Building Products Digest - May 1990

ffi#rlr**

team directingthe WeyerhaeuserPaneling Division to its position astheindustry's most innovative company Norvunderournew name, we have new advantages to offe4 aswell as everything Weyerhaeuser has alwap meant.

Meet Chesapeake Hardurood Poducts. Inc. - a narne to remember. And a name that's

going t9. make.yow inuSr}".$

in paneling reallypay 0ff. In a bigwaj

Chesapeake Hardvood Products is aVirginia corporation, and an affiliate of the Group,oneof

Indonesia's largest plyvood and lumbei manufacturers. Since lauan is abasic material in most of ourpanelinglines, we're confidentthis parhershipwill give us €ulassured supplyof one of ow most vital raw materials.

Brenmoreinnovation.

As alwap, we wort't rest wtren it comes to

EVenbetter distibution.

Worries about distrbution? Forget'em. We'veworked overtime liningup one ofthebest disb:ibution networks inthe entirebuilding

products industy With shipments direct or thrcugh warehouse, we can provide quick responsi to keep sales rclling. And inventory tunring.

An qaitfurgporffolio of sales tools.

At point-of-purchase and in consumer magazines, paneling from Chesapeake Hardurood Products willbe featured in hard-hitting informative ads thatwill help you sell up to quality

Our toll-fue number will dircct customers to their nea:est Chesapeake Hardrvood

Boducts dealer. Ourmerchandising and display systems are the mostinnovativeavailable. Andwe're adding more. h fact" to serve youbette4,

we've extended our hours. Norv you can reach offering you the best. This year, we're expand- ourinside sales team anytime behveen 7:N a.m. ingthreekeyproductcategories - priceleader and 6:00 p.m., ESf wood grains, price leader decorators and Tb findout more about hovr our panel of designerwallcoverings. Each product has experts can help you profit more fiom panel been designed to sell exceptionallywell. And ing see your sales representative or c'Jll make vou monev

1-800-446-8162, ext. 26s.

I

\[b're erren closer to the tnee.

Publlshcr l)svid Cutler

Edltor Juanita Lovrct

Assochlc Edltor l)avid Koenig

Contrlbutlil f,dlton l)wight Curran. (iage McKinney. Ken Thim, Wully Lynch

Art Dlrector Martha limcry

Slrlf Artlst (iinger Johnson

Clrculetlon Lynnette A. Perkins

Building, Producls Digest is publishcd monthly at 4500 Campus Dr.. Suitc 4t0, Newport Beach. Cs. 92660. phone (7la) 852-1990, by Cutler Publishing, Inc.

ADVERTISING OFFICES

Advertising rotes upon request.

lirom all staies east of the Rocky Mountains: ('ontact Jim llein, national sales manager. l:rom Arizona. Nevada and California: Contact l)avid Cutler. lloth may be reached at (714) 852-1990 or by writing 45fi) Campus l)r., Suite 480, Newport Beach. Ca. 92660.

lrrom Washington Slate. Oregon, ldaho, Wyoming. Montana. [.ltah, Colorado, Northern California and Canada: Contact Carole lfofm ar (206) 714-1113 or 21819 77th Place West. [']dmonds. Wa. 98020,

SUBSCRIPTIONS

Change of Addrcss-Send subscription orden and address changes to Circulation Dept., Building Products Digest, 4500 Campus Dr., suite 48O, Newport Beach, Ca. 9650. Include address label from recent issue ifpossible, plus new address and zio code.

Subscrlptlon Rrtes: U.S.: $25-one year; $41-two years; $55-three years; Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$42; surface-$37: South America: air-$60; surface-$39; Asia: air-$70: surface-$391 Europe: air-$90; surface-$39. Single copies $3; back copies $4.50 plus shipping & handling.

BUILDING PRODUCTS DIGEST is an i rulependent I wwned publication for the retai I, xhtilesale arul distribution lewlsbf the lumber otd home centennarkets in 13 &tuthem sntes.

EDITORIAL

DAVID CUTLER publisher

What do yon mean you don't have any?

T HE buying of products is generally a pretty ! straight forward transaction. lluyer and seller agree on price and quantity and the product is delivered. Ilut amazingly, this may be changing in the forest products industry.

Should certain of the demands of the socalled environmentalists be realized we may indeed see a time when you can't buy what you want. Or if you can, it won't be in an adequate supply or priced affordably. To hear some tell it, that day may be closer than we think.

Can supply from America's vast and bountiful forests really be that threatened? As an example, take oregon, the biggest timber producing state in the country. Should bans on logging in the National F'orests in that state be passed, from 300ft to 5006 of the supply for its mills would be permanently lost. In 1988 5606 of the supply for Oregon mills came from federal

timber. With inevitable millclosures. it doesn't take a marketing expert to see a serious crimp in the flow of products to market. l;ewer mills, producing smaller quantities of fewer products, make it seem plausible that outright forest products shortages could occur.

While the details vary in different parts of the country, no area is immune to preservationist threats to lessen or eliminate all cutting of federal timber. In some areas they seek to prohibit property owners from harvesting timber on their own lands.

It's not clear at this juncture whether potential losses of logs can be made up elsewhere, should severe restrictions be placed on cutting trees in the National liorests.

One thing is certain: the possibility of forest products shortages is all too real.

TUMBEP

'f" Yelfow Pine Boords 'C','D', #2

't" Yellow Pine Boords (Potferns)

2x4 lhru 2x12

Yellow Pine

#3 S4S

1u,2", 4u,6" Yellow Pine Wolmonized

'1" Ponderoso Pine Boords'C', 'D', #2, #3

2" Doug tn #2&. Better, Utility

2" Spruce Pine Fir #2 & Better, Utility Redwood & CedorInvenlory

Yellow Pine CDX & Sfurdifloor

Yellow Pine BC Sonded

Yellow Pine Premium & Decorotive Sidings

Wofelboords

Fir Sonded & Fir Sidings

Hordwood Plywoods

Hordboord Sidings

- Temple & Mosonite #1 & #2

Treoled Plywoods Avoiloble

#1, #Z

EL Ens

The mouldinss and merchandisin? you need.

Mouldings a-rei our only business. Donner has the profiles you want in rack and long lengths of Ponderosa Pine, Fir, Oak, Mahogany and decorator mouldings. Order them clear or fingerjointed. Get them with instore promotional materials that help you sell: headers and feature information for your racks, take-one brochures, wall charts, training programs and more.

The senrice and delivery vou want.

Donner is dedicated to customer service. We offer an on-going predetermined count and order system administered by our field service people. Dial our toll-free number and you'll get sales personnel who can answer your questions and take your National Distribution Centers:

order. \7e have a toll-free Z4-Hour Order Entry System and Eagle Net capabilities. \Tithin 48 hours your order is labeled, UPC or SKU if needed, loaded and shipped. Our average delivery is 77 hours from order to your door.

Just,the way you want it!

Iour order arrtves ln our own custom curtain-sided vans. Unitized and palletized. Pull your fork lift up to the side and lift it off. Nobody makes unloading so fast, convenient and damage-free. Nobody but Donner.

P&M Cedar raises the standard in natural wood ceilings with CedarPro o Newport-grade Tongue & Croove Dry Incense Cedar Siding. This distinctive pattern features a saw-textured face for exterior applications, and a virtually skip-free, smooth-surfaced back that's ideal for ceilings, foyers, and other high-visibility interior applications.

Like all CedarPro products, CedarPro Tongue & Croove Siding is precisionmilled from genuine Incense Cedaq,

and is kiln-dried for dimensional stability. CedarPro Siding readily accepts stain, varnish, or paint, and is naturally decay-resistant, guaranteeing yea-rs of beautiful, trouble-free performance . inside or out.

Available in 6-inch and 8-inch widths, CedarPro Tongue & Groove Siding can be ordered in P&M Cedar's convenient, random-length Pro-Pac units.

tlD.:t]-alil

Manufactured

sawmills.

@AUTHORIZED DISTRJBUTORS

NORTHEAST

George McQuesten Co.

Iron Horse Park

North Billerica, MA 01862

(s08) 663-343s

Mid-State Lumber Co.

200 Industrial Parkway

Branchburg, NJ 08876 (201)725-49M

SOUTHEAST

Earl Raiford Lumber Co.

P.O. Box 5498

Asheville, NC 28813

(704) 253-5667

Epperson Lumber Sales, Inc.

PO. Box 1559 Statesville, NC28677

(704) 873-4321

Furman Lumber Co.

8960 Henkels Ln.

Annapolis Junction, MD 20701 (n\792-2234

LAKE STATES

Boehm-Madisen

N16 W22100 Jericho Dr. Waukesha, WI 53186

(474) 5M-4660

Detroit Forest Products

12707 Eckles Rd.

Plymouth Township, MI 48170

(313) 459-s808

Empire Wholesale PO. Box 249

Akron, OH 44309

(216) 434-4545

Forest Products Group, Inc.

P.O. Box 310

Piqua, OH 45356

F13)n8-0272

UPPERMID-WEST

Canton Lumber Co.

P.O. Box 9328

Minneapolis, MN 55440-9328

(612) 425-74M

WEST

All{oast Forest Products, Inc.

P.O. Box M

Chino, CA 91708

(774) 627-85s1

All-Coast Forest Products, Inc.

PO. Box 9

Cloverdale, CA 95425-0009

(707) 894-4281

Colorado Forest Industries

P.O. Box16M4

Denver CO 80216

(303) 288-2600

The ABC's of the electronic world

Automatic Identification Manufacturers

American National Standards Institute

Computer Aided Design

Charge-Coupled Device

Distribution Center

[)ata Interchange Standards Association

Electronic Data Interchange

Electronic Funds Transfer Association

Gross Margin

Gross Margin Return on Investment

Industry Bar Code Alliance

Independent Cash Register Dealers Association

In-store Processor

Just-in-Time

Letter Of Intent

Material Handling Institute

Magnetic Ink Character Recognition

Management Information Systems

National Retail Merchants Association

Optical Character Recognition

Personal Computer

Price Look-Up

Point-of-Sale

Quick Response

Radio Frequency

Radio Frequency Data Communication

Retail Information Systems Conference

Shipping Container Marking

Stock Keeping Unit

Electronic Data Interchange Association

Uniform Code Councir

Uniform Communications Standard

Universal Product Code

Voluntary Interindustry Communications Standards Committee

Warehouse Information Network Standard

Story at a Glance

Acronyms you'll need to know as you imple ment bar coding and electronic data interchange. organizations and technological terms of electronic merchandising.

Inventory control can make a BIG difference

rf l(;HT INVI:NTORY control is I the kev to success for home centers, industry economists claim. Companies that overstock or don't stock what the customer wants to buy are in for trouble.

Ilar code scanning with a computerized inventory system can be the difference between success and failure. When National Lumber and Supply, Inc., a Southern California chain, filed forChapter ll protection last month, analysts said that a contributing factor was their slowness to install a computerized inventory system and experiment with new strategies until it was too late.

On the other hand, they point out, strong, successful stores such as The Home Depot, No. I in sales in the nation, and Lowe's Companies, Inc., No. 2, rely on computers for inventory control.

E. Dennis Ross, a Home [)epot senior vice president, said that although he is no economist, based on Home Depot's experience, he agrees with the experts about computer tracking.

Unnecessary inventory buildup is avoided when a manager can monitor inventory on a virtually current basis. With more and more of the retailers committed to bar coding and scanning, the basis of computer controlled inventory, the massive liquidations that historically aid recessions should be avoided, economists explain.

