Building Products Digest - May 1996

BuildinoProducts

When a contractor buys material for a job, he demands fast service and accurate, competitive estimates. t}re DaIaiirw8)Ooru Computer pystem was designed from the ground up to meet these demands. pith DatalmeSo0o, it takes little effort to price, save, or change a material guote. And once you get the "go-ahead", the system will generate an invoice, [nd track the receivable until you are paid.

o Quote, Order, and Invoice processing

. Flexible Pricing and Promotions, POS

Bill of Materials and Kits

Inventory management, including forecasting and replenishment analysis

. Tightly-integrated accounting functions, including AR and AP/GL

. Powerful capabilities to improve margins, control shrinkage, and maximize cash flow.

. A modern windowing environment.

o Electronic links to buying groups. An easily-expandable system to accommodate business growth.

The most modern software technoloqv available.

06897

Dataline8)OO even allows authorized contractors to bnter their own fnaterial lists from their personal computers, 24 hours per day. call (8OO) 723-3676 for more information or a free demonstration. Circle No. 101 on 0.38 h3

SeMng the lumber & home center

Advertising

. GOST SAVINGS in Expo Pneuew provides:

All ad rates in Expo Pneuew have been discounted from 23/" to 59% off the combined rates of advertising in both magazines, resulting in savings from $840 to $1380 for a single insertion. And ad rates include allfour-color, bleed and production charges.

. NATIONAL CIRCULATION

In addition to the 17,000 retailers and wholesalers who subscribe to The Merchant and Building Products Digest, an additional 4,000 copies of Expo Pnevtew will be distributed at the show to buyers from across the country. At no extra cost to you.

. ENSURES YOUR CUSTOMERS KNOW YOU'RE THERE

You've already spent thousands of dollars to be at the National Building Products Expo, now ensure current and prospective customers set aside time for you during their busy trip. The only publication devoted exclusively to the Expo, Expo PRevlew appears in the preshow issues of The Merchant Magazine and Building Products Digest.

FREE COLOR PRODUCT STORY & BOOTH LISTING

When your ad runs in Expo PREvtEw, you'll receive a free 4-color new product story! Just send a color photo, a description of the product you want featured and we'll do the rest, absolutely FREE exclusively for Expo Pnevrcw advertisers. Plus your booth listing will be highlighted on the huge floor map in the center of Expo Pneuew.

THE ONLY MAGAZINE DEVOTED EXCLUSIVELY TO THE

A Computer Industry First...

Published Pricing - NOT - What the Market Will Bear

Poinl-of-sale - Reprints for 2 years. General ledger (Fully integrated to all syslems) Invenlory maintenance. Payroll. Accounls payable - On-line history.4ssar.,r receivable - 7 yr. history. Purchasing. g6l9s analysis. Word processing. Mailing list mariagement. Kil sales (houses, decks, etc.) r lr,4;11 Orodu.,ion. Takeoffs. Manufacluring (doors, windows, etc.). Job cosling (contract project mgmt.) custom programming @ $4slhr.

6 Wyse terminals.2 Okidata 320 printers

Vendor communications with: Handy. Orgill Bros. Ace. Allied Building Stores. Coasl to Coast. HWI Cotler True Value. SeryiStar. Henderson-Baird South Siales. House-Hasson JensenByrd TRW Credil Srv and many olhers

systems. We use your existing equipment when possible, generally over a weekend.

NO SYSTEM SOFTWARE CHARGES OF ANY KIND - EVER AGAIN! Never a charge lor software updates. New system programs are supplied free to any user, any time.

Md(nney ARTDIRECTOR MarthaEmery STAFFAFnST MaryScott ClRcuLAnol.tulieHflaftt

SUBSCRIPnONS U.S.: g25one year; g41 -two years; $ss-three years. Foreign: one year payaue in advance in U.S. hrnG: sudaceCana& d lilerho, t37. Ohet can[ies, ll5. Ai ntes also available. Singte coges-$3; 6act issues-$l.so wtren available, plus shipttq. CHAIIGE OF ADDRESS Send addrss label lrom cs.tissF I p*, mr adfrss and zp c0do' gutt_olttc pRooucTs DtcEsT is pubtished monhty ar /Fm campus Dr., sre.4$, t*rporr Bsh, cr.9660, [tll) 852-19t, FAX 71+852{U11, Uvonsr hffgit$ kE I b an ixhps} dent|y{MedpUb|icationforheretaj|'wtp|esa|8anddistribution|eve|sofhe|umberandhomecente]ma'teBh13sotj0Ems|at€$copy'iio|996byonefPtai'shcc.ddF mntentsaef||yprotectedandmustnotbereproducedinanymannerwithoutwrinenpermission./tIRighbRessfed.8dkh9ProducbDg€dassrnesmtablyhr||&'bb|lrtib[

There's nothine like the warm beiuty of fine solid well-appointedroom to project yoursense of style make you stand out among your Peers.

moulding in a e. DetaGlike that

and accessories, such*as corbefs, pediments and pilasters. FroE{Xrdwood, American Red Oak and custom basics such as Cherry, \ and Mahogany to exotic hardwoods, we're here to s€rve you in styb'

l 800-17Gr539 919 362-0813

PUBLISHER David Cutler SEt{toR EDrToR David Koatb ASSoqATE EDIIOR San Daty COi{TFIBUnNG EDFORS Dwight Ornan, Gage

iut'.Y?tiiTfl"';,ll;i;S$i:$Tfi lf .?HHf,io'r;i#l hUai";

Sunbelt designs, manufactures and erects rack supported warehouse buildings and freestanding building material storage racks nationally.

Products and services include:

Rack supported drive-thru warehouses and T-sheds.

l-beam cantilever racks for lumber, LVLs, glulams and l-joist engineered products.

Pallet racks for sheet goods and palletized products.

Racks for moldings, boards, and millwork.

Complete yard and warehouse planning service.

DAVID CI]TLER publisber

Gandlelight and roses

Ambiance is a word most of us associate with restaurants, not the retailing and wholesaling of building products.

Yet the sense, feel and atmosphere of a store or office can affect its profitability as surely as the inventory does.

Some questions: if your customers wear dirty boots should you add white carpet? Should a store like Home Depot? Would your female customers (especially) favor a return to the sawdusty counters of old? Would wallpaper and new lighting improve the morale and performance of your office staff and lumber traders? Does an all-day coffee pot add to the friendliness of a store?

While the answers seem pretty obvious, we still visit too many stores and offices that ignore the common sense attributes of that fancy word ambiance. Neatness and cleanliness are frequently noticeable by their absence. Yet they are often the dynamic duo that can inexpensively produce an overnight change for the better. Fresh paint and bright, new signage can quickly add interest and sparkle to four dull walls.

Inherent in the questions asked above is another query. Do you know your customers well enough to be certain that the changes you are making will produce the response you want? The classic example is the funky, old-timey store that violates modern merchandising principles, yet the customers love it. When changed, the customers depart. So-called open offices, where employees are separated by a low partition or maybe just a potted plant, can rob productivity if the lack of privacy and the ease of interruption offset the benefits of the system. More than one company has retreated when it found that the open office the consultant loved, just wasn't livable or practical for the people who spent their day in it.

While many customers seemingly don't notice, your store atmosphere registers, whether they consciously realize it or not.

Professional design help is widely available. But first you have to be certain that any changes will be favorably received. Without that accurate information, whoever does the redesign is shooting in the dark.

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...the top building material distributors across the country are turning to DMSI for solutions to their current and future computing needs.

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And no matter the size of your business, from giant mu lti-branched operations.

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...your industry's first choice is DMSI...

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We'd like the opportunity to share the lifetime benefits a DMS+ system can provide your business. For more information, please fax in this page.

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For more information, fax this page to 402-330-6737 lomp0y

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www.dmsinet.com

is certainly the

\-'right word. Lowe's new 200acre distribution complex in Mount Vernon, Tx., includes a 770,000-sq. ft. Regional Distribution Center, a 180,000-sq. ft. Specialty Distribution Center, 40,000 cubic yards of concrete,7.5 miles of conveyor, and 600 miles of data and electrical wire.

Receiving Department

All aniving merchandise is immediately sorted by item and checked. Advance vendor shipment information via the Distribution Management System (DMS) further speeds processing of merchandise for flowthrough to shipping.

Unique, barcoded license plates are applied to each item, so productive functions can be monitored as items move through the chain. Products are stacked on 40"x 48" pallets, with their size and weight determining storage quantities.

It is the receiving department's

Story at a Glance

Lowe's new 200-acre regaonal distribution complex in northeast Texas uses high tech to serve up to 100 stores.

Latest technology runs massive Dc

the carton flow pick positions. All product picked in the modules is batch picked except the static shelving, which is order picked from DMS.

Splitcase orders are picked by full cartons in the modules and then conveyed to a carousel area, where operators pack items in store department shipping containers.

Non-conveyable items are assigned to three basic areas in the warehouse. Items too large to be conveyed are stored on pallets on pennanent racks. Items requiring protection or goods that move faster than replenishment could keep up with are set on stack racks. Stack racks, 4 ft. wide by 8 ft. long and 5 ft. high, can be stacked up to four tiers high. Items that can be placed on the floor, such as appliances, are kept in bulk storage areas. The type of product determines its stack height.

FlodReplenishment Department

delivery of merchandise to individual home centers. Most merchandise arrives in shipping from various areas of the facility via processing conveyors that merge into the quarter-milelong Rapistan sortation system. Featuring rapid view monitoring and maintenance system, the sorter can scan 140 cartons per minute and automatically direct them to the proper shipping door. The remaining merchandise, primarily bulk items, is processed using power equipment and scanned with a LRT.

Transportation

responsibility to move the merchandise off the receiving dock as each truck is unloaded. Employees scan the license plates with a Laser Radio Terminal (LRT) scanner, identifying where in the facility the merchandise should be stored.

Merchandise that arrives pre-distributed by the vendor is flowed directly from the receiving dock to the shipping doors.

Order Selection Department

Products are picked using a LRT scanner that identifies what is needed and where it is located. The layout of the facility is based on the characteristics of the merchandise.

Conveyable items are picked in three distinct areas, and each picking module has three levels of conveyors that transport cartons to the sortation system. Conventional pallet racks, used for replenishment, border the three modules. The pallet racking is nine levels high, with the bottom level replenishing

Palletized goods are staged in designated areas and transferred to dedicated locations utilizing LRTs. Merchandise is also placed in reserve locations to replenish the forward picking location upon store demand.

Shipping Department

It's the job of the shipping department to load trailers accuratelv for

Using contract carriers, the transportation staff ensures timely delivery of processed merchandise to 48 Lowe's stores in Texas, Oklahoma, Louisiana, Arkansas, Mississippi and Missouri. Each store typically receives two to three deliveries a week. The l8-acre main building, with 50 receiving doors and 100 shipping doors, runs two shifts and can eventually serve up to 100 stores. At capacity, it will employ more than 400. The four-acre specialty center, with 28 doors for shipping and receiving, handles non-conveyable items using conventional methods. It will employ over 100 employees and serve 120 stores.

