Building Products Digest - May 1988

Publlrbcr David Cutlcr

Edltor Juanita Lovrct

Arrhl.ot Edltor David Kocnig

Contrlbullq Edltorr

Dwi3ht Currrn o Gagc McKinney

All Dlrcctor Martha Emcry

Strfl Alllrt John Szrlay

Clrculrllon Lynncttc A. Pcrkins

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

ADVERTTSING OFFICES

Advertising rates upon request. l"rom all states east of the Rocky Mountains: Contact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

From Washington State, Oregon, ldaho. Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 714-3713 or 21819 77th Place West. Edmonds. Wa. 98020.

SUBSCRIPTIONS

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BUILDING PRODUCTS DIGEST isan independen lyavwd publication fur tlw renil, vlolesale and distribwion lewb of the hanber ond homc cenkr ma*zs in 13 bwhem states.

19E8, Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be.repro-duced in.any-marner without written permission. Building Prod-uits Digest assumes no liability for materials furnished to it.

When you want the handsome, long-lasting quality of redwood lumber; come to Georgia-Pacif ic. We offer everything from garden grades, rustic sidings and trim to architectural grades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!

Our Common Program is both S-Dry (19o/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacific. And as afinalassurance of quality, G-P is a member of the California Redwood Association and the Redwood Inspection Service. So look for the grade stamp on our lumber.

Get the powerful advantages that only the finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood or Douglas Fir you need. Both are available through our Fort Bragg mill-of through our extensive distribution network. To find out more, simply call the Fort Bragg mill at7071964-0281.

EDITORIAL

Soap ls cheap, so what's your excuse?

Q EVERAL decades ago, retailers began to 9 clean up and modernize when the public, especially women shoppers, began to patronize their stores as the Great D-l-Y Revolution started. Today the stores are all bright, clean and well kept.

Or are they? While most are, there are still far too many that can't pass the clean and tidy test. No segment is exempt. These remarks apply to chains big and small as well as to independents of all sizes, shapes and descriptions.

In our travels we've seen some remarkable horror stories. The aisle, designed for ease of movement, can too often become an obstacle course strewn with unopened or partially opened boxes of inventory, merchandise leaning at a 45 degree angle against the shelves, products falling out of bins and displays into the aisle. All this nicely seasoned with a generous sprinkling of cigarette butts, candy wrappers and plain old dirt. Incredibly, we've seen unopened boxes actually covered with spider webs on more than one occasion.

Walls and corners blackened with fingermarks and other scrapes, end cap displays sleeping under a blanket of dust, all contribute to an overall store appearance that falls far short of what customers find at the supermarket and other retail stores,

In some cases, the employees make their own negative contribution. Dirty clothes, unwashed appearance, finger nails that look as if they've just been out rooting around the forest floor and hair that has more oil in it than most Indianapolis race cars. As for the public restrooms, the term "third world" comes to mind.

There's no excuse for this kind of thing. A little time and elbow grease can quickly cure these failings. If management insists, that is.

Anyone purporting to sell and believe in home improvement should take a good, hard, objective look at their own store. If it doesn't pass the clean and tidy test take immediate steps to make sure it will tomorrow.

WE CAN NAFIDLE IT

We're an experlenced, professlonal buildtng materlal carrler uslng all company owned equipment drlven bY company drlvers. Sosrthern Gulf has 48 state general commodlty authority, common and contract. lntrastate T€xas butlding materlat authorlty statewide. Arkansas and Oklahoma Intrastate bullding materlals authorltY.

SOUTIIDRN GULF TRUCKING'".. P.O. Box 7959, Shrevepoft, La.7ll37-7959 ('7q, 222-4706 @u)) ss7-a363

@oq 22a-2393 (La.)

DAVID CUTLER

62 Lowe's Retail Units In N.C.

With the opening of new stores in Garner and Kernersville, Lowe's now has 62 retail facilities in North Carolina.

Additional units being planned include a second store in Durham and a replacement unit in Wilson.

The Mount Airy store, which was relocated and tripled in size, and the Morganton store, newly renovated, recently had grand reopenings.

Southern Gulf To Texas

Southern Gulf Trucking, Inc., the expanding Shreveport, La., transportation company, has opened a new terminal in Hutchins (Dallas), Tx. The firm has also recentlv

enlarged its fleet from 55 to 75 trucks.

The Dallas facility, situated on South l-45, is managed by Joe Alderson. Roland Gauthier is division manager. Southern Gulf now has facilities in Shreveport, La., Little Rock, Ar., Houston and Dallas. Tx.

Mccoy's New Arkansas Twins

Sherwood and south Little Rock, Ar., are the newest stores in the 80 store McCoy's Building Supply Centers chain.

Built on nearly identical plans, the two stores are equal in size with 15,000 sq. ft. inside and a 9,000 sq. ft. lumber yard outside. Both are

geared to the do-it-yourselfer with a cash and carry policy although the McCoy's credit card used in the Texas stores is being considered.

Glen Gomez is manager at the Sherwood store, Steve Newell, the south Little Rock unit

NHLA Seeks

Asst. Manager

A selection committee of National Hardwood Lumber Association officers is seeking a person for the position of assistant manager, according to Walter M. Fields Jr., president.

Present assistant manager Ernest J. Stebbins will advance to executive manager when S. Carroll "Bill" White retires Nov. 1.

Treot ee) lumber, coll

4B'!*H!'[ff ?,']# '$,F'$1,, j* r N C' .n',*B€llN T€Rfn:BillHordingo[indoPrid<fgoChorlieHortonoBrcndoBokc,roHorrisHimbctl tlJe con filloll your trooted lumber n@@ds. . . londscop@ timb@rs, plvuroocJ, oll dimensionol lumber,4x4 through l2x12.On 6x6 ond lorger u,@ hove lengths ronging up to 45feet. Plus, ue nou, corrv in stock.60 FDN. UJe olso hovo our ouln fleet of trucks to help gou solve ong deliverg probl@ms Vou mog hove. llll our moteriol is TP grode morked. [Ue feoture the RIUPB quolity mork on oll our treoted moteriol.

lUhon Vou Hlghcst Ouolltg Possiblo ot Compctitivc Prlcing uont the highest quolitg ovoiloble in CCR TVpe C Pressure

For its natural beauty and enduring qualitieq therds never been a better decking lumber than redwood And until now therds never been a redwood decking so affordable to so many. Louisiana-Pacific presents LP Desert Dry Redwood, in construction heart and construction common grades With tight knots and natural variations of color and patterrl Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. Ifs a prestigious look And you can supply it so economicallv.

LP Desert Dry Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisfure content down to 19 percent or less, the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process On the job, joints stay tight and shrinkage isconholled Italso mair tains a superior resistance to decay and insects Dried, trimmed, and surfaced so sizes are trug ifs paper wrapped for protectionin2" x4", 2" x6",2" x8" - 12" dimensions

and lengths up to 20 feel

For more information about Desert Dry Redwood or any of our other grades of redwood call Mike Parli Redwood Sales Manager, at 7 07 - 443-7 lLL

LP Desert Dry Redwood Go first class But pay coactr.

LIOME IMPROVEMENT videos

I lare big box office draws this spring as the video age hits the retail home center with a bang.

Home centers across the country are stocking how-to videos to sell to customers as well as show in-store. Builders Emporium, one of the largest chains carrying them at present, says sales have exceeded expectations. Peter Taylor, director of merchandising services, attributes the success in part to their interactive video kiosk which allows customers to preview portions plus see the quality and detail of the videotapes.

Other retailers marketing videotapes include Home Quarters, West Building Materials, Grossman's, Scotty's, Moore's, National Lumber, Lumbermen's, Home Club and Fred Meyer.

Selling the video works better than renting it since if the customer does not return them, the store finds itself harassing a customer to retrieve the tape.

Story at a Glance

Chains and independents are finding sales of d-i-y videos are profitable and productive in selling materials. .. selection of titles available is finally growing rapidly.

Hometime, producer of a nationally syndicated PBS television program, is one of the largest producers of home improvement videos with 27 titles now available. Each includes a printed project guide which identifies required tools and materials. The tapes, which are available in about 2,500 home centers and hardware stores as well as video rental outlets, sell for approximately $9.99 each and run 60 to 90 minutes in length. Subjects cover projects such as building decks, siding, doors and windows, cabinets, hnish carpentry, wood flooring and common home repairs.

Working with the American Plywood Association, Morris Video has produced a five-part "Build Your Own" videotape series showing how to use plywood panels. Applying siding, constructing a barn and building several styles of desks, and a cupboard are included.

Ortho Information Services has

D-l-Yvideos ry &

entered the video age with indexed videos which allow the viewer to flip through the tape, like chapters in a book, and watch a portion at a time. They presently have six videos. All come with illustrated guides. Lasting about 60 minutes, the full color videos include upgrading kitchens, electrical projects, basic plumbing and easy outdoor projects as well as several on gardening.

"Many of the concepts, projects and repairs that seem very difficult on paper appear much easier when

of planning and undertaking a home improvement project.

presented in video form using such techniques as animation, close-up photography, real-life situations and color graphics," Ortho says. The company publishes 90 how-to books in the home improvement field with 30 additional titles in preparation.

Great Plans videos produced by Osmose Wood Preserving, Inc. concentrate on projects using pressure treated lumber including fences, garden structures and fences. These also have companion brochures of plans and instructions.

C0-STAfiS of the home imorovement video tapes produced by Hometime, Dean Johnson and JoAnne Liebeler demonstrate every step

Door displays: An entry to sales

"Customers sell themselves on doors by lookinS at the display," says Ed Botain, Triangle Builders Supply, Bentonville. Ar. ln the first two months the store used an Ever-strait Crystal-Etch display from Pease Indus' tries, 40 of the high quality doors were sold.

Entryway buyers often shop intent on choosing a standard, plain, low cost door. A display can illustrate the benefits and improvements offered by higher end items, with no extra selling effort on the part of the retailer.

Customers were so attracted to a similar display at Moss Lumber, Collierville, Tn., that six doors were sold while the display was lying on the floor waiting to be put into place.

"A display functions as a comprehensive silent salesperson for a category of customers who prefer limited personal interaction with sales people at the point of purchase until they are ready to finalize their transaction," says Dennis Vehr, marketing manager for Perma-Door.

Key elements in today's more popular displays include traffic-stopping graphics, clear and concise product information, operability to show the entire door in use, and selling accessories such as brochures and videotapes.

Many displays are also designed for flexible in-store use and can be easily transported to special events such as fairs and home shows.

Story at a Glance

Displays open the door between wary shop pers and a bigger sale. . . how informatlon helps upgrade customers. .. newest dis' plays are flexible, portable, operable and pro' fitable.

Perma-Door has introduced three new models which include an actual door and frame, operability, and a space-saving design to function as an island or as a backdrop positioned against a wall. In addition, a new foursided merchandising center showcases an operable door and two stationary units. The fourth side has a merchandising panel offering an architectural design selector guide, order forms, installation photos and data, and two brochure dispensers.

I INKNOWING door customers can mean low sales. tf Salesmen-shy shoppers can mean no sales. To solve these problems, door manufacturers have devised a variety of ready-made merchandisers, proven to provide bigger profits for dealers all by themselves.

The prize is a larger portion of the wide open door market. The National Wood Window & Door Association predicts 47.5 million doors will be sold this year, bringing in sales of $9 billion. Of those totals, 17 million of the doors (3.6 million exterior, 9.8 million interior and 3.6 million patio entrances) will be bought for renovation, resulting in almost $4 billion.

Bennett Industries' Pic-A-Door display unit features a finished steel-supported hinge which may be set up in any configuration, be it a star, a square, or a gatefold. This allows a number of hardwood panel doors to be displayed in whatever space is available.

Pease Industries has begun an entire Leading Edge merchandising program to help dealers increase sales of top of the line doors. A movable door display, training tapes, and other in-store selling tools show offas many of the entry's benefits as possible.

In the words of Dan Shade, a dealer using the door display, "the more you can show people, the more conftdence customers have in you." And your doors'

D00R-I0-000n salesman: a flexible display from Bennett Industries shows off a red oak and a mahogany entryway in a space determined by the dealer.

n VER 4.4 million kitchens will V be remodeled nationwide this year with homeowners spending 938 million. How much of this money will you claim?

The interest deduction for home equity loans, increasing income, decreasing unemployment and the continued aging of 100 million housing units are positive reasons for increased kitchen sales.

