Building Products Digest - April 1993

ildinq Products

Senring the lumber: & home center markets in 13 Southern states

Wq Lyttdt rnr unecioi r.r0,. Enofy sT FF AdTBT nno uorror Gncuumx Trq $tllp

su8scRlPnoilsu.s.:$25{1Dyo8c$41.moy6eqls&the€yea'sFonlqt-oP-!!EjP}:*9*lu'sludf,sb{37'Ctrdtal..!'q8D'oFcorjaAr1l|8& ^.,^r^\h cHa.araee.hakh$nc.rtlsorhanayatste.D||3stspho. cfitIGEOFADOR:SS S.mi&'r*.r'frii-;iit!rirpo.cu'F!{q1111^-lfL*Di: .vaff.ur.. srtOt .opl€$Sg; back blps''04.50 *nn avalEle' pla ?ltqhg' ii6ouCrs drcesr b polbhod morrtav at 4500cmgr Dt" $'or! iffi,ft 8H8i3ifffi 'ffi.ffi;lffi ffi ;lH.lffi ffi .rf .r15q'('"l|i$gL1,g'{nmg:*Hffi :iffi l5 filid;id;d#fi iltbil;*ii a +soot-p,. or., sr. rco, ncport s..dt, cl s60, gtO.qlre{o, bv qrdor Frrbt|||s rm. n B an rEptrE ilrE IEU' rstall,whol€oaloatddsltutiillonlovobdttrlu$orandhofir€*':1f6fi!ffilg$Cfi**:Moonrltlntrtprol€clodam fifl';llffi;#r#ffiffi,

It's no secret why Cox@ has built a reputation for lumber that lasts a long, long time. Our lumber is dried-aftertreatment, so excess moisture is removed in the kiln, not on the jobsite. As a result, warping and shrinking are minimal. Lumber stays straighter. Nails stay put. Customers stay happy.

But we're also known for dealer relationships that last even longer. That's because we furnish the sales support that targets your best customersremodelers and contractors. Everything from an eye-catching television spot to our Cox Classic Cruise Contest, that

could reward one of your customers with a luxury cruise to the Caribbean. W'hat's more, to sweeten your success, this spring we're offering contractors free deck screws with their next purchase of DuraPine Outdoor Wood by Cox, just to prove the diflerence dry-treated lumber makes! For complete details, use the coupon.Or call toll-freeI-800476-M01. And start getting the treatment you deserve.

EDITORI.AL

It's not iust a hole, it's a cathedral

IIHERE'S an old story about two men with I shovels at a construction site that says volumes about e,mployee auitude. When asked" one man says be's digging a hole. The other replies he's helping mankind by building a geat cafiedral that will nearly touch the sky. Same job, different answers.

Sometimes a positive job attiurde spontan@usly comes from within. More often it needs !o be planted, nurtured and fed by a nanagement brigbt enough to rcalize every employee is an important member of the team - from a one man band on up to General Motors, the wodd's largest corporation.

In our business it's not too much to say that what we do really does help mankind. You could say what you do for a living is @dle sticks. The better answer would be Oat what you do has helped America to become the best housed nation

on the planef It isn't just a new kitch€n you're selling to tbat lady, it's a poduct that will 4tuqily irnprove the quality of her life and that of her family.

The benefits of this kind of positive aniude are not confined to curent employees. It cm be m asset in auracting the bright young people erary business needs to lBmein strrong. By explaining how a job fits into the overall scbeme, a potcntial employer can Fesent the position mue rcanrately as well as make it more attractive.

ldanagement needs to comnunicate Ois kind of thinking 0o its emplopes so tbat everyone realizes what they do erh day is an impotmt @ntribution to the grcatef scheme ef things. Tbe productivity gains from a worldorce positive about its job and each individual's contribution o the final product cm be impressive.

markets in 13 Southern states

DAVID CUTLER publisher

I\othind Comoares Wth The

Advancedlaluei Of ACQ' Preperve

A UIT4ATCHEDVERSAIILITY UNSURPASSEDQUALITY A ENVIROI\MEI'ITALLYADVAI\CED A

C.ustomer values arc why ACQ' Preserye vras developd lb arvnic or chromium. Better Wty A built-in water repellmt Morc valuathanrcdwMcedaror any prvssurc-trcated wood Your astomerswill agree, its"-the wood forthegrcnt outdoorsl

Easily Winted or stained

A EPA rEistered preservative

L Contains n0 arsenlc orchromium

L &rapdtspoul byordinary trash collection

-\ L Workersafety ------ ismhancid"

L Features"built-in" water repellent

L Weathersnaturally to a warm brown color

L Fights checking and cracking

L Protectedfromrot, decay and termite attack Easyto ' workwith L Greaterversatility in applications

L Qualitymnred byindepatdutt inspection

Accepted 4) the Intemational C.onJerence Of Butlding OfJicials

L tuthed by Limited-Lifetime Wananty for rai dhttial appl icaion s

MeetsAWPAstandards

For information about ACQ' Preserve, contact Wur nearest authorized producer or CSI tollfree LffiA42I-ffiL.

The The...

New South, Inc. Provides You With Tlre Best In Promotional Suppoft.

N*t gives you more ways to increase treated lumber sales than Nes South,Inc. Our promotional support system includes a wide variety of tools including our popular Deck Plans, Dolt-Yourself and Fencing Brochures, nHowTo Conduct A Deck Clinic" Kits and Deck Clinic Handouts, "How To Build A Deck" Videos and Plans, Retail Advertising Kits and Outdoor Project Idea Books. We can dso assist you in the production of radio and TV commercials. And, our preferred dealers may choose the cooperative advertising option.

We are committed to taking your suggestions and ideas and turning them into tools for increasing your sales.

Time after time, New South" Inc. provides the building material of a strong relationship with you.

New media push sells PT

!|TOLLOWING the rheory rhar an I' informed consumer is a better customer, the wood preserving indus[y is in the midst of a multi-faceted communications progran underscoring the industry's commitment to increasing consumer awareness of treated wood use and cornmon sense safe handling procedures.

A collective effort of the indus0ry's new Treated Products Communications Council, the program is designed to more effectively cotnmunicate with target audiences through careful coordination of strategies, resoufces and efforts, says Jerry R. Harke at the American Wood Preserven Institutg which spearheaded the council with the Southern Pine Marketing Council of the Southern Forest Products Association. Charter members include the Southern Pressure Treaters Association, National Timber Piling Council, Railway Tie Association and Western Wood Preservers

A new publication, "Answers to Often Asked Questions About Treated Wood," has been created for professionals often asked about feated wmd uses and safe handling procedures, including county cooperative extension agents, architects, engineers, foresters and faculty memben in forestry departments at colleges and universities. Targeted promotions are being used in this portion of the campaign.

In over 80 pages, the new publication answers questions about treated wood applications, preservative depletion, health,

environment and consumer information with each section tabbed for easy reference. A second publication of treated wood facts designed for the consumer will be available late this spring.

ed at a Home Depot near Atlanta, Ga., testing the effectiveness of store signs in reaching the customer.

Electronic scroll

slgns, shelf talkers and plastic encased hang tags plus two styles of signs attached to lumber carts will be rated for effectiveness in motivating customers to "see a sales person for a Consumer Information Sheet."

Intercept personnel will survey each customer approaching a checkout counter used exclusively for lumber purchases in the test store. The questions will help to establish the effectiveness level of each sign.

Institrrte.

Followingnational public opinion research on Eeated wood, the industry launched the new program with a distribution of feature stories monthly to about 10,000 newspapers and magazines around the country through News USA, a camera-ready news syndicate. The consumer-oriented articles discuss uses of treated wood as well as safe handling procedures and explain how readers can get free treated wood Consumer Information Sheets. To date, the council estimates 6,200,000 homeowners have learned more about pressure ffeated wood ftom these releases.

To reach the fuhre user of pressue treated lumber still in high school or college, the indusry will test a video featuring football gfeat Burt Jones, who is now a part of the wood treating industy. After portraying his career with the Baltimore colts and Los Angeles Rams and selection as Most Valuable Player, the story line will ransition to a video tour of the forest and treated wood industry. Upbeat music and a fast moving fonnat are calculated to hold the viewer's interest. The film will preview at several Louisiana high schools this fall with nationwide distribution in the spring ot 1994.

The third part of the campaign concentrates on the need to remind customers to ask for Consumer Information Sheets when they buy pressure treated wood products. A special five week field experiment is being conduct-

Following analysis, research results will be available to help retailers select the most effective way of providing customers information about treated wood. AWPI will measure programs in semi-annual indepth telephone surveys with randomly selected individuals and annual public opinion surveys. This will continually improve and increase consumer awareness levels. Ilarke said.

Story at a Glance Campaign begins to increase consumer awareness of the benefits of pressure treated wood products ... media efforts reach over 6 million to date ... video will star football great.

Plastic lumber: a serious threat to treated lumber or a practi cal j okg ?

RPJ:i:fiixS,n'#*ff

mentally-minded consumen an( until recently, the idea of plastic "wood" was considered silly, if considercd at all. But now - as a result of new technologies, misperceptions about CCA preservative, higher lumber prices and the entrance of fomddable producers - plastic lumber has a funre that cannot be ignored.

Plastic wood is not a single product. This variation is one of its biggest problems; there are no uniforrr standards and no consistencies irmong processors. An article in one trade publication included this precaution: "Order a truckload of 2x4s carrying the grade stamp approved by one of the major lumber associations and you know what you're getting. Order a truckload of plastic lumber and there's no telling what lies beneath the material's smooth, even surface."

Depending on the manufacturer, the raw naterial may be virgin plastic or recycled plastic or a mixture of plastics in combination with other substances. These feedstocks have different physical pnoperties, such as strength, flexibility and dimensional srability.

The variability has made building codes reluctant to accept recycled plastic producrs.

Furtherurore, inadequate cleaning of recycled containen may leave contaminants that eat away at reformed products, and molding equipent that fails o eliminate bubbles in tbe plastic will produce material of inferior strength.

Some fear that the acceprance of recycled plastic products will rernove concerns about plastics generally and even lead to increased production, which requires nonrenewable and cancer-causing ingredients. And, should recycled plastic be involved in a fire, the resulting byproducts could present problems.

A southeastern resort, which insalled boardwalks made of recycled plastic lumber, found that the pieces expanded and contracted so much that nails broke. The plastic boards warped and the surface got painfully hot for barefoot sunbathers. After ore year, the plastic lumber was re,placed with pressure treat€d wood.

Virginia Polytecinic Institute sudied pallets made of recycled plastic lumber. Among other findings, this study indicated that the plastic lumber wx 53% heavier than woo( creeped (deformed) from 15 to 23 times faster, was weaker and much less rigid and absorbed less impact energy.

Today's plastic lumber is not suitable for most structural applications and, on top of all this, it costs about twice as much as wood.

Despite these shortcomings, plastic

It bas been installed as sbet piling and docks in projects ftrom a 300 ft" city pier in the Bronx to Duck's Mooage in Oregon. Tbe L. L. Bem catalog advertises a plastic park bench. Vinyl fencing was a cover sory in Rural Builder magrine, xad polymer-clad wood fene posts have been introduced. Plastic wood has also gained a market foothold as srgn posts, playground equip'ment and picnic ables. Tbe Sae of Texas has put a hold on a treated wood pier pending investigation of recycled plasic as an alternative and both tbe U.S. Navy and the Corps of Fngineers ae looking at plastic fc mqic pro!rcts.

Manufacturers claim that their products last indefinitely with no maintenance. They do not crack or splinter, and tbey can be naile4 sawn, and sanded with commo woodworking tools. Insted of clunering landfills, proponen6 oy, used milk conrrinefs and other plastic wastes are recycled into useful products. And nearly all producen are pointing out the abserce of oxic preservative.

Plastic lumber, sold by the piece has asf been as suaessful as narine materials or as finished products made of plastic components. There have been problems and the price is prohibitive. Nevertheless, some major chains - Builders Square and 84 Lumber among th€m - have begun disributing plastic hmber frrom some locations.

Jeff Easterling, Southern Forest Products Association tr€ated markets trunager, says, 'Ptastic lunber is an issue being discussed by our steering commiree. The plastic lumber producers have ben very active in contacting dealers and builders; they're puning together an extensive network. I just wonder where's the quality con-

lunberhas aurrcrcd notewmhy interesL

trol for the product."

The prospects for plastic lumber have moved onto a new level, however, with the recent entrance of Mobil Chemical Co. Unlike most previous operations which were founded by inventors or small entrepreneurs, Mobil brings enonnous capital and wide-ranging expertise along with its product, an extruded wood-polymer composite called Timbrex.

The impact of Mobil's marketing capability is already noticeable - the

Story at a Glance

What's ahsad for plastic lumber ... product problems and shortcomings noteworthy uses impact of Mobil's Timbrex ... retailers and wholesalers testing market effect on traditional materials including pressure treated wood.

Timbrex promotion effort has probably generated more brand awareness than the campaigns for all the other products conbined. Among other advertising, Mobil displayed Timbrex at the National Association of Home Builders show.

Some major eastern wholesalers are distributing Timbrex, though not on a big scale. The list includes Logan Lumber, Wholesale Wood Products, Furman Lumber, Snavely Forest Products and P,I$xkettWebster. For Plunkett-Webster.

which supplies home centers with some interior wood products but not treated wood, the addition of Timbrex represents entrance into new outdoor applications. "Initial response has been 1007o positive," said PlunkettWebster's Mike Keadle, though orders were not yet being booked at the time of the interview.

Mobil has a production facility operating in Florida and is reported to have at least one other facility planned. Its plant, enclosed by a Timbrex fence, is only eight miles from the Tampa headquarters of Robbins Manufacturing Co., one of the South's largest producers of pressure treated wood. Dick Gates, sales manager at Robbins, is concerned. "The name of the game anymore is new products, and recycled products are considered very favorably by consumers."

Mobil is not the only major corporation becoming involved; the Comingled Plastics Task Group of American Society of Testing and Materials has had participation from Arco, Occidental Chemical,. Conoco, DuPont and Monsanto.

In the next year or two, plastic lumber is unlikely to cirpture a significant share of the reated wood market. However, plastic products have overtaken traditional materials for siding, gutters, pipe, flooring, molding and outdoor furniture; it would be foolish to disregard plastic.

Should the cost of plastic lumber fatl, as it probably will, competition with real wood will get tougher. Also, the involvement of major corporations is ceriain to have an effect.

Even if treated wood doesn't lose market share to plastic, it may well suffer from declining consumer confi-

dence as plastic lumber producers repeat dubious statements questioning the safety of wood impregnated with preservative chemicals Such messages, as misleading and inaccurate as they may be, can only add to public misperceptions about treated wood.

Texas Plant Adds Tires To Plastic Lumber Mixture

Had as wood and more durable is the claim for boards manufactured from old tires and recycled plastic in a Muenster, Tx., plant.

After making planters, birdbaths and volleyball standards from a concoction of bits of tires and plastic waste, Jim Rosenbaum cooked up a board several years ago. "It starts out as waste, becomes a usable product and definitely saves a lot of hees," he said.

Sales of ReCyc Lumber have reached several million dollars among farmers and ranchers who use it to resurface animal trailers. The company's distributors also recommend the product for barn flooring, patio or marina decking and any place

where durability and resistance to rotting are factors. The walls of an office at the RMI plant are built with it.

"You hammer it, you nail it, you cut it just like you do wood," said Fred Rosenbaum, brother of the plant's owner.

An estimated 250 million tires are discarded annually in the United States. Texas is one of two states with a special tax on tire sales to pay for shredding by companies such as those which provide raw material for Renewed Materials Industries [nc.'s two production lines.

ReCyc Lumber costs slightly more than most softwoods, but less than hardwoods such as oak. A typical 16-foot animal trailer can be re-floored for about $250.

ABCHITECTS specified Timbrex for handrails/side rails, perimeter edging, decking on landings and lransfer stalions in this playground which abo uses trealed wood.

Huck DeVenzio is manager of advertising and. public relations at Hickson Corp., a kading producer of CCA preservative and licenser of the Wolmanized brand of pressure treated wood - Editor.

ALSC to police treated quality

RADE stamps of agencies such exposed to the weather when used structurally. lmproperly identified treated wood can be rejected by building inspectors.

as the Southern Pine Inspection Bureau, Timber Products, Florida Lumber Inspection Service and other similar "third party" independent inspection agencies are familiar to dealers. Not so familiar, however, is the long standing overview role of the American Lumber Standards Committee (ALSC) which has long verified mtreated lunber grades.

As of Jan. 14, the ALSC overview role of policing the inspection agencies has been extended to treated wood. ALSC has assumed the quality control overview functions formerly provided by the American Wood Preservers Bureau, which has ceased operations. The AWPB clover leaf quality mark is being replaced by the grade stamps of agencies certified by the ALSC for supervisory and lot inspection of pressure treated wood products.

