Building Products Digest - May 1982

Coming in fune . . . Pressure Treated Wood Special Issue Watch For ltl

The Southern Pressure Treated Wood Industry Pressure Treated Wood Market Expanding ABCs of Pressure Treated Wood Industry Pressure Treated Wood Faces Strict Standards What You Should Know About Pressure Treated Wood New Computerized Wood Treating System and much, much more!

ADVERTISERS: be sure and take advantage of this specialopportunity to get your message out to your customers and prospects in this Pressure Treated Wood Special Issue.

For space reservations, deadline and advertising rates, please call (collect)to Building products Digest (714) 549-8393. Ask for David Cutler.

Bulldlng

Products Dlgest, fune, 1982: Pressure Treated wood speclal tssuc

rffi&h at is agtc

X"a in those days, behold, thele came \ -n - through the gates of the city, a \O salesman from afar off. and it came to pass, as the day went by, he sold plenty. They that were the grouches smiled on him and gave him the hand that is glad. The tightwads opened their purses to him.

And in that city were they that were the order takers, and they that spent their days in adding to the alibi sheet. Mightily were they astonished. They said one to another: "What the Hell; how doth he get away with it?" And it came to pass that many were gathered in the back office, and a soothsayer came among them. And he was one wise guy. And they spoke and questioned him saying, "How is it that this stranger accomplisheth the impossible?"

Whereupon the soothsayer made answer: "He of whom you speak is one hustler. He ariseth very early in the morning and goeth forth full of pep. He complaineth not, neither doth he knock. He is arrayed in purple and fine Iinen, while ye go forth with face unshaven and pants not pressed."

\ "While ye gather here and say one to the other, 'Verily. This is a terrible day to work,'he is already abroad. And when the eleventh hour cometh, he needeth no alibis. He saith not to the mass, 'Behold, they that are in this town are a bunch of boneheads.' Nor doth he report that they cannot be sold.

"He knoweth his line and they that would stave him off, they gave him orders. Men say unto him,'Nay, Nay'when he cometh in, yet when he goeth forth he hath their names on the line that is dotted.

"He taketh with him two angels-Aspt'ratinn and Perspiration He knoweth whereof he speaketh and he worketh to beat Hell. Verily, I say untn Wu, go anil ila likewise," Anovmr

DIRECT MILL SPECIALISTS: Redwood Cedar . Pine . . Doug Fir . Hem-Fir

LOCAL INVENTORY: Redwood . cedar Redwood Timber Fence Materials

Product Sales Co.

2n2N. Pacific (P.O. Box 5310) Orange, Ca.9266il (714) 98-8580

Distribution Yard: l13 East Goetz Avenue Santa Ana. California

Publirhcr David Cutler

Editor Juanita Lowet

Contribudng Editon

Dwight Curran. Gage McKinney

Richard Medugno

Ail Dircctor Martha Emerrr

Shff Ard!il Nicola O'FaIbn

Circulefion Kelly Ken&iorski

Building Products Digest is published monthly ar 45m Campus Dr., Suite 480, Newport Beach, Ca. 92ffi, phone (714) 549-8393 by Cutler

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ADVERTISING OITICTSi

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BI.]ILDING

PRODUCTS DIGEST is or independmtly-owned publication for the rctoil, wholesole and distribution levels of the lumber qnd building supply markets in 13 buthem states.

markets in 13 Southern states

DAVID CUTLER publisher

A steely resolve

?HE TIMES are tough for many and likely to I get worse before they get better. Yet, as we go further into this tough year ,we are struck by the determination that so many exhibit in the face of daunting economic prospects.

These are men and women who have been through many tough business times before. Yet now, in those worst hurt by the relentless pressure of an economy writhing and wrenching back from the brink of catastrophe, a new resiliency is being seen.

It is a spirit of which the industry and the country can be proud. It is the never-say-die courage that is embodied in the nation's heart and soul. Our people are not about to give up. They haven't in the past and they won't start now. Some way, somehow, the steely resolve to last until the sunshine of tomorrow's economic morning is increasing.

Determination alone won't bring everyone through. The cold, unbreakable facts of a profit

and loss statement will win over will power everytime. But the components of that P&L can and are being affected by the intelligence, adaptability and perseverence of those who just won't give up.

New targets are eyed, ideas from off the shelf (and sometimes off the wall) are thrown into the breach to keep the body corporate alive.

Some will fail. The tragedy of bankruptcy will befall some before there is an escape from the present valley. For those firms that somehow survived as long as they did, we extend our admiration and understanding. We know they did all they could; that they fought on till the end was inevitable.

Most will make it. Bolstered by the American spirit of perseverence and a new understanding painfully wrung out of severe economic times, the survivors will be far better companies than they have ever been before. For them, the better economic times that will surely come, will truly be a golden era.

SFPA to Plan New Strategy

Southern Forest Products Association's midyear meeting, June 3-5, at the Opryland Hotel, Nashville, Tn., will follow the theme "Developing New Strategies for Tomorrow."

Among the topics to be explored are changes in housing demand in the future, the possibility that buildings will be smaller thus using less lumber, and the need for new marketing strategies to be developed to expand lumber consumption in nonresiden-

NAWLA Annual in Virginia

North American Wholesale Lumber Association has scheduled its 90th annual meeting for May 24-27 at The Homestead in Hot Springs, Va.

Convention theme is "Managing for the Challenging 80's," with business sessions designed to help wholesalers and producers learn more about their changing markets.

Keynote speaker will be Ray Brady, CBS economic expert and journalist. Ralph L. Lewis, Jr.,

tial and export sectors.

Dr. Joel Ross, management expert, will conduct a strategic planning seminar. Arthur Temple, past pres. of SFPA, has been asked to discuss the shape of homebuilding to come. Speakers from the National Forest Products Association, American Wood Council and American Forest Institute will fill those attending in on the newest dimensions of their activities.

In addition, committees will meet.

energy source expert, and Lewis R. Timberlake, a motivations speaker, also will address the meeting.

Two transportation panels and manufacturer/service supplier/ wholesaler contact sessions have been planned, according to E.R. "Al" Slaughter, Slaughter Brothers, Dallas, Tx., convention coordinator, who describes these sessions as "extremely productive." Weyman H. Maxey, Maxey-Bosshardt Lumber Co., Duluth, G?., is president of NAWLA.

New Wood Promotion Unit

More wood promotion is the goal of the newly formed Wood Products Council, a coalition of forest industry associations.

Members of the council, which will step up and coordinate joint efforts to stimulate demand for wood products are the Southern Forest Products Association, Western Wood Products Association, American Wood Council, American Plywood Association and National Forest Products Association.

Harry N. Williams, Williams

Forest Products Corp., Cleveland, Tx., secretary of the Southern Forest Products Association, is chairman. Carl Darrow, exec. v.p. of the American Wood Council, is the secretary. William Robison, v.p. and gen. mgr. of the American Plywood Association, will serve as steering committee chairman.

Joint association activities will be planned and coordinated by the steering committee. Affiliate membership is open to organizations with technical and other supporting roles.

The big potential of the city fix-up market

IIHE POTENTIAL of the home I improvement market has never been more promising than at the moment with the impetus of increased interest in restoring vintage homes and the realization that inner city housing has its advantages.

Termed recession-proof, the average growth rate of remodeling for the next decade is forecast to run between 15-250/0. The trend to urban fix-up has been accelerated bY the rising costs of new construction and financing of new homes. In addition, the high cost of transportation has made homeowners more aware of the advantages of living closer to work and public transportation.

Story at a Glance

Remodeling and rePair busi' ness llourishing ... interesl in Victorian mansions, advantages of urban life accelerate relurbishing of inner citY homes ... building products business profits.

Materials for remodeling and repair are expected to continue to have a dominant influence on the building products industrY. Georgia-Pacific has reported home remodeling accounting for l79o of its total sales.

G-P chairman Robert Flowerree has characterized the remodeling and repair business as "growing very rapidly and it should continue to pick up as costs of new construction continue to go up and more people choose to renovate older homes in choice, close-in locations. "

Summarizing a nationwide trend, a merchandise mgr. said "Sales of treated lumber for use in urban areas have increased approximately 300/o a year over the past five years, a surprising fact considering that

other lumber use, primarilY new housing, has been down in the same period."

The purchasing agent for another large building center chain reports "Our sales of wood into the urban market have increased between 2090 and 3090 each year over the past five years, as more and more people are building decks and fences, and enjoying outdoor living. One reason is people are becoming aware that they can buy treated lumber, which resists termites and decay, at a lower price than untreated woods such as redwood or cedar."

Aside from individual owners who are buying and renovating urban homes for their private use or speculation, there are many historic preservation groups working to have older homes accepted bY the National Register of Historic Places. Homes rescued and renovated by such groups are not necessarily destined to become museum pieces. While some of these wonderful old houses become Private homes for large families, many are remodeled into aPartments or condominiums. Others are transformed into restaurants, bed and breakfast inns, or quarters for specialty shops.

The "This Old House" series presented on Public television through a grant from Montgomery Ward & Co. first demonstrated the rescue of a l2O-year-old home as a residence. The second Production concentrates on the transformation of a sprawling Victorian mansion into five condominiums. Viewers follow step by step every asPect of the remodeling Process. The 27-week series may be seen on (Please turn to Page 39)

APARTMENTS in this old building are reached by an outside stairway ol wood. Vintage multiple unit buildings as well as single family homes are being renovated as people return t0 urban living. The older city house (lower photo) was converted into two apartments with balconies to provide privacy for residents of both units.

D-i-y education spurs sales

-ESPITE the economic ills

Eplaguing the industry, repair and remodeling is expected to continue as a lucrative market in the months ahead. Statistics still show that when money is tight homeowners improve their present homes rather than move to costlier new ones.

Research in the consumer market projects 519o of those contacted in recent surveys planning to increase home repairs and improvements this year. Further surveys indicate a strong do-it-yourself market with 8590 of the families queried reporting at least one do-it-yourselfer in the household. Average spending last year by d-i-y homeowners for repairs and maintenance reportedly was close to $1000 with just under $500 being the median figure spent.

SAMPLEB of consumer education malerials available from manulacturers and associations includes wall charts, audio-visual presentations and take home literature. Thev can help you upgrade your customer servic6 and increase sales.

If you need further proof that the merging of home improvement and do-it-yourself trends will be

Story at a Glance

Growing d.i.y market requires moro consumer education lrom the retailer. manulac. turers and associations pro vide variety of educational materials . suggestions lor incorporating them into your selling situation.

beneficial to your business, take a look at the figures released by the Bureau of Building Marketing Research. They show more than $5 billion spent to re-do kitchens alone last year. Do-it-yourself work

Bulldlng Products Dtgest represents a big share of that, they emphasize. In fact, they report that d-i-y projects have been growing twice as fast as professional jobs.

To take advantage of this big market opportunity, you must set up your store as the community's remodeling and repair education center. Customers with more knowledge will be more inclined to tackle the big jobs they need or want to do at home. Plan to capitalize on the interest created by the consumer magazines for home improvement projects. Stand ready to teach, advise, and guide. The more your customers know about home improvement projects, the more products you are able to sell.

Enrich your in-store education programs by using the aids offered by manufacturers. Film cassettes, brochures, charts, diagrams will augment x-ray houses, cut-away walls, mock-ups and other how-to instructional materials. Ctinics, seminars, and salespeople who are experts can take the mystery out of home improvement. A library of read-on-the-spot or take-home-on-

ELECTHCAL CEilTEN

loan self-help books such as ?'fte Better Homes and GardensComplete Guide to Home Repair, Maintenance & Improvemenl and the Reader's Digest Complete Do-ItYourself Manual can augment the expertise of your staff.

Materials for consumer education are out there. You need only to become aware of them and the importance of incorporating them into your d-i-y educational programs. Once you start using them, you'll become more aware of the excellent take-home literature, cassette programs, informational headers, charts and diagrams, and special offers such as plan books available.

Start the process by having your buyers ask sales reps what is available. Have a member of your staff read the New Literature section of the Digest and send for the materials listed. Be sure that someone scans the mail for sPecial promotions of educational value such as Home Plonning, editorial matter on home building and remodeling. Appoint a staff member to follow up on book reviews, selecting literature to be put into your

lending library or offered for sale in your book department.

Once you have the materials, it is important that your salespeople utilize them. Stress the importance

to them of studying the material and applying the knowledge to their sales efforts. A well informed salesman is a teacher for the do-ityourself customer.

lndependents Day Draws Record Crowds

ORE THAN 1500 Builder

Marts of America dealer and supplier executives made BMA's Independents Days a "smashing success." Held at the Hilton, Atlanta, Ga., the event maintained its record of being the largest building materials sales show in the world.

Purchases were in excess of $30 million during l6 hours of floor time, according to director of merchandising, C. C. Snyder. "This is an outstanding success in light of today's economy," he said, "and a reflection of the lumber dealer's confidence in both the short and longterm future of our industry."

About 250 supplier booths were manned by executives of l50leading building materials and 20 top forest products companies. "They, too, were overwhelmed by the enthusiasm, excitement and dealer support at the exposition," Snyder continued.

This was the I lth annual products and management services exposition organized by Builder Marts of America, Inc. Traditionally, 9090 of their dealer network attends the show. This includes 650 lumber dealers with over 1200locations in 38 states.

A series of professional management seminars w:rs attended by 1000 lumber dealer personnel. Featured speakers, top name entertainment, banquet, prizes and allied activities

complaed the threeday exposition, Feb. 14-16.

Management seminars opened with an AID/MAN computer systems output demonstration. Nationally-known liquidity planner, Robert Frisch, explained how employee stock ownership plans can insure proper perpetuation of the fanily business.

..The Chrnging Forest Products Industry" was portrayed by John Darrell, Abitibi-Price; Richard Davis, Willamette Industries; James Olmedo, Jr., Internationd Paper Co., and Jack McMillan, Canadian Forest Products Ltd.

Profit opportunities in door and window shops were reviewed by Mike Crawford and David Smith of that BMA operation. Lanny Moore, president of Frank Ulmer Lumber Co., relayed benefits from his organization's door and window unit shop.

A panel of dealers discussed the BMA incentive travel programs and this year's trips to Mexico and the Knoxville, Tn., World's Fair. Insurance and new telecommunications programs were presented.