Another positive market indicator is return on investment of kitchen installations. State of the art kitchens help sell a home, according to a Wall Street Journal survey. The average kitchen remodeling will cost $19,500 with all but 100/o being recaptured when the home is sold.

Story at a Glance

What a dealer can do to get his share of $38 million kilchen re modeling mad<et... understan& ing what customer wants. how to make a project run smoothly.

There's money to be made in kitchen remodeling

and trash containers, cutlery, spice and cookbook racks and tilt-out sink fronts.

Ease of maintenance and durability of materials are major concerns. Hardwoods are the preferred material for replacement cabinet and drawer fronts or new cabinets. Traditional style is the first choice with European or high-tech looks a strong second. Hardwood cabinets with light stains or white washes are becoming increasingly popular as is a trend to a light, airy feeling with more windows.

versatility (39.5%), according to the Tile Council of America. Most dealers frnd that selling benefits will overcome any cost concerns.

Smart merchandising, good staff training, sharp looking model units and a real interest in developing rapport with your customers will help you to compete successfully for the kitchen remodeling profits, usually a gross margin of 30-450/0.

These are the incentives for your customers to want to remodel their kitchen, but unless you are ready to support them they may not spend their money with you. Regardless of whether your customers are di-yers, buy-it-yourselfers or installation service users, you have a certain responsibility to them.

You must make sure that your store is knowledgeable of the ever increasing product list for kitchens and able to procure any products that you don't sell. You also must be equipped to provide innovative and problem solving designs that meet customer needs and budgets. In addition, you must deliver these designs and products in a timely and efficient manner as well as providing installation service or guidance if it is needed. Ifyou don't, you can be sure one of your competitors will get your share of the kitchen remodeling dollars.

Knowing what the homeowners in your region consider important is essential. Most homeowners opt for increasing kitchen space with more cabinets, an island work area, upgraded appliances and as many customized options as they can afford. Popular options are roll-out racks

Popular maintenance free materials include vinyl or ceramic tile for floors and ceramic tile or laminates such as Corian for countertops. Choice of color, a concern with more than half of those remodeling, tilts strongly to almond shades with white second and earth tones or natural wood sharing third place.

Cost is of less concern than function, styling and durability. Less than half of those remodeling worry about the cost of material (44.30/d and installation (30.50/o). Resale potential is of only some concern (42.4%) as is

EU[0PEAll-style cabinets in white or almond polyester laminate are second choice of homeowners selecting replacement cabinets.

IRIDlll0l{At styling is preferred in kitchen cabinets for remodeling along with island work areas and easy maintenance materials.

UPCRI0EI! appliances such as these are at the top of musts for kitchen remodeling. Custom options also are popular.

DefiVery cost management puts you in the driver's seat

By Wrlly Lynch Paid Associates

AOPHISTICATED cost accountEling systems, computer software programs and logistic experts can deal with managing delivery costs, but this article is all about doing it without them, or a blank check and an army of people.

Here are five procedures that anY' one can implement right now, at little or no additional cost, to begin to manage deliverY costs almost at once.

OVERCOME PSYCHOLOGI-

CAL BARRIERS These are three of the most common hang'ups encountered. One or all may be Yours.

(R) Cost management (control) is very difficult and comPlicated.

(B) Delivery serves the customers; their needs dictate the expense, thus the costs are not manageable.

(C) Our accounting sYstem won't handle it.

(Read on to see why these mYths are just that.)

away if you no longer made anY deliveries. Examine and allocate costs from each of the following accounts.

(l) Wages, PaYroll taxes and benefits.

(2) Recruiting and training'

(3) Vehicle and equipment depreciation/lease.

(4) Interest and insurance.

(5) Licenses, sales and excise tax.

(6) Tires, tubes, garaging, washing, painting.

(7) Fuel and oil.

(8) Maintenance, rePairs and supplies.

(9) Supervisory and _manage- ment exPense (aPProx. 60/o).

(10) Payroll overhead (approx. 4o/o).

(Any accountant should be able to provide this information in three to four hours.)

(B) The result will identifv a total

(A) Identify delivery costs by asking yourself what costs would go

(C) Identify total delivered sales for the same period covered bY cost identification in order to determine:

(l) Profitability of delivered sales: (To-date over 900/o of those examining this have identified an oPerating loss from delivered sales alone.)

(2) Delivery cost ratio: The percentage of dollars sPent to delivered sales made. (NominallY 5olo to 8o/o of delivered sales.)

(3) Delivery expense as a percentage of total operating expenses: (This often will range from l8o/o to 250lo of daily exPenses and demonstrate its need to be managed.)

(D) Identify miles driven bY:

(l) Reading odometers.

(2) Checking oil change tickets.

(3) Estimating mileage. (Average is around 20,000 miles per year per truck.)

(A) Cost per mile driven can be

determined by dividing total delivery costs by total miles. (Range will be between $1.75 and $2.25 Per mile.)

(1) Having determined what cost per mile has been, set or peg a figure to cover what you believe it will be, based upon estimated miles to be driven.

(2) This figure (say $2 per mile) now becomes the standard to be recovered per mile per delivery.

(B) Set a pre-tax proht hgure on delivered sales. (Industry average is nominally 2.50/o on total sales.)

(C) Determine a budgeted delivery cost ratio as a percentage of delivered sales by dividing total delivery cost by total delivered sales. (Range is 5% to 8o/o)

' FORMULATE A DELIVERY POLICY

with the information provided by your budget.

(A) Define profit areas of delivery on a wall map with three l0 mile circles outward.

(l) Budgeted profitability can be determined by dividing budgeted cost per mile driven by the budgeted delivery cost ratio. (Example: $2 divided by 6.50/o or $30.77 in inventory value per mile driven.)

(a) nt the l0 mile circle, this is 20 driven miles or 20 times $30.77 or $615.40 must be on the load or the company loses money.

(b) At the 20 mile circle the profitable load is 40 times $30.77 or $1230.80 or the company loses money.

(2) With this simple method you can determine budgeted profit and loss before delivery is made. It can be set up in a chart for dispatcher's review and use before each and every delivery is made.

Story at a Glance

Five steps for managing delivery costs easily. ways to identify costs, set up budget, establish a delivery policy. free sample trip ticket and delivery P&L statement offer.

(A) You'll need a trip ticket for this purpose to show you how many miles were driven and the value of loads handled per trip. (This has several other benehts which are too numerous to list here.)

(B) Have whoever dispatches your truck(s) make up a daily P & L on delivered sales following these steps:

(l) Total the miles driven.

(2) Multiply this figure by the cost per mile driven ($2).

(3) Total the sales value of all deliveries made less taxes.

(B) Determining number of delivery trucks needed.

(l) One 2 to 2-l/2 ton 16' flat bed truck should easily provide for the delivery of $ 1.000.000 worth of material annually.

(a) A normal 40 hour week is 2080 hours annually which means a delivered sales average of $480.76 per hour per truck, which in practical terms is one delivery in the a.m. of $961.52 and another one in the p.m. of the same amount daily.

(b) Another way to look at it is by miles driven at a maintained speed of 15 MPH. Traveling 20,000 miles per year, the truck is on the road 800 hours of the 2080 hour work year.

(4) Combine the budgeted pretax profit percent on delivered sales (2.50/o) with the budgeted delivery cost ratio (6.50/o) and multiply this combined figure (9.00/o) by the total sales value.

(5) The difference between the cost developed in step 2 above and the recovery determined in step 4 above is the profit or loss against the budget for the day.

(6) The process will take less than 5 minutes to accomplish.

(7) Management can immediately do something about losses with such decision making information.

Managing delivery costs is just like managing anything else. Identify the problems. Explain the solutions and monitor implementation.

The five simple steps outlined will be helpful in moving your company from reacting to the customer's delivery demands to managing a cost effective service to these same customers.

(For a free sample trip ticket and a copy of a delivery P & L statement, send a stamped, self-addressed envelope to Wally Lynch at Paid Associates, P.O. Box 741623, Dallas, Tx. 75243-ed.) by evaluating what's happening around you daily.

(c) Ttre load profitability r point at the 30 mile circlellll} MANAGE WITH HINDSIGHT is 60 times $30.77 or $1846.20.

D AINTING is the No. I home imF provement project in the country, do-it-yourself, buy-it-yourself or hired out.

In recent surveys more than half of the homeowners contacted had bought paint and paint sundries with nearly 500/o completing painting projects. Some 350/o were planning to paint; 26.7 million owner-occupied homes had been painted.

Few retailers will get rich on the slim profit margins earned by paint sales. However, the store which merchandises paint as a decorator item and keeps up with the latest trends and new products will outsell the competition.

One of the hottest items available is a computer capable of matching paint to almost anything - carpeting, wallpaper, upholstery, drapes, accessory or color swatch. This type of merchandising makes your store stand out as a paint specialist. Equally impressive in attracting business are how-to videos and computers to provide step-by-step printouts of specialized instructions. These electronic brains can answer almost any painting or refinishing question including how to deal with a piano. Many new products are keyed to

Ways to make paint produce PROFIT

simplifying the painting job for the do-it-yourselfer or making it virtually impossible for him to fail. Among the most innovative are:

o a drop cloth edged in masking tape and packaged in a roll, ready to hang or spread out.

o wood finishes formulated with a sun screen to protect against ultraviolet light.

. an anti-rust paint which can be applied to rusted metal without scraping or sand blasting.

o foam bumpers to keep ladder tips from scratching the walls.

. a latex primer that lets water vapor escape without cracking, blistering or peeling.

o iron on polymer patches for repairing holes in walls.

o wood finishing products in squeeze bottles.

o brushes designed for rough surfaces such as stucco, cement or shakes.

o stains with the consistency of jelly for easy application.

o applicators which carry paint in the handle.

. one step stain and finish formulas.

Products which satisfy the latest

decorative trends sell better and earn a store the reputation ofbeing a decorative center. Keeping up with the latest color trends is important. For example, color experts claim that fashion colors usually appear first in clothing, often a year ahead of being used in home decor. Irashion magazines and home decorating magazines can be harbingers ofwhat your customers will be wanting.

Peach and green combinations are considered the coming colors with slate blue and mauve on their way out. Yellow is due for a revival as an accent color, possibly in combination with red. Apricot and blue, black and white with bright accents, taupe and spicetones are candidates for the '90s.

Story at a Glance

Tips for glamorizing the paint department. . . what can keep you ahead of the competition meeting customerneeds making a profit.

Meanwhile these are some of the most fashionable home decorating products available:

r frosted finishes in pastel shades with romantic names including mauve, taupe, fogmist, blue ice and butternut:

o pickle finish stains

o paints to coordinate with wallpapers and borders

o country colors

T HINK OF thousands of potential I home improvement buyers all gathered under one rooffor a weekend, anxious to look at your merchandise and listen to your sales presentation.

It may sound like a dream come true, but it can be reality for retailers and distributors who participate in a home show. Trade shows are the most cost effective marketing tool available today, according to the Trade Show Bureau in New Canaan, Ct. Some amazing numbers have been produced by their nationwide search for statistics.

The cost ratio claimed by them is three to one in favor of a trade show contact over a traditional selling approach. A contact is defined as a qualified prospect who shows an interest in the product being exhibited, stops at the booth for information or literature and remembers that exhibitor eight to ten weeks later.

The Trade Show Bureau's research shows that no calls are required in 540/o of the leads closed after a trade show. The average is 0.8 or less than one call. The retailer who follows up on the contacts with a call or invitation to visit the store can raise this average.

Couple these statistics for the success of trade shows with the potential remodeling market and the dealer has almost a sure thing. The remodeling market is increasing 150/o each year. This faster-than-the-restof-the-economy growth is producing a $91 billion industry.

Do-it-yourselfers account for about 700/o of the home improvement projects at an average ofabout 4.5 projects per homeowner per year with a total value of $2.900. These figures are backed by the Department of Commerce, Bureau of Census and the 1986 Homeowner's Modernization Study. Lumber dealers and home centers supply about 750lo of all materials used in remodeling projects.

Trade shows are becoming more popular as ways to market goods

Story at a Glance

Why home shows are cost effective marketing. .. ways to developsales leads. oppor- tunities for reaching thou' sands of customers.

Are home shows a dream come true?

"because people can shop on neutral territory and because they can see a wide variety of goods in one place," says Allen Sullivan, president of Capital Showcase, Sacramento, Ca., a producer of home, garden and remodeling shows.

