Building Products Digest - May 1992

BuildinqPro ducrc

markett ln 13 Southern states

Froduct quality and customer service are often measured in degrees. At Tixnple-Inland, they are measured in delivery time, availability, selection, product knowledge, and innoration.

Di,.. ut

llnen ir comes to the standard thaq solid wood is measured by, the solid.,leader is GUI Ailo DRIED.

Does your yqrd hqve the Advqntqge?

Or does your competltor? Hundreds of lumber componles hove olreody goined the edge wlth Advontoge Buslness Systems Here's why we're #tl ond growing: lowest cost custom progromming, on-site demonstroflons, personollzed troining ond free consullotion.

You receive: invenfory control- complefe trocking purchosemonuol ond outomotic, occounts poyoble, poyroll, soles onofysfs2-yeor history on line, light monufocturing, generol ledgercomplefely interfocQd, poinl of soleretoil or controctor, mu lti ple store co pobi lity, soles rep commission reporting, documenl reprint up to two yeors otfer the sole, job quotes ond estimoting, infinite pricing copobilities, direct shipping, ond speciol wholesole ond brokeroge options.

markct. In 13 Southern rtater

NAV IOE2

tl l2 ft l4

Ronodrffng fr hoa

10 products sure to sell fast

lfGcaronfc dococfvos

Security devices deter theft

Accuroa. blds guarunc.cd

Computer estimating pays off

Torfq would fovo fc

Spread spectrum for retailers

Tho homo cGnccr c|ranncl

VSAT technology links stores

tntcant mcfl dollvorg

lnnovations save time, stress out wfth "rn" batkGat

Computers eliminate paperwork

t, Why lumbGr prfcGs cro cllmblng rlghc ott thc chaftt Association executive explains effects of supply 6r demand

20 totlonof HomG CGntGr lhow fs o Dlg dravfn Chfcogo

24 Formulo tor crast ng cusSomcr tilondfg dcslgn ccnJcr

26 Hstdwood manutacCurGrs'mooting on WG$ Coane

t6 Wogs Co bcat gour compctition, fncrcosc protlts

6 Edrtorlsl

t6 ttGffi rrfqts

l8 @londot

19 JoufhCrn Arrn.Ifcws

22 Porsonols

2t tow ProducCs

t4 tGw lfaGroaurG

t5 Classlllcd

t8 obituorlcs

tO Adlndcx

PUIUSIEn David Cutler E0|T0n Juanita Lovret tSSl|ClllE E|llT|lfi David Koenio CtlilTfl|Ullllc EDII0ES Dwight Curran, Gage McKinney, Ken Thim, Wally Lynch

turb when1!pryhb lt$owsup e ? a

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and most versatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy cofiunons, or garden gnde lumbeq kiln dried, air dried, milled with precision at G-P's Ft.Bragg mill. And it will be professionally graded by RIS rules.

And its beauty will end up enhancing a deck, a

fence, a house-and your bottom line.

For your redwood q.$tomers, dtoose the redwood thathas werythinggoingfor it: looks, promise, and a fine fr"mily nalne. Choose G-P redwood. A member of the California Redwood Association.

For more inficrmation, call the Ft. Bragg mi[, (707) 954-0281, or the G-P Distribution Center nearest you.

EDITORIAL

New contenders tor old crowns

llt HEN 1992 concludes, it may eam the title: It Year of the Substitutes. It may also be the first of many years when comfortable purchasing pattems are replaced with a scramble to get something at any price just to complete the order.

Ducking and weaving to avoid the body blows by environmentalists to raw material supply, wood products buyers are increasingly using fancy footwork to meet their customers' needs.

Old distribution pattems are undergoing radical changes. Southem yellow pine no longer stays below the Mason-Dixon Line. In the past two years SYP has made inroads on the Pacific Coast, following the lead of the southern yellow pine plywood that preceded it about l0 years ago.

In hardwoods, meranti, for example, is filling in for lauan in some applications as crimped sources of supply have changed availability. Reports indicate that old favorite red oak, once in plentiful supply, is no longer as readily available, resulting

DAVID CUTI,ER publisher

in abrupt shifs in purchasing as buyers seek suitable replacements. Melamine now routinely fills in forsomescarce and/orexpensive hardwoods. Some foresee designers specifying it, fearful that the hardwood they prefer won't be available at any price.

Moulding and millwork operations are increasingly using radiata pine from Chile and especially New Zealand as domestic pine vanishes behind a curtain of land lockups inspired by preservationist efforts. Douglas fir is as vulnerable as pine to the wilderness hysteria, so we may well see far more wood from Canada this year than in any year in the recent past. Countervailing duty headaches or not.

Steel, aluminum, concrete, masonry, plastic and other wood substitutes stand eagerly by the ring, ready to jump in and fight to fill the void. No one product isgoing to winby a knockout, butthebrawl is likely to go the full 15 rounds.

National Evaluation Report first high temperature strength test reFor Hoover's FRTW Products sultsforroofapplications,thefirstthird

Pyro-Guard fire retardant treated partykilnmonitoringprogramseparate plywood and lumber produced by from UL follow-up service, the first Hoover Treated Wood Products, lnc., New York State Smoke Toxicity test Thomson, Ga., has been issued Na- results showing smoke toxicity no tional Evaluation Report No. 457 by greater than untreated wood and the the council of American Building of- first FRT lumber and plywood warficials-National Evaluation Service ranty,Wilsonadded. (CABO-NES).

"NER-457 is unique because it states that strength and span adjustments are based on a predictive period of 50 years," Glenn Wilson, a Hoover spokesman, said. "Issuance of this report is expected to result in increased acceptance of Pyro-Guard by architects, building officials and builders."

Properties evaluated by CABO reviewers include elevated temperature testing for roof applications, method of relating test results to actual geographic location, corrosiveness, hygroscopicity and flamespread per ASTM E-84. CABO-NES consists of engineers and building officials from the three major U.S. Building Codes, SPECS, UBC and BOCA.

Pyro-Guard has achieved several FRTW "firsts," including the first Code Compliance Report with evaluation of high temperature strength testing, the

New Building Products Expo

National Building Products ExPo hasg2Vo ofthe show floor sold out and an education program developed for retailers who attend the premier exhibition, Au;g. 14-17 at the Hyatt Regency Exhibition Center, Chicago, Il.

Eljer Industries, PrimeSource, GAF Building Materials, Wayne Dalton, Abitibi Price, Clopay Garage Doors, Weyerhaeuser, Universal Forest Products, Taylor Doors and Precision Moulding are among companies plaruring to exhibit.

Executives from Home DePot, Payless Cashways, Moore's Lumber and Building Supplies and HomeBase are committed to participate in the programs. The show will be held in connection with the National Hardware Show and Hardware Industrv Week.

APA Division Melgerc & Moves

American Plywood Association is reorganizing quality services and field services divisions, moving Coeur d'Alene, Id., activities toTacoma, Wa., headquarters and merging Florence, S.C., and Dothan, Al., laboratories at Atlanta, Ga.

Jerry Bird, Coeurd'Alene manager, is now in Tacoma. Jim Cole, Dothan regional manager, is managing Atlanta operations with Phil Sutton, Florence, and Jay Peters, Dothan, assigned there.

Dennis Millman has moved to Shreveport, La., with the retirement of Bob Cotant, regional manager there. Steve Blankenship, Florence, is replacing him in Duluth, Mn. Bob Elliott will manage the Eugene, Or., region and laboratory when Ralph Johnson retires in the second quarter. Ed Underwood is now manager of central and western field service divisions which have merged in Dallas, Tx.

1992 Dubbed A "Two-H" Year

" Call L992 a' Two-H Year'," George A. Christie,F. W. Dodge'schief economist, said. "Homebuilding and highwaYs are where the action is."

Installing the ProfitMaster point of sale system is like having Superman behind your check.out counter. All of a sudden he knows exactly what's in inventory. He can "package sell" a redwood deck as a unit and easily capture all the component stock information. He eliminates the need to batch enter the day's invoices. And he serves your customers with increased speed and accuracy. You know, a lot of computer companies talk about a good point-of.sale system. But ProfitMaster delivers. Ask us. r0ile'll give

lllolley renlo(lll rerlnys, stirrrrr-

ldeal prodrrcts are those lriglrly cle sire<l by honreowrrers but rarely stanclard orr new hornes. Nowadays, they are rnore furrctiorral than Iuxury itelns, arrd easy elrough to irrstall by the aver, age do it-yourselfer. Tlrey include:

(l) Stornr arrd screen doors; tlrey add irrstarrt security, energy efficiency and curb appeal. Not difficult to install, storrn doors are now available in top quality rnaterials, including beveled glass and Italian brass. And screen doors come vastly irnproved over the flirnsy aluminum models of yesteryear.

(2) Yard and patio lightirrg offers easy installation, safety, security, cosrnetic and outdoor entertainment advantages. Low voltage lnodels are increasirrgly affordable to purchase and operate; bulbs last frorn months to years and are easily replaced.

(3) Other security devices are colnrnon d-i-y installations, including stateof-the-art full house security and video intercom systems. Quicker projects include adding a heavier duty lockset, deadbolt, kickplate, door/window pin or bar system, wider scope peephole and motion sensor.

(4) Fire safety items, especially smoke alarms, can also be hot sellers. Add fire extinguishers, second story window escape systems, first aid kits.

(5) With thebabyboornofthe 1990s, an increasing number of homeowners may be looking to childproof their homes. Stock an endcap with devices designed to make homes safer for small children and keep them out ofcabinets, drawers and fireplaces. Add netting for blocking off doorways and stairways, child resistant outlet covers, caps and pads for covering fumiture corners and other exposed dangers, night lights. Try intercom systems to keep an ear on kids from another room. Andersen Corp. has also produced a free hand-out bro-

Top 1O modeling products

chrrre, "l-ook Out for Kids," full of child safety tips.

(6) With the bot.rrrr irr colrclornilriurrr sales, closet organizers offer horrreowrr ers a way to add sqrrare footage by better rrtilizing storage space. Kits carr be crrstornized to aborrt any closet's dilrrensiolrs an<l configrrrntiorr, nre eas ily assernbled alrd lr:rve exparrded irr selection frorrr plastic,coated steel to actual ltardwoocl systerns.

(7) Garage shelvirrg provides sirnilar advantages arrd retailers carr put together their owrr kits, cornbirring fasteners, brackets and shelvirrg as a package. Bookslrelves can be rnarketed in the same fashion.

(8) Water corrservatiorr products give you an environrnentally friendly irnage. Watersaving showerheads, faucets, toilet devices, garclen sprinklers and taps are easy replacenrent or retrofit projects.

(9) The range ofenergy saving prodtucts is vast, rnaking it difficult to group togetlrer such products in one display. It seerns as if there are products touting "maxirnum energy efficiency" in every product category. Nevertheless, information about larger products, such as energy saving water heaters, doors, windows and insulation, can be held in racks near a display for smaller products.

(10) Finally, the Home Improvement Research Institute attests that in tough times like these, with homeowners unable to move or undertake maior remodeling projects, purchases focus on decorative and helpful ratherthan structural improvements. Last year sales of paint, sundries andrelated supplies were the fastest growing among consumerbought remodeling products.

Story at a Glance

10 product types that offer a sales potential... combine items and play them up in displays and advertising.

Enhanee your yard'e image and booet proflts by eelling eypreEo for eidlng, fencing, paneling, trim and millwork.

Detach the FREE booklet at the right for a handy reference to thle beautiful, durable vereatile and readily available buildlng material.

For more information on cypress or for additional copies of "CYPRESS: The Distinction You Deserve." write to:

Southern

or contact a member of the Southern Cypress Manufacturers Association, listed below:

The Choice Through Centarie s

Cypress. Beautiful inside. Durable outside. Remarkably distinctive.

Cypress is superbly workable, easily installed and readily finished. What's more, it makes a unique design statement about each environment it distinguishes, residential or commercial.

With cypress you can achieve understated elegance for any interior, and rugged grace to set that special exterior apart from all the rest. When you specify cypress, you've made the choice of kings.

The desirability of cypress as a building material is old news. Very old, in fact. Artisans have been making history with cypress for millennia.

Ancient Egyptians used cypress in the cases where their mummified kings were laid to rest. Romans sculpted images of their gods from cypress. In the Middle Ages, European craftsmen carved great cathedral doors from that timehonored material.

Cypress. The distinction you deserve. The competitive advantage you demand.

The cypress trce grouts aery slou:ly, producing tnod of uniform texture that is easily worlced, Egyptian mummy cases, both pliin and highly canxd, were made of cypress.

Medianal craftsmen created timelus caruings in cypress wood with simple hand tools.

The Choice ForToday

The golden legacy of cypress continues today. Perfect for applications that require aesthetic appeal and practicality, cypress is one of the most versatile woods available.

B aldcypres s (Thxo ilium dist ichum) grows in the swampy areas of the Southeast-from the Carolinas to Florida and along the Gulf of Mexico into Texas.