"l do think the technology can help," Ross said, "because I know it certainly does in this company."

Now l0 years old, Home Depot has more than 120 warehouse units with an annual volume of $2.74 billion. Branching out from the parent store in Atlanta, Ga., the chain now has stores on the west coast and in the northeast. Customers are do-ityourselfers and home remodelers.

Inventory at each store averages about 30,000 items. The combination of good management and up to the minute inventory data created by the computer limits stock outs. Customers are rarely unable to find the merchandise they want.

When a customer buys an item, the computer through bar code scanning receives a message of inventory depletion. This information goes from the store's computer to one of three mainframe computers located at regional headquarters in Atlanta, [;ullerton. Ca., and Piscataway, N.J. Merchandise managers at these offices use the information to decide what to buy, how to price it and how to present it on the floor.

Both the merchandise managers and the store managers monitor inventory. Using computer records, they can eliminate slow selling items readily or reorder any items suddenly showing substantially increased sales. Managers can override the computer data in reordering if they feel the sales activity was created by an unusual event. An example would be increased plywood sales in certain areas in preparation for storms.

Computer tracing of inventorY helps control purchases of out-ofseason products. Using sales figures, these items can be kept at a minimum during the months when they are not popular.

IJome Depot will conduct a study this year to see if they can go on line with any of their 1,900 vendors. Using electronic data interchange would allow them to keep inventories even lower with faster stocking.

Lowe's also relies on bar code scanning and computers for inventory control. Ordering for their 306 stores in the south is done by computer hookups with the chain's headquarters in North Wilkesboro, N.C.

The in-store computers automatically place an order when inventories of an item reach certain levels.

ln the northwest, Pay 'N Pak Stores Inc. is implementing a $9 milIion point of sale computer program which will put management information and point of sale computer systems in each of its 102 stores.

The mainframe of an IBM AS 400-700 system is being installed at Seattle, Wa., headquarters. "This will make it easier for the chain to buy right, stock right and be more efficient in merchandise offerings," John Markley, chairman and ceo, said.

Sales audits. distribution and accounting will be simplified by the installation. Six store test sites will be established by September. They expect computerized cash registers to better anticipate what each store needs. whether it is a 12,000 sq. ft. or 80,000 sq. ft. operation.

The entire system will take 18 months to install. A five year PaYback is expected by Markley.

Ralph Siegel, a Deloitte & Touche director of retail services, thinks installing new technology is a smart move.

"This is a real issue for retailers in competitive arenas like home centers. The competition is getting so rough, the margins aren't what theY used to be and picking better technology will ultimately allow better management of inventorY levels, lower dollars invested and increased merchandise turnover," he said.

The second annual Bar Code/EDI Survey prepared by Deloitte & Touche for the National Retail Merchants Association showed retailers strongly committed to scanning vendor provided and internally generated bar codes. They believe point of sale scanning improves their checkout productivity, unit inventorY accuracy and pricing accuracy as well as providing improved marketing information.

Story at a Glance

Ways bar code scanning and computerized inventory keep Home Depot and Lowe's on top...advantages of using the latest electronic technology differences between stores that do and those that don't.

Virginia retailer speeds up checkout with bar code scanning

IIORE and more lumber and IUI home center dealers are realizing that bar codes and scanning equipment can make them more productive with better control of their inventory.

A case in point is Ron Pitkin of Pitkin's Home Center in Dale City, Va. Established in 1978, Pitkin's is a ServiStar Member with two locations totaling over 42,000 square feet. Last June, Pitkin added bar code scanning equipment to his Dale City store. He has found that bar code scanning improves productivity and accuracy at point-of-sale, in receiving and with inventory management.

Pitkin has two of five registers equipped with bar code scannersone with a table-top plate scanner, and the other with a hand-held scanning device. Scanning the items at point-of-sale speeds up his checkout by about 200/0. "lmproving productivity is the primary benefit for our operation," he said. "You save time because scanning the bar code labels is faster than keypunching in the information and when you come across an unmarked item, you don't need to look up the prices manually."

Pitkin also has improved accuracy. "Not only do we avoid keypunching in the wrong information," he said, "but bar codes reduce the number of unmarked or mismarked items caused by lost price stickers or price switching."

Pitkin finds bar code labels help his employees receive merchandise quicker and more accurately. When shipments arrive, items with bar codes just need to be counted and put on the shelves.

His inventory records are automatically updated with each transaction. "When an item is checked out, it is deducted lrom my inven-

tory the second it is scanned."

When Pitkin opened his second store in February, he had four plate scanners and two hand-held scanners installed at point-of-sale. "The plate scanners are faster," he explained, "but the hand-held devices are ideal for items too large and heavy to go across the counter."

Pitkin expects to eventually add a hand-held scanning device in receiving. One of the biggest problems he faces is keeping his inventory information current. and he believes a bar code scanner in receiving could help him. "We could use the scanner to check the readability of the codes as they come in," he explained. "Because the scanning devices would be integrated into our system, when we scan an item, our system willtellus if the item is not in our inventory database. If it's not, we'll know we either received the wrong item or that we need to add that item to our inventory database."

Pitkin found training employees at point-of-sale is easier and faster with the bar code scanning devices. "Anybody can learn to use the scanners in a matter of minutes," he said. "We hooked it up and put it into service the day it was installed."

With only 650/o of his "A" items bar coded, Pitkin is eager to realize the full extent of bar coding's benefits with more items bar coded. Although he realizes some items will never be bar coded, "like mulch and very small electrical items," he is proactive towards getting more manufacturers to label their products. When he attends the major markets he tells the sales representa-

(Please turn to page 1 5)

Story at a Glance

"Once you've used it, you'll never want to quit," says owner bar coding improves checkout, receiving, productivity, and automatically updates inventory.

Automation turns dreams into sales

f HANKS to computer aided deI sign. retailers are now able to transform a customer's back-of-anenvelope sketch into workable plans complete with a materials list and cost or show him how his house will look painted with his color choices.

Kitchens, baths, decks, garages and storage units are among the projects that can be designed using interactive computer systems. Salesmen trained to operate the programs are able to input each customer's unique information to produce a custom design in three dimensional form on a video screen. Similar but less complicated than the computer aided design (CAD) equipment used by engineers and architects, many of the sofitware packages operate on

Story at a Glance

How interactive computer systems are revolutionizing project selling ability to turn customer's ideas into plans and materials lists cuts selling time, increases profits... visualization is a powerful sales tool.

personal computers.

A number of companies are producing programs and providing software, hardware and training. Using measurements and a rough room sketch provided by the customer, a salesperson after training can readily create a custom kitchen or bath design with a two or three dimensional representation of the room. Customers are able to specify cabinet styles, countertop material, flooring, hardware, appliances and other details. Once the design is finalized to the customer's liking, a detailed plan is printed out along with a materials list and cost estimates.

Decks can be designed using a special deck software package. Depending on the package, a salesman with proper training can easily customize the size and sllape of the deck to suit his customer's site and needs. When the graphics on the screen are what the customer wants, a hard copy of the drawing and materials list with costs can be printed. Most programs allow the deck to be viewed from a variety of angles.

Using the capability of such software programs. a store can create a kitchen, bath or deck design center. Using this computer generated information, the store can complete the

sale and provide installation service if needed.

('omputers which can match any color swatch brought in by a customer with a paint formula are becoming standard in many stores. "Just insert the piece you want to match and the computer spits out the right formula," is the way a manag,er at a Home l)epot location describes the process.

Starting with this type ol' equipment. HomeClub Inc. created a computerized custom paint center in each of its 60 stores by adding a room color visualizer. This innovation allows the do-it-yourself decorator to review color combinations and color layouts on screen.

The program olTers a wide range of home styles as well as a selection of rooms which can be shown with dillerent color combinations. Contrasting, complementary and accent color options based on pre-selected designer colors schemes also can be offered.

Already in wide use in Canada, color imaging technology is being introduced in this country by many of the large paint manufacturers. The technology is expected to continue to evolve into wider use. Costs begin in the $5000 range and go up with added options.

Smaller stores can achieve a similar result using a color imaging mail service. These services use a photo provided by the customer to process prints in the colors being considered. The retailer sends the photo to the processor which returns the prints to him, thus requiring the customer to return to the store.

In addition to being available for sale or lease through computer marketing firms, computer aided design software is offered by several building material suppliers. Weyerhaeuser, one of the first, introduced their system with an outdoor deck design. Encouraged by its acceptance, they have added a garage and outbuilding module as well as a shelving/storage module.

Developed by Innovis Interactive Technologies. a Weyerhaeuser subsidiary, the program is rated "easy to learn" by retailers using it. Deck projects worth more than $150 million have been designed with the equipment to date. Weyerhaeuser

(Please turn to page 15)

JUST.IN.TIME: a new way to profit

D ROt-lT depends. on el-l-icient f inventory control and just-intime delivery promises to increase both SKUs and turns with less inventory and fewer stock-outs.

Using the lumber wholesaler as an example of' how a retailer can benefit from establishing a just-intime relationship with a supplier, IJruce Merrifield, president of Merrilleld Consulting Group, Inc., brief'ed those attending his seminar at the National Honre Center Show on the cost efficiencies and profits of justin-time inventory management.

He described the capability to stock more items to allow customers one-stop shopping in product lines and services they need and want as one advantage. Another benefit was the ability to stock less of each item, saving space and cutting investment.

Increased flll rates and reduction of stock-outs to improve customer service were additional just-in-time advantages pointed out, along with being able to perlbrm at a higher turn earn ratio.

Considering total procurement cost is the key to elficient and economical buying, those in attendance learned. While buying direct from manufacturers may result in an initial lower purchase price, other costs associated with the purchase may increase. Acquisition and possession costs, the factors of total procurement costs, ofien can be lowered by developing a partnership type relation with a supplier. In turn, these savings have a noticeable impact on the bottom line.

L umber wholesalers. fbr example, are helping retailers to achieve just-in-time delivery and more e{ficient inventory management by establishing more distribution yards. These yards bring products closer to the retail market. cutting the time needed for delivery. Distribution yards have increased by 250h in the past few years according

to a North American Wholesale Lumber Association survey.

This view ol wholesaler involvement helping a retailer is supported by lhe Kiplinger Washington Newslettcr which called wholesalers "inventory managers, helping the end seller carry less stock while providing protection against running out il denrand suddenly surges" in a recent article.

Story at a Glance

How just-in{ime delivery increases turns and earnings ways a wholesaler can help a retailer by maintaining inventory.. controlling total procurement costs.

LJsing reload centers, office wholesalers are bringing products closer to retail markets. They then are lble to respond to just-in-time delivery. " Reload centers are becoming more valuable to retailers who need to round out their inventories and who require fast access to conrmodity itenrs," said Nicholas R. Kent, executive vice president of NAWLA.

He cites figures indicating 6oh of a recent $300 million increase in office wholesaler lumbcr sales came from increased use of reload centers. Office wholesalers provide retailers economy through power bulk buying with virtually no overhead expenses, according to NAWLA.

"As most retailers seek to control inventory costs with just-in-time delivery prirctices. the importance and value of' purchasing stock and processed raw materials from a wholesale distributor with products near the retailer's market dramatically increases," Kent said.

ls Just-ln-Time Right For You?

Just-in-time delivery: a new buzz word or a concept to help dealers prosper in the competitive environment of the '90s?

Just-in-time (JIT) originated in Japan as an approach to improving manufacturing operations. Because there is waste in traditional bid-buy, confrontational procurement, the system created demands for major buying method changes.

