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All it takes is a litde irvestment - and a single source supplierwith all the selling power of \Teyerhaeuser
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Tr fill your displays,Vb'rrerhaeuser ne\€r stops innc vating- adding to one of thewidest selections in the indu tqr fhis year, qzere adding "Field and Streaml' another < the immensely popular scenicsVeyerhaeuser pioneere< Pickyour orn'n favcrites, or let our Fordolio Pad<age fi"ll your aisles with a cor€ group of prcnzen winners. Something for elery customer. And erzery price poit Hoqr our Fortfolio packs more customers into ttie market.
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Edllor Juanita Lovret
Ar3lrl.nt Edltor l)avid Koenig
Contrlbuilnt Edllors
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Shlf Arllsl Mary ( ooper
Clrculrllon l.ynnette A, Perkins
lluilding Products l)igest is published monthly at 45(X) ('ampus l)r., Suite 480. Newport lleach. ('a.92660, phonc (714) 852-199{), by ('utler l'ublishing, lnc.
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BUILDING PRODUCTS DIGEST is arr indcpcndc nt vr xned pub I iut iot f n' t hc rctai l, wluilcsttlc tuul distibution levcls rfthc luntber utd lunnc cerlcr nwrkels itt 13 Southcrtt statcs.
1989. ('utler Publishing. Inc. (-over and entire conlents are fully protected and must not be reproduced in any manner without writ(en permission. All Rights Reserved. Building Products
For the Dealer:
Top quall$ seasoning and milling for uniform consistency of stock.
Top selection of decklng grades in pulled to length unlts up to 20'.
Top protection of stock in translt and storage wlth sturdy, branded unit wrapplng.
Top reltability ln scheduling and dellvery.
Top notch promotlon support.
Top sell-up opportunlty to offer quall$ and affordablllty at a full margln of proflt.
For the End User:
Top quality at affordable prices. Tops in appearance and stablllty with outstandlng resistance to warping, cupping, splltting and checklng.
Top natural resistance of redwood heartwood to rot, decay, and insect attack.
Tops in holding palnt and stalns.
Tops in nail holdlng and workabillty.
Tops for famlly use with no added toxics or chemlcals hazardous to children, pets or plants.
lltHEN THE environmentalists first proUU posed locking up thousands of acres of timberland to save a few spotted owls, it was so ludicrous it was almost funny. But no one's laughing any more. As with so many environmental controversies in every part of the country, the spotted owl conflict in Oregon and Washington soon began to sound like something out of Alice in Wonderland.
Preservationists demanded that each pair of breeding owls deserved 2500 acres of their very own. And there are hundreds of pairs. Amazingly enough, this was said with a straight face as they continued to insist the species was threatened with extinction when responsible surveys show as many as 5,000 owls are alive and well and living in a wide variety of habitats throughout the Pacific Northwest.
The fact that fulfilling their absurd wishes could cost almost 21,000 people their jobs was quickly and coldly brushed away. Preserva-
tionists don't seem to care much about people. The unemployment, family disruptions, vanished life savings and general heartbreak among those tossed aside to save the owls are not their concern.
Using their lawyers in a cynical and unfair manipulation of the legal system, the environmentalists shut down timber sales on thousands of acres. The job losses immediately began to ripple down through the system.
It has to stop. The people losses are too great. While we don't want to see any species in the forest become extinct, we also don't think plants and animals and birds are more important than people.
This isn't an economic argument we have with the environmentalists. Our concern is the protection of our citizens from unfeeling elitists with perverted priorities. People come first. Then we'll do what we can for the plants and animals. And owls.
TPl, SPIB, AWPB, UL quality programs
Lumber, timber & plywood treating
TSO available o 4 million ft. in stock
Distribution from Rockies to East Coast Dallas distribution center and rail yard Company trucks & rail shipments
40 acre mill site oTwin 80' rylinders
Chipmill, sawmill, chip & canter
12 acre rail yard o Planing mill & reman. Steam kilns & co-gen,
A new high tech southern pine sawmill so advanced as to be the first one of its kind in the south is planned by Curt Bean Lumber for its Glenwood, Ar., facility.
The mill will produce standard domestic dimension items and selected export lumber. Operations are expected to begin in late spring/early summer of next year.
The machinery is very much state-of-the-art. Kockums CanCar is supplying the majority of the mill's machinery. Included will be a dual
The first unit in a sporting goods warehouse super store division developed by Builders Square, San Antonio, Tx., has opened in Madison Heights, Mi.
Twelve departments will offer equipment for recreation, exercise, sports, athletics, teams, hunting, fishing and camping. Prices will be on a two-tier format for members and non-members.
end dogging system with in-line twin band and vertical arbor gang edger; 6 ft. vertical twin resaw; 6 ft. single horizontal resaw; and Autopos optimizing system with three saw reman edger.
The various components of the existing sawmill will be available for purchase after the new mill is fully phased in.
In addition to manufacturing a full line of southern pine products, Curt Bean Lumber is one of the largest producers of treated southern pine items in the United States.
Yale Security Inc., Charlotte, N.C., has a security products road show visiting U.S. distributors.
Charles E. "Chuck" Charter of Yale Security is conducting the three hour presentation of security products.
Atlanta, Ga.; Dallas and Houston, Tx., Denver, Co.; Albuquerque, N.M.; Los Angeles, Ca., and Seattle, Wa., are on the schedule.
Police are seeking the home center industry's help in capturing a gunman suspected of at least 12 home center robberies since 1987.
Home centers are being called upon to provide any information on the l8-month string of armed robberies at Payless Cashways, Lowe's and other chains in Texas, Oklahoma, Kansas, lndiana, Tennessee and Louisiana, the police confirmed.
The suspect is described by police as about 6 ft. tall, 220 lbs., with a dark complexion, southern accent, wire rim glasses and often wearing a blue baseball cap.
During the most recent robbery, a Jan. 12 holdup of Lowe's, West Monroe, La., the man asked to speak privately with the manager. When the suspect got the assistant manager behind the closed door of the back oflice, he pulled out a gun and demanded the money from the safe, according to police reports.
The assistant manager put five bags of money in a light bulb box and wrote up a receipt for the light bulbs. The suspect carried the box out the front door, police say.
You can actually make a profit selling lattice - instead of just trading dollars on so-called "economy grade" - wtth a
ay back in 1751, a Scandinavian namcd Swan Alvcrds<ln deviscd thc first sct of w<>rkablc lumbcr grading rulcs. And cvcr since, buildcrs, architccts, distribut<lrs, and othcr purchascrs <li c<>mmcrcial lumber havc relicd on uniform grading to tell thcrn which lumbcr is right f<rr which application. Thc consumcr may ncvcr nced t<l kn<lw. but thc oros sure do.
Let's talk shop.
Unif<>rm grading is the "comm<>n language" of the lumber industry. It sets a standard among mills that manufacture similar species. And it gives buyers and scllers <>f lumber a point of reference for negotiating prices and placing orders important, because the vast majority of made over the phone-or over the inspectkrn of the product.
That's today's sales are fax-without visual
Lumber manufacturers voluntarily adhere to standards set forth by the American Lumber Standards Committee, and published under procedures established by the U.S. Department oi Comme[ce. The various regional associations, including Vestern Vood Products Association and Vest Coast Lumber Inspection Bureau, further define these standards into specific grading rules for use by their member mills. Not surprisingly, different sets of rules have been developed for grading framing and finish lumber. Framing lumber rules place top priority on the strength of the product. For finish lumber, appearance is the prime consideration, and the lumber is graded based on the appearance of the best face
Grading is an art.
Despite all the rules, lumber grading is still more of an art than an exact science. Since appearance grading is based on a visual inspection of each board, the experience of the individual grader is a major factor.
To compensate for the "grader factor," the industry's grading rules have set the acceptable "below grade" tolerance at five percent per unit. P&M Cedar prides itself on maintaining an even stricter tolerance on the percentage of lower-grade material permitted within its CedarPro@ product lines.
P&M Cedar's grading rules f<rr kiln-dried CedarPr<r lnccnse Cedar Siding and Decking are strictcr than industry standards. Becausc t<xJay's customers demand more. In an in-depth market survey, users and consumers of siding and decking prcclucts told us that thcy want products with a premium installed appcarance plus consistency from unit to unit.
P&M responded. Vith quality-oriented manufacturing processes to cnsure premium finished appearance. And a more stringent set of finished-product grading rules to ensure customer satisfaction, Each CedarPro Siding and Decking product has been developed to satisfy the performance requirements of a specific application, rather than a general grade rule. These stricter, intended-use standards give CedarPro users the benefits of predictable performance, simplified installation, less on-the-job waste, and natural beauty that will last a lifetime.
To earn high marks with your customers, put the complete line of CedarPro products to the test. Just contact your CedarPro retailer or distributot or call P&M Cedar Products today at 2091957-6360.
CedarPro's Stricter Grading.Dlstrlbutors
NORIIIEAST
GEORGE MCQUESTEN CO
Iron Horse Park
North Billerica, MA 01862
(617) 663-343s
MID.STATE LUMBER CO.
2OO Industrial Parkwav
Branchburg, NJ 08876
(2Ot\ 72549no
SOUTHEAST
FURMAN LUMBER CO.
8960 Hmkels Ln.
Annapolis Junction, MD 2O7Ol
(3Ot) 792-2234
EARL RAIFORD LUMBER CO.
PO. Box 5498
Asheville, NC 28813
(7O4) 253-s667
EPPERSON LUMBER SALES. INC.
PO. Box 1559
Statesvilfe, NC 28677
(7O4) 873-4321
WOODFORD PLWVOOD
PO. Box 1731
Albany, GA 31703
(912) 883-4sO0
lqgches in Alabama, Georgia & Florida
ITKE SIAIES
EMPIRE WHOLESALE
PO. Box 249
Akrcn. OH 44309
(216) 434454s
DETROIT FOREST PRODUCTS
35135 Glendale
Livonia, MI 48150
(313) s22-O610
BOEHM.MADISEN
N16 W22IOO Jericho Dr.
Waukesha, WI 53186
(4t4) 5444ffi
T'PPER MID WEST
CANTON LUMBER CO.
PO. Box 9328
Minneapolis, MN 55440-9328
(6t2) 425-t40o
WEST
ALL.COAST FOREST PRODUCTS. INC.
PO. Box M
Chinq CA 91708
(7t4) 627-85s1
ALL{OAST FOREST PRODUCTS. INC.
End of Railroad Ave.