LAYOUT ol Lowe's new DC is designed for fast and efficient receiving, storage and shipping of ooods to uo to 100 reoion- il home'centers. ihe south doors (A) are lor receivino. with room for bulk stoiage (B), permanent racks (C) and pick modules (D). The west doors are for shipping (E).

Software solutions for delivery problems

f\ONTINUALLY increasing cus\-rtomer service demands, shortened lead times and higher quality expectations are difficult problems for transportation managers. For solutions, they are increasingly looking to computers.

Logistics management software is now available to improve and streamline delivery operations, while reducing costs. The programs offer many services, from optimum route planning to load management. Some multi-component, integratable systems attempt to totally manage the supply chain, from the moment the order is placed to the delivery of the finished goods to the customer.

"Proper equipment utilization lowers direct costs as effectively as managing the operating expenses to prevent runaway budgeting," said Tadmis Inc.'s Stuart Miller.

Forget the maps, books and magnifying glasses. One mileage determination program not only instantly calculates distances but also rates, having been approved by the ICC for tariffs. Century Business Systems' Mile-Finder PC-based software package contains over 149,000 points, with both pre-determined miles and calculated miles, providing over ll.l billion point-to-point mileage combinations within the continental U.S.. Canada and Mexico.

Its database contains the city name, state abbreviation, Standard Point Location Code number.. latitude and longitude of each point, the five-digit zip code and FIPS county code for each point. Nearly 1,500 of these places are designated as principal

Story at a Glance

New transportation management sottware improves'routing, tracking, even payment.

transportation centers, with over one million mileages between every combination of these keypoints pre-determined and stored in the database. Mileages for all other destinations can be easily calculated using ICCapproved formulas and algorithms.

A single inquiry can display the mileages between as many as l0 different points to reflect an actual route.

Any inquiry can be stored in the route catalog and recalled by its route-ID for future inquiries. Users may also

store their own mileages between any pairs of points in the database.

Routing programs can furnish data on the best available routes, taking into account mountains, bridges and other obstacles; match daily orders with each customer's preferred delivery times; sequence and time each stop, and recommend how many trucks will be needed to complete the deliveries.

Some software companies, including Tadmis, Inc., have developed compatible packages that cover nearly every facet of logistics management, placing each under central control. Components include:

O Forecasting software coordinates the materials management activities of the supply chain to ensure the customer receives a quality product, in the right quantity, on time. Functions include forecasting, distribution requirements planning, inventory management, order management, deployment, warehouse control and purchasing.

O Ttunrportation management systems manage the movement of materials. Using key components such as inventory, customer demand, equipment availability, freight cost, delivery requirements, mode and carrier selection, they calculate a selection of the most cost-effective transportation coordinates.

Full systems handle dispatching, routing, equipment optimization, shipment tracing, fleet dispatch, equipment utilization and forecasting, on-line real-time information, inventory reduction, carrier mode and

selection, and multiple report configurations.

@ Reservation programs provide a direct link between shippers, carriers and banks for instant data on carrier availability, routing, freight charges and payment terms. Using Electronic Data Interchange, trading partners may advertise availability and need, identify resources, agree on terms, monitor performance, track and trace

shipments.

With Tadmis' VL RouteMaster. carriers and shippers identify available space needs and geographic locations, then make a "bid and ask" contract. An on-line contract is established and, through on-line banking connections, the software transfers the agreed-upon funds and details.

@ Freight pre-rating, audit and payment packages can reveal hidden

transportation costs, improve freight accuracy and develop a historical database that can be used to streamline cash flow and reduce unnecessary freight costs. Systems are said to offer cash flow maximization, up-todate tracing information, on-line inquiry, freight cash asset management, and multiple report configurations.

$hopping for a computeri,2Gd estirn,ati:h,g sVstem

I,trlITH THE increasing battle

V V for the, contractor's dollar, building,material dealers know that they must provide a higher level of service than,their,cornpetition. One way is to offer fast, accurate materials estimating.

Unfortunately, doing estimates manually is tedious, time consuming and, in the building:materials business, often necessary. ReeentIy, however, many dealerS have found a way to decrease the tediousness of estimating while improving its accuracy, The solu-' tion? A new computerized estimating system.

S'o what should you look for in an estimating system?

:: , One of the most impodant things a computerized system should do is reduce 11our estimating time signifi. Cantly; This allows sales people to Spend',:a: lot more time selling. It should also increase yotu accuracy.

Other things to check:

@ Dorr the system have the ability to adapt to the way you do business and allow you to customize take-offs by the,,builder?

@ Do"r it produce a materials list which includes related items such as rebar, mesh, drywall, insul lation, etc:, so you get a shot at the whole package?

@ Do"r the system produce estimateS in load list order?

,:

@ Can you customize the sys-

By,Debra Baker Enterprise Computer Systems, Inc. GreenviUe, S.C.

tem to meet your specifications? Are modifications easy to make?

@ e." reports easily customized?

@ Cun you convert cut lengths into stocking lengths automatically?

@ Do"r it give you the ability to do electronic take-offs for complex roof rafters and joists?

@ Is training and support provided?

@ Do", the estimating system

interface witu' your point-of-sale system?

And don't foiget to get references. If the system does everything a vendor says it does, then you should have no trouble getting good references from users.

Remsmber,'by using a good computerized estimating system, you can make, your builders' jobs easier and more profitable, which will keep them coming back. All of which means more:profit on your bottom line.

COMptJTERIZED:syslems; such,as Enlerprise's Prolessional Estimating, allow dealers to serve pro customers quicker and more accurately.

Gomputer Gare

Can your company pass the test?

Rill".x,',HTffi*'u"fi:

ment, and data can go a long way to safeguarding your investment.

Below are areas to consider when evaluating your program. Simply jot down how frequently you perform each task, whether it be "never," "seldom," "occasionally," "frequently," or "always," and give yourself0-4 poins respectively on the line next to each question. For your rating, tally up your score and compare it to the figures in the "How Do You Compute" section located at the end of this quiz.

Data Protection

Are shared files protected from unauthorized modifi cation?

Is proper storage of diskettes provided?

Are software or disks allowed to equalize with a room's temperature for 24 hours before use?

Has password protection been installed on all computer systems to protect sensitive or confidential information?

Story at a Glance

Main questions to ask to protect your computer investment...how do you rate?

Do users choose passwords at least eight characters long which aren't associated with personal names or personal data and are they changed regularly or in the event of unauthorized access to files?

Is the software simple enough to use to avoid irreparable loss or damage by human error?

Are critical materials. necessary for the restoration of lost data,

such as software, hardware and documentation, stored safely at an offsite location?

Do you backup your files at least once a week to prevent loss?

Is an anti-virus program used on all systems to prevent the alteration or destruction of an existing pro$am or file?

Is an encryption program that scrambles text to make it unreadable without the proper decoding program used on all confidential data?

Is your computer insurance renewed regularly to cover replacement costs for damaged or destroyed hardware, software or data caused by unforseen emergencies, accidental failure or fluctuation of power, or human error?

Equipment Maintenance

Is compression software used on hard drives to increase the drive's efficiency?

Are food and beverages kept kept away from computer equipment?

Are all computers kept clear of continous sources of shock or vibration which may lead to malfunction, due to misaligned circuitry?

Are all appliances, such as air conditioners, office copiers or other large machines, plugged into separate power sources?

Are computers and printers regularly dusted with a lint-free cloth?

Are temperature and relative humidity near the computer-related equipment maintained at a constant level?

Is your equipment protected from smoke or dust?

Are screen savers used on computer screens when left unattended for long p€rids of time?

Are surge protectors or unintemrptable power supplies used on computers?

Are computer-safe cleaners used on all monitors?

Are windows and doors kept closed near the computer at all times?

Are cables kept out of walkways?

Company Procedures

Is adequarc computer training provided for requircd procedures?

Are formal policies stated regarding the handling of sensitive and proprietary data and the personal use of computer equipment?

Total Score Hour Ds You Eompute?

71 to 100

You have implemented a computer care program that will safeguard your investment.

4l rs 7O

You are on the right track, but need some minor changes for a successful program.

18

to 40

Don't despair, you have the right idea, but just need some rcvisions to your program.

0to

15

It is essential that you follow the guidelines of this questionnaire to protect critical data and equipment.

New Zealand

AFTER four years of tremendous inroads into the U.S., lLradiata pine imports from New Z,ealand seem finally to have leveled off. Experts predict a second big import upsurge beginning in the year 2000 and another in 2005.

"It reflects the maturing of the resource," explains Ian Shapland, Forestry Corp. of New Zealand. "There was very little (radiata pine) before 1990 in the U.S. and now the U.S. has become one of our best export markets. Exports probably plateaued over the past year, but there will be another peak in three to four years."

But the U.S. is only one of many export destinations for New Zealand. "The price development in the lumber and reman product sectors over the past 15 months in the U.S. has made it rather difficult to stay profitable when exporting forest products from New Zealand," relates Jost Siegfried, New Zealand Ministry of Forestry. "Supplying a number of overseas markets, New Zealand log prices are determined by all of these and can lead to critical bottlenecks when prices in one particular market fall under a profitable minimum level."

Figures from the Ministry of Forestry show steady increases over the last five vears:

Log and lumber exports (separate figures for remanufactured products are not available):

New Zealand Export Figures

Forecasts to the U.S. were obtained by interviewing all of New Zealand's major exporters to the U.S.:

The above figures include a small proportion of indigenous timber and a few minor species (such as other pines, Douglas fir and macrocarpa, etc.). But more than 90Vo is radiata pine and its share continues to increase as volumes cut from the other species diminish.

Although imports of remanufactured products (mouldings, cutstock, etc.) from New Zealand have been well below Canadian and Chilean shipments, Siegfried anticipates decent increases in the coming years.

His predictions assume that "the development in the U.S. market will at worst stay at present price levels or hopefully will increase slightly. The New 7*aland companies feel that the current situation is for a good demand of product, but at very marginal prices," he says. "The major suppliers have a good commitment to the U.S. market for a number of reasons, while smaller suppliers have already withdrawn in the main. We have interesting times ahead."

Story at a Glance

Radiata pine imports from New Zealand level off ... next big upsurges: 2000 and 2005.

nding to prrce o :bctions

A TOP customer concern, ::pritx::,ii la,an important part of the '1evel:: playing field" we try to establish with:,,:::: our competition. Leveling the field in, areas such as price, selection and con+ venient hours allows us to focus ou: less tangible issues such 45 '15s1viss." ii,:,

If your price image,:,.is:'i,a6l.i.:tl ght iu,, shoppers' minds, you're11 ting at,a, disadvantage that will be:,.dif$eil1t - !f. not impossible - to oveiCome:; You: need at the very least an even:,br,neu+,,,, tral price image in the customer'i eye:,,,,,,,,,,,

Successful retailers use media advertising, in-store signing, word of; mouth and many other ways to get their good price message out to customers. Whatever your pricing strategy, it must be consistently applied.