JIT can benefit the lumber and home center retailer. Basically, it is intended to shorten the delay between a retailer's buy order and the arrival of the product he needs. Unnecessary paper work and communication steps between the buyer and seller are eliminated.

Retailers and suppliers must have a partnership relationship to make the system work. Since JIT principles tend to be developed individually between each retailer and his source of supply, trust, understanding and cooperation are needed.

A retailer shopping lor a partner with whom to lorm a JIT relationship might do well to consider the following five traits deemed necessary in a supplier. They are taken lrom Just-ln-Time ./br the '90s by John Flanagan and James P. Morgan.

(l) ability to meet specific schedules.

(2) ability to supply exact quantities.

(3) ability to supply quality.

(4) ability to adjust deliveries and quantities to meet changing needs.

(5) ability to do all of the above with a minimum of paperwork.

Electronic purchasing including EDI, fax, PC to PC and telephone ordering has cut days off the ordering process, boosting turns and reducing inventory costs. Adding just-in-time delivery can further increase inventory turnover, improve in-stock position and simplily ordering procedures, cutting both paperwork and time.

Inlltlt0 of employees should be a consideration when evaluating various computer systems and companies.

f f t HENEVER we decide we need UU to make a purchase, certain questions automatically spring to mind. The difliculty comes in purchasing something with which we have not had much experience. For many, computers present this problem.

Dealers must first ask, "Where do I look?" Other lumber and building material companies are the best source. lf you don't know other companies using a system, check with your association. Many computer firms are associate members.

You now have to eliminate companies and products which do not meet certain standards. Below are some guidelines. Every business is different and yours may have special considerations. However, if you follow these guidelines, you should feel comfortable that your list of preferred vendors is reliable and qualified.

Does the company provide everything needed to implement your system? Besides the product portion (the software and hardware). does the company provide the customer service (training, education, conversion, local hardware/software service/support, forms design, software customizing) needed to help you manage your organization? If any of these are missing, you're not getting what you need.

Warning: some software companies have struck deals with hard-

Guidelines to computer success

Ity Pet Decrtrel Sales, lluilding Materials Versyss lnc.

ware suppliers, allowing them to use the hardware company's name. lt's possible a salesperson from a software house may hand you a business card with the hardware firm's name on it. They appear to be part of a large corporation, a single source. Actually, they work for the software dealer.

Make sure the company takes full responsibility for everything. Ask, "ls there one and only one company responsible for hardware, software, training, implementation, service and support?" It is the company rep's duty to be honest.

Training and Education.'No company can operate a computer management system if no one knows how to use it. The effectiveness of your system depends upon the quantity and quality of the training provided.

Does the company provide both classroom and on-site training? The quality of training can be dramatically better when done in a classroom because trainees learn more when free of everyday distractions and without having to worry about entering erroneous information into a classroom training machine.

Sometimes it is impossible to do without some of your valuable employees, so find out if on-site training is also available. Some suppliers which provide classroom training may want you to travel great distances to their classroom.

Visit the company's education center. Talk with some of the training people. Look at their manuals and documentation. A good company provides documentation for all their software.

Consider the amount of training received vs. the cost of your system. Some companies charge extra for training beyond a certain number of hours. That is not necessarily bad, as

the quality of training may be very good. The quality of training may help you decide between vendors.

Loc'al Service and Support: Most companies provide sofitware and hardware maintenance contracts to protect you. Find out each candidate's guaranteed service response time. Eliminate those who do not guarantee a response time or whose time isn't acceptable. You want a "fi re department" response.

Story at a Glance

Points to consider when buying a first computer system or uF grading... tips on evaluating oompany, hardware, software, services. .. a checklist for both technology and rcliability.

lf you have to mail the component parts of your system anywhere, something is wrong. Mail or parcel services can be late. How safe do you feel mailing your valuable equipment?

Software support should cover the same response time issues, specifically availability. A support modem cuts down response time. However, certain instances require the support team to go to the job-site to actually see the problem and fix it properly. Sometimes miscommunications between your staff and the computer support crew can aggravate the problem. If your vendor's software support staff is local, they can fix the problem quickly.

Conversion and Implemenlation: Ask to see each candidate's plan for implementation or implementation euide. This is the method used to

help you convert from your current system to your new computer solution. For the guide to be effective, it should detail: (l) communications procedures between the two companies; (2) the best locations for your equipment; (3) proper terminology to avoid breakdowns in communication; (4) the forms and supplies needed, and (5) the entire conversion with the use of schedules and checklist.

This is your guide to success with your new systemthe more detailed. the better.

So.fiware: After a preliminary demonstration, the vendor's representative should do a detailed analysis of the business to know how your software should be designed. He can then demonstrate more than bells and whistles and propose proper software.

Although a company may handle several lumberyards, it's possible the software doesn't do everything needed to run your business. Make certain the software can be customized. If it can't, you may be forced to change the way you do business.

Vendors providing periodic updates based on customer needs may help you avoid customizing your software. An upcoming update may provide the change you need before arriving at that point in the implementation. But customize only if absolutely necessary. The costs and associated problems may outweigh the benefits.

Hardware: Look for companies which provide hardware that operates on industry specific operating systems. The industry provides software written to work with UNIX or ZENIX operating systems.

Determining who has the best hardware is difficult. First, the company must have a vision for the future of their technology. Ask them to present the hardware technology for you. Consult beforehand with someone who knows about computer technology, so you are sure that what is being presented is the latest; not old technology.

There are many other things to take into consideration, such as company size and stability, but these are the basics needed to reach your ultimate goal - a computer solution that works. Happy computing!

Retailer Bar Coding

(Continued from page I 1 ) tives, "lf you don't bar code your products, I won't buy them."

Pitkin expects that eventually 70800/o of his items will bear UPC (universal product code) labels. But, until more items are coded and because some items will never be coded, Pitkin is anxious to install a bar code label printer scheduled to be on the market late this summer. Pitkin has been selected to be a test site for the product, which will allow him to print bar code price stickers and bin labels, using his own numerical system.

His biggest management challenge is keeping his costs under control. Because labor accounts for twothirds of his overhead, Pitkin relies on bar code scanning for productive use of his employees. "Labor is one of my few variable costs," he explained, "and bar code scanning improves productivity so that I can make better use of fewer people."

He advises dealers to make the transition away from price stickers to bar codes slowly, maintaining a backup system until the new system is firmly in place. "Bar code scanning is like an addiction," he said. "Once you've used it, there's no way you'll ever want to quit!"

Computer Design

(Continued from page 12)

now has its design center in more than 120 locations.

"Our goal is to provide retailers with a total DesignCenter system that helps their business prosper," said Bob Revell, DesignCenter general manager. "That system includes hardware, software, multiple project flexibility, interactive engineering, installation and operations training programs and marketing and merchandising support. "

Hickson Corp. has introduced a software program called the Wolman Project Planner to its dealers. In addition to laying out decks and other backyard projects, it generates a materials list and quick cost estimate. The program contains construction tips and information on safety, warranties, maintenance and preservative terms.

Bar Co*rg Do's & Oonlto DO

o Introduce bar coding or EDI with full management support at an executive level.

o Be sure that the rationale behind the bar coding decision is based on business need, not a technology driven motivation.

o Consider the benelits of bar coding and EDI separately and jointly.

r Understand and adhere to industry standards.

r Educate the staffand ask for their help.

NON'T

Ignore technological innovation and lose strategic advantage.

. Underestimate the human lhctor; product bar code information is only useful to the extent that it is accurate.

o lmplement bar coding or EDI in a vacuum. Communications protocols, bar code formats and standards of trading partners must be understood.

o Misjudge the impact of these technologies on your operation.

r Wait for all the problernr to be solved before getting started.

This advice is offered in the second annual kr Code/EDI Survey Resrlts -editor.

The software operates with most IBM compatible personal computers. When it is not designing, it can be used in a point of purchase display mode, coupled with a monitor, to show deck ideas, sales items and helpful hints.

The Osmose Backyard Designer Series operates on the Apple Macintosh computer to provide deck designs. Customized decks complete with furniture, planter boxes and other deck accessories are designed in full color. Working drawings, a complete materials list with current prices and SKU number or UPC codes can be printed when the design is complete. A deck building manual and video are provided to the customer with each deck design.

Customers think that computer aided design is great. Retailers say it simplifies the selling process and increases sales of materials needed for the projects designed.

iN]]EWS

.Scoltyir plans a $1. I million expansion ol' its Airport-Pulling Rd. hardware store in Naples, l'1., increasing the unit to 120,000 sq. ft. .. the Winter Haven. Fl.. unit's renrodeling is complete after three months. . a Warner Robins, (;a.. store is in the planningstage...

Pelic'an BuildinS Centers has the opening ol'a 20,000 sq. tl. d-i-y store in Johns lsland, S.('., scheduled tbr May, Fo.rworthGalbraith, (ireenville, Tx., has expanded its lawn & garden dept.

Home Depot is considerin g a 42 acre site in Sugar Land, Tx., lbr a 120,000 sq. fi. store . l0 acres have been acquired by the company lbr $2.7 nrillion in lloynton Beach, l"l....

Lctu,e',s held a grand opening lbr its new unit in Tullahonra, Tn., and started construction of a 100,000 sq. ft store in a ('harlotfe. N.C.. strip nrall

llickes Lutnber will close its (ieorgetown, Tx., store... Evans Luntber Co.. ('hattanooga, Tn., is reorganizing under ('hapter I I protection.

Monarch Mill & Lunber Co., Little Rock. Ar., has closed. with operations nrerged into Ka\/rnan Lumber Co.. also in Little Rock: Eell Etluilies owns both flrnts

A. J. Kitrg Lturtbcr Co., Sevierville, Tn., has closed after 70 yeais, sold its equipment, and will convert the lumber company office into a real estate ofl,ice.

s

Pollarcl Lunrher Co., Inc.. l'ollard's (lorner, (ia., is repairing damage caused by a $200,000 fire in its planer mill building .

.lccrrryis has hired BernsteinRein Advertising, Inc.. Kansas (iity, Ks., the llrm which represented l'ltal-Mart and Payless Cushw,a.vs

Anniversaries: Fo.rworth-Galbraitlt Ruilding Muterials Cenler, Borger, Tx., 64th; Gasparilla I-umber and Suppl.v, f:nglewood, lif ., 2nd; Mc'Caslin Lumber, Hereford, Tx., 50th

Foxu,orIh -Ga Ibraith Lumber Cir., Borger, TX., donated luntber for repairing the bleachers and storage barn at Huber Stadium ...

Hechinger (b. had a J0t),(r decline in 1989 annual earnings afler 2l years of profit . Lowe's sales in [reb. were up 3l%r from 1989...

Canrcron Wholesale, Waco, Tx., is adding branches in Odessa, Tx., and Tulsa, Ok. (see p.22 for story) .. Linden Lurnber Co., Linden, Al., is building a l million ti. pre-dryer fbr the existing 1.3 million ft. dry kiln

McKinney Wholesole has opened a Cjreensboro, N.C., office, John Lilly in charge Grear Amefican Trldine Int'. is new in Marietta, (ia., John Adams, owner

Mackltr n bu rg- Duncan, Oklahoma City, Ok., hosted a plant

lulldlng Productr Dlgcrt

tour for Russians in the Soviet Executive Development Prograrn, a joint venture between Oklahonn City Universityandthe Soviet Ministry qf' Aviation

International Paper is purchasing Nevamar Corp.. no ternls discfosed . . . Wayne-Dalton Corp. acquired the Kinnear Division ol' ItarscoCorp,...