PO. Box 9
Cloverdale, CA gil2s-OOOg
(7O7\ 8944281
CEDAR WEST CORP
P.O. Box 5224
Denver, CO 8o.217
(3O3) 294-9lol
(R OCIETY is looking lor instant tJ gratification, according to the behavioral scientists. and manufacturers of outdoor amenities are working hard to please them.
Instant decks, gazebos, lattice panels, outdoor furniture, children's play equipment, planters, fences, posts and trash can corrals are among the basic items coming in a box or bag. The ready-to-assemble components, packaged for easy handling, are good d-i-y products. Some of the box kits are complete down to the screws and drill bits needed for assembly.
Convenience comes in two forms. Some products are packaged as kits. Others come as single components to allow the homeowner to pick and choose and assemble as he wishes. Either way, the products are aimed at making the do-it-yourselfer's job easier. Minutes instead of hours or hours instead of days are the norm for putting together projects using either a kit or pre-manufactured parts.
For example, a western cedar gazebo in a choice of l0 ft. or 12 ft. diameter comes in a neat, knockdown packaged kit, easy to handle, stock and display. Fully pre-cut, it can be assembled by two d-i-yers in less than half a day. A pre-fabricated pressure treated southern pine deck put together with already assembled slat panels is equally fast. These panels also can be used for steps, benches and spa surrounds.
Many dealers have set up a
system to utilize their own employees to cut and assemble materials for decks and other outdoor projects. They package these inhouse manufactured kits with plans in various sizes and configurations and materials. The additional amount they are able to charge for the preparation makes it more profitable for them. The buyer who finds it a convenience and timesaver is willing to pay extra.
How dealers are getting involved in a number of various products in the exploding outside market... some examples and how they can tie in with merchandising and marketing plans.
Dealers find it easy to erect a sample display showing just what the assembled product will look like. A look, touch, tryout model attracts lots of attention and sales, according to dealers.
Dealers interested in merchandising packaged kits and components can investigate those offered by Universal Forest Products, T. R. Miller, Nulines, Inc., Liberty Lumber Co. and Weyerhaeuser, among others. Dealers interested in making their own kits can obtain plans from the various associations or plan books to use as patterns.
A DEALER considering adding Fl or expanding a nursery section will probably find the positives outrank the negatives.
Probably the biggest plus is the impressive number of dollars being spent each year for lawn and garden products. Retail sales for these in 1988 were an estimated $15.518 billion.
A National Gardening Association survey conducted by the Gallup Organization reported 760h of the 9l.l million households in America (an estimated 69 million households) undertook one or more indoor or outdoor lawn and garden projects. U.S. households spent an average of $227 on gardens and lawns in 1988.
On the negative side, 1988 retail sales of these products lagged l0% below 1987 because of the widespread drought. Average temperatures in many areas were the hottest in 50 years. Weather probably has the most negative effect on lawn and garden sales.
Live plants including bedding plants, tropicals, balled and burlapped and container grown stock provide good margins and turns. Not price competitive, they average double or triple return on investment.
Although the sales of seeds, plants, bedding shrubs and trees and related products such as mulch, bark, insecticides, fertilizer, plant food, weed killers, tools, irrigation systems and containers are Pluses, display and care of a fragile, perishable live inventory can be a negative. However, many home centers have arrived at innovative solutions.
One dealer combines displays of green goods with outdoor furniture displays. Another maintains a constantly changing display of seasonal flowers beds at the front of the store.
combining landscaping and display. Another sets colorful flower bowls on the counters in the information and checkout areas. One innovative garden manager set up a trellis at the store entrance to display vines and hanging pots. Eyecatching signs tell customers where they can find these items.
Ways to get in on $15 billion in sales. proven solutions to possible problems...techniques for maintaining green goods and attracting buyers...
Huge massed displays of garden products near the entrance or in the main aisles can remind customers
that the store has a lawn and garden department. They also are good impulse sale items.
Watering and maintenance must be consistent to keep the inventory fresh and inviting. Many stores have solved the problem by having a part timer who does nothing but water and groom plants. Retired people with intensive gardening experience or horticulture students are perfect for these jobs.
The seasonality of a garden shop requires extra effort for retailers in areas with extreme weather fluctuations. When stores can no longer sell annuals and shrubs sensitive to cold, they turn to winterized products, emphasizing houseplants, tropicals, Christmas trees, poinsettias, trim-atree, holiday items and equipment to deal with snow. Others use an outdoor area with overhead covering during the planting season and close it off in winter.
Sales people able to answer questions about plants and give gardening advice are invaluable. Some stores hire a trained horticulturist. If this is not possible on a fulltime basis, a specialist can conduct clinics or be on duty as an answer man on weekends. Many garden chemical manufacturers make such people available as a promotion for their products.
Industry statistics show that on average home centers devote just a little over 80/o of their selling space to a lawn and garden department with a GMROI of almost 1.75. Lumberyards with d-i-y clientele allot about 4o/o of the sales floor to lawn and garden with a GMROI of 1.67
GALES of outdoor living prodtJ ucts continue to grow each year.
Last year 7 million more households bought outdoor furniture, accessories and barbecue equipment than the year before. Approximately 33 million families made purchases for their decks and yards.
The addition of new and more attractive products each year is predicted to keep these figures going up. Manufacturers continue to upgrade and improve barbecues, outmoding those families presently own. Outdoor furniture is changing with the addition of pressure treated wood and molded resin as well as more stylish redwood and powder-coated aluminum products.
But how does a home center compete with the patio shops in mer-
chandising these products? A survey of dealers with successful outdoor living departments showed that since it is nearly impossible to stock every new style, most select a representation. They are careful to select styles, quality and price consistent with the demographics of their customers. A few offer the option of catalog orders.
Displays depend upon the amount of space available in the store. Most stores adapting techniques used by the specialty shops say that it pays off in more sales. Their displays frequently include accessories including glasses, outdoor dishes, place mats, plants and flower arrangements. Many times they create small vignettes, giving the impression of an outdoor deck. This makes it easy for customers to visual-
ize themselves relaxing or entertaining with the furniture, several dealers commented. Most agreed that this kind of display sells more merchandise.
Several home centers with very little room for a seasonal display have been successful in condensing a setting into a smallarea, usually near the front of the store. One manager has found that risers help him to show more merchandise in less floor space.
Other merchants said that they place groupings at points where aisles cross. They feel these invite cuslomers to pause for a moment of relaxation while testing the comfort of the chairs and lounges. A few dealers set up an outdoor section near the front entrance, on a model deck or in the yard, especially on weekends. They advise that a salesperson be available to keep an eye on the merchandise and answer questions.
One very large store devotes an entire department to outdoor furnitures and barbecues during the spring and summer. They are able to display an average of 12 different groups in various styles. Stacks of packaged umbrellas, cushions and accessories are arranged around the perimeter of the display. They have built a reputation for having these to refurbish old furniture. "The easy accessibility and convenient packaging makes them good carry out items," a salesperson commented.
Cross merchandising plants and outdoor entertaining items with outdoor furniture does more than make the displays attractive, according to most dealers. If available in nearby displays, accessories frequently sell as impulse items.
Store advertising must include outdoor furniture and barbecues to make customers aware that they can buy them as they shop for home improvement or lawn and garden items, one manager emphasized. Durability, comfort and price are good benefits to stress.
How to get into a growing market. suggestions for displays, advertising...techniques dealers use to make more sales.
Fl begins to bloom, more and more home centers are discovering the advantages of sprouting bigger and better lawn and garden departments.
According to a nationwide survey by the National Gardening Association, each year more home centers are carrying garden products with the number of nursery products sold on the rise.
In turn, Scotty's, Winter Haven, Fl., has begun a chainwide expansion of its nurseries. About 30 stores have thus far been revamped and a number of others lined up for this spring, according to Ron Russell, vice president of marketing services.
Scotty's would like to expand all 163 locations, "but there are property limitations," says Russell. "ln expanding the garden departments, we are taking up part of the yard or in some cases the parking lot. At some stores, site restrictions won't permit that."
Although a variety of new products will be added, such as a larger selection of fertilizers, the focus is on live plants. Some bigger stores may carry indoor, outdoor and silk plants, while smaller units may stock only landscaping plants.
Previously, Scotty's had carried a large growing stock only during holidays. "Live plants are something we've been in and out of in the past," says Russell. "But if you're in the state of Florida, the live plant business makes good business year round. And the supply isn't very hard to get at all."
HouseWorks, San Antonio. Tx.. is also on the move. Says Bob Deal, green goods buyer for the 45-unit chain: "We've expanded our lawn and garden departments, become more aggressive and tried to give the customer a better deal for his dollar. We're trying to get more out in front of the store, giving a presentation
our customers can see as they drive by our stores."
In addition, the chain has been holding a series of home gardening clinics, each Saturday in a different area. HouseWorks' Kenner, La., store, one of the first clinic sites, had on hand "lawn and garden chemical experts, growers from some of the area's largest nurseries, a U.S. Department of Agriculture agent, and representatives from power tool companies discussing maintenance of the garden and lawn," says manager Justin Miller.
How Scofty's and HouseWorks are mainstreaming the trend to expand nurseries. . what their experiences have been in products, plants, people and the competition... why inventory varies with area.
Demonstration gardens are built in each parking lot, showing how to start a garden, how to set out vegetable plants and how to put in seed. Truckload bargains are offered on top soil, stepping stones, landscape timbers and bedding plants. Houseplants are repotted free for any customers purchasing new pots.
Deal has found response to the clinics to be "outstanding. Providing that level of expertise builds business four fold over. It also lends credibility to your program. You can't just have the product. Nurseries have an advantage over home centers in that their sales help is made up of nursery-type people. The experts (at our clinics) help
customers and also provide valuable training to our employees."
But the company must cater the program and the product mix at each store to the area. "We listen real well to what our customers want, and tailor our stock to the customers and climate of each area," Deal says. "The shrubbery we carry in Dallas is different from the shrubbery we carry in New Orleans. We also pay attention to the agricultural extension services, where homeowners often turn. People usually know what they'd like in their yards, but they're not sure where to find it, how to grow it or what exactly is suitable for the area."
To keep tabs on all the stores, Deal has established a network of nursery coordinators. They regularly report on what's growing and going over in their region.
And for home centers recognizing the nursery boom, everything's coming up roses.
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ONSUMABLES, items that customers replace as they're used up or wear out, can be the bread and butter of a home center's business.
Often low ticket items, they usually have high margins. Because they are inexpensive, customers buy them without much thought, frequently as impulse items. Easily visible displays of consumables in the aisles, on end caps or near the checkout counters can stimulate unplanned purchases or remind a shopper that he needs the item.