"A company can obtain sales leads from exhibiting in the show that will supply them with business for months to come," comments Allen Menard of Pointe Coupee Lumber, Lafayette, La. He backed his commitment and his company's years of participation in Lafayette's Blueprints Home, Garden and Leisure Show by serving as chairman for the 1988 event.

The 1988 show at the Cajundome March 4-6 attracted 9000 visitors. a 600/o increase over last year. The Acadian Home Builders Association sponsored the annual show which drew 80 exhibitors this year. Many dealers agreed with Menard that it is "their most effective, yet affordable, form of advertising."

Acadiana Paint & Supply, Norris Rader Lumber Co., Brian Herbert Woodworks, Dixie International Siding, Warren Wholesale Distributors, Doug Ashy Building Materials, Cajun Wood Products, Lafayette Wood Works and Top's Woodworks & Supply Co. were among the building products specialists with booths.

Northwest dealers and distributors will have an opportunity to participate in the annual Home Restoration and Remodeling Show at the Kingdome in Seattle, Wa. July 8-10. The show will coincide with the Greater Seattle Home Restoration and Remodeling Week.

Although both of these examples involved thousands of people, smaller shows such as those set up in local shopping malls can produce similar results. Showcase houses. sometimes organized as charity fund raisers, also offer the opportunity to show products and services to large and select audiences.

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,[/rrorc lr hus opcncd a new llagship storc in l{oanoke, Va. (see p. 40 fbr story) . . . ll4 Lumh<'r ('o. has ncw Irlorida stores in thc works .Stine Lunfien Sulphur, I-a., is adding project centcrs at cach ot'its locations

Ilct'hintrler Co. will open its third Richmond. Va., area store with 60,000 sq. ft. plus a 20,000 sq. li. gardcn ccnter .Si'o//vis has a new store in Ft. Walton Ileach, 1"1....

Plv Marls, /rr'. opened a retail stort: in Norcross, (ia. . . Mt'Coy's Building ^Suppl.v Centers held grand openings for new stores in Sherwood and southwest Little Rock, Ar. (see p. 7 for story) ... llome Depot. Atlanta, Ga.. will enter the New York market this year

Lowc's will open a 33,000 sq. f,t. store in llenderson, N.C., in 1990. . . grand openings celebrated remodeled Lowe's units in Danville, Va., Morganton, N.C., Kannapolis, N.C., Gastonia, N.C., and Thomson, Ga. new Lowe's opened in Florence. Al.. Kernersville and Garner, N.C. (see p. 7 for story); the Mt. Airy, N.C., store has relocated and permits have been granted for a replacement store in Wilson" N.C...

Hughes Lumber Co., Tulsa, Ok., has bought Wickes Lumber Center, Ponca City, Ok., for an undisclosed price J. E. Seors building materials, Appomattox, Va., is 62 years old F. Pety and Son Lumber Co, Suflolk, Va., is 59 years old Pointe Coupee Lumber Co.. Lafayette. La., is 42 years old

I Iix,qinbothum- lJurtlttt, llig Spring. 'l'x.. is now a l{axlwurt' lllnlesalcrs, /nr'. outlet

lJuildcrunu will open a 30,-500 sq. fi. store in West (lolumbia, S.(1.. this mclnth Diumond Lumbcr, l)allas, Tx., along with its parent conlpany, Mit'higan Gt,ncral, is officially out of Chapter ll bankruptcy

Trus .loist Corp., which has doubled production capacity at its Natchitoches, La., plant, plans to expand the Valdosla, Cia., joist mfg.plant...

W. P. Stephcrs has opened a new architectural millwork mfg. plant in Woodstock, (ia. . . Willameltc Industries Inc. is purchasing wood processing facilities in Moncure, N.C., and Chester, S.C., from Boise Cascade Corp., each has a plywood plant and a hardwood sawmill

Dean Lumber Co.. Ciilmer. Tx., expects to resume planer mill operations this month following a fire which destroyed its planer building (see p. 2l for story) GUA Coast Plywood Co. has opened a sheathing plant in Natalbany, La.... A, C. Dutton Corp,'s St. Petersburg, Fl., div. is handling sales for the Poughkeepsie, N.Y., treating plant.

Beazer PLC is prevented from taking over Koppers Co. by a preliminary injuction due for consideration by a federal appeals court this month . USGcontinues to defend itself against a hostile takeover by Desert Partners L.P., Midland, Tx....

Lttttther,lack. Inc.. l'alnt llarbrrr, f :1.. itntl Llltirtrutr' ( or7r., l:itst llanovcr. N.J., havc .loincd lbrccs to <lll'er computcr systcms Itrr thc building prorlttcts inclustry.

Vulcan Muul I'ntducts, Inc.. llirmingham, Al.. has bccn sold to a g,roup ol'six contllany ollicials.. . Tunple-lnlund lnc.. l)iboll. Tx., has soltl .11:('O lndus' lrits, Inc. to a ncw conrpany formed by nrcmbers ol' Ali('O management and ( ht'rnirul I tnture Partners of New York

Ralph Wilsott Plaslit'.s ('o., Temple. Tx., has acquired .Strrcrq/l Molding, Inr'., Bend, Or. . Cclotex Corl. has opened an acoustical ceiling tile plant in Meridian, Ms....

Georgia-Pac'i/ic ('orp. is completing its acquisition ol Anu'rican Fitrest Produr'ts Co.. L.P. ..G-P had a decline in building products operating profits Ibr first quarter 1988...

Idaho Timber (-orp. plans a hardwood mfg. plant lbr Rison, Ar. . . Antltony Wood Treating lnc'. is new in Hope,' Ar.... Rivendell Foresl Products has opened an SPF reload in Birmingham, 41....

The 1988 Mulrooney Av'qrd has been presented to former Federal Reserve Board chairman Paul A. Volcker by lhe North American Wholesale Lumber Association (details next month in our coverage of NAWLA's 96th annual meeting, April 1?21, Tarpon Springs, Fl.)

::..

Housing starts for March (latest figs.) inched up 1.9% to an annual rate of I ,543,000 single family starts increased by 7.Io/o with multi-family units dropping 12.20/o; bldg. permits rose2.1oh...

(Pleasc ttrrn ta page 40)

H igh performance fascia

pric€.

wetl suited for the exterior construction of resrdential and commercial buildinqs Palco-Loc fascia is manufactured from short pieces of C & Better, krln drieo verlrcaigrarn Douqlas fir This product is precisron frnger-jornted and glued with a su perior, FHA approved, waterproof adhesrve [o specrfred lenglhs no' mally 16'to 201 Palco Loc Douglas Frr Fascia remains straighter and flat

ter than rndrvrdual pieces of longlengtn solrd fascra and assures you of maximu m dimensional stabrlity

Made f rom C & Betler the vertl cal grain weatl-ers more evenly and holds finishes better than {lat g rained lumber lt has less tendency to cup check and splrt The vertical grain e'odps iess ar-d does not have the grain raisrng problems of flat grarn

The convenrent long lengths of Palco-Loc reduce your applrcatron costs and trrm waste, grvrng you

more economy than solid random length pieces Palco Loc Douglas Fir Fascia rs your rdeal chorce for hrgh performance at a popular price

PALCO-LOC Douglas Fir Fascia

Sizes and Patterns

Palco-Loc Douglas fir fascia is available in two patterns as indicated below. Fascia oatterns like CRA standard oat-

terns #588 and #584 are also available surfaced smooth on four sides at e/ro" net thickness.

- \6' - ,/{ -l l- r{ -l-'^r )l

Other Palco-Loc Fir Fascia Products

Palco-Loc fir fascia products are available in 5/a" and 3/q" net sizes without a plow Specified as 5152E/ Saw-Tex these products can be used as fascia with the saw{extured side exposed. This makes them compatible with either saw{extured plywood and panel sidings or smooth sudaced sidings. The saw{extured side holds finishes better and the finger-joints are less apparent.

Nominal 1 x 6 (s/a"net) Palco-Loc fir fascia is also available in kiln dried, vertical grain or mixed grain.

Companion ltems

Other nominal 1" patterns (s/a" and s/ro" netl are available in 1"x2'1 1"x3'l 1"x4'l and 1"x5'i The 5/e"net patterns have a saw{extured back. The e/ro" net patterns are surfaced on four sides. Lengths

Palco-Loc fir is normallv stocked in

16'to 20'lengths which allow for easier handling and less waste from trim loss. Other lengths from B'to 24' can be special ordered.

Grades

All Palco-Loc firfascia and comoanion patterns are available in C&Btr vertical grain, kiln dried or C & Btt: mixed grain, kiln dried. Both are sold with D-g rade developing.

Application

Install Palco-Loc fir fascia with noncorrosive nails that oenetrate into the framing 11lz inches. Use quality hot-dipped galvanized, aluminum, or stainless steel nails. Do not use finish or casing head nails.

Finishing

Palco-Loc verticalgrain fascia can be easily finished for a variety of appearances. A pigmented finish should be applied and maintained for the best

oerformance. The fascia should be clean and dry prior to finishing. Brush application is recommended.

r Paints A high quality stainblocking latex primer is recommended. This should be followed by two coats of quality acrylic-latex paint.

r Stains

Oil-base semi-transoarentstains add color to the wood, yet allow the grain to show Oilbase opaque stains will hide the grain. Stains containing water repellents and mildewcides are recommended.

r Clear Finishes

Clear water repellents alone. linseed oil, varnishes and other clear finishes are not recommended for use on exterior fir fascia.

Specified as lnx6" C&Btr vefticalgrain, Douglas fir Palco-Loc like tSBB Fascia except t/a" deep plow resawn side (r/a" x 53/a" net) kiln dried.

Specified as l"x6" C&Blr verticalgratn, Douglas fir Palco-Loc like #584 Fascia except t/i' deep plow resawn side (5/c" x 53/e" net) kiln dried.

Remodeling Trends Change

Retailers are noticing a change in home improvement projects with homeowners tackling more than the traditional spring repainting projects.

Kitchen or bathroom renovations are among the most popular projects, according to George Collins, southeast regional manager for Home Depot. He reports phenomenal sales of kitchen and bathroom fixtures.

"Ease of installation coupled with moderate prices has made those projects more attractive to average homeowners," he explains.

Conventional bathtubs are being replaced with whirlpool tubs and oversized garden tubs by customers at West Building Materials, Tampa, Fl. General manager Doug Hartley says that these additions, which cost about $900, have complex installation requirements, but "can be accomplished by a skilled homeowner."

Both stores see bathroom supplies selling equally well with kitchen cabinets and appliances. "Kitchen cabinets are one of our highest areas of sales," Collins said. "We've seen a big incrgase. "

Although bathroom and kitchen products are big sellers, Bob Voss, southeast regional representative for Scotty's, reports that painting is still the number one home improvement project for their customers. Indoor improvements such as painting, wallpapering and ceiling repairs give way to outdoor projects like room additions, landscaping, skylights, insulation and patios when warm weather arrives.

All store representatives agree that spring weather brings an increase in home improvement projects. Stores encourage this with weekly clinics and sales people who can give guidance. Home Depot will even send a sales person to the customer's home for added help.

Renovation expenditures vary according to the customer's budget. West Building Materials reports average bathroom or kit-

chen sales between $1.000 and $2,000. Scotty's finds customers spending less than a dollar for a paint brush to more than $2,000 on kitchen cabinets or tubs. sinks and toilets. A complete kitchen job may cost between $3.000 and $5,000 at Home Depot with minor bathroom refurbishing starting at around $400. Faucets average from $10 to $300 each with a Home Depot store selling 400 to 500 a week.

High Tech Window Glass Hot

"Regular double-pane windows are becoming obsolete," says Jack Ullrich, marketing manager for Andersen Corp., Bayport, Mn.

Currently more than half of their orders call for low-emissivity insulating glass. Although the low-E glass costs slightly more, the difference is offset in three to five years, based on energy cost savings.

ca||$ uil|| l||0 il0 Pn0ril$!

FAMOWOOD

is the PR0F[SS|0NAL'S AIL PURP0SE PLASTIC

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

0an be used under Fiber Glassl w***

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

Available in 15 matching wood colors and white. BEVERLY

CALENDAR

MAY

Nrtlonrl Rooflry Week - Mry 7-15, sponsored by Asphalt Roofing Manufacturers Association.

Netlonel Kltchen Crblnet Assoclrtlon - Mry t-ll' convention, Marriott's Desert Springs, Palm Desert, Ca.

