, Carthage; Fred McKee, Newton, and Charles Patterson, Kosciusko, district 2; Joe Alexander, Bay Springs; Donald TYson, Biloxi; Ousty Reinotds, WaYnesboro, and EricSmall, McComb' district 3' Kenneth Breland, Breland Building

lPlease turn to Page 45)

We can suPPlYYou with quality CCA pressure treated framing and boards in .25 and '40 treatments, also 4x4 and 6x6 in .40 treatment. Our

lumber is SPIB grademarked and qualitY marked.

We use ourown fleetof trucks to offeryou PromPt service. We also offer T.S.O. service at our

Pompano Beach Plant. For your untreated southern Yellow Pine needs, we have dimension lumber in grades no. I dense and no.2 common'

lllSSlSSlPPl Building Material Dealers Assoiiiiiidn-oitice,s tor igoz (left to risht) Fred

Nabors, Dwight Long, Bill Reynolds, Harold Breedlove and Kenneth Breland.

Manufacturers and Treaters of Southern Yellow Plne slnce 1949

Fr\

of pulling togetheramong ourselves and with you.

On our part, that means doing what we do besl producing the finest lumber and plywood products available, bar none, backed by personal, milldirect service to help distributors like you profit from our lines.

That's the only way to assure that you and your dealers and our Company can continue to prosper. So give us a

Mississippi dealers install new officers

ISSISSIPPI Building Material Dealers Association, Inc., will be headed by Dwight Long during 1 987.

Long, president of Breland Building Supply, Inc., Union, Ms., and a stockholder in the Breland Building Supply store in Newton, Ms., was installed at the conclusion of the as-

sociation's 6lst annual convention and building products trade show in Biloxi, Feb. l9-21. He joined MBDA in 1971 and has served on the board of directors for six years including a term as second vice president in 1985.

Installed with Long were Bill Reynolds, Waynesboro Hardware Co.,

Waynesboro, first vice president, and Harold Breedlove, Breedlove Lumber Co., Charleston, second vice president. Fred Nabors, Nabors Hardware & Building Supply, Vardaman, retiring 1986 president, was elected to the executive committee. Directors are HenrY EasleY, Houston; Max Johnson, Mantee; Billy Nowell, Cleveland, and Ken Puyear, Senatobia, district l; Dale

Story at a Glance

Long installed as'87 president at 61st annual convention... next annual meeting: Feb. 1& 20, 1988, in Biloxi...

Joiner, Carthage; Fred McKee, Newlon, and Charles Patterson, Kosciusko. district 2; Joe Alexander, Bay Springs; Donald Tyson, Biloxi: Dusty Reynolds, Waynesboro, and Eric Small, McComb, district 3. Kenneth Breland, Breland Building

(Please turn to poge 45)

We can supplyyou with quality CCA pressure treated framing and boards in .25 and .40 treatments. also 4x4 and 6x6 in.40 treatment. Our

lumber is SPIB grademarked and quality marked.

We use ourown fleetof trucks to offeryou prompt service. We also offer T.S.O. service at our

Pompano Beach plant. For your untreated Southern Yellow Pine needs, we have dimension lumber in grades no. I denseand no.2common.

nlSSlSSlPPl Building Material Dealers Association officers for 1987 (left to right) Fred

Nabors, Dwight Long, Bill Reynolds, Harold Breedlove and Kenneth Ereland.

Manufacturers and Treaters of Southern Yellow Plne slnce 1949

PERS NALS

Vernon Greene, mgr., Lowe's, W. Broad St., Richmond, Va., has retired. Mike Davis succeeds him.

Dan Driggers, sales rep, MacMillan Bloedel Building Materials, Tampa, Fl., has qualified to run the Boston Marathon this month.

Tom Hartley, exec. director, Virginia Building Materials Association, married Cindy Ryan, VBMA administrative asst., on Feb. 7, 1987.

Lee Roy Jordan, Lee Roy Jordan Redwood Lumber Co., Dallas, Tx.. has been in Ca. on business.

Carmen "Bud" Picone has been appointed distribution center mgr. for Ace Hardware's Dallas, Tx., facility, according to Dave Myer, regional distribution mgr. He replaces Jim Nason, who has resigned.

Roddy Woodson, formerly with Slaughter Industries, Dallas, Tx., has purchased an interest in Princeton Builders Supply, Princeton, Tx., and is v.p. of sales & marketing, according to W. E. Washerlesky Jr., pres. Bill Baird is v.p. of operations and Walt Kattwinkle is industrial sales mgr.

R. Eugene Cartledge, chairman and c.e.o., Union Camp Corp., has been elected 1987 chairman of the American Forest Council, Washington, D.C. Donald F. Smith, La. mgr., Boise Cascade Corp., is chairman of AFC's forest resources committee. New to the executive board are Stephen K. Jackson, v.p., distribution div., marketing & advertising, Georgia-Pacific Corp., Atlanta, Ga., and Robert S. Cockroft. owner. Southern Star Lumber Co., McKenzie, Tn.

Ralph C. Joynes has been elected pres. and c.o.o. of USG Corp.

Norma Pacc and Robert Carswell have been nominated to the board of directors of Georgia-Pacific Corp., Atlanta, Ga., to fill the vacancies of the late Harold E. Sand and Robert L. Clare Jr., who is retiring from the board.

Chuck Knox has joined the sales team at American Lumber, Birmingham, Al.

Lee D. Pawluk has been promoted to southern area v.p. for Wickes Lumber, Atlanta, Ga., succeeding Edwin J. Mcl,elland, who has resigned.

Ted Higginbotham is now the Houston, Tx., sales rep for Azrock Floor Products, San Antonio, Tx.

Bob Rzepiejewski, Blake Builders Sup ply, Griflin, Ga., has completed the Building Material Merchants' Association lumber and building materials training course.

John Sheffield has been promoted to asst. mgr. of Scotty's, Lake Wales, Fl. Edwerd Marvin Wagoner II. Moore's Building Supply, Salisbury, N.C., married Avie Euritha Odom on Feb. 14,1987.

Jim Shaneyfelt is the new mgr. of 84 Lumber Co., Lake City, F-1.

James E. West is now v.p. of Franklin Brick Co., Nashville, Tn.

James J. "Joe" Snyder has been named director of the inspection school of the National Hardwood Lumber Association by pres. Walter M. Fields. Jr. He succeeds Robert Sabistina, who is now chief inspector.

Art Ramey has been promoted to exec. v.p. of sales, marketing & distribution for DG Mouldings, Marion, Va., according to Larry L. Davis, pres. Cerroll Cope is v.p. of research, development and technical services.

Thomas H. Cahir has been appointed corporate director of purchasing for The O'Brien Corp., overseeing regional purchasing groups in Houston, Tx., and Brunswick, Ga.

Don Garner, International Paper Co., Dallas, Tx., is leaving their treated wood program and will be reassigned to a different div. of l-P. based in Memphis, Tn.

Devid Slough, Swiff-Train Co., San Antonio, Tx., has been presented the 1986 Wilsonarr Distributor Salesman of the Year Award.

Steve Kinner has been promoted to comgr. of 84 Lumber Co., Raleigh, N.C.

Keith LaZelle Wiley, Lowe's. North Greensboro, N.C., married Robin Sherese Brown on Feb. 14. 1987. Co-worker Carl Henry Priddy III married Sharon Kaye Tesh the same day.

Jim Speck is now asst. mgr. of Scotty's. Brooksville. Fl. New mgrs. include Jim Frampton, Milton. Fl., store, and Karl Blomquist, Dunnellon. Fl. Royce Stanford has been appointed v.p. of Weyerhaeuser Co.'s composite products div., Atlanta. Ga.