To avoid selling improperly identified treated material to their customers, dealers should stock only pressure treated wood bearing the quality mark of an app'roved independent testing agency. Tbe stamp must indicate compliance with standrds of the American Wood Preservers Association and bear the identification of an approved agency. ALSC conducted a rigorous procedure before accrediting these independent agencies even thougb most had been fomrerly accredited by AWPB.

Section 2505 of the Uniform Building Code requires that preservative treated wood be identified by the quality mark of an approved testing agency in accordance with UBC Strndard 25-12. This Standrd states that the pressure treated wood "shall be subjected to qudity control carried out by both the treater and the control agency."

The new program to accredit and monitor quality control agencies for the inspection and analysis of pressure treated wood products is significant because the successful use of pressure treated wood depends on properly Eeated wood. The Unifomr Building Code nnndates that properly treated wood be used wben wood is in contact with the ground or Year

How does a dealer make srne pressure treated wood is properly treat€d and in conpliance with applicable code requirements? He should insist upon the following ftom a suppliec

(1) Require all pressure treated

Accredited Agencies

The following agencies have been accredited by the Board of Review of the American Lumber Standards Committee for supervisory and lot inspection of pressure treated wood products.

Bodc lrycdoqInc.

[:tc Oswego, Or. Crtfomir Lumbcrl4cdio Scrvicc (CLIS)

San lose, Cafloridl Lombcr lupc<doo Scrvicc (FLrS)

Perry, Ft. Lmde[ Inrycct'on, h. Minnapolis, Mr. McCotchrn lrpcctioo, Inc.

Pmlan4 Or. PfS Corp.

Madison, Yfi. Sodhen Pim lrpcctftrn Burceu (sPrB)

Pensaola Fl. Timber Producis (TP) Conyers, Ga WenoctHcncy

Coquidarq BC

W6t Cost Imbcr lrpcCion Borcro(WCLI8)

Portland" Or.

wood to be identified by the mark of an approved independent inspection agency operating under ALSC overview.

(2) Require Oe quality mark ro state "Above Ground" or'Ground Contact" use as applicable. Some agencies may include the LP referene, long used to indicate the CCA ot AQ,A waterborne treatment, for 'Above Ground" LY2 or "Ground C-ontacf'LY22usr..

(3) Require Oe quality mark to indicate Oe correct retention level specified in AWPA Standards.

Story at a Glance

Tips for making sure your treated wood products arc in compliance as ALSC begins its role as industry's quality policeman ... 1O agencies certified to inspect treated wod prodrcts... new names and quality marks that dealers need to recognize.

KD .ffii-ib:

i-rcorqte Yoll Deckt -r^n,r , '!i!lc-*f*'* tiffii#F-:.

t"w 3# Thrifty ideas FOR TERRIFIC ADS

,1|| DVERTISING that distinguishes Jl'yoor store from your colnpetitor's is important in these days of escalating competition. However, frugal retailers are often reluctant to pay the pnce of effective, eye-catching ads.

Lnagination and a knack with low cost, camera-ready illustrations can create ads that sizzle and sell without spending a lot of dollars. For example, if it's treated southern pine lumber that you want to sell, the Southern Pine Marketing Council has advertising art available at little or no cosL A single set of the drop-in ads and clip art sheets is free to retailers. Additional copies cost only $1.

Designed to sell specific do-ityourself projects utilizing southern pine lumber, the half dozen professionally created drop-in ads come complete with tantalizing headlines and copy appealing to homeowner wants and needs. "Relax in Style!"

"Make A Splash!" "Deck In A Weekend!" "Beauty And A Bench!"

"Have A Seat!" Headlines like these capture attention, then build interest with an enticing capsule of benefits and an aoractive sketch. Your store's name, address and phone number at the bottom of the ad tells the reader

where he can find plans and materials.

Ads measure 4' x 5" but can easily be enlarged. Used as one large ad in your local newspaper or home and garden magazine or as several small ads scafiered throughout the publication, they are designed to attract attention to your store and the products you sell. Best of all, you will have little or no production cost since only your name and address is needed to complete them.

If you want only illustrations of soutlern pine lumber, radius edge decking, decks, sand boxes, planters or benches to complete your in-house or newspaper art department-designed ads, the clip art sheets re the answer. The line "See us for design help, plans and treated southern pine lumber" accompanies each sketch and can be used or eliminated as you wish.

Story at a Glance

How to put sizzle and sell in your ads sources for free or almost free drop-ln ads, clip art, colorful point of purchase displays.

Replicas of approved grade marks with appropriate captions can be used to add authority to your advertisements.

Both drop-in ads and clip art are appropriate for flyers or direct mail circulars as well as newspaper or magazine advertisements.

In addition to the collection of drop-in ads and clip art crafted to encourage customers to use treated southern pine lumber for their next outdoor project, SFPA offen an information-packed color poster for point of puchase displays. It will help both do-it-yourselfers and sales personnel select the proper CCA preservative retention level for the intended application, either "above ground" or "ground contact." Typical end uses fot .25,.40, .60 and 2.5 retentions are listed, along with EPA-approved safety tips for handling treated lumber. Facsimile quality marks for treated lumber are also explained.

Single copies of the poster, drop-in ads and clip art are free to retailers with additional sets costing $1 each from SFPA, Box 64170O, Kenner, b" 70064. Request publbations #35 I and #352 - Editor.

Shaving off 1132" can save trees for years to come

lfOW do you answer a cuslomer's Ilcomplaint that a 1/2 inch thick structural wood panel measures only 1582 of an inch?

"When it comes to performance, ll32 of. an inch is virtually meaning-

Policies for Structural-Use Panels, has been applied to 15132, 19132 and 23132 inch thick panels since 1980. This allows flexibility in manufacuring yet assures panels meet the demands of the job they're designed for, regardless of thiclness. In developing the performance standards, APA engineers and wood scientists discovered that in most cases, 15/32,19132 md 23F,2 inch panels marched the performance required of traditional l12, 5/8 and 3/4 inch panels respectively.

than halfof 1990 sales and only 52Vo of the trget established by Congress. Sales in Washingon and Oregon were only 23% of the targeted figure; Southwestern Region, 4O7o; Pacifrc Southwest region, 46%; Northern regSon,54%.

"The p'roblem is only going o get worse unless the Clinon administs'ation takes immediate action," warns APA president David L. Rogoway.

Structural wood panel demand continues to grow. APA expecs a 4% ncreax, this year and 3.5% next year, reaching 29.5 bllion squae feet in 1994. Total U.S. strucural panel mill operating capacity as measured by equipment capacity is 30.5 billion squarc feet, but some 3 b,illion feet of capacity has been closed in the West since 1990 due primarily oo lack of adequate log and veneer supplies. An additional 1.6 bitlion feet of equipment is idle in l0 westem and inland region mills because of resource shortages and another 6(X) millien fsel of capacity could be lost in the West this yea if timb€r htrvest constraints arc not moderated.

less, but as a means of getting the most out of the tinber resource, lB2 of an inch can help ensure a continued supply of timber for years to come," is the answer recommended by the American Plywmd Association.

Al5l32 inch thick structural wod panel contains 6Vo less wood fiber than a ll2 inch thick panel. When you multiply 64o by millions of panels, you end up conserving not just wood fiber, but whole trees.

The American Plywood Association's quality auditing and testing ensures adequate performance. APA PRP-108, Perfonnance Standards and

Span rating, not thickness, is the best indicaor of srength and stiffness when determining the right panel. It denotes the maximunr recommended cent€r-to-c€nter spacing in inches of supports over which the panel should be installed. The left hand number is the maximum recommended center to center spacing of supports for roof sheathing, the right hand number for subflooring. Both assume the panel will be installed with the long dimension perpendicular to supports.

Conserving the tinber resource is vial as structural wood panel demand grows and federal timber sales and hanvests shrink due to preservationist lawsuits and injunctions, APA explains. Harvests of timber administered by the U.S. Forest Service fell l47o nattonally last year, down 307o from 1990. Forest Service timber sales in fiscal year 1992 were less

Western production declined for the fifth consecutive year in 1992 at 4.9 billion square feet (3/8 inch basis), down nerly 4% ftom l99l md 467o from 1987. Althougb nationwide production ro*,1Vo, other regions are finding it increasingly difficult to make up Oe western region shatfall, Rogoway points ont

"The price increases we've seen recently for wood p'rofucS is the predictable outcome of growing deinand in the face of artificially constrained resourc€ supplieg" be said"

Production declines also affected sanded plywood which was down l0% in 1992, a 500 million square feet shorfall, desptb a 13% ins€ase in the South.

So, when the customer asks, point otrt ll32 of an inch can make a lot of difference in supply and price.

Story at a Glance

What to say when customers question thickness of structural wood panel 15192" thick uses 696 less wood fiber than 1f2" wlth guaranteed performance and conserves timber supply.

GAUGE is used to measure lhickness of slrudural wood paneb. The 6% wood fiber rcdudion adrieved by 1Ca2 indr thickn€ss omurcs a conlinued suppty.

Hard facts for sel I i ng concrete product

f'fONCRETE products aren't sexy. VBut that doesn't mean lumber yards and building products retailers can't make increased profits by giving these high margin basics a second look.

The materials themselves may not be inherently attractive; it's what theyre used for. "What you do is display what it looks like when it's done,

the project in final form," explains Dennis Winchester of Quikrete. Through drawings, in use photos or even actual three-dimensional displays, show the completed patio, walkway or repaired pothole or driveway crack.

His company offers a big, brightly colored banner with illusEations and a Project Construction Center stocked

Glossary of Concrete-Related Terms

Caulk

Concrete

To seal up crevices with some flexible material.

An artificial stone made by mixing cement and Eand with gravel, broken stone or other aggregate, plus sufficient water to cause the cement to set and bind the entire mass.

Contml Jolnts Continuous vertical joints built into conoele walls allowing slight wall movement to control cracking caused by unusual shesses.

Curlng

Fdglng

Fmtlng

Form

Grout

Hydratlon

The process of protecting concrete against loss of moisture during the earlier stages of setting (hydration).

A finishing pnccesa ofrounding tbe edge of freshly poured concrcte.

A base fu a wall or other shrchre that provides shuctural stability,

A parameter or set of parameters tbat contains the footing conc{ete.

A water+ement or water-cement sand mixture used to plug holes or cracks in concrete, seal joints, fill spaces between machinery bed plates and concrete foundations.

The chemical process of water and concxete during seting or drying.

Masonry A constuction made of prefabricated masonry units laid in various ays and joined together witb nortar.

Mlxers Vebicles or containers used to mix the concrete's ingredients.

Mortar Used for bonding masonry units together.

Pavers Various sized/shaped bricks for sidewalks, patios and driveways.

Retalntng Wall A wall constructed to hold soil in place.

Scrced A long, straigbt board for striking off concrete, called scteeding.

Set The hardening of mortar or concrete.

Striklng O{f The process ofremoving excess concrete to a desired level.

Stucco A finish composed of two or more layers of mortar applied 1e vells.

Tamp Compacting concaete with rakes or short lengths of lumber.

Texturlng Creating a certain finish (brusbd, smootbed, etcbed, pochnarked).

A steel tool with a flat surface used to smooth a concrete surface,

Whe Mesh Borded wire forming a mat used to reinforce slabs of conctete.

with free leaflets detailing the 11 most cornmon concrete projects. The literature keys on the end use: "Sftonger Slabs," "Build a Fence," etc.

Another key is emphasizing how easy the projects are. Have knowledgeable sales personnel on hand who are familiar with the products and terminology. There's concrete mix, mortar mix, sand mix, glass block mortar, vinyl concrete patcher, concrete repair caulk, quick-setting cement, anchoring cement, patching plaster, concrete and asphalt cleaner, crack seal, surface bonding cement, stucco, foundation coating, masonry coating, concrete bonding adhesive, concrete acrylic fortifier, sealer, wall and floor tile mix, tile adhesive, tile groug tile and grout cleaner, latex, floor resurfacer, underlayment, sand, gravel, driveway crack filler and sealer, blacktop patch, Portland cement, masonry cement. consumers need to know which prcduct to buy, how much and how to use it.

Many retailers have separated the products from the rest of the basic building materials, brought them out of the back of the store and formed a separate "Concrete Repair and Building Products" departrnent. Products

Story at a Glance

are now more accessible, all together and easy to find.

Also available are ad slicks emphasizing products and projects, ideal for a product that can be advertised just about any time. "They're sold pretty much year-round," Winchester said. "The only time people don't buy them is Chris&nas."

Getting set to sell more concrete products key is showing finished proiect make products accessible through helpful literature, sales people and easy-to-find positioning.

N$trWSBRItrFS

Aiming at a target ot256 stses by 1996, Builders Squarc opened Builders Square II units in Brandon and Lake Mary, Fl., and North Austin, TI., and signed on as anchor tenant in a T\rlsa, Ok, shopping center

Loute's proposed building larger replacement stores in Chesapeake and Newport News, Va., and Jacksonville, N.C., closed an under-performing Griffin, Ga., unit and reportedly began looking for sites in North Little Rock and Little Rock, Ar. ... Hechinger opend Home Prcject Center locations in Woodbridge and Dale City, Va. ...

Home Quarters Warchouse Inc,, acquired a North Little Rock, Ar., location for the first of possibly tlree sto(es to be built in the area ... Causeway Lumber Co., Fort Lauderdale, Fl., plans to expand in the Palm Beach County, Fl., market ... National Home Centers opened a new Conway, Ar., locatiorU David Funderberg, Dgr

Scotty:s reopened the rebuilt Homestead, Fl., store leveled by Hurricane Andrew ... Builders Supply, Ruston, La, is building a new, larger storc due to open midyear ... ServiStar will open a research and development store in Wint€rPark, Fl., in May ...

Home Depot opened stores in Sarasota and Pensacola, Fl., and selected a site in Tlrlsa, Ok., all part of a plan to double capital spending to $800 million and open 50 new locations this year, 12 in the South...

Stitrc Lunber is building a larger showroom with nursery and garden center next to their cunent location in Deridder, La.

Chickasha Building Center opened in ths former location of

Virgin Lumber, Chickasha, Ok., Robert L. Haney, owner; Gary Rosebure, mgr. ... Glasscock Build America Center, Sumter, S.C., is slated to open in Jure or July...

Sutherlods Lumber Co, which will open an Oklahoma City unit, their third in Ok., this month, plans to reopen their two closed Crate DeaI locations in Little Rock, Ar., as full service lumber yards DeQueen Building Materiah, DeQueen, Ar., has been acquired by gen. mgr. Troy Stephens...

Caldwell Lnrnber Co., Wynne, Ar., lost alumber strcd andits contents in a $2 million fire reportedly caused by a malfunctioning transformer...

Dan and Wayne Boudreaux's Ace stores in Napoleonville and Paincourtville, La., are among locations John Madden will visit for the "On the Road For Ace'tv spot ads Hot Springs bnber & Supply Co., Hot Springs, Ar., donated materials fot t Gardner Elementary Sch@l troject ...

Anniversaries: W. H. Mazp Co., l45th; Batchelder & Collins, Norfolk, Va., l25tht American Plywood Association, 60frr; Guthrie Lumber Sales, /nc., Austin, Tk., lOth...

Diatnond Wood Treaters Inc., Decatur, Al., is a new $l million CCA treating facility, IGn Gretke plant mgr. and partner with Ron Erwin, Erwin Forest Products, Peachtree City, Ga. Wm. Canwton & Co., Dallas, Tx., has purchased tbe Owens Corning Fiberglas distribution facility in Deroiq Mi. ...

Timber Tech Texas /nc., San Antonio, Tx., purchased the l0

BuiHing Prcducts Digpst acre site it had been leasing including a 46,(X)0 sq. ft. mfg. facility and 20,000 sq. ft. warehouse; pres. Gary Weaver did not disclose the selling price ...

J. Howrd Josey, Montgomery, Al., and T. Morris Hackney, Birmingham, Al., owners of Burton Woodworks, Inc., and Capital Ciry Forest Specialties, Inc., have purchased Lylesco Manufacuring Co., SHd, Al., to operate as Heritage Stair Parts, Inc....

NK Lawn & Garden Co., including pro&rcrion facllides in Chattanooga, Tn., has been acquired ftom Sandoz Corp. by The Garden Conpanics, Inc. The lrwin Co. has acquired AnuricotWdcrqT@ls ...

A federal jury in Atlanta, Ga-, found Quikrete Cos., Atlanta, infringed on two Nomix Corp. patetrs and awuded tlp Faffiel4 Ct, company $1.382 million...

Hitachi Power Tools U.S.A. Ztd., Norcross, Ga., donated power tools valued at over $22,m0 to vocdonal programs in tlae Cherokee County School System, metro Atlanta, Ga. CoperTools wiU be t[e exclusive hand tool supplier n WorU Cup USA '9( (socoer), hrre 17 to July 17,19%...