A treasure chest ofcash and prizes was awarded to dealers including the Christmas Lumbcr Co., Harriman, Tn.

Story at a Glance

Largest building materlals sales show in world keeps record... $30

milllon

sales...

250 booths 1500 attend.

The two-day February buying show was opened by Ed Foreman, a motivator and trainer. Forernan was "terrific, getting dealers out oftheir chairs and on to the sales fl@r," according to Snyder. "He provided an excellent send off to the buying show."

Many social functions highlighted Independents Days with entertainment including musical comedy stars, Skiles and Henderson.

ltl0RE THAI{ $30 million in product sales were transacted in 16 hours ol lloor time at the sales show.

CAPACITY CR0WD of 1500 lumber dealer and supplier execulives attended educalion seminars and motivation lectures.

HERE ARE millions of do-it-

I yourselfers out there who are settins along quite well doing their 6wn iemode-iin!. Each year millions

of Americans are buYing used homes and condominiums and refurbishing them themselves. Thus' there are con-

stantlv new do-it-yourselfers coming into itre market providing a strong and growing market for all kinds of home improvement Products.

In the next ten Years the number of people between 25 and 44 will inbrease bv a third while the total population will increase by less than l07o' These new potential do-it-yourselfers are willing to learn how to make their own impivements. TheJ must learn becauss they cannot afford professional help.

Recognizing this trend, aggressive^ retaileri have taken advantage of manufacturers' consumer clinic Drograms and are enjoying additional ireri business as theY educate and train these young do-it-yourselfers in seminars, using films and demonstrations.

If anyone had told me several. years ago that plumbing fixtures, kitchen cibinets, countertoPs, ceilings' lishting fixtures. and even furnaces w"ould Le installed on a regular basis todav bv do-it-yourselfers, I would have be6n skeptical. Actually. people have gone even further and there is very little they will not tackle today' Not all do-it-yourselfers are men' I have seen Young women Pick uP a 4 x 8 sheet of decorative laminate, tie it on toP of their cars and drive away.

How did this come about? Seeing

There are Profits

in consumer clinics

by Edward A. More

the economy changing so raPidlY' smart manufacturers realize this inflation is here to staY and have Produced excellent training materials, desisned easier-to-install products and -promoted very heavily the cost savinss that are possible. Retailers were iuick to take advantage of these orosrams and Products and todaY ihorisands of dealers caffy a library of LaBelle or Fairchild cartridges for doing literally dozens of do-it-

Story at a Glance

Aqqressive retailers can ofi6r help with educational programs. . audio' visual, beminars, clinics. guidelines for conducting consumer clinic.

vourself iobs. ManY dealers have Video Vii:wers with a full Program of video taPe cartridges.

The result is, of course. higher

sales volume, bigger profits of do-itvourself products and more and more experienied do-it-Yourselfers.

i{o*euet, it takes Planning and effort to hold successful consumer clinics. If you haven't launched into a consumir clinic Program. here are some basic guidelines that should guarantee success even with your first try:

(

l) Clinic Personnel

Select several dePartment manasers who are extroverts and hive a gift of gab and' of course, are top notch salesmen' Place them in charge of Your clinic Drograms.

(2)

Sel6cting Your Clinic Products

Don't stirt with a difficult Product to install. Select a relatively easy Product because You want your first clinic to be so successiul that your customers will tell their neighbors where-theY. learned how to do the job and thus, the next clinic will draw even more PeoPle. For examPle, installing wallcovering, Panel-

(Please turn to Page 38)

C0NSUMER IRAINING session shows how to install a wall. 0ver 200 people attended two sessions conducted in early spring.

Victorian relic full of energy

ROM the outside it maintained 80 year isa old,

well two

story home, one of the seven Victorian era houses restored to their original states for the 1982 World's Fair at Knoxville, Tn., but on the inside it is retrofitted with nearly every energy saving device available today.

Oil SITE conference between officials ol Mtqklanburg-Duncan Co. (toft to dght) Ed LeHanc, senior v.p., sales and marketino. and Bill 0'Hare, v.p. product marketing; Ke-ri Zabel Conergy Maiteting presidentl and Hrct( Goss, ppject coordinator for Conergy at the Energy Savings House.

Under the sponsorship of Conergy Marketing, Inc., the Energy Saving House was initiated to show visitors from all over the world efficient energy conservation methods and products for the home. The theme of the fair, "Energy Turns the World, " provides an international focal point for solutions to the world's energy crisis, according to Ken Zabel, president of Conergy.

Gutted on the inside, the house has been re-designed to answer every

Bulldlng Products Dlgest

question a visitor may have about making his own home energy efficient, the developers claim. Energy conservation products, methods and devices are dearonstrated and displayed by application.

In addition to containing the latest insulation, weathertripping, thresholds, ventilators, ceiling fans, sky lights, windows, energy efficient ap pliances, lighting and plumbing, wood stoves, solar units and other energy savihg technology, the house actually shows how these materials and devices work.

Plexiglass walls and ceilings give a full view of the insulation. While the visitors watch, wall mounted temper-

Story at a Glance

Retrofllted Vlctorlan house demonstrales energy savlngs . . . 30 manulacturere provlde latest technology. Conergy tarketlng, Inc. coordlnates dlsplay at World's Falr In Nashvllle.

ature gauges record the heat reclaimed by ceiling fans. Cut-awaY windows demonstrate the application of weather stripping. Electric meters show the actual energy consumption of appliances in operation. Other measuring tools demonstrate additional effective uses of energy.

Over 30 manufacturers are Participating, providing the latest technology in products and product application for energy conservation at the residential level. They also have trained representatives to staff the house and answer questions.

The product review committee of the Energy Saving House had to sanction participation by each of the companies involved in the exhibit. Macklanburg-Duncan, Oklahoma City, Ok., manufacturer of energY saving, home decorating and builder hardware, was selected to provide weatherstripping and thresholds. Window systems with exterior surfaces (frames and sash) permanently clad with factory finished aluminum extrusions manufactured bY Ideal Co., a division of CertainTeed Corp., Waco, Tx., have been used throughout the house with the in-

teriors of Ponderosa pine stained or painted to harmonize with the decorative scheme.

Therma-Tru has provided the only entry door displayed in the house. Ventilation products on display are from Lomanco, Jacksonville, Ar.

For those wishing to pursue energy savings further, there is an Energy Saving House Book desuibing how the house was made energy efficient. It addresses each individual aspect of energy conservation and all the alternatives, according to Rick Goss' project coordinator for Conergy Marketing. Copies are being distributed to those visiting the house.

The Energy Saving House is one of l2 turn-of-the-century and Victorian buildings restored and incorporated into the Fair site. There are six other Victorian houses, the L & N railwaY station and depot, the L & N Hotel, a pre-Civil War foundry and a candY factory.

Other exhibits related to housing include the Home of the Future, a geodesic home constructed by Cathedralite, Inc., with the assistance of South Central Bell, Armstrong, Pennsylvania House, KitchenAid and

INTERIoR GUTTING of the Vict0rian home which was retrofitted as a model energy saving house was almost complete when this Dhoto was taken.

Carrier Air Conditioning. Today's Solar Home develoPed bY Solar Crafters of Knoxville, Solarex of Maryland, Norris Industries of Tennessee and the United American Solar Group features a solar attic collector system for space heating and domestic water.

Hardwoods and Special lndustrial Panels

Up to 5' x 10', 2" thick

lf you use Birch, MaPle, Oak or Elm hardwood plywood f or remanufactu ri ng, industriai, itructural or fabrication, call TIMBER PRODUCTS SALES CO. We'll deliver hardwood to Your exact specifications, order after order.

We also specialize in industrial pl.yryqo-d 'panels, uP to 5'x 10', /'thick.

And our Southern Oregon Full Concentration Reload facility allows us to distribute combined orders in the same shipment ' ' ' like hardwoods, sanded stock, siding, particleboard and sheathing. lt will be shipped quickly and economically, using the Medford rate. For prompt service and custom s-izing, call us toll-free todav.

So, You Think You Are Running Your Business!

By G. Robert Claypool \/ice President and Croup Controller Certainteed Corp. Waco. Tx.

FIRST OF TWO PARTS

f t is probably accurate to state that most businessmen I have a thorough understanding of the income statement relative to their business. After all. the income statemgnt measures performance: the type of performance we want, sales and income. The income statement is watched very closely in most businesses. Are sales increasing? Are expenses in line with volume? Are gross margins holding with product mix, competi- tive situations and inventory levels? Is operating piofit where it should be? Does all of rhis sound famitiar? You bet!

. Il u! equivalent amount of rime was spent analyzing the balance sheet (you know, the document rhai lista assets and liabilities), most businessmen could avoid financial difficulty or forecast the problems ahead and act to lessen the impact. There are varying degrees of knowledge of the balance sheet and unfortunately, it is too often left to the accountants to manage that iart of the profit equation.

-_ Yes, the balance sheet is part of the profit equation! Your net income could grow 100ft this year and that l11y be satisfactory, but if your inventory also grows l0%r, your cash flow could be less and your return on

investment could go down. Sound familiar? In too many businesses, it is all too familiar.

When a business is started. two important considerations are prevalent. How much do we have to invest to make a reasonable and acceplable return and will we have enough cash flow to meet our obligations and sustain operations? As the business grows and develops over several years, we must remember these initial considerations and establish and moniror objec- tives for both.

To successfully manage a business for the long term, we must constantly review and manage both the balance sheet and income statement. They are interrelated documents of information and measurements of performance.

Let's take a hypothetical company, which we will call Building Materials Corporarion. Managemenr reviews the income statement and makes the following observation:

The income statement reflects impressive results for the current year. Net income has increased 28% on a sales increase of I l06.

Reviewing the balance sheet for the same periods adds another dimension.

Story at a Glance

lmportance of the balance sheet as part of the prof it equa- tion. how it can forecast cash needs. .. strategy and tactics to apply to cash flow problems relating to inventory, accounts receivable and gross margin.

Why was it necessary to increase inventory 260/o and receivables 1906 to achieve a sales increase of ll0/o? The maximum increase for these two balance sheet accounts should have been l106 - equal to the sales increase. But at the same rate of increase as sales, inventory would show no turnover improvement. If the additional sales were achieved at the same inventory level as the prior year, turnover would have improved significantly. A closer examination of inventory and receivables reflects some important changes.

While sales and income performance was excellent, cash flow was negative requiring a reduction in the previous year cash balance.

Mairaging the balance sheet can solve cash flow problems. Let's examine what could have happened to the cash balance as a result of the changes in inventory and receivables.

Reduction in cash balance last year to this year Cash would have increased if Receivables collection Period remained unchanged Inventory turnover had remained constant Inventory turnover had improved

If the balance sheet had been managed carefully and both inventory and recdivables had been maintained at the same ratios as the prior year, the result would have been $59,000 more cash available. Rather than a decrease in the cash account of $21.000. cash would have increased $38,000.

tf the additional sales this year of $300,000 were achieved at the same inventory level as last year, further improvement would have occurred:

Many businesses do not prepare a Statement of Changes in Financial Position, which simply explains the sources and uses of cash or the flow of cash from the income statement to the balance sheet.

If your business does not use this accounting document in conjunction with the income statement and balance sheet, you should start including it in your financial information package.

Awareness of the impact of balance sheet changes is vital to successfully managing your business. The income statement, balance sheet and cash flow statement report on history: what happened last year, last month. Of even greater importance is the necessity to project what may happen next month, next quarter or next year.

A business with a growing sales volume and satisfactory warehouse inventory management should be able to consistently improve inventory turnover. Thus, if the additional sales were achieved at the same level of inventory as last year, $80,000 less cash investment would have been required. The turnover improvement factor would have added $33.000 to the $59,000 cash availability.

Using the information presented, let's determine what happened to cash flow.

Readers desiring .further, detqiled information on cash.flow and return on inveslment con obtain excellent booklets on these subjects.from the Certainreed Corp., P.O. Box 889, Waco, Tx. 76703. Include S4 to cover printing and postage; mqke checks payable to Certainteed Corp. - ed.

The importance of cash requirements planning cannot be underestimated. Careful attention paid to this often overtooked detail can be very rewarding. Rewarding in the sense that the expenses can be controlled and frequently reduced, inventory purchases can be targeted to meet cash availability, better judgment can be made on receivables policy regarding both collection effort and individual account sales and probable trouble areas can be identified in advance.

N$trWS R[trtrS

Hsdwood lumber production reported for March Qatest figs. available) by member firms of the Southern Hardwood Lumber Manufacturers Association show production down j4Vo from last year, incoming orders down 2590 and shipments ?Dolo lower a Southeost hardware distributor says there is "an increase in the number of line items ordered by dealers" . .

John Milner, exec. v,p. of the Southeastern Lumber Manufacturers Association, says "This industry is not in a recession, it is in a depression'? timber employment declined by 11,0fl) h Al., Fl., Ga., Ky., Tn., Ms., N.C. and S.C. between 1981-1982 according to the U.S. Dept. of Labor.. .

Union Camp's sowmill at Folkston, Ga., is offering machine stress mted lumherwith its new $5d0,m0 MSR equipment capable of handling 40 million bf per year Manufocturers General Salef,, Fort Worth, Tx., is the'new Abbaka Trading Co., Inc., (Juvel sinks) rep for Tx., La., Ar., Ms., and Ok. . .

J.K. Porter, ownerof alumber co. in Wilton, Ar., is a possible buyer for the Edword Hines Lumber Co. mill in Hope, Ar., rhich has been closed since last fall . . . Hines has also closed its mill at Nashville, Ar. . . Bibler Brotherc Lumber Co., Russell':Yille, Ar., is back in operation at about859o ofcapacity.

Eighty% of the stock of Engineered Components Inc., (structural and architectural parts) Stafford, Tx., has been bought by &co Corp. . . . Blue Cir,cle Industries PLC Brilain i* acquitir*,. Kilgsre Ceramics,

Corp., Kilgore, Tx., for about $12.5 million in cash. .

Louisiana-Pocific Corp. reports being half-way to its goal of having a billion board feet of Southern lumber capacity by I 9t5 with an agreement in principle to buy a Nashville, N.C.,sawmill complex as an addition to its newly-constructed mill at Marianna, Fl., and the ones purchased at Cleveland, Tx., Henderson and Pittsboro, N.C. . . . Waferwood production will begin in July with conversion completed at the L-P C-orrigan, Tx., particleboard plant . .