(Please turn to page 54)

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"'W'e Sweat The Small Stuft"

We have to. Because the customer deserves it. Making the sale is just the first step. I make sure the producl is delivered exactly the way our customers and the CedarPro sales representatives want it. Everytime, everyday. So, it's essential that my oflice achieves a certain harmony to get the job done right. Orders invoiced properly. Product shipped on time. Names spelled correctly. Attention to details. It's important to the customer. It's important to our company.

We sweat the small stuff .with pride and with pleasure.

Cher Graham, Oflice Manager

NEW P DUCTS

and selected soles oids

Unfinbhed Hardurcod mqlfig

A new unfinished hardwood moulding line has been introduced by Gossen Corp.

Oakmate veneer is sliced rather than rolled and reconstituted. The Appalachian red oak veneer is then applied to short block finger joint ponderosa pine in combination with heat, adhesive and pressure. The pine substrate is 500/o lighter than solid oak, eliminating the need for drilling and reducing the possibility of splitting.

The short block guarantees the straightest grade possible and eliminates chatter marks. The veneer is also free of knots and finger joins.

Nine profiles are available in 7 ft. and 8 ft. lengths shipped in cartons or bulk.

Solid Oak Toilet Tank

A solid oak toilet tank, introduced by Sonoma Woodworks, is able to be close coupled or wall hung depending on the style of the toilet.

The tank is available in brown, golden or natural oak flrnishes.

Hand Post Puller

A hydraulic, hand-operated post puller is new from Rhino Sales Corp.

Bulldlng Products Dlgest

Gatch The D-l-Y Eye

Protective eyewear from North Consumer Products is now available in improved packaging.

The plastic box, which clearly displays the colorful All Arounds, has bold graphics instantly identifying functions and benefis. The box

The unit comes complete and ready to adapt to most conventional bowls. Components include a seamless plastic liner, solid brass flush valve, anti-siphon ball cock and a solid brass flush mechanism with ceramic flush lever.

Portable and easy to use, it pulls 4" x 6" guard rail; 4" x 4" wood, round or channel posts, and a wide variety of fence posts. The tool weighs 5l-l/2 lbs.

hangs horizontally or stands alone horizontally or vertically. A lO-pack counter display is also available.

The d-i-yer glasses feature a front providing a 200" clear field of vision, high impact polycarbonate construction, vented side shields to reduce heat build-up and lens fogging, and scratch resistant-coated lens.

FREE READER SERVICE

For more inlormation on New Producb write Building Product Dgest, 4500 Campus Dr., Suite t180, Newport Beach, C-a. 92ffi. Please mention issue date and page number so we can process your request faster! Many thanks!

Easy-Flt Flttlngs

New faucet fittings from Speakman Co. feature a unique top mount design to reduce installation time.

A special split ring permits quick installation on counter thicknesses from l/16" to 2" and on 6" to 16" centers. Forged end bodies eliminate leaks due to sand casting.

Wood Bond Case

A heavyweight corrugated carrying case for toting six I 1 oz. cartridges of treated wood and deck adhesive is new from Ohio Sealants, Inc.

clearance for easy removal from the hole.

Precision ground from special alloy, high quality tool steel, the bit has an 18" length with a 7/76" hex shank and comes in ll/76" and 13/76" sizes. The carbide tip can be resharpened or replaced.

The Tie That Binds

A tough,puncture-resistant plastic stretch film from Mobil Chemical Co. can be used to bundle and organize a variety of objects eliminating tying, taping, boxing, banding or using other wrapping methods.

The OSI Woodmate 6-Pack can be packaged as part of a deck kit or offered in a point-of-purchase presentation. Each corrugated carton contains detailed instructions and sufficient adhesive to treat 90 lineal feet of wood with a 3/8ttr in. head. The product is formulated to provide stronger indoor or outdoor wood structures, reduce nail usage and eliminate nail pops by providing a strong bond between treated or untreated lumber and substrates like concrete, masonry, brick and varied metals. lt is said to be fast curing, waterproof and resistant to most weather conditions.

Hard Working Bore

A new carbide-tipped bit for impact wrenches and l/2" or larger drills is now available from The Irwin Co.

Master Wrap is said to cling and conform to most anything or any shape to make bundles secure and

Dust-free Drilling

Shielded hand tools have been combined with high filtration vacuums to create a system that captures toxic and nuisance dusts bv Nilfisk of America. Inc.

A single carbide cutter and spur design reportedly bores faster and more efficiently through harder salttreated CCA poles as well as creosoted poles.

A specially designed cutting head, twist angle and smoothly polished hollows allow continuous flow of chips. The bit is ground to proper

tamper-resistant for easier, safer handling. Because it clings without adhesives, it won't harm finishes, damage surfaces or leave sticky residues when removed.

The product protects wrapped goods from moisture, soil, dust. grease, abrasion and pilferage.

Hot Box

A portable furnace powered by patented barium titanate disc heating elements is new from Pelonis.

The furnace is smaller than a 6" cube and weighs 6 lbs. It is said not only to be odorless, but to clean the air as it circulates.

A thermostatic comfort control holds pre-selected temperatures constantly without on-off/hot-cold cycling.

The model is also said to be safe, producing no smoke or noxious fumes and not employing glowing coils, combustible fuel, or flames.

Improving safety and visibility, the vacuum cleaner safely and hygienically whisks away harmful dusts created by the tool blade or bit.

Shielded hand tools include oscillating saws, saber saws, hand drills and sanders.

The vacuums, which can be high efficiency particulate air filtered to trap sub-mrcron particles, come in three models for different size jobs.

What's Up Dock?

E-Z Step stainless steel stair treads are now available on a dock ladder from Rolain Marketing Corp.

Featuring long lasting die formed stainless steel treads and hot dipped galvanized hand rails, it is designed for easy entry and exit from the water at a vacation home dock.

No More Slip Ups

.\ ncw slip-rcsi:turtt birthtLlb nlirt ll'onr \lintz lniltt.trics :ticks pc-rntanentl) to ntlrcclliin or ttberglrr:s ttrb bottorls nt ttlllLllc:.

I)a1rcr biiekirtg pecl: ol't to.rlloir cl-t-1 instrrllrttiOtl o1 lllc ilrilt l() protcct thc buthtuh b()tt()rll rtnil ntrikc li sal'cr.

Ir(r(1ll!t \tlfl.ifi' llli.L!1c (rl :rttclr lrc.itj Sii'r'l 1-i.11.-. .' .rtlr.LCtlr .rtlLi .i lClrl.til,ihlr' f.r-l lIl \l|.rll llclll\. Iltc t.rrrie'r rtrll: c,r:ilr (rtl l\\\ rigitl lrrt,i l\\ () \\\ tr al ..t'li'r. t.tt.rti- L,l i r I l,l )()l\LiiJ:r.1rra

Sump Pump Packaging \ ncri .ubrlcrstblc \LnIlr pullll

ll'onr Ilolr:ic-l' \\.itcr 5r \ialtt\ l\ rur rrillrblc nt .i s.tf ltrit lit.rl ie l. tlt:Iuntl'r' :cII tl.c'lt'.'' 'l ha aitft()tt .ltOl. .t t.r'c,llle illLt.triitl()lt rrl li.tc rLelLiltl ILllllp. List: Irtr11Ltct lciilUlc\. r|0.1c1 ilullllr-r' .tllri

More To A Door t h.-,,.:ltti !:.t.. [.' I)r,i,i l].t: OCCII ltrltic-ri li, \\ irr! lll!ilt\:i-ta. illlcrl()r

I rc'ttet', !li1( r: lt:'r'

Slicl not to chip or I)e cl. tltc nritt clinrinirtcs tirc ncetl lor:trips. rLrbbcr nrat\ iLn(l :p|lLt:. \lthi)Lrgil l)crnliirtcnl. it ciin bc clistir rcnlrlr ccl $ ttir(,lll r.i,ll1l.t!!' t' trr; luh

Cart Wheeling

\ pusir/pull pllLtlirnl t.tr.teltrtt.tclisc clirt tlcsignccl tirr crr:1 it.rnci)ing

1.1s\ -lr -t, ll' ri '1.t.:il.:ll' Il .'.::...tiott:. Ihc i.trlrri.t .ll\(r L'\]r()\L-\ litil ILttttll \ lt.trttilc l() llliii\L' it r..L;t ltrl thc au\t(]ntcr l() e.ifr\ io 1i].' 11'' '()lll ;lra.r .rllri il()lllC I itc f.igg1 -i'r.Lck l.tl.'r.'.lrr Ilortt or lllaratlf\ lll.tgllL'lle \\\ llall ILlnll)S .tfa rLr.Lilrrhlc in ll.l or l i l tll'} nroiicl. rrith i.rcrrrr rlLttr. oil lLrbric.ite.: lll(rl()r\ .ill(i !i.l\t iriln ht,Ltsrng. l'ltc'r ...1t l\Lltt'l' i'l l.rll' t1\ lrur ttlittUtc.' ticnths L1n 1,, r,, t't.

