Issuu

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U.S. POSTAGE

PAID

- Pro[ucts

LOS ANGELES. CA

PERMIT NO. 37603

Serving the lumber & home center markets in 13 Southern states

CountOnUs.

lVeyerhaeuser

SHAKE & SHINGLE

luE unTl IL

CERTI.SPLIT RED CEDAR SHAKES Handsplit & Resawn, Tapersplit, Straight-Split

TAPER.SAWN RED CEDAR SHAKES

CERTIGRADE RED CEDAR SHINGLES Blue, Red & Black Label Fivex, Perfections, Royals Undercoursing, Rebutted-Rejointed

AMERICA'S LEADING SHAKE AND SHINGLE DISTRIBUTOR

AEFP

American International Forest Products P.O. Box 4166 Portland, Oregon 97208 503-64r-1611 Affiliate Member Red Cedar Shingle & Handsplit Shake Bureau

May 1987

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Building Products Digest

Buildinq -- Products markets in 13 Southern states

VOLUTE 6, No. 3

IU|AY r 987

Scrvlng 13 South.rn slaies

D-l-Y Home lmprovement Special lssue Hardwood Floors Are Big In Remodeling Market I A Dozen Home lmprovement Jobs You Can Sell lO How To Get Dollars For Customer's R&R Needs | 2 Painting ls Popular Home lmprovement Proiect | 3 Sun Rooms Favored As Add On For More Space l4 Hechinger Exec To Keynote Training Meeting l7 Louisiana Association Selects New President l8 Bullish Market In Future For R&R Products 2O Texas Show Scores Big Success In 101st Year 33 Quality Products Make Home lmprovement Easy 34 Kentuckian Declares May As Home Fix-up Month 37

Publlsher Dsvid Cullcr Edltor Juanita Lovrct A3slstrnl Edltor David Kocnig Contrlbutl4 Edltors Dwight Cunan o Gage McKinncy Art Dlr.clor Martha Emcry

Strfi Artlst Carole Shinn Clrculrtlon Louanna Mucll Building Products Digcst is published monthly

at 4500 Campus Dr., Suite 4t0, Ncwpon

Bcach. Ca. 92660, phone (714) E52-190. by

Cutlcr Publishing. Inc.

ADVERTISING OFFICES

Advertisint rales upon requesl.

From all states east ofthe Rocky Mountains: Contacl Jean waggoncr. national sales msnaler. From Arizona. Ncvade 8nd Celifornie: Cintact David Culler. Both may be rcachcd ar (? l4) 852-1990 or by writing 4500 Campus Dr.. Suite 4t0. Newport Bcach, Ca. 92660.

From Washinglon Statc, Oregon, Idaho. wyoming. Monlana. Utah. Coloredo rnd CCnada: Contact Carol Holm at (206) ltl00680 or l0l8 Lloyd Building. Seartle. Wa-

Calendar 18 Classified 35

Advertisers Index 38

98t0r.

SLBSCRIPTIONS Change of Addrcss-Send subscription orden and addrcss clur4es o Cirwlation Dep.. Building Producs Digest. 45fl) Camprs Dr..

Editorial 6

Southeastern Scene 23 News Briefs | 6 Operating Opportunities 24 Personals 25 Home Center Merchant 2l New Products 2A Texas Topics 22 Obituaries 38 Arkansas & Okla. 22 Copyrighr o | 987, Cutler Publishing, Inc. Cover and entire contents are fully protected and must nol be reproduced in any manner without wrinen permission. Building Products Digest assumes no liability for materials furnished to it.

suite 48O Nolpon Beh. Ca. 926n Lrbde addrcss label fiom recent is$e if pcsible. plus new addrcss and zip code.

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BUILDII{G PRODUCTS DIGEST is an iuleptdent l1<tned pblicarion fur the rctail, xholesle aul distibutiott levls {the lwnber aruI hone center nnActs irt 13 &uthem states.

More than 20 y@rc

in Cdar & Redvtropd

Gontainer and Piggyback loading Gapabilities

Sunshine. And a cool breeze offthe Pacific. Those are two of the tools Georgia-Pacific uses to S-dry Common and Rustic gades of redwood at our Ft. Bragg mill in northem Califomia. But sometimes Mother Nature needs a little help. So we also use pre-dryerc, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heart.erades. Plus,we're members of thi Califomia Redwood Association and the Redwood Inspection Service. So ourgrade samp is yodrassurance of quality f,rom the pebple who know redwooil besi.

Copyi€ht 1986 Ccorlia-Pidllc Corporadon. All RtshB

Rs\a

Our Ft. Bragg facility is a full-service Douglas Fir mill, too. And that means one call can get you nvo of the best products Georgia-Pacific-and Mother Naturehave to offer. Call today: 707/964-0281. For redwood qualityyou can build on.

fu{ERICABUIT,DS

OUOUnNAME" Georgia.hcific

Building Products Digest

t$ji${:i.1titl,ili:i!tli:fiii1iililfi{1,1i'i''i$i.{liti!i-ltlit:il:.t:ii:i:i

iiiiiiirii,rii}i:i:i''1.'i'i:L}

Buildinq Products

markets in 13 Southem states

EDITORIAL

DAVID CUTLER publisher

E-Z to build home nuclear reactor skills but scares off the average d-i-yer whose N TROOPING through a number of stores in II preparation for this D-l-Y Home lmproveskills have remained constant. Not to mention ment Special Issue, we were reminded of the old adage never to assume anything. What brought this to mind were the displays

of do-it-yourself projects and/or products designed to be used by advanced home handymen. In many cases they were simply too advanced for even an experienced d-i-yer and probably some so-called professionals. Certainly for the last contractor who worked at my home. As the do-it-yourself phenomenon has grown over recent decades, so have the complexities of tasks attempted by home owners. And rightly so. The level of sophistication has been raised impressively. Dealers are continually surprised by pro-level projects successfully mastered by weekend workers.

But at some point we have to stop and ask if this increasing complexity caters to a narrowing percentage which is continually increasing in

the millions who are in their twenties and have yet to develop the personal resources needed to tackle an involved home project. In our research we saw too many displays that we felt left Joe and Josie Average bewildered, befuddled and bored by what they rightly saw as something that applied to very few customers. These proposed projects are intimidating to most people. They also throw a wet blanket on the enthusiasm of those whose skills fall into the median bracket for all projects, even the simple ones.

Whoever in your company is responsible for floor displays should take a hard look at what ends up facing the customer. He or she should ensure that the projects are reasonably do-able by those of average skills, that the instructions and descriptions are not befogged by excessive jargon, and that the instructions are as comprehensible as possible.

SourH SrnTEs REToAD

ttIHO ARE WE: The newest and most complete reload center in the South with over 50 years of know how in lumber and plywood handling.

WHA'T ARE WE: Seven completely fenced acres of outside storage and 92,000 square feet of modem warehouse space.

WIIERE ARE WE: Port Bane, Louisiana on the Union Pacific

Rail System. Located on U.S. Hwy 190 seven miles from I49. Twenty miles from I-10. 45 miles from Port of Baton Rouge. Centrally located for servicing the New Orleans, Baton Rouge, L-afayette. Lake Charles, and Alexandria hade areas.

For U.P. origino, call South Statco or your U.P. caleo rep. for Speclal Tarifl Rates

P.O. Box 1029

inc.

WHAT CAN WE IX) FOn Y(Xl: Our facitty. lcaton and

experience permit us to offeryou unloadirg, badng storage, packaging of uppers, pulling to length and wirlth of comrnons, rerEmufacturing of commons, and deliverry of your product to eifrer one or several of your customers.

wnA-T CltN TH|S UEIIN T() Y(Xl: In today's maftedace, neatness and appearance day a.rery important rde in the sale of lumber and related producb to retailers, chain yards, and home centers. We offer this service and more. We rnaintain the facilitv.

equipmenl and safeguard your product The problems of unloading, handling, reloading, and b:ansportation are ours You are free to concenfr-ate on SALES.

190), Port Barre, Louisiana 70577

18 585-767r

krd.dry dffi brecasts 1.5 million sfyitnts to Oe instalteO in residential ard new construction projects in 1987.

tllffen you beg-in to sffer your customers better slEligfrUrmf wlndorr values, immediate availability and easier installation withAPC Roof-Ughts, you can apect your slElight sales to reach nau highs. With Roof-Light you'll find that there's no slrylighUroof window that is eqsier sier to sell. Or provides orovides better prffi orffi margins. maroins. Or comes

wtth be,tt€r merchandising support. Including our highvisibiliW display that requires only visibility onlv six square feet of floor pre-sellyour professional customspace; national ads to ers. Roof-Ughts are conveniently packaged complete in one carton and are immediately available in all sizes from our convenient warehouses. Roof-Lights offer the advantage of installation from inside or from the roof. They feature a separate extruded aluminum curb that allows allwaterproofing and mastic work before installation of l the glazing assembly. Installation is fast, easy, clean and secure which means no call-backs and happy customers. Start making rtclre money. More often! Call (800) ZZ7-OZO| today for complete information about Roof-Lights and our free displ4r program.

,UIG

SKYLIGI.ITS DAYLGFff,

EASYASAPC.

Bulldlng Prcductr Dlgert

A 0o

't x #

Is .3

t?'

s HERRIIIGBI0CK can be used in either large 0r

small areas. Installed over concrete, suilable plywood or old tile, it is perfect for remodeling.

How to win the

hardwood flooring battle OME CENTER and lumber yard operators who want to the hardwood flooring business away from specialty flooring shops including carpet dealers are going to have to develop the reputa-

tion of being hardwood flooring experts.

Enlightened home centers, according to Claude Taylor, Memphis Hardwood Flooring, Memphis, Tn., do this with superb displays and well

informed sales people who know how to use the display to its best advantage.

The hardwood floor shopper is usually the homeowner, more often a woman than a man, Taylor points

May 1987

"Colored graphics showing applications of the various hardwoods in

money for this kind of a display. "Dealers will spend thousands on computers," he says, "but not want to spend a nickle on displays which make money for them." The importance of displaying products in a range of price points is supported by Eric Andersson, prefinished product manager at HarrisTarkett, Johnson City, Tn. "The display is an effective merchandising tool that encourages trade-up from other flooring products," he says.

room settings are needed to augment the samples," Taylor says.

Considered by many in the industry as "one who knows all there is to

out. Regardless of whether the pro-

ject is to be do-it-yourself, buy-ityourself with professional installation or a contractor job, the person who will live with the floor is usually the one who selects the pattern and color.

The display must present both squares and planks in sizes big enough to give the shopper a clear idea of the color and grain pattern.

know about selling hardwood,"

Story at a Glance Ways to develop a hardwood floor merchandising program . . . how to build displays, educate sales people, cross mer-

chandise. . . use price point spread, and consistently advertise to build sales.

Taylor lists a well informed sales staff second to displays in order of importance. "Retailers must lean on their suppliers to provide product meetings and teach the counter and sales people to use the display properly in selling hardwood," he emphasizes. Knowing the various features of

each product is essential, he cau-

tions, because ofthe various types of sub flooring used in homes. In fact, he recommends that the type of sub flooring the flooring will cover be established before showing any samples.

The second question the sales person should ask the shopper is Displays also must include vital information including product specifications and packaging. Installation, care and maintenance data is helpful as well as a chart to show how to figure the quantity needed. Current prices based on square foot quantities should be available in the display. Stores will find it helpful to get in-

to stocking situations along with displays, according to Jerry Sporich, d-iy products manager at Bruce Hardwood Floors. Dallas. Tx. "Stores should have both parquet and plank available for carry out until they establish a hardwood flooring clien, tele," he says, "then they should begin to develop special order busingss." A generic display, rather than a different one for each line of hardwood stocked, is recommended by Taylor. "This will enable the store to

display all lines equally," he explains, "avoiding the junky look that comes with numerous separate mer-

chandisers. Taylor also stresses that the retail-

er should be willing to spend some

"What room are you considering

ployees, pointing out that his company has a video tape available for employee training sessions. He feels that in a stocking situation it can be helpful to have distributors hold installation clinics for customers.

Installation and maintenance

products should be merchandised with hardwood flooring for the convenience of the customer as well as add on sales, Sporich points out.