With modern harvesting methods, cypress is now in steady, plentiful supply. Using helicopters, loggers can reach remote areas to cut yearround, in dry seasons or wet.

When properly kiln-dried by members of the Southern Cypress Manufacturers Association, c5fpress has little tendenry to wary twist or cuP.

It takes extra effort to make cypress available and that enhances its value in any application.

Cypress has a long and distinguished history. That legacy is yours to share today.

From the deep tuter and miry swamps where it grows fust, much of today's cypress is mooed to high ground by helicopters, helping to assure consistent supply.

The Durable Choice

Durability has long been one of the outstanding qualities of cypness. The reason is a natural preservative oil known as "cypressene," which gives the heartwood r€sistance to insects and decay.

Cypress' longwity is welldocumented. Given a suitable surface treatment, today's cypress has excellent durability- generally superior compared to other types of wood siding. It holds paint well and is in the group of woods offering the highest resistance to the elements.

Cypress presents ferp problems with knots, and with a clear protective finish, it acquires a fine, natural look.

Cypress siding adds just the right touch ofcharacter in coastal areas. Yet it distinguishes all environments with a rare and singularquality.

Rough sawn or smooth, cypress comes in a uaiety of attractkte and practical siding Wttems at reasonable costs.

TheUnique Choice

From the heartwood comes a special look in rustic interiors: pecky cypress paneling.

In the wetlands where cypress grows, a fungus action creates pockets in the wood. After the tree is felled, the fungus action ceases, but leaves behind unique threedimensional markings.

Carefully kiln-dried for stability, pecky paneling is rustic yet exclusive, a wood that evokes fascination wherever it is used.

Noael design effects canbe achieued by highlighting the pockets anil caaities in pecky cyp ress paneling.

Marginalkck

FinePeck

TheBeautiful Choice

Cypress paneling is like the warmth of Southern hospitality filling a room. Its rich color and intricate grain convey intimacy with refinement.

Cypress is an ideal wood for paneling. Rich grained. Easy to work. Color ranging from off-white to a rich red.

Even in limited quantities, you can order cypress in a variety of patterns for a genuine mark of distinction.

But no special orders are needed to get consistent grades. The Southem Cypress Manufacturers Association adheres to strict grading rules so you can be assured of quality.

Cypress finishes beautifully and holds paint utremely well, making it a natural for paneling, tim and architectural millwork.

TheVusatile Choice

To craftsmen thncugh the agee, cypress has prwed itself to be a wood of remarkable versatility.

It is still the choice today for a wide variety of applications, some decorative, some practical- or both.

Cypress fencing is strong, yet lightweight. Often used with posts of treated pine, it combines beautiful to<ture with solid durability.

For the same reasons, cypress is highly desirable for use in soffit and fascia. Cypress millwork contributes just the right to<ture and

grain to trim. Its workability is appreciated as much by toda/s craftspeople as it was by those in ages Paet.

It is said that the oldestliving thing on earth is a cypress tree at Rio del Tulle, Mo<ico, estimated to be 1000 to 7,000 years old. With beauty and versatility, cypress today keeps on giving a spirit of life wherever it is used.

Cypreee. The dietinction you deeerve.

Well-seasoned cypress lumber has little tendency to warp, twist or cup and offerc good nail-holdingability.

Cypress generally is sold in random lengths of 6 to 16 Pet and widths of 4 to 12 inches. At the job site, that means fewer cuts and fewer ioints.

The Workable Choice

Proper drying, priming installation and finishing will help assure the lasting beauty and durability of cypress for many yea$. Follow these guidelines to improve the ability of cypr€ss to endure harsh weather conditions-resulting in less maintenance and greater serviceability.

All wood shrinks and swells with changes in moisture content. To minimize dimensional change after installation, install siding at a moisture content as close as possible to that of the local climate. If the climate in yourregion causes wood to maintain an 8 to 16 percent moisture content annually, then

ideally the siding shouldbe installed at a moisture content midway in that range. The lumber should be stored under covex, stickered and off the ground in a wellventilated area for a week to 10 days before installation. Should the siding get wet, the boards must be allowed to drybefore installing. Other construction material must be drybefore the siding is applied.

Siding should be installd at a moisture content as close as possible to that of the local climate.

The Bevel and Williamsburg pattems are installed horizontally. For siding pu{poses, other patterns should be installed vertically. Some patterns also lend themselves to diagonal installation. Most patterns can be installed vertically or horizontallv for interior use.

Sometimes siding that has been properly dried, stored and handled will pick up moisture prior to painting. Iate1, the wood releases moisture and joints may open up, or buckling may occur. This can be minimized by priming or prefinishing all sides, ends and edges after the siding has reached climaticbalance andbefore it is

installed. Pre-finishing will minimize objectionable unfinished lines where joints openup because of shrinkageinwidth.

Bevel

Williamsburg

V-Joint

Vapor retarders with a perm rating of 1.0 or less are required on the warm side of the o<terior walls. A vapor retarder also is required on the ground in all crawl spaces or under concrete slabs. Water from the roof must not be allowed to run down side walls of the structure. Ground should be sloped away from the building for a minimum of three feet.

Nails mustbe long enough to pierce the thickness of the siding and the sheathing, plus penetrate 1-112 inches into the stud. Remember: the rigid foam sheathing does not provide any significant nailholding power. Use corrosionresistant nails such as double hot dipped galvanized or stainless steel. Wood siding nails should be blunt-pointed to reduce splitting.

Cypress skling goes up quickly : it's lightweight , strong and the lumber is pru.essed according tostict gmding rules.

If the siding has not been primed or pre-finished as recommended, finishing should occur promptly after installation to protect it from moisture. Light-colored finishes reflect solar heat better than darkcolored finishes and reduce the possibility of shrinkage, checking, warping and loosening of nails.

Transparent and semi-transparent stains do not last as long as opaque stains or paint systems, and must be maintained morefrequently. An alkydprimerand two acrylic topcoats provide the most durable paint system on siding.

Alwap follow the recommendations of the finish manufacturer for product use on wood stains.

Coating all sides of the wooil prwides supeior performance; brush application of finishes results in a more uniform couerage.

Gomputerized security

THE RETAIL industry loses from I $9 million to $40 million each year to shoplifting, resulting in a drain of about 2% of all retail sales. And the problem is intensifying, with shoplifting identified by the FBI as the fastest growing of all larceny-theft crimes.

But the electronics industry is responding, equipping home centers with a wide range of high tech loss prevention devices. Ongoing technology is making the devices more difficult to disable or even recognize, less likely to sound a false alarm. and smaller and less constraining so products can be fully examined and the store doesn't look like Fort Knox.

Still, completely hiding the device can work against the program. "Part of the deterrent is a sticker on a door, an attendant at a door, plus tags. If you conceal them completely, the deterrent effect plunges rapidly," said one loss prevention specialist.

Hottest now is electronic article surveillance (EAS). Security tags are attached to merchandise and, if not removed or desensitized at checkout, they sound an alarm when passing through secured exitways. Some tags are applied to or inserted inproductsby manufacturers; others can be attached by the retailer.

Checkpoint Systems' Impulse sensor, a paper-thin, throwaway circuit, is placed inside a product's packaging. Other companies disguise the security tags as custom labels, price tags or bar codes. Sensormatic's TellTag emits a series of beeps if someone tries to remove the tag from the package.

Products protected by EAS labels canbe openly displayed, ideal forhome centers which usually operate withlean sales staffs and feature extensive, open, self-service display areas, "As home center retailers recognize increased sales from openly displayed, EAS-protected products, manufacturers whose

products are protected with EAS Labels will have a real advantage over competitors whose products are not EAS-protected," said Sensormatic's George E. Curnutte.

Video monitor systems are also available, allowing one detective to cover an entire store. To combat employee theft, special cameras focus specifically on cash registers. If the register is being opened more often than normal, for example, the camera zeroes in on the employee and the register, and the transaction can be reviewed on a monitor.

The power tool department is the area in home center and lumber yard where shrink is more prevalent. Because of their high value and portability, tools are an easy target for in-store theft. In 1990, an estimated $8.7 million worth of power tools were stolen.

Sealed display cases turn off shoppers who want to lift and inspect the tools without a clerk handy. Se-Kure Controls offers wires and coil plugs which link the tools to a wall, shelf or alarm system.

Tool Guard from R Enterprises includes an alarm box with red and black terminals for connecting two 25-foot cables. Cables are inserted through or crimped around tool handles. If anyone tries to disconnect or cut the cables, a shrill, piercing tone sounds.

The advanced loss prevention systems are a valuable new tool in helping retailers protect their profits.

Story at a Glance

A review of various electronic devices that combat shoplitting and inhibit employee theft ... miniaturization vs. deterence in electronic tags.

TOOL Guard wires power tools to an alarm, which sounds if the wire is cut or disconnected.

CLOSED circuit W monitors keep a constant eye on every corner of the slore and parking lot.

SECURED walkways sound an alarm if "active" tags pass through.

VERSATILE QuadraTag from 3M, providing both pricing information and shoplifting proteclion, can be machine printed in-store.

Gomputer estimating answerman

ai

OMPUTER estimating can be a lU time-saving, money-making, contractor-attracting service. Is it right for you? Building material industry computer consultant Cary Anderson, managerof Hyatt, Imler, Ott and Blount P.C., Atlanta, Ga., has the answers.

on the drawing. This makes doing a takeoff even faster than keying in the dimensions on the computer keyboard. But it can add up to $5,0fi) to the cost of the system and isn't as portable to the job site as simply carrying a laptop. A digitizer speeds up the estimating but isn't a necessity.

Q: Wft"t is the biggest advantage of computerized

Q: Wi,ft personal computers now so affordable, why estimating? have so many lumberyards still not automated their estimating?

A: you can't just look at the cost of the personal computer. You also need to buy software, a printer and possibly a digitizer. By the time you pay for training and installation, a computerized estimating system with digitizer can cost as much as $15,000.

Q: Wft", exactly is a digitizer?

A: n aigi,izer allows you to use a pointing device on a set of plans to tell the computer what the length of a wall is by simply touching the device to the end of the walls

Story at a Glance

Advantages and disadvantages; pitfalls to beware what systems cost and which features are essential reasons not to buy.

A: mit",here are several advantages, foremost is reduction of enors. A computerized estimating system places a certain organized structure on the estimator. While this structure is usually defined by the estimator when he sets the system up, once set up, the software structure makes mistakes, such as leaving items out, far less likely.

The software will also reduce pricing and extension errors, because a computer is unlikely to add numbers incorrectly. Many companies using computerized estimating update the pricing files on the PC automatically from their main point-of-sale computer system on a regular basis.

Q: wfrr, are some other advantages?

A A 3

The next most important is speed. While some vendors tout 30 minute take-offs, typically you can count on being able to do a take-off in two-thirds to one-half the time it would take to do it manually. It's even faster with a digitizer.

Another area of speed and elror prevention is the interface between the estimating PC and the main point-of-sale computer system. Once a take-off is done, many systems allow for the downloading of the list to the point-of-sale computer as a bid. Since no rekeying is necessary, you can increase the speed of creating a bid and minimize keying errors. And most contractors would prefer receiving a nice, printed estimate over a hard-to-read handwritten list.

Q : f, tn""e any secret why one company might be more successful than another in using computerized estimating?

A: fhu -"in reason is the level of commitment. It takes a lot of time to successfully implement one of these systems. Some companies have been excited when they see a demonstration of the software only to be shocked at the amount of set up and training time that is required to make it a success. Some abandon the project before really giving it a chance.

However, there are some ways to make the set up of the system easier. Some software companies have

existing databases that you can buy from them or one of their existing customers. Sometimes third party individuals can come out and help set up the system.

Another cofilmon mistake is to have too many employees using the estimating system. It is far better to have one or two key individuals working on the system every day than many using it once a week. It's difficult to use any software package well if you don't stay familiar with it on a daily basis.

Q: Wn.t criteria should a company use to select an estimating system?

A3 first get a commitment from your employees to commit the time to set up the system and learn it. Then, look for a system that already interfaces with your existing point-of-sale computer. If you can't find one, locate a vendor who can write an interface at a reason-

able cost.

If you don't have a point-of-sale computer or aren't interested in interfacing the two systems, simply decide on the estimating software package that best meets your needs. Although several good estimating packages are available, with some displayed at shows or advertised in trade publications, don't rely on a demonstration at a show to make your decision. It takes, at a minimum, one full day to determine if a package is right for you. Also, go see the one that you want being used in a live environment (at another of the software vendor's existing customers) before you purchase the system.

Finally, before you purchase the system, make sure you get in writing the amount of classroom and on-site training that you will receive. This may have more to do with the success of the system than the software itself.

What spread spectrum technology can do for you

PREAD spectrum technology is increasingly being utilized by retailers to transmit information over radiowaves. It is typically used with barcoding because barcodes allow for the accurate collection of information, while spread spectrum ensures this information is communicated fast and accurately.