Il. utll.,tla \l\ llllg l:'.ltl.l[C ]r .1 r1r.1.i sltc'c'l irl'lr'ntfCrCrl gl.r:. ,.1ir l.itti tttiLr l\ lrgirt. i.r .i \ '\-S:,,,\-r.i' 'ncr:1. C l.'.i: I), 'l.lr'l''..r I'lll:' -Lrllrir...il. : .:-..jr

r\r \1.i1:l ( )lf'cf.'.1 \\::ir ..il:., , : .lL .l l.:' 1i,i.ii:tg ;.::tr'.. i:::' .1,', : .' .,r.r1..:5lc l:l :ig::l .tz:.

Electric Cord

I:lcctricul coril ('o. nou' colrcs pronroting salcs srrf-etr,

Merchandising lionr ( arol Cable in neu packagirrg lun cl c nr p hasiz ing

b

.\ ncri clispluv slstcnr riitlt colorl-ul. inlirrntutive heuclers. aislc ri ings. :;elf--talkcrs urrcl color coding u,ill r:onrplenrent thc ncu packaging.

SPECIALIZED TREATMENTS NOW AVAILABLE

o Wolmanized Lumber

o Dricon Fire-Retardant

. Creosote

Tray Display

.,\ corrugatccl prc-puck clisplay l,tr St) lctte 's portablc l'ra1 Tablc is nori availablc.

PRODUCTS AVAILABLE

. Landscape Timbers

o Railroad Ties

r Poles

r Posts

o Dricon Fire Retardant

Treated Wood

r All Weather Wood Foundations-

o AWPB-FDN Stamped

For informatian on quick service call the treating experts!

Thc scll-shippcr holcls l8 plastic ta-lles in * hite. rccl urrd bluc. ('olorlul grrrphics on thc herrcler and tl.rc actuaI proclr-rct packagr- highIight r-rses fb: thc cils). -lo-usscnrblc tables.

\\'hcn sct Ltp. thc clisplul'ntcas r.r rcs 5.1" h ig tr r 2 I ri iclc x I ()" clecp.

a;ffi

Wired For Storage

Versatile storage organizers that may be stacked or hung in various configurations to make the best use of vertical space are now available from Clairson International.

Closet Maid Stack'n Hang Baskets attach either to ventilated or wood shelving, can hang from one another or be stacked securely upon shelves or floors.

Available in 12", 16" and 20" widths, they are made of coated steel rods, '7" tall and 8-l /4" deep. Requiring no hardware for installation, the open-faced bins feature a curved lower lip that prevents items from rolling out of the container.

Stencil Seller

A new merchandiser which makes it easy to display and sell Mark It! brass stencils in 1", 2" and 3" sizes is now available from C.H. Hanson Co.

FREE READER SERVICE

For more information on New Products write Euilding Products Drgest, 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!

New Window llovement

A popular top-hung roof window from Velux-America Inc. is now offered with an integrated screen and outside dimensions of 27-l/2" x 46-l/2".

The window can be conveniently opened for ventilation and can also pivot so both glass surfaces can be cleaned from the inside.

door for added strength. A flush mounted slide bolt lock with a patented relock mechanism is built into the center cross beam.

The display features reusable stencils in individual letters, numbers and sets of each.

The stencils have interlocking edges for easy use and legibility on all surfaces.

Other features include a thruscreen scissor operator securing the bottom sash at two points, a precision spring-balanced sash which opens and closes easily, a ventilation flap allowing fresh air to enter even when the window is closed, an easy-to-clean filter on the flap to keep dust and insects outside, and maintenance-free aluminum step flashing to facilitate easy, watertight installation without the need for caulking.

Closet-Slzed Safe

A steel curtain which installs behind any swing door to secure valuables too large to fit in a home safe has been introduced by Roll Right Industries.

Made of pressure formed steel panels, Closet Guard is enclosed in a protective housing which mounts above the doorway. Four extruded metal cross beams are built into the

Made for standard residential door heights of 6'8", the barrier is produced in all standard swing door widths.

Electronlc Securlty iletwork

A new electronic security control system from Radionics protects homes against fire, theft and vandalism.

Packaged in an inconspicuous, attractive case, the Alpha Il acts as a control panel, continuously showing the current state of the entire security network using words, numbers and symbols on its 16character panel.

When set on any of four levels of security, the system will pinpoint any opening in an unsecured state or any fire detector triSgered. Up to 134 individual points of protection can be linked to it, with the device also sending an alert to appropriate emergency personnel.

Other features include a built-in speaker providing five distinct warning and reporting tones, a lighted key pad, a test mde, a duress code to signal police without sounding an alarm on the premises, and an exit delay to allow the user time to leave the premises before alarms are activated.

d'"

Adds PowertoYour Tleated \[bod Programs.

When you choose Weyerhaeuser LifeWood", you get a quality product backed by the Weyerhaeuser limited lifetime guarantee, and more. That's because LifeWood's" family of treated products gives you breadth of product line that sells complete projects.

We choose onlytop grade SYP for the LifeWood" line, and treat each piece to a minimum .40 retention level. That's why every LifeWood * product is backed with a limited lifetime guarantee.

But that's not all. The LifeWood" family of treated wood products includes treated lattice ; three-, four- and five-step stair stringers; decorative spindles; DEC-Cap" beveled and sanded handrails; and DEC-Top" end posts for a finished, professional look that lasts a lifetime. That's because each piece is treated after it's been precision cut.

Weve added form and function to treated wood, and that's going to add to your bottom line.

What's more, were backing LifeWood'" with afull-scale publicawareness program to consumers. Our national magazine/newspaper articles are scheduled to hit the stands right when consumers are planning their 1987 outdoor projects. And during May and June, LifeWood'" dealers will be participating in the LifeWood" Consumer Sweepstakes, with a Bob Vila custom-designed deck worth $20,000 offered as the Grand Prize.

So add power to your treated wood program and make sure you're getting the most out of every treated wood sale by offering LifeWood" dimension and specialty products. Because your customers know when they build it with LifeWood", they build it for life.

Lifewood" is a weyerhaeuser product, your First choice for building materials. For information on how to become a Lifewood" dealer, contacl th9_lVqyerhaeuser Sales Center, PO. Box 1060, Hot Springs, Arkansas, 1-800-643-1515 (in Arkansas, 1-800-272-2200l, or call youi local Weyerhaeuser Customer Service Center.

DEC-Cap" Handrails

LifeWood'" Stair Stringers

Concrete Steps Ahead

Brackets for forming concrete steps at more than a 500/o savings of labor costs and time have been developed by Concrete Tie.

from Nady Systems, Inc. Nite Sentry remains lit as long as the area is occupied, then turns itself offafter a preset delay.

Heat Conversaons

A "quick change" element has been added to Eddy Products' line of Mark IV heat guns.

The brackets are said to produce precision-formed steps that are more uniformly accurate, neater and architecturally beautiful.