Proposals to include vinyl siding and sp'ray polyure6ane foam roofing in the Uniform Building Codc of tlw Intcrnatinal Conference of Building Officials arc being supported by the ICBO Codc Clnnge Corunittce

Cabinet Industry Distribunrs Alliance has ftrmd as a new segment within ffu, Natioul BuiAing Material Distribunn Association Kitclvn Cabfuet Morufrcnrcrs Assrciation r€ports Jan '93 sales 8.8% higlrcr thanJan '92 sales

Housing stafis made s 2.5% recovery in Feb. Qarc$ figs.) to a 1,20E,000 annually adjusted rate single family rqsidence starts fell 0.8%; multi unit starts rose 33% ... building permits dropped 3.1% economists were optimistic that starts were delayed by bad weather and not canceled.

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CALENDAR

APRIL

Lumbcrmen's Club of Memphls - Aprll t, luncbeon meeting, Raoquet Club, Memphis, Tn.

Southeesilern Lumbcr Menufec,hrrers Asoclrtlon - Aprll 13, area meeting, Winnfield, I:.; Aprll 14, safety seminar, Alexandria, Lr.; Aprll 15, alea meeting, Nrogdocbas, Tx.

Lumbermens Assochtlon of Teres - Aprll l$lt, annual convention & exposition, San Antonio Convention Center, San Antonio. Tx.

Fbcher Conpenles - Aprll 17, show & sale, Statc Fairgrounds, Little Rock, Ar.

Wmsrtt Brc. - Aprll 17, annual spring show, Holiday Inn Hurstboume, Louisville, Ky.

Amerlcen Instltutc ol Tlmber Condructlon - AprTl 17-21, annual meering, MauL Hi.

Natlonal Psrtlcleboard Assocletlon - Aprll l&21, spring meeting, Kinemill Resor! Williemsburg Va.

Hardllnes Technolo,gt Forum -Aprll f9-2I1, Phoenix" Az.

Amerlcan Plywood Assocletlon - Aprll 19, regional meeting, Fayetteville, N.C.; Aprll 20, Colnmbi4 Ga.; Aprll 21, Meridian, Ms.; Aprll22, Sbrevepor! t-a

Internetfonal Tlle & Stone Expcltlon - Aprll 2l-4, Miami Berch Convention Center, Miemi Ssac6 Fl.

Lumbcrmen's Club olMemphb - Aprll 25, luncheon meeting, Racquet Club, Memphis, Tn.

Kentucky Lumber & Bulldlry Meterbl Deelcrs AssodatlonAprll 27, round table; Aprll 2t, board meeting, Kentucky Dam Village, Gilbertsville, Ky.

Mcdco Hardware Show - Aprll 29-Mry 2, Cintermex Exhibit Center, Monteney, Nuevo [,eon, Mexico.

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Soles Center, Hot Springs, Arkansos taoo4?t515

Wood Mechlnery Menufectrrers of Amerlce - Aprll I)-May 2, annual convention, Mrriot! Marco Islan4 Fl. MAY

f'lschcr Companlcs - May l, show & sale, Memphis, Tn.

Kltchen/Beth Industry Show - Mey l-3, Georgia World Congress Center, Atlanta Ga.

Vlrylnla Forestry Assocletlon - Mey 2.f, annual meeting, Omni, Richmon4 Va.

Amerlcen Wood Preservers Assochtlon - Mey 2-5, annual meeting, Newport Berch Mrrio$, Newport Beacb, Ca.

North Amerlcen Wholeselc Lumber Ascocletbn - May 2-5, annual meeting, Innisbrook Resor! Tarpon Springs, Fl.

Natlonal Hardwood Lumber Assocbtbn - Mey 3, new drying proc€dw€s seminar, NHLA Hq., Memphis, Tn.

Hardwood Plywood Menufec'turers Assocletlon - Mey 5-t, annual meeting, Hilton Head Island Resorg Hilton Head, S.C.

Fonest hodncts Socbty - Mey 13, environmental considerations for treated wood use ssminsl, Blacksburg, Va

Natlonal Sasb & Door Jobbers Assocletlon - Mey 13-16, management conference, Holiday Inn Crown Plaza Resort, Hilton Hea4 S.C.

Hlgglnbotham Peerbtone - Mey 15-16, sbow, Adington Convention Center, Arlington, Tx.

Kentucky Lumber & BulHlng Metertel Deders AssodatlonMay 15-16, annual auction, Fairgrounds, I-ouisville, Ky.

Amerlcan Forest & Paper Assalatlon - Mey lGl9, Forest Resources Group spring conference, ANA, Washington, D.C.

Harrls-Tarketl-May 2O-22, flooring school, Johnson City, Tn.

SOUTHERN ASSOCIATION

Vlrglnla Bulldlng Materlal Assoclatlon installed George H. "Skip" Burton Itr, Burton Lumber Corp., Chesapeake, as president at the 67th annual convention.

Others taking office during the March 28-31 meeting at The Grove Park Inn & Country Club, Asheville, N.C.: Fred Siewers III, Siewers Lumber & Millwork Richmond, president-elect; George Haw

COMENG Xs*urEs

III, Ruffin & Payne, Richmond, and Richard Helm, Glaize & Brother, Winchester, vice presidents; Gary Hazelwood, General Products Co.-Bencbmark. Fredericksburg, associate vice president; Freeman Spencer, Massey Builders' Supply, Richmon4 Eeasurer.

Michael Loan, Valley Building Supply, Waynesboro; Bruce Edwards, Lamberth Building Materials, White Stone, and Grrce Matin, Martin's Native Lumber, Dayton, arc new directon. Brad Frazier, Andersen Windows, Midlothian. was narned an associate director.

A residential estimating and blueprint reading seminar is scheduled for April 2l22 at the English Inn, Charlottesville. Blueprint reading basics and residential building material estimating corrcepts will be covered by Mark Campion.

Kentucky Lumber & Bulldlng

Materlal lhalers Assoclatlon has tbree roundtable meetings scheduled for April.

The first will be April 6 at Campbell House, Lexington. The panel includes Freddie McWhorter, Clay Building Supply, London; Bill Baker, Stratton Lumber, Nicholasville; Jim Dexter. Boland-Maloney Lumber Co., Louisville, and Jack Tucker, Palumbo Lumber, lrxington.

An April 13 session will be at the Howard Johnson, Elizabethtown, with Ken Lawson, Thriftway, Owensboro; Anthony Elmore, Buzick Lumber, Bardstown, and Dennis Bratcher, Cecilia Center, Elizabethtown, on the parel.

Ron Goode, Cole Lumber, Paducah: Bill Bucher, Square Deal Lumber, Park City, and Gerald Scott, Fugate Lumber, Madisonville, will be panelists April 27 at "Kenhrcky Dam Village State Park Lodge, Gilbertsville.

Discussions will cover employee incentives, outside sales and insurance.

Oklahoma Lumbermen's Assocletlon president for 1993 is Glenn Nusz, Resident Lumber Co., TexhomaDavid Kennedy, The T.H. Rogers Lumber Co., Oklahoma City, is vice president; l.owell Dillon, Hope Lumber Co., Edmond, treasurer, and Mike Nix, Nix Lumber Co., Oklahoma City, immediate Past P'residenl

New district directors are Randy Skinner, Tahlequah Lumber, Tahlequah, 2; Brian Jordan, McClain Building Center, McAlester, 3: Charles Poarch. C & L

Building Supply, Watonga, 4; Phil Kennedy, Comanche Home Center, 6. New associate directors: Dale Scott. Arrowhead Lumber Sales, Oklahoma City; Cleo Nunley, Rich-Mix Products, Oklahoma City.

Lumbermen's Ascocletlon of Texes 1993-94 president Parker Beebe, Amarillo. will take office at tbe onclusion of tbe annual convention, April 15-17 in San Antonio.

Other officers: l.onnie Goolsby, Fort Worth, fi$t vice presideog Bill Robinson, Comanche, second vice president; Larry Burns, Frisco, secretary; Dan Guerra, Houston, treasuren Emmen McCoy, San Mrcos, sergeant 8t ams.

Nominated Jan. 30. the slate will be approved at tbe qnnual membership meeting April 16 in onjuoaion with an 8 am. business session following a 7:30 continental brealf,ast.

Southeestern Lumber Menufacturers Assocletlon in cooperation with Natlonel Hrrdwood Lumber Assocletbn and Buchanan Hardwoods. Inc. will offer a bardwood lumber grading short course in Montgomery, Al., June 2-4.

Tom Wright, NHLA inspector, will offer classroom instnrction at tbe Madison Hotel with lumber grading practice sessions at Bucbaoan Hardwoods.

Registration information is available from SLMA. Registration fee is $2IX) per person witb attendance limited to 30.

I-oublrne Bulldlng Metcrlal Deal'ers Assocbdon is developing a training ptogram for new board members.

A bylaws comnittec has bcen appoinr ed to review the association's organizational structure, study future needs of members ard researcb membership expansion. An education cornmittee will assess current and fuUrr€ U'eining and educational needs of members and employees in order to develop a program of seminars, inhouse training materials and correspondence courses.

The Constructlon Suppllers' Assocletlon is holding a management conference May 22-25 at the Jekyll Island Country Club, Jekyll Island, Ga

Business issues on the docket, according to president Dick Barr, include the Energy Code, changes to Georgia's Lien Law, lumber supply and Family Leave with well qualified people available to help those atrcnding leam to cope witb tbe issues as tbey apply to their businesses.

A golf and tennis tournrment and a low country boil are on the social menu.

Mld-Amerlcr Lumbcrmens Assoclatlon and Oklehome Young Lumbermen will sponsor rbe frst Oklaboma "Sooner Slan" for dealers, suppliers and spouses April 30 at Coffee Creek Golf Course. Edmond.

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Rising lumber prices threaten economy

CITRESSING failure to resolve the Elgridlock on federal forests, coupled with increased demand fc wood products has created a double-whammy that is affecting American consumers right as the economy is beginning to improve, Ben Mayo, Mayo

Building Supply, Bentonville, Ar., current p'resident of the Mid-America Lumbermens Association (MLA), says. "We're just now seeing what happens when you reject multiple use principles fer man4giag timber and lock up forests in response to pr€s€r-

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Bob John, MLA executive vice presi<lent, adds 6at with a omnodity item such as lumber, any sign of scrcity or surplus is quickly translated by the ma*et plae into higher or lower prevailing pric€s.

"Remember rhat the markelplac€ always seeks equilibrium between supply and demand," he says. "[f scarcity of timber supply driw.s pricas up beymd a certain point, consumers will eitber hrn to nm-wood, non-renewable building materials that are environmentally expensive or postpone wmd prchases until the prices go down. So tbere is an invisible ceiling imposed by the markeplace on how high lumber prices c& go."

Mayonotes that the biggest lumber supply problem is the ontinuing uee hrvest reduction in Pacific Nqthwest national forests identified as critical habitat fa the th€atened spotted owl. Tbe volume of wood witbdra\m ftm harrrest last year because of the owl was enough to oonstruct 360,000 new homes, nearly one-third of all the houses built in 1992. More than 110 Pacific Northwest mills have closed permanently since 1990. Pnblic timber, whici eolmts fq9Mo of westem fsest land is projeae<l io sbow a hrvest decline ftom 7.9 billion board feet in l99l o 4.8 billio bf in 1993.

Mayo poins out that albongb they normally sup'ply about a fouth of all the lumber cmsumed in U.S. markets, southern forests, because of supply constraints caused by government regulation in the West, are currently meeting about a third of U.S. demand, with projectidrs as high as 36?o for rhis year. In addition, nealy 30% of lumber consrrmed in the U.S. is imported ftom Canada

"Both alent anougb omake up the shorfdl from the West," he suesses. "The South and Canada combined can't close tbe gap enougb to prevent a nationwide shctage, so fre maketplace forces prices higher. This nation bas to strike a proper balance between environmental and econqric needs in ou forests, between threatered enimals and threatened people."

Jobn says tbe assaiation is urging Congress and the Administration to amend the Endangered Spocies Act to allow economic and socieal impacts !o be considered when decisions are made. MLA atso supua tbe Pacific Northwest Tfonber Srrmmit which was scheduled for April 2 in Portland, Or., at press time.

Gary W.Donnelly, executive vice president of the National Lumber and Building Material Dealers Association, agrees with Mayo and John. "The big flaw in the Endangered Species Act," he says, "is that ii Ooes not consider tie economic or social (human) impact of decisions made in its name. Our members have said for years that it would take a crisis for people, both private citizens and elected officials, to listen to concerns over the inequities of the Act. Now that consumers are directly affected by higher prices for all wood products, they arc starting to pay attention. Unfortunately, some consumers see the lumber dealer as the bad guy because it is at the lumber yarO tlat they are introduced to higher prices. I tell our members to tell their customers to call their Congressman. They wrote the Act and they are the only ones who can change it to cor_ rect the problem."

Retailers across the country are having to explain higher prices to their customers. "The prices can go up and down as much as l5%o in a week," said Bruce Atkins, SparksTerrell Lumber Co. Inc., Lexington, Ky. "The price for plywood and 2x4s went through the roof" after Hurri_ cane Andrew in Southern Florida increased demand.

Story at a Glance

Record price tags on lumber products strangle economic recovEry builders face increased costs.

Lumber companies and contractors in his state estimate the higher prices will add $1,500 or more to the cost of a new house. A ll2 sheet of plywood costing approximately $13 in early February, up from $9 a year ago, was selling for $16.16 in Lexington in the middle of March. A SPF 2x4x8 was priced at $3.05, up from $2.S0 in February and $1.79 a year ago."The market is out of sight," commented Jack Tucker, general manager at Palumbo Lumber Co.

"One builder told me he's projecting that house framing (materials) will cost about $2,000 more," said Tom Beheler, Roper Brothers Lumber Co., Fredericksburg, Va.

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Lumber industry anticiPates Northwest Timber Summit

Industry members and organizations were generally skeptical regarding President Clinton's decision to hold a Timber Summit in Portland, Or., April 2, as we went to Press. Details of the meeting will be covered in the May issue.

Vice President Al Gore, Agriculture Secretary Mike EsPY, Interior Secretary Bruce Babbitt, Labor Secretary Robert Reich and Environmental Protection Agency director Carol Browner were expected to join Clinton after spending time prior to the one day session in the Northwest visiting mills, timber communities and forests. The President will be enroute to an international summit with Russian President Boris N. Yeltsin in Vancurver, B.C.

"It's time to break the gridlock that has blocked action and bring all sides together to craft a balanced aPproach," Clinton said in a statement announcing the meeting.

Mark Rey, American Forest and Paper Association, said before the summit that the industry will support some land set-asides to protect the spotted owl and some Portion of the remaining unprotected ancient forest. But, in nrn, the indusry wants guarantees of a "reasonable" level of harvest and the rewriting of environrnental laws by Congress so that environmentalists cannot so easily challenge logging in the courts.

"The upcoming sumit will be an important catalyst for resolving the deepening forest crisis in the Northwest. The impact is being felt in the country as a whole with lumber prices increasing 90% since last October as a consequence of court injunctions, administrative appeals and other restrictions that have virually shut off a critical supply of timber from both Private and Public lands," he said.

Mike Draper, executive secretary of the Western Council of Industrial Workers, said environmentalists are "wrong to think we'll trade timber jobs for any jobs" and said the annual guaranteed harvest needs to be much larger than 1.5 billion board feet

The National Lumber & Building Materials Dealers Association, the National Association of Home Builders, the American Forest and

Paper Association and the United Brotherhood of Carpenten & Joiners of America held a Press briefing to call upon President Clinon to helP resolve the imPasse ova timber suP plies from fed€ral faests in tbe West.

Decisions made at the Summit will have an impact on the global environment as well as Oe U.S. forcsts interests, the Forest Producs Society said prior to the meeting, calling on Clinton ro include in the meeting as broad a discussion of environmental issues as possible.

FPS's Jim Bowyer Pointed out that a decision to produce significantly le.ss timber in the Northwest ultimately means tbat the U.S. will either have to obtain wood from someplace else' such as the far east€rn region of the fonner Soviet Republics, or will have to shift to the use of non-wood materials.

Industry ls Anti FramPton

An announcement in tbe tllashing' ton Post that Department of Interior head Bruce Babbitt could name current president of tbe Wilderness Society George T. FramPton, Jr., Assistant Secretary for Fish, Wildlife and Parks raised industry hackles.

Thomas B. Williams, a senior staffer for the Senate EnergY Committec, resPonsible for its Subcommittee on Public Lands, National Parks and Forests, un&r tbe supervision of Dale Bumpers (D-Ar.), was also considered a candidate fc tbe position.

Industry members were urged to express opposition to FramPton's appoiDtment in iener to Congress and other govemment officials.

Because the U.S. is a net imPorter of viru,rally all categories of raw materials, including metals, petrochemicals (basis fa plastics), cements (key ingredient in concrete), wood and wood products, both qtions will also mean increases in raw material imports, Bowyer added.