Vermont Anrcrican Tool Co., Lincolnton, N.C'., acquired C/airsott Internolional, Ocala, ["1., nanring Robert /.riny, pres.. .. A,lc'o Industries, ftc. expanded its Olive llranch, Ms., vinyl production plant

The Weyerhaeuser Co. pulp nrill at Coluntbus, Ms., expects to be in operation this sLtmmer...

Union Camp Corp., l'ranklin, Va., expects to ship I million b.f. of southern pine to Europe this year...

Blue Circle /nc., Atlanta, Ga., is selling Williams Bros. Lumbe,r Group to president Jerry Johnson and Sonny Calhoun (see p. 38 forstory)... ,,r,,

The National Kitchen Cabinet A.ssocialiort has changed its name to K itchen Cabiuet Ma n4fat'turers' Association Hometime a d-i-y series sponsored on public tv by The Stanle.v Works, will be closed captioned fbr deaf and hard of hearingviewers...

Arkansas received almost a third of the $27 million returned to southern states as their s,haie ol' 1989 National I jorest receipts; Mississippi, Louisiana, Sautlr Carolins and florida were next in order of dollars received.

Hause and apartment starts in March (latest figs.) dropped 9,lYt to an annual adjus{ed rate of,r 1,321,000 unlts... building permits'issued wbre down 7.6%.

NLBMDA Fires Exec. V.P.

Harlan Hummel was dismissed as executive vice president of the National Lumber and Building Material Dealers Association and publisher of the association publication, Building Material Retailer, April 7.

Following his termination during a special executive committee meeting in Washington, D.C., regional associations voted overwhelmingly to approve the action. Although he no longer occupies his oflice at NLBMDA headquarters in Washington, D.C., Hummel will not be oflicially terminated for six months, an association spokesperson said.

Because of the two and a half years remaining in his contract with the association. informed sources feel there is a possibility of legal action since Hummel reportedly has obtained legal counsel.

A search committee has been appointed to fill the vacancy. "lt is highly unlikely that the executive committee will choose another lumberman as managing ofTicer," a high official in NLBMDA remarked.

Hummel

"They will probably select someone with an association management background."

Hummel, a lumberman by profession, became executive vice presi, dent of NLBMDA in early 1986, several months after the resignation of John Martin.

Atlanta Southern Pine Use

Southern pine stars in three model homes in the Atlanta, Ga., area.

Treated pine decks are used in the house resulting from the annual Innovations in Housing competition sponsored by the American Plywood Association and the American Wood Council and the Busy Woman's Dream House built by Family Circle and the Southern Forest Products Association. The American Wood Council ldea House uses southern pine siding.

All three houses will be featured in consumer home magazines this spring.

New Glen Oak Plant

A new plant using a company developed veneer wrapping process has been opened by Glen Oak Lumber and Milling at its Montello, Wi., headquarters.

Following a fire at their facility a year and a half ago, company president Tom Talbot began work on the new process. Housed in a new 20,000 square foot building, with an 8,000 square foot addition planned for this spring, the facility has two production lines.

One is a veneer line using rotary veneer that wraps and makes door jambs up to lxl2. It can also produce lumber veneered in oak up to l6 feet long. The use of birch, pine and lauan veneer is planned. The substrate is 1000/o hardwood particleboard.

A second line producing S4S hardwood is slated to be operational in June. The plant manager is Buz Smoots, formerly with Diamond Lands. Red Bluff. Ca.

IGln-dried Frontier Incense Cedar

Siding is an affordable alternative to Standard & Better green cedar sidings. Every unit is paperwrapped and contains a two-length mix, pre-bundled and end<apped for added protection. And Frontier Siding is available in a variety of patterns suitable for a wide range of architectural styles.

Features

I KIn-Died; Dimension"ally Stable

Z Protectioe Bundling with End Cnps

A Ail-Weather Paper Wrapped Units

Z 6- to 16-Fmt laryths

a Milled fromlncutse C-edar;

Naturally Decay Resistant, Excqtiorully Durable

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

Can be used under Fiber Glass!

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

il/,;lii.:r 18 m.tchlns wood cororr

EEVERtY MAl{UFACTURIIIG C(lIIPA]IY 9ll8 S. Main Street .Los Angeles, Calif. 90003, P.0. Box 73233

CALENDAR

MAY

MACEF Hlrdware, Tools & D-l-Y Show - Mry ll-14, Lacchiarella, Milan, ltaly.

S&T Wholesgle Hardwere - May 12-13, Sentry market, Kentucky Fair & Exposition Center, Louisville, Ky.

Lumbermen'sClubof Memphls - May l4,golf tournament, Chickasaw Country Club, Memphis, Tn.

Southern Pressure Treaters Assoclatlon - May l6-lE, semi-annual meeting, Perdido Beach Hilton, Orange Beach, Al.

Wood Products Sales & Marketing Workshop - May 17-18, Renaissance Hotel, Atlanta, Ga.

Sawmill & l,ogging Equipment Exposltlon - May lE-19, Virginia State Fairgrounds, Richmond, Va.

Southern Pine Inspection Bureau - May 19, Ar., Ok. & Mo. grading contest, International Paper, Curdon, Ar.

Home Center Industry Conference - May 22-24, sponsored by the American Hardware Manufacturers Association, O'Hare Marriott, Chicago, ll.

Val-Test Distributors - May 25-30, annual llilton l{ead, S.C.

JUNE

North American Wholesale Lumber AssociationJune l115, annual meeting, Jasper Park Lodge, Jasper, Alberta, Canada.

l,umbermen's Club of MemphisJune 14, luncheon meeting, Racquet CIub, Memphis, Tn.

Make your ad work harder-use reprints of your ad or articles from Building Products Digest as part of your company's marketing program.

The low cost promotion pieces can be used as direct mail sales tools, trade show handouts, leave behind pieces, product announcements, for staff education, etc.

Call for quotes: (7141852-1990. Buildinq *Products

Long-Lewis Hardware Co. - June 30-July l, Great Southern Hardware Market, Birmingham/Jefferson Civic Center, Birmingham, Al.

JULY

lnterforst '90 - July 3-8, lorest technology show, Munich Trade Fair Centre, Munich, West Germany.

House Hasson Hardware - July 13-14, market, Gatlinburg Convention Center, Catlinburg, Tn.

National Retail Hardware Association - July l5-19, annual convention, Marriott Rivercenter, San Antonio, Tx.

Kentucky Lumber & Building Material Dealers Association - July lE-I9, lamily outing & golf tournament, Marriott Hotel, Lexington, Ky.

Mississippi Lumber Manufacturers Association - July 1822, mid-year meeting, Biloxi, Ms.

National Hardwood Lumber Association - July 24, legislative workshop, The Greenbrier, White Sulphur Springs, w.v.

Lumbermen's Club of Memphis - July 26, luncheon meeting, Racquet Club, Memphis, Tn.

Orgill Bros. & Co. - July 27-29, fall market, Nashville Convention Center, Nashville, Tn.

General Hardware Co. - July 28-29, Sentry market, Daytona Beach Civic Center, Daytona Beach, Fl.

International Lawn, Garden & Outdoor Power Equipment Expo - July 29-30, Kentucky Fair & Exposition Center, Louisville, Ky.

\^b reily put our salespeot

efuou$ftemill.

At least once a week, all our salespeople at Willamette leave their offices and head for the mill.

They inspect inventory to make sure the stock is being rotated. They pass along market information so the people in the mill knowwhat products to make. They discuss new products. fud they check on your orders.

But their trip isn't limited to just one mill. They're also familiar with the products and capabilities of all Willamette lumber and plywood mills. Because theyVe gone through them, too.

That means, if you ever have a special order, our salespeople know immediately which mill to call. They don't have to "get back to you" with answers to your routine questions, because they know from firsthand experience what's happening.

In fact, it's almost like talking direcfly to the mill yourself. This not only saves time, but makes sure your orders are handled in the most professional manner possible.

So find outwhatWillamette can do for you. Call our salespeople and start asking questions. They'll be happy to tell you what they know. And if they offer to put you through the mill, well....enjoythe tour.

0willamette Industries, Inc.

Lumber & Plywood Divisions

Western llmber and Plywood

Albany, OR (503) 92&7771

Southern Lumber and Plywood

Ruston, L{ (318) 2516258

Atlantic Plywood

Rock Hill, SC (803) 32&3814

Home Center Merchant columnist Bill Fishmon is leaving his home center <'onsulting business and c'olumn writing to become vi<'e president of marketing ond advertising .hr Liquor furn, a 60 store retoil chain based in fun Diego, Co. Readers will miss his exprtise, but I know you'll .ioin me ln wishing Bill all suc'<'ess -editor.

BILL FISHMAN

It'g Tlmo For Bar Codlng

With at least 75%r of suppliers including some moulding and lumber producers able to bar code their products, now is the time for dealers to assess how bar coding can help meet business objectives.

"Don't be afraid of bar codes, even ifyou operate a one-store operation," Dave Knowlton, who mans the Bar Code Hot Line at Bar Code Systems, Inc., Roswell, Ga., advises. "Bar codes can be very useful to every size store.

"The costs for implementing bar codes in your store can be as little as $1500-$2000 if your cash registers are already scanner compatible," he adds. "lf your present equipment is not scanner compatible, make sure when you upgrade that you specifically request registers that are scan-

Reward For Forest Sabotage

A $25,000 reward for information leading to the arrest and conviction of those responsible for spiking logs and vandalizing equipment in the Southeast has been offered by T&S Hardwoods Inc., Sylva, N.C.

In the last few months in North Carolina, an eco-terrorist drove 3.5 inch nails into the sides and ends of about 30 logs lying next to a clearout area in the Pisgah National Forest, a rubber tired skidder loaded with logs was pushed over the side of a mountain near Pink Beds and hydraulic hoses and tires were slashed on a logging machine being used to clearcut Pisgah timber.

Authorities were directed to spiked logs by a letter with a Chicago postmark. The letter, termed "patently phony," included a crude map and was signed "A. Leo Pold, Mountain Person," a reference to Aldo Leopold, an early florester who advocated a wilderness ethic. A

ner compatible and offer price look up. That way, your checkout clerk can scan an item and get the correct price automatically printed on the sales ticket."

The advantages of bar coding are many. With bar code capability, you can change the price on any item in the store simply by changing it in your scanning equipment. ln addition to improved accuracy and speed at the checkout counter, you will gain accurate information of what items are selling and when. Guessing about turns is eliminated. Orders and forecasting become more precise.

Retailers who call the bar code hot line (800-343-0343) will receive a brief overview of bar coding and referrals to companies which can supply them more information based on their present equipment.

spokesperson for a North Carolina chapter of Earth First! has denied involvement by that group.

Comparing the incidents to misguided Robin Hood type behavior, Digges Morgan of the Southern Forest Products Association said, "But we are not dealing with Sherwood Forest. When you see people spiking second growth logs that have already been cut from managed forest, you are seeing not only terrorism, but sheer stupidity."

Cameron Wholesale Expands

Cameron Wholesale. Waco. Tx.. will open new locations in Tulsa, Ok., and Odessa, Tx., next month.

Wes Maib has been named manager of the Tulsa location, according to Harry Hornish, president and general manager of the company. The Odessa branch will be managed by Steve Hoover.

