Building Products Digest - May 1991

to the standard that sotid wood is measured by, the solid,leader is GUT AilD llRlED.

\MRSYSS. THE OBVIOUS CHOICE FOR

YOUR MATERIALS MANAGEMENT SYSTEM.

If you're suffering from indecision in your new computer selection, \ERSYSS lets you knock on the best door to help you control all phases of your materials management operation. Hardware is important. Software is critical. But, without the hands-on help of experienced computer professionals who understand materials management, you're lost. That's

why \DRSYSS has over 125 teams in 48 states ready to install, senrice, and support the \IERSYSS Materials Management System.

When it comes to managing the building supply marketplace, we've got it all and we've got 16 years' experience. Call us at 800-426-6835, ext. 505, for more information.

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Nlghtmarct goJ ytouT

Up front research chases

common computer demons

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Supcr markctlng

Added benefits from your management system

No underachlcvcrs

Steps to realizing your computer's full potential

Home Ccntcr 2OOl

Space age marketing miracles

Llght up safes

Product knowledge ups outdoor lighting sales

Flre preventton doesnT havc 3o De a dally gamble cut the odds with planning, training, constant vigilance

22

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Dwlndllng numbers nag llomc Center Show exhlbltors

Hechinger, Curtis, Levy brothers named to Hall of Fame

Hardwood heavywelghts and lumlc'r llghtytelghts

Strengths and uses of leanest and heftiest of the hardwoods

The Disdnction You Desenre

Superior performance. Consistent quality. An unmistakable look. Qrpress.

One of the most naturally versatile building materials, cypress has no equals when it comes to siding and fencing, paneling, trim and milhpork Clpress has

grain character

like no other and it's easily installed and readily finished. Long known for its exceptional durability, cypress is available now in a wide variety of dimensions and pattems.

Artisans have been making history with cypress for thousands of years. Qpress was the choice of kings, and that golden legacy can be yours today.

Acdve Members

f.W Black Lumber Company 501/857-3576

Coastal Lumber Campany 919/53G421 |

Corbitt Clpress Company 904/797-2676

Georgia-Pacific Corporation 404/521-5118

Griffis Lumber Company X)4/772-96,

Mackey's Ferry Sawmill 919/79-2950

March Plywood Corporation 80]/ 497-5 | | l

Association

Assoclate Membens

Bames Lumber Sales, Inc. 912/764875

Florida Qpress Wood Prod. lrrc.904/791.9752

Gaiennie Lumber Company 318/948-)06

McEwen Lumber Company 919/472-lW

Rex Lumber Company 617/26)455

Richard tandry Lumber Sales ?18/4424417

The Mann and Parker Lumber Co. 717/27r.4$4

Williams Lumber Company of NC 919/442-2136

Mlson Lumber Company, lnc. <r0l/27 4&7

Soutfiern Cypress Manufacturers

EDITORIAL

Are you paylng them to put you out of buslness?

We were amazed to see television commercials by U.S. Sprint offering to make donations to organizations dedicated to the destruction of America's wood products industry. We have already cancelled our service with U.S. Sprint. Unless they change their policy, we suggest you do likewise,

Let me tell you why, In a scheme to attract new customers, U.S. Sprint claims up to 50/o of the customer's telephone billwill be donated to an environmental group designated by U.S. Sprint. That's where the rub comes in. Their list contains not one of our industry organizations. Rather, your money will go to the likes of the Sierra Club Legal Defense Fund, Friends of the Earth, the Environmental Defense Fund and similar anti-industry groups.

MCI Telecommunications Group has initiated a similar program. At this point, U.S. Sprint refuses to add any wood products industry groups to their list. MCI, at latest report, has not made a final decision. We'll let you know when they do.

This is the most remarkable case of biting the

hand that feeds you in many a year. The advertising geniuses must have overlooked the fact that the lumber, wood products, moulding, millwork, sawmill, furniture, pulp and paper businesses, to name just a few, are threatened with extinction by the various groups U.S. Sprint thinks we should fund.

We always figured the ad types were out of touch with America, but we didn't realize how much until this fiasco dawned. It must never have occurred to them that the wood products industry spends millions yearly on telephone calls. For some initial industry response to the situation please see pa5e 32 for the National Hardwood Lumber Association's position.

lf you don't want to contribute to those who seek to cripple, then destroy our industry, we suggest you make your views known. The president of U.S. Sprint is Mr. Ron LeMay and his telephone number is (913) 624-6100. The address is 8140 Ward Parkway, Kansas City, Mo. 64114.

Say hello to him for us.

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

'l" Yellow Pine Boords (Potterns)

2x4 lhru 2x12 #1. #Z #3 S4S

Yellow Pine

tl",2, 4',6" Yellow Pine Wolmonized

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

2" Doug FX #2 & Better, Ufility

2" Spruce Pine Fir #2 & Betler, Utility Redwood & CedorInventory

Yellow Pine CDX & Sturdifloor

Yellow Pine BC Sonded

Yellow Pine Premium & Decorolive Sidings

Woferboords

Fir Sonded & Fir Sidings

Hordwood Plywoods

Hordboord Sidings

- Temple & Mosonile #1& #2

Treofed Plywoods Avoiloble

DAVID CUTLER publlsher

marketr ln l9 Southern .tttc.

LTL Orders Welcome

Does your yqrd hqve the Advqntqge?

Or does your competitor? Hundreds of lumber componies hove olreody goined the edge wifh Advontoge Business Systems Here's why we're #tl ond growing: lowest cost custom progromming, on-site demonstrotions, personolized troining ond free consultotion.

You receive: inventory controlcomplete trocking, purchosemonuol ond outomotic, occounts poyoble, poyroll, soles onofysis2-yeor history on line, lighf monufocturing, generol ledger - completely interfoced, poinl of sole- retoil or controctor, mu lti ple store copobi I ity, so les rep commission reporting, document reprint up to two yeors otter the sole, job quotes ond estimof ing, inf inite prici ng copobilifies, direct shipping, ond speciol wholesole ond brokeroge options.

\, are not sometime occurrences. they make life miserable for many dealers on a regular basis.

Talk with any group of lumber retailers or wholesalers and you will hear amazing horror stories involving computers. More than "my experience is worse than yours" boasts, these are real problems.

To be fair, computer analysts and consultants have their own tales of woe. Companies where management is not committed to computers, yet expects the system to function smoothly from the bottom up are frequent, they say. Although the reliable vendors admit there are less than perfect salesmen in the field, they add that many computer buyers fail to establish their needs, research and investigate at the front end.

"Computers require skill, patience and hard work to function properly," they caution. "There's nothing magical about a comupter. It takes a lot of work to make it a time savgr. "

But, computer catastrophes don't have to be, consultants insist. There are various antidotes to cure present problems and avoid future nightmares.

Selecting software not suitable for use with lumber is a common mistake. However, consultants say this can be avoided with proper preparation, research and investigation. Software written to work with lumber units must be specified. A good program is tailored to the business, designed to handle its specific activities and needs. Avoid the "neato" software, one programmer cautions. Look for basic. flexible. easy-to-use programs written for the people who will use them.

Software is the most important part of a computer purchase. It should be selected before the hardware, not after. A software decision should be made only after visiting and talking with similar businesses using the program.

Support that is slow or lacking causes additional headaches. Again, consultants say this can be prevented. Their advice is to deal with an established vendor that has the reputation of providing excellent programs, hardware, support and training for your type of business. They stress checking with other users on the vendor's reliability and performance. It is wise to find out

Ways to banish computer nightmares

Story at a Glance

What you should do beforc and after buying a computer to avoid problems...why prepurchase planning and prcparation side step grief how best to bring a new system on board. how many support analysts they have, the hours they are available and their average response time. The training provided, the skill of the trainers, the amount of time spent on training at the site or in a classroom and the location of the class should be pre-determined.

Incompatible computers are another problem. Dealers put a system in a second location and find it will not network with the first location.

Avoid these situations by buying a major brand or a compatible system, consultants warn. Never buy proprietary hardware or software and stay away from generic brands.

Computers that don't work as promised and cause more problems than they solve keep many managers awake at night.

Consultants counter that the buyer should do a lot of up front research on both the vendor and system as well as their unique software requirements. If this is done properly with the best software and hardware selected, it's only a matter of time and hard work, they say. Some recommend starting with a minimum system that provides a base for growth. "lf you add components as they're needed, the system will be productive from day one," a consultant recommended. "lt can take months to be up and running at full speed, but the gradual learning curve is less frustrating and more productive."

Complaints and resistance from

employees create more migraines. Consultants explain this lack of receptiveness as a reluctance to go into the unknown. They say that the patient trainer can lead balkers on board to success. Working on site, learning to do individual work with the use of documents and remote dial-in support by modem helps to assimilate the wary person. Usually, they become converts and love the capability they gain with the system.

Other nightmares come from maintenance fees that keep increasing, being coerced into buying expensive upgraded hardware and trying to modify programs. Again consultants point out that an ounce of preparation is worth a pound of cure. Investigate the reputation and financial stability of the vendor, the capability of the software, the training, the support and documentation before buying, not after.

Guide to Computer Success

(l) Determine what you want the system to do, your special individual needs.

(2) Do extensive research and preparation including visiting similar operations using systems you are considering.

(3) Select software first, basing choice on specific needs, e.g., the ability to bill in lumber units such as board feet.

(4) Buy only major brand or major brand compatible hardware, zero in on special needs.

(5) Verify training, skill of trainers, time spent on-site or in class, location of classroom, continuing education or user meetings.

(6) Investigate the support program including hours available, number o[ analysts, response time.

(7) Look for easy to read and understand, non-jargon documentation.

(8) Check out vendor references for reputation, support, training, financial responsibility, satisfaction.

lO ways your computer can improue your marketing

A BUILDINC materials company

Fl usually invests in a new computer system with one specific function in mind. Whether inventory management, point-of-sale order entry or estimating, it's what the owner sees as the driving lorce of his business.

But the computer bought to improve inventory control can also serve as an effective marketing tool. The following ideas have been developed and successfully applied by building product dealers and wholesalers.

(l) Find out where your business is coming from

Surprisingly lew companies actually know the demographics of their customers (especially the walkins) or what brought them there in the first place. Though manually assembling the information would be time-consuming and difficult, a computer system easily stores zip codes, communities, referrals, promotion responsesr etc., as part of the

order entry process. And the system can sort the data any way you want. One retailer, in looking through his customer location displays one day, noticed several new customers from an outlying area that had never before generated much business for him. Investigations revealed the community was growing rapidly and its traditional supplier wasn't serving it effectively. A saturation mailing of a flyer to the community produced immediate results. Business became so brisk, the company now schedules weekly deliveries to serve its customers there.

(2) Find out if an area is producing good business

Sometimes population density and sales volume can be misleading. One yard had been advertising heavily in a nearby urban area. The resultant sales volume seemed to justify the newspaper advertising expense until the owner analyzed the margins of these sales and found them to be unusually low. His ads

By Vance Dlggins National Director MAI Team Systems

had drawn "shoppers" who ( I ) concentrated on price leaders and (2) uniformly made credit card purchases.

As a test, the company shifted its ad dollars to other markets for four weeks. The result was slightly lower volume but significantly higher margins.

(3) Determine what to put on sale

This same owner wondered if his promotions were attracting only bargain hunters from what had been one of his principal markets. Pulling up information from his computer system, he designed a special promotion just for the urban market. He prepared a flyer with over-stocked and slow-moving items on sale, damaged goods marked down as red tag specials and a sprinkling of high margin impulse items.