Light Guard

An outdoor security light which uses a passive infrared sensor to detect approaching persons at a range of up to 35 ft., automatically turning on an integral 100 watt light, is new

Housed in a tough, attractive waterproof case, the light is attached to an AC cord with grounding plug to connect to the household electrical system.

Other features include a built-in photo-cell sensor so the light will operate only during the night and a time controller that allows adjustment of the light "on" delay from 5 seconds to 15 minutes.

Designed to simplify servicing, it has a two year warranty. Nine gun models have heat ranges from 300" to 1000"F.

Software Architect

Design Your Own Home, a software program for creating structures, interiors and landscapes in a fraction of the time it would take to draw by hand, is new from Abracadala Ltd.

Operating on IBM personal computers and compatibles, the system includes a large library of architectural shapes.

Mood Lighting

Romantic lighting by table and floor lamps featuring a center post lined with long lasting bulbs is now offered by Verax Corp.

FREE READER SERVICE

For more information on New Products write Building Products Drgest, 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!

Motorized Wheelbarrow

Motorized wheelbarrows from LCS Technologies replace backmuscle power with engine power.

Reportedly, the Lil' Hustler wheelbarrow can carry and dump over 1200 lbs. without strain or fatigue to workers. It features a 5 to 7 HP Briggs & Stratton engine to drive the wheels and a simple release mechanism for easy dumping.

Available in gas or electric powered engine, it features a forward/reverse Hot Shot transmission, a front differential switch No. 40 chain, parking brake and rear ball bearing coaster wheel. The electric model has a built-in rechareeable 24 to 36 volt battery unit.

The 12 volt line is safe even when the wire is cut or someone touches the inside of the socket.

High Temp Paint

A high temperature aluminum paint has been introduced by UGL. Specially formulated to withstand temperatures up to 1200'F, the paint can be used on interior or exterior surfaces including ovens, stovepipes, mufllers and dry kilns.

It can also be used as a primer or finished coat on concrete, wood, brick and metal. Available in quart or gallon cans, it is applied by brush, spray or dip.

Bathroom Heirlooms

New bathroom accessories featuring an "heirloom" look have been introduced by Bathroom Jewelry Inc.

f"'-,,r :i

'J,e-L - - g FA*'

$$G x

The Reminiscence and Revere lines are finished in polished brass or chrome, mellow antique brass or pewter. They include lavatory faucets, tub and shower fittings and wall mounted accessories.

Protect it witlr Swedish Formula

This is what can happen to CCA lumber not protected against the weather... lt won't rot, but it can

WARP, SPLITandCUP

It can even twist out of shape so much that it pulls nails up. Surely you've seen itonce perfect wood that has lost every bit of its beauty to the destructive effects of the weather.

milH EMPLOYEES

From America's Renewable Resource, our employees take pride in manufacturing quality wood products for Americans' use in particleboard, paper products, decorative bark, f irewood, crates, pallets, doors, windows, mouldings and home construction

ll|0 [il10 ca||$ uil]| ll|0

BIOPROIIffi!

FAMOWOOD

is the PR0FESSI0NAL'S Atl, PURP0SE PtASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! :tt*4

Ready to use right oul ot the can, tamowoo0 , ! applies like putty-sticks like glue; dries Eh-.-* ouickly: won't shrink, a'nd will not gum up sander. Waterproof and wealherproof when properly applied. 1

U.S. Population Up to 257 Million

About 15.5 million more people were living in the United States when 1987 began compared with the 242 million counted in the April 1980 census, estimates the Census Bureau.

Although the population is predicted to grow by more than 2 million this year, it is well below the record increase of 3 million in 1956.

Inerpnsirrlr and Praiielr

r Manufacturc: Pallet Stock. Fencing. Trusses,lies.

Bedframes. Shehing and Sticlen

Lor u detuiled tttfttrttrutiotr ltttck, c()trtu<'t:

Sam Rashid

IEUTY CnElIE0 product review group is discussed by Gene A. Whiddon (lelt), president, Causeway Lumber Co., Fort Lauderdale, Fl., and Stuart Wells, president, Huttig Sash & Door Co., Sl. Louis, Mo. The new concept, a top management, decision-making committee crealed to provide suppliers with an opportunity t0 demonstrate new products, systems and ideas, was introduced at an "Appreciation Breakfast" hosted by Causeway lor its major suppliers.

Gt ALES of pressure treated lum9 ber for outdoor decks can become repeat sales if a dealer is active in promoting the after-market for decks.

The after-market for decks, like the after-market for automobiles, consists of products used to keep decks looking good and performing at top efficiency. Although it is a fairly new market, it is rapidly growing. Annual sales of water repellents, stains and preservatives for wood decks are estimated at over $200 million, according to Wilson W. Woolley, director of advertising for the Klean-Strip division of W. M. Barr & Co.

Story at a Glance

Suggestions for capitalizing on the rapidly expanding aftermarket for decks cross merchandising, point of purchase displays, clinics, advertising tell customers how to keep decks looking good.

Sales points for the products are numerous. The water repellents protect unfinished wood while allowing it to weather naturally. They provide a moisture barrier to retard warping, swelling and shrinking of wood. Wood treated with a water repellent can be painted as well as left natural. A stain is useful in that it allows the homeowner to have a deck of almost any color.

Sell the $200 million deck after-market

A special after-market section should be established. Often it is a good idea to cross merchandise the section with signs and displays in both the pressure treated wood deck material section and the outdoor furniture section. lf the store has an outdoor living display with demonstration decks, gazebos and other garden amenities, it is important to include after-market materials.

Samples of wood which has been exposed to the weather with some protected with water repellent, waterproof material or stain and some left bare are good silent salesmen. Stain samples also are helpful. Stripes painted on a deck in various shades or a large circle with pie shaped pieces stained with the different colors are attention grabbing and more effective than a small chip to demonstrate color.

Springtime clinics can demonstrate how old decks can be restored by removing mildew and other stains before applying a wood preservative product. Application techniques, usually soaking, brushing or flood spraying, can be demonstrated thus offering an opportunity to sell application equipment as well as the product. Handout material should carry

both an equipment and material shopping list.

After-market deck products tie into home repair and spring fix-up advertising as well as promotion of pressure treated wood decks. The products are applicable to both new and old decks since they can be used to protect new material as well as restore.

ltECK GAIE is becoming an after market for retailers as more decks reach the age of needing refurbishing.

Redwood Specialists Attend Seminar

A select group of 2-5 redwood specialists from throughout the country was invited to participate in the l9th redwo-od seminar at the Northern California Operations of Simpson Timber Co.

The theme "We're Building Together" focused on the role of the wholesale distributor in today's market. Since 1963. 425 wholesale distributors have participated in the program of product knowledge including redwood resource and forest management. harvesting. manufacturing and marketing. Tours of both the older generation and younger generation forest, the tree nursery and Simpson's sawmill ended with an opportunity to grade a selection of redwood boards.

National Roofing Week Promotion

National Roofing Week will be May 2-10. the Asphalt Roofing Manufacturers Association says.

New in this year's promotion kit are two envelope stuffers (one for residential and one for commercial roofing) and new ad slicks. Also included are banners, badges, a "How to Participate" brochure, newspaper editorial supplement material and order forms.

Home Prices On The Up & Up

The median price of new homes is expected to rise 50/n in 1987 from last year's $95,000, according to the National Association of Home Builders.

The increase is predicted due to an increase in affluent home buyers desiring more luxuries like hot tubs and microwave ovens.