Many employ pricing to enhance margins, placing certain blind or slower moving items somewhat higher than the lowest market price. Sometimes you are knowingly higher priced. Additionally, considering the speed with which today's players are able to respond to market fluctuation. new products and technology, it is impossible to be completely aware at all times of the competition's prices.

As a result, it is essential to arm customer service team members with responses to objections that enhance rather than destroy your price image.

Essential Behavior #l Ask if the customer has seen the item priced lower elsewhere.

This may seem elementary, but if you survey your people - or anyone else's, for that matter - you'll find this to be a question that is almost never asked. When a customer tells you your price is too high, often they just think it is too high. By automatically lowering your price in this instance you give margin dollars away unnecessarily. If it is an item they rarely shop for, or if they have not bought the item for some time and inflation has driven the price up, they may have expected to pay less. If you provide a plausible explanation, they usually will be willing to pay your price.

If your customer has not seen the item lower elsewhere, dig into your

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,plifig.,.strategy for your response. If ,ytltll.:.ti$tli*te,gy i ncludes guaranteed ipfidjftgl,i,if ::::lnstance, your response E ightr,,be.i.j(6.,,toll,;,1hem you guarantee a faii..p.{9''e",,'add,.if.,they buy it and subseouently.,1fiffi:,:.+i.i:ffiup"t elsewhere you *ill refuiidr:,ths: difference. This type Of ,responsu: Ef$,,,u lot of pressure off eu$iomers,,:,allowing them to buy without the nahral:fCar of overpaying.

i;i;.;. If ltm;4:;:ffit€ seen it lower at a com$etit ,.,oi.,.Sbught it for less recently, ,EtoVs,.on to Essential Behavior #2.

Story at a Glance

How complaints can enhance rather than destroy your price image.

Essential Behavior #2 Thank the customer for pointing out the "overpriced" item.

When someone brings any problem to your attention, the first thing they expect is a defensive reaction. Thanking them for pointing out your "error" eliminates much of the anger or disappointment the customer may be feeling. Let them know that you appreciate their help in keeping your prices in line. Customer comments can be an indispensable part of your pricing effort. Telling them so will leave a distinctly positive impression. Supplement your thanks by taking a moment to write down the item and the competitor's price. Even if you don't intend to lower your everyday price on the item, this action legitimizes your concern to the customer.

Essential Behavior #3 Say, "l will match that pice for you."

If their information seems reasonable or you are able to verify the competition's price, you must match it. Failing to match it will create ineparable damage, leaving customers to guess what you will do and allowing bad feelings to build. Using the words "I" and "you" adds a human touch. You are personally taking care of them.

Essential Behavior #4 If the customer appears disgruntled, explain picing r'ssues.

Explain your pricing policy. If you guarantee your prices, let the customer know that. If you spend time shopping your competition, let them know that. Telling them how many SKUs you stock and how sometimes an item slips through the cracks will dilute their anger. At this point you can diffuse anger further by telling them again how important their observation is to your pricing efforts.

Essential Behavior #5 If the difference is substantial, explain your embanassment.

If your price is considerably higher than the market price, you should be embarrassed. Let the customer know that you are. Using the word "embarrassed" adds an emotional touch that the customer can understand. Everyone has been embarrassed and usually empathizes with someone who is.

You also must make the customer feel that you will take immediate action (remember you are in damage control mode now). If you can, and so desire, re-price the stock immediately. Change the price in your computer system if possible before the customer arrives at the checkout. Taking immediate action will cement in the customer's mind that you truly wish to offer fair pricing.

Essential Behavior #6 Thank the customer again to reaffirm your commitment to fair pricing.

It is important at this point to thank the customer again, so they understand their importance to you. The customer must leave with a positive impression of your price image. Tell them you want to offer fair pricing (as opposed to the /owesr price) to avoid setting yourself up for failure to the customer. "Fair" is another word that people can empathize with.

Arming your customer service team with tried and true responses to negative situations helps to take the potentially destructive event of being priced wrong and turn it into a meaningful interaction your customers will want to tell others about.

- Pat Fan has spent 20 years in retail, the last 17 with one of America's largest independent home imprownent centers. A member of the Home Center Institute's Training Advisory Council, Western Building Mateials Training Board and the Eugene, Or., city council, he conducts seminars, training sessions and other presentations for retailers.

A MERICANS' Iove of decks is a la.key reason why low voltase outdoor lighting ryri"ttn contiiue to grow in popularity.

"Millions of homeowners use low voltage outdoor lights around their yards and gardens, and now they're discovering that the lights provide the same benefits on decks," says Intermatic's Phil Kinzer. "In recent years, a broad range of low voltage outdoor lights designed specifically for decks has become available."

According to Kinzer, the current best-selling deck lights are:

. Maritime-style surface/deck lights, featuring a translucent white lens and decorative black frame. Designed for either horizontal or vertical mounting, the lights are recommended for use around steps, railings and benches.

Compact deck lights, which are intended for hard-to-light areas under railings and around deck edges. The versatile fixtures come in either a rectangular or square shape and feature a crystal-like prismatic lens to provide proper brightness without glare.

Homeowners can also obtain special surface-mount brackets that allow traditional low voltage fixtures, such as mushroom lights and floodlights, to be attached to the deck. In addition, a swivel-mount bracket permits mounting the lights at angles up to 180".

Story at a Glance

Low voltage lighting provides built-in sales for deck owners and builders most popular styles, add-on opportunities.

Installing low voltage deck lights is a relatively easy project. An entire six-light set, including the power pack and cable. can be installed in about an hour with just a few tools.

"The beauty of low voltage lighting is that you can use your imagination and creativity to produce a unique plan," adds Kinzer. "People like to create a distinctive layout that reflects their personality and tastes. Low voltage lighting not only provides a sense of accomplishment, but it permits you to enjoy the soft glow of the lights when you're sitting on your deck at night."

Get decked out for the light show

How to display columns ahd posts

Columns and posts provide high profit margins because they look and feel much more expensive than they actually are.

Whether for indoors or out, the products are bulky and seemingly difficult to display. Retailers can learn and earn by following these merchandising tips:

The most important thing is to get consumers thinking about applications for columns in their homes. Especially effective are merchandising boards that feature application photos that suggest uses (such as for carports, mobile homes, patio awnings or wraparounds for basement posts)l as well as partial samples so customers can touch and feel the columls for themselves.

Columns and posts are also relatively' easy do-ityourself projects, and display boards and/or take-home brochures should spell out the simple installation steps.

A stack of posts will not sell as well as a single post topped by an outdoor lamp fixture or mailbox.

. Because columns are not a weekend project done on a

whim, a large inventory is not nec. essary.. Work with a distributor who not ontry,provides atfactive point-of-purchase displays, but also shiprnents when you need them. Typically, a dealer may stock a few basic-style columns, capitals and bases and offer more ornate choices by sFecial orderr "Three or four standard sizes account for:607o of sales," says Jerry B ecker, Moultrie Manufacturin g"Dealers who stock these will also increase special order sales, because contractors are already familiar with buying colq4ns,from them."

A column or post merchandiser may provide an eye:catching end-cap display in'otherwise crarnpod quarters because, like' the columns and posts themselves, they usually are Yery shallow and can hang from or push nearly flat against a wall.

. When confined to especially tight quarters, some dealers opt to carry aluminum columns that come in knock down form; the shafts condense so they take up a fraction of the rack storage and truck space required by wood columns.

MARINER deck lights provide an easy yet impressive project for a do-it-yourselfer.

NEWS BRIEFS

Retailers

CCC Lumber Co., Booneville, Ms., has closed

Mill Creek Lumber & Supply, Tirlsa, Ok., added a 15,000-sq. ft. carpet store in Stillwater, Ok. ...

Cheek Lumber Co., Goldston, N.C., has closed ...

Red River Lumber Ca. moved into new quarters on Highway 71 No. in Texarkana, Tx.; Jim Cunningham, gen. mgr.

Scotty's will open a 28,000-sq. ft. hardware store late this month in Largo, Fl.

Lumber Yard, Columbus, Ms., has closed

84 Lumber Co. opened yards last month in Pioneer Village, Campbellsville and Nicholasville, Ky....

Lowe's Cos. opened a new 150,000-sq. ft. store in Amarillo, Tx. (store mgr. Sid Ducharme), will open a 131,577-sq. ft. unit July 4 in Bryan, Tx., and received preliminary approval to build in West Frankfort, Ky. ...

Lowe's, with 60 stores under construction, will add a 120,000sq. ft. unit to anchor a 55-acre power center in Salisbury, N.C., to open in mid-1997; new 130,000sq. ft. stores in Conway, Ar.; on 18 acres in Russellville, Ar., for a late l996lear|y 1997 opening, and on 23 acres in Bartlesville, Ok., and 150,000-sq. ft. stores on 25 acres in South Tulsa, Ok., and on 18 acres in Huntersville, N.C., to replace the Mooresville, N.C., hardware store ...

McCoy's is relocating its Bryan, Tx., store from Texas 6 to FM 108 early this summer

Home Depot opened stores last month in Murfreesboro, Tn.; Corpus Christi, Tx., and two in Houston, Tx. (one a relocation), and will open a 131,000-sq. ft. store next month in Gretna, La., and will add a 28,000-sq. ft. garden center once the existing 80,000-sq. ft. store is leveled ...

Home Depot has begun construction on a 103,00Gsq. ft. store with 28,000-sq. ft. outdoor garden center in Little Rock, Ar., its frst store in the state, for a fall opening, is considering a second store in Little Rock, and is building a new unit in Jackson, Ms.

Wholesalers & Manufacturers

Burk Lumber Sales, San Antonio, Tx., has moved into the former Slaughter Bros. 2-112-acre yard, carrying inventory and doing reloads

Klumb Lumber Ca., Jackson, Ms., has opened a distribution yard in Tyler, Tx.; Steve Funchess, mgr....

Danville Plywood Corp., with two main plants in Danville, Va., and a mill in DeQueen, Ar., has agreed to sell its assets to Columbia Forest Products, Portland, Or.; no price revealed ...

Willamette Industries is modernizing its Chester, S.C., plywood plant, enabling one of its two veneer lathes to better utilize smaller logs

Dominance, Inc., DBA Pan Pacffic, opened a new panel manufacturing plant in Hope, Ar. ...

James Hardie Building Products is building the world's largest fiber cement siding and roofing plant in Clebume, Tx., for a1997 opening...