Flortdr Lumber & Bulldlng Mrterlrl Derlers AssoclrtlonMry 10, district meeting, Winter Haven, Fl.

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

Blscryne Elec'trlc & Hrrdwrre - Mry 14-15, market, Radisson Centre, Miami, Fl.

Bulldlng Mrterlel Merchrnts' Assoclatlon - Mey 14'17' summer management conference, Asheville, N.C.

Hrrdwood Reserrch Councll - Mey 15-lt' annual hardwood symposium, The High Hampton lnn, Cashiers, N.C.

Nrtlonal Forest Products Assoclatlon - May lS-lt, spring conference, Westin Hotel, Washington, D.C.

Florlde Lumber & Bulldlng Mrterhl Dealers AssocletlonMry l?, district meetings, Orlando, West Palm Beach, Tampa and Ocala, Fl.

Bulldlng Materlal Merchants' Assoclation - May 23' yellow pine/treated lumber seminar, Savannah, Ga.; May 24, Albany, Ga.; May 25, Dothan, Al.; May 26, Lawrenceville, Ga.

Florlda Lumber & Buildlng Mrterlal Dealers AssoclatlonMay 24, district meeting, Sarasota, Fl.; district meeting/ lien law seminar, Fort MYers, Fl.

Southern Pressure Trerters Associrtion - Mry 25-27' meeting, Destin, Fl.

International Kitchen & Bath Expo - May 26'29' International Center, Toronto, Canada.

JUNE

Building Material Merchents' AssociationJune 1, selling skills seminar, Savannah, Ga.; June 2, Brunswick, Ga.

American Hardware Manufacturers AssociationJune 89, government relations committee meeting, Washington Marriott Hotel, Washington, D.C.

S&T Wholesale HardwareJune 11'12, Sentry market, Kentucky Fair & Exposition Center, Louisville, Ky.

Hardware Association of the Carolinas & YirginiasJune 12-14, annual convention, Radisson Resort Hotel, Kingston Plantation, Myrtle Beach, S.C.

Building Material Merchants' AssociationJune 12-15' product knowledge/selling skills seminar, Austell, Ga.

Coast to Coast Stores, Inc.June 12'15, convention, Opryland. Nashville. Tn.

Florida Lumber & Building Material Dealers AssociationJune 16-18, summer conference, Mission Inn Resort, Orlando, Fl.

National Oak Flooring Manufacturers AssociationJune 19-20, mid-year meeting, Williamsburg, Va.

Lumbermens Club of MemphisJune 23, luncheon meeting, Racquet Club, Memphis, Tn.

Long Lewis Hardware Co.June 25'26, market, Birmingham/Jefferson Civic Center, Birmingham, Al'

Lonisiana Companies Closed

A handful of building products companies in Louisiana have gone out of business in the last few months, according to the Louisiana Building Material Dealers Association.

Companies no longer active include Carroll Building Supply, Olla; Lafourche Lumber Co., Thibodauxl Home Lumber & Hardware, Amite; J.C. Steele Lumber Co.. West Monroe. and Porche Brothers Lumber. Houma.

Seal Lumber Co., Bogalusa, is gradually liquidiating, with plans to perhaps phase out later on. Says Clyde Seal, "This is a baby I've had for 40 years. It's kind of hard to just close it up."

Dean Recovering From Fire

Clean up operations are underway at Dean Lumber Co., Gilmer Tx., following a fire which damaged the planermill and one of the buildings.

Steve Dean, plant general manager, and Elliott Dean, production manager, credited the Gilmer Volunteer Fire Department with keep-

ing damage to a minimum in the March 29 blaze. The sawmill, dry kilns and treating plant were not damaged.

Dean estimates that rebuilding will require 30 to 45 days. This is the first major fire at Dean Lumber Co. since 1960.

Because of the fire, the company postponed until September the treated wood seminar scheduled for April27.

Man Held ln Wickes Slaying

A former employee of Wickes Lumber Co., Douglasville, Ga., has been charged by authorities with robbing the store and killing the onduty manager.

Wickes employees reporting to work on the morning of March 3 found the body of manager-trainee Victor Pala, apparently shot to death after a struggle as he attempted to close the store the night before.

At the scene, Douglas County sheriffs detectives discovered an open, empty safe; an unlocked, unforced door, indicating the victim knew the killer; knocked-over paint

cans and paint on the victim's body, suggesting a struggle, and clues hinting that the killer was familiar with Wickes' closing procedures, according to sheriffs deputy Kim Kilgore.

Interviews with Wickes employees led detectives to Samuel David Crowe, who had been in the same manager-trainee program as Pala. Since Wickes does not allow married couples to work in the same store, Crowe had left the company soon after marrying a co-worker, Kilgore said.

Matching paint was found on Crowe's vehicle, and after he divulged where the missing cash was, he was arrested and is being held on murder and robbery charges, Kilgore said.

May: Horne Remodeling Month

May has been proclaimed National Home Remodeling Month by the National Association of the Remodeling Industry.

Even discounting do-it-yourselfers, the industry expects professionally installed remodeling projects to exceed $73.2 billion this year.

LAfTrce

IHEYCA]I HAIEAlIYffi THEYWA]II aHaaPASloilGASIrSffi

Itdidn'tworkfor Henry Ford, ond itwon'tworkforthe building moterioldeoler. People like lotlice

fo1 o. lot of fiings besides growing beons on. lf pu iust coiry "borgoin" lottice, youE losing soles. Tolk with pur dishibutor solesmon* obout....

Euilding Products Digest

Home Center Merchant

BIt t t ISHMAN

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Thol's How lt Goes!

South Bay Forest Products, a very special manufacturer of specaalty lumber products, has a winning combination lor you.

manufacturer specializang in western specialty soltwoods

FINISH PATTERNS SIDINGS BOARDS DIMENSION TIMBERS DECKING

CUT STOCK SPECIAL MOULDINGS SPRUCE & PINE PATTERNS

INDUSTRIAL MOULDINGS & MILLWORK

Wholesale only

SP Rides The Merry-Go-Round

City Park Carousel, New Orleans, La., ls back in service after being revamped with nearly 40,000 lineal feet of southern pine flooring, roof decking and wainscoting plus 9,610 sq. ft. of treated southern pine lumber used for a deck, railings, ramps and stairs encircling the building.

Materials were donated by Temple-Eastex, Diboll, Tx., Willamette Industries, Inc., Ruston, La., Robinson Lumber Co. and Olivier-Celcure Wood Preserving Corp., New Orleans.

NAWLA's Annual Seminarc

The North American Wholesale Lumber Association's annual wood marketing seminars, week-long training programs designed for sales people with six months to two years experience, will be held June l2-18 at Oregon State University, Corvallis, Or.; July 24-30, University of British Columbia, Vancouver. B.C.. Canada, and Sept. 25-Oct. l, University of Georgia, Athens, Ga.

Faculty composed of seasoned wholesaler and mill veterans will address manufacturing and transporta-

tion concerns, the quality control system of grading, reinspections, handling claims, prospecting, credit and collection efforts, marketing, and salesmanship techniques.

The overview of wholesale distribution is reinforced through case studies, exams, role playing, and field trips.

Offices Showcase Oak Floors

After more than 40 years in the same offices in downtown Memphis, Tn., the National Oak Flooring Manufacturers Association has moved to the renovated Falls Building.

The 1600 sq. ft. oflices have been created as a showplace for oak flooring with a herringbone pattern of 2-l/4" select and better quartered white oak laid in mastic on concrete in the reception area. An oak balustrade separates this area from the offrce and work area with 2-l/4" clear plain white oak nailed in a diagonal pattern to a 3/4" plywood subfloor.

This nailed-down installation method was used utilizing l-l/2" ,3" and 4" bevel-edge planks in select and better white oak in executive of-

fices and No. I common red oak in 2-l/4" width in a general oflice area. A combination of No. 2 common oak and hickory, both2-l/4" wide, is used in the stock/work room.

Wainscoting of 3" oak flooring strips is installed on a dividing wall. All flooring, 3/4" thick, was finished on the job with penetrating sealer and paste wax.

Scotty's Manager Accused

An assistant manager at Scotty's Surplus Store, Eloise, Fl., has been arrested and charged with grand theft, according to Polk County authorities.

Suspecting Henry Hunter Greives

Jr., 24, of constantly stealing money from the cash register, Scotty's conducted an in-house investigation, which revealed he allegedly took about $12,381 in cash between July 14, 1987, and January 29, according to the Winter Haven, Fl., NewsChief.

After an extensive interview with the suspect, a sheriff s detective compiled enough evidence to charge him with grand theft, Polk Sheriff Sgt. Ted Miller said.

ARKANSAS a OKLAHOMA

f I ANY Oklahoma and Arkansas

lUl retail lumber dealers who use students and/or minors as part-time or fulltime help have found it a mutually rewarding situation. lf you employ or plan to employ students or minors, take note of the following material.

When hiring minors (those under l8 years of age), you need to observe the following provisions of the Child Labor Section ofthe Federal Fair Labor Standards Act (FLSA).

(l) Employment of children under l4 in any non-farming occupation is generally prohibited under the FLSA.

(2) Employment of children under l6 in occupations other than manufacturing, mining, or those determined by the Secretary of Labor to be hazardous, is permissible if they are employed by their parents.

Employment of a child under l6 bY a corporation (even though the parent is the sole stockholder) is not employment by a parent under this provision.

(3) Employment of 14 and 15 year olds in our industry is generallY limited to activities like:

(e) Office and clerical.

(b) Retail selling, cashiering, price marking and tagging, packing, shelving, etc.

(c) Clean-up work and mainten' ance of grounds, but not the use of mowets or cutters.

(4) Employment of 16 and 17 year olds is permitted in other than hazardous occupations. While probably not all inclusive, hazardous occupations in our industrY would include:

(a) Truck driver or outside helper on a truck.

Bulldlng Productr Dlgot

(b) Operation of power-driven wood working machinery.

(c) Operation of power.driven hoisting apparatus.

(d) Roofing operations.

(e) Manufacturing brick, block, tile, etc.

(O F.xcavation operations.

Full-time students (regardless of age, but subject to child labor provisions), may be employed in retail or service establishments at 859'6 of the applicable minimum wage for up to 20 hours a week when school is in session, or 40 hours per week during vacation periods. Provided a full-time Student Certificate is obtained from the appropriate regional ollice of the Wagellour Division of the U.S. Department of Labor. This procedure is described in Labor Department Regulation 29, Part 519, "Employment of Full-Time Students at Sub-Minimum Wages."

The full-time Student Certificate issued by the Wage-Hour Division, after an application has been received, shows the percent of hours on a monthly basis for which full'time students may be employed at special rates. Student Learner sub-minimum wage certificates as provided for in Labor Department Regulations Part 520 entitled "Employment of Student Learners" may also be obtained under certain conditions.

TEXAS TOPICS

WINSTON executive vice president

DEPEW

APew HOURS ago the schedule of Flactivities for this year's annual convention came to its planned end. This convention and trade show was, by all standards, a very successful event, based on comments by the attendees. But these things don't just happen because you. and I send our registration fees in a couple of weeks before we arrive! It takes careful planning and execution by professionals to make it all come off smoothly. And just who are these pros? They're the association staff and the exhibitors. They deserve the credit for a professional job well done.

Barbara Douglas and the staff (myself excluded) used hundreds of hours in planning this undertaking during the past several months. And the exhibitors spent hundreds of thousands of dollars in designing, constructing, transporting, erecting and stalfing their displays. Based on their performance, they are entitled to our appreciation and support.

So how can the typical convention attendee express his gratitude? It's easy, and it doesn't require any special effort. There is no need for gifts, letters, or other expressions of appreciation as far as the association staff is concerned.

Window Ads Hit The Road

If a customer comes into your store looking for a window like the one he saw driving down the highway, don't panicAnderson Corp. is using four-color graphics of windows on its trucks.

"We're turning white trucks into billboards on wheels," says Jack Ullrich, sales promotion manager. He estimates the 1,000 trucks involved will each be seen l6 million times per year.

Simply being aware and not taking for granted that an event like this just happens once a year is all that is requested.

The exhibitors who support your convention with time and money are entitled to your consideration also, but in a different way. They have earned the chance for a shot at your business! Just a chance to give you a quote on your next purchase is all that is requested. Please support the associate members who, by their presence and involvement, add to the resources ofthe industry and the association.

And now it starts all over for next year. The planning with one common goal in mind. It's got to be better. And it will bebut it doesn't just happen!

