Building Products Digest - April 1988

Serving the lumber\--t & home center markets in 13 Southern states

IHESTNUS SYMBO1

PRESTIGT

The Osmose lobel soys it oll. lt's like the three-poinfed stoi on the hood of o Merc'edes. Thott whof wdre selling. A prestige product. A cleon product. A sofe' product. Consumers don't wont to toke chonces with poor imitofions. They wont o brond they con trust. Why not quit selling imitotions, ondsell thb brond Americo

POTElITIAT

Full spectrum merchondising, qives you o bonus in extro soles. Why iell ploin-Jone lumber when you con sell decks, fences, eozebos, b life-style ond customer loyolty?

The Weekend Gordener Show on TNN every Soturdoy pocks'em in. The Osmose Hondymon on noondoy TV ocross the country gets'em

PRO]ITS

The Osmose brond provides the merchont with prof itobility opportunities. Direct customer r6ferrbls on the deoler "hotline." Bonus soles of power tools, odhesives, cement, noils...ond o new line of Osmose wood protection cootings. When we soy there's power in o nome, we oren'f kidding. Everydoy, more success stories ore beinq written by smort businessmen who leleroqe tl'ieir positions with brond nome m"orketing. lf you're looking of the comp"elifion ond wishing, then if's *., time lo moke t the move to --osmose.

I

0u National Licensee Network.

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Advantage *2

()rrr t'o:nntilrtt('rtl to tltt:rlilv tttttltol is t'r'itlt'rtt lttt tr,r'o r'('rls(rt)s. I;ils1. rittt .lr,.rlrlr , "1111i'l I'1,,{l.illl i\ lll,'lt' slr irtlt'tt1 llllrrl tltt' ('Llll('llt lll(lllsllv sl : r nrlrtrr is. St('( )l t(i. \\'(' r'( )!lt ill t l( )t lsl-\' Ilrvt orrr lrlrxlttr'l sltrttplt'tl ltttti ttltltti tort'r1 lr\ rr tllirrl l)lll't\' lltl('l)t'\' I('('()g rrrze<l irt' t he N: ttrrrrltl I'- r'ltllr:rt iott St'r'r'ir't' (lonutttttt:c oi tlttt Corrrrt'i1 oi Anrr'r.it':rn Brnlrlirtg ( )l I iciltls.

Advantage f3

Oru written lifetime guaranteel

Errch :tncl cvcry piece of l:rbelecl

Wtrlmanized Pres

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Et lil, tirne gr r;rr-

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\ lxrt'ked bv

\ KoP1,,'r' Com1,, rnr'.

- In, ot porill(d. rr mttltibillion dollar international corporation :tnd a u'orld leader in wood protection technolog)'.

Numerous how-to books builcling plans. ad slicks. postt:rs. point -of -purchlrse itcms.rnd disl rl;rr' units are available.

Additional advantages.

I I Arlvertise rt:ttion:rlly in publications slrch rrs: Prlrcticrrl Horneowner arnd H,)rtr,,,\\'ll,'1. P; rrtitiplrtion in t'onsulner honre shon's and de:ller trade shou,'s. I I Nationrrl full color editorials. , Lisrecl in'I-he Wood Book and Sr,i,'eet's General Building file.

Sunshine. And a cool breeze off the 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-heart gades.

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

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

Call today : 7 07I 9 64 - 02BI.For redwood quality you can build on.

Publlrhcr David Cutlcr

Edllor Juanita Lovrct

Aulrtrnl Edltor David Koenig

Conlrlbutlnt Edltors

Dwight Currsn Cage McKinney

Art Dlrcctor Martha Emery

Strfl Artlsl John Szalay

Clrculrtlon Lynnette A, Perkins

Building Products Digest is published monthly at 4500 Campus Dr.. Suite 480, Newport Bcach. Ca. 92660, phone (714) 852-1990, by Cutler Publishing, Inc.

ADVERTISING OFFICES

Advertising, rates upon request. lrrom all states east of ihe Rocky Mounlains: (lontact Jean Waggoner (;ogerty. national sales manater. ljrom Arizona, Nevada and California: fontact David Cutler, Both may be reached at (714) 852-1990 or by writing 4500 Campus l)r., Suite 480. Newport Beach, Ca. 92660.

lrrom Washington State, Oregon, ldaho, Wvominr. Montana, Utah, Colorado, Northern Caliiornia and Canada: Contact Carole lfofm at (206)'174-3713 or 21819 77th Place West, F.dmonds, Wa. 98020.

SI.JBSCRIPTIONS

Change of Address-Send subscription orden and address changes o Circulation Dept., Building Producls Digest, 4500 Campus Dr., suite 480, Newport Beach, Ca. 965O. Include address label from recent issue ifpossible, plus new address and zip code.

Subscription Rates: U.S.: $20-one year; $36+wo years; $50-three years. Foreign: one year payable in advance in U.S. fundsCanada or Mexico: air-$42; surface-$37; South America: air-$60; surface-$39; Asia: air-$70; surface-$39; Europe: air-$90; surface-$39. Single copies $2; back copies $3 plus shipping & handling.

BUILDING PRODUCTS DIGEST is an independentlyowned publication for the remil, nlnlesale and distibution levels of the lunber arul home center mad<zts in 13 Southem sntes.

Copyright@ 1988, Cutler Publishing, lnc. Cover and entire conlents are fully prolected and must not be reproduced in any manner without written permission. Building Products Digest assumes no liability for malerials furnished to it.

Prerlure Treated Wood Speclal lmue

IheTrtloschoolsof 0nStateofTheArt

PrcssureTreatedWood: AndSunwood.

Stocking both Osmose(ur and Sunwoodcl pressure treated wood gives your customers a choice. Before Sunwood, they either bought Osmoselo or they bought something else. Cive the buying public what they want. Clean and safe* Osmose brand pressure treated wood. Or, give them todays 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.

Now, Great Southern brings you technology's answer to high priced redwood or cedar. It may look like redwood, but it's not. Sunwood lasts a lot longer and, just like all Osmose products, carries a 40 year consumer warranty against rot, decay and termites. Just as durable. Just as saleable.

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

BE PAK| OF A GROWING SUCCESS STORY. CALL r-800-52r-33r2

EDITORIAL

Here we go agalnl

IAALIFORNIA has long been recognized as \lthe source for many new ideas and laws that later spread across the rest of the U.S. So when that state recently passed a safe drinking water law, wood treaters, among others, began watching in horrified fascination.

Like so many of these things, Proposition 65, the Safe Drinking Water and Toxic Enforcement Act, sounded like a good idea. But its real life implementation and the consequences that flow from it are already costing money, causing problems and all with no guarantee of a discernible benefit ensuing.

On February 27, all businesses in the state had to begin warning employees, customers and the general public if they are exposed to any of the 29 substances on the governor's list that are known to cause cancer, birth defects or other reproductive harm. Many of these chemicals occur naturally. In addition to treated wood, other products affected by the warning requirements include such widely used items as soup, aspirin, paper and nuts. It is expected that within a year the warning list will include nearly 200 substances.

Treaters, industry associations and others have been scrambling to provide the legally required signs and other paraphernalia of compliance. A sample sign:

WARNING

DAVID CUTLER publlsher

Detectrble smounts of chemlcals known lo the Strte of Crllfornh to cause crncer, blrth defects, or other reproducllve hrrm mry be found In and rround thls facillty.

(('alifornia llcshh ond Safety ('ode. sclion 25249.6)

Final regulations have yet to be issued by the state but it is widely expected at this juncture that dealers, wholesalers, and distributors, as well as treaters, will be required to put up signs, add warnings to invoices and, perhaps, even to the products themselves.

One leading California treater has already assigned one of its vice presidents to spend full time for the next four months, at least, visiting wholesale and dealer customers to explain the provisions of this latest effort by government to ensure a risk free world. Underwritten financially by, you guessed it, the business community.

It is expected that professionally operated treating facilities will find no insurmountable difficulties complying, but that obsolete or marginal plants and operations may well have to close. As the situation comes into sharper focus, we'll keep you posted on this latest manifestation of the environmental movement that has been such a remarkable factor in shaping the second half of this century.

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Mold inhibitor keeps pressure treated wood looking good

These chemicals are not eradicants, so they are effective only when used at the time of pressure treating. Retailers and wholesalers can benelit from mold inhibition technology, but only if they specify wood that has been treated with a mold inhibitor from their suppliers.

Bulldlng Productr Dlgot

and bright sells itself. Retailers, who market the added value of clean, mold inhibited pressure treated wood, can benefit from the increased sales and profib.

Jim Renfroe, manager, market development, for CSl, Charlotte, N.C., believes retailers can charge a premium for mold free products. "Because of the preference for clean wood. the retailer should be able to pass along any added cost when he promotes the greater appearance of mold free wood," he says.

PIESSURE treated southern yellow pine 0n the left had a chemical mold inhibitor applied as part 0f the treating process while that on the right did not. Photo courtesy of CSI

n UALlTY-minded consumers

\f buying pressure treated wood products most likely will reject wood that has been blackened and stained by patches of mold in storage. For the retailer, blemished pressure treated lumber can prove costly. It can mean calls and returns, and profits reduced through waste or inventory mark-downs.

The remedy for a stack of pressure treated wood discolored by black mold patches used to be fairly labor intensive: get a scrub brush, a solution of bleach and water. and apply generous amounts of elbow grease.

However, today there is technology available to the treatment industry that can stop black mold before it gets established. Chemical mold inhibitors, and systems for delivering the chemicals during pressure treating, have been developed to prevent the growth of black mold in pressure treated wood inventories.

Without a mold inhibiting additive, the chemical preservatives used in pressure treating do not prevent the growth of mold and mildew spores, although they are highly effective against decay and insect attack. Unfortunately, microscopic, air-borne mold and mildew spores are everywhere. They thrive in the moist, dark atmosphere provided in a pack of freshly treated wood, commonly stacked while the wood is still wet from the pressure treating process.

Southern yellow pine, a predominant choice for pressure treated wood, and the humid climate of the southeast, can accelerate black mold growth. ln as few as two weeks following pressure treatment, visible mold and mildew growth can begin. Black mold may flourish in pressure treated wood held in inventory through the winter, since air cannot penetrate the bundle to dry out trapped moisture.

The problem often comes to light only when the pack is opened, revealing blemishes where moist growing conditions may have persisted for months. It is a problem only on the surface of pressure treated wood, and does not affect the structural properties or its long-term protection from rot decay or insect damage. However, since most pressure treated products are sold for decks, fencing and various d-i-y projects, cosmetic appearance is an important concern for the end-user.

A bad looking product, though perfectly sound, has a lower value in the eyes of the customer.

By comparison, wood that is clear

CSl, located in Charlotte, N.C., a supplier of chemicals to the wood industry, is one of the companies to include a mold inhibitor in its line. The product is called Moldex 1ltr14. According to Renfroe, the added cost for pressure treated wood with their mold inhibitor is about $l more per 1000 board feet.

"When you order pressure treated lumber that has been treated specifically with a mold inhibitor, you're buying in on a very powerful, highly efficient tech. nology," he says. For example, Moldex HE14 is added to the pressure treating work solution at a rate of 5 to 7.5 parts per million. The lower rate is for wood that will move through distribution quickly, typically in the summer; the higher dosage is recommended when inventory will be held longer. CSI's research indicates that mold protection should last for at least six months, or until the wood reaches a moisture content below 200/0.

Because Moldex HEt+ is extremely effective at low volumes, CSI also has engineered a system for metering the chemical into the pressure treating process. Their technology utilizes a closed system of injection, assuring that the correct amount of mold inhibitor is placed into the treatment solution every time, as well as assuring that pressure treatment operators are at minimal risk of chemical exposure.

Story at a Glance

As appearance is increasingly important in wood marketing, especially to the d-i-yer, mold inhibitors have become more important. . what they do, why it works and what it costs.

OOD preserving statistics for 1986 show the waterborne segment of the industry registered another outstanding year. By type of treatment, waterborne preservatives accounted for 375.5 million cu. ft. of the estimated total 1986 production of 554.1 million cu. ft. This was 14.50/o over 1985 and 67.80/o of the 1986 total volume.

These figures, the latest available, are based on reports for 518 plants and estimates for 70 non-reporting plants, according to George K. Eliades, president of the Society of American Wood Preservers. Inc.. Falls Church, Va.

Treatment of waterborne fire retardant chemicals increased in 1986 by 9.20/o over 1985 to 10.4 million cu. ft. Creosote solutions and pentachlorophenol volumes treated in 1986 were 118.7 million cu. ft. and 49.5 million cu. ft., respectively, decreases of 7.60/o and 5.80/o from 1985.