C0tIllGElI ol wholesale distributors from soulhem and sunbelt states on site during Simpson Redwmd Seminar: (left to right) Darrel Bishop, Slaughter Bros., Dallas, Tx.; Pat Eallatd, Falls City Lumber Co., Louisville, Ky.; Dave Beckham, Redwmd Lumber & Producls, Fort Worlh, Tx.; George Steele, Slaughter Bros., Stallord, Tx.; Mark Seifried, Capital Lumber Co., Albuquerque, N.M.; Jimmy Petrey, Lee Roy Jordan Redwood Lumber Co., Dallas, Tx., Bill Kmnauer, Falls City Lumber Co., Louisville, and seminar leader Greg Lambert, Simpson Timber Co.

AWPB Quality Mark

(Continued from page I3)

Unfortunately, since not all treaters participate in the AWPB quality program, if treatment is applied to improperly graded lumber, there will be no certified agency inspection to detect the error. The presence of bogus or counterfeit and mill stamped lumber presents a potential problem. Because lumber with bogus stamps usually does not conform to ALSC quality, it can create a problem if treated. Although the pressure treating may eet quality stan-

Mississippi Dealers

(Continued from page 30)

Supply, Philadel dealer director. is national

Bill Reynolds was named chairman for the 1988 convention. Dates will be Feb. l8-20 at the Royal D'lberville Hotel, Biloxi.

Frank Dodson, Renfrow Supply, Jackson, received the exhibitor prize with the sponsor prize going to Phillip Busby, The McGinnis Lumber Co., Meridian. Retailer winners included Eric Small, McComb Building Supply, McComb; Fred McKee, and Raymond Breland, Breland Building Supply, Newton; Ronnie Rushing, HootselLumber & Supply, Natchez; Clark Howell, Howell Building Supply, Carthage; Bill

dards, lumber that does not meet ALSC grade standards can be potentially harmful since sub-standard performance may result.

"The AWPB quality mark is applied only to lumber with a legitimate ALSC grade mark or no grade mark at all. The AWPB cloverleaf certifies that treatment standards are met, but does not guarantee the lumber grade," said Charles E. Thomas Jr., ceo of the American Wood Preservers Bureau. "Thus, the retailer should specify ALSC grade marks and treated quality marks on all the pressure treated lumber which he orders."

Reynolds, Waynesboro Hardware Co., Waynesboro; Curtis Seay, Liberty Building Supply & Hardware, Liberty; Carlton Moak, MidCity Paint & Supply, Summit; Charles Patterson, Discount Paneling Center, Kosciusko, and Ken Cavin, Stahlman Lumber Co., Natchez.

Southern Treaters To Meet

Southern Pressure Treaters Association has two meetings scheduled for 1987, according to R. Bert Hawk, executive director.

The spring meeting will be held at The Greenbrier, White Sulphur Springs, W.V., May l8-20. The fall meeting will be Nov. 18-20 at the Ritz-Carlton Buckhead. Atlanta. Ga.

Fine Textured/ Kiln Dried

NAVA.PINE

Premium Quality Lumber

Half Pak PIL.

NAVATRIM

Premium Mldgs. and

Weltesyearsoldo.o and grodfing Thcrnks

to all of you for your enthusiasm and participation in the growth and success of Building Products Digest since our first issue, March 7982. You can count on our continuing to give you excellence in reading. Special thanks, too, to those companies listed below which have advertised with us during our first five years.

Ace Saw & Supply o Alayem Lumber Corp. a Allwood Industrials, Im. a All Woods/Sctuoeder, |rc. a American Hardware Manufaturere Aslation o Amerlcan lni€rnadoml Fo6t Prodmts, Inc. a Amertcan Wood Prescruerc Brlmu o AmSoth Bank a A.W. Andersen Corp. o Arlzona Prlfk Wood @srrylng a Arl|l Fdcrt ho+ uctsaAdum Door & Wlndry Corp.aAttaway Tmking DivisionaB&M W@d Pr6dwts, lm.aJ.H. Banr & Co.acun 8an L|rnba Co.oBerger & Co.oBeverly Manufacturtng Co.aBirmlngham Wood Pre*rulngaJ.H. Elwlns Sawmlllsa8oh.mh. lnc.aBole Carcade dBowle-Stms-Prange o Bnnd-S Corp. d Brtn Lmber Col a Bwhamn Haduoodi tE. a Bui€ Fd6i hodrts a Brdtda ilrra of Anala Inc. a Caffall 816. FoGt Prodwts a Cahner's Wlnts Natloml Hardwarc & Home Cenier Stw a Catlfmla Cua& lndrsrrla a C.[fmf. Rc4 woodAswatlonaCallfomlaWholeleaCamonWholeleaCamdtanFoEtProdrbLtd.aC&DLmbqCo-oCufqUSACdFaBlll Car&n Lumber Sala t Sam Carey Lumber Co. a Ca*ade Emplre Corp. a Ca$ade Strdr, tm- a C@ Cap. a Ccdat CEd. wholcrab a Catral Butlders Sulpltc Co. o Champion Interutlo@l Corp. O Chapmn Ch€mkal Co. a Cosral Lmba Co. a JolD T. Colc & Astata a Coloni.l Cedar a Coirimbla Vlsta Cuttlng Mtll a Columbus Lu;bq a Contftt Lumber Co. a Cor Wood Pmdng a Crm Rcdurcod Cq, IE- a C.C. Cw's Publietlons, Im.aCS|oCulfoper Wood PrerumaCurtm-Parkq Lumbs Co.aDant & Ruiscll. lm.aDarallm CdFaDeU-Tlrre, Irc. a Dean Lumbq Co. r Deliori Lumber Co., lm. a Diamnd Wood ProdEts a Dirle Fmt hodrrtr a Dl{l(-Prlnc Cq} a D*. Clg Lmbg Co. a Dumas Bulldlng hodxts Advertlstng/'lrtarkedng o Elco Forest hodwts a Elds Foct Prcdrts o Roy O. Eldrr Lmba Co, lrc a Eldt Wood Presrulng Co. Ensiorth Forest hoduti. nre esL Inn o Fatls Rlva Moldlng Co. o Walts if. fdac Lrmba Cq o Al[ Fblnen & Affill' atesaEiiFountalnLumberCo.aFullmerLumbsCo.oFullcoLumberCo.aG&R-LumbsCo.aGanqlr-PxlftcCorpoGFCo.aGlh.&lbtdall Glen Oak Lumbq & Milltng a Global Tlle & Wood, tm.. Global Wood Pmdng Systm+ lm. a Gold.n St t2 Moldng CG G.ry Sal Patnts a Gr6t Souilen Wood Fmlng o Griflolyn Dlvlslon, Ref Ind6trl6, lm. o Himprm Lmbs Sabs o tladrrcod FlulnS & PrdingaHln6 Equlpmeni Co.aHtrt & Woodatloltc USN Corp.OH(x)g Tpted Wood hodrcrsotlcrto-Prlftc. lE.aH*rdJolFo Co.rHqptlu'eylunberCo.oldacoEngtneriry&EqulpmentCo.aldeon, lrc-aln&peo&nrFurerrrolDgarelEalntamt|mlPaF Co. a JD Lumber o John Day Lumbei Co. a R.T. Jones Lumber a Le Roy Jordan Redwood Lumbcr o Kopptr Co-, lm- a Kutom Transport a Likryood Treadrrg, lm. a Landmark Lumba. IrcJ Richard Landry Lumbq Sales a Lln&n Lmba Co- a Utd. lrl2 lnd6. tries i Laklando o Longteaf Wood Pwrutng o Lorh Lumber a Lolslam-P*lfic Corp. o Lumbemm Marka Rcport o Lmbam's Undrrrldng