He was emphatic that these kinds of linkage must be investigated. "Otherwise," he said, "we risk practicing the worst sort of regional environmentalism."

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Tape Takes Forest Story To Public

Members of the wood troducts industry are using the cassette tape "Iln A Trpe" and its presenation kit o help sudents and aduls understand the fore.st prodrrcts commmity and is stewardship of qrr nation's fqest lands.

Over 6,0(X) coples of tbe song have ben distributed by Norman Murray and the music divisim of U*C C-oatings Corp. in the past six months. The newly script€d renewable forest story pre.s€nation kit is designed fm the elem€ntary sctrml level, but can be adapted for adult groups. Kits can be obtained for $25 postpaid frw U*C Music Division, P.O. Box 1046, Buffalo, N.Y. 14215. Tapes re s2.75.

Public Favors Species Act Reform

The public wants fewer environmental regulations. With nearly 9,000 readers responding to U&{ Weeknd's 'Frc-offon tbe Enviromenl" 62qo ag1eed with an argument fc Endmgered Species Act reform.

The Sunday supplement presented viewpoints of Earth Day fouderDenis Hayes, wbo hvqpdmqepotection for endangered specias and a federal push for frrel efficient cars, and William Ferry Fen<ltey, a p(nctive atlofDey on behalf of land use rigbts, who argued fa reform of tbe Endangered Species Acq wise mrmg@ent of fqests o provide specifically for wood products and curbing envirmnenal litigation.

Calling m a 9(X) number, 8,914 peqle agreed nearly two to one that tbe environment dc not supersede all otber erthly ourceflts. Hayes reeived aproval ftom only 38%.

Fendley summed up the results, 'If Clintm hes a madale, itis to suengtban the ecooony, not tobeashrp otbe sky-is-falling, mankind-is-a-canoer-on-the-planet rhetoric of environmental groups."

Contractors Consider Alternatives

With rising prices and diminishing supplies of lumber, contractors are considering alternative materials for framing.

More engineered wood products are being specified. Although they cost more than dimensional lumber, their consistent quality without warping and twisting saves labor costs and callbacks. Many require less field cutting and enable builders to achieve special effecs such as longer spans and higher ceilings. Sales are climbing fast with a 1607o lrowrh anticipated by 2000.

More worrisome to those firnly entrenched in lumber sales are developing signs of builders' willingness to use light gauge steel as framing materid. At a recent National Association of Home Builders meeting in Las Vegas, Nv.,407o showed interest in using engineered wood with 97o opting to ry steel.

So far steel studs have been used to frame only abott 3Vo of the homes built in this country, but steel scrap was used to frame a recently completed test home consEucted in Bowie,

Md., by NAHB. A few Oklahoma and West Coast builders are using steel with o0ers said to be considering a switch.

The disadvantage of high material cost is thought !o be offset by price stability. Although most builders and subcontractors are not familiar with steel, its resistance to shrinking and warping, light weight and capability of being preassembled off site are attractive. Some feel fire resistant qualities will appeal to consuners.

Negatives that can be overcome are said to be teaching framers to work with screws and screw guns instead of hammers and nails and processing pemrits individually because most residential building codes don't cover steel constnrction.

Adams Build America in Dundee, Fl., is a retailer detemrined to get a jump on the competition. I-ast month president Greg Adans invited over 100 builders to his store for a steel stud conference including a framing demonstration.

UPERIOR IIEHORg

The Move to Decorutive Southern Pine

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"Orvl Not Causing Price Hike'

The nation's economic recovery, not the timber sbctage brougbt about by federal logging cutbacks and protection of the spoued owl, is causing high lumber pnces, the Congressional Research Service rcpdts.

Researchers fq the branch of Oe Library of Congress blme timber and houing indusry leaders fa exaggerating tbe no'rthern spoued owl's effect on the lumber market. They add tba the substantial increase.s will not signifrcantly slow bowing strts c economic focov€ry.

Wood Palbts Ato No.1 Ghoice

Wood is the material of choice for 98% of the pallet users rcsponding o a recent survey. Availability, cost and suength were oonsidered tbe greatest advantages of wmd pallets.

Co-sponsored by the National Wood€n Pallet md Cmtainer Association, the survey showed svrilabilily, durability and the capability of being reused, stacked and rrcked were most imporant io palet buy€rs.

PARALLAII PSL, an engineercd lumber from Trus Jobl MacMllan, b ptessurs tr€ded with a lype C solution of CCA for applications rcquiring rcsistance to 6)gosur€ or infestdinn, induding d€dts, balconi€s and caryods.

Treated Engineercd Lumber

CCA pressure Eeated engineered lumber combines two technologies to improve on nature and ordinary lumb€r.

Engineered lumber is stronger, can span greater distances, is available in larger dimensions than ordinary lumber and is more dimensionally stable to avoid changes before or aft€r it is installed. When pressure treate( it has all thes€ advantages plus decay resistance and a longer life span.

The combination also benefits the environmenl Engineered lumber uses smaller dianeter trees to redue pressure on old growtl forests and has lower embodied energy requirements for production than alternative framing materials such as recycled steel or plastic. The longer life provided by CCA tneament is an additional environmental plus.

New Standards For Glulams

The American National Standards Institute has approved the Americgn Institute of Timber Construction's revision of the ANSVAITC Al90.l-192 standard for struc0ral glued leminated timbers.

"In an effort to enhanoe the reliability of our end joint manufacuring process, upgraded testing evaluations and reporting procedures have been institute(" AITC executive vice president Matthew Mathias explained. "We bave switched to a statistical prooess control p'roceCurc which more closely monitms the nanufacuring process of glulan end joints. Testing full size end joints in tension is now required."

In addition, the standard requires

tightef qualiry control by dividing production lots into specific units for inspection purposes. Wider width lumber, stress levels and related technical and engineering changes are also addressed.

Hogan Gets Big GP Payout

Ronald P. Hogan, 51, who took early retirement from Georgia-Pacinc last July after it became appar€nt he wouldn't be pronoted ftom president !o chief executive, received a sepaxation package valuod at nce 6an $8.5 million.

The package turcluded S4.8 nillion o rcplace Creorgia-Pacific share.s he could have received mder tbe compe ny's long term inentive plm if be bad not retire4 $2.8 million toward taxes on that disburscment and $700,000 (about one yeds salry).

Hogan declined to discuss future plans al0ough the separation agreement allows him to take a job with a competing company as early as Augus without losing his standard retirement benefits which begin at age 62 and include 50% of the salary he received at G-P.

you purchase wood mouldings & millwork, ask for the lttfllltsymbol of quality, and when you sell wood mouldings & millwork, promote the ltffllf symbol of quality.

Payless To Try Another Stock Offering

Payless Cashways is offering 28 million shares of common stock at $11 to $13 per share to raise money to reduce its debts and fund expansion.

Filed last month, the offering comes almost a year after a similar offer was aborted. Reduced senior debt and recent bond maturation plus a more favorable economic climate should make the offering more acceptable, securities analysts said.

In its prospectus, the company outlined nultiple store openings in new or existing markets beginning next year and growing to about six store openings a yexr in 1995 and beyond. Market share will be increased by entering underserved markes with three stand-alone retail concepts.

The format includes contractor sales offices located in remote areas at least 75 miles from a full line Payless, home decor showrooms, and specialty tool stores with an inventory of 6,500 tools and related products in about 15,000 sq. ft. A Home and Room Design unit will open in Denver, Co., in April with about five locations opening each year after 1993. Two Tool Sites will open this year followed by l0 more each year.

These innovations are intended to

shift focus to the professional customer. Since 1988, customer mix has moved from 75Vo d-i-yl25Vo professional to 55Vo d-i-yl457o professional.

Payless will add automated blueprint estimating services to all stores this spring. Computer aided design has been added to stores with kirchen design centers with a deck and garage building package design system to be added later. The company will continue to target businesses witl major facilities or multiple locations for commercial maintenance products. Federal Express and McDonald's are among current national accounts customers.

N.C. Dealers Battle Chains

Independent dealers in Gastonia, N.C., are keeping busy with strategies for competing with a recently opened Home Quarters Warehouse and two Lowe's stores.

Once considered a giant among Gaston County home improvement retrilers, Ranlo's A&P Hardware and Building Supply Co. finds that Saurdays are no longer bvzng with activity. "They've certainly cut into our

business," said co-owner Sidney Lanier. "They take away a good bit of walk-in traffic. We've tried to combat that by specializing in services they don't provide and providing materials they don't carr5/."

The store now stocks hard-to-find plumbing items and building materials and cuts keys, glass and wood. Lanier claims the changes have attracted nore industrial and commercial customers, helping to soften the loss of walk-in business.

City Lumber Co. also has turned to commercial and industrial customers with an emphasis on specialty items such as milling. Their planner mill is able to manufacture as much as 40,000 feet of specialty lumber a day.

"We're willing to do what they don't do," commented owner Thomas E. Forbes, "and it's working for now."

New Hope Building Center is stressing diversification and installation. Anticipating competition, they opened a decorating departrrent four years ago offering wallpaper, vinyl flooring and carpeting, which they also install. Deck installation is another service offered.

"With this approach," said general manager Dan Pope, "fts initial impact is slowing and we're staying in competitive range."

HowOne Hopp/ FomilvCon Help%JSell Mole o[ Evefthing.

lf you wont to see more hoppy foces in your store, stock Wolmonized@ pressuretreoted lumber. Right from the stort, you'll get colorfu I pointof-pu rchose disploys bursting with exciting ond informotive literoture. We'll show you how to stimulote even more customer proiects with our stepby-step deck clinic kit. You'll get literoture

All of which is sure to put o smile on the foces of your customers in the morket for ideos.

We Sell The ideasYou Sell The Rest.

Once your

$Hffi

for boosting your controctor business. Plus bonners, odvertising moteriols ond the bocking of notionol t.t,ono reglonol odvertising compoigns promoting Wolmonized wood products. We even offer troining progroms for your store personnel through the Wolmo n ized Pressure-Treoted Wood Institute.

s ore sold on {"-:: 'o proiect ideo, it's eosy for you to sell them everything else. They'll be shopping for Wolmonized lumber, power ond hond tools, sofety geor, hordwore, wood finishes, deck proiect, they'll be eoger to tockle onother.

pressure-treoted wood for virtuolly ony outdoor prolect, weotherresistont Wolmonized Extro'" with built-in woter

ottroctive oppeoronce. All three bronds ore subiected to mondotory, independent inspection to ensure proper treotment. And becouse the

iture, grills, londscoping

Wolmon trodemork stonds for o ond more. And notionolly known nome ond lifetime limited s lust the Innrng, worronty, your when customers feel good obout it. they've finished one

Put A Smile On Your Face.

Best of oll, when you corry Wolmonized lumber, you'll hove o big heod stort on offering your customers the kind of highquolity producrs

Your customers will be hoppy they come to you for ideos. And so will you.

Find out more obout the pressure-treoted wood thot sells itself - ond more. Coll your Wolmonized wood supplier todoy.

*not ovoiloble in hemlock ond fir.

they're looking for. Choose from three Wolmon bronds thol offer your customers distinct benefits: Wolmonized

lleBest@bhrildtlpfu/nrr+"

How To Keep Emergencies From Becoming Disasters

As hurricanes, earthquakes, tofltadoes, floods, fires, riots and other disasters strike across the nation, more wholesalers, disributon and reailers are recognizing the need for a comprehensive emergency management strategy.

Four steps - prevention, preparedness, response and recovery - will preparc a company to face an accidental, delibefate or naorral disaster, John Ingrarn, CIGNA loss control specialist, explains.

Top management must commit time, financial resources and staff to the project if it is to be successful. An emergency team representing vrious operating areas of the business should be selected to plan for emergencies and practice what to do in various situations. They need to focus on at least six areas, Ingran Points out.

The first task is identifying hazards inherent in the business and predicting potential emergencies. This includes determining areas of the operation susceptible to wate,f, smolce or fire damage, flooding, snow or win( considering what will happen if the business loses power, phones, electronic data processing or even outside senrices such as shipping and

identifying hazards such as stored flammables, toxins s explosive.

A game plan is then mapped out for each potential problem. This includes prevention, response and recovery - how to prevent the disast€r, how to oope with it and how the business can r€cover.

Responsibilities for carrying out the plans are best assigned among all employees. Prevention should be worked into the daily routine. Response duties can be divided emong the staff with one person in charge. Coordination must be established with outside agencies. Assignments that will be needed for

Loans to Spur Remodeling

A new Fannie Mae pilot program will make $500 million available for home improvement loans through about two dozen lenders across the c0mtry.

Called HomeStyle, the progrnm will let homeowners borrow against theanticipated value of theirhme after improvements rather than the current equity in the house. With loan interest rates expected to be about

rccovery should be made.

Drills o test ed practice rcsponse o 6e disaster plan wiU determine any adjusmens needed. After these are made, each employee will lnow exacily what to do in m emergency affeaing his partiolar jd or the entire operation.

The plan sbonld be reviewed and updated at least onoe a yer. This includes updating phone numbers, nrrnes, bazards and employee rcsponsibilities and responses.

Proper preparation, practice and mmioring of a prepaedness plan arc sure ways to keep emergencies fr,om becoming disast€rs.

l0%, the progrm will work best fa borrowen who dm't bave enough equity to get lines of credit at a lower rate.

A homeowrer win be able to borrow up to90% of tbe bouse's remodeled value as determined by an app'raiser ftom the lender. To allow for unexpected costs, an additional l0% of the renovation's cost is built into the loan. Lenders will sell the loans to Farmie Me 3o cut tbeir risk.

Good lumber, good service, good people

A consistent approach to the competitive market for treated lumber that's what Mellco's all about.

Ask our customers! They'll tell you how and whyMellco works for them. They'll emphasize our good looking lumber, our creative staff, and our commitment to their business.

Then call Mellco and see for yourselJ. .

Are your customers fully equipped?

. GAZEBO

''1.20oz.hammer

"1. 7-114" circular saw with combination blade

{ electric drill with long 3/8" bit

{ aluminum carpenter's square

1 chalk line

{ high-strength nylon nvine

.rl wheelbarrow

r/. shovel

{

jig saw (square gazeh)

1 postholedigger

1 28"carpenter's level

1 tape measure (25')

J nailapron

t anglegauge

! adjustable wrench or socket wrench

r/, caulking gun

1 cement Eowel

20 oz. hammer

FENCE

7-114" circular saw with corrbination blade

aluminum carpenter' s square wheelbarrow

post hole digger shovel

line level

28" carpenter's level

tape measure (25')

nail apron

caulking gm

cement trowel

20 oz. hammer

DECK

7-114" circular saw with combination blade electric drill with long 318" bit

aluninum carpenter's square chalk line

high-srength nylon twine

wheelbamow

caulking gun

shovel

post hole digger

Jlg saw

cement Bowel

'line level

28" carpenter's level

tape measure (25')

nail apron angle gauge (for hex deck)

adjustable wrench or socket wrench

Osmose, represented by spokesman Pat Simpson (above), recommends ensuring your customers are equipped with the proper tools when tackling the most corunon d-i-y pressure treated wood projects.

lltOOD, because of its general abunUUAance, versatility, natrnal wamth and beauty, has been used extensively in North America since tbe beginning of setOements by the Europeans. It is particularly suited for exterior siding and provides an economical and renewable building material tbat when finisbed properly provides years of care-free consumer satisfrction.

Nahral wood siding also has the ability to take and hold I variety of coatings (stains and paints) an4 unlike many other siding alternatives, can be refinished at a later date witb different colors and excellent results,

Retailers, builden, archilects and consumers can ensure the full benefits of wood siding as well "r . m"intenan@-fu finisb by contsolling the following:

1. Pre-Weathering - Protection from Mother Nature's elements before the siding is coated. Shrdies by the US Forest Service and US Department of Agriculture show even a weathering of four weeks can decrease the life of your coating by 50%.

2. Moisture Control - Essential for deterrdning the service life of both wood and coating. Proper building and instrllation methods as well as ensuring tbe wood is dry before coating are the seqets to conholling moishre and long p'roduct life.

3. Tbe Coating Process - Tbe best application of stain or paint ensures a dirt and contaminant-free surface coated on all sides with tbe proper film thickness. Proper drying and curing are essential for maximum service life.

A rapidly growing number of builders, architects and homeowners are now prefinishing their siding before it arives at the job site. In addition to being able to control the above variables, they save considerable time, dollars, construction delays and clean-up headaches... in essence, tbeyte finished before tbey start!

OLYMPIC Stains/PPG Industries is the pioneer in pre-finished siding material and bas been providing a consistent quality prccess and product through a network of authorized operators for over 30 years. According to Steve Wright, professional stain and coating manager for OLYMPIC, 'We understand the importance of p,roviding a quality Rnished product to the consumer. Our factory finished process through authorized OLYMPIC operators ensurcs the wood is p'rotected fiom weathering, dried to tbe proper moistue content and coated to exact specifications before it ever leaves tbe frctory."

