Building Products Digest - May 1995

A Computer lndustry First...

Published Pricing - NOT- What the Market Will Bear Gornplete Systerrts asi low as $1 2,995-OO

HARDWARE:

Wyse 55 terminal $462

Barcode scanner $895

Credit card stripe reader $95

Oki 320 serial printer

Oki 321 serial printer

Hand held radio frequency device $3995 Texas Instrument Omni 600 $1495

Barcode printer

Star cash slip printers

Automatic cash drawer

Battery backup unit

Color VGA console US Robotics FA)Vmodem

Quad Pentium 4O0MIIZ

2.0 gigabyte hard drive

16 port Digiboard card $1495

8 port Digiboard card $895

Maxstation

2.0 gigabyte dat drive

Dual floppy drive

$1495 $1495 $149 $199

This is the same equipment used by most of the competition.

SOFTWARE . 4GL DATABASE:

Point-of-sale - Reprints for 2 years

General ledger Gutty intcenlcd to atl systcms)

Inventory maintenance

Payroll

Accounts payable - On-line history

Accounts receivable - 7 yr. history

Purchasing

Sales analysis

Word processing

Mailing list management

Kit sales (houses, decks, erc.)

Mill production

Takeoffs

Manufacturing (doors, windows, etc.)

Job costing (contract project mgmt.)

Custom programming @ $45/hr.

Vendor communications with:

Handy . Orgill Bros.'Ace'Allied

Building Stores . Coast to Coast'HWI

Cotter True Value'ServiStar'

Henderson-Baird . South States'

House-Hasson . Jensen-Byrd' TRW

Credit

and many others

, nnn I i orinters.5 Barcode scanners & mudr mole lncttd€d

[UUU\ ! o*t e',m' e0 mu htd syean -$PBFNTrih: Vr fl J ! s.ogigltaddiye.ffi nam.32poru.2.099 ' i hp€badq'cdoronsde'S@U*r& sfrate

all installation & 60 hrs.

NO DOWN TIilEI

Data convesirn frorn most slstems. We use your exiSip eqtiptnem wtnn possible, gercraly over a weekend.

I{O SYSTEI SOFTWARE CTIARGES OF A}IY KIIID - SYER AGAfiI l,lever a drarge for sdtwan Wddes. tlew system prcgrarns are sqplittd free to any mer, any lime.

-i9p::"-!9-sJ-"9199!:'-.

The Builder OfThis Deckllad

To Accommodate SerreIral Obstades.

The Treated l/tbod He lJsed I h$t'toneofThem.

You wouldn't expect the builder of a beautiful deck like this to use average treated wood. Dimensional Decking called their dealer to specifr the treated wood they prefer: DuraPine@ Outdoor Wood@ by Cox.

o'DuraPine is the best treated wood on the market because it is dried after treatment," says Ron Piurkoski of Dimensional Decking. "For the owners, the deck is easier to take care of, and it will keep looking good for a long time. With normal maintenance, they can expect good longevity from the wood."

(Dimcnsinnal Deching, cttstom deck dcsign/buildcrs, Ral,eigh, N C. )

Dimersional Decking buys DuraPineftom Capitol City Lumber Company, where they stock DrraPine Outdmr Wood exclusively. "Most other treated wood is not dried afterteatment so the customeris left with awet wood," says Ed Nicholson of Capitol City. "With DraPine's re-drying, you can stain or paint right away. Ourstore prides itself on selling the best products, and DuraPine is forcustomers who want the best." (Capinl Ciry htmlxr Compo,ny, RnleiSh NC.)

DuraPine Outdoor Wood retains its dimerniors, because it's alreadv d.y.Th" warying, cupping and splitnng associated with conventional ne*ed lunrber are gready reduced. Carpenters prefer DuraPine because it's easierto wor* with than conventional wet treated lumber.

Plus, Wolman@ EXTRA@ water repellent is buih into DuraPine

Outdoor Wood! k repels water and keeps projects looking great for years with normal maintenance.

Builders prefer DuraPine Outdoor Wood by Cox. Join the Cox team and find out what it's like to stock the most respected ueated products in the business. Our dealer service and support are second to none.

EIfin satr

PUBU$IER David

EDIKIRS D*dr q|rd|, Gago M.lcmoy Afrf qREgfOR MatfiaEndy STAFFAFIST ilatyscd qmtf,AlFllChdy$t ontirSa;gftlyprdododanCmu*nAtsnpmdnOinanymannrwilnnrtiil€npcrnhio. AlHdtsRsntod etrtgPtod6UodErcmtilyhrdblrddbL

SUBSCR]FI|oI|S U.S.: gtcreyaar;0it.tyoyeaIs;$s$thnopas. foaigri:oneyoalqry-!l_4!!!f hU.S.trnrbsrtco{fr|s(hcllaico'3Sl. Ollrcqribs'las- Atrabs .b, ilit H.. sh6 coiles+s; h* ssgeli.so *en anlatite, Xs {iml-u. iHtrcE_ oF,ADm€ss^ seid attdrss tabol ftm loconl issr t-ode' an adtu F +..d sut-ou16 pnOilrfrs rir*sr s nu*roo minrny a rso cqm'n., *. rd, nport Bdl c.. clto' fl{ Etn, FAx 7ltls9lby-Ottlltlc.lt r b il idePtl O*tyon*p,U"ri.nlorUremjr,*rorosareurO'CrrrU,mnBtnSolheqFrattdrytt.tocerfr_mafi*h13P{ym* ?qp1t11!gfl3lrvqF-9oY.3l1gt

KDAT? DEAN!

For pressureteated wood frtds hlndded iler feafinent call Dean Lumber Co.

The gente conditbning of our sneam dry kilns yidlds exceptional plgducb sudl as Dean Dedq Dricono fire rchtdant feated wood, Ontdooro wood, Wolmanizedo Extra" lumber, and fieated speciallies.

SUPPORT

Support is an area where Dimensions excels! With the highest ratio of support people to customers in the industry, Dimensions is available 24 hours a day,7 days a week! IBM on-site support is always included and is the most cost effective on the market.

TRAINING

Hiller TRAINING MANAGER

We want to see you get the most out of your Dimensions system and the best way to do that is through training. We provide local advanced training classes throughout the United States, classroom training monthly and a national Users' Conference every year.

years

Nancy Zimmerman SUPPORT MANAGER

. Member of a familyowned lumber business

. System Manager of a lumber yard Dimensions' employee for 9 vears

Bruce

. Lumber yard Controller for l7

. Dimensions'employee for 5 years MBA

EDITORIAL

Uncovering Myth America

The idea that most small businesses fail in their first few years is not true, according to a recent study apparently debunking one of America's cherished business myths.

We hope the study will induce many more would-be entrepreneurs to make the big jump to business owner. A proud part of this industry today is the high number of successful small retailers. wholesalers and distributors. It is nothing less than the American Dream come true. The new Dun & Bradstreet study indicates these dreams can continue to become reality well into the next century.

D&B investigated the notion that two out of three U.S. businesses fail in their first year and four out of five within five years. We've heard even higher failure rates quoted as gospel for years. What they found in their study of over 800,000 small businesses was very different from the rnyth. After eight years, more than TOVo were still alive and kicking. Also, most owners ceased operations voluntarily, not because they couldn't pay their bills and were being hounded by creditors. The D&B study covered businesses started

in 1985, charting their progress through March, 1994.

Besides deterring employees from becoming business owners, the failure falsehood has made it more difficult for small business to raise capital. If lenders believe most start-ups will fail in five years, why advance them money? If a small business at tluee or four years needs additional capital, why lend it if the repayment odds appear small? Thus the misconception of fragility and low life expectancy handicaps businesses in their quest to survive and remain profitable.

Many people dream of starting their own business, but the myths of failure scare them. We hope these new figurcs give people heart to try it on their own. Lord knows, there are enough difficulties in business without worrying over false statistics.

Currently, we see wholesalers buying from fewer mills and other manufacturers. Wholesalers have fewer retailers as potential customers. A few more players in the game could well be a good thing for all concerned.

TROY, ID - After an 18 month bout with log shortages, Idaho Cedar Sales is again able to manufacture enough red cedar split rail fencing to meet demand for premium quality stock. Mike Jacobs, VP, reports that, "In reeent years we shipped over 700 truckloads per year. But last year we were down to well under 300 due to log shortages created by misguided environmental efforts. "

Over the past six months, though, a number of area mills changed hands or closed, leaving much of their log supplies available to Idaho Cedar Sales. With full log yards and two shifu running steadily, the plant can ship promptly through the season. Idaho Cedar folks weren't sleeping during the cedar shortage, though. They launched North ldaho Split Rail, a new product made from dead standing pine timber. This pine split rail is CCA pressure treated and is particularly well suited to wet, humid climates where even cedar can fail. Costing some}O%o less than cedar, the new product is also ideal in "price competitive climates."

Whether you prefer cedar's beauty and natural durability or pressure treated pine's longevity at very sharp prices, Idaho Cedar Sales is ready to serve you with the nicest split rail made. For a free information packet, call Mike Jacobs

DAVIDCUTLEN publkhcr

oyalty

Understanding My Needs

When lwork with my Indiono Lumbermens Representoiive, I know he understonds my needs, He knows my business ond he works with me to help me secure the best coveroge possible, I con count on ILM's fosl, foir cloim service, Indiono Lumbermens is there working with me of the time of the sole ond in ihe evenl of o cloim. I know I con count on ILM!

Infinite Possibilities

You know to rely on the best Southern Pine dimension and outdoor products from Ner South' Inc. Now with 15 lines ind over 50 different products, you can purchase a complete line of specidty produca for all your customerr' most important projecs iust in time for the new season. From fencing and deck components to pattern stbck and mailbox kits, the opportunities for creating mastcrpieces with our expanded product line are limitless.

Produced with great pride at our newly remodeled and expanded remanufacturing facility,our top qualit'' products aie ready for you. Pleasecall us_for_a ftee cW 9j9g1_compreiensive and 1}*" detailbd Specialty Products Guide at l€0O3468675 ext.4l7.

New Soutb Inc. - we provide the building materials for a strong relationship with you.

1so3) l4tlzu Ftx3o42r4

Computer Hunting

How to bag the best retail software

QELECTING good L)retail software is not easy. A large percentage of retailers who install computer systems have to replace them. Sometimes the systems cannot grow along with the business. Usually, a system was chosen that could not do thejob properly.

"Don't become a retailing statistic," cautions computer consultant Robbie Brown. "I find a great many retailers who say they're on their third system. That's expensive - and painful. But it requires a 'lot of work if you're going to succeed."

A good system is more than a PC with a word processing program,

Story at a Glance

Main components needed for a retail computer system criteria for software selection

... how much will it all cost?

spreadsheet and a mailing list. According to Brown, it takes a far more complex system to run a store, including one or more computers, various types of software, and supporting peripheral devices (printers, scanners, point-of-sale devices).

The most visible components are the hardware. Computers come as

microprocessors or PCs (variety of speeds, but on the small side), miniprocessors, and main frames (large in size and largely dead on the retail level). Minis are true multiuser, multi-tasking computers that are faster in terms of crunching more data, but the differences between PCs and minis are becoming more and more blurred. "I don't think retailers should get hung up on mini vs. micro," Brown said. "But as a general rule of thumb, if you do $5-7 million, you're possibly a mini candidate. If you're over $10 million, you're a real solid candidate for a mini."

Other hardware considerations are speed and throughput, RAM (random access memory), and storage or disc drive (where the memory is stored). The amount of memory and storage required will be determined by how much data will be crunched - number of stores, transactions, volume sizes, number of SKUs. etc.

Point-of-sale devices include pro-

prietary cash registers, PC cash drawers, printers, ticket printers, scanners (to scan prices, take inventory, etc.), and portable data terminals (hand-held computers that receive product information that is later downloaded at a cash register or terminal).

The next component is the computer operating system, which tells the computer how to operate itself. Types of operating systems inclrtde Microsoft DOS, IBM's O/S2, pioprietary systems and UNIX. The increasingly popular LINIX is an "open system," meaning it will accommodate conlponents from many different manufacturers, adding flexibility. But the operating system you acquire will be determined by the hardware selected.

But, warned Brown, "when you decide to purchse a new system, don't go'out and look at computers. Focus your attention primarily on the software, on what information you need to run your business properly. The hardware and hardware platform will of necessity follow."

To have a fully functional system, you need multiple pieces of application software (financial, POS, merchandising). Financial systems may cover general ledger, accounts payable, accounts receivable, payroll, and financial reporting (providing

Hunting for Computer Software

(Continued from previous page)

monthly or annual profit/loss statements and balance sheets). Be certain the program conforms to generally accepted accounting principles and have your accountant review the package.

Point-of-sale software resides on

the cash register or PC cash drawer to collect data about sales, returns and lay-a-ways; handle non-sales transactions such as transfers and receipt confirmation, and facilitate credit or charge card sales. It may also have some inventory look-up, barcode scanning and item or price look-up capabilities.

"POS is very important. It must be

good and accurate," said Brown. "But you typically do not make the decision of what system to buy based on POS software, because most available software for POS is good and it is not the complex end. The complex end is the host or primary system. Typically you're going to make the decision on what software to buy based upon the host system, the merchandising side of it."

1 . Support - What are the vendor's hours of operation? Is emergency help available?

? . StaUitity of Vendor - Has the provider been around for some time? Is the vendor respected in the industry as a leader in solutions for your type ofbusiness? Is the vendor financially sound?

3 Equipment - Does the software run on hardware that is industry standard, as well as readily available and serviceable?

{ Suitability of Software - Even though there are many packages available for your industry, your business is different from the one down the street, and Software Package A may be a little better fit than Software Package B.