He sent the flyer just to customers in the urban area. lt drew heavy floor traffic and good volumel even the impulse items sold well. Subsequent ads to the urban area featured the type of product mix that worked so well with the test flyer.

(4) Track your promotions

Promotional ideas that seem foolproof may prove foolish and be repeated and expanded unless results are measured closely. With data routinely captured as orders are entered, you can determine sales and margins resulting from each promotion. If a promotion isn't working, it can be discontinued before committing too many ad dollars.

You can also use your computer for test marketing, especially with risky carload sales or other large deals. The computer's zip code or community records permit advertising different promotions in different communities and precisely track-

ing responses. Since the computer automatically prices all specials, you can track numerous promotions without confusion at the counter.

(5) Pinpoint individualized mailings to larger customers

Since large contractors tend to deal with several competing suppliers, it's important to stay in contact. Using your system's word processing capabilities, you can readily send personalized letters to key people in the contractor's organization. Although the basic intent is to maintain your reputation for capability, such letters occasionally result in unexpected orders. One firm described a new high quality moulding as the pretext for sending the letter. The timing was perfect. The company eventually won a contract for all finished lumber and hardware for a residential development.

(6) Design package deals for large customers

When you know your customer's current needs, you can design a package dealof immediate interest to him. Your computer stores a record of each contractor's past purchases and your current costs for those materials. Use the data to establish quantity break levels, price schedules for orders calling for deliveries over an extended construction schedule, and other customized features.

The system also provides a projection of the margins on any prospective deal, so you can consider trading off margin versus volume and growth.

(7) Provide individualized marketing to smaller customers

Individualized marketing is as effective with smaller customers as with large ones. A modern computer system makes personal attention to small builders and even do-it-yourselfers practical. For example, a computer can provide names and addresses of builders who have used redwood decking. Sending them a flyer or letter offering a deal on redwood decking might generate sales at minimum time and expense.

/ More important is creating the appearance of individualized market-

ing. Mailings and intelligent customer relations over the telephone or at the counter make the small builder feel like he's one of your most valued customers. The computer screen instantly displays his buying patterns, location, delivery instructions and payment patterna complete picture for personalized selling.

(8) Increase the size of orders

When customers place an order to make an inquiry, the computer can display the next price break point on any product and can also display substitute products. You may be able to offer the builder a better deal, simultaneously increasing your margin and/or volume on the sale.

The system can also display associated products. An order for paint can be expanded to include brushes, rollers, dropcloths and other high margin items the customer has overlooked.

(9) Follow up on quotes pending or lost

Time saved by computer estimating allows time to follow up on quotes. Frequently, check backs reveal prospective customers are considering changes and want to know the price impact of changes in quantity or grade of materials. A follow up places you in the position of quoting the change, ususally while the contractor is still on the phone.

Following up on quotes lost to competitors may occasionally re-

cover a lost job. One yard's follow up calls revealed a contractor who was very unhappy with the supplier he had selected. The caller prepared a revised quote and won the business when the contractor split the buy.

But the primary reason for following up lost quotes is to find out why you lost. Your computer enables you to generate the best quote possible, given the data you supply it. A flaw in the data will in turn generate flawed quotes.

Story at a Glance

lnventory managernent systems provide numerous marketing op portunities.. how to use it to analyze demograph ics, dircct aclvertisements, focus promotions, increase personalized selling, re oover lost business.

(10) Follow up on lost customers

Many companies give up if they haven't won a bid or received an order from a given contractor for a while. They assume a competitor has the inside track and cannot be dislodged. But situations and relationships change over time. Be in a position to capitalize on that change. Use your computer to periodically design and send the contractor personalized letters and offers. You keep your name in front of him, display a professional appearance and approach, and offer materials he's interested in.

I{ERUE CEI{TER of lumber wholesaler's sales operations has a system terminal atop every desk.

ECAUSE computers generate as many questions as they do pieces of paper, we thought we would begin this piece with a question:

Which of the following is the most diflrcult?

(l) Paying for the computer.

(2) Deciding on which system to buy.

(3) Using the computer system you bought.

Many who would pick Number I probably don't already own a computer system. Those who chose Number 2 are likely in the middle of selecting a system. But if you already own a computer, you correctly picked Number 3.

Actually this was a trick quiz. All three of the choices are arguably difficult. But the real challenge is in using your computer system effectively. So be forewarned. There are challenging times ahead for all computer users, past, present and future.

There are three phases to computerizing your business.

Phase I is completed when you are functionally on a computer. This means that your transactions (invoicing, receipts, ROA's, quotes, PO's) are all processed by the computer.

Story at a Giance

The thrce phaees ol computerl-' zatlon tro rcach system's full potenrtlal, don't ses steps ag rcadblocks.

Phase 2 is completed when the data created by Phase I transactions are verifiably accurate. The easiest measure of this is to ask yourself, "ls the information in my computer accurate enough to base compensation plans on?" You may never actually do that, but your answer to that question will let you know how much you trust the data.

Make The Most Of What You Have

No one wants to make a large capital investment considering today's economic climate. Making the most of what you already have will be the standard for the next few years.

When it comes to the decision to install a new computer system to replace an existing one, it's more difficult than it was lour years ago when you needed the depreciation.

"However, many companies are offering more options than just selling replacements for old products, " says Dave Waddell, Dataline Corp.

For instance, he points out that his company has opened regional

Solution Centers around the country to provide product training and consulting services to lumber yards and building products centers. The new twist is that classes and services are not Iimited to computer oriented topics, but range into true information and business management for anyone with a computer system.

Another example offered by Waddell is the system audit now available lrom Dataline. This is an indepth review of how a business operates with a needs analysis of its data processing system. Many companies have had a turnover of those originally trained on the system as well as having the

lly

Reaching your compute/s full potential

Dinny Waters l)ataline Corp.

Phase 3 is NEVER completed! Assuming you got through the first two, this is what the computer is all about. lt's what the salesman told you you could gain by buying the computer. What was left unsaid was the amount of work, training, management skills, time and money that the whole process was going to require.

Achieving Phase I is relatively easy, it's what you get when you buy the system and receive initial training. Phase 2 usually requires more time and energy than additional equipment or training. Phase 3 is a different matter.

Technology is changing rapidly. Today's capabilities are staggering. And if you are not creating data, you can never use it. Ifyou are creating it and not using it, you're not getting your money's worth. Talk to other dealers who are successful wigh their computer systems and you'll discover that they have continued to invest both time and money to achieve even greater benefits.

system evolve significantly since it was first installed, he explains.

"There are probably new features and programs available," Waddell says. "The best route prior to thinking about a new system is to take a good look at what you already own. A couple of software modules or a new program may be all that is needed."

Because the c6mputer industry is extremely dynamic, it is difficult for someone not involved to keep up with all of the changes, he adds. Small companies with no time to research or implement new practices can save money by using a consultant to guide them.

Food for thought: Learning from the grocery industry

Though some claim the home improvement industry is recession resistant, few industries are more recession proof than the grocery business. People always need food.

Consequently, many trends and innovations first surface at the supermarket. Building material retailers may catch a glimpse of their industry's next month, year or decade by looking at grocery stores today.

Bar coding is firmly entrenched. "The next step is making use of scan data," says Priscilla Donegan, Progressive Grocer. Scan data can improve inventory control, ordering, employee scheduling and marketing.

Just-in-time delivery and electronic merchandising are also coming in big. "There's real growth in electronic coupon machines at the checkout," says Frank Hammell, Supermarket Business. "It prints out a coupon, redeemable at that store for a related product. You buy dog food, you get a coupon for dog treats."

Coupons aren't as popular in home centers, but handing out offers for deck cleaner to a decking nail buyer makes sense.

On the other hand, highly touted self-checkout machines have been disappointing in test stores. "Customers don't want to do it. They've got nothing to gain from it," says Donegan.

Giving hope to smaller retailers, the move towards warehouse-sized grocery stores has been cut short. "Store size peaked in 1987," Hammell says.

Adds Donegan: "People said enough is enough. They don't want to buy tires where they buy their eggs."

With the depressed economy, trading down is common. Still, consumers will pay for added services. "The convenience factor outweighs the price factor," she says. "They're willing to pay a little more for precooked items or food prepared in the store."

Translated to d-i-yers, look for easier to assemble, pre-painted, value-added products and installfor-me services. The microwave age may next hit the home center.

Home

T EN YEARS flrom now, innovaf tions in computers and electronics will make home center shopping quicker and easier for both consumer and retailer, while lessening operating costs and room for error. Or at least that's the forecast.

Some fieatures in our imaginary home center of 2001 are already here, being tested or in use now in retail stores. Other projections are logical extensions from current technology.

Story at a Glance

What a home center might be like in 10 years. video merchandiserc, electronic surveillance doors, self+heckout, space age home planning center.

Tomorrow's home center is much more of a showroom. Product-in-use displays and mock room settings abound. Stocked shelves electronically display prices and even run product features and benefits, ala Silent Radio devices.

Computer kiosks at the end of each aisle answer customer questions about product capabilities, availability and location in the store. Video monitors are everywhere. Built into shopping carts to continuously run advertisements and promotions, they are suspended over

departments, displays and above checkout areas to occupy those waiting.

A home planning center along the back wall allows consumers to make easily interchangeable 3-D designs of any area of their home, yard or business utilizing every SKU in the store. Materials for entire projects are instantly picked and billed to consumers' accounts at the push of a computer button.

Consumers scan their own purchases at self-checkout stands, with items billed to their charge card. To ensure scans aren't accidentally or purposely missed, product codes on packages are "sensor reactive." Unscanned packages cannot be removed from the building without triggering door jamb-implanted alarms. Alarms are in all doorways to also deter shoplifting and employee theft.

Customers can also order from the computer kiosks throughout the store. Orders are automatically picked, packaged and conveyed to a pick up station.

The computer shopping system is linked to contractors' computer systems and regular d-i-y shoppers' home pc's. Deliveries and pick ups are a snap. Getting on line with the home center's network provides a customer's computer with a built-in catalog of all SKUs.

Catalogs and promotional flyers are mailed as compact laser discs.

Some of these innovations may never prove practical for home centers or forever remain science fiction. Others may indeed be included in the floorplan of the future.

How to brighten

n UTDOOR lighting can heighten V ttre safety, security and beauty of a home. And with the innovations in low cost, easy-to-install low voltage fixtures, more and more doit-yourselfers are undertaking the olten less-than-an-hour installations.

To help customers select the most appropriate type and number of fixtures, find out their purpose. Ask them to describe the most attractive features of their homes. Are there any dangerously dark areas, such as doorways, steps, paths, changes in sidewalk level or any obstacles people might trip over?

The main types of low voltage outdoor lighting are best suited to varying uses.

Entrance lights often provide saflety and security to those who come home late at night. They can illuminate steps leading up to the

front porch or adjacent sidewalks. Other common positions: boat docks, driveways, foundations and parking areas.

Mushroom lights typically have a wider diameter of illumination to highlight areas of low foliage, borders, walkways, paths and decorative ground covers. Their large shades conceal the light source. They also can be used on entrances, foundations, fountains, gates, parking, patios, planters, ponds, pools, steps and terraces.

The classically-styled tier light casts light downward in a soft ring of illumination while shading the glare. They are ideal for marking paths, walkways and steps and casting attractive accents of light along decorative flower beds and patio borders. Other sites: boat docks, breezeways, driveways, foundations, gates, parking, ponds, pools, porches and terraces.