Advertising is another essential in

his opinion. "Hardwood flooring should be advertised year around,"

he says, "not just at the peak fall

sgason."

Hardwood floorings are experiencing a resurgence of popularity. At present they have a significantly greater growth rate than other floor coverings.

There are advantages for the home center or'lumber yard that builds a reputation as a hardwood

flooring center. Hardwood flooring is considered a quick turn, profitable

item. Most dealers have a 40olt

markup on the product which they usually don't have to stock and often pay for after they have been paid for it, according to Taylor. "Hardwood flooring rounds out a business and keeps customers," he says, as well as attracting new ones.

hardwood for?" The room in which it will be used is the key to recommending the proper finish as well as a clue to the design and style needed,

Taylor explains. Additional questions considered

t ?, tit.l\\\ t gt l:b t ttt'V,

important are "What style of decorating do you like?", "What

color of wood do you prefer?" and

"What price range are you consider-

ing?" Using the answers to these questions as a guide, the sales person can utilize the display to demonstrate

what is best for the customer's needs.

Continuing with either/or and opened ended questions will encourage the customer to respond to the selections being shown and help to

o' q-

find the product he wants. The different benefits of the various hardwoods should be stressed.

Customers buy a long lasting, easy

care product which will give them comfort and beauty in their home. Installation and cost are often ofsecondary importance. Sporich emphasizes the importance of having well informed em-

0lSPtAY fixtures such as this enable a

dealer to show the best of several lines of hardwood flooring. The design adapts to several conf igurations.

Bulldlng Products Digest

A dozen home imprcvement iobsyou can sell

j #

ORE AND MORE home

BAIHROOM remodeling has become

remodeling jobs are becoming simple enough for do-it-yourselfers to tackle. If you aren't keeping up with

easier with ready to put in place shoners, tubs and tub surrounds as tr'ell as ceramic

products being offered to simplify

Some do'it-yourselfers also are rcplacing tiles on walls or counters or switching to

projects your customers want to do, but are afraid to try, you are undoubtedly missing out on some profitable sales. Read on for suggestions ofprojecs and products which all but the completely unskilled d-i-yer can use with confidence. If you have your doubts about your customers succeeding with them, arrange for some seminars or clinics to give basic instructions and prwide manufacturer's instructions with the materials. Consider an installation service or referral system as

well. SIDING has been imprwed in both ap

*'7

-t

-' "&:l*-.-' t 1

J'L*

pearance and ease of installation.

Whether aluminum, vinyl or wood. siding has become a job which many d-i-yen are attempting. Don't hesitate to recommend it. DOORS are no\il considered "door-ityourself 'projects in both u,ood and metal . Many of those on the market come with ready to install frames to make it easier. Set up a display to shorv horv to do

thejob.

",..ry:.*F

CABINET front replacement systems have been designed for the d-i-yer. Peel

and stick veneers make the job look professional. For the really experienced. ready-to-install units make it possible to

redesign as well as refresh a kitchen. Have both types of systems available.

CEILING PANELS now come in a lariety of styles simulating tile or parquet as well as other textured finishes including tin. Easy to install to cor'rer cracked or outdated ceilings, the panels give no hint

tile backer board that is water resistant.

formica.

HOME MAINTENANCE jobs are part of home improvement because everything works better when they are done. Do-it-yourselfers certainly can replace air and furnace filters. weatherstrip doors and windows. re-grout sinks. rubs and tile. hs a list of suggesed maintenance chores and harc a fix-up seminar.

FLOORING replacement has become a do-it-yourselfjob with the advent of

stick in place parquet and tiles. Sheet goods also can be easily cut and insilalled. To make the job wen easier for lour customer. be sure to suggest the covering which can be cut to fit with scissors. PAINTING and PAPERING are tradi-

tional do-it-yourselfjobs, but they are more enjoyable with the latest materials and tools. Display a sample kit of tlrc new tools arailable as qrcll as charts explaining hor to determine the amount of material needed. Don't forget the ladders. TELEPHONES, orrce the sole resPonsibility of AT&I. are now ranked as do-ityourselfjobs. Stock a line ofaccessories including brochures which explain tuv to do thejobs.

SKYLIGHTS are becoming more a do-it-yourselfjob as units are engineered, according to the manufacturers, for almost fmlproof insallation. Clinics and application literature will be helpful to your customers.

of the fact that they are panels. Use a few

patterns in vignettes to show how good they can look.

ROOFING also has become a project which you can recommend with confidence to any fairly proficient do-ityourselfer. Self-aligning shingles which can be applied orrer old roofs make the job

easier.

PANELING has alwaYs been a d-i-Y job. but new patterns and textures including those that look like expensive wall coverings such as cane add new interest to the project. They can be applied directly

over old walls with adhesive or nails. Have a demo clinic this spring.

SIory at a Glance How retailers can utilize ad' vances in new products and building systems to helP their customeF with a wide arraY of d-i-y pmiects.

Anywayyou cut it:itcomesup SouthernLumbel!

How to get dollars for R&R A Fl

GOOD relationship with the

store's banker can be an asset in cultivating repair and remodeling business. With his help, a dealer can make it easier for customers to finance the materials and work needed for residential improvements.

Over half of the 95 billion home improvement dollars spent in 1986 financed residential additions and alterations-projects which cost big bucks. Statistics show that borrowed money paid for a high percentage of

this expenditure.

With the new tax code, home equity loan interest and home mortgage interest are deductible on borrowed amounts up to the value of

the home. This makes home improvement a good buy for many homeowners. By contacting the store's business

banker to learn the various procedures which a customer can follow to obtain credit for additions and major alterations, management can counter sales resistance due to lack of money. Financing alternatives should be part of the sales presentation made by people working with customers about to undertake major remodeling projects. Printed guidelines can be used as handouts. However, in all cases, it is

advisable to emphasize that the information is offered only as a guide and that the store gives no guarantee and takes no responsibility for its ac-

curacy or the ability of the customer

ly be made through the financial

to qualify for such financing.

banker. Private Iabel credit cards can be obtained through buying groups.

Bankers in some communities have been extremely cooperative with lumber and building material dealers. One dealer was able to work

out an arrangement in which he put a remodeling display in the lobby of his bank. In exchange for the promotion, which prominently featured his name, address and telephone number, he made loan applications and the loan oflicer's cards available to

customers about to begin additions or alteration to their homes. This arrangement worked well enough to be continued for several years. Although the dealer who used it has outgrown the need for such a

promotion, he still recommends it as a way to beef up remodeling business.

Home improvements not as expensive as remodeling can often be financed on a customer's consumer credit card. lf a store does not offer credit card service and wants to add such a plan, arrangements can usual-

Story at a Glance Ways to help customers bankroll R&R proiects... oooperative ventures with business bankers. . . in-house crcdit with bank or private label cards.

Consumer credit cards whether used for large ticket items or everyday shopping are the fastesl growing form of short term credit. In just l0 years there has been an 860/n increase in consumer credit cards. Statistics

show that over 60/n of these credit cards, which can be used in most retail stores, are held by those in the

primary do-it-yourself age group of 25-54. Nearly 70/0 of the cards are issued to families with annual income in the $20 to $30 thousand range,

qualifying them as good potential buyers. Studies have shown that customers who pay with plastic shop more often than lhose who pay cash. Stores which sell to contractors on

account qln encourage remodeling contractor business by giving their names to customers who ask for contractor recommendations. This can

build both buy-it-yourself and contractor business.

Financial bankers also can be helpful to retailers by helping them to arrange financing programs in conjunction with remodeling seminars. This type of information is applicable to any store clinic involving large expenditures. Regardless of how they do it,

stores that help customers find financing for big ticket projects usually benefit.

May 1987

AIN.T seems to be a forgotten D r proouct ln many nome centers, yet statistics show that more is being spent on paint each year and that it can outsell other products on a per square foot of sales area basis.

Dealers who want to improve paint sales should examine their paint department, asking themselves

the following questions. Is the product good? ls the service good? Am I advertising and promoting the product?

ls the product being displayed well in an attractive area? Although the price of a store's paint is probably determined by the income level in the market, consumers are usually looking for more than a bargain in paint. They want a quality product with ease of application, hiding power and durability, whether it is a private label or a national brand,

Good service begins with sales people who can recommend suitable paint for specific surfaces, answer basic questions about gloss levels

and color, estimate the amount of paint a customer needs and give suggestions for application. One or two sales people should be ofthe decora-

tor type, able to discuss color

schemes and make recommendations.

In discussing the need to offer advice and assistance to do-it-yourselfers, John Bryan, marketing manager, Norton Co. consumer products division, said. "Your chances to cross merchandise increase the minute you engage a do-it-yourselfer in a how-to conversation, and you've started to build long-term customer loyalty as well. Both of these factors will have a positive impact on your

bottom line." Service includes being able to custom match and custom mix paint. Many stores have computer systems

which can match any color swatch. Availability of fashion colors such as pistachio, peach, sagebrush and white asparagus will draw customers. Advertising and promotion begin with letting your trade area know

your people are paint experts through newspaper, radio, tv and direct mail advertising. Color adver-

tising is recommended for paint.

Advertising sundries as well can be helpful since a paint project can not

be successful without quality tools and related materials.

In-store displays should stress the

benefits of paint. Dramatic use of color, vignettes showing end use,

color bars with myriads of paint chips, shelf talkers, mobiles and point of purchase displays attract attention. The atmosphere must be colorful and attractive without being

cluttered. Paint related sundries

should be included or cross merchandised with displays and signlng.

colorful and adjacent to paint sundries.

Paint promotions can include having classes related to painting such as decorating, wallpapering, furniture stripping, staining and finishing. Some dealers find it helpful to maintain a demonstration area where a customer can try out various

paints and colors before making a purchase.

The dealer who is not satisfied with his analysis of the paint department has several sources to call upon

Story at a Glance Tips on improving paint sales .. .organizing advertising, promotion... setting up section . . . spotlighting service... sates aids available.

Location of the paint section

depends upon which theory you accept. One is that it should be close to the front ofthe store so that carryout will be convenient. Another is that the section should be in the back as close as possible to the storage area with most of the stock kept there. Regardless of location within the store, the paint section must be

for merchandising help. The National Decorating Products Association, 1050 N. Lindbergh Blvd., St. Louis, Mo. 63132-2994, (314) 991-

3470, publishes a monthly magazine, Decorating Retailer, filled with helpful ideas. They also have a store planning guide available and several audiovisuals with booklets on topics such as selling interior and exterior paints. The National Paint & Coatings Association, 1 500 R hode Island Ave., N.W., Washington, D.C.

20005, (202) 462-6272, has

numerous leaflets available plus a paperback book on paint selection. This material is good for customer reference or handouts as well as a

source of ideas for vignettes and displays:

Building Products Digest

Cash in on sun tooms'

glowing popularity

garden rooms, greenhouses and solar all easy ways to add extra living rooms

With sales of 100.000 units expected this year. sun rooms could be a profitable home improvement project for a dealer. They can be used in both new and older homes to house a variety of activities in-

area to a too small home.

cluding hot tubs. spas and exercise

G: UN ROOMS are back and manY 9 dealers have them. The once PoPular glass walled room has returned as

Home center dealers are affiliating

equipment.

with the distribution systems set up by the manufacturers. They can display a model

package form. Although most come com-

plete with installation instructions and materials, the opportunity for add on sales is there. It is a workable arrangement since those interested in such struc-

tures often turn to the home center for materials and advice when doing home improvements.

TONTTHEf,ST GEORGE MCQT'ESTEN CO.

llon Horse hrl< North Billerica MA 01862 (617) 663-34rs I'IDSTAIE LIJIIBER CO. 2OO Indusrial n*uaV Bnnchbury, NJ C876

(2Ol)

72sS

SOUTHEIST FI.'RMAN LI'UBER CO. 8l9l Annapolis Junctbn Rd Anrnpolis Junction MD 2O7Ol

in their showroom and then take orders

for the systems which come in kit or

Dstrfhilor3

Story at a Glance Dealers can sell sun Ktom sys-

tems ... backup suPPort and training available from manuiacturers ... sales personnel must be educated on the Products, systems ... tie in sales oPPortunities.

