Building Products Digest - May 1986

markets in 13 Southern states

ComtfuUs.

VVeyerhaeuser

MOUTDING&MIIIRTORK (includins DOORS & WINDOWS) SPECIALISSUE AUGUST,T986

For the flrot time evet,our Auguct looue wtll be a Speclal looue on llouldlng' Millwork, Dooro and Windowc.

Storieo will cover a wide range of mouldlng and nlllworL toplco ao thcal re' late to the dcalelfoholeoaleldlotributor markets

Among the newcworthy and lnformatlve materlal in thio Spcclal loeue

y' trloney Making Merchandioing of Mouldlng

y' Caatomer (Orlentcd Door and ffindory Dlcplayo

,/ AWood Moulding l[arket Bctricur

y' Thelatect on Low E (emioolon) Glaoo

y' lilow You Can Get Your Share of Increaaed Illood Moulding and Mlllworh Uoe

ADVEBTISERS: MaLe aurc you take full advantage of thlo new oppottunity to get your ne3' oage to the narlretplace. Crall now ("oF tect) for more lnformatlon or to nalrc your opacc reocwatlon for thlc lnpor' tant iocu"- Act nour. Juot call or urlte to the addrcaa or number ohown belos. The deadline ic July lO, 19t5.

Buildlng

PrDXrlcr David Cutler

Edror Juanita Lowet

Aldsarri Edilor David Koenig

C.olrlbrdrr Edton

Dwis[t Cunan. Gage McKinneY

AnDiulorMartha EmerY

$rlf Arfi Carole Shinn

()rtulilior Dorothea Creegan

Buildins Products Digest is published monthli at 45CD CamPus Dr., Suite

+AO. Xcwoort Bcach, C'z' 92ffi, phone (?i4) E52-1990 by Cutler nuUisning, Inc. Mvcrtising rates upon rcquest.

ADVEIIISING OTIICE|

FroM TEX/IS, l,(xrlslANA. MlSSlsslPPI' YIRGINIA. rd TENNEISDE- coord Drvil d.r. Ptgte (?lf) tJ2-l9lD.

Ff,OM V|nG|NIA, N(XTfl CTIlltINA

Sfl'NT CAITXINA GD(NSA FIIIF

DA AnlI) AI,AlAl|/|: CmE Gd Y-. Phc (213),s2-3t13 a Ot't) tS:l'|gl).

iln| wAsll{G'rol{ sxlil?, (n8o(llf' tD X), C&Ultr{G, K)nnaNA rrf,a[' OilInAIx) d CANAITA: C@ m f,tuPtc(15f 30{5lI

srrBscarPTloNs

Cbrc ot Aditr-Scnd sulsie

tbn &dcrs and addrcss cbmSFs to Circuluion Dcpt., hrihing Prodwts Di!6t aim Canns I)r., srirc 4fl), Nim6rt Bcach, Ca- 9660. Inchdc addrtss label hom rccent issuc if possible, phrs ncr addrcss and ziP code.

Sutsipton Rrlcs: U.S.: t20ottc year; $36two ycan; u(Xhre Years. Foreign: one Far payable in advare in U.S. funds{.anada or Mcxioo: ut-t4t surfc-337; Sornh Amcrica: ah-$60 surfc-S39; Asb: ah-flG surface-$39; EuroPe: air-t90; surface-$39. sngb copics te back copies J3 plus shipping & handling.

BI.JILDING PRODUCTS DIGEST

Ls an indefnfuttlWwnd Pttbliution for the rctqil, wlPlsle nd dit' tribution levuk of tle lumbr ard buildine atpply nokas in 13 Soruh' ern stgt6.

materials furnished to it.

markets in 13 Southern states

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

But sometimes Mother Nature needs g fittte hqlp.So we also use pre-dryers, dry kilns and bther modem faciiities ti assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heart.qades.

Plus, we're members of th-e Califomia Redwood Association and the Redwood Inspection SeMce. Soourgade samp is yourassurance of quality fiom the pebple who know redwood best.

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

Call today: T0T/964-0281. For redwood qualityyou can build on.

Glome 350 years ago, frustrated by the needless -lcomplexities of life, one of Shakespeare's characters in Henry VI speab the above line. lbday it comes readily to mind in any review of the current insurance crisis.

While the insurance companies have done more than their share in creating ttre prcsentnress' ttte prinF culprits are the American judicial system and the judges and lawyers who administer it.

'A full recounting of the insurance problem is not required here, so wide-spread are the eflects. Virually etreryone in business has suffered tlre shock of po[cy costs ripling, quadruplfurg and norse. Sonrc policie's harrc been canceled in mid-erm while insurarce corcrage for certain sinr,ations is unaailable at any cost.

The problem does not lend itself o either a quick or simple solution. But a start must be made on putting intoplace controls on the excesse.s of the legal profession. The number of extravagant judgemens by arrogant, irnry torer judgqs is legion. Every day s€erls to bring a new horror story from ourjudicial system ard

its Alice in Wonderland view of contemporary Arcrica.

The slighrcst injury red or imagined, brings anodrer laqnuit to our hld€ned cdrrt sysEm, ptlrsd ty greedy, cynical lau4rcrs. Ttrcse leeches on the body ol American jurisprudence apparently care moctly about their ftes, reprration and the cocy frarevnrt lnvyen have erected for their exclusire sbelEr. The least concern of thejudgps and lfl'lrcrs is furthe m irnporant elemem: siryle ju,*ice for fre citias. Tbo often, a frir sefilement of a casc fells befr,r€ |he political ambitions of acorneys andiudges. It is irmic $t[ the righb of tbe citizens hare been dininished by the rary system that cas established b probct 6€Nn. A numba dproposals ttarc ak€adyba pl fomad o find a solutio o 6e dnl p,roblems daailability d corrcrage and tre coss of insrrre. Ub ftnEdly @ that tF ne\il sysem will hatre morc busincss people andfeuarhvyen.

Otherwise. in all likelihood, urc will harc only let another fox into the chicken cooP.

"The first thing we do, let's killallthe lawyes"

Grace Home Centers Sold

W. R. Grace's 319 home center stores are included in the sale oftheir retail businesses to GMR Inc., an investor group headed by Harold Geneen, former chairman of ITT Co.p., for 9500 million.

Handy Dan, Handy City, Channel, Angels, Ole's, Orchard Supply Hardware, House Works, Cashway and Home Quarters Warehouse are included in the sale. Although the home centers and specialty stores achieved a combined after tax operating profit of $ I 1.7 million last year, some of the home centers, especially in ttre Southwest, have been hurt by increasing competition.

"It's a lot of money to pay for a business that has many troubled parts, " notes Gilbert W. Harrison, a managing director with Shearson Lehman Brothers Inc.

GMR Inc. includes, in addition to Geneen, David Mahoney, former chairman of Norton Simon Inc., and Michael Rosenthal, a former director at Donaldson, Lufkin & Jenrette Securities.

Mahoney declined to say if they plan to sell off any of the home centers. Rosenthal said the group is interested in running the stores, not in getting real estate to resell. The sale is expected to be finalized this month.

Record Canadian lmports

U.S. mills in 1985 exported 6.5Voless lumber than during the previous year, while Canadian imports into the U.S. rose 9.7Vo to a record 14.5 billion board feet of lumber, according to the Commerce Department.

Univercal Reorganizes

Universal Forest Products. Inc.. has reorganized, creating two new operating companies, Universal-Eastern Co. and Universal-Southern Co., according to William G. Currie, president.

James H. Ware will be executive vice president of Universal-Southern Co.. Moultrie, Ga., which includes mid-south and southeast divisions. Mid-south will cover Alabama and north Georeia with Rod Lott as acring division vici president. Preston Jordan will be actine division vice president for the rouiheurt division in Florida and South Georgia.

The Carolinas and Virginia are included in the Atlantic division of Universal-Eastern, Robert D. Coleman, acting division vice president.

lUhen Vou llighest Ouolltg Posslble ot Compctltlye prlclng

lJ"fll.g;,0*s,9r,

I N c.

Rrkonsos TURTS l-(800) 482-2352 Notionol TURTS l-(800) 232-2326

Bl[t llRRDlN@ o

LINDR PRIDDY . ROSS RRSSTIIUSS€N

UJe con.fill oll .vour treoted lumber naeds. . . londscope timbers, plyulood, oll dimonsionol lumber, 4r4 through l2rl2. on 616 ond forger ure hove lengths ronging up to 4{feet. plus, u,e nou, corrv in stock .60 FDN. Wa olso hove

rrrv rn srocH .ou FuN. (ue olso hove our oun fleet of trucks I help you solve ony delivery problems vou mov hove. Hll our moteriol is TPI grod@ morked. lue feoture the Rl.upB quolitv mork on oll our treoted moteriol.

fleet of to

uont the highest quolitg ovoiloble in CCR TVpe C Pressure

Treot ecJ lumber, coll

c u R T,F,F,F|!|,.'}

oric growth in the retail home center industry the past two years, John W. Hechinger, co-chairman of the board and chiefexecutive officer ofthe 5l store Hechinger Co., says "Economic conditions overall favor discretionary spending on home improvement.

"Consumer sentiment in general will be high, I believe, based on optimism that Congress will deal effectively with the deficit. But if Congress doesn't show marked headway on this most critical issue by autumn, their lack of action may well reverberate into a sharp slowdown for retailers across the board.

"With real interest rates bottoming out, we can expect some softness in housing starts and turnover of existing homes frori the December, 1985, spurt. This will benefit the home center business because homeowners who are not trading up into new domiciles are prone to enlarge and upgrade their present homes.

'At the same time, the fewer households that are relocating, the more we see growing emphasis on the high-quality end of d-i-y goods. Without inflation boostine appreciation of their chief assetl homeowners now, more than ever before. are more discerning and more likely to add top-quality improvements when they make additional investments in their homes. While consumer savings may be at a post-war record low, a dollar spent on

"Mote spending on home imprcvement"

In an exclusive to Building products Digest, John Hechinger tikes a had look at today's home center industry.

home improvement can be considered a dollar saved.

"Competition in the retail home center industry will become even more fierce. Discounting will continue to pressure profitability and keep the spotlight on productivity. This may slorv projected expansion plans, though well capitalized companies should meet their annual targets in the tremendous push to lock up market share."

Hechinger's enthusiasm is based in part on his company's results in the difficult retailing environment of 1985. "Last year was one ofthe toughest I can recall. Sales were stubbornly sluggish much of the year and the competitive environment reached a new high, precipitating shakeouts in certain territories. We heated up the marketplace a bit ourselves by opening a record number of new stores. Initial saleswhere we took on

Story at a Glance

Fierce competition ... smatl dealerc face the thrcat of ,,deep pocket" giants ... warehousb proliferation healthy ... more companies will retrench ... industry must do a better job for the customer.

some very strong local and national oper_ atorswere especially satisfing.

"At the same time, in our established markets we were barraged with new competition, including several giant retailers with pockets deep enough to buy their way into our backyard without seeming to worry about having to make a profit. Nevertheless, we managed to build our business nicely, in existing stores as well as with new locations."

In commenting on other aspects of the vital home center industry, Hechinger underscored his confidence in its progress, citing the d-i-y warehouse phenomenon and new packaging developments as evidence.

"Improvements in packaging by suppliers have stimulated this business in recent years. We've already come a long way, but we can do more to better serve and educate the d-i-y consumer and also enhance our own best interests at the same time."

The proliferation ofwarehouse stores is "a healthy development to further industry growth. But companies that haven't done their homework and don,t have solidly based expansion plarrs will find it tougher going than ever. We'll see more retrenchment before the dust settles from the war on the warehouses."

Hechinger said his company will unveil a new version ofits super stores this year. Hechinger intends to accelerate its momentum by opening at least 13 more stores in 9 communities, "some in the snowbelt and some in the sunbelt." The company will add approximately 1.2 million square feet of selling and storage space (on top of its present 4.4 million square feet) to end the year with approximately 5.6 million square feet of selling and storage.

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Moorc's newformat bows in Viryinia

I T'S THREE down and one to go as I Moore's unveils a totally new home center concept in the Roanoke Valley of Virginia.

The 87 store chain has opened two new stores in their headquarter city of

Roanoke and one in nearby Salem. The third, a replacement store on Brambleton Avenue in Roanoke is due to open this month. All four are follorving a new concept, Reformat '86, which increases the store's total square footage by overTOTo

and installs the latest in merchandising and custorner service ideas as the result of extensive market and industry research.

"Customer research and industrY studies irdicate that tlrere are four areas of oppornrnity in our kind of business," Jim

Utnbct Pigffi floLs

Schaffer, vice president of merchandising for Moore's, said in officially opening the new stores. ''They are selection of merchandise, service to the customer, shopping conditions and special considerations to attract the female shopper."

The new generation stores feature toally new deparfrnent and product lines, plus vastly expanded assortments in existing departments.

Story at a Glance

Reformat '86 increases squarc footage by 7oo/o... new generation stores focus on merchan- dise, service, shopping conditions and the bmale shopper multi-media advertising reaches people throughout Roanoke Valley.

garden enthusiasts, a full line lawn and garden shop, featuring nursery and landscape plants, bulbs, seeds, chemicals, power equipment, tools and accessories has been added. These complement Moore's already complete line of fencing, landscape timbers,masonry products and decking materials for outdoor living. Presentation of patio furniture, gas grills, barbeque accessories, picnic tables and bug lights has been stepped up.

"Our research revealed that customer service is an area of concem among shop pers in our industry" Schafier said. "The retailer that improves on that important aspect will be well rewarded, and Moore's commitment to service will be clearly visible in these new Roanoke stores."

Service desks similar to those found in discount and grocery stores are located at the front ofthe new stores. A second service counter is located in the center of each store. Here the customer can seek assistance, get questions answered, pick up how-to literature, receive cost estimates on major projects and get directions to locate particular merchandise.