Designed to be buried in the ground, well lights cast illumination upward to highlight especially interesting features or create a variety of special effects. Placed beneath a tree or clump of shrubs, they'll beam light up through the leaves to create distinctive shadows. Or they can be used near the base of a tree to highlight nicely-textured bark. Other uses: silhouetting or showcasing art objects, buildings, foundations, gardens, rock gardens, signs and walls.

Globe lights provide subtle, glarefree illumination over a large area. Common uses are diffused general illumination around wider spaces, such as swimming pools, hot tubs, ponds and recreational areas.

Floodlights add exciting spra;'s of

light to the yard to make objects, areas and foliage come alive at night. They can be mounted at ground level or attached to walls, eaves or trees. Decorative effects include aiming them up or down a fence or wall, backlighting trees and foliage, and shadowing the movement of bushes and trees against a house, pool, patio or living area. Other targets: art objects, buildings, eaves, entrances, fountains, gates, rock gardens, signs.

Story ataGlance

Sales opportnnltles In outdoor llghtlng... Eevetr dlfbrcnt types of llglrts and what ftey do... ldes you can prcvlde to your &l-y customers.

Different lenses can also provide special effects. Clear lenses bring out a natural look. Green lenses brighten foliage, eliminating reds and pinks. BIue lenses enhance blue and green tones, cooling warm tones. Red lenses heighten red and orange tones, and amber lenses accentuate yellows, oranges and browns.

Special fixtures are also available for decks which come encased in matching redwood, cedar or treated pine to attach onto or install directly into the deck.

Exterior lighting options include motion sensors, automatic timers and photo controls to turn the lights on at dusk and offat dawn.

lCCEtlT lighting from Intermatic Malibu

I IRES started bv accident or arl- ron cause millions oi dollars in damages in the lumber and building material industry each year. Although most owners and managers dread both, few take all the steps necessary for prevention.

Diligent housekeeping and the establishment of fire safety rules and practices can eliminate many possible causes of fire. The f irst step is to schedule a visit from a representative of the local fire department each year to help you evaluate the premises and draw up a fire response plan. Many fire departments keep plans on file for the facilities under their jurisdiction. These indicate fliimmable or toxic material storage areas as well as the location of electrical panels and water sources.

In addition, every facility should appoint a fire inspector who makes a formal tour of the site at least once a week with a written report going to management. Checking for housekeeping problems, examining ignition sources and testing the reliability of the fire protection system including emergency lighting, fire exits, fire doors, fire extinguishers, sprinkler systems and water supplies are his responsibility. He must have the authority to take needed corrective action and organize, train and direct an emergency team.

Fire extinguishers are an essential part of fire protection with an adequate number needed in each building. To guarantee proper maintenance, it is wise to have a service contract with a fire extinguisher service. These professionals also can make sure that all employees know how to use the fire fighting equipment.

If the building is equipped with sprinkler devices, the control valves should be chained open or have alarms attached to them. All employees should be familiar with the system. Fire drills as well as regular instruction sessions should be held. The fire department's phone number should be clearly posted at each telephone. All fire alarms must be accessible and in good operating condition.

No smoking and sale smoking areas should be established and clearly identified. Ashtrays or sand pails must be standard equipment in all designated smoking areas. Rules pertaining to smoking need to be strictly enforced.

Good housekeeping is another deterrent to fire. Trash, scraps, sawdust, dunnage, oily rags and waste material must be picked up and disposed of promptly. High grass and weeds must be cleared from alongside buildings.

Flammable liquids should be stored in approved containers away from heat and open flame. Spare and empty forklift propane tanks are best stored in an area where they are protected from physical damage. There can be no storage, especially of combustibles, in furnace or boiler rooms.

Maintaining all electrical systems and equipment in good condition is vital. All must be adequately supported with no damaged insulation. Wiring can not be overloaded. Fuses and circuit breakers must be appropriate and adequate. Approved lightning/surge protection devices must be installed on the building's electrical service entrance. Equipment such as vehicle block heaters

must be maintained in good condition with adequate amperage and appropriate gauge cords.

Common fire hazards are open flames, electrical equipment that overheats or shorts out. friction. mechanical sparks, static electricity, gasoline, ethers, alcohol and other substances that can ignite or explode. Poor safety habits such as allowing welding or cutting near combustible materials, placing burnables too close to hot surfaces and failing to observe smoking restrictions are additional causes.

You can best prevent arson by being aware of conditions or situations that encourage it. Preventive steps include keeping yard areas well lighted during non-operating hours, fencing in storage areas, installing gates that can be locked during nonoperating hours and maintaining a security guard. Any suspicious activities, persons or cars should be reported to authorities promptly.

Fire safety is a full time job. Educate all employees to be alert to unsafe conditions and report them to those responsible [or correcting them. Practicing good housekeeping and maintaining equipment in a sale condition are the responsibilities of every employee and manager.

Story at a Glance

Fire prevention recommendations. .. equipment, staff re sponsibilities, safety practices often neglected procedures can save dollars and avoid a disaster.

n$trws R[trFS

84 Lumber reopened stores in Spartanburg County and .Mauldin, S.C. .,, llrllllams Bros. Lumber Co, Conyers, Ga., reopened a facility destroyed by fire last hll (see p. 20 for story)

Builder's Supply, Hattiesburg, Ms., will open a new showroom this spring ... Congleton Lumber Co., Lexington, Ky., acquired the inventory and equipment of Southern Supply, also in Lexing- ton...

Hechinger converted stores in Winston-Salem and Greensboro to Home QuarteE, with plans to do the same in Fayetteville and Raleigh, plus a new HQ in Cary for a total of l0 ffQ units in N.C. .. HQ also opened a Montgomery, Al., store. .

Moore's Lumber and Building Supplies, Danville, Va., received the chain's Northern Division Branch of the Year award Tappahannock, Bedford and Winchester, Va., Roanoke Rapids, Hickory and Salisbury, N.C., Moore's are being remodeled and retrofitted.

Lowe's signed a lease for a 118,000 sq. ft. store in Woodbridge, Va., began work on a Dothan, Al., replacement store to open late this-year, replacement units in Staunton, Va., and Wilkesboro, N.C., and began negotiations for a distribution center site in Claxton, Ga. . .

Home Depot plans to open a new store in Mobile, Al., in Oct. . . . the Plano, Tx., '' Depot will move to a new 130,000 sq. ft. location later this year

Hechlnger is retrofitting stores as Home Project Centers, cxpanding kitchen, bath, doors, windows and outdoor deck categories (see p. 20 for story) ...

Lacington Buildlng Supply, Lexington, Ky., acquired Construction Specialties, Lexington No r riss Lu mber- Ha rdwa re, Wich i- ta Falls, Tx., closed... Clark Lumber and Builderc Supply, Trenton, Ga., is celebrating its 40th anniversary.

Builders Lumber Co., Wichita Falls, Tx., had a grand opening April 25, Claude Garner, owner; Larry Scott, mgr. . .. Builders Square aims to add seven more units before the end of the year. .

Tom Sanders Building Mart, West Monroe, La., plans to expand its custom moulding/millwork dept. .. . KC,S Lumber Co,, Idabel, Ok., is closing.

Potlatch opened a new powerhouse in Warren, Ar., and neared completion of a green end upgrade in Prescott, Ar. Louisiana-Pacific Corp. has opened a Silsbee, Tx., OSB plant and cleared a Hancevilleo Al., site in preparation for a $35 million OSB facility, though the pro: posed Jan. '92 opening may be delayed

Mouldings & Millwark, Inc., added 7-l/2 aqes to its 4 acre Vinton, Tx., shipping facility and warehouse . .. Sunbett Material Handling moved its oflices to rc927 Crabapple Rd., No. l0l, Roswell, Ga. 30075

htfu, Iitinbt Co, Be$dgr, Ar., rpqonod db rduildng hcilitics dctroyod W flrc hrt Scpt. (scc p. 20 for story)... Bloch Lunbr C,o,, Chicrlo, ll., opened I southeast div. in Norooss, Ga., rtaffcd W Tom Davis, W.H. "Bo" Maxey, Pat O'Donnell and Sandy Sindler.

Rlch-Mh" Tulsa, Ok., purchaged Hurct Supply, Tulsa. Carey-McFall Corp, sold its Houston, Tx., fabricatiu facility to Contlnental Blhtd and Dmpry, Inc. . . TlleCers,Izc., will open a plant in Clarksville, Tn., in early t992...

Georgla-Pacific Corp.is an oflicial sponsor of the 1992 Olympic Team...Celotex Corp., Houston, Tx., and GS Rootins Products, Little Rock, Ar., received safety awards from the Asphalt Roofing tr{frs. Assn....

The Stanley Electronics Div. of The Stanley Worlcs is recalling several models of circuit boards used in manufacturing Stanley and Fimbel garage door openers.

Burroughs-Ross-Colville Co. was recognized by the State of Tennessee Senatefor l15 years of operation in McMinnville.

Willamene Industies, Magnolia, Ar., contributed $12,500 for a computer lab at Emerson High School.

Builders Express Inc., San Antonio, Tx., posted a net loss of $2.1 million for 1990 Home, Depot had 1990 earnings of $163.4 million .., Temple-ln: land's building materials group had a $4.4 million loss in first quarter l99l ...

Hausing starts for 'March (latest figs.) slipped 9.30/0 to an annual adjusted rate of 901,000. single family starts dropped 5.90/o; multis,, 2I.4o/o.

knagine being able to offer your ostomers the enduring quality and distinguished look of redrvood, for a price thafs 40 to 50 percent less than wtntthey'd eryectto pay.

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Construction Common, Heart Merch and Merch.

Becauseifsdriedto 19 percent or less moisflre, a load of Desert Dry Red\Mood is lighte! givingyou more boardfeetoneveryfuck That, combinedwithits healthier markrrp, makes it a very profitable alternative to cedar or pressrre teated lumber.

So stock LPs DesertDry Redwood. And go firstclass,

ne, Portland, Oregon atcoachprices.

Formore information on Desert Dry Redrvood, call our Red\Mood salesoffice at QO7\ 44&751L.

CEDAR SPLIT RAIL: CALENDAR HOW TO GET THE BEST DEAL ON RED

MAY

ll you want to have the happiest cuslomers, the laslest turns, the nicest margin, and lhe best relurn 0n your split rail investment,

Then you need t0lind a mill that is really fussy about its quality, prices fairly, ships 0n time, provides good sales support and guaranlees every slick they sell.

ldaho Cedar Sales in Troy, ldaho, is that mill. We are the best deal because we do what it lakes to make sure you make the most money.

( rtrolirurs- lt'nn('\\('(' lluilrlirrg \lalt,riul ..\ssoci:rliorr - May 7. rrr;rrr:rgcnrclrt roLrrtl trrblcr. \hclirlorr-( )ltlc I rrglislr Inn. .lrrr'ksort. \l ar ll. ( rrrttle tt l'lrrzrr l lolcl. l\l trrliccshoto. \{ ay 9. Ilolrtlrn lrtrt-\\'csl. Krtorr illc, 'l n. llarrrptorr Roads llrxr-ll<xr ('luhMar" 9. rttccting. ltodnran's. Sullirlk. \'1.

S&'l' Wholeralc llardwarc - May I l -12, Scntry nllrket, Kcnlucky Itlir & l:xpositi()n ( cntcr, l.ouisvillc, Ky. Luntbt'rlnrn's ('lub of MclrrphisMat l.i. s1r1is1g goll lournilnlcnt, liurrilirrgtorr ( ountrv ( lub. Nlcrrrphrs. ln. Natiolral l)arlicleboard AssociationM ar- | 9-22, lnnual rnce ting. ( loistcr. Scu lsland. ( il.