Wright goes on to state, "You wouldn't expect to buy an unprined, unpainted car ftom tbe manufacturer, take it bome lening tbe dust and dirt settle on it and tben spray paint it in your yard. Your home represents a much larger investment than your car and factory priming and finishing ensups you will receive the best potection available for your bome as well as your investment."

The actual factory finished process

Finished before you start!

Fool-proof cures for finishing siding

guarantees a quality job as the building materials are often pre-heated for maximnm adhesion of tbe coating. It is then finished with quality products from OLYMPIC utilizing high speed revolving brusbes or pressure rollers. Unlike job site application, all sides are coate4 dried and cured under ideal monitored conditions. The finisbed product is then shipped to the job site and orce installed has immediate curb appeal and marketa-

bility. No weather delays... no painter call backs... and minimum clean-up all for gercrally less than on-sitc finishing cost-

Authorized OLYMPIC operators can pre-finish a wide variety of materials including siding, dccking, foncing and trim. Even tbe nails can be cobr mstcbcd and coated. Authorized MachineCoat operators also offer OLYMPIC's exclusive 1(X)96 Acrylic MachineCoat complete with a 15-yer warranty.

OFFENSE DEFENSE

Homeowners love the perforrrance bene0ts of real wood sldlng. Take the ofrense wlth a prmessr that provldes years of trouble-frree perfor[ulnc€ wlth a wlde range of Olymplc and PPG coaUngs, tncludlng a l5 year urarrant5l on Machtnecoat.

hrt your nn|shed product ln the best posslble defenstve posltlon agalnst nature whlle gMng you the compe0ttrrc odge over other retallers. Ftnlshed product ts ready for lnsfall^Uon rcduclng constmcUon delays and provHlng tnstant curb appeal and marketabtltty for bullders.

Set your gamc plan todry vttJr a yood ddtng ryaten oficrlDg a no-Donacnsc Earrslty by pbolng:

Mecrf,rrhn Blocdel Buildlng Metcrtals Nherhine B#3i;ffi;::::::::ffi333:33ff

asryrfleatflon f$*ff'"f::::::::::ffi33fi3333 ,,awptuo

*"H"9effi,"T::ffifi3fggg

Subsdertcs" iampa, rL.............SOO-94&6tt6

, Charleston, SC.......8OO-86&5361

Charlotte, NC.........8m- 822-86,4o Baltlmore, UD .......800-36&6226

IHad Plpfinhhlng

Greensboro, NC......8G 5,62-57 07 Rlverslde Machlne Stafnfng

Charlotte, NC.........7@-827 -2839

New Realities Challenge Wholesale

Distributioh

Between today and the year 2000, the wholesale distribution industry faces the most challenging period in its history. The outlook for the indusry has changed radically, according to Patrick f,)olan, Arthur Andersen Co.

A recent study by his company shows a fundamental disagreement between wholesaler-distributors and manufactuers on fu[re Eends and their relationship in the distribution channel. Another significant change exists in leveraging which is now thought to be too high, with fe0lrns too low to attract new capital.

The maturing of the U.S. economy forced extensive changes such as consolidation, shrinking rrargins in some commodity lines and declining profitability on the wholesale distribution industry in late 1980s and early 1990s. Some companies are tbriving, flffiy are struggling, others are on the verge offailure.

Many companies have seen relationships with manufacturers deteriorate to dangerous levels. Some distributors have improved productivity, but failed to adopt technology and quality movements. Many have not taken new channels of competition such as warehouse clubs seriously. Significant excess capacity exists in the industry, according o Dolan.

Because the changing business climate undermines assumptions wholesaler-distributors have operated under, companies must base decisions on new realities to regain and maintain a competitive posture. Dolan recommends considering:

(1) Relationships with manufacturers are no longer working.

(2) Potential competitors are no longer easy to identify.

(3) Failing to assurc maximun quality and productivity is no longer acceptable.

(a) The channel will no longer tolerate redundancies.

(5) Growth can no longer be taken for granted.

(6) Size is no longer a benefit unless channel partnen value it.

(7) The sales force can no longer merely baby-sit the customer.

(8) It can no longer be assumed that a business ciilr generate enough cash.

(9) Serving market niches is no longer good enough.

(10) Reacting to change, even quickly, will no longer protect market share.

(11) Employees can no longer be viewed as the largest cosL

Wholesaler-distributors will have to compete with other industries for available skilled labor. They will need to rely on employees to implement new technology and initiatives in quality and productivity. Therefore, the best strategy will be to retain and retrain the current work force, Dolan points out.

Oppornrnities exist for those who anticipate change and seize the moment, Dolan emphasizes. He recommends the following strategies to meet today's and tomorrow's challenges: .using strategic planning, adopting technology, practicing Total Quality Management and continually measuring products, services and processes against those of companies recognized as world leaders.

There will be winners and losers in the remaining years of the decade, he concludes. Those who surface as the winners in 2000 will be those taking action now.

PERS NALS

Bill Kalser is new to Bolen-Brunson-Bell Lumber Co., Memphis, Tn., overseeing L-P Fiberbond sales.

F'rank Fellcella has been promoted to pres. and ceo of Builders Square, San Antonio, Tx., replacing Glen Mlelke, who has retired after 36 years with parent Kmart. Merchandise mgrs. Promoted to divisional v.p.s: Monty Thomas, home repair and outdoor living/seasonals; George Rotsheck, home decor, and Blll Schlegel' building materials.

Charles D. Blencke, regional mgr.-southern operations, Boise Cascade, DeRidder, La., bas been elected a v.p. Tom Harrls is now envircnmentaUwildlife mgr., and Steve Coleman, planning & development mgr.

Gary Keeter, owner, lrwis Lumber Co., Benton, Ar., was honored with a plaque from Ace Hardware for excellence in retail standards.

Martl Shurlna has joined Culpeper Wood Preservers, Culpeper, Va., as trafic mgr. Llnda Goodwln is new as assL purchaser, reports JGh Danhl.

Chuck Harrls, Wholesale Wood Products, Dothan, Al., donated a nearly 1,fi[-year-old, 8-ft diameter by 8-ft long redwood log to hndmarts Prk, a local nature conservarrcy.

John L. Whlte is new to Jagoe's l-rrmbsr & Building Supply, Owensboro, Ky., as v.p.

Kelth Scott is now director of lumber procurement at Cherokee Wood Preservers, Mosheim, Tn., reports pres. Courtney Hutcherson..

Robert Inwards is now pmdrct develop ment specialist for Osmose Wood Preserving's research div. Jlm Besler replaces him as western rcgional mgr.

Chuck Allred, Benson Lumber, Skiaooh Ok., was elected v.p. of the local Chamber of Commerce.

Alen Schey is the new g,roduct mgr.-fasteners and bulk nails at Georgia-Pacific Corp., Atlaota, Ga. Other new national product mgrs.: Ralph Morrell, collated fasteners; Randall Wy.tq bulk fasteners: Jemes Harrell, screws and spot market: Gerry Slnchek, fastencrs.

Ron Errln, pres., Erwin Fcqst Products, Peachtree City, G&, and Ken Gretke bave opened I new treating plant, Diamond Wood Treaters Inc., Decaur, Al. Gre&e is gen. mgr. and Horece Gerdner, plant mgr.

Tommy W. Kyzer bas joined Chemical Specialties. Inc., Charlose, N.C., as mgr.+nvirronmental services.

John \il. James has retired aftcr 36 years with Wyrick Lumber, Atokq Ok.

Rlcherd W. Flore has joined Scotty's, \ilinter Haven, Fl., as v.p.-real estste & property. Alen T. Koerner is now v.p.-mktg. hardlines, lawn & garden and decq.

Dell Gler is tbe new mgr. of Home Lumber and Supply Co., Medford, Ok., succeeding Blll Stockcr, who has retired after 36 yeas as mgr.

Weve Oglesby, Columbia Forest Products, has been promoted to eastern national account mgr., covering Ga. and N.C.

Herry Bell, Fleming Building Supply, Starkville, Ms., is now on the Sentry Dealer Council.

Mlke Brenner is the new mgr. of [,owe's, Easley, S.C. Joseph Harold King is mgr. in Decatur, Al. At North Wilkesboro, N.C., Hq.; Alton "Butch" Absher is now director-technical development: Steve Stone, director-information/resource management; Edward C. Seemann, director-merchandising services; Riflord Footland, director-store systems, and Carol Perdue, directorcorporate systems.

Pat Purcell, wife of John Purcell, J.S. Purcell Lumber Corp., I-ouis4 Va., has been appointed to a three-year term as regional director on the board of Sweet Adelines. Inc.

Michael Smlth, Builders Square, San Antonio, Tx., will serve as keynote speaker at the April 18-20 Hardlines Technology Forum in Phoenix, Az. Other speakers: Gary Purkey, Builders Square; Rob Palevlch, Hardware Wholesalers Inc.; Davld Temple and Nathau Mltchell, Lowe's; Davld tr'. Myer, Ace Hardware; Guy Van Horn, Home Depot.

Steve Howe is now covering Ok. for Indiana Lumbermens Insurance, replacing Harvey Roper, who has retired.

Leon Whlte, Home Lumber Co., Seminole. Ok.. has been awarded the Lions Clubs Intemational Foundation's highest honor for his lifelong commitment to humanitarian prcgrams.

John'(Brad" Scott, Savemore Building Supply, Mt. Pleasant, Tx., has retired after 21 years with the co.

Joan Trach, v.p.-inventory control, Servistar, participated in a seminar on partnerships at last month's Quick Response 93.

Robert E. Metz, Celotex, Birmingbam, Al,, has been appointed chairman of the research committee of the Asphalt Roofing Manufacturers Association. Edward T. Nesselroade, GS Roofing Products, kving, Tx., chairs the mfg. committ€e.

Don Smlth, Sr., Bowman Lumber, Lubboc[ Ray Nunn, Simms Moore, Frisco; Walter tr'oxworth, Foxworth-Galbraith Lumber Co., Dallas, and Lonnle Goolsby, Quarles, Fort Worth, were among Texas delegates to Washington, D.C., for last month's National Lumber & Building Material Dealers Association Conference with Congress.

Dan Guerra, Olsen & Guerra Lumber, Houston, Tx., in addition to serving as Lumbermen's Association of Texas treas. and staff photographer for newspapers in Kingwood and Humble, is moonlighting as keyboardist witb the band "Phoenix" at Rockefeller's in Houston.

Dave Forehand, Atlanta, Ga., and John Gurtz, Dallas, Tx., have been named Regional Sales Representatives of the Year for Celotex Corp., Tampa, Fl.

Ken Hallgren, Hurd Millwork, has been elected pres. of the National Wood Window & Door Association. Phlllp Orslno, Premdor, is Flush Door Div. v.p.: Sam Wing, Wing Indushies, Stile & Rail and Swinging Patio Door Div. v.p., and Y. James Sardo, SNE, Window and Sliding Patio Door Div. v.p. Directors: Jeffrey Cobb, Haley Bros.; Rod Wendt, Jeld-Wen; Charles Cook National Casein Co.. and Todd Roblnson, Southwood Door Co.

Pamela J. Slsler is a new asst. merchandise mgr. for Distribution America, reports Rob Llebgott. Ronald Patrlzl is director-retail implementation.

Carl Shaffer has joined Tolleson Lumber Co., Perry, Ga., as heated wood sales mgr. for the Nortbeast.

Ken Cavln, mgr., Stahlman Lumber Co., Natchez, Ms., and his wife, Renee, are tbe proud parents of Kenneth Parker Cavln, born Feb. 7, 1993.

Martha J. Hudak has joined the National Housewares Manufacturers Association as director-hade development.

Charles Phlllp Wallts, Lowe's, North Wilkesboro, N.C., wed Heather Marle Wlles Feb. 28, 1993.

Patty O'Cheer is selling outdoor furniture for Mungus Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(continued on page 54)

Introducing a remarkably new Deck Board that make$ all other Deck Boards obsolete!

What makes Supreme Deckingo so distinctive? The secret starts with the base material, weather resistant lumber featuring a speciallyformulated water repellent, in a precise, step-by-step impregnation process that's forced deep into the wood. Supreme Deckingo is then enhanced by a patent-pending architectural design that results in a finely milled, smoothly shaved face with a precisely engineered pitch from the center of each deck board to allow water to drain naturally and not soak the surface of the wood. Relief cuts on the bottom side of Supreme Deckingo further enhances it's dimensional stability by minimizing the boards twisting, cupping or warping. Enioy faster stock tumover and greater sales.

lnch for inch, there isn't abetter or longu lwtingdeckboanlbeingmade today!

Fence Boards

Lattice & Moulding

Balusters & Deck Posts

At the corporate beadquarters of Erwin Forest Products, we understand how important a long-term relationship with a supplier is in today's competitive retail lumber market. With two full line CCA treating plants in Bulls Gap, Tn., and Decatur, Al., our friendly and experienced sales associates are ready to work hard to keep your yard stocked with the highest quality pressure treated lumber. Water repellent treatments are also available. From TSO to less than truckload to multi-truckload orders, you will always receive the best service and on-time delivery.

After you have received your first order, you'll understand why so many of our customers come back to us again and again. Give us a call today... you'll be glad you did.

Increase Your Buying Clout!

by Roger M. Hunsberger

In today's market climate of tight supply and razor sharp price competition, a progran approach to purchasing can often secure for medium and small size finns competitive arrangements similar to those obtained by large national home center chains.

When it's time to review a product line, assess your needs in advance and spread the word among potential vendors that a new oppornrnity is developing at your business. Also give current suppliers sufficient notice to bid on your new requirements. Historically, if quality and service have been excellent with a strong relationship, a program renegotiated with current parmers can be your best bet.

Learn what each prospective supplier will offer for both current volume and anticipated growth. Discuss point of purchase literature, videos, display racks, employee training sessions and materials in addition to traditional quantity pricing and advertis-

ing co-op dollars. You probably can obtain first right of refusal on any new products the vendor may develop with return crcdits for test marketing the item. Value-added services such as quick shipping of limited quantities at program pricing may also be available. Critically examine all costs relevant to putting in a new progran or altering an existing one, including s[orage and handlhg, damage potential and liability.

If you will be in competition with similar items, pay close attention to advertising, quality of packaging and depth of line already present in the field. These determine the level at which you must compete and can indicate significant costs that could reduce profi table performance.

Be flexible in demands and open to alternative suggestions. Often a vendor is able to provide services or other items that result in a real competitive advantage for you.

As discussions progress, allow

sufficient time to evaluate data and make a smooth transition from current buying methods to the new program. For a program with lasting value, benefits must be rrutual for both you and the supplier.

Be careful not to pick the program apart. A prinury compliaint from suppliers is having a good faith proposal for a total program accepted, only to receive pafiial orders for one or two low margin items. The hard feelings created negate the efficiency inherent in having fewer suppliers. Another side of "splitting" the program is loss of a close relationship opening new opportunities for profits.

Review a purchasing program every six to 12 months to fine tune and increase its strength. Both partners should feel comfortable suggesting ways to improve service as well as discussing problems"

Quality service and reliability should be decisive factors in choosing a program. Product must be on your shelf in a timely manner and in sufficient quantity for you to operate at an acceptable margin of profit. A program approach to purchasing often plays a major role in achieving this result.

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Tbe Five Minute Sigp System from Electra Companies provides one of the mmt affudable sisning qtions in the visual merchandising industry. Kits include complete prc-cut sets of either 12 or 7l of each lener and punctuation marks in today's most popular fonts. Cus0om fonts and a numerical version ggatrining numben G9 are also available.

Up In The Sky

Dimension II, a new prestige skylight line, has been introduced by IPC Corp.

Designed with energy efficient glazing to provide years of troubleftree use and maximum comfort, skylights are manufactured with new UltraGlass, which features an 8 plus R-value rating. Ultraclass offers superb thermal characteristics and completely blocks ultraviolet light while providing betler shading than an exterior sunscreen.

Available are venting and fixed models in a wide range of sizes, for step flash or self flash installation. They come with a lifetine parts warranty and an extended service warranty covering leaks due to faulty installation.

Seal For A Steal

ValueSeal Acrylic Latex Caulk with Silicone, offering a wide range of valuable features for a budget price, is new from Gloucester Co.

The caulk goes on easily and smoothly, cleans up with water and sticks to all common building materiats.

Non-toxic and non-flammable, it comes in five popular @lors, is said to be paintable, mildew resistant, highly flexible, won't crack, peel or sag, is usable inside or out and meets ASTM specification 834.

Made from P'remium quality bright white Styrofoam, the flexible, durable characters are applied using doubleface tape or silicone glue, may be painted or used as is.

Letters are 2" thick and 2, 3, 4" and 6" high. Cusom herghts re also offered.

Steady Surface

The Bench Vise Router Pad from Vermont American Tool Co. allows free-hand routing and pad sanding without clamps or vises.