(30rt 792-22v FARI RAtrORD LT'IIBER @. P.O. Bor 5498 Astreville NC 28813 oo4) 253-s667

EPPERSON LI'MBER SAT.ES INC PO. Box 1559 Statesville, NC28677

Qo4)473432r L&I LI'MBER CO. PO. Box 3267

Huntsville, AL 35810 (2O5) s33-922O

i&t LUI'BER CO

26li| Chimncry Driw

Marietta, GA 3m62

WOODFORD PLY\I'@D

When displaying a model, a dealer must be sure that his employees are familiar with the sales features of the addon rooms. In addition to visually expanding a living area and offering space for additional activities. they can offer solar efficiency. Many are designed to achieve a high degree of thermal efficiency and an

effective method for transferring solar heated air to the rest ofthe house. Opportunities for optional sales also exist. Shutters for night insulation. shades for summer use. windows that open. fans for heat transfer and ventilation exhausts are available. Sun rooms seem ideal for updating and enlarging older homes. Dealen who plan

to sell them should consider scheduling

clinics to show the advantages as well as the installation. With consumer magazines hawking them as the latest in home comfort and enjoyment. a dealer would be wise to investigate the merits of becoming part of the movement.

-l.r-'J I

(912) 8834SO

Branches in Alabama C:rnl$ta

& Florida

I.[XE SilTES EMPIRE W}IOL^ESALE

PO. Bo! 249 Akon, OH 44!09

(2t6)43445,5

IORII{WEST HT'MPFTREY LT'UBER CO.

PO. Bos 99943 Taconra \lA 98499 (206) 5846263 T'PfER IID WEST

CANION LUMBER CO PO. Box 9328 Minneapolis, MN 5544G9328 (612) 42$l4OO WEST

AI.T{OAST FOREST PRODUCIS INC PO. Box M

Chino CA 9l7G (7r4) 627€551 HEDLIJI{D LUilBER & MACHINE SIiIINING PO. Bd 60038

Scramcnb, CA 958m

(916) 33r€6u IMPERIAL WHOI,.ESAI.E

PO. Bor 25605 salr kke GtY, uT 85125 (8Ol) 972-5656

-h '€l

.tlr

PO. Box l73l Albany, GA 31703

CEDAR WEST CPRP

P.O.Bpr.5224 HOME IMPROVEMENT in the '80s is taking on a new look with sun room additions adding living space as well as room for amenities such as hot tubs or olants.

Derrv€r. COfI.2l7

(3O3)2e44CI77

Del Shedd, Lumber Standards Superyiso/

"\ltl'e're Maktng The Grade" P&M now "Sets the Standard" for the industry in Incense Cedar Products. Our customer's requircments have resulted in the danelopment of in-house raw stock selection to maximizerecovery from the log and assure end user satisfaction. P&M management's goal is to manufacturethe highest quality product possible. This has been implemented by an intensive team effort from log ' purchasing, log sorting, saw milling, drying, conversion and shipping. Selection and grading take place at each step to assure uniform high quality.

Our customers have come to depend on consistent grading, consistent quality, and that's what

we deliverl 'Del Shedd became a certllled WWPA grader in Feb. 1950. ln the toiloiling 21 years, Del held various responslbrTlties in saw milling, air and klln drying, planlng, remenulactuilng and shipplng. This level and depth of experience eamed him the special tltle ot Master Grader by Western Wood Products Assoclatlon ln Sepi 19n. Del is currently rasponsible for establishing and controlllng manulacturc and grade standards for all of P&M's commercial lumber actfultlds. Corporate Oflice,

Stockton. California 2Og /957 -6360

Building Products Digest

s!qs.:s3$fiii*gs.:{if**ri

N$trWS 84 Lumber has opened a new store in May'sville, Ky., and reopened a remodeled store in Fredericksburg, Va. . . . PaYless Cashways has a new 47,-520 sq. ft. retail sales area with a 24,000 sq. ft. warehouse in Amarillo. Tx., the first of a new prototype facility; similar units are set to be opened in Springdale, Ar., Lexington, Ky., and Dallas-Fort Worth, Tx., this year . . . Home Depot, which is building a new store near Brandon, Fl., will open an 80,000 sq. ft. warehouse store in Chattanooga, Tn.' as well as a seventh unit in

Atlanta. Ga. . .

Btrilders Square will open stores in Marietta and Jones-

boro, Ga., in Aug. . . . Lowe's,

with newly opened stores in East Lexington, and Somerset. Ky.. a unit under construction in Tallahassee, Fl.. and a newlY remodeled store in Lake Wales, Fl., has opened a contractor yard in Charlotte, N.C. . . .

Wickes has remodeled and re-

opened former Hontecrafters Warehouse stores in Tallahassee. Ft. Walton Beach, and Panama City, Fl., Montgomery, Greenville, Birmingham and Tuscaloosa, Al., Hattiesburg, Ms., and Hopkinsville, Ky.. . .

Scotty's has opened new Ocala

and Port St. Lucie, Fl., stores and the 26th Scouy's Hardware in Homosassa, Fl. . . . Pilot Honte Cenler has been opened in Ft. Mitchell, Ky.. by Ken Grause.

owner of the Bellewe Home Improvement Center, Bellevue.

Ky.. .. Elliot Whiuington Builders Supply Co. Memphis, Tn., will open a retail store at its truss Plant site . . . Cordele Sash, Door & Lumber Co., Cordele. Ga., has acquired Ltrmber Ranch Inc., Perrv. Ga. . .

:i:IilYJii$.S.9..qF,.P+\it*l*F$$$

First Internarional Timber .Soles

is ne\\ in Kingwood. Tx... . Qualit.r' Forest Products

has added flanre retardant treating for lumber and plywood at its

fTt F t--,/a lll'--alL-\---\

Enfield. N.C.. operation . .

J_-LLqL;O)

Kitchen Kontpact is celebrating

its 50th anniversary . . . Excel

Hechinger will open a regional distribution center in Charlotte. N.C., and retail stores in North Charleston. S.C.. and Roanoke.

Va. . . . Stier Suppl-,* has opened a store in lrmo. S.C. . . . Melro Building Suppl.v Co. has opened a Richmond. Va.. location .. .

Hughes Lumber, Tulsa. Ok..

has acquired Larson Building Center. Salina, Ks. . . . Moore's is

moving its Contractor Depot to its warehouse facility in

Roanoke, Va. . . . Je.ffbrson Buildirry Supplf is a new operation in Marianna. Fl.. owned b1- Leon and Mary Francis Brooks . . .

Centron Lunfier ftc. will open its second store in Decatur. Al..

in Aug. ... BiS Tin Barn, Harligen. Tx.. has closed . . . Smy111 Lunrber Co., Orlando. Fl.. is celebrating its 50th anni-

versar!' ... Eclipse Mining Ltd.. Vancouver, B.C.. has acquired Honteov'ners Outlet Mall E-tchange, Coral Springs. Fl. . . .

Hardvt'are LVltolesalers, Inc..

officially opened a new distribution center in Coluntbia. S.C.. last month... Borneo Btrilding Products, Houston, Tx.,

a subsidiary of Borneo Sttntatra Trading Co.. a Dutch co., has acquired Rickert and Laan Inc.. New Orleans. La. . .

Sottth Atlantic Wholesale Lwnber Inc.. has opened a distribu-

tion yard in Columbia.

S.C. . . . East Coast Lun$er has opened a sales ofllce in San An-

tonio, Darryl Motley and Joe Heath in charge . . .

Lottisiana- PaciJ'ic is near operation at a new Waferwood

plant in New WaverlY'. Tx.. . Precision Moulding,

Fayetteville, Ar., has moved into

a new 42,000 'sq. ft. plant in Johnson, Ar....

Wood Products has opened a new 10.000 sq. ft. u'arehouse in Nor-

folk.Va,...

Superior Sealarts. Houston. Tx., is moving its mfg. operation into larger quarters . . . The Parti' cleboard Div. ql' Masonite Corp. has added Post Fornted Prodttcts mfg. capability at its particleboard plant in Waverll'. Va.. . .

Hurtter Fan Co.. \{entphis.

l'n.. has acquired Kenro.v lnternotional. Jacksonville. l'1.

. . . l'lartin lntlustries, /nc.. l'lorence. .\1.. has acquired several

Ireater lines front 4tlanla .Slovt' ll'orks . . .

tslack & Det'ker Corp. ltas accluired tl'te 4nrcrit'an l:.mblent Tool (o. . . . .l'lannington l|'ood f-loors div. of .\Ionnington .llills is ntol'-

ing its corp. llq. to a nes'I1 purchased and renovated l-50.800

sq. ft. plant in lliglr ['oint. N.('... Hotrglt .llanu.lat'turing Corp.

has changed its nante to HtrlL'or,

Int'. . . . -lmerit'an .Stone-.1'Ii.x,

lnc., tr ne\\ co. formed b1' T'hont-

as ll. \laddux and a manage-

ment group headed b1 l)onald J. Peters. lras agreed to acquire tlte packaged material dir'. of Genstar Stotte Products Co. . . .

T'he first shipntent of Kenrrorth and Peterbilt \{id-Rangers nrade in Brazil br P.{CC{R ltas arrived al the Port of lJouston. Tx. . . . Dornlar Inc. is acquiring the l. .S. Genstar grpsunt business fronr Imosco of \{ontreal for S24l nrillion: plants in (ia. and J'x. are part of the sale . . .

Housing starts .f'or'Varch

(latest .figs. ) slid 3. 2oio to a seasonalll' adjusted annual rate

of 1.774,0()0 units; single famill' starts fell 4.2(\t, multifamill' starts dropped 0.901,: building permits were down

0.3iln; starts in the south were off

6.5%...

May 1987

Hechinger Exec ls Keynoter Phil Mansfield, executive vice president of Hechinger Co., will be keynote speaker for the 2nd annual Training Managers' Conference to be held in Indianapolis, In., June 8l0 at Home Center Institute head-

try Week in conjunction with the National Hardware Show, Aug. 9-13 in Chicago, ll. Strickland will speak at 8 a.m. on

Monday, Aug. 10, in the Lindheimer Room at McCormick Place

Video Scores At Scotty's Many customers spent more time

in the store, purchased more items and show inproved attitudes and preferences for the store and partici-

East.

Registration fee is $295 for the first person for HCI members, $275 for each additional person; $395 for

pating vendors in a recent test of electronic video machines in I I Scotty's stores in Polk, Hillsborough

The Check's In The Mail

and Pinellas counties, Florida. "We are encouraged by the test

non-members.

case settlement has taken 19 years,

Lowe's Chairman Opens Show Robert L. Strickland, chairman of

some 24,000 checks were mailed to dealers in February. Another 17,000 checks (minus 20i because dealers slated to receive them had not submitted Federal l.D. numbers) were to be mailed in the next mailing approximately 30 days later. Addresses of some 4,000 dealers are missing.

quarters.

the board, Lowe's Cos., Inc., North Wilkesboro, N.C., will be the keynote speaker at Hardware Indus-

lUhen Vou uront the highcst quolitg

Although the plywood anti-trust

results, " vice president Dave Bryant said. "We are going forward with investigating a system and

machines for more Scotty's stores.

More than 30 information videos of basic how-to projects were viewed by customers.'The test is considered

a positive indicator of the system's full potential.

Highcst Ouolitg Possiblo ot Compotltlvc Prlclng

ovoiloblo in CCR TVpe C

Pressure

Treoted Iumbcr, coll c u RT,F,F,ff!!1,""}*r#l.nf,$.#^9;, I Nc. 0rkonsos TURTS l-(800) 482-2352 Notionol TURTS l-(800) 232-2326 Bltt HRBDING o tltlDR PRIDDY o BOSS RRSMUSSCN

UJe con fill oll Vour treoted lumbar n@eds. . . londscope timbers,

plyr.uood, oll dimensionol lumber, 4x4 through'l2xl2. On 616 ond lorger ue hove lengths ronging up to 45 feet. Plus, u,e nou corrv in stock .60 FDN. [lJe olso hove our ourn fleet of trucks to help you solv@ ony delivery probl@ms Vou mov hove. Rll our moteriol is TPI grod@ mork@cf. tUe feotur@ tha- Rl.lJPB quolitv mork on oll our tr@oted moteriol.