Many new merchandise-related services are being provided. These include board and glass cutting, wire cable and chain cutting, and key making. Custom color paint mixing is now available.

Special emphasis has been placed on the fashion aspect of home decorating. Many new product lines have been added, such as wallpaper and other wall coverings, furniture, floor lamps and table lamps. Moore's selection in paint, paneling, floor covering, window treatment, ceilings, light fixtures and ceiling fans has been greatly expanded and upgraded. New entry doors and specialty windorvs have been added.

The kitchen and bath departments, strong core departments for Moore's, have been enhanced by adding new lines. The new horne centers spotlight this kind of merchandise in kitchen and bath vignettes to shorp the customer how Moore's producs will actually look in their home.

Leisure time activities have become a more important segnrcnt of Moore's merchandising direction. For lawn and

Moore's has developed an improved traffic flov system to give customers easy access to all departments, afford them better service and provide better exposure to product assortments. Wide aisles, natural departmental adjacencies, and an all new overhead signing program make the stores easier and faster to shop. Double-banked check out counters reduce the amount of time spent in the check-outs.

"Over 56% of purchase-decisions in our industry are made by the female," Schaffer noted. "Merchandise selection, shopping conditions, customer service and attention to fashion detail in home decor have all been added to appeal to the female shopper at Moore's."

Consumers in the Roanoke Vallev and Southwest Virginia will be alerted io the new stores and new positioning through an extensive multi-media advertising campaign in local newspapers and on local radio and television stations.

EXPANSI0N of the decorative lighting section, addition of a lawn and garden shop bomplete with power equipment and emphasis on the fashion aspect of home decorating including paint and wall covering will be found in all four new Moore's stores.

Million Dollar Expansion by Millwork Firm

aaEDEoPLE are turning to f quality products in their lives and this trend is most clearly evident in their homes. The overall squ:ue footage may have dropped, but this downsizing has only intensihed the owners' preference for the best when it comes to materials and products used in their homes," observed Ray Flynn, president of Windsor Mill, "at the same time, the pressure is always there to manufacture that product at competitive prices."

To meet this challenge, Windsor Mill has embarked on a $l million expansion effort. Stateof-the-art machinery has been purchased to produce not only a better quality product, but also to bolster produaivity and give the company a competitive edge.

Story at a Glance

Windsor Mill embarks on 11 mil' lion expansion...new equiP' ment, buildings, additional em' ployees...marketing extended into sunbell and lleeP South.

An example is the new M-K. Weinig moulder. The machine turns 6(XD rpm which allows Windsor Mill to increase the daily output, but more importantly, increases the number of knife marks per inch and thus improves the finish on the wood. Two new digital control Weinig pattern grinders help the knife room keep up with the mill's six moulders, edge gluing and fingerjoint lines-

The addition of a Canali resaw and a Grecon "optimizer" trimsaw pre-

(Please turn to Poge 38)

STAIE 0F THE ABT rmchinery (top) is part 0f Windsor Mill's million dollar expansion. Jim Stroupe (at right in center photo), nalional sales manager, anO Bitt Gates, general mESr: There-sa Meier, office manager, (loiler ph0t0) utilizes new computerized invoicing system.

You can be part of the $5.8 billion rcrcofing market

E rFfY MILLION single family I- homes will be reroofed this year with2.4% of the jobs done by a do-ityourselfer and 0.7 % of them done by a contractor/d-i-y team.

As a dealer you can get your share of the $5.8 billion repair and replacement market by catering to the d-i-yer. How do you do it? With the help of several manufacfurers who are catering to the doit-yourself roofing market. Call on them for literature, help in putting on clinics, and advertising support.

Story at a Glance

Ways to get anto the d-i-y rercofing market ... new packaging for non-professional users, literature, sales aids ... ways to convince consumers that they can do the job.

Georgia-Facific, for example, has what they call a "consumer-friendly" concept in packaging roohng products. Complete step-by-step instructions are included on the packaging plus companion literature. "The Reroohng Book" is part ofthe series of do-it-yourself books from the Great Possibilities home librarv offered bv Georgia-hcific.

Although it is designed for the do-ityourselfer, the publication should be required reading for every dealer and all sales people. In addition to explaining when and how to reroof, the booklet has the formula for determining the amount of materials needed, a complete list of tools and basic materials required including nails and additional materials like sheet metal flashing, asphalt plastic cement and 90 lb. mineral surfaced asphalt roll roohng.

A list of terms used in roofrng will give the retailer and the customer a common vocabulary as well as the correct terminology forthe various parts ofthe roof

and thejob. Roofpreparation and stripping is explained in layman's terms along with instructions for applying shingles in various areas of the roof. Diagrams help to explain the procedures.

Equally important to the customer and the dealersince he is interested in keeping his customerare the safety rules. Proper shoes, safe working conditions, correct use of a ladder, safe working practices and procedures such as wearing a safety rope or harness are explained clearly. Illustrations are used to reinforce the safety measures recommended.

A home center interested in increasins its do-it-yourselfroohng sales should conl tact G-P for a supply of the reroofing books. In addition to giving it to customers, they should reproduce the material formula, the materials and tool lists and safety rules for display in the roofing section.

The booklet used in conjunction with a presentation by a roofing pro can provide the lesson plan for a roofing clinic. As Steve Jackson, vice president of marketing and advertising in Georgia-pacific's distribution center, explains "The consumer lacks conhdence in his abilitv. and that's a major factor in doing anything. to take the next step forward." GeorgiaFacifrc has designed packaging and literature to give them the idea that they can, that it's easy, "to feel a little better about doing it themselves." That should be the aim of the retailer as well.

Although Georgia-Pacific has done an outstanding job of promoting reroofing as a do-it-yourselfjob, they are not the only manufucturer or distributor identiffing it as such. Other roofing manufacturers and distributors have labeled their products for do-it-yourselfuse and provided instructions aimed at the neophyte.

Building customer confidence is an important sales tool.

R00F SAFETY is stressed in packaoino and merchandising of roofing mateiiats foi d-iyers.

PRoSPERITY has come to Williams Lumber Co., Favetteville, Tn., with the adoption of a vigoroJs promotion program. Circulars, bill-

boards, radio spots and unique contests attract customers and sales.

Fun & games bring customels to Tennessee dealer

I T'S NOT BEEN easy, but Dick I Farrar Jr. has built a reputation for Williams Lumber Co. as one of the best promot€rs of business in Fayetteville, Tn. Casual visitors as well as local Fayetteville residents readily recognize that he has earned the reputation. But it was not always that way.

His father, Richard Sr., bought the lumberyard from the Williams family in 1960, expecting the 90 year old company to continue in the same established busi-

ness pattern it had follorad since it began as a remotely located sawmill. The original owner had follorrcd the philosoptty of "Wait for the customer to come through the door, treat him fairly and meet his needs in the best way possible and the business will ake care of iself." Richard Sr. thought that was a pretty good way to operate.

That's pretty much the way things hap pened for the first few years. Six years later, however, disaster struck. A raging fire destroyed virtually everything in the business in April 1966. Undaunted, Richard Sr. rebuilt and reopened with his business philosophy unchanged.

Seven more years passed and in 193 Mother Nature struck again. Although Williams Lumber is located on the Elk River. it was considered safe since the Tennessee Valley Authority's projected 100 year flood plain placed the lumberyard's high water mark within safe boundaries. However as the rains continued and the river rose in l9B,Farrar Iearned thatthe TVA had missed the high water mark by three feet. His business was awash in mud, but he took a deeP breath, cleaned it up, reopened and continued doing business as usual.

Then in the '80s the whole ball game changed. Fayetteville, located in southern middle Tennessee, suddenly uasjust 30 miles north of booming Huntsville, Al., il miles s,outh of sprarling Nashville and a mere 53 miles from the proposed site of General Motors' highly publicized Sanrn automobile plant.

The next change was set in Place bY Dick Farrar Jr., who joined his family in

Buildi ng Prcducts DlgEst

business on April l, 1983. He made a conscious decision to get the word out to the uorld aboutWilliams LumberCo.

Residens not receive anarea widecircular mailed to their doors twice each year to announce either the annual spring or fall sale at Williams Lumber. As they go driving, they are greeted by one of several billboards bought by Williams to promote the local school's sports schedule.

If tlrey tune into radio station WYTMFM at home or in the car, tlrey hear Dick Jr. discussing ircms of local interest. If they carch his twice-weekly sports trivia questions and come up with the right ansrcr, ttrey can call the "lumber number" and win a gallon of Gray Seal's Pro Ptastic Paint.

During the groving seiason last summer, citizens of Fayettwille participated in the Williams tomato grorving contest. They brought theirprize tomatoes othe store, $righed them qr the mil scales ald registered the u€ight. The bigg€st tornalo of the week won its owner a gallon of Gray Seal hint. Top wirurcr dthe seasst uon enough pa.intto paint the exteriorof his house.

But Fayeneville residents don't tnrc o wait fora seasonal or ryecial prorncionat Williams. Almost any time, they can go into the sorc and participarc in dr Hottse Key pmnnion. The custonpr 86 to dle key closet, selects a key and tries it in dte mystery lock. If it opens, he wins the prize of the week.

Dick Farrar began a remodeling pro' gram in 1985. The addition of $l&000 in new store fixtures and $35,000 in new offices and storage brought a rrw image to the store. The results? Sales in 1985 urcre up each rnonth orcr the corrcsponding month in 19E4. The total year ended with an 80% plus increase in sale.s. Faint sales alone tripled durhg the par.

Williams Lumberwas ftatuedby Gray Seal hint's parent organization in Louisville, Ky., as the "Dealer in the Spotlight" in a company newsletter. In addition they presenrcd Farrar wih a special award at the annual sales meeting wrappingup 1985.

Story at a Glane

Nu management uses Plollrc tions, remodeling and othel modern method3 to increase sabs and ptofits lirm lras sur' vived devastating llnand llood paintsalesalone hae trlPled.

IIE|THER fire (in 1966) nor flood (in 197,3) destroved the tendcious Williams Lumber Co. The buliness, which was founded in 1872, was rebuilt and ready for boom of the '80s.

I N THE PAST five years. home cenrers f have seen their potential client base more than triple in size. Several reasons account for this increase, all emanating directly from the fact that more and morE homeowners are choosing to renovate their present home instead of purchasing a new one.

Escalating prices for new homes have made it less feasible for many to move up. Instead two-income homeowners are using their avrailable financial resources to imprwe their present homes. In addition, steadily appreciating home values have made home improvement loans easier to obtain. First time home buyers are also recognizing the financial benefits ofbuying the older, less expensive homes and fixing them up themselves.

A popular remodeling technique today is that of opening up rooms with natural light. Homeowners have discovered the cost effectiveness of using increased natural light to visually expand a room.

For example, a typical room addition will cost an average of $27,000. On the other hand, the illusion of extended space can be created for about $10.000 bv changing existing windows and doors or installing new ones where there are none. For retailers, this has been a boon for replacement window, garden window, patio door and skylight sales. With sales of 21 million units last year, replacement windows are a hot home improvement item.

Manufrcturers are backing the retailers by producing a wide variety of windows so that there is little need for a homeowner to go outside the home center for custom work. Some have added comput€r aided drafting systems which allow them to produce custom products with a short turnaround.

"We find that homeowners are lookins for dramatic new ways to open up theii

Replacement windows: the paneful wayto prcfits

homes with windows. They want windows to contribute to the overall desisn of the rooml' notes Eliot Smith, vice piesident of marketing for Krestmark Industries, Lewisville, Tx. "This means retailers must offer a wide range of window shapesbull's eyes, arch tops, cus-

Story at a Glance

New patio doors, windows and skylights let homeowners expand rooms visually for less than a room addition ...21 million rcplacement windows sold in '85 ... home centers that become window specialists can make big profits. tom triangular shapes and bay windowsin order to satisfy varying design needsl'

Patio doors, with sales of 1,447,000 units last year, are another frequent

replacement item sale. An increase in the popularity of skylights through energy consciousness has made this product a big seller. Studies show that a customer is likely to purchase more than one skylight because they are easy and relatively inexpensive to install.

"In the past skylights were used for a limited range of applications because of problems with water leakage and energy waste," Smith said. "But advance desien technology has corrected these probleris and now it can be more cost effective to light a dark area with natural light from a well-placed skylight."

Garden windorvs, although a frirly new window option, have become a strong selling item because oftheir ability to enlarge a room and add visual space. Use and sales are steadily increasing.

Retailers, who recognize the significance of the trend to remodel with windows, skylights and patio doors, are quickly training sales people to rerogruze the value ofsuggesting the technique to customers. By becoming consultants instead of salesmen, they can increase the sales of windows, skylights and patio doors and make the department a meaningful profi t center.

GARDEiI WllllXlllS and strytights are part of the trend toflards remodeling with replacement windora and patio doors. Figures shorrv it is cheaDer to visually expand rooms with light than t0 enlarge or add on. Dealers are profiting from growIng wrnoow sates.

n$trws

Moore's has opened three new Va. stores, two in Roanoke and one in Salem. Lett's Builder Mart is the new name for McNeill Building SUP' p/1,, Pittsboro, N.C., recentlY Purchased by Gilbert Lett.

lnwe's Cos. Inc. has oPened a new store in West Richmond, Ya... .Stripling Blake, Austin. Tx., will open a west Austin store earlY next year. ..ilen Jones Lumber Co., Rogers, Ar., now Pattof Ncttional Luntber, Fort Smith, Ar., has added a new showroom...

Hechinger Co. has redesigned its two Richmond, Va., stores in a $16 million remodeling of the entire chain including warehouse units.. .Lindsle,,- is changing two Miami.Fl.. stores to a new format with less emphasis on lumber...