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Many outdoor living and lawn and garden products are consumable, needing to be purchased at least once each spring or summer. Supplies of insecticides, plant food, mulch, bark, fertilizers and pool chemicals are exhausted and replaced regularly. Fresh maintenance products for decks and outdoor furniture are required each season. Annuals and seeds must be bought each spring.
Ways to promote sales of consumables suggestions for improving impulse sales tactics to keep customers shopping longer, spending more.
A shopping list of consumables can keep a customer in the store longer as he goes from section to section to pick up various items. The longer the length of time spent in the store, the more items purchased, according to the Russell R. Mueller Retail Hardware Research F-oundation. Their studies point out that keeping a customer in the store longer than l0 minutes will pay off in the number of impulse items purchased and the amount of money spent.
The hypothetical shopping list accompanying this article highlights many outdoor living and lawn and garden products purchased annually or repeatedly during the spring and summer season. These are some of the products to display prominently at point of purchase, on end caps, pallets and dump bins. Cross merchandise them in addition to cultivating impulse sales by locating them in high traffic areas.
Increasing the sales volume of these high margin items is sure to help your bottom line.
I\ EALERS who think lattice is l, the same old familiar product that's been around for years haven't done their homework. There have been some changes.
Always a popular product with builders and homeowners, especially d-i-yers, lattice is on its way to becoming a popular product with dealers. However, some dealers are still unimpressed with its potential. As one put it, "l get rid of a lot of lattice. Most of it is swept out the back door as trash."
The dealer who believes this needs to get with it. Super, heavy, tough and durable are replacing the words often used to describe lattice in the past. Products designed to be durable with little maintenance are earning a new reputuation for lattice.
Much of today's lattice product is made of pressure treated southern pine or western wood, cedar, redwood,Douglas fir and hemlock/pine.
Several manufacturers including T. R. Miller are producing super duty lattice using pressure treated material. Wider than average slats are being used as well as the traditional narrow slat. Measuring2t/2" in width, these have a thickness of approximately l " at the intersection where the slats cross. Manufactured in a 4x8 panel, the material carries a lifetime Wolmanized guarantee against wood rot and decay. It can be used for fencing as well as lattice.
Burns, Morris & Stewart also produces lattice in treated southern pine. Both their treated and untreated lattice is glued as well as stapled at the intersections. Panel sizes are 4x8 and 2x8.
Woodway by LWO Corp. offers either a square or diamond design in regular or heavy strength as part of their quality program. Cedar, redwood, Douglas fir,hemlock/pine and treated woods are available.
Vinyl lattice is fabricated with foamed polyvinyl chloride with joints chemically welded. White or colors are available, eliminating the need for painting. A special heavy duty product is made for use subjected to loads and impact.
Although vinyl lattice sells for about a third more than wood lattice, "retailers turn their inventory as frequently as 25 times a year and make gross profits up to $1,380 per net square foot of floor area per year," according to Susan Boyd at Cross Industries in Atlanta, Ga. The product averages 800/o repeat customers.
New lattice products more durable, easier to sell pressure treated material carries lifetime guarantee...vinyl eliminates painting, maintenance.
An estimated 9 million panels of lattice are used each year in outdoor applications such as porch and stair railngs, fences, arbors, screen walls and foundation screens for houses and mobile homes. With new, improved products and quality control, this figure is due to grow.
If a dealer's not part of the profit picture, he needs to do his homework.
Suttt.v's lnt'., Wintcr llaven, [i1., has appointcd a contntittcc ol' board members to considcr a $125.7 nrillion buyout oll'er lionr (ill-lnno-RM .\.4. ol' llelgium (GIR Grculrl which currently h<rlds about 42'th ol'the 14.7 nrillion shares outstancling
Mt'('tt.y,'5 ('orp. will opcn ir Mt('os,'5 lluildirtt: Suppl.v ('cntcr in Mission, l'x., this spring .'l'|rc Patv' ('o. is invesling ntorc than $2 million preparing a leased building in Asheville, N.('., f<lr its 8th store .
I{onu' Quurlers will movc its corporate Ilq. to larger of fices in Virginia Beach, Va. I'lt'chirtq4u plans 1o construct a I[ornc Quur' ters lMarelrcu.se .Slore in l)enbigh, Va., for opening next year . .
Lowe's has relocated its Boone, N.('.. store. increasing its square fbotage to 4(),000 (see p. 29 for story) . . litxu,orth-Gqlbraith Luntber Co. is rebuilding the McKinney, Tx., store destroyed by winds and rain last fall
Grossman ls, which is spending $19 million to renovate M(torc's stores this year, has hired .Sltcarson Lehmon Hutton Inc. to evaluate the possibility ol'selling part of its holdings .
Moore's BuildinSa .SttPPlies. Petersburg, Va.. held an appreciation night for its suppliers with 400 attending.
Pointe Coupee Lumher Co., Lafayette, La., is adding new lines and expanding inventory . . . One-Stop tsuilding .Suppl.v, Demopolis, A1., anticipates a 15,,,20% sales increase as a result of recentexpansion...
lliunnnn lluiklinti Matarials, l)ass ('hristian, Ms., is dissolving lirllowing thc death ol' owner llarry Wittnrann ... lJuilc.v' Lutrthcr (\t. is closing its Wythevillc. Va..storc...
lluntlt, l)utt l)o-lt- l'rturscl.l llorrtr' ('(nt(r.\ in l:ulcss and Arlington, 'l'x., arc bcing closed by parent co. ('lrunn<'l Ilomc ('cnt(r.\... 14/itkes Lumbrr ('0., Monroc, I-a., is preparing to close
An unknown thiel'stole $5(X)0 in cash fionr the ofllce sal'e at .S'r'rr//yls I tu rdv,a rt'. (lharlotte I Iarbor, I;1. Lowc's <Jisplayed its lawn and garden line at the Somerset-Pulaski Area I Iome lluilclers Ilome and Product Show . . lilit'kts Lunbcr ('o. hatl a l2xl2 fi. kitchen and a l2xl2 fi. deck display in the llirrningharn, Al.. Spring llorne and (iarden Show. ..
Modern lluildcrs llome ('attler, Mountain View. Ar.. celebrated its 25th anniversary last month . Whit Davis ltunbcr. Jacksonville. Ar.. had a 36th anniversary celebration on April I . .
Wickcs Lttnber ('o. stores in Northport, Al., and McAllen, Tx., are anlong the 25 Wickes outlets with the besl overall business performance improvement lastyear...
lSelN,ood U..5. 4., Tylertown, Ms.. is restructuring, taking the name Walthall Wood Works.
Linden Lumber Co., Demopolis. A1.. has a new hardwood flooring plant . 4lamo Forest Produt'ts, San Antonio, Tx., has opened a Portland, Or., sales office...
.\trinxlelktv' l.umbar ('o., Birnringham. nl., has acquire; I.aadcr Ittnbcr, /nt'.. l)allas. T' (sce p. 29 lbr story) . .
I) und I Woul Pnxlucts.Ty, town. Ms., has addcd it new plar cr and a lattice panel div.
.lllison Pole ('o., llillister, Tx., has been acquired by Texas I'ucilic Wood Protlut'ts. Livingston. Tx. (see p.23 for story)
(ttrt Rcttrt l-unber Cb.. Glen, wood. Ar., plans to build a new mill (see p. 7 lbr story) Mac Millun Rloedcl Ltd. will opell,,:,'a waferboard plant in (lolbert, Ga., this sumnrer . Weslvrottd Fttrcst Products, lnc., has moved to larger quarters in (ireensboro, N.C....
.\t. ('harles ('ompanics. Washington, I).C., which has acquired Whirlpool Kitt'lrcns, lrt'., will locate headquarters in the Tidewal.er area of'Virginia
('hantpitttt hzrs addecl new equipment at both Citronelle, Al., ancl Camden, Tx., operalions
The buyoul of GAI'' ('orp. by Samuel J. Heynran, chairman and ceo, and a management group has been completed . . 4rrowootl Tet'ltnologies ftlc.. Roiboro, N.Cl., is being purchased out of bankruptcy for $6.3 million by Fibrehonrd (brp., Concord.Ca....
.San Antonio Hoo-Hoo Club No. 20 reactivated with more than a dozen members initiated at,,the LAT convention; pres. PhilCocks and former pres. Carle Halle were, on hand . . . May has been designated National l{ome Decorating Month . ::a::,.
Housing starts far March (latest figs.) dropped 5.41t/o to a seasonally adjusted annual rate of 1.4 million units . single family starts slumped to an annual rate of 994,000 units; multi-family to an annual rate of 403,000 building permits fell 13.1oh
\ \r\-\')',)/(.-- ]rrl) o.,\r'l r--,] rl(.ll{J lC\h/ 5; L.',) n' J I .l aLl b.' ttftlffi{fllillltttfrt'ttffitftt fiw&l'liibTv?i
Palco redwood decks. fences and garden shelters are as dependable as they are beautiful. Redwood stays straight and flat, and it takes and holds finishes longer than other woods.
Redwood heartwood is naturally resistant to insects and decay and has none of the toxic chemicals found in treated woods. Palco redwood deck grades look better, last longer and cost less than most people think.
Redwood performs naturally and provides safe surfaces for sunbathing and picnics without the presence of toxic chem icals. Chemical treatment orotects onlythe outer portion of the wood, while the decay resistance of redwood heartwood is present throughout, protecting sawn ends and nail holes.
Palco redwood deck grades provide the best value and performance available. People are often surprised to learn just how affordable redwood quality is. Careful choices about knots, seasoning and grade go a long way toward reducing the cost of a deck. There's a grade for every project and every budget.
Palco's air seasoned redwood lumber has the bulk of its moisture removed making it lighter, easier to handle and improving its weathering and finishholding ability. With air seasoned redwood, joints will stay tight and decking will lay flat. Palco's natural air seasoning process gives the lumber a brighter appearance and increases redwood's natural resistance to warping and checking.
Palco redwood has little or no oitch or resins; so it is easy to drill, shape, saw and nail. Unlike treated wood, it needs no special handling or disposal.
Redwood products weather beautifully. With proper installation, as outlined on the back of this sheet, redwood decks, fences and benches will provide lasting enloyment year after year.
Palco deck grades are listed below by heartwood grades, resistant to decay and insects, and sapwood grades, suitable for above-ground use. Heartwood can be used for posts and joists while sapwood is best used above ground for decking.