Building Products Digest

miln CONCERN FOR YOUR SATISFACTION ! We maintain quality production standards every step

of the way - to assure you the finished prduct you expect from Duke City Lumber Company.

PTEASE CALL COILEGT: (505) 848-3642 if you have any complaints about our prducts - or

suggpstions how we can improve our service to you!

CALENDAR MAY Hardwood Reseerch Council - Mey 10-12. annual hardwood symposium, Peabody Hotel, Memphis, Tn. American Plywood Associrtion - Mey ll, regional meeting, l-ayetteville, N.C.; May 12, Columbus, Ga.; Mey l{, Laurel, Ms.: May 15, Shreveport. La.

Lumbermen's Club of Memphis - Mey 12, spring golf

tournament, Chickasaw Country Club, Memphis, Tn. Decorative Laminate Products Association - Mey l2-17, annual convention, Royal PIaza Hotel, Orlando. Fl. Florida Lumber & Building Meteriel Deeler's Associrtion May 14, seminar, FLBMDA headquarters, Orlando,

Fl.

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

Southern Pressure Treaters Association - Mey 18-20,

DUTE GIIT

spring meeting, The Greenbrier, White Sulphur Springs,

TUMBER GOTPATY,ITC.

150s1842€Om

P.O. Box 25807 Albuquerqre. NM 87125

w.v. Mid-Florida Home Show - Mey 23-31, sponsored by

Home Builders Association of Mid-Florida, Orange County Convention/Civic Center. Orlando. Fl. Ligna Hannover '87 Mey 27-June 2, international wood

& forest machinery trade fair, Hannover, West Germany.

JUNE American Hardware Manufacturers Association - June

2-4, government relations committee meeting, Washington Marriott Hotel, Washington, D.C. Building Industries '87 - June l2-14, trade exposition & conference, Georgia World Congress Center. Atlanta, Ga.

5jrttE EgrA PRECr$oil CRoSSCUT STATr0l{ Cunentll utilized to:

r Precision End Trim o Double End Trim . Penctl Trim o Conven Discounted kngths into Prime Movers

r Croscut

- Efficiently, Inerpensirell and Precisell

r Manufacture: Pallet Stock. Fencing. Trusses. Ties. Bedframes, Shelving and Sticken

For u detuiled itr.fontrution puck, ()tttu(t:

Sam Rashid

HllffEG,rro,,,,*r,)R^toN P.O. BOX 2190

BRANDON, FL 335I I USA

(813)626-6693 TLX:lTT 4-971861

Southern Forest Products Association - June l6-17, midyear meeting, New Orleans Hilton Riverside Hotel. New Orleans, La.

Southern Forest Products Associetion - June lt-20, Expo '87. New Orleans Convention Center, New Orleans, La. Florida Lumber & Building Meteriel Deeler's Associetion June 18-21. summer conference. Innisbrook Resort, Tarpon Springs. Fl.

Forest Products Reseerch Society - June 2l-24, annual meeting, Hyatt Regenc-v Hotgl, Louisville. Ky.

National Building Msterial Distributors Associetion June 26, executive committee meeting: June 27, board of directors meeting, Chicago, ll.

JULY Fenestration World 'E7 - July E-9, window/door trade

WHAT'S HAPPENING? Keep us psted on your club or group's upconint meelings. But be surc and su.bmil them at least seaen weeks belore the euent lo make sure there will be time to list them in an issue in circulati.on belore the big day lwppens.

show & seminar, Hyatt Regency, Minneapolis, Mn. Southern Pine Inspection Bureeu - July 9-10, annual staff mseting, Pensacola, Fl. Tennessee Building Meteriel Associetion - July 9-11, young executives convention, Bent Creek Mountain Inn & Country Club, Gatlinburg, Tn. Louisiana Building Materiel Deelers Association - July 23-26, summer conference, Sandestin Hilton, Destin, Fl. Orgill Brothers & Co. - July 24-26, market, Cook Convention Center, Memphis, Tn.

May 1987

LBMDA convention rated "the best" Building Material I OUISIANA b Dealers Association members

Kiper, Buddy Tolson, Ralph Norman, District l; Mac lvey, Ed Breed-

love, Tom Morgan, District ll; Steve Brown, Tim Stine, Jimmy Robertson, District Ill; Charles Bourgeois, Doug Ashy Jr., Garland Herbert,

rated the organization's winter con-

vention as "the best we've had in a long time."

Seminars, which were well attended, were considered very "beneficial to our members." The

District IV; George Kellett, Ed Baldinger, Dennis Dunham, District

V; Harry James Gabriel, A. J. Harris. F-rancis Mercante, District Vl:

food, social events, entertainment, hotel service and supplier suites were "all superb," according to

Verbis Fontenot, Forrest DeCuir, Jerry Buller, District Vll; Dudley

delegates.

Jon Cromwell was elected president with Pierre Schwing and Bob Armer as vice presidents. Dudley

Webre will be treasurer; Hubert

Story at a Glance

Walker, national dealer director, and Bob Morrow, past president. Gayle Passman was named executive vice president of LBMDA. Elsie

John Cromwell named president. . . Gayle Passman new executive director . . . 1988 annual meetlng in Shreveport.

Hamway, another long time association employee, succeeds her as executive secretary. Directors for 1987 will be Trey

Webre, Chet Morrison, Robert Vice,

District Vlll. Bob Armer was named chairman

of the 1988 annual convention with Tom Morgan, Grover Adkins, Don Clanton and John Wheless appointed to the committee. Summer meeting committee will include Dudley Webre, chairman, Doug Ashy Jr. and Dennis Dunham.

Bob Morrow chairs the past presidents committee. Finance and budget committee, headed by Pierre

Schwing, includes Bob Armer, Dudley Webre and A. J. Harris. Hubert Walker, Bob Armer and Pierre Schwing co-chair the membership committee which includes Trey Kiper, Tom Morgan, Tim

Stine, Doug Ashy Jr., George

Kellett. A. J. Harris. Forrest DeCuir and Dudley Webre. Ed Baldinger, chairman, Harry James Gabriel, Verbis Fontenot and George Kellet comprise the education committee. The insurance committee includes Don Clanton, chairman, Dudley Webre, Tom Morgan and George Kellett.

The board of directors voted to move the convention to Shreveport in 1988. The 1987 meetine was held I.-eb. 5-8 in Lafayette.

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WOOD. WINDOWS FROM Mu/ . .

MW Manufacturers, Inc.

Post Office Box 559

MW Manufacturers,

Rocky Mount, Viryinia

Inc.

7O3 483-0211

Buildlng Products Dlgest

R&R products market bullish ED ENOVATION and remodeling markets will far

oubtrip the new construction products market in

the coming months, according to Jack Shoemaker,

executive vice president of the National Wood Window and Door Association. Shoemaker based his predictions for the growth rate

on a study conducted for NWWDA members by McGraw-Hill/LSl Systems, Inc. Its consumer R&R

market projections are the result of a telephone survey of 15,000 households across the country.

A collection of wood products for your outdoor Qe.*rn projects

Story at a Glance

Survey proiec'ts R&R needs to exceed new constructlon ...11.7no hqre In replacement windows . . Jnbrbr doors up 1 3.806 ;

exterior doors, 6'96; pdo tloorc, 7'96.

TRIM PACKAGE

LATTICE

1x2 2x2 Lalh Lath Lalh

I' 8' 6'

8' 10'

BenderBd. I' BenderBd. 10'

DECK PACKAGE Deck Squarec

LANDSCAPE PKG.

Balusterc

Logells

Slalr Rlaorg 3.Step

Screen 2 x 4

4-Slep 5-Slep

Projections for window and door use in renovation and remodeling include:

2x8

Window products - growth expected from last year's 15.3 million units to more than l7.l million in 1987, increasing more than I 1.70lo (new construction orders are projected to decrease 6.50/o).

Interior doors - will increase more than 13.80/o growing from approximately 8.7 million units last year to more than 9.9 million this year (new construction orders are projected to decline by 7 .70/o).

2xO Exterior hinged doors - will exceed 3.6 million units, expanding at a rate of6% over last year (new

construction demand forecast to decrease by approximately 7o/o).

800r334-8906 713,433-2433 g/roda/ly,l4.duc/o {lia<b:oa,tt HCS Woodtech 12229 Almeda

Houston fX77045

Patio doors - will top 3.1 million units, increasing more than 70/o over last year (new construction orders forecast to decrease 50/o).

"ln this type of bullish market, supply races to meet demand and quality control becomes especially important," according to Shoemaker, "but retailers can rely

on certification programs such as the NWWDA

Hallmark for product quality assurance." This program enables manufacturers to indicate that

their products are produced in accordance with accepted industry-wide quality standards.

May 1987

Home Center Merchant BILL FISHMAN Bill Fishman & Affiliates 1'1650 lberia Place San Diego, Ca. 92128 , "Want to buy one?" he yelled back. 'Ya can have one for 35 cents." (Not a bad mark up for the brat considering I paid 15 cents each and he got'em for EVER OFFER anything free! If | ! you do, you lose! I learned this nothing!) When I didn't answer quick lesson many years ago . . . the hard way. enough, he swung around the next corAs sales promotion director of a major ner and disappeared. I raced to the store. Near the one home center chain, I ran a grand opening promotion that included a coupon check out, I found a pile of our grand opening tabloids with the "FREE" that read "FREE . . . A Rigid Plastic Litter Basket for Your Auto." coupon removed. A quick check of the The basket snapped over the window litter basket inventory and I knew I was in trouble. They were almost all gone. handles of the car. lt was a great premium item with our company logo "FREE," I found out, is a dangermolded onto it. I ordered 10,000 litter ous word. To store employees it means that the merchandise has no value . . . baskets; enough, I thought, to last me through the full month's promotion. I so they see nothing wrong with taking was wrongl I ran out late afternoon of home a handful for their friends and neighbors. Customers coming through the second day. Coming back from lunch that afterthe check out counter intimidate the noon, I spotted a kid about 9 years old cashiers into "one lor my Aunt Sophia walking along the street carrying 30 or so and a couple for my neighbors." And, of these litter baskets nested into one ofcourse, there're the enterprising kids who find sport in beating the establishanother. "Hey kid," I shouted. "Where ment. did you get those litter baskets?"

Today I have tightened control over giveaways. I won't let my clients offer

merchandise FREE. Even a price of "50 with the coupon only" increases the value of the premium. The nickel and the coupon signify a control flactor and it gives the cashiers a strong argument when pressured by customers for those extra items for their friends.

"l wish I could," they can reply, "but I have to account for every nickel and match the coupons at the end of the day." Customers understand that! Another way of controlling the giveaway of premiums, and being a good citizen at the same time, is to offer a charitable organization the opportunity to keep all the proceeds collected. I've given away tree seedlings and invited a Boy Scout troop to man the giveaway counter. Our promotion read, "A Tree Seedling - 50 with this coupon." At the store exit, the Boy

Scouts collected the coupons and handed out the seedlings. A sign nearby read, "Drop your nickel in this container - All proceeds go to the Boy

Scouts." Almost all the customers

dropped coins larger than a nickel and there were plenty of dollar bills in the

pot. The troops were happy, the customers were happy and we were happy to see the promotion coming off without a hitch.

I sometimes wonder if that kid in Detroit ever wound up in retailing.

Building Products Digest Lumbermen's Acroclatlon of Tex,ac P.O. Bd 55a5, Aurdn, L. 7E76 (tr2) a72.rr9a

TEXAS TOPICS JOE BUTLER, JR. ef,ecutlve vlce precldent ReI af has fought for Lien Law Lr form before the Texas Legisla-

ture for many years with little or no support from affiliated industries. The Texas economy has finally hurt enough firms and people that individual companies and organizations are now willing to join with LAT members in their fight for Lien Law Reform.