SOUTHERN ASSOCIATION

Kentucky Lumber & Building Material Dealers Association will conduct a blueprint reading seminar May 4 at the Drawbridge Inn, Fort Mitchell.

William S. Darling, a management consultant specializing in estimating procedures, will conduct the session.

The association's annual family outing will be July l8-19 at Lexington.

Virginia Building Material Association installed John J. Purcell Jr., J.S. Purcell Lumber Corp. and Ace Hardware, Louisa, as president at its 64th annual convention.

Other new officers: John Spencer, Spencer Home Center, Lexington, president-elect; David Ball, Middleburg Millwork, Inc., Middleburg, and Ed Hunt, Windowland, Inc., Springfield, vice presidents; Robert Randolph, Ran-

dolph-Bundy, Norfolk, associate vice presidentt George Burton Ill, Burton Lumber Corp., Chesapeake, treasurer; Robert Matthews, Independent Business Supply Association, Smithfield, associate director.

Over 300 attended the meeting at Williamsburg with 52 firms represented with table top exhibits. The association reported a gain of 25 members in the past year.

The annual summer management conference will be held Aug. 16-19 at Virginia Beach.

Florida Lumber & Building Material Dealers Association's summer conference is scheduled for June 14-16 at the Boca Raton Resort, Boca Raton.

Seminars will include one on growth management moderated by Steve Metz,

FLBMDA legislative counsel, with Rep. C. Fred Jones, Ken Spillias, attorney, Paul Bradshaw, Dept. ol Community Affairs, and Richard Gentry, general counsel, F-lorida Home Builders Association, participating.

A wood products seminar moderated by Woody Wagner, FLBMDA director of technical services, will include Jeff Easterling, Southern Forest Products Association; Joe Holland, W-D Lumber & Truss Co., and Sonny Sutherland, National Forest Products Association.

Larry Gonzalez, secretary, Dept. ol Prolessional Regulation; will be a guest speaker at the seminar on the licensing of truss erectors.

Committee meetings and a board of directors meeting, sports and social events complete the agenda.

Mississippi Building Material Dealers Association, Inc., elected Charles Patterson, Patterson Lumber & Home Center, Kosciusko, as president at the 64th annual convention in Jackson.

Curtis Seay, Liberty Building Supply & Hardware, Liberty, was named first v.p.t Henry Easley, Houston Building Supply, Houston, 2nd v.p. Retiring president Janette Breedlove, Breedlove

(Please turn to Page 24)

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8qtthom Arocbfbn llrwr

(Continued from page 23)

Lumber Co.. Charleston, and Joe Alexander, Alexander's Hardware, llay Springs, were named to the executive committee.

l)irectors elected include l)istrict l: John Letchworth, l'erretti Building Materials, Shelbyl Andy Veazey. Hernando Lumber & Hardware Co., Hernando; Marion Jordan, l"leming Lumber ('o., Cleveland.

l)istrict 2: Dale Joiner. Joiner l)is-

count Building Materials. Carthag,el Horace Scott, Hometown Building Materials, Merid;61; Wally llennett. llennett's Do-lt Center. Louisville: Wilmer Daws. Kemper County Farm & Building Supply, De Kalb.

l)istrict 3: I)usty Reynolds, Waynesboro Hardware. Waynesborol Ted Allen, Central Wholesale lluilding Supply, Mageel Jamie Morris, Phillips ltuilding Supply, Laurel: llobby Vaughn, Port Cibson Lumber & Supply ('o., Port (iibsonl Richard Brooks, (iateway Lumber & Supply (1o., Wiggins.

Harry Carter, Henderson & llaird

Authentic ArchitecturalColumns That L-ast

Bulldlng Productr Dlgort

Hardware Co., (ireenwoodl l:rank

Bridges. Georgia-Pacific, Pearll llal Parker. Sunbelt Wholesale Supply Co.. Jackson. were elected to the advisory board.

84 Lumber Pushes Promotions

As part of its plan to add 200 stores during the '90s, 84 Lumber is sponsoring an 84 Home Giveaway at each of its new store openings this year. The drawing for the 2000 sq. ft. home will take place in December.

In addition, the company is developing a program called Conifers for Kids which will allow local non profit children's charities to sell Christmas trees at the chain's 350 stores.

NAWLA Heads North

The North American Wholesale Lumber Association will be "Climbing to New Heights" amid the Canadian Rockies at its annual meeting June l3- I 5 in Jasper, Alberta, Canada,

The business program features the popular contact sessions, a directors organizational meeting, and meetings of the hardwood, education, communications, California Redwood Association joint advisory and American Plywood Association joint advisory committees.

lllttl0l pres. Charles Patterson, 1st v.p. Curtis Seay and 2nd v.p. Henry Easley with Janette Ereedlove, chairman of the exec. committee.

PERS NALS

Tony Jarvis is a new sales rep at Southeast Wood Treating, Jasper, Al.

Richard F. Bradbury has been promoted to pres. of Ceco Door Products, Ceco's new commercial door div. David L. Webb is v.p./gen. mgr. of the new residential door div., Ceco Entry Systems.

Eugene M. Myers has been elected pres. and gen. mgr. of Chesapeake Hardwood Products, Chesapeake, Va., succeeding Robert T. Renfro.

Graig Young is now v.p., sales and mktg. at Season-all Industries. Joe Luketich is v.p. of the residential div., according to exec. v.p. Wayne Gorell.

Allen Medlin, asst. chief inspector, National Hardwood Lumber Association, Little Rock, Ar., has ietired after 15 years with the association.

Randy "Bucky" Edwards replaces him in the Mid-South District.

Jim Sewell, mgr., West Building Materials Super Store, Athens, Ga., recently received the George West Management Award as top manager in the chain.

William "Scott" Burley, Bowater Inc., Rock Hill, S.C., is engaged to marry Kimberly Patresa Clark May 12, 1990.

Bobby Jamison, sales, Jackson Wholesale Building Supply Co., Jackson, Ms., has retired after 28 years with the co.

D. Herman Walker, who retired l0 years ago from Woodard-Walker Lumber Co., recently was honored with the Louisiana College Board of Trustees' Distinguished Service Award.

Larry Mantos is the new co-mgr. of 84 Lumber, Newport News, Va. New mgrs.: Tom Titlow, Griffin, Ga., and Mike Turner, Valley Station, Ky.

Ernie Taylor has joined Sheldon Lumber Co.. Toano. Va.

Jerome G. "Jake" Rockman has been named gen. mgr. of Foxworth-Galbraith Lumber Co., Greenville, Tx.

Larry LaFoy is gen. mgr. in Sherman, Tx., and Ann Foster is new to sales in Paris, Tx.

Danny Holman has been appointed mktg. mgr. at Lowe's, North Wilkesboro, N.C. New mgrs.: Carroll Brown, Lexington, N.C., and Jan Lambert. Galax. Va.

Gary Fuqua has been promoted to mktg. mgr. at UNR Home Products, Ruston, La., according to pres. John M. Buske.

Lisa Lawson is now heading the transportation dept. at Coastal Lumber Co.. Weldon. N.C. Tim Hinkle is safety & personnel director for the Appalachian Div.

L.A. Macklanburg, founder, Macklanburg-Duncan, Oklahoma City, Ok., has been elected to the Oklahoma Commerce & Industry Hall of Honor by the Oklahoma City University board of trustees.

Kevin M. Balcer is now sales supervisor for AFCO Industries' wall products div., reports Robert J. Schuitema.

L. Phillip Latreille, Morgan Products Ltd., has been elected pres. of the National Wood Window & Door Association, succeeding Robert A. Carlson, Weyerhaeuser, who continues as a director. Re-elected were window div. v.p. Frank Marvin, Marvin Windows; flush door div. v.p. Edward Steves, Steves & Sons, and sec./treas. John P. Semling, Semling-Menke Co. New directors: Frank Altpeter, Kenneth Ryan, Mark Kable and Dale Tucker, also stile & rail door div. v.p.

John Ward is the new Atlanta, Ga., district sales mgr.industrial for CertainTeed, overseeing Fl., N.C., S.C., Ga., Tn. and Ky.

Steve Brown, formerly mgr., internal audit, CertainTeed Corp., has been promoted to controller at Cameron Wholesale, Waco, Tx., reports pres. & gen. mgr. Harry Hornish.

William R. "Ronnie" Jorgensen, Jorgensen-Bennett Manufacturing Co., Memphis, Tn., was presented with a special certificate of appreciation for his work on the Lum;bermen's Club of Memphis' annual Liberty Bowl trophy.

Charles A. Jackson Jr. has been named chairman and c.e.o. of Vector Industries. Pinellas Park. Fl.

John Flanagan is now gen. mgr. of Cellwood Products, Gaffney, S.C. David Terrill is v.p., sales & mktg., and Donald H. Brown, v.p., operations.

(Please turn to page 38)

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.

NEW PR DUCTS

and selected soles olds

Backyard Archltect

The Wolman Project Planner, a software program to assist countermen in helping customers lay out decks and other backyard projects and generate a materials list and quick cost estimate, is new from Hickson Corp.

The program also contains construction tips and ready information on safety, warranties, maintenance and preservative terms.

When in the display mode and coupled with a monitor, the planner can be used as a point-of-purchase display, showing deck ideas, sale items and helpful hints.

Reglstered Credlt

An electronic cash register/point of sale terminal featuring automatic dial-up/approval for charge card sales and compatibility with all leading credit networks and services is new from Datacap Systems.

Providing credit authorization/ electronic draft capture and communication to a central oflice polling system, the 2860 system includes 60-position programmable key- board, built-in intelligent modem with dual RJ I I rear connectors. magnetic card stripe reader, internal alphanumeric printer, alphanumeric operator display, memory pack and PIN pad interface. PLU expansion memory, customer displays and slip/ draft printers are optional.

Operating with most IBM compatible personal computers, the software is available in 3-l /2" and 5-l /4" disks.

FREE READER SERVICE

For more information on New Products wfite Butldtng Producs Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request fasterl Many thanks!

Whltc Plne Llne

RobbinWood. a new standard in eastern white pine for cabinetry, trim, paneling, siding, sheathing and decorating, is now available from Westwood Forest Products, lnc.

A unique kiln drying process reduces moisture content to 8-120[. The pitch is set ar 150' instead of the usual ll0o, virtually eliminating knot bleed. The wood is also antistain,d$ped to prevent blueing.

Products include various dimensions of bevel, channel rustic, tongue & groove and corner boards.

Hlgh Powered Buslness

A new SuperMicrocomputer from Dataline combines high processing power and speed to support up to 32 users in a typical lumberyard or home center.

Based on the UNIX System V operating system, the 32-bit, Motorolabased 5/480 operates at 25 MHz. It provides standard interfaces which allow users access to hundreds of software applications.

Compact Out Back

.

A trash compactor designed to go in the garage is new from Genie.

Genie Beasts compact as much as five 20-gallon cans of trash into one heavy duty plastic bag.

For safety, compactors can not be operated without a safety key or with the door open, and units automatically shut off at the end of every cycle.

Other features include a built-in caddy to wheel away compacted trash, galvanized steel construction, and a l/3 hp, high torque motor, which generates 3,5001bs. of packing power.

The system joins Dataline's S/80 and 5/640 computers, all of which are designed to network with each other to ensure maximum flexibility and growth potential.

Choice Entries

A solid timber stile and rail door made of American red oak or Philinpine maghogany has been introduced by Escon Corp.

With a choice of glass designs, the 302 series entry comes 6'8" high, l-3l4" thick and 2'6".2'8". 3' and l'6" wide.