PALCO DECK GRADES
Heartwood Sapwood
Clear All Heart
B Heart
Select Heart
Construction Heart
Merchanlable Heart
Clear
B Grade
Select Construclion Common Merchantable
Palco's standard sizes of redwood deck grades include 1x4 through 1xB;2x4 through 2x12: 4x4,4x6, 6x6 timbers.
Economical random length lumber can be used for deck surfaces because redwood deck boards staY straight and flat.
For the best performance, all redwood garden projects should have a finish applied. Brush application ts recommended. Left unfinished, redwood will gradually fade to a gray color.
Verticalgrain pieces should be used for hand rails and bench seats. Flat grain pieces should be placed "bark side upl'
Use stainless steel, aluminum or top quality, hotdipped galvanized fasteners. Pre-drill nail holes at board ends to prevent splitting; drive nails at an angle for best holding. Use a natl as spacer between deck boards. Joints and large knots must fall on ioists.
For a most natural finished appearance, use two coats of an organic solventbased clear water repellent that contains a mildewcide and re-apply about every 18 months. To get an immediate weathered appearance, a bleaching oil can be used. To achieve a durable color tone finish, oil-based, semitransparent or opaque stains should be used. For best results use a stain containing a water repellent and a mildewcide.When staining decks use stains specifically formulated for that purpose. For best results, follow manufacturer's instructions and recommendations.
Carolinas-Tennessee Building Material Association - May 10, Section 89 seminar, Charlotte, N.C.
Hardwood Plywood Manufacturers Association - May l013, annual spring convention, Westin La Paloma. Tucson. Az.
Wood Truss Council of America - May 12-13, board meeting, Hyatt Regency Hotel, San Antonio, Tx.
National Kitchen Cabinet Association - May 14-17, annual convention, The Cloister, Sea Island, Ga.
National Hardwood Lumber Association - May 15-19, hardwood grading short course, Southeastern Lumber Manufacturers Association, Montgomery, Al.
Carolinas-Tennessee Building Material Association - May 17, Section 89 seminar, Nashville, Tn.
Southern Pressure Treaters Association - May l7-19, spring meeting, San Destin Beach Hilton, San Destin, Fl.
Greater Houston Lumber & Building Material Dealers Association - May 18, annual barbecue, Northside Columbus Hall, Houston, Tx.
Tarkett Flooring Seminar - May 22-24, Johnson City, Tn.
National Hardwood Lumber Association - May 22-26, kiln equipment seminar, Memphis, Tn.
Home Center Industry Conference - Mqy 23-25, O'Hare Marriott, Chicago, Il.
Carolinas-Tennessee Building Material Association - May 24-25, estimating seminar, Garden Plaza Hotel, Murfreesboro, Tn.
Hardwood Drying Seminar - May 25-26, Yirginia Tech, Roanoke, Va.
Tapei International Home lmprovement & Houseware Show - May 25-29,Tapei World Trade Center Exhibition Hall. Taiwan, China.
Timberline Hardwoods - May 26-27, hardwood flooring installation workshop, Knoxville, Tn.
National Hardwood Lumber Association - May Z9-June2, hardwood grading short course, Southeastern Lumber Manufacturers Association, Hickory, N.C.
S&T Wholesale HardwareJune 3-4, Sentry market, Kentucky Fair & Exposition Center, Louisville, Ky.
National Dimension Manufacturers AssociationJune 7, wood dust seminar, Memphis, Tn. June 8, Atlanta, Ga.
Southern Forest Products AssociationJune E-10, Expo '89, Georgia World Congress Center, Atlanta, Ga.
Oklahoma Lumbermen's AssociationJune 10-11, summer conference, Fountainhead Resort, Checotah, Ok.
Grow AmericaJune 13-16, horticultural trade show, Nashville Convention Center. Nashville. Tn.
Florida Lumber & Building Material Dealers AssociationJune 14-18, summer conference, Saddlebrook Resort, Tampa, Fl.
Carolinas-Tennessee Building Material AssociationJune 15-18, summer conference. Savannah. Ga.
Lumbermen's Club of MemphisJune 22, night meeting, Racquet Club, Memphis, Tn.
National Oak Flooring Manufacturers AssociationJune 25-26, mid-year meeting, Hilton Head, S.C.
1901
BILL FISHMAN
Bill Fishman & Atfiliales
11650 lberia Place
ary letter to Tom Peters describing the home center industry. Mike Mc('lelland. llardware Wholesalers. lnc., was one who wrote. With his permission, here is what he said:
l)ear Mr. Peters:
Afler reading the malerials llill liishman sent you, we became concerned that more information is needed to provide you with a full understanding o[ what is happening in our hardware and home center industry. while it is true the larger "national chain" retailers grew dramatically in the early 1980s, in recent years the independent retailers have grown as a whole at a more rapid pace than many, if not most, chain operations. Several "major chains," such as Mr. llow, t{omecrafters, Bowater and others, are
n t the same time, member-owned distributors and many independent distributors have grown significantly, simply because of the growth of "independent" retailers. Our company's growth for the year ending Juns .10. 1988. was l3(h. an increase of $lll million. lf we stay on course this year, we will end June 30, 1989. with a l4(I, increase, or an additional $l3l million in member wholesale purchases. Please keep in mind these are "wholesale" dollars, not at retail. Other distributors who service independent retailers are also expanding nicely.
I am not sharing this inlormation with you to tout lhe success of our company but to emphasize that independent retailers throughout the country are doing quite well and growing in market share and profitability. Ilnless
you know this. you may send the wrong message to the attendees of your keynote presentation. many of whom are manufacturers and suppliers to distributors and independent retailers. To say to these experts in the industry that a few large chains are growing rapidly and independents are not would reduce your credibility in the eyes of those who truly know whal is happening. At the same time, it could cause many manulactUrers to develop programs that would result in them losing the most dynamic part of their cuslomer base.
lndependent retailers today are not your tradilional "mom and pop" operations of the past but instead are the sons and daughters of mom and PoP, college educated individuals using sophisticated computerized inventory control systems and carrying out well planned marketing programs. These lorward thinking entrepreneurs concentrate their purchasing through one source, thus reducing their purchasing staff overhead costs to a small percentage of the national competitors' costs while at the same time focusing their time on selling, merchandising, promoting, training and cuslomer service.
Bill's article also says, "Retailers have taken over the distribution functions, buying direct." While true five or six years ago, this trend has actually been reversed, both by national chains and independent retailers. Even several large chains, like Payless Cashways, look to independent distribulors to
san Diego' ca' 92128 no longer with us, and cven some on the "ten largest retailcrs" list in llill's tQorvr, in our indusrry rook rhe op- i!::f "XiH
fi:::: 9portunity to respond to my liebru- actually in decline.
supply more of their inventor,"- neecls. ( hlins rrnd independents irlike undersland the inrporlance of gross margin return on invcstntenl ((;MROI). total procurement cost, and ability to expand product seleclion without incrcasing rnvcntory dollar investment versus simple "incrcased margins." In fac1. Wal-Mart drop ships only 19([r of' its merchandise directly into its stores. thus flowing 8l([, through their clistribution centers.
In summarl-. the future of indepen- dent retailers in the hardware and home cente r industr_"- has nevcr been stronger. Todav programs are available to independent retailers that allow them to remain on the leading cdge ol our induslry. While I havc the greatcst respecl for Ilill Irishntan and agrce with nruch ofwhat hc says regarding the luture direction ol' our industrl espe- cialll tlP( coding, [:l)l transmission. etc., Ifeel opinions dil'l'er simply bccausc ol the nrakeup of the type of retailers with whom we respectivell,' work.
I look forward to hcaring your prcsentation at the National FIonte ( enter Show.
S incere Iy.
M ike McClelland
Exccutivc Vice Prcsidcnt Hardware Wholesalers. Inc.
l'hanks, N'like, fbr allowing ntc to run your views in this coumn.
l:ditor's Notc: Mr. P(tcrs k(vnot('ctddrass tos (.\t( ll(nt. Ilt tlitl ,trlrlrt. .\ th( .luilut' (t/ indepcndents by saying he li'els thc.v hat'e cxcellcnt opportunitie.\. lttording to Mr. Pcters, indcpentlcttts' .!11c('.,J.r, .lust like tlrat ol L'httirrs, w'ill be predituted on ltott ntu('lt otl(ntion the! gir'( lo lt,vL,l0ping a r(pulalion 0/ suparior seryitc itr lltcir mu rkctplatc.
"{l' you'll please retake your sezts, I'd like to.finish m)) statement about my intentions to retire!"
741623 Dallas, Tx.75243
This month's column is written by R. P. Nichols, a monagement consultan! in Tucson, 42., and an associale of llally Lynch-ed.
lJ ow wouLD you define manage- I I ment? There are hundreds of books about management, many pages filled with detailed examples and lengthy case histories.
They all agree on this basic definition: Getting things done through the efforts of other people.
lf we keep this simple statement clearly in mind, the development of effective management practices evolves in a logical and straightforward manner. First, a clear understanding of the company's objectives is necessary. The procedures and programs designed to attain these goals and those responsible for them must be understood.
Next comes feedback. or control. to
make sure everyone is doing his part effectively. Far too often we get so involved in the details of the business itself (inventories. sales. etc., etc.) that we forget all will generally come out satisfactorily if we have well trained and strongly motivated people doing their jobs effectively. The day-by-day management emphasis should be on people.
How does one adapt these principles to the routine operations of a company?
The best way is to start at the top with the boss. lf he finds the recommended practices and ideas useful and productive in his relations with those reporting directly to him, they can be introduced and adopted at all levels of authority.
The first step is for him to set up a meeting with each of his top executives to define that person's basic responsibilities, how he carries them out, the limits of his authority and how he will work with other executives and departments. This is the time to review the entire scope of the operation that particular executive is responsible for and draw up
a specific list of actions to be taken by him and by his people to attain the objectives.
Each objective should be planned within the following check list:
(l) What is to be done.
(2) Tools required to do it.
(3) Anticipated cost.
(4) Special training required.
(5) How prog,ress will be measured,
(6) Target date for completion.
(7) Other factors that will arise during the meeting.
How do you support this planning into implementation?
A flexible schedule should be set for follow-up meetings to discuss each item on the following "to do" list:
(l) Determine progress being made.
(2) ls it on schedule?
(3) Are there obstacles causing delays?
(4) How can these obstacles be eliminated?
(5) will help be needed?
(6) Must outside help be brought in?
(7) Can the boss help?
(8) Have factors surlaced since the previous meeting that call for a reevaluation of the basic program?
(9) What actions can be taken to improve perlormance?