The 2{' x 36" pad, which can be cut to other sizes and shapes with scisson, holds a worlrpiece firmly in

place, preventing loss of friction s grip. The open weave surface allows sawdust to filter through. Easily cleaned by shaking or machine washing, the @ is non-absorbent and will not transfer shop liquids !o tbe workpiece, fre company says.

It has many other woodworking applications, including pad sanding, carving and assembly work.

Concrete Assistance

14xgllen[urg-Duncan' s new Mr. Mac's Concrete Restoration System consists of three product lines desigued 0o repa.ir, restore and refinish dameged aeas.

Reportedly stronger and more durable than the original conqete, Mr. Mac's Concrete Fix is ideal for repairing po0oles, large cracks and deeply piue4 spalled or broken areas in concrete driveways, sidewalks, patios, pool decks, guage floors, basements and steps. Larcx Crack Filler helps patch and repair small cracks, holes and qt[sf, drmeged ar€as

Mr. Mac's Concrete Resurfacer utilizes the bonding power of modem polymer technology to restore, seal and protect lrge areas of deteriorated concrcte. Urethane Joint Filler forms a durable, weather resistant seal that c(mpensates for expansion caused by temperaure and weather change. It helps minimize damage at the edges and relieves stress in the interior of the slab.

Mr. Mac's Concrete Cleaner and Degreaser removes oil, grease, dirt, mildew and algae from concrete. Concrete Primer surface conditioner prepares consete fm tbe application of stains, while Concrae Sealer soals it frm water and weaher with an invisible, clear finish. Applied with brush, roller tr airless sprayer, Concrete Stain is an interic/exterior penetrating stain fc us€ on borizontal or vertical concrete and masonry surfaces.

All products are available in a variety of sizes and containers.

Full Deck

Three computer design systems are now offered by Osmose Wood Preserving, Inc., to meet different skill levels and needs in designing various pressure treated wood projects.

The Monticello Graphics Take-Off System runs on IBM-compatible computers and can be networked to pointof-sale systems for quick price changes and accurate price lists. It designs decks, fences, gazebos, walkways, arbon and docks. An optional progftm designs outbuildings, such as garages, sheds and pole barns.

Express Designs features excellent graphics and ease of operation for even the computer illiterate. Operating on a DOS system, it offers a set of helpful printouts for the d-i-yer and pennits a wide variety of deck shapes and placement of pools or hot tubs on the deck surface.

A third system, reportedly the only Macintosh-based package available, features outstanding graphics and simple operation to design decks and 80 other Eeated wood projects.

Chair ln A Bag

Convenient kits that allow even inexperienced d-i-yers tro make beautiful wood furninre projects without a fully equipped workshop are now available from Build-It-Bags, Inc.

FREE ADDITIONAL INFORII{ATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-1990 or FAX 7 14-852-023 1 Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

Featuring furniture designs by noted craftsman Harry Wicks, BuildIt-Bag fumiture kits are packed with wooden pieces that are fully shaped, sanded and pre-drilled to receive screws and dowels, also in the bag. Kits available are a Kid's Wing Chair and a Slant Stool.

Folder Holders

lnexpensive cardboard literature holders from Dismar hold brochures, price lists, employment applications,

Name Company

Address City State zip

Phone

sales circulars, store charge card applications and contest materials.

Less than half the price of traditional acrylic units, the holden feature sturdy laminated 50 pt. board construction. Placed on countertops, at cash registas or at customer service locations, they keep materials neat, handy and ready for shoppers.

A large holder accommodates 8llT' wide materials and a smaller unit holds 4" wide materials. They come blank, pre-printed with "Please Take one," or can be custom printed.

Tough Coated Fasteners

Galvanized fasteners featuring the Rhinox Shield to resist corrosion and withstand exfeme stress, torque and vibration are now available from Bontel Fastener Corp.

The Rhinox Shield uses a mechanical galvanizing system that produces a uniform coating and proper thread fit. Even the inside diameters of nuts and washers are galvanized. Also available is a bonus additive.

Tuque and Tension Powder to allow for faster, smoother application.

Coating thiclness is measured using a state-of-the-art computer test to ensufe pafis meet or exceed ASTMAASHTO and military specifications.

Low Maintenance Lawn Seed

A new low main0enance lawn seed requiring less mowing, fertilizing and watering is new from NK Lawn & Garden Co.

Especially ideal for the South, the grass thrives in sun or shade, tolenates poor soil and is recommended for heavy traffic areas with medium finetextued grass.

Cumberland lawn seed comes in l, 3 and 5-lb. sizes, as well as 10 and 20lb. poly bags.

Stylish Security Doors

Traditional Styte Village Ironsmith security doors from Leslie-Locke combine maximum protection with a clean, elegant look.

Designed to look good on almost any type of home, the doors include rugged 1"x2" frames and 1-1/4"x11/4" janbs, pre-hung o tbe hinge-side

quality, baked on powder coating. All doors are reversible to allow right or left band mounting. Double lock boxes allow the oonsumer to select any standard 2-38" backset lock. For easy installation, doors are mounted to the exterior of the door frane using eigbt one-way scr€ws.

Built-ln Foundation Drainage

Form-A-Drain, a cost effective combination footing form and drainage systerL is new frm CertainTeed.

Promo Stand

A high visibility contest box stand has been designed by Dismar to help draw attention to retail promotions.

The stand can be placed anywhere from just inside entrances to entice shoppers inside or by registers to get shoppers to linger by impulse buying areas. Designed to hold Dismar's popular large contest box, it comes with a free display bin to turn the stand into a tray for specials, samples or closeouts.

The contest box stand's clean white 25" high corrugated construction can be decorated or displayed as is. It comes folded flat for quick and easy assembly and disassembly.

jamb, and are available in black, white and Navajo White.

Also featured are heavy duty tamper-proof hinges, tough, all steel welded construction, expanded metal security screen and a durable high

THAT HASctour! r

Using Forn-A-Drain, the footing forms stay in plrce permanently, providing a built-in foundation drainage system. Since no removal of footing forns is required, no additional time and labor is needed to return 30 lhe-iob site to strip, clean and transport footing fomrs to tbe next job site. The need to purchase and insall a separate foundation drainage system is eliminated; it is already in place.

The engineered, high performance, lightweigbt PVC prodrrct comes in 12ft. lengths, in two full dimensional srzes.

Available are a complete line of couplings, angle pieces and other accessories for ease of installation.

o Corrugoled Droinoge Pipe

o Culved Pipe

Slotted. Solid. or Septic-Leoch Bed Styles

Droin Pipe4" or 6"

Sold in l0 ft. lengths or rolls

Culvert Pipe8" to 24"

Comes in 20 ft. lengths

Sliding Slicer

A new heavy duty reractable utility knife from Allway Tools features double overlapping [abs so that the blade can't push through the top or bottom even under heavy pressure.

Ceiling Fan Outlet Box

An outlet box designed to save contractors installation time when mounting ceiling fans is new from Bowers.

It's In The Bag

A new, easy way to store and reuse plastic shopping bags for household garbage has been introduced by Cambril.

The heavy die cast metal knife, with its specially engineered overlocks extending over and under the blade, ensures safety and strength for toughtG.cut jobs.

It also has a self-lubricatine Delrin Slider, a universal blade m'ounting system that acconunodates any blade rnde, and a safe and simple thumb action to retract the blade.

Recycling Center

A new recycling center from Rutt Custom Kitchens features drawers especially designed for storing and organizing newspapers, magazines, bottles and cans.

The EZ'-FAN's threadlock screws eliminate the need for longer screws or special brackets and braces as well as steps requiring threading and unthreading.

UL listed as a support for ceiling fans weighing 35 lbs. or less, the "drawn" steel box is a 4", l-I12" denp octagonal with ll2" knockouts and loom lrrockouts with Romex clamps. The threadlock screws are secure and will not vibrate. Available in standar4 bracketed and pancake box versions, the outlet box can be wired in with Romex clamps or conduit.

Easily installe4 the Bag Saver Plus enables the user to pull bags out one at a time and hang them conveniently for filling.

The top drawer has a special section for scissors and string and anotler for the week's newspapers and magazines. String can be pulled across the discarded reading material and tied to form a neat bundle, all ready for weekly or biweekly pick-ups.

The base cabinet below the drawer contains double trash cans for storing and sorting recyclable bottles and cans.

Sanding Block Maker

A new device from Timesaver Technologies has modernized the chunk of 2x4 every woodworter has used for years as a sanding blak-

The Sandwitch is a block of smooth, splinter-free aspen equipped with a steel harness that locks a quarter sheet of sandpaper firmly in place 0o guarantee a taut, flat sanding surface.

The tool reportedly geB into tigbt comers with nro flat sanding surfaces at a perfect 90" angle. Its quickchange harness is said to acconmodate all sandpaper grits up to 60 wt

Protective Siding

WeatherFront siding from Alsco Building Products is now made with Du Pont Tedlar pvr filn.

The siding provides long lasting protection and just-sided beauty backed by a cost saving lifetime guarantee against blistering, flaking, peeling and corrosion. It is also waranteed for 25 years against chalking and fading.

It is said not to deface or deteriorate

after years of continued exposure to sunlight, acid rain, weatherizing, sub' zero cold or salt, and is stain, solvent ard impact resistanL

Wallcovering Kits

Two new wallcovering kits with all the necessary wall preparation and wallcovering tools and accessories for

a professiorul-looking job have been introduced by Red Devil.

The Pre-Pasted Wallcovering Kit features a 33" long water box to moisten pre-pasted materials, SpearPoint plumb bob, string and chalk, utility lnife with breakaway blades, smmthing bru$, seryn roller and fim gurd.

The he-Pasted Vinyl Wallovering Kit contains SpearPoint plumb bob, sUing and chalk, utin1t knife with b'reakaway blades, snoofting brush, seam roller, prep sponge and trim gurd.

Both kits include a handy instruction booklet on how to hang wallcovering quickly and easily.

Reploces shorp & dongerous steel bonding,

'Sofe, eosy hondling & disposol

'High strength & durobility

'Good shock ob,sorbency

'Lowerweight & cost

'Excellent for wood treoting

'Adjusts to wood's exponsion

' Kiln-Dry: Reduces twtsting/worping

'No more bruised wood o[ n st 'lmprint compony nome orcolor

Balcony Table

A space-saving, fold-down table that is easily installed onto most balcony railings is now available from Sombec International.

Designed to be used on a conventional size balcony, the Original Balcony Table conveniently folds down and rernains in place ready for use. 1ts27" length and 24' width provide ample area for two to dine comfortably. The leg features a patented height adjusfrient so the table can be leveled should the balcony floor be uneven.

Manufactured in element-resistant white resin. it is ideal for balconies, patio decks, backyards, mobile homes, boats, as well as indoor uses.

Other features include full view acrylic vial for accurate level and plumb work, rec0angular self-aligning drawbolt for quick, easy blade removal and insertion.

Hardwood Floor Cleaning Kit

A fast and easy-lo-use hardwood floor maintenance tool is now available from BonaKemi USA.

WoodFloorWipe's broad, wide cleaning surface carches dirt and dust and can be maneuvered into hard-to-get-to places under furninre, in tight corners and closets.

The Perfect Gombination

The niulti-function 240 Unitek combination square has been introduced by Entpire Level.

The tool's extruded aluminum square head provides lightrveight durability, while more exposed metal around all working edges ensures accuracy and long life.

ArE-Z Slide pad lining allows for smooth sliding action of the square head and blade assembly.

A company because is not strong itts old---

More lnsulating Aluminum

A new series of all aluminum windows featuring thicker 3/4" insulating glass is now available from Jordan.

The wider insulating glass minimizes heat flow through the glass, producing significant savings in home heating and cooling costs, and maximizes the efficiency of low-E glass.

The entire window is designed with a unique "thetrmal barrier" that blocks heat flow through both the window sash and frame.

The wrap-around, marine style glazing of the insulating glass also contributes to the window's over-all energy efficiency.

Water Gonserving Kit

A new water conservation kit from Frugal Flush, Inc. installs easily in standard toilets without special tools and requires no tank modification.

Saving up n 70% of water used per flush, the kit consists of a specially ilesigned fill valve and efficient warerconserving flapper. The valves are made of durable themnplastic rubber, acetal resins and stainless steel pafis that are resishnt to water treatment chemicals.

All-ln€ne Graining System

One Stroke wood graining and antiquing poducts combined in one jar has been reintroduced by Rhodes Anerican in today's most popular colors.

Turning old into new with one sEoke of the brush, it is a paint with a gel-like consistency that gives the

app€rance of a grained wood finish when applied. lt also contains polyurelhane, which provides strong stainresistant surface protecrion.

Tbe base @at, grain coat and finish coat are all applied in one simple step. Eliminated are the need for time consuming preparation, stripping, sanding or use of hanh c.hemicats.

It can be used on viroally any nonporous surface, including furniture, metal filing cabinets, wall paneling, doors, mouldings, kirchen cabinets, vanities, mantels and bookcases.

No Slip, No Fall Flooring

Firm-Step slip resistant floor tile has been added to Kentile Floors' hemiun Architecoral Series line.

It combines a textured surfrce with special slip retardant particles imbedded throughout the tile tro provide superior fmt traction fm a safer, more secure walking surfae.

Six fashion colors are offered.

Dixie Delivers o lt's that simple!

Safety Tapes

_ The Duratape Message Center from Empire showchses a fu-ll selection of S,gq-Td bar,ner tapes, flagging rape, saKe tlags and post-a-signs.

filling low spots in concrete or wood, the new Interior/Exterior Floor Leveler leaves a smooth finish to ease the installation of linoleum, vinyl, tile, yvood .or carpeting. Its self ldveling tormuta permeates all cracks and crevices for a more comDlete levelins job. It sets hard in 30 niinutes and ii paintable once dry.

Available in convenient 3-llT tb. and 16 lb. tubs, the leveler comes in powder form to mix with water into a smooth, creamy consistency.

Lifetime Bonds

Supermend, a super-strong, white epoxy putty that quickly and pennanenuy mends most broken or damased items, is new from Titan Corp. The product fills holes and crevasses and can cure underwater. After it cures, it can be drilled, sawed,

MarbleWood Flooring

The warmth and beauty of wood complement the cool, clasiic look of marble or stone in Gemstone. a new collection of inlays available as Dart of Harris-Tarkett's Heritage Colleciion of hand-assembled parquen.

The line includes six colors that coordinate with four parquet pattems to create custom-designed floors at a tractlon of the cost of marble, granite and other natural materials.

Gemstone is a solid surfacing mate-

Signs and tapes are available in a wide range of high demand messages, sizes and colors with high profile -dispenser,reels and point-of-purchase display boxes.

Level Out

Red Devil has reformulated its popular non-shrinking floor leveler for use outdoors as well as indoon.

Ideal for patching deep cracks and

TUMBER

'l" Yeffow Pine Boords 'C','D', #2

'1" Yellow Pine Boords (Potterns)

2x4lhru 2x12 #1, #Z #3 S4S

Yellow Pine

1',2', 4',6" Yellow Pine Wolmonized

'1" Ponderoso Pine Bootds'C', 'D', #2, #3

2" Doug Fit #2 & Better, Utilily

2" Spruce Pine Fir #2 & Better, Ulility Redwood & CedorInventory

sanded and painted. Materials such as wood, steel, aluminum, fiberglass, concrete and plastic are reportedly affixed with greater strength than that of tbe actual materials.

Eqsy to apply and shape, it cleans up with soap and water, contains no solvents and is non-flammable. Adhesion is unaffected by grease, oil, detergents or fuel.

It comes in 4 and 16 oz. packases. and in larger sizes up to l0 gallonsl

rial with color and pattern that soes thrgu_gh the material. It cuts, sinds and finishes just like wood for easv on-site installation.

The flooring instailer can achieve a wide rang-e of beautiful designs without the aid of a s0one expert.

Versatile Trim

A stain-resistant, maintenance-free altemative to wood trim is now available from Rehau.

Featuring a special foamed core construction, 5-767 pVC trim is suit_ able for exterior extension work as well as interior finishing applications, such as window sills, reidal liners, edging strip-s and multi-purpose Qoards. Profiles can be easily cirt to size with a saw.

Yellow Pine CDX & Sturdifloor

Yellow Pine BC Sonded

Yellow Pine Premium & Decorotive Sidings

Wofeboords

Fir Sonded & Fir Sidings

Hordwood Plywoods

Hordboord Sidings - Tempfe & Mosonife #1& #2

Treoled Plywoods Avoiloble

3200 Troup Hwy., Ste, 242, Tyter, TX 75701 (Steve Jockson, DovH Jockson, LJoyd Wheeler) (903) S9g-2t02 . (8OO)

The lotest innovofions in COMPUTERS

con help building Products deolers stoy comPetifive in tough times Get up to dote with the Moy isue of Building Products Digest

ADVERTISERS: act today to be sure your aduertise ment is included in this imPortant special issue. For int'ormation call (collect) (7 14) 852-1990. Deadline: April 79

Buildinq -- Products

Upbeat Long-Term Home lmprovement Forecast

The home improvement products market long-term forecast remains strong with a 6Eo average annual growth rate over the next five years. Sales in t997 are expected to reach $142 billion. The 1993 market is projected ro rotal $115.4 billion with an 8.87o increase over 1992 estimated figures, according to the latest Home Improvement Research Institute report.