Marking Upgrades

Reportedly the first in-store bar code printer to combine thermal transfer/thermal direct with electronic article surveillance printing is new from Monarch Marking Systems.

The printers run on pressure-sensitive labels which contain hidden, radio frequency circuitry to protect merchandise from shoplifters.

Producing all popular bar codes, the printer can accommodate a variety of supplies, including ultraremovable, removable, permanent, full-gum and heavy full-gum adhesives, piggyback labels and merchandise hang tags, all in various sizes.

The sytem is designed for home centers, lumberyards, wholesalers, hardware stores and millwork dealers.

Safe Sealing

An environmentally sound line of sealers and clear finishes containing minimal amounts of ozone-producing Volatile Organic Compounds to meet the strictest regulatory standards has been introduced bv McCloskey.

Sliding Replacement

The new Clad Retro Patio Door from Marvin Windows allows upgrading to a beautiful, energy efficient wood patio door without sacrificing the maintenance advantages of an aluminum door.

Designed to replace old aluminum sliding doors, they are specially sized to fit openings created for such doors, which are said to typically be smaller than openings for wood units. The doors are constructed of ponderosa pine, with .055" extruded aluminum cladding on the exterior for weather protection and reduced maintenance.

Featuring built-in alphanumeric keypad, on-line or off-line capability and 16 pre-defined fixed formats which can be customized per special order, the machines also offer twoline, 32 character lcd display; a wide range of fonts which can be magnified up to seven times, and reverse printing.

Lumber Manager

Timber, an integrated database software system providing comprehensive control of the diverse product lines and numerous individual items inherent to the lumber business, has been developed by ADD Systems.

The system uses a pre-formatted screen "form" for operator data entry, simplifying and expediting the process while reducing the possibility of errors. Its modular makeup allows it to be phased in on any convenient schedule, beginning with the most important areas and then adding others as the user becomes comfortable with the system.

The package includes order entry, invoicing at point of sale, special orders, quotes, estimates, credit checks, order processing, order modifications, order closing and invoicing, inventory mangement, and mangement analysis of sales by item, department and salesperson.

For outdoor applications, the Man O'War Clear Air Formula line includes four exterior sealers and varnishes (clear wood preservative, water repellent sealer, patio & stone sealer and gloss spar marine varnish). Three clears (gloss polyurethane, glass varnish and gym seal floor finish) protect and enhance interior wood.

Masking Spray

Glas-Strip, a strippable waterbased mask coating for interior and exterior painting jobs, is new from Spraylat Corp.

The product is sprayed over the glass and allowed to air dry. Paint can then be applied without regard to

Weatherstripping along the bottom rail, extruded leafweatherseal at the jambs and double weatherstripping along the stile interlock minimize air and water infiltration.

A scuff-resistant, virtually indestructible sill and double steel ball bearing wheels are also featured.

Hang In A Hurry

Easily attached signs with "peeland-mount" backings are now available from the Allen Holden Co.

The 3-l/2" x 5-l/2" signs are screen printed on heavy duty styrene plastic. Titles include "Beware of Dog," "No Admittance," "Danger," etc.

getting paint on the glass. When the paint dries, the protective coating is simply peeled off, leaving no sticky residue or oversprayed dry paint.

The product eliminates cutting, positioning and scraping off masking tape and paint seeping under the tape through air bubbles and cracks.

Shod Searon

A new in-store display from Arrow allows retailers to represent over t,000 sq. ft. of outdoor storage

The prefinished plank is 7/16" thick, 3.2" wide and 47.2" long, tongue and grooved for easy installation in mastic or with the noating system. Three shades are available, all with a durable, no wax, easy care urethane finish.

Always A Cedar Llnlng

Aromatic cedar lining for closets, drawers and chests from AFCO is now packaged for the do-it-yourselfer with an open window so shoppers can touch and smell the planks.

buildings in just 3 sq. ft. of display space.

The counter-top unit holds education sheets. "take one" brochures and an illustrated flip book that includes building dimensions, features and colors of the entire storage building line. A steel scale model building sits atop the display platform,

Step Up To Oak

Oak Mate Plank, laminated hardwood flooring featuring a special embossed oak grain pattern to enhance the natural beauty and character of each plank, has been introduced by BiWood Flooring.

The special embossing process controls the graining pattern to give the look and feel of expensive sliced oak veneers while eliminating the "wild grain" sometimes found in rotary cut veneers.

The eastern red cedar planks are 3/8" thick by 3-518" wide by 48" long, shiplapped and end-matched with sanded surfaces.

Celllng Tllc Scller

Do-it-yourself ceiling tile kits are now available in a compact, self-selling display from Armstrong.

Each sel[-merchandising carton features eight pieces (9.66 sq. ft. per piece), instructions, and UPC label.

Taking up less than 2 sq. ft. of floor space, the display holds 20 Easy Up installation kits, each with sufl]cient materials to installa box (40 sq. ft.) of tiles.

The merchandiser features actual components and tiles affixed to an overhanging top panel, an informational color poster adhered to the back panel and four photographs illustrating the installation process.

Checks The Water

Water Check, which quickly determines the moisture needs of individual containerized plants, is new from Luster Leaf Products.

Placed in the soil between the stem of the plant and the outside edge of the container, the device uses color changes to alert gardeners of wet and dry conditions.

Siding Post Cap

The Korner Kap, an injectionmolded pvc product designed to cover gaps on the bottom or top of vinyl siding corner posts, is new from Korner Stone Industries.

yourself instruction kits for creating a variety of home projects, such as basement windows. patios. storm doors, greenhouses, garage doors, spa and pool fences, carports, cabanas and seed boxes.

Translucent, impact-resistant Lexan Thermoclear can be cut, drilled and installed using basic tools like a handsaw, circular saw, drill and utility knife. It also can be bent to gentle curves.

The cap features a smooth satin finish, while its inner surface is embossed with a trimming guide to eliminate complicated measuring and fitting.

Capped corners are said to protect homes from bee nests, rodents and moisture.

Spread The Heat

A portable gas barbecue with a smoker plate instead of loose-fitting lava rocks to provide even heat distribution for cooking is new from U.S. Catalytic Corp.

A 4' x 8', 8mm thick sheet weighs 8 lbs.less than l/l6th the weight of an equivalent piece of glass. The material reportedly has up to 250 times more impact strength than glass and 30 times more than acrylic. And a special ultraviolet-resistant surface treatment protects against sun damage.

The Hole Story

A one-step metal paste that adheres to metal, wood, plastic and glass is new from Alvin Products.

Lab-metal applies with a putty knife to fill in holes or cracks, hardening for subsequent, milling, drilling, filing, grinding, sanding or painting. Waterproof and resistant to most fuels, chemicals and solvents, the metal filler is said not to shrink, chip, crack or peel and withstands temperatures from -40" to 350'.

Other features include heavy cast aluminum construction, stainless steel burner, low pressure regulator/ gas valve, convenient stand and snap-tight hardwood handle. It runs on standard disposable L/P gas cylinders.

Home Project Plastic

Easy-to-use, double-walled sheets ofa new engineering plastic are now offered from GE Plastics in do-it-

The paste can also be thinned and sprayed to waterproof and rustproof large surface areas.

It comes in 12 oz.,l-l/2,3 and l2 lb. cans, and 60 lb. drums.

Llghter Loadlng

A medium duty series of portable stacking racks designed for self-contained loads stacked less than five high with no side forces exerted on corner posts has been introduced by Jarke Corp.

Leaner, Meaner Sldellter

Entryway doorlites and sidelites liom Glass Alternatives Corp. combine the look of classic leaded beveled glass with the lower costs, reduced weight and increased security of supertough plastic.

Made of Lexan resin, the injection-molded products are said to be 50 to 75'h lighter than leaded glass and up to 250 times stronger than tempered glass. Abrasion-resistant coatings add a glass-like surface hardness to resist scratches. surface wear and ultraviolet rays.

Sixteen doorlite and sidelite models are available.

Trlple Grlp

A multi-level hand grip to help bathers avoid slipping and falling in the tub or shower is new from Maddak lnc.

wide variety of printers to produce bar code labels for inventory items not bar coded by the manufacturer.

Joining the Airector line of heavy duty racks, the lighter capacity models handle from 1.000 to 4,000 lbs. They accommodate forklift handling with two rack base frame styles available. Bases can be made open, wood pallet and steel pallet.

Moulding Bar Coding

UPC bar codes are now offered on Oak-Over oak veneered jambs and mouldings from Contact Lumber Co.

The grip provides three levels of support to accommodate persons of any height. Three loops have grooved inner surfaces for a non-slip grasp. Molded of unbreakable polypropylene, it measures 25-l18" long, 3-3/4" high and 7/8" in diameter.

Texture Team

A full line of texture products is now available from Homax Corp.

Labels on each moulding piece have scanner information, size and profile descriptions, and product logos for easy identification by retailers and customers.

Products feature genuine, select grade oak veneer over a softwood substrate. They reportedly are easy to cut and nail, come pre-sanded in long premium lengths, and will not warp, twist or split like solid oak.

The grip attaches at four points to any shower or tub wall, or may be installed near toilets to aid in sitting down and rising from the seat.

Behind Bars

A full line of Symbol MSI bar code peripherals and software including bar code wands, laser scanners and portable terminals is now available from Versyss Inc.

Designed to interact with the company's materials management system, the software also supplies a

Touch-Up units include sprayer and enough texture for a small patch and match repair.

Larger manual guns are designed for big repairs, while a pneumatic spray texture gun powered by any 3/4 hp compressor is ideal for multiple repairs or "new" texturing. All guns feature adjustable spray patterns.

A hopper allows d-i-y mixing of textures.

Quick Set

Four new fast-setting concrete products from Nomix Corp. are said to completely eliminate mixing and messy clean-ups, since they are poured into water right from the bag.

Instant Concrete sets sidewalks, steps, curbs, porches and patios in 30 minutes. Instant Concrete Patch repairs concrete in 20 minutes. Instant Mortar sets brick, block or stone in an hour. Instant Sand/Cement sets in one hour and can be used for laying flagstone or paving bricks, topping concrete slabs, stuccoing or grouting.

Gase Of The Missing Battery

A smoke detector cover which will not close unless a battery is in place has been developed by F-irst Alert.

All three feature an aluminum gear case, diaphragm to supply greater support for shaft and bearings, chuck key, rubber flex key holder, and trigger speed control to reverse switches.

Accessories include side handles, belt clip kit, tool holster, steel carrying case, screwdriver bits, driver/ drill bit sets and double end twist drills and sets.

Get To First Base

The cover is now a standard feature to all First Alert batterypowered smoke detectors, designed to eliminate a major cause of detector malfunction: a missing battery.

Hole In 3

Three heavy duty hole-shooters with trigger speed control are new from Milwaukee Electric Tool Corp.

A ready-mixed interior basecoat paint that can provide uniformly decorated walls and ceilings for do-ityourselfers is now available in a one gallon container from United States Gypsum Co.

ture differences between drywall face paper and finished joint compound. It can be used right out ofthe one or five gallon pail with brush, roller or spray equipment. It dries to a hard white finish reportedly in less than 30 minutes.

Each gallon covers approximately 300 to 500 so. ft.

FREE READER SERVICE

For more information on New Products wrile 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!

It's In The Bag

Disposable plastic bag liners for lawn mowers are new from Snapper. When full, the garbage bag type liner can be removed easily for disposal. No ties are needed because of the liner design.