Kmart recently began using hand-held portable data collection devices and spread spectrum technology so associates could scan barcoded items and then access a data base in order to retrieve inventory information immediately. Based on the information retrieved, reorders can be placed on the spot. In addition, price verification, inventory counts, wireless checkout locations, and shipping and receiving functions are all applications either being performed or in the development stages for them.

A National Research Council of Canada study demonstrated that spread spectrum was able to provide data communications used in controlling an automatic guided vehicle (AGV) more reliably and at lower cost than a narrow band approach.

The costs for the use ofthe technology can vary quite a bit based on the application and volume of equipment needed. However, Kmart said their $25 million investment in this technology for neady 3,300 oftheir stores is expected to pay for itself in approximately two years. Naturally, the benefits are possible for those who invest far less than $25 million.

The trainingrequired forthe use of spreadspectrum isnot unlike that for other systems utilizing new technology. In other words, users must be involved as early in the planning stage as possible since. they know their jobs better than anyone else. As well, users must be sold on the benefits and why their company has made this investment. Finally, users must gain a complete understanding of the equipment prior to installation, so that they can help make the systems

By Bonney Stamper President Bar Code Systems, Inc. Atlanta. Ga.

successful.

What spread spectrum can provide is "real time" information over the airwaves in order to give businesses up-to-date information that can allow for greater productivity. For those with a vision toward the future, spread spectrum technology may well provide benefits beyond compare.

Story at a Glance

Why big retailers are adding spread spectrum...whatit is how itworks. . . benefits to be gained.

HAND-HELD portable barc,oding device transmits pricing and inventory information over spread spectrum, or wide band, radio frequency waves.

Retailers link stores with VSAT technology

ELATIVE newcomers to satellite technology, home and building products retai lers are push ing the VSAT networks to new levels ofcreative use.

Home Depot started transmitting data by satellite network early in 1989, adding a video network later in the year. They lease time on two offsite hubs.

The video network is used for training, product rollout and management communication, Rob Hollam, director of business television, at Home Depot, explains. "The quarterly Breakfast With Bemie & Arthur featuring chairman Bernie Marcus and president Arthur Blank is viewed by Home Depot employees across the nation," he says.

When HomeBase (formerly Home Club) signed on for a data and video

network last summer, it foresaw replacing the analog AT&T lines to its 75 locations with satellite links that would provide superior point of sale, credit authorization, inventory control and store administration support. Rather than attempting to staff and manage a private network hub, they opted to rely on a shared hub facility, a common decision for retailers of l0O stores or less. Their network is now fully operational via Hughes Network Systems' Los Angeles, Ca., Shared Hub.

HomeBase data center director Jim Orr explains the network's evolution from simple replacement technology to a strategic marketing tool: "When we began our study of VSATs, we looked at three specific aspects ofthe technology: data, voice and video. The data communications capabilities alone justified the entire network for us. Receiving, inventory control, point of sale, etc. were going to be more cost effective by satellite."

At first the chain planned to use video product knowledge presentations in a videoconference format so that every sales manager, representative and clerk would getthe same training while benefiting from questions through live Q & A and immediate feedback. However, response to the programming was so positive that presentations have be-

come weekly features, along with quarterly management presentations from executives in a live, interactive format. Orr's latest challenge is to develop a proprietary tv network for the company. This will broadcast new product information and home repairand maintenance instruction to employees each Tuesday.

Story at a Glance

Ways home centerchains use satellite technology for electronic data communication, voice and video transmission benefits in customer service, employee training, interaction between headquarters and units. . independents join co-op communication satellite network.

Lowe's contracted with Hughes for a satellite network last December. The chain's 310 sites across the southeast and eastern states justified a private network hub at North Wilkesboro, N.C., headquarters. In addition to supporting interactive data transmissions, their network transmits video broadcasts of training, product introductions and corporate communications.

CO-HOSTS

Hardware Wholesalers lnc.'s video store meeting film their 100th monthly program.

The ability to handle video as well as voice and data is unique to satellite networking. Lowe's vice president of information services Frank Dooley emphasizes the importance of everyone receiving the same message at the same time: "An example is the 'Welcome to Lowe's' segment directed to new employees. Our ceo Leonard Herring speaks on the company's history, business philosophy and teamwork. We run it on a monitor at headquarters so everyone can see it. It's nice because most people never get to meet the ceo or even find out what he looks like."

Improved customer service is a major benefit of the satellite network.

TILE CUTTING video is filmed at Home Depot studio and broadcast via satellite network to employees at stores across the country to teach them the basics of working with tile.

for

"With our old, dial-up credit authorization, we were looking at an average of 1.7 minutes to get a response. Going to an online credit system with the satellite has cut that to 4-5 seconds. You'd be surprised at the difference that makes. Usually, the customer is not aware we're doing it," Dooley explains.

This feature also saves money by avoiding bad debts with more consistent credit authorization. "We run everything through now," he says. "With the old dial-up system, we'd just let it go if the delays got too long. All in all, we view the network as a positive step. It gives us the ability to layer data, video, voice and otherthings like security alarms on a single network serving hundreds of stores. We're looking forward to bringing the entire company online later this year."

Builder's Square recently acquired a chainwide VSAT network to replace a leased-line communications network. This will operate via Hughes' Minneapolis, Mn., Shared Hub facility to link 145 warehouse home improvement stores with San Antonio, Tx., headquarters. The network will handle credit verification, inventory control and video conferencing among the sites.

Cotter& Co., Chicago, Il., has more

than I "300 True Value dealer members on its communications satellite network. It provides in-store music, audio mes-

saging, electronic data communications and direct video transmission including training videos.

Gommunications innovations are transforming our industty

I NTRODUCING the latest develop- I ments in CD ROM and fax technology to the building materials business is fast improving communications with suppliers, customers and prospects.

CD ROM resembles a musical compact disc but stores data, text, images, graphics, audio and video. With its drive connected to the PC. a CD ROM holds many times the information captured on a typical computer disc and data may be retrieved almost instantaneously. Up to 300,000 pages can be searched for exact. detailed information in seconds.

The North American Forest Products Almanac CD ROM from Optical Data Systems Inc., Seattle, Wa., contains nearly 13,000 listings for all primary and secondary wood products producers in the U.S. and Canada, including wholesalers, distributors,

remanufacturers, cofinnodity brokers, rail reloaders, exporters, importers, associations and consultants.

Query search permits up to 125 field parameters on any listing, so, for example, on a single search you could locate all the companies in Alabama, Georgia and North Carolina selling l"x4"xI2" surfaced southern yellow pine with paper wrap and shipped by

Story at a Glance

High tech communications systems save time, money, improveservice HowaCD ROM directory, fax buying/ selling network, fax document interchange program work.

rail. The Almanac is updated every six months.

The system can also create mailing labels and mail merge form letters for instant print out on desktop printers. Tabulated search results can be instantly viewed as text, bar graphs, pie charts or tables. Users need only an IBM or compatible personal computer with 2 meg of memory and a hard drive.

Full motion video and audio ("multimedia") capabilities allow advertisers to insert video messages or still images along withtheircompany's listing or in a video "yellow pages" section.

Now in development arc the L992 Intemational Forest Products CD ROM, which includes 25 years ofannual data on imports and exports, for both vol-

(Please turn to page l5)

Whats and whys of electronic data interchange

By Jim Turner National Product Manager Versyss

exchange of information via modem from a computer in one location to that in another. The value lies in the effective sending, storing and merging of transmitted information.

Story at a Glance

Typical uses include purchase order transmission and acknowledgement, customer catalog updating and vendor price changes. In non-technical terms, information is sent via modem over ordinary telephone lines from the sender to the receiver's temporary "holding" file. The receiver accesses the holding file to input the information into their computer system, updating their data faster with less manual effort. EDI is part ofthe technology designed to create a "paperless" work environment.

Although it has limitations, most EDI users feel negatives are far outweighed by benefits, If EDI is properly installed and maintained, for instance, users can immediately benefit from 'Just in time" inventory.

Because purchase orders can be directly input on the computer and instantly transmitted via EDI to the recipient, the reduction in manpower traditionally necessary to create purchase orders is a savings in itself. In addition, EDI allows faster customer service, ordering and inventory.

EDI can be used in a variety of ways. For example, Perry Builder's Outlet, a client of DataFlow Inc., Durham, N.C., a Versyss distributor, uses it to communicate with Lowe's. After the treated lumber wholesale specialist receives purchase orders from Lowe's, both an order acknowledgement and invoice are electronically transmitted to provide faster customer service.

Trident Supply, a customer of another Versyss distributor, Team Solutions, Redding, Ca., significantly increased their business through the use of EDI. According to them, the convenience of EDI provides an incentive for their customers to place orders.

Catalog updates transmitted electronically can replace old pricing with a simple key stroke. This effortless updating assures accurate, up-to-date pricing information and saves margins. Large suppliers such as HWI, True Value and Ace use EDI to keep customers updated on price changes, product and catalog changes, special pricing promotions and other merchandising.

One of the downfalls of EDI, however, is that if a vendor changes his system or format, the change creates a domino effect among customers, requiring them all to adapt to the new methods. Computer vendors must keep pace with changing technologies and be comrnitted to assisting their customers to successfully receive and merge information.

As increased numbers of companies recognize the benefits of EDI, its use will become more commonplace. When companies evaluate the pros and cons ofthe technology, they should consider their current and future needs and think imaginatively about how EDI can help their business become increasingly profitable and customer oriented.

ELECTRONIC Data Interchange capabilities at Perry Builder's Outlet allow the wholesaler to keep conlinuous replenishments shipped to its custom€rs.

Gommunications

(Continued from page l3)

ume and value ofhundreds ofwood and paper products for every country in the world, and the 1992 United States Wood Products Trade CD ROM, featuring imports and exports of all wood products between every customs district in the U.S. and all other countries.

Lumber companies are also finding new uses for fax systems. TNT Lumber, Alamo, Ca., now distributes a weekly fax bulletin, providing lumber buyers and sellers with current weekly price and availability updates. Buyers simply submit the lumber products they use to receive their customized list.

Their inquiries are in turn faxed to nearly every U.S. West Coast and Canadian sawmill or to certain ones by group, species or size. Currently more than 400 buyers and sellers are subscribing to the free TNT Fax Network.

A new communications system developed by American Intemational Facsimile Producers (a division of American Intemational Forest Products) is changing the image of fax from a convenience to a mail altemative for the delivery of bulk business documents. The Host-Fax system, which looks and acts like a printer to almost any host computer system, handles the entire process from building the document to managing the faxing. Intemal copies of the outbound documents are printed on an attached laser printer to replace the bulky line printer and multipart forms. Any documentthat canbe printed from the host system canbe delivered via fax for the price of a 30-second phone call. The cost for most organizations is less than 70 per page.

Pope & Talbot is among the first to use the technology to cut transit times

for documents and save considerable costs.

They deliver in excess of 4,500 invoices and order acknowledgments monthly directly from their IBM mainframe computer systems to their customers via Host-Fax.

The system requires no changes in the way Pope & Talbot does business or operates its computer systems. It takes the information that would be printed on a line printer on multipart forms and creates an exact image of the finished document for delivery via fax. The data from the computer is laid over an electronic image of the multipart form background and the completed document is delivered by fax over regular phone lines to its destination fax machine.

Because the document is created and delivered electronically, it is higher in quality and readability than the mailed document with instant delivery. Wood products credit manager Roger Brown, who championed the project at Pope & Talbot, has seen a significant drop in costs related to mailing documents as

well as other tangible savings. Days sales outstanding has dropped 10%, partly from the quick delivery of invoices and partly because the Host-Fax is an easy way to send out reminders to customers. Previously, Brown's staff had to call on all late invoices, often sending a faxed copy. Now they call dnly on those thatare seriously past due with Host-Fax handling routine reminders automatically.

In determining paybackforthe HostFax system, use a cost of 80Q per piece of mail. If 100 pieces were faxed each day instead of mailed, payback based ona2I day month, could be as little as 9.2 months, depending on the model purchased. Naturally, the system would be most feasible for a large company.

In 1991 about 2% of all business documents were delivered by fax. As thermal fax machines give way to plain paper models, the figure should balloon to 2OVo by 1995. Visionary companies are already improving utilization of these new communication innovations.

IIOSIF.A)(TM Diagram

NtrWS R[trFS

Poole Lumber Co. celcbrated the rcnovation of its Covington, [.a., storc. OneSourceHome&Building Centers, North Littlc Rock, Ar., md May Supply Co., Littlc Rock, Ar., metgcd. .