While the economy is slowly emerging from the recession, the 1992 home improvement products martet appears to be on the road to recovery at a faster rate than total retail sales. Sales are estimated at $106.1 billion in 1992, closing 5.3Vo over revised 1991 sales of $100.8 billion, compared with a 4.2Vo pr$ected growth for total retail sales. Growth rates over the next five years are expected to continue !o surpass estimates for total retail sales.

The consumer market led the growth in home improvement products in 1992 with a 6.4Vo inqease over 1991 sales. Sales in 1993 are estimated to increase 7.l%o. Over the next five years, the consumer market is expected to grow at an average of 5.47o annually. This segment accounted for 69Vo of the 1992 estimated home improvement products market and will continue to represent over two-thirds of the market over the next five years.

Growth varies among the four major merchandise lines comprising the consumer sector. Lumber and building materials r€present about 45Vo of the sales. 1992 sales in this segment showed the strongest rebound over 1991. Sales will average 5.3Vo annual growth over the next five yea$.

Lawn and garden equipment and supply sales have been hardest hit, but are expected to rebound sharply with a 6.6Vo average annual five year growth forecast. Sales reprc&ntl9qo of consumer purchases.

Hardware, tools and plumbing, representing approximately 28Vo of total sales, are projected to grcw at an average rate of 5Vo over the next five years. Paints, preservatives and supplies, 87o of consumer purchases, will show a slighfly higher average annual growth rate of 5.2Vo.

According to revised projections by the Home Improvement Research Institute, the total professional remodeler market is estimated at $32.5 billion in 1992, 2.77o over 1991 revised sales of $31.6 billion. This market represents 30Vo of the total home improvement products market and is forecast to increase slightly, averaging 32Vo over the next five years.

The pent-up demand for major home improvements should drive the professional remodeler segment in the next few years. It is expected to grow by 1257o in 1993 to $36.6 billion. Growth will continue over the next five years at an average annual rate of 7.3Vo reaching $46.2 billion in 1997.

Regionally West South Central is expected to have a 6.8Vo avenge annual gfowth rate over the forecasted five year period with the remainder of the U.S. experiencing between a 5.6Vo and 6.2Vo avera$e annual growth rate. The South Atlantic, Middle Atlantic and West North Central are expected to perfonn below the national average of 6Vo.

Texas treating plant adds equipment for new process

As consumers show more interest in the chemicals used !o treat wood producers are rallymg o supply products that fall within their comfort levels.

"We know that pressure treated wood is safe. Industry tests have shown tbat, but there's no sense denying the conc€rn that's out there," said Bobbie E. Schiel, owner of Eastex Forest Products, which is slated to produce ACQ hesenre pressure treated wood by July.

"I've always been interested in new pressure treated products," he added. "They grow tle industry. An4 they give Fastex a competitive edge fc new business. That's why we began producingUltrawood"

"People said a water repellent would hurt the CCA business. Nonsense. It's

done just the opposite. Our CCA business has increased almost 30% since we introduced UltraWood. As we start poducing ACQ Preserve, we expect our CCA related sales to continue to grow."

Commenting on new products in the reating industry, Schiel sai4 "If the industry tums its back on what appears to be a growing demand for mce environmentally advaned poducts, we might as well [nn the business over o the plastic manufacfirers.

'ACQ Preserve won't hurt the industry. It will let us go after new makets. Although it may not be for everyone, it is an effeoive altenrative to plastic products and can offer good margins to our retailer customers. What's more, it's a product retailers cim use !o compete effectively."

Recently, a large public works job in Padre.Island, Tx., used plastic decking instead of ttaditimal prcssure Eeated wood. "That r€inforced our decision to produce ACQ Preserve," Schiel emphasized

Capital equipment for the expanded service is on site and construction underway at Eastex's Houston, Tx., planr Esnblished in 1964, the company is widely recognized as a long-

term industry player and bas a r€putation of being among tbe frrst !o produe new treated products.

A full servie provider, the company serves retail chains and lunber dealers with a full range of pressure treated wood including water repellent UltraWood as well as plywood and dimensional lumber. It also offers KDAT lumber and TSO services. Last year Eastex produced over 87 million board feet of pressure tr€ated wood.

When the current expansion is complete4 the company will produce pressure treated decking and timbers desiped for heavy duty marine applications, D-Blaze fire retardant wood, Designwood, a prcssure treated wood feanning a colmant, and ACQ Preserve.

'Eastex will produe tbe best value for tbe money. We're probably one of tbe few, if not he only plant in our area where sales people inspect and sign off on each truckload of wood befqe it's shipped- They ae the fust to know i1 159 shipment isn't right " Schiel noted.

"We don't focus on cheap producS. We mqke high qmlity p,roducts with exceptional retail sales value. We take pnde in giving on-time, complete shipments. custmers can count on us," he said. finally, if it's new and has retail potential like ACQ Pres€trve, F^stex will produce ir That way everyme wins."

New Hardwood ldentification

A new Hardwood Ma* oeated by the Hardwood Instiute will be used to distinguish genuine hardwood produos ftom imitations and substitutes. The new mark is available to manufacturers and retailers and will show consumers that real hardwood is used in the producl

ffr$Lr FltltIS|oard rrr^a

NEWLY stafled conslruction in January climbed 7%, rwersing two months of dedine. The lal€sl month's contract award dah lifted lhe seasonallyadjusled Dodge Index lo 100, slill belowlhe recent high of 104 reached in Oclober. The Index us€s 1987 as ils 100 base,

Florida County Extends OSB Ban

The Dade County Board of Rules and Appeals recommended extending the emergency ordinance containing a ban on OSB roof sheathing in that Florida county to May l, despite American Plywood Association vice president Tom Flint's argument that properly applied and fastened OSB roof sheathing performed to code requirements during Hurricane Andrew.

However, John Pistorino, consulting engineer to the board, agreed to visit APA headquarters in Tacoma, Wa., to review testing and field snrdies results.

Millwork Producers Elect New Staff

The Wood Moulding & Millwork hoducers Association's new president is Frank DeMott, Best Moulding Corp., Albuquerque, N.M.

Others elected at the annual meeting in Ojai, Ca., Feb. 20: Sid Johnson, Nor-Cal Moulding Co., Marysville, Ca., vice president; Hardy Allen, Mt. Taylor Millwork, Milan, N.M., second vice president, and Fd Sturza, Ponderosa Mouldings, Redmon( Or., treasurer.

Tim Ellis, Georgia-Pacific, Atlanta Ga.; Phil ShugarL MedfordMoulding, Medford, Or.; Tom Williams, Jr., Yuba River Moulding & Millwork, Yuba City, Ca., and Gary Peacock, Madey Mouldings, Marion, Va., were naned to tbe board of directors.

"The B Profit Line"

ll Building lvlaterials is your business, get to know BPA, a leader in the lield. We offer a diversified money making line of products

Complete line includes regular, coarse thread plated, drill points, pan heads, etc

BRAND NEW!

Now avarlable in fast sellino

BPA DRYWATL SCBEWS -

1# and 5# packages h igh - prof it for the retail and contractor trades

* 8PA BUCKETS Giant profits 1#/s#packaees

Color coded contractor buckets of drvwall screws sells like wrldfrre to the gypsuhl trades.

BPA P]{EUMATIC NAILS

Fits most popular tools. Framing/Sheathing Narls. wire welded and plastic framing slicks. corl roofing nails all on one shtpment. * 8PA C(IIL R(){IFING NAILS

From 7 / 8" thru 1 -3/ 4" Shipped directly from regronal warehouses.

Call or lax lor immediate inlormation.

Make your ad work harder-use reprints of your ad or articles from Building Products Digest as part of your company's marketing program.

The low cost promotion pieces can be used as direct mail sales tools, trade show handouts, leave behind paeces, product announcements, for staff education, etc.

Cafl for quotes: (7141852-1990.

Source F.W. Dodge, McGraw-Hlll

Personals

(continued from page j9)

David Crook has left Louisiana-Pacific. Conroe, Tx., sales to join Builder Marts of America, Greenville, S.C.

Mlchael Stanton, hardware asst., Cofer Bros. Building Supplies, Tucker, Ga., was named Employee of tbe Month for February. Rlchard Plke, warehouse supervisor, was selected as January Employee of tbe Month.

Brlan Foran, formerly of Abitibi-Price, is now regional sales mgr. for George C. Brown Cedar Co., Greensboro, N.C.

Anthony Brett Jarrett, Lowe's, North Wilkesboro, N.C., was named Employee of the Quarter for lst quartq 193.

Kelth Drake is now product mgr. at Hitachi Power Tools USA, Norcross. Ga. Adam Tolle is service sulrrvisor and Beverly Roylston, pneumatic service coordinator.

Davld Funderberg is mgr. of National Home Center's new Conway, Ar., location.

Charles lrby was named employee of the month at Willamette Industries, West Memphis, Ar.

Wtlllam Hamway, husband of Elsle Hamway, ofhce administrator, Louisiana Building Material Dealers Association, is home recovering from surgery after a recent heart attack.

Doug Crandall is tbe new Forest Resouroes Group public forestry asst. v.p. for the American Forest & Paper Association, succeeding Frenk Gledlcs.

Barbara L. Dugelby won tbe 1993 F.K. Weyerhaeuser Forest Hislory Fellowship.

Susan M. Bone, PermaGrain Products, Dallas, Tx., is the new Midwest regional sales mgr.

Gordon Hampton, formerly of Building hoducts of Port Allerl l:-, is recuperating at home following recent heart surgery.

Truman Hall, Ar. regional mgr., MidAmerica Lumbermens Association. was assisted by Nell Crcwson, pres., E.C. Barton & Co., Jonesboro; Doyle Roach, Builders Material Co.. Jonesboro, and Valva Pack, Gary Pack Discount l,umber, Ctinton, in lobbying at tbe State Capitd with Arkansas senators on passage of workers'compensation reforms.

Robert L. Haney, owner, Wilburton Building Center, Wilburton, Ok., has acquired Virgin Lumber, Chickash4 Ok. Gary Rmebure has been transferred from Wilburton to manage the newly renamed Chickasha Building Center.

Charles Osgood has signed on to write advertisements for Hurd Millwort Co. and broadcast them during his daily Thc Osgood File CBS radio pmgram.

Brtrrn Pelmese has been naured co-mgr. at 84 Lumber, Palmetto, Fl. Cat Brownlng plaos to retire this year as mgr. of Elk Supply Co, Clinton, Ok., after 33 years with the co. His sons, George and Jlm Bob, owner, J.B.'s Lumber, AdA Ok., willreplre him.

What's New With You?

Building Produas Dr'gest wants !o krow wben you change jobs, get a promotion, take a vacation, get mrried, have a baby or rcoeive recognition. Send your news to Building Products Digest,4500 Campus f)r., Ste. ,180, Neuryort Beeh, C:*92ffi or cdl (714> 852-1990 or fax 714-852-V231. We're waiting to hear from you.

Cyrll hen, branch mgr., C. Iroh Building Products, New Orleans. [-a.. has been promoted to v.p.-mfg., according to Georgc Kobulnhky. Roturo Murell is now cbairman; Chrrlb Cho[ pes., and Mone Zlnmen, exec. v.p., of tbe Elmsford, N.Y.-basod @mpany.

Consumers Want More Information

"Consumers are demanding more information before they make a purchase," says Mary Anne Butter, advertising manager for Pella Corp.

Retailers can meet this demand using some of the techniques her company is using in its 1993 advertising campaign. Callouts emphasize special benefits while pictures demonstrate appearanc€ and quality. A retailer can provide similar product information in displays.

Five Ways to Satisfy Customers

Customers are becoming more demanding. They ask questions and want infonnation. If what you offer doesn't measure up, buyers will quickly go elsewhere.

Pointing out that the recession may be over, but consumers' buying psyches remain guarded and demanding, Ray Kennedy, president of Masco Building Products, identifies five consumer trends:

(1) Buyers are paying more attention to how products are made and how long (and how strongly) the manufacturer stands behind them.

(2) Everyone wants products in stock or at least on time delivery.

(3) Choices in everything from cabinet doors to kitchen sinks are multiplying, allowing consumers an opportunity to create homes that are uniquely theirs.

(4) Buyers looking to judge the relationship between cost and value want straightforward and understandable product infomntion, not marketing hype.

(5) Consumers want environmentally friendly home products that do more with less. Energy and water conserving designs are becoming household standards. Buyers want to cut post-consumer waste by avoiding products with unnecessary packaging.

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For additional data and dealer information:

STRIPPHI ]OB I BTIITR TIIY 7 T0 llAllllltSGRIP?

Sweed Chryp€rs s€i yotr ftee lrom tbo bassle (Ed cut tbe cost ol sdqp dlsposcl!

o Drqmqticqlly cul the mon-hou6 FquiFd to dispoGe ct ttre Mnted mcleriols,

tubing, cqble, e)(trusions, plqslics ardsl€lbo-inlo empocl, mqnogeoble chunks thot pock

a Pedom continudsly shift oflel shilt, y&r qtter ymr. witb low mointenqnce becqw they leoture c minimum number ol mrying Ports. hiohgt molitv rnterlqls qnd on edcient <iperoiurg d6ign that hos been developed thro\rgh o\rer 25 yeors oi dspoGol engdn€ing qnd m^h, rfddrdhd

Ask s to stff you hff SvEed ChcFpers ond Scnp Corve6ion Syslem @n Pay lor therelc by giving you more oper cling spo@, incKsr€r produdiuty qnd producing premim-priced l*ydoble srqp.

r-800-888-852

WM. CAMERON & C0. president and ceo Ronald R. Ross (left) welcomes Sprague Mullikin, former operations manager of Owens-Corning's Supply Division, who became vice presidenl of Cameron lollowing lhe Dallas, Tx., company's acqubition of Owens Corning's Dislribulion Div.

altlE southern company hes built \rits business by blending just rhe rigbt degrees of sawy business shategies and down-home, traditional values. For Great Southern Wood heserving, its great southem radition has proven a philosophy for success.

Based in Abbeville, Al., Great Southern has thrived since 1971 by committing itself to pnrducing quality products fiom state-of-the-art facilities, maintaining strong marketing efforts, nurturing positive supplier relationships and providing personal customer service.

The company serves southeast€rn building supply retailers with Osmose brand pressure treated wood products

Great Southern traditions

treating facilitie.s in tbe U.S. It features two treatment cylinders controlled by the Osmose automated prcoess control system. 'Our new tochnolos/ will allow us o produce a lighter weight product rhat is clean, dry to the touch and free of the msigbtly residue seen on sonre ounpetitive b,rands," said ompany pesidentJimmy Rane.

for marine, agricultural and residential uses. Its 1971 'tirst yeat'' annual production was 150,000 board feet from one plant in Abbevile growing to 250 million board feet in 1992 from facilities in Abbeville, Mobile, Al., Sumterville, Fl., and Attanta Cra Their obsession with quality poducts, aggtessive maketing and strong supplier/customer partnerships was showcased at a recent dedication ceremony and open house for the $2.5 million upgrade of the Abbeville planr

Situated on 18 acres, the new Abbeville reating plant wirh paved, covered warehouse repres€nB one of the most technologically advanced

But the dedication ceremoy had more of a festive prty atnosphere than typical open houses, thanks to Great Southern's unique, family oriented style and community involvement Tbe lown is as fmiliar with the Rane fmily as it is wirh be company. Tony Rane, chairman of tbe board, and Greg Rare, vice prasident, spoke of their rypreciation to the community and inroduced arcnding local elebritieq including the mayc of Abbeville, comty ild city officials and anumber of bank offrcials.

Story at a Glance

Southern ptessure treater makes good thongh aggres- slvc buslnass moyes and down-home values ... Alabame plant gets $2.5 mlltion upgnde.

Southeastern college football c@cies were also on hnd. The company's rmique, aggressive marketing and advertising plan includes having the college football and basketball cmches as spoke$nen and ryonsoring numerous tv 'Coaches Shows." There ae also mnual trade magazine and consumer televisim advertising cmpaigns,.

To Great Southern and the Rane family, aggressively building and maintaining strong partnerships with their customers, suppliers and coaches is simply how business is done.

SPACIOUS Abbeville warchoms accommoddes lmder,s Nry supply of bmber prodrrcls.

AUTOiIATED, stat+oFtheart prcssure lreating cylindens ensure top qualily products.