Under the name Construction Industry Council of Texas, LAT is

leading an effort to reform the antiqu-

filing of a Mechanic's Materialman's Lien has not provided protection. Be specific, use company names, exact

figures and the amount of money lost. Please use only examPles where Mechanic and N'laterialman Liens have

been properly perfected. The more

ated Texas lien laws this session. Organizations involved include American Sub-Contractors Association, Texas Brick Institute, Texas Aggregate & Concrete Association, individual members of the Association of Credit tvlanagers, Plumbing-Heating-Cooling Contractors Association, Texas Surveyors

Association, C.E. Electric Supply and Texas Rental Association. Representative Terrill Smith (Austin) is working closely with the group LAT has volunteered to publish a

joint industry portfolio of case experiences to give to each member of the Legislature. We need your experien-

Mtd-Amerlca Lumbermens Assoclation

recent the loss. the better. We realize that individual firms may have to display for public observation past losses. but only an overwhelming display of horror stories and experiences is going to make an impact on members of the legislature.

The time to act is now. The'members of the legislature are sensitive to the economic plight of the construction industry. Send in your stories and any documentation which illustrates the need for Lien Law Reform to the LAT ofllce: Attention: Construction Industry' Council of Texas. c/o LAT. P.O.

Box 5546. Austin. Tx. 78763.

properties during | 986 was roughl-'"

451O Bellevlo Ave., K.6ar Ciry. Mo. 64lll (816) 931-21O2

comparable to the total investment in

ARKANSAS A OKLAHOMA

new single family homes. Significantl.v-. over half of the residential expenditures were for additions and alterations, as opposed to mainte-

BOB JOHN qecutlve dce pesldent

A F

ces! On your firm's letterhead, please document one or more cases where the

and 2001, to the demand for struclural panels.

LMOST 40oh of the overall

demand for softwood lumber and structural panels in Arkansas and Oklahoma is directly related to the construction of new homes. But the housing factor also includes construction of additions and repair and remodeling R & R, for short - which adds another 2504 to 3001r to the demand for lumber

The Department of Commerce reports that during the first halfof 1986. (there's always at least a six month lag

in these statistics) expenditures on

residential upkeep and improvements were running at a record-setting pace. Estimates for the full year place these expenditures at $95 billion, up about

nance and repairs or major replacement. This directly represents con-

struction-related improvements and. hence, new purchases of wood products. I)uring the second quarter of 1986, expenditures on additions and alterations were up 5901' over lhe same period a year earlier. What is causing this rise in R & R? There is the obvious direct relationship belween interesl rates and the level of

residential construction activity. But the availability of home equity lines of

l8(1,. Putting this number in perspec-

tive, the amount spent on residential

(Please turn to page 38)

INTRODUCING OUR NEW

W'PRESSURE TREATED LATTICE PANEI,s . Constructed of kiln-dried Southern Yellow Pine

o Glued and Stapled

. Pressure Treated with Osmose K33@ to .40 pcf for ground contact use.

o Available in three grades - Clear Premium, Standard, and Garden

o Available in 2' x 8' or 4' x 8' panels TARHEEL WOOD TREATING CO. (919) 467-9176 P.O. Box 124. Morrisville. NC 27560 OSMOSE' is a regi$ered trademark ot OSMOS€ Wood PreseNing, Inc

May 1987

SOUTHEASTERN SCENE

co.,"ring Atabama, Ftorida,

Georgia Kentucky, Louisiana, Mississippi, the Carolinas, Tennessee and Virginia.

Florida Lumber and Building

mote an awareness of and coordinate actions on issues through membership." The purpose is defined as to "provide

executive director. Carson, who has an extensive background in association management, took office on May L Pat Anderson has returned to her position as assistant director. A seminar on product knowledge and d-i-y problem solving, "How To Talk Like A Lumber Pro," will be held at association headquarters on May 14.

a unified voice for the industry; represent the industry on legislative issues before the U.S. Congress and the State Legislature; represent the industry on regulatory issues before all federal and

Material Dealers Association has hired William Carson of Longwood, Fl., as

state agencies.

"Develop and provide educational materials and programs; serve as a clearinghouse for information of mutual concern to those involved in all areas and levels of the industry; provide lorums for the exchange of ideas; promote and

Building Material Merchant's Association of Georgia and Alabama has adopted a statement of mission and purpose which defines the aims and goals of

the association. The statement describes its mission as "to provide leadership by identifying and prioritizing challenges and oppor-

tunities affecting the retail lumber and building materials industry, and to pro-

encourage business standards throughout the industry; coordinate

cooperation with industry organizations ; develop new programs and services to compliment its members and provide other services as will further the mission of the association." Members have been provided with

copies of the statement printed on a parchment-like paper.

Kentucky Lumber and Building Material Dealers Association has a limited supply of membership decals designed to be used on delivery trucks and cars of members. The 8 in. decals carry the message "1987 member of the Kentucky Lumber

and Building Material Dealers Association." They are available free from the

association office, according to Billy Thompson, executive vice president.

Mississippi Building Materials Association is conducting a convention and building products trade show survey in preparation for 1989. Results of the survey forms which were mailed to 207 firms with 94 replying will be presented to the board of directors on June 17. The association's July newsletter will

publish the results. Preliminary results show an overwhelming vote to change the annual convention from February to March or April.

Louisiana Building Material Dealers Association will meet for its 1987 summer conference and family outing in Destin, Fl., July 23-26. The Sandestin Hilton has been selected as the conference hotel. Dudley (Please turn to page 38)

Buildlng Products Digest sultant is right for you or your company? You will find that services in many cases are packaged into easily understandable parts like office visits, on

OPERANNG OPPORTUNITIES

site inspections. audits, seminars,

WALLY LYNCH Paid Associates PO. Box741623

Dallas. Tx.75243 ONSTJLTANTS as a subject attract a lot of interest. Here we answer four questions most often asked of us.

How do you know when you need a consultant? Most of you are alreadY

higher than in most. Our industry's pre-

tax profit performance, which hovers annually around 201', is only two-thirds the national average of -l0l' for all business activities. llow do you find a consultant? Try the yellow pagesl try the public library ( C on su lta nts & Con su lti n g Orga n izat ion s

Directory, published by Gale Research

using consultants in either your business or personal lives. lf you have your personal income tax return prepared by someone, go to a dentist or a doctor, you are involved with a consultant. Basically consultants are problem solvers. The company accountant, banker and attorney are consultants who solve problems for businesses. What made you think that you needed these advisors?

Company, P.O. Box 6789, Silver Springs, MD 20906, (l0l) 871--s250):

Probably you encountered a discomfort that you saw others eliminate by hiring "part time talent."

articles. columns. books, manuals, etc.

There are few, if any, companies that

will not benefit from the services of a consultant. The need in this field may be

ask consultants you already know for referrals.

Associations, buying groups and suppliers often can help. Trade journal publishers, editors and business editors also can make recommendations.

Consultants often market their ser-

vices through seminars. workshops, When you like what you have seen. heard or experienced, the chances are

excellent that it makes sense to consider hiring that person. How do you determine if the con-

workshops. For a particular problem, ask for a written proposal. This will usually contain a definition of the problem with the features and benelits of the solving process. Normally cost and time parameters are put forth as well. Asking two or three consultants lo write proposals to solve the same problem is not uncommon. Often this tactic provides insights and advantages not apparent before the multiple requests for proposals were made. lt is not out of order for the prospbctive client lo make a counter proposal as well. How do you know what to pay for such services? Normally the price is in

the proposal. but does that make it right or cost effective? Here are some numbers which may be helpful, from The Professional Consultant & Seminor Business Report in September, 1986.

The average daily charge made for professional services was $856. The average annual income for consuhants was $86,705 after expenses but before income taxes. Remember that these averages are only guides. Cost effectiveness will be based upon what you gel for what you

pay. Remember also thal You must consider expenses in addition to fees.

Northern White Pine

ands@ HUGE SELECT

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

! 1 cal|$ill]|

e;; F.,

TOP OUALITY

|l|s ilil0

l||0

il0 Pn0ril$!

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

TWO TILLS OFFER YOU PROMPT DELIVERY. a

oRDER PARTIAL, FULL OR TIXED TRUCKLOADS. ALL SrUiueilrs PAPER WRAPPED. since 1902

The R.T. -Jones Lumber Go., lnc. 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

FAMOWOOD

is the PR0FESSl0tlAl,'S Att PURP0SE PLASIIC Boat builders, furniture makers, cabinet makers, elc. have found it the one sure answer lo correcling wood defecls, filling wood cracks, gouges, covering counlersunk nails and screws.

Can be used under Fiber Glass! Readv to use risht out ol the can, Famowood

g-r

appliis like putty - sticks like glue; dries ouickly: won't shrink, ind will not gum up sander. Walerproof andweatherprooiwhen properly applied.

-al

Avail.Dle in 16 matchint tood colort and uhite.

BEVERTY MANUTACTURING C()MPANY 9118 S. Main Street'Los Angeles,0alif.90003, P.0, Box 73233 Manufact!tati of ftmowood. [amoglare. frmotolvent Dislributot and D6alar lnquiraes Invilad

May 1987

Ron Thigpen has been named store mgr. of the new Stier Supply in

Irmo, S.C. John Collins is mer-

chandise mgr.

Darrien Todd Sell, Hechinger Co.,

PERS NALS Pat Tyler is new to sales at Broadview Lumber Co.. Dallas. Tx. Glenn Murphy has been promoted to mgr. of export sales for Scotty's, Winter Haven, Fl., replacing Daniel Gonzales, who has resigned io start

Fayetteville, N.C., married Pamela Jamie Veach on March 14, 1987. Gayle Passman, exec. v.p., Louisiana Building Material Dealers Associ-

Dan Harrison, Harrison Lumber Co., Laurel, Ms., has been elected pres. of Mississippi Lumber Manufacturers Association.

Terry Brugnoni is now officc mgr. at Deerfi eld Builders Supply, [Jeerfi eld Beach, Fl.

his own export co. New Scotty's mgrs. include Beverly Bauck, SR 60 West, Lake Wales, Fl.; Bill Denyer,

DottieKlotz has rejoinedthe sales staff

SW College Rd., Ocala, Fl.; David

Kathryn Johnson is new to Boise

Sligh, U.S. 92 West, Lakeland, Fl., and Dean Morman, Lakeland service center. Steve Young has been appointed v.p. and c.f.o. of Home Quarters Warehouse, Virginia Beach, Va.

Lee D. Pawluk has been promoted to southern area v.p., Wickes Lumber,

Atlanta, Ga., replacing Edwin J. Mclelland, who has resigned.

at Dean Lumber Co.. Gilmer. Tx.

Cascade Corp., DeRidder, La., as Southern operations communications

v.p. of the Southern Forest Products Association, Atlanta, Ga., after more than l7 years with SFPA. Carol Garber succeeds him.

James Scott, Brown Moulding Co., Montevallo, Al., has been elected to the board of directors of the Wood Moulding & Millwork Producers As-

North Wilkesboro, N.C., is engaged to marry Ronnie H. Brown on June 20, 1987. Bill Parish has been named mgr. of Foxworth-Galbraith Lumber Co.,

Sherman, Tx., succeeding Billy Reed, who has transferred to manage the Temple, Tx., store.

Wes Eggleston has been named gen. mgr. of Foxworth-Galbraith Lumber

Co., Winnesboro, Tx., succeeding Rhett King, who is now gen. mgr. of the Temple, Tx., store. Chuck Barr has been appointed corp. v.p. of marketing for the Pavestone

Co., Grapevine, Tx., according to

sociation.

Robert L. Strickland, chairman of the board. Lowe's Cos.. North Wilkesboro, N.C., is celebrating his 30th anniversary with the firm. Steve Harsch has been transferred to No. Ca. for Dataline Corp., now part

of the Convergent Co.

proud grandparents of Chase Michael Cothern. Ginger Ashy, wife of Doug Ashy Jr., Doug Ashy Building Materials, Lafayette, La., is "doing fine"

following surgery.

Dorothy Hebert, wife of Micky

Hebert, Hebert Brothers Lumber Co., Lake Charles, La., is recover-

ing after surgery. Galen Daihl is now mgr. of 84 Lumber Co., Maysville, Ky. Robert Anderson is co-mgr.

mgr.