84 Lumber Co., Winchester, Va., remodeled, adding a kitchen center Stine Lumber, Sulphur, La., added anAndersen window resource center Builders Cash & Carry, Opp, Al., plans an expanded sales floot and new warehouse

Foxw o nh- Galbraith Lumbe r C o., Greenville, Tx., anticipates expanding its contractor sales div. and lawn and gatden area this yeat

Howard Lumber Co., Minden, La., a Lumber Industries /nc. of Alexandria, La., company, expanded its sales area and added a builder sales counter Mills & Nebrasla Lumber, Orlando, Fl., will relocate if their proposed property development plan is approved

lowe 's is looking for a relocation site in Chapel Hill, N.C. . . Danville, Ky., Clarkesville, Tn., Petersburg, Va., and Macon, Ga., Lowe's relocations held grand openings Lowe's units in Tupelo, Ms., Murfreesboro, Tn., and Mount Pleasant, S.C., relocated. Knoxville, Tn., Lowe b celebrated its expansion consttuction began in Greensboro, N.C., Hot Springs, Ar., and Greenville, S.C.; Zowe's West Memphis, Ar., unit closed

HomeQuarters opened the first ofthreeMemphis,Tn., locations Foxworth-Galbraith Lumber Co. chain, Amarillo, Tx., is observing its 9lstyear . . . Central Hardware, Memphis, Tn., remodeled two locations with plans to build two new stofes.

Home Depot is site shopping in Tucker, Ga., building North Richlands Hill, Tx., and Miami, Fl., stores

and in operationatncw Tampa Bay, Fl., and Jacksonvillc, Fl., units. .

Builders Square will conshuct a new store in New Port Richcy, Fl., with a 5,000 to 6,000 sq. ft. home decorsection. . . Lowe'sexpectsto open a new Wise, Va., stote in Oct....

Stine Lumber had a grand reopening April 4 for the newly remodeled Lake Charles, La., store Builders ExpressinClarksville, Tn., and Longview, Tx., endedtheir bankruptcy closeout sales with auctions. Lowe 's, Greenwood, Ms., will add a self service lumber yard and warehouse and double the garden center.

Portland Lumber-Supply, Portland, Tx., has moved into a new facility at the corner of 7th and Houston...

S&T/Our Own Hardwar€ entertained 600 at an open house for its new Jeffersonville, Ky., warchouse . . . Blakley Lumber and Construction Co., Davenport, Ok., burned in a fire of undetermined origin . .

Ode ll Hardware Co., Greensboro, N. C., changed the name of its C larke Siviter Co. div. in St. Petersburg, Fl., to Odell Hardware Co. May 1.

Tolleson Lumber Co.,Perry, Ga., opened a pressure treated wood products distribution yatd in Brewster, Oh. Morgan Industries Inc. moved corporate offices to Mobile, Al., from Paducah, Ky.

Decl<sandDocl<s Lumber Co., St. Petersburg, Fl., acquired Suncoast Timber Producfs Co., Pinellas Patk, Fl. . . Armistead Lumber Co. was formed by S u nc o ast president Etnie Armistead.

BMD div. of MW Manufacturers, Fayetteville, N.C., was acquired by

Prudenttal Bulldtng Matcrb&, div. of Prudentlal Mcnl Supply Corp. ,,, @orgta-Paclfic rywda rales officc in Motcrrcy, Mcxlco.

Ehndo r Manufactur c rs,lndvstry, Ca., opencd rcgional warchousos in Atlanta, Gla., and Dallas, Tx. . . Hunter Douglas Architecnral Products, Inc, doublcd poduction capacity at itsAtlants, Ga.,mctal ceiling plant. .

Stanlcy Works is sponcoring "Homctime," a d-i-y building and homc improvemcnt ptogram, on public tv. Georgia Paciftc is stenciling products produced in Crossett, At., among otherc, to show that they are an official sponsot of the 1992 U.S. Olympic team. .

Fikcs Tluck Line expanded its Hope, Ar., headquarters office and added two dispatchers

Melamine Decorative laminate Inc, opened a new plant in Ruston, La. . . . Carpenter Contractors of America bought a truss plant formerly operated by Scoryb in Winter Haven, Fl. Sherwin Williams Co. is building a distribution center in Wintet Haven.

Potlatch Corp. is building a new sawmill in Waren, Ar. (see p. 27 for story)

Virginia Tech, Blacksburg, Va., with funds from nearly 30 industry supportefs for a Centet fot Forest Ptoducts Marketing is seeking federal funds to aid in developing the regional research and training facility.

Ouachita timber purchasers in Arkansas expect a positive effect ftom Agriculture Secretary Edwatd Madigan's proposal to replace administrative appeals on U.S. Forest Service decisionswith a 30 davnonbinding public comment perild . .

Housing sfarls jumped 6.4% in March (latest figs.) to an annual adjusted rate of 1,365,000 driving force was a 63J% increase in multi starts with five or more units and a doubling of two to four units; single family starts fell 23% . . permits fell6.5%. . many economists felt the high multi numbers wefe a statistical fluke almost certain to fall back.

Why lumber prices are rncreasrng

By Robert H. Hunt President Western Wood Products Association

I N a dramatic enactment of the law of I supply and demand, the demand for western softwood lumber is nearly certain to increase sharply this year while, simultaneously, the supply of that lumber will decease even more sharply.

The resulting impact on the lumber market is almost certain to be substantial. We want you to know that now, and to know why.

To back up a bit, the market for softwood lumber is frequently cited as an ideal model for free competitive markets. It features thousands of independent sellers, thousands of independent buyers, and constantly changing prices. In addition, Federal Trade Commission studies show the concentration of production in the largest firms to be among the lowest for lumber of any of the nation's major industries.

But when a big chunk of an industry's basic raw materials resource is removed, and when, at the same time, demand for that industry's prod-

uct increases, then things begin to heat up and get a little crazy. And that seems to be what's beginning to happen now. Two preliminary reasons account for there having been no serious or lasting spike in prices before now. One hasbeenthe lower-than-normal demand because oflower 1990 and 1991 housing starts. The other has been what was once a several-year backlog offederal timber the lumber industry has had in its inventory. But both of those reasons are now coming to an end. At the same time. In a sort of cosmic application of Murphy's Law for people who buy lumber in significant amounts, demand is almost certain to increase at the very same time that supply will definitely decrease.

Make no mistake about the reduced volumes of timber available to the westem softwood lumber industry. The spotted owl set-asides, plus a continuing scourge of other legal actions, have knocked the potential federal harvest just in Washington and Oregon (Oregon is the largest lumber-producing state, Washington is third) from 5 billion board feet in 1988 to less than 1

billionboard feet this year. This means that the federal timber resource base for westem lumber in those two states alone has decreased more than 80% since 1988. These and other pressures on the resource base are also at work in California, the country's second-biggest lumber-producing state, and just about everywhere else in the West. Similar pressures are also mounting in forest industries in the South and Canada.

Bringing that home and nailing it down: federally-owned forests provide about 60% of thetimber needed by mills in Oregon, more than 30% in Washington, and 40-50% of the supply for mills in Idaho, Montana and Califomia.

So no matter how you look at it, less timbera whole lot lessis going to be available. It doesn't matter that housing starts will almostcertainly increase. It doesn't matter that remodeling continues to boom (its requirements for lumber have doubled in the last decade), or that the do-it-yourself market is growing almost daily.

And, as we all know by now, it doesn't matter that trees are the only major commodity resource in the world that renews itself: that just keeps comingback. Oil doesn't. Steel doesn't. Concrete and masonry don't. Aluminum doesn't. No other resource does. But, maybe because it's hard to chain yourself to a bauxite mine, timber is the resource everybody is up in arms about.

At any rate, there is no nice or soft or easy way to say this. Although there may soon be the strongest demand for

(Please turn to page 27)

. Slender shank and blunt diamond point

. Diamond pattern head blends with wood texture o Small head diameter p€rmits face nailing and blind nailing r Annular ring threads preclude nail h6ad popping and cupping of siding boards. AlSl Grade 304 nickel/chromium alloy.

SWANEZE llbod Screws TI

S€lf-counter sinking bugle and trim heads

. Square drive recess eliminates driver bit cam-out. Sharp point for quick penetration with minimal pressure Self-tapping coarse lhreads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel lor superior corrosion resistance .6 lengths: 1" through 3"

For additional data and dealer information:

Swein Secure Products, lnc.

1701 Parkman Ave., Baltlmore, MD 4230 41G646-28(Xl FAX41G64&2756

MAY

Kentucky Lumbe r & Building Metcrial Deelero AooocietionMey 9-10, annual public building material auction, Kentucky Fairgrounds & Expo Center, Louisville, Ky.

Americen Herdwsr€ Manufeclurcrs AssocistionMey l013, annual hardware industry convention, co-sponsored by National Retail Hardware Association, Hyatt & Sheraton hotels, Phoenix, Az.

Soulhern Pine Marketing Council - Mey 12, marine construction seminar, Tampa, Fl.

Atlsnta Hoo-Hoo ClubMay 15-17, mini-convention, Jekyll Island Club, Jekyll Island, Ga.

Servisler - May 15-19, spring market, Baltimore, Md.

Moore-Hendley Inc.Mey 16-17, market, Palmetto Center, Greenville, S.C.

Ace Hardwere Corp.May 16-19, spring market, Dallas Convention Center, Dallas, Tx.

Hardwnre Wholesalers, Inc. - May 16-19, spring market, Indiana Convention-Exposition Center, Indianapolis, In.

National Forest Products AseociationMay 17-20, conference, Loew's L'enfant Plaza Hotel, Washington, D.C.

Nstional Psrticleboard AesociationMay 17-20, spring meeting, Cloister Hotel, Sea Island, Ga.

NorthAmerican Wholessle Lumber Association - May 17-20, l0oth annual meeting, Broadmoor Hotel, Colorado Springs, Co.

Lumbermen's Club of Memphis - May 18, spring golf tournament, Farmington Country Club, Memphis, Tn.

lVaflace PRO Hardware Co. - May 2O-21, market, Grand Hotel Convention Center, Pigeon Forge, Tn.

Magnolia Hoo-Hoo C lubMay 21, golf tournament, Deerfield Country Club, Jackson, Ms.

Iligginbotham Pearlstone Hardware Co.May 23-24, market, Arlington Convention Center, Arlington. Tx.

Kitchen Cabinet Manufacturers AssociationMav 3l-June 3, annual convention, Napa, Ca.

JUNE

Ilardwood Research CouncilJune 1-3, annual hardwood symposium, High Hampton Inn, Cashiers, N.C.

S&T l{holesale Hardware Co.- June 6-7, market, Kentucky Fair & Exposition Center, Louisville, Ky.

Distribution AmericaJune 10-14, Partnership Conference, Hyatt Regency Grand Hotel, Orlando, Fl.

Lumbermen's Club of MemphisJune 11, meeting, Racquet Club. Memphis, Tn.

Carolinas-Tennessee Building Material AssociationJune 1l-14, summer meeting, Radisson at Kingston Plantation, Myrtle Beach. S.C,

National Hardwood Lumber AssociationJune 15-17, hardwood lumber buyers workshop, NHLA Educational Bldg., Memphis, Tn.

Southern Pressure Treaters Association- June 17-19, summer meeting, Sandestin Hotel, Destin, Fl.

Florida Lumber & Building Material Dealers AssociationJune 17-21, summer conference, Mission lrur, Howie-in-theHills, Fl.

Forest Products Research SocietyJune 2l-24, awnalmeeting, Omni Charleston Place, Charleston, S.C.

Carolinas-Tennessee Building Material Association will sponsor a credit management strategies workshop May 5 in Ft. Mill, S.C., and May 7 at Murfreesboro, Tn.

The first session will be held at the Holiday Inn Carowinds with Haynes Bros. Lumber Co. hosting the second session at their facilitv.

Jim Hershey will lead the program for credit managers, owners, and general managers. The five "C's" of credit, will be stressed at the all day sessions.

The association has invited HWI executive vice president Mike McClelland to address the 1992 summer conference. June l1- 14 atthe RadissonHotel, Kingston Plantation, North Myrtle Beach, S.C.

Following his seminar on expanding market segment and profitability in the '90s, dealer members will lead round table discussions. Topics include how to make operation procedures work, building a sales team and receivables.

Executive committee and board meetings are scheduled as well as golfand tennis tournaments and family activities.

Mid-America Lumbermens Association sponsored a recent three-day basic and advanced estimating school in Tulsa, Ok., attracting 25 attendees, including Greg Campbell, Dave Ball and Jack Ritter, Pixley Lutnber Co., Claremore, Ok.; Jirn Crain, Builders Lumber & Supply Co., Malvern, Ar.; Jeny Davis andDonGrisham, D.A.D.S. Wholesale, Sapulpa, Ok.; David Wood, T. H. Rogers Lumber Co., Siloam Springs, Ar.; Tim Shaw, Ken's Discount, Magnolia, Ar.; Steve House, T. H. Rogers, McAlester, Ok.; Gary Smith, Srnith & Sons Building Center, Anadarko, Ok.; Mike Brooks, Midwest Lumber & Supply Co., Fort Smith, Ar.; Jim Verdugo, Buford White Lumber Co., Shawnee, Ok.; Bob Kennett and Brian Kirk, Mill Creek Lumber & Supply Co., Jenkins, Ok.; JimWalker, Mill CreekLumber, Tulsa; Ima Jean Herrlein, Hughes Lumber Co., Muskogee, Ok.; Tim Mason, Hughes Lumber, Dewey, Ok., and David Rowland, Hughes Lumber, Ponca City, Ok.