Alltame o MacMtllan B-led€l a Manslon Indlustric a Madon Pmue Trcadng Co. a Ma*s Fq6t hodrrs o Martn Fqsr lrdrrtb a M.ry'3 River Lumber Co. a Masonite Corp. I Maze Nalls o McCranle Brc. a McKenzie Tradlng Co. a Md(un Moldng Co. a Mcshrn Lmba Co. a Medford Moldtng Co. a MG Butldirg Marerhls a Mid-Soth Wood Prcdwa a Mid-Stat?. Wood heservlng. !m.! fR Mllb Hlll Co. I Morrlson Sewtcc, |rc. a Mouldtng Pr&xts lm. a Moldirys & Mlllmrlq lm. o Natlml A3rocbtton of Bcmod:llrg InAllty a ltdonal Home Center Show o Natlonal Woodworki, lm. o Navajo Foml hoduts lndusti6 a l\dorfleld Manufrtwlng Co. o fh.th AtrEkan Whohslc LmberAsslatlonaNorthgateLumbqCo.aOatwoodManufxturlrBlrc.aOgdlenLumbc&MtlllngoOngmMqIdng&lllnbt_CoaOlre WoodPrewlngCo.oOvwasHardwoodaOsensFo6tPrcdwtsaPxificLumbqCo.aP&MCedarProdrtrCo.aPrndChPCoaPrf Plastlcs Ltd. o G.G. Parrcns Treklng Co. o Paul*l Lunber Co. o Perfomame Cotlngs, lrc. o Phllllpc Bre. Lmba Co. a Tha Ptn Prg" o Plrtau FoEt Prcdwts a Port BMe Lumb€i lndustrt6 a Potlatch Corp. o P(rell Lumber Co. a PEnds Crere & FGt hodrtr. lrc a hodrr Sabr Co.OProfltMutqaPubltstmFoGtProdwtsaPVMRedwoodCo.aQutmhShlngte&LmberaRduLmbqCo.aREb!.tllrdwod Inc. a Rentokll, Inc. a Rcklln Forest Products o Schlage Lak Co. a Setzer Forest Producis a Shelton Treklng o Slcna Prlfk Indutries a Slmpson Tlmber Co. a Slaughter Brotlpn, Irc. a Smurftt Fmt hodEts o Smwly FGt hodrrs a Snlda lndrtrlcr a Snlda lrrnba Prodwts Cd. I South Atlandc Lum&r Co. o South Bay Fomt hoduts a Sdtlsn Fmt Itrodrrr fusocfrtfm a Sd|tlEn Luorh:r Co. a REll Stadelman&Co.aStat6 IndmttcaSterllngForestProdmtsaStiryfellryLumbsCo.aSmlFqesrhodrrsOTmph-Eartallrc.aWdtrr

Terry Dtstrlbutor o Thomas Lumber Co. o Thompcon lndustrles I Tlmbei Geodesbs, lrr. o Ttmber Prcdrrts Inrpcctloo lm. a Tlmba Prodrtr Selcr Co. i Ttmbq Reallatlon Co. a Tresource, Im.'o Trlad Systems Corp. o Trlnlty Ftr6r hodwtl lm. a U.S. Plrnrood o Udllty Trrlb Hrndatt' ing Co. a Waggorere Treklng o Wa*o hodats a W6tem Fomt Prodwts Sdc a Wctem tlom Cmtr Slw a Wctt tn Inlrtmdonrl Fdaf Prodwts, lrc.i Watem Red Cedar Lumbs Asslatlon a W6tm Tumlrg & St lr Co. a W6tm Wood Prcdrt3 Aed.tlon a Wq€fw Co. a Wholesle Bulldirg Materlals Manag€ment Co. a Whonmk |rd6t|6 a Willamtte hd6ttlc.. lm. a Wlllims Lmba Ca o{ I{o.dr

Cilolim a Wlndrcr Mtll, lm. a Wlnton Sala Co. a Wltco Chcml@l a Wood Protctlq Co. o Zklrgnf ttlrdrpod. o

Buildinq -- Profucts

Serving the lumber & building supply

ucts?

Who buys CCA treated lumber?

wHO is the retail customer for CCA treated lumber prod-

This is a question which has never been completely answered despite the wood preserving industry being one of the most dynamic segments of the U.S. lumber industry with the use of treated lumber growing rapidly.

Story at a Glance

Few statistics presently available on pressure treated lumber buyers. Virginia Tech researchers to analyze market results will help retailers.

Figures in 1984 showed that residential remodeling accounted for nearly half of the pressure treated lumber market with 240/o used in new residential construction. Over 800/o of all treated lumber moved through retailers to the end user at that time. The end consumer was the homeowner for as much as 700/o of the treated lumber sold with about 400/o of this being used by do-it-yourselfers.

Because consumer level market research is almost non-existent in

the area of treated lumber retail sales, two faculty members at Virginia Tech University plan to fill the gap. Paul M. Smith, a graduate research assistant, and Steven A. Sinclair, Ph.D. and association professor forest product marketing, Department of Forest Products, at the university plan a study titled, "An Analysis

product appearance, point of purchase literature and safety issues.

of the

Retail Customer of CCA Pressure Treated Lumber, Timbers and Plywood."

This study will be based on surveys of two major retail customer segments. The researchers plan to gather data from two scientifically selected samples composed of 3000 professional contractors and remodelers and 3000 do-it-yourself homeowners located throughout the 50 states.

"Data collected will be used to better define customers in the maturing CCA pressure treated market to enable retailers to better target their promotional activities," Sinclair said. The customer's knowledge of and satisfaction with currently available CCA treated products will be determined along with opportunities for new high margin specialty products.

The most important product attributes will be developed for each group, according to Sinclair. Such attributes include product color, price versus quality, brand names,

A potentially huge permanent wood foundation market for CCA treated products also will be examined. Information will be available to assist managers in planning their merchandising and promotional activities as well as in the development of long range plans.

Upbeat mood at home center show

MOOD of excitement and hope for an improved building materials market was in the air at the National Home Center Show in Chicago last month.

Those in remodeling and repair related industries and retailers concentrating on home improvement were especially upbeat about things to come.

". industry is in a shakeout period," in other words "maturing," commented Mike Grossman, chairman and ceo of Grossman's lnc., the 1987 inductee into the Home Center Hall of Fame. Echoing

Story at a Glance

Remodeling & repair markets looking good.. . Grossman inducted into Hall of Fame ... praises employees, stres. ses attitudes and seruioe... Handyrnan, Lore's, Payless Cashways, Stipling-Blake Lumber top rctailer$

the show's "Focus on Today's Customer" theme in his talk. he said, "l don't think we do nearly as good a job (as we could) on the basics."

Warning that survival in the industry depends upon improved attitudes and service to customers, he slressed the important role of the employee. His support of Grossman's personnel during the difficult Chapter ll era in 1985 was praised during the ceremonies. As he became the sixth home center executive to be inducted into the Hall of Fame, he accepted the honor

PIYLESS CASHWAYS' lll Stepnen J. Koren, product line manager, and David Stanley, chairman of the board and ceo. l2l John Snead, Bandy Gamiel & Bob Edwards of Osmose. l3l Ernie Ledger, Giles & Kendall.

lll Tony Merkel, Simpson, & Jack Burton, Anderco. l5l Marty Gill, Russell Stadelman Co. 16l Dick Hedrick, Potlatch, & Robert Allison lll, Landmark Lumber. l7l James Gogolski, regional marketing manager,

Southern Foresl Products Association, & Lee Plant, Hoover Treated Wmd Producls. ltl Jay Marshall Cain at G-P's popular model train display. l9l 0urand L. Darbyshire, regional marketing manager, SFPA, & Curt English.

on behalf of all the Grossman people, many of whom were there.

Richard V. Wolohan. founder of Wolohan Lumber Co., Saginaw, Mi., was given the Pioneer Award for his entrepreneurial efforts.

Handyman Corp., San Diego, Ca.; Lowe's Companies, Inc.; Payless Cashways and Stripling-Blake Lumber Co., Inc., Austin, Tx., were among retailers honored as 1986 home center of the year award winners.

In viewing exhibits in the hall and talking with retailers, it became evident that the do-it-yourselfer is the inspiration for the majority of the products as well as the motivation for much of the merchandising. "The do-it-yourselfer is still king of the hill" is the way one retailer put it.