(10) Any matters that arise out of the meeting itself.
Ample notes should be taken by both participants to insure that agreed upon actions are taken.
A dedication to these principles throughout your company will lead to surprising and highly gratifying results.
Specify that each piece must bear the AWPB mark-your assurance that the material has been produced under triple tiered quality control:
o Internal plant quality control
o Certified agency inspection
r AWPB overview inspection and laboratory analysis.
The current phenomenal growth ofthe pressure-treated wood market underscores the need for comprehensive quality control. Presently, almost 300 subscribing treating plants recognize this need by manufacturing an estimated 700/o of treated lumber under the AWPB quality mark program.
For more information write American Wood Preservers Bureau, PO.Box 5283, Springf ief d, VA 2215O or call 703-339 - 6660.
You cant teltby looking whether wood
has been properly treated.
Ply Gem Industries has bought for $55 million SNE Enterprises, Wausau, Wi., one of the five largest wood window and door manufacturers in the nation.
With eight manufacturing facilities and six distribution centers in l0 states, SNE produces Crestline and Vetter wood windows and patio doors, Kenergy skylights, AWC wood shutters and bifold doors, and DuoTemp vinyl windows and doors.
SNE will operate as a whollyowned Ply Gem subsidiary under its existing management. SNE's sales have grown 200/o each year since 1984, reaching $130 million in 1988.
The 97-year-old, all-male lumber fraternity Hoo-Hoo International will consider allowing women to join its ranks.
The fraternity will vote on the proposition at its annual convention this fall in Honolulu, Hi. A 75o/o favorable vote is required to make the bylaws change.
Stock up with Western Red Cedar, the natural answer to your customers' outdoor building needs,
Western Red Cedar comes in allthe sizes, lengths, shapes and patterns your customers want, from decking and boards to fencing and lattice. There is also Cedar siding, paneling, trim, fascia, mouldings and industrial items for a wide range of other construction projects. Protected by natural phenol preservatives, Cedar is treated all the way through, naturally, and makes imitators furn green with envy. So, bring that additional outdoor business to your store, Grab the coupon and get a selection of idea literature and a source list of Western Red Cedar producers.
Its new aggressive operating style has Central Builders Supplies Co. predicting sales to triple in the near future.
The buying group is for the first time actively seeking out new members, hiring a marketing representative to find new recruits and adding a staff of telemarketers to solicit orders from members.
"ln the past, we were strictly a service organization, content to pas-
Allison Pole Co., Hillister, Tx., has been purchased by Texas Pacific Wood Products, Livingston, Tx., for an undisclosed amount, according to Dick Jackson, president of Pacific Wood Preserving of Bakersfield, Bakersfield, Ca., TPWP's parent com-
sively sit back and wait for dealers to call us," explained president Bret Pobanz. "But competition today is stronger, and the more members we sign up, the less it will cost each member."
CBS has also signed on a director of communications to ensure continued technological advances, begun four years ago when it introduced its innovative A Line computer network. "We were the first, but now it seems every group has or is installing a new system," said Pobanz.
With more than 525 members, CBS expects sales of $300 million in 1988 to exceed $320 million in 1989 and perhaps "snowball" in the next few years toward $l billion.
pany. Arizona Pacific Wood Preserving is a sister company.
Included in the purchase is a 100 acre site with a dry kiln. The primary business of the new unit of TPWP is furnishing peeler poles for wood treaters. Clyde Dominy is managing the operation.
June: Panel Products Special lssue
July: Door & Window Special lssue
August: Moulding & Millwork Special lssue
September: Computer Special lssue
October: Hardwood Special Issue
November: Western Woods Special Issue
Mlsslsslppl Bulldlng Mrterlel Derlers Assoclrtlon Inc. has elected Janette Breedlove, Breedlove Lumber Co., Charleston, as president for 1989.
She is the first woman to serve 8s president of MBMDA and probably the first to head any other federated association, according to executive vice president Robert Gatlin.
Others elected at the 63rd annual convention in March include Charles Patterson, Discount Paneling Center, Kosciusko, lst v.p.; Curtis Seay, Liberty Building Supply & Hardware, Liberty, 2nd v.p.; Wesley Rushing, Jones County Building Supply, Laurel, national dealer director, and Bill Reynolds, Waynesboro Hardware Co., Waynesboro, and James Burnett, Mid-South Lumber & Supply, Vicksburg, executive committee.
Directors are Tom Wiggins, Cash & Carry Building Supply, Columbusl Bobby Olmsted, Greenwood Lumber Co., Greenwood; Mike Nabors, Phillips Building Supply, Grenada; Dorsey Ray, Virden Lumber Co., Indianola, district l I Horace Scott, Hometown Building Material Co., Meridian; Steve Breland, Breland Building Supply, Philadelphia; Kerry Howell, Howell Building Supply & Decorating Center, Louisville; Larry Weston, Weston Lumber & Building Supply, Jackson, district 2; Jamie Morris, Phillips Building Supply, Laurel; Lynn Moak, Mid-City Paint Supply, Summit; Eric Small, McComb Building Supply, Mdomb; Terry Moak, Builders Mart Inc., Tylertown, district 3. Ken McEntyre, Atlas Roofing Corp., Meridian, was elected to the advisory board.
Mid-America Lumbermens Association is supporting House Bill 1085 increasing small claim jurisdictional limits. The bill has been considered by the Senate Judiciary Committee, receiving a majority, and passed out to the Senate floor, although the limits were reduced from $3.000 to $2.500.
MLA delegates to Conference with Congress, March 20-21 were headed by president Grady Ollie Jr., George Ollie's Lumber Co., Inc., Pocola, Ok. Others included MLA past president John Collins, Collins Lumber Co., Inc., Ada, Ok; MLA director Bob Henkle, Grand Country Homeworks, Grove, Ok; MLA vice president Bill Mayfield, Reynolds
Builders Supply, Smackover, Ar; MLA district director Tommy Bryant and his son, Matthew, Bryant Bros./N. Arkansas Cash Lumber Co., Batesville. Ar: George Mayo, Mayo Building Supply, Bentonville, Arl Evalena Mayo, Mayo Building Supply, Bentonville, Ar; Norma Ernst, Collins Lumber Co.. lnc.. Ada, Ok; Judy Ollie, Geo. Ollie's Lumber Co., Inc., Pocola, Ok., and Bob John, executive vice president, MidAmerica Lumbermens Association.
The association is organizing a three day cruise to the Bahamas in December. Information is available from Arkansas regional manager Truman Hall or Bill Champ, Oklahoma regional manager.
Oklahoma Young Lumbermen toured the Macklanburg-Duncan plant in Oklahoma City during the Inaugural Oklahoma Young Lumbermen Seminar in Stillwater.
Joe Hurd, chairman, John Henkle, Pat Sullivan and Bill Champ are planning a late summer meeting including children for the group.
Florida Lumber & Building Material Dealers Association is inviting dealers from other federated associations to participate in a roundtable for dealers with an annual sale volume in excess of $15 million.
The roundtables will discuss a variety of subjects including advertising, business planning, computers, employee relations, inventory control, profit and loss review, tax shelters and yard security. The first meeting will be held Nov. l0-13 in the Orlando. Fl.. area.
Carolinas-Tennessee Building Material Association will hold two seminars to explain the controversial new regulation Section 89, the complex law entitling employees of equal position to receive equal benefits. The association estimates Section 89 will cost employers $150 to $200 per employeejust for paperwork plus the additional costs of increased benefits.
Although it went into effect Jan. l, dealers have been allotted about six months to comply. The CTBMA seminars will be held May l0 in Charlotte, N.C., and May 17 in Nashville, Tn.
U.S. softwood plywood and other structural wood panel exports broke the one billion square foot mark in 1988 for the first time ever.
The American Plywood Association (APA) said that the record-setting volume exceeds the industry's previous best (set in 1987) by some 208 million square feet. Total exports last year, according to official U.S. Department of Commerce figures, were 1.004 billion square feet, 3/8-inch basis.
The record year, according to Tom Fast, APA director of international operations, Tacoma, Wa., was the result of favorable exchange rates, strengthening economies around the world, continuing progress in reducing tariff and other import barriers, and aggressive international promotion by APA in cooperation with the U.S. Department of Agriculture's Foreign Agricultural Service.
starts for January and the 2% decline in building permits confirm lhis belief, according to Gary W. Hoormann, North American Wholesale Lumber Association lnc.
I Show was big, bright and brassy, 1277 exhibitors spread across 440,000 square feet in Chicago's enormous McCormick Place convention hall. Miles of aisles separated the exhibits, which ranged from the Basic Boring Booth to large and outstanding examples of the species such as presented by GeorgiaPacific and The Weyerhaeuser Co. A number featured second floor exhibit and conference areas, while others used the high ceilings to proclaim their wares with 30 foot high displays.
The show climate was positive, with attendees and vendors generally in concert that 1989 would be at least as good as last year. Attendance at the March l2-15 show was said to be in excess of 35,000.
Keynote speaker Tom Peters, coauthor of In Search of Excellence, told a standing room only audience that rapid change means there are no longer tried and true management principles. He called market share an invalid measure and said a value based advantage was more enduring than a cost based advantage. "Perception is all there is, " Peters stressed, adding, "service is still decisive. Service in America is so lousy, you don't even have to be great to be considered great."
The outspoken Peters challenged retailers to pay their front line people well, "even the part timers, whom many of you treat as if they were pond scum. These people are heroes in your business, they're critical to your success." All business is people, he concluded.
A home center all star panel of
Bernie Marcus, Home Depot; Frank Denny, Builders Square; Hal Smith, Ernst Home & Nursery Centers, and Robert Strickland, Lowe'so told a jammed breakfast meeting that the industry was still growing and had more growth in it.
Denny floated an interesting trial balloon when he related his company had considered a 30,000-50,000 square foot store with no service at all. Strickland criticized specification sheets for products as being cast too much for store buyers and too little for customers.
Industry attitudes upbeat, posF tive .1277 exhibitors, many new and revamped products, services. speakers' consensus: change in the industry will continue to accelerate.
Marcus forecast the home center industry to be a $200 billion industry in l0 years. He said the industry will change vastly, especially among the players, but that stores should change gradually, not abruptly. Smith said change must be the result of good research, reflecting customer needs and wants. His firm continues, he said, to look for better products and better information for his customers.
Among a large number of new product and service introductions
was the Weyerhaeuser Design Center, now being installed in selected cities around the country. It allows a salesperson, using their computerbased design system to literally design a deck before a customer's eyes. It uses software that can produce a complete materials list and price list. The system conforms to most building codes.