The Lumbermen's Association of Texas is fortunate to have another competent slate ofoffrcers elected to carry on the work of 1987-88 president Tom Hanover's administration. The new president is George Natsis, III, of Edna. He has been an active member of the association for over 20 years, and brings his knowledge of the industry and leadership into the chief elected position.

The new first vice president is Don Smith, Sr. of Lubbock. Leon Mellow of Dallas becomes the second vice president. The other officers are Dick Ledermann, secretary; Jeff Chapman, treasurer, and Ike Epstein, sergeant-at-arms.

Lawn, Garden Sales Up 23olo

Home centers provided lawn and garden products for l6olo of the households in the U.S. while hard-

ware stores claimed a 300/o share last year, according to the National Gardening Association.

A total of $17.4 billion was spent on lawns and gardens, a 230/o increase over 1986. This was the second consecutive year that lawn and garden consumer sales rose by more than $2 billion. Consumers spent an average of$251 with one out offour households doing some landscaping.

Retailers Beef Up Advertising

Newspaper advertising by retailers of building materials, hardware and farm equipment climbed 7.80/o during the first nine months of last year, totalinC $605 million.

SHANKS ARE EXTRA-THIN and strong! Can be driven close to board edges without causing expensive wood splitting. Use for Redwood, Cedar, Hemlock, etc. Stormguard protected: Double hot-dipped zinc-coated for maximum rust and corrosion resistance. Available in plain and Anchor-Down shanks, and in colors to match prepainted and pre-stained siding.

SOUTHEASTERN SCENE **ns

aococratton ne.n In Alabama, Florlda, Georgla, Kentucky, Loulclana, Mleclcclppl, the Carollnac, Tenneesee and Vlrglnla.

Vlrglnla Bulldlng Mrterlrl Assoclrtlon elected and installed George W. Lester ll as president at the 62nd annual convention at Mariner's lnn, Hilton Head lsland, S.C. He is president of The Lester Group Inc., Martinsville.

Freeman Spencer, Massey Builders Supply Co., Richmond, is the presidentelect. Vice presidents are John Purcell, J. S. Purcell Lumber Co,, Louisal John Spencer, Lambert Building Supply, Lexington, and David Ball, Middleburg Millwork, Middleburg.

Ed Hunt, Windowland Inc., Springfield, is treasurer. Harry R. Diz, Roper Brothers Lumber Co., Petersburg, will represent the association as national director. Thomas R. Hartley continues as secretary.

The board of directors includes Con-

Who's A Home Center Buyer?

Identifying the shopper who most frequently buys in a home improvement center can be helpful in retail planning.

"The increasingly fragmented consumer markets are demanding products and services that address individual tastes and lifestyles," says

Michou Lopez o David Boerger (915)584-?423

P.O. Box 12157

El Paso, Tx.79912 Fax(915)584-0464

nie Reed, Reed Lumber Co., Christianburg; Basil Walker, Lowe's Inc., Richmond, and Richard S. Helm, Glaize & Brother, Winchester. Richard Reid, Hardware Wholesalers Inc.. Richmond. is associate director. Tom Carlson, Huttig Sash & Door Co., Fredericksburg, is supplier representative.

Bulldlng Materlal Merchrnts Assocletion of Georgia & Alebama with the Southern Pine Marketing Council will present a series of yellow pine/ treated lumber seminars during May.

Harold Garber, southeastern regional marketing manager, Southern Forest Products Association, will be the instructor. The course includes manufacturing,

Mandy Putnam, Management Horizons. "This increases the importance of defining core customers beyond basic demographics."

She has done this by creating six shopper types based on a retail consumer focus series. Two of the six categories shop home centers frequently while one avoids them.

Bulldlng Productr Dlgort

seasoning, grading, grademarks and proper storage of lumber and pressure treated southern pine, Georgia locations and date: Holiday Inn, Gainesville, May 2l Holiday lnnSkytop, Rome, May 3l Ramada lnn West, Macon, May 4: BMMA Training Center, Austell, May 5l Holiday lnn Midtown, Savannah, May 23; Ramada Inn, Albany, May 24, and Holiday Inn, Suwanee, May 26. The May 25 session will be held at the Sheraton Inn. Dothan. At.

Also scheduled for May is the summer management conference, May l417, at the (irove Park Inn, Asheville, N.C.

F'red Thomas is the new president of BMMA succeeding Eddie Chambers who was named Dealer o[ the Year. Associate of the Year award was received by Ben Dale. Kirby Bean won the $5,000 grand prize at the recent buying show.

Crrolinr Lumber & Building Material Dealers Assoclrtion directors have voted to hold the 1990 trade show and annual convention in Winston-Salem. The 1989 convention will be held in Charlotte.

The category defined as fashion foregoers, a 160/o group unconcerned with image, often single males with a median income of $25,350, has a below average shopping frequency except for home improvement centers. Progressive patrons, a 160/o group classified as self confident, innovative, imaginative and open minded, predominately male, with a median income of $28,650, shops frequently in home improvement centers. Social strivers, a 20% style conscious group, mostly female, with median income of $21,550, shop frequently with the exception of home improvement centers.

Fashion foregoers are above average in magazine reading and prefer one stop shopping. Progressive patrons rely heavily on radio, local Sunday newspapers and magazines. This indicates that different media should be employed to reach these different groups effrciently.

Manufacturers of Quality Pine Moulding for over 35 Years

o MOULDING: solid linealfingerjointcut-to-length

o JAMBS: solidveneerfingerjoint

o carton pack moulding

. unitized for forklift unloading

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

T HE OTHER day the conversarion

I turned to our industry's currently in vogue "Lowest price guarantees." Anyone who is anybody seems to have such an underwriting.

One recently published guarantee reads as follows:

Cuaranteed Lowest Prices!

l0o/o Off All Identical Ads

Ifany identical advertised item in any current legitmate ad is lower than our advertised price, we'll slash l0% off their price; rain checks are not used.

Advertisements must state current retail price, specific manufacturer and model number. Sorry, closeouts and clearances do not qualify.

Obviously the implementor of this policy is admitting and announcing that others might have lower prices. "Don't worry however, because our customers are always protected. Just be sure that the simple rules are obeyed and you'll be better off with us."

Can you imagine retailers like Sears, General Motors or McDonald's jumping into this price demonstration gutter and the "me tooism" depicted?

Let's look at a customer wanting to believe and participate in such nonsense. The purchase considered is a $39.95 chrome single handle faucet. The first thing he has to do is to check everyone's rules before deciding where to buy. Next, he buys the faucet at the store offering the second lowest price; let's say $39.99. He drives 20 miles to get the price, but nails the store for $4.

If every retailer had the same price the same weekend, the customer could nail every merchandising operation in town.

With such guarantees you don't necessarily have to catch someone higher priced that weekend. You can spend each weekend forevermore searching the newspapers for a legitimate lower price. Then you can drive 20 miles to get your $4 if you can locate someone to approve your claim and you happened to pick the right item to begin with. Just make sure that the manufacturer's name

and stock number are in the ad you are using to prove your point.

A full page ad costs about $25,000 in the Los Angeles Times and it takes advertising in 28 newspapers to cover the New York trading area. Can you imagine a retailer accommodating a competitor's "lowest price guarantee" at such costs?

The dealer contemplating this king of the price hill arena should be aware that no one, absolutely no one, can get all the business. Such policies demand challenging, no matter how ludicrous or costly they are, for no other reason than nuisance value by competing retailers.

There are positive ways to deal with competition. In the days before the computer did everyting, the first thing you learned in retailing was to have a stack of pre-printed "as advertised" show cards on hand. Your assignment was to read competing ads daily and then, before the boss got in the next morning, mark the

price for every identical or similar item in the store on a card and place it by the item. The customer and the store benefited in part from everyone's ad.

A second way is to be sure that your staff takes money from each customer and let's him know he is appreciated in the process. Nothing will open your eyes to the significance of this more than testing it at your store and/or at a competitor's.

Go into any department and stand there until a store employee comes up to try to get some money by selling you something. Get a stranger to do it in your store and you do it in someone else's operation. You'll both spend lots of down time wondering.

Finally, value demonstrations to get people into the store go on daily and, on occasion, are loss leaders. But for the most part one formula is to drop the price of the top of line to just above the best selling price point in the assortment. The value is obvious to the customer and leaves the merchant with some margin dollars when the sale is made.

Another method is to pass on the cost savings that suppliers intermittently provide to retailers on well known best selling items.

The trick is to keep your eye on the customer hrst and then your competitors.

PERS NALS

Al Surrett is now sales mgr. for national accounts and sales mgr. for the treated div. of Carolina Canadian Lumber Sales, Spartanburg, S.C. Drvld Pettlt is new to sales.

lroneld Westmorelsnd. Harbin Lumber Co., Toccoa, Ga., has completed the , lumber and building materials train' ing course sponsored by the Building Material Merchants' Association.

Davld Boerger has been named sales mgr. of Southwest Moulding, El Paso, Tx., according to Mlchou Lopez.

Joyce La Monlca has joined Wickes Lumber, Greenville, N.C., as a cabinet specialist, according to Mlke Esposito, mgr.

Gene Brown is the new gen. mgr. of BiWood Flooring, Memphis, Tn.

Glenn Burnett is now sales mgr. of Sequoia Supply, Memphis, Tn., succeeding Jack Gosney, who has retired after more than 20 Years with the firm.

Robert A. Canyock has joined Roto Frank of America as c.f.o.

Donald DeCamp, mgr., Askew's Inc., New Bern. N.C.. is back after attend' ing the Carolina Lumber & Building Material Dealers Association convention in Charlotte, N.C.

Jim Mullins will remain gen. mgr. of the Moncure, N.C., wood Processing lacility bought by Willamette Indus' tries from Boise Cascade. Mike Ramsey has been promoted to supervisor of Willamette's newly-purchased Ruston, La., facility.

James T. Powell, pres., Canton Hardwood Co.. Canton, N.C., has been elected pres. of the Appalachian Hardwood Manufacturers Association.

Tim Roush is new to sales at Wood Treaters. Inc.. Jacksonville. Fl.

Charles "Chuck" Petersen is now director of brand management for CooperTools, Raleigh, N.C., according to Frank Tooke, v.p., marketing.

George J. "Bud" Schlitt has retired as v.p., domestic sales, after more than 40 years with the co.

Michael E. Fallon is now sales director for special markets at CooperTools, Apex, N.C., according to Edward Weadcock, v.p., sales & marketing.

David E. Miller, Wasco Products Inc., Ennis. Tx., has been Promoted to national sales mgr., residential div.

Russell Nrtrrlano has been promoted to purchasing agent at CraPanzano Brothers Lumber, Hammond, La. Terry Crrprnzlno and Rendy Colona have left the co.

Jamle Roblchrux has purchased Eddle Centrell's stake in Raceland Lumber. Raceland. La.

Dondd Sell has been named pres. of the new tool group at Vermont Ameri' can. Lincolnton. N.C. Jlm Lall is group exec. v.p.

Harold Counce, Manville Forest Products, West Monroe, La,, has retired after 32 years at the same site, working over the years for three different owners.

Butch Oney has been promoted to plant mgr. at ldaho Timber CorP., Fort Worth, Tx. Dale Motsinger is now asst. mgr., plants & equiPment: Charlle Austin, Ar. sales; Dale Haynes and Bobby Hester, Tx. sales, and Floyd Brown, sales mgr., Weiser Div.

Bruce Keller has resigned as pres. of Keller Industries, Miami, Fl. Chairman Hugh H. Williamson assumes his duties as c.e.o.

Tom Titlow is a new co-mgr. of 84 Lumber Co., Spartanburg, S.C.

Robert Pugh is now managing GeorgiaPacific's Mid Continent Wood Products transportation div., Crossett, Ar' Jim King and Bob Peterson are new field reps for Roto Frank of America in the Carolinas and southern Viriginia.

John W. Larsen has been named Plant mgr. of Gold Bond's new Panola County, Ms., vinyl siding production facility.

Steve Calhoun is now Tx., La. and Ms. regional training coordinator at Bruce Hardwood Floors, Dallas, Tx.

Gordon E. Fryer, national sales mgr., custom window fashions group, Clopay Corp., has retired after 15 years with the firm.

Joe Penaz has joined Arlington Woodworking & Lumber Co., Arlington, Va., as director of marketing, custom architectural woodwork, according to Ron Rinaldi' pres.