Laura Ann Hunter, Lowe's Cos.,

Jim Haney has retired as eastern div.

ation,and her husband,John,are the

David C. Bender, pres. Don Hall is south central region v.p. of sales.

Russ Scruggs, Earl Raiford Lumber Co., Asheville, N.C.. is back after a western business trip. Joel McEwen is the new v.p. of General Hardware Co., Atlanta. Ga.

Jay Epstein, Broadview Lumber Co., Birmingham, Al., has retired after 2l years in the business.

Vernon Massey, [-ouisiana-Pacific Corp., Conroe, Tx., has been in Chicago, ll., on co. business. Mike Claunch has been promoted to sales mgr. of the Fl. div. of ldaho Timber Corp., Boise, ld., according to

Larry Williams, pres. Chris Jackson is new to sales in Tx.

Russell Stadelman II, Russell Stadelman & Co., Memphis, Tn., met with Indonesian Ambassador Soesilo Soedarman in Chicago, Il., recently. Larry Gene Miller, Jr., 84 Lumber Co., Lexington, Ky., married Laura Gayle Mdonathy on March 7, 1987.

Dave Broussard is the new mgr. of 84 Lumber, Tallahassee, Fl.; Jim Biley, mgr., La Marque, Tx.; Mike Mosier, co-mgr., La Marque, and Dana Meyer, co-mgr., Spartanburg, S.C. (Please turn to page 38)

WHOLESALERS AND DISTRIBUTORS

sril NG FELL0W Southern Yellow Pine

#!lH

BER coM PANY

r All Western Species I All Plyrruood t 0SB

Your source for Potlqtch O)(BOARD Bill Burns

Jack Jones

Jimmy Dill William Dupree lll Bill Fisher

Bob Lindsey Van Marcus

Charles Marlow Steve Mathey Bob McCary

Doug McCary Jake O'Neal Bill Stewart

STRTNGFELLOW LUMBER COMPANY tNC. p. o. Box 1112 BtRMtNGHAM, ALABAMA35201

Nfl.(800)633-8263 t

(zos)gzg-++os r

Atabama(soo)zgz-sgsa

Bob Tyson Tim Waller Jack Williams

Sincel906,we've helpedsmoothyourroad tomarket. It can be touglr moving lumber and plywood profitably, especially in today's business world. That's why, while others may

work directly with your dealers, we at Willamette continue to devote our efforts to you, our wlrclesaler. For over 80 years now, we've helped

get you competitively to market with the best in lumber and plywood products, backed by non-stop senrice. ReaI serwce. You getpersonal, immediate attention from your Willamette sales professional who works right from our mills. Using our computer network and warehouse resources, we take your order, track it through our system and get you the products you need, on time. Every time. To put Willamette teamwork to work for you, give us a call-in the

West at (503) 926-777I, in the South at (318) 255-6258. lbgetheq we'll steer a steady course

tomarket. Profitably.

Willamette Industries, Inc. Lumber & Plywood Divisions

Abigcompanywittt hometoumvalues.

Building Products Dlgelt

28 f; i$#,,nfi . .,;{i3ES!J. AF,1.i-+.i!i#J.

Cedar Short Boards

NEW PR DUCTS

"Sedar Shorts," a line of naturally beautiful. blemish-free short boards of western red cedar ideal for indoor or outdoor applications, have been introduced by Landucci Industries Ltd.

and selected soles oids Make Your Own Bed Two high style, low cost, readyto-assemble bedroom suites are

now available from Armstrong World Industries. The Valet series has a pecangrain finish and contemporary styling, with brass-finish accent strips

and drawer pulls. The second set, American Tradi-

tional, has an oak-grain finish and country or provincial styling, with

brass-finish drawer pulls and knobs. Constructed using a special concealed fastening system, the suites

each feature eight pieces: a full headboard which also fits a queensize frame, a twin headboard, a sixdrawer dresser, a five-drawer chest, a three-drawer chest, a two-drawer

nightstand and one-drawer nightstand.

Cook & Store Dishes

mond-colored dishes can also act as

from General Electric offer a convenient option for preparing ready-to-

serving pieces. They are made of glass reinforced isopolyester BMC, providing high strength despite low

serve foods and leftovers. The Quick Serve system features covered dishes which slide neatly

hance cooking performance, with its

New refrigerator storage dishes

into tracks on the underside of a refrigerator shelf, and go directly from refrigerator to microwave. freezer or dishwasher. Without the

weight.

Kiln dried, precision manufactured and sanded, the durable, easily worked lumber is available in three programs: l" boards, 5/4" planks or 2" dimension, each with popular selected lengths and widths. Free ready-to-assemble display racks that are compatible with most gondola systems require less than 8 sq. ft. of sales space for each board thickness.

The dish is designed to also enbottom convex to prevent micro-

Strlp & Seal Floors Two new ceramic tile care products, an acrylic floor seal and a floor

polycarbonate lid, the dishes can be used in conventional ovens at temperatures up to 400'. The attractively designed,

stripper, are now available from Summitville Tiles, Inc. The water-based seal contains a heavy duty, acrylic formula design-

ed to give a "wet look" to unglazed quarry tile, slate, brick pavers and

Portland cement products. lt is applied with a lambs wool applicator, mop or soft brush, needs no

FREE READER SERVICE

For more information on New Products write Building Producb Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and Page

number so we can process your request faster! Many thanks!

wave energy from drying out fbod along the edges and ridges on the bottom to act as feet for steadiness and as a channel for water in the dishwasher. A standard feature on the G.E. Spacecenter refrigerator, it can be purchased separately for retrofi tting existing models.

buffing, can be cleaned with a damp mop, and is not affected by hot cooking oils. The ammoniated floor stripper/ cleaner removes acrylic type floor sealers and waxes and also cleans grease and grime from floors before sealing.

Both products come in quart,

gallon and five gallon containers.

May 1987

Tapefree Finishing A multi-use joint compound which reportedly saves time and money in the finishing of drywall

Reportedly, assembled in less than a day with no foundation or special skills required, the Sun Porch is designed to serve as a greenhouse,

surfaces by eliminating conventional taping is now available in a reusable container from Beadex Manufactur-

ing Co.

Sun Spots A d-i-y sun space which combines heavy duty aluminum framing with l" thick insulated shatter-reiistant glazing is new from Vegetable Fac-

tory, Inc.

windbreak/entry way, spa enclosure or leisure room. During the summer, the vertical glazing panels are readily replaced with screens to make a Florida room. A storm/screen combination door and roof vent are also included. Attached lean-to styles come in 3, 6, and l2 ft. widths with modular 3

ft. lengths parallel to the house.

Free-standing units are available up

to 24 ft. wide.

Table Saw Fence

A table saw fence that is said to lock securely and parallel with the saw blade every time is new from Flexible, ready to use TapeFree dries with less shrinkage and nor-

Vega Enterprises, Inc.

Constructed from aircraft quality

mally applies in two coats using regu-

extruded aluminum for greater

provides greater working time.

features micrometer adjustment, magnifier reading, stop block and

lar drywall knives. lts special formulation contains no asbestos and

strength without excessive weight, it

The product's versatility lends

integral pusher and rear hold-down. The saw fence is available in two ripping capacities: 40 in. and 50 in. to the right of the saw blade.

itself to a variety of drywall finishing,

filling and crack patching projects.

Shady Deal A new all-in-one control system raises, lowers and tilts blinds from Carey-McFall Corp. with a single

Sophisticated Cabinetry

A contemporary European-style frameless cabinet line has been introduced by Riviera Cabinets, Inc. The Entree line features sculpted white melamine doors and wood accents, with rounded edges and corners. A wide range of compatible ac-

cord.

cessories using durable plastic coated

wire is also offered.

The cabinets can be used in

countless configurations to create unique designs in baths, dens, of-

fices and playrooms as well as kitchens.

Haughty Hardware A new collection of fine hand-

crafted builders hardware has been introduced by Schlage Lock Co.

The Designers' Express collection

The Bali Ultra blind's operation uses a clutch and gear assembly which is said to permit a single, easy

pull of one cord to tilt, raise or

lower the blind to the desired level. The crash-proof blinds are available in 130 colors.

is crafted to stress classic, traditional styling. The designs used on the front entry can be carried throughout

the home with the variety of other products found in the collection.

Designs include the Parthenon, Dahlia, Crown and Williamsburs styles.

Building Products Digest

Paint Goof Cleaner

patina to blend naturally with the

latex paint is new from Klean-Strip.

Reportedly able to withstand all weather conditions, the collection includes English benches, chairs,

A cleaner for removing dried

surrounding landscape.

tables, planters and swings.

lmproved Paint Pouring A single-construction, polyethyl-

ene paint pourer that fits snugly in any standard metal U.S. gallon or 4litre to keep paint from dripping or splattering has been introduced by Shur-Line.

Designer Entrance Doors A new series of leaded glass en-

trance doors which unite beauty with thermal efficiency is now available

from Benchmark Doors.

A no-drip spout makes pouring

easy, and because the device actually

enlarges the can, up to one quart of any paint additive can be added with-

ldeal for cleaning sPatters from varnished or oil painted surfaces, Klean-Clean reportedly also works on carpeting. baseboards, doors and facings, furniture, brick. glass'

out overflowing. Full color self-sell packaging with product benefits clearly bulleted assists in merchandising.

metal; fabrics and most plastics. Other materials it can remove

include crayon and marker marks, ink, tar, grease and oil. lipstick, Sizes are a 4 oz. can with flip-top spout, pint, quart, 7 oz. aerosol and

ilicro tUorkdace

gallon cans.

The Beacon Hill insulated steel

Tea Time Teak A collection of authentic English

classic teak garden and leisure furniture has been introduced to the U.S. bv - Countrv Casual.

Initially- a rich golden color, the teak furniture weathers to a soft grey

entrance door collection consists of four door styles featuring art deco styled glassware that is cut, beveled and triple-glazed for added energy savings. Defined by graceful traceries of lead, the clear glass area is framed together by frosted glass bor-

A ready-to-assemble microwave oven cooking center has been introduced by Bush Industries.

Its almond-colored doors, side panels and backing are trimmed with

bak laminates. With 750 sq. in. of usable work space on the Melamine-

finished top surface, it can accommodate the largest microwave ovens

on its counter-heighl top and still have room lefl over.

ders.

Matching leaded glass sidelights and transom lights are offered.

TAIIUFACTURERS AIID TREATERS OF OUALITY SOUTHERI{ PII{E . TREATrENTS AVAILASL€ .25, .30, .a0 .nd ORI-COl{

. KILN DRIEO AFTER TREATMENT AYAILABLE . ALL LUT,BER IS AG€NCY IXSPECTEO ANO GRAOE T RXEO

. LOAOING TRUCKS AND CARS ON l.C.G. RAILROAD

Also included are a solid oak wine rack which can hold up to five bot-

tles, two enclosed comPartments. FOR IOBE IXFORIAIIO]I COIITAGT: TEFIRV TUFPHY OR JII IOYER

PHOIIE:60l-433-19l I

BROOKHAVEI{, mS. 396()i

towel bar. oak door pulls, adjustable

shelving, fully-finished back and

dual-wheel hooded casters for rollabout flexibility. The cart measures 33-1/8" high by 35-3/4" wide by 21-3/8" deep.

May 1987

Let The Sunshine In

Fixture Displays New bathroom fixture displays are now offered free to qualified

A new sunroom using laminated Douglas fir beams for its support system has been introduced by

dealers by Bathroom Jewelry Inc. Two wall displays are available: a black wall unit which accommodates nine faucets mounted on plexiglass

Westview Products, Inc.

The extra strength provided by lamination allows for longer, uninterrupted spans of glass for a fuller view. Roof glass consists of a strong sandwich of 3/16" tempered glass on top and 1/4" two-ply laminated safety glass on the bottom. The sunrooms are manufactured and shipped in kit form, with all parts coded for easy identification.

display blocks with fine grey suede background and name and logo in gold, and a matching extender wall display.

sale gift service for companies. A

New Wooden Gift Pen A new line of quality wood pens is being introduced for the corporate

gift and award market. The Rainforest Collection by Quest Pen Company, Inc., offers a selection of pens crafted with exotic woods such as Burma teak. American black cherry, American white oak, Brazilian rosewood, aromatic red cedar, and African bubinga. Other species are available on special order. Since the pens are made with real wood, they are said to be ideal for the wood industry. Quest offers a post-

wood pen is sent to a customer in the company's name as a thank you gift along with a customer satisfaction card.