Lumber, timbers, cross ties, switch ties, bridge ties and poles accounted for 88.40lo of the total 1986 market. Lumber and timbers, 950/o waterborne preservative treated, accounted for 330.2 million cu. ft. (5,473.8 million b.f.) or 59.60lo of the 88.4010, while the tie market, practically all treated with creosote solutions, accounted for 86.4 million cu. ft. or 15.60/0. The pole market consumed 73.3 million cu. ft. in 1986; 57 .30/o treated with pentachlorophenol, 22.10/o creosote solutions, and 20.60/o waterborne preservatives, or 13.20/o of this category. The balance of production was 73.3 million cu. ft., largely posts, piling, plywood and miscellaneous treated products using all three preservative types.

Overall, total 1986 treated wood production was 6.7% above 1985. Southern pine accounted for 670/o of

Pressure treating numbers bullish

all treated wood products and 8l% of all treated wood except ties which are mainly 900/o oak and mixed hardwoods.

"ln general, the treated wood industry continues to spiral upward for several reasons," George K. Eliades explains.

First, the industry is putting higher quality products into the marketplace. Second, they are putting safe products in the market. Third, they have instituted the first U.S. industry voluntary Consumer Awareness Program to get safety and product information to the consumer at point of purchase. Fourth, the industry is moving forward to strictly comply with all U.S. laws relevant to operations, worker health and safety, product safety and community rightto-know. Fifth, industry trade associations are coordinating and unifying data collection and environmental compliance efforts to make certain the industry continues to move forward in meeting environmental responsibilities as well as the needs and desires of the marketplace.

In looking ahead, what are the trends and indications for continued future growth of the wood preserving industry: Specifically, continued growth for treated wood products is expected in a number of important areas, Eliades pointed out.

The tie market, while cyclical in nature, should continue a slightly upward trend because its competition is more expensive concrete. The pole market will continue to show moderate growth because concrete and steel, its major competition, are both more expensive in shorter lengths. Piling, too, should continue a moderately upward spiral. The greatest growth potential appears to be shore and erosion control applications and recreational usage.

Treated lumber, timbers and

Story at a Glance

Latest wood preserving statistics register increases across a broad spectrum of treated items. higher quality products with greater safety mark industry efforts.

panels will probably continue strong growth patterns. Specifically, the treated wood deck market increased from 1.1 million units in 1984 to 1.35 million units in 1985 to 1.48 million decks in 1986 and is expected to be l0% to l2o/o higher in 1987 to continue as a strong market. Exterior residential uses, such as siding and trim, should increase slightly. Framing is expected to show a moderate increase.

Manufactured housing is cyclical and generally follows single family home construction patterns but should increase due to volume discounted purchasing. Miscellaneous uses, part of residential construction, should also increase with more mobile homes, storage sheds and outdoor uses.

Interior non residential use should increase although the market generally follows housing. Specialty uses, such as noise barriers and timber bridges on secondary roads, offer immense potential. Highway and marine usage is expected to continue upward except for treated wood posts in highway construction. The flat farm market for treated wood is not expected to improve.

To ensure a continued high rate of growth, the wood preserving industry needs to target cost reductions; move to cost effective environmental compliance; improve efficiency, quality control and products, and strengthen trade association support. With this, the U.S. treated wood market will probably reach the l0 billion b.f. level by 1995, Eliades concluded.

PRESI0EI{T of the Society ol American Wood Preservers, Inc., George K. Eliades, sees a prosperous future for pressure treating.

What pressure treating industry associations do for the dealer

A RETAILER or wholesaler of Fl pressure treated wood may feel that he is on the firing Iine confronted by the consumer on one side and threatened at the rear by the Environmental Protection Agency.

However, there are industry associations to support him and the product. The American Wood Preservers Institute, which has changed its role and focus in the past few years, is one of the industry's strongest backers. To find out how they are coping with industry problems, we queried president John F. Hall at Vienna, Va., headquarters.

Q: What major changes have affected the wood preserving industry in recent years?

Retail CAP Gompllance

Is the retail link a "missing" link in the implementation of the pressure treating industry's Consumer Awareness Program? Not at all. Despite reports elsewhere many retailers are doing an outstanding job.

The 1987 industry audit conducted by Decision Systems, Inc., Denver, Co., showed l00o/o participation by both treaters and manufacturers and a 70% rate of compliance by wholesaler /retatlers.

Some companies have designed special CIS boxes or stands to display Consumer Information Sheets at point of purchase. Since there are no restrictions regarding advertising or using company names outside of the border surrounding the EPA wording, the sheet can double as a marketing effort.

A: There has been a tremendous market expansion especially in the di-y market as homeowners embraced pressure treated wood for all kinds of building and remodeling projects. But more important, the industry has received approval from the Environmental Protection Agency for the continued use of wood preserving pesticides and for the continued production of pressure treated wood products. This reflects the positive value pressure treated wood has in today's economy.

Q: Wtrat is the most important environmental issue facing the wood preserving industry today?

A: EPA's current proposal to list additional wood preserving wastes

Allied organizations are assisting the industry to get CAP information to the consumer. Newspaper and magazine articles and editorials plus presentations at conferences and seminars have been used to explain the importance of the CAP.

George Eliades, president of the Society of American Wood Preservers, has addressed the top management of retail chains and wholesalers to explain the importance of their role in reaching the consumer. The American Wood Preservers Institute, John Hall, president, has produced a video training film to educate retail clerks.

These associations document their supporting efforts and submit a compendium, along with the annual audit, to EPA each November to demonstrate the industry's commitment.

and residuals as hazardous would have to rank number l. The effort to provide a sound alternative to this listing involves the entire industry and its allies. It is a twofold effort. It involves persuading both Congress and the regulators that the alternatives have merit and deserve consideration.

Q: Oo you think the industry's voluntary Consumer Awareness Program has been detrimental to industry's marketing efforts?

A: The statistics say no. The use of pressure treated wood products has more than doubled since 1980, so if consumers regard the special handling information as being different from any of the other product information precautions they receive, sales do not reflect that. The Consumer Awareness Program is an opportunity for market reinforcement of industry products. The CAP provides a sales point which reassures the public that pressure treated wood products when properly used are environmentally safe as well as economical and long lasting.

John Hall

Q: Would you characterize the Consumer Awareness Program as a success so far?

A: The manufacturers and the treaters have done an outstanding job in awareness and compliance. The program is still very new and the industry needs to inform and persuade on the wholesale/retail level to achieve 1000/o compliance as well. Both AWPI and SAWP are concentrating our best efforts to achieve this. We realize the difficulties retailers experience with rapid turnover and the need for continual training and retraining so we are developing additional information to help them, However, a salesman who is well informed and can well inform his customers gains consumer confidence and this will translate into repeat business. The industry is dedicated to making this program work.

O: How have these events affected AWPI?

A: They've shown the need for effective representation at the national level on environmental laws and regulations and they've provided a rallying point for industry efforts nationwide, resulting in a much more cohesive industry.

AWPI's former role lay in providing technical information about the use and characteristics of pressure treated wood products. With the interest in environmental information, AWPI now focuses on environmental regulations affecting the industry and the use of its products.

Story at a Glance

AWPI's role in pushing and protecting pressure treated interests. what it has done and plans to do in coping with increasing EPA regulation

...why AWPI is bullish on pressure treated products.

tive. Achieving this goal will result in considerable cost savings to EPA, to industry and certainly to the American tax payer.

Q: Is this goal achievable?

A: Definitely. But it will take a unified industry to make it happen with participation from all frontsgenuine cooperation with the regulators because. after all. we share the same purpose - and a sound data base to work from.

Gl: Is there real cooperation between the regulators and the industry?

A: I believe so. There is no "tilt" in our direction, but recently EPA in particular, has indicated that it wants to hear from industry. EPA has asked for hard data from us in order to make viable decisions. I don't think this is any kind of window dressing. I believe EPA has genuine interest in making the right decisions for all concerned and we should and are making every effort to provide that data.

Q: How does AWPI interact with the states?

Gl: What is AWPI's primary mission?

A: We want to assure the development of reasonable laws and environmental regulations and to make sure that directives are understandable, achievable and non-duplica-

A: eWPl provides assistance to its members in state environmental regulations. When possible we attempt to help members obtain recertification credits under state certified pesticide applicator programs. We provide speakers on pertinent subjects and supply logistical help for seminars and conferences.

involvement media training program and are updating and augmenting consumer publications 0n the proper use, handling and disposal of treated wood products.

Gl: What program changes do you forsee for AWPI in the near term?

A: Of course we will continue to expand information gathering activities and we will increase dissemination of environmental information about pressure treated wood products. In 1987 we installed but have not perfected, an On-Line computerized system for our members which will be refined to afford them instant access to the information they need to assist them in making informed business decisions. We will probably need to increase staff to handle the work load and to increase our expertise. Naturally, our major objective is to provide the best services we can on a timely basis. ln order to do that AWPI needs both financial support and member participation. Therefore, we will campaign aggressively for new members and continue to work closely with our allies to accomplish our aims.

Gl: where is the wood preserving industry headed?

A: 1987 was a banner year. Unforeseen events, nationally and internationally, can make the best of guesses go askew but the future looks undeniably bright. And there seems to be a renewed interest and involvement with the associations so that the wood preserving industry is rapidly gaining acceptance on all levels as the credible, responsible industry it is.

Ul0E0 to teach proper handling of pressure treated wood to retailers is one of three informational videos produced by AWPI. In addition, they have organized a community

Why you can count on quality

VERY dealer wants to be able to assure his customers that he is offering the best quality products on the market.

In the case of pressure treated wood, a dealer can count on quality if the wood carries the American Wood Preservers Bureau quality mark. Charles E. Thomas Jr., president of the AWPB in Springfield, Va., explains the work of his association.

"When it comes to pressure treated woodthat green stuff - all the customer, be he architect or do-ityourselfer, wants is assurance that the product meets standards and will perform."

Story at a Glance

How quality standards for pressure treated wood are established and maintained. .. the problems and responsibilities of assuring that the consumer will get products that perform.

The insurance system developed by the lumber and pressure treated wood industry is an overview concept of certifying the inspection agencies. "More simply put," Thomas points out, "inspecting the inspectors. It may be simple to say, but it takes more to put it together."

First, it takes the fundamental integrity of the volunteer plant requesting to be inspected by an equally honest inspector plus the entire program must be overviewed by dedicated people. Thomas stresses, "The American Wood Preservers Bureau is not an inspection agency. We do not certify or code qualify treated wood products. We do not place labels or stamps on any treated wood products. "

The AWPB is an overview organization whose purpose is to certify independent inspection agencies assuring the quality of pressure treated wood to specifiers and purchasers.

The AWPB does this by maintaining the best possible laboratory capability with what is considered to be the best production laboratory in the country. "Some 20,000 plus samples are analyzed annually in addition to two yearly industrial round robin samples sent to about 25 key wood preservation laboratories around the country," Thomas adds.

The AWPB also conducts random statistical surveys of certified agencies; makes continuous destination inspections in market areas, researches treated wood field problems and maintains an industry presence in consensus standard writing through the American Wood Preservers Association.

IWPB AT W0BX: (top t0 bottom) Charles E. Thomas Jr., AWPB pres.; Byong l. Min, v.p. & technical director; Eette Verry, sec. and administrative asst.; Shannon Cormier & Dawn Ruff analyzing samples 0n Atomic Absorption Spectrophotometer; Terry Wesolowski & Tami Martins logging information on computer; Judy Fincham, lab supervisor, working on the Chem-X unit.

How to use innovative products to sell more pressure treated lumber

In last year's issue on treated lumber, we published an arlicle on "How a Houston pressure lreater woos the d-iyer market." Because of the company's innovative approach, we asked them Jbr an ufiate on their marketing and sales e.ffortsed.

A HOUSTON, Tx., lumber treater A has been abie lo move commodity product from the back lot of the lumberyard to the prime traffic area of the home center by "marketing" pressure treated wood products instead of "selling" dimensional treated lumber.

Bill Plant, managing partner of HCS Woodtech, a division of Houston Chemical Service Co., Ltd., developed the Outdoor Dream Center to help home centers sell their customers on the beauty and value of pressure treated lumber. By displaying a completed sun deck with landscaping, the dealer enables the customer to see the finished products in actual use.

"ln all, we have 42 products the do-it-yourselfer can buy, take home and dress up his backyard," commented Plant. "By manufacturing ready to assemble products, we help the home center and lumberyard sell convenience and qu4lity to their customer."

Currently, 70 home center stores across Texas and the adjoining states are selling pressure-treated lumber through Outdoor Dream Centers, including fabricated products such as lattice and trellis. The company fabricates and pressure treats 8 sku types of lattice in 2' x 8' and 4' x 8' sizes in a variety of materials including southern yellow pine, cedar and redwood. Annually, this amounts to 4 million board feet of lumber, with the premium quality lattice selling for as much as $14 per 4' x 8' sheet and the lesser grades in the $6-8 per range.

In order to compete effectively, Plant depends on the efl'iciency of his suppliers to provide materials in lengths and sizes to minimize waste. One of his major suppliers of southern yellow pine is TempleEasTex. HCS Woodtech works very closely with them on wood requirements to be fabricated into trellis, lattice, handrails, baluster, steps and decking.