Lumber Industry Directory

North American lumber, plywood, veneer, wood panel and treating industries and secondary wood manufacturing segments of both U.S. and Canadian markets are listed nthe 1992-93 Directory of The Forest Prodacts Industry.

The 67th edition of the directory, which has been an industry standard for over 70 years, includes every major executive and division office, plant, mill, wholesaler, distributor, jobber and importer with names and titles of key executives and staffas well as addresses.

SOUTHERN ASSOCIATTON

Louisiana Building Material Dealers Association's president George Kellett has challenged executive committee and board members to each bring in at least one new member this year.

In an effort to increase membership, Kellett and executive vice president Bruce Cole are visiting members encouraging them to contact potential members.

Construction Suppliers' Association is completing plans for the annual management conference, May 16-18 at the Radisson Jekyll Island Club.

The program will include a presentation on customer care by an Armstrong World Industries representative, a panel discussing prices, a banker telling of the impact banking will have on the recovery in housing and Dean Albert Niemi speaking on the economy.

CSA has moved to 133 Carnegie Way NW, Suite 600, Atlanta, Ga. 30303, phone and fax unchanged.

Kentucky Lumber & Building Material Dealers Association sent a March 24 delegation to visit state legislators, marking the 12th year that every Kentucky congressman met with KLBMDA members. The main issue: reversal of the proposed 15% tariff on Canadian imports, argued by a contingent of 300 lumber dealers from across the country. The group unanimously felt the U.S. timber industry did not need the protection due to the 100% lumber price increase over the last six months.

phone numbers and other pertinent information. Moulding, millwork, pallet, box, container, structural component, specialty product manufacturing, furniture, cabinet and component manufacturing plants are included as well.

All listings are indexed and cross referenced. Condensed briefcase size directories are available as Business Travel Editions.

The directory may be ordered for $197 from Forest Industries, 600 Harrison St. , San Francisco ,Ca.94lO7 , (4Ls) 9Os-220O.

tr'lorida Lumber & Building Material Dealers Associationts 1992 summer conference is scheduled for June 18-21 at Howey-in-the-Hills, Fl. Convention, executive, government relations, membership, nominating, technical and truss executive committees will meet.

Evening functions will include an Ambassadors Club reception and a Lumbermens Underwriting Alliance reception followed by dinner and entertainment.

FLBMDA moved its offices to 1650 S. County R.d. 427, Longwood, Fl. 32750, phone (407) 331-9444 and fax (4O7) 3318419.

WRCLA Opens New Offices

Ken McClelland is the new general manager at the Western Red Cedar Lumber Association's new head office in Vancouver, B.C. Butch Bernhardt, secretary, remains in the Portland, Or., office.

A cedar marketing specialist who has worked in both the southeastern U.S. and B.C., Canada, McClelland will oversee an expanded market development program targeted at cedar product specifiers and users. Field offices will be established in the south and midwest.

PRESIDENTof the Mississippi Building Material Dealers Association Julia Lott Banks is general manager of Simpson, Stepp and Lott Lumber Co., Greenwood, Ms.

THEN/ATIOT\TAL HOMEGENTER

sHoulf

NationalHome GenterShow

MORE than 25,000 home center buyers and 700 manufacturers of home improvement products came together in Chicago, ll., for the 17th National Home Center Show and Conference, March 8-10: (1) Ed Kenny, Steve Atkinson, Howard Josey, Joe Flemming. (2) Tim Brennan. (3) Tony Magistro, Anna Greashaber, Ray Bergman. (4) Tom Mock, Chris Wold. (5) Ed

Wong, Carlton Wong, Peter Sprelman. (6) Teresa & Rob Smith. (7) Scott Greene, Michael Brown, Rick Dorman, Dennis Moroz, Phil Rogers. (8) Todd Walker, (9) Phil Vacca, Terry Stone, Mike Cameron. (10) Sam Pani, Ron Blanchard. (11) Carl Stucker, John Kolak. (12) Elaine Parker, J. C. Brown. (13) Chuck

Olsen. (14) David Kruse, Mike Foreman, (15) Tom McGee, Marvin Skogen. (16) Mark Holtzlander, Dan Meyer. (17) Eric Fryer, Brenl Snyder. (18) Diane Kornick, John Sullivan. (19) Jack Golden, Wayne Durham. (20) Don Bertamini, Paul Eddison, Chris Pedersen. (21) J. C. Aaron, Steve Goebel.

WORKSHOPS, forums and dealer roundtables attracted attendees as much as the show floor. (1) Doug Craig, Scott Klein. (2) Mark Fish, Lori Herman, Charles Berolzheimer. (3) Paul Hylbert, Bill Schlegel. (4) Fred Knox, Ray Auld. (5) John Cashmore, Michael Kosir. (6) Lisa McClintock,

Wayne Wiggleton. (4 Diane Montoya, Rick Montoya. (8) StanConning,Joe Baughn. (9) Bill Powell, Tim Naulty. (10) Rich Vlosky, Paul Harris. (11) Dick Olano, Ken Fishbein, Peter Tolk. (12) Fred VanDyke, Bruce Horwath, Kevin

McGauley, Chris Turner. (13) Sara Bills-Thwing, Martha Johnson. (14) Wayne Knutson, Lawrence Prendiville. N HCS will rolate between Dallas, Tx., Atlanta, Ga., and Orlando, Fl., after 1 993.

PERS NALS

Mike Johnson, v.p., Idaho Timbcr Corp., is now in charge ofall southern facilities. Russ Kimbcll is gen. mgr. in Rison, Ar.; Jim Willieme, sales mgr., Lake City, Fl., and John Corncll ie new to sales in Fort Worth, Tx.

Wendell M. Cremer, pres., W. M.Cramer Lumber Co., Hickory, N.C., has been elected pres. of the Appalachian Hardwood Manufacturers, Inc., High Point, N.C.

Doneld L. Hsrris has been promoted to pres. of Universal Eastern Co. and to parent co. Universal Forest Products' executive committee and board of directofs.

George Steele, Sitco, Wilmer, Tx., has returned from a West Coast sales trip.

Todd Beuchler is new to C. M. Tucker Lumber, Pageland, S.C.

Dave Morgan is now gen. mgr. of ITT Rayoniet, Baxley, Ga.

lVilliam Lee Russell is back in the Mississippi Building Material Dealers Association offices, following a recent heart attack.

Frank E. Talbert has joined FibreCem Corp., Charlotte, N.C., as exec. v.p.

Richerd 'Dick' Wilson. D&J Hardware & Building Supply, Lone Grove, Ok., was named to a third term on the dealer advisory board of Ace Hardware's Dallas Retail Support Center.

J. R. Grobmyer, J. R. Grobmyer Lumber Co., Little Rock, Ar., is back at work part-time after knee replacement surgery late last year.

Steve Parnell. Southern Lumber Co.. Warren, Ar., has retired after 30 years with the co. Randall Cook is the new mgr.

Joe Churchman was given a new fishing boat by sons Randall and Bob at a party marking his retirement from Moore and Cone Lumber Co., Newport, Ar., after 46 years.

Dick Hammill has been promoted to senior v.p.-mktg. and advertising at Home Depot, Atlanta, Ga. M. Faye Wilson, Security Pacific Corp., was nominated as a Home Depot director.

Ray Lackey is now mgr. of Windsor Door, Greensboro, N.C.

Bill Reeb is now exec. v.p. of Ralph Wilson Plastics Co., Temple, Tx.

Marvin Stapper is now representing West. Tx. and La. for Lindal Cedar SunRooms.

John Gillard is covering Tx. and Ok.; Doug Zeis, Ar.; William Deuerlein, Fl., Ga., Al. and Ms., and Steve Van Dyke, Va.

Rick Presnell has been named lst quarter general office employee of the quarter at Lowe'eCos.. North Wilkeeboro, N.C, New to the co. are corporate research analyst Richord'Todd" Elledge, engineering drafter Edward M. 'Mike' Sikore, information center analyst lVilliam 'Buck'E. Caulhen Jr., and merchandising dept. replenishers Jeen 'Pennyt E. Whittington, Roger 'K€ith'O'Dell and Donovan "Bleke' Stanberry. John R. Devis Jr. has been promoted to location mgr. al Lowe's Tennessee Millwork div., Nashville, Tn.

Hugh B. Mertin III is now v.p.-sales and Stephen C. Castner v.p.-distributor sales for Ames Lawn & Garden Tools, according to pres. and c.o.o. Rick E. Keup.

Norman Darrer, pres. and c.o.o., Moore's, Roanoke, Va., has been appointed to the board of British parent co.'s lumber div., H&C Timber & Building Supplies.

Jeff "Rocky" Rockenbach Jr. has been named Southeastern reg. sales mgr. for Glasteel Tennessee, Collierville, Tn.

Don Kennon, Scotty's, Winter Haven, Fl., has been promoted to v.p.-regional mgr. for the Southern region, overseeing 53 Fl. stores.

Robert E. Swanson Jr. has been named director of mktg.-HvAC fiberglass insulation products for CertainTeed.

Lavell Smith and William Easom were recently honored as Employees of the Month by Crossett Plywood, Crossett, Ar.

Doug Stringfellow, Stringfellow Supply Co., Gainesville, Fl., and his wife, Robbie, are the proud parents of 6 lb. Douglas Jr., bom March 1, 1992.

Benjamin B. Laurens is now store tngr. for Lowe's, Greensboro, N.C. At North Wilkesboro, N.C., Hq., Victor R. Church is new as vendor inquiry analyst; Melissa Tedder and Lisa D. Sturgill, mdsg. dept. replenishers; William F. Sammon, sr. director-engineering & construction; Janet R. Clark, programmer analyst; Mark A. Kauffman, Sterling advertising planning mgr., and Marjorie "Beth" Boyd, Steding advertising operations mgr.

Theo McCaskill is mgr. of the new Home Depot, Mobile, Al.

JeffJackson is new to treated lumber sales at McKinney Lumber, Muscle Shoals, A1. James Fitzpatrick has moved from treated to oallet sales.

Robcrt Lccch has been promoted to v.p. of cales at National Store Fixtures, reports cxec. v.p. Jerra Percell.

Prul lfju ie the ncw program coordinator for the Hardwood Manufaclurers Association and Southern Cypress Manufacturers Association.

David Zeegler, Birminghnm, Al., is now Al. district sales mgr. for Azrock Floor Products, San Antonio, Tx.

A.D. "Pete'Correll, pres. andc.o.o., Georgia-Pacific, Atlanta, Ga., and Donald V. Filca, chairman and ceo, Caterpillar lnc., have been nominaled to fill the vacancies on the G-P board of directors created by the retirement of Willerd S. Boolhby Jr. and Robert B. Claytor.

Deen Leeman, Home Lumber, Rosenberg, Tx., is recuperating after Jan. l7 bypass surSery.

Frank Devie, Lewis Lumber, Cove, Ar., participated in the Concerned Citizens Coalition sponsorship of their local high school's essay contest. The winner: "What the timber industry means to out community."

Edward Steves, ceo, Steves & Sons, San Antonio, Tx., was elected pres. of the National Wood Window & Door Association. Philip Orsino, Premdor, replaces him as fl ush door div. v.p. New to the board: Sem A. lVing, Wing Industries; Reed Dame, Woodgrain Millwork; Pat Moran, Graham Manufacturing Corp., and Mel Rice, Delta Door Co.

Bob Bender has joined DataFlow Companies, Durham, N.C., as controller & cfo.

Dale Morrow, Morrow-Gill Lumber Co., Sand Springs, Ok., has returned to work after a serious bout with pneumonia.

Robert 'Bob" Edwards, formerly with Osmose Wood Preserving, has joined CSI, Inc., Charlotte, N.C., as northeastern regional mgr. Tom Bailey is the new product mgr. for packaged products.

David L. Rogoway has been named to succeed William T. Robison as pres. of the American Plywood Association when Robison retires Nov. I after 41 years with APA.

Chuck Rector is mgr. of the new Lowe's, Seneca, S.C. Howard Eaton is cotrtractor sales mgr.; Phillip Bartlett, Wayne Smalley, Lamonte Heminger, David Shook and Dirk Denton, customer service mgrs., and Sleve Edwards and John Bedzyk, asst. mgrs.

Chris McSpadden is the new head of domestic sales & procurement at ICD Group, Atlanta, Ga.

Robert F. Johnson is now director of corporate planning and information systems at Cotter & Co., according to pres. Dan Cotter.