Dallas Wholesale Builders Supply, Inc., Dallas, Tx., has formed International Trading Group-Millwork Division, El Paso, Tx., specializing in solid and fingerjointed mouldings, interior jambs and exterior frames; James Vanden Berghe in charge

Georgia-Pacific averted a potential antitmst challenge from the Justice Department over its planned acquisition of Domtar /nc.'s gypsum division by agreeing to sell wallboard plants in Wilmington, De., and Buchanan, N.Y.

Mobil Chemical Co.'s Composite Products Division (Trex plastic lumber) has relocated Hq. to Winchester, Va., from Norwalk, Ct....

Hoover Treated Wood Prcducts, Thomson, Ga., has established a World Wide Web site at http:ll www.hooverfrtw.com ...

Vtoco Industries has been formed by Jesus Martinez, Glasco Industries, and Enrique "Leo" Pino, Pino Windows, with a new manufacturing plant and showroom in Miami, Fl.

Meyer Laminates, Riviera Beach, Fl., has acquired Kitchen Pak, Inc. and Kitchen Pak of Raleigh Inc. ...

Collins & Aikman Corp., Charlotte, N.C., will spin off its Imperial Wallcoverings, Inc. subsidiary to shareholders

Belcnert Corp-'s steel wire products plant in Van Buren, Ar., has received ISO 9002 certification

Louisiana-Paciftc Corp., with three manufacturing plants in Florida, donated $250,000 to Florida A&M University, Tallahassee...

Anniversaries ... AFCO Industries, 50th ... Moulding Associates, Inc., Gadand, Tx., l5th ...

Housing starts in March (latest figs.) slipped 3.9Vo to a seasonally adjusted annual rate of 1.45 million, the steepest decline in a year, due to a double-digit drop in multi-family starts.

New Tenant For Old ASI Site

Builder's Supply & Lumber Co. has moved into the former Alpine Structures facility in Oxford, N.C., to use it as a distribution center and light manufacturing plant.

Alpine Structures' parent Trus Joist MacMillan closed the facility early last year, relocating production of ASI engineered wood products to newer, higher speed facilities.

After some renovation and repairs, Builder's Supply will use the 55,000sq. ft. facility to fabricate and assemble window and door frames.

Headquartered in Frederick, Md., Builder's Supply has additional manufacturing facilities in Frederick, La Plata, Md.; Culpeper, Va.; Charlotte, N.C., and Orlando, Fl.

Cameron Adds Fastener Co.

Cameron Ashley Building Products, Inc., Dallas, Tx., has agreed to purchase Jett Supply Co., Inc. from its parent Maurice Pincoffs Co., Inc., Houston, Tx., an international marketing and distribution firm.

Jett Supply, based in Pueblo, Co., with branches in Chicago, Il., and Houston, Tx., is a wholesale dis-

tributor of nails, fasteners and fencing products in Tx., N.M., Co., Il. and 1l surrounding states, with 1995 sales of approximately $25 million.

Home Depot To Add 90 In '96

Home Depot plans to open 90 stores during fiscal 1996, including 29 stores in the Northeast, 25 in the Southeast, 14 in the West, 17 in the Midwest and five in Canada. according to a Securities and Exchange Commission filing.

In the fiscal year ending Jan.28, the company added 83 stores, with 20 in the Northeast, 22 in the Southeast, 16 in the Midwest and 16 in the West. Since 1990, it has increased its store count by an average of 24Vo annually.

Home Depot currently operates 423 stores in 31 states, with about half of its units in California, Georgia, Texas and Florida. Despite adding the greatest number of stores this year in the Northeast, spokesman Jerry Shields says long-term expansion will concentrate in the Midwest.

Building Materials Software

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D-esigned for building materials retailers and wholesalers, this complete s-ystem includes point of sale, order processing, billing, sophis- Ucated pricing (markup, markdown, contract, quantty Ureiks,'etc.) accounts receivable and credit, inventory control, purbhase order control, sales analysis, accounts payable, general ledger. pasy to_ use, coinpletely integrlteAa'sin$e tran"saction updates all relevant itata.-Call oir write:

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CALENDAR

Architectural Columns

These are the columns with a difference! Elegant round fluted columns from Old South. Made from aluminum, Old South columns provide maximum strength and durability. They install easily, too, in new construction or for replacement.

Choose appropdate capitals in casl aluminum; the massive Corinlhian, the Architectural Square or the popular Doric, as well as the Standard style (shown below).

Old South columns are stocked for immediate shipment in diameters to 24 inches and lengths to thirty feet, in baked on powder coat finishes or primed for painting. Call or write now, for full information and to leam of the dealer closest to you.

P.O. BOX 1179, DEPT. COL.

MOULTRIE, GA 31776-1 179

TOLL FREE 1-800-841-8674

Ustings are often submitted months in advance. Always veify dates and locations with sponsor before making plans to auend.

MAY

International Mass Retail Assaciation - May ll-14, annual convention, Wyndham Anatole Hotel, Dallas, Tx.; (703) 8412300.

Houston IIoo-Hoo Club - May 13, golf, Pinecrest Golf Club, Houston, Tx.

International Woodliber Conference - May lll4, Omni Hotel at CNN Center, Atlant4 Ga.; (415) 905-2630.

Lumbermen's Club of Memphis - May 14, annual spring golf tournament, Stonebridge Golf Course, Memphis, Tn.; (901) 385-8802.

AIIIE)VSIBEX - May l5-lE, international housewares, hardware, building & construction expo, World Trade Centre, Singapore; (708) 605-1025.

Florida Building Material Association - May 15, golf, Plantation West, Fl.; May 21, Atlantic Beach, Fl.; (352) 383-0366.

National Hardwood Lumber Association - May 15, hardwood short course, Richmond, Va.; (540) 231-9759.

Virginia Forest Products Association - May l7-lE, expo, Richmond, Va.; (804) 737-5625.

Ace Hardware Corp. - May lt-21, spring convention, Dallas, Tx.; (708) 99G6600.

Ilardware Wholesalers Inc. - May l&21, market, ConventionExposition Center, Indianapolis, In.; (219) 748-53m.

National Hardwood Lumber Association - May 20-21, sales workshop, Memphis, Tn.; May 21, moisture control short course, Roanoke, Va.; I0{'ay 2!4, timber cruises short course, Athens, Ga.; (706) 542-3063.

Southeastern Lumber Manufacturers Association - May 30, area meeting, Coushana, La-; (40a) 361-1445.

JUNE

National Retail Federation - June 2.5, store management conference, Hyatt Regency Hotel, New Orleans, l.a-;' (2O2) 783797t.

Florida Building Material Association - June 3, regional golf toumament, Heathrow Country Club, Heathrow, Fl.; June 5, executive committee meeting, Mt. Dora, Fl.; (352) 383-0366.

Southern Building Show - June 6-E, Cobb Galleria Centre, Atlanta, Ga.; (800) 854-7736.

Carolinas-Tennessee Building Material Association - June 1316, summer conference, Fort Magruder Inn, Williamsburg, Va.; (704) 376-1503.

Fly-In For Freedom - June 15-19, The Washington Court Hotel, Washington, D.C.; (919) 633-2288.

florida Building Material Association - June 20-23, summer management retreat, PGA National Resort & Spa, Palm Beach Gardens, Fl.; (352) 383-0366.

Oklahoma Lumbermen's Association - June 2l-2j, summer conference, Western Hills State [,odge, Wagoner, Ok.; (4O5) 840-t77r.

Southern Pressure Treaters Association - June 2$25, meeting, Sandestin Beach Hotel, Destin, Fl.; (205)968-5726.

Forest Products Society - June ?.3-?5, annual meeting, Marrion City Center, Minneapolis, Mn.; (608) 231-1361.

National Hardwood Lumber Association - June 27-8, sawing seminar, Memphis, Tn.; (901) 377-1818.

@W^Q.fur^f €"*7-,ry

Industry $$ For Environment

During the first year of the American Forest & Paper Association's Sustainable Forestry Initiative, the industry spent hundreds of millions on new environmental programs in place and suspended l7 companies from association membership for failing to live up to the goals of the initiative.

In 1995 AF&PA members spent $52.8 million on forest-related research, clear cut only l.6%o of 52 million acres oftheir forestland and reforested 1.2 million acres.

"This initiative is about making sure that good forest management practices are implemented on the ground," said AF&PA president and ceo W. Henson Moore. "It reflects our commitments to change, providing measurable environmental progress, and global leadership to sustain our forests while continuing to meet the people's needs for wood and paper products."

Chairman Steve Mason added: "Companies that do not live up to these standards of conduct face expulsion from the association. I can tell you quite frankly it is no easy matter to turn members away - or to cause companies to drop their membership as some two dozen have already done. But that is the price of putting teeth in our progftrm."

New OSB Mill On Line

Willamette Industries has begun production at its new OSB plant in Arcadia, La., according to Clayton Barns, plywood, OSB and lumber sales manager for the Southern Region.

The facility produces APA certified OSB in sizes from 4'x8' to 8'x24' and thicknesses from 3/8" to l-ll8" from pine and mixed hardwoods using liquid PF resin and emulsified wax.

Joel Garland is plant superintendent; Brad Farquhar, technical director, and L. Mit Scott, product mgr.

What's Hot In Kitchen & Bath

Today's new home buyers are looking for large and convenient kitchens and baths with upscale features, according to a new National Association of Home Builders study.

Out of 24 different kitchen features and products, ample counter space topped the list, with 95Vo of shoppers rating it as desirable or essential. Other popular features: a double sink (89Vo), a place for a table and chairs (85V0), and a walk-in pantry (84V0).

Most desired among bathroom features is a linen closet (94Vo), followed by an exhaust fan (887o), separate shower enclosure (85Vo), water temperature control (78V0), private toilet compartment (69Vo), whirlpool tub (67Vo), multiple shower heads (5070).

White is in for bathrooms, with 6l%o wanting a white toilet, tub and sink.

"New home shoppers understandably want it all," said NAHB president Randy Smith. "And home builders are doing their best to provide homes with space, convenience and amenities at prices that home buyers can meet."

SP Production Nears Record

Despite slowing at the end of the year, southern pine lumber production in 1995 came just short of the modern day record level reached in 1994.

Southern pine lumber production in 1995 was 14.71 billion bd. ft., just2Vo less than 1994's record 15.01 billion bd. ft. It was the ninth straight year southern pine production topped l2 billion bd. ft. and the second highest level since Southern Forest Products Association was founded in 1915. The all-time record for southern pine produciton was 16.27 billion bd. ft. in 1909.

Lnss Wnmrnss.

LnssSmG. LEss SArrns

Vhen It Comes To Theated Lumber, Herets Vhy Less Is More.

DuraPine@ Outdoor@ Wood by Cox@ sets the highest standards in treated wood by rutking certain that it) )ry botb be/ore an) after treatment. This extra step ofproduction insures normal shrinking occur s befo re reaching your lumber yard, not after it's installed in decks or other outdoor projects.