Bob Vila, TV home imProvement expert, has been aPpointed spokesperson by Newell Window Furnishings, according to v.P. StePhen C. Thomas.

Jerry M. Meyer, 8,roup mg,r', wster recreation operstions, The colcman Co., Kilgore, Tx., has been elected a senior v.P.

Rrymond Mlller' truss customer rep, Weyerhaeuser Co.. Hot Springs, Ar., has retired. Mrrlln St. John succeeds him.

Tlmothy O'Melley is a new contract sales rep with Bruce Hardwood Floors, Dallas, Tx., according to Mlke Kearlns, v.p. of sales.

Drn Vrn Dulnen has been named pres. of Jacuzzi Brothers, Little Rock, Ar., according to Roy Jrcuzzl, pres of parent co. Jacuzzi Inc, Robert Trnner. Hoover Treated Wood Co., Thompson, Ga., spoke at a recent seminar sponsored bY the Wood Foundation Institute.

LET'S HEAR FROM YOU!

Building Products Digest is a free monthly information service lbr you. We're interested in you. Let us know when You or one of your employees has changed jobs, been promoted, sone on vacation, had a baby' iou name it. Just mail in a card br letter to Building Products Digest, 4500 Campus Dr., suite 480, Newport Beach, Ca.92660 or, if easier, call (714) 852-1990. There is, of course, no charge.

Lauricc Ware has been Promoted to sales service administrator at Chesapeake Wood Treating, West Pont, Va., according to Rae R. Ehlen, pres.

Del Richards has resigned as pres. of GlamourTop CorP., Birmingham, Al. Phil Goodell succeeds him.

Frederick M. Stevens has resigned as exec. v.p. for specialty retailing and a director of K mart Corp., parent co. of Builders Square, San Antonio, Tx., according to K mart head JosePh E. Antonini.

Jeffrey L. Genoways has been Promoted to associate Product mgr. of window shades & blinds at Newell Window Furnishings Co., according to Stephen C. Thomas.

Hugh Mungus and FreddY Fungus, owners of Mungus-Fungus Forest Products, have ProudlY announced that they are co-chairmen of the Harold Stassen For President Committee in Climax, Nv.

Elmar Brock, Trinity Forest Industries, Hurst, Tx., is recovering from hip surgery.

Lynn Lamb will be mgr. of the Idaho Timber Corp. hardwood plant set to open this summer in Rison, Ar.

Tom Lockett has been named sales mgr. for the new Anthony Wood Treating Inc. plant in Hope, Ar.

John H. Saunders, pres., Palmetto Wholesale Co., Columbia, S.C.. and pres. of the Southern Wholesale Hardware Association, co-presided over the SWHA-co-sponsored Southern Hardware Convention in Atlanta, Ga.

Richard D. Larkin is now v.p./gen. mgr. of American Stove Products, Memphis, Tn.

C. Cary Eubank Jr. has joined Empire Brushes, Inc.. Greenville. N.C.. as a regional sales mgr.

Don Wolf, pres., Hardware Wholesalers, Inc., Fort Wayne, In., was presented a crystal eagle by the American Hardware Manufacturers Association to honor his 40 years with the co.

Aaron Babcock has been appointed gen. mgr. of Weyerhaeuser's Tampa and Orlando. Fl.. distribution centers.

Larry Metcalfe is the new mgr. of 84 Lumber Co., Ridgeland, Ms.

Curtis Turner has joined Klumb Lumber Co.'s Jacksonville, Fl., brokerage div., according to R. Mark Fields, v.p./gen. mgr.

Doug Kohlmeier is now MDF sales mgr. for Willamette Industries, Malvern, Ar., replacing Ted Hetzel. Wayne Schwerin and Chet Croco will assist him. Jim Schorsch is SurePine sales mgr., Simsboro, La.; Cliff MacDaniels, sales engineer, Lillie, La.l Jeff Lundegard, industrial panel products gen. sales mgr., Olive Branch, Ms.; Glenn Hubert, sales engineer, and Yerna Wise, sales service coordinator.

Dan Hooley has been named outside salesman at 84 Lumber in Elizabethtown, Ky. Bill Florence is now mgr. at the Tallahassee, Fl., store.

Joel O'Briant is mgr. of the new Gulf Coast Plywood Co. sheathing plant in Natalbany, La. Curtis Allen is handling sales in Sterlington, La.

John Bates, partner, Westmark & Associates, Costa Mesa, Ca., and John C. Wylie, Armstrong World Industries, Lancaster. Pa.. have been added to previously announced panels of experts set for AHMA's Chicago home center conference in May.

George J. "Bud" Schlitt, v.p. of domestic sales, CooperTools, has retired after more than 40 years with the firm.

Jack Chapman, product development mgr., Schlage, San Francisco, Ca., has retired after 36 years in the industry, the last 2l with Schlage.

Iropuquqfu Ior rFREE cory of BuildingWDigest?

Retailers, wholqslerc and distribufors physically Iocsted in the 7 3 Southem sfofes quqlifym Building Prcdu& Digest free eaery) month. hesently, almost 73,000 qne neceiuing it.

Those quawing ste home centets, home imprcuerrrert centeta, moss metdtandiserc, tmditional lumber and building supply dealers, plus wholeslerc qnd distributots in T&as, Oklahoma, A/lcansos, Louisiana, Mississipp i, Alqbama, Florida, G eorgia, South CarcIina, North Csrclinc', Vrglnia, I<ertudg and Tennqsee.

If you do qralifu, snd sre not prnently rcceiuing Building Ptudirltc{s Dtgre;s} pleose let us lcnow so you cctn neceiue your fnee c,ow eseh month.

If you do not eufrIg, snd would lilce to teceiue the magazine, u)e cordially invite you to use the coupon below to rcceiue Building Prcducis Dtges| the Southb highly qcclsimed industry information and news mogcnine.

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Tlme Out

An automatic appliance and lamP timer is now available from lntermatic.

NEW DUCTS

and selected soles olds

Overhead Ralllngs

Solid red oak ceiling rails that snap over existing ceiling grids without the aid of tools are new from Prime Industries.

Rails fit over standard grid systems by simply clipping them together with the metal fasteners snugly inlaid in the interior grooves of the rails.

Rails are double coated with fine satin lacquers and offered unfinished or in light, medium or dark finishes.

The 2"-wide rails come in 2' and 4' cross rails and 8' wall and main rails.

Rack'em Up

A new tool rack from Akro-Mils incorporates a double deep design to hold twice the number of tools in half the space taken up by older style. narrower racks.

Each cabana, made of flame retardant nylon taffeta, can be staked down with shocked corded poles like a tent or held down by filling its bottom pockets.

The two-man, triangle-shaped cabana comes in blue and white, measuring 3-l/2 ft. high by 96 in. wide by 54 in. deep. The larger, trapezoid model is pink and blue, measuring 4-l12 ft. by 94 in. by 49 in.

Each includes three nylon tote bags for carrying cabana, poles and haidware. Bags may be un-zipped and used as lawn chair covers or completely unfolded and used as a 28" x72" beach blanket.

Manufactured from durable filled polypropylene, the rack reportedly wontt bend, even under a full load of heavv tools.

It measures 24-l/8" wide x 2-3/4" high x 6" deep, and has 96 seParate spaces for tools and four slots for wall mounting.

Its dark gray color is molded in.

Tent & Tote Combo

Two- and three-man cabanas for beach or backyard are new from Coleman.

FREE READER SERVICE

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

Please mention issue date and Page number so we can Process Your request faster! ManY thanks!

The Time-All unit comes in plug-in and a tabletoP version,

On A Roll

An energy efficient, weathertough horizontal rolling window is new from Capitol Products.

The full thermal break construction acts as a barrier against energy loss. while strategically-located weatherstripping and vinyl reduce heat loss and condensation. Other energy features include an interlock at the meeting rail to reduce air infiltration and water leaks, a ductile corner sealant, full corner fins, and a drainage hole flap that opens to release water but closes to the wind.

Its removable fixed sash also has three position-adjustable sash rollers to ensure smooth oPeration. A onepiece mull adds extra strength for twinning.

A full-length pull rail, self-locking latch, spring-loaded pull Pins and insulated glass are also included.

The Ultimate Spa Experience

A whirlpool bath thicker, deeper and larger than conventional models has been introduced by Paradise Baths.

Designed especially for use in and around the kitchen, the nuisance control can desensitize the alarm for about 15 minutes and reset itself automatically. If a real fire occurs, the alarm is said to override the control and sound off.

Other features include a bugresistant chamber, a tamper-resistant locking device, a quick connect feature, 8"-long pigtails for permanent connection, a continuous LED indicator to show the unit is fully powered, a pushbutton test switch, and automatic reset when the smoke has cleared from the detection chamber.

Constructed of extra-thick acrylic sheets. the Haven features an orthopedically engineered lumbar support, head rest, sculptured arm rest, fingertip turbulence control, and extra-thrust spa jets, said to generate 24 gallons of water per minute (three times the velocity of comparable baths).

The spa is 23" deep and 6' long.

No More Plain Doors

Door Decors, ready-to-assemble oak moulding kits that can be combined to create a variety of patterns, are new from Colonial Craft.

The kits can give a paneled look to interior, exterior, bi-fold, garage or cabinet doors.

The alarm can be run singly or interconnected with as manv as six other smoke alarms.

Stylish Kitchen Gabinetry

Kitchen cabinets combining flowing lines with carefully matched wood grains to create a distinctive, vertical look are new from Rutt Custom Kitchens.

operate, the l2-volt lights are said to be easily installed with only a screwdriver and illuminate approximately 150 sq. ft. of ground surface.

An "address model," featuring up to five digits across its lighted surface, is also oflered. Accessories

No glue, nails or tools are required, since the mouldings come with a pre-applied permanent adhesive strip. Corners are held securely together with lock fasteners that snap into pre-cut slots.

A new hanging display holding up to 48 kits is also available.

Smoke Alarm Override

A direct wire ionization smoke alarm from Maple Chase Co. now features an alarm control to reduce nuisance alarms and call-backs without sacrificing safety.

Dimension II cabinets feature modern case construction rather than traditional frames; concave "biwing" doors, which operate on an angle curve instead of a standad radius curve; a special hand finish, and a variety of special construction optlons.

The cabinetry is available in a broad range ofwood species.

Lamp Scape

Low voltage exterior wood lighting designed to blend with any decor and landscaping around decks, patios, pools, walkways and atriums is new from Minnfac.

TerraDek Lights are handcrafted from solid cedar, redwood or green treated pine and polypropylene. Each is guaranteed for one year against defective workmanship, rotting and warylng.

Costing just pennies a night to

include l2-volt transformers equipped with 50 ft. of child-safe cable and a manual onloff switch, ground stakes, diffuser grill for more subdued lighting, and frosted replacement bulbs.

Easily Fired Up

Natural, flammable pitch said to ignite with only a single match and kindle a roaring blaze in minutes in a fireplace, woodstove, barbecue or campflrre is new from Wood Products International.

Easy Light Kindling, also called fat wood or fat lighter, is hand split from the stumps of longleaf pine trees which reportedly have accumulated dense concentrations of pitch over the years.

Only three or four organic sticks are required to start the fire.

The product is offered in a I lb. bag, 4lb. round bundle, 8 lb. burlap bag and a l0 lb. box.

Auto Oetc Poat

The first swing ggte opener to integrate its entire system inside the gate post structure, making it easy to install and virtually tamper-proof, is now available from Universal Gate Openers.

The opener can be used with any existing or custom chain link, ornamental or wood gate, either left, right or dual opening. The gate stops automatically if obstructed.

Shear & Shear Allke

A cordless rotary shear designed for cutting a variety of pliable materials, including carpeting, linoleum, padding, heavy textiles and cardboard, has been introduced by Bosch.

A rotating blade with ten straight edges for smooth, aggressive cutting is opposed by a long-life carbide stationary blade.

For improved control, accessory

guides slip on to the standard base easily.

The Power Post encloses the operating mechanism and motor drive unit within the post structure to protect them from exposure to weather, collision or vandalism, while supporting the gate. With the moving parts permanently lubricated and protected within, the system is said to be nearly maintenance free.

The operating mechanism features a powerful "screw drive" that lifts and lowers the post on an internal track to unlock, close and lock the gate. Powered by ll0 VAC, the unit operates on safe, low-voltage 24 vdc, reducing the possibility of electrical shocks and overheating, thus extending the motor life.