Story at a Glance

Ways dealers can boost pressure treated sales by selling pre-assembled decks, and outdoor living amenities .42 produc'ts available. tips on selling convenience and quality.

HCS Woodtech processes over 20 million board feet of commodity dimensional treated lumber on an annual basis for home centers and lumberyards in its market area. Precut speciality decking and railing trim arnounts to 2 million additional board feet of treated 2' x 4' and 2' x 6'.

Plant was hard put to estimate the board feet of material going into landscaping and garden edging products because the material used is round dowel and uneven sized pickets. He estimates sales of the landscaping logs and pickets at $500,000 yearly.

The Outdoor Dream Center concept is working, according to Plant. The Houston production facility is operating full time and requests for Dream Center units are now coming in from outside the five state market area which HCS Woodtech originally targeted.

CUSI0ilIERS like to oreview the results 0f assembling pre-cut iandscaping components such as decks. benches. and flower boxes. Bill Plant (left, lower photo), HCS Woodtech managing partner, and John Rickman, HCS Woodtech treating superintendent, are among pioneers of marketing pre-cut and packaged treated wood outdoor products.

Dealers & producers: partners in promoting treated SP

ILLIONS of acres of southern pine, all capable of producing lumber which accepts pressurized chemical treatment extremely well, are found in the South. Some experts predict that by the turn of the century as much as 400/o of all southern pine lumber will be treated for long life and durability.

Producers of this important southern product are the partners of those who sell it. Both are committed to serving the consumer as well as building shared successes.

Weyerhaeuser is an example of a producer believing that the future for southern pine and pressure treating depends not on being the "best" producers, but on being the best at providing value their customers can use. That's why the company is constantly introducing marketing programs that respond to the customer's need.

The new Weyerhaeuser LifeWood program, for example, involves a complete family of dimensional and specialty southern pine lumber that works and fits together for a variety of outdoor uses. All of it is pressure-treated with .40 pounds of CCA per cubic foot of lumber. This allows it to be guaranteed for as long as the original consumer or purchaser owns the structure or improvement.

The program includes a complete dealer support package backed by national, regional and local advertising, plus a fully staffed l-800 phone line to refer customers to stocking dealers. The program is supported by more than 40 Weyerhaeuser Service Centers offering just-in-time delivery. This allows customers to get maximum turns on their inventory without overstocking or shortages.

Quality southern pine products for roofand floor trusses are another category Weyerhaeuser is looking to for future growth. Southern pine is one of the strongest softwood lumber species available. With proper

care in selection, manufacture, finish and shipment, it is unparalleled for residential or commercial truss construction.

For the future, Weyerhaeuser expects about 300/o of its southern pine market growth to come in products for building trusses and similarly engineered and remanufactured applications. The company has a sales and marketing team that works with both customers and mills to

Story at a Glance

How market programs respond to customer needs producers join dealers in consumercommitment. special services to help dealers.

develop the lumber characteristics that meet the needs of "the customer's customer."

Another significant market group for Big W is industrial customers. These businesses buy for remanufacture and use in specialty items like furniture. ladders. mobile homes and pallets. Again, the company has a sales and marketing force dedicated to this group.

Recently, Weyerhaeuser announced construction of a highly ad-

vanced lumber facility near Greenville, N.C. When it comes on-line, it will not only add to Weyerhaeuser's 800 million board feet of capacity in Southern pine lumber, it will add to the customer and value focus of the company's family of mills from Oklahoma to North Carolina.

And it will be yet another step in turning southern pine greenery into "gold" for Weyerhaeuser, and for the dealers who turn to it for quality products and service.

EIGHI out ol ten treated decks are constructed from southern pine, according to

industry figures, with the southern regions accounting for nearly half of all decks built.

lloma Quurlcr.s llun'ltott.st' is having grand opcnings lirr il I)irrcvillc, N.('., storc April 6 anrl a North ('harlcston. S.('.. unit April 2ti; a storc was opcncd in Mittthews (('harlottc), N.('., l'el't. 24 (sce p. 46 lbr story) . .

I-ox't"s had a grancl reopcning lbr the llarrisonburg, Vu., storc which was doublecl in sizc . . /-ox'r"s, [-ongview, T'x.. is rctrolitting with the co.'s "rack and roll" merchandising... Lowt,'s of North Knoxville, l'n., is another new unit

Pa.yless ('ashu,ays entcrs the Menrphis and Nashville, Tn., and Baton Rouge, La., nrarkets this year with two stores in each city plus opening its first Little Ilock. Ar.. unit . .

f[omc Depot plans to open 2l stores in 1988, mostly in the Sun Belt. . . Grossman 's has closed two Moore's Building Supplies ('o. stores in Greensboro, N.(1., and a Chesapeake, Va.. unit . Wilco Building Materials Inc. ql Atlanta, a Blue Circle operation, is opening a wholesale facility in Columbia, S.C....

Builders Square is developing a format for warehouse type office supply, furniture and business equipment stores in major u.S. markets; no name has been announced for the venture (see p. 46 for story).

Hechingerwill open a new prototype store in East Richmond, Va. . The Paty Co.. Piney Flats, Tn.. received four awards for the promotion of its "Fat Kids" elementary school exercise progranl ...

(iirry' l)arsons. l:rirnk Kind irncl llrrrrv ('hiltls havc opcrrcd l\r Iorc.sl l'rotlttcls. Spartarrburg, S.('. . Lrn'vtrrt ll'holasulc Luntlrcr is thc ncw nantc |or l)ilirr untl Ittyt\trrt ll/ltolnulc Ltttrthcr. l;ort Smith. Ar.... ll(cud ,\tttrllrcm llood Pntdttr'l.s hirs rclocitlctl to ('olunrhus. ( iu.. lionr I)cachtrcc('ity...

Muc Millun Rkrcdal has ope-nccl a brlnch in (lharlotte, N.('. (sec p. 3l lbr story) ....Southt'ust ('edur is it new Lutz, lrl., wholesale operation starled by Hrnie llrandt arrd John Kosik

Wa.ycrhaeuscr has closed its San Antonio, Tx., customcr service center and is selling its assets. . Georgia-Paci/it' is opening l2 millwork centers (see p. 46 for story) . .

MaSvr International l"ondon. l:ngland, has acquired .Stou|un.yer & .\hoennker Luntber ('o.. Sarasota, Iil., and its affiliated cos. .lcldWen, Klanrath [;alls, Or., has purchased Davidson Te.tas, 1rr'.. Austin. Tx.

.Standard llood Presarvers of' Shreveport /rrc'., Shreveport, La.. has closed its treating plant and is winding down operations by selling all remaining equipment and poles . MO Pallet, Jacksonville, 1"1., and,tt. .lohn's Wholesale, Jacksonville, have been merged by their comnron owner inta MO lUood Products. Inc,...

MiTek Wood Producrs is the new name lbr the Gang-Nail Systems' 14ood Produt'ts Div. Miami, Fl. ... Arrowood, Roxboro, N.C., is in Chapter 1l bankruptcy . .

,l'illumdt( lndustrk,s is hcginning ir rlulti-nrillion $ rrrotlcrttizirtiolt ol' thc lluston. l.lr.. lllvwood plirnt and l)odsort. l.ir., sitwtttill . . . (iatrgiu-l\rcilic ('orp. is irctltriring .lttttricutt lttn':t I)xxlu(t\ ('(,.. Murtcll. ('ir.

('utt.st'x'tt.l' l.umhtr ('o. hits ncurll'ckrublccl thc sizc ol'its ljort l.ar"rdcrclalc. ljl.. rctail ccrttcr lo (r.()()() sr;. li. irr ir rrtir.ior rcnroclclirrg that also includes conrputcr ternrinlls. ncon departnrcntal signs ancl rcdwood trinr throughout thc storc (;.(;. I'ursuns 7'ru<'kittg ('o., North Wilkesboro, N.('., has bccn purchased by l)on I{ichards and two othcr invcstors: (i.(i. Itarsor.rs renrains with the llrnr .

('hcsupauka ('orp.'s wocld treating div. has purchased a treating plant in llolly I Iill, S.C. I'rom ltollt, IIill l'oresr lndustries Ilichnroncl, Va., based (7rc.sopcake ('orp has opened & specialty wood products plant in trlizabeth (iity, N.C.

(iaorgitt-Put'ilic will builcl a 270 million sq. ft. capacity wallboard plant in Paradise, Ky...'.

^\ltt,rwin - Willio ms Cht,micol Cootin,qs Div., (ireensboro, N.C., is building a $1.-5 million salellite mlg.plant...

Amt,rit'utr .Srunrlard has signecl an agreement to be taken private by Kelso & Co. for $78 a shtrre or $2.5 billion . Ply Gem Industries /rrr'. and Wolverine Tethnologies, Inr'., are negotiating a nlerger

Wit'kes Cos. is still looking for a buyer for Wic'kes Lumber USG Corp. is rejecting a tender offer by Desert Partners, L.P., an affiliate of Wagner & Brawn rn Tx. . Koppers (lo. has rejected a $1.33 billion tender offer from Beazer PLC, a British building co....

Housing starts for lreb. (latest figs.) leaped 8.9'Xr to a seasonally adjusted rate of 1,494,000 units; single fanrily starts were up 9.30/o; multifamily units, 7.8701 building permits, rose I l.Sah

high

From benches to fences to decks, Pep-Treat products are limited only by the imagination of the user.

Pressure

One of Culpeper Wood Preseryers' treatment cylinders for impregnating the wood with Chromated Copper Arsenate (CCA).

VOLUIYTARY INDUSTRY QUAI,ITY CONTROL BY CERTIFICATION OF QUALIFIED INSPECTION AGENCIES

CALENDAR

APRIL

Lumbermen's Club of Memphls - Aprll 7' luncheon meeting, Racquet Club, Memphis, Tn.

Nrtlonel Dlmenslon Manufrcturers Assoclrtlon - Aprll 912, annual meeting, Omni Charleston Place Hotel. Charleston, S.C.

Bulldlng Mrterhl Merchrnts' Assoclrtlon - Aprll 10'13, product knowledge/selling skills seminars, Austell. Ga.

Nrtlond Herdwood Lumber Assoclatlon - Aprll ll-12' hardwood sales seminar, Memphis, Tn.

Lumbermen's Assocletlon of Texas - April l5'l?, annual convention. San Antonio Convention Center, San Antonio, Tx.

Assoclrted Hrrdware Buyers, Inc. - Aprll 16-17' show, Atlanta, Ga.

North Amerlcen Wholesrle Lumber Assoclatlon - Aprll 1720, annual meeting, Innisbrook Resort, Tarpon Springs, Fl.

Southern Hrrdware Conventlon - Aprll 17'20, co-sponsored by American Hardware Manufacturers Association & Southern Wholesale Hardware Association, Atlanta Hilton Hotel, Atlanta, Ga.

Hardwood Plywood Manufrcturers Associatlon - April 1821, convention. San Antonio, Tx.

Amerlcsn Wood Preservers Institute - April 19, environmental forum, Atlanta, Ga.

Florlde Lumber & Bullding Material Dealers AssociationAprll 21, truss seminar, Jacksonville, Fl.; lien law seminar' Fort Myers, Fl.

An inspcctol ciu'efullv ltIl)oves tt core sitnrplt' fi'<lnr rvoo<l th:rt has bet'tr plessure-lrc:ttc<l un<lcr the AWI'll (lu:llit_v-coIrtIul Pro.qralrt.

At AWI'IJ's l:rlxrrtkrrv. irll tests anrl cvirlu:rtions ale pt'r'Iblme<l b_v hi!{hh,(lualifierl pelsorurel.

l- t lJ..t"-i ,r\ onoUi'rii'# $21?X-'#'w

Building Material Merchants' Association - April 27' selling skills seminar, Dothan, Al.; Aprtl 28' Albany, Ga.

Natlonal Wood Floorlng Assoclatlon - Aprll 27'30, annual convention, Westin Crown Center Hotel, Kansas City, Mo'

Lumbermen's Club of Memphis - April 2E' luncheon meeting, Racquet Club, MemPhis, Tn.

Florida Lumber & Building Material Dealers AssociationApril 2E, lien law seminar, West Palm Beach, Fl.

Mld-America Lumbermen's Association - April 29-May I' Arkansas building products expo, State House Convention Center, Little Rock, Ar.

S&T Wholesale Hardware - April 30- May l, Sentry market, Kentucky Fair & Exposition Center, Louisville, Ky.

Acc Hardware Corp. - April 30-May 3, spring convention & exhibit, Dallas Convention Center, Dallas, Tx.

MAY

Building Material Merchants' Association - May 2, yellow pine/treated lumber seminar, Gainesville, Ga'; May 3, Rome, Ga.l May 4, Macon, Ga.; May 5, Austell, Ga'

National Roofing Week - May 7-15, sponsored by Asphalt Roofing Manufacturers Association.