Thats why building professionals and remodelers prefer DuraPine. lts construction benefits include more uniformigz in size, lighter in weight, greater strength and stiffness, and no waiting before painting, staining or coating.

Plus, DuraPine Outdoor Wood contains built-in Wolmant Extrao Water Repellent. It repels water that causes unsightly moisture damage, and, with normal maintenance, keeps projects looking great for years.

Stock the treated wood that gives your builder/ customer an advantage. Join the C.ox team and provide the most respected treated oroducts in the business. Become a Cox Stocking Dealer, call 800-426-4401 or fax 803-534-6328 today.

The FrameWorksa

TimbuSranda Wall System credtes walb that arc as true as a chalk line anilfree of knots, bowing, twisting and wane.They giue your axtomus picture-puJea sight lina on long and high walls, anil can simpffi their llfe all ouer the house. Kitchens, bathrooms ol any rcom that demands precision

Jor hanging eabinets, plumbing appliutions or specifufnkhes is made a lot easier with the FrameWorkf

TimbuStrand@ Wall System.Your customers will loue the walLs they buiklanil so will thei customers.

Vrtr rrc it cvcry day. A sling of studs looks good in the nrorning but after your custonlers spencl :r few hor,rrs digging-it looks like a ganre ofprck-up sticks.

We have a solution: the Frlrrre'Works'- TimberStrlnc'l * Wall Svstenr. Each wall rs as

true as a chalk line :rncl free of knots. bowing. twisting and r','ane. The FranreWorkse Wall Systern is nircle r,vith our TinrberStrand" Laminated Strlrrd Lunrbcr. .r urrrque. resource-efiiicient nraterial that rvhen cut into str.rds is wastefree and consistent.

Even thor.rsh these stucls lre more cxpensrve, yoLll customers will quickly realize that thev nrav acturlly srve them money due to recluced labor costs. TirnberStr:lnd'!' LSL is elsier to hancile and, thanks to its consistellcy, hanging cabinets, plurnbir.rg

applicrtions and finishing rs greatly sirnplified.

For more informatior-r reulrcling the Frlme'Works" TinrberStrand' Wall Svstenr lionr Trus Joist MacMill;rn, contact your clistributor or call i-800-33U-0515.

rrr-rl(),rtu'r'-\ moil(), lltrou.qh rcdttL't'd lahrtr arsl-s.,4rrrl tt,l*,n your a[.\r(),r]('r-r

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SOUTHERN ASSOCIATION

Mid-America Lumbermens Association exec. v.p. Bob John will take early retirement July l5 after 17 years with MLA. Pres. Harold Baalmann and the other executive committee members are serving on the search committee.

Billy Plyler, John Plyler Home Center, Glenwood, Ar., was appointed planning committee chairman for the annual Fall Fun Fling Oct. 4-6 in Branson, Mo.

Carolinas-Tennessee Building Material Association is co-sponsoring a mill tour to Alaska Aug. 23-30 with the MidAmerica, New Jersey and Northwest lumber associations.

The agenda incudes a relaxing cruise, shipboard seminars, and tours of a mill and lumberyard. Ports of call include Vancouver, Ketchikan, Juneau, Skagway, Hubbard Glacier, Yaldez, College Fjord and Seward.

The annual summer conference will be held June l3-16 at Colonial Williamsbure.

Virginia Building Material Association, during its 70th annual convention April 1l-14 in Williamsburg, installed Richard S. Helm. Glazie & Brother Lumber Co., Winchester, as president, succeeding George Haw III.

President-elect is Richard Hudson, Jr., Hudson Building Supply Co., Inc., Virginia Beach; vice presidents John A. Williams, Pleasants Hardware, Richmond, and Ray Hawthorne, Peninsula Supply Co., Newport News; associate vice president Edward Moredock, Pennsylvania Lumbermens Mutual Insurance Co., White Stone; treasurer Fred Siewers III, Siewers Lumber Co., Richmond, and national director George [rster II, lrster Home Center, Martinsville.

New directors are Leigh Felton, Boston Lumber Co. & Home Center, South Boston, and John Nunley, Better Living, Inc., Charlottesville, and associate director Robert Heuay, Delmarva Sash & Door Co.. Inc.. Richmond.

Florida Building Material Association is staging a series of regional golf tournaments, beginning with the Gold Coast tourney May 8 in Lauderhill.

West Central Florida will be held May 9 at the River Hills Country Club, Valrico; Treasure Coast May 15, Ballantrae, Plantation West; North May 21, Selva Marina. Atlantic Beach. and Central June 3, Heathrow Country Club, Heathrow.

The winning team from each toumament will be eligible for a statewide regional championship during FBMA's surnmer management retreat June 2U23 at the Sheraton PGA National Resort & Spa, Palm Beach Gardens. The retreat will also feature board and committee meetings and a truss roundtable.

Kentucky Lumber & Building Material lhalers Association members donated over 25,000 white pine seedlings as part of the '"Trees Are America's Renewable Resource" Arbor Day program.

Participans included Builders Supply, Stanford; Clay Building Supply, Manchester; Farmers True Value Hardware, Grayson; Fugate Lumber Co., Madisonville: Hellmann Lumber Co., Covington; Home Builders Do-it Center, Monticello: Kintec Wood Truss Manufacturing, Louisville; Malone Do-it Center, Greenville; Morganfield Home Center, Morganfield, and Springfield Wholesale Supply, Springfield.

Levy's To Grow By Going Small

As warehouse giants Lowe's and Home Depot step up their presence in Kentucky, Louisville's oldest business is expanding into smaller markets.

The 11O-year-old, family-owned Jacob Levy & Brothers Inc., which operates three 60,000-sq. ft. Levy's Lumber & Building Centers in Louisville and one in southern Indiana, will open five or six new "neighborhoodlevel" stores that stress hardware, nursery and personalized service.

The stores should all be in place by 2000, with the first to open about July I in Lyndon, Ky. Instead of construction and building materials, the emphasis will be on paint, plumbing, electrical, hardware and lawn and garden. A licensed plumber will be on staff to advise customers on repairjobs.

Levy's has also been beefing up service at its existing locations, escorting shoppers to their cars in the rain or carrying purchases.

In recent months, the Louisville market has seen the opening of a Lowe's superstore and the passing of Highland Hardware, Bonnycastle Hardware and Sumner's. Two Home Depots are on the way, but Levy's sees a need for businesses that expressly concentrate on residences two or three miles away.

"People want to hop in, hop out and get home," explained president Steve Levy. "We will say, 'Good morning,' and know who you are."

Unr€al, Lumber,Abbreviations

" Thii::,'bit of noniense airiied by FAX, We hope you get a chuckle out ofit. - Editoi

A & Btr - Ail & Better (large knots have completely failen out).

B&Btr-Bark&Better.

C-Ctear 'You can see,Clear'through it,,,,, f inisUll.lunUer t OnCe you,,qrband' it,,,you're fi nished. n"ugft L"mUe" * nou$fy lear ths:grade ordered.

F.O.H.C, -,Full Of Hcavy Check.

Select Struci - You'll feel like Mike Tyson struck you ::when.you$oetti0::stock:..:.]:..

nii Uriea:- Whai,your lips will be,,from your mouth hanging open in shock.

Nominal - One to two grades below what was expected.

P.E.T. - Pull Every Trick (P.E.T. - petrified).

Weathered Stock - Lumber salvaged from Noah's Ark.

Furniture Stock - Means you're going to sit on it a long time.

Prompt - How your bill arrives.

On the Ground - Where you'll be after you see your bill. ,30 D4yg.- lyhat y-our salesman should get.

A Unit - 35,000 feet.

Jag - What your sales manager drives.

Ponderosa Pine - Ben Cartwright planted it and it should be ready for harvest in another five to six years.

T&G - Thrashed and Gouged.

S4S - Shredded on four sides.

PERSONAI,S

Robbie Floyd was promoted to sales mgr. of the treated product division at Tolleson Lumber Co., Perry, Ga.

Tim Myers has been appointed co-mgr. of 84 Lumber, Pineville, N.C. Other new co-mgrs.: Chad Carson, Fort Lauderdale, Fl.; Kevin llarrison, Jackson, Tn.; Cobby McDonald, Richmond, Va., and Shawn Busby, Mauldin. S.C.

Jimmy Mann has been appointed a retail development specialist for Hardware Wholesalers, Inc., covering the newly created Alabama region.

Martin "Marty" Bocola has been promoted to exec. v.p, of operations at Builders Square, San Antonio, Tx.

Marian Noe is now gen. mgr. at Pelican Building Center, Greenville, N.C.

Bryan Mohammed is mgr. of the new Home Depot in Jacksonville, Fl. Theo McCaskill is mgr. of the new Gulfport, Ms., store.

Hank Hill, ex-Clark-Hill Lumber, is new to sales at Dantzler Lumber & Export, Jacksonville, Fl.

Tim Soileau has been named operations mgr. of Lowe's Cos.' new Gulfport, Ms., superstore. Sherry Powell has been promoted to mgr., Laurens, S.C. Danny Crow, c.f.o., and Bob Swanson, senior v.p.-logistics, have resigned from Scotty's, Winter Haven, Fl.

William Smith has been appointed pres./c.e.o. of Lone Star Plywood & Door Corp., Irving, Tx. Randy Lutz is now sales mgr., Houston, Tx.

Bob Wilber has been named mgr. of Weyerhaeuser Co.'s Tuscumbia, Al., Customer Service Center, replacing David LeBel, now general mgr. at Richmond, Va. Tor Driflot is now mgr. at Oklahoma City, Ok.; Jeffrey McQueary, sales rep, Louisville, Ky., and lrone Richardson, sales rep, Greensboro, N.C.

BiIl Black is now v.p.-particleboard and medium density fiberboard manufacturing for Willamette Industries, Ruston, La., and will transfer to Albany, Or., following the start-up of the new Arcadia, La-, OSB plant.

Richard V. VYarner has been reelected to the American Lumber Standard Commisee board of rcview.

Russell Bastin, pres., R.B. Bastin Lumber, Eubank, Ky., was named pres. ofthe Kentucky Forest Industries Association, Frankfort, Ky. Steve Merrick, Somerset Wood Products, Somerset, is v.p., and Dean Carter, Eugene White Lumber, Morehead, sec./trcas. lncoming directors: Kerry Anderson, Anderson Forest Products. Thompkinsville; David Feldman, Feldman Lumber, Lancaster; Mitch Crews, Woodstock Mills, Scottsville, and Frank Lassiter, MaryBen Industries, Frankfort.

Kent Sparks is the new national service mgr. at Hitachi Koki, U.S.A. Ltd., Norcross. Ga.

Susanna Lindsay has left the MidAmerica Lumbermens Association after l0 years as business forms/ad specialty coordinator.