Willie Bidwell is handling construction estimating for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(Please turn to page 38)

llt

Ways to sell computer design

ITH a computer and a software

!U design package, a home center or a lumberyard can create custom designs for a variety ofd-i-y projects, but more than the equipment is needed to sell the customer.

"Although design systems are very good sales tools, the environment in which they are placed is critical to the sales experience of the consumer/user," Al Heberer, Osmose Wood Preserving, emphasizes. "The design area must be a comfortable spot where the customer enjoys the design experience."

He stresses placing the computer design system in an area pertinent to the project. A deck design computer system, for example, should be located in the area where decks are sold and the kitchen design computer in the kitchen display area. This way a customer can relate real products to the images viewed on the computer, he adds.

Displays that excite a customer and allow him to visualize the purchase in his home go hand-in-hand with a computer design system. "Customers need tosee a display that looks like a kitchen, complete with ceiling, decorations and appliances sothey can image whatthey could do in their own homes," Tom Seifert, Riviera Cabinets, points out.

The same advice applies to deck displays. They must conjure a mood of

Storyat aGhrlrc

Curtomcr frlcndly atmoophcrc lcllr computcr dcrlgncd prclccte dlrplaye, salcspcoplc add to lavorablc mood... morc than cqulp mcnt nccdcd to lcllthc curtomcr.

outdoor leisure, relaxation and pleasure with family and friends. Heberer cites Big Tin Barn, Houston, Tx., as a perfect example of the right environment for a deck design center. Their deck design computer is the centerpiece of an attractive display area complete with decks and gazebos. Ponds, planting, planter boxes and outdoor furniture create a complete landscape. Many of the items on display can be designed with the Osmose Backyard Designer Series computer set up on a picnic table fumishing one of the decks. Ideally, a store would have a separate design area for decks, kitchens and windows, but, realistically, this is tough for many dealers, Gary D. Storbakken, National Lumber & Building Material Dealers Association's store and yard development director, observes. The compromise is one design area that allows a view of the model decks, the kitchen and window displays. If such a location doesn't exist, a dealer can incorporate large color photos of projects, sample boards and design sketches into a centrally located design area. Although the location will vary by store, Storbakken agrees that it must be an attractive setting protected from the noise and confusion oftraffic aisles and the sales counter.

Regardless of location, the computer design area must foster creativity and decision making with comfortable seating and space for a customer to spread out measurements as well as drawings or pictures of his ideas. The setting should encourage a prospective buyer to relax, take his time and enjoy the design experience. He's going to make a big investment in his home and it must be pleasurable and fulfilling with as few negatives as possible.

KITCHEN displays are an essential part of a kitchen design merchandising.

Wood Use In Homes Up 29%

Pushed by recordhigh lumberprices, the cost of wood used in building a typical home has increased 29Vo to $11,760, according to Kent Colton, National Association of Home Builders.

Lumber prices have soared 46% in the past year, reachin g $326 per thousand feet last March. "We've seen a dramatic increase in price, but it's all due tosupply and demand," said James Bibler, president, Bibler Brothers Lumber Inc., Russellville, Ar.

Wet weather in the south. warm

N.C. Housing Starts Climb

Cary and Charlotte tied for the most North Carolina housing starts authorized in January with 257 at values of $20,167,680 and $10,887,918 respectively.

Raleigh was second with 198 resi dential units authorized at a cost of $1 1,703,675; Greensboro, third, 150, $4,227,I4I,and Greenville, fourth, 128, $3,718,443, according to the North Carolina Department of Labor Research and Statistics Division.

Mecklenburg (718, $39,951,152),

weather in Canada and the Northwest, harvest injunctions pushed by environmentalists and the duty added to Canadian lumber imports share responsibility for the higher prices. "The south is becoming more and more important in the lumber industry," Chuck Jones, Georgia Pacific, Crossett, Ar., said. "Somebody has to fill the void and we're doing it."

However, the south is not being ignored by environmentalists. The red cockaded woodpecker and the Louisiana black bear are among species environmentalists want to protect.

Depot Cutting Pallet Use

Home Depot has begun a program to slash the number of pallets it uses, substituting lighter weight, fully recyclable slip sheets.

Slip sheets, l/8"-thick pieces of fiberboard with small lips on each side for hoisting by forklifts with special attachments, are less expensive to purchase and dispose of than pallets and take up less shipping and storage space, a company spokesman said.

Matthew Pitts was transferred from Atlanta, Ga., headquarters to Long Island, N.Y., last year to begin equipping and training the Northeast Division, which faces unusually high disposal costs.

Wake (655, $47,124,632), Guilford (4 1 7, $ 1 8,858,629), Cumberland (295, $13,903,967) and Rowan (207, $9,440,181) were the top five counties.

Statewide, total residential units authorized rose 1.3% ftomJan. 199 1 with a67.5% increase in value. Single family units incre asedT 4.1% from the same month of the previous year withanS9Vo increase in value. Multi-family units fell29.8% witha L9.lVo value increase. Average construction cost for a single family home in Jan. 1992 was $83,804, up 8.6% from Jan. 1991.

Pallets are still used for carrying products once they are inside the store and for lumber, which has not proven compatible with slip sheeting.

Pitts forecasts the program will be rolled out companywide, division by division, beginning late this year if " all the bugs can be worked out." Forklifts must be specially equipped, vendor receptive and, most important, employees intensively trained.

COMING IN JULY

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

Hardwood manufacturers go west

HARDWOOD Manulacturers Associalion's annual meeting altendees: (1) Sleve Conger, Sue Regan. (2) Laurie Cochran, Susan Sherrill, Judy Mackie. (3) HenryJonesJr., MiltonCole. (4) Alan Wickstrom, David Weyerhaeuser. (5) Ed Cone Jr., Janice Cone. (6) Brenda Sandusky, Bob Bushman. (7) Lynn & LarryAveritt. (8) Ted Tho-

mas, Diana McWilliams, Ron Mercer. (9) Jerry & Virginia Williams. (10) Johnny & Martha Ann Schaffhauser. (11) Tom Curtner, Mark & Bess Mulherin. (12) Mark Conolly, Alan Tanner. (13) Bill Jr. & Genie Buchanan, Claudia & Joe Lewis. (14) Sam Thomason, Sandy & Ron Cleaver. (15) Deb & Ron California. (16) John &

Gail Moss. (17) Jonathan Martin, E. J. Spratlin, Ralph Taylor. (18) Stephen Sykes, Denise Habjan, Norm Murray. (19) Bob Hendricks, Steve Sinclair, Vern Olson. (20) Pat Kenny. For thefirsttime HMA meton theWestCoast, March 1 9-21 at the Hotel del Coronado, San Diego, Ca. Nexl year: ltarch25-27, Williamsburg, Va.

Lumber

(Continued.liom page I 7)

westem softwood lumber that has existed in years, the cold hard fact is that substantially less of it will be available.

One bright spot in all thisand there is oneis lumber's inflation factor. For the period running from October, 1979, through December, 1991, the overall rate of inflation was 87.6%.If lumber's inflation rate had matched that, the price per thousand board feet last December would have been$615 perthousandboard feet (Douglas fir, wholesale FOB mill) instead of the $296 it actually was. Under the circumstances, that's a good thing tobe able to point to. And, at the moment, that's about all we can point to with pleasure.

There are reasons for this. One of the most important has been the plentiful and continuous flow of raw material coming from our forests up to now, helping to keep supply and demand in balance, stabilizing costs, and playing a big part in making Americans the best-housed population on the planet.

But things are changing. Believe me, we wish even more than you do that it were different. Our industry has never

In Leac Than 2O Dllnutec The ..BAND.ADE''

Thtno Thic, . .to, , .Thic

SAVER ffiI

Srrteml fuys rer.tmulodlon ol furdlng, nontnlly requlre o srtr:fu| ffip ta the bndffll.

Employees lrrrte the danga and work to bulnsler to dumpta or buck. A fant mlnutq when unpcklng units, resulb in thls amryl, aslly stored uolnoble crcttap, o,lrwdiy stord ln a steel drum for dlspsr,l ond sle.

Thc "Baod-Adc"-Etstt to Bay-Catly to b yrlthorlt.

THE "BAND.ADE''

lndlan Countrgl, lnc., Alrport Road

I)epoolt, NY f3754

faced anything like this or even approaching this. But our mills continue to close, injunctions continue to be fi led, timber sales continue to be halted. It all eventually leads to moving affordable housing further out of reach for more and more people. And, amazingly,

through it all, and lying in the face of all logic and reason, the people who brought all of this about continue to be cheered. As the beer commercial says, "Why ask why?"

So that's the situation as we see it now.

A New Kind Of Weight Watcher

Weigh customers when they walk into the store and as they leave. That's the way an Australian department store checks on shoplifters. If his walkout weight is more than his walk-in weight, a customer has some explaining to do.

Treated Deck Stars On TV Show

Pressure treated southern pine will star on the Nashville Network's "Remodeling and Decorating Today" tv show June27 and 30. James Bailey and Walter Mullenhagen plan to renovate an older deck, doubling its size and adding railings. Approximately 30 million people will view the project cosporsored by the Southem Pine Marketing Council.

Potlatch To Replace Mill

Potlatch Corp. will build a $27 million replacement softwood sawmill in Warren, Ar.

NATIONAL Home lmprovement Month sponsored by the National Association. of the Hemodeling Industry otfers retailers an opponunity for special sales and events emphasizing the economy and rewards of remodeling. Kitchens and baths remain the most popular projects to update a home and increase its value.

Construction will begin later this year with completion expected in the first half of 1994. Higher quality levels and substantially lower costs are projected for the new facility. Shippable lumber volume is expected to increase from the current level of 74 MMBF to 103 MMBF after the new mill is fully operational. A4O% reduction inpersonnel anda40% increase in lumber output with only a 5% increase in raw material consumption is anticipated.

NEW P DUCTS

and selected soles ofds

New Lumber Cart

A new lumber cart from Jarke incorporates rugged design, lighter weight and convenient size to handle standard lengths of lumber, plywood and hardware items.

All-welded steel construction and a smooth steel deck help prevent product damage. T\e 26" wide by 30" long by

based system, is new.

It allows users to connect to temote systems and share data across multiple platforms. Othcr features: paging to run multiple sessions on one or dual hosts; "hot key" to easily jump or page between computers; "cut and Paste" to transfer data; script to perform repetitive or complex functions, and pulldown menus for context-sensitive help.

Hardwood Project Genter

A Do-It-Yourself Projects display combining precut lengths of hardwood and plansheets for various pieces of furniture has been introduced by Canfield Forest Products.

Panel Pusher

A free-standing floor display for comrgated fiberglass panels is now available from Glasteel Tennessee.

The merchandiser takes up only 8 sq. ft., while holding 250 of the 6, 8, 10 and l2-ft. panels, plus accessories and "how-to" brochures.

Panels are ideal for building plant shelters, carports, patio shelters, fences and screening.

Gabinet Gare Package

The Bruce Cabinet Care Kit contains everything needed to properly care for new kitchen cabinets, as well as touch-up supplies to complete minor

44" high cart also features 1,200 lb. capacity; easy rolling, 5" diameter phenolic wheels (two swivel and two rigid), and optional corner bumpers.

reParrs.

Packed inside a plastic case, the kit includes Touch-up Marker, Touch-up Stick, Touch-up Stain, Touch-up Clear, Creme Polish and Cabinet Care Guide. The polish is also sold separately in 8 oz. plastic bottles.

lnstant Access

Versyss Instant Access, a terminal emulation program that gives building supply companies access to their personal computer's DOS application programs and other remote computers as they are logged onto a host UNIX-

Free plansheets offer finishing suggestions, material list, tool list and dimensions for constructing a cabinet, tv/vcrstand, plantstand, toy chest,book shelf, wall shelf, end table, coffee table, microwave cart, child's desk and chair.

The Ready-to-Use Hardwoods feature the highest grade kiln-dried Appalachian woods, surfaced-four-sides clear boards and mouldings, and no knots, splits or checks.

Manageable Management

New Intel-based computer systems offering the same reliable inventory control and point-of-sale multi-user software previously available only on larger systems are new from ProfitMaster.

The 386 and 486 systems feature lower initial cost. low cost svstem maintenance, increased speed, industry standard SCO Unix operating system and full year warranty with on-site maintenance.

Fence Planner

New software for Innovis Technologies' in-store DesignCenter allows homeowners to design fences that complement their home's style and "draw" it around their house and yard.

Design options include classic board, board-on-board or picket fence. Fence tops can be straight line, pointed or beveled. Fences can range from 2'to 8' high, in a variety of woods with design details such as whether the gate opens in or out.

The system provides the customer with the price of the project, a 3-d color picture, construction plan, cutting list and complete materials list.

Ultra-lnsulated Patio Door

The new Insulated Patio Door System from Peachtree incorporates thermal efficiency, beauty, ease of operation and security into every facet of design.