National Kitchen Cabinet Association - May E-ll, convention, Marriott's Desert Springs, Palm Desert, Ca.

Lumbermen's Club of Memphis - May 10, spring golf tournament, Chicasaw Country Club, Memphis, Tn.

Building Material Merchants' Association - May 14-17' summer management conference, Asheville, N.C.

Hardwood Research Council - May 15-1E, annual hardwood symposium, The High Hampton Inn, Cashiers, N.C.

National Forest Products Association - May 15-1E' spring conference, Westin Hotel, Washington, D.C.

1988 CAP Audit Negotiations

Voluntary contributions of approximately $85,000 will be needed from the pressure treating industry to finance the 1988 Consumer Awareness Program audit.

Contract negotiations and the solicitation of financial support will be handled by the American Wood Preservers Institute and the Society of American Wood Preservers.

The audit, which measures the success of the distribution of Consumer Information Sheets to those purchasing pressure treated wood as well as other industry information programs, has been conducted for two years.

The 1987 results virtually mirrored those of the initial 1986 audit.

It is planned that after three consecutive successful years, the industry will approach the EPA with a plan to conduct the audit on a two or three year cycle.

Weyerhaeuser Now Chainnan

George H. Weyerhaeuser will become chairman of the board as well as chief executive officer of Weyerhaeuser Co. with John W. Creighton Jr. becoming president, responsible for all operating units.

Weyerhaeuser will assume the chairmanship when Robert B. Wilson retires at'the annual meeting on April 21. Creighton has been nominated for election to the board.

The new president joined Weyer-

haeuser in 1970 as the first general manager of the shelter group. He was elected a vice president late that year and has been an executive vice president since 1 985. Weyerhaeuser, a great grandson of the founder, has been president and c.e.o. since 1966. He joined the company in 1947.

Charles W. Bingham will continue as Weyerhaeuser Forest Products Co. head.

First Home Center Conference

More than 150 home center retailers, wholesalers and manufacturers have pre-registered for the first Home Center Industry Conference, May 10-12, at the O'Hare Marriott Hotel, Chicago, Il.

TVpe C Prossute Treoted lumbcr, coll

c u R T, p,s,|! !!1,".} [t#l.af ,0^#.g;' INC.

llrkonsos IURTS l -(800) 482-2352 Notionol llrRTS I -(800) 932-BCRN

..un.B€llN T€RMrBillHordingotindoPriddyoChorlieHortonoBrcncfoBokeroHorrist{imbstl UJe con filloll Vour Ereoted lumber n@@ds. . londscop@ timb@rs, plvrlood, oll dimensionol lumber,4x4 through 12x12.On 6x6 ond lorger ur@ hov@ lengEhs

ronging up to 45feet. Plus, ure nou corrv in stock.60 FDN. [Ue olso hove our ouln fleet of trucks to help Vou solv@ ony deliv@rv probl@ms Vou mog hove.

Rll our moteriol is TP grod@ morked. UJe feoture the RIIJPB quolitV mork on oll our treoted mot@riol.

IUetncGol UfhdFTokes.

EXTERIORF'RE-Y.

Extefur flre rotardant trostod hrmber and plywood for exterlor and hlgh humldhy appllcalons. Extedor flre retardant treatod westom red cedar shlngfee and shakos for Glaas "N' ,"'8", End "G" roof systems.

Electronlc Marketlng & Treated Wood

Electronic marketing is generating a strong viewer response for many companies including Osmose Wood Preserving, Inc. As a service oriented company, it emphasizes providing customers with state-of-the-art electronic marketing capabilities.

These include national television exposure and a toll-free hot line. Over 26,000 potentialbuyers of treated wood products called in for free plans in 1987 to their number. Callers were referred to a local dealer, resulting in increased in-store traflic and retail sales.

A nor generatlon of Interlol ffre retardant tleatod u,ood products whh lor irygrcscoddty, cottoslort rates slmllar to untreatod wood, and thlrd party certlffed stress values.

HOOVER

TREATED WOOD PRODUCTS

Thomson, GA - ililford, VA - Pine Bluff, AR

1-800-TEC-WOOD

40+595-5058 flN GEORGIAI m

OTHER PLYGEM COMPANIES

In order to generate a strong viewer response, Osmose utilizes a television show appealing to the home gardener, one of their target markets. They purchase complete show segments on The Weekend Gardener television show in order to educate and inform viewers about using treated wood products in the home garden.

Story at a Glance

Television shows, project video cassette tapes, toll-free telephone numbers and tv talk shows are all being utilized to teach both trade and consumer.

This show, aired on TNN every Saturday, is seen by over 65 million viewers. At the end of each show, free project plans and the Osmose toll-free number are shown on the screen. Viewer response has been immediate and substantial. For example, after a recent demonstration on building a cold frame, over 2000 calls came in to the Osmose operators.

A slightly different television approach involves Bill Yanson who is promoted as "The Osmose Handyman." A mobile spokesman for the company, he travels around the country appearing on noontime talk shows. Dealers are informed in advance of his appearances in their areas and often schedule sales dates or store openings to coincide with his air dates.

The company also has sold hundreds of project videos to potential customers over the last three years.

IAtf 8[0W appearances by Eill Yanson (right), travellin0 spokesman lor Osmose Wood Preserving, Inc., utilizes the electronic media.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Atfiliates

11650 lberia Place San Diego, Ca.92128

It! OUe interesting trends are devel- tU oping in home center retailing. Many of the mass retailers, who have already established their low price position within the do-it-yourselImarket, are now promoting service in their advertising. They are also making a bigger and bolder bid lor industrial and commercial accounts.

Payless Cashway's ads now feature: "lntroducing. COMMERCIAL ACCOUNTS

lf your business is property management, residential remodeling, retail, manufacturing, building maintenance, school, government agencies, etc., you need our Commercial Credit Account."

Payless offers an open line of credit,

centralized billing and accounting and itemized monthly statements.

Jlandy [)an's ads now read: "Attention Purchasing Agents Handy Dan Commercial Division

- Your single source for maintenance and renovation supplies."

The tlandy l)an ad boasts credit programs, centralized billing, advance order placement and field reps.

Although I haven't seen copies of their direct mail program. I'm sure that both these retailers have identified and direct mail targeted this high-volume market segment.

One service feature that is now being promoted heavily by the chains is delivery and more frequently FREE delivery.

Mr. Good Buys promotes: "We deliver anything you purchase

Productr Dleort

firom our store ]|REE within our normal trading area."

B & B tlome Supply Warehouse advertises:

"Only $10 will deliver anything within 20 miles of any B&B store."

Somerville Lumber ads read:

"l-REE DELIvERY (others charge a lot for it)"

Lowest price guarantees are still prevalent in the mass merchandisers' ads most with qualifiers relating to close-ouls and going-out-of-business sales.

Scotty's "will give you 1006 off anybody's ad price. No Hasslel No Cards!"

Builders Square will change their price and give their sharp-eyed customers "100/o more in Square Bucks ."

Lowe's offers to meet the price and refund an additional 1006 of the difference.

Hechinger and Payless Cashways will match competitors' advertised prices.

Rickel says that they'll beat advertised prices by 506. So say Grossman's too!

April 1988

On thc negative sicle ulntost all honrc centers and building matcrial retailcrs run the lull rangc olclisclainrcrs in thcir ads. "Thc right to linrit qLrantities," "lllustrations mav not dcpict thc actual merchandise." "Rain chccks lor items out-of--stock," etc.

Idon't know il'these clisclainrcrs have ever bccn court tested. but thel clo give the store manager a fighting chance with an lratc cuslomer.

Two of thc most unusual copy lincs that appear in our industr'"'s ads arc Iluilders Squarc's "NO l\1 ll)DL1:l\{AN 1\l ,\RKtlP" and National l-unrber's "National Luntber Stock is Publicll Traded on N,\SI)AQ symbol N1 I.l]." llmmm!

Spring Brings Sales Promos

Deirlers u ill have opportunities this spring to tie into association sponsored programs to stimulate sales.

The Vin-v-l Window and Door Institute has a consumer awareness program designed to educate consumers about thc benefits of' vinyl windows and doors and create more demand for the product.

The National I)ecorating Products Association will sponsor National llome Decorating Month in May. The promotion will center around a free "Decorating With Your Colors At Home" booklet.

ffthbbil1ousee! sdesperson,$rrev

At Willamette Industries, we've always believed long distance relationships were best suited for pen pals.

Not customers.

When our salespeople visit you, don't be surprised if they bring along a mill superintendent. After all, one-on-one contact is still the best way to highlight the quality and variety of our Southern and Western wood products. Lumber and plywood orders are shipped directly from our mills, but for extra support, we rely on a network of strategically placed warehouses to further fill your needs.

Either way, we've got the capabilities-and the peopleto meet your "just-on-time" requirements.

So if you're ready for a closer working relationship, call Willamette. And get used to hearing more from us. In person.

0wirlamette Industries, Inc.

Lurrrlx,r & I'lr-w, r,,d I )ir isions

Western Lumber and Plywood P.O. Rox 902 Albany, OR 97321 (s03) 926-777r

Southern Lumber and Plywood P.O. Box 1100. Ruston. I.A71270 (318) 255-6258

\ourl rcad.

[]ill Carter. Southern Lumber Sales

ARKANSAS e OKLAHOMA

c'Eutlv" rtlcc ptcddcnn

E(;ARI)LESS of the insurance company you may be using lor your group health coverage, everyone seems to be facing the same dilemma. what to do about ever-increasing premium charges? lior sure, every insurance company has its own way of attacking this crisis (rest assured we continue to fight this battle on behalf of the MLA membership we insure), but nothing seems to help.

Just how bad is the problem? A recent Ncw York Times article indicated that for premium increases that took effect this past Jan. l, nationwide the increases ranged from a low of l00h to a high of 70%r, with the norm being between l2 and 25tt/o.

lror any kind of answer to what is causing this conslant increase in premium rates, a group ol health-care "specialists" from across the nation

were recently polled. Their finding attributed this continuous rise to a number of factors:

o Flffortito force people to go to the doctor less frequently appear to be falling short ofgoals. Indeed, there has been a major leap in some types of health care, such as outpatient treatment.

e A drive to encourage people to lorgo the hospital for lower-cost out-patient care has been less effective than anticipated because the bill for these services is soaringl Surprised?

o The lederal government is paying a smaller share of the nation's health-care bill, which means that employers and workers are shouldering more of the cost.

The population is aging, and the accompanying chronic diseases, including cancer and heart disease, are costly to treat.

lrrom my perspective, this is not a problem associated with one single insurance company, or one geographical region of the country, or one single segment of the population. lt is a nationwide problem facing all segments of the country's population.

It I may take advantage of my editorial opportunity, it is my strong belief that the problem lies within us"us" being a society of users and the providers of medical care in this country. [Jntil we accept our responsbility to use available medical care only when it is absolutely necessary (and I don't care who is paying the bill), and until we (we being the medical profession) become more rational in our approach to "fees for services rendered." this crisis will only grow and become worse.

Health insurance premiums will continue to increase until such time that American society chooses to act more responsibly in deciding what should be an appropriate level of medical care delivery in this country. If we don't, the lederal government will step in and mandate what we will pay and what coverages we will have.

ln a world of constant change, it's nice tt> know there's a company you can depend upon to be the same day in and day out. Dean Lumber Company has been doing it right for fifty years, and company founder John Ed Dean is still actively involved in all facets of the operation, lf you are in husiness for the long haul, then you probably should call Dean Lumber Company.

We welcome TSO

@Lumber

40 Acrc Mill Sitc. Chipmill, Sawmill, Chip &Canter. Twin U0' Cylinders. Steam Kilns &Co-Gen' Planins Mill &Reman' 12 Acre RailYard'

"Manufacturer of Sleam Kiln Dried .Southern Pine"

TOPICS

WINSTON DEPEW

executive vice president

fi N MARCH lsr of rhis year, I as- V sumed the position and responsibilities as executive vice president of the Lumbermen's Association of Texas. These are changing times for Texas and different from what we have been used to in the past. Our state will face the most dramatic changes in its history over the next decade and this association has the opportunity to play a vital role in shaping the future for the industries it represents. Naturally, I am pleased to have the chance to have a small part in this process, but, in addition, I sincerely feel honored on being selected to serve in this capacity.

The Lumbermen's Association of Texas is steeped in strong traditions with a long history of positive contributions to this state. With that as our foundation,

Texas Association Gonvention

The Lumbermen's Association of Texas will hold its 1988 convention in San Antonio, April 15-17, with the Marriott Riverwalk as headquarters hotel.

Business meetings and exhibits will be at the newly remodeled Convention Center. Speakers include Don C. Reynolds giving a Texas bus-

we can move into a new era with optimism. For Texas today is changing from an economy heavily dominated by oil, gas and agriculture into one that expands to provide new services and new jobs. These new jobs will produce money in the pockets of Texans who need the products and services provided by this industry.