Robert Dolan will head Alumax Building & Construction Products, Plant City, Fl., one of three divisions of Alumax Inc.'s newly restructured extrusion business.

lf your company depends on lumber and forest products, one call, to one source could simplifu $re way you get fe producb vou nd.

That source is Snavely Intemational.

Snavely provides the vial link in supplying foreign wood produG to domestic manufacturers and retailen through our worldwide network of partnerships.

This network can satisfy your wood producb needs - wfren you ned fremwhere you ned hem.

ProduG like Radiata pine, Ea$em White Pine, and Sou*rAmerican pine, as well as finishd producs frorn Pacific Rim countries.

Thrrugh Snavely, yurr busines is supported by irdu$ry professionals wifr expertise in producirg and nurcing ship ping docunrenhtion ard disfiifution. In fact, our kmwledge of fore* products markding make ywr business more competitive and profi hble.

So if SE hasles of securing fore* producb are somdimes a bit olerwlBlmin& one callto Snavely lntematiorul can make a big difference.

Tommy Gowan, David Moore, Robert Payne and Bill Yanaway are new traders at Conner Industries, Inc., Fort Worth. Tx.

Dave Motes has been promoted to gen. mgr. at Foxworth-Galbraith Lumber Co., Sherman, Tx. Other new gen. mgrs.: Elaine Kaiser, Sonora, Tx.; Ken Goodson, Winnsboro, Tx.; Brian Parish, Whitesboro, Tx.

Nicholas A. Ungaro has been named product mgr. at American Woodmark Corp., Winchester, Va.

Katie L. Deegan has been named Consumer Business Group sales director at American l,ock Co.

Chet Simmons has been named controller at Plasti-Kote.

Sunil Kumar has been appointed c.o.o. of GAF subsidiary Building Materials Corp. of America. John M. Sergey has retired as pres./c.e.o.

Frank J. Feraco has been elected pres. and sector executive-plumbing and specialty products intemational for the Sterling Plumbing Group.

Kenneth J. McGilton has been awarded the 1995 Top Sales Achievement Award for CJ Company of Nashville Inc.'s Village Square Cabinet Supply division.

William Docherty has been promoted to exec. v.p.-consumer products mktg. & sales. of MTD Products Inc. John Carpenter has been named v.p.-mktg.

Tom Seymour is heading up Owens Coming's new specialty products unit.

Murray llodgkinson, P.H. Tech Corp., has been elected pres. of the National Association of the Remodeling Industry. First v.p. is John Quaregna, JayCue Construction, Inc.; v.p. Andrew Gateriewictz, Strategees & Associates, Inc.; v.p. Kenneth P. Skowronski, KS Remodelers, Inc.; treas. Jack Philbin, Philbin Construction & Remodeling Co., and sec. Richard Hallberg, Hallberg Remodeling Co. Regional v.p.s: Richard A. Cissel, Apple Electrical Services, and Julius Lowenberg, Julius Lowenberg Construction.

Ronald B. Cooper has been named pres.accessories of Black & Decker, replacing Steven E. Simms.

Jim Ruby has joined Simonton Windows as director of product and process development.

Bob Atkins has been promoted to pres./gen. mgr. of Grohe America, Inc.

Karen S. Raketich is now product mgr.garage door openers for Stanley Door Systems, reports Mark Goldstein, v.p.-sales & mktg.

Robert L. Caulk has been named pres. of Clopay Building Products, according to George A. Strutz, Jr., pres. of parent Clopay Corp. Caulk succeeds William J. Sachs, who retires this summer after 29 vears with the firm.

"Cluote" vof .n. MOnth

"The United States has more trees. more total acres of forest, and more total standing volume now than it had 70 years ago."

- Hunt Hatch, tree farnter, quoting Alexander S. Matker's book "World Forest Resources"

David Pease III has been named v.p.mktg. and product development at Pease Industries, Harris Kimbell, Curt Bean Lumber Co.; Robert Booker, Temple-Inland; Bob Kincaid. Southern Forest Products Association; Bob Weiglein, Wood Moulding & Millwork Producers Association, and Rick llagle, Burns, Morris & Stewart, attended the Toyko (Japan) Good Living Show.

Caesar llart is now family relationship counselor at Mungus-Fungus Forest Products, Climax, Nv., according to owners llugh Mungus and Freddy Fungus.

Somereally profitable items come in smsllboxes

Malne Ornamental Post Capt for Instance...

You'll be amazed at the inventory hrrns and profits you'll receive from this deck and fence accessory line. Maine Ornamental Caps come in a wonderfrrl assortment of styles, and all of them sell. Full metal copper, brass, white, and patina caps Eue available to fit both 4 x 4 and 6 x 6 posts. Newport wooden post caps provide a lower price point and are just as attractive. There's something here for every deckbuilder, fencebuilder, or homeowner who walla in the door.

This may be the easiest bryr"g decision you'll ever make. Mellco's inhoductory pad<age feahrres a display and startup inventory and you won't believe how little it costs!

(1) Ray Guy, Lee Plant at the LAT show. (2) Barbara Douglas, Dick Ledermann. (3) Joe Breeden, David Nalions. (4) Joe Oliver. (5) Russ Hobbs. (6) Mark Mitchell. (7) Kyle McCarley, Wally Swanson. (8) Debbie & Larry Burns. (9) Ben & Cindy Lee. (10) Mike Rainwater, Brad Allshouse. (11) Cuttis Wilson,

Clark Wiens, Ty Deaton, Duncan Parham. (12) Eddie Strawn, Bob Hixson, Roberl Hixson, Tammie & Craig Blakemore. (13) Ronnie Williams, Richard Youngblood, Marlha Grow, Jim Respess. (14) Huck DeVenzio. (15) Dotlie Klotz, Mike Burge. (16) Chris Counts, David Jordan, Cara Bulkley, Ronny Fuchs, John Helela. (17) Jim Young, Shorly Jones.

(18) Mike Ambrosini, John Butcher, Storey Sheppad, Jerry Miller, Malory Hillhouse. (19) Chris Goff, John Elwell, Justin Elwell. (20) Ginger & Melvin Faircloth, Melody Fairclolh. (21) Roberl Posey, Randy Eowers. (22) Finn Hurley, David C. Duke. (23) Kenneth & Brenda Fun.

FOOTBALL GREAT. former Oakland Raider

la'TONTRARY t0 cxncelnlions. \-rDlllls rrutdrcw llrsl ycrrr's Lutttbe l Association ol 'l'cxlts e onvention in San Antonio. Mccting at the Texassized Wyndham Anatolc Hotel (1,626 rooms), this ycar's gathering had ovcr 1,100 retailcrs ancl I ,400 iissociittcs and exhibitors, bcating the 199-5 total by nrore than 1 00, according to preliminaly estir.natcs.

In a pertttrtne nl e huttge. the Assoe iate Member o1'thc Ycar awarcl wcnt tcr a flrm, not iln individual. Accepling

llOth annual Texas convention

this year for winncr PrimeSource was E,d Gray. Winncr of the previously announced Lumberman of thc Ycar honor was A. George Natsis III. Roy Deering. Fort Worth Lumber Co., won a free trip to tlie Indianapolis Brickyard 400 auto racc. Several successful events raised

money for LAT's political action committee. Thc PAC Masters golf tourncy (due to be repeated next year) garnered $18,000, the silent auction $4,000 and the Young Lumbermcn's breakfast firr past presidents $600.

Morc than 140 companics cxhibited (Continued on next pagc)

Karen Meredith, Ancel Harry, Don Denson, Glenn Lewis. (7) Bob & Leta Edwards. (8) Sue Moxam, Ken Jolliffe, (9) Stephen DeMagistris, Natasha Edscorn, (10) Wes Bishop, Bob Guthrie, Tammy & Jeff Parnell, Denny Spradley. (11) Emily Fiesler, Roy Deering. (12) Joe Kastelic, Dan Tresh, Mo Cameron, Jtm Waldrop, Peter Houghton, Rusty Hall. (13) Don Spiers, Larry Fitzgerald, Vicky Johnson, Ted & Lee Carrol, Harvey Woodall. (14) Byron Potter, Jim Dunlap. (15) Scott Ellenson. LAT convention featured an auto racing theme.

(More LAT photos on preceding and tollowing pages)

NEW DRIVER (1) 2-1l?-year-old Drew Hilliard, grandson of Ron Hilliard. (2) Drew's pit crew: Art Whitlock, Dawn Batiz. (3) Ted Leslie, Earl Hankamer, Robert Witte. (4) Lee & Gus Tolleson. (5) Ron Tamlyn, Joe Butler, Lonnie Goolsby, Lee Glazener. (6)

at the trade show. Floor traffic through the show was good during almost all of the two days the exhibits were open. Exhibitor satisfaction was evident in that more than one-third of the 1997 show was sold out by this year's show close.

Randall Puckett was elected president at the I l0th annual; Ray Sale, lst v.p.; Adonn Sloane, 2nd v.p.; Rick Mclaughlin, associate v. p.; Don

DeGroot, treas.; Bobby Bohn, sec., and Ron E. Spradlin, sgt.-at-arms.

The event was held April I l-14.

LAT COMPUTER DEMO: (1) Greg Sloane, Dinny Waters, John Carroll. (2) Vernon Massey, Milton Foersterling. (3) Scott Stanford, Ruel Alexander, Mark Gebel, Byron Alexander. (a) Gary McCoy, Ed Gray, Scotl Klein, Chuck Hotze lll. (5) Sotl Wallers, John Jernigan, Jerry & Mary Kennon. (6) Roberl Pool, Prentice Bissell, Chuck Pool. (7) David

Alvis, Pat Pahanella, Brenda Elliott. (8) David Haig, Tom Tamlyn. (9) Bobby & Gail Davis, Lynn Poss, Cecil & Jeanette Pinson, Mike Freeman. (10) Val Nielsen, Bob Walton. (11) Patrick McCaslin, Steve Reeder, Jerry Combs. (12) Russ Holey, Rich Messenger, Brad Nelson. (13) Keith Brooks, Jim Moncrief, Joel Tigett, BillWeaherly. (14) Paul Grabarek, Skip Farmer, Jim Moore. (15) Dani Jeanes, Ward Scholl, Victoria Mc0ord. (16) Walter Pullin, Marc Hoover. (17) Buddy Cochran, Elmer Pavlas, Bob Goodwin. (18) Jack Kelcher, Bob Fullerlon, BillHealy, Ky'e Neuman.

First Choice

EWS 24F.1.8E WW

NEW 24F-1.8E glulam grade is suitable lor virtually any simple span Deam an0 nea0er appilcatton.

Glulam Specs Simplified

Engineered Wood Systems, a related corporation of APA-The Engineered Wood Association, has simplified glulam selection to reflect common, practical uses in most residential beam and header framing applications.

While glulams are often specified in such residential applications as exposed ridge beams that accentuate their beauty, increasingly builders and designers are recognizing their value for structural framing applications, such as concealed headers, columns, floor beams and roof framing members, where appearance is not of primary importance.