Home Quarters Warehouse has opened a new Tallahassee. Fl., store. .Builders Square will open in Fort Lauderdale, Fl. this month. ..Scotn's has oPened a store in Homestead, Fl....

Payless Caslnva)'s had added a third store in Austin, Tx., and a new unit in Norman, Ok.. Clark/Furek Building Supph, Center, Killeen. Tx., is celebrating its first anniversary since being purchased from Walke rKurth Lumber Co. Roberts, Sartford & Th,-lor Co. , Sherman, Tx. , is voluntariiy liquidating.

Seminole Lumber and Builder's Supply is a new lumber Yard in Seminole, Tx., Eddie Black, ffigt., Henry Hicks and Billy Mitchell, coowners. ..Ray Tylander's lttc., West Palm Beach, Fl., is converting its Southern Blvd. site to mfg. and developing a lumber yard at a Lake Park location.

Madison Millworkof Jackon, Tn., which has been acquired by Huttig Sash & Door Co., is retaining its name and former owner, Milburn Templeton. .Georgia-Pacific Corp. , Atlanta, Ga.. has acquired a Cottonwood. Ca., moulding plant from Rocklin Moulding, Ittc....

Wickes Cos. has made a series of tender offers for Notional G;psum Co. , Dallas. Tx., (see p. 46 for storv\ Port Barre Lwnber Industries, Port Barre. La.. has closed temporarily while reorganizing under a Chapter ll bankruptcy filing ...Steele Lumber Co. has opened a new location in West Monroe. La.. ..Maxev Bosshardt hmber, Duluth. Ga.. has a new office in Greensboro. Ga...

Ralph Wilson Plastics Co.,Temple, Tx.. is building a $1.5 million adhesives plant in Temple to augment its Denham Springs, La.. adhesive plant. Robbins. ht'. , is acquiring Masonite Corp.'s Sykes Flooring Division in Warren. Ar....

Univ'e rsal - South e rn Co., Moultrie. Ga., has been formed in a reorganization of Universal Forest Prodttcts, /rc. (see p. 7 for story) .. .W. R. Gracehas sold is retail div. including home centers to Harold Geneen. Michael Rosenthal drnd David Mahoney (see p. 7 for story).

Weterhaeuser Co. is constructing a particle-board plant in Moncuie. N.C.. start-up targeted for Aug.. 1987.. .Gold Bond Building Products, Charlotte. N.C.. has doubled production capacity following a $1.5 million plant expansion.

Spartanburg Lumber & Millx'ork Co., htc., Spartanburg, SC., recently broke ground on a new sales office to replace the one which burned in 1984; rebuilding the architectural millwork plant burned in the same fire has been completed...

Wirlpool Corp., with is Kitclrcn,4id acquisition okayed by the courts, plans to acquire Sr. Charles Mfg. Co. Quanragra Tile Inc. has opened a showroom in Atlanta, Ga. controlling interest in AEG ,4.G. , parent co. of AEG Pov'er Tbol, has been acquired by Daimler-Beni Corp., the maker of Mercedes Benz automobiles...

Macco Adhesives, Temple. Tx. has completed start-up at its new mfg. plant in central Tx....Mastic Corp. has opened a 160.000 sq. ft. vinyl siding mfg. faciliry in Denison, Tx.. Jerry Massa. plant mgr....United kclnologies Aulomotive, Mt. Airy. N.C.. is now manufacturing vinYl windorv lineals...

Thoto System Pnxlucts, Inc., Miami. Fl. has formed a new flooring division. ..Peerless Faucet Co., adivision of Masco Corp.. has changed its name to Peerless Home Protlucts. Tappan Co., a subsidiary of AB Electrolrt.r, Sweden. has acquired the Diarnond Cabinet Ditision of Medford Corp....

Southern Gulf TransPort, Shreveport. La., has oPened a new dispatch terminal in Little Rock' Ar. .Roper Sales (outdoor Power equipment and kitchen appliances) has opened a subsidiarY in Houston, Tx...

The American Wood Cottncil has moved its headquarters to 1250 Connecticut Ave., N.W., Washington, D.C.20036.

Despite adrop of 2.4% in March (latesf figs. ). housing starts held above 1.9 million for the third month in a row with a seasonallY adjusted annual rate of 1.949.000 units Multis dropped 7)% single family homes aiged up 0.7 % - permits climbed 2.4%

Specia|issinjambsmachineodoorunih,linealmouldings,",ttol"ngtffi rire rated t'u*:')9,'jli9:X?"lfgfllp;nfli'\s.q1q preseruhrVe i,eai[iii; o"iriiiijX g,)?""'

Northern White Pine and s

HUGE SELECTION -

Boards, Paneling, Sidings with selects and commons in stock. saw-textured face, rough and dressed.

TOP OUALITY

All lumber is properly kiln dried, graded, dressed and double end trimmed.

TWO TILLS OFFER

YOU PROTPT DELIVERY.

oRDER plnrial, FuLL oR

TIXED TRUCKLOADS. a

ALL SHIPTENTS PAPER WRAPPED.

-since 1902-

The R.T. Jones lumber Go., InG. North Tonawanda, N.Y' 14120 Lake George, N.Y. 12845

Phone TOLL-FREE 800- 833-1200

ln N.Y. State CALL COLLECT 716-694-4200

ru CALENDAR

MAY

Lumbermen's Club of Memphb - May l$ spriry golf tournament, Chickasaw Country Club, MemPhis, Tn.

Expo Richmond '86 - May lGlT' Virginia State Fairgrounds, Richmond, Va.

Irbtional Hoo-Iloo-Etfes-l\'try l6lE, cotwentbn. Ramada Inn' Bwbank. Ca.

Ace Hardware Corp.-Irlay lGl9. annual spring convention & exhibit. Dallas Convention Center, Dallas. Tx.

Hard$ood Researdr Council-Msy l&21, l'tth annual harduood symposium. High Hampton Inn. Cashiers. N.C.

S & TWholesale llardware, Inc.-lf'tay 3l'June l, Comnronwealth Convention Center. louisvilh. Kv.

JUNE

Home Center Instibte-June 24, training managers conference. lndianapolis. In.

Home Center Executive ConferenceJune $ll' sponsored by Anrerican Hardware Manufrctuen Assaiatinn & Horne Cenrr Institute, Marrion O'Hare Hotel' Chicago' Il.

Mississippi Concrete Industries Associtttion-June ll'15' sumrner meeting. Opryland Hotel, I'{ashvilh. Tn.

OLlalronra Imbermers AssmiatinJum 2!0-22, sunurrr conftrence, Western Hills tndge, Whgoner' Ok.

General Hardrrare CoJune 2l'X2, matket' Greensboro Coliseum & Exhibition Hall. Greensboro, NC.

Inng lrwis Hardware CoJune 21.22, market. BirminghamIefferson Civic Centea Birmingham' Al-

General Hardnare Co.4reensboro-June 2l-22' Sentry market. exhibit hall, Greensboro Coliseum Complex. Greensboro. N.C. Honsorare Show 'E6-June 2426,1bkyo. Japan.

.trob^ P. lVyatt & Sons Co.-June 25-26, market' fairgouttds. Raleigh. N.C.

JULY

House.Hasson Hardnare Co - July 9lO market' Knoxville Convention & Exhibition Hall. Knoxville, Tn.

Tbnnessee Building Matedsl Associrtkn-July lOLl' Young Executives convention. hll Creek Falls Stare Park. Prkeville. Tn'

Summers Hardware Co. - July 2G27, market' Freedom Hall, Johnson CitY, Tn.

FAMOWOOD

is the PR(lFESSI0NAL'S Att PURP0SE PIASTIC

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

Can be used under Fiber Glass! ..**7!

Ready to use right out of the can, Famowood appli-es like putty - sticks like glue; dries quickly; won't shrink; a'nd wili not gum up sander. Waterproot and weatherproof when properly applied' 44

Orgill Brothers & Co., Inc. - July 2blt, fall market, Cook Convention Center, MemPhis. Tn.

Appalachian Hardwood Manufacturers Asstriatbn - July 2& i9, summer nreeting, The Greenbriea White Sulphur Sprfugs. wv'

International [.awn, Garden & hr,ver Equipment Expo - July 2&30, Kentucky Fair& Exposition Center' l-ouiwille. Ky'

AUGUST

National Wood Windorfl & D@r Associatio - Aug' }|tr sununer meeting, Grand Traverse Resort' Grand Trryerse' Mi'

National ilarOnane Show - Aug. lGl4, sponsored by American Hardware Manufrcturers Association, McCormick Ple' ChkaSo'

Southeastern Lumber Manufacturers Associntion - Ary' l+16 annual meeting, The Broadwater Beach, Biloxi' Ms'

Fbltus Bnothers Hardnare Co - Aug. fCU' market' Narchez Convention Center, Natchez, Ms. Falmetto Wholesale Co. - Aug. 2l-22, market, State Fairgrounds, Columbia, S.C.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

'11650 lberia Place

San Diego, Ca.92't28

are

In the Store Wars today many retailers have taken a position as "convenience stores." It is their answer to the warehouse outlet competition. I, too, believe that retailers in the lumber and building material industry can survive the onslaught of the warehouse chains with a market position as a convenient, local, semice store. I also believe that a retailer has the right to be slightly higher than more distant competition because the store is more convenientlv located, but please Don't TeI That To Your Customers!

When you are challenged by a customer

who quotes you the warehouse store price your best bet is to acknowledge the difference and meet the price. Or explain how some retailers can offer short term specials on a few items to attract customers. but that your store maintains a competitive position on the material list for the overall project. But never, never advise a customer he is paying more because you,re more convenient. He may feel that he is but he does not want you to confirm it.

When you tell a customer he's paying you more money than elsewhere, he feels you .ue branding him an easy mark every time he shops in your store so he won'i.

Some of my basic training in human relations came during my upbringing in the New York City area. As a young new home owner, I soon learned that a fast way to lose the esteem of friends and neighbors was to show an inability to ',buy right." Shopping for price became a necessity, not because oi

the effect on the household budget, but rather because of the ridicule by Murray, the next-door'neighbor. He was the guy who, when escorted to the newly-paneled family room, would ask, ,,What did you pay for the paneling?" and when you answered $11.99 a sheet, he'd respond, "Jerk, I could have gotten it for you for $9.99 at 2 Guys."

If you have to charge more for your merchandise you owe your customer some better explanation than"convenience." Give him something with which to face Murray.

Call (714) 852-1990 hes riill tlm uur mnaton Sdt'Pruifutic. I

We back our products with factory-trained personnel and a strong product warranty. lf you have a special application or problem, call our chemists on our toll{ree number. We'll help however we can.

We work hard to protect our product's reputation so you don't have to worry about yours.

Gray Seal, the Paint Pro's Paint. Painting's just too much work to use anything else,

For Inlormation contacl:

Rlelon.l llrn.ecr Jerry powelt, 918-865-4845, Manntord, 0K Tcrilory ll.n.!rB: Ratph Shepherd, 405-221 -7469, oklahoma Crty, _0-K,

I DON'T KNOW whether to title this I column "What's Convenience Worth?" or "There

some things you just don't talk about," or ,.Do it for Murray,"

Our reputation is sealed on eueru can of Gray Seal ldint.

TOPICS

rF ue LUIVIBERIVIEN's Association of

I Texas begins is second century of service to the industry with new, yet experienced. leadership.

Newly elected officers of the association are: president, Ray Nunn, Frisco; hrst vice president, Tom Hanover, Round Rock; second vice president, A. George Natsis, trI' Edna; treasurer, Don Smith, Lubbock; sergeant-atarms, Brook Kennemer, Nacogdoches; secretary Emmen F. McCq, San Marcos'

As I assume the position of executive vice

JOE BUTLER, JR. crecutlve vlce preeldent execudve vlce prcadent

f Henr IS probabty no other MLA serI vice that is as misunderstood as the Lumbermens Farm Plan.

Far too many members seem to have the opinion that the Farm Plan is somewhat of a "court oflast resortl' and as such is reserved for busirBsses that have lost control oftheir accounts rccei ble, and are willing to try "anything" just to stay in business. Our purpose here is to set the record straight. NOTHING could be further from the truth! It is not, and

president, Joe Butler Sr. continues in an advisory position until his official retirement in early 1987. (See page 23 for related story)

Barbara Douglas, whojoined LAT January l, takes over my former position of exhibit sales director. She will also assume responsibility for the association's education seminars.

A l98l graduate ofthe University ofTexas at Austin, Douglas joined LAT with over five years of professional association experience. LAT has an exciting new Program designed to help dealen achieve excellence in their personal and professional lives.

Joe Charbonneau. who spoke on "Look

Building Prcducts Dlgest

Who's Wrecking Your Company Nov" at the 1985 convention in Fort Worth, will offer the seminar through his Performance Group. Dealen and employees can participate in tvo outsbndirg prqrams: "Management Leadership Techniques" plus "Customer Relations/Sales Training."

The seminar is unusual in that the person enrollirg can panicipate in Orc program when, where and hol he wislres. Because the entire seminar is recorded on cassette tapes' it is possible to participate while driving. at home or in the office- It is also possible to anend the same session more than once.

Available to LAT members only, the program is organized in 12 monthly modules. A modute includes a vinyl sorage binder, a cassen€ tape. uork book ard note @. Those enrolled in the seminar will receive a module each month.

Registration may be mde thmugh the LAT office. Cost of $19.95 plus $3.5O sttipptug and handling per module should be included with the registration. Extra uorkbooks may be ordered for $7 each.

And nov, the Farm Plan hasjus gouen bcter! As a rcsult of the reccnt prrchase of Farm Plan by Deere & Co.. tlrese new features have been added to the program:

(l) There is no recourse back to the dealer on any Farm Plan-apprwed credit accouns.