Itlorth Anrerican Wholesalr l,unrher Association - May l922. annual nree ting, ( irovc l)ark Inn, Ashcville , N.( Nalional l,unrber & lluildirrg Malcrial l)eale rs Association - May 2(l-21,lcgislltivc conlcrcncc. Washington, l).C. Nationaf Hardwood l,urnber Associalion - May 20-22, hardwood lunrbcr buycrs workshop, NHI-A I:ducational Iluiltling. Mcnr grhis. -l'n.

Southeaslern l,unrber M anufaclurers Associaliolr - May 2(l-24, hartlwood lunrbcr grlrling short coursc, Mltlison Ilotcl, Montgonrery, Al.

('arolilras-'l'cnnessoc lluilding Malerial Associalion - May 2 | nrlnrrgcrrcnt roun(l tlrblcs, Shcrlton. Ncw llcrn. N.C.: M'ay 22,llolitlrry lnn, SLrrttntcri,ille S.( M ay 2.1. Iloliday lnn. ( olunrhiir. S.(.

Wallace Pro Hardware ('o. - May 22-23, ntarkct, (;rand llotcl ('onvention ('entcr, I)igcon lrorgc, Tn.

Inlernational Hardware, Housrwares & lluilding Malerials Show - May 24-2tt. Taipei World Traclc ('cnter, Taiwan, Republic ot'('hina.

JUNE

Kentucky l,unrber & Iluilding l\laterial l)calers Association.f unc l-2. building nratcrills llr.lclion, Kcntuckl' I:air & lixposition ('cntcr, LoLrisvillc, Ky.

Southern l'orest Products Association -.fune 6-tl. F.xpo '91. Ncw Orlearrs ('onvcntion ('cntcr. Ncw ()rlcans. La.

National Hardwood l,urnber Association.f une l(). supervision scnrinilr. .f une I t-l2. crcrlit & collcctioni seminar. Menrphis, Tn.

Southeastern l,umber Manufacturers AssociationJune l7-21, harclwood lunrbcr grading short course. Ramada Inn, Hickory, N.C.

('arolinas-Tennessee Building Material AssociationJune 20-23. sunrnre r conf crcnce , Pontc Vcilra Irrn & ('lub, Ponte Veclra. Fl.

l'lorida Lumber & Buildinq Material Dealers Association.lune 20-23, sLrnrnter corrl'ererrce, Innisbrook Resort. Tarpon Springs. [;1.

Sociefy of Wood Science & '[echnology.lune 23, annual nrr:eting, Intcrcontinental IIotel. New Orlcans. La.

Forest Products Research Sociefy -.June 23-26, lnnual nreeting, lntcrcontinental llotel, New Orlcans, La.

Soutlrern Pressure Treaters AssociationJune 23-26, sunrnrcr nreeting, King & Prirrcc lJeach Rcsort, St. Sintons Islancl. Cia.

The !gg! deal isn't necessarily the one that's the cheapest; it's the one !hg! makes ylg the most @!g/.

SOUTHERN ASSOCIATION

Oklahoma Lumbermen's Association's Spring Mart '91 enjoyed sales of $1.4 million between 650 registered retail and more than 550 exhibitor personnel.

Spirits were high at the March 23-24 show at the State Fairgrounds in Oklahoma City, and "the lumber wholesalers were extremely pleased," said John Branscum, OLA manager.

Leonhardt Lumber Co., Oklahoma City, won the grand prize, while $1,000 cash awards went to Buford White Lumber Co., Shawnee; Kennedy Lumber, Henrietta, and Lumber Mart, Guymon.

OLA next convenes July 26-28 for its annual family weekend outing at the Western Hills Resort, Fort Gibson Reservoir.

l,ouisiana Building Material Dealers Associafion elected George Kellett, George Kellett & Sons, Inc., New Orleans, president at the annual convention in Lafayette.

Others elected March 7-10 were A. J. Harris, Baton Rouge Lumber Co., llaton Rouge, lst v.p.; Wallace Poole, Poole Lumber Co., Covington, 2nd v.p.: Ray Duplechain, Parish Lumber & Supply Co., Baton Rouge, treasurert Dudley Webre, Landry Lumber & Supply Co., Luling, national dealer director and past president.

Directors: Steve Ashy, Don Bertrand, Mimi Blouin, Scott Bradlord, Steve Buller, Jeff Cardinale, Tracy Harrel, Bob Hayden, Bubba Jones, Trey Kiper, Richard Knight. Chester Morrison, Jerry Negrotto, Chip Norman, Jim Pearce, Calvin Shoemake, Jerry Smith and David Stine.

Weyerhaeuser Co. received the Supplier of the Year award. The President's Award went to Ray Duplechain and Dudley Webre received the Ned Ball Award.

Coming events include the Con[erence with Congress, May l9-21, Washington, D.C., and the annual summer meeting, July l8-21 in Destin, Fl.

Carolinas-Tennessee Building Material Association is conducting management round tables throughout the region on "Growing Your Business" this spring.

Increasing margins in today's economic and competitive environment,

merchandising for profits and expense and inventory control will be covered by Roy Burleson, Project Pros; Tom Robinson, Robinson and Associates, and Guy Fowler, CTBMA.

Dates and locations include May 7, Jackson, Tn.; May 8, Murlreesboro, Tn.; May 9, Knoxville, Tn.; May 21, New Bern, N.C.; May 22, Summerville, S.C.; May 23, Columbia, S.C. Asheville, Greensboro and Fayetteville, N.C., seminars were in April.

Kentucky Lumber & Building Material Dealers Association will sponsor a surplus building material auction at the Kentucky Fairgrounds & Expo Center, Louisville, June I and 2.

Peak Auctioneering, Kansas City, Mo., is in charge of the sale which will allow dealers to turn stagnant inventory into cash, according to Billy Thompson, KLMDA executive vice president.

Florida Lumber & Building Material Dealers Association is in a mini membership campaign drive until May 15.

Tom Joyner, Joyner Lumber Co., chairs the competition of two teams captained by Earl Horton, Robbins Insurance Co., and Allen Osteen, East Coast Lumber.

The Horton team includes Cindi Rourk, Timber Products Co., and Jinr Brock Jr., Brock Supply Co. Ken Smithhart, Dixie Plywood & Lumber Co., and Bob Chamberlain, Dataline, are on the Osteen team.

Winners will be honored during the FLBMDA summer conference. June 20-23 at Innisbrook Resort, Tarpon Springs. Government relations, executive, membership, truss executive, convention and associates council contmittees will hold meetings during this nteeting which includes sports and social events.

Mississippi Building Material Dealers Association officers, board of directors, past presidents and committee members will meet at the River Park Hotef , Natchez, Iuly 26 and 27.

Fine Textured/ Kiln Dried

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(Continued lrom poge I 9)

Nrllonrl Lumber & Bulldlng Mrterhl Derlers Assochllon affiliates will send representatives to the annual legislative/leadership conference May l9-21 in Washington, D.C.

Activities will center at the Loew's L'Enfant Plaza Hotel with the American Forest Resource Alliance conducting a workshop on effective grassroots lobbying on the firsl day.

Dr. John Baden, chairman, Foundation for Research on Economics and the Environment, will speak on "Perspectives on Economics and the Environmenl" on the second day. Workshops on northern forest lands and wetlands

will tollow. Mark Rey, American Forest Resource Alliance; Neil Sampson, American Forestry Association, and George Frampton, Wilderness Sociely, are scheduled to debate "The Future of America's Timber Supply."

NLBMDA legislative reports, workshop reports, a presenlation on affordable housing by Charles Field, National Association ol Home Builders, and the economic outlook of housing and other construclion by Robert Murray, McGraw Hill, also will be heard during the afternoon. Speaker of the House Thomas Foley has been invited to keynote the evening banquet.

The final day will include breakfast with Congressman Lindsay Thomas, and visits to Senators and Representatives on Capitol Hill.

Bulldlng Productr Dlgcrt

sawmill. Finished lumber was expected to be ready by May l, said Steve Anthony. Additions include completely new buildings, faster planer, high speed stacker, and one new dry kiln. Other dry kilns were repaired.

The improvements are said to boost the mill's capacity from 80 million bf to producing about I l0 million bf annually.

The Sept. 27 fire caused $3 million in damages, destroying the mill and about 800,000 bf of lumber. A spark from the planer room ignited sawdust. (See Dkesl, Nov. 1990, p. t7)

Wllllame Bros. Rebullds, Grows

Williams Bros. Lumber Co., Atlanta, Ga., has re-opened a Conyers, Ga., yard destroyed by fire last November as the first step in its growth plan for the '90s.

"Williams Bros. expects to add several locations over the next two years and is actively looking at several outlying suburban locations," Jerry Johnson, one of the owners, said.

The replacement facility has over 34,000 sq. ft. under roof with a showroom, warehouse space and a window and door assembly operation. The market area includes six counties.

Hechinger Unveils Prototype

A newly remodeled Hechinger's may be the model of things to come for the retailer's other existing locations.

Reopened three months before the anticipated arrival of the area's first Home Depot, the Glen Burnie, Md., Hechinger's incorporates new merchandising techniques targeting d-i-yers, expanded product categories, aggressive price points on certain items, outdoor checking and scanning. Scanning, for one, will be in all units by year's end, said John Hechinger Jr., president and c.e.o.

"Remodeling existing stores will be a big emphasis," he said. "At this point, Glen Burnie represents our current thinking, all or parts of which could be translated into other stores as an ongoing process for us."

Ceiling tiles have been removed or otherwise concealed and high shelving and signs added to give a

wide open, warehouse look. Displays are more extensive and elaborate, showcasing kitchens and baths, decks, millwork, plumbing and electrical, paint, garden, even full project displays.

Numerous comouter-aided design terminals are positioned throughout the store. And a new system ofcheckouts and pickups has been installed in the outdoor lumber and garden areas.

Rebuilt Bearden Reopens

Nearly seven months after a devastating blaze gutted much of the 84year-old business, Bearden Lumber Co., Bearden, Ar., has reopened with all new state-of-the-art facilities and equipment.

The Anthony Timberlands-managed company reopened department by department, beginning with the

A new commercial division has opened in a downtown Atlanta facility on Glenwood Avenue. A hollow metal frame shop, a commercial hardware construction shop and inventory are geared toward the commercial construction industry.

Clear Cutting Ban Lifted

In a stunning reversal, Amendment No. 7 eliminating clear cutting in Arkansas' Ouachita National Forest was lifted by Deputy Assistant Secretary of Agriculture John Beuter. The amendment, a criticized result of Forest Service Chief Dale Robertson's famous "walk in the woods," was adopted only five months after the original forest plan was amended to use even-aged harvest methods.

The regional forester has been ordered to develop new clear cutting guidelines or implement the plan as originally amended.

llE0l0tlEll to wood lreating technology, Hickson Corp.'s new 53 million facility in Conley, Ga., brings together 40 research, development, engineering, technical and environmental personnel in one complex with off ices, chemical laboratories, library, lumber storage shed and pilot plant equipped with test treating cylinders and a dry kiln.

WUNj,

is celebrating it's 2llth year in providing computer solutions to the lumber and building material ,, industry.

A large part of Dataline's success belongs to you, our Southern customers. Thanks!

THENIilTTONAL NationalHome

HO|U|ECENTER

ffiilililililililililililililil || |

st|oul'. GenterShow I TANAOETENT

CONFERENCE

ESPITE some unfounded nasly rumors floating around the ex-

hibit halls, the National Home Center Show is alive, surprisingly well and far along in preparations for the 1992 show. March 8-10.