Hoovor Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIBSI Fire Retardant Treated Wood with:

a fhtrd Party Klln fiXonltorlng In addltlon to U.L. follow-up servlce

a FRf labor and msterials replacement cost warran]rl

I Code Compllance Report with evslustion of elevated ]emperalurc ttnenglh ]ett/,ng for roof appllcations

I Htgh tempersturc slrength ]est results

a New York State Smoke loxlcity ]est resulls

' NER rcports are subject to re-examination, revisions and possible closing of file, For Technlcol lnformotlon Goll

r-800-TEC-WOoD

NEW LITERATURE

The Truth On Treated Wood

"Answers to Often Asked Questions about Pressure Treated Wood' is $35 for non-American Wood heservers Institute members from AWPL 1945 Old Gallows Rd., Ste. 550, Vienn4 Ya.22182; (703) 893-,+005.

Where To Go For Hardwood

The Hardwood Manufacturers Association's 64-p. 1993 Buyer's Guide & Directory is available from HMA, 4fi) Penn Center Blvd., Pittsburgh, Pa- 15235; (4L2)8294770.

Majestic Millwork

A 4-p. brochure on deeply carved, durable and lighhreight decorative mouldings is free from Custom Decorative Mouldings, Box F, Greenwood, De. 19950; (800) 5434553.

Tune In Pruning

A video showing the new Model D Power Pruner in action is available from Technic Tool Corp., Box 140,6, l.ewiston, Id. 83501 ; (8oo) 243-9592.

Vinyl Floor Tile

The 36-p. resilient vinyl floor tile products catalog is free from Azrock" Box 696060, San Antonio, Tx.78269; (2lO) 558-6400.

Remodeler Beware!

The 180-p. softcover "Home Remodeling Pitfalls and How to Avoid Them," is $12.95 plus $3 shipping ftom The Globe Pequot Press, Box 833, Old Saybrook, CL 06475; (800) 2434495.

GETYOT]R COPY

of any Nal Literafure iterns fu contacting each company directly. Please mention you saw it herel

Sottwood Sourcebook

Random Lengths' 1993 'tsig Book," containing 7,6fi) listings of softwood producers and distributors in the U.S. and Canada, is $150 from Randon Lengths, Box 867, Eugene, Ot.97440; (503) 6869925.

SP Buyers'Guide

The 1993 Buyer's Guide of the Southem Forest Products Association. a 40-p. state-by-state listing of southern pine mills, products, caprcities and equip ment, is free from SFPA, Box 641700, Kenner, l-a.70064; (5O4) 4,/.34464.

Panel Services

Tomato Helper

'Growing Tomatocs," an 8O-p. visual gardening guide, is $7.95 from NK tawn & Garden Co., Box 59282, Minneapolis, Mn.55459.

Handbook Of Hardware

A 58-p. product and specifications catalog of constuction hardware, concrete embedment and timber connectors is available from Teco/Lumberlok, Box 203, Colliers, W.V. 26035; (800) 638-8989.

A brochure outlining panel product sales training and merchandising services available to building material retailers and home centers is free from the American Plywood Association, Box 11700, Tacoma, Wa.98411; (206) 565-6600.

Storage Checldist

A cbecklist brochurc for better storage planning is free from Penco Products, Brower Ave., Oaks, Pa 19456; (800) 562l(n0.

Get A Lift

A l6-p. brochure on a new series of diescl-powercd, pneumatic tire lift trucks in the 165fl) to 33,(n0 lb. load capacity range is free from Caterpillar, Box 739, Bereq Oh. zt40l7; (8(X)) 323-0550.

Siding Color Kit

An Exterior Color Selection System for roofing, siding, soffit, trim, accent materials is available from Heartland Building Products, Box 880, Booneville, Ms. 38829: (800) HEART-OI. The kit includes four color ovcrlay sheets, selection of l0 different color background sheets, compact color selector in fandeck form and color matrix card.

Advertising

I{ANTED: Plywood/OSB strips, drops; son4 square, uniform, dry, thickness l/4 through 23132. hefese.d width, 3-ll2, 5-12 or wider. Length 32 to 96 inches or longer. Mired or Truckload, Send price and availability to FAX #901-682-8501, or mail to: llmber Source, 47,16 Spoftswood, Mernphis, Tn. 38117. Phone (800) 874-1953.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing' Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us'

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dyed CCA Products are cedar brown, not green! Call us today for a quote on your favorite product. l-(E00) E47-9663. Fax 912-236233E. Savannah Wood hesewing Co., Savannah, Ga.

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Small 0rderc.

Three myths

about quality

By l)lck Psrlsh Senior v.p. & General mgr. Timber& Wood Division Boise Cascade Corp.

fT HAS been over a decade since Ithe Total Quatiry concepr began o surface as a priority for American businesses. Since then, countless theories, techniques and tools have been devised for achieving a Quality process. Up to now, though, every one of these approaches and systems has been develo@ to accmplish one goal: customer satisfaction. The customer's perception of a product and accompanying service has been and always will be the most powerfrrl factor in a company's suocess. While Custmter Focus sornds like a simple concept, it can be complicated and elusive.

The first premise of a customer focused operation is that customers and suppliers exist inside the ompany as well as outside. If employees live up to each other's requirements and expec6ions internally, the company will stand a better chance of staying ahead of extemal customers' needs. Like tearrmates, they have o rely on each other. They need to be empowered to pinch-hit for each other. Empowerment should go beyond the ability to make polite excuses. Invisible systens inside the cqnpany can be improved at liule or no expense, with the imprct obvious to people on the outside.

Improvement has to be a ontinuous effort. Customen note whether you're standing still m moving ahead of the cmrpetition. If you don't measule, review and adjust performance on a oonstant basis, you could be the last to loow you're losing ground.

The Customer Focus concept sounds simple on the surface, but sub. tleties make it difficult to achieve. Wrong assumptions frrequently arise.

Myth # l: All you need is good training in person-to-person skills to insure good customer relations.

Fact: The right people with the right training can usually diffuse a customer's anxiety and impatience. But solving core problems and building lasting customer relationships go

beyond basic psychology and good manners. In many cases, ftont line enployees don't have the necessary au0ority to resolve a problem.

Take for example, the story of a colleague of mine waiting for delivery of a computer component. He'd shopped and found the most reliable producr When delivery became overdue, he called his supllr o find out the status of his order. After being routed througb several departments, explaining his situation anew every time, he finally got to a person who had the information he needed - but her comprter was down.

Everyone had been mderstanding and courteous. They'd done everything in their power, but could not solve the problem. A few even voiced frustration at int€mal systems that prevented helping him. When the product finally arrived, it perforured as promised, but my colleague's impression of that company will be forever tainted.

Customer service personnel need access to every leral of every department If they don't bave the authoriry to make a decision, Oey should be able to reacb the person who can. In a company with Total Quality culture, Custmer Focus pervades every are4 every office, every plant, every work statim.

Myth #2: I can't do more for my customers without sacrificing something on my end.

Facc When problens are approached correctly, your company is likely to b€nefit as muci ftom the solution as the customer. Boise Cascade initiated a Total Quality commitment several yean ago which has led to a number of breakthoughs in customer satisfaction. One of the most swcessful projects involved the ready date notification process of truckload shipments from our ply11lggdmills.

This project was trgeted because of disparities in infonnation circulating among and between internal peo-

ple and external customers. custmlers were not notified that their shipment was ready until the order was sitting in the yard. This meant they could not schedule pickups in advance, nor alert their customers for delivery. They were losing time and increasing shipping fees. We were wasting yad space.

Customer feedback and suggestions proved invaluable in mapping a new plan. From the beginning it was obvious that any solution would involve deparmrents across the entire division. Solving this problem was a test of both our people's raining and their faith in our Total Quality system.

A cross functional team was formed with volunteers from departments involved. With flow charts. cause-and-effect diagrams and other problem-solving tools, they documented the entire process, identified root causes and set about improving the situation.

Plywood customers are now notified of their ready date for trucks the week prior to the ship date. This saves them scheduling time and allows them to predict delivery dates for clients.

Internal operations dramatically improved. Our truckload inventory time was reduced from an average of four days to under a day and a half. The project made it easier for external customers to do business with us. It also inproved internal efficiency and morale and spawned improvement opportunities. Improving internal

Chains Battle In Pensacola

Pensacola, Fl., is learning what can happen when four major home center chains all pledge that their prices and poducts will not be beat.

Home Depot, the latest store to open, says sales have lived up to expectations.

Scotty's isn't concerned, explains president Daryl Landsdale. "We get along fine in the same markel"

Lowe's will remain competitive because an everyday competitive pricing stf,ategy allows them to compete with Home Depot and offer the best products at the best prices, a company spokesman emphasizes.

Builders Square also expects to remain competitive, says Bill Gaines, regional manager for North and Central Florida. "We expect to be here a long time."

processes not only improves productivity, it contributes a host of other workplace benefits.

Myth #3: If surveys show you have a higher customer satisfaction rating than the competiton, it's time to shift to another priority.

Fact: Customer satisfaction is a constantly moving target. It must remain your first pnority. Many customers never complain, even when dissatisfied. If you only oil the squeaky wheels, you are not productive. If you are not pro-active, you are fighting a losing battle.

Companies depend on customers, intemal as well as external, to keep them in business. In a Toal Quality environment, improverrents affecting one are likely to affect the other.

Customer satisfaction needs to be constantly evaluated and reevaluated. Any way that you can customize your product and accompanying service will be perceived by your customer as added value and build loyalty to maintain a lasting relationship.

The project at our plywood mills is but one of many examples of how the Total Quality process is improving business at Boise Cascade. In a relatively short time, we have seen dramatic benefits - not only for our external customers, but for our own people. Total Quality is effective as a problem solving tool, as a morale booster for employees, and as a guide to customer satisfaction. I am convinced it is the most powerful management approach yet developed in this half of the Twentieth Century.

Home Depot, Lowe's and Builders Square all offer how-to clinics and a staff of home project expsrts, but Jerry Shields, Home Depot spokesman, said, "The,re will be a new level of information for people asking for help and more opportunities to save money. We also make a point to absolutely, positively have products in stock."

Growing Vinyl Siding Market

Siding and soffit will continue to be the fastest growing extrusion market" with polyvinyl chloride use increasing 5Vo annually due to a rebound in construction expenditures and the popularity of vinyl siding among contractors, industry analyst Robert Baumgartner predicts in a Freedonia Group, Inc. market report.

Obituaries

Jack Surdanr, 77, chairrran of the board of Osmose Wood Preserving, Inc., Buffalo, N.Y- died aft€r an extended illness Feb. 12, 1993, in Buffalo.

A native of Buffalo, he joined then S-year-old Osmose in 1939 and served as president for many yers.

Ulysses'T." Davis, 81, president of Davis Brothers Lumber Co., Cornelia Ga., died Feb. 13, 1993, in Cornelia.

Born in Banks County, Ga., he founded Davis Lumber 60 years ago and through the years opened and op erated several other yards.

Jimmy Ward, 67, founder of Jimmy Ward Hardwoods, Asheboro, N.C., died Jan 21, 1993 in Asbeboro.

Mr. Ward started Ward Lumber Co., Elizabethton, Tn., in the mid1950s and sold it in the mid-1970s. He opened Jinmy Ward Hardwoods in 1978 and sold it when be retired in 1981.

L-P Plans Venezuelan Plant

Louisiana-Pacific will build a five mill forest products nanufacturing corrplex in Puerto Ordaz, Venezuela-

Employing about 1,000, rhe facility will include two OSB plants, a veneer plant, an MDF plant and a plant to produce resins used in OSB and MDFproduction.

The company has agreed to purchase as much as 1.6 million tons of Caribbean pine annually ftom Corpo racion Venezoliana de Guayana, one of the country's leading timber companies, said L-P chairman and pres. Harry Merlo.

NAWLA To Preview New Film

"Circle of Life," a documentary film produced by the Temperate Forest Foundation, will premiere at the North American Wholesale Lumber Association' s annual meeting in Tarpon Springs, Fl., May 2-5.

Designed to show the meshing of culture, economic activity and ecological support syst€ms, the frln is part of a series being produced by the Beaverton, Or., foundation with frrnding from wood industry firms and individuals.

Simpson Solves Redwood Stamp Problem

For years contractors and homeowners have dreamed of a magical sramp remover to eliminate the unsightly, but necessary, grade st mps from the face of each piece of redwood decking.

Now Simpson Timber Co. has made the drBam @me true with a revolutionary new ink jet printing system that applies the Redwood lnspection Senice grade stamp on the end of the decking instead of on rhe fre. The printer operates ftom a oomputer system that reads the grader's symbol and then prints oe corresponding grade mark and Simpson identification on the end of each redwood piece moving along the grading line.

The magic is in the ink which is

Advertiser's Index

Adventgc Bodncrs CmpdcrsFt mr-21

Addiro Corp ----------------57

Nlgcicr Conpotcr Corp.------17

BcenLmbcrCo., Bowie Siru Pnnsc-----*-----54

Bnoru Moolrlng *----22

Bruqert Eqdpmeot -------25

BuildiryProdlCr of ButLumbcr

CrddcoDaigx

Crrnemn & Co" Wm.

Cerbtrry lntcnrdond --*-------{5

Ctcoryertc ttood Tnrfing ----*-23

CorctC lxmbcrCo.

Cor Wood hacrv@ Co ---------J

Crumplcr Pldic Ptpc, Inc- --*-.--{4 csl.---

Ddler Ytholccdc ------57

Ihrn Lrlnber

Dixic Plywood

Dykc Indushicr -----5

Erster FortC hrodnc,ts.------Covcr IV

DdcrWood hcrervbg Co. ---------31

Erwin FoFcat Prodocns-------*.ll)

Gcoryie lxmbcr*-------*60

Gmd Southcro Wood Prc!.rai4--*-25

Ilictrm Corp. - *--32-33

Itokton Boil&rs Srryfly---------5

Hoovcr Trcrlcd \tood hodudr-----5

Hoogton Woodtcch -----3t

Hughcs Wood Prodocts .-..-....--....--35

Hyster Md-South Equipment .............-......?5

Jocksm & Lengford Wholesele Lurnber....49

electrostatically charged so the portion of the ink which fsms the letters is positirrc as it jas bward the end of the redwood. The negative or unctrarged ink &ops are recycled and recirculated back ino the printing syst€m. The ink jet end stamp is easily readable as a result of Oe high technology coNnpnt€r @nEolbd pdnting process and a marted improvement over te rubber stamp cdnrnonly in use today.

According o Simpson lumber pro, duction mgr. Henri Appy, *The new startping system provides the clean face customers and redwood users want, along with a highly legible identilication marlq conpatible with higb quality TopDeck Redwood."

Jordr Rcdrod Lubcr Co. Lec Roy--41

Lehydfc Wood-Workr

MrMIho Blocdd lldldig Mrcdrb-5

Ma Syd.D. Co, tnc..---Jg

Mzc Nrilr-- ----61

MdlcoIE

Moldiry&Milrorlq

Nrvqir Fortd Produdr IDc..-*--J2 In&tricr-----Z

NcrSodh Im.

Olynfc Srrh / PFGA,F ho&crr -----36

Omrncdd Moddbgr, IE .----J7

Pri6c Llnbcr Co.--Covcr III

Pdnt{}'Mtic.-......-------------3t

PhilXp. Mrcfirry -----2lt

PlGtGn-Wct t r h--------57

ProdoctSCcr Co.

Rrndrl Bro{tcn-----J7

Rlvcrridc Mrclbc Stcrfrt -------36

Simpron ThbcrCo.

Sccondr In Bddiry Mrtcridr ----J9

Solf,cm Inbcr Co, h. ---_ ----n

Sothan Ph Inlpcttro Bmeu------Sl

Sothcra Pln Mrfcfh3 Corml*---2t

St rrri&Stcvoo

Mrtcrid If unfrry.----_ --- - - -26

Strirytdlor Lonbcr Co--------19

Sty'c-Mrrt

SrynncDcctiq

Swn Scclra

Srccd Mrihcry

Tccf, hodrctr* -----57

Tinbcr hodrrtr f ryctto.-------{5

Trird hcfn&thfrry -----36

VBS IDc. Mr.rid Erdh3 .-_ -----?5

Wcycrtrarcr

Wood Moddiry & Dff[rort htdoccn

ffiOfUsAs IlourNaMResorurc

e're the name that naturally comes to mind for(hlifomia redwoodand Douglasfir.

The Pacific Lumber Company is the world's largest supplier of high grade redwood and Douglas fu products with the broadest line in all grades.

\4/hatever your needs, there's a good chance we carry it. And you save in delivery costs because we can satisfy vour full reouirements in one mixed

load from the mill. Some examples of our line include...

. Kiln-dried bevel sidings, patterns & surfaced stock

Full-sawn, rough, FOHC timbers up to 8x8 in redwood and up to 6x16 in Douglas fir

A complete family of end & edge glued PALCO-Loc products

Redwood rough and surfaced green lumber, 2x4 through 2xIZ,both upper and common grades

The next time you need to Place an order for quality lumber, call the "one stop" supplier. Call The Pacific l-umber Company.

We're your Natural Resource.