(2) There is no longer the need for local bank participation since the Farm Plan can nor prwide direct financing on all accouns.

should not be considered, a last dirch effort to keep your business going!

It is a service for you and your customers (that's right, your customers) that will drastically improrrc pur cash flov, get yotl otlt of ttte banking business, and back into the business you knov best the retailing of lumber ard building materials. The pressure that is taken offa dealer's accouns receivable relieves one of the truly great problems facing all small business. Where the Farm Plan is being utilized, the participating dealer honestly cannot imagine doing business without the Farm Plan, or a similar accounts receivable finarrcing program.

What we re once Farm Plan problems are now Farm Plan imprwements and even the rno6t donhirB dealer (riles it o his business to take a frresh look at this association service.

The Farm Plan is not, and never has been. tlre sole possession ofthe desperale. Ra0ter. it is a management tool that is available to all dealers wistrirg o rirt therrrsehcs of tre fuuncing needs of their customers. Credit is a service ttrat nrocr agree mr$ be ffir€d. Horertr, to allov this service o control, ard ultirnately urdermilrc, a busirpss is an errortlut nunagernent need not malc. l,ook closer into this exclusirrc MLA service to see what assistance it can prwide in the profitable operation of your business.

Louisiana dealerc annual convention

HE NED Ball Award for distinguished service was presented to Grover Adkins of Bolinger Lumber & Supply Co., Inc., Bossier City, at rhe annual convention ofthe t ouisiana Buildine Material Dealers Association. Jon Crom] well of A. B. Clark Lumber Co., New Orleans, received the President's Award.

Ken Pickering, Louisiana State Banking Commissioner, and Bill Lee, Builders Mart of America, were keynote speakers during the educational sessions. A panel discussion on "Employee Stimulation" included Francis Mercante, Bob Morrow, Tim Stine and Steve Ashy.

hst presidents were honored at the annual luncheon hosted by Perma '.R.,' Other social activities included a dinner dance and a fashion presentation for spouses.

Bob Morrow of Morrow Lumber Center, Metairie, accepted the gavel from retiring president Trey LeBlanc. Other officen elected include Jon Cromwell, lst v.p.; Bob Armer, 2nd v.p.; pierre Schwing, treasurer; Hubert Walker and

Don Clanton, national dealer directors; Gayle hssman, administrative v.p., and David Frey, executive v.p.

Directors include Buddy Tolson, Ralph Norman, Trey Kiper, district 1; Ed Breedlove, Tom Morgan, Mac Ivey, district2; Tim Stine, Jimmy Robertson, Steve Brown, district 3; Doug Ashy Jr., Garland Hebert, Pierre Schwing, district 4; Ed Baldinger, Bill Pulley, George Kellett, district 5.

A. J. Harris, Francis Mercante, Bob Gabriel, district 6; Forrest DeCuir. Jerrv

Story at a Glance

Adkins and Cromwell recognized for service panelsums up employee relations Morrow elected president ... summer meeting in Destin, Fl., July 17-20.

Buller, Flora Fontenot, district 7; Chester Morrison Jr., Robert Vice, Dudley Webre, district 8.

Steve Ashy, Doug Ashy Jr., Garland Hebert, Pierre Schwing, Fred Mills, Dick Kennison, I-eland Gauthier and Joe Elder were named to plan the 1987 annual convention. The summer meeting at the San Destin Hilton, Destin, Fl., July 17-20,is being planned by Jon Cromwell, chairman, Steve Ashy and George Kellett.

Other committees appointed include Pierre Schwing, chairman, Robert Vice and A. J. Harris, finance & budget; Hubert Walker, chairman, Buddy Tolson, Bob Armer, Pierre Gauthier, membership; Jon Cromwell, chairman, Francis Mercante, Jimmy McCall and Ed Baldinger, education, and Don Clanton, chairman, Jon Cromwell, Dudley Webre, Tom Morgan, George Kellett, insurance.

Board members expressed appreciation for the more than 30 companies sponsoring the convention which was attended by 200 delegates Feb. 27-March 3, at the Royal Sonesta Hotel in New Orleans.

SOUTHEASTERN SCENE

cou",inn Alabama, Florida, Georgia, Kentucky, Louisiana, Mississippi' the Carolinas, Tennessee and Virginia.

Tbnnessee Building Material Association is sponsoring a l0 lesson correspondence course on sales basics for its members.

Designed to aid a supervisor in helping a new emplcryee to imprwe his skills, it includes a check list for keeping track ofthe lessons and homework as the student completes them. Produced by Lumber Tech l, the course is arailable from the TBMA offtce.

Plans for the 6lst annual convention, Sept. 21-25, in Dorado, Puerto fuco, are being finalized. Cerromar Beach Hotel has been selected as the site for the program which will include business sessions and a board of directors meeting as well as sports events and sightseelng.

Virginia Building Material Association with the Southem Forest Products Association is sponsoring a series of seminan on southern yellow pine.

Dave Mason and Frank lrsniewski will be seminar speakers, discussing the SFPA and

southern pine including the manufacturing process from log to finished lumber, wood moisture relationships including drying, handling and storage, grades, marking, lumber sizes and quality assurance as well as strength properties and span table usage. Pressure treated wood, Permanent Wood Foundations, the Plenwood System and the merits of southern pine as a building material also will be covered.

The halfday seminars are scheduled for 8 a.m. at the Howard Johnson in Richmond, May 6; the Holiday Inn' Manassas' May 7, and the Holiday Inn Tangleuood, Roanoke' May 8. Reservations arebeing takenat the VBMA office in Richmond. Cost is $45 per person including materials, coffee' tea and snacks.

Florida Lumber and BuiHing lvlatcrid Dealers Associations's convention committee is organizing activities for the 66th annual convention and buying show to be held Sept.

Building PrcducBDigcst

lGl2 at tlp Mariott/Orlando World, hke Buena Vista. Fl.

Among plans under consideration for the schedule of events is a 5 kilometer marathon. Members have been asked to indicate their interest in participating in the 3.1 mile run.

lmistorna Buildiry Material Dealers Association is Pollmg its rnembers to det€rmine is priorities for the current l,ouisiana legislative session.

Issues being considered include liability insurance; unemPlcrynrent compensation ; "rorkers' compensation; lien laws; parish central sales ax collection; right o nork and Sunday closing larn.

Plans of action will be formulared based on the response to the sunrcY.

Building Materid Merchant's Associetion of Georgia and Alabama will hold its summer managenrent conftrence, June 14-17 at the Grove Park Inn and Country Club' Asheville, NC.

Joe Samulin, formerexecutive vice prcsident and founder of Handy Dan and Handy City, and Dare l-obaugh, both irdustry consultans, will be speaken during the meaing. Meetings ofthe insurance tnrstees and board of direc-tors are scheduled as n'ell as an actira program of recreatiorul aaivities.

Januarv 30 and 3l trare been sa as dates for

DMIK-PairticCnlrp.

. Western Fled Cedar

. Bedwood (green or dry)

' Hemlock

' Spruce-Pine-Fir

. Hadwood Llmber

Gontast: Frcmont, Ca.

Hank Aldrich

Chris Peterson

Terry Ryther

Randy Walton

ElWerthman

Dwight Curran (415) 7e6-3670

Species

Chico, Ca.

Claude Barnes (916) 3€-441

Los Bano.s, Ga.

GaryStewart (209) 826€s44

' Douglas Fir (old grct\ ^h) . cedar shakes : t#Hlf,. . Fonderosa & Sugar Pine o Treated Products . Hard\,ood PbA ood

Carson Clty,1{v.

Harold Fuerst (702) 88$1801

Pordand, Or.

Gene Leis (503) 25$36ss KansasClty, Ka ElillCressey (913) 341-9s22

"Every SAbk A MasterPiece"

the 1987 buying show which will be moved to the Georgia International Convention and Trade Center in College park, Ga., according to Eddie Chambers, Chambers Lumber Co., newly elected president.

Other recently elected officers are Fred Thomas, Cordele Sash, Door & Lumbet vice president; Wayne Cole, Dallas Buildine Material. sec./treas.: Jack Nunn, The Beacoi Co., chairman of the board.

Directors include David l,ott, l,ott Builders Supply, Jordan Short, Short & paulk Supply, District l; Bill Cochran, Farmers & Builders Supply, District 2; Jim Delaney, Jordan-

ButlerJr. ls New LAT Exec.

Joe Butler Jr., secretary of the Lumbermen's Association of Texas, assumed the position of executive vice president immediately following the close of the l00th annual convention in San Antonio. (Com_ plete coverage of the convention will appear in the June issue of Buildine Products Digest-ed.)

Joe Butler Sr. is continuing in an advisory position until his official retirement shortly after the end ofthis year.

The younger Butler joined LAT in March 195 as exhibit sales director and was elected secretary in lg7. He has become widely known in the industry as a

Bradley Supply, District 3; Mark Baver. Wam_ er Robins Supply. Tom Breeze, The Lumber Ranch, District 4; Bob McCrary. Maner Building Supply. District 5: Otis Stake, Stake Builders Supply, Larry Houston, Houston's Blilding Supply, District 6; Roy phnpot, kek_ Hightower Lumber Co., District 7; Iack Stovall, Stovall Builders Supply, Billy Mitchell, Mitchell Hardware & Building Supply, District 8; Carl King, Ozark Building Supply, Uhland Redd, Florence Lumber Co.. Diitriit 9: Jerry Farmer. Weyerhaeuser, Tommy Johns, Schaefer Sash & Door, associate directors. and Luke Nichol, Newton Coal & Lumber. logs director.

result of his decade of success in planning, promoting, implementing and supervising the LAI annual convention and exposition which is the largest single state convention in the industry. He was also responsible for developing and implementing LAT's educational programs and computerizing the LAI office and the LAT Insurance Trust.

ButlerJr. graduated from Texas Tech University in 194 with a degree in busi_ ness administration. After one year in the industrial relations department of a large Texas ship building firm, he was offered the job as exhibit sales director bv the LAT executive committee. Throuehout

Warren Hood, Jackson, Ms., is the 19g6 recipient of the John J. Mulrooney Memorial Award the North American Wholesale Lumber Association announced as this issue went to press. A full report will appear in next month's Digest as part of our coverage of the NAWLA convention.

Founder ofHood Industries which mersed with Mississippi Industries in 1969 and in igl0 with Masonite, he has served the lumber industry for more than 45 years. Hood has been an active member of state boards and councils as well as local civic organizations and youth programs including the Boy Scouts of America.

his adult life and business career he has been active in many business and civic organizations, including the West Austin Rotary Club, the Texas Society of Association Executives, The National Association of Exposition Managers and the Austin Jaycees.

Future Dates

Check our Calendar on page 18 for information on uDcoming conventions, meetings and trade shows in your region.

A GOMMITMENT TO EXGETLENGE

I FITIEST I IIGREOIEI{TS

I EI{UI R(II{ M EI{TALLY SAFE

I PRESERUES AIIII E}IHAI{CES I{ATURAL BEAUTY

GRACEADA MANSION. MODESTO. CA DEVELOPED BY JOHN B. HINCHEY PHOTO BY JEFF BROOME

OPERANNG OPPORTUNITIES

VERHEARD while at the Home Center Show in March at Chicaso's McCormick Place... "The industry's profit strucnrre is closing in on eligibility for goremment assistance"..."What can you do when everyone has the same merchandise and continues to bang away at price?"..."Hov do they do it?"...

These and several other thoughts were recalled when the 1985 Sears, Roebuck and Company annual report arrived. Some observations on its content will show what the nation's leading retailer appears to be doing about its posture in the market place.

First, clearly stated are is strategies in the section on Mission, Financial Goals and Strategies. (l) "To answer grster competition in its markets, Sears will compete by developing differentiated gods and semices of supenor value." (2\ "To meet the needs of a market increasingly characterized by its value consciousness, Sears's second strategy is to continue to be a low cost producer.' ' (3) "The. third strategy for Sears's growth in a convenience and service-oriented society is 6ective marketing."

These were taken from a broader text c@ering Sean in all ofits operations but, as applied to their retail business, their meaning seems obvious. Private label producs, superior r,alue services and lorv costs to effectively market in a service-oriented society. Service clearly comes through along with value and/or price effective marketing.

Second, a three year analysis by net sales points out the results achieved since 1982 in selling service. (From the section on The Analysis of Merchandising Operations.) The growth in "service" net sales from7.ll% in 1983 to 8.?0% in 1985 speaks for itself. When you have revenues ofthe magnitude generated by Sears, a three year shift of l.fiVo reprcsenB mega-buck!

Third, from the section on the five year summary of Business Group and Segment Financial Data comes some identification of income contribution from their retail operations. 'lirtal corporate net income was shovn o be $1.3 billion. Corporate revenues were shovn as $4O.7 billion. Net income expressed as a percentage of revenues wouldb3.2%.

The company appears to segment what it sells into Consumer Services and Financial

Services. Consumer Services consist of the Sean Merchandise Group and Sears World Trade, Inc. Financial Services include All State Insurance, Dean Witter and Coldwell Banker. These five businesses, while dubbed services, include Sears outlets located in the U.S.A., both retail and caalog, the Sean Roebuck Acceptance Corporation supporting credit nansactions ad Sears foreign based retail and caalog openrtions.

The ponion conainirg Sean domestic retail store is within tre Sean Merchandising Group and is designated ' 'Merchandising.' ' This portion of the conpary's activities genented9y'7 million in income. This is 34.3% of the total income reported. The International retail and catalqg portion contributed $25 million in income, or 1.92% of the comparry's total. Thus, the r€tail portions dSears's irmnE appears to contribute at most jus orcr 36% dis r€porEd earnings. The balance is provided by their Financid Services Grurp ad treir rErail q€dit operation (SRAC).