5 . Hardware Maintenance - Is service available when you need it', by an organization with the resources to get to your location in a timely fashion? Are you tied to one service organization or are there options?

L . Commitment to Research & Development - Computers are quickly changing the world. Are the changes taking place being made available to you on a timely basis?

? References - You must talkto others who are using the product. Not only will you get an idea of the suitability for your purpose, you will also hear about what you can expect in the way ofsupport.

A . Training - Your system will only be as good as your ability to learn it. Make sure there's a well-defined, proven curriculum to get you offon the right foot.

I . Advanced Training - No matter how well you gftlsp the system in the first few months of training, today's computer systems offer levels of sophistication that take months and years to master. Plan on it and make sure your vendor takes an interest in seeing that advanced haining classes are offered.

10 . Knowledge of Industry - It's not keeping up with technology, but keeping up with what's important in the industry that's important. Technology must be applied to this industry, and only those who live it day in and day out will know where to place their resources for research, development and training.

- By Randy Fais President Dimensions, Inc.

The host or primary merchandising system is the core software that retailers should concentrate on. Functions include sales audits (purify and splir data from various sources and send it where it's supposed to go); purchase order management (creation, modification, cancellation, purchase order reports); sales analysis at the item (SKU), class (department), and vendor level; inventory at the item, class and vendor level; transfers; price changes; warehouse distribution and tracking; stock replenishment, and open-to-buy.

Brown said the open-to-buy function is not always included on systems but should be. "It's very important but very misunderstood," he explained. "It tells you how much inventory is needed to support expected sales and turns. It's your checkbook." He thinks many available open-to-buy programs are inferior because they werc developed by programmers not retailers. He suggests asking if retailers developed the sofr ware.

Common options are customer marketing (to track sales by customers from POS for direct marketing purposes), report generator, wholesale order entry (internal electronic catalog), stock ledger, returns to vendor, and self diagnostics program (recommends courses of action).

Sometimes all the systems may be integrated and sold together. "Wherever possible, buy a turnkey system, where you're buying everything from one house, the hardware, software, POS, host, financials, modems," suggested Brown, who knows many retailers with components from differcnt vendors. "When there's a problem, the vendon blame each other. In a turnkey purchase, you call one person. The trade-off is buying turnkey is usually from people who sell larger, better but more expensive systems."

If components must be purchased from various vendors, address during contract negotiations what happens if

everyone says it's not his fault. What do computer systems cost?

"That's like asking how much do shoes cost," said Brown. "It depends! Are you putting a black and white tv in a one-room house, or color, large screen, stereo tvs in a l2-room house? Software only could start as low as $10,000 or go to over $100,000."

Software prices are determined by:

(1) The sophistication of reporting that the company needs. Do you require sophisticated or bare bones information?

(2) Company's size (sales volume, number of stores, number of users, number of SKUs).

(3) Software elements required.

(4) Quality of the software.

(5) Hardware platform supporting the selected software.

(6) How much is bundled vs. how much is optional or extra.

(7) Level of software integration.

As a general rule, the cheaper the software, the less integration. Nonintegrated systems have components that are not connected. There is no flow-through of data, so multiple rekeying of information is required. Interfaced systems are connected, but data must be sent manually, not automatically. In fully integrated systems, the data flows all the way through basically without you doing anything. For example, after a shipment is received, keying that information into a fully-integrated computer would: relieve on-order, update open-to-buy, update on-hand, and set up a payable in the accounts payable system.

Retailers should evaluate the software companies as well as the software. You're buying a business partner. Compare software vendors on financial strength, years in business, stability of top management, level of research and development (how often updates are released), number of customers and installations. documenta-

tion, user group meetings, customer support staff, days and hours of customer support, their physical facilities, quality of other users, and people chemistry (do you get along with them?).

You cannot learn what you need to know about a vendor and software from a brochure. Visit the vendor for a day or two. As a less desirable alternative. a salesman can call on you and provide a demo disc. Yet a disc only allows you to look at what the company wants you to look at.

When you have narrowed the field to a small number of possible vendors, talk to other retailers running their software. "Unfortunately, if people have a problem due to bad implementation or operation, they tend to say it's bad software," said Brown.

Finally, when analyzing systems, look ahead five years. Configure a system for future growth.

- Information in this article is in part from the instructional video "How to Select Computer Software for Retailers." A brochure on the entire l2-part series is free from R.L. Brown & Associates, Box 2563, East Peoria, Il. 61611; (309) 6983728.

L . Management commitment

E. Get professional help - seek advice from a Consultant or someone else who doesn't have an ax to grind

3. Calculate systempayback

- Will sales go up? Will average inventory go down?

q . Define reporting and system requirements on paper

5 Build software and hard= ware company evaluation documents - compile a grading sheet

b . Narrow software target companies - get down to three to five valid candidates

7 . Complete vendor site visits or view demo programs

A' Review hardware options

I . Get hardware and softwaxe quotations

10. Make final selection based upon the cost/benefit relationship

- Robbie Brown R.L. Brown &

Associates

The h-arge fgt private label credit cards

EIOR RETAILERS, private label

I-'credit cards have their privileges: custom cardholders shop at your store more often, spend more per visit, have a better opinion of your store, and receive monthly communications from vou.

But for home centers, the advantages are even more dramatic. According to a survey by G.E. Capital, while cardholders spend $21.90 more per visit at depart- -i ment stores than non-cardholders, they spend $89.30 more per : visit at home improvement stores and $266 more annually.

While some retailers run their programs themselves, there are specialized companies that handle everything for them, including credit, collections, customer service, statement and plastic processing, and marketing services. Such companies formulate a program custom designed to reflect the image of your store and include payment programs that meet your and your customers' needs.

David Kratoville, National City Card Services, which last year began a card program for Wickes Lumber Co., said, "I think very highly of the home center industry credit card customer. In most cases, it is a stable customer, who's a homeowner or business owner and tends to buy things that hold their value over time. In the electronics or apparel industry, it's a younger buyer who wants trendy or faddy items, the latest stereo or a different cut of blue jeans. You don't run out and buy a law.n mower each year when the new models come out. They are credit-worthy customers

who make good-sized purchases." Payment terms on private label cards are comparable to Mastercard's and Visa's, but the interest rates are a little higher because: (l) the average balance on a bank card is $1,500 to $5,000; the retail card averages $150 to $800, resulting in a smaller bal anc e.

of money," said Kevin Doyle, Shoppers Charge. 'Try giving a percentage off at the point-of-sale. Or deferred billing, special events for cardholders or frequent buyer points towards free gifu or discounts. Set up a little table and hand out bottles of Coca-Cola to those who sign up. That costs next to nothing."

When Wickes Lumber began is program, employees were the first ones to receive the new cards, allowing them to experience the pro$am first-hand, so they could provide personal testimonies to customers.

And, (2) custom cards have distinctly higher approval rates and loan loss rates.

"The program itself is much like handling Mastercard and Visa," Kratoville said. "The only real difference is that for private label cards the store has to be involved in opening up accounts and getting applications to us."

Perhaps the most simple technique is the "take-one" application. On their own initiative, customers pick one up from a literature holder, fill the card out and send it postage-paid to the credit card company.

Recruitment efforts are more effective when the retailers offer incentives to sign up. "If you truly believe that the program will increase customer loyalty, store traffic and sales, you should be willing to spend a little bit

Advantages of Private Label Credit Cards

o Provides a line ofcredit for purchases made only in the retailer's store.

r Increases a customer's buying power, making large purchases affordable.

o Offers the convenience of an alternative means of payment,

. Improves a customer's perception of the store.

o Creates new opportunities for marketing directly to the customer base.

r Produces regular contact with customers through monthly statements.

o Provides detailed marketing information about customers and their spending habits; allows the retailer to identifv and know who is the customer.

Unfortunately for the small business owners, private label ,i card firms prefer to deal with larger home centers. The card companies eiun a p€rcentage on each charge, so the fewer and smaller the purchases, the less money they make. "hobably only about the top 50 home centers really quali$ for our program," said National City's Kratoville. "Our reason for being in business is we want to lend money, and we find it best to do it in chunks of $5 million. So, we want to do business with those with $100 million or more in annual sales volume."

"Typically we want stores that have $5 million to $l0O million in annual sales," said Shoppers Charge's Doyle. "But there are companies that do it themselves. There are a lot of credit management system software packages available. Itjust works ber ter if they leave it to experts. Plus, they save all the money and time."

But, no matter whal he said, check out the possibility of your own card. Notes Doyle: "If you walk into a mall and the only credit card you have is for J.C. Penney's, the first store you would walk into would be J.C. Penney's."

Story at a Glance

Introducing your own private label credit card how big do you have to be?

Louisville to Longview, Norfolk to Nashville, DMS+ Business Management Software is Your Profit Building Partner.

f veryday these 17 Southern wholesale distributors of Lbuilding materials, lumber and millwork, and 123 others throughout North America, reap the benefits of the most advanced, best supported business management software available. DMSI's DMS+ system. Since 1 976, DMS+ has been helping wholesale distributors of building materials reduce costs, improve customer service and simplify their business. In short, DMSI can make you leaner, more profitable and more competitive.

Reduce Overhead

d Truck routing and loading system that reduces travel time in warehouse, gets trucks loaded faster and more accurately and bills the route in a fraction of the normal invoicing time.

d Production Scheduling by department with the ability to see future workloads based on ooen shoo orders. Reduces overtime and missed deliveries.

For a faster response, you can fax a copy of this ad to 402/330-6737. City, St, zip

lmprove Profitability

d Interactive margin control lets sales staff know when they're selling an item at too low a gross margin, and puts the order on Price Hold.

d Suggested Purchase Orders will reduce stock-outs and resulting lost sales, lower carrying costs, and save buyer's time.

d d a

Better Customer Service

Fully integrated EDI capabilities for your customers and vendors who use, and want you to use, EDl. Automatic backorder filling -- oldest orders first. Fax priced acknowledgements from your terminal while on the phone with the customer.

These are just a few of the capabilities the DMS+ system offers wholesale building material distributors. Our exclusive commitment to wholesale building material distribution lets us focus on making distributors leaner, more profitable and more competitive.

We'd appreciate the opportunity to show you how we can help your business. To learn more about the DMS+ system and how it will improve your bottom line, please call KC Carroll at4O2/33O-6620.

Wm. Cameron & Co. Dallas

Buff inoton Corooration - Monroe

Commonwealth Wood ,/ Preservers Hampton

Golumn repair vs. replacement

THE COLUMNS across the front of the house are I. beginning to look a little ragged. The paint is chipping, a few are beginning to rot at the base. The homeowner wants to know if he can repair them or if he'll be forced to replace one or all of the columns.

Where do you draw the line between repairing and replacing columns? The first consideration is the average lifespan of a column - and if it is still under warranty. "It varies, depending on who manufactured the column. how it was constructed, how it was installed," says Mel Fuller. Melton Classics. Lawrenceville, Ga. "Most good architectural columns are guaranteed for l0 years. Stock house columns will last anywhere from nine months to 90 years, depending on how well you take care of it."

Life expectancy "varies with location, protection and how it was installed and painted," agrees Ken Hendricks, Henderson, Black & Greene, Troy, Al.

Ventilation is the most critical factor in how long a column will last. "The biggest problem is ventilation, as far as whether it will split or rot out," Fuller says. "Moisture is a column's Number One enemy. Good ventilation equalizes the moisture between the inside and the outside of the column and doesn't let moisture build up. It forms a chimney-type effect, as if you blocked the top of the chimney."

"It must be ventilated when it's installed, so air can pass up through the shaft," Hendricks explains. "If the column was improperly installed or if a latex paint was used instead of an oilbase paint, rotting will be accelerated."

Unfortunately, many times people unwittingly plug up all the holes in a column during installation or painting. "If they're redwood columns, they will bleed, actually leaking tannic acid through the paint," Fuller says.

As a result, Melton Classics and other companies will only guarantee columns that are installed per

their instructions.

"Once the rot's gotten into the shaft, you should replace it, because it's gonna go eventually," Fuller warns. "Sometimes you can repair it. Sometimes you can replace just the pedestal. It's a judgment call."

Storv at a Glance

Advise d-ilyers when to repair or when to replace their columns importance of proper installation suggestions for maintenanoe.

If only the base is rotted, it may be easier just to install a synthetic replacement base. "Measurc around the shaft with a tape measure and divide by 3.la (pi) to get the size," Fuller advises. "You can get a polyurethane or fiberglass base, but make sure it's at least as tall as the old one so you don't come up short."

Instead of a replacement base, homeowners sometimes construct a small brick or concrete plinth below the shortened column. "But by the time you've done all that, the expense and time will probably be even greater (than for replacing the base)," Hendricks says.

For minimal rotting or splining, the affected area may be gouged or routed out and repaired with a wood filler.

In years past, a nice paint job provided good protection for columns, but, says Hendricks, "you can't protect wood any longer with paint. All the good stuffs been taken out of paintlead, linseed oil."

If the column must be painted and the paint won't stay on or tends to flake off, most likely the cause is moisture. The column must be ventilated, allowing 60 to 90 days to get the moisture out, and then repainted.

It may be possible to drill holes in the column and install "midget louvers," though this isn't a permanent fix since it is best to have airflow through the top of the cap.

Finally, the number of columns on a home may also be a factor in determining whether or not to replace them, since older custom columns may be difficult to match. "If the bonom foot is rotted out on one of 24 columns, you might try to match it as best you could. If two of four are rotten, you might replace them all," says Hendricks.