EWS recently introduced a new structural classification grade for glulams identified as a 24F-1.8E grade, which can be produced using a wide range of species including Douglas fir, southern pine, hem-fir and SPF. "This basic glulam grade is suitable for virtually any common simple span beam and header application," says EWS executive v.p. Tom Williamson. The introduction of a single structural grade designation aims to eliminate the confusion often associated with specifying and ordering glulams.

EWS also introduced a new framing appearance classification which is intended only for concealed applications. "The framing appearance classification allows the EWS glulam manufacturers to supply full width 3-l/2" and 51/2" members for those builders who want the glulam to fit traditional 2x4 and 2x6 framing," Williamson explains.

In addition, stock beams produced by EWS members have 'Just the right" amount of camber. The flatter camber reportedly eliminates the problems associated with too much camber for floor beam applications, but is sufficient camber for roof beam and header applications.

eA[ffi,gg1ts,lt6, €

HOME OF THE 24 HOUR VENT

GLASS

Second Choice

18'ROUND

sPF $31.58 !!ltN

Anthony's new engineered laminated Power Beam@ is the clear choice over competitive beams. No other engineered wood offers'

. Lower installed cost than Parallam@ and LVL

. Cambered or non-cambered

o Full width 3'l2" and 5t/2" at I-loist depths

o Design values' 3000 Fb-2.0 E, 240 F,.

o One-piece beams avoid need to fasten pieces together at job site

. Kiln dried, non-sag, individually wrapped

o New software program available.

So call Anthony, and don't settle for second choicel

NEW PRODUCTS

a;nd selected sales o;ids

Interior Pantry Doors

Two new pantry doors have been introduced by Simpson Door Co.

Designed with a full-light insert of frosted glass, the 1592 door has a simple wheat pattern, and the 1590 door has a cornucopia design.

Pneumatic casters, rubber bumpers, and tow handles are new to the Design-A-Truck system, which enables users to mix and match accessories, including decks, casters, handles and running gear options.

Circle N0.902 on p.38

Heartier Insulation

Insulation from The Dow Chemical Co. reportedly can be stomped, bashed, bent, soaked, or frozen and still maintain is strength, durability and insulating power.

The 4'x8' and 4'x9' Styrofoam Duramate insulating panels come in ll2" , 314" , and I " thicknesses, with Rvalues of3,4, and 5.

Circle N0.903 on o. 38

Ventilated Vinyl Skirting

A line of durable, ventilated vinyl skirting is new from Georgia-Pacific Corp.

Designed to give a finished look and provide storage under manufac-

Available in Douglas fir or western hemlock. the doors come in widths ranging from 2' to 3', with heights of 6'8" and 7'.

Circle No. 901 on p. 38

Design A Dolly

New mix-and-match options have been added to Dura Products' line of platform trucks and dollies.

Concrete-Fixi ng Compounds

Two compounds from W.R. Meadows, Inc. patch and resurface concrete substrates.

Meadow-Crete H is designed for horizontal concrete patches and repairs and may be extended with 3/8" pea gravel for deep patching at a l" thickness or greater. It is applied bv screed or trowel.

Meadow-Crete OV fixes overhead and vertical concrete substrates and is trowel applied.

Both products are mixed with water, will bond to rough or damp surfaces, and are resistant to freezing/thawing cycles and de-icing chemicals.

Circle No. 904 on p. 38

tured homes. decks and hot tubs. Parkside panels are 8' long and packaged 15 pieces to a carton. Forty trim pieces are packaged in each 8'-carton.

The Parkside Elite is available solid or ventilated and is packaged in l2'-long panels with l2 panels per carton. Trim pieces are l2'-long with 28 pieces per carton-€nough rails to cover a l4'x70' home.

Both producs come with a pop-up, top front rail that provides easy access to storage space and utilities and have built-in center vents to prevent moisture build up.

Available in gray, white, cream or tan with a brushed cedar-grain look, the panels reportedly will not peel, blister. flake or corrode.

Circle No. 905 on p. 38

Adaptable Rip Fence Guide

Two adaptable rip-fence/cutting guides for sawing straight lines with a circular saw or jigsaw have been developed by Wolfcraft, Inc.

The 61ll Universal Circular Saw Cutting/Measuring Guide has two sizes of solid steel bars to fit popular brands of circular saws. To change from one brand to another, users unscrew three lockins screws and chanee the bars.

ffiffi

The 6l l0 Universal Jigsaw Cutting/Measuring & Circle Guide has a circle cutting guide that pivots on a finishing nail through the rip fence cross bar holes.

Both rip fence/cutting guides come in displayable packaging that feature the accessories in use.

Circle No. 906 on p. 38

tube, special rubber bushings, cloth tube rags and a paint roller handle. Used with oil-based or latex paints, its twisted cloth can be tightened or loosened at either end to achieve different patterns.

The roller comes with three cloth tub rag refills, an instructional videotape and written instructions.

Circle No, 908 on p. 38

Exterior Wood Finishes

Three wood finishing products are available from Minwax Co.

Developed for small outdoor wood projects, Lustre Stain combines stain and an acrylic polymer for wood protection. It comes in six colors.

exterior wood surfaces from sun. rain. dirt and scratches. It is available in quart and gallon containers, in semigloss and satin sheens.

A solid stain and sealer, Fencelife restores color to outdoor, vertical, rough or smooth sawn, wood surfaces. It is offered in four colors and is packaged in gallon containers.

Circle No, 909 on o. 38

Band File Conditioning

A band file surface conditioning system is new from Milwaukee Electric Tool Corp.

The Band File Surface Conditioning System is a collection of tools, accessories and abrasive belts. It includes two band file models: the 6l0l-6, which comes equipped with a standard paddle-style switch, and the 6105-6, which has an on/off toggle. Both models are equipped with adjustable l/2"x18" belt head assemblies.

handle with metal ferrule, and its rubber pad and wing nut clamps hold abrasive material fi rmly.

Circle No. 907 on o. 38

Faux Finishing Tool

A faux finishing tool from DQB Industries reportedly reduces faux finishing time by more thanSO%.

The Ragroller is made of a plastic

Formulated with ultraviolet absorbers to help prevent fading and discoloration, Clear Shield protects

Designed to perform detail grinding and finishing in confined areas, the tools also have a 3/4"x18" accessory arm for greater area coverage, and an offset arm for curved surfaces.

Supporting the band files is a selection of heat-resistant. 18". coated and non-woven abrasive belts that come in widths of ll2" and3l4".

The coated abrasive belts range in coarseness from 60 grit to 24O grit, and can be used on a variety of materials, including metal, wood, plastic, fiberglass and composites.

The non-woven belts are available in fine, medium and coarse grades.

Circle No. 910 on o. 38

Four-ln-One Tube Cutter

A specially designed tool from The Mill-Rose Co. cuts, sizes, reams and crimps all types of tubing.

Ideal for tight working areas, the 4in-1 Tube Cutter cuts copper, aluminum, PVC, CPVC and ABS tubing from 1/4" to 1-1l8".

Circle No. 911 on p. 38

Temporary Roof Leak Repair

A collapsible water collector from Munford & Baldock Ltd. can be placed under a hole to temporarily repair a leaking pitched roof.

Held in position by hooks attached to rubber straps, Stormbuster directs water from the collector to the roof gutter via a flexible pipe system.

The kit has a lm plastic guide, drip clips, collapsible collector, a 4m hose, rafter hooks and nrbber straps.

Chcle No. 912 on p. 38

Versatile Retail Software

The latest version of Sirvys Systems Group's comprehensive business management system has been released.

Lumbercore Advantage version 6.0, which operates on IBM AS/400, offers a user-definable bill of material configurator integrated into order entry, inventory, purchasing and delivery systems that enables users to quickly quote and sell items, such as windows and doors, that require special designs or fabrication.

Other features: backorder tracking, comprehensive credit controls and management, multi-location process-

ing, inter-location transferring and tracking, physical inventory reconciliation, pricing, and integrated accounttng.

Circle No. 913 on p. 38

Pre-Taped Dropcloth Display

A shipper display for pre-taped plastic dropcloths is new from Daubert Coated hoducts, Inc.

. Covers old, unsightly ceilings . Reduces noise

. Increases light . Moisture proofs . Resists lire

. Insulates . Washable . Won't water stain, waP, sag

. Can be applied directly to sheetrock or furring strips

. Available in 12' x 12' interlocking squares for do-it-yourself installation, plus 2' x 2' ot 2'x 4' panels

CallKing & Co.

Box 10, Clarksville, AR 72830

(501) 754-6090 . FAX 501-754-8445

(800) 643-e530

Designed to act as its own product header, the top portion of the display features product-use illustrations. It includes l2 rolls of 24"x100' pre-tap€d plastic dropcloth.

Circle N0.914 on p.38

o Corrugoled Droinoge Pipe

o Culved Pipe

Slotted. Solid. or Septic-Leoch Bed Styles

Drofn Pipe4" or 6" Sold In l0 ft. lengths or rolls

Culvert Pipe8" to24" Comes ln 20 ft. lengths

Moulding Magic

A new line of extruded synthetic material mouldings has been introduced by NMC Focal Point USA.

Available in 4,000 standard designs, the insulated window is boot glazed to prevent stress fractures, visible distortions in the glass, and to seal out moisture. and has double-sealed weatherstripping, a 2-3/32" sash, and a l-7/32"-thick solid wood frame.

Circle No. 916 on p. 38

The Finishing Touches

Specialized caulk and adhesive finishing tools from Hanacek assist d-iyers in creating a professional finish. Desiened to fit all caulking con-

Offered in a variety of styles, from coves to crowns, Nomastyle mouldings reportedly are more cost effective than wood and provide more curves and shapes than comparable wood mouldings.

Circle N0.915 on p.38

lnsulated Custom Windows

Custom windows from Pozzi feature hand-cut glass and western pine frames.

KDATW DEANH

tainers, they have a break-off plug for storage, extension handle that doubles as a storage cap for unused contents, and brush cleaners for easy clean-up.

For pressuretreated wood that's kilndded after treatment, call Dean l-umber Co.

The gentle conditioning of our steam dry kilns yields exceptional products such as Dean Deck, Dricon@ fire retardant treated wood, 0utdoor@ wood, Wolmanized@ Extra'" lumber, and treated specialties.

Roofing Products Catalog

A tl-p. roofing products catalog is free from GAF Materials Corp., l36l Alps Rd., Wayne, N.J. 07470; (201) 628-3000.

Contractor Licensing Laws

An updated "Summary of State Contractor Licensing Laws" booklet is $23.50 from the National Association of the Remodeling Industry, 4301 N. Fairfax Dr., Ste. 310, Arlington,Ya.22203; (703) 276-76W.

Wood Products Directory

The "1996 Directory of the Wood Products Industry" is available from Miller Freeman, Inc., 600 Harrison St., San Francisco, Ca.94107; (415) 9052418.