They appear not only to be oally committed to service, but to be garratirg tre nnlxity of their inconre from their rrvice areas. It has been said that successful people buy when othen are selling and sell wtpn odrn are buying. Conld the uorld's largest sore be servicing while eveq,one else is pricing ard thus qrt of step with the vocal majority?

WALLY LYNCH Builders Express, Inc. PO. Box 741623 Dallas. Tx.75243

Gotta Picture of Your Truck?

We're looking for photos of company trucks that we can feature in a photo spread on trucks planned for our July Special Issue on Tiansportation.

The more visible the comoanv markings the better. Any size or type truck is OK. Restored old company vehicles are also eligible. Pictures must be in sham focus and clear: black and white preferred, but color is acceptable. And please, DO NOT WRITE ON THE BACK OFTHE PHOTO. On a separate sheet of paper include your name, company address. a brief description of your truck(s) and your telephone nurTlDer.

Mail in a well padded envelope to us at 4500 Camous Drive. Suite 480. Newport Beach. Ca. 92660.

Thanksl

P&M Cedar Honors Dealers

For thc second year, thc commercial sale s division of P&M Cedar Products. Inc., Stockton, Ca., has honorcd its top five volume accounts for 1985 by presenting them with commemorative plaques recognizing their outstanding performance.

The Golden Cedar award was presentcd to Eric Canton. co-owner and vicc president of Canton Lumber Co. Minneapolis, Mn. The Silver Cedar award wcnt to George McQuesten Co., Inc.. North Billerica. Ma.; the Bronze Cedar award was given to Earl Raiford Lumber Co.. Asheville, N.C. Awards of merit were presented to All-Coast Forest Products, Inc., Chino, Ca., and MidState Lumber, Branchburg. N.J. Awards were presented during the Western Wood Products Association's spring rneeting in San Francisco. Ca.

New Berth For Lumber Cargo

Lumber is a major cargo passing through a new 700 ft. berth at the Port of Georgetown. S.C.. about 50 miles north of Charleston.

The first customcr was a Brazilian shio carrying 824.000 bf of mahogany.

Anothcr vessel delivered 3.5 million bf of mahogany destincd for Pat Brown Lun.rber. Lexington, N.C. An 1l million bf cargo of Canadian spruce, the largcst import shipment since the berth was opened, unloaded there as well as an Italian ship on its maiden voyage u'ith Canadian spruce for Georgia-Pacific Corp.

The new berth with a 43,000 sq. ft. warehouse. two lumber sheds totaling 21 .400 sq. fi. and 27.9 acres of paved open storage space was officially dedicat ed on April 17.

Treated Wood Shipments Up

Horne improvement projects using prcssure treated wood hclped to increase thc value of treated wood shipments in real dollars by 9% in 1984 and by an cxpcctcd 5.5% in 1985. according to the Commcrce Department.

Treated wood shipments for 1986 are anticipated to rise by an inflation-adjusted 4%. Decks and permanent wood foundations arc rcsponsible fbr much of the increase. Stronger acceptance of thc PWF (Permancnt Wrod Foundation) is expected by government researchers.

competition isn't standing still that's why we're always one step aheod."

PERS NALS

Roger Roberts has been named pres. of Baystate Wood Preservers, a new wood treating co. with offices in Greensboro, N.C.. and Stuarts Draft. Va. James Wilson rs v.p.

Hubert Ramsey is the terminal mgr. at Southern Gulf Transport's new dispatch terminal in Little Rock, Ar. Company Hq. is Shreveport, La.

John W. Wigger is the new exec. v.p. and gen. mgr. of Causeway Lumber Co., Fort lauderdale, Fl. M. Scott Whiddon is ncnv v.p. and asst. gen. mgr.

John Bennett is now director of construction at Hamilton Interests of Florida, Boca Raton, Fl.

l4hrren E. Clark has been appointed pres. of ke Building Products, Inc., Houston, Tx., according to James A. ke, chairman.

Nelson J. Cooney has been named pres. of the Brick Institute of America. Reston. Va., according to David K. Cushwa III, chairman of the board.

David Frey, exec. v.p., Louisiana Building Material Dealen Association. has been in Shreveport, La., visiting dealer members. On Feb. 18, his wife, Pat, gave birth to 7 lb.. 8 oz. Danielle Renee.

Carol Pike is now customer service mgr. of General Sentry Hardware Co., Greensboro, N.C.

Buddy Tolson, Hill Lumber & Supply Inc., Monroe, La., married Audrey Ashley on March22.

Mike Monson, Davidson l-ouisiana Inc., Baton Rouge, [-a., is recovering after a recent heart attack.

Neil Poland, Florida district sales mgr. for Bruce Hardu,nod, Floon, has taken on the additional job ofassistant to southeastern region mgr. Melvin Burkhardt.

Joe Contestabile, Piedmont Forest Producs. Hurst, Tx., is back after a S.C. and N.C. business trip.

Carolyn Ryals hasjoined the sales team at Southern Wood Preserving, Hattiesburg, Ms.

Bubba Lamorc is nor mgr. of treated lumber at Southern Lumber Co.. Jackson. Ms.

John Dowdy and Bill Harvey are new to sales at Triangle Trading, Inc., Duluth, Ga. David Fitzgerald is now in sales at the co.'s distribution center.

Dick Natale, panel products sales mgr.. Louisiana-Pacific, Conroe. Tx.. has bi:en awarded "Chairman's Club" status by chairman and pres. Harry A. Merlo.

Michael K. Shouse has joined the Robert Bosch Power Tool Corp., New Bern, N.C.. as sales oromotion coordinator.

Jim Sexton hasjoined Hugh TarverJr. & Associates, Alexandria, [:.

James J. Mulloy, gen. mgr., McCormick Lumber Co.. lrxington, Ky., has resigned after 32 years with the co.

Don C. Hasson has been elected pres. and gen. mgr. of House-Hasson Hardware Co.. Knoxville, Tn., succeeding his father, James K. Hasson, now chairman and c.e.o.

Bob Fant, advenising/p. r. di rector, Scotty's. Inc., was in New York recently on company business.

Lester Whicker. Hickory, N.C.. territory salesman, General Sentry Harduare Co.. Greensboro. NC.. has been named Sentry "Salesman ofthe Yearl'

Ronald A. Ftppinger, managing dir., National Housewares Manuhcnrrers Association. was presented the "Chairman's Award" by the Japanese External Trade Oqganization.

George E. IGlly has retired as pres., Hardwood Manufacturen Association. Memphis, Tn.; managing dir.. National Oak Flooring Manufacturers Association, and sec. /treas., Southern Cypress Manufacturers Association, after 33 years in the industry. James H. ke suceeds him as HMA pres. and will serve as the staffexec. ofthe other groups.

IGith Scutt is nor co-mgr. of 84 LumberCo.. Greensboro, NC.

Cindy Mason, W.R. Grace, San Antonio, Tx., and Howard Mayer, FoxworthGalbraith Co.. Dallas. Tx.. have been named to a new Home Center Institute Training Managers' Council.

Joe Cortez has rejoined Trinity Forest Industries, Inc., Hunt, Tx., as sales rep/industrial accounts for Dallas/Fort Worth. Tx. Jack Gilkey has been named product specialist for their new Andersen Windor distribution division.

Bill Carden. Bill Carden L,umber Sales. Seekonk, Ma., was in N.C., Ga. and Fl. on a business trip.

Don Overmyer, Linden [.umberCo.. Lirden, Al., has been elected chairman of the board of the Harduood Manufacturen Association, replacing trbed Nettelville, Fred Nenerville Lumber Co.. Woodville. Ms. L.N. "Tommy" Thompson, T&S Hardu,oods, Inc., Milledgeville, Ga., is lst v.p.

Grace Murphey has been named southwest regional mgr. for Tx., I"^a., Ak., Ok. and N.M. for National Ceramics. Inc.. New York, N.Y.

John A. Brennan, pres., building materials div.. GAF. has celebrated his l5th anniversary with the co.

EJames Bedrer, Jr., pres. and c.e.o.. Geneva Corp., Greensboro. N.C.. has been named to the board of directors of WR. Bonsal Co.. Charlone. N.C.

Louis [inla-v, M.W. Smith Lumber Co.. Jackson. Al.. has been elected director-atlarge of the Southern Forest Products Association e)ccutive committee. completing the unexpired term of John Shealy, Willamene Industries. Ruston. La.. who was elected to fill the vacant seat of director of District 7.

Gene Nelson, national sales mgr., paneling producs. Geoqgia-Facific Corp., participated in the first press conference ofthe Plyvood Parcling Council in Chicago, Il. Others in the discussion were Peter Geerben, v.p.. sales ard rnarkcing, States Industries: Jerry Hood. v.p., Davidson PWP; T.C Mamous, director of design and marketing, Plywood Panels. Inc.: Bradford F. Mitls. sales and marketing director. palrcling producls. U.S. Plyuood; Robert T. Renfro, paneling gen. mgr.. Weyerhaeuser Co.. and Honard Steinberg, pres.. Ply4em Manufacruring.

Hennan W. Glou. dir€ctor of field services. American Plyuood Association. Tacoma. wh.. has retired after 3l years with the association. Philip L. Benfield, with APA for 30 years. succeeds him.

Dick Sutton has retired from $,bstraco. Summerville. SC.. after 47 yean in the industry. Barr.v Hammett is norv export sales director, Harry Lncklair is in domestic sales. and Jack Harbin. sales director for the Cameron Timber mill.

Mike Day is new to sales at Hood Industries. Waynesboro, Ms.

Dave Br.rrant, sales mgr., Scotty's. Winter Haven. Fl.. presented a "Salesmanship l0l" workshop at a local Chamber of Commerce meeting.

Terry l,essard is the ne*' field rep. for Ok.. Ar. and No. Tx. for the Western Wood hoducts Association. based in Dallas. replacing Randy Carr, who has joined his father's company. Carr Lumber. Bedford Park. II.

Tom Il Anderson has been appointed industrial sales rep. fior Ga.. Fl., Al. and easternTn. for Kapman. lrrc.. Valdese. N.C.. according to Fbank J. Grabell, v.p. of sales ard marketing.

Gary Fbosh will manage the new Babcock Building Supply store in Palm Bay. Fl. Dale Booaer, pres. Boozer Lumber Co.. Co lumbia, S.C.; Phil Mansfidd, exec. !:'p.. Hechinger Co.. l:rxlorcr. Md.. and Edwad A. [.Blanc, senior v.p./sales and marketing, Macklanburg-Ducan. Oklahoma City. Ok.. harc been selected to serve tfuee-)€ar ternrs on tlE tlatbnal ll,ome Center Show advisory board.

Winn E. Baygo has joined Mungus hmgus Forest Roducs. Climax. Nv.. in Or transportation dep.. report tfrEh Mungus and Fhrddy fbnSus.

(Please turn to page 46)

We turn D.l.Y.ers to PROS.

There are lots of reasons why your DIY customers decide to tackle that home improvement or repair themselves. But no matter what the reason, they all want professional results. One way to ensure this is by choosing top quality professional products. CedarPro@ fencing, siding, interior planking, and moulding are just the products they need.

Chosen by builders and contractors nationwide, the DIYer can select the same quality products for their jobs. Guided by installation and finishing tips provided on each package and printed in handy booklets, you and CedarPro can build DIY confidence with professional results everytime. Be a pro with CedarPro incense cedar products!

CedarPro@ products are manulactured by P&M Cedar Products,lnc. in their own soumills.

Corporate Office: P. O. Box 7349, Stockton, CA 95207

Outstanding In-Store Traffic Builder

lnformative Book of Wood/Could ll provides stepby-step detail on 23 innovative redwood projects created by professionals in fine woodworking. Available in versatile combination shipper and counter display.

ldea.Generating Product Literature

Informative, highly funclional fou color product literature etfectlvetl promotes redwood sales action. Manufacture/s discount also ae corded on allCalifomia Redwood Association lilerature.

TV Slide Spot Featuring Redwood Plans Book

A set of eight 35mm slides complete with a storyboard script for a 30 second TV spot promoting the Redwood Book of Wood/Could ll. Sign off slide affords space for advertiser identif ication.

Handy How-To Guide to Redwood Goop Promotion

Concise and to th6 point, this har dy guide covors coop promotion from A to Z and shows how it car double and triple the mileage and impact of localadvertising dollan

I rvs-rEscPl

r Redwood Ad lepartment in an Envelope lver 25 pages of professlonally repared newspaper repro art and uggested radlo spots. Repro uterials heavlly flavored with dwood end use illustratlons, eadllnes, and suggested sales vent themes.

CRA Redwood Propertles and Uses on VIdeo Cassette

Wlde ranglng presentation provldes a wealth of redwood informatlon In an 18 minute showIng. Covers numerous redwood propertles, manuf acturing, g rades, finishes and end uses.

Banner a Redwood Sales Event

Boldly screened lettering on a durable, reusable, weatherresistant fabric including grommets for mounting. Banner measures 10'x 31

ieporting ;algs Successes

edwood Sales Success Reporter

ulletins relate the case history etails of effective special promG onal events that brought in ustomers and rung up redwood rles.

Traff ic Stopping, Sales Making Paneling Display

Smartly labeled, easy to handle shrink wrapped packages of versatile Redwood LaHonda paneling displayed in a sturdy compact floor unit that stops traffic and converts lookers into buyers.

Redwood ldentity Sells at Point of Purchase

Affix these bright, colorful pressure sensitive labels to redwood stock in stand-up bins to unmistakably identify the lumber as redwood.

Ask your Simpson Redwood supplier for details about co-op promotion support on all these sa/es and profit builders, or contact: Greg Lambert Simpson Timber Company California Operations P.O. Box 1169 Arcata, CA 95521-1169 (707) 822-0371

5impson

The Redwood People

There'sA New

You've known us for a long time, right?