Future Stockl ffiffiffiffimffiffi tuWtu

TWO WAYS to ease the tight tim|. ber supply are using substitute species like radiata pine and using engineered wood products such as laminated veneer lumber. But some companies have taken these a step further... producing radiata LVL.

Radiata pine is a fast-growing softwood being grown in and harvested from plantations in New Zealand, Australia and Chile in increasing quantities. LVL is structural wood members composed of veneers lami-

Story at a Glance

Laminated veneer lumber may be the ideal finished product for radiata pine

New Zealand and Australia predict big growth.

nated to make a flitch from which specific-sized pieces can be trimmed.

Currently, only two companies are manufacturin g radiata LVL, Forwood Products in South Australia and Juken Nissho in New Zealand. Juken Nissho began LVL production in 1991 and has since expanded twice, more than doubled output and expects to add a third plant within five years. All of their LVL is now exported to Japan, where building codes have been changed to allow its use for structural applications. Both Juken Nissho and Forwood expect tremendous future growth in production and export area for radiata LVL.

Ken Dixon, New Zealand Radiata Pine Remanufacturers Association, said, "With a population of 3 million (in New Zealand), domestic demand is remaining fairly stable. We have to look to expand world markets. As well, we're moving away from the

commodity markets of the world to the value-added remanufactured markets. such as MDF and LVL."

The species and product seem a natural fit. LVL capitalizes on some of radiata pine's limitations, especially its lack of strength for many structural uses. Laminating radiata veneers vastly increases the wood's strength-to-weight ratio, even using lower quality logs. This is especially important as plantation owners, to improve cash florv, shorten harvesting cycles. Younger, smaller trees are not as dense, resulting in less structural grade lumber.

In addition, radiata pine typically features a generous distribution of knots. LVL eliminates natural wood defects by distributing them randomly throughout the finished product.

And, of course, peeling logs to produce LVL results in a higher yield of product than sawing it.

As a plus for existing mills, manufacturing LVL is very similar to manufacturing conventional plywood, facilitating conversion.

Durand Raute research on radiata LVL showed its strength to be nearly the same as that of spruce LVL. Australian tests indicated radiata LVL matched the consistency and

reliability of steel, an advantage over traditional sawn lumber with its many variations.

Unfortunately, resin is a vital and expensive ingredients of LVL production, and resin prices have been climbing sharply. Further increases could neutralize the advantages of LVL.

Nevertheless, many expect radiata pine and laminated veneer lumber to increasingly provide solutions to supply crises across the world, whether together or separately.

North American Production of Structural LVL (Actual and Projections to 2002)

NEIITS BRIEFS

Builder Marts of America (BMA) has closed Dallas, Tx., and Chicago,Il., regional offices

Parker's Do-it Center's 4th location is under constnrction in Jasper, Tx.; the 12,00Gsq. ft. store will open in late fall

F oxw o rth-Galbraith Lumber Co. held a grand reopening for its newly remodeled Kerrville, Tx., Building Project Center and began a major overhaul at its Waco, Tx., distribution center, including installation of new door mfg. equipment and expanded stock; FG, Truth or Consequences, N.M., donated a golf/utility cart with trailer to the Hot Springs High School athletic department

BMC West has acquired Stripling-B lake Lumbe4 Austin, Tx., including two stores in Austin, one in New Braunfels, Tx., truss plant and millwork plant; BMC West also finally blosed its purchase of Abilene Lwnber, Abilene, Tx., after many months of negotiations

Home Lumber & Hardware Co., Rosenberg, Tx., has opened its second Surplus and More storc in Angleton, Tx.

Scotty's, Winter Haven, Fl., opened an 82,000-sq. ft. replacement store in south I:keland, Fl., and unveils a 40,000-sq. ft. replacement unit in Bartow, Fl., this month; the chain is also teaming with Southern Truss Cos., West Palm Beach, Fl., to open several Technical Support and Design Centers throughout the state; as part of the agreement, Scotty's sold its Sanford Truss Plant, Sanford, Fl., to Southern Truss

Comanche Hotne Center, Lawton, Ok., has added a customdesigned crane delivery truck

Iaweb opened a 120,00Gsq. ft. store in Statesville, N.C., last month; expects to complete constnrction of a 150,00Gsq. ft. store in Conroe, Tx., in June; is building a Tyler, Tx., superstore to open in the fall; plans to build a $10 million, 150,000-sq. ft. store in Madisonville, Ky. (to open late '95larly'96); proposed a l?5,360 sq. ft. store in San Angelo, Tx., and a 101,287-sq. ft. store in Eni4 Ok. (where a 9,0(X) sq. ft. Lowe's lasted from 1985-87), and remodeled in Macon, Ga., adding 10,0(n sq.ft., udated service areas, additional rcgisters and a Tool World store-within-a-storc -

Lowe's sales for the 4th week of March totaled $148.4 million,ths greatest week of sales in company history surpassing last year's 3rd week of April by $11.6 million

Ridout Lumber's Fayetteville, Ar., Contractor Outlet is finishing its lumber sheds and warehouse area, anticipating a late spring opeilng...

M htmber has closed Palme$o and North Tampa, Fl., locations and begun construction on a Madisonville, Ky., unit across the street from a new loweb ...

Builde rs Warehous e Association, Conway, Ar., is down to six units after closing units in Mountain Home and Arkadelphia, Ar.

Gulf Stream Imber opened a rebar plant at is Bonita Springs, Fl., lumber yard; the co. already has rebar plants at its Jensen Beach and Boynton Beach, Fl., yards...

Lumbermart Building Centen Siloam Springs, Ar., has been acquired by Bison Group ftom Sirnrnons Poultry Farmsi Thad HaRnao project mgr. ...

Home Depot opened stores last month in Oakland Park, Fl., and Austin, Tx.; broke ground for a 162,748-q. ft. unit to replace its 90,00Gsq. ft. store in Jacksonville, Fl.; negotiated to acquire land off Sidney Marcus Blvd. to relocate its Piedmont Rd. store in Atlanta Ga.; proposed a 130,000 sq. ft. store in Gadmd (Dallas), Tx.; had a decision on a new store in Clarendon, VN., delayed again, after nearly l-lf2 yeans and thrce design overhauls, ad will build a 160,00Gsq. ft. storc in Conyers, Ga, to co-archor with a Z)3,fiX! sq. ft. Wal-Mart in the 54-acre Conyers Plaz4 plmned as the scond largest non-mall shopping center in the state

Home Depot begins constnrction this month on a $70 millisn, 1.4 million-sq. ft. international distribution center ia $avrnnah, Ga, to open in late 1996; Savar nah was chosen over Charleston, S.C., after Georgia vowed to spend $156 million to upgrade the state's ports

Jancs Rivcr Corp., Richmn4 Va., has opened a SYP sawmill, MidSowh Innber Co., Meridian, Ms.; Frank Rumlen gen. mgr.; Naman White, salas mgr. ...

Flcnblc Prdulrs Co., Mariera, Ga., has acquired Abisko Manufacuring, Tormto, CaDada

Linden Lumber Co., Linden, Al., has prchased md renovated Georgia-Paciftc's hardwood sawmill operations in Thomasville, Al., including several million bd. ft. of red and white oak logs and lumber...

Palmer & CaylCarswell, Savamah, G'4, has op@d a new ofEce in Richm4 Va

USG Corp. subsidiary USG Interiors is investing $45 million to expand capacity at its Creenville, Ms., Auratone ceiling tile Pht...

Houshg fiorts in Itrtilch flatest figs.) fell to ttc lowest bvel in two years, reaching a scasmally adjustod annual rarc of l2l millim; single-family sEts slid6ft, mltifamily plungd 15.3%.

T]|I POUIR

BT]|IIID T1|T PRODUTTS

0ur four mills haue the manufacturing muscte to produce the mang products gou need: modern facitities equipped uilh compulers and electronic lechnotogg t0 ensure lhe highest product qualitg.

Uhen gou uant lhe best al the righl price. catl Bean first for radius edge decking. treated ptguood. dog eared fencinq. laltice. mail box kits. deco-posts and hand rail batuslers. picnic tables. fiolhic lop fence posts. slair stringers. patio squares. bench supporls for decks. french Gothic and Golhic lx4 fencing in 4' and 6' Iandscape timbers.

llje produce ouer ll0 mittion board feet of lreated foresl products annuattu. ptus an addilional 170 mittion board feel of unlreated. fldditionattU. ue haue a complete line of soulhern pine dimension in atl three grades.

Backed up bg lhe Bean Team. our staff 0f lrained professionals makes cerlain gou get the ueru best in seruice as r.ue|.[ as producls. Our companu fleel of 200 trucks uilt speed Uour order to gou. from coast-lo-coast or in -betureen.

furnber Io9 Speciclties Cc.

Sidney Springfield, Plant Manager

Duane Wilkins. Pressman

Brian Mason, Sliner Operator

CALENDAR

Listings are often submitted months in advance. Always verify dates atd lncations with sponsor before naking plarrs to attend-

MAY

Eardwood Plywood & Veneer Associetion - May 10-13' spring convention, Naples, Fl.

Greater Houston Lumber & BuilditrS Mrtcrirls Ihelers Asso' ciation - May ll, annual barbecue and meering, Houston, Tx-

China Construction Show - Mey 11-15, Shanghai, China

Lumbermen's Club of Menphis - May 15, golf, Farmingion Country Club, Memphis, Tn.

Houston Hoo-Eoo Club - May 15, golf, Pinecrcst Golf Club' Houston, Tx.

National Hardwood Lumber Association - May 15, predryer seminar, Memphis, Tn.

Lumber Tag Specialties has over 20 years experience in the lumber industry, and a combined 50 years experience in the tag, label and film printing industries. We provide a complete line of solutions for demanding tag and label applications. From printers and ribbons to high strength mission - critical tag atrd label stock, Lumber Tag Specialties can provide the right solution for all your labeling needs. Lumber Tag Specialties, 1233O Knigge Cemetery Rd. Suite G, Cypress, TX. 77429 Toll free (800)77G0984 (7 I 3)469-3838-Fax(7 I 3X69-4O41.

Circle No. 1 11 on p. 46

Carolinas-Tennessee Building Mlterid Associetion - Mey 17' safety program, Greenville, N.C.; Mey 23, OSHA compliance workshop, Charlone, N.C.

Asian International Hardwere & Eousewares Expositioni0tray l7-20,World Trade Center, Singapore.

Ilebitech '95 - May 17-211, show, Apparel Mart, Atlanta Ga

Hardwood Researcl Council -lvley 17-20, annual symposium' High Hampton Inn, Cashiers, N.C.

Soutbeastem Lumbcr Manufacfiuers AssocistiDn - Mey l& 19, CAA, OSHA and EPA workshop/area meeting, Chattanooga, Tn. March E,area meeting, Hot Springs, Ar.

National Sash & Door Jobbers Ass(xirtion - Mey l&21, top management meeting, Rancho Mirage, Ca

Cotter & Co. - May 1923, market, St. Louis, Mo.

Kentucky Lumbcr & Building Msterirl Dcelers AssocietionMay 2l}.2l, auction, Big Burley Bam f2, Carrollton, Ky.

FOllSonUllEES

FOlLSonUllEES o Phtr |? WA]{TED.nd t taw ilTEDrad...:lllrrc ilrHt zoFFcovEnFm

HWI - May 20-23, market, Indianapolis, In.

trlorida Wood C,ouncil -tvby fu21i, mill rip, Portland' Or.

Anerican l{ood Preserrers' Associetion - Mey 21'Z' annual me-Jing, New York, N.Y.

Kitchen Cabinet Menufecturcrs Associetion - l/Iey 2l'4, annual convention, Marrion, Marco Island, Fl.

Riabitat - May 2+2t, remodeling show, Genoa, Italy

Ligne Hannover - Mey 2&30' show, Hannover, Gcrmany.

Moore-Eandley Inc. - May 27'8, buying show, Opryland Hotel, Nashville, Tn.

Osska Building Material Show - Mry 3l-June l, Osaka, Japan.

JT]NE

Mid-America Lumbermens Asscirtion - June 2, golf' Coffee Creek Golf Course, Edmond, Ok.

Our Own Hardware Co. - Junc $5, show, Minneapolis' Mn.

North Americen Wholesele Lumbcr Associetion - June 4'9' management scminar, University of Va-, Chadoucsville' Va-

Interbuild Ausbalia '95 - June 4-7, Sy&rcy, Australia.

Carolinas-Tennessee Building Materiel Associetitn - June 6' 7, driving course, Charlotte, N.C.

Forest Produc'ts Machinery & Equipmcnt Expcition - June E-10, Georgia World Congrcss Center, Atlanta Ga

Nationd Oak Flooring Manufscturerst Associetion - June 911, mid-year meeting, longboat Key Club, Longboat Key, Fl.

Carolinas-Tennesltee Building Matcrid Associetion - June 15-18, summer conference, Pinehurst, N.C.

Florida Lumber & Building Material l)eders Associrrtionhtne2L25, management retreat, Ponte Vedra Beach, Fl.

G-P Speeds Restructuring In Southeast

Accelerating the restructuring of its Building Products Distribution Division, Georgia-Pacific has begun reconfiguring its sales and logistics operations in Florida and parts of Georgia, South Carolina and Alabama, beginning with a major warehousing and delivery operation in Jacksonville. Fl.

The Jacksonville facility will be

Officials Preview Disasters

ilhe building products most severely damaged by natural disasters may not be faulty products - they may just have been installed improperly.