Log Home Sealer

Log Home Foam from Norton creates a weathertight seal between log courses in the building of log homes.

The battery pack is removable, so a second battery may be inserted for prolonged cutting. In addition, the tool uses a new multi-voltage charger designed for charging a number of different Bosch tools.

Fork lt Over

The new Cook Hook from Hahn Manufacturing Co. allows a flick of the wrist to place, turn, cook and serve foods the professional way.

Ideal for kitchen, barbecue or campsite use, the hook eliminates the fumbling associated with tongs and food falling off forks.

The l7-l/2" long, stainless steel hook features a hardwood handle, a leather thong loop for hanging, and a protective tip for safe storage.

Maintaining a positive seal against air, water and heat loss, the foam features an acrylic adhesive and a paper liner on the non-adhesive side for easy application. Because it has a low force to compress, logs can be spiked together easily to form tight joints and a neat finished appearance.

The 3/8" thick foam, which comes in standard widths of 3/8", l/2". 3/4" and 1". is black in color.

Hampering With Vanities

A vanity with an integral clothes basket is new from Starmark.

The drawer header above the basket drops down to insert clothes, while the basket itself slides out for carrying to the laundry room.

Complete with basket, the vanity features an exclusive Star-Sheen frnish and is available in a variety with a choice of door stvles.

Handy Gloths

Towlettes impregnated with a unique detergent for cleaning hands are now available from Convenience Products.

Cleenettes have waterless cleaner which leaves hands smooth. Their strength permits removal of hard substances like ink, grease, stain, dried epoxies and wet and semi-dry paint.

The towels come in a 2-l/4" x 3" colorful, airtight packet, with four individual packets displayed on a 4" x 8" blister card.

M

Land

Folder Holder

An adjustable literature holder from Art-Phyl Creations features a resilient, scratch resistant powder coating.

The new beige powder coating is baked on to prevent rust, tarnish, scratching, peeling, chipping and cracking, while giving the holder a lasting, clean, upscale look.

The racks fit all standard l/8" or l/4" perfuoard and slatwall. Their width can be adjusted to accommodate literature or packages as small as 5-l/2" wide.

Freeze ln

A 22-cubic ft., built-in refrigera- tion unit has been introduced bv Modern Maid Co.

At 36" wide, 25" deep and 72" high, the unit fits in either a 24" or 25" deep cut-out space.

It features distinctive black styling, three doors, ice and water dispensers, adjustable compartment door shelves, fresh fruit drawer, and adjustable glass cantilever shelves in the food storage compartment.

The frost free model offers automatic temperature control and air flow systems, meat keeper drawer with individual controls. and ice and water dispensers, separate from the doors, on the outside of the refrigerator.

Fine Textured/ Kiln Dried

NAVA.PINE

Premium Quality

Lumber Half Pak PIL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds. Half Pak HLL. and PlV.

NAVATRIM

Premium Mldgs. and Millwork

Bundled/Unitized/

Some Aucmbly Rcqulrcd

An l8-piece collection of readyto-assemble furniture including l0 bedroom pieces has been designed by Armstrong.

Featuring a light oak, stain resistant finish, the Avalon Collection utilizes solid wood and brass hardware.

FREE READER SERVICE

For morc Informatlon on New Producb wilte Bulldlng Producb

Dgcsl, 4500 Campus Dr., Sulte 480, Newport Beach, Ca, 92660. Please mentlon lsue date and Page number so we can proce$ Your request faster! Many thanks!

Home Hot Box

A portable home sauna that can be broken down into two sections for easy moving and storage has been introduced by Dauphin ITC.

Distrlbutors:

NORTHEAST

Cot.trl 8p.d.hy For.d Pr€ductt Hookset, N.H. N.H. onlv 800-42+4036 N.E. other 800-932-9663

Hudron BdShg Supply Comptny Ashley, Pa. 717829-5731

Menufecturrn Rorruo, Inc. lrvinoton. N.J. zor-5zg-ieet

The bedroom pieces all have internal cam connectors which cannot be seen when the units are assembled.

A blanket chest, two nightstands, two chests, a dresser, a headboard, mirror, armoire and wardrobe comprise the bedroom collection. Two room dividers, a cooking center, tvl vcr cart, utility cart, two desks and an entertainment center also are available.

Ride The Rail

Tubular, nylon-coated steel railings are now available from Normbau. Inc.

Because it uses infra-red heat, the Health-Mate sauna requires no plumbing or drain. Pre-heating time is 5-10 minutes.

Constructed of cedar, the unit operates from any household ll0v outlet, weighs 250 lbs., and seats two people.

Squared-Off Spa

A whirlpool bathtub fashioned into a comfortable square has been introduced by Americh Corp.

SOUTHEAST

Eppcrron Lumbcr Selcr Statesville. N.C. 704€73-4321

Ead Ralford Lumbcr Co., Inc. Asheville, N.C. 704-253-5667

LAKE STATES

Brdgu Wholcrale Lumbcr, Inc. Cottage Grove, Wi. 608€39-4565

Hegcr Dlrtrlbutlon Grand Rapids, Mi. 616-247-7984

Hudron EulHlng Supply ComPany Elkhart. In. 21 9-262-3666

MIDWEST

Canton Rcdwood Salcr Minneapolis, Mn. 612-425-14@

Edwad Hlno Lumbcr Comp.ny Springfield, Mo. 417-862-5517

Wcckcr Fqt|t Productt, Inc. Minneapolis, Mn. 61 2-721-8585

Mn. Watrs 800352-2766

Regional Watts 80G32&289O

MOUNTAIN

Clhk & Gcddcr Lumbcr ComPeny Denver, Co. 303-53+0195

Kalbab Indurtrlcr Enolewood. Co. 303-761-9882

Rcld & Wrlght Lumber Broomfield, Co. 303-460-9663

Ideal for use as handrails, indoor or out, they are available in twelve colors and designed to coordinate with a wide range of accessories, including handles, grab bars, shelves and locking systems.

Built with a non-skid bottom, the Kyoto comes in both acrYlic and heavy-duty fiberglass reinforced polyester. Measuring 68" x68" x22" deep, it includes eight adjustable iets. two air control valves, a l-l/2 hp pump, and a 30-minute timer. water capacity is approximately 150 eallons.

- It is available in about 100 colors and all standard finishes.

Wcyerhaeucer Co. salt Lake citv, ut. 801-972-5525

SOUTHWEST

Capital Lumbor Company

Phoenix. Az. 602-269-6225

Peralta. N.M. 505-877-7 222

Lubbock, Tx. 806-747-31 91

LeeRoy Jordan Lumber ComPanY

Dallas. Tx. 214-357 -7317

Austin, Tx. 51 2-385-5334

Slaughter Broa, Dallas. Tx. 214-341-9000

Select Knotty: A Tlght Knot Redwood Sldtng lrom Slmpson

With Simpson "Tight Knot" Select lftrotty Siding, natural redwood beauty that mets the eye is matctred by equally rernarkable natural pnoperties:

I Exeptional dimensional gability; resistance to warping, twisting, and chcking.

I Impresive insulation against both heat and cold.

I Unequaled ability to take and hold a rariety of finish options.

Simpson "Tight Knot" Sdet lfuotty Siding is available seasoned and saw textured in V-Joint Tbngue and Groove, Striplap, and bold 1/ro Thick Butt Bevd Sidirg patterns, offering a wide range of applications.

The oompetitirc edge is all )orns, naturally.

For immediate information on availability and the name of jrour nearcst souroe of zupply call:

Totl-Ilec Sdect Knotty H6l rins, l-|d{U0,{Tr:|Un. Simpson Timber C-ompany, Redwood Division, P.O. Box u69, Arcata, CA 95521-1169

Select Knotty Redwood

NEWLITERATURE

Group Preservatlon

The American Wood Preservers Bureau's "Quality Control and Inspection Procedures" is $15 or $10 ea. for three or more copies from AWPB, by calling (800) 445-3068.

Clay Rooflng Tlleo

An 8-p. clay roofing tile brochure is free from United States Tile Co., 215 E. Commonwealth Ave., Ste. lr, l;ullerton, Ca.92632.

Southeast Lumber Numbers

The 1988 Southeastern Lumber Manufacturers Association membership directory is free for the first copy, $2 ea. thereafter from the SLMA. Box 1788, l;orest Park, Ga. 3005 l.

It's Electrlc

A 52-p. electrical equipment catalog is free from Challenger, 508 Lapp Rd., Malvern, Pa. 19355.

Brass Accessories

A solid brass decorative cabinet and architectural hardware brochure is free from Colonial Bronze Co.. Box 207, Torrington, Ct. 06790.

Deck Line

An 8-p. brochure introducing TopDeck, a new line of redwood decking, is free from Simpson Timber Co., Box 1169, Arcata. ca. 95521.

Freight Claim Pin Ups

A series of 24 freight claim and security posters is $38 from the National Freight Claim & Security Council, by calling (800) ATA-LINE. Discounts are offered to council members.

Treated On Top

Information on Greenshingles, treated southern yellow pine taper-sawn shakes with a 30-year warranty, is available from the Texas Pine Shake & Shingle Association, Box 9, Conroe, Tx. 11 305.

Sllde On Your Drawerg

A drawer slide brochure is free from Delta, by calling (800) 238-3333.

Mld Range Llfts

"New 4,000 to 6,000 lb. Capacity Electric Lift Trucks" is free from Caterpillar lndustrial Inc., Box 739, Cleveland, Oh. 44017.

Ouallty Controlled

Timber Products Inspection's latest roster is available from TP. Box 919, Conyers, (ia. 30207.

See Tomorrow Today

How to join Sentry's Store of Tomorrow program is described in a free folder (form L-1341) from Sentry Hardware Corp., 2700 River Rd., Des Plaines, Il. 600 1 8.

All About Grout

An easy-to-mix wall grout technical data sheet (A-715) is free from Durabond, l0l S. Wacker Dr., Chicago, ll. 60606.

Plywood Library

An American Plywood Association publications index (form 8300Q) listing nearly 70 guides and aids is free from the APA, Box l1700, Tacoma, Wa. 98411.

Cleaning Up

A 68-p. bath design idea book is $5 from Kohler Co.. Kohler. Wi. 53044.

Speclal Treatment

"Protecting Wood with Borates" and "How to do Borate Dip (Diffusion Treatment)" are 2O-minute videotapes available free from F'orest Pest Management. Box 2680, Asheville, N.C, 28802.

Sunny Daya Inslde

"l)ream Rooms," a pocket-sized pamphlet illustrating skylit interiors, is lree from Wasco Products. Box 351. Sanford, Me. 04073.

Woodworker'g Notebook

Garrett l{ade lloodworking Tools

Catalog 1988, a nearly 200-p. paperback on the latest tools and accessories, is $4 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

Nall Pop Gontrol

A nail pop control brochure is free from USG, l0l S. Wacker Dr., Chicago, il. 60606.

Deck Talk

"Your tJltimate Deck," a 6-p. brochure on treated southern pine in deck construction, is free from Mellco, lnc. 906 Ball St., Perry, Ga. 31069.

Retail In Detail

Retailing Management, the 6th edition designed to help run large, multiunit retailing firms, is $42 from Management Horizons. 570 Metro Pl. N., Dublin, Oh. 430t7.

Flooring The Customer

FOR PROMPT SERVICE

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

A 2'7-min. videotape and a l2-p. brochure describing wood flooring and its installation is available from BiWood Flooring, Box 1'1276, Memphis, Tn. 38 1 87.

Scrap Wood Proiects

Small & Unusual Woodturning Projects, a 160-p. guide to turning scrap wood into distinctive eifts, is $12.95 from Sterling Publishing Co., 2 Park Ave.. New York. N.Y. 10016.

ClasEfied Advertising

CALIFORNIA investor wishes to purchase ongoing lumber business. Will consider forest products manufacturing (any species), kilning, fabrication plants, and lumber trade outlets. Write Box 80, c/o Building Products Digest.

Twenty-five (25) words for $19. Each additional word 65c. 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: $40 camera ready, $45 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 Products Digest, 45(X) Carnpus Dr., Suite zE0, Newport Beach, Ca. 926610. 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.

iillijt#lllltfiitii,:ii.i:iti!

|#i.tll.illli:tiit;.n##,tijit!.{.{ti{."fiynlllijg,l#l9l{.titfiit:;n.v..,.