The Osmose Company unveiled a new product label incorporating a red, white and blue flag theme that ties in with their program to present their products as America's Wood. The firm is the only American/employee owned CCA chemical manufacturer. A video with the America theme will be shown to more than 100 treating plants in coming months.
Two industry veterans were inducted into the Home Center Hall of Fame at a special ceremony. Honored were Leonard "Lanny" Gertler, president of the All American Home Center, Downey, Ca., and Philip Mansfield, retired executive vice president of Maryland-based Hechinger Co. Winner of the 1989 Pioneer Award was Stanley Cohen, former chairman and president, Central Hardware, St. Louis, Mo.
A major innovation at next year's show will be the grouping of exhibits by product category. For example, all lumber and building materials/products will be in one area. The 1990 show will be held March 11-14 in McCormick Place East and the upper level of McCormick Place North in Chicago.
EXGEII.EilCE GURU lll Tom Peters lays it on the troops. l2l John Schick, Brenda Elliott. l3l Paul Hylbert, Hal Huff. lll Rick Bates, Janet Folk, Lorrie Elson (front), Joe Taylor, Roger Freeman. l5l Jerry Kohnke. 16l Ken Dahlgren, Bill Bird. l7l Ed List, Pat Simpson, Jim Basler. l8l Steve Snavely, John Reed, Glenn Miller. l9l John Snead, Hank Feenstra. ll0l Dan Gauthier, Eobby Hill. llll Dick Passaglia, Peter Dale. ll2l Brad Fee. llSl Jim Taft, John Cavers, Mark Gantt. llll Eill Zagone, John Zagone, Jack McGee. llSl Richard Wallace, Don Jaenicke. {l6l Brian Burke, Paul McKay. llTl John Reed, Charles Berolzheimer. llEl Dave Bunz. Laura Schulze. Rich Viola. ll9l Dick Tuchbreiter, Herb Zielke, Randy Byrne. l20l Pat Smith. Jell Massnick. 12ll Bob Howard, Bob Riggs. l22l Mark Dorn, Dennis Ballam. l23l John Mele, Audrey Riordan, Joel Strauss. 121l John Bates. Steve Davis.
Lowe's has opened its first 40,000 sq. ft. store in Boone, N.C. The store, which was relocated, now has incremental retail sales space exceeding 30,000. It is a prototype for future stores and relocations of this size, according to manager Ronnie Woodie.
Loss of funding from Home Depot Inc. and Weyerhaeuser Co. has prompted the producers of "This Old House" public television d-i-y show to drop Bob Vila as host.
A Home Depot Inc. spokesman said that his company canceled its funding because they objected to Vila representing Rickel Home Centers which competes with them in the Northeast. Weyerhaeuser, one of Home Depot's biggest customers, which had contributed more than $l
million a year to "This Old House," has dropped its sponsorship for next season.
Vila's commercial endorsement of numerous home improvement products and Rickel Home Centers apparently caused the riff He reportedly made as much as $500,000 a year from this, more than five times his show salary.
Stringfellow Lumber Co., Birmingham, Al., has acquired Leader Lumber, Inc., Dallas, Tx.
Charles Snyder, owner ofLeader, will continue as president of Leader Lumber Co., a division of Stringfellow Lumber Co., Inc., according to Don Fisher, president of the Alabama company. Stringfellow will keep Leader sales offices in Dallas,
Lake Charles, La., and Tampa, Fl., open.
In 1988, Stringfellow and Leader had combined sales of $100.000.000.
Established in 1913, Stringfellow operates a brokerage division in Birmingham; distribution yards in Atlanta, Ga.; Nashville, Tn.; Hodges, Al. and Birmingham; a remanufacturing plant in Hodges; a roof and floor truss plant in Nashville, and an export division
Wood siding consumption in new residential construction will decline in the next decade with the exception of over laid waferboard which is expected to increase its market share from about lolo to over l5% by 2000, reports a recent residential siding market survey by George Carter & Afl'iliates.
Curt Hryes has joined the sales team at Curt Bean Lumber Co.. (ilenwood. Ar.
8ob Carlson, Weyerhaeuser Co., has been elected pres. of the National Wood Window & Door Association. Also elected: v.p.s J. Phil Latreille. Morgan Products, and Frank Msrvin, Marvin Windowsl Flush [)oor I)iv. v.p. Edward Steves, Steves & Sons. San Antonio, Tx.. and director Todd A. Robinson, Southwood Door, Quitman, Ms.
l,rrry Lee Dyes has been transferred to Stacy's Airport Blvd., Mobile, Al., as administrative mgr. Eugene C. Pugh is now customer service coordinator, Hwy. 90, Mobile, and Allen Wayne Chandler, administrative mgr., Daphne, Al.
Ed Walker, co-mgr., 84 Lumber Co., Madison Heights, Va., has been named Superstar of the Year for his 1988 sales performance. Co-winners: Sergio Gonzalez, El Paso, Tx.; Mark Lumsden. Plano. Tx.: Jim Mullins. Hazard, Ky.; Albert Chukwumrh, Versailles, Ky., and lvory Broussard, Lalayette, La.
John Black, J.W. Black Lumber Co., Corning, Ar., has been elected to the board ol the Hardwood Manufacturers Association, Memphis, Tn., along with Greg Kitchens, Kitchens Bros. Mfg. Co., Utica, Ms., and Glenn Hancock, Georgia-Pacific, Atlanta, Ga. James H. Lee has resigned as HMA chairman.
Michael Good has been named controller of Home Quarters Warehouse, Virginia Beach, Va. Thomas Patterson and Michael Pastore are new v.p.s- divisional merchandise mgrs., and Wayne Chisom, merchandiser, bath, kitchen & flooring depts.
Jim O'Rear is heading McCoy Lumber Co.'s new Jasper, Al., office. Russ O'Rear and Mitch Kimbrell are in sales.
Matt Stevens has joined Home Depot, Atlanta. Ga.. as commodities lumber buyer.
Stephen H. Conger, exec. v.p., Coastal Lumber Co., Weldon, N.C., has been elected to the board of governors of the National Forest Products Association.
Giordano Checchi, has been named pres. of SCMI, Norcross, Ga.
Roneld W. Wlllis has been appointed export markets mgr. for the Southern l"'orest Products Association, New Orleans, La.
Ron Parkinson, Hartco/Tibbals, Oneida. Tn.. was a seminar moderator at the National Wood F'looring Association's recent annual convention. Other moderators: Tommy Mrxwell, Robbins/Sykes, Warren, Ar., and Wrrner Tweed, Trinity Floors, Dallas, Tx.
Paul Pixley, Pixley Lumber Co., Claremore. Ok.. has been named Citizen of the Year by the local chamber of commerce.
Jim Schumacher, co-owner, D&J Lumber & Hardware, Lone Grove, Ok., recently completed his term as pres. of the local chamber of commerce.
Bud Blakley, Blakley Lumber, Davenport and Chandler, Ok., was named Outstanding Citizen at the annual Davenport Chamber of Commerce banquet.
Steve Vining is new to Simons-Eastern Consultants, Inc., Decatur, Ga.
Susan Elaine Burgess, Edwards Lumber Co., Orangeburg, S.C., is engaged to marry Alan Wayne Ulmer on May 20, I 989.
Eric Childs, 84 Lumber, Radcliff, Ky., has been named his store's Superstar of the Year. Other winners: Mike Turner, Richmond, Ky.,; Tim Bauer, Florence, Ky.; Larry T. Allen, Montgomery, Al.; John W. Jones, Statesville, N.C.; Mike Abbot, Hickory, N.C., and Alan Nugen, Salem, Va.
James Mclane Cofer Jr., Moore's, Charleston, S.C., married Penny Loretta Wellons on March 5, 1989.
Mike Crowe is now trading in the Southeast for the building specialties dept. of Central Builders Supplies Co., according to pres. Bret Pobanz. Cheryl Bolles has joined as director of communications, and Curtis Roberts is now marketing representative.
Erwin Hengst, Alexander Moulding Mill Co., Inc., Hamilton, Tx., is serving a second year on the board of the Wood Moulding & Millwork Producers Association.
Randall Johnson and Al Pickard are new to Greg's Lumber Sales, Russellville, Al.
Phllllp Lester Perklns. district sales mgr,, Minwax Co., Atlanta. Ca., msrried Jullr Mr4rret Brld3es on Feb,25. 1989.
Lurnn Hrrtley is now heading the carpet dept. at Barton's, Stuttgart, Ar. Bllly Ingrem is new to sales.
Nelson Reynolds, Cabot Stains, Wilmington, N.C., has been appointed southeast reg. sales mgr. New sales reps: Blll Hrnkr, Fl.: Trrvls J. Dyer, Ga., and Rrndy Duncrn, N.C. and S.C.
Pet Brllerd, sales, Falls City Lumber Co., Louisville, Ky., and his wife, Dhne, are new parents with the March 20 birth of 8 lb. 4 oz. daughter Erin Ellzabeth.
David Kearsley, Rain Bird, Atlanta, Ga., has been promoted to eastern regional sales mgr.
(iuy W. Davies, Georgia-Pacific Corp., Atlanta, Ga., has been elected pres. of the Southern Cypress Manufacturers Association, Memphis, Tn., succeeding Stephen Conger, Coastal Lumber Co., Weldon, N.C. Lyman Shipley, Coastal, is now v.p. John C. Redding has been promoted to v.p. and gen. mgr. of Weyerhaeuser's paneling div., Chesapeake, Va.
David T. Still has been promoted from Weyerhaeuser western responsibilities to v.p., mktg., sales & distribution, Southern region, based in Hot Springs, Ar.
David Britt has been named corporate director of human resources for Lowndes Corp., Spartanburg, S.C. At other Tindall companies, Earle Haley is now pres. of Tindall Concrete Virginia, Petersburg, Va., and Bryant Zavitz and John Bachman Jr. are v.p.s of Tindall Concrete Georgia, Jonesboro, Ga.
Robert L. Strickland, chairman of the board, Lowe's Cos., North Wilkesboro, N.C., will be keynote speaker at the National Retail Hardware Association convention in Toronto, Canada, luly 23-26.
C. Nicholas Spates has joined AEG Power Tool Corp. as southern reg. sales mgr., according to John S. Boyd, gen. mgr./v.p.
Joe Reay, 84 Lumber, Plainview, Tx., has been named store Superstar of the Year, along with Rob Lovett, Harrisonburg, Va.; Michael Atkinson, Christianburg, Va., and Joe Oesterle, Wilmington, .N.C.