To illustrate, Celotex recently host-

supported by additional warehousing and delivery operations at Miami, Pensacola and Tampa, Fl., and Charleston, S.C. The reconfiguration, to be completed by mid-1996, is patterned after a prototype sales and logistics concept now operating in other parts of the South, including a state-of-the-art sales center that opened in February in Atlanta, Ga.

ed a conference to familiarize Hurricane Andrew-area Florida building code and licensing officials with specifications for installation of asphalt roofing shingles.

Officials witnessed tests of durability, resiliency and uv resistance on various products, including a specially designed wind test to measure shingles' holding power. A 475hp, V-8 engine drove a propeller to provide 110 mph sustaining winds, then water was added to further "torture" the shingles.

zr MAN-MADE HURRICANE: Building offi- V cials from west-central Florida look 6n as a shingle installation is sublect to the equivalent of the wind-driven rain experienced during a hunicane.

Dried Incense Cedar

Ideal for sinele and mulitifamily construction

CedarProo Rabbeted Bevel Siding creafes strong horizontal lines and shadows which enhance a wide range ofarchitectural styles. The rabbeted lut edge fitakes this pattern selGaligring for easy installation.

Milled from kilndried Ineense Cedar, CedarPro Rabbeted Bevel Siding is the most uniformly milled and most beautifully cElecEd to look gr€at with eitrcr tnnsparent or opaque finisbes. Cefu*ru

Sales for the new area will also be based at Atlanta. with the five warehouse/delivery operations covering a market area currently served by distribution centers at Charleston and Columbia, S.C.; Fort Myers, Jacksonville, Miami, Orlando, Pensacola, West Palm Beach. Tallahassee and Tampa, Fl., Mobile, Al., and Savannah, Ga. Except for the cities in the new configuration, facilities in these market areas eventuallv will close.

Yard Sutfers 2 Fires In 2 Days

Builders Supply Co., Lancaster, S.C., is "back to business as usual" after surviving two separate fires that started hours apart.

Within days of the Feb. l7 blaze that claimed $250,000 in plywood and studs, the firm had replenished its stock and reopened. The fire broke out under the overhang of a warehouse. It took more than 100 firefighters nearly 35 hours to extinguish.

Authorities suspect arson. "Bundles of wood just don't catch fire by themselves." said chief Dennis Cole. "It was burning from one end to the other when the first trucks arrived." The previous night, just four hours before the wood caught fire, someone set fire to two forklifts. That fire was quickly extinguished.

mflkcs any fume a ttnffital?t hnbilfr,

SOUTHERN ASSOCIATION

Carolinas-Tennessee Building Material Association will hold its summer membership meeting June l5-18 at the Pinehurst Resort. Pinehurst, N.C.

In addition to golf and other activities, Jack Nunn will conduct a "Managing for Profits" workshop, National Lumber & Building Material Dealers Association's Cheryl Bann will speak on "Managing for Excellence," and leading distributors and buying groups will address "Building Material Distribution: How Is It Changing? Where Is It Going?"

Kentucky Lumber & Building Material Dealers Association executive

Gene Mueller attended the National Lumber & Building Material Dealers Association legislative conference March ll-14 in Washington, D.C., along with dealers Don Hellmann, Hellmann Lumber Co.; Gerald Boland, Boland-Maloney Lumber Co.; Steve Kelly, Kelly Bros. Lumber Co.. and Charles McWhorter, Clay Building Supply.

Bill Darling conducted KLBMDAsponsored seminars in March on blueprint reading and residential framing and lumber estimating. Blueprint students: Diane Bell, Dawn McNichol and Karen Reecer, Big River Lumber Co., Louisville; Mich Taylor, Home Lumber Co., Hazard; Paul Robertson, RBM Materials, Louisville, and Drew Fulkerson, Scott Heads and Paul West, Thriftway, Owensboro.

Estimating graduates: Bell, McNichol and Reecer, Big River; Fulkerson, Heads and West, Thriftway; Kate Probus, Cecilia Center, Elizabethtown; Ken Cooper, Farmers True Value Hardware, Grayson; Jeff Payton, Fugate Lumber Co., Madisonville; Jonathon Fleischman, Kight Lumber Co., Owensboro; Jacob Hibbs, Lawrenceburg Supply Co., Lawrenceburg, and Paul Robertson, RBM, Louisville.

Mid-America Lumbermens Association sponsored its first credit management workshop for Oklahoma dealers March 22. Attendees included Neal Ashby, T.H.

Rogers Lumber Co., Durant; Dell Gier, Home Lumber & Supply Co., Medford; Don Kennedy, T.H. Rogers, Edmond; Francoise Wass Bowe, Hughes Lumber Co., Tulsa; Robert Kirk, T.H. Rogers, Jay; Colleen Winfield, Kansas Building Supply, Kansas; Iva Gilreath and Steve House, T.H. Rogers, McAlester; Steve Bryant and Cindy Farrill, Vernon Lewis Lumber Co., Collinsville; Debbie Culver, Mike Pritchard and K.C. Rothschopf, The Lumber Mart, Guymon; Jean Panon, T.H. Rogers, Nowata; Ruth Atherton and Donna Darling, Mill Creek Lumber & Supply, Tulsa; Teresa Jaubert and Jerri White, Pixley Lumber Co., Claremore; Rosemary Kelso, T.H. Rogers, Vinita; Richud Ryerson, Starr l,umber Co., Alva; Bob Thompson, Starr l,umber, Blackwell; Kelly Schnoebelen, Starr Lumber, Woodward; Henry Bockus, Gordon White Lumber Co., Oklahoma City; Kelton Buck, T.H. Rogers, Checotah; Rodney Richison, T.H. Rogers, Cleveland; Don Barnhill, T.H. Rogers, Hartshorne, and Mike Davis, T.H. Rogen, Wewoka.

During MLA's Skill Builder Week March 6-9 in Oklahoma City, Keith Kluis, Lumber Tech I, conducted basic maarid estimating, product knowledge and computer estimating courses.

Attendees: Raymond Roberts and Mark Brown, Oklahoma Home Centers, Guthrie; Keith Thomas, James "Red" Taylor and

(Continrcd on page 23)

In business since 1955, ]loorer tefrd UVood hoducts, Inc., istte prcmierfull-line prcssurcbeabr in ilorft Amedca. In addition, Hooverb fi rc rctadanfi bnillatiom arc licersed b a select gmup of licelseeteating plants

Hoover has had the sarp ftrcdcan owner$ip since lSXl and the same executiye Gam for overal yean $abilig and expedence assrrc fte indmtn/s mrt efhcliue products and $pport.

[tt'S FACE 1T.... The Lumber ond your operoting costs to distinguish yourself from the competition, Success todoy relies on mointoining ond exponding your customer bose by selling the right inventory, of the right time, ot the right price,

To top it off, the lumber morket is volotile, ond prices chonge every doy, You con't be cought with too much inventory when the mqrket price drops, Or too little; your customer moy drop you for the competition,

At the end of the doy, you wont to hove more in the bonk thon vou storted with,

We solute those of you with these issues under control ond wish you continued success, Buf

WHEil... You wont to monoge events thot seem to be out of your control,

WHEil... Some of your business is with controctors,

WHEil... You do window ond door fobricotion,

Software lhat Knows llmhr And Buildins Matedals. like You.

How to get free publicity

by Kay Borden

wallpaper. It's best to pick someone who knows little or nothing about the task. If they have questions, so will an editor. Writing software can be a big help but it can't check for completeness. Don't leave infonnation holes.

( 5 ) Too Technical. Use the term "light dimmer" instead of "rheostat" in your piece about interior lighting tips. Use the word "beam" instead of 'Joist." Assume the reader knows nothing about the subject. If you have to use technical terms, give a brief explanation. If your home safety article suggests ground fault intemrpt outlets for kitchens, baths and outdoon, make sure you explain they are designed to prevent electrocution by automatically breaking the path of the current when there is a power suge.

( 6 ) Writing Sg le Unsuitable. Read several issues of the publications you want to target. Pay attention to the "mood" of the material. Slant your material appropriarcly. Style also refers to mechanics like capitalization and abbreviations. Your material gets a thumbs up if it doesn't need "editing for style."

( 7 ) Incorrect Fomat At the top of the first page of news releases, editors expect to see a contact name and telephone number, a date it may be published (use "For Immediate Release" if appropriate), the words "News Release" centered, and a headline. Submit no more than two pages, typed double spaced, and repeat the contact name and phone on the second page along with "Page 2 of 2" - pages can get separated in a busy newsr@m. Center the number (30) after the last sentence to signd the end of the story.

rnIIE, SECRET to getting a free plug in the newspaper is f. 1t; ctrange your thinking slightly and (2) give the editor valuable information.

With free publicity as your goal, begin thinking about information others need or want that you're willing to share. You know more about home and building products than anyone who's not in the business. You're an expert, so put that expertise to work. Jot down questions most often asked by your customers and then develop your answers into news stories.

Here are the top ten reasons business news releases wind up in the trash:

( 1) Reads Like Advertising. The media wants news not advertising. Either pay for the space or begin thinking about your business from a nelts perspective. Avoid the temptation to boast of the largest selection of power tools in the area; pick one unusual tool and explain why it makes completion of a task easier or faster, or how it can produce better results.

(2) Inappropriate Subject Matter. You wouldn't suggest a do-it-yourselfer paint the exterior of his home with interior paint. Don't send an article for customizing the baby's room to a newspaper serving a retirement community.

( 3 ) Poorly Written. You can write better than you think when it's about something you know well' If you have a computer, use one of the many writing improvement software packages. Make sure to buy one that includes a spelling, grammar and punctuation checker'

(4) Not Enough Information. Let a friend whom you can trust to be honest read a release about your most unusual request, or how to install gas logs, or how to hang

( 8 ) Poorly Timed. An editor is unlikely to run an article on leaking roofs during the driest spring on record.

Story at a Glance

Secrets to getting your company in the news ... 10 fatal erors of writlng rcleases.

Plan early for releases that can be tied to annual activities, events and holidays. Call the publication in advance and ask about deadlines for submissions.

( 9 ) Tm Long or Too Short Ten-page news releases go from mail box to trash can with barely a glance (see Fatal Error #7). Write about one subject, or one part of a subject, and cram as much information as possible into one or two pages.

(10) Uninteresting. Say something. Rambling, pointless material to "please the boss" won't be publisbed. All news contains at least one of the following: timeliness, proximity, conflict, prominence, economic conditions, cultural significance, sex and romance, and novelty. Combining two or more news elemens bolsters news value.

Editors are busy and look for any excuse to throw away your material. By removing the l0 most common excuses, you greatly improve your odds of making it into print-

- Bordcn is aathor of the book "Bulletproof News Rcleases," $16.95 plus $2.50 shipping from Franklin-Saneu Publishcrs, 3761 Vineyard Trace, Marietta, Ga. 30062; (800) 444-2524.

Association News

( Continued from page 20)

Clendon Harvey, T.H. Rogers, Duncan; Bruce Wilson, Valley Lumber Co., Tonkawa; Kevin McKaskle, T.H. Rogers, Fletcher; Sally Cooke, Roy T. Hoke Lumber Co., Stillwater; Scott South, Hughes Lumber, Bartlesville; Rodney Richison, T.H. Rogers, Cleveland; Mike Andrews, Andrews Construction, Kingfisher; Emmitt Metcalf, Hughes Lumber, Muskogee; Howard Dickens, Hughes Lumber Co., Owasso; Chris Pritchard, T.H. Rogers, Bristow; Steve Sumpter and Del Underwood, Hughes Lumber, Ponca City; Ken Baker and Tom Fleenor, Hughes Lumber, Stillwater; Brad Winkler, T.H. Rogers, Hobart; Charles Lupton, Buford White Lumber Co., Shawnee.

Mississippi Building Material Dealers Association's 69th annual convention and trade show was its best attended in many years. The March 16-18 conclave in Biloxi attracted 557 registrants. with 64 exhibitors at 82 booths.

Elected were president Ken Morris, Phillips Lumber & Home Center, Canton; lst v.p. Dale Joiner, Joiner Building Supply, Carthage; 2nd v.p. Joe Alexander, Alexander Building Supply, Bay Springs; national board member Kenneth Breland. Breland Building Supply, Philadelphia, and alternate national board member

Wayne Banks, Simpson, Stepp & Lott Lumber Co., Greenwood.

Executive committee: Nancy Irby, R.E. Irby Co., Durant; Tom Wiggins, Cash & Carry Building Supply, Columbus; Julia Banks, Simpson, Stepp & L,ott; James Burnett, Mid-South Lumber & Supply, Vicksburg; Ken Cavin, Stahlman Lumber Co., Natchez. and Breland.

North district directors: Bill Gould. Hernando Lumber & Millwork. Hernando; Max Johnson, Nu-Way Cash & Carry, Eupora; Wesley Thomas, Grenada Wholesale Lumber, Grenada; Ierry Yeazey, Yeazey Lumber Co., Senatobia; Stuart Fincher, Greenwood Lumber Co., Greenwood; John Letchworth, Ferretti Building Materials, Shelby; Jeff Box, Simpson, Stepp & Lott; Lee Nabors, Houston Building Supply, Houston; Mike Nabors, Phillips Building Supply, Grenada.

Central district directors: Andy Breland, Breland Building Supply; Joe Weston, Economy Lumber & Building Supply, Jackson; Carl Fountain, Fountain Ace Hardware, Forest; Dave Sherman. Greenville Lumber Co., Greenville; Barry Meeks, Scarborough Building Supply, Kosciusko; Billy McGivney, Servistar Home Center, Carthage; Wilmer Daws, Kemper County Farm & Building Supply, Dekalb; Larry Weston, Weston Lumber & Building Supply, Jackson; Horace Scott, Hometown Building Material Co., Meridian, Ms.