This year's version of the world's largest home improvement products expo was a reflection of its times, slowed slightly by war, recession and an uncertain business climate. Total attendance was approximately 32,000, down l5o/o from last year; there were 1056 exhibitors. down an even 200 from 1990. Total show space was off 160/0. All the figures are in line with averages for all U.S. trade shows, which are off between l0o/o and 200/0.

The home center show occupies 397,000 sq. ft., making it one of the biggest trade shows of any kind in the country.

Named to the Home Center Hall of Fame at the show were John W. Hechinger, Sr., chairman of the Hechinger Co., Landover, Md., and Robert K. Curtis, chairman of Curtis Lumber Co., Inc., Ballston Spa, N.Y, Named for Pioneer Recognition in the hall were the three Levy brothers whose descendants today operate Levy's Lumber and Building Centers, Louisville, Ky.

In addition to scores of exhibits featuring the latest in industry products and services, the March 24-26 show had a free Management Conference, paid seminars, and five new educational displays that included doors, windows, new products, desktop publishing, a technology demo center and a kitchen design center.

Futurist author Alvin Toffler spoke on change in the nature of political and business power. He said

knowledge and education were keys to control in coming years. Tofller used the recent Culf War technology as an example of how knowledge has changed the conduct of war.

Football great Terry Bradshaw gave an upbeat talk drawing on his gridiron experiences and offering suggestions on how the lessons learned in sports can be translated to everyday life.

In an industry first, the show presented a special section with 14 Chinese companies exhibiting wares manufactured and crafted in the People's Republic of China. The Chinese participation was a result of a trip to China made by John F. Berry, director of the trade show division of Vance Publishing, the show sponsor.

Story at a Glance

SllghilV small€r shovY rcfiecbd a brulsed economy..."quallty people and top management" present made lt work, most exhibltors sald... next year: MoOormld< Place March &10. .. layout changps possible in'9i1.

In addition to some handcrafts, Chinese products ranged from refrigerators to cast iron products, hardware, building materials, machinery, glasswares, electrical, garden, kitchen products and even tv sets.

While the National Home Center Show had its detractors, many attending found lighter crowds presented an opportunity to spend more

quality time with customers. Typical were the comments by Rich Viola, Furman Lumber Co., Billerica, Ma., who said, "lt was a good show. We saw upper management and we'll be back next year."

Paul Hylbert, PrimeSource, said, "lt's our eleventh show. We thought it was very valuable and we'll be here next year,"

The president of Donner Moulding & Millwork, Marion, Va., Art Ramey, observed, "While attendance was off. the National Home Center Show was the best show that we have ever had as far as generating new customer leads because of our new products and displays."

Noting that this was the first year since the show's inception in 1976 that exhibit space hadn't grown, show director Berry said that "if the economy turns around, next year's show could easily match l99l and possibly be a little bigger." He said management is considering using both floors of the huge East Hall next year, saving showgoers the long trek to North Hall. If that happens, the popular new categorization layout begun in 1990 may be dropped. An advantage to exhibitors would be avoiding having direct competitors next to each other.

Chicago's huge McCormick Place will again be the venue for next year's show, as it will through 1996. While not a universal opinion, most felt that this year's home center show mirrored a weak economy, not any weakness of the show itself. As one exhibitor put it, "l always have a good show because I work at it. Ifall these griping exhibitors worked as hard as I do, they'd be happy campers, too."

H0illE SH0llrll{G: lll Wendle Minkler, Rob Smith. l2l Bobbie Day, Jack Golden, Ray Bergman, Judy Parker. l3l Dave McCallum, David Still. l4l George Peyser, Gary Joslin, Diane Montoya. l5l Al Heberer, Gary Converse. 16l Joe Flemming, Howard Josey. l7l Chris Wold, Jane Baker. l8l Scott Reynolds,

Dennis Lagasse, Paul Lyle, Penny Hanson. l9l Mike Brown, Bob Lebeck, Douo Honholt. ll0l Gary Martz, Pete Smart. llll Barry & Linda Schneider, Bob Merson. ll2l Terry Kehl, Bob Hittle, Wilson Woolley. llSl Bob Riggs, Bob Pepper, Robert Galant. (l4l Lawrence Prendiville, Wayne Knutson. ll5l

Florian Maylath, L.A. Richard. ll6l Bill Clark, Don Christopher, Barrett Smith. llTl Dave & Thom Stringham. llSf Natasha Edscorn, Bill Duffy. ll9l Steve Collett, Jim Snodgrass. l20l Mike Hartnett, Vernon Massey. l2ll Larry Cox, Stewart Campbell.

PERS NALS

Jlm Hemphlll is the new southern region gen. mgr, for Weyerhaeuser Co., according to v.p, Drvld Stlll.

Tom Drvls. Prl O'Donnell, Sendy Slndler and Bo Mrxey are manning Bloch Lumber's new Southeast div., Atlanta, Ga,

Trre McElheny is new to C.M. Tucker Lumber, Pageland, S.C.

Tom Dldyoung has been named area mgr. for the Southeast region for 84 Lumber Co.

Jeffrey Roberl Twait, Home Depot, Atlanta. Ga., married Ellzabeth Ann McDonnold April 27, 1991. CYnlhia Ann Whiteherd, Home Depot, Lake Park, Fl., wed Siephen McNeil Walton Jan. 18. 1991.

Robert L. Slrickhnd, chairman, Lowe's Cos., North Wilkesboro, N.C., has been elected a director of the T. Rowe Price Associates investment management firm.

Conrrd Derl, sales mgr., Potlatch Corp., Warren. Ar., has retired, as have Robert ScrogSlns and Mrx Glvens, also in sales.

Mlchrel Brooks is now v.p.-sales at General Sentry Hardware Co., Atlanta, Ga.

Mrry Rlley, Riley Paint & Wallpaper, Durham, N.C., has been elected pres. ol the Southern Decorating Products Association. New v.p.: Boby Tadlock, Decorator Center, Meridian, Ms. Directors: Richard Rickard, Decorating World, Lake Park, Fl.; John Duke, Rowan Decorating Center, Salisbury, N.C., and Tim Bowlin, Hoover Paint & Wallcovering, Murfreesboro, Tn.

Jean Ann Pricp has been promoted to sales & mktg. administrator for Teco/ Lumberlok. Nikki Nesselrord is now mktg. asst., reports Edward P. Mooers, v.p.-sales & mktg.

Krls Joseph Johnson, Gulf Lumber Co.. Mobile. Al., married Anne Ellrebeih Kerhu April 6, 1991.

Allle Wrrren, senior v,p. and mgr., Southern Div., North Pacific Lumber Co., Waynesboro, Ms., has retired. Frrnk Johnslon succeeds him.

Jorn Shrckleford is new to Wholesale Wood Products. Dothan, Al.

Jesse Phlfer III has joined the sales team at Mid-America Cedar. Matthews, N.C.

Thomes Willlemson has been named exec. v.p. of the American Institute o[ Timber Construction.

Don Lows has joined Bishop-Roney Lumber, Louisville, Ky.

James Brrtz is the new pres. and c.o.o. of Colwood Co., Columbia, S.C. John Awtrey has retired after 4l years with the firm, but continues part-time.

Michele Canfield, Carey-McFall Corp., is now Southeast sales rep for Bali Blinds.

Roberl Ward, Southern Components, Inc., Shreveport, La., has been elected pres. ol the Wood Truss Council of America. Board members include Gary Weaver, Timber Tech, Cibolo, Tx.l Ted Harris, Northwest Structural Components, Kernersville, N.C., and Al James, Timber Truss Housing Systems, Salem, Va.

I(ln-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 pattems suitable for a wide range of architectural styles.

Features

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Z Protectiae Bundling with End Cap

Z All-Weather PaWr Wrapped Units

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Frank C. Rizzo will become managing director of the Southern Wholesale Hardware Association when Jack Coit retirQs June l, moving the office to Atlanta, Ga.

Charles Park is now senior v.p.-finance arld c.f.o. at Briggs Industries, Tampa, Fl., reports pres. Jack Huss. Steve Helburn is now v.p.-mktg. services; William Durocher, v.p.-sales, Briggs div., and Dennis LaMond, v.p.-sales, BeautyWare div.

Curt Haffner, Ralph Wilson Plastics Co., Temple, Tx., is now director of sales & mktg. for Gibraltar solid surfacing.

Deanna Burns is a new lumber & plywood sales rep for the Atlantic div. of Willamette Industries, Rock Hill, s.c.

William D. Wester has been named director of mktg. & communications for the Kitchen Cabinet Manufacturers Association, Arlington, Va., reports exec. v.p. C. Richard Titus.

Lewis Hutchins has joined A.P. Hubbard Wholesale Lumber Corp., Greensboro. N.C.. as laminated & millwork div. sales rep, according to Brooks C. Thomas, v.p.

Jerry Austin, Buford White Lumber Co., Shawnee, Ok., was named lriendliest employee of the month by the local Chamber of Commerce.

Spencer Gene Church, asst. warehouse mgr., Lowe's, North Wilkesboro, N.C., was recently named employee ol the month. John A. Raley is area gen. mgr. of the year. Service awards wenl to Sonny Curry, 25 years; Marilyn Shumate, Thomas Ellis. Betsy Wyatt, David Shelton and Jimmie Cline, 20 years; James Sullivan, Marion Farmer, Carol Shumate, Rick Houck, Jim Thompson, Doris Sebastian, Mike Inscore and Melba Church, l5 yearst John Spicer, Bob Atkins, Karen Bumgarner, Mike Key, Danny Holman, Charles Parsons. Charles E. Taylor Jr., Tom Smith, Doug Mesimer, Lyn Lambert, John Ballew, Tim Hall, Joanne Kimrey, John Lawson, David Bentley, Sammy Greene, l0 yearsl Kimberlee Alexander, Wonza Brooks, Pat Combs, Mary Alice Elledge, Rhonda Gentry, Shirley Huie, Sherrill Lowe, Ellen Prevette. Melissa Wyatt, Deborah Brooks, Mitzi Combs, Dwayne Joines, Ken Roberts, Joe Palermo, Lisa Green. Bobbi Vestal, Kim Chambers. Kamela Hemrick, Bill Lennie, Brad Lephew, Mae Vansickle and Doug Rhodes, five years.

Jimmy Barker is now co-mgr. of 84 Lumber Co.. Alvin. Tx.

Penny Keller, Pixley Lumber Co., Claremore, Ok., recently earned the title of Certified Wallcovering Consultant.

Laura Elizabeth Stone, Lowe's, Reidsville. N.C., wed Julian "JefP' Frederick Simpson March 30, 1991. Jack S. Bramlett, Lowe's, Florence, S.C., married Grace Elizabeth Perry Feb. 15.

Stacy McNeil, Lowe's, North Wilkesboro, N.C., has been promoted to trallic analyst for distribution & load planning. Luther Woodard "Woody" Brown Jr. is now Louisville, Ky., area gen. mgr. New stores mgrs.: Kent E. Phillips, Hot Springs, Ar.; Robert Wagner, Sanford, N.C.; Dennis P. Sprinkle, Bessemer City Rd., and Andrew Leggette, Franklin Square, Gastonia, N.C., and Stephen R. Rop, Shreveport, La.

Charles H. Bordwine, mgr., Lowe's, Claypool Hill, Va., was named south central region Store Manager of the Year, according to Leonard G. Herring, pres. and c.e.o.

A. T. Fohr is representing the 84 Lumber Co. account for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(Please turn to page j8)

only other FRfW Compli ance -*port in the fire rffirdant trea/rd; wood industry does not iiclude high Cnpemurc strcngth testing.