Ken Blanchard. author of "The One Minute Manager," got high marks from those attending the opening session. Bernard Marcus, Home Depot chairman and ceo, introduced Blanchard who keyed his comments to customer management. Focus groups were well received with retailers welcoming opinions from home center experts.

New Tennessee CEO

Anna Durham Windrow will become chief executive officer of the Tennessee Building Material Association on June l, replacing Stan Owens who is retiring after 27 years as head of the group.

"Mrs. Windrow's education, business and governmental experience coupled with her family background in the building material industry, make her an excellent choice for our association," said David McClain, chairman of the TBMA board.

A graduate of the University of the South at Sewanee, Tn., the new ceo has worked in the banking industry and real estate as well as on the staffof Senator Jim Sdsser as special assistant to the senator. She has also been active in her family's business, Durham Building Supply in Gallatin, Tn.

"Mrs. Windrow, a fourth generation member in the building material industry, has first-hand knowledge about the problems facing our industry," McClain said, "and that was a definite plus in our selecting her over a number of other applicants.

WeCanTalrc TheHcat.

Exterior lire retardant trealed lumber and plywood for exterlor and hlgh humidlty appllcatlons.

Exterior flre retardant treated western red cedal shlngfes and shakes for Class " A" , "8/-" , and "C" root systems.

A new generatlon ol interior llre retardant treated wood producb with low hygroscoplclty, corrosion rates simllar to untreated wood, and thlrd party certlfled stle8s yalues.

Buildiw -F.oiIuc's

ClasEified Advertising

Twenty-five (25) words for $19. Each additional word 65C. Phone number counts ils one word' Address couna as six words. Headlines and centered copy ea. line: $5. Box numbers and special borden: $5 ea. Col. inch rate: $4O camera ready. $45 if we set ttre type' Names of advertisen u.ing a bo* number cannot be released. Addresi reptiers to box number shown in ad in care of B-"itetrC ptoaot Diget, 4Sm Camprs Dr., Suite rlfl), Itirpo{ Bcach, Ca.92660. Make .t..tr iuyrUf. to Cutlr hrblislring, -Ioc. M"il .opy to -above addess or call (714) 852-1990' Deadlhe io, .opy is ttre l5th of the-nronth. P{YMENT MUST ACCOMI}\NY COPY unless you have esrablished credit with us-

LOOK! EXOTIC WOOD PENS-Six species-Classy gifts for your best customers. An inexpensive way to put your company name in their order writing hand every day! Introductory special for lumber industry. Buy direct. call (916) 442-2485 or write Quesl Pen Co., lnc. 106 "K" St.. Suite 330. Sacramento, Ca.95814

MARION PRESSURE TREATIilG CO.

Creosoted fcncc posts, timbers, barn poles and pilinS. Truckloads only. Mari' on Pressure Treating Plant, Rt. 3, Box t()' Marion, La. 712ffi. (31E) 292-451 I

IET'S TA1IT FACTS

JACI #t

Cascade Empire is looking tor a few special people who already successfully trabe Forest Products as oflice wholesalers and have the facts to back up previous experience.

tACt #2:

We have a few facts of our own. lf you trade $150,000 Goss Trading Maroin at Cascade, Your income would be $55'000' lf that gross$as -. $25d.ooo, vour incorie would be $100,00o. ln addition' we have benefrts i-niCnlnctuOe life, health and dental insurance, disabilily insurance,401-k siuings program, business expenses paid and incentive travel trips for our top producers.

FACT #3:

We trv to keep it simple. You trade-you earn. You must be erperienced in orderio resp6nd to this ad, you must have I Proven record of top produciion, integrity incl be a tbam player. We're looking for a perfect match-your skills and our needs.

Oui main office is in Portland, Oregon, with a branch in Newport Beach' California.

FACT #I:

We're serious and we hope you are. Reply to me pgrsonally and let's talk facts--including the possibiliti of adding you to the Cascade team'

Ray B. Haroldson President

HERITAGE FOR SALE

Ouantity of used and rebuilt machinery so laige that it's busting out the sides of our warehouse.

Band mills, resaws, chippers, planers. etc. One item or a complete mill. Belmont Industri,es, Inc. ?flFbt Shb Rd./SndrHte, GA lnn ({0a) 931{329 a ({X) {9}352t

IMPORT VUSIL FU'ORING

6 fu only. 2O ft. containers (15'6OO yards). Under $l.OO per sq. Yard. most U.S. locations. All frst quatitY, dtoP shiprnents oossiue. - ShlwWbotcrlc C.ooPrry

|50r)767-W

P.O. Box 2474.Hd SPdngs. At.719l4

SALES OPPORTUNITY at No. Calif. wholesale and remanufacturing co. for motivated individual. Excellent commission and benefits. Inquiries held strictly confidential. Please call Mark Sparso at Agwood Mill & Lumber. Ukiah. Ca. (707) 468-5486

Classified Advertising

WANTED

Knowledge of your surplus machinery. We will share this information with our thousands of customers at no charge to you.

Belmont Industries. Inc.

264 Flat Shoals Rd.

Stockbridge, GA 30281 {404) 934-6329 or (404) 493-352E

DEMAND IN THE JOB MARKET HAS EXPANDED IN RECENT MONTHS

Filling And Finding Jobs in the F'orest Products Industry is our only business. Because our clients are on a regional and national level we can help you explore for positions available in your field ofinterest.

These jobs are presently available but others are available that are never advertised. So, to see ifwe can help you find a better job call Joe Maugans for a consultation or send us your resume. There are no obligations and no costs. All discussions are strictly confidential. Employment fees and relocation expenses are always paid by the employer.

MARKETING REPRESENTATM** Market development in Alabama, Tennessee & Kentucky for quality treating plant - Salary, incentive, automoderate travel - looking for a professional able to sell quality and organize dealer promotion programsLumber sales experience not necessary.

DISTRICT SALES AND MARKETING** Represent mutti-line Syp specialty lumber producerEstablished lines - Develop new products and markets in Midwest - Heavy travel - Salary, bonus, autoThis is a better than average chance for income and growth and will require a real pro.

CONTRACTOR YARD MANAGER** tf you have rhe experience and can effectively manage a new southeastern lumber and building material yard with emphasis on conlractor sales and a budget of $ I 5,000,000 this is the job for you lncome based on bottom line with good front end guarantee.

MAUGANS AND ASSOCIATES

P.O. Box 36802 / Birmingham, AL 35236 205-987 -7s82

FIIIING ANll FINI|ING J(IBS

in the Forest Products Industrv Is Our Business

SltEStlAll ++Acceptable candidate must have: Demonstrated ability to organize and conduct dealer promotion meetings. Experience selling top quality products

. Skills to develoo new accounts and oromote new Droducts

o Desire to advance with progressive and innovative industry leader Lumber background would be desirable

Jtloderrls lrayelErcellant srhry & lncentire

Auto.Relomtlon and Fee prid

For l|etails Call

MAUGAI{S Al{l| ASSIICIATES

P.0. Box 36802 / Birmingham, AL 35236 205.987-7582

REPRESENTATIVES wanted - narionwide for distribution of solid wooden decorative doors with or without leaded stained glass, absolute lowest prices and best quality, inquiries with sales projection to: Swiss American lmport Export lnc., 274 County Rd., Tenafly, N.J 07670.

REPRINTS of hardwood articles fiom The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods. $12: Southeasr Asian Hardwoods, fi; South American Hardwoods, $61 all three, $19. Send your check today including name and address to Hardwood Reprins c/o The Merchant Magazine. 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

Ff RESSURE treated wood can be F a specialty product as weil as a commodity and there's a comPanY in Houston, Tx., proving it.

For the past 4l years HCS Woodtech on Almeda Rd. in Houston has been quietly but tenaciously growing into a leading producer of a variety of specialty pressure treated wood products as well as a national merchandiser to the home center industry.