South district directors: Louis King, King Lumber & Materials, Bassfield; Joel Thoms, Builders Supply Co., Hattiesburg; Lary Loftin, City Salvage, Inc., Laurel; John Cloy, Port Gibson Hardware & Lumber, Port Gibson; Steve Ryals, Gateway Lumber & Supply, Wiggins; Mark Hines, Wheats Home & Building Center, Poplarville; Terry Moak, Builders Mart, Inc., Tylertown; Dee Simmons, Oliver Building Supply, Summit; Chuck Connell, Smith County Hardware & Supply, Taylorsville.

Advisory board: Charles Rogers, PrimeSource, Jackson; Tip Cole, Addison Corp., Jackson; Dick Simmons, Sunbelt Wholesale Supply, Jackson.

The mid-year board meeting is set for Aug. I l-12 in Vicksburg.

"Cluote" vof .n" MOnth

"No one ever went broke underestimating the intelligence of the American public."

-

H.L. Menken [1880-]es6l

Sunbelt designs, furnishes and er@ts rack supported warehouse buildings and freestanding building material storage racks nationally. Products include:

. Rack supported drlvethru warehouses and T-sheds.

. l-beam cantllever racks for lumber,

mlcro-lams, glulams and hiolst englneered products.

Pallet racks br sheet goods and palletlzed products.

Racks lor moldlngs, boards, and mlllwork.

Color-coded packagng, merchandising and price book system make G-P Accuchoice' fasteners a proven profit-builden

It's true: Accuchoice'fasteners are a proven profit-builder. Here's why. G-P surveys your area to determine what tools builders are using. Then we recommend the Accuchoice fasteners you should stock for those brands. If any SKUs we recommend don't sell, we'll exchange them for items that will. Not making money is no longer an option!

With Accuchoice, the color of money may be fuchsia

Or teal or beige or even green. Every item in our extensive line of Accuchoice fasteners is colorcoded to make selection easy, and there are Accuchoice fasteners to fit all major pneumatic tool brands. Support literature and merchandising materials are designed to make a confusing product easy to sell.

The husiness design that helps y0u nail pr0fits

Our great product line is just the beginning. G-P supports Accuchoice with extensive pull-through marketing. Our promotional program makes builders and remodelers aware that they no longer need branded fasteners (which are expensive and hard to find). The program also includes a referral program: builders or remodelers who respond to our national advertising are referred to you as their local source.

Find out how innovative products likeAccuchoice from Georgia-Pacific can help build your business. Call 1 -800-BUILD GP (r-8OO-284-5347).

We help you build your business:

PERSONAIS

Terry Jalbert has resigned as director of meetings, convention, membership & publications of the Florida Lumber & Building Material Dealers Association after 16-112 years to join the Home Builders Association of Mid-Florida. Alice Jager is new to FLBMDA, taking over Jalbert's meeting planning duties, while Betty Askew has been promoted to director of membership & publications.

Dusty Williams has been appointed comgr. of 84 Lumber, Statesville, N.C. Other new co-mgrs.: Steve Strange, Sevierville, Tn., and Charles fidwell, Bluff City, Tn.

Dennis llughes is now mgr. of Lummus Supply Co.'s new millwork DC in Cumming, Ga.

Marc Lishewski, previously industrial markets mgr. for the Southern Forest Products Association, has joined Temple-Inland Forest Products Corp., Diboll, Tx.

Ron Turpin is now asst. mgr. for E.C. Barton & Co.'s newly-expanded Jonesboro, Ar., home center. Bill Goodman has been promoted to mgr., Pine Blufl Ar. Roy Glass is mgr. at the Pocahontas, Ar., location, with asst. Dan Aspinwall. Jeff Smart, former Pocahontas mgr., has transferred to the Kennett. Mo.. store.

Jamie H. Whitlow was named northern region credit mgr. for Roper Brothers Lumber Co., Fredericksburg, Va.

Judy McManus, ex-MacMillan Bloedel, is new to lumber sales at Mead Southern Wood hoducts, Columbus, GaMichael Long, ex-Weyerhaeuser, is new to Richmond Intemational Forest Products, Hopewell, Va.

Nee Banyabong, Robcrt Riley and John Worm are new to Hardware+Plus. Inc., Dallas, Tx.

Greg McKean has joined Mid-America Lumbermens Association as mktg. director of insurance operations.

Mike Haugh is the new mgr. of Pelican Companies, Inc., Aberdeen, N.C. Tim f,'llis was named mgr. at Johns Island, S.C., and Jerry;666s is now mgr. in Shallotte, N.C., replacing Harry Carter, who has rctired after 20 years in the position.

Vickie J. Ledford has been promoted to accounting supervisor at [.owe's Cos., North Wilkesboro, N.C. Other accounting dept. promotions: Jnrni6 Wyatt, supervisor; Diane Sidden, supervisor; Jodie P. Center, associate; Pamela D. Byrd, associatc; Cerlton E. Absher, mgr.-corporat€ accounting; Rachel H. Jordan, asst. mgr.; Tom Scripter; asst. mgr.; W. Richrrd Lilly, senior mgr.-inventory accounting/field operations; Ed Therpe, senior director-inventory, Michrd W. Tribble, mgr.-inventory. Terra L. Severt, Lynette B. Hemby, and Derrick W. Barnes are new accounting associates. J. Merk Spdl is now account mgr., corporate trade payables dept.

Tom Scifert has been promotcd to director of merchandising & mktg. at Marvin's Building Materials & Home Centers, Trussville, Al.

James E. "Jim" Duke, Jr., has been appointed director of sales for Chickasaw Hardwood Flooring Co., Memphis, Tn., replacing Cleude Taylor, who rctircs this month.

Some Brands of Tleated lgmber Gan Really lsave You Hangfn! . . .

and some heaten are as gracefully adept at making e[nrses es Chips and Splinterhere. What canlou do?

It's simple, really. Call Mdlco. We work dosely with qu customers to assure that they get the products they need whfn they need them. Consistent quality, a wide mix of products, and straigfifforward people that

understand the requirements of ,'our business and do what they say they'll rb. Your

Steven D. Johnson, former exec. director of the Home Center Institute and National Retail Hardware Association's director of retail services, has joined the American Hardware Manufacturers Association as mgr.industry activities.

John Wolf has been elected pres./mgr. of Indiana Lumbermens Mutual Insurance Co. Randy Hervey is exec. v.p.

Don Wiard has resigned as a field rep for Oklahoma Lumbermen's Association to buy his own business selling supplies to dealers to make keys.

Stewart Potts is new to sales at Carolina Industrial Trucks, Charlotte, N.C.

Keith L. Alm has been appointed pres./ ceo of Garden Way, Inc.

Philip Klement, formerly with Kohler, has joined Toto Kiki USA, Inc., as regional sales mgr. for Tx. and La.

Bryan R. Earl, mktg. communications director for American Woodmark Corp., Winchester, Va., was re-elected 1995 co-chair of the National Council of the Housing Industry board.

Kyle Neuman, Irving, Tx., was named the '94 Lumber and Building Materials Specialist of the Year by Cotter & Co./True Value.

Dezora M. "Dee" Martin has been named corporate secretary for Norfolk Southem Corp., Norfolk, Va., succeeding Donald E. Middleton, who has retired after 47 years with the co.

Thomas Mende, New South, Inc., and his wife, Anita, are the proud parents of their first child, 8 lbs., 5-l/2 oz. Alexander Grant, born March U, 1995.

Steven J. Wilson, v.p.-engineering, DuoFast Corp., has been elected chairman of the board of the Intemational Staple Nail & Tool Association. William R. Gates, Makita U.S.A., is vice chairman.

Arild Nielssen, pres. and coo, Canfor Corp., is now pres. and ceo, replacing Peter Bentley, who remains chairman.

Claude llayes has left Inter-City Products, Nashville, Tn.

Grady Barrett was appointed regional mgr. covering Tx. and Ok. for Re-Con Building Products, Inc., Mission, B.C., Canada.

Bob Patton is now v.p.-sales for the consumer products div. of The Genie Co.

Steve Williams has been promoted to v.p.-mktg. for Master Lock Co.

Wayne E. Baker is now v.p.-mktg. at Pease Industries.

Gregory J. Erisoty is the new product line mgr. for Stanley Tools. Leanne Cronin is now channel mktg. mgr., and Joni Bellerive, mktg. services supervisor.

Lorraine Elizabeth Welch, Lowe's Cos., Rock Hill, S.C., wed Edward V. Lawrence April 8, 1995. Rodney Black, Columbia, S.C., wed Lily FaustMarch 19. 1995.

Jo Ann Kelly has joined Foxworth-Galbraith Lumber Co., Dallas, Tx., as director of human resources. Lucy Patino is new to finance and Eugene Gicheru, mktg. Steve Ingram has rejoined the firm in sales for Fox-Gal Wholesale. Tony Musch is now yard operations mgr. and A.J. Roden yard foreman at Marble Falls, Tx.; Jeff Coil, gen. mgr., Lampasas, Tx.; Randall Strehler is store mgr. and Danny Owens outside sales, Temple Tx., and Dale Gernandt, production mgr., Waco, Tx., distribution center.

Greg Kitchens, Kitchens Brothers Manufacturing Co., Utica, Ms., has been named pres. of the Hardwood Manufacturers Association, succeeding Steve Conger, Coastal Lumber Co., Weldon, N.C. Clay Stewart, Stewart Lumber Co., Inc., Morristown, Tn., is 2nd v.p. New directors: Woody Buchanan, Granite Hardwoods, Inc., Granite Falls, N.C., and Joe Fields, Fields-Ashby Lumber Co., Fulton, Ky. Charlie Netterville, Fred Netterville Lumber Co., Woodville, Ms., joined the HMA executive committee.

Rebecca Lee lfoffer, Wickes Lumber Co., Pearl, Ms., married William Ray Cater April 8, 1995.

Skip N. Towne has joined the collections dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy tr'ungus.

Home Center Rent-A-Hunk

To lure more female shoppers to its more design- and decor-oriented Builders Square II stores. the chain is using daytime television... it has hired its o\\'n soap opera star.

John Callahan. star of ABC's lon-e-running soap opera All My Children. began appearing last vear at stores around the country.

"What the1, usuallv get is a little more than the leathc-r tool belt set to come in. Thel're tr)ing to expand their base to attract more female customers." said Callahan. uho typically signs autographs for tu o hours.

LITTLE BIG RIG: Diamond Hill Plywood Co.. Dadington, S C.. pres dent John Ramsey shows off a 14-fl. scale replrca ol one ol DHPs big rigs at the recent Carolinas-Tennessee Buildrng Material Dealers Association's annual convention. The new mini-truck is used as a Dromotional tool at shows, exhibits and oarades.

PHITIPPI]IE MAHOGA]IY

RADIUS EDGE DECKING FEATURES / BENEFITS

SOURCED FROM WELL.MANAGED PERMAIIE]TT FORESTS

o I{ATURAL & l{01{-T0XlC-Does not require pressure treating.

o LOllG LEIIGTHS-Maximum 10% 6' and 7, devetoping, balance B - 20

o EXCELLEIIT STREIIGTH T0 WEIGHT RAT|OUse 5/4 vs. 8/4 in other species.

o RUGGED PR0DUCT-More durable than softwoods in transit and on the iob site.

o LEGEI{DARY DURABILITY-Resistant to rot, decay, insect attack and splitting; "The boat builder's woodi'

r EXCEILEI{T PAll{T & STAIN HOLDlltc CHABACTERTSTTCS.

o WEAIHERS WELL-Properly sealed lumber remains smooth; no raised grain; Raw lumber ages to lustrous silver color.

o GOI{TAINS l{0 S0LUBLE TAlll{lNS THAT GAUSE BLACK STATN

o G0I{STA1{T SUPPLY- Stateside inventories.

'Refer to "Reliance" brochure

Portland, Oregon 9720'l ( 503) 228-73?k,,rf3 ?11.???1

NEUT PRODUCTS alnd selected scrtes aids

Maintenance-Free Decking

Competitive Construction

Four new construction informational tools have been introduced by F.W. Dodge.

Spec-Fax is a daily service that automatically faxes or mails customers two specification pages from every job mentioning their products.

Dual Program Controller

A six-station, dual-program irrigation controller has been designed by James Hardie Irri gation.

The Lawn Dial features a sevenday calendar with two watering programs and two start times Per Program. Each station can be Programmed to water uP to four hours ier start time. The dial includes a blastic case, automatic or manual watering options, fused circuit protection and plug-in transformer.

Circle No. 501 on P.46

Reach Out

An adjustable crane is new from Thern, Inc.

The Model 5123M1Davit Crane, which adjusts to l5 different height and reach combinations, includes a zinc and iridescent dichromate-plate hand winch, pivotal handle to rotate the crane 360', 1400-lb. capacity, a

A high-performance composite decking product said to be twice as sEong on flat areas as wood decking is new fromZCL Mfg. Canada Inc. Made from glass fiber and a resin matrix similar to fiberglass, E-ZDeck reportedly is easy to install and never needs painting or sanding. It connects to supporting wood joists using retaining clips so no nails or screws are on the deck surface.

Product Newsletter and Metro Area Edit Newsletter arc management summary reports listing jobs where a product or service has been specified. The reports assist users in evaluating sales opportunities and in ordering plans and specs forjobs.

Competitive-Spec Newslettcr itemizes multiple brand names or products, enabling users to know who's bidding certain construction jobs.

Circle No. 505 on P. '16

What A High

A trailer-mounted, telescopicdesign aerial lift is new from Eagle Aerial Lift.