Cora Narrie has been assigned by the American Heart Association to conduct EKG and treadmill tests at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.
Curved glass sections of sunrooms and solariums are now available in Heat Mirror insulating glass from Four Seasons Greenhouses.
features two 20-tooth reciprocating blades. They are said to dramatically reduce the danger of flying debris, prevent kickback caused by a blade striking a fixed object, and stop the blade immediately when the engine is shut off
The tool can be used for trimming, pruning and edging.
Post Up, which reportedly allows for installation of mailboxes, fences and signs in minutes, is new from Gordon Corp.
Seasonite, a stabilizing treatment for new exterior wood. is now available from The Flood Co. Properly applied, the product provides a slow, steady seasoning to help minimize shock to the wood from changing weather conditions, reducing splitting, swelling, cupping and warping.
It can be used on new pressure treated deck and patio lumber; new cedar and redwood decking; cedar, redwood and other wood siding; wood fencesl cedar shakes and shingles, and unfinished outdoor furniture. The stabilizer assures
Heat Mirror, a transparent coating of metalatoms vacuum-deposited on clear polyester film and mounted inside sealed insulating glass, acts as a selective filter, allowing light to pass through while reflecting heat back to its source (inside or outside).
The Reciprocator garden trimmer is new from RedMax.
Unlike traditional trimmers, which use spinning nylon line to cut weeds and grass, the new unit
Constructed of steel with an integral corrosion-proof finish, the product features a unique Forcefit clamping device for quickly Iodging posts in place.
dimensional stability and good conditioning for woods that are not to be finished, although it also provides a sound surface for painting, staining or finishing.
The treatment can be applied directly with a brush or roller or sprayed on with an ordinary garden sprayer or very low pressure airless equipment.
The product reportedly penetrates into the wood, keeping both a light color and well-cared-for appearance as it weathers. Since it is not a surface coating, there is no cracking, blistering or peeling.
Two new l2-watt outdoor lighting fixtures have been designed for allweather use by ICI Lighting.
The Jar-Light features a cylindrical diffuser, while the Globe-Light is spherical in shape. Both are reportedly easy to install and inexpensrve to operate.
A fluorescent U-tube operates effectively in temperatures down to -30oF, and an optional photocell can automatically turn the light on at dusk and offat dawn.
Portable Patio Lamp
Patio lights from Flame Engineering use LP or natural gas to provide a soft, warm light from a real flame.
vinyl strips are pre-cut and pre-drilled for easy assembly with plastic fasteners. Tools are not required. Available are two patterns: diagonal, up to 5'8" widths and almost unlimited lengths, and rectangular, up to 8' x 8'.
A new line of deluxe garden swings featuring European styling has been introduced by IEM Marketing, Inc.
The swings seat four and are available in six different models and a variety of waterproof fabric finishes and colors.
A versatile group ofsnap-together products that transform an ordinary garden hose into a full lawn care system has been introduced by Rain Bird.
e.
The lights can be made portable, stationary or mounted on a vertical non-combustible wall. A wide selection of posts, brackets and heads is offered.
Three new vinyl lattice products have been introduced by Cross Industries.
Cross/Weld-R lattice panels are reinforced with 500 lb. test polyester cord to increase impact resistance. All joints are chemically welded without staples to prevent rusting and pulling apart. Diagonal and rectangular patterns come in eight colors.
Cross/Weld-T lattice is produced from tubular vinyl strips shop welded into durable panels, reportedly making them resistant to scuffing and marring. They are available in pre-cut sizes up to 4' x 8'.
Cross/Snap unassembled tubular
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 complete line of Akro-Mils Specialty Products' clay-look pots and saucers are now offered in a sand-colored finish.
Molded of durable polypropylene, the plastic pots and saucers are lightweight, sturdy, impervious to moisture and said not to chip, flake or stain.
Pots and matching saucers come in seven sizes, from 6" in diameter for small plants up to 24" across for large shrubs or trees. All pots feature holes for drainage and rigid sidewalls.
The keys to the Quick & Easy System are two unique connectors, a faucet-to-hose connector and a hoseto-accessory adapter with shutoff, enabling any product to connect with the end of a hose without being threaded and without shutting off the water.
Offered are three different packages: a starter kit, a car wash kit and a garden shower kit. All the elements of each kit, including car wash brush, shampoo sticks, trigger nozzle, gentle spray wand, gentle spray nozzle and adapters and connectors, are available individually.
An entire merchandising system to promote pruning tools has been devised by Corona Clipper Co.
The "Prune Like a Pro" program includes point-of-sale displays, window banners, in-store signage and a sweepstakes.
A bathroom cabinet with a childprooflock and key to keep drugs and cosmetics away from children has been introduced by Allibert.
The Ballerina 24 chest features two drawers, adjustable shelves and
organizers, and tri-view mirrors. each door with its own silent magnetic door latch.
Made of durable iqjection-molded resin, the cabinet is reportedly moisture-proof, rust-proof, impervious to high humidity, corrosion and discoloration.
The 24" x l9-l /2" x 6-l /2" cabinet comes in white with chromeplated door handles.
A new engineered wood product suitable for all non-structural exterior uses, such as fascia and trim for corners, doors and windows, has been introduced by Weyerhaeuser.
Clear-Type Exterior (CTX) Trim is said to be free of knots, bleedthrough, cup and wane. lt also reportedly exhibits a superior surface finish, durability and resistance to water, decay, mildew, warping, checking, splitting and twisting.
Our Ncw Dcqlor Advcotcgc progo lor CortcdnTccd latulcdoa, holdcnUql Rooting, cndothorproduct &l.ct dby you hor bccn dorigracd crclurivcly ti aqvc your burincrr timc qnd increqrc your eclcr cmd pro6tr.
* Our Territory Morcgcr will rcvc you tittre by invettoryirg oru rtoct, rwitching out slow moviug itc-mr, cmd Lecpinq yoi up to dste with thc lctcrt dlrpfcyr- dnd thr promotonol oficn. promotonol
*We will help you with do-it-vourselt clinics, tucldooa icbr, od bv piovidino you cnr cmplc eupply ol liteidturc qnil ropler. We will ccqucint your sd witb the f€cturc. @d bcuofitr dl our product liag. ltir. will help booet yoru lrodua ader crd cDcoutdge your crrltoEela lo retum to a bulinerr lbey con court on.
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Factory primed and offered in premium long lengths, the trim is available in nominal lumber thicknesses, nominal widths and actual lengths.
The product is being initially introduced in Atlanta, Ga.; Denver, Co.; Memphis, Tn., and Dallas, Tx.
Allpump jack scaffolding brackets from Qual-Craft Industries are now manufactured with a permanentlyattached metal instruction. use and maintenance plate.
The plates are individually serialized for safety, quality control and positive identification.
The pump jack also features a larger brake rod pedal for safety and ease in operation.
Gome
A wallboard lift which eliminates the heavy work of lifting and positioning wallboard on ceilings is now available from Kraft Tool Co.
The Bor-Jac holds the wallboard in place against ceiling studs so workers can have their hands free to fasten it.
jack assembly operated by a control wheel.
A cordless iron which uses cigarette lighter butane fuel to provide up to two hours of heat with one filling is new from US. Catalytic Corp.
The iron reportedly can be used for any type of clothing from silk to wool, has no open flame, gets as hot as an electric iron, has a built-in electronic ignition system to turn on with the push of a button, and is ideal for traveling.
The House Sitter security monitorldialer from Heath Zenith helps keep tabs on people's homes while they're away.
The lift extends from 6' to 9' with a one foot extension available for higher ceiling work. It reportedly can handle weights up to 175 lbs.
Shipped disassembled, it has three separate parts: a 27" x 2I " steel base with casters for easy movement, a steel spring spider arm top for holding boards in place, and a
Users can monitor various conditions in the home by making a phone call. When the unit is called, it provides a verbal report on the house temperature, sounds in the house, whether the power has failed and a choice of one other condition.
The unit can also dial up to four telephone numbers to report on any alarm conditions.
Outdoors: Llghta On
An outdoor light pole booklet is free from The Shakespeare Co., by calling (800) 845-7750.
Outdoors: Shlngle Sldlng
An 8-p. interlocking waterproof shingle siding panel booklet is free from Cedar Valley, by calling (800) 521-9523.
Outdoors: Sprlnkle, Sprlnkle
Information on a full line of lawn sprinklers is available from H.B. Sherman Mfg. Co., 1450 Rowe Pkwy., Poplar Bluff, Mo. 63901.
Outdoors: On The Edge
A l0-min. video on a new trimming and edging tool is $14 or $25 for a onehour continuous reel version from RedMax. Box 1545. Norcross. Ga. 30091.
Outdoors: Extra Coat
Information on Deck-Pro-Tech, a new deep-grain wood treatment coating, is available from Monsey Products Co., Cold Stream Rd., Kimberton, Pa. 19442.
Outdoors: Compact Deck
Plans for "The Compact Deck" are free from the Southern Forest Products Association, Box 52468, New Orleans, La.70152.
Outdoors: Planters
"Home & Patio Planters," a brochure of clay-look plastic pots and saucers, patio urns and English planter boxes, is free from Akro-Mils Specialty Products. Box 989. Akron. Oh. 44309.
Outdoors: For The Blrds
Making Birdhouses & Feeders, a 128-p. book for constructing 39 different models, is $9.95 in paperback, $19.95 in hardcover from Sterling Publishing Co., 2 Park Ave.. New York. N.Y. 10016.
The 1989 American Wood Preservers Bureau brochure and the Micklewright detailed 1987 "Wood Preservation Statistics" for all wood preservatives are available from AWPB, by calling (800) 445-3068.
Outdoors: Gazebo Gulde
A plan sheet for a build-it-yourself garden gazebo (No. 28) is free for the first 25 copies, 250 ea. thereafter from the Western Wood Products Association, Yeon Building, 522 SW sth Ave., Portland. Or.97204,
Outdoors: Garden Toolr
An 8-p. garden tools catalog is free from Rain Bird, 145 N. Grand Ave., Glendora, Ca. 91740.
Outdoors: Glarr Houres
A l2-p. solarium catalog is free from Sunshine Rooms Inc., by calling (800) 222-t598.
Outdoors: Deck Package
on all New Llteratur€ storles wrlte dlrectly to the name and address shown ln each item. Please mentlon that you saw it in Bulldlng Products Digest, Many thanks!
Outdoors: Waterproofer
Information on a paintable waterproofing sealer for preventing water damage to masonry, concrete and wood is free from Okon, 6000 W. l3th Ave., Lakewood, Co. 80214.