The IPD panels feature larger stiles andrails, creating a classic Frenchdoor appearance while reducing the amoirnt of glass to improve thermal effectiveness. The 1-3/4" panels are nearly twice as thick as ordinary aluminum sliding

weather-stripping, energy efficient divided lite, three-point latching system, and four-hinge system. Three models, Citadel, Newport and Avanti, are available, each in three styles, Slider, Swinger or French.

Treated Screws

Dec-King screws from ITW Buildex are said to outperform nails in all outdoor wood-to-wood applications, eliminating wood splitting, nail pops, hammer marks and bent nails.

The screws are coated with Climacoat, specially formulated for use in treated lumber, which provides optimum resistance to corrosion, staining

More Mantels

Six new fi reproof fue surrounds have been introduced by Outwater Plastic Industries.

Each plaster mantel is hand crafted and carefully inspected to correct any flaws or air bubbles. They can be

and streaking both on the surface and inside the lumber. The coating's gray color also matches the color of weathered decking.

Installed with a conventional screwgun or Dec-U-Drive stand-up installation tool, the screws come in five sizes, from 6 x l-5l8" to 10 x 3-112".

UNIX-Xenix based multi-user systems to networks and single-user MS-DOS machines.

Neon Scrapers

Bright neon-colored cutters and scrapers are now available from T. M. Shea Products.

The line includes Blade-Ade, amultipurpose cutter/scraper designed to hold all standard single-edge blades; Big Job Window Scraper, whichholds a 3" wide double edge razor blade; Super Scraper with extension pole, and PenKnife, a

glass doors and are injected with foam urethane insulation, which offers six times the energy efficiency of solid wood doors. Sills feature excellent drainage and thermal breaks also enhance energy efficiency.

The tempered, double-pane Twinsul insulating glass features a Twinsul LowE heat-reflecting coating and a 9116" argon gas-filled space, enhanced by a solid butyl Swiggle to reduce heat transfer between the glass panes. The glass surround materials resist shrinking, swelling and heat deformation, and the surround is foamed in place to prevent leaks and increase thermal effectiveness.

Also featured are redesigned bottom sweep, foam-filled compression

quickly installed around most openings and easily finished with paint or stain.

Sizes of the period-inspired styles range from 4O-t12" to 57-ll2" wide by 36" to 55-ll2" high.

Lumber Software Package

Lumberplus, a fully integrated order entry, inventory control and accounting software package specifi cally designed for wholesale and retail lumber distributors, has been introduced by Bayem Co.

The easy-to-use, menu-driven package includes fast order entry, tracking of all types and sizes of lumber, fullfeatured accounting, profit margin tracking and multiple location inventory.

Lumberplus is available for a wide variety of computers ranging from

combination seven-point, snap-off knife and ballpoint pen.

Bulk counter displays, blister cards and clipstrips are available.

FREE READER SERVICE

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

Please mention issue date and page number so we can process your request faster! Many thanks!

Wateh fos these Exciting Issues in Coming Ilrlonths

June: Materlal tlandling & Storage Commodity Lumber. llandling

C-omplalnts

July: Engineered Wood Products Columns & Posts . Planning for'93

August: Moulding & Millwork. Doors&Windows.Stair Parts . lnsulation & Radiant Heat Barriers

Psychology of Selling

September: Structural & Decorative Panels & Plpvood . Tools & Fasteners. Management Training

Dcck Hook

The Deck Claw, a galvanized stecl fastener with two claws to grip the sides of deck boards, is new from The Blind Nail Co. Ltd.

FREE READER SERVICE

For more lnformatlon on New Products wrlte Bulldlng Producb Dlgest, 4500 Campus Dr., Sulte 480, Newport Beach, Ca.92660.

Please mentlon issue date and page number so we can process your request faster! Many thanks!

Plastic Pallets

One claw is driven into the side of the first deck board and secured to the side of the joist with a small nail. The second claw is exposed to receive the next deck board as it is driven onto it.

The fastener reportedly eliminates unsightly nail heads, nail popping and hammer bruises on deck boards, while providing automatic, consistent board spacing. The fastener can be used alone, with glue or toenailing.

Organlzer Merchandlser

The Under Cabinet Organizers display from l-ee/Rowan gives customers a hands-on demonstration of how the products wolk without the assistance of storc personnel.

The display includes bases with runners, optional large and small storyboards, and a set of seven informa-

A plastic pallet made from l0O% recycled polycarbonate has been developed by Co-Ex, Inc., using a structural foam injection molding process said to achieve strength and racking capacity comparable to heavy duty double-faced pallets.

tion flipcards. Multiple bases may be interlocked.

The white, tight mesh, epoxy-coated wire organizer line includes sliding, two-bin recycling unit, tmsh bag holder, Cany All sliding baskets with handles, removable all purpose baskets, and under sink organizers.

Weighing 29 lbs., the Omni is a 48" x 40" single face nestable pallet with a dynamic load capacity of 4,400 lbs. and a racking load capacity of 2,200lbs. The pallet nests when empty with 50 units fitting into an 8' stack. Specially designed access slots permit forkliftaccess to any portionofa nested stack.

Pallets made from 100% recycled HDPE are also available. The 48" x 40" Polytonne weighs 2l lbs. with a dynamic load capacity of 2,870Ibs., but is not recommended for racking.

Decorating Planbook

Home Portfolio. a do-it-yourself design kit for interior furnishing, decorating and remodeling projects, is now available from Peel-N-Plan.

The kit includes removable template stickers in ll4" scale, 1/4" grid paper, guidelines for successful interior decorating, color scheme chart for displaying decor merchandise and money saving planning forms and procedures.

A freestanding tabletop point-ofpurchase display holding 12 kits is included with every order.

Power Measuring Tape

A 30-ft. power measuring tape with a l-in. wide blade has been added to the Lufkin Series 2000line.

Also available are two 25-ft. versions with l-in. and3l4in. blades; a 16-ft. and a I2-ft. model, both with 314-in. blades.

All have a toggle lock positioned ergonomically so the thumb can easily lock and unlock the tape. They also have large, easy-to-read numbers on bright yellow blades, which are coated to resist wear.

Each features a triple-riveted reinforced end hook with shock absorbing bumpers to stand up to rugged work environments.

Roof Washing System

Shingle-Shield from Chicago Metallic Corp. protects roof shingles from damage caused by the growth of mold and fungus, particularly in moist, warm climates.

Made from a narrow strip of zinc metal with a pebbled texture and distinctive ridges, it is installed as close as possible to the roof ridge. When natural rainwater comes in contact with the exposed section of the zinc strip, it forms zinc oxide, which washes down the roof and acts as an effective fungistat to inhibit the growth of moss, fungus and mildew.

The maintenance-free product comes in easy-to-install 3' sections for new or existing roofs.

CallPcrfcct Mcarurcmcntr

hoCalipet from Accuratc Tcchnology combincs thc familiar calipcr configuration with digital technology to create a flexible, highly accurate shop tool for taking precisc measurements up to 8 ft.

The unit records measurements electronically by means of a read head moving over a built-in scale. As the caliperjaws move togetherorapart, the read head transmits the distance to the LCD display.

Moun0ed to a table, it can be used in woodworking applications such as doors or windows. The unit comes in4' and 8'sizes.

Powered by two AA batteries, it can be zeroed out at any point for a wide variety of measurements without calibration; set to read in decimal inches, fractions or metric measurements at the push of a button, and adjusted to allow for variable thicknesses.

water. Thcy arc water rcducible and low in VOCs.

Color Bllnd Tapea

Spun rayon lift tapes that coordinate with the l5 colors and tones available in Bali Classics wood blinds are now offercd by Bali Blinds.

A fine adjustment wheel allows for exact positioning of the measurement jaws and a positive lock holds everything in place for measuring.

Tiny Stains

Color Wash wood stains from PlastiKote are now available in convenient, economical 2 oz. sizes.

Ideal for small projects, the translucent stains come in six soft shades.

Finishes wash up with soap and

Color Wash also comes in quart and half-pint sizes.

Dim, Dimmer, Dimmest

An interactive display that allows consumers to operate and compare five different dimmers is now available from Leviton.

Porta-Bolt

The new Strong Arm portable security lock from Tru-Bor can be installed in less than five minutes using only a screwdriver.

The 2" wide lift tapes, designed as a no cost option with 2" wood blinds, come in seven colors. A sample pack is available for retailers.

Cut Corners

Moulding Mates from Abitibi-Price fit over the end cuts of two adjoining lengths of moulding to eliminate the need for mitering during installation. The decorative trim pieces completely hide the joints, allowing for rough cuts instead of mitered or perfectly straight cuts.

No drilling, mortising, chiseling or template location are required. Its portability also allows it to be easily removed when the user moves.

Building Materials Software

For IBIW llIini Computers

Designed for building materials retailers and wholesalers, this complete system includes point of sale, order processing, billing, sophisticated pricing (markup, markdown, contract, quantity breaks, etc.) accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger.

Easy to use, completely integrateda single transaction updates all relevant data. Call or write:

Mass Systems Co., Inc.

363 Mass. Ave., Lexington, MA O2173-4OL8

6t7 674-1055

Local Support Auailable

Included are inside and outside corners for crown, chair rail and base mouldings, plus a casing corner block and a plinth block for floor casing and at the chair rail level.

They are designed as accessories to Abitibi's Pastel Trim decorative moulding. Each Moulding Mate has the profile of its corresponding moulding diecut out of ie top and sides, so it fits snugly over the moulding and can be secured in place using a color-matched adhesive caulk.

Affordable Computerization

Dimensionslite includes the most popular features of the full-featured Dimensions computer system wrapped into an affordable, easy-to-use package.

The system includes the IBMhardware of the full Dimensions system, plus on-site IBM field service, on-site training and toll-free hotline support.

Initial configurations are for point-of-sale and backoffice accounting and are expandable to the full system if needed.

Dock Wood

A slip-resistant polyethylene overlaid plywood for deck and docks has been introduced by Medalist M&S.

The tough, durable Polytexture LS surface is wear resistant and the pressure treated plywood substrate provides the decay and rot resistance essential to marine applications.

MS60 Marina Panels are available in brown or gray, in 4' and 5'widths, 8'to 24'lengths and thicknesses 1/2" and greater, with tongue and groove or square edges.

They carry a limited lifetime warranty against delamination and manufacturing defects.

NEWLITERATURE

Lumbcr Ncwrlcttcr

'Thc McShan Planc Dcalcr," a biwcokly nowelcttcr and pricing shect, is frec to anyone in thc lumbcr busincss ftom McShan Lumbcr Co., Box 27, McShan, Al. 35471, (2O5) 37s-6277.

Wcctcm Softwood Distributor

A 4-p. brochure on softwood distributor/mill Diablo Timber is available from Box 3@0, Napa,Cr.94558, (800) 333-846i1.

Mower ls Better

A frec mower catalog is available from American L,avm MowerCo., (8(D) 633- 1501.

Plywood Producers

The l6-p. 1992 American Plywood Association Membership & Products Directory is free from APA, Box I l7(X), Tacoma, Wa. 9841l, (206) 565-6600.

Window Glazing

A latex window glazing brochure is free from DAP, (800) 543-3840.

Grading Supplement

"Supplement No. I to the SPIB l99l Standard Grading Rules for Southern Pine Lumber" is free from Southern Pine Inspection Bureau, 4709 Scenic Hwy., Pensacola, Fl. 32504.

Reading For The Bath

The 96-p. softbound ldeas for Great Bathrooms is $8.95 from Sunset Books, (&ffi) 227-7346 or in Ca., (8OO) 321-0372.

Sirrrtaf IDCA$fORCKtr 4t BarHRooMS

Belted For Safety

A 4-p. booklet on workbelt systems to prevent back injuries is free from Champion Ergonomics, Box 1829, Wake Forest, N.C. 27588, (800) 243-1803.

lnsulating Additions

"No More Space?," an 8-p. brochure on insulating remodeled living space, is free from CertainTeed, Box 860, Valley Forge, Pa. 19482, (8OO) 523-7844.

Narrow Lifting

A narrow aisle lift truck brochure is free from Hyster, Box 847, Danville, Il. 61834, (2r7) 443-7136.

Who's Who ln Softwood

Random Length's 1992"Big Book" of over 7,400 listings of U.S. and Canadian softwood producers and distributors is $ 145 from Random Lengths, Box 867, Eugene, Or. 97 44A, (503) 686-9925.

Forest Products Roll Gall

T-trc 1992-93 Directory of the Forest Products Indusfry, a 1,088-p. guide to U.S. and Canadian primary and secondary manufacturing segments, is $197 from Miller Freeman Inc., 600 Harrison St., San Francisco, Ca. 94107, (415) 905-2481.

Solid Hardwood Hangtags

Hangtags and stickers identifying the benefits of solid hardwood home furnishings and finishings are $40 per 1,000 from Hardwood Manufacturers Association, 40O Penn Center Blvd., Ste. 530, Pittsburgh, Pa. 15235, (412) 829-0770.