Ralph Wilson Plostics Co., Temple, Tx., has atravelingshow of laminates touring the U.S. McDonorrgh Power Equipment, McDonough, Go., has been renamed Snopper Power Equipment .. Three Rivers Glpsum in the Ddlas-Fort Worth, Tk., area isclosing...

Conner Distributors,Inc., is a new wholesale and reman operation opened in Fort Worth, Tx., by Mike Conner and Doug McWhirt Mason's Plywood, Poneling and Lumbr, Inc., IJattiesburg, Ms., is a new wholesaler, Danny Mason owner. ,

Future of the tqo rcmainiqg Vick6 units in St. Petersburg, Fl., are under review with th€ closrng of the Central Ave. store . t4 Lumber Co. outlets in the Dallas-Fort Worth area are marketing pre-engineered and fabricated panelized houscs futty's is bunng real estate in Dade County, Fl., with plans to open l0 stores in the Miami area by 1984.

Hondy ht is oecning e nsw store in Crarland, Tx., No. 14 in the Dallas-Fort Worth mctrodcr 84 Lumber has new units in Marrero and Patterson,la. . . The O'Mollcy Co. has opened a second retail storc in El Paso, Tl., with 15,000 sq. ft. of showroom.

Lowe's is dcvcloping a mailorder program for imflcmcotation in the mid-EOs . . Lowc's renovatod stores in Fort Wrlton Beach and Melbourne, Fl., Thibodaux and llammond, Le., and Bon Air, V8., havc a rrry Iook onthcir sahs fbors

Kentucky-Indisno Lumber Go., Lexington, Ky., had a firc in the warehouse . . HI's lrrc., Donna, Tl., has instalbd do-ityourself home ccntcr mcrchandis. m9...

Lumbmun's Market RW has been sold to Dixic hmfu GuAe with Am SYints tatiqg over for Howard F. Gilliam, ufio is retiriqg aftcr 30 ycars . . Nationol Wholesle Hordwore Asubtion has institutd a nsw hardware sales index for thc industry.

fun Antonio, TI., Gty @utr;il has voted to dlow continuod usc of wood shingfcs atd shakes m single-family rcsidcnccs . .

Wo&tukingMc-rfiery Mqw focttttsx of Anwiu rcports an all time higb mcmbership

Housing $orts iM for the 5th mo. in a roy in Mar. (latest figs.) to a seasmally adjusted annual ratc of 907,fi)0; althoqh pp 2.5th, starts haven't been above thc I millkm mark sincc last July . . acdvity in the South declined from the previors mo....

Starts of single fenily units wcre up t7r, muhiruits dcdinod 6.6q. k iUW FtniE nae an ercuuaging9.1tr, thc fifth consecutive mo. of iucasc thc pace was still 25 9o behind the year earlier.

Building Products Di$est's Circulation Policy

Building Products Digest is sent free every month to retailers, wholesal"rr, distributors and jobbers of wood products and building supplies in the 13 Southern states. This includes home centers, home improvement centers, mass merchandisers, traditional lumber dealers; the wholesalers and distributors who back them up; and 100 of the biggest mills in the South. The magazrrl:e circulates in Texas, Oklahoma, Arkansas, Louisiana, Mississippi' Alabama, Florida, Georgia, South Carolina, North Carolina, Virginia, Kentucky and Tennessee.

If you do not q[ualify, and would like to receive the magazine, we coraialy invite you to use the coupon below to receive Buildin$ Products Digest, the South's highly acclaimed new industry information and news tDagazrne.

IIIIIIIIIIIII

Yes, I want to keep up with all the news in the dynamic Southern market.

Year: $20 tr

Years: $SO E

3 Years: $SO I

CALENDAR

MAY

Tennessee Building Material Associndon young Executives It[ey 14-16, convention, Hilton Inn, Columbus, Ms.

FAMOWOOD

is the PR0FESS|0i|A['S

AtL PURP0SE ptASTtC

Boa.t builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defdcts, filling wooo cracks, gouges, covering countersunk nails and scrbws. -

A DOZEN WAYS TO KItt AN ORGANIZATION

l. Dontt go to any of rhe meetings.

2. But if you go, go late.

3. If the rveather doesntt suit you, dontt go.

4. If you do arrend, find faulr wirh the work of lhe menrbers and officers.

5. Never accept an office. ftte much easier to criticize lhan to do rhinge.

6. Get sore if you are not appointed to a conrmiuee. Should you be appointed dontt attend any of the meetings.

7. If asked to give an opinion on oome maller, tell the chairman yorr have noth. ing to say. After the meeting is over tell every one horv it should be done.

B. Do nothing more lhan is absolutely necessary. When others roll up their eleeves antl unselfishly rrse their ability to help matters along, hol'l that the organization is run by a clique.

9. Hold back your rlrres as long ar you can, or dontt pay them at all.

lO. lllake no effort to get new members in the club.

ll. Don't be sociable, either u'ithin or ourside the organization.

12. If you should get an idea, emother it at once!

Amcricrn Hrrdwrre Supply Co., Mry l+lt, fall, winter and Christmas merchandise market, World Congress Center, Atlanta, Ga.

Nrtional Forest Products Associrtion-Mry lGl9, spring meeting, L'Enfant Plaza Hotel, Washington, D.C.

Ace Herdwrre Corp. - Mry 2l-2, spring convention and expo, Astro Hdl, Houston, Tx.

Norlh Americrn ltholeselc Lombcr Assodrtlotr -lvlry g-%, 90th annual meeting, The Homestead, Hot Springs, Va.

Netiond Peint lXstrlbutory, tnc. - Mry 212t, meeting, Innis_ brook Resort, Tarpon Springs, Fl.

Southern Presmrt Treeters Associrtion-Mey 2G2t, spring meeting, The Greenbrier, White Sulphur Springs, W.V.

JUNE

Southern Forcst Products AssociltionJunc 35, midyear meeting, Opryland Hotel, Nashville, Tn.

Texas \thohsrh Herdwrrc Associrdonfune 10.12, booth conference, Summit Hotel, Dallas, Tx.

Odel Hardwarc Co.June lll3, market, Coliseum Complex, Greensboro, N.C.

National trIre Prtvention AssocirtionJune lCl7, Life Safety Code seminar, Lexington, Ky.

Southeastern Lumber Menufecfurcn AssocirtionJunc l+lE, NHLA short course, Tuscaloosa, Al.

Carolina Lumber & BuiHing Meterirl Dcelcn Assodtdon, Inc.,June 1G20, sunmer dealer conference, Kiawah Island, S.C.

The Hardware Association of the CrrollnrsJunc 2ll-Z!, convention, Green Park Inn, Blowing Rock, N.C.

Fortst Products Rcscelch Socicty - ltne fr-A,36th arrnual meeting, Marriott Hotel, New Orleans, La.

Job P. Wyatt & Sons C,o.Jone 13-A, market, Kerr Scott Building, North Carolina State Fairgrounds, Raleigh, N.C. trlorida Lumbcr end Building Mrtcftl Deelcrs Associrdon/ Louisienr Building Mrteriel Dcelers Associetion{unc 2*27, joint summer meeting, Seascape, Destin, Fl.

Netional Hrrdwood Lumber Associetion - Jule 2t-fuly 2, management/sales seminar, NHLA School, Memphis, Tn.

JULY

Netiond Housewrrcs Mrnufscturctt AssocietionJuly 12.15, 77th semi-annual national housewares exposition, McCormick Place/McCormick West, Chicago, Il.

National Retail Hardwerc Association - July l&22, g3rd annual Congress, Opryland Hotel, Nashville, Tn.

Southeastern Lumber Menufeclurcn Associrtion - July 19-23, NHLA short course, Hickory, N.C.

Want to see your organizarion in print? Send us information including date and place on your nexr meeting, convention, or social event for the Calendar. Please make sure that we receive ir et leest sir weeks rhead of the date and be sure to include your name, address, and telephone number.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Atfiliates

'l 1650 lberia Place

San Diego, Ca.92128 business contain the following recommendations:

I CAN WALK into any discount

I house or local hardware store and find paint, hardware, tools, electrical and plumbins needs and lots more. The bne thin[ they don't feature (nor yet anyway) is lumber. So how come when I visit some home centers the only visual merchandising I'm exposed to are the same product categories I can buy in the discount house and local hardware store?

A common characteristic I find in my work with independent home centers and buildine material dealers is that their showro-om is totally void of the one thing that makes them different from other types of retailers lumber. Many don't show a stick on the floor. Some position it across the back of the store area to give them easy access to the warehouse inventory. That's a symptom of a retailer being more operations oriented rather than sales oriented.

All of the marketing programs we develop for dealers who are out to capture more of the big ticket d-i-y

New Hardwood Assn. Of f icers

R. Collins Sullivan, Sullivan LumberCo., Preston, Ga., isthenew president of the Southern Hardwood Lumber Manufacturers Association. Other officers for 1982 are Albert P. Whitson, Whitson Lumber Co., Nashville, Tn., lst v.p.,and Vincent Shurr, J.H. Hamlen& Son, Inc., Little Rock, Ar., 2nd v.p. George E. Kelly, Memphis, Tn., was re-elected exec. v.p./sec.

The 47th annual meeting held in New Orleans, La., March 24-26,was opened by Robert S. Cockroft, pres., The Southern Star Lumber Co., McKenzie, Tn. He reported on the activities of the association in marketing, governmental affairs and legislation. He urged the continued support of the lumber industry for President Reagan's goals to reduce spending and bring fiscal balance to

"Bring the lumberyard atmosphere inside! Let 'em smell it. Display lumber up front and make it self-selection. Let the customer see lumber the minute he's inside the front door.

If the showroom is 10,0O0 square feet or more consider splitting the center isle with lumber and building materials on the left or right running the full length of the store from front to back. Allow for wide isles and provide lumbercarts permitting the customer to serve himself and wheel the cart to a check-out counter. Stock the racks and shelves with studs, boards, plywood sheets, banks of paneling, moulding, insulation, even "takewith" millwork. The giant home centers let their customers load prehung doors, combination doors, windows and kitchen cabinets and other millwork on flatbed shopping carts. They keep sales help available to answer questions and solve problems but also make it easy for the d-i-y to self-select if he wishes.

Where space does not allow to inventory on the sales floor it's important to let the customers know what is in the warehouse and in the yard. Do it with signs and/or sampleboards. Let 'em know about the roofing, siding, plasterboard, and timbers. "

Big showroom or small, every retail floor should "sell " the end product that their lumber and building materials create, the family room, dormer, fence, garage, shed, porch, deck, let pictures tell the story. Use photos from shelter magazines or manufacturer's spec sheets mounted on walls, columns and behind the lumber desk. Try merchandising and promoting "packages. " They're profitable and relatively non-competitive. And, while they may not actually sell as "packages," their success as a promotion can be measured in the increase in the sale of basic lumber items.

Lumber and building materials make up the largest portion of the dollar inventory at the home center. Show these products. Keep 'em up front. Don't get caught up in jazzy product categories that cloud your market position. Resist the pink fixturing displaying giftware and the Timex watches at the check-out counter. Remember your lumber heritage sell that difference between you and your mass merchandising competition. Sell it in print! Sell it in the showroom.

Think wood!

the nation, adding that "we must push for a reasonable solution to the high interest rates."

Merlin R. Toups, pres., the Greater New Orleans Homestead Association, one of the area's largest thrift banking institutions, told the audience that successful savings and loans must broaden their service to include insurance and other marketing efforts of advantage to homeowners ind businessmen.

William H. Stimpson, pres. of the National Forest Products Association with which SHLMA has been affiliated since 1937 and chairman of the board of Gulf Lumber Co., Mobile, Al., reported on a recent meeting he and other NFPA officers had with President Reagan and high governmental officials to discuss the plight of the forest products and homebuilding industries. He said

they were encouraged at the concern expressed by the President for the present economic circumstances of the lumber and plywood industries.

Speaking on the pallet industry, W.B. Nelson, Jr., pres., W.B. Nelson Lumber Co., West Monroe, La., presented a look at a new marketing plan which will affect the market for lumber going into pallets.

G. Alex Bernhardt, pres., Bernhardt Industries, Inc., Lenoir, N.C., and lst v.p. of the Southern Furniture Manufacturers Association, told the hardwood group that his industry is feeling the effect of high interest rates, too.

Meeting in conjunction with the SHLMA were the Southwestern Hardwood Manufacturers Club and the Southern Cypress Manufacturers Association.

JACK ALLISON executlve dlrector

llew PRESIDENT of the associaIltion, elected at the 56th annual convention in Williamsburg, is James S. White of Richlands.

Affiliated with W.B.F. White & Sons, Inc., he is a past president of the Hardware Association of the Virginias and is only the second person to be honored with the leadership of both of these important business organizations. A native of Richlands, he is a graduate of Hampton-Sydney College and the University of Virginia Graduate Business School. After serving as an Army finance and accounting officer for three years in Hawaii, he entered the family business in 1962.

Other officers elected to serve for the next year include Ray N. Horn, Natural Bridge Lumber Co., Natural Bridge, lst vice president, and Robert B. Taylor,

Taylor Brothers, Inc., Lynchburg; J. Howard Luck, Manassas Lumber Co., Manassas: and Burke Johnson, York Supply Co., West Point, vice presidents.

Thomas L. Ruffin, Rufhn & Payne, Inc., Richmond was re€lected treasurer for an l8th consecutive term. Newly elected to the board of directors were Freeman Spencer, Massey Builders Supply Corp., Dan Stark, Rocco Building Supplies, and Mike Harman, M W Manufacturers, both associate members.

William P. Ames, Jr., Murphy & Ames, Inc., was elected as a national director to serve as liaison with the National Lumber and Building Material Dealers Association. John H. Allison, executive director, was also re-elected as national director and secretary.

Delegates at the convention included representatives of the 129 member corporations which represent 212 outlets catering to both contractors and consumers.

KENTUCKY REPORT

erecudve vlce pre:ldent

by oon A. Campb€ll

where they learned that interest rates will not decline until the budget is balanced.

their own business office. Not a bad job for the average type ofreprescntatives we have in Frankfort.