A real serious bunch of Osmos€o wood tneaters. But, we'rc changing our image, loosening up, and getting o<cited about Spring. Well, that's the time everyone else gets excited about building do-it-yourself projects. And, we've got some pleasant surprises for you that'll put Spring in your step, too.

We want to work with you to design a total package program that fits your market. You see, we can help you boost sdes of Osmose Ifood Products by fumishing the tools you'll need; things like Osmose in-storc merchandising aids including banners, Great Plans Videos and a full range of colorful sales literature. Plus, we can grve you the competitive edge in pricing and prompt delivery.

Call us for a full line of Osmose brand pressure treated wood products and Flame Probft LHc* fire reardant treated lumberandpllvood. Cdl Rod Didier, Terry Welch or Dodic Pagel at r-8(J,O-392-5670 (Texas In -Wats) or 7 | 3 -7 33 -7 421. And hurry, Spring fever is contzrgious.

Mixing

A hand powered cement/multi-purpose mixer weighing 20 lbs., with a capacity of 160 lbs. of mix or 18 gallons of liquid, is new from Bishop-Klein Industries.

NEW DUCTS

and selected soles oids

Crank'lic Close Shutters

An easily installed mechanism which opens, closes or sets shutters in any position is new from Jobe International of Holland.

The mechanism consists of a crank with its rod passing through the wall or window frame to enter a small gear box which converts horizontal rotation to the vertical rotation of the driving hinge.

A Pumping lron

The HD polyurethane drum uses eight built-in mixing paddles for rapid, thorough one-hand mixing. The nontoxic drum allows complete pouring of contents, washes clean after use, and detaches from the frame for storage or transport.

The mixer stands on four points, with a frame of I in. steel tubins.

All Wood Mantel

A new mantel made from hand selected, kiln-dried western hemlock to add a touch of class to any traditional fireplace is now available from Wasatch Mountain Mantel Co.

The Bradford can be stained to bring out the rich, natural patterns of the wood or painted for a more classic look.

A new sump pump weighing only l2Vz lbs. and powered by a 3 horsepower motor can pump 2580 gallons per hour.

Tlte EZ Pump LoBoy 20 from HiLo Industries is non-clogging, will pass 72" solids, and has lt/z" discharge.

Materials include steel motor housing, polypropylene impeller, 8 ft. cord with 3 prong grounded plug, expanded polypropylene float, molded float rod, and base, pump housing and switch cap of molded plastic.

The pump is available in four models: automatic with float operated mechanical switch, automatic with pre-set mercury float switch, automatic with 10" mercury float switch and non-automatic.

Overhead Blinds

Manually and electrically-operated venetian blinds for roof windows and skylights have been introduced by Velux-America Inc.

The blinds feature slimline aluminum slats that are eggshell white and can be adjusted to all angles to control incoming light. For skylights, they come with a special Thermo-Stop energy-efficient coating, which reduces heat loss or heat gain by 507o, depending on the season.

The manual blinds can be operated with the same rod that ooens and closes the window. If the wiidow is within reach, the blinds can be operated by hand.

Underground Feeding

A compact model of the Ross root feeder system to deep-feed lands6ape, trees and shrubs is now available for the home gardener.

Fitted with a cartridge containing a pre-measured fertilizer, the feeder head aftaches to an ordinary garden hose. The fertilizer/water solution is delivered though a probe-tipped steel tube directly to the plant's dripline, the area beneath the other branches where vital feeding roots are located.

Unlike other feeding and watering methods, the system wastes no water or plant food.

FREE READER SERVICE

For more information on New Products wfite Building Products Digest, 450O Campus Dr., Suite 480, Newport Beach, Ca.92660.

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

Also available in oak, the mantel is offered in two sizes, for flush mounting or mountins on extended brick.

The blinds are designed for Models GGL and TPS roof windows and Models VS and FS skylights.

Strong Attachment

Fas'Thks from Insul/Crete attach bead to Styrofoam by sliding in and hooking firmly into the material.

same light as a 75 watt incandescent bulb.

Designed for a long, rugged life, with shaner-proof. heat resistant, oil and acid resistant, water resistant lrxan housing, it has been tested under such extreme conditions as being driven over with a vehicle, dropped 20 feet and submerged in water.

Four temperature movements (two separate temperature setbacks) can be programmed into a unit's memory in addition to its "quick touch override" button used for temporary changes.

A liquid crystal display shows current time and day of the week, programmed temperature. room temperature. programmable settings and auto/manual op eration modes.

A nine-volt banery powers the thermostat. which also features low banery and filter change indicaton.

Blades On Hold

A pocket cutter-knife, which stores replaceable blades in its handle, is new fromTiadeCom.

No hammers. drills, screws or nails are needed. and the tacks reportedly can't be pulled out.

Super Flash

A bright, easy to maneuver light source for do-it-yourselfers which still remains cool to the touch after manY hours of use is new from Tough-Lite.

Fold-Away Door

hefinished wood folding doon with glass or fabric inserts for door accents are new from Wood Specialty Mucts Co.

The Spaceshaper Designer Series offers options of three shades of real oak veneer. three glass insert designs and a choice of fabric inserts.

The solid wood doors also feature styled oak and brass handles and magnetic catches for opening and closing.

Man Made Climate

With 2" long cuning edges, the Hades fold back into the easy+o-grip hardle when the work is done.

The all electronic light features a standard size 120 volt fluorescent bulb that uses only 8 watts to provide the

The EnerGenius line of electronic setback thermostats providing automatic climate control is new from Jameson Home Products.

,g-1*FiWryr

Two models. with one blade in readY position and room to store three othen, are available.

Continental Kitchen Charm

A new collection of kitchen cabinets from Excel combines the smooth, sleek European look with a number of ..hidden" quality features.

Corum cabinets are manufactured of easy-care melamine laminate with contrasting solid oak pulls in a light finish.

Hidden features include self-closing doors and drawers, a special drawer suspension system, doweled cabinet construction, adjustable shelving and six-way adjustable self-closing door hinges for perfect alignment.

Fiber Glass Shingles

Regal Wood, a fiber glass shingle with a deep wood-like texture, is available from Manville.

'the l4-V8" x 42" shingle size means fewer shingles to apply and less material required per application. They can Ue apitieit on homes with a minimum roof slope of 4" and a2" minimum when using low slope application techniques.

_-The shi-ngles resist rot, mold and mildew They carry a U.L. Class A fire resistance and wind label and a 25-yeai limited warranty.

Dial-A-Door

A new door selector display from Pease Industries allows buyers to visualize how a wide variery of stvles will look when combined with the style of their homes.

The display provides sketches of a variety of front elevations in which the front door has been cut out. Behind the cut-out areas, there are drawings of different doors on a wheel that turns.

It is available as a floor model or as a hand-held portfolio.

WestemRed Cedar

Self Stick Fabric Trim

A self-adhesive fabric trim offering wrinkle-free application is new from Stik-Tiim Industries.

Stik-Trim is intended for use as wall and ceiling borders, f.*ilg windows and panels, creating chair rails ol projects including decorative trim on furniture.

If necessary, the trim can be picked up and re-positioned during placement. It comes in a variety ol patterns.

ls a natural.

Naturaly durable.

Naturafly beautlftrl.

Naturafly popular. And, profitable, naturafiy!

Mtit to 1f,6t6a Red Ccdr Lmbcr Atrodrrlon. I

Cordless Solar Fridge

A chesrtype solar refrigerator with freezer is new from Dayton Walther Marvel Division.

FREE READER SERVICE

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

Oversized Ceramics

A new collection of oversized vases is new from Ceramic Fashions.

Solar insulated for tropical environments, it can provide refrigeration in areas where conventional power is not available. Designed for use with photo voltaic l2-volt DC batteries. the unit features a cold-storage, eutectic cell for refrigeration during long periods of time without compressor operation.

The model provides 4 cu. ft. of cold storage.

Voluptuous Valves

A new line of designer-styled shower valves combining elegant appearance with reliable water temperature control has been introduced by konard Valve Co.

Showermaster Classics valves are available in a polished brass, satin chrome or chrome base with porcelain, solid oak or polished brass fixtures. Their Dura-trol bi-metal thermostats provide continuous water temperature monitoring. Interior parts are constructed of high grade bronze and stainless steel alloys for low maintenance servlce.

FOR

Deep Pockets

A tool pouch which prevents tears or damaged clothing by providing handy carrying pockets for a square and upe measure, plus a loop for carrying a large hammer. is new from SwansonTool Co.

The ne*'sryles. which include a heart bowl. temple jar and sidedraped Grecian urn. are 22 in. in height. All available in 24 different colon.

Light My Firc

The Speed Square pouch keeps heavy tools to the side for easy access to a nail pouch.

Constructed from heary duty. 8-oz. top grain cowhide leather. it features sturdy all-capped rivets for extra long durability. It fits any belt up b 2-t/:".

A strobe-equipped smoke detector for alerting the hearing impaired has been introduced by Gentex Corp.

Wlren the photoelectric detector senses smoke and goes into alarm. it activates a local 90 db solid state piezo signal and flashes a "FIRE' warning I to 1.5 times per second at a peak light intensit-v of 20.000 candlepower.

The 120 VAC detector designed for ceiling or wall mounting includes a 2.5 cardlepourcr strobe with red "FIRE" lettering. piezo signal. test switch. LED condition indicator. quick disconnect wiring harness. mounting hardware ard a two-year warranry.

Let's Get Oiled

One can of Ryan's new trimmer oil can be added to a gallon of gasoline to provide the 32:l fuel mix needed to op erate most nvo-cycle yad and garden equipment.

The oil reportdly is formulated to prevent carbon and ash buildup on ports and spark plugs. Special additives protect bearings, cylinder walls and piston rings. Its formulated viscosiry allows it to mix easily with gasoline.

It is available in 4-oz. pop-top cans.

MORE INFORMATION CONTACT: TERRY MURPHY TREATED AND WHITE LUMBER SALES MANAGER

P.O. BOX s36 BROOKHAVEN. MS 3960.| PHONE:601-833-1911

TA]IUFACTURERS A}ID TREATERS OF OUALITY SOUTHER}I PIXE TREATMENTS AVAILABLE .25..30..40 AND OFI-CON

. KILN ORIEO AFTER TREATMENT AVAILAALE

. ALL LUMBER IS AGENCY INSPECTEO AND GRADE MARKED LOAOTNG TBUCKS ANO CARS ON I,C.G. RAILROAD

AUTHENTIC siding profile in aluminum was used to restore the outside of this Victorian home in Monroeville, Al. Renovation work both inside and out reproduced the original appearance of the house as nearly as possible.

Antique Restoration ls Lucrative Market

Dealers who pursue providing materials for the remodeling of older homes will find a lucrative market as more and more people choose to renovate a home which has been in the family for many years or buy an antique fixer-upper because they love the traditional.

This home built in l9l0 in Monroeville, Al., for $4500 is a perfect example. After virtually no maintenance for 4O years, the house was dismantled and restored to its original state using old photographs to guide the work.

The cost of the remodeling has not been disclosed but it is estimated to be many times the original cost of the home. Materials were supplied by local dealers.

mnH ASPEN

This fine and uniform-textured hardwood contains no resin, has good toughness and exceptional stiffness for its light weight, shows a high resistance to splitting in nailing, and is soft and easy to work with either hand or machine tools. Aspen has good gluing and paint-holding qualities. Stability is one of its outstanding qualities.

Try our WP-4 "Panel Grade" ASPEN !

DUTE GITY

New Wndow & Door Officers

William Hughes, president of Crown Door Corp., Tampa, Fl., was installed as president of the National Wood Window & Door Association at its convention in Marco Beach, Fl.

John M. Chupik, president, Temple Products, Temple, Tx., was elected first vice president; John P Mikulak, president, Caradco Corp., Rantoul, Il., second vice president; Robert A. Carlson, sales manager, Weyerhaeuser Co., Marshfield, Wi., third vice president; John J. Stanton,-vice president, American Door Distributors, Inc., Needham. Ma.. treasurer.

Next meeting of NWWDA will be Aug. 9-13 at the Grand Tiaverse Resort, Tlaverse City, Mi.

GAVEL exchange between Stewart Lemke (left), retirino president of the National Wood Window & Door Association, and incomih! president, William E. Hughes, at meeting in Marco Beach, Fl.

Wqtch for these Issues in Coming

Ilrlonths

June: Texas Special Issue featuring IJlf's 100th Anniversarlr

July: Transportation Speclal Issue

August: Mouldlng €' Millwork Special Issue (lncludes doorg €' windows)

Septcmber: Hardware/Housewares special Issue

October: Hardwood Special lssue

Ilovember: Western Woods Special Issue

MILLWORK FIRM GROWS

(Continued front page 14)

pare those departments for future growth.

The Windsor, Ca., based moulding, millwork and specialty wood products company continues to expand and diversify its product and customer base.

"A few years ago we were selling almost exclusively redwood products into the western U.S.," states Jim Stroupe, national sales manager. "Now we are running Douglas fir, cedar and redwood into a multitude of different products. We have become significant factors in the manufacturing of frames and jambs, interior paneling, fascia, closet pole and mouldings. Moreover, we have expanded our sales effort into the growing sunbelt area and the Deep South. Again the emphasis has been on delivering a quality product to our customers."

"One of our major growth areas is in wood strip paneling," continued Stroupe. "ln order to increase our market position and provide an attractive point of purchase package, we have installed an H.A. Fischer continuous feed shrink film packaging system. Packaging is a very important part of maintaining our quality. We don't want to expend all our efforts in production if we cannot

News Briefs

(Continued from page I6)

The Souihern Hadrd Tiffic ,4ssrriatiort is celebrating its 75th anniversary . . . UT. htdustries will be 30 yean old this year . . 4O year old Shapard lnnber Co., Columbia, Tn., is the oldest existing lumber business in the area . . tfrnrwtt American Coqp. will close its American Saw & Tool Div., L,ouisville, Ky., by summer Bwal USA has incorporated its Building Materials Service subsidiary including a branch in Louisville, Ky., as Bmzl Buildittg Materials Service, Inc.