The association must recognize these changes, anticipate the needs of the members and respond appropriately. Acting, instead of reacting, by providing cost-effective member services which include a dynamic and on-going legislative program. Change is inevitable and our challenge is to manage change rather than be manipulated by it. The officers, directors and staff of the Lumbermen's Association of Texas accept the challenge and look forward to the rewards and opportunities ahead. We eagerly accept the challenge of change.

iness forecast; Jim Pence talking about measuring people, problems and profits,and Jeremiah J. Attridge discussing how to sell against price competition.

Nearly 200 exhibitors have booked space in the exposition, according to the convention committee which includes Jimmy Galbraith III, Brazos Guido. Robert Pool, Allan Ritter.

SOUTHEASTERN SCENE -u*ng

aesoctatton ne*,c In Alabama, Florlda, Georgla, Kentucky, Loulclana, Mleeleelppl, the Carollnae, Tenness€e and Vlrglnla.

Mlsslsslppl Bulldlng Mrterlrl Deders Assoclrtlon has elected Bill Reynolds, president of Waynesboro Hardware and F'urniture Co., Waynesboro, as president.

Janette Breedlove, Breedlove Lumber Co., Charleston, is ltrst vice presidenti Charles Patterson, Discount Pan' eling Center, Kosciusko, second vice president; Dwight Long, Union. and Will H. Alexander, Bay Springs, executive commitlee.

Directors are Truman Aldridge, Col' umbust Julia Box, Greenwood, and Ken Puryear, Senatobia, district l; Nancy lrby, Durant; William Lee Russell, Carthage; Bill Kimbrell, Meridian, and Walter Bennett, Louisville, district 2l Bennie Malone, Hattiesburg: Dee Sim' mons. Summit. and Ken Cavin, Natchez, district 3.

Dave Glenn, Jackson Wholesale Building Supply, Jackson; Frank Bridges, Georgia-Pacific Corp., Pearl, and Harry Carter, Henderson & Baird Hardware Co., Greenwood, were elected to the board of directors as associate members.

Janette Breedlove will chair the 1989 convention committee. Jackson has been selected for the March 22-25 meeting.

Virginia Building Material Association's membership committee has sent out a membership pin to the principal of each member company.

Additional pins are available for employees of member firms for $3 each. Orders are being handled by the association office.

Building Material Merchants' Association (Georgia and Alabama) has announced the program lor its summer conference, May 14-17 at Grove Park lnn. Asheville. N.C.

ln addition to a board of directors meeting and meetings of the insurance trustees, education, business management and executive committees, a full day employee relations seminar is scheduled, according to Romeo Adams, convention chairman. Topics to be discussed under the direction of the Jackson, Lewis, Schnitzler & Krupman law firm include wage and hour, employee handbooks, drug testing,

equal employment, posting regulations, material safety data sheets, COBRA employment contracts and worker's compensation claims.

Golf and tennis tournaments, a Pi8, pickin' (barbecue), a reception and dinner dance also are planned.

Florlda Lumber & Bulldlng Mrterlal Dealers Assoclrtlon has scheduled Academy Award winner Patricia Neal and Harry Reasoner ofCBS as luncheon speakers for the 68th annual convention and buying show at the Marriott Orlando World Center, Sept. l3-17.

Hoo-Hoo International will hold its 96th annual convention in coqiunction with The Main Event. Activities for the 250 international delegates expected to attend will include a reception, business sessions. luncheon, luau and several social events.

More than 258 exhibitors from 35 states will be involved in the buying show.

Hoo-Hoo Internatlonel members were hosts to a group of Japanese homebuilders visiting the southern states to study 2x4 construction methods.

Pat Story, Cofer Brothers Lumber & Supply, a past president of the Atlanta, Ga., Hoo-Hoo Club, was the Atlanta host, escorting the group through Cofer Brothers and on a tour ofresidential construction projects. Phil Cocks, owner of Delta Millwork, Orlando, Fl., lst international vice president of the lumbermen's fraternity, guided the visitors on a tour of large apartment construction projects in Central Florida.

Kentucky Lumber & Building Material Dealers Association has been invited to join the Indiana Lumber & Builders' Supply Association on a mill trip to the California redwoods, July 610.

Information about the trip, which will include flying to California, is available from Richard Finch, executive vice president, at the lndiana association office in Indianapolis.

The association will sponsor a golf tournament combined with a family outing at the Marriott Inn in Lexington on July 20.

Dlrtrlbuton

NORT}TEAST

GEORGE MCQUESTEN CO.

lron Horsc Park

North Btllcrlca, MA 01862 (617) 663-343s

MID.STATE LUMBER CO. 20O Industrlal Parkway Branchbrug, NJ 08876 (zot) 725-4W

SOUTHEAST FURMAN LUMBER CO. 89@ Henkels Ln. Annapolls Junction, MD 20701 (3Ot) 792-2234

EARL RAIFORD LUMBER CO. PO. Box 5498 Asheville, NC 28813 (704)2s3-567

EPPERSON LUMBER SALES. INC PO. Box 1559 Statesville. NC28677 (7O4) 873-4321

WOODFORD PLYWOOD PO. Box l73l

Albany, GA 31703 (912) 883-4900

Branches in Alabama, Georgia & Florida

LAKE STATES EMPIRE WHOLESALE PO. Box 249 Akron, OH 44309 (216) 434-4s4s

DETROIT FOREST PRODUCI5 35135 Glendale Livonia, Ml 48150 (313) s22-0610

NORTHWEST

HUMPHREY LUMBER CO. PO. Box 99943 Tacoma, WA 98499 (206) s84-6263

UPPER IIID WEST CANION LUMBER CO. PO. Box 9328

Minneapolis, MN 5il4G9328 (612) 42s-t4OO

WEST AIL-COAST FOREST PRODUCTS, INC. PO. Box M Chino. CA 91708 (7t4) 627-8551

HEDLUND LUMBER & MACHINE STAINING

PO. Box 6@38

Sacramento. CA 95860 (916) 331-66il

CEDAR WEST CORP PO. Box 5224

Denver, CO 80217 (3O3) 294-9rol

"MyHomeSaysA LotAbout

Meo . . And CedarPro' StdlngJ'

Sam Greco, Home Owner, Rancho Murieta, California

When I built my custom home, I wanted the best. I looked for quality in the products I bought. And I didn't want imitations or lookalikes.

When it came time to specify a siding mateilal, it was a natural choice...CedarPro Incense Cedar. CedarPro has the look I want. Clean, sharp. It says "custom home'l

I plan on being here a long time. I'm confident my CedarPro Sidingwill be too. It's the look that lasts.

Corporate Offlce' PO. Box 7349

Stockton, California 95207 209/957-6360

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO.8ox741623 Dallas,Tx.75243

l|lle-cof-foE-ME is a four syllable, 9nine letter word spelled D-l-C-H-OT-O-M-Y meaning division into two

parts. Like there are two sides to every argumentl there is no back without a front.

The word also has a paradoxical meaning: the glass is half full and half empty or partly cloudy or partly sunny.

Our industry is full of costly dichotomies that are easily corrected. Here are a few of the more ironic and amusing.

lf 5000 people attend and visit the 400 booths per trade show, the question "What's new?" is asked 2.000.000 times during each event, lf there are 100 shows each year, the query will be made 200,000,000 times. lf each question and the answer covers five minutes, one billion minutes will be expended annually. This is 16.666.666 man hours, but because at least two people are involved, it doubles to 33,333,332, each year.

At $5 per hour, our industry spends $l66,666,600 a year talking about what's new. The dichotomy here is not the cost of the conversations, but the inquiry. What's new is a crap-shoot at best. Whal's old is what's sold! Our business is selling and planning to sell, not buying. lts priorities are: plan to sell, sell and buy a few more!

lf there were an Olympic event in harping on advertising and pricing, almost any retail entrepreneur in our industry could coach the team and sweep the medals. Such talent is generated because no one can figure out how the other guy sells it for less. Along with this frustration, no one can afford the kind of advertising needed to compete. No alternatives short of flour color multiple page tabloids are acceptable. The dichotomy of this is that virtually every retailer in the country outside of this industry uses some sort of telemarketing to generate business, goodwill and service. Through reputable telemarketers such services cost from 150 to 200 per call. Basically 1000 customers can be contacted each month for $150 to $200.

In terms of reaching a targeted audience this media has no peer. For every 100 calls placed 500/o cannot be completed because people have moved or are not at home. Of the other 500/0, half will listen to the total message. The other half will listen to all or part of the message. This is a 370/o share of the audience contacted, equal to or greater than this country's most tuned in radio station. These figures hold for telemarketing whether the message is live or recorded.

Most dealers regard this media as no good because when they get such calls they hang up. They believe such calls oflend customers. There's a multi billion dollar industry in this country generating an offense for little guys who don't know it doesn't work to big guys who would hate to be without it.

"We service the customer better" has long been the cry of the independent in the face of encroaching "no service" chains. A few chains have changed ownership in recent years, but there have been literally hundreds of shutdowns and bankruptcies amongst the "out servicing" independents.

Let's examine a few dichotomies in this scenario. lf you're a contractor ori-

ented lumber dealer, your only customer goes to work at 7 a.m. The time your first truck leaves each morning, plus about 45 minutes, is the measure of how well you are servicing the customer.

lf you're average, your first truck is making its first delivery about 9 a.m. Some service!

Even worse you miss a daily opportunity per truck to impress your only customers that you are really interested in them. If you start at 6 a.m., you can, during daylight saving time, use your trucks with a second set of drivers for almost a second shift.

If you are a lumber yard or hardware store gone home center, ask your wife to visit the store and its rest rooms in particular. Ask her one question. "Would you hostess a dinner in this environment?"

Why spend advertising dollars inviting customers into a dirty or unkempt business? Numerous studies have shown 5% of the people go into a retail store to use the rest room.

Chains cost more to operate, but they have fewer dichotomies.

Lots Of Treated SP for Sale

Since 1980 when 2.14 billion b. f. of southern pine was treated, the figure has edged up to just over 6 bil-

lion b.f. in 1987, half of the l2.4billion b.f. of southern pine production.

Of all lumber that is treated, fully 85% is southern pine, according to Jeff Easterling, treated markets manager at the Southern Forest Products Association. In addition, 700/o of all treated southern pine moves through retail channels.

New Treated Regs Due

An effort to develop a single retention standard for CCA treated southern pine has been launched by the Southern Forest Products Association.

The treated technical subcommittee originally proposed the new standard as a way to reduce confusion in the marketplace. A single retention standard would make it easier for consumers to choose materials for a project and pick treated southern pine that's adequately protected against decay and insect attack for use in a wide range of applications according to treated markets manager Jeff Easterling.

SFPA reports that it is making progress in moving the single reten-

tion value standard through the proper industry channels. A decision is expected by fall.

New Charlotte, N.C., Yard

MacMillan Bloedel Building Materials has opened a lumber yard in Charlotte, N.C., to provide cedar and spruce to the Carolinas, southern Virginia and Tennessee.

The operation at 1500 Tar Heel Road includes a 25,000 sq. ft. warehouse and a 5 acre lumbervard on a rail siding.

Joint Industry Meetings

Three wood preserving industry organizations have agreed to hold concurrent annual meetings this year revolving around a core program.

The Society of American Wood Preservers and the American Wood Preservers Institute will conduct concurrent and joint sessions Nov. 1-2 in Orlando, Fl., with the American Wood Preservers Bureau meeting in the same location Oct. 31.

"L,durrd my inuentory inaestment by f206,000 wbile increasing my product line by 4000 SKUb. All in J years. I strongly belieue tbese incredible improuements would not baae been possible w i tb out my Profit Mas ter c ompute r system," Mike Mccord - togansport Lumber Do-lt Cente! logenspoft,

Everything you've always wanted in Lvun.

utilirv rhurliner vans and truck bodies have

And leSS'

Non-revenue miles are reduced. and just about everything you could ask for in a piece of transportation equipment. Irgendary Utility quality, versatiliry durability, and engineering innovation that pays offmile after mile, year aftet year.

But the best thingabout a Utility Tautliner is what it's missing. Walls. Permanent, rigid van side-walls that permanently stop you from taking full advnbgeof a trailer's full capabilities. lnstead, Utility lbutliner trailers and truck bodies feature load-bearing side curtains that slide open in a coupleof minutes.

Ifhich is about how longit takes to load and unload. Because only a Utility Tautliner gives you access from the rear and both sides. Simultaneously. Plus, first-on last-off loading, planning, and routing are eliminated once and for all. Saving you time. And saving you money.

Howwer, while saving money is fine, making money is a lot better. And a Utility Tautliner does it a lot better than any other trailer on the road. Since its uses are practically unlimited, so are your profits.

productivity is increased.