Designed for use as a replacement for dimensional lumber on flat deck areas, it comes in 2x4 and 2x6 nominal sizing with lengths up to 40 ft. A limited lifetime warranty guarantees the product will not be structurally affected by weathering for 15 years and will maintain its appearance for l0 years.

Chcle No. 503 on P. '16

Hygienic Coating System

disc brake on the winch for load control, pedestal and socket style bases, and a quick disconnect anchor.

Basbs and wire rope assemblies are sold separately.

Circle No. 502 on P. 46

A new surface fiber-reinforced coating system for use on building and remodeling projects with strict hygienic concerns has been introduced by Tefcote Surface Systems. Consisting of a water-based Teflon substance, the non-toxic Tefcote HRX System is designed for use on brick, plaster or metal.

Circle No, 504 on p.46

The Eagle 5-36 features a 26 ft. side reach; 36 ft. working height; heavy-duty, quick adjust outriggen; 8 hp engine; positive bucket leveling; 360" continuous rotation, and high

portability for access to a variety of maintenance tasks. Fully proportional control valves with neutral position interlock allows simultaneous twofunction operation and iomplete feathering capability.

A 24v electric power option is available.

CircleNo. 506 on P. 't6

Some Kind Of Software

A new software system which aids businesses in handiing everything from inventory to customers is new from Computer Management Systems, Inc.

Designed to handle up to 250 users at one time, Lifeplus includes barcoding, scanners with R/F technology and a portable data collection device.

Economical Carpet Cleaner

A rug cleaning applicator designed to reduce cleaning materials costs has been introduced by Racine Industries.

Keep On Trucking

Two models of lift trucks have been introduced by Yale Materials Handling Corp.

Designed for applications in light manufacturing and general warehousing, the GC-BF 3,000-lb. capacity model is offered with a 1.5 or 2.0 liter engine fueled by gas or LPG. The

The system has a storage capacity of one year or more of continuous input, EDI communication with vendors and the capability to run independent PCs as terminals in the system.

Intelligent Query, a report writer, is also available. It uses a multi-tasking facility called Flip Screen thar allows users to access multiple programs using one key.

Circle No. 507 on p. 46

Shower For Two

A twin-head shower svstem has been introduced by Hydrokinetic Designs Inc.

Shower Sensations features a multi-directional, 2-ft., extendible and adjustable arm with two attached shower heads. The heads have an independent on/off valve.

It is available in polished brass or chrome.

The Host Applicator holds a 14-112 lb. box of Host extractor sponges and distributes cleaner evenly over the carpet prior to brushing. It features three application settings for light, moderate or heavy soiling conditions. The unit handle folds down for easv carrying and storage.

Circle No. 509 on p. 46

FanTastic

A high-tech ceiling fan with programmable fan and light functions is new from the Hunter Fan Co.

The Comfort Monitor fan's speed and air flow direction can be programmed to run according to the room temperature and the light can be programmed to turn on and off at preset times. Recommended for rooms up to 400 sq. ft., the five-blade, 52" fan has six fan speeds, six light intensities and a "delay off" function which allows users to exit the room before the lights go off.

Available in the two styles, the fan has reversible switchblades with different finishes on each side.

Circle No. 510 on p. 46

GC-AF

4,000-lb. model

has aL.}liter engine fueled by gas, LPG or CNG.

The two trucks feature a low noise level of 80 db and an engine that reportedly offers up to 10,000 hours of use.

Circle No. 511 on p. 46

Roll Out The Welcome Mat

A welcome mat is the newest addition to Royal Rubber & Mfg. Co.'s floor mat line.

The Royal Veldura 24"x36" welcome mat features a recvcled tire rubber base, and a nylon-flbcked surface in various colors. It features a raised design for scraping and deep channels for drainage. The mat has replaceable inserts to convert welcome to other languages.

Circle No. 512 on p.46 FREE

ADDITIONAL INFORMATION

on any product in this section is available by circling the coresponding Reader Service number on the form on page 46 and sending the form to Building Products Digest, either by FA){ 714-8520231, by mail to 450O Campus Dr., Ste. 48O, Newport Beach, Ca. 92660, or just call (714) 8521990.

Totally Tubular

A retrofit tubular skylight that requires no structural changes to the home is new from Skytube Co.

Designed to fit easily between rafters, Skytube captures light using a roof-mounted reflector and directs it

tronic ignition, multiple 45" and 90" elbows, the hearth has a modulating valve for infinite flame adjustment from 28,000 to 35,000 BTUs and vents up to 40' vertically and 20'horizontally from either the top or rear of the freplace. The 160 CFM variablespeed blower lets the user adjust warm-air circulation for optimum comfort.

Tuscan Tower

A new load-bearing fiberglass column has been introduced by Melton Classics, Inc.

Constructed using traditional Tuscan proportions, the DuraClassic Column is available in plain shaft and select fluted sizes.

Circle No. 516 on p. 46

The Stowaway

A wheelbarrow designed to be stored on a wall while not in use is available from Gary Gehiere & Associates.

Extruded from high-impact pvc, The Barrow Booster can hold up to 88 lbs.

Circle No. 517 on p. 46

to a ceiling-mounted diffuser which disperses the light evenly. A single tube can illuminate a 10'x10' interior area and is sealed to orevent leaks. bugs, dust or heat loss and gain.

Circle No. 513 on p.46

Five-Finger Flame Fireplace

A see-through direct vent gas fireplace that creates a five-fingered flame that fully envelops the rugged six-piece log set is new from Superior Fireplace Co.

The Discovery Series fireplace features a rounded-edge, brick pattern refractory for the appearance of masonry; a clean-face design which allows materials to be brought right up to the top of the canopy; large glass panels; a black canopy and trim, and three optional choices of door trim: a solid polished brass or black top arch door trim or a solid polished brass canopy and trim.

Available in natural gas or propane with either millivolt controls or elec-

Circle No. 514 on p. 46

Garage Thieves Beware

An electronic, scanner-proof Earage door opener has been introduced by Stanley Door Systems.

Equipped with a two-button fransmitter that locks out the radio signal from the opener to the transmitter, Signal-Block reportedly reduces the incidence of scanners detecting the radio code, thereby curtailing garage theft.

Circle No. 515 on p. 46

Full Of Hot Air

A circulator that reduces costs is new from L.J. Wing.

Designed to redirect hot air to the floor, thereby preventing heat lost to the roof and upper walls, Wing High Level Circulators can be equipped with a discharge that provides uniform air distribution.

Circle No. 518 on p. 46

Lots Of Rot - Not!

A brush-on wood preservative said to prevent wood rot caused by termites, rot, fungus and decay is new

from Green's Products.

Containing copper naphthenate, Copper-Green is designed for use wherever wood mee8 water or soil. to protect cut wood, and help control warping and swelling.

Available in green or clear, it comes in quart, gallon, 5-gallon and 55-gallon drum sizes.

Circle No. 519 on P.46

lndestructible Push Broom

A reportedly unbreakable push broom has been designed by DQB Industries.

Designed for maximum durability and to reduce back strain, the DuraFlex push broom features a head-tohandle connector that eliminates loose handles and stripped threads and a built-in handle brace, guaranteed not to break. Its 60"-long thermoplastic handle is made to bend while the 24" polypropylene head is guaranteed not to split, crack, warp or break and is fi tted with polypropylene bristles.

It comes in all purpose and heavyduty models, in a 48-piece, self-shipping display and an assembled two and four pack.

Circle No. 520 on p. 46

Hose Fitting Wrench

A new adapter-style wrench that fits securely over hex nuts has been introduced by Stafford Manufacturing Corp.

The Stafford Wrench is a knurled aluminum collar with a hex bore that permanently installs over a hose fitting, thereby eliminating the need for

other tools when connecting or disconnecting. Designed to provide universal left or right hand operation, it has on/off markings on both sides. It features an easy-to-grip knurled 2314" O.D., is 3/8" wide, and comes in ll2, 518, 314,7l8 and l" hex bore sizes. The wrench comes with an anodized red finish and stainless steel socket cap screws.

Circle No. 521 on P. '16

Moulder Aid

An economical, CAS PC-based setting aid that provides a logical way to set up moulders, organize toolrooms and control production is new from Weinig.

Ideal when manufacturing short runs of complex mouldings, the CAS system is said to quickly pay for

Sidinq Nails-

o No Staining

o No Streaking

Highest quality nails for cedar, rcdwood and other line wood materials.

SWANEZE lrtbod Screws II III

Self-counter sinking bugle and trim heads

itself, even with only two or three job changes per day.

Designed for input from various locations on the machine PC from the toolroom or from a PC in adjacent offices, it is fully interlinked so information can be instantly downloaded to the moulder and other terminals.

The system provides a profile drawing on the screen, with instructions and messages to the operator, and the information can be instantly updated or changed.

Circle No. 522 on p.46

o Slender shank and blunt diamond point . Diamond pattern head blends with wood texture. Small head diameter permits face nailing and blind lailing o Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade 3M nickel/chromium

alloy.

--

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

For additional data and dealer intormation:

fune

. Siding & Roofing Sales Tips

. Merchandising Doors & Wndows

. lmports

. W'orking with Lumber Wholesalers

futy

. Expo Preview: National Building Products Exposition & Conference

. Engineered Wood Products

. Storage, Racking & FiKures

Pressure Treated Wood Opportunities

August

. The Moulding & Millwork Sales Manual

. Computer & Software lnnovations

, Housewraps & Insulation Products

. Bonus Distribution: National Building Products Expo

September

. OSB, Panels & Plyrruood

. Redwood

. How Lumber Substitutes Stack Up Trusses

A TTENDANCE was truly ll,Texas-size as the Lumbermen's Association of Texas held its l09th annual convention and trade show in San Antonio.

Pre-registration set an all-time high, while the 2,756 actual registrations at the show were up more than 300 over last year. Exhibitor p€rsonnel increased about 600 to 1.428.

Story at a Glance

High attendance ... mixed view of economy ... next year: Dallas April 11-14; '97: San Antonio.

An informal survey of conventioneers found a marked diversity of opinion as to the current state of business. with retailers generally sounding more optimistic than wholesalers. Some felt heavy winter rains were the sole cause of the slowdown, while others worried that rising mortgage rates, last year's tax increase and other factors were dragging down the Lone Star economy.

For the hrst time, a Mexican pavillion was included in the show, recognizing the increasing business role of our Southern neighbor following passage of the North American Free Trade Alliance (Nafta) treaty. This year's handful of pavillion exhibitors is expected to increase in coming years. In all, nearly 150 companies exhibited at the expo.

The convention will be held in Dallas next year, April I l-14 at Loews Anatole Hotel. From 1997 untjl2ffi2 LAT will meet in San Antonio. In 2003, the show will be held in Austin. The following years are expected lo see a return to San Antonio.

Lumberman of the Year Award went to Dick Ledermann, Olshan Lumber, Houston. Associate Member Representative of the Year was George Peevey, Burly Corp., Burleson.

The new president is Bill Robinson, Higginbotham Bros. & Co., Comanche; first vice president Randall

(Continued with more phons on page 38)

PASI PREZ (1) Lmnie Goolsby, Haruey Pafter. (2) Lany &ms, Dick Ledermann, Robeil Pool.

(3) Emmett & Erian McCoy, NLBMDA pres. Harold Smick.

(4) Ray Nunn, Elill lrcBride. (5) Perry Ritchey, Jim Blount. (6) John Jones, Scott l'loenig, Tom Steelman. F) Eddie Craig, MeMn Fairdoth. (E) Dm &nih Jr., Dean Null.

(9) Robed Witte, Earl Hanl€rner. (10) Chleo & Bud Wodey. (11) Bob Groves, Leona Gantr, Craig Blakemorc. 02) Annae & Emil Romerc.

(13)Joe & Anila &eeden. (1{) Sorin & Davil Desmond. (15) Kevin McGauley, Donna & Gilbert Milsdrke. (15)John Snead, George Johnson. (17) Bob Starlord, Sara & Jack Foxworth. (18) Carrie Silvers. (19) Lee Colville, Dave Treece. (Al) Mark Gebel, Scott Stanfod. (21) Pete Smarl, &ddr lf,ler. (22) Scotl Griggs, Paige Pdk (Z|) Chds Counts, Davil Jordan, Cara BdHey, Mark Lolar. (2{) Ed Gray, Rick Hutder, Scctt l(hh. (25) Walt Wehrmann, Melvin Allen, Guy Pasteur, Kenneth Moore.

Big Texas Show

( Continued from previous page s)

Puckett, Alamo Lumber, San Antonio; second vice president Raymond Sale, Builders & Homeowners Supply, Midland; treasurer John Lee Jones, Cassity Jones Lumber & Hardware, Longview; secretary Don DeGroot, R.E. Sweeney Co., Fort Worth, and sgt.-at-arms Jeff Klare, Zatsky Lumber, Victoria.

TEXAS Association's (1) Marc Draper and Man-in-Box, LAT-Man. (2) Melissa'The Hammei King, Gloda & Ruel Alexander. (3) Cara Bulkley, Lee Roy Jordan. (4) James Moore, Tammy Bennetl, Jim Moorc. (5) Ray Guy. (6) Lee & Ted Caroll, Gates @land, Vicky Johnson, Harvey Woodall. fl) Steve Snyder, Gary Woodson, Belinda Remley, Dave Rupp. (8) Julie Davis, Ed Johnston. (9) Tom Kyzer, Bill Ramey, Tom Bailey. (10) Tom Smifir, Channing Williams. (11)Tom Tamlyn. (12) Jerry & Rachael Combs, Jim Moncrief. (t3) Duffy Waters, Dinny Waters. (14) Ty Deaton, Curt Wilson, Wayne Trousdale,

Duncan Parham. (15) Nancy Showers, Pam Tucker. (16) Helen & Bill Luke. (17) Steve Bryan, Roger & Chils Meyer, Ron Nuflall. (18) Leann Gill, Kim Johnson. (19) Tom Shott. (20) Buck Buchanan. (21) Eddie Barnes. (22) Linda Burk, Tommy Cullinane. (23) Wes Bishop, Gary McKee, Jeff Parnell, Gene Longholer, Bob Grrhri€. (24) James Grubbs, Bill Tilghman, Mike Knigge, Dennis Fringuelli, Peter Houghton. (25) Kerlin Drake, E.J. Langley, Mike Giles. (Zt) Jetry Tudcr, Kislie Kedder, Vi*ie Wdght, Loti Stults.