Lots & Lots Of Locks

A 48-p. reference guide to door hardware and accessories is available from Security Lock Distributors, Box 815, Needham Heights, Ma.02194; (800) 8475625.

Vinyl Siding Profile

An 8-p. vinyl siding brochure is free from Owens-Corning, Fiberglas Tower, Toledo, Oh. 43659; (419) 248-8000.

AllAbout Wood Decks

"Wood Decks: Materials. Construction, and Finishing" is $19.95 from the Forest Products Society, 2801 Marshall Ct., Madison, Wi. 53705; (608) 231-1361.

Material Handling Storage

A material handling storage systems catalog is available from Gillis Associated Industries, 750 Pinecrest Dr., Prospect Heights, Il. 60070; (800) 225-5424.

Gypsum Board Installation

A l2-p. step-by-step guide to installing gypsum board is available from The Celotex Corp., Box 31602, Tampa, Fl. 33631; (813) 8734230.

Reinforced Bath Panels

An 8-p. solid surface bath panel guide is free from Swanstone, I City Centre, St. louis, Mo.63l0l; (314) 231-8148.

Wisdom For Wood Care

A 20-p. exterior wood care booklet is free from The Flood Co., Box 2535, Hudson, Oh.4236: (800) 35G63,16.

Obituaries

Edwin W. Hall, 76, former owner of Hall & Davis Co., Shelbyville, Ky., died of cancer March I in Shelbyville.

A native of Shelbyville, he took over the family business for his father after serving in World War II, selling it in 1989. He was a past pres. of the Kentucky Lumber & Building Material Dealers Association.

Rothwell Mitchell, 78, retired gen. mgr. of Foxworth-Galbraith Lumber, Sulphur Springs, Tx., died March 9.

He was employed by the company for 47 years.

Johnnie H. House, 70, former v.p. of Monarch Mill & Lumber Co., Little Rock, Ar., died Feb. 24.

He was a U.S. Navy veteran.

William "Bill" R. Ganser Jr.,72, former president of the Southern Forest Products Association. Kenner. La., died April l4 in Charlotte, N.C.

A native of Norristown, Pa., he served as a radar specialist with the U.S. Navy during WW II, then worked for 10 years as a staff engineer and

HARDWARE Wholesalers Inc.'s Advertisinq Advisory Committee met recently at HWI Hq. ii Fort Wdyne, ln., to discuss the lo-op's ad irogram. Altending: (l-r, standing) Bobby Longbine, Pride Home Center, Amarillo, Tx.; Dwight Kennedy, Brown's Lumber & Supply; J. Johnson, Hardware Store Do-it Center: Bob Davidovich, Panther Valley Lumber; Bob McDaniel, McDaniel's Do-it ienter: Ken Ekrem.

director of public information for the American Institute of Timber Construction. He joined SFPA in 1966, retiring in 1986.

TV Ads Console D-FYers

"Don't worry. You'll make it. Help is just around the corner" is the

Fnnn FULL-Coron REvrEw oF YouR PRODUCT

...by advertising in our special Expo Preview section, a once-a-year show insert in both Building Products Digest and The Merchant Magazine distdbuted at the National Building Products Expo in Chicago.

Don't miss this opportunity to reach over 21.000 new buyers with an inexpensive ad and a free story about your product!

Ad reservation deadline is June 3. 19961

Call Chuck Casey at 171+l852-1990

slogan of True Value's latest series of 30-second tv commercials aimed at comforting frustrated d-i-yers.

The company is targeting "customers who want a friendly, helpful level of service that allows them to ask questions and get the answers, merchandise and advice thev need."

Sidinq Nails-

o No Staining

o No Streaking

Highest quality nalls tor cedar, redwood and other fine wood materials.

o Slender shank and blunt diamond ooint r Diamond oattern head blends with wood texture . Small head diameter oermits lace nailing and blind nailing r Annular ring threads oreclude nail head popping and cupping of siding boards AlSl Grade 304 nickel/chromium

alloy.

SWANEZE

tllfood Screws II

o Self-counter sinking bugle and trim heads

--

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

Ekrem Hardware Do-it Center: Mike Schaff. Priest River Hardware Do-it Center. (Seatedj Robert Ashley, Triple'4" Building Centbr; Scoti Maxwell, Mili Plain Hardware;-Mark Khopic, Knopic's Do-it Center; Joe Ruggiero, Horseheads Do-it Center. Not pictured: Jennv Conrad, Kibler Lumber Do-it Cenler; De6 Kiefer, Williams Home Center; Gary Gresha, Shapard Lumber Do-it Center, Columbia, Tn.

Load Beanf,ng

4$umfinumn GoIumnns

Endudng Beoul/ Lood Beodng

Shucfrrrol Strength

Remodeling, Replocement or New Condruction

Prefinished (WhileAlmond, Cheslnut Brown

Prime Coobd

Eosy lnsficllolion

Moinlenonce Free

Lifefime

Wononfy ogoin$ Decoy, Split, lnsects

FullSelecfion of Column Sizes (Squore or Roundf, Plus Stondord or Decorolive

Cops ond

Boses

Also. Aluminum ond

SteelClossic Spirol Stnirwoys

Go[umnnso[nG"

Peorlond, Texos 77581

(7t3) 485-326r

ALABAMA

BIIYERS'GUIDE

Brungart Eqriprnent. .....(205) 52G2000

Fasco 4merica.....................(205) 381{361 (800) 2398665

Great Southem Wood Preserying..................(800) 6337539

Southeast Wood Trea|ing...............................(800) 111{109

Stringlellow Lumber Co., Inc............-..-.-.-..(800) 82t9{n

Walker-Wlliams Lumber C0...........................(800) 727-9007

Weyerhaeuser Co................(800) 511-1825 (205) 381-3550

ARKANSAS

Anho.ry Forest Producls Co..........................(ml 21-Zp6

Bean Lumber Co., Cutt .......18cF122:ru6 (800) 182-?352

Hixson Lumber Sales (Magndh)...................(501) 23+7820

Hixson Lumber Sales (Pine Bluff) ..................(501) 53$1136

Hixson Lumber Sales (PtfiEMlle)................(501) 331.150:l

King & C0.............................(800) 61$9s30 (s01) 75+6090

Weyefiaeuser Co... ......(800)6431515

White River l'lardilmds .(800) 558-01 19

FLORIDA

Bontel Faslener Corp...........(8m) 211 {790 (81 3} 5444667

Erown Moulclng C,o. ............(800) 756-ffiX) ({07l 32y2m,2

Brungart Equipmenl. .....(813) 6236700

Building Producls ol tunerica.........................(800) 962-1518

CSSCompute, Syslem Dynamics.................(104 78&1003

Dataline corp.......... ......(800) 72936-/6

Dixie Pvwood Co. (Fort Laurleftle) .............(3O5) 5836551

Dixie Plywood Co. Oampa).............................813) 24&4107

Hardie Building Producls, JarEs...................(800) 942-7343

Scientific Phstics Inc...........(305) 557-r/37 (800) 43.0999

Southeastem Metals .....(ffil,n7-7?7

Southem Pine Inspection Bureau...................(904),13+261 1

Southem Wire Cloh Co.......(800)31ffi589 (S5) 68&2572

GEORGIA

Arnerican Fencs As$..........(800) 822-1342 (401) 29$8P7

Atlas Bdl & Screw .(800) 3216846

Bames Lumber Mfg., Inc.....(912) 764€875 (800) 111-2310

Eurt 1umber............. ......(706) 67&1531

Carnerm & Co., WrIt ....(404) 35$919

Caribbean Lumberco ....(912) 71&7400

CSD-Computer System Dynamics.................(770) 99ffi58

Dixie Plywood & Lumber Co...........................(91 2) 8e3:85

Fitrgerald Forest Prodrcb.............................(800) r/99?9

Hicjcon Corp. (Wolman) ................................(7'0) 25S8169

Hmver Treated Wood Produc|s.....................(800) 832-9663

Me||co...................... ......(800) 86e1414

Mettm Classics Inc.. .....(800) 9613060

Moultrie Manulacturing Co. ............................(912) S$1 312

Osrnose................... ......(nq28-819

Pacific Lunber Co... ......(7/0) 99$8939

Randall Brohers...... ...(800) 17$1539

Sunbelt Malerial HandirE....(8m) 353$92 (70) 587-5CX, univeFal Forest Produc1s..............................(912) $ff066

Weyerhaeuser C0................(80) 282-3370 (10,|) 35t597.l

Wrenn Handling....... ......(Z/0) $7-7666

KENTUCKY

Brown Mouldng Co. ............(800) 756t599 (502) 36e4578

Kentudry C,edar Producls, Inc........................(W2l 87s27 48

Laninated Tlmber ......(606) 861-5134

Weyerhaeuser Co................(8m) 752€032 (5O2) 368-3331

LOUISIANA

MrssrsstPPl

{954600

Van Ksppel Unnd( fiuba)........................-...($8) eb8851

Mrita Fag &4trU| Co ...(m)2597871 souTl{ cARouM

Cd Wood Prese]Yilg Co...............................(m0} 174{0t

Diamqd Hil Pttniood C0...............................($3) 3932ru

Lalewood TreatiE. ........(m) 27e3XB Nil Sorfi lrE. ....................(8m) Yffi75 (803) 347-4284

Wrenn HandrE...... ........(8(x|) 79S7S0

TENNESSEE

Cantm Llln$er Co. .............(8m) 22F€667 (123) 63S5501

Hdslm &iklers S|.pfly .(m) 56.@ll

Hlster Mid-So.'fi Eqitr|rent .........................($11 79S7200

Miltro.fi Sahs ........ ........(O0l 82lH)723

Tils &ist lilactlilan .......(615) 3XF2184

Classified Advertising

WHOLESALE D.C. MANAGER

Experienced wholesale distribution center manager with full P&L responsibility seeks to relocate to South or Southeast into comparable position. Highly skilled in all aspects ofwholesale distribution. Turnarounds O.K. Successful, proven profit maker. Contact Box 90, c/o Building Products Digest, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660.

Twenty-five (25) words for $23. Each additional word 70p. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line, $6. Box numbers and special borders, $6 ea. Col. inch rate: $45 camera-ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address, FAX to 714-852-0231 or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness 1/4 through23132. Preferred width, 3-ll2, 5-ll2 or wider. Length 32 to 96 inches or longer. Mixed ortruckload. Send price and availability to FAX #901-682-8501, or mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 381 17. Phone (888) 576-8723 (LSOURCE).

For rates, call (714) 852-1990 or FAX 714-852-0231

FI ED ADVE RTISI NG Order Blank

EAX to 714-852-0231

or call (714) 852-1990 or mail to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660

Building Products Digest - May 1996

Ad Index

For more information from advertisers, use FAX Response numbersin