The secret is in Utility's unique, patented curtains. Made of strong, rip-stop, cross-linked, polyvinyl chloride-coated polyester, they are totally weather-proof, yet flexible enough to allow loading to the ful width. So when you spec 102 " width, you get 102 ./ And those extra quare inches add up to a lot of round numbers. Preceded by adollar sign, of course.

And that's backed up in writing, with the most comprehensive trailer warranty in the industry, the Utility 5 year warranty.

So whether you are hauling lumber, down pillows, heavy machinery or beer, wen all of them at once, no other trailer or truck body in the world can give you more than a Utility Tautliner.

PERS NALS

Buddy Forest, branch mgr., GeorgiaPacific, Greenville, S.C., has retired after 32 years with the co. Randy Shelly has been transferred from Albany, Ga., branch mgr. to succeed Forest. Steve Hardin has been promoted to branch mgr., Atlanta, Ga.

Charlie Quinn, Charlie Quinn Lumber Co., Sturgis, Ky., has returned home after a hospital stay.

David Fleiner has been named v.p., wood product sales, for GeorgiaPacific, Atlanta. Ga. John Masaschi is now v.p., industrial wood products div.

David Adrien has been promoted to v.p. and treated lumber dept. head at Furman Lumber. Richard Viola is also a new v.p., according to Hawk Furman, pres. and c.o.o.

Marvin R. Fikac is now senior v.p. and c.o.o. of Olshan Lumber Co., Houston, Tx., according to Richard S. Ledermann, exec. v.p. and c.e.o. Daniel A. Ledermann is v.p. and c.f.o. John Mallet was named 1987 Salesman of the Year.

Robin Swift Jr., past pres. of the Southern Forest Products Association, New Orleans, La., was named Citizen of the Year by the Atmore, Al., area Chamber of Commerce.

Tim Bitner is now mgr. of the new Scotty's Hardware in the Oneco Square Shopping Center, Bradenton, Fl. Jim Rodriquez is asst. mgr. for the Cortez Rd. store, and Troy Henderson, commercial sales rep for all three Bradenton Scotty's units.

Kent Phillips has been named mgr. of Lowe's, West Memphis, Ar.

Joel Knepper is the new mgr. of Scotty's, Bellair Plaza, Daytona Beach, Fl. Scott McDaniel is asst. mgr. at the South Daytona, Fl., store, and Jim Brown is a new commercial sales rep in Melbourne, Fl.

Darrell Childress, pres., St. John's Wholesale, Jacksonville, Fl., has left the co. upon its merging into MO Wood Products, Inc., Jacksonville.

Dan Dayies is the new asst. mgr. of Scotty's, Palatka, Fl.

Richard Cole has been named product group mgr., hardware div., at Calcasieu Lumber, Austin, Tx. Steve Linn is now product group mgr., millwork div., and Bob Mitchell, truss plant gen. mgr.

Roger Stripland is now in sales at House's Good Housekeeping Shoppe, Paris, Tx.

Don Knutson, Ward Forest Products, Texarkana, Ar., and his wife, Glenda, spent a recent week in London. Don insists he was "checking on Southern pine usage."

Zeb Perdue has been promoted to comgr. of 84 Lumber Co., Airline Hwy., New Orleans, La.

Bill Burkholder will continue as sales coordinator for Willamette Industries' newly purchased wood processing facilities in Moncure, N.C., and Chester, S.C.

Blake Bammer is now asst. mgr. of Scotty's, Lake Wales, Fl.

Lou Wood is mgr. of the new Hechinger store in Harrisonburg, Va.

Randy Frye has been promoted to comgr. of 84 Lumber Co., Statesville, N.C.

Thomas "Ab" Pevey has been named mgr. of the new Chesapeake Corp. treating plant in Holly Hill, S.C. Thomas Eubank is a new lumber buyer at the treating div. in West Point, Va., and Daniel Shadle, a salesman.

Charles Watson is mgr. of the new MacMillan Bloedel branch in Charlotte, N.C.

Dave Covington has been appointed v.p. and gen. mgr. of MiTek Wood Products, formerly Gang-Nail Systems Wood Products Div., Miami. Fl.. with Michael del Champlain, Jerry Huxell, Dave Olden and Jack Palacio as dept. heads.

Tom Murphy has joined the brokerage div. of Stringfellow Lumber Co., Birmingham, Al., as a trader, according to Don Fisher, pres. Ernest Montgomery has rejoined the Atlanta, Ga., distribution yard as operations mgr. Michael Noble is now sales mgr., domestic and export divs., for Gulf South Forest Products, Fort Lauderdale, Fl.

Walter Anderson has been named sales mgr. of Wiergate Lumber, Wiergate, Tx.

Johnny Ainsworth is the new lumber dept. mgr. of Allied Building Stores, Monroe, La. David Nation is a new Southern pine buyer.

Don Spiers is new to sales at Cavenham l:orest Industries, McComb. Ms.

Candy Hobbs has joined the treated lumber div. of Carolina Canadian Lumber Sales, Spartanburg, S.C., according to Al Surrett. Jeff Hirschfeld is now with the treated lumber and brokerage divisions.

John Hall is celebrating his second anniversary as pres. of the American Wood Preservers Institute, Vienna, Va.

Richard Conley is now the mgr. of Babcock Building Supply, Indian Harbour Beach, Fl.

Kenneth Schommer has been named division mgr. of Columbia Whittle Corp., Chatham, Va., according to A.J. Honzel, pres. of parent co. Columbia Forest Products, Portland, Or. Terry Gery is now Eastern sales mgr., hardwood plywood.

Mike Jarrett has been promoted to comgr. of 84 Lumber Co., Catlettsburg, Ky.

Bob Summers has joined Scotty's, Winter Haven, Fl., as director of management information services. Mike Mcleughlin is now electrical buyer, and Greg Metzger, asst. mgr. of the Ormond Beach, Fl., store.

Charles F. Pursley and C. Joe Cramer, CBM Building Materials, Bella Vista, Ar., have completed the MidAmerica Lumbermens Association basic construction and material estimating course.

Billy' S. Thompson, v.p., Kentucky Lumber & Building Material Dealers Association, Lebanon, Ky., headed a delegation to the National Lumber & Building Material Dealers Association Conference with Congress, including Don G. Hellmann, William P. Morton, James Robert Powell and Herb Works.

Dudley and Brenda Webre, Landry Lumber Sales, Alexandria, La., were among the Louisiana group attending the NLBMDA Conference with Congress, along with Jon and Sally Cromwell, Bubba Jones, Hubert Walker and Gayle Passman.

Jerry Negrotto, Lumber Products, New Orleans, La., is recuperating after bypass surgery.

Jim Bradford, Bradford Lumber Co., Monroe, La., suffered a broken hip and hand in a recent car accident.

Don Bertrand, Builders Sav-Mor, Lake Charles, La., watched his l0-year-old son, Scott, sink a hole-in-one during a recent golf outing.

Gary Miller, Epperson Lumber Sales, Statesville, N.C., spoke on wholesaler/retailer relations at a recent building materials group meeting in Atlanta, Ga.

Cal Gary is back from the Winter Olympics in Canada after representing Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Brlghten Up After Trcatmcnt

Treated wood decks coated with thick layers of mildew, algae and dirt reportedly can be restored to their original look with Wolman Deck Brightener from Koppers Co.

NEW P DUCTS

and selected soles olds

Sun Shades

Easy-to-install interior and exterior solarium shading systems are now available from Sunshine Rooms.

Comfort Glide interior shades are operated by a gravity-fed system. Metal battens, spaced at l0-in. increments, travel on nylon rollers inside built-in internal shade tracks. The battens provide support and allow the shades to precisely follow the

A Glip With Slip

High strength steel spring clips are new from Inland Steel.

Manufactured from 190,000 psi steel, which eliminates the need for heat treating, the clips are zinc

contour of the solarium walls for a fitted look.

Exterior systems come in three versions: the roll drop shade; the fixed shade, and the sloped track shade.

The shades are available in a wide range of durable, moisture-proof fabric textures, weaves and colors. Various styles of matching gable ends are also offered.

plated, corrosion resistant, and feature two holes, one with a retaining pin staked in it.

The clips are designed for a variety of structural uses, such as positioning the legs of a sawhorse.

Hickory Handled Hammer

A 16 oz. straight-claw, wood handle hammer is new from Estwing Manufacturing Co.

The tool features a double-tempered and fully polished head, white hickory handle, and triple wedge head-handle construction.

The product contains no chlorine bleach or acid and, when mixed with water, becomes completely biodegradable. One 6.4 oz. packet is said to restore an average l0' x 15' deck in less than an hour.

A follow up coat of Wolman RainCoat water repellent can protect the deck from the effects of moisture, such as warping and cracking.

Mask Marvels

Dust masks from Daubert Coated Products provide protection from non-toxic flumes, dust, powder and other airborne irritants.

The entire surface of the mask acts as a filter, but does not interfere

with breathing or speech since, for comfort and ease, it stands away from the nose and mouth.

A light elastic headband holds the mask snugly in place. A flexible metal nosepiece, which may be adjusted to fit each individual, allows maximum vision even with glasses or goggles.

ldeal for dusting, sanding, cleaning or doing yard work, the masks are available in packages offive or 50 each.

Squares By The Yard

Deck and landscaping squares constructed of l" x 4" treated decking material are new from Ajax Yardworks.

FREE READER SERVICE

For more information on New Products wfite Building Products Digest, 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!

Kiddie Fort

Wood-Look Walls

A new fencing system of interlocking concrete panels and posts has been introduced by American Technocrete Corp.

Woodcrete is said not to deteriorate, rot or burn. Each component features integral color (cocoa brown) with a natural woodgrain texture on both sides.

The 18" squares are guaranteed to resist insects and deterioration for 40 years.

A complete line of 24" parquet and 36" herringbone deck squares is also offered.

Seedy Work

A convenient new hand seeder for spreading grass seed and fertilizer has been introduced bv Ames Lawn & Garden Tools.

A wooden fort in kit form children has been introduced Handy Home Products.

for by

The Seed-Wiz features a positive stop setting, automatic shut-off, gra- vity feed base with agitator for smooth flow, cast metal gears, molded base, adjustable handle strap and a canvas bag with a zipper.

Sandable Veneer

Tenderized veneer that is manufactured 300/o to 500/o thicker to improve flexible veneer sandability has been developed by FormWood Industries.

The veneer features peel-andstick, pressure-sensitive backings.

Made of lx4 spruce boards, the fort measures 6 ft. x 6 ft. x 4 ft. All parts are pre-cut and require only a hammer for assembly. After assembly, it can be finished with clear wood preservative or stain, or painted with an exterior paint.

Designed for indoor or outdoor use, Fort America has double front doors, a rear escape hatch, and four corner seats.

What's Cooking

The Designer Line of kitchen appliances is new from Jenn-Air Co.

Details include subtle striping accents, beveled edges, curved forms, imaginative arrangement of functional features and graphics, modern use of color, the frame-less door look, clean lines, glass that resists high temperatures, durable power finishes to replace chrome, convenient round-top push buttons and curved knobs, and overall wearresistance.

The line features self-cleaning ovens, indoor grilling, frost-free refrigerators, solid-state electronic ignition gas cooktops and programmable micowave ovens.

The 1' x 5' panels have tongue and groove interlock. The top panel is crowned with a caprail for a finished look. Woodcrete lattice or wrought iron can be interchanged with panels to complement fence design.

Sharp Right Turn

Designed to drill concrete effortlessly, even in hard-to-reach spots, a right angle attachment for rotary hammers is new from Bosch.

For SDS models 1l2l0SVR and 1 l2l2VSR, the accessory pivots through 360" to ensure correct positioning for any application.

Flt For A Hanglng

Wall Maid, a vcrsatile wall organizer for light weight household items, is new from V.S. Nelson ('o.

Lawn & (iarden Products. l)-Thatch uscs microbial extracts. microorganisms and biocalalysts to break down thatch naturally, preventing the development of such lawn diseases as fusarium, necrotic ring spot and summer patch.

Keeplng Tabs On Toole

A self-adhesive hang-tab is now affixed to the blade of Red l)evil hand tools for convenience and addcd sales benefits.

The tag is said to reduce the amounl of selling spacc required to display a large assortmcnt of tools, allow customers to inspect the feel of the handle and the flex ol'the blade, assist the user in selecting the proper tool, and highlight the tool's features.

The 12" x 24" unit matches any decor and can be mounted either horizontally or vertically.

It comes complete with mounting hardware and six hooks.

Thatch Proof

A natural spray-on concentrate that reduces thatch without harmful chemicals or expensive dethatching equipment is new from Sudbury

It can be easily applied with a tank-type or hose-end sprayer at any time during the growing season. The product loosens underlying soil and allows water to soak down into the ground.

Thatch is said to become greatly reduced with diseased areas starting to grow in healthy after a single treatment.