(1) Tim Bean, Russ Kimbell. (2) Hanis Kimbell, Lee Plhnt. (3) Vernon Massey, Chris Wold, Joe Burlison.

(a) Sheini & Bob Hixson.- (5) George Peevey, Bruce Giav, Bob Carson. (6) Ron Hilliard, Dottie Klotz, Gurlis Hillihrd. (7) Gary McGoy, Bob Ashley, Ed Gray. (8) Rhonda Doleisi, Frank Davis, Artie Toevs, Paula Fmka. (9) Sandra & Douqlas Ahrens. (10) Chris Osborne, idnesa Reilly, lrmfsegovia. (11) Galle Tipton, Debbie Wenzel. (12) Jerrv S[ricklin, Louis Broadhead. (13) Phillip Steffy,'Lamar Grifiey, Greg Smith. (14) Roland Massey, Rod Strawn.

38 Bullorrc Pnooucrs Dtcrsr Mnv 1995

3.

NEW LITERAIURE

Moulding Magic

An 8-p. brochure on Duraflex flexible moulding is free from Resinart East Inc., 180 Glen Bridge Rd., Arden, N.C. 28704; (7U) 687-O2r5.

Fabulous Flooring

Brochures describing the Bravo and Accents lines of sheet vinyl flooring are free from Colmar Industries, lnc., 245 Butler Ave., Lancaster, Pa. 17601.

Hardwood Buyer's Guide

A 89-p. guide and directory detailing 158 sawmills and 48 concentration yards is free from Hardwood Manufacturers Association, 400 Penn Center Blvd., Suite 530, Pittsburgh, Pa. 15235; (412) 829o770.

Boltless Pallet Rack

An 8-p. brochure on the SK2000 Series Boltless Pallet Rack is free from Steel King Industries, Inc., 2700 Chamber St., Stevens Point, Wi. 5,1481; (800) 5533096.

Human Resources Handbook

of any New Literature items by contacting each company directly. Please mention vou sawit in

Building Products Catalog

An updated 189-p. building products catalog of decorative panels, insulation and other products is free from GeorgiaPacific Corp., 133 Peachtree St. N.8., Atlanta, Ga. 30303; (M) 6524746.

Treating Standards

The 343-p. pressure treated wood Book of Standards is $42 ($32 for AWPA members) from American Wood Preservers' Association, Box 286, Woodstock, Md. 21163; (410) 465-3169.

Six Inexpensive Sales TiPs

The 52-p. "6 More WaYs to Create Measurable Sales Increases for Less than $100," is free from Dismar Corp., 4415 Marlton Pike. Pennsauken, N.J. 08109; (8OO) 347-6271.

Wood Panel Building TiPs

Four builder tips leaflets dealing with the uses of structural wood panels are available for a minimum order of $2 for 20 from APA, Box 11700, Tacoma, Wa., 98411; (206) 565-6600.

Practice Restraint Kit

An Operator Restraint Retrofit kit is free to users of unequipped Caterpillar and Towmotor lift trucks manufactured after 1970 from Caterpillar Industrial Inc.' 18021 Sheldon Rd., Cleveland, Oh. 44130; (216) 357-2374.

A 272-p. people management and recruiting handbook is $59.95 plus $5.25 shipping from National Association of Wholesaler-Distributors, 1725 K St., N.W., Washington, D.C. 20006: (202) 872-0885.

Energy Control Catalog

A 36-p. catalog on Intermatic energy control products is free from Intermatic Inc., Intermatic Plaza, Spring Grove, Il. 60081;(312) 372-7W0.

Helpful Construction Aids

A l2-p. brochure describing construction materials for repair and restoration, historic preservation, and exterior wall systems is free from Conproco Corp., Box 16477, Hooksett, N.H. 03106; (800) 2583500.

Stylish Moulding

A 4-p. brochure detailing elaborate moulding combinations is available from Georgia-Pacific, 133 Peachtree St. N.8., Atlanta, Ga. 30303; (800) 28zl-5347.

Elliptical Gased Openings

A 6-p. brochure on elliptical cased openings is available from Wood hoducts Inc., Arches Division,612 W. Hargett St., Raleigh, N.C. 276O3; (8OO) 999-5792.

Nailers And Staplers File

A 36p. catalog on nailers and staplers is free from Duo-Fast Corp., 3702 River Rd., Franklin Park, Il 60131; (800) 7525207.

Reach The Summit

A 26-p. custom hardwood and softwood door catalog is free from Summit Woodworking, 13663 S. Holcomb Blvd., Oregon City, Or. 970a5: (800) 727-7978.

Primed Louver Brochure

Information on Webb primed louvers is free from C.W. Ohio, lnc., 1209 Maple Ave., Conneaut, Oh. 4403O-212O; (216) 593-5800.

Do-lt-Yourself Marketing

'The Instant Marketing Plan," a book about creating a successful marketing plan, is $15.95 from Puma Publishing, 1670 Coral Dr., Suite 31, Santa Maria, Ca 93a54; (800) 255-5730.

Wood Wonders

A brochure explaining how builders, architects and designers can capitalize on wood's natural variations is free from the Hardwood Council, Box 525, Oakmont, Pa. 15139; (412) 2814980.

Pine Project Power

A l6-p. booklet providing dozens of projects using southern pine lumber is free from Southern Pine Council, Box 641700, Kenner, la,.1&&; (50/) 4/.34464.

Suggestions On Insulation

"Energy Saved Is Energy Eamed," an insulating tips brochure, is free from North American Insulation Manufacturers Association, 44 Canal Center Plaza, Ste. 310, Alexandria, Va. 22314:' (703) 6840084.

Turned Wood and Doors

A door and turned wood producs catalog is free from Jeld Wen, 2020 Southwest Fourth Ave., Suite 900, Portland, Or. 97201; (800) 877-9482.

KENTUCKY

Brown Mouldng Co. ............(8m) 756-0599 (502) S6.{578

Kentucky Cedar Prcdrls, Inc........................(Wl 87127 4 Weyefiaeuser Co................(8m) 752€0:p (5@) $&gnl

LOUIS]ANA

Lumber Co., Curt .......(800) 232-2326 (800) 482-2352 Hixson Lumber Sales (Magnolia)...................(501) 234-7820

Hixson Lumber Sales (Pine Bluff) ..................(501) 53t1/|:}6

Hixson Lumber Sales (Plum€rville)................(501) 354-1503

King & Co.............................(800) 64+9530 (s01) 7s1$090

Pine Truss Inc. .......(800) 6586797

Weyefiaeuser Co. .........(800) 64$1515

White River Hardwoods..................................(800) 558{1 19

FLORIDA

Bontel Fastener Cop...........(800) 241 {790 (81 3) 544{667

Brorn Moulding Co. ............(800) 75G0399 (404 3292062

Brungart Equipment ......(813) 6236700

Building Products of Am€rica.................. ......(800) 962'1!!q

CSD{omputet System Dynamics.................(404 78&1003

Dataline C,orp......... ........(800) 72$3676

Dixie Plywood Co. (Fon Lauderlale) .............(305) 5896551

Dixie Plywood Co. (Tampa).............................81 3) 218-4107

Flo.ida Perma-Wmd Tr€atets........................(800) 2334992

Southem Pine Inspeclion Bureau...............-..(904) €e2fi 1

Southem Wirs Cloh Co. ......(800) 345-6589 (305) 68&2572

White Lightning Protucls ...............................(813) 99S71 1 1

GEORGIA

American Fence Assn..........(800) 822-4342 (4O{) n$8C27

Bames Lumber Mfg., Inc. ....(912) 704-8875

iltsstsstPPl

Allen Timber Co...... .......(601) 73$4831

Herilags Mny4 Prcdlcb .(800)17$364t

Hood lndustries....... ......(601) 735"5071

Norlh Pacific 1umber......................................(800) 0{76282

Southem Lumber Co. ..........(601) 362{019 (800} 718-8919

Tirnco, Inc............................(800) (X-3921 (601) P&3921 Trirlrkist.................. ......(800) 81+8281

NORI}I CAROUNA

Bro$n Mouldng Co. ............(8m)755€!n (919) 281-3116

Camerm & Co., Wm ......(701) 392{56

Chemir:al Spechlli€s, Inc. ..............................tt01) 522{n25

Crumpler Plastic Pipe, Inc..............................(800) 3&5071

Didson Weaherprml Nail Co.......................(70{} 86&3$9

Dyke Industries........ ......(7q 58&3635

East Coast Milhrc{k Distrilxitors.....................(800} 38&32d1

Huber Corp., J.M..... ......(70,.l517-Cm

lndhna Lu[t€r[Ens Mutual lrEunncg 128-1141

Omar€ntal MoIdin$...................................(800) 77$1 135

IEII}IESSEE

Canhn Lur$6rCo.......

tldson &ddes Sqpty

fi/sler litGsqih Eqinsnl

MiM( Salos Otik Ddvs.........-...........

atvanhtr &dE corpter s1um.......(mq 91-7283

Borir'.Sinsfrango Tr€dirg Corp.................(m) 8zl{}t 5

Cgtpm & Co., tfin (Adh)......-.---.....(514 LSZn5

Car|erq| & Co., li}lr (Dalas)......................-(m) 7ffiF

Canpm & Co., tl/m (Fdl lvofi).................(m) g{B

Came.m & Co., lr/ir (lhrhstt) ...............-.(mt Zre

CarBrm & Co., Wn (Hq,s|qt) ....................(8nq 72$${

Carnem & Co., w'|t (L'fiod()....................(m) 72$s!

Camom & Co., Win (O&ssa).....-...........-(9|q ffi

Carnom & Co., ltilr (Sdt Angplo)...............(ml 72tS

Canem & Co., yhr (Sil AnEio)...........-.(m) 725.9166

Camom & Co., Wnr tlyls).........................-(m) 72$$66

CsOC,ctqtte( Wem 01n nics.................(m) S&SF

Ddlas Whdesds..... .-.--..(ml3+19

Dean tmterco...- ........(S) 523gi7

Dixie Ptyd Co. (Dalas).............................(a q nl.ldJl

oixio P|yilood Co. (llc|rs|o.r) .........................Ctl3) 61+2@1

Dirio Ptyilood co. (san Arra*))......-.........-erq 662€24)

Easter Foest Prodra..-...(m) $O3176 ftf q ,K]lOl

East Toxas Forest Prodxb (m) {97883 ($S) ffi

G€|t*i qdoms Sdlkn.................-...........(m) 842-77'0

Guhri€ Lfiter Sal€s, hc..(8o) 7n€526 ls14 ul-nn

Hqrslon h,oodadr, fE ......(m) g-1612 [t13) 13O213 tt ghoswood Prodlds l1gJr3gl-1?21

&d6(|r&Lflgh.dtfiobs*tmbr.(ml33.8{18 (CB)sss21@ &nhn Redmod Ur$d Co., Loo Roy (lbl (21{ 35r-7317 (000t {12-:S &nhn RerM (tlosttn)fr13) 2S2555 (m)2528{S

Thompson Lumber Co., Inc., H.V. & T.G. ......(912) 58$2236

Universal Forest Produc1s..............................(912) 98$8066

Weyefiaeuser Co................(800) 282-3370 (404) 35t5971

Wrenn Handling...... ........(404) 987'7666

weyefiaeuser (chadone) ...(8m) 5,32s29 F04) 37S5517

weyefiaeuser Co. (Gteensboo)...................(919) 668-0061

Williams Lumber Co. d tloltl Carolina, Inc. ..(919),142-2136

Wrenn Handling....... ......(./01) 58&1S0

OKTAHOIIA

Cedar Creek Wholesale, Inc. (Oldaham Oly)....................... (800) 37s"6025 (1{F) sTdm

Cedar Creek ltiol€sale, Inc. (ruba) .............($q 29S9870 (9r8) 2s&9688

Van Keppel Ultrud (oldahoma City) .......-.-(105) 1S5-0606

Van Keppsl Liltruck (Tulsa)............................(918) 8:16{851

souTlt cARoul{A

C€llrrcod Prodcb (Ncoa

35:l-3787 {7e{0r 39i}28fi1 ?Fgm u74?l1

Pacific MDF PrcOcb ....(803) 58&2S5

Wrenn Handling....... ......(m) 79e7S0

Lucas Cedar E Ro(M ..........-...................(m) €>7!50

Lwnber Tao Spocialbs Co. (8m) ft(X$f Ol3l a6$304 Mc*rt$etm(he....(8m) nn88 ($qS-5t11 ilo.hcut llbodro*s ..........Pm) 256{788 (Nl *M Sirpo.rstoglp. .---(m)SS5Cg Spyrbrrn............. ...-..(m) A1-5916

Sterart & Shnslsdr l|abftl thn f|g.........(af) 6l1€AtE

S4odcr Shakos d Teq ha ...................-.(mt dF(EZt Tillyn & Sons, R.H.