Three months ago, when the General Assembly convened, their main objective was a no frills, hold the line budget. This intention never materialized although the battle cry was we must "live within our means." However overall, some $ZX) million in new revenue went into the final budget.

Heavy trucks will be taxed 85c for each mile traveled on our highways. Cab card fees increased from 32 to tZ). An omnibus fees bill would raise the rates for Frling law suits, bank examhations, loan company certificates, sccurity registrations and strip mining pcrmits. Alcoholic beverages were increascd at both the wholesale and retail levels. Insurance premiums on property and castnlty were increased and workman's compensation as well had a going over.

There was quite a bit of conflict between the Governor and the lrgislature although Governor Brown said that his program had come out on top. Many disagree with this and cited the number of bills he promotd which did not pass. All I can say after the smoke cleared away, was "a blight on both your hous€s."

B.E. Miller, 3l years an executive with the Southern SupplyC.o., kxington, has retired. I would like to add my own personal congratulations to this fine gentleman whose high ethical standards and integrity truly deserve the plaudits of all those who have known him.

l?gNrucKY

dealers met with our IlCongressmen in Washington recently. Attending were pres. Jay Jenkins, Jenkins-Essex Co., Elizabethtown; v.p. and past pres. Bob Powell, Powell Lumber Co., Sebree, with his wife Bettye; national director "Hack" Arterburn, Square Deal Lumber Co., Cave City; national representative, 3rd district, Bill Morton, Home Lumber Co., Hazardi and executive v.p. Bill Thompson, Lebanon.

Every state was represented and the opening address was by Hon. James Watt. Sec. of the Interior. National board meetings followed and then all delegates visited members of Congress

Annual spring meaing of the directors was held at RouSh River State Resort Park on May 7. Summer session is scheduled for Lexington on Aug. 10. Our convention will be held on Nov. 7-9 at the Marriott Resort in Lexington. Our frrst annual Kentucky Lumbermens Golf Tournament was held on May 8.

They did not keep a record but your State Representatives and Senators just gave themselves a raise of roughly $2,fiX) a year. By a thundering voice vote, they approved an amendment to increase their own expense allowances by $2fi) a month when the legislature is not in session. Incidentally, while the law makers are in session, they are paid $50 salary and $75 expenses for each day. In the current session theywill receive $12,625 according to

President Reagan's complaint that some subsidies are going to thosc who don't descrve them is more than just political rhetoric. He cites section "8" as an example, where subsidies as high as $5,0fl) to $7,fr)0 a year to single families are cornmonplace. Many of these projects have swimming pools, tennis courts, security service, billiard rooms, underground 8tra86, ac., all of which would be the envy of any working class taJ(payer.

Although luxury apartments in urban ileras rent for 32,ffi a month and uP, a qualifying tenant under Section 8 may be paying as little as $2(X). The basic trouble of any subsidy is that too many pcople can qualify. The result is that the middle class, which pays the bulk of the tax burden, is in some cases paying for houses of other middle class families.

Unfortunately, HUD has failed to get adequate verification for thosc renters who claim a subsidy. Only t7 HUD offices bothered to check on possible duplications. The program eventually may fail and they all will suffer, those who deserve it and those who got it.

Kentucky Lumber and Bulldlng Materlal Dealerc Ascocladon P.O. Bor 665, l.brmn, Ky. l{XL3lt

vlce precldent

the courts consider them as a group, but, generally, the more the employer's involvement or benefit, the more likely the courts will allow worker's compensation benefits for injured team members.

fllnrar

STRIDES for the future of -the building material industry in our state are being made by the Young Executives organization. Numbering 33 strong, they are taking charge of many responsibilities including the educational programs and seminars conducted by the association.

Their first annual convention is scheduled for May 14-16 in Columbus, Ms. It has been designated an open convention with those in the industry between the ages of2l and 40 encouraged to attend and find out what the Young Executives is all about. For those interested, but not able to attend, information is available from the TBMA office. Annual membership fee is $40.

Fred Stephens has taken over as chairman of the convention committee since Scooter Clippard has another commitment which will keep him from attending. Headquarters will be the Hilton Inn. An all day tour of the Weyerhaeuser stud mill, plywood plant and treating plant is scheduled for Saturday. Lunch will be served with a visit to the nursery and logging operations concluding the day.

In addition to business sessions, the convention will include a golf tournament at the Columbus Country Club and a poolside cookout.

Employers who sponsor employee bowling, softball teams and the like should be aware that they are leaving themselves open for increased risk management costs if employees are injured on the field of athletic battle.

These employees may turn to their workers' compensation insurer for medical benefit payments. This, in turn, may have a significant impact on the employer's insurance premiums, either because benefits will have to be paid or because the insurer may have to defend law suits brought by employees claiming benefits.

Courts will generally look at four factors in deciding whether an employee injured while playing on an employersponsored sports team is entitled to workers' compensation benefits: (1) whether the sports activity takes place on the employer's property during working

hours; (2) the role of the employer played in initiating the sports or recreational activity; (3) whether the employer had furnished the team with money or equipment; (4) the amount of benefit the employer receives from the activity. These factors don't form hard and fast rules for figuring out when workers'compensation will pay for an injury. Instead,

The point to be made here is not that employers should never sponsor sports or recreational teams, but that companies be aware of what sponsoring a team may do to their insurance costs. One way employers can begin to estimate the risk in sponsoring teams is to use the same criteria the courts use. Management can then decide whether an increase in workers' compensation liability is likely to result and whether that outweighs expected benefits.

llEYgR4I- Arkansas and Oklaho- ttsma dealers and staff members from the Mid-America Lumbermens Association (MLA) were Ermong the nearly 300 who participated in the National Lumber and Building Material Dealer Association's "Conference with Congress" on March 24 and 25. The first day's briefing sessions were highly informative, with the highlight of the day being a presentation by Secretary of the Interior James Watt. He substantiated our belief that he is in tune with our country's needs and is dedicated to meeting these needs (intelligently) from our own inventorv of natural resources.

One point surfaced time and again during the briefing sessions. Interest rates cannot be legitimately or significantly reduced until the Federal debt is lowered. In 1983, interest on this debt will represent about l29o ofthe Federal budget! It would appear that Federal Reserve Chairman Volker is not just picking on business, he's trying to get the government to control its deficit spending too. One of the most credible comments heard was that the Federal Government must: (l) establish a balanced budget requirement in conjunction with (2) an account specifically earmarked for deficit reduction.

Dealer visits to Capitol Hill left the delegation with mixed feelings. We were pleased to find that Congress is well aware of the plight of our industry. The Republicans have already introduced legislation which could provide some immediate relief. The Lugar bill (5. 2226) calls for 490 Federal subsidy of mortgage rates, down to a "net" of ll.59o, which would be "recaptured" when the property is re-sold or refinanced. It would qualify 7.8 million more families to buy a new home and would provide more Federal "payback" than it costs. The Democrats must have heard that the lumber deaiers were coming to town because the ink was still wet on a party policy statement related to housing! This policy parallels the Lugar bill, but goes on to include farm relief, mortgage default relief and 50,000 public housing units. It is difficult to accept the Democrats' contention that this legislation would also pay back more than its cost to the government.

The Arkansas and Oklahoma Congressmen are impressed by those who care enough to take their issues to Washington. MLA thanks the dealers for their willingness to give of their time and money to attend the Conference! These people are to be complimented for recognizing the importance of this activity and doing something about it!

CAROLINAS

executlve vlce precldent

I TTENDANCE at the 1982 Great Ipsun6up was 5,840, incl'irding

2.864 retail lumber dealers and employees, representing2}T North Carolina and South Carolina retail building material companies and 32 Virginia dealers'

Additional attendance figure breakdowns showed 1006 associate member employees representing 104 comp:rnies attending; 143 general contractors; representatives of 47 hardware stores from North and South Carolina; ll0 architects, and 1607 general public and miscellaneous visitors.

Howard K. Smith addressed the membership breakfast along with Lanny W. Moore, out-going President, and Hunter Dalton, incoming president. Ray Stevens entertained with many of his country hits.

Dalton, pres., Snow Lumber Co., High Point, N.C., will work with Ralph S. Hendricks, pres., Hendricks Builders Center, Inc., Simpsonville, S.C., lstv.p.; Al E. Witten, pres., Witten Supply Co., Inc., Gastonia, N.C., 2nd v.P.; James Enter, gen. mgr., Myrtle Beach Lumber Co., Myrtle Beach, S.C., 3rd v.P., and Max Mitchum, chairman of the board, Mitchum Building Supply Co., Charlotte, N.C., treas.

Directors from North Carolina are Thomas A. Blake, Blake Home Builders, Inc., Liberty; Jerry Smith, The Smith Companies, Lexington; Ralph Basnight' W.H. Basnight & Co., Inc., Ahoskie; Harris D. Blake, Pinehurst Hardware & Supply, Pinehurst; Joe H. Hollinshed'

Cape Fear Supply, Fayetteville; F.A. Sherrill, Shenill Lumber Industries, Inc., Statesville; Hugh Thomas, Black Mountain Lumber Co., Black Mountain; Larry Dudley, Builders Mart, Inc. of Kernersville, Kernersville, and J.B. Surles, Home Builders Supply Co., Greenville' South Carolina directors are Peter Berry, Berry Builder Mart, Union; Stanley B. King, Camden Builders Supply Co., Camden; Carl Tucker, III, C'M. Tucker Lumber Corp., Pageland; J.D. Genoble, Home Lumber Co., Greer; RoY Barnette, Bagnal Builders Supply Co., Columbia, and Robert Swinnie, Sr., Swinnie Supply Co., Andrews.

Life members of the board of directors areM.R. Bagnal, Jr., J.C. Cauthen, Gordon L. Goodson, J. Alex Kendall, R.B. McClure, Sr., W.F. Scarborough, Herbert G. Sherrill, W.M. Spurrier and R.N. Barringer, Sr.

The housing and building products show seminars were considered interesting and timely by those attending. Bob Claypool, CertainTeed Corp., targeted his comments on cash flow directly to the retail lumber industry. Art Newell's program on employee productivity had over 100 participants.

The forklift rodeo was won by James Hathcock of Builder Mart, Albermarle, N.C. Miss North Carolina (Lynn Williford) presanted him with the trophy and Sl0O from CLBMDA. Other finalists were Larry Patterson, Cleveland Lumber Co., Shelby, N.C.; flerrick Morgan, Smith-Phillips Lumber Co., WinstonSalem, N.C., and "Pug" McBee, GBS Lumber, Powdersville, S.C. Wrenn Brothers organized the rodeo with Georgia-Pacific Corp. and

Edward's Pallet Co. furnishing the materials used.

Many presentations rvere made during the roundup. Booth award winners recognized by Jim Enter, show chairman, included Diamond Hill Plywood Co., most dramatic; Northwest Structural Components, best single; Bass & Co., best adaptation of theme; Cisco, best show special; Carolina Dealers Warehouse, best pres€ntation of a new product.

Dealers winning cash prizes awarded each day of the show included lrv Garrett, Southern Woodworks, Charlotte, N.C.; Olin McKee, City Builders Service, Rock Hill, S.C.; Barry Thompson, Freeway Builders Supply Co., Reidsville, N.C. Hden Dassow, wife of Vic Dasrcw, New Home Building Supply, Greensboro, N.C., won a weekend at Kiawah Island, S.C. Tootie Bagnal, wifeof Rdph Bagnal, Bagnal Builders Supply Co., Columbia, S.C., won a silver candelabra given by Dealers Supply & Lumber C-o., Greenville, S.C.

Russell Barringer, president of CLBMDA in l!)62, was pres€nted rvith a plaque in honor of his becoming a life member of the board of directors. Ralph Bagnal made the award. Rciring president Moore and his wife Lucy received a gift from the association, presented by me.

Many others were involved in producing the roundup which concluded with the annual dinner dance. They included Mrs. Moore who presided at the luncheon me'eting of the Ladies Auxiliary; Mrs. C.E. Hulsey, hospitality room chairman, and show sponsors, Indiana Lumbermens Mutual Insurance Qg., Wrenn Brothers, Edward's Palla Co.; Huttig Sash & Door: Colwood Co., Inc., Material Distributors, Southeast, Armstrong Corp., Diamond Hill PlYwood Co., Dealers Supply & Lumber Co., lnc., Independent Builders Supply Association, Lumber Mutual Insurance Co., Pennsylvania Lumberman's Mutual Insurance Co., Tamko Asphalt Products.

Pine & Fir mouldings, millwork & specialU items

TOPICS

vlce precldent

1f, lnnCn contingent of Texans visIited Washington D.C. for the lfth annual Conference With Congress held by the National Lumber and Building Material Dealers Association. We attended the legislative briefing and visited individual members of Congress to tell them what the economic conditions were like at home. Emphasis of the conference was the importance of balancing the budget and reducing the role of the Federal government in business and in the everyday lives of the American people.

Major legislative issues discussed included tax credits for the purchasers of new homes, a bill introduced by Congressman James Leach, (Ia.); the Lugar Plan introduced by Senator Richard Lugar (R-In.); continuation of home mortgage interest rate deductibility; a revitalized mortgage revenue bond program; reform of the 1978 Bankruptcy Reform Act; thrift industry assistance; and using pension funds as a source for mortgage funds.

Those attending included Joel Tigett, George Brewton, Daniel Guerra and Mrs. V.N. Hearns, Houston; Dean Leaman, Rosenberg; Leon Mellow, Ray Nunn, Dallas; Jim Lucas, HurstiJoe Butler, Sr. and Joe Butler, Jr., Austin.

The following decision, of interest to

retailers, has been issued by the Comptroller. "Due to the presumption Of taxability, in order to avoid liability for the tax, the burden is on the seller to show

that sales were sales for resale or otherwise exempt from tax. This burden can be met by taking a resale certificate.

Tex.-Gen. Ann. Art. 20.021 (Vernon 1969) However, the taking of a sales tax permit number is insufficient to prove that the sale was a sale for resale, and likewise, invoices alone are insufficient to prove that the sales to which they relate were sales for resale."

Also of interest are hearings by a subcommittee of the Senate Commerce,

(Please turn to page 39)

executlve vlce precldent

QUtvtUE'R Conference held jointly rPby the Louisiana Building Material Dealers Association and the Florida Lumber and Building Material Dealers Association is scheduled for JuneA-27 at the Seascape Resort and Conference Center, Destin, Fl.