The Inmirute Comril of Aneica has been formed by Consoweld Corp , Fonnica, Micana, llewnwr Piorcer Plastics, and Ralph Wson Plasrics; the budget is M50,000 . . the Nationnl lamber Erponers Associanbn is moving to Washington, D.C., from Memphis, Tn. .

protect the product during shipping and storage."

New machinery and new markets are only part of revamping at Windsor Mill. People have also been added. Bill Gates has joined the company as general manager. Gates previously worked in several capacities for Weyerhaueser Co., including managing their western Washington distribution center.

Expanded production capacity means expanded sales opportunities. Ray Bergman has joined the firm assisting Stroupe in this department.

"More people, and more production mean more and improved plant facilities," Gates reported. "Four new pole barns have been built housing over I million board feet of lumber. We can how keep our product dry from start to finish."

"We have also added a new storrn drainage system and significantly increased the surface area of our yild," Gates continued. "The number of railcar spots has been increased and the capacity of the blower and sawdust collection system has been improved."

The office has been expanded and updated, too. Windsor Mill has doubled its office space and added a computerized invoicing system.

"Our emphasis on quality products lor customers has allowed us to grow and improve," Flynn continud. "Everything we're doing is designed to meet the ggowing demand for quality wood products for the future."

Seruing the lumber & home center markets in 13 Southern states

Atrickle down theory that doesn't always work

ENOVATION of existing homes of all ages and descriptions is being ballyhooed by building material associations and builder groups, manufacturers, consumer and trade magazines,but do these projects always have a traceable effect on home centers and buildins products dealers?

Story at a Glance

Excellent industry sponsored projects are currently generating consumer enthusiasms for home improvement and remodeling but too often the dealer is ignored or fails for some reason to tie into these promotions.

The ball is rolling. Consumer demand is being created. As Larry W. Bussey, 1985 chairman of the National Remodelors Council, says, "We believe that the renolated ranch [in Dallas] is sure

to become the key market of the 1980s."

So, how is all of this affecting the home center market? Can retailers really relate the potential number of remodeling jobs and customers to their sales? Can they use them to promote the store as a home improvement center for both d-i-y customers and contractors?

Here, it seems. is where the trickle down theory becomes plugged. For details on how some dealers were affected by these promotions, see the accompanying box.

It seems that the dealers should be drawn into the remodeling promotions. They can receive the help of the Wood Products Promotion Council and the manufacturers in staging remodeling and home improvement seminars in conjunction with the projects. They can utilize both consumer and industry publication tearsheets or reprints to shorv what can be done by d-i-yers.

The customer with remodeling interest aroused by promotions should be responsive to displays spotlighting remodeling products and showing how they can be used. Backup literature reinforcing the easy application of these products to im-

What l)ealers Had To Sav

In a random survey, managers ofboth independent and chain home centers in Dallas and New Orleans were contacted and asked the following questions. To prevent any possibility of embarrxsment,

NEWORLEANS

Q: Are you aware that the Southern Forest Products Association has showcased the remodeling ofa house in your area? Are you planning any promotion in relation to it?

A: "Not aware of the project."

A: "No, haven't heard anything about it."

A: "Familiar with the project, but don't know the impact on dealers as yet. No tie-ins to promotiorn or intemal projects to my knorvledge."

A: "Not the least bit familiar with this. They haven't done anything with the dealers."

anonymity was granted to those responding. While this sampling does not pretend to be a scientific survey, our editors feel it is a fair representation of what is happening in the market-place.

DALLAS

Q: Has your home improvement business been affected by the Renovate the Ranch project? Are you planning any promotions or in-store tie-ins?

A: "No difference. Market still depressed."

A: "Don't know anything about such a project."

A: "No impact on my sales."

A: "Not aware of any remodeling project. There's been nothing out ofthe ordinary in sales for remodeling."

A: "Not sure I'm familiar with what you're talking about. We're too busy to keep up with such things."

prove the home and their affordability should clinch the sale.

Each promotional remodeling project utilizes many materials. Products from almost 50 categories of building materials were used in the Renovate the Ranch project in Dallas, Tx., in conjunction with the National Association of Home Builders'January show This is typical of most promotional remodeling projects.

Georgia-Pacific's Dunover Place in Atlanta, the tract house remodeled by the American Plywood Association in Washington State and the recently completed renovation sponsored by the Southern Forest Products Association in New Orleans were showcases of building products. Manufacturers have been generous in supplying materials.

Public exposure to the remodeling projects is high. For example, Renovate the Ranch was co-sponsored by Metropolitan Home magazine, Remodeling magazine and the National Remodelors Council of the National Association of Home Builders. In terms of exposure, this meant more than 2.5 m1llion Metropolitan Home home readers; 47,000 Re mode lin g (industry) readers ; NAHB members; show attendees and several dozen manufrcturers who cooperated with the project.

In addition, the figures for homes needing renovation and repair are encouraging. At least 35000,000 ranch and split level houses built after World War II, countless Victorian and pre-1940 homes add up to a tremendous potential market ofaging residences.

BR0UGHT from the'1940s into the 1980s, the kitchen remodeled as oart of the Renovate the Ranch project in Dallas is an inspiration to both the d-i-yer and the dealer who can see many big ticket sales for materials needed to achieve the project.

Western Turnings IHPAs 30th annual convention Company

& Stair

CATALOG 101

TURNINGS Spindles, Porch Posls, Newels, Posts, Tops & Drops, Rails, Shoes, Fillets, & Mouldings in Hemlock, Red Oak & Beech

CATALOG 301

WONDERAIL Pre-Assembled Stair/Rail System in 2' lo 14' 29o & 35" Hts.

CATALOG 401

MARBLEINE COLUMNS Stock Sizes 6' x8' lo 12' x 16', includ Caps & Bases

! cnrnloo zor ' STAIR PARTS Balusters, Newel Posts, Starting Steps, Fittings, Rails, Etc. in Hemlock, Red Oak & Eeech

CATALOG EXP

FOLDING DOORSCustom 0uality, with Eetter Dealer Protit Potential! 0ak-Walnut or FroslwoodFinishes. Doors 24' lo 48" Wide.

I NTERNATTONAL HARDWOOD

I Producs Association members concentrated on future plans for both the association and the world's tropical hardwood forest reserves at their diamond anniversary convention in Kauai, Hi.

President Charles Robinson officially opened the convention. Kent Bownman, Lykes Brothers Steamship Co., as a resident of Hawaii gave the official welcome.

Russ Haan, chairman of the legislative advisory committee, highlighted industry concerns in the gcnrernmenal and regulatory arenas, reminding members of the general review now underway with the U.S. Generalized System of Preferences and the annual review for producs to be considered shortly for GSP duty free treatment in the coming year.

He also updated the status of the Harmonized System, a new international nomenclature system for imported and exported commodities, which will be implemented Jan. l, 1988. GAIT (General Agreement ofTariffs and Trade) negotiations, which began in April, are expected to be completed in September.

Keynoter W. L. "Ozzie" Bender presented an analysis oftoday's forest reserves and the future in "World's Trop ical Hardwood Supply - Today and In The Funrre." He urged members to consider sponsoring research in biogenetic reproduction of commercial tropical hardwood species to insure their continuing existence. The research, devoted to achieving better and faster growing trees for future harvesting, would be similar to

that which has been successful for softu,oods.

Harry Buckley, Pat Brown Lumber Corp., was elecred president for the coming year. A member of the board of directors for the past five years, he has been in the imported plywood business since t954.

Loew's Ventana Canyon Resort, Tucson. Az.. was selected as the location fior the March 2:1. l9gl. convention. This year's convention was held March 2-8 at the Waiohai Hotel.

Directors and Ofrrcers r9tc87

President - Harry Buckley, ht Brovn Lumber Corp.

Senior Vice PresidentJim Sumnrerlin. Sumwood. Inc.

TreasurerClaus-Feter Wolff. Wood America Corp.

Executive Comminee Representatives

John Lynn, Lynn-Nusanrara Marketing Co.; Suresh Srivastava. Revelen International.

Regional Vice Presidents

Region IKeilh Johnson, Tumac Lumber Co.: Region 2Surcsh Sri%srna, Re€len lntemational: Region 3 - Roy Benon, Orcrseas Hardu'oods Co.; Region 4John Andl, Milsubishi lnternational Corp.; Region 5Mike O'Shea. O'Shea Lumber Co.

Directors

Bruce Frost. Frost Harduood Lumber Co.; Robert S. Gerrish, hlmer & Parker Co.: L. Russell Haan, Plyuood hrcls. Inc.; rililliam F. Monck. Interboard International Corp.; Roy Polatchek, Libeny Woods: Roben Renfro, Weyerhaeuser Co.: Donald L. Schramm, Georgia-hcific Corp.: Russell Stadelman, ll, Russell Stadelman & Co.: Joe Stolzoff. Intercontinental Trading Corp.

Associate Directors

Robert W. Drcq hnohlk Anrrica. Irrc.: Kirk Henderson, Sauder Industries; Don Kersey, Gearbulk Shippirg Lld.: Charles M. McSrvain, South Carolina State Forts Aurhority; Bruce Schrrck, Hoh Cargo Sycms, krc.: Gary Smith. Castelazo & Associates; Roben ri&ed, Robert Weed PlyuoodCorp.

Non-Voting Ex-Offi cio Directors

Charles W. Robinson, Robinson Lumber Co.; Peter Hewitt, Ply*Gem Industries; Jack Millikan, Lane Stanton Vance Lumber Co.

0UIG0ING president of the International Hardwood Products Association Charles W. Robin9gn (le_ft) accepts the president's plaque from Hany Buckley, 1986-87 president.

FoldhgbB

How to nail down your sales tail Silnrl

INCIr I I( )M Fi itttpro\ L-rllcr)l Pr.() jects arc n() l)cltcl than thc nlil: tlrul holcl thclr t()!:ethcr'- the tlculcr t ltir

$unts ltis tl i r e tt:tonrcr to:Lteccctl rr ill \\iml t() hc sttrc thlrt tltc !u\t()lllcr hLtrs thc

r'( )l l-Cr't llltll\.

.'\IthoLrsh thcrc elc tkrzens ol dil'lircnt

kinrl: rrl nuils nranul'lrctur-ctl thc d i rcr

u ill Jrrohlblv ncctl ()nc ()l litLrr bl:ie

ttpcs. ('onrnlrn rtiril: iuc nr()\t It'ctlLtcntlr rlrr'rl l,rr lorrrr.llrlirrrr.. ll,','r 1,'irtr. r,rtier.

luntl rntcr-nlrl \tuddilrll. [ :Ltlrllr thcr eotttc

rr ith lL tliurrrorttl pornt untl lt trruntl hclrtl rn

tl urnrctcr: rlnglng lrorrr .071 inehcs (l I)cnn\ )t().161 inehcs 1(r0 pcnnr ).

Story at a Glance

Ways to help d-i-yers choose the right nail the four basic types ... why certain nails do certain lobs ... wall charts can aid customer understanding ... where the d in 8d nail originated.

IJ()\ nlrils arc usctl lirr liunrirt!. ttallrn! strtrlloor to lloor- jor:t: lrntl rttue hing. tirc rool blrsc to nrlicr-s. l-iqhtcl lrntl srlallcr lhlur eonrrnon nails. tircr hlrc l lltrgcr hclrrl . [) i rcr: urc ()ltclr trrnJ]tc(l to bur

thcnr hcteusc ther lct tnorc nlrils lor-thc :unrc pricc. bLrt the) lrlc nol pnrcticul lirrhcur r usc * hcrc tlrcre rrlr bc shiliing. Finishing urtrl eusins nlrils harc rt:lilht Itclul and shottltl be rtsctl uround rr itrrirtu: ol in l'inishin! ilrcl\ \\ ltcrc thcr.- rhoLrltl bc lro hcad shou inL. I'hcr ulso arc usctl li)r'tlinr unti plinclin! rpplrertions bc ilrrrse tlrs ean bc tlrircn bclow thc sut' lree ot lhc torxl u itlr thc holc llllecl in lirr lr \nl(x)lh. no nail uppculane e I-hc casinc nril is hcuvrcr thlrn tirc lini:lrrng nuilanri shorrltl l'rc rrse rl t hcrc rnorc \tr-allgth i\ llCC(lerl.

Roolin! nlrils uhieh irlne llrrgc hcrttls luntl tlirnrontl l)()ints lre Ltsecl Pririllil ilt trr nlril shinclcs trr u rool. 'f hcv urc LrsLrallr :-ir | \ :t Il l,/! il lilt \'()f f()\i( rll I r'\ i\lit lt. . Sonrctinrcs thc shunk is bur-bctl lirl crtllr holtlirtu poucr'.

-Anr nlLil r'i[r e()lilc \\ ith l etn]cnl !()rl rng to ine relrsc thc holtling poucl untl ptrr lcet thclr lrglrin:t Iu\t. lhc ccrrcnI r'rrating lrutLurll-r i: lr rcsnt bitsc corttittL. "Bluc" nlril: ltlrrc bcctt stcrilizcrl lrr hcrrt so that thcr lrlc bulc stccl * ilh rto fcslstancc [() L()l l o\l()ll.

I)rr *lll. lloorilrr. nllr\()nr\. pluste r busc. :iding. untle rllr,r ulrrl stal)lcs llrc ()tllcr t\p!-\ ()l nlril: lnlr ilrtfrlc. cuclr ,1. 'i'-tr.,l lrrl :l \l\'. lill ll\r'

3d.....t*o 4d.,..,!*o 5d.....lto sd,.....2u 7d.. ...2*n 8d.....2t' $d.