The hang-tabs are attached by a strong adhesive that leaves no residue on the tool after tabs are removed by customers. The adhesive reportedly can withstand temperatures from 80F to I l0'F- and a 38 lb. shearstrength test.

Gimme A Light

A decorative, motion-controlled security light is now available from RAB Electric.

The solid brass and beveled glass fixture has an integral sensor to detect the presence ofpeople or cars up to 50 ft. away and turn on the lights instantly. The light is adjustable to turn off from three seconds up to 20 minutes later.

Finished Oak Flooring

The first solid oak polyurethanecoated plank product has been introduced by Tarkett.

Featuring a durable Swedish polyurethane finish to provide easy maintenance, Marathon is also said to be stain and scuff resistant and to legqile no sanding, staining or Ilnlsnlns.

TheS/4" thick planks come with a beveled edge'in 3",4" and 5" widths in both red and white oak, with either a natural or sable brown nowax finish.

Smartlantern has a quick test mode for fast, easy installation and a built-in manual override to allow operation of the unit from a light switch.

The fixture takes a 100 watt butb. but has an additional switchine capacity of 500 watts.

Frosty Finishes

Ten new colors featuring the popular frosted look have been added to Daly's wood finish line.

The oil-pigment stains are available in mauve, taupe, grey, ash, fog mist, driftwood, butternut, blue ice. white and clear in half-pints, pints, quarts, gallons and five-gallon drums.

New Caulk Rolls

Two new strip caulks are now offered by Borden.

Elmer's Place & Seal Tub Caulk and Place & Seal Glazing are both said to be easily applied with a strip unrolled and pressed into place.

The tub caulk has a permanent, opaque white, Mylar plastic outer film which protects the caulk from mildew and keeps the outside surface and seal clean.

Both caulks come in 3/8" width. l7 ft. rolls. The tub caulk also comes in a 5/8" width.

Manufacturers of High Quality RN RBN CBOTN

Call Dave Duncan, Gary Moe, or Bob Steele for the distributor in your area.

Outside Oregon-{OLL FREE'l-800 -szg-z}sz

In Oregon-(S 03. 7 52-0122 o (5031 7 52.02t8 rvallis, OR and Montesano, WA

Wood Iheaters,Inc.

P.O. Box 41604

lJacksonville, Florida 32203-1604

CCA LUMBER / MARINE PILING AND LUMBER

Prompt service from our adequate inventory of surfaced and rough treated lumber and all sizes of marine piling. tr CCA treatments from .25 through 2.5# retention E We meet AWPA, TPl, and DOT standards utilizing ASOMA X-Ray equipment for certification. E Convenient to the port for export shipments. Call Don Pardue

(904) 358-2507

In. FL. (800) 330-7283

A Grand Entrance

The Empress Victoria, an elegant door featuring an intricate hahd-cut glass design, has been introduced by Simpson.

we're not juSt'i OUR TRACK RE

125 million poles in service! 0ver 255,748 mlles

Since the mid-nineteenth century the nation's presen€rs have been treating uood tor uses in . '.'{ communication and transporlation. Today pressure-;. treated uood is a,€ry\rvhere - in marinas, bridges,, ' shopping centers, decks, fences, gazebos, playgro gardens, and highway sound barriers - ev€n lhe.l of tall shios.

Pressure-lreated wood is a benelicial requires special handling. Make sure

re'tail location s0 that a/eryone will knorv wherp oressure-treated wood and ho,v to handle of it properly.

For a special Consumer Information us. lt's tree! *

America n Wbod Preseryerrs Institute

Tyson's Internotionol Building

'1945 Old Gollcws Rood

Vienno, Virsinio 22180 (703) 893-4005

l]|0 ilil|0 ca||$ uil|| l]|0

Bt0 PRor[$!

FAMOWOOD

is the PROFESSI0NAI'S Att PURP0SE PLASIIC

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!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not qum up sander. Waterproof and a'nd gum weatherproof when properly applied. z4

Ayailable in 15 matching wood colors and white.

The crystal design on the oval inserts faces the interior, providing a smooth exterior surface. Tempered clear glas's protecta the interior face of the design, permitting ease in cleaning and energy retextion.

Crafted of vertical grain Douglas fir or western hemlock, the door features 6-3/4" wide stiles to accommodate appropriate hardware. The doors are l-3/4" thick, stand Lither 6'8" or 7' tall, and are 3' wide.

Mlrror, Mirror On The Wall

A highly decorative, mirrored qall system designed to add waimih. beauty, a sense of spaciousness and a fashionable look to any room is new from Monarch Mirror Door Co.

Two beveled, multi-piece sizes are available' a 56" x 24" model combining a 12" and a 24" square clear beveled mirror with four 8" x 24" clear beveled mirror itiios- anda72" x 36" version, incorporating a 16" x 16" iia i iq" x 36" clear beveled mirror and six 8" x 36" mirror strips

Easy to assemble, the Mirror lmages wall accent system includes mounting tape, mounting tape squares and installation instructions.

Backyard Plaything

The Original Jungle Gym, an easy-to-assemble collection of sling swings, trapeze bar with rings, climbing rope, climbing ladders, hardware, ground stakes and metal plates, has been introduced by Creative Playthings, Ltd.

An ideal do-it-yourself family project, the swing set kits come in four different models, including the Expedition, Safari, Voyager and Adventurer versions.

All wood parts are made from hand selected pressure treated lumber that is pre-cut, drilled and sanded.

An optional slide kit is available.

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!

Aussie Sun Screen

An Australian sun screen is now offered as an alternative to the conventional wood patio cover by Solar Pergola Sales

Its scientifically shaped and positioned battens allow the high, hot summer sun to be shaded out while the low, warm winter sun is said to shine through.

Angle, spacing and positioning of the battens can be determined on site to meet almost any need for different degrees of shade on any side of the building.

As Easy As O-S-B

A new oriented strand board structural panel designed for maximum strength, stability and efllciency as well as minimum building cost has been introduced by International Paper Co.

With high stability to eliminate warping, rejects, rework and related costs, Qualitex is ideal for decking and flooring. The easy-to-handle 1/4" to 1- 1/8n thick panels provide a smooth, uniform finish.

milfi 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 They don't waste AMERICA'S R ENEWAB LE R ESOURCE!

NEW LITERATURE

*w,lsffiffifi{sjt#tfffitrllfir#tJw$WH#.ffi#t"iitl4ii1iir.{11..l,f.#itiif.#4iif#Mil|ffi

Tee Tlme

A 4-p. decorative strap and tee hinge booklet is free from Stanley Hardware, 195 Lake St., New Brilain, Ct. 06050.

Low-E Glaes Vldeo

A 4-l /2 min. video on low emissivity glass is available in VllS or Beta format from At"G Induslries. Box 929. Kingsport, Tn, 37662.

Log Home Log

"Build More Business," a log home sales pamphlet, is free from Ward Log Homes, by calling (800) 341-1566.

Shelf Help Gulde

Shelves, Closets & Cabinets, a guide to 304 different woodworking projects, is $12.95 lrom Sterling Publishing Co., 2 Park Ave.. New York. N.Y. 10016.

Oll You Need To Know

A brochure detailing linseed oil as a natural wood preservative is free from NL Chemicals, Box 700, Hightstown, N.J. 08520.

Pave A New Way

A 32-p. brochure and informative videotape on a mortarless brick paving system are available from Higgins Brick Co., 1845 Elena Ave., Redondo Beach, Ca.90277.

Treated Tips

A revised treated lumber technical information page is free for the first 25 copies, or $7.50 per 100, from the Western Wood Products Association, Dept. 4-6, Yeon Building, 522 SW 5th Ave.. Portland. Or. 9'1204.

Computer Seminar Video

"Computerize Your Business," a I hour step-by-step consultation on VHS or Beta videotape, is $49.95 plus $3.50 shipping from InfoVision, 2040 Great Highway, San Francisco, Ca.94116.

A Step Below

An easy-to-build understair storage brochure is free for the first 25 copies, 150 ea. thereafter. from the Western Wood Products Association (Plan Sheet 5l), Yeon Building, 522 Sw 5th Ave., Portland, Or.97204.

Skyllght Asglstance

"Glass Design for Sloped Glazing," a skylight glass selection guide, is $10 from the American Architectural Manu' facturers Association, 2700 River Rd., Suile I18. Des Plaines. ll. 60018.

Metal Portals

A 4-p. catalog ol'steel door and lrame systems for pre-engineered metal buildings is lree from Ceco Corp., 1400 Kensinglon Rd.. Oak Brook, ll. 60522.

Fan-Folded lnsulatlon

A free fan-folded underlayment panels pamphlet is available from Dow Chemical Co., by calling (800) 258-2436.

Body Language

"Nonverbal Selling Power," a guide to sending and interpreting unspoken signals, is $20 from Personal Selling Power, by calling (800) 752-SELL.

Looking Glass

"More Clear Advantages," an argongas filled window brochure, is free from Crestline, One Wausau Center, Wausau, wi.54401.

Around The Pool

A pool and spa enclosure brochure is free from Atria, Inc., 10301 N. Enterprise Dr., Mequon, Wi. 53092.

Plug For Appllancee

A compact 36-p. home electronics and appliances catalog is free lrom Sam' sung, 301 Mayhill St., Saddle Brook, N.J.07662.

Gonveyor Beltlng Bulletln

An 8-p. conveyor belting booklet is free from Goodyear Tire & Rubber Co., Marysville, Oh. 43030.

Computer- Deslgned Wlndows

A window and door design software package designed to work in conjunction with AutocAD is available from Marvin Windows, by calling (800) 328-0268.

Floorlng Adheslves

A professional-level flooring adhesives specifications guide is free from W.W. Henry Co., 5608 Soto St., Huntington Park, Ca. 90255.

Wrltten On The Wall

Wall lettering to identify store departments is shown in a free bulletin (No. L822) from Sentry Hardware Corp., 2700 River Rd., Des Plaines, ll. 60018.

Build Your Own lsland

FOR PROMPT SERVICE

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

lnstructions on how to build a kitchen island (plan sheet 53) are free for the first 25 copies, 200 ea. thereafter, from the Western Wood Products Association, Yeon Buildine, 522 SW 5th Ave., Portland, Or. 97204.

Millwork Standards

"lndustry Standard for Non-Pressure Treating of Wood Millwork" is $20 from the Wood Moulding & Millwork Producers Association, Box 25278, Port' land. Or. 97225.

PR0llI$IR0l'l IIHTS||UIIIT||Y||U

SIIGKSUP!

Whenitcomestob!{ildingsa|eswith|/ffit1|ancl|oo|dngthqirbest.Andwecanmeet qqq _sog.tl ploquds, the profis.tg?ily | /trD6Jtl ioir aemahaC roia-wioc; En-sbG ll3!!JP!-U_4qt=pgggqqe_qg11rw is the . | ,ffil fresgur.e-trgated prooucs, it6arry Number 1^priority in anerything we make, Lm inarreo with the rofi T,iJs[t['g]]trFtr#5t"13f;

31fi[?gH6'L*?il:il?Hil,#3d,*/ berto ourosmose@ pressure'treated W,r.?ffigr;v:lflffrrTff r?ffi?g?ff., proclucts.

pgtso",{:Hff F3Efiviliw,'"9.l8"?,'#:

ffi .?'93;3[?y#ll.z"&H$fi:wlg itt. ptan*from thetimbertand through cte-tivery. We -yourpaitnerlfi broiitsto rr6tb tiiitovoulotisiniess also ofFeryou the added convenience of shipbing iike rievei before! mixed loads from our broad inventory of trbateci So contact us tooayt And watch your sales products. stack up with profit-t'reateO

Ne.w South prldes itself on proclucts froni the largest producing, packaging and .&-. independent manu;iffi[?'iF'?'.8#H Lr # B'ffJiS["J"''.:H'Jil'J' your yarcr on schecrur.

\llEJbfrh nited srates!

it helps me smile more often. Let's slap out another article or two like that again this year.

Rel Olsen

Western Turnings & Stair Co. 5-101 Vasquez Blvd. Commerce City, (lo. 80022

THE SILENT TREATMENT

a restricted use'pesticide for most uses, For your information I have enclosed an EPA approved Customer lnformation Sheet for creosote. Your "SP Sales Aids for Retailers," of both the January 1987 and 1988 issues did not mention creosote with regard to the Pressure Treated Wood: Consumer Information Sheet.

We welcome letlers lo lhe editor. They should be mailed with address ond phone number to Building Products Digest, 4500 Campus Dr., Suite 480, Newporl Beoch, Ca, 92660. We reserve the right to edit for length and clority-ed.