A l/4" hole-shooter features a single gear train and runs from 04000 rpm. A 3/8" model has a double gear train and drills at 0-1700 rpm. The l/2" tool has a double gear train, drills at 0-650 rpm, and also includes a side handle.

Sheetrock First Coat interior latex paint provides a high quality prime coat over gypsum board and concrete surfaces. Decorating problems are minimized since the product equalizes surface absorption and tex-

'l'he liner, which fits the catchers of all Snapper walk-behind mowers, has a controlled liner ventine to reduce dust.

Maze Buye Independent Nal

Maze Nails Division of W. H.

Maze Co. has purchased Independent Nail, lnc.

Maze, founded in 1848, and lndependent, founded by the Stone family in 1915, pioneered the manufacture of ring and screw shank nails and for many years were the sole producers of threaded nails. lndependent makes special fasteners as well as a broad line of Stronghold and Screwtite nails. ln addition to threaded nails, Maze is the world's largest producer of Stormguard double-dipped zinc-coated nails for roofing, siding and trim.

Peter G. Loveland, president of

TP Settles Trademark Suit

Timber Products Inspection, lnc., known lbr its aggressive policy against counterfeit lumber gradestamps, successfully settled its trademark litigation suit against [iniversal Trusses of Miami, Fl., in March.

The federalsuit followed the findings of an extensive investigation in 1987 by Timber Products, the l;lorida Attorney (ieneral's ofllce,

the Peru, ll., company, says Independent will continue to manufacture and ship as a separate profit center under the direction of general manager Robert Fisher. merchandising manager [)on llarpell, sales manager []laine Long and plant manager Ralph l)upuy in llridgewater, Ma.

Maze Nails purchased Tremont Nail. Wareham, Ma., the nation's oldest cut nail manufacturer, established in 1819, Iast year. The combination of the three long-established plants gives the Maze group the greatest assortment of specialty nails in the industry.

Bulldlng Productr Dlgcrt

stated. "Would be counterl'eiters who contentplate the unauthorized usc ol' Timber l)roducts' tradenrarks are dcterred only by the continuous denronstration ol' the scvcrity ol'civil and crinrinal penaltics lilr traclcntitrk inliingenrent."

Although the suit against Univcrsal Trusses has bccn rcsolved. litigation against the company by the l'lorida Attorney (ieneral's olllce lbr its deceptive trade practices and civil thcli remains pending. I Iniversal J'russes is no longer in business according to Jorge Rodreguez, nretro building and zoning director, Mianti. llowever, llest Truss, a rool'support manulircturer, is operitting at the addrcss lbrnterly occupied by tlniversal. This conrpany includes ol'llcers lbrntcrly with Universal.

and the lrBl. This settlement is the latest ol'a series ol'successlll Timber l)roducts investigations and suits against lunrber gradestanrp trademark inliingers and counterl'eiters. lt rellects, the company says, its contnritnrent to insure the reliability and authenticity of its lumber gradestamp.

Lon Sibert, vice president of the lunrber division, Timber Products,

New Name For NDMA Head

The executive director ol'the National l)imension Manulircturers Association has legally changed his nanre to Steven V. Lawser liont [-osscr, the lbrnter spelling. The entire lirnrily ntadc thc change lbr pronunciation reasons onlv.

FEATURING: THE LATEST ON THIS FAST EVOLVING BUILDING MATERIALS MARKET!

PLUS: HANDY TIPS ON MERCHANDISING HARDWARE & TOOLS

PLUS: AN IN-DEPTH REPORT ON DETECTING WITH EMPLOYEE SUBSTANCE ABUSE AND DEALING

PLUS: MUCH, MUCH MORE

ADVERTISING DEADLINE: JUNE 15. 1990

Stalking lranian Hardwoods

I NSIDE IRAN. For years the I media has scrutinized the puzzling country from almost every angle. Its leaders, its people, its tactics, its motives have all been examined. Now it's time to weigh the strengths and weaknesses of the hardwoods of Iran.

Iran's keyaki (Zelkova carpinifolia) features a lustrous, light golden brown heartwood, resembling elm with its coarse texture. Its varying grain runs from straight to quite irregular and wavy.

The wood is hard, strong, tough and resilient, especially for its moderate weight. It also has good steam bending properties and dries quickly and well, if extra care is given. lt works well and nails, screws and glues adequately. An especially durable wood, it is very resistant to insect and fungus attack.

Keyaki also grows in China and Japan and recently was introduced to the United Kingdom. It is mostly devoted to decorative work, including carvings, cabinetry, inlay work, structural work and light construction.

European hornbeam (Carpinus betului. another lranian species, is a medium-sized tree, similar to beech in appearance though usually not as large and often with a somewhat poorly formed stem. Its cold, dull, white wood slightly streaked with grey has a fine texture and near featureless look. Its grain may be irregular with undulating growth rings, especially if the stem is badly mis-shapen.

Hornbeam is one of the denser

temperate hardwoods, a bit heavier than beech. Technically, in fact, it is like a dense beech, drying readily and well, although it may be unstable under changing humidity conditions. It is comparable in strength to beech, with good bending and high resistance to splitting. Yet it is harder to work, since it is heavier. And while it is not resistant to fungus attack, it can be treated with preservatives for outdoor use.

Story at a Glance

Strengths and weaknesses of lranian hardwoods. woods are usually light in color, not large in size, moderately durable though susceptible to attack, and strong especially for their weight. Since the only commercial stands are in parts of lran, Turkey and Europe, hornbeam's limited supply has resulted in its use as a specialpurpose wood. It has produced items requiring hard-wearing, splinterfree qualities, such as billiard cues, drumsticks, cogs, tool handles, clubs, and piano parts.

The eastern plane ( Platanus orientalis) is sycamore's sister in Iran. lt has a light reddish-brown heartwood with a straight grain and a fine to medium texture.

Plane dries readily, with a tendency to distort. lts mechanical properties include the moderate strength of mahogany anil low stiffness, resulting in a good steam bending wood. lt works well despite minor proneness to blunt cutters and to bind on saws. lt stains and polishes to an excellent finish. The trees are also perishable.

Its uses have centered on employing quarter-sawn veneers for paneling, and also for furniture and cabinets. lt can be used for handles on brushes and other non-striking tools.

A compact timber, pale yellow in color, European boxwood (Buxus sempervirens) features a slightly varying grain with an intricately fine, even texture. Boxwood is an extremely heavy, dense wood, also equipped with high stiffness, steam bending, crushing strength and shock resistance properties.

The hardwood does dry slowly, often prone to surface checks and liable to severe end splitting if dried in the round. lts high resistance to cutting makes it a hard wood with which to work. But it is a durable one, despite its heartwood's susceptibility to attack by the common furniture beetle.

A terrific carving and turnery wood, boxwood has been used for textile rollers, pulley blocks, tool handles, rulers, bandings and stringings.

Commercially, the local product is known as Iranian boxwood. and is similarly called Persian boxwood, Turkish boxwood, etc., according to its country of origin.

NEWLITERATURE

Securlty In Numberg

A 24-p. security device catalog is free liom Se-Kure Controls, (800) 322-24.15.

Vlnyl Tlle Floorlng

A 32-p. catalog ol'resilient vinyl floor tilc products is frec liom Azrock, llox 696060, San Antonio. Tx. 78269.

Cablnet Members

The 1990 l)irectory of Certified ('abinet Manufacturers is lree from the National Kitchen Cabinet Association. llox 6830. l;alls Church. Ya.22046.

Slde With The Facts

"Siding lJasics" is lree for up to l0 copies, | 50 ea. thereafter, from the Western Wood Products Association, Yeon Bldg., 522 SW 5th Ave., Portland, Or.97204.

Insulation Instructions

"(iuide to the New Model tinergy Code" is 500 and a stamped, selfaddressed envelope from the Mineral Insulation Manufacturers Association. 1420 King St., Alexandria, Va.22314.

Fiber Gement Roofing

"The Fiber Cement Roof of a LifeTime," a 4-p. brochure on nonasbestos Southern Slate, EuroSlate and Beaver shingles, is free from FibreCem, 7 Woodlawn Green, Ste. 212, Charlotte, N.C.282t7.

Rubber Under Foot

A rubber flooring products catalog is free from Endura, 2 University Oflice Park, Sawyer Rd., Waltham. Ma.02254.

Duratemp Siding

Information on Duratemp plywood siding is available from Miller Redwood Co.. (800) 637-5886.

Gathering Dust

The 20-p. "Wood Dust Control & Collection Systems" is $3 from Delta, (800) 438-2486.

Computer Pluseg

A -12-p. booklet on the advantages of automation lor retailers is lree from Triad Systems Corp., 3055 Triad l)r., Livermore. ('a. 94550.

Flnlsh Off

A cement, brick/block and drywall/ plaster finishing tools and accessories catalog is free lrom Marshalltown Trowel ('o.. (800) 876-9357.

Nall Mail

Two nail data flyers, "llow to ('hoose Them" and "ilow to LJse Them." are free lrom Keystone Steel & Wire Co., (800) 447-6444.

Pallet Recycllng

"Recycling...A New Approach to Pallet, Container and Reel Management" is available from the National Wood Pallet & Container Association, 1625 Massachusetts Ave. NW. Ste. 200, Washington. l).C. 20036.

Frontlers In Space

"lluild-lt-lletter With I lardwood Plywood," an updated l6-p. booklet of space-saving storage projects, is free from (ieorgia-Pacific, 133 Peachtree St., Nt:. Atlanta. (ia. 30303.

The Trowel Trade

n I l2-p. cement finishing, bricklaying, drywall finishing, tile installation, plastering, paint sundry tools, wallcovering and carpetlaying catalog is lree from (ioldblatt Tool Co.. Box 2334. Kansas City, Ks. 661 10.

FOR PROMPT SERVICE

on all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in Building Producb Diges!, Many thanksl

Safety's Standard

Three new safety booklets on OSHA's standards on hazard communication. asbestos removal and chemicals in the workplace are available from EMEI) Co., (800) 442-3633.

Lift Lights

A booklet on flashing light products lor lift trucks is free from Hyster Co., (800) 221-l l9l.

Panel Buyer Profile

A summary of a wood paneling survey of 5,000 interior designers is free for up to l0 copies from the Western Wood Products Association, Yeon Bldg., 522 SW 5th Ave., Portland, Or. 9'1204.

Get With The Program

A 4-p. folder on Sentry Hardware's lumber/building materials program is free from Sentry, 2700 River Rd., Des Plaines, 11.60018.

Roofing Material Manuals

The Roeling, Materials Guide, a 435-p. twice yearly report, is $95 annually from the National Roofing Contractors Association. 6250 River Rd., Rosemont, ll. 600 I 8.

Healthy Coatings

"Guide to Using Clean Air Coatings," a brochure on environmentally sale products, is free from McCloskey, Q00) 767-2532.

Truss Clips

An expanded plated truss connectors catalog is free from Simpson Strong-Tie Co., Box 1568, San Leandro, Ca.94577.

Crawl Space Solution

A 4-p. brochure on insulating the "naked crawl space" is free from Dow, (800) 441-4369.

Twenty-five (25) words for $2 l. 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, $55 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, 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 lsth of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

EXPERTENCED salesperson from lumber industry with some computer background for Orange County, Ca., based company. Demos and sales of specialized software package. Travel necessary. Allgeier Computer Corp. {J14) 544-9040.