Trlm Head Flrtenert

New trim head fasteners from Swan Secure Products are ideal for finish work and trim where they can be easily driven flush with or below the work surface.

NEW P DUCTS and

selected soles ofds

structs precise planograms, total store layouts and comprehensive llnancial reports.

For retailers, the space management software integrates point-ofsale and inventory data to reorganize tens of thousands of everchanging items, producing appealing shelfsets, distinguishing top selling products lrom slow movers and avoiding out-of-stock situations.

For manufacturers and wholesalers, the planograms can be used to improve sales presentations, support new product introductions and work with retailers to obtain more shell space for their products.

Master Planner

Combining ease of use, database flexibility and crisp color graphics, SpaceMax from MarketMax con-

Sign On

A new sign making system from The Reynolds Group is said to allow retailers to produce professional quality point-of-purchase signage in less than 30 minutes.

The system incorporates Signcomp software, Hewlett Packard's DeskJet 500 printer and any IBMcompatible personal computer. The printer also performs all standard

Users are said to boost sales and profitability 5-25tt/0, simultaneously reducing inventory and improving product selection.

Designed for wood construction, the screws' small, unobtrusive, deep countersunk heads are especially

printer functions for word processing, desktop publishing, etc.

The system includes two different typestyles, which print in sizes from 6 point to 5 inches and allows onscreen viewing of signs. Up to I1,000 different signs may be stored within the system for later printing.

Banding Recycler

A scrap, band and wire processing machine that transforms bulky, dangerous banding materials into valuable scrap metal is new from Indian Country, Inc.

Band-Ade automatically chops scrap into 4-in. lengths and deposits it into a 55-gallon drum for easy storage and sale to recyclers.

Standard features include a heavy duty 3/4 hp electric motor, cutting shear, automatic feed device, heavy duty flywheel, wide feed throat, micro safety switch, sealed bearings, safety release lever and all steel welded construction.

useful in fastening corner boards, fascia and mitered ends on quality wood siding. They are also ideal for decking and traditional toe-nailing type applications, such as allixing balusters and handrails.

Manufactured of solid stainless steel for superior corrosion resistance, the fasteners are offered in 1". l-5l8", 2-l/4" and 3" lengths.

FREE READER SERVICE

For more information on New Products wilte 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!

Multi-Location Manager

A materials management system designed to address the needs of the multi-location operation is new from Versyss Inc.

The Materials Management System: 5.00, Distributed Data Processing facilitates the transfer of information between systems at multiple locations in order to maintain similar databases on separate, indePendently run systems.

The system allows for: tying in up to 99 remote locations, sophisticated tracking by location, polling of information over a weekend, and diverse sales order, inventory and reporting capabilities.

Wood Restorer

A weather resistant, water resistant coating for revitalizing aging wood roofing, siding and fencing is new from Chapman Chemical Co.

Designed for exterior wood above ground, Sta-Brite R comes as a concentrate. It is mixed with nine parts water and sprayed on surfaces precleaned of all stains and debris.

The result is a waterproof, weatherproof, natural looking, semitransparent stain finish, reportedly at a fraction of the cost of roof replacement.

The product is available in cedar brown and weathering gray.

What-lf Planogram System

MarketWare's new Pegman 2.5 space management system features a "Planogram Scoreboard," which allows users to immediately see the impact of their merchandising decisions on six key financial criteria as they add or delete even a single SKU.

Developed to help manufacturers and retailers find the highest return on their space, the system totals key

there are no unsightly wires has been developed by Larmco Security.

The system consists of a small transmitter that fits into each window extrusion, a panic button, a portable hand-held radio transmitter that allows homeowners to activate the alarm at will, and a wireless receiver/controller, which is centrally located in the house and receives a radio signal from the win-

Air There & Everywhere

A two-in-one cordless air compressor/rechargeable power pack is new from Campbell Hausfeld.

financial measurements that can be viewed at any point during creation or merchandising of planograms.

Other features include a minimum/maximum inventory feature for optimal inventory management, 18 flexible worksheet columns for financial modeling, comprehensive financial reports for category management, enhanced graphics capabilities and a master database for handling up to 100,000 SKUs.

Available in four versions at various levels of sophistication, the software runs on any IBM or compatible personal computer with a 640k memory.

Alarming Openings

An electronic alarm system built directly into Stanley windows so

dow transmitter or panic button.

The receiver/controller contains an LED indicator to immediatelv identiiy the location of ttr-e attempted entry along with a ll0 decibel siren.

ln-House Architect

New computer programs that allow custom design of deck and garage projects have been introduced by CadQuest Inc.

The programs print out diagrams and material and price lists.

Deck designers are provided with choices of freestanding or attached, single or multiple, height, direction,

The unit weighs less than I I lbs. and delivers up to 220 psi of air power. It includes two recharging cords: one that operates on a standard 115 V household circuit and a l2V cord that connects to a car cigarette lighter.

Radiant Barriers

Retroflect Panels from Parsec help prevent the transfer of heat from the roof deck to the ceilins insulation.

Lightweight, double-sided, easy to handle and simple to install, the thermal radiation barrier panels fit between rafters of the roof.

step locations, in-ground or pier footings, and materials.

Garage designers get a choice of garage size (single or multiple car), roof and wall height, garage door location and size, entry door location and size, window location and size, roofing and siding styles, and materials.

Clock The Temperature

Easy-to-read thermometers designed for indoor or outdoor use are new from Chaney lnstrument Co.

The Acu-Rite line features durable, molded plastic cases that resist moisture and weather; dials covered by crystal-clear lenses for added protection. and double-slotted mounting templates lor easy installation with two screws.

Seven dial designs are available.

Curved Corner Mouldings

Perma-Edge rounded corner wood mouldings from Ralph Wilson Plastics Co. allow for rounded corners on solid wood edged tops.

Complementing their Heritage and Kingston moulding lines. the two edge profiles are offered in 2", 4" and 6" radii.

Water Spotter

Flood Control from A&W lndustries uses sensors installed at critical locations throughout a home to sound an alarm when water is detected and automatically shut off

Tlnted "Gl!!t" Blockr

Glass block alternatives constructed of heavy duty Lexan plastic are now available in crystal clear, futura blue, green, red and smoke tints from Outwater Plastic/lndustries.

the main water supply.

Power to air conditioners is also disrupted, eliminating additional water run-off. An optional autodialer telephones a service number. Technology consists of solid state electronic circuitry and a solenoid valve.

Compared to glass products, they are said to be 200 times stronger, 250 times more impact resistant and 500/o lighter. They reportedly are abrasive resistant, will not shatter and can be mitered to fit snugly around corners. Each 8" x 8" x 3" block is snapped together and sealed.

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.

Cafl for quotes: (7141 852-1990.

Always A Cedar Lining

CedarPro II aromatic cedar closet linins from P&M Consumer Products protects clothing fronr iloth damage while adding a decorator touch to closets, laundries and wardrobe rooms.

to each gallon of Roof Pro coating. The mixture can be rolled, brushed or sprayed on to seal, protect and recolor the roof.

Tints come in tan, red, gray and green.

Plywood Glips

H-Clips from TECO/Lumberlok offer an economical support for plywood and waferboard roof sheathing.

Supplied in easy-to-handle panels, the lining features tongue-and-groove edges on all four sides, smooth-surfaced face and saw-textured back.

Each package contains enough kiln-dried, dimensionally stable eastern red cedar panels to cover l2 sq. ft.

The design provides a snug fit, lessening the possibility of the clips falling off during installation. A "leveling" arm assures fast, easy installation, regardless of any variations that may exist in sheathing thickness. The clips range in size from 3/8" to 3/4" and are available in 18 gauge hot-dipped galvanized steel.

Gomplete Wrap Up

Almost Tape from Nifty Packaging Products wraps skin-tight around objects to protect them for moving and storage.

Stainless Sprinkling

A complete rust prevention system for buildings, driveways and shrubbery near sprinkler systems has been developed by American Hydro Systems.

Easily connected to a sprinkler system, Rid O'Rust includes a chemical feed tank, a metering assembly and Formula 15, which prevents the iron in the water from becoming rust.

The system is reportedly easy and inexpensive to maintain, non-toxic, and extends pump and sprinkler life.

Roof Paint

Tints which can be added to a coating product to match or change existing roof colors are now available from Macklanburg-Duncan.

One tube of water-based Roof Pro Color Tint is added

The tape sticks to itself but not to the objects, leaving no adhesive residue. It is said to make covered objects resistant to rust, weather, insects, rodents and scratches.

Each 5" x 1000' roll comes with a built-in Squeeze-lt dispenser.

Rolllng Ruler

An instrument combining ruler, circle and semi-circle templates. protractor, T-square, angles, compass and magnifier for use on smooth surfaces such as glass, metal, wood and sheetrock is new from Graphic Wizard.

An auto measure feature facilitates drawing horizontal and vertical lines of unlimited length by preset-

Sure Temporatureg

Saverstat, an electronic programmable thermostat eliminating the need for an external isolation relay in homes with auto-spark ignition fur-

9trlp Tough

An extra-strength paint stripper formulated to handle tough stripping jobs is new from Klean-Strip.

KS-3 Semi Paste paint remover reportedly can strip away polyurethane or multiple coats of latex paint with a single application, clinging to vertical surfaces and working quickly.

ting the distance between the lines to l/8,l/4 or l/2" settings. A compass pivot button allows drawing circles up to 24" in diameter, triangles, squares, cubes and 3-dimensional art.

patterns: l'ully beveled with custom border or opaque with beveled border and accent bevels.

High. Grade Air Hoses

Quick Couple premium air hoses from Senco reportedly last three to four times longer than standard red rubber hoses used for pneumatic tools.

naces and other modern heating sources, is new from Maple Chase.

Powered by four AA batteries, the seven day programmable thermostat permits setting each day of the week individually. Four set points per day provide full automatic climate control.

Other features include large, easyto-read liquid crystal displays; large, contemporary touchpads; Quick Touch temperature override; summer-winter temperature storage, and compatibility with a wide range of 24 volt controlled heating and cooling systems with two to five wire connections.

abrasion, the hoses can weather higher temperatures for longer periods of time and, with an inner tube reinforced with spiral-braided polyester yarn, can take up to 250 psi working pressure with over four-toone burst strength safety factor.

They can also use locking hose barb fittings instead of traditional crimped hose ends to repair the hose with only a knife.

Leaded Inserts

Handcrafted leaded glass inserts are now available for residential and commercial applications from Lisa Reid Glass.

Tempered glass in a standard 22" x 36" size, with leaded work insulated inside the unit, comes in two

Matching transoms and sidelights are available.

Introducing a fVew iroOu"cti

Please send details to New Products Editor, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Enter Lightly

The LightMaker U-lnstall garage door opener from Stanley Home Automation allows opening the garage door and turning on indoor and outdoor house lights from the car.

The two-button transmitter can operate as many incandescent lights as desired and also has a Signal-Block security feature that prevents stray radio signals and opener accessories from activating the opener.

Beetle Juice

A paint additive said to eliminate bugs for the life of the coating is new from Enviro-Chem.

Snug Under The lrons

Ultra Fit ironing board covers from Seymour Housewares now feature a patented drawcord fastener said not to loosen and untie like ordinary drawstrings.

The drawcord is pulled to the desired tension while the Barreloc fastener is moved as close to the board as possible.

proves clamping and grasps objects without twisting.

A self-standing three-bag sorter allows for side-by-side recycling of three different materials. A shelf beneath the bag holder area provides storage area for extra bags.