Outdoors: Pressured Scape
"Pressure Treated Wood in Landscape Architecture," an updated 4-p. booklet, is free from the Western Wood Preservers Institute, 603 Stewart St., Ste. 1018, Seattle, wa. 98101.
Outdoors: Tone & Toughen
A brochure on new Wolman RainCoat Water Repellent with Natural Wood Toner is free from Kop-Coat, Koppers Building K1824, Pittsburgh, Pa. 1 5219.
Outdoors: Deck News
"The New Deck Guide," a 44-p. booklet on how to add a deck. arbor. porch or gazebo, is $3 (refundable with purchase) from Georgia-Pacific, Box 2808, Norcross, Ga. 30091.
Outdoors: Up & Over
Information on retractable awnings is free from Pease, by calling (800) 543I 180.
"Building a Deck," a how-to video and booklet (No. 44073), is $19.95 plus $1.90 shipping from Better Homes & Cardens, by calling (800) 678-2665.
Outdoors: Get The Wood Out
A d-i-y brochure on all types of exterior wood treatment procedures is lree from DAP Inc., Box 277, Dayton, Oh. 4540 I
Outdoors: ldea Book
Do- It- Yourself Outdoor Projects with 864 illustrations is $12.95 in paperback from Sterling Publishing Co., 2 Park Ave.. New York. N.Y. 10016.
Outdoors: Watersavers
A 48-p. garden watering products and systems catalog is free from Rain Bird, 145 N. Grand Ave., Glendora, Ca. 9l't40.
Outdoors: Proiect Plans
The New Deck Guide, a 44-p. book on adding a deck, arbor, porch or gazebo, is $3 (refundable with purchase) from Georgia-Pacific, Dept. DIY 2820, Box 2808. Norcross. Ga. 30091.
Outdoors: Under Pressure
"What You Should Know About Pressure Treated Wood" is free from the Western Wood Preservers Institute, 5830 Oberlin Dr., Ste. 300, San Diego, Ca. 92121.
Outdoors: Roof Directions
"How to Roof with Asphalt
Shingles," a 2l-min. presentation, is $40 on VHS videocassette or $125 in sound/ slide format from the Asphalt Roofing Manufacturers Association, 6288 Montrose Rd., Rockville, Md. 20852.
i$itriili;i.:rir.t*.:1i,ltii.i#ii:i:iiliii:iiliii:ii::iiii:i:lii:iii:i:i:iiil:;:ii:ii:iii:iiiiiit:ii;:iji:::ti::iiiiii:
Career opportunity available to become a member in one of the top wholesale firms in the Southeast. We are recruiting for the right individual. Specifically:
OSB
West Coast Plywood Southern Plywood Green Doug Fir
Cedar Hardwoods Boards
Top commissions and benefits. Must be able to relocate.
All replies in confidence to:
Tim Goodrich, Sr., Marketing Manager
Tampa International Forest Products, Inc.
Post Office Box 23883, Tampa, Florida 33622
Toll Free: l-800-237-2028 National
I -800-782-,f472 Florida rouveuor
JOEMAUGANS
INDUSTRIALApecialty Trader: Growing, established Southeastern company.
SALARIED Traders: Bonus/profit sharing,/ retirement. Complete medical progam.
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P.O. Box 36802 Birmingham, AL 35236 taoo-426-4r72 205-987-7582
CONFIDENTIAL INQUIRIES _ FEE PAID
EXPERIENCED TRADERS
Opportunity available to join one of the top oflice wholesale teams in the Pacific Northwest. Specifically looking for plywood, boards, green Doug fir, cedar and hardwood traders. Top commissions and benefits. Must be able to relocate.
All replies in confidence to:
Marv Sprecher, mktg. mgr.
Cascade Empire Corporation
P.O.Box 2770
Portland, OR 97208
Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $50 ifwe set the type. Names of advertisers using a Address replies to box number shown in ad in care of Building Products DiSest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us. anftl.ri.i.:!;:,r:tj)
SALES: Wholesale lumber/plywood distribution center in So. Ca. has openings for selfmotivated individuals with background in direct & out of warehouse sales. Excellent commission program with career opportunities. Please inquire in confidence to Parr Lumber Co., PO Box 989, Chino, Ca. 91710 or call Rick Houk Ql$ 627-W53.
FLATBED & Van Directories. Each $19.95 * $3 postage/handling. 1,000s of U.S. & Canadian carriers. Snowy Mountain Enterprises, 2013 NE Roberts Ct., Dept. D-389, Gresham, Or.9'1030-2748. (503) 661-5913. Claude Dion. (All orders filled same day received)
CONSULTANTS TO THE HARDWARE.HOME CENTER AND LUMBER/BUI LDING MATERIALS INDUSTRIES
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lG TICKET, package sales of outdoor decks are a guaranteed way to increase store profits.
Decks have been the fastest growing home improvement project in the nation over the past five years. More than one and a half million American homes will add a deck this year. The question isare you getting your share of this booming market?
When the homeowner wants to add a deck to his house or enlarge the one he has now, he comes to his home center or retail lumber yard for the right materials to do the job. To help your sales effort, you should have a compact, handsome model deck for him to see as well as assorted plans and printed sales materials available for him to read.
Dealers, who have built decks, say they increased the volume in big ticket deck packages and sales of deck material. Many report increased sales of as much as 50% in materials for outdoor living projects.
Sales of related items go up too. Weed killers to eliminate grass before the deck is put in place, 6 mil polyethylene sheets to go under the deck, hot-dipped galvanized hardware, joist hangers, circular saws, drills, hammers and miter boxes, stains, paint, water repellent, gloves, goggles and masks are typical add on sales. After the deck is completed, there will be sales of deck furniture, accessories and barbecues as well as shrubs, trees and bedding plants for landscaping.
Deck contests are a natural companion to model decks. A well known home center chain recently doubled its sales of deck materials over the previous year when it held a display deck contest among its stores. At the end of the contest, they gave each of the two winning stores $1000 to distribute among the crews that designed and built the decks.
"We built the kind of deck at our store that all of us would like to have," said one manager.
Another said the contest helped them convert pressure treated lumber from a commodity to more of a specialty item. The contest also increased sales of high profit rails, posts, spindles and landscape timbers.
Customers got into the spirit and ordered the decks that were displayed. A lot ordered materials for even larger decks.
Success stories from dealers who have increased sales of decking and related products with model decks... sources for plans and sales literature.
Another store that has had good luck with in-store deck displays is West Cash and Carry in Atlanta, Ga. Bob White says, "Our sales of treated lumber have doubled every year since 1976."
Wickes Homecrafters, Birmingham, Al., displays decks at each of its warehouse units. They say they are well ahead of industry averages in board foot sales per store of pressure treated lumber.
Plans to help you build a model deck for display as well as plans and sales aids for your customers can be obtained from numerous sources. Many manufacturers of pressure treated wood, the Western Wood Preservers Institute, the Southern Pine Marketing Council, redwood and cedar producers and the California Redwood Association and the Western Red Cedar Association offer both plans and literature.
Robert Pete Jrckson, 70. retired owner and operator of R. P. Jackson's Lumber Co., Quanah, Tx., died March 15, l989, in Amarillo. Tx.. after a brief illness.
Mr. Jackson is survived by one son, one daughter, three brothers, one sister, l0 grandchildren, and one greatgrandchild.
Thomas E. Grlggs Sr., former manager of Criflith Lumber Co., Hughes, Ar., died of cancer March 19, 1989, in Hughes. He was 68.
He had retired from the company last year after 37 years of service.
Mr. Griggs is survived by his widow, Ruth, a daughter, and two sons, one of whom has since died.
(Continued from page 3I )
Chuck Mills has been named director of purchasing for Gulf South Forest Products, Fort Lauderdale, Fl. John Hechinger, chairman of the board, Hechinger Co., addressed the Gaithersburg and Upper Montgomery, Md., Chamber of Commerce at a recent dinner meeting.
Mark Christian Loflin, Lowe's Cos., Lexington, N.C., married Sharon Adelle Wynn on March 18, 1989.
Glen Oak Lumber & Milling, lnc. is nearing completion of a state of the art 20,000 sq. ft. plant being built to replace a facility destroyed by fire last year.
The Montello, Wi., plant, which will have restricted access, expects to be on line in July producing S4S hardwood. Several new products are being developed for later release.
A Fulton, Ga., Superior Court jury awarded a couple a $783,324 damage verdict for injuries they were told the man sustained when a carton containing a table saw fell on him while he was shopping in a Home Depot store in Atlanta, Ga.
According to the couple's lawyer,
Bill Younger, Weyerhaeuser paneling div.,Chesapeake,Va., has been in Ca. on business.
Kevin Howard Gold, Lowe's, Shelby, N.C., and Lorr Ann Duncln are engaged to be married on May 7.
Charlie Babb, former Miami Dolphins safety, is the new gen. mgr. of Causeway Lumber Co.'s Bonita Springs, Fl., operations, according to pres. M. Scott Whiddon.
the iqiury occurred while rhe plaintiff was shopping the power tool section of the store. The lawyer, William E. Cetti, said the home center was negligent in storing merchandise in an unstable manner.
The hardwood display maintained by the trade promotions committee of the Lumbermen's Club of Memphis at the Memphis, Tn., airport has been relocated to a higher exposure area next to the Crown Room at the Delta Airlines terminal. George Kelly, a member of the committee, was instrumental in making the change.
Furman Lumber, Inc. will be the exclusive distributor of Gypsonite, a gypsum fiberboard to be produced in the U.S. for the first time by Highland American Corp.
We the undersigned intend to show discrimination by the railroads against the small lumber sawmills and the small lumber wholesaler. This is causing many sawmills and wholesalers to be forced out of business as they can no longer be competitive.
Special contracts to "the big boys" is the cause. The railroads are publishing non competitive rates which must be used by the small independents. The rates also restrict the areas ofthe country we can ship into.
Published competitive rates are the
answer. We understand that some railroads have the intention of publishing competitive rates and not signing private contracts.
We need your assistance in assuring that all railroads in both Canada and the U.S.A. publish competitive rates.
William M. Hanrahan
Gabbert Lumber Sales, Inc.
P.O. Box 167448
Sacramento, Ca. 95816-0448
I have really enjoyed your past two issues! So much that I am starting to look for the next one.
Glyndon W. Jackson
Inventory Manager
Scotty's No. I
1200 Altamonte Dr. Altamonte Springs, Fl. 32701
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