Canadlan Quartcrly

'Tho Trecline," ! ncw quartorly ncwslcttor, is available from Noranda Porest Salcg Stc. 5fi), I TorontoSt.,Toronto,Onlario, Canada M5C 2W4, (416) 365{700.

Guidc To Down South

Thc Southcm Foreet Products Association's 4O-p. 1992 Buycr'e Guide is free from SFPA, Box 6417fi), Kcnnor, La. 7W64,(50/-)U3-44U.

Ceramic Tile How To

The updated "Handbook for Ceramic Tile Installation" is $ I from Tile Council of America, Box326, hinceton, N.J. 08542, (609) 921-7050.

Measuring Line

A measuring tape catalog featuring pusty' pull, power return, lighted, tank gauging, derrick and athletic field tapes is free from U.S. Tape Co.,217 RiverAve., Patchogue, N.Y. l1772, (516) 289-0500.

FOR PROMPT SERVICE

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

Advertising

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 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-.1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

EXPERIENCED LUMBER TRADER

We are Hardwood and Softwood loo and lumber wholesalers with ofices in Cinada and the United States. We are seekino sincere, experienced lumber traders whd have a view towards the long term.

Work lrom your part of fre country, or from our offices in the Toronto area.

This is an excellent opoortunitv with a well-established companlr.

We enjoy an oulslanding linancial and marketing repulation.

For mmplele dehils, please phone or write Bob Wilson in sldcl confidence.

BUSINESS FOR SN,E rf>INFLORIDA

Family lumberyard and hardYvare store. Business has been in same location since 1956. 13,000 sq. ft. sales room plus three warehouses.

Coverc entire city block in laqe Central Florida community of 27,000 population.

For more intormation

Call Linda Gregory (407) 322-0500

Beating the competition

EATTNO your competition is best begun before they entcr your market. Swing into action as soon as you hear a new, aggressive owner is taking over an established stote or that onc of the biggics is looking for a nearby site.

The first step, consultant Joe Samulin advised in one of his store management and aggressive marketing workshops, is to analyze your market and your operation. Ask yourself the hard questions. What are we? Where ate we headed? What do we want to be? Whom do we appeal to in our market? Whatcan we dothat we are notdoing to achieve our goals? Be tough. Set your goal to become so successful and so profitable that the competition will hesitale to enter your market.

Sloryat aGhrrcc

Stratcglca for dolng cvcrythlng bcttcr than your compctltor. tcchnlqucs to guarantcccugtomcrsatlsfactlon. waysto attract ncw cu3tomcrs, kcop old one3.

The second step recornmended by Samulin involves your customers. He suggests developing a questionnaire and distributing it to them with a stamped, self addressed enve-

lopc for returning it. Don't ask them to identify themsclves, but request sex and age.

Ask customerc to rate the store on a scale of I to l0 on cleanlincss, assortments, displays, ease of finding merchandise. Then ask them to apply the same ratings to your personnel, ranking them on courtesy, helpfulness, appearancc, attitude and product knowledge. Next, ask about advertising. Does it attract attention? Are advertised prices attractive? Are the advertised items displayed prominently in thestore, in plentiful supply, easy to locate? Dothey make other purchases when they come in for advertised specials? Finally, ask if you inventory what they want to buy and what else they would like for you to carry.

Prime the customer's acceptance of the questionnaire and encourage him to return it by including as a thank you a coupon for l0% offon his next purchase or a small gift such as lightbulbs.

If the competition is firmly in place, keeping ahead of it means learning from its successes and failures, business communicators Jacqueline Dunckel and Brian Taylor recommend. They suggest analyzing the competition to learn what it is doing right and wrong. Develop a profile of the competing store with these questions: How long have they been in business? What is their reputation for product/ service? What are they doing that we don'tdo? Is it attracting

Hoover Troatod Wood Products announces that a NATIONAL EVALUATION REPORIT (NER-4571 has bean issued by the National Evaluation Service of the Council of American Building Officlale to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

fhld Party KIln Monltorlng ln oddltlon to U. L. fol I ovr-up se rvl ce

FRf labor and malerials replacemen] cos] warron]rl

Code Complionce Repori wlth evoluallon of elevaled tomperotu re slnength ]etttng for roof appllcatlons

Hlgh temperoture ttrength ]est resuhs

PYRO-GUARD has a degradation-free track record, a SO-year projected useful life, and is the FIBSI Fire Retardant Treated Wood with: T T T I I

New York Stote Smoke loxlclty test results

' NER reports are subject to re-examination, revisions and possible closing of file.

For Tcehnlccl Infermctlen Cqll l.800.TEc-wooD

more customers for them? If we are both doing the same thing, how can we do it better?

Shop your competition to find out if they really have lower prices, better service, more complete inventory and a more attractive facility. Customers often perceive a store as what it says it is, not whpt it really is. If you tell the public something, such as "we have the lowest prices," often enough, they'll begin to believe it.

When you know what your customers think of you and how you stack up to your competition, take action. Cutting prices is rarely the answer, but creating the image of being a value added store is. Decide what you do better than your competition and let the public know. Advertise your friendly service, quality products, complete inventory, money back guarantee, free estimates, reasonable delivery, free paint matching, free computer design, special orders, custom service, installation, credit, clinics-whatever sets you apart from your competitor.

HoW's Our Service?

Are telephones answered courteously? Is the information correct? Is the voiee friendly? Can you understand the name of the company or is it said too quiekly?

Are customers approached wilh vitality, inlerest and enthusiasm, but without aggressive behavior?

Are customers allowed privacy to make decisions, explore possibilities, and qonfer with companions?

Are customor complaifts and inquiries received in a rcpectful, agreeable manner and acted upon promptly and efficiently?

Are business faqilities well maintained?

Doesthestaffpay attention to good grooming, decorum, and personal image? Docs thoir persirnal image reflect the company image?

Do staff provide extra time and attention to nakc every customer feel epocial and important to the bugincse?

fue paoducts ehecked to make sure they are in proper working order and as specified?

Is tiore follow-up toensure lhe cuetomer is satisfied? le therefollow-uptomake sure the customerrelurns?

Adaptcdfraw Xceptng Cuttoar,cn Happy by Jacquekne Dunckcl & Brlan Taylor, publtshcd by Inernational Sclf-Counscl Prcsc, 1990, reprlntcd courtcsy of pablishcr-cditor.

Involve all employees. Without them your plan will frzzle. T'hey must understand the reasoning behind your decision to add a new service or institute new policies. Their cooperation and dedication are essential to the effort.

Advertising is not the only way to bring people into your store. Gregrey J. Harris, a marketing specialist and author of Talk is Cheap, suggests giving customers a card to sign and give to a friend entitling the holder to a free gift or discount. In addition to bringing new customers, this will create valuable word of mouth advertising, he points out. Using information available from public records to make special mailings inviting newcomers or new homeowners to come into the store for a gift or discount also works. The old standby freebies of painter's caps, nail aprons, carpenters pencils, yardsticks or rules, calendars, small plants and trees never go out of style.

Summed up, it's possible to beat the competition by creating a favorable image for your store or developing a special niche market.

IJUSTOM ORDMN

lryOODAOil ACCORDION DOOR$ ..INS?XNT WALLS WHEN IUEEDED"

lAccordion doors designed for use where performance is importint for HOMES . OFFICES . CIIUR CHES . RESTAARAN?S .INDUSTRY

lCustom-sized room dividers shipwithin a two week production cycle from the factory

IAccordion doors custom sized to your customer requirements

Custom orders tnean profitable return on inuestmentno inaentory!

Obituarles

William M. "Bill" Shielde,55, executive vice president of Wcyerhaeuser Co., Tacoma, Wa., died of cancet April 13, 1992,in Federal Way, Wa.

A native of Vancouver, Wa., Mr. Shields began his 33 year forest products career in 1959 with a sawmill he and his father built and operated in Priest River, Id. He joined Willamette Industries, Albany, Or., in 1967, becoming executive vice president of building materials in 1980.

Personalc

(Continued.liom page 22)

Dick Werren is a new broker at LJB Lumber Sales, Tigard, Or.

Dennis A. Burrows is now v.p. and cfo at Roper Brothers Lumber Co., Petersburg, Va. Randall L. Rogers is now v.p. and gen. mgr.; Edwyn P. Cox, director of purchasing, and Anne W. Pste, controller.

Bert Campbell is new to Steel City Lumbet, Birmingham, Al.

Mark E. Goldstein is now v.p.-sales/mktg. for entry doors and Jeffrey S. Molchan, v.p.-sales/mktg. for garage doors and openets for Stanley Door Systems.

XaYYP{I|BMDA Meqer Update

North American Wholesale Lumber Association board members have approved a merger with the National Building Material Distributors Association. The issue will be considered by the general membership May 17 during NAWLA's 100th annual meeting in Colorado Springs, Co.

AWPI Media Gampaign Begins

The American Wood Preservers Institute has approved a public conrmunications program, according to public affairs manager Jerry R. Harke.

News stories to 8,000 newspaper, wire service and magazine editors each month and quarterly releases to 4,0(X) radio stations in the top 260 markets will aim to educate the public on the merits of pressure treated wood. Other campaign elements include a series of brochures about treated wood products, development of a networkof wood,

He went to Weyerhaeuser from Willamcttc last ycar, bccoming responsible for its cntire global wood products businesses.

Samuel Moesman Nickey Jr.,79, rctircd president and chairman of the board of Nickey Bros. Lumber Inc., Memphis, Tn., died March 9,1992,in Memphis.

Before retiring about l0 years ago from the company which held extensive operations in Brazil, the Philippines and Southeast Asia, Mr. Nickey was considered one of the top leaders in forest conservation in the South, serving as a member of the Tennessee Conservation Commission.

strangled by shortages of wood supplics. This proposal runs directly counter to the President's goal of making housing affordablc to more Amcrican citizcns."

Indurtry Lobby On Envlro Act

Anticipating reauthorization of the Endangered Species Act in September, the forest products industry has formed a task force to lobby for amendments to the act.

Stephen H. Conger Sr., Coastal Lumber Co., Weldon, N.C., was elected 2nd v.p. and a director of the Hardwood Manufacturers Association. Also new to the board: Joe Lewis, Lewis Bros. Lumber Co., Aliceville, Al.; Clay Stewart, Stewart Lumber Co., Morristown, Tn.; Al Whitson Jr., Whitson Lumber Co., Nashville, Tn.; Billy Anderson, Anderson Forest Products, Munfordville, Ky., andJohnny Mose, Moss Lumberlndustries, Gurley, Al.

George Bryson is acting exec. v.p. of the National Building Material Distributors Association, replacing Al Leitschuh, who has resigned.

Rick Cuddihe is now national sales mgr. for BCS America, Matthews, N.C.

marine and medical experts to respond to issues and distribution of media kits to assist AWPI member'companies, Harke said.

Less U.S. Timber Available

The proposed fiscal 1993 national forest timber sale program of 7.5 to 8 billion board feet is the lowest timber target since 1957.

National Forest Products Association vice president Franl Gladics described it as "a long step backward at a time when forward looking policies are required to help bring us out of the recession.

"The national forests hold more than 40% of the total inventory of softwood in ourcountry, thebulkof which is used for housing construction and remodeling," he added. "But tying them up with unnecessarily low sales targets means that housing construction could be

The National Forest Products Association, American Forest Resource Alliance and American Forest Council are working to promote industry's position. A communications committee staffed by AFC members will coordina0e press relations including grass roots mobilization, conferences and advertising.

seUlng co Ghg stl

Plus Alaska and Hawaii

lf you sell into the West, or any part of it, we can help you get across your message.

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

Our paid circulation is over 4,000: a remarkable vote of confidence as these industry influentials also receive at least four or five free magazines monthly. The Merchant's paid circulation tells you clearly which magazine Westerners read.

The Merchant's unique blend of news, mer-

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

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

Desert Dry'Redwood" Available

Homeowners prefer to build their decks and fenceswith redwood. It's just common sense. After all, nothing else comes close to dry redwood's prestige or matches its long-lasting beauty.

Untilrecently, everyone paid a premium for the prMlege. Now the rules have changed. L-P's Desert D4f Redwood supplies the quality and performance your customers want at a fraction of the price they'd expect. It's dried to industry standards, then trimmed, surfaced, and shipped in a weather-resistant wapper, so it's protected and look great in the lumberyard.

Louisiana-Facific's Desert Dry Redwood sells itself and brings in high profits. It comes in allthe popular grades and sizes, including:

Construction Heart, Construction Common, and B Grade tn2x4,2x5, and 2x8 dimensions, and is available in lengths up to 20 feet. We're spreading the word. So don't be surprised when your cus-

tomers demand Louisiana-Facific's Desert Dry Redwood. When they Iearn how affordable dry redwood can be, they'llstart lining up at your door. After all, it's just common sense.

For more details, callus today in northern California at (7071443-75rr.