A self-standing newspaper rack has a twine holder for binding of newspapers.

And a self-standing or wallmountable combination bag holder is designed specifically for plastic or paper grocery bags.

The tool can be used as a drill guide, portable bench vise or for woodworking, welding, crimping or cable and rope splicing.

FREE READER SERVICE

Cabinetry Balcony

Oak, maple and cherry condiment shelves are new from Omeea Industries.

Added to exterior paint, stain or sealant, CPF-2D repels insects, eliminating bug dirt and cobwebs. A 5 oz. container treats five gallons.

Fantasy Clamp

The E-Clamp from Inlet uses three arms and sophisticated engineering to hold even the most irregular shaped objects in place.

Cantilevered jaws allow equal force to be exerted from both sides, causing a gripping action that im-

For more information on New Products write Building Products Dgest, 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!

Recycling Racks

Three Sort 'N Cycle recycling products constructed of white epoxycoated steel tubing and wire have been introduced by LeelRowan.

The "out-of-the-way" storage shelf comes in 48" and 30" unassembled lengths, can be trimmed to any custom application and easily finished. Mounting hardware and instructions are included.

The Quality Leader in Treated Wood Producfs

Industsy Putg ilCl, U.S. Spdnt On HoH

April saw two mqjor long distance carriers jump on the green bandwagon. Both MCI and U.S. Sprint announced plans to donate 506 of the usage charges of new customers to the environmental group of the customer's choice and I to 4%r for existing customers who request the program.

In actuality, both programs limit customer choices to specific groups. U.S. Sprint negotiated with the Environmental Foundation of America, an umbrella group representing 23 preservationist organizations, including the Sierra Club Legal Delense Fund, National Resources Defense Council and Friends of the Earth, to channel its donations to them. MCI negotiated individually with lour separate organizations: The Nature Conservancy, National Audubon Society, Ducks Unlimited and National Wildlife F'ederation.

Many wood products companies, groups and individuals have called and written the two long distance carriers to express their frustration

with the fundraising campaign. Several have ceased to do business with them.

After asking MCI to add lbur forestry foundations to its list of environmental groups, the National Hardwood Lumber Association discontinued its service with the company. "We could not in good conscience do business with a firm that is raising nroney for groups that are in court with our members trying to prevent timber harvesting," NHLA executive director Ernest J. Stebbins said.

Stebbins contacted both companies to express the dismay of the forest products industry and its allies with the canrpaigns. "This kind ol' program could put us all out of business," he said.

Stebbins indicated that. lor the most part, the company representatives were surprised that there was any criticism ol' the programs. "They seemed astounded that anyone would have any problem with any of the organizations on the list."

Canada seeks lumber tax relief

Canada's tentative steps to seek termination of its soltwood lumber agreement with the U.S. are causing a strong reaction from the U.S. lumber industry.

"The Canadian government should be held to its bargain," C. T. Howlett, Coalition for Fair Lumber Imports chairman, said after Canadian Prime Minister Brian Mulroney raised the question of the tax during President Bush's recent visit to Ottawa.

The four-year-old agreement imposes a 150/o tax on Canadian lumber exports to the U.S. lt was put in place by the Canadian government to ease the threat of U.S. countervailing duties. Canada's share of the U.S. softwood lumber market has declined from 330/o to 270/o since the tax was imposed.

Rationale for eliminating the tax, according to Canada's Trade Minister John Crosbie, is that since the agreement was reached Canadian lumber has become less price competitive in the U.S. because of a 19.40/o appreciation of the Canadian dollar against the U.S. dollar.

The Coalition for Fair Lumber

lmports maintained at the time the tax was imposed that Canadian lumber mills have been able to buy timber from their provincial governments at "a fraction o[similar timber just across the border." The coalition said it will file a breach of agreement complaint if Canada terminates the softwood lumber pact unilaterally. This could bring about duties on Canadian softwood lumber.

British Columbia and Quebec, which account for 900/o of Canada's lumber exports, favor rescinding the agreement.

As an alternative, he recommended that MCI and Sprint add the Evergreen Foundation, Hardwood l'orest Foundation, Temperate Forest Foundation and American l'orest F'oundation, sponsor of "Project Learning Tree." These are organizations that support the principles of forest ry as a science, multipleuse manag,ement and sustained yield. Stebbins said these foundations are environmental organizations and should therefore be included in the fundraising drive.

To date, Sprint representatives have been unresponsive to the request. MCI executives are "still talking to us," Stebbins said, and "we hope to hear from them in the near luture." NHLA arrd the American F-orest Resource Alliance are asking others to request the inclusion of the environmental and conservation foundations in the programs. Companies and individuals can contact Karen Jost at QID 4632747 (AFRA) or Elizabeth Pease at (90r) 377-r818 (NHLA).

1982's total or I,097,000 for the past decade's weakest output of homes, condos, and apartments.

"The only real difference between the current credit crunch and the last one is the form it has taken," said George A. Christie, chief economist for F.W. Dodge. "Despite falling interest rates in 1990, the current lack of funds available for real estate development is creating the same result that the sky-high rates of the early 1980s did."

All but one of the nation's top ten housing markets suffered deep declines in 1990. The exception, Detroit, managed to just equal its 1989 volume.

199O: A Bad Year For Housing

The continuing decline of homebuilding through 1990 left last year's recently released fourth quarter housing starts totalat 221,195 units, 180/o below the year-earlier quarter.

As a whole, 1990 was the worst year for the housing industry since the early 1980s when severe anti-inflationary credit restraint sharply curtailed building. The 1990 total of 1,133,000 housing starts rivaled

Los Angeles/Long Beach, Ca., led the nation with 28,898 units, down 39% from 1989. Riverside/San Bernardino, Ca., placed second with 27 ,230 units, a 37% decline. Other top housing areas: Washington, D.C., 25,709 units, down 3lolo: Atlanta, Ga., 23,622 units, down 32010, Detroit, Mi., 20,024, unchanged; Seattle, Wa., 19,402 units, down l2o/o;Las Vegas, Nv., 17,566 units, down 4lolo; Orlando, Fl., 17,338 units, down l8%; Chicago, Il., 16,977, down 28%, and Sacramento, Ca., 15,723, down 300/0.

Tarheel Assists Gommunity Projects

Tarheel Wood Treating, Morrisville, N.C., donated pressure treated wood to a number of civic projects in the last few months. Benefiting from their generosity were the playground at Loblolly Park at the Museum of Life and Sciences, Durham, N.C.; a United Way playground project in Raleigh, N.C., and the restoration of the historic Page-Walker Hotel, Cary, N.C., as a history and cultural arts center.

The company also participated in the llth annual Home, Garden and Flower Show in Raleigh, N.C., sponsoring Jim Bennett, the Weekend Gardener from the tv program "Backyard America," for demonstrations and advice on landscaping and gardening. A licensee of Osmose, Tarheel gave away a gazebo in a drawing during the show, Lynn Gallup, advertising and marketing manager, said.

I]USTOM ORDTNT r

ACCORDION DOORS

lAccordion doors desiened for use where performance is importint for HOMES. OFFICES

. CIIURCHES' RESTAU RA,ryTS . /NDUSTRY

lCustom-sized room dividers ship within a two week production cycle from the factory lAccordion doors custom sized to your customer requirements

Custom orders mean profitable return on inaestmentno inuentory!

GAZEB0 built from pressure treated wood was given away by Tarheel Wood Treating Co. at Raleigh, N.C., home, garden and flower show.

P[AYGn0Uil0 equipment at the Museum ol Life and Sciences, Durham, N.C., was built with pressure treated wood donated by Tarheel Wood Treating Co.

IryOODFOTD

..1NS77NT WALLS WHEI{ I,{EEDED,,

NEWLITERATURE

Blg Book Of Bolts

An updated 280-p. fastener catalog is available from Dave (irattan & Sons. lnc., (800) 468-9513.

Trowel Llne

A 104-p. trowel trades catalog is lree from Bon Tool Co., 4430 Gibsonia Rd., Gibsonia. Pa. | 5044.

Llft Llfe

"The Right Time," an 8-p. booklet on determining a liit truck's econonric life, is free lronr Hyster Co., (800) 221lt9r.

Sheathlng Tape

Information on contractor sheathing tape for sealing seams on housewraps, insulation sheathing and vapor barriers is available from 3M, 3M Center, St. Paul, Mn. 55144.

Gypsum Tips

The 28-min. video How to Install Gypsum Boardis available from Gypsunr Association, 810 First St. NE, No. 510, Washington, D.C. 20002.

Decorative Lamlnates

A l6-p. decorative laminates booklet is free from Nevamar Corp., 8339 Telegraph Rd., Odenton, Md. 2l I13.

Measuring Tools

A measuring tools catalog is free from U.S. Tape Co., 217 River Ave., Patchogue, N.Y. 11772.

On Contact

A l6-p. profile of wood products manufacturer and distributor Contact Lumber Co. is available by calling (800) 547- r 038.

Window Shopping

"Window & Patio Door Factbook" is free from Andersen, (800) 426-4261.

Where For Veneer

The 100-p.25th edition of "Where to lluy Hardwood Plywood Veneer Buyers' Guide & Membership l)irectory" is $5 postpaid liom Hardwood Plywood Manufacturers Association. llox 2789. Reston. Va. 22090.

Decoratlve Accents

A l99l Orac Decor architectural detail catalog is free from Outwater Plastic/lndustries, (800) 888-0880.

Kltchen Planner

ldeas.lbr Great Kitchens, a 96-p. planning guide, is $8.95 fronr Sunset Books, $00) 227-7346 or (800) 321-0372 in Ca.

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 Buildtng Products Digest, Many thanks!

Lumber Monthly

"Yardstick," a monthly newsletter measuring lorest industry performance, is now available lrom Random Lengths, (800) 874-7979.

Used Trucks

The l6-p. "Buying Used: The Used Truck Buyer's Handbook" is free lronr Kenworth, (800) 346-9919.

Window Wishbook

A 92-p. catalog of clad, primed and true divided lite wood windows and patio doors is free from Caradco. Box 920. Rantoul, ll. 61866.

Wall Prints

The l6-p. "Work Wonders with Wallcoverings" is 500 from Wallcovering Information Bureau, Box 1708, Grand Central Station, N.Y. 10163.

When The Going Gets Torgh

Prqliting in Hard Times: Tlrc Business Survival Guide is $25 postpaid fronr Cricket Communications. Box 527. Ardmore, Pa. 19903.

Ready For A Crlsls

"Media Relations Under Fire," tips on handling the media during a crisis, is free lrom McKone & Co.. 1900 Westridge, lrving, Tx. 75038.

Summer Clrcular

Hardware Wholesalers, Inc.'s June Hardware "Outdoor Living" direct mail circular is available in 8, 16 and 24-p. versions to members from HWl, Box 868, Fort Wayne, In. 46801.

Customer Satisfaction

The 168-p. paperback Keeping Customers Happy: Strategies.for Saccess is $8.95 from Self-Counsel Press, (800) 663-3007.

Fire Plugs

Two new fire safety and smoke detector brochures are free from ESL, (800) 648-7423.

Knobs & Pulls

A 32-p. Siro designer knob and pull catalog is free from Outwater Plastic/lndustries, (800) 888-0880.

Inside Wholesaling

A fold-out profile ol wholesaler OrePac Building Products is available from OrePac, Box 437, Wilsonville, Or. 91070.

Pruner Poster

A full color Power Pruner poster is free from Technic Tool, (800) 243-9592.