Co. ......fnq IP7{21 vrRGtl{A

Ry-ilqddCqp....... .....-.(Oa)gll'(b66

Rodry TS Wood Pr6st sG hc.........-.......t1n 1e5261

Srn erE Deddrg... ........(80q s ncil

Weyefi asser Co...........-...(m) 552-710 lgy.l U-Br3

\,\e'vo gono to

Who says size is not important? Nol We manufacture only the highest quality 24Suthem pine Not finger-jointed, this extra long HOOD WOOD is made from Southern yellow pine. lt is manufactured by Hood profes who are dedicated to producing quality lumber. The long

short of it is - If its HOOD WOOD, its G(X)D

Classified Advertising

BISON BUILDING PRODUCTS, Conroe, Tx.: Operations Supervisor. We are lookng for a hands-on leader, wanting a career with a growing company of excellence. Warehouse & office aptitude required, the right attitude a must! Apply in person: l97l I-45 South (between Needham & FM 1488). Send resumes to P.O. Box 1566. Conroe. Tx.77385.

Twenty-five (25) words for $21. Each additional word 7Og. Phone number counts as otre word. Address counts as six words- Headlines and centered copy ea. line, $6. Box numbers and special borden, $6 ea. Col. inch rate: M5 carnera-ready, $55 if we set the type. Narps of advertisen n5ing 1 box number cannot be rcleased. Address rcplies to box number shown in ad in care of Building koducts Dig€g 4en Campus Dr., Suite 4E0, Newport Beach, Ca.92560. Make checks payable to Cutler hrblishing, Inc. Mail copy to above ad&€ss, FAXtoTl4-852-U23lorcall(714)852-1990. Deadlineforcopyisthe2fthofthernonth. PAYMENT MUST ACCOMPANY COFI unless you have established credir with us.

BUYBACKS AND IRREGULARS

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness l/4 through 23132. Preferred width, 3- \D, 5-ll2 or wider. Length 32 to 96 inches or longer. Mixed or truckload. Send price and availability to FAX #901-682-8501. or mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 38117. Phone (800) 87+1953.

REPRINTS of hardwood articles from Building Products Digest. Excellent forreference or training. Dornestic Hardwoods, $12; Southeast Asian Hardwoods, $7; South American Hardwoods, $6; all three, $19. Send your check today including name and address to Hardwood Reprints, c/o Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

BUSINESS FOR SALE: Custom lumber milling/prc-stain facility for sale. Prime Northern California-Sacramento foothill location. Price includes 6+ acres land, buildings, equipment and inventory. Seller financing available. $1,415,000. Bruening Associates Real Estate, (916) 5465 16 I ; FAX 916-546-547 4.

ua;e,. 9oX. f ,tta A...-ft..'Utrltif iA,n.? Just

Older Storcs lilay Be B€tter

Desplte a tig hcrcase in new stotr construction last year to woo customers away from places whene thcy traditionally shop, most consumers would rather shop at the old storcs, provided they are uptdatc and mqe conveniently locatcd, according to a r€c€nt Gailup poU.

Three out of four consumerc say they would remain loyal to tbeir current mass retail storc even if a somlrtitor's store oped slig[tly fartbcr away. 'This mems potential compaitors to existing mass retail storps have their wort cut out for the,m," said International Mass Retail Assosiation presidcnt Robqt J. Verdisco. "A Dcw store must literally squ€eze in betrveeir potentid clrstomef,s aod th€ir prcfeocd stores to draw cDstomef,s away."

Most retailers spent more on remodeling in 1994 than in 1993, with mmy mrlring remodcling madatory.

Most consumers surveyed agrge that in the last threc years: the look and desip of their mass retail stores improved (U%), old storps achieved up-to-date appearanees (90%), preferred stores were clean and wcllmaintained (91%), and the lighting at most stor€s rnade them plessant plac€s to shop (88%).

Obituaries

Lconard Qlsmillisq Sr., 78, co.. founder and forrrer ceo of State Lumber & Supply, Baton Rouge, La., died of acute leukemia March 19, 1995, in Baton Rouge.

He served as a master sergeant during WWII before working as a hardwood lumber inspector. He cofounded State Lumber with Stanley Gross in 1946, retiring in 1984.

He was a past director of the Louisiana Building Material Dealers Assn.

John E. Thorburn, 53, former v.p. of operations for Swain Building Materials, Lewisville, Tx., died April 18 in Arlin4on, Tx.

During his 25 years with Swain's parent, Mayfield Building Supply, he managed Pacific Products, Arlington.

Robert William Pollard, Sr., 71, founder and former pres. of Pollard Lumber Co. Inc., Appling, Ga., died March l8 in Augusta, Ga.

A native of Appling, he opened Pollard Lumber in 1953, retiring in 1990. He served on the steering comminee of the Southern Pine Council.

$urctrod Forcst Prcducg

Carl Ray VYillians, owner and founder of Williams Lumber Co., Jacksonville, N.C., died of cancer Der.24,194, in Burgaw, N.C.

After serving as a sergeant in the Marines during WWII, he started Williarns Lumber in 1949, selling to Safrit Building Supply in 1988. He was a past director of the CarolinasTennessee Building Marcrial Assn.

Southern Pine Hits l|ew Hlgh

Southern pine lumber production hit a modernday record 15.01 billion b.f. last year, setting several new marks for consecutive outpul

SP production topped 12 billion b.f. for the eighth straight year, exceeded 14 billion for tbe seventh time, and passed 15 billion for the first time in recent memory. The all-time record SP output of 16.27 billion b.f. was set in l9(D, six yean befqe the Southern Forest Products Association's predecessor was founded.

The growth continued into the new year, with Jan. 1995 SP production reaching 1264 billion, up l8.l% from Dec. and 16.4% aheld of Jan. 1994.

January was the 37th consecutive month of over I billion b.f. in SP lumber production.

|l.ulllImD

Inqcria, honrdrty n( di,ilr tfii h w urdcran fr Firts 0hrc4 llodEffio, dL), cdirn o na, firi$rd ornna

. lfml rorD or darbmb - uJtr md 'fiit or orfi-

. Conhis dkonc inpc rnodfir to ir@e fflritliy & td.:xy (to prstffildEts)ond ndrc hltlan

. (rfi gnodlJyrlhod $ctulA cur fuiB coH.trillrs floy mr h crr b lErgilr dfiot, lovirg th sfrt om. hdyccdspointatoin

. (rrun dincrsbrr my h onldh bqrd rpr pu ga. Otiroid bvToiln ond mdclrurn hrodnnn hrldn

There's More To A Deck Than Decking

Lumber may be the biggest ticket item in selling a deck project, but can be a small fraction of the total bill from dealers versed in suggestive selling.

Make sure deck builders have all necessary:

. Materials (deck boards, posts, joists, blocking, framing, beams, railings, treads, stringers, deck screws, carriage or lag bolts, caulk, bagged pre-mixed concrete, furring strips, stakes, water repellent, preservative, stain).

Suit Claims Monkey Business

Lowe's Cos. has been hit by a lawsuit from a competitor claiming sabotage.

Sutherland Building Material Inc. alleges Lowe's management directed employees to move merchandise at Sutherland's Joplin, Mo., store, switch price signs, divert shopping carts from customers, and park vehicles in choice Sutherland spots. Lowe's denies all charges.

Steady Climb For Pipe Use

U.S. demand for pipe will rise 2.LVo annually through the year 2000, reaching 11.8 billion feet, forecasts The Freedonia Group.

Construction will remain the leading market (44Vo) due to extensive potable water, drainage, sewer and other uses.

Quickest increases in demand will be for plastic pipe, expanding 2.9Vo per year due to performance and installation cost advantages over concrete, steel and other materials. Copper pipe will lead in footage demand because of widespread use in potable water and refrigeration tubing.

Steel Predictions Fall Short

Despite predictions by the steel industry that it would clum 25Vo of the nationwide residential framing market, steel framing currently represents less than ZVo of total new housing starts, estimates Resource Information Systems.

The Southern Pine Council atfibutes wood's continued dominance to its renewability, use of less energy to produce and the learning curve required to build with steel.

Tools (including 20 oz. carpenter's hammer, T-114" circular saw with combination blade. electric drill with 3/8" bit, aluminum carpenter's square, chalk line, high-strength nylon twine, wheelbarrow, caulking gun, shovel, post hole digger, jig saw, cement trowel, line level, 28" carpenter's level, 25'-30' tape measure, nail apron, angle gauge for hex decks, adjustable wrench or socket wrench).

Accessories (deck lights, benches, planters, lattice, screening/shading fabrics, instructional booklet/video).

OUTDOOR LIGHTING designed especially for installation on decks is among the many potential add-ons to any deck pr6ject salei iic'ket. Devices, such as the model pictured above from Intermatic, blend with the wood.

EAX to 714-852-0231

or call (714) 852-l9X) or mail to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, C-a.92ffi.

Building Products Digest - May 1995

For more information on products or companies (see list at right), circle the appropriate Reader Service FAX Response number(s):

For more information from advertisers, use FAX Response nuntbers h bwkrlfi.

Adventegc Busincss Cmpotcr Syatcms Iru2l

Anthony Forcst Pr,odrcts Co. [5l.Covcr ltr

Been Lumber Co" Ctrt [10]--.-.----17

Bontel Frsteners If 2t] .---....-...35

Bosic Sim Prengc [f2!il*-.-.----33

Brungen Equipment [Otl --.--.-.-l l

Crntoa Lumbcr Co. [13].-.*.--.-.-.-19

Conputcr Systcms Dynrmics (CSD) t84..-.-.-.-.-. .-Covcr [V

Contrt Intcroetionel [fEl-*--.-.*--r9

Cor Wood Pr,escrying Co. If|)3l .--.--..-.3

Crumpler Plestic Plpc, Inc tf26l ..-.---34

Deanlumbcr Co. [(Xl

Dimensiorc tf0fl..-.

Distributioo Menegcncnt Systcm6, Im. tr0e1..-.-.-.

Erpo heview [1351.-.-.-..-.-.-.-........-45

Genini Systems Softrrrt [f241..-.--.---J2

Georgie-Pecifi c tf f 4..--.---. *.---2+25

Hrrse lndustrhs (MrgDCdc Push Brooo)

Ilood Industrics tl32l --.-*-A24

Hoovcr Trceted Wood Pr,oducfs If f4l ----a)

Houston Woodi.{h lf 2f l -*-------lt

Eyster Mid-Sourh Equipmcat [l}Bl.-..*f f

Ideho Ceder Sdes

Indiena Lumbcmco's Mubd Insunncc t roq..-.-.-.--*-.--.----7

Kentrcky Ceder hoducts Im. [f f9l---.-Zt

King & Co. (TherooTlle) [B0l--.J5

News or Comments? We welcome your ideas about particular articles, the magazine, or news of your company (promotions, new hires, expansions, acquisitions, etc.):

LunbcrTeg

Mellco 0ltl Spcdrlli6 [rrf ] ..-...-.-_ft

Mclton Clessics [lfl

Mcrchent Megednc, Ibc -.--*.C.ovcr III

Nationrl Building koducts Erpcitioo & Conferencc [3U

Ncw Sorth, Inc [O4.-

Penofin-Performencc Coctirys Inc. 112:21..2t

Pine Truss Inc. [a)1..-.-.-*.-.-.-.-.-.-...27

Red Applicetioc, Lrd. If fSJ *.-.-.-.........21

S€coods In Buitdiry Mrtcri.b-.-.-.-.........44

Stewert & Stcvcnson Metcriel Hendling ucl.-.-.-- ._.-...11

Sunbdt Meterid Erndlins If f6l-....-.-23

Sure-Wood Forcst hodncts If 3l.--*-44

Swm Secure [29] -.-.*-.-.--.----J!t

Tenlyn & Son* Inc- RE tl34l.-.-*--{a

Van Keppcl Liftnd( lf |trl.--.-.-.-*-.-ll

Weyerheeirser Co. [f0f l.-.----.-.-Covcr I

to tlreTVest?

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

The Merchant Magazine, sister publication of Building Products Digest, covers all 13 Western states (from New Mexico up through Montana, to California and lhe rest of theWest Coast, plus Alaska and Hawaii). Founded in 1922, it has been the listened-lo voice of the industry in the West for more than seven decades. Our longevity also proves we can get an advertise/s message to the important trade faclors better lhan any other medium. And at the right price.

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

The Merchant's unique blend ol news, merchandising and marketing information reaches an audience of home centers and lumber dealers, as well as the wholesalers, distributors and jobbers that back them up.

You can count on reaching the market in the Wesl through The Merchant. Calltoday, youll be glad you did.

-rplj m

'l'hroughout the South.'l'he Suitch Is On.,. and on and on.

\lorc of the SrrLrth'. le;rding ironrt ieirter\ ltncl ertnI l i-t" I ()1' lunrbcn lLltls thlLn cr cr tlre nti.rkint thc :ri ittlt to ('Sl).

Thcsc bLlrinc.:cs. hrtlt llugc rurtl :nrrLil.

irfc leanrilr! thut tlrt

CSD rvstr''rl. r'ullnilt! i)n lhe 1,r,r1 .'1'1t.,1 ttrnilr o1 [L]\1 II5/6000 \.r'\.r\. nr!'.1.

thcir nectl: hcttcr... lillrrtr inL llre nr trr

increltsc ltlotit nr.Lr -rilt\. larlu!a ilr', all\)1\. ;rn(l hr'ttit \('t\.'tlt.'t' .U-l"tt -l('ornputcr Solutions f'or tlrc lluilcling \lateriuls lrrdustrr (.olpollrtt'()1liee. lll.lttl'.'nn.rir.rni.i \lri'.i. I)e1i.,r. (