.2*1 10d.....3" 12d....3ib" 16d..,.3to 20d.r.'.,,{o 30d..,.4*' 40d

.,, .5' 50d....5t" flld.,..,6' 70d.....70 s{}d..,.,8' sld

manulaclurer specializing in western specialty softwoods

NEW LITERATURE

Aluminum Outlook

A 20-p. aluminum clad wood windor and patio door booklet is free from Hurd Millwork, 5205. Whelen Ave., Medford, wi. 54451.

Cupola Brcchurc

A 6-p., full-color cupola brochure is available free from The Stephenson Co., P.O. Box 7O7. Conneaut. Oh. 44030.

Machine Shopping

A 44-p. uood and mealworking machinery catalog is free from Delta International Machinery Corp., 246 Alpha Dr., Pittsburgh, Pa. 6238.

bmber l.egends

"The Story of Hardwood Plywood," an ll-p. booklet, is $l from the Hardwood Plywood Manufactuiers Association. P.O. Box 2789. Reston. Ya.22WO.

PlasterTo Last

Two high-performance plasters and systems brochures are free from USG. l0l S. Wacker Dr., Chicago, Il. 60606.

Plywood Under Prcssute

A pressure preserved plywood specifications, ap,plications and finishittg recommerdations guide is fue fromthe American Plyuood Association, P.O. Box ll?00, Tacoma, Wa. 98411.

Outdoor Lighting

A low-voltage redwood lighting fixtures caalog is fiee from Sylun Designs, Inc., 8921 Quartz Ave., Northridge, Ca. 91324.

Dirt Eliminator

An 8-p. catalog of built-in central cleaning systems is free from NuTone, Madison & Red Bank Rds.. Cincinnati. Oh. 452n.

lock In Leverage

A brochure on the new Olympiad lock with optional tactile warning feature is free from Schlage L,ock Co., IHS Division, 1554O Roxford St., Sylmar, Ca.91342.

FOR PROMPT SERVICE

on all New Literature stories write directly to the name and address shown in each item. Please mention that you saw il in Building Produc5 Dgest,

Many

thanks!

Pine Program

"Southern Pine: Facs for Retailers," a 32-min., two-part videoape program, is SD for 7z " VHS or Beta cassettes from Southem Forest Products Association. P.O. Box 52468. New Orleans, l-a.n152.

Firm Foundation

A composite floor system brochure is free from Canam Hambro, 140 Gould St., Needham Heighs, Ma.02194.

Beveled Entry

A caalog ofbeveled glass kis for doors is free from Beveled Glass Designs, lnc.,324l N. Shadeland Ave., Indianapolis, ln. 6226.

Outdoor Project

Instructions for building a patio table and benches are free from the Western Wood Producs Association, 1500 Yeon Building, Fortland, Qn9l20l.

Truck Chart

The 1986 "Summary of Size & Weight Limib" cturtlisting sarclimisontruck is $2 from American Trucking Associations, 22fi) Mill Rd.. Alexandria. Ya.22314.

Put The Top On

A l6p. roof fast€ning systems brochure is free from Atlas Bolt & Screq 1628 Troy M., Ashland, Oh.,14805.

Faucet Benefits

A non-metallic ftucet brochure is free from Middlefield Corp., P.O. Box 795, Middlefield, oh.44M2.

Bathroom Update

"Better Baths With Ceramic Tile" is free frrom the Trle Courrcil dAnprica, Inc., Dept. NB. PO. Box 2222. Princeton. N.J. 08540.

Frce Wheeling

A lightweight wheelbarrow bulletin is free from Candu Tradrng Ltd., l05l Clinton St., Buffalo, N.Y. 14206.

Glass Houses

"Greenhouses For Living," a guide for hying, buildir€ and enj<rytug reside'rtial surF spaces. is $12 ftom Greenlpuses For Living Information Center, 3y) 5th A\8., SuiE 6124. NewYork.N.Y. lml.

CedarSlldes

"The Specialty Building Product," a \r€stern red cedar sllte p'resem*i<xr, is $35 or loaned free for 30 days ftwn \f€sfiem Red Cedar Lamber Associaion. 15(D Yeon hiHiry, hnland. Or-gn0/..

Cooking Up A Kltchen

A new kitchen layout training film and uorkbok are aailable ftorn Rivl"raCabLs" Inc., 825 Greenbriar Circle, Suite 2fi). Chesapeala, Ya.2332O.

Painting Products

A catalog of paintbrushes, rollen ard paint applicator producs is free from Baltimore Brushes, Brochon Infustrial hrt, lm harl St., Brockton, Ma A24Ol.

Decked Out

A deck plans foldcr is ftee ftom SimponStrong Tre Co., P.O. Box 156& San Leadro, Ca.94577.

Sales Rep Locater

A directory of wer 250 manufacturers' representatives is $25 from the American Harduare Marnrfrcauen Associatirn, 931 N. Plum Grwe Rd., Schaumbury, Il. 60195.

Solar Foryver I niormation

A solar energy bookla is aailable frEe ftort Exemplar, Inc., P.O. Box W\ Hickory NC. 28603.

Advertising

CREOSOTE and CC"{, posts, lumber, barn poles and piling, and other treated forest products, Baxley Creosoting Co., Inc., P.O. Box 458, Baxley, Ga. 31513; (912) 367M.

ALUMII\IUM siding. Colonial style, functional and affordable. Matching soffit, trim and raingear available. Write for information to Box 58. c/o Building Products Digest.

HYSTER forklift for sale. 1,800 lb. capacity. Like new $14,000. Write Box 59 c/o Building Products Digest.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, gl0; Southcast Asian Hardwoods, $5; South American Hardwoods, $4; all three, g16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 4E0, Newport Beach, Ca. 92660.

REFRINIS of Building Products Digest articles to use as promotion pieces to increase your marketing results are available from Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Call (7t4)852-1990.

Tfventy-five (25) words for $19. Each additional wod 650. Phone number counts as one wotd. Address couns as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, $45 if we set the type. Names of advertisers using a box number cannot be rcleased. Address replies to box number shown in ad in care of Buildlng Produc'ts Digest, 4500 Campus Dr., Suite zE0, llerrport Beadr, Ca. 92660. Make checks payable to Cutler h$lishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 15th of the month. PAYMENT MUST ACCOMPANY CIDFY unless you have established credit with us.

KII]CHEN CABINETS. Wood or mica seconds, closeouts, disEessed, odd balls, warehouse rashed, junk. Also.cabinet doors and face frames. Cash!! CallTony, Tampa, Fl. (813) 621-2380.

WE RE BIIfING closeouts andseconds, building materials, hardware cabinets, etc. Anything distressed. Cash! Call John (904) 388-1501.

CUSTOM cabinet shop for sale. Sarasota, Fl. Nice small business with excellent clientele. White Box 61, c/o Building Products Digest.

hardwood and softwood lumber. Salary, commission, auto expense, medical, and profit sharing. Will train right applicant. Write Box 4E c/o Building Products Digest.

Place your ad now!

cdl (714) E52-t990

When sending in a change of address please include zip code on both old and new addr2sses and eithet rhe old label or the inl'ormation from it. Thonks!

MIKE OWEN & ASSOCIAIES

EXECUTIIIE SEARCH for lumber and building products industry only. Retail, wholesale mfg. nationwide. Inquiries/resumes in confidence. 60 yean combined experience/contacts. PO. Box u1O1663, Dallas, Tx. "15244. QI4\ 248-@10.

Successful manager with experience in coordinating, dtecting, contolling both inside & outside sales staff. Four yean with well established rctail lumber yard. Prefer Florida alea, but will relocate. Send for resume ftom Box 62. c/o Building Products Di

STOP WAST'NG MONEY ON cosTr.v wooD

ovement habit?

af,USTOMERS can be turned into Y home improrvement junkies. With an encouraging dealer, the average d-i-yer can become addicted to fix-up and repair.

These photos are proofthat a dealer can entice a d-i-yer to commit two years oflabor and thousands ofdollars to a 900 sq. ft. home improvement expansion. With liffle or no urging, the dealer hooked him on redwood and kept him coming back for two years ofrepeat sales as well as harder stuff like nails. tools and stain. High on the experience, the d-i-yer advanced from an exterior siding project to a deck and hot tubjob. This in turn developed into an interior ceiling encounter.

Story at a Glance

Dealers can turn homeowners into fix-up junkies give them the stuff to satisfy their cravings ... selldreams and they'llcome back for years.

Unable to conquer his desire, the customer is novr stashing materials for a redwood paneling project in the master bathroom. The heady glow provided by each fix-up session is sure to keep him coming back for even more.

It's easy for the dealer to keep him a habitual user craving more. A little kindness, the lure of a more beautiful home, some direction on the best way to use the stuff and being there when a supply is needed will keep the guy hooked and buying for life.

SHANKS ARE EXTRA-THIN and strong! Can be driven close to board edgeswithout causing expensive wood splitting. Use for Redwood, Cedar, Hemlock, etc. Stormguard protected: Double hot-dipped zinc-coated for maximum rust and corrosion resistance. Available in plain and Anchor-Down shanks, and in colors to match prepainted and pre-stained siding.

REDWOOD decks were added during renovation of home to prwide additionalspace for entertaining and viewing the water which f ronts the property.

SOARING ANGLES of living room ceiling were covered with Simpson's LaHonda tongue and groove redwood paneling in the third proiect undertaken in two years by a d-i-y home improvement iunkie.

Obituaries

E. Howard Gatewood, former secretary-numager of the National Hardwood Lumber Association, died April 9, 1986, after a lengthy illness in Kill Devil Hills, N.C. He was 72.

A native of Greensboro, N.C., Mr. Gatewood worked for IBM, the Wood Office Furniture Institute in Washington, D.C., and as managing director of the Fine Hardwoods Association.

As secretary-manager of NHLA in Chicago, Il., from l97l to 1978, he was deeply involved in the merging of the Hardwood Institute into the NHLA in 1973 and site selection and planning for the building program and move of the NHLA offices to Memphis, Tn., in 1979.

Mr. Gatewood is survived by his widow, Peggy, one son, two daughters and four grandchildren.

Wickes After National Gypsum

National Gypsum Co., Dallas, Ti(., became the target of a billion dollar acquisition by Wickes Co.s two days before shareholden were to vote on a $l.l billion leveraged buyout by management.

At press time, National Gypsum's board was recommending that shareholden apprwe a s\peetened management buyout of $1.64 billion at a special meeting April 9. They described the offer as "financially superior" and recommend-

Canadian Millwork Closing

The decision to either sell or liquidate Canadian Millwork, Inc., has been made by its parent corporation DeliMaatschappij, a large Dutch concern, according to Paul McKay, a CMI vice president.

PERSOilALS

(Continued from page 28)

Sales Tips For Nails

(Continued from page 41)

Many types of heads are available although flat head and headless are most common. Other heads include flat counter-sunk, set, checkered, oval, duplex, umbrella, tie dated, hook and cupped. Again each is desigred for a special function.

Nails also come in a variety of point styles with the diamond point most often used. Long diamond, needle, pointless, side, blulrt and chisel are useful for specific purposes.

If the nail is o be used in an area where rusting will be a problem, it is necessary to recommend a galvanized nail. Galvanized means that the steel nail has ben coated with zinc to become corrosionresistant and non-staining. Nails also are made of aluminum, copper, brass, bronze and stainless steel. Bright steel will rust unless it is galvanized.

ed that stockholden not sell their shares toMckes.

Under consideration since Nwember, the proposed buyout vote was postponed along with the stockholders meeting to Iate April.

The bid of $1.3 billion in cash was the second attempt at an acquisition by Wickes since the company left Chapter ll bankruptcy about 18 months ago. Sanford C. Sigoloff, chairnnn, was successfirl in acquiring part of Gulf & Western Industries almost a year ago for $l billion.

The proper nail length recommendation is based on the thickness of the material being nailed. A board which will have no suess requires anatl lt/z times is thickness. but a board which will bear weight must be nailed with a nail2t/z times longer than the thickness of the board. This means a l " board should be nailed wi$ a l\5" or2Vz" t'nil., depending upon the stress it will receive.

Nail size or length is figured by the penny weight which is designated by the symbol d which r€,presents denarius, the Latin for coin. A 2d nail is 1" long, a 3d nail, l% " long, erc.

Because there are so many variables connected with nails, it is a good idea to post charts in the nail area explaining all the deails. Sales people should be taught to inquire about the intended use and check the requiremens carefully.

Grant Skellenger and Mila lManness will handle sales at the new Greensboro, N.C., office of Maxey-Bosshardt Lumber Co.. Duluth. Ga.

Cathy DeVon has joined the sales staff of Southern Mills Lumber Co.. St. Petersburg, Fl.

A millwork manufacturer based in Freeport, Tx., CMI was founded in the early 1960s in Canadian, Tx., a small town approximately 100 miles northeast of Amarillo. The firm moved to Freeport intheearly 1980s.

An exact time for a phase out of operations has not been set.

Dottie Klotz is the new sales mgr. at Dean Lumber Co., Gilmer, Tx., according to Steve Dean. Other new appointments: Scott Nerlns br $'blman marketderclop ment ard E.E. "Junior" Ramey for Dricon market development.

William E Graham, Red Cedar Shingle & Handsplit Shake Bureau, Grand Prairie, Tx., plans to retire July I, 1986

Rob€rt E. knk has been named pres. of the Savogran Co., Norwood, Ma.

Dan Anderson has joined South Houston Lumber Co., South Houston, Tl., in sales.

You demand quality. o You get it with Osmose" Wood Products from MG Building Materials. Ask us about the highest quality, most durable, clean and safe wood products on today's market.

From our convenient San Antonio location, we can ship Osmose Wood Products all over Texas. On short notice, we'll select your order from our large inventory

and have it rolling to you... quickly and efficiently.