OPTIMISTIC OUTLOOK

Your editorial in the January '88 issue of Buildins Products Drgest was terrificl I, as well as you, get very sick and tired of everybody taking the negative attitude as it seems to me they are taking the easy way out. Maybe my optimistic attitude is not always correct, but at least

Buildins Products Digestis an interesting and informative publication, but as a south Georgia wood preserver, I have a bone to pick with you. We treat fence lumber, post, barn poles, utility poles, bridge timbers, and landscape material with the wood preservative, coal tar creosote. Historically, when the DiSest has made reference to pressure treated wood products or preserving chemicals, inorganic arsenicals (cca, aca. acaz) and pentachlorophenol are mentioned, but never creosote. Consequently, many of my creosote customers and a greater number of potential customers have expressed belief that creosote has been banned by EPA or is no longer available.

Creosote, a coat tar distillate, has been used in the United States for over 100 years and current annual consumption is in excess of 70 million gallons!

Like inorganic arsenicals and pentachlorophenol, creosote is classified by EPA as

As a wood preserver who uses creosote. I know there are certain end uses for which creosote treated material may be more suitable than material treated with inorganic arsenicals or pentachlorophenol and visa/versa. So, in all fairness I believe creosote should be mentioned as a mqior wood preservative in all future issues of Building Products Digest where wood preserving chemicals are discussed.

Terrell W. Futch President

Glennville Wood Preserving Co., Inc. Route 4, Box 28

Glennville, Ga.3042'l

()le didnl mean to slight ueosote, which is said to be the oldest and most widely used wood preservalive worldwide, but most of our readers deal in lumber treated with waler borne preservatives. See the slory on p. 9 .for more information on creosote use - ed.)

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 Buitding 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'$.S. is dealer owned Plqce To Co To Buy Low"*

* 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.

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

* 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 Company

Central Builders Supplies Company

215 Broadus Street

Sturgis, Michigan 49091

Phone: (616) 651-1455 *C.B.S.

Ileudquurlers./0r lhe Allied Building Centers

ClasEified Advertising

"Recruitingfor the Forest Products Industry"

MAUGANS AND ASSOCIATES

P,O. Box 36802. Birmingham, AL 35236

r-800-426-4172

2{J3-947-75A2

CONFIDENTIAL INQUIRIES _ FEE PAID

50 TIPS FOR YOUR JOB SEARCH

All the "Do's, Don'ts & How+o's" that impact any job change. Practical tips for all positions in any industry. Live Q&A session included. Tape cassette of seminar given by Mike Owen a leading recruiter in the building products & lumber industry. Order from "Tips:" Wizard Sound Productions, P.O. Box 1209, Frisco, Tx. 75034. $14.00/ cassette. Tax, handling & shipping included.

IMPORT VIIWL FLOORING

| 500 rolls (90,000 square yards) 6' x 90' all first quality. l2 patterns. $1.00 per square yard.

Shaw Wholesale Company

l-(800) 346-4231 Ark. (501) 747-6464

P.O. Box 2474,Hot Springs, Ar.71914

LOOKING FOR PONDEROSA PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM '4'TO 42" IN 414 & 5/4 THICKNESS. LENGTHS

AVAILABLE IN 67'16'ON 1'MULTS OR CUTTO-LENGTH. SHRINK-WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SEND YOUR INQUIRIES TO:

TREE PRODUCTS ENTERPRISES P.O. BOX 280

LAKE OSWEGO, OR 97034 (s03) 620-5868

Twenty-five (25) worrds for $19. Each additional word 659. Phone number counts as one word. Address counts as six worids. Headlines and centercd copy ea. line: $5. Box numbers and special borrders: $5 ea. col. inch rate: 940 camera ready, $45 if we set the q?e. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Prcducts Digesl, 45fi) Campus Dr., Suite 480, f{ervport Beach, Ca. 92.660. Make checks payable to cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUsr AccoMpANy copy unless you have established credit with us.

FOR SALE

Marine Epoxy Paint $2-$8; red-lead, zinc chromate, epoxy primer $5; lacquer, varnish $-3; enamel g2-$5; anti-fouling $15; grease $l; (Wanted: 5 h.p. wood shaper) 80.3-873-2000 Summerville Lumber & Building Supply, lll5 Azalea Dr., Azalea F-states. Summerville. S.C. 2948.1.

INTERESTED IN WEST COAST

CEDAR & REDWOOD ITEMS?

For sidings call Leonard Newman or Doug Willis. For spa and sauna items contacl Phil Heim or Doug Willis. Chll Product Sales Co. (714) 998-8680. Please see our ad on page 4

When sending in o change of address please include zip code on both old ond new oddresses ond either the old loful or the inlbrmotion from it. Thonks!

We staff industry leaders with professionals in manuflacturing, engineering & sales. Salaries range from $25,000 to $100,000*. Cal/

DAYTON VAN SLYKf, at 50.3-285{560. STAITING SOLUTIONS, 4505 N. Channel. Portland, OR S7217 All fees paid.

Mid-America's 1 00th convention

T HE Mid-America Lumbermens

I Association celebrated its centennial in strong style with a building products expo that featured 155 exhibitors and a total attendance that exceeded 3,000.

Held for the first time in conjunction with the Western Retail lmplement and Hardware Association, the l00th annual gathering was held in Bartle Hall. Kansas City, Mo. The MLA membership covers Arkansas, Oklahoma, Kansas, Missouri and Nebraska. Its executive v.p., Bob John, writes a popular monthlY column for Building Products Digest.

The convention program was highlighted by Paul Harvey, Jr., filling in nicely for his broadcaster father who was suffering from laryngitis; free enterprise spokesman Dr. Barry Asmus; consultant Bruce Merrifield on employee relations and compensation, and Jerry Attridge, a retired Manville Corp. executive, on competing against price sellers.

Show sales were $4.8 million, a brisk pace considering the six inch snow storm at the start of the convention. Each $100 of sales entitled the purchaser to a raflle ticket on the

1988 Suzuki jeep that was the grand prize. Beating the 48,000-to-one odds to win the vehicle was Jim Jantz, Montezuma Lumber & Hardware, Montezuma, Ks.

The final day of the convention, held February l0-13, a five Year industry forecast was made bY a panel of presidents of this industry's leading trade organizations. Earl T. Carpenter, National Lumber and Building Material Dealers Assn., forecast 1.4 million housing starts in '89, rising people costs and more repair and remodeling business. Glenn Hart, National Building Material Distributors Assn., saw less real growth, stronger price competition and the need for more operating capital. Harold Maxwell, Southern Forest Products Assn., expected new mills to increase supplies of southern

Story at a Glance

Successful centennial expo. show sales were nearly $5 million tentative'89 dates: Feb. 15-18, again in Kansas Gity, Mo.

pine, making it competitive world wide, allowing its suppliers to better provide for their customers. Maxwell anticipates that three ofthe next five years will be record years for southern pine.

Roy Nyberg, National Retail Hardware Assn., noted the strength of the independent hardware dealers, observing the giants' declining market share. He said people Problems will be increasingly critical in years to come. Bill Sheathelm, North American Wholesale Lumber Assn., projected "good, but grind-it-out business until 1992," possible domestic timber shortages and price pressures due to environmentalists and a possible mild recession in the next five years. The panel was moderated by David Cutler, publisher of Building Products Digest.

Prize winning exhibitors included Curt Bean Lumber Co. for best double booth; Sherwood Cabinets for best single booth; and Andersen Corp., best multi-booth.

The convention next year is tentatively set for Feb. l5-18, 1989, again at Bartle Hall, Kansas CitY, Mo.

mmtStS contingent at show included llf Brenda Baker, Linda Priddy, Tim Bean, Scott Russell. l2l Clayton Barns, Mike Huycke, Gary Denton. l3l Dottie Klotz, Ron Hilliard,

Dick Jenninos. lll Charles Andrus, Robert Scroggins. l5-l EO Moore, Tom Houghton. 16l Bob --Hixson, Frank Bartrow. lil Randy Savage, Jim Feren, Roger Holylield, Tom

flMarrin. l0l Bill Haeoele, Phil Elder. l9l Ken Croneis, Dearl Selbf. ll0l Gary Sams. llll Stan Arnoldy. ll2l Alan Bontrager, Todd Walker, Phil Roemmich.

Grab the better part of the outdoor business.

Stock up with Western Red Cedar, the natural answer to your customers' outdoor building needs.

Western Red Cedar comes in allthe sizes, lengths, shapes and patterns your customers want, from decking and boards to fencing and lattice. There is also Cedar siding, paneling, trim, fascia, mouldings and industrial items for a wide range of other construction projects.

Protected by natural phenol preservatives, Cedar is treated all the way through, naturally, and makes imitators turn green with enly. So, bring that additional outdoor business to your store. Grab the coupon and get a selection of idea literature and a source list of Western Red Cedar producers.

Western Red Cedar Lumber Association

Let us send you a set of Cedar idea literature and our Where To Buy Guide. Mail coupon to Western Red Cedar Lumber Association, Yeon Bldg., 522 S.W. Filth Ave., Portland, 0R 97204, 0r phone(503)ZZ4-39J0

Offlco tilarehour Elperlment

Builders Square is developing a warehouse-type format for Kmart, its corporate parent, to sell oflice supplies, furniture and business equipment in mqior markets across the country.

Due to open this summer, the as yet unnamed venture is headed by Jack D, Guthrie, Builders Square executive vice president. His staff includes Robert B, Stutz, gen. merchandise mgr.; Patrick M. Mattingly, operations; R, Gene Cuthbertson, advertising and sales promotion; Mark Perry and James Reding, buyers.

G-P Opene Mlllwork Centerg

Alexandria, Va.; Atlanta, Ga.; Birmingham, Al.; Columbia, S.C.; Hillsborough, N.C.; Arlington, Tx., and Tampa, Fl., are locations for new millwork and specialty centers being established by Georgia-Pacific.

Part of a | 2 center network nationally, the centers will sell and distribute mouldings, door units and window units.

According to senior v.p. Ceorge MacConnell, this will give retailers an important advantage in buying, stocking and merchandising valueadded products. Retailers will not need to buy millwork and specialty products in full truckload quantities to get the selection, pricing and service they need to sell competitively, he said.

Each center will service markets

Alabarna Deck Clinic Popuhr

"successful? You bet!" is the quick answer when you ask about deck clinics at Harper Chambers Lumber Co., Tuscaloosa, Al.

Inaugurated last year, the deck clinic program is being repeated again this year over a longer period, according to vice president Tom Chambers. From the middle of March to the middle of May, customers are being invited to attend either a morning or afternoon deck clinic.

Coffee and doughnuts warm uP the crowd in the morning while soft drinks and popcorn refresh them in the afternoorr. A local school teacher, who is also a d-i-yer, instructs the sessions with the helP of outside

within a radius of approximately 200 miles, offering product lines which will ultimately include mouldings, wood and steel entry door units and hinged patio doors; a full range of bifold and other interior door units; stair parts and wood window units. Centers will develop inventories tailored to their specific markets offering both national brand name and Georgia-Pacific brand merchandise.

Dean Treatment Semlnar

A full day pressure treated wood seminar for anyone involved in its purchase, sale or specifying will be held by Dean Lumber Co., Gilmer, Tx., on April2T at the Gilmer Country Club.

Included will be presentations on decking and plywood, a Dricon review, Dricon films, a live burn, and a mill tour of Dean's co-generation power plant, dry kilns, sawmill and new small log canter. A golf tournament and dinner will cap the program.

Home Ouarters In Charlotte

Home Quarters Warehouse has opened a Charlotte, N.C., area store in Matthews to serve the Charlotte metro area including Gaston, Union and Cabarus counties as well as York and Lancaster counties in neighboring South Carolina.

lndoor storage of lumber and a l6 computerized cash register checkout area are special features.

Bulldlng Productr Dlgot

Outside salesmen will visit the home to help the homeowner to figure materials. They often offer suggestion for rails, benches and planters which result in add-on sales. During d-i-y construclion, Harper Chambers will provide free troubleshooting or consultation. They also have free delivery within the county.

This year the 20 year old lumber company expects to have an even better response to the clinics. They now use an advertising agency to beef up the deck clinic publicity.

Advertiser's rl tnoex

Allwoodlndustrhls ............30

Amerlcrn Wood Preservers Bureru.... ' .18

Amerlcrn Wood Preservers lnstltute ' .38

Arlzona Paclfic Wood Preservlng. .....23

Bean Lumber Co., Curt ........19

Beverly Mrnufrcturlng Co... '......... ' 3E

Brunswlck Pulp& Prper. ..".'43

Centraf Bullders Supplies Co. .....42

Cole & Associates. John T. 43

Columbus Lumber. ,.., , ...,...27 cst....

salespeople and representatives from the installed sales division.

Meeting in the company classroom. students learn about building permits and city codes as well as the basics of deck construction. VCR tapes, usually from Georgia-Pacific, and literature handouts provided by pressure treated wood suppliers augment the lecture. After questions have been answered, the group adjourns to a modeldeck in the back for inspection and more questions.

Usually l0 to 30 people attend each session, attracted by radio and newspaper announcements. Chambers estimates that about 40-500/o follow through and build a deck. Those who attend are encouraged with follow-up telephone calls.