The company is a partnershiP of general partners Paul Norwood and Bill Plant with l0limited partners. It operates treating plants in Houston and San Antonio and distributes Wolmanized wood and Dricon fire retardant treated wood to a ftve state area.

The two men have been Partners for nine years with Plant running HCS Woodtech as president and Norwood, an investment counselor, pursuing other business interests. Their creative marketing stYle is summarized by Warren SPencer, v.p. of operations in San Antonio, "I've worked with this firm for six years and I still am amazed bY how responsive and inventive it is in moving into the lead. We'll try something long before our competition even thinks of it. If it doesn't work, we'll move on to the next idea, but we are alwaYs trying some-

How a Houston pressure treater oos the d-i-y market

thing new. It certainly isn't boring around here."

Plant says that it is a fallacy to assume that either No. l, 2 or 3 construction gfade southern pine has any direct relationship to a customer's treated lumber needs. Appearance and long life are the two highest requirements and both these are best served by a quality product in design, manufacture and presentation, regardless ofgrade. "Ifyou don't put money and effiort into the presentation of your treated products, you won't get the sales or gross profit you hope for," he warns.

Story at a Glance

What steps one firm used to change commodity prcssure treated wood into a sPecialtY line. varioussuccessfirl marketing thrusts they used... how and rvhy tp GFyer was targeted.

Two years ago HCS Woodtech decided to move treated wood products from the "back 40" into the mainstream of the retail flow. Many suggestions were looked at over a

periodof nine months. ihecomPany conducted market research and focus groups with customers to determine the best way of doing thisIt became obvious to them that the d-i-y customer wanted many Products other than 2x4 and 2x6 as well as wanting to see and feel the Products before they bougttt them.

From these discoveries the concept of the Outdoor Dream Center was born. Taking the marketing of pressure treated wood into a new dimension, a working display utilizes a lumber dealer's floor sPace to attract and educate customers to the advantages of a backYard deck or similar proFct. A potential do-ir yourself customer can visit an environment where he can exPerience what his backyard proi:ct will Produce.

One of the products used in the display is a 2'x2' Outdoor Deck Square which a do-it-yourselfer can fit together like a jigsaw Puzzle to build a new deck over an existing patio. Other products in the line are dis-assembed outdoor furniture materials, garden items such as 4x8 lattice, pre-cut deck railing, deckboard, laminated deck columns, bender board, tongue-in-grove flooring, posts and many sizes of finishing lumber. Stains, high-strength glues, water repellent and wood protection

products are another part of the display.

HCS supports its Outdoor Dream Center with delivery, service including personnel education and instruction, point of purchase literature, cooperative advertising, quality guarantees, referrals, technical backup, special advertising and promotions including deck clinics and appearances at home shows and similar functions attracting potential customers.

Payless Cashways, Inc., the home center hrm that operates 18 Furrow Building Materials centers in South Texas, was one of the first to put the Outdoor Dream Center in its stores. Now HCS Woodtech has over 50 of these centers in a variety ofstores in a wide area of Texas. The specialty product concept has been picked up by major retailers and co-ops such as Builders Square and American Hardware, Inc., according to Plant.

"The results have been fantastic," he says. "And actually the current economic situation has been a boost for the concept. Instead of looking for a new house or going on an expensive vacation, people are putting their money and time into improving what they already have and doing the work themselves as a family project."

Apart from its focus on the retail dealer, the company has well defined programs for the commercial dealer and original equipment manufacturer. They have been especially successful with frre retardant treated wood which is becoming a dominant product for meeting new and increasingly stringent building codes.

Another growing product line for the company is structural marine timbers cut in sizes up to l2'x12'and as long as 36 ft. After being kiln

(lulll00fi Dream Deck provides a meeting place for Gary L. Converse, regional sales manager, Wolman Department, Koppers; dried, they are pressure treated with almost l0 times as much chemical as a normal deck board to be able to withstand attack from marine organisms and constant immersion in salt water. HCS Woodtech's Houston sales manager Patty Marek and dealer representative Tom Long report more and more dealers are handling this profitable product.

In order to service a five state area efficiently with the heavy Wolmanized wood and Dricon fire retardant treated wood, the company handles its own delivery.

"We have to stay flexible because we're small," Plant explains, "and

that's why we have our own ICC permit and State of Texas commodity license, that way we can run our lease operators 850/o loaded. It gives us an edge on our competition."

HCS Woodtech's management philosophy is well expressed by Bill Plant. "All in all," he says, "when you can see that the Houston boom is not rolling like it used to, you need to change old and maybe comfortable business habits and begin to merchandise new products to expand your markets. Now that we have successfully introduced a new retail concept for pressure treated wood products, we are actively pursuing some other new ideas."

Roger Weverka, vice president, Southern region, Payless Cashways, and William H. Plant, president, HCS Woodtech, Houston, Tx.

Obituaries

Loyce Maroon, sales manager for Reed & Sons Hardwoods. Inc.. Monroe, La., died Feb. 22.1987 , in Monroe after a short illness. He was 61.

A native of Arkansas, he had worked with Roy O. Martin Industries, Alexandria, La., before joining Reed & Sons in 1969.

Mr. Maroon is survived by his widow, Juanita, three children, two step-children, two brothers and a sister.

Pressure Treated Seminar

Dean Lumber Co., Gilmer, Tx., will host a pressure treated wood seminar and open house at their recently completed power plant, dry kilns and sawmill on April 22.

A plywood presentation by Ed Underwood, American Plywood As-

Personals

(Continued from page 32)

Richard L. Barclay has been named marketing mgr. of Windsor Door, Little Rock, Ar.

Dale K. Arnold is now national account mgr., sales and marketing dePt., for Ternple-Eastex Inc., Diboll, Tx., according to Pat Patranella, gen. sales mgr.

Cliff Shafer is now mgr., national sales div., of Trussway, Inc., Houston, Tx. Randy Battarbee is on the sales team.

Frank W. Filmeck is the new field sales mgr. for Macco Adhesives, Temple, Tx., according to Peter J. Appell, gen. sales mgr. Daniel G. Nixa is marketing services mgr.

Irma Elizabeth Jones Goodwin, co-owner of Goodwin Lumber Co., Buckner, Va., died Feb. 3, 1987, in Charlottesville, Va. She was 84.

Mrs. Goodwin, who was born in Hanover County, Va., and her husband opened the planer mill operation in the l920s. When he died, she turned operation of the firm over to her son, the late George S. Goodwin Jr., in 1956.

Mrs. Goodwin is survived by three daughters, six grandchildren, and nine great-grandchildren.

sociation, and Wolman and Dricon reviews by a Koppers rep will be followed by lunch, a live Dricon demonstration, and a mill tour. A wood chip golf scramble and fish fry at the Gilmer Country Club will complete the day, according to Steve Dean.

Bob Hixon, Hixon Lumber Sales, Plumerville, Ar., married Sherry Kilcrease on March 8, 1987. Their honeymoon was a cruise to the Bahamas.

Brad Ross has been named sales mgr. of Maywood Inc., Amarillo, Tx., according to John I. Maynard, v.p. of sales and marketing.

Bill Burk, Burk Lumber Sales, San Antonio. Tx.. has been in Ca. on company business.

Richard H. Lambert has retired as managing director of National Retail Hardware Association after more than 30 years with NRHA.

Anne O. Rexia is now in charge of the employee meal program at MungusFungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

You corft losewhen you leod off with -theheofhitterof the industryWolmonized"

PressureTreotedl-umber.

lfs the pressuretreoled lumber

7n*ffitl'fiflffiffill

7 eftlperformoncelHomcontroctors to do-it-youselfes, il's the top of the order on

arcryonds teom, li/olmonEed ond t hlmon oro mgisf€r€d lnftmoilG of loppeacompory, Inc.

Ourextensive nolionol

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