IMPORT VINYL FTOORING

1500 rolls (90,000 square yards) 6' x 90' alt first quality. 12 patterns. $1.00 per square yard.

Shaw Wholesale Company

l-(800) 346-4231 Ark. (501) 761-6464

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

50 TIPS FOR YOUR JOB SEARCH

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

We staff industry leaders with professionals in manufacturing. engineering & sales. Salaries range lr6m $IS,OOO t5 $100,000*. Cal/ DAYTON VAN SLYKE at 501-285-6560. STAITING SOLUTIONS. 4505 N. Channel. Portland. OR 97217 All fees rnid.

When sending in o change of address pleose include zip code on both old and new addresses and eithet the old label or the inlormation from it. Thanks!

Classifieds Get Results

HERITAGE BUILDING SYSTEMS

INTERf,STED IN WEST COAST

CEDAR & REDWOOD ITEMS?

For sidings call Leonard Newman or Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 998-86B0. Please see our ad on page 4.

LOOKING

WE HAVE THEM AVAILABLE FROM 14'TO 42' IN 414 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6716'ON 1' MULTS OR CUTTO-LENGTH. SHRINK-WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE.

Watch for these ExciJing Issues 3n Coming Ilrlonths

June: Panel Products Special lssue

STILL BEST

Your March editorial broke new ground and certainly hit home. Your Ddgesl is still the best in the building products field.

Prul R. Ely

Paul Ely & Associates

5145 Raven Oaks Dr. Omaha. Ne.68152

THE BOTTOM LINE

Your February issue featuring cedar lumber and products was very interesting, particularly the feature article on Port Orford cedar.

1947 and one of my first jobs was with Van Arsdale-Harris Lumber Co. in San Francisco. One of the featured species offered by this company was redwood, with particular emphasis on all heart "tank grade stock" and all heart "stadium grade stock." In promoting these grades we featured the durability of the seats in Stanford Stadium as proof of the quality. I'm losing sleep every night thinking about my false sales pitch since reading your article.

At Van Arsdale we did feature Port Orford cedar also. We sold a good portion of the commons to Gumps for crating. They used it in exporting expensive art works and antiques. It was expensive crating material, but they said, "The magnificient cedar aroma had a paralyzing effect on the recipient and they always came back for more." The upper grades were used for paneling and decking, mainly for yachts and fishing vessels.

Please put my mind at ease and have your research department seek out the truth about Stanlord Stadium seats. I need my sleep.

July: Door Er Window Special lssue Moulding & Millwork Special lssue

August:

September: Hardware & Tools Special Issue

October: Hardwood Special lssue

It was pointed out that Port Orford cedar was used as stadium seat stock in several stadiums, mostly on the West Coast. Stanford Stadium was specifically mentioned. I grew up in Menlo Park approximately one mile from Stanford and it was my understanding that the 80 / 90,000 capacity stadium was built around 1925 and the seats were structed with redwood "stadium stock."

I started in the lumber business in

Dlstrlbution Trends: '77 -'86

A study analyzing ten years of wholesale building material distribution economic activity has been released by the National Building Material Distributors Association.

"Performance Analysis Trends" centers around firm performance between 1977-1986 in six areas: sales, profitability, profit margin, personnel productivity, asset management and financial management.

According to the report, the average distributor increased sales by 12.10/o in 1986, a ten-year high, with larger firms growing l.60lo points faster than smaller companies.

The industry's after tax return on net worth climbed 10.570/o in 1986, the best rise since 1979; return on total assets grew 3.760/o in 1986 from 3.330/o in 1985; total asset turnover rose to a ten-year high of 3.55 times in 1986, and the average firm's

B. P. Doyle l63l Terrace St. Arlington Tx.76012

Our research shows that the James L. Hall Co., San Francisco, Ca., specialists in seoting for outdoor stadiums & bleachers, provided Port Orford cedar for the seats at Stanford Stadium when it was renowted in the late '50s. Hope this solws your insomniaed.

return on assets in 1986 was .960/0, or a profit of under a penny per dollar of sales.

The highest profit firms were those found to have the lowest operating expense percentages, while low profit companies had higher expense percentages and lower warehouse gross margins.

Inventory is the largest of most distributors' assets, averaging 43o/o of total assets, resulting in high inventory turnover leading to higher profits.

As for accounts receivable management, the 1986 level of 38.5 days for collection is the best in several years.

The study is available from the NBMDA for $75 to Performance Analysis Report Club members and participants in the 1988 survey; $250 for other members, and $500 for non-members.

It ClllCAG0 lor the Home Center Show: (ll Carl Holland, Robert

National Home Genter Show'BB

A WEAKER U.S. dollar attracted A a growing number of foreign buyers shopping for American-made products to the National Home Center Show in Chicago, Il.

Exhibitors were equally pleased by the high percentage of top management and buyers from major chains attending the show. "Just about every big hitter in the industry came by our booth," said Jerry Sporich, Bruce Hardwood Floors, echoing a popular sentiment.

During the event, David Stanley, chairman and c.e.o. of Payless Cashways, was inducted into the Home

Center Hall of Fame. Stanley joined the company in 1980, building it from 78 stores with $383 million in sales to 1987's 194 stores with $1.77 billion in sales.

Finding exhibitors was easier be-

Story at a Glance

Big brass on hand for annual industry show. exhibitors hap py with traffic. David Stanley inducted into Hall of Fame.

cause of booth locator kiosks positioned throughout the exhibit halls. The Georgia-Pacific-sponsored service featured video screens which instantly displayed maps with booth numbers to find exhibitors alphabetically or by product category.

For the first time the display area expanded into McCormick Place North. where exhibitors seemed to be happy with the show traflic.

Bill Fishman, a home center consultant and a columnist for this magazine, served as master of ceremonies during the show, held March l3-16.

Allison lll. l2l Kurt Trochuck,Tom Welsh. l3l_Laura Schoepf, Kathy Arndt. l4l Joe Sample. l5l Bob Edwaids, lonir Snead, Bandy Gamiel, John Doll, Jerry Par-

lee. [6f Charlie Fidler, Smokey Riggert. l?l Chuck Johnson, Mike Dunkes, Bob Nurre. Tim See, Mike Sievers. l8l Robert Renfro. l9l Bruce McCord, Bill Horan. ll0l Bonnie Schirmers, Lou Enkelmann. llll Lany Zasowski.

ll2l Steve Layton, Pat Boyer. (l3l Paul Boerigter, Charles Wojan. ll4l Mark Reece. llSl Ken Turner. ll6l Ken Dahlgren. llTl Ken Williams, Durand Darbyshire.

Obltuarles

Hlram J. Colllns, owner of Ada Lumber Co. and Collins Lumber Co., Ada, Ok., died F'eb.23, 1988, of heart complications in Oklahoma City, Ok. He was 80.

Born in Stonewall Indian territory months before it became Oklahoma, he and his family moved 20 miles away to Ada when he was three weeks old. In 1927 Mr. Collins joined his father at P.B. Wilson Lumber Co., Ada. He bought his first lumber company in 1940 and renamed it Collins Lumber. He bought Ada Lumber in 1978 and remained active until his death, managing the firms from his hospital bed.

A prolific land developer, he was

New Moore's In Roanoke, Va.

As part of a $10 million upgrading of its 70 store chain, Moore's has opened a new flagship store in Roanoke, Va., and enlarged and renovated stores in Petersburg and Norfolk, Va., Charlotte and Asheville, N.C.

"The project shows our confidence in these communities and our commitment to better serve our target customers through updating and upgrading our stores," Norman Darrer, senior vice president and general merchandise manager for the Moore's Division of Grossman's Inc., said.

New fixtures and displays will be installed in most of the Moore's stores in a move to target themselves "as the store of choice for homebuilders and the homeowners and remodeling contractors engaged in home improvement projects." The new Roanoke store has 79,140 sq. ft. of selling space under roof and a 88,765 sq. ft. lumberyard. It will serve as a model for future Moore's stores.

News Briefs

lContittucd trotn page l6)

Gold Bond Building Products plans a second vinyl siding plant in Panola County, Ms....

I director of the Mid-America Lumbermen's Association and a charter member and past director of the Oklahoma Lumbermen's Association.

Mr. Collins is survived by his widow, Marguerite, two sons, two daughlers, two sisters, seven grandchildren, and two great-grandchildren.

Blll Rlchardson, president of Hill-Motley Lumber Co., Inc., Bowling Green, Ky., died Feb. 20, 1988, in Bowling Green. He was 70.

A native of Logan County, Ky., Mr. Richardson worked with Lewisburg Lumber Co., Lewisburg, Ky., before joining Hill-Motley Lumber 30 years ago, where he was soon promoted to junior partner. He retired December. 1987.

lay business in Orangeburg, S.C... . Empire Brushes, Greenville, N.C., has acquired most of the assets of Lorenz Housewares, Newbury Park, Ca.

U. S. Wholesale /nc. is now open in San Antonio, Tx., selling mill directs and So. Tx. from its DY, Mel Gallion, gen. mgr.; Bill Morgan, pres.; John Bishop, v.p....

Bulldlng Productr Dlgcrt

He served as chairman of the board and was a former president of the Kentucky Lumber & Building Material Dealers Association.

Mr. Richardson is survived by his widow, Mary, two daughters, and two granddaughters.

Decolam, Inc. has acquired the Georgia-PaciJic decorative over-

imately $2,700 in a burglary at

thestore...

Tarkett, Hardwood DivisionNorth America. Johnson City, Tn., is celebrating the 90th anniversary of its predecessor, Harris Mfg Co....

Robinson Lumber Co.'s Hq. in New Orleans. La.. received an American Institute of Architects' award for "opulent use of wood in the entrance area" fire caused an estimated $1 million in damage at the Williams Brothers Inc. conuete production facility in Birmingham, Al. ..

Skil Corp. is celebrating the 50th anniversary of the Skilsaw

Mac lvey, president of lvey Lumber Co., Mansfield, La., died March 15, 1988, in Mansfield after a lengthy illness. He was 50.

A native of Louisiana. he founded lvey Lumber in 1967 and later opened DeSota Builders, Mansfield. He served on the board of directors of the Louisiana Building Material Dealers Association.

Mr. lvey is survived by his widow, Jo, his parents, three daughters, and four grandchildren.

Enterprise Computer S/slems is the new name for Aid in Management, Greenville, S.C. . . Dalaline Corp. is now called Convergent Building Material systems.

Selllng to the wEsr2

Plus Alaska and Hawaii

lf you sell into theWest, orany part of it, we can help you get across yourmessage.

The Merchant Magazine covers all 13 Western states. Founded in 1922, it has been the listened to voice of the industry in the West for more than six decades. Our longevity also proves we can get an advertiser's message to the important trade factors better than any other medium. And at the right price.

Our paid circulation is nearly 5,000; a remarkable vote of confidence as these industry influentials also receive at least four or five free magazines monthly. The Merchant's paid circufation tells you

clearly which magazine Westerners read.

The Merchant's unique blend of news, merchandising and marketing information, salted with personal news and notes and seasoned to the Westerners' taste reaches an audience of home centers, home improvement centers and lumber dealers as well as the wholesalers, distributors and jobbers that back them up. The Merchant, incidentally, is the sister publication of Building Products Digest.

You can count on reaching the market in the West through The Merchant Magazine. Call today, you'll be glad you did.

PffiSSUNFINIffTD

Pn0lffiln0il

ltil$oullll0Y0u

When lt comes to bulldlng sales with | ,ilT-ffi |

products.

and looking thelr best. And we can meet New South products, the proflts really | /Elt6dJ vour demandg Qr a wjdq range 9f stack up!That's because quality is the | ^g4LiI pressure-treated proclucts, clearly Numbeir1prioriwineverwhingwemake,t.TmarkedwiththeyellowNeu,south ffom oursouthem Pine dlmenslon lum- E osmose 40 Year Limlted warranty. berto our osmosso pressure'treatecr E

your operation may be. W€ want to be plantsfrom thetimberland through delivery.We yourpartnerin profitstohelp bullclyourbusiness also offeryou the added convenience of shipping like never before! mixed loads ffom our broad inventory of treatecl So contact us today! And watch your sales

lic ensure top qualiry $andards, our -

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ro boosr your sales no matter what size people stay cleeply involved at all our -

Nsrv South pricles itself on produc6 ffom the largest producing, packaging and .nr., indepenclent manu33'tfii?'i:"'#fl,8$ Lr i#?,trJffiil"J.?3H'Iil9" youryard on schedul.l

united states!