MAUGANS AND ASSOCIATES

P.O. Box 36802 Birmingham, AL 35236

1-A00-426-4772

205-987-7s82

CONFIDENTIAL INOUIRIESFEE PAID

When sending in a change ol address please include zip code on borh old and nen' addresses and either the old label or the inlbrmation .liom it. Thonks!

INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

ll' yorr helicvc in t'orrr [rrrsincss rntl wlnl to build rt ,\DVIIRTISE. zip

"Recruiti ng for the Forest Products Industry"

a il0ST 0lSPtlYS were excellent at the show, such as P&M Ceda/s lll with Jean Fakundiny, Mark Fish, Charles Berolzheimer, Mark Jantzer. l2l Jerry Parlee, David Still. [31 Linda Priddy. l4l Dick Lundgren, Donna Brown. l5l Bill Bird, Steve Zieg. 16l Hal Huff, Dick Platner. l7l Dennis Moroz, Dan Gauthier, Chuck Felix, John Sturges, Randy Gregory. l8l Wayne Schwerin. l9l Tom Kosiba, Dottie

Klotz, Huck Devenzio. ll0l John Cashmore, Bill Blankenship, John Purcell. llll Steve Layton, Mike Roach, Bob Baeppler. ll2l Hank Feenstra, Fritz Brayton, John Snead. ll3l John Redding, Gene Myers. ll4l Mit<e Ligas, Rodney B. Sessions, Linda Treb. llSl Laura Schulze, Rich Viola, David Bulk. ll6l Lee Evans, Donald MacDonald. (l7l Ed Gray, Scott Klein. llSl Janis Hearrell, Susan

Detchon. ll9l Denis Deeth, Bob Riggs. l20l Pat Aldred, Martha Grissom. 12ll Paul Bouchard, Palle Jensen. (221 Bob Curtis, William Morton. l23l Chris Hatton, Linda Campbell, Al Wells. l24l Bill Schneider, Cary Lawrence. l25l Bob Ashley, Richard Ledermann, Daniel Ledermann. (261 Rick Kost, Hal Huff, Jerry Kohnke, Earl Miller.

National Home Genter Show

ATEGORIZATION

the grouping of productswas the buzz word at this year's National Home Center Show. A dozen different categories of products were arranged, each in its own separate area, complete with color coded carpet so showgoers with color coded maps could easily locate exhibits.

Exhibitors and attendees alike seemed to like the new format, though total traffic by each booth was below last year as most people visited only those areas of interest to them. Additionally, 36,000 square feet had been added for a total of 476,000 square feet within cavernous McCormick Place, Chicago's humongous convention center.

"We've had fewer people in the booth," one exhibitor told us, "but they were all quality people and I haven't wasted my time on a lot of people who aren't real prospects."

Total attendance was essentially flat at34,477, down 500 from 1989, and composed of 19,991 showgoers and 14.486 exhibitors and others.

Shortened from four to three days this year, the March I I - l3 show presented several seminars and speeches during the day long exhibit hours. Dr. Richard Lancioni spoke on customer service at a Monday

Association Drug Manual

In cooperation with other retail lumber associations, the MidAmerica Lumbermens Association has produced a comprehensive drugfree workplace manual and employee education video tape for the industry.

The information is designed to help employers to understand the magnitude of the drug problem, its impact on business and various government regulations on the problem. In addition, it helps employers plan and implement a program to meet their individual needs. Lists of

breakfast meeting, saying that front line people must be empowered to solve service problems, that the company service policy needs to be consistent and that customer service should be pro-active, not reactive. "Listen to your customers," he said, "treat their complaints as an opportunity."

Story at a Glance

Redesign that groups products into categories was well received at the popular show. attendance echoed last year. event was shortened from four to three days and was enlarged.

plus hidden costs and "the best deal is the best price with ro hidden costs," Merrifield said. "To cope, you must try differently, not harder."

David Ai, City MillCo., Honolulu, Hi., and Melvin Cohen, Somerville Lumber, Waltham, Ma., were inducted into the Home Center Hall of Fame during ceremonies at this show. James Sweet. former chairman of the board, Scotty's, Winter Haven. Fl.. received the 1990 Leadership Council Pioneer Award.

D. Bruce Merrifield. Jr.. addressing a North American Wholesale Lumber Association seminar Tuesday, March 13, discussed the distributor's role, stating that Just In Time delivery policies have reduced the number of vendors a firm uses and that JIT will supplant the present distribution system.

Total procurement costs are price

additional materials available and sources of information on drugs in the workplace are included. Truck driver drug testing and educational requirements of the Federal Highway Administration also are co.vered.

"Drug and alcohol abuse is a serious problem," Howard Vann, MLA president, said. "As it seeps into the woodwork of retail lumberyards everywhere, it is one of the largest productivi tylprofi tability drains facing our industry today."

The manual and video are available from state and regional lumber associations.

Among the Innovator Award winners for new products were Black & Decker for a wallpaper stripper; Garrett & Co., Tug-A-Plug; Vermont American, Around the Corner Wood Boring Bit. In store sales support systems winners were Andersen Corp. for their Window Center Planning Model, Behr Process Corp. for a color matching system and Hoyne Mirrors' new miniature door display/order desk.

The I 5th annual show was blessed with record temperatures, 74" on Sunday and an amazing 8l' on Monday, l0' above the previous record. The show had more than 1,300 displays.

Next year's National Home Center Show dates are March 24-26 at McCormick Place.

Computer Cuts Energy Costs

A computerized system controls energy usage for heating and air conditioning at Lowe's Cos. central offices in North Wilkesboro, N.C., and stores in the chain.

By shutting off power at certain times, the computer helps the company to conserve energy. Lowe's also recycles plastic containers thit are filled with retail items at its distribution center and dispatched to the stores by returning them to the center for reuse.

Obltuarles

Ralph Stewart Sr., 74, vice presi' dent and co-founder of Keener Lumber Co.. Smithfield, N.C., died l"eb. l, 1990, in l)urham, N.C.

Born in Four Oaks. N.C.. he worked as a timber cruiser before opening the lumber company with his brother Herman in 1962. They added a second location in 1987.

Mr. Stewart is survived by two sons. four brothers, and five grandchildren.

Wllllams Brce. Lumber Buyout

Jerry Johnson, president of Williams Bros. Lumber Group, Atlanta, (ia., and Sonny Calhoun are negotiating the purchase of the company from Blue Circle, Inc.

Building supply yards in l)uluth, Marietta, Conyers and Clenwood, (ia., are included in the transaction which will be financed by AIlied Capital Corp. No price was disclosed. Closing is scheduled on or before May 10.

ln discussing the transaction, Johnson said, "We now have an efficient, responsive operation that enables us to target and strengthen our contractor business and build on our long term customer relationships. As the Atlanta market stablilizes and strengthens, we plan to expand our contractor oriented operations into other sections of metro Atlanta such as the west and south sides."

Manager Cited for Kickbacks

Authorities say a former home center merchandising manager received $389.954.80 in kickbacks from manufacturers and failed to report them on his income tax return.

John W. Buckles Jr., 41, Kingsport, Tn., pleaded guiltY to one felony count of filing a fraudulent 1983 individual income tax return. The court scheduled sentencing for June 21.

According to a "statment of facts" issued by the Eastern District of U.S. District Court in Tennessee, the charges result from activities Buckles engaged in while an employee of Lowe's.

New Georgla Crado StanP taw

l:ffective July l. any dimension lumber sold in (ieorgia with a grade stamp must have been graded bY a recognized grading agency.

Signed into law recently by the governor, the regulation will be enforced by the (ieorgia department of agriculture. Inspectors will be authorized to confiscate or put a hold on any dimension lumber carrYing only a mill grade stamp. A violation will be a misdemeanor.

Spearheaded by l:rvin (ioodroe of the lluilding Material Merchants nssociation, Austell, (ia., the legislation was supported by retailers, wholesalers, grading agencies and lumber manulhcturers in (ieorgia. lt is expected to solve the problem ol' lumber marked with a grade stamp, but not graded by a recognized grading agency, (ioodroe said.

NAWLA Seminar For Neophytes

The University of Georgia, Athens, Ga., and the University of British Columbia, Vancouver, 8.C., campuses have been selected for the North American Wholesale Lumber Association 1990 wood marketing seminars.

The intensive week long program covering wood products and technology, lumber marketing, financial analysis, lumber sales techniques and forest products distribution will be offered Oct. 28-Nov. 3 in Athens and July l5-21 in Vancouver. Classroom lectures will be reinforced by field trips, telemarketing demonstrations and discussion sessions. Programs are designed for wholesale lumber salespersons with less than two years experience.

Personals

(Continued from page 2 -l)

Melvin Follis, v.p. of purchasing for Vaughan & Sons, San Antonio, Tx., retired the first of this month.

Mike Kimball, the son of Harris Kimball, Curt Bean Lumber Co., Glenwood, Ar., has agreed to play lootball for the University of Minnesota. The 6'1 ", l 90 lb. punter averaged 42 yards per kick his senior year in high school. A number of major national schools had recruited the l 8 year old star.

Bulldlng Productr Dlgort

Mre Kemp has been promoted to director of mktg. research at Lowe's Cos., North Wilkesboro, N.C. Glles Bowmrn is now mktg. specialisti Chrntel Brooks, merchandise operations specialist, mouldings, millwork, windows and shutters; Terry Whlle, oPerations specialist, cement, masonry and gypsum products, and PattY Mathls, operations specialist, inventory purchasing and planning.

Krren 1,. Nohn is now handling mktg. communications at Weyerhaeuser's engineered strand producls div., Winston-Salem, N.C.

Asron Modansky, pres., Ajayem Lumber Corp., has retired after 45 years in the industry.

Terry Mrrcus is managing the PatY Co.'s new Greenville. Tn.. store.

Anthony Grmble, Coastal Lumber Co., Havana. Fl.. has been named Mill Manager of the Year. Hrrry S. Van Benthuysen was honored as SuPervisor of the Year: Barry S. Bishop, Forester of the Year, and Earnest J. Brown Sr., Employee of the Year. Alabama div. winners: James F. Dixon, Supervisor ol the Year, and Steve Davis, Employee ol the Year.

Phyllis Reis has retired as director of purchasing for Universal Southern Co., Moultrie, Ga., after l3 Years with the co. David Phelps succeeds her, according to exec. v.P. Jim Ward.

Allgeier Computer Corp. ' '... Cover lll

Bean Lumber Co., Curt 19

Beverty Manufacturing '.. ' l8

Bowie Sims Prange .'.. .31

Chesapeake Hardwood Products ...Cover l, Cover ll,3 i

Cole & Associates, John T. '. '..35

Columbus Lumber '.. ' '.. .2E

Dataline Corp. .... ' '23 ,

Donner Mouldings & Millwork ... '.....1

Georgia-Pacific .Cover IV

Hartmann Sanders Co. . ,....24

Jackson & Langford Wholesale Lumber ..6

Maze Nails ., ,........25

Navajo Forest Products Industries .,,...22

P&M Cedar Products '.....'..8'9

P&M Frontier Siding '. ... '.. 17

Product Sales Co. ' '.4

Simpson Timber Co. '.. '. .5

Willamette Industries ..20-21

When you want the handsome, long-lasting quality of redwood lumbe[ come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architecturalgrades 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 (190/o or less) and green.We do it naturallyon our ocean bluffs with cool breezes off the blue Pacif ic. And as a f i nal assu rance of q ual ity, G-P is a memberof 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 neqd. Both are available through our Fort Bragg mill-of through our extensive distribution net work. To find out more, simply call the Fort Bragg mih at7O71964-0281.