This combination meeting will include individual board of directors meetings for both groups, a Florida convention meeting, and joint educational sessions in the conference center. Other activities including a western cookout and fishing tournament are scheduled to allow dealers to have an informal exchange of ideas and information.

Housing will be in condominiums with emphasis on including family members in the convention. A children's recreational program will be conducted by hotel employees. Bridge and other activities are being arranged for wives.

The LBMDA officers and I have conducted a series of eight district meetings in the last few weeks. Held in conjunction with the local association serving each particular area, the meeting agenda included a full explanation ofthe organizational structure covering local, state and national associations.

Baton Rouge, Lafayette, Lake Charles, Shreveport, Monroe, Bayou, Mansura and New Orleans were included in the schedule.

Loulslana Bulldlng Materlal Dealers Asaoclatlon P.O. Box 15547, Baton Rouge, h. 70E9i

PERS NALS

Thomas M. Stevenson has joined the Longhorn Cement Div. of Kaiser Cement Corp. as a sale rep in Houston, Tx., according to Wallece E. McG€e, Tx. regional sales mgr.

Gary V. Merkel who recently transferred to Charlotte, N.C., from Ar. has been named Lumber Fieldman of the Year for Indiana Lumbermens Mutual Insurance Co., according to R.L. Harrison, pres.

Michael Caldwell, National Forest Products Association southern district mgr., has been named code changes committee chairman for the No. Tx. chapter of the International Conference of Building Officials.

G. Robert Claypool, v.p. and controller, building material distribution group, CertainTeed Corp., Waco, Tx., recently conducted a cash flow wrrrkshop for the Carolina Lumber and Building Material Dealers Association.

Charles Yignal, Canadian Millwork, Inc., Canadian, Tx., is a continuing board member for the Wood Moulding and Millwork Producers.

Thomas C. Cosper, Jr. has been appointed regional sales mgr., South, by the Homelite Div. of Textron Inc., Charlotte, N.C., according to William G. Granl, executive director, sales.

Fred W. Burgess, v.p. in charge of lumber sales, has retired after 28 years with T.R. Miller Mill Co., Inc., Brewton, Al., according to John R. Miller, Jr., pres. He was a director of the Southern Forest Products Association for many years.

R. Hunter Morin, v.p.,/director of marketing and assistant to the pres. at General Products Co., Inc. Fredericksburg, Va., has been elected lst v.p. of the Insulated Steel Door Systems Institute.

Rick Prophit is managing the new Scotty's outlet in Port Orange, Fl., with the assistance of Frank Berger.

Keith W. John is the new customer service mgr. at Odell Sentry Hardware, Greensboro, N.C.

T. E. Addison Jr., The Addison Corp., Atlanta, Ga., is the new chairman of the National Association of Wholesaler-Distributors.

O.E."Bud" Stoner III, Builder Marts of America, Greenville, S.C., is back from a So. Ca. business trip.

Bob Pierce, Town& Country HomeCenter, Denton, Tx., Fred Herbert, Herbert Bros. Lumber, Lake Charles, La., and Claude Henley, Henley Supply, Decherd, Tn., are new members of the Hardware Wholesalers Inc. board.

Juan Cortez, Handy Dan Home Improvement centers, san Antonio, Tx., is now director of stores; Rrul Jimenez is regional mgr., San Antonio; Ursulr King, Waco, Austin and San Antonio, Tx.

Steve Elliott is the new director of marketing at Hughes Lumber, Tulsa, Ok.

Jim Stroupc and Rey trlynn, Windsor Mill, Windsor, Ca., have been in La., Al., Ms. and Fl. on a sales trip.

Greg Smith has been appointed district mgr. for Mannington Mills, lnc. in Dallas, Tx., covering Ar., No. La., No. Tx. and Ok., according to Fnnt D. Hestlst, general sales mgr.

Milton Dyer is the new mgr. of the North Malvern Lumber and Supply, Malvern, Ar, Adr Mills, former co-operator with her husband Joe of Ozark Hardwood Lumber Co., Clarksville, Ar., has been appointed to the State Forestry Commission by Gov. Frrnk lYhite. John and Gordone Snow are looking forward to the first anniversary of their ownership of Smith's Lumber and Supply Co., Dover, Ok.

Joe Harwell has joined Leader Lumber, Inc., Dallas, Tx., as a p:utner.

Sen. Lloyd B€nts€n (D-Tx.) who owns a tree farm in Clarke County, Va., is now a member of the American Tree Farm System conducted by the American Forest Institute: Richrrd Lewis, director; C-harles F. trinley, Jr., exec. director of the Virginia Forestry Association, and Devid Denhrm, chairman of the Virginia Tree Farm committee, conducted the ceremony in his Capital Hill office.

Robert T. Renfro, Weyerhaeuser Co., Chesapeake, Va., is heading the newly formed paneling group incorporating operations in Chesapeake, Hancock, Vt., and Cucamonga, Ca.

Lanny Moore, immediate past pres. of the Carolina Lumber and Building Material Dealers Association and pres. of Frank Ulmer Lumber Co., Greenville, S.C., was a recent visitor to Phoenix, Az., and LosAngeles, Ca.

Bulldlng Producls Dlgoal

Clark Cossc. Southern Forest Products Association, New Orleans, ta., attended a meeting of the Nationd Housing Crisis Council in Chicago, Il.

Bob Peine is the new resident mill sales mgr. for MacMillan Bloedel Inc.'s building materials div. in Atlanta,Ga.

Drryl L. hndsdrh is the new pres. and c.e.o. at Handy City Home Centers, Atlanta, Ga.; Thomes J. Klinbeck is the new chief lnancial officer.

Joe and Xrthy Troutner, Edgewater Hardware, Edgewater, Fl., sponsored a hardware beauty queen page.rnt in their community.

Winston Menn was honored by Cook & Sons Ace Hardware, Albertville, Al., at dinner for being the Mid-South Hardware Association's outstanding advanced course graduate,

Cerl J. Hollidry is the new markaine/advertising mgr. at Ode[ Hardware Co., Greensboro, N.C.; f,eith W. Join is the new customer service mgr.

hvid S. Arlhurs, Inverness, Fl., has been re-elected to the board of directors of Blish-Mize Co.

Jerry Witt has been named "oustanding salesman" by AFCO lndustries, lnc., Diboll, Tx.

Jerry Yessberg, Vassberg lmplement Inc., Lyford, Tx., was elected pres. of the Southwest Hardware & Implement Association at the convention in New Orleans, La.; Lloyd Cox, Cox Hardware, Houston, Tx., pres.-elect; Calvin Jordrn, Cal Jordan Implement, Clovis, N.M., v.p.; EdwinCox, Fry and Cox, Inc., Muleshoe, Tx., Jeck Jrckson, Jackson's Hardware, Livingston, Tx., Herold Mrhrnry, Mahanay International, McKinney, Tx., and Chrrlie Howerd, Oil City Tractors, Inc., Beaumont, Tx., directors. Yrnce Peyne, Payne & Payne Hardware, Center, Tx., retiring pres.

Jim Galletly is now sales mgr. for Diamond Hill Plywood Co. at the Charlotte, N.C., branch; Denton Bcnfield Jr. is new in sales there; Johnny Smith is a new sales rep at the Nashville, Tn., branch.

Truman Phifer, Southern Forest Products Association fieldman, spoke at the Forestry and Harvesting Training Center workshop held in Long Beach, Ms.; Jim Heney, senior fieldman, is back from the Dominican Republic, Jamaica, Puerto Rico and Haiti where he arranged for export seminars in late summer; Chuck Gehring has had a paper, "Why Jamaica Likes Southern Pine," published in the proceedings of the forestry seminar held in Kingston, Jamaica.

Jerry Huber has joined PIP Wholesale in Goldsboro, N.C.

Tom Berd is the new gen. mgr. of the Florida Div. of Chandler Corp., Leeburg, Fl., according to Dick Frazier.

(Please turn to page 39)

New Dimension, Old Name

Winton Lumber Co. has long been a firm with an eye on the future, pioneering innovations in the lumber industry. Now it is a leader again with a mill, the Pas Lumber Co., Ltd., producing structural grade finger- jointed long length dimension lumber.

In the early '50s, when the Winton family did finger-jointing of white fir and pine moulding, they hoped that one day they could use the surplus short length lumber from the spruce mill in a higher dollar return product. Twenty five years later technology developed by Dr. Suezone Chow of the Western Forest Products Laboratory, Vancouver, 8.C., made this possible.

They opened the Pas mill in Prince George, B.C., in 1979to produce2x4 through 2x12,22 ft. through 40 ft., structural #l and #2 SPF. Built at a cost of over $2 % million, the plant is said to be the most modern finger- joint facility in the world.

The process starts with 6 to l0 ft. lengths of spruce, pine and fir. This

raw material is sized in the planning mill to an oversize of l/8" over in thickness and Vr" over in the width before entering the finger-joint plant where it is trimmed and visually graded before fingers are cut in each end.

After the cutting, the material flowsthrough ahugeovenT3 ft. long where a l75o temperature is maintained. As the raw material leaves the oven, phenol resorcinol exterior marine glue is applied to the fingers at both ends. They are then jointed together with approximately 400 p.s.i. of pressure. The heat stored in the fingers helps to cure the glue.

A continuous ribbon of lumber is the result of this process. As it feeds out, a flying cut-off saw automatically cuts it to pre-determined lengths. After traveling on a series of carefullytimed belts to allow additional curing, the lumber goes to the planer where it is surfaced to standard, structural dimension sizes.

Each piece of lumber produced is passed through a 40 ft. Metriguard Tension tester which clamps the

lumber at each end and applies a load in tension to 1.3 times the Ft. values for #l SPF grade. Results show 390 or less of the pieces fail. In addition, 9990 of those that do fail break not at the joint, but in the lumber.

Uses for long dimension lumber include rafters and joists in residential, commercial, and agricultural construction. According to those who use it, its straightness makes it unnecessary to sight in the crowns. The availability of long lengths for floor joists, plates, ceiling joists and rafters is said to make it possible to build with approximately 4090 fewer pieces of lumber, eliminating butt joints, spliced joints and overlap joints.

In addition to long dimension lumber, the Prince George plant can run 2 in. decking to lengths up to 40 ft. with precision trim to exact length and rough faced sidings in Dolly Varden, Channel and carsiding patterns.

All Winton longdimension lumber is sold through the Winton Sales Co., Minneapolis, Mn., with Lou Huettl, sales manager, and a staff including Paul Williams, assistant sales manager, and Steven From.

@ IDACO Texture-matic Saw

Combines the Ripping and Texturing oi Lumber into One Fast Operation

The Texture-matic from ldaco is a dualpurpose rip-saw with a built-in texturing attachment. Two vertical blades make ripcuts. One horizontal blade textures the lumber. The texturing blade can be disengaged, allowing you to use the saw for ripping only.

The Texture-matic Saw offers you the opportunity to expand your lumber-cutting capabilities while saving time and money. It also eliminates the need to carry both a finished and rough wood inventory.

For more information about the Texture-matic Saw...call Gene Woloveke at ldaco today!

NEW PR DUCTS and selected soles oids

Cabinets to Debut

Perma-Bilt Industries has six offerings in its new line of ready-toassemble kitchen cabinets.

Three traditional and three contemporary styles are available. Factory assembled units will also be available.

TubularProjects

FREE READER SERVICE

For more information on New Products write Building Products Dgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O.

Please mention issue date and page number so we can process your request faster! Many thanks!

Low Maintenance Deck

Deck Wood is a new pressure treated wood product from J.H. Baxter & Co.

With proper installation, it reportedly provides a maintenance free service life for both above ground or in ground applications. The preservatives used in the pressure treating are leach resistant and prevent attack by insects and decay.

Deck Wood is recommended for all outdoor home projects such as fences, decks and retaining walls. It can be installed in hot, freezing or rainy weather.

For patio decking it is sold only in 2x4 and 2x6 high grade appearance lumber which can be painted or stained to match a color scheme or left natural to age to a driftwood grey.

Other materials required to complete a deck such as timbers and support posts are available in common framing grades, also Pressure treated.

Medalist Redi-Bolt has a new tube and connector system for custom doit-yourself projects such as shelves, frames, carts, tables and racks. Called the TubeWorks, it includes round and squ:ue tubes in three sizes (%" , l" and lVt") and two lengths (3' and 6').

The system consists of a basic connector with an integal post and additional posts that can be screwed on as needed.

Climate Control

The T30 automatic setback thermostat by Robert Shaw is a combination heating/cooling control that automatically raises and/ot lowers temperatures on a single or dual cycle in a 24-hour period.

The reported advantages include installation with a screwdriver on 24-volt or millivolt systems, sealedin-glass switch which requires no leveling and a clock that operates on a NICAD battery (not for millivolt system).

May,1982

Space Saving Stair

A steep stair designed for industrial, commercial and residential situations where space is critical is being marketed by Lapeyre Stair, Inc.

Built at a 70' angle, alternating half treads allow the feet to move from tread to tread without having to step over the tread in between.

With handrails for body support and a short run (12' on a 48" stair to 7' on an 18" stair), the stair complies with OSHA requirements.

KeeponTrucking

Particularly applicable to the retail lumber and building materials

FIRE RETARDANT treated wood introduced by Koppers Co., Inc., is designed lor application in weather protected areas ol buildings. The new Dricon wood extends the use of wood in Jire resistive construction bv

market is a new lift truck series, the XL from Hyster Co.

The 4,000, 5,000 and 6,000 pound capacity internal combustion trucks are equipped with 4-cylinder, overhead valve engines, available in either gasoline or LPG configurations. A high precision leaf chain hydraulic pump drive eliminates the need for an external shaft or belt. The engine block extends below the crankshaft centerline for added

providing "low hygroscopicity" (reduced moisture pickup) and low corrosivity of metals in contact with the treated wood, according to company spokesmen.

strength with cushioned engine mounts to absorb power train vibration.

A diesel engine is available with indirect fuel injection, swirl-type combustion chamber and a gear-type hydraulic pump drive.

The series uses a single-speed powershift transmission. A high performance torque converter is matched to the engine and transmission for low-speed grade climbing

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and page number so we can process your request faster! Many thanks!

Swinging Seat

E-Z Sales and Manufacturine recently added the Netchair to its linE of Original California Fashion Furniture.