Free imprinting of the company name on the clip is provided with a

minimum purchase. Laser engraving is also available. Quest pens, which

will take a Cross refill, are guaran-

teed against manufacturer's defects and are gift boxed for an award or gift

program. A special introductory

price is being offered to the lumber

An all black plexiglass step display shows four widespread and five cen-

Quest is a former lumberman.

terset faucets, plus various accessories, and also has the logo in gold.

industry. A company principal of

Are You Absolutely Sure You Are Buying Your Building Materials Right? If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Building Moterials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company. C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages * C.B.S. is dealer owned Place To Go To Buy Low"+ * C.B.S. has a state-of-the-art internal commun* As you buy more the cost to belong goes downication system with participating members -not up * C.B.S. Rebates are paid to the members in cash * C.B.S. has an in-house Lumber Department * C.B.S. has an in-house Building Specialties Dept. * C.B.S. has a General Building Materials Dept. * C.B.S. operates as a non-profit company * C.B.S. has a program with the Blue Crass Tool * C.B.S. members share in the cost to operate *C.B.S. has been nationally recognized as "The

Company

Central Builders Supplies Company 215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-1455

Headquorters .for the

Allied Building Cenlers

*C.B.S. was featured in the October 1984 edition ol the HOME CENTER Maeazine

1 tt rg

R-t

t|n,lru.i q} ntnEnn,lr. -

rtrm

ai .go

\9 oo

lll

past and present Ray PRESI0EI|TS Nunn, Tom Hanover. l2l A. George Natsis lll, Don Smith. l3l Sallie & Dan Dutton. l4l Tim &

Maria Thompson. l5l Linda Priddy, Tim Bean, Scott Russell. (61 Frank Parrott, Mitch Boone, Richard Peshlakai, Terry Burkholder. l7l Bill

Herman, Sam Birdsong, Tom Marrin. l8l

Scott Higgins, James Hamilton. l9l Dick Moeller, J*ry Jones, Steve Wolfe. ll0l Chuck Evans, Don Allen, Charles Evans, Gus Ayres, Jack Delpapa, Rennie Gary Sams.

llll

Crowell. ll2l Jim Perkins, Bill Burk. ll3l Charles & Ann Andrus, Julie Davis, Marge & Conrad Deal. (l4l Rick Aubry. llSl Esther

Sarola, Jinx Davenport, Charles Andrus. ll6l Mike Smith, Marianne Wellborn, Lisa Risdon. llTl Dean Leaman, Bob & Kyle Mc0arley.

llSl Paul Anderko, Corky Madsen, W. C.

Westbrook.

May 1987

101st Texas annual (e TARTING its second century lil of successful meetings. the Lumber Association of Texas staged its l0lst annual in Fort Worth.Tx.. with yet another major convention and exposition. Despite a state wide economy that

ranges from sluggish to depressed, attendance was strong at the April 3-

5 conclave. Pre-registrations, for example, equaled those last year for the Centennialgathering held in San Antonio. Booth space at the exposition was again sold out, eloquent

testimony to the strength of the show both for exhibitors and showgoers.

Attitudes regarding business tended to reflect the area of the state where the business is conducted. Dallas and Fort Worth people spoke cautiously about what seems to be a slight upturn. Houstonians tended to voice a feeling (wish?) that the worst

Kicking off a strong string of speakers for the convention was Edwin O. Rinehart, Jr., who advised dealers on planning for divestiture. He warned of the extensive changes in the new tax laws and counseled caution and legal advice when estate planning. "The IRS has laid bombs all over the place for us," he said.

Alec Beck, Stripling-Blake Lumber, who urged dealers to financially support the Texas Construction Industry Council in its attempt to com-

members are involved in the council.

National Lumber and Building

from the Nation's capitol. He de-

Hanover elected prcsadent. . .

center operators.

New officers elected are: presi-

Leon Mellow, Wiener Lumber Co., Dallas; exec. v.p., Joe Butler, Jr., Austin; sec., Jeff Chapman, Woodson Lumber, Caldwell, and sgt.-at-

arms, T.A. Howell, T.A. Howell Lumber, Corpus Christi. National dealer directors are Tom Hanover and immediate past president Ray

.}s{ NAVATRIM \ffi/

Premium M and Mlwk. Bundled/Unitized/

scribed the proper role for dealers as

being suppliers to builders, rather than serving the public as home

dent. Tom Hanover. Hanover Building Materials, Round Rock; lst v.p., A. George Natsis lll, Edna Lumber, Edna; 2nd v.p., Donald L. Smith, Bowman, Inc., Lubbock; treas..

NAVA-PAK

pletely revise the state's lien law. Beck said the major feature of the proposed law is that "it would hold everyone accountable all along the

Good attendance despile state's

ing: San Antonio, April 1$17,

Premium Quality Lumber Half Pak PIL.

tion." He introduced Austin dealer

Material Dealers Association. Washington, D.C., presented the current situation of lumber dealers as seen

1988.

NAVA-PINE

describing the state's financial situation as "the worst since Reconstruc-

Harlan Hummel, exec. v.p. of the

T.A. Horruell named Lumberman of the Year. . . l{ext year's meet-

Fine Textured/ Kiln Dried

LAT attorney Robert Bass re-

level of business." San Antonio was

economic problems...Tom

PONDEROSA PINE

ported on the state legislature,

way." A number of other LAT

Story at a Glance

Reputation by Product

Frisco.

is over.. The Austin market, while off from balmier days, still enjoys what several described as "a fair similarly described.

Land of DINEH

Nunn, Simms-Moore Lumber,

Dr. Lawrence Helms, a psy-

chologist, next spoke on "Positioning to Win," saying that to change

one's life, you must control the forces within you. "Get involved with life," he stressed. Next morning, Saturday, April 4, Dr. M. F'itch-Hauser told dealers how to project a positive company image. Among his suggestions: make the store inviting from the outside, with good signage, a clean, well-striped parking lot, and carry that concept over to the inside. He emphasized the importance of

employee dress and attitudes. The following speaker, Robert J. Lasser, condemned the practice of (Please turn to page 37)

NAVAJO PINE Direct Sales:

Je Shipman, Mitch Boone, Rich Pshlakai

(sos) 777-229L NAVA'O FOR"EST PRODUCTS INDUSTRIES PO. Box 1260 Navajo, New Msico E732E (5OS) 777.2271, An Enterpri* of the Noajo Tribe

Building Products Digest

Navajo traditions permeate this 25 year old company which is located

Quality products pay off for retailers

20 miles north of Window Rock. Az., in Navajo, N.M. A Navajo Nation enterprise, it produces and sells more than 48 million board feet

of various grades of Ponderosa pine products annually.

"When a retail customer comes

into a local home improvement

lJ OME IMPROVEMENT ProI I jects, whether as big as room

additions or as small as garage

shelves, turn out better when quality materials are used. D-i-yers have discovered this and retailers who cater to them are noticing that quality products are easier to sell. For example, Brian McCoy, vice

president of marketing for the McCoy Corporation in San Marcos, Tx., which operates the familyowned chain of McCoy's Building Supply Centers, comments that their customers often identify with certain

quality brands and become repeat customers for those products. For an example, he cited the consistent quality of Navajo Pine, a cutto-size-and-length Ponderosa pine

which is directed toward the do-ityourself trade. "We have found that the Navajo logo sells quality to our customers and they keep asking for

not damaged, and those whose appearance is not inferior or un-

suitable for his project," Shipman said. "This process can make the customer angry and he may not come back to the store for other materials."

it," he said.

The McCoy firm which operates 72 stores, all in Texas, primarily

purchases lxl2 No. 3 common boards from Navajo for their retail outlets. "From shipment to shipment," McCoy continued, "the Navajo plant provides prompt and efficient deliveries and their products not only meet our specifications, they often exceed them." "When our retail customers see the product, they are attracted by its appearance - clean, well finished and expertly cut. That's important to our customers and that's why many

of them ask for Navajo Pine by name," he concluded. Joe Shipman, general sales man-

ager of Navajo Forest Products

Industries, producers of Ponderosa pine boards with the Navajo Pine label and Nava-Pak Handicut, a kiln

fflGl0 quality control at the mills results in a product that sells well to d-i-yers.

center looking for pine lumber, he usually has to cull through a stack of boards, trying to find those that are

dried cut-to-size-and-length Ponderosa pine product for the home center market, is proud of the rigid quality control maintained by his firm. "The home center boards are called 'beeshlagaii,' the Navajo word

for silver. as an indication of their utmost quality," he explained.

Story ata Glance I){-yers wlll pay extra for quality materials.. . retallers can build repeat buelness, have lewer headaches with top notch produc{s. . .

"With Navajo Pine," he con-

tinued, "every board is top quality and the home center retail outlet doesn't have to worry about a lot of scrap lumber and inferior boards. We demand quality at our plant before we ship to our customers and our cuslomers appreciate this special care."

While Navajo Forest Products

Industries is small compared with some of the giant lumber producers in the nation, the product has earned a nation-wide reputation for excellence - especially with the weekend carpenter or wood hobbyist. "Our products are not the lowest priced," Shipman noted, "but they are recognized for dependability and outstanding board to board quality.

Our customers never have to worry about our boards not meeting their special needs. We give what we proand our customers mise and more keep coming back for more."

"We are proud of the 'service' attitude at our company," he concluded. "We don't consider ourselves just as lumber manufacturers.

We try to be sensitive to our

PACKAGItIG protects product until it arrives on

P0llllER(lSA oine looks and sells better when

it is clean, well finished and expertly cut.

sales floor. Retail customers learn lo equate certain logos with quality.

customers' product needs and be flexible enough to fill those particular needs."

May 1987

i.qr.rr-tiiiiti.r"ii:litli$!:.I.i

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Buildinq

^Producls

Classified Advertising

Twenty-five (25) words for $19. Each additional word 656. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $4O camera ready. M5 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Pmducts Digest, 45fi) Campus Dr., Suite 480, ltlorport Beach, Ca. 92660. Make checks payable to Cutler Rrblishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us. :lii1::r.tiililifr:itttltit:ii.ii.i::i*ilittitiiiii:iii,.;r.;.{,.H[:i:.iiltJl:rlii:f,lri::tir:::iitl,:ii:

-MARKETING MANAGER-

Growth-oriented Pacific Northwest plywood and veneer manufacturer seeks dynamic marketing manager. Must have thorough knowledge of plywood industry, its distribution nationwide, and end uses of panel products, both specialties and commodities. Will

have responsibility for forming national marketing strategy. Write Box 74 c/o Building Products Dieest

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

DEMAND IN THE JOB MARKET HAS EXPANDED IN RECENT MONTHS Filling And Finding Jobs in the Forest Products Industry is our only business. Because our clients are on a regional and national level we can help you explore for positions available in your field ofinterest. Thesejobs are presently available but others are available that are never advertised. So, to see ifwe can help you find a betterjob call Joe Maugans for a consultation or send us your resume. There are no obligations and no costs. All discussions are strictly confidential. Employment fees and relocation expenses are always paid by the employer.

SAWMITL CONTROLLER** Independenr Syp sawmilt is looking for hands-on controller with sawmill experience in planning, budgeting, analysis, cash and capital management and administrative responsibilities. Ideal location in Maryland. Great opportunity for a meaningful career. DISTRICT SALES AND MARKETING** Represent mulri-line Syp specialty lumber producer

REPRESENTATIVES wanted nalionwide for distribution of solid wooden decorative doors with or without leaded stained glass, absolute lowest prices and best qualily, inquiries with sales projection to: Swiss Anter-

- Established lines - Develop new products and markets in

Midwest - Heavy travel - Salary, bonus, auto - This is a better than average chance for income and growth and will require a real pro.

MAUGANS AND ASSOCIATES P.O. Box 36802 / Birmingham, AL 3-s236

205-987 -7582

ican lmport Export Inc., 274 County Rd., Tenafly, N.J 07670.