Advertising

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.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe 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 20th of rhe month. PAYMENT MUST ACCOMPANY COPY unless you have established credir with us.

FOR SALE: Family lumberyard and hardware store. Business has been in this location since 1956. 13,000 square foot sales room plus three warehouses. Covers entire city block in a large Central Florida community of 27,000 population. For more information call Gene Gregory at (407) 322-0500.

REMINDER: Payment must accompany the copy you send in for classified ads. Just use the instructions above to figure the amount. Whenyoucall in ads, we'll tell you the amount that must be sent for the ad.

WANTED TO BUY

All types of building materials, hardware, closeouts, overruns, irregulars and buy backs.

CALL COLLBCT:

Spencer Parker or Bubba Morgan 2nds in Building Materials, Inc.

Phone: 615-8D9-E203

Fax: 615-89!)-1429

Place your classified ad now!

Huntersville, NC 28078

Phone 7U1875-2694

FAX 704l87s€55s

Harry or Ghris Ferrell

Hardwood Heawweights and Lumber Lightweights

E ND USERS can be winners with b both hardwood heavyweights and featherweights. As long as they play to each wood's particular strengths and not its weaknesses.

Snakewood ( Piratinera guianensis) weighs in as the heaviest of hardwood, about 800/o heavier than oak. Found in Central and tropical South America, it is also known as letterwood, amourette, bourra courea, letterhout, polo do oro, leopard wood and speckled wood. Its red-brown heartwood features black speckles or stripes, reminiscent of a snakeskin.

Along with their exceptional weight, timbers also boast high strength, toughness, hardness, durability and resistance to preservative

treatment. Yet they are difficult to season, with a tendency to warp and degrade. Gum exudation also results in poor steam bending.

It is exported only in small quantities since only the figured heartwood is of commercial interest. It is shipped in small billets after the wide band of pale sapwood is cut off. Turned articles such as walking sticks, drum sticks, fishing rod butts, archery bows, violin bows, cutlery handles, umbrella handles and brushbacks are then produced.

Similarly, lignum vitae (Guaiacum fficinale) is incredibly heavy, hard, dense, strong and durable, earning it the name "ironwood" in the U.S. The West Indies and tropi-

The Top Twelve

cal American tree has a dark greenish-brown heartwood, with a characteristic oily feel due to its high content of guaiac resin.

Although problems arise in drying, working and gluing, the wood's self-lubricating properties are ideal for ship propellers, brushes and bearings, marine equipment, thrust bearings, pulley sheaves, wheels, guides, rollers and blocks, die cutting and turning, and other uses where lubrication is impractical or unreliable.

Brazilwood (Caesalpinia ech inata) features similar mechanical properties and even a similar nickname, "Brazil ironwood." Its bright orange-red heartwood with marblelike figure matures upon exposure to a red-brown.

It is world renowned as a dyewood and reserved for the finest violin bows due to its resilience. Other uses include onamental turnery, gun stocks, exterior joinery, paneling, inlaywork, heavy duty parquet flooring and exterior structural work.

Dark purple-brown with black streaks, African blackwood (Dalbergia melanoxylon) is just that, a virtually black wood. The East African hardwood is exceptionally heavy, hard, dense and durable, but works with difl'iculty and cannot be used for steam bending.

Yet a natural oiliness, resistance to climactic change and ability to take a superb finish often make it preferred to ebony in woodwind instruments, ornamental turnery, chessmen, carved figures, walking sticks, brushbacks, knife handles, bearings and slides, pulley blocks

NOTE: The above weights are average densities of the species calculated at 12% moisture content, or kiln dried. The more water the wood contains, the greater the weight.

and inlaywork.

Kingwood (Dalbergia cearensis) or violetwood grows in South America, primarily Brazil. The heartwood features streaks across a background of rich. violet-brown. Although very strong and tough in all categories, it is used predominantly for decorative

Story at a Glance

Properties and uses for the heaviest and lightest hardwoods tropical Americas' snake wood and balsa top the charts.

purposes due to the small sizes available. Sliced veneers go into inlaywork and marquetry, while solids make inlay banding, turnery and fancy goods.

On the other side of the spectrum is balsa (Ochroma pyramidale), the

softest and lightest hardwood available commercially. The Central and South American tree's sapwood is white to oatmeal in color with a pinkyellow tinge; heartwood is pale brown.

The average balsa weighs l0 lb./ cu. ft., though some may weigh as little as 6 lb./cu. ft. (An average hardwood weighs about 35 lb./ cu. ft.) Though strong in relation to its weight, the low density wood can not be bent without buckling, requires skilled care in kilning and won't hold nails or screws. It is also perishable and liable to attack by beetles.

But it does what the heavier hardwoods can't. It provides excellent buoyancy, easy workability and efficent insulation against heat, sound and vibration. It is used extensively for rafts, lifebelts, floats, nets, buoys, water sports equipment, protective packaging, toys and model making.

Kiri (Paulownia tomentosa) grows

Gift Shop & Housewares Profitable

China tea sets and vases ranging up to $1000 in price are not normal home center merchandise, but Bering Home Center in Houston. Tx.. stocks many such items in its gift shop.

"We've got customers who buy all their gifts from our store," explains August Bering IV. "We have our own special labels we put on the gifts. Prices in the shop range from $10 for some items on up to $1000 or even more. We've sold $5,000 paintings. But most of the items are in the $20 to $30 range, because this is the most popular pricing for gifts."

The gift shop is right at the front of the store which is consumer oriented although it sells a lot of lumber and building materials. Unlike some lumber based operations, Bering Home Center also has a full range of houseware items including cookware, glassware and small appliances. Because of the gifts and housewares, many of the shoppers are women.

"We find housewares to be a profitable line or we wouldn't be in it," Bering points out. "Most of them are full margin."

The line includes garbage cans,

in Japan and China. Its heartwood varies from silver-gray to a light or nut brown, sometimes with a reddish cast. It has a very fine grain and smooth texture.

Though weak in all strength properties, the wood does dry, work, glue, finish, stain and polish very well. It is highly prized in Japan for use in cabinet and drawer linings, musical instruments, clogs, floats for fishing nets, and for peeling into special greeting cards.

Finally, obeche (Triplochiton scleroxylon) comes from tropical West Africa, creamy white to pale yellow in color, with a moderately fine and even texture.

It is also commonly used where durability and strength are unimportant, such as for interior rails, drawer slides and linings, cabinet framing, interior joinery, sliderless soundboards for organs and model making. Veneers with scattered blue stain are valued for marquetry work.

floor mats, cleaning supplies and other full margin items as well as kitchen gadgets, pots and pans, small appliances and vacuum cleaners.

Bering admits that they make little profit on items where they have to be competitive, but he compares this with the tool department where "you have to have power tools although you don't make much money on them."

"Either you go all the way or don't bother," he says. "We, as retailers, recognize that breadth is essential to inventory."

timber, plywood r Wolmanized Extra weather resistant lumber . company trucks and rail shipments . promotional items o Dricon fire retardant treated wood r pattern lumber c Sudden Serylce r FDN material r dealer training r Wolmanized wood r TPl, UL quality programs o TSO steam kiln dried southern pine o Dean Deck r contractor assistance e distribution from Rockies to East Coast r sawmill, planer and remanufacturing . sxta*

Hldden Cods Ercdo Prollt

Obituaries

Ghdstone O.

"Tye"

Dobson, founder of Dobson Lumber Co., Camden, Tn., died Feb. 21 , 1991 , in Nashville. Tn,

A native of Camden, he founded Dobson Lumber Co. upon purchasinc a sawmill in 1948. In 1956 he and WlC. Travis opened Bruceton Lumber Co., Bruceton, Tn., which became Midway Materials when he sold it in 1968. Dobson opened a second branch, Big Sandy Lumber Co., Big Sandy, Tn., in 1965 and closed the mill in 1968. He semiretired in 1977.

Mr. Dobson is survived by one daughter and two sons.

Plastlc Wood ls Not Gheap

AFCO Industries, Alexandria, La., is manufacturing recycled "lumber" firom shredded waste plastic melted to a paste-like consistency and extruded. Said to be capable of lasting more than 50 years, Syntech Wood is being marketed as an option to chemically treated lumber. However, it costs two to three times as much as top grade pine lumber.

Excess inventory combined with interest expense can become a cash trap for a retailer, These are good reasons for keeping inventories down and developing just-in-time delivery schedules with your wholesaler.

o Hidden costs such as higher interest rates, higher cost of space, equipment and utilities if not controlled will erode profit margins.

o Changes aflecting your customers are occuring at an unprecedented rate. The ability to change your inventory to meet their needs is crucial in today's competitive environment.

o Buying on price alone can result in overbuying, lowering the turnover rate. Too many SKUs will increase inventory without increasing sales.

o Products you thought great, but your customers didn'l, are often left in your inventory, but some of the cost can be recovered by donating them to charity and using the tax credit.

o Control SKUs to reduce inventory in the next l2 months. Statistics show that 80oi of the sales are on 20oh or less of the items.

o Form an alliance with key wholesalers. Make sure they have policies that are beneficial to you. These ideas are offered by the Western Building Material Association.

Personals

(Continued from page 25)

Drvlt Scolt Goff, Lowe's Building Supply, Chaltanooga, Tn., wed Susrn Grll Polet April 6, 1991.

Brue BerS has been named director of llome Depot's new southern regional headquarters, Tampa, [:1., overseeing 53 stores.

l,eonerd J. "Jeff' Prrent, mgr.-facility operations, administration dept., Lowe's Cos., North Wilkesboro, N.C., has been certified as a real property aclministrator by the lluilding Owners & Managers Institute lnternational.

Drn l,edermrnn, Olshan Lumber, Houston, Tx., is the new pres. of the (;reater Houston Lumber & Building Material l)ealers Association. Bill Franks, Alanro Forest Products, llouston, is v.p. ancl acting sec./treas.

Don MrcMasler, v.p.-sales & trading, Plywood Panels, lnc., New Orleans, La., has been elected pres. of the International Hardwood Products Association.

John Elwell, Plum Creek Tinrber Co., is the new director ofnational accountseast, based in Atlanta, Ga.

John Edward O'Laughlin lll, Paty Co., Greenville, Tn., married co-worker Cindy l,ynn Collins Feb. 14, 1991.

Tom Williamson now heads the American Institute of Timber Construction.

EVERYBODY READS THE DIGEST

Thanks lor including my "First Anniversary" in the April Dr.gesL This was just great.

I want you to know your magazine is being read. I started getting calls immediately. These callers were customers and friends who had seen it in the Digest and also those who hadn't received their Drgesl yet but had talked with someone who mentioned seeing it. Thanks.

Fred Renner

Renner Lumber, Inc.

5952 Royal Lane, Suite 227

Dallas, Tx. 75230

Michael Menser has joined Lowe's, North Wilkesboro, N.C., as a marketing specialist. Michael Brown is now store mgr. at the Hanes Mall Blvd. store, Winston-Salem, N.C.

Dave Barnes, son of Terry Barnes, Independence Lumber Co., Independence, Ky., won the mid-America wrestling 150 lb. div., qualilying lor the NCAA Division I tournament at the University of lowa.

Darryl Motley has joined Furman Lumber, Houston, Tx., handling purchasing and direct sales of SYP for Furman's Houston and Dallas distribution centers, reports pres. and c.e.o Barry Kronick. Bruce Lewis is now in sales in Dallas, and Stan Cook, inside sales and product management, and Hugh Shockley Jr., laminated beams, are new to Atlanta, Ga.

Setllng toflhc wEsr2

Plus Alaska and Hawaii

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