Constructed from nylon knotless rope, the chair, reportedly lightweight and fully weatherproof, hangs from a hardwood crossbar suspended from a galvanized steel chain linked to a ceiling screw.

The chair also is available with a knock down pipe stand and comes with a cotton cushion filled r+ ith machine washable shredded polyurethene foam stuffing.

Stick lt to'Em

A new rare-earth magnetizing tool from Ceneral Hardware Co. provides a way to magnetize screwdrivers, tweezers, and other small tools instantly.

A tool can be magnetized by passing it through the center-hole open- ing a few times. When an extrastrong magnetic force is needed, the tool can remain mounted on the screwdriver.

The Natural Look

Nature motifs with the texture and coloring of handcrafted materials are reflected in the newest collection of resilient floor coverings introduced by Mannington Mills.

Included are a daisy pattern, a recreation of a hand-painted Italian tile and a textured tile in the style of handcrafted ceramics.

Chalk One Up

Malco chalk-plumb lines which mark on any surface, including wood, brick, stone and metal, are available in 50 and 100 ft. lengths.

They feature an enamel finished, die-cast aluminum case and an easy slide action winding reel lock which

QUALITY REDWOOD

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities orovide us with versatility in meeting your customer's needs.

From the lorest to the lence

P.O. Box 248

Arcata, Ca. 95521

(707\ 822-1779

Russ & Bob Britt

releases automatically on rewind. Replacement line spools in 100 ft. lengths hal'e a timesaving "pop-in" design. A wedge-lock, plumb-bob tip prevents chalk leakage yet opens easily for quick refilling.

A special formula blue colored chalk is also available.

Patching Compound

Tamms Industries is the manufacturer of Thin Patch, a compound that is said to featheredge and hold longer than other masonry products.

For use in repairing most types of concrete and masonry surfaces, for leveling floors and walls, patching corners and filling small holes and honeycombs, it also can be used as a grout for tuckpointing chimneys, foundations, fireplaces, brick walls, barbeque pits.

Mixed, using water as the only additive, it is available in 5 lb., l0 lb., and 25 lb. containers.

lFasteners Exposed

I U.S.E. Diamond's new counterjtop display merchandiser for screw pnchors, toggles and fasteners is feportedly the first to take these items put of the box and into plain sight of Eustomers.

I The metal display unit features 25 prepacked, shrink-wrapped, refillpble bins which are shipped from Histributor to dealer in three cartons. IIhe units also feature the comlany's Guide to Fastening Around llhe Home supplied with how-to inptructions and uses.

Shim, Shim, Shimmy

U shaped plastic shims for use in construction applications are available from Grove Products, Inc.

They simplify the alignment and leveling of a wide variety of architectural components, including windows, doors, and curtain walls.

Typically withstanding l0 tons of compressive force, they are offered in two sizes (l Vz" x 2" and lVz" x Jr/2"\ and three color-coded thicknesses (l/16" blue, l/8" red, and l/4" black), supplied bulk packed in boxes.

Solar Hose

A new, internally ribbed silicone solar hose for collector-to-collector connections between headers is being introduced by Chase-Walton Elastomers, Inc.

Creating a permanent expansion joint between flat bed solar collector headers, it prevents leaks caused by thermal expansion/contraction fatigue.

] A new aluminum filler for repair]ing damaged sections of metal or lother rigid surfaces has been inItroduced by Unican Corp. j Alum-A-Weld uses a standard ]two-part mixing system and achieves Ithe hardness of metal when cured. It ladheres to metal, wood and fiberglass.

Don't Fence Me In

Tubular Specialties Manufacturing, Inc. has developed two new component railing systems in stainless steel available in both upright and wall-hung designs.

They are for the retrofit market as well as new construction.

ElementarySoldering

A newly designed soldering iron heat element reaches operating temperature faster and with less energy than earlier models claims the Ungar Div. of Eldon Industries.

The Thermo-Duric element is nonmagnetic and heaters equipped with it conduct static-electricity from the tip to the ground wire of the power cord. Both factors prevent staticelectricity damage to microcircuits.

They come in three wattages and temperature ratings: 40W, 700'; 45W, 800o F; or 50 W, 1000o F.

The new heating element can be retrofitted to existing irons and any of the standard 40 tips can be used. Tips are either built into the heating assembly or can be attached with male or female threads.

Bright Shiny Floor

GMT, rnanufacturers of vinyl floor tiles, fabrics and wallcoverings, has developed a vinyl floor cleaner and acrylic floor dressing.

The concentrated, nonammoniated cleaner and the nonbuff floor dressing may be used on any vinyl products not adversely affected by water.

Kitchen Convert

Jenn-Air Corp. has new wall ovens which convert at the turn of a knob from radiant "bake'n broil" oven to a convection oven.

The new ovens are equipped with a pyrolytic self-cleaning cycle. Safety "see-thru" windows and lighted interiors allow the user to view the cooking process.

For Baseboard Heating

A new reflective ceramic fiber insulation that inserts quickly and easily onto the back plate of standard baseboard is now available from RigNor Co.

Trademarked Flexo-Therm, this material is energy conserving, flameproof, non-conductive and asbestos free. It features easy stickon installation and can offer a minimum of l2olo energy savings based on standard installations. It can be installed by a homeowner using a ruler and a pair of scissors.

Insulating the back plate of baseboard. it reduces heat loss through the back plate and room walls. The material is only l./8" thick with a reflective value of R-3.

refund certificate, dated cash register receipt and proof of purchase label from either a 10" or 12" ceramic style planter or a l0 Vz", l2Vz" or l4Vz" contemporary or pottery style planter. The offer expires June 30. Special ad slicks enable retailers to combine the refund offer with price reductions on the planter.

Electromagnetic Lock

DynaMetric, Inc. has developed a direct-holding electromagnetic lock which can be mounted in either the face-holding configuration or the shear (sliding) mounting with % ton holding force without loss of door headroom.

The company claims that installations can be made as easily on sliding doors, roll doors and swing doors as on conventional doors.

(STORE NAME).

PlanterPayoff

Rubbermaid has a Pick-A-Planter $1.00 Refund Offer-designed to increase sales on large size planters during the spring.

The offer returns $l in the mail to consumers who send in a completed

Vinyl Wallcovering

Simple Pleasures, a vinyl wallcovering from the Birge Co., comes in 23 designs and 108 styles, coordinated into l6 color groupings. It is pre-pasted, scrubbable and strippable.

For BetterCirculation

The Savannah is the newest tion to Nicholas-Kusan's line energy-saving Old Jacksonville ing fans.

Available with 38" or 42" it has a flexible blade hub, vibr absorbing motor mounts, and heavy duty, sealed ball-beari induction-type motor.

A solid state variable speed cont

and a motor reversing switch al for year-round climate control. C trols are located below the fan for safety.

The speed can also be controlled wi an optional wall switch.

A full line of optional lighting kit and accessories as well as solid blades in various finishes, plai stenciled or with cane available.

SavetheThumb

A new tool, a nailholder, is being introduced to the building industry by RAK Associates.

Marketed under the name of MarNo-More, it is useful in nailing in

Pretty Bubbles

Pfeiffer Skybubble is offering a colorful new merchandiser, featuring a display-sized skylight.

This unit demonstrates manufacturer-recommended curbmount flashing procedures on its shingled roof mockup, emphasizing easy weather-tight d-i-y installation.

The 5' high merchandiser stores two cartoned Skybubbles beneath its roof section. An optional gondolamounted version is available.

EasyConnection

Fernco, Inc. has introduced QwikTee and Qwik-Elbow plumbing fittings for do-it-yourself repair or alteration of in-house drain, waste or vent pipes.

i

hard to reach areas. The nail is placed in the tube, positioned where the nailing is to be done and the spring loaded plunger is struck by the hammer to set the nail.

Manufactured of zinc plated steel, it retails at $14.95.

Foundation lnsulation

Thermboard, an energy conservation product for both new home construction and existing structure retrofit, has been developed byOmni Energy Products, Inc., for insulating building foundations.

The 2' x 8' sheets of Dow Styrofoam coated with Pantherm insulating coating, can be used on slab, crawlspace or basement foundation walls. In new construction they are installed as part of the forms for a monolithic slab foundation pour.

Panels can be scored and cut with a pocket knife and painted to match existing siding.

Made from flexible P.V.C., they come in three sizes (l%",2" and,3"\ to fit common household pipes including cast iron, steel, plastic, copper and lead. Reducing sizes are made with a separately supplied bushing set.

Designed with extra length and flexibility for easy replacement of fittings that have been removed for alteration or repair, the connectors are installed by tightening the stainless steel clamps with a screwdriver.

Reflecting Rays

A thermoreflective wallcovering which reportedly will save energy as well as decorate a home. Thermodecor, a product of Bammental, is offered in 47 designs and colors.

An invisible thin aluminum layer reflects at least 6590 of infrared rays striking a Thermodecor surface, according to the company. This reportedly helps keep rooms warmer in the winter and cooler in the summer.

The product is suitable for walls and ceilings of homes and offices. It is pretrimmed, washable, strippable and said to be as easy as conventional wallcoverings to apply.

It comes in standard double rolls, at $19.99 list per single roll.

CUSTOM REMANUFACTURING

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements.

Western Turnings & Stair Company

lnside Wind Screen

The Windolator, an interior window cover system from Afco Industries, Inc., is designed to save energy for the homeowner.

Pre-assembled as a singl€ unit; adiusts to any angle. L€ngths 2 ft. to 14 ft.

NEW! ,.TARBLEINE'' STRUCTURAL COLUMNS

Genuine marble particles are combined with polymers and fiberglass and spun into colonial columns of true entasis taper. No splitting, rotting or termites ever! Stock sizes from 6" x 8 ft. to12" x 16t|. Custom sizes and fluting also available.

The .060 clear styrene sheets come with self-adhering vinyl mouldings for d-i-y installation. Four glazing sheet sizes are available,24" x 36", 38" x 56", !!" s$" and 40" x 80". The frame trim is available in 38", 50", 66" and 80" lengths while the sill trim and joiner trim come in 50" and 80" lengths respectively. All mouldings accept from .040 to .125 thickness.

A self-selling merchandise rack is available with two assortments for open stock programs.

Heat on Call

A microelectronic setback thermostat from Johnson Controls automatically raises or lowers home temperatures up to four times a day in accordance with family activities.

The digital clock thermostat is controlled by a single tiny microprocessor. Slide selectors set the desired day and night temperatures and the times automatic temperature changes are desired. A separate on-off button for each day lets the homeowner skip the temperature changes to maintain constant levels on any day or combination of days.

A digital clock continuously displays time, room temperature and day of week. There is a backup bat-

Reversible Pliers

A newly developed retaining ring pliers from Sunbelt Industries offers twelve different pliers in one bY utilizing interchangeable, reversible heads.

The complete set, a handle and six heads, is capable of fitting internal and external retaining rings with shaft/housing diameters of uP to 2 3/E" or 60 mm.

Opening the lock on the head, revolving the head I 80 o and reattaching it to the pliers, converts an internal to an external pliers for any of the six heads. Also available in a larger size to handle retaining rings from 1.6" to 4" in diameter, the pliers has a nickel plated finish, black finish heads, plastic insulation on the handles, and a compact storage c:rse.

Daylight Stretcher

Lite-Span from Malco Products is a new temporary lighting system suited for the job site and indoor or outdoor applications where lighting is a problem.

Lampholders spaced at l0 ft. intervals are available in 50 ft. (5 lamp) or 100 ft. (l0lamp) lengths. Heavy duty 12 gauge conductor cable allows them to be interconnected.

tery power system in event of electric power failure.

Designed to control residential gas, oil and electric forced air, hot water, and steam systems for heating as well as central air conditioning systems for cooling, the unit installs on the wall and can replace existing thermostats.

The thermostat has a suggested retail price of $99.95 and is said to qualify for a federal income tax credit of I 5 9o its total installed costs.

Deslgner Finishes

Five new contemporary, semigloss designer finishes in rich, natural earth tones have been added to RustOleum Corp.'s current line of rustinhibitive metal coatings.

Suitable for both interior and exterior metal protective and decorative use, the lustrous semigloss designer coatings are available in 13 oz. sprays andl/2 pt. brush-on containers.

NEWI WOI{DERAIL wooosTAtR SYSTEII

WESTERT{ HEILOCK STA|R COTFONENTS - Rail, Ffiings, Ne*€ls,8alust6rs and Posls in an assoiiment ol stybs and siz6. Call or Wrlle for Llto?aturs

ConnectorSystem

Medalist Redi-Bolt has developed a connector system for home projects using round or square tubes with diameters of 3/4" , l" or I l/4"

Called the TubeWorks, the system consists of a basic connector with an integral post. Additional posts are cemented and screwed to the connector as needed for each corner joint. Tubes slide over the posts.

The package includes four connectors and eight posts (enough for four corners). Additional posts are available in packages of four with necessary cement and screws included.

Scent to do the Job

Vaportek, Inc. has introduced a compact disposable odor neutralizer, Odo-Raser.

Housed in a polypropylene container, the unit is activated by easy, adjustable controls. It emits a nontoxic neutralizing vapor.

A NewOutlook

A 90'Perma-Shield casement box bay window is the latest addition to Anderson Corp.'s line of windows and gliding patio doors.

The new unit, available in white or Terratone, offers removable grilles, insect screens and triple-glazing. Size variations range from 3', 4' or 5' heights in sizes to fit rough openings of4'2" or6'l-7/8".

A 30'and a 45 o angle bay are also available. All three units have Perma-Shield casement windows with double-pane insulating glass and vinyl-sheathing over preservative-treated wood core sash and frame as standard.

Andersen also is introducing a triple-pane insulating glass option for all awning and casement units. In addition, the gliding patio door now has a right-hand opening option in the replacement size available.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and page numbe.r so we can process your request faster! Many thank!

Kits For Lilts

Kits of service parts and supplies for routine maintenance of lift trucks have been developed by the Industrial Truck Div., Allis-Chalmers Corp.

Two kits are available: one for dealers performing service on a customer's premises, one for customers who do their own service. Eight items are provided: air cleaner, oil filter, tuneup kit, spark plugs, oil, tube grease, hand cleaner and lubrication chart.