IMPORT VINYL FLOORING 6 fV only, 20 ft. containers (15,600 yards). Under $1.00 per sq. yard, most U.S. locations. AII lirst quality, drop shipments possible.

HERITAGE BUILDING SYSTEMS

1-800-643-5555 NATIONWIDE SALE

30x40x 10....................$,/t85.00

$or) 767-6464

P.O. Box 2474, Hot Spdngs, tu. 71914

LOOK! EXOTIC WOOD PENS-Six

species-Classv gifts for your best custonrers. An inexpensive way to put

40x60x 12..

........t6,275.00

60x 100x 14

......313.895.m

your company nanre in their order writing hand every day! Inlroductory special for

mlls, englB 3tamped prmil dNlngs,

lunrber industry. Buy direct, call (916)

50x75x12

..$9,'186.m

Commrrcid 8tel bulldlngs wnh galElume 2(}'year mmnty 20# @1, color 90llPH

wlth 3O(x, rtandrd Mll.ble. FOB factory. Crll for tE b@huB.

Consu/tanls

Shaw Wholesale Company

442-2485 or write Quesl Pen Co., Inc. 106

"K" St., 5u;1s.1-10. Sacranrento, Ca. 95814

fo Management Since 1979

Top Quality Clear Grade

PEOPLE

WESTERN RED CEDAR LUMBER PRODUCTS

ADVERTISING INVENTORY DISPLAY

shipped direct

P.O. Box 741623 . 9750 Trevor Orive Dallas, Texas 75243 (214) 690-6600

REPRINTS of Building Products Digest anicles 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 (714) 852-1990.

\t--

BEAR CREEK LUMBER P.O.Box 669 Dept.SBD Winthrop,WA 98862 s09-997-3 1 10

k 60

t A A\

s 0IBEST readers

lll Ruel Alexander and Bob

John, who writes our Arkansas and

0klahoma column each month. l2l Rod Didier, Rodoer Jessee, Marc Hoover, Frank Robertson. [3] Steve Dean, Dotlie Klotz. l4l

Kerlin Drake, John Lee Anlhony. l5l "Charlie" Boeder, Al Cron. 16l Charlotte & Chuck Charlet. l7l Newlyweds Sherry & Bob Hixson. lEl Cecil Pinson, Pat Patranella, Brian Mc0oy. l9l Tony Hare, Wanda Jennings, John & Kathi

Branscum. ll0l Glenn Rawlinson, Susan Nicholson, Mike Nichols, Sally Trovard, Tommv Jovce. llll John A. Crockett, Doug Foxwoith. [tzl luoi Taylor, Gene Lunsford.

PLAY IT SMART

wlth...

soo

\ A\ 60

lll

Frank Montalbano and T. A. Howell, named the Lumberman of the Year by LAT. l2l Ray Nunn, Joe Butler Sr. l3l Fair-

Mc0oy, Jack Jackson. l5l Don & Carol Umphress, Pat Pennington. 16l Bertis M. Harris, Wayne Meyer. l7l Dorothy & Harvey Parker. l8l Charles Hill, Damon Walton.

Texas Convention

are everywhere and that employers who ignore this do so at their peril. The balance of each afternoon following the talks was devoted to touring the well done exhibits.

G0FFEE BBEAK:

lynn Ryberg, Sherry Hixson. l4l Michael

(Continued from page 33)

fixed prices for many aspects of busi-

ness in his seminar on practical negotiating skills. He said "nothing should have a fixed price, everything is negotiable." Opening the final morning of talks on Sunday. John D. Case, a security consultant explained techniques of loss prevention. A keystone, he said, is to make employees aware that a dishonest worker in their ranks robs them of money that otherwise could go to pay raises, benefits and job stability. Case said that the total cost

of a stolen item is ten times the amount of its selling price. He

warned that drug related problems

At the president's dinner dance

and show, Saturday evening, former

managing officer of LAT for 20

years, Joe Butler, Sr., and his wife,

Nalette, were the surprised recipients of a trip to Scotland to play golf. The prize reflected not only their keen interest in the sport, but the high regard Butler enjoys with LAT members. The LAT honored T.A. Howell, a

Corpus Christi lumberman, with the

prestigious designation of "Lumberman of the Year." Next year's convention will be held in San Antonio, April l5-17.

It takes a special nail to provide long

and dependable fastener service, and to perform effectively over the extended life of pressure-treated wood

projects. Maze Stormguard "PTU' Nails are actually dipped twice in

May ls Home Remodeling Month Legislation proclaiming May as National Home Remodeling Month has been introduced in Congress by U.S. Rep. Carroll Hubbard (D-Ky.) in House Joint Resolution 163. "l am particularly aware of the value to our nation of America's housing stock," said Representative Hubbard. "lt is the single largest investment many of us make in our lifetime. lt is most often the source of equity to finance our children's education, and our nest egg for retirement"

"The remodeling and expansion of homes is an all-American business a $-58 billion business that employs thousands and thousands of

skilled workers and more than 4l ,000 small businesses, " said Representative Hubbard on the

House floor.

molten zinc to insure a thick, unitorm

coating that protocts the nails from prematurely rusting and spoiling treated wood structures. These slim shank, high quality nails have the kind of zinc-coating recommended by producers of wood preservative chemicals. So play it smart use Maze Storm-lor "PTl-'wood. guard "PTIJ' Nails!

WRITE FOR LITERATURE

2nd Housewares Show Added The National Housewares Manufacturers Association (NHMA) will reinstate a second housewares show in July, 1988.

Building Products Digest

Lrorfuarles ^A,t

,l*1i1:Tt$1-tii$l.f.s.9'.i

Don L. Cope, senior director of corporate credit at Lowe's cos., North Wilkesboro. N.C., died March 7 . 1987, in North Wilkesboro. He was 50. Born in Tremont, Tn., he joined Lowe's in 1964. Mr. Cope is survived by his widow, Sally, two daughters, two sons. his mother. four sisters and four brothers.

Richard Gardiner, executive vice president of Allen Millwork, Shreveport, La., died Feb.4, 1987, in Coushatta, La. He was 51. After attending business school

in Baton Rouge, La., he joined Allen Millwork in 1955.

Mr. Gardiner is survived by his widow, Dorothy, two sons and two daughters.

Parrel A. "Pat" Ellis. retired president of MW Manufacturers, Rocky Mount, Va., died March 23, 1987, in Hardy, Va. He was 70. A native of Franklin County, Va., he joined MW Manufacturers in 1939 as a shipping clerk. He was a former member of the Roanoke Valley Home Builders Association and was on the board of directors for the National Sash & Door Jobbers Association.

Mr. Ellis is survived by his widow, Mary, a brother, two sisters, two sons and four grandchildren.

Arkansas & Oklahoma (Ctstttittued lrctm puge 22)

credit with relatively low interest rates has added to R & R activity, as well. I Inder the new tax code, home mortgage interest (including home equity loans) is deductible on borrowed amounts up lo the value of the home. making home improvements a good buy for man-v- homeowners. What does the R & R boom mean

for lumber dealers? lt means that a marketing emphasis should be placed on this market segment. Taking advantage ofchanging lifestyles and the products the)" dictate is also important. ls R & R here to stay? Remodeling

construction tends to slow down less than new construction during periods

of economic slowdown or recession. l\loreover. it is likely that R & R will account for an increasing share of total

demand for wood products through at

Southeast Scene (Continued from page 23)

Webre is chairman of the summer meeting committee which includes Doug Ashy Jr. and Dennis Dunham. Tennessee Building Materiel Association's 8th annual legislative conflerence was attended by many of the state's legislators including Gov. Ned Ray McWherter who addressed the luncheon session. Representative L. H. "Cotton" lvy presided at the luncheon. During the morning session, Lt. Governor John Wilder, who is also speaker of the Tennessee State Senate, and Speaker of the

A panel session on tort reform

included Senator Randy McNally, Representative Steve Bivens, Dan Elrod, a Nashville attorney. and Jack Fosbinder. executive director, Tennessee Association for Civil Justice Reform. Roy Bess, former deputy commissioner for the state Department of Commerce and Insurance, spoke on bills relating to mandated insurance benefits. Frank Gorrell, TBMA general counsel, a former Tennessee lieutenant governor and speaker of the senate, presided at the legislative conference which was held March 4 in Nashville. Young Executives have scheduled a

tour of the walker-williams Lumber

addressed paramount issues faced by the 95th General Assembly.

Co., Falkville. Al., for May 9. Their convention will be held July 9-l I at the Bent Creek Mountain Inn and Country Club, Gatlinburg.

Personals

Gary Easton is now lumber sales mgr.

(Conrinued from poge 25)

Robert Staley is the new mgr. of

Bill Plant, pres., HCS Woodtech,

Morris, who has been transferred to

House of Representatives Ed Murray

Houston, Tx., was the tactician on the Ugly Duckling, a Swan class yacht built in Finland. when it won the

recent Miami. t:1.. to Jamaica race, completing the 860 mile course in 5I /2 days.

Tommy Joyce is back at his Powell

l-umber Co. desk in Lake Charles. La., after a camping vacation in Tx.

wirh his family.

Frank Furguson, Bill Kidwell, Wade

Patrick and David Smith have

joined the sales team at Errac Inc.,

Peachtree City, Ga. Jan Russell has joined the sales stafl'of McEwen Lumber, Raleigh, N.C., according to C. Sullivan, branch mgr.

for Trussway, lnc., Houston, Tx.

Lowe's, Laurens, S.C., replacing Rey Spartanburg, S.C.

Joe Butler Sr., recently retired exec. v.p. of the Lumbermen's Association of Texas, has joined the new real estate firm of Howe & Ely, Chesterfield, Mo., established by Bud Howe

and Paul Ely.

Mike Lewis, Steve Mdary, Wtrren Negrotto and Claude Gregory have

joined the sales staff of Steel City Lumber Company, Birmingham, Al., according to Pat Ogletree, v.p. Mark A. Price has joined the inventory receiving dept. at Mungus-Fungus Forest Products, Climax, Nv., report, owners Hugh Mungus and Freddy Fungus.

least the earl-v- 1990s and possibl-v"

beyond. as our housing stock grows and ages. and as lifest.v-les create demand for new kinds of home improvements.

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Advertiser's Index Americrn lnternetiond

Cover ll .......... 7 .... '..... 35 .'..... l7 Beverly Menufr,turirg Co. ...... ...... 21 Centrd Builden Supplie's Co. ......... 3l Cole & Associetes. John T. .... '....... 35 ... '.... 30 Columbus Lumber Duke City Lumber Co. ................ lt ...... 5 Georgir-Pecific Corp. . ....... ' lE Holtec (US0 Corp. . ....... 20 HCS Woodtech ...., 24 Jones Lumber Co., R.T. Mrrtin Forest Industries ............... 3 ..... 37 Mrze Neils MW Menufr'turing ...,.............. l4 Nrv{o Forest Produc{s Industries ..... 33 ..... 23 Nortlrgete Lumber Co. ...

...... Corp. Beer Creek Lumber Bern Lumber Co., Curt Forest Products

APIC

Penel Products Specid Issue ....Cover III

...... 14-15 ........ '... 4 ..... 2l South Bey Forest Products Co. ........ 36 Southern Lumber Co. ................. ll South Strtes Relod ................... 6 Strir4fellor Lumber Co. '. .. .. ....... . 25 ........ 22 Tarheel Wood Trcrtire Weyerhaeuser Co. ............. '. Cover I Willamettelndustries ...... 26-27 ...... Cover IV Winton Sales Co. P&M Cedrr Products

Co. ProfitMester Prcduct Srles

Coming in &tne . . .

Our premiese Panel Products Special Issu(e. We'll be talhing about . . .

ways to avoid claims

dealer packages

tz tz tz t/ ,/

structural panels end uses

present & future panel supply APA siding performance standard

Permanent Wood Foundations

decorative paneling N)VEffiISERS: act today to be sure your aduertisement is included in this important special issue. Get your message before our 72,7 50 readers in 73 Southem states.

Deadline is May 73 t'or space reseruations. For int'ormation call (collect) (714) 852-1990. Buildino Products

markets ln 13 Southern states