CATHEDRAL tllARKltlGS of sliced oak are captured in the newest addition to Champion International's Concepts paneling line. Natural woodgrain reproduclion on Lauan plywood, the 8" plank design is produced in three colors: sylvan oak, a white panel with delicate blue/grey underlone; walden oak, an off-white to beige tone: arbor oak, a warm, honey shade. Suitable tor bolh residential and commercial application, in a variety ot sizes and lhicknesses, it carries a Class C, flame-spread rating lrom the Hardwood Plywood Manufacturers Association.

DOUGLAS FIR

Long Arm ol the Saw

Hendrick Manufacturing Corp. has introduced the Long Arm-a 3l " cutoff sawthat willcut stockdownto a workable size and perform precise cuts on all component parts.

It provides a cutting len4h of 31" and a full 4" material depth for many applications including decks, doors, cabinet backs, backsplashes, side panels and frames.

The saw features 2" diameter solid steel precision ground and polished rails mounted in a solid cast base plus a push button start/stop feature.

Standard equipment includes 14' x4'steel cable frame with table top and a squaring fence. Additional options and accessories are also available.

ShinglesSell

A shingle designed for application over one or two existing roofs is being marketed by Celotex Corp.

The Cove II reroofing shingles are self-aligning and come in four colors. Sold in bundles covering approximately 33-l/3 sq. ft. each, they carry a U.L. class A fire and wind resistance label.

Special promotiond materials are available to home centers.

The Dimensional Shake Asphalt shingle, another Celotex product, reportedly has the appeal of cedar shakes but is less expensive and comes in four earthtone colors.

Door Combines Wood, Metal

The new Louisiana-Pacific Corp. Forester patio door combines wood inside with structural extruded aluminum outside in a thermally efficient sliding door. A new concept in quality patio doors, it offers features like l " tempered insulating glass, thermal barrier sill, all steel tandem rollers, complete perimeter weatherstripping, plus an interlocking and weatherstripped check rail.

The reversible door, engineered for fast and easy installation, is suitable for new construction or replacement of older aluminum patio doors. It is available in two and three panel sizes with wood grilles and keyed lock as options.

Exterior aluminum is prefinished in white or brown with the interior in natural wood which can be stained or painted.

SinkorSwim

New from Plumb Shop is the flexible extension tube for d-i-y sink installation or extension tube replacement.

Because the tube is flexible, minor misalignment is allowed between sink strainer and J-bend while still maintaining a leak-free connection.

The carded tube is available in lV2" O.D. and lVq" O.D. slip joint connections, and lVz" O.D. direct connection. Each package includes step-by-step directions.

Shower Power

The Swan Corp. now has a shower surround product for builders, contractors or consumers.

Known as Showerwal, this system is manufactured of press-molded fiberglass with a baked-on polyurethane coating. Suited for both remodeling and new construction, it is packed, knocked down, in a corrugated carton with all materials needed for installation.

Showerwal adjusts to fit shower base sizes from 30" x 30" up to and including 36" x 36". In addition, an optional extension panel fits areas up to 36" x 60". The system reportedly installs in an hour using only a drill and caulking gun.

An in-store merchandiser is available to stocking dealers.

Performance Guaranteed MacMillan Bloedel Building

Materials have a new Aspenite waferboard underlayment panel that they back up with a written guarantee.

Panels, when handled and installed as floor underlayment in accordance with instructions set out in their application brochure, are

guaranteed to hold floor

buckle or delaminate; not cause cracking of the floor covering, or nail popping; not split or crack on nailing or stapling.

covering adhesives firmly; not warp,

CONSUMER CLINICS

(Continued from poge 13)

ing, ceiling tile, or vinyl flooring, all are somewhat simple jobs.

(3) Develop a Written Plan

So that no detail is overlooked, you need a written plan which should be reviewed with your clinic managers.

Here are the key items that should be in your plan:

(l) Proper scheduling is essential. Determine the week or weekend to schedule the clinic. It's best to hold them on Friday nighrs or on Saturdays. On Saturdays, a morning and an afternoon clinic are possible.

(2) Call in yolr manufacturer's representative for the product selected and request his help in providing literature. samples. demonstration aids, films and even personal help if possible. Some manufacturers or distributors have well trained people to do just this type of program.

(3) Select the location in your store for the demonstration. Be sure it is out of the heavy traffic area so as not to restrict sales of other products while the clinic is in session, and to provide a quiet spot so your audience can easily hear the demonstration. If necessary, move some of your displays temporarily so you have tne proper space.

(4) Set up 30 to 40 chairs. (Renr them from a local club or funeral parlor or church.)

(5) Provide enough room at the front of the audience for the demonstrator to conduct the demonstration.

(6) Make a list of all the rools, materials and literature needed and assemble these items in an area for safe keeping and easy accessibility.

(7) Plan your advance promotion. Use your newspaper ads or radio, outdoor sign, in-store posters near entrance and checkout counter and posters in the department where the product is displayed. Provide checkour personnel with a 3" x 5" slip promoting clinic dates and requesting reservations. Some dealers require customers to sign up for the clinic so they know how many are coming; also the customers have committed themselves to attend. Allow at least 2 to 3 weekends for advance promotion.

(8) Use prizes or drawings. if pos- sible, in promoring the clinic. The manufacturer or distributor may help with these items.

(9) Rehearsal is absolutely necessary. Even if you have a manufacturer's representative to conduct the clinic, at least have them come in a week in advance and review the entire program so that when they arrive to begin the clinic, you have everything they need and they are familiar with the physical ser-up. lf possible, ask the manufacturer's rep to rehearse beforehand. If store personnel are holding the clinic, by all means rehearse two or three times before the clinic day and ",-ou be sure lo critique the rehearsal.

( I0) Offer coffee or coke or some beverage and doughnuts, cookies. etc.

( | l) Although mosr customers will not purchase the product at the completion of the demonstration, make a strong pitch for the order. Some dealers offer a discount good only on the clinic day. Pass out literature, pricing information and samples at the completion of the clinic. Always allow time for questions, and in addition. invite the audi-

ence to come up individually after the demonstration to speak personally to the demonstrator. Many people are too shy to ask the question in front of the entire group.

(12) lf you have a drawing. conducr this after the clinic and award the winner in public.

(13) Be sure you also make available the tie-in products necessary to do the complete application or installation. lf adhesive. nails. special tools, etc. are needed, have these pr<ducts on hand and priced. and discuss these items uhen you ask f<rr the order. lf you reni rools. include these in )'our program.

The more advanced retailer who is experienced in holding clinics should consider a Clinic .Open House Program. Some chains such as Central Hardware in St. Louis. Mo.. hold an annual Clinic Week. A dozen or more manufacturers are invited to hold clinics and demonstrations simultaneousll during a three-da1,period. Space is provided in the warehouse and traffic is channeled back ro this area. Here again. heavy advance promotion is necessary in the media and within the store.

Consumer clinics can be profitable. but careful planning and advancc' preparalion and promotion are vital ingredients to their success.

Edward A. More is a veteran of 25 years morketing management with Formica Corp. and a vital link between the company ond the home remodeling industry. A two-term president of the National Home Improvement council, he has retired from Formica and opened Edward A. More &. Associates, marketingmerchandisingconsaltants. -ed.

FIX-UP MARKET

(Continued from page 9)

public tv in the South this spring and summer. Contact your local PBS station for time and dates.

The construction advantages of older homes are myriad. Even when the building is devastated by years of neglect, the basic construction is often sound. Magnificent wood paneling, hardwood floors, carved stair parts, brass hardware, stained glass, shingle siding, and gingerbread architectural features have sometimes only been dulled by the ravages of time and can be restored to a useful life.

More modest wooden or stucco houses lack the impressive dignity of the Victorian mansions, but they too can be restyled into attractive, livable homes for present day families. The addition of features long associated with suburban living such as outdoor areas and privacy gardens is flourishing.

"People in cities are just as anxious for outdoor living as suburbanites," explains the representative of a large city lumber yard. "They

TEXAS TOPICS

(Continued from page 25)

Science and Transportation Committee on the broad and diverse issue ofproduct liability. NLBMDA endorses the concept of the legislation with minor changes and has encouraged the Senators to introduce formal legislation for full committee review.

Of interest to lumber and building material dealers is a section which provides that a product seller other than the manufacturer is liable if, "by a preponderance of the evidence," the seller's own breach of an express product warranty was the proximate cause of the claimant's harm. A seller is responsible only for his own fault, except where the manufacturer is not subject to service of process or is determined to be judgment proof. The objective is to reduce litigation costs by taking the seller out of suits in which he is not responsible.

The legislation would preempt state law theories of strict liability in tort negligence, breach ofwarranty, failure to warn or instruct, or misinterpretation, which previously governed such action. In addition, the draft would place a 25 year time limitation on liability.

build decks, only the decks are smaller. They build fences, only the fences are shorter. And then, there are some other uniquely urban uses. Take an old city house converted into apartments for instance. The second floor may have a screened-in wood porch, so the residents can sit in privacy and gaze over the roofs of the city. Or the same building may have wood steps leading to a private side entrance."

Wood is only one of the many building products needed for renovating a house. The outside will probably need shingles, turned railings or decorative millwork, roofing, stucco or paint. The invisible inside will use plumbing, wiring and insulation. The visible inside will need doors, windows, skylights, plaster and plasterboard, lighting, cabinets, ceramic tile, bath and kitchen fixtures, built-in appliances, stair parts, and flooring to name a few. The finishing touches will use at least paint, wallpaper, floor covering, and decorative hardware. Almost every department of the home center or building supply store will contribute to the remodeling with materials or tools.

PENTH0USE deck, built with pressurelreated lumber, provides a private space for relaxation.Proiects like this are an imoortant parl of inner city remodeling and repair.

Remodeling of early homes requires many specialty building products. Obsolete siding and moulding patterns must be reproduced.

While building supply dealers may find it impossible to stock all the specialty items required for remodeling, they can special order or at least keep catalogs from such places on hand for customers.

The retailer, whether through contractor sales or d-i-y trade, is bound to benefit from the growing interest in improving existing housing through remodeling and repair.

MORE PERSONALS

(Continued from page 26)

Loren lrving, Deschutes Pine Sales, is back in Bend, Or., after a sales trip to Atlanta, Ga.

George T. Poulos is the new exec. v.p. of Wolohan Lumber Co. including the retail units in Ky.

Daniel A. Martinez, regional mgr. of the Georgia-Pacific Corp. divs. in Palatka, Fl. and Port Hudson, La., has been named a v.p.

George H. Smith, Jr. is now merchandising mgr. of Henderson & Baird Hardware Co., Inc. for both the Greenwood and Greenville, Ms. operations.

W.D. "Dick" Rose, newly named general products mgr., distribution div.,' Georgia-Pacific Building Products, will be moving to Atlanta, Ga., with the corporate staff this summer, according to Stanley S. Dennison, senior v.p., distribution div. He is a graduate of the U. of N.C.

Robert H. Sands has been promoted to assistant Southern Region sales mgr. for Alcoa Building Products, Inc., working out of Jackson, Ms., according to Jack Anderson, pres. of the Pittsburgh, Pa., firm.

Obie P. Moore has been selected as pres. and c.e.o. of Rite-Way Metal Products (Cool-Way fans), Smyrna, Ga.; G. Warren Stoughton assumes sales and marketing duties as v.p. Polly Esther has joined the fabric sales dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

LET'S HEAR FROM YOU!

Building Products Digest is a new monthly information service for you. We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to Building Products Digest,4500 Campus Dr., suite 480, Newport Beach, Ca.92660 or, if easier, call (714) 549-8393. There is, of course, no charge.

Working with hardwoods

f,S promised in our last article .{1l,in our continuing series on hardwoods. we are here presenting additional information on Southern hardwoods, in this case, their relative working properties. The article last month detailed general physical properties of Southern hardwoods.

Now in its first year of presenting inforrnation on any and all kinds,

Sfory at a Glance

Planing, shaping . . . relative yield ol smooth tumings live additional categories. . parl 2 of Southern hardwood species information.

RELATIVE WORKING PROPERTIES,

types and species ofhardwoods, we will conclude this mini-serieswithin-a-series on Southern hardwoods next month with an in-depth breakdown of general characteristics of hardwoods from the South. The series will, of course, continue to deal with all other hardwoods and will, periodically, return for more coverage of Southern hardwoods.

NEW LITERATURE

Hardwood, Cypress Rules

Rulesfor the Measurement ond Inspection oJ Hordwood and Cypress is available for $3 from the National Hardwood Lumber Association, P.O. Box 34518, Memphis, Tn. 38134.

Learning to Lift

Service training catalog with factory courses on lift trucks is free from AllisChalmers, Milwaukee, Wi. 53201.

Coating Catalog

Copies of the Rzsl-Oleum Industrial Coating Systems Catolog are free from Industrial Products Marketing, I I Hawthorn Parkway, Vernon Hills, Il., 60061.

High Stepping

An 8-p. color brochure ofnew product literature is free from Ericson Stair Co., Inc., ll23 Taylor Way, Tacoma, Wa. 94E2t.

Door Panel Designs

A brochure illustrating cabinet door and drawer panel designs is free from Ralph Wilson Plastics Co., 600 General Bruce Dr., Temple, Tx.,76501.

Bulldlng Products

Catalogs on insulation, siding, metal products, roofing products, paneling, lumber products, Sypsum, and building products are free from Georgia-Pacific, 900 S.W. Fifth, Portland, Or.972O4.

Handling Charges

A color brochure detailing the XL lift truck series is free from Hyster Co., Industrial Truck Div., Box 334, Danville, n. 61832.

Better Salespeople

Better Homes ond Gardens has

published a product knowledge training course for building material,/home center salespersons. For more information contact Jamie L. Martin, Better Homes and Gardens Books 1716 Locust St., Des Moines, Ia. 50336.

Fasten-natlng

A guide to fasteners for home use is free from U.S.E. Diamond, Inc., P.O. Box 1589, York, Pa. 17405.

Meet Mlllwork Membors

FOR PROMPT SERVICE

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

Building Brochure

A color brochure highlighting wall, roof and framing systems is available free from Logan McCabe, advertising & sales promotion mgr., Varco-Pruden Building, 5100 Poplar Ave., St. 2121, Memphis, Tn. 38137.

Coming Unhinged?

Illustrated brochures on Anuba hinges are available free from Dolmite Hardware, Inc., 38571 Northfarm Dr., Northville, Mi. 48167.

Wood Foundation Facts

A revised edition of. All-Weather Wood Foundalior manual is $10 from the National Forest Products Association, Technical Services Div., l6l9 Massachusetts Ave., N.W., Washington, D.C.20036.

Woodworking Machine Guide

The Buyer's Guide and Directory to Woodworking Machinery Manufacturers of America is free by writing the WMMA, 1900 Arch St., Philadelphia, Pa. 19103.

Millwork Sources of Supply, a membership directory, is available from the National Woodwork Manufabtuiers Association, 205 W. Touhy, Park Ridge, il. 60068.

Doorway Directory

The 32-p. Pemko Catolog 82 of threshold and weatherstripping products free from Pemko, Dept. MSP, P.O, Box 821 6, Emeryville, Ca. 94662.

Merchandising Mania

Over 100 display merchandising aids are in a new 32-p. catalog, available free by writing Art-Phyl Creations, 16250 N.W. 48th Ave., Miami, Fl. 33014.

Fashions in Furniture

Original California Foshion Furniture brochures are free from E-Z Sales and Manufacturing, l4l8 West l66th St., Gardena, Ca.9O247.

Hitting the Decks

An illustrated brochure introducing steel composite floor decks is free from Wheeling Corrugating Co., P.O. Box ll8, Pittsburgh, Pa. 15230.

Lucrative Lighting

A new 8-p. brochure about energysaving Redi-Lite door lights is free from Wayne Boren Corp., P.O. Box 40486, Houston, Tx.71240, or (800) 231-4551

On the Rise

The Lee Presto Lifts Catalog is free from Lee Engineering Co., Inc., 100 Ashton St., Pawtucket, R.L, 02860.

Advertising ified

TWO WHOLESALE lumber traders experiencedin low-grade softwood sales to join 30 year old growing company. Schaberg Lumber Co., Box 18068, Lansing, Mi.48901.

SALESMAN needed for established Texas lumber co. Salary vs. commission plus tax saving benefits. Send resume to Box l0 c/o Building Products Digest.

OPPORTUNITY XNOCXS

LUMBER WHOLESALER, expcricnced in industrial or finish lumber trading, Commission only. Must bc highly motivated and a good sclf-starter. Please respond via mail. Your resume will be held in strict confidence. Write Box 8 c/o Building Products Dgest.

INDUSTRIAL lumber salesman. Salary plus commission. Write Box I c/o Building Products Digest.

60€ a word, min. 25 words (25 words = 315). Phone nlmbctr oounts atr onc word. Address counts as six words. Hcadlines and centcred copy ca. linc: tl. Box numbcrs and special borders: !4 ea. Col. inch rate: t4O. Names of adycrtis.rs using a box numbcr cannot be released. Address all rcplics to bor numbcr shown in ad in carc of BulHlng Pruducts D[cst, tlSO Crnprs Dr., Srltc lt0, Ncrpon Ead,er.Yl6n. Make chccks payable to Cutlcr Publbhln3, hc. Mail copy to abovc addrcss or call (714) 549-8393. Deadline for copy is the l5th of thc month. PAYMENT MUST AOCOMPANY COPY.

LUMBER OPERATTONS MANAGER, WILL BE RESPONSIBLE for remanufacturing and sales for an integrated lumber company with complce milling facilities. Position reports directly to presidcnt. Salary open with excellent bcncfits. Expericnce in lumber remanufacturing and sales is required. Please send resume with salary requirements to Box 4, c,zo Building Products Digest.

Graduate, BS-industrial technology, building materials management minor, desires construction related employment. Experienceplywood plantwork, woodwork, retail building material sales. Albert T. Harrel,3044 Wyoming St., Baton Rouge, La. 70802.

EXPERIENCED salesman in softwood lumber would like to associate with lumber or plywood manufacturer. Write Box 9 c/o Building Products Dgest.

FOR"}IEX Lt MIER dcalcr wiII buy in as hands on partner with orhcr(s) with experiencc & compctcnce. I have spccial strength in crcdit administration/finance/rcal csute. Prefer indcpendent dealership in Southeast. Box ?

FOR SALE ctablishcd raail lumbcr yard and hardware. Buildings, land, cquipmcnt, inventory. Locatcd ncar Pomona, Los Angclcs County, Ca. Contact Bob. (2r3) 371-t291.

REPRINTS of hardwood articlcs from Thc Mcrchant M.gr;ne. Erccllent for refercnce or training. Domestic Hardwoods, tl0; Southcast Asian Hardwoods, t5; South American Hardwoods, t4; all thrcc, tl6. Scnd your chcck today including nanc and addrcss to Hardwood Reprints c/o Thc Mcrchant Magazinc, 45(D Campus Dr., suite 4t0, Newport Beach, Ca. 9560.

Classified Advertising

OAS SA'ERS

One of the simplest ways to save gas and money is to drive your car a little less. Here are more ideas you can use to keep your foot off the gas and more money in your pocket.

Call ahead to be sure you aren't wasting gas on an unnecessary trip. On the average, a wasted trip costs you a dollar's worth of gas.

Ride to work with a friend or neighbor just one day a week and you can save at least $100 worth of gas every year.

For a free booklet with more easy energy-saving tips, write "Energy," Box 62, Oak Ridge, TN 37830.

EilENOY.

WG GCt'f .flod to urerrilc lL

U.S. Department of Energy

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

When sending in a change o/ address please include :ip code on both old and new addresses and eirher the old label or the inlbrmation /iom it. Thonks!

Cedar's many uses

-IMENSIONAL stability and Einherent decay-resisting properties make Western red cedar framing lumber an ideal choice for exposed situations such as decking and fencing.

With the same aesthetic qualities as the cedar products used for siding and paneling, thc framing and

board materials add dramatic interest to modern homes. Heavy material for use as posts, timbers, beams, stringers, joists, and plank are available as well as the lighter muerials for decking, fencing, flooring and ceilings.

Available in a wide rangc of grades and a smooth or "saw texture

finish," cedar adapts well to most fi nishing tcchnigucs, including paints and stains. Lcft naturd, the wood turns to a beautiful silvcr-grey which is harmonious with the outdoors. While builders and homeowners may tend to think of cedar as useful in only limited applications, it is possiblc to expand the markct with other ccdar products. Equal in function and design appeal, the light framing, boards, and heavicr materials fill a definitc nced in today's marketplace.

TREE TOP hideaway is dramatized with use of Dosts and beams of Western red cedar. Beautiful as well as functional and durable, it takes slain well. Equally attractive is the massive gate utilizing both the dimensional stability and inherent decay-resisting qualities of cedar.

ARCHITECTURAL accents become imoortant constructed ol Western red cedar beams and planking. The wood mellows to a natural

silver-grey shade when left unJinished. Completely difterent from the traditional siding and

paneling, this use 0f the wood is in harmony wilh the dramatic modern architecture.

AII photos couilesy of the ll/estern Red Cedar Lumber Association

ANOTI{ERWINNER

Congratulations on your charter issue of Building Products Digest.

The initial copy came over my desk today and you most definitely have perpetuatd the quality and newsworthiness of The Merchant Magazine into the new magazine.

Best wishes for continued success with your new venture.

O.E. Stoner Itr vice president

Builder Marts of America, Inc. Greenville, S.C.

The Merchant Mogazine is the 60 yeor old sbterpublication of Building Products Digest read by lumber, building supply and home center retailers in the 13 ll'estern states-ed.

IT'LL GO

Just received and read your premiere issue. Congratulations! It should go.

Ralph Lamon Lamon Lumber Co. San Francisco, Ca.

TYE'RE CARRYING ON Dear

Dave,

The premiere issue of Building Products Digestis a stunning piece of work. Your excellent understanding of the needs ofyour audience are everywhere in evidence. I am sure the Southern lumber fraternity will benefit from and appreciate the information contained in your new publication.

My very best wishes forcontinuing success in this new venture. I am just as excited as if I had never retired.

Carry on,

A.D. Bell Hillsborough, Ca.

Among other achievements, lumberman Bell is a past president of the North American Wholesale Lumber Association-ed.

WANTSTOEXPAND

I am considering opening a hardware store in conjunction with my building supply business.

I would appreciate it, if it is available to you, if you could send me a lis of national or regional hardware chains that I could contact concerning a franchise.

Any help that you could give me in this matter would be greatly appreciated.

Rry Harris South Baldwin Builders Supply P.O. Box 397 Orange Beach, Al. 36561

Your first step probably should be to contact the National Retail Hardware Association, the Mid-South Hardwore Association and the Southern Association. Next you probobly will want to talk to other retailers who have become fronchbed dealerc to find out what their experiences have been-ed.

INTERESTING INT'ORMATION

Congratulations on the Premiere Issue of Building Products Digest.

The March, 1982, issue of your new Southern publication is attractive, well laid out and contains both interesting and beneficial information for our building material suppliers throughout the South.

Strn Owens executive vice president

Tennessee Building Material Association Nashville, Tn.

COASTTO COAST

It looks, without a doubt, that you have a winner on your hands with Building Products Digut.

With the West (l 3 states) and the South (13 states) covered by The Merchant and BPD, that leaves onlyhalf thecontinental United States remaining. Now that you've found the successful formula what's left should be easy.

Congratulations and best wishes.

(hrrlcs D. huber vice president

Palmer G. Lewis Co. Inc. Auburn, Wa.

We welcome letters to the editor. They should be moiled with oddress and phone number to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Vl/e reserve the right to edit for length and clarity-ed.

LOOXINGGREAT

Congratulations! Your slick magazine looks great. We enjoycd premiere issue.

G.

Robert Claypool

vice president & group controller

Building

Materials

Distribution Group CertainTecd C-orp. Waco, Tx.

Best Little HooHoo In Texas

Activities are underway to revive Hoo-Hoo Club #135, better known as The Last Texas Hoo-Hoo Club, according to reports from Lufkin, Tx. June is the targa date.

The club has achieved fame for being the only club in the stateof Texas, if not in theUnited Statesand foreign cities where Hoo-Hoo has settled, to have a stroet named aftcr it. Maps of Lufkin, Tx., so they say, list a HooHoo St.

The club, once very active with a strong membership, fell upon hard times a few years ago and disbanded.

Auditing Your Advertising Gan Saue You Lots 0f Bottom line Dolla]s and Produce More Gustomers

If you're satisfied with the look, and the results of your advertising . . . if you're satisfied with the amount of time and method in which you produce your advertising then don't bother to read any further. But, ifyour ads appear tired and your traffic count is down, and the guy that prepares the ad is constantly complaining he doesn't get the right information from the guy who buys the merchandise, and the newspaper is s/r// making errors, and you don't have the right product illustration when you need it, and you never seem to collect all the co-op dollars that you've accrued then read on!

I love retail advertising. I've been involved in it throughout my business life. My early training along Madison Avenue was servicing major retailers. I was also the advertising director of Masters, Inc., the first giant discount store. As Executive Vice President of Group Promotions, Incorporated, I worked with 32 different retail clients. For 13 years I was the Director of Sales Promotion for Forest City in Cleveland and since 1973 I've been helping large and small Home Centers revamp their advertising procedures. So, I bring a lot of Home Center merchandising and advertising know-how with me when I visit with you and review your advertising. Together, here's what we'll audit:

o The compatibility of your advertising "look" with your showroom "look."

o The role of the merchandiser (buyer) and advertising.

o Advertising function as it relates to your long range plans.

a Communication-letting everyone prepare for the advertising results-(The sign maker, the store manager, the department manager, receiving, the sales personnel).

o Measuring the results of your advertising.

o Allocating the proper merchandise mix in your ads.

o Appealing to the casual do-ityourselfer, the dedicated DIY'er and the professional.

O The effectiveness of electronic and other media in your market.

o The sales potential for tabloids and booklets.

o How to make an advertising checklist work.

o Effective total saturation without overkill.

o Soliciting and administrating cooperative advertising funds.

o Public relations and publicity as a function of advertising.

o The advertising bookkeeping procedures.

o The inability of utilizing in-house ad making and/or signing equipment.

o The direct and collateral responsibilities of the advertising personnel.

o The advertising job description and skill requirements.

o Advertising production resources.

o Overlap of responsibilities.

O Advertising personnel in-store responsibilities.

o Provisions for last minute ad changes.

o Institutionalizing the copy.

o Making the product's value come through the newsprint.

o Selling "benefits" highlighting t'features."

o Using color effectively.

o Attracting women shoppers. Does it seem like a lot to cover in a one day visit? Well it is. We'll both be exhausted by the end ofthe day. I know because I've been through it so many times before.

Your Job WillJust Begin

Within a week after my visit you'll get a copy of my notes. My job will be over . . . but maybe yours will just begin.

"Let me review your advertising"

Through my experiences, I'll be able to demonstrate how to make your advertising functions run more smoothly, be more cost effective, and more sales productive. But . . . it's you who will have to implement the programs that we both agree are necessary. I guess I mean this as kind of a warning. Yoarresponsibility doesn't end when you call me to come visit your operation. It really begins when I leave.

Home Center retailers are allocating approximately 290 of the gross sales for advertising. That's a lot of bucks that come off your bottom line. If they're not working hard for you, you're losing the most effective force you have to increase your traffic and your penetration in the market. Find out now if you're really maximizing the benefits from your advertising.

Phone me today and let's set an appointment for your Advertising Audit. The fee is only $900 plus travel for the audit and report. You'll probably recover that amount in production economies and co-op rebates after the first month.

Call now -

Manufacturers for 35 years Fir Hemlock Cedar

Old hands in the fir lumber business, we're now putting that expertise to work for you in cedar. We offer you a high quality product with exceptionally good packaging. A neat, square unit that is well protected and can be easily handled.

We feature smooth end trim on all siding boards and can provide you with highly mixed loads.

z ROUGH TIMBERS, RANDOM LENGTH 8'-26', FENCE BOARDS 1x4, lx6SlSZEand rough, flat top or dog eared.

6" -8" -10" STK CHANNEL RUSTTC shiplap and t&9, random length 6'-16' and LONGER

ROUCH and S4S DIMENSION 8'- 20' ROUGH and SISZE BOARDS 8'- 16' and LONGER PULLED TO LENGTH (all items)

We can ship via unit double door box car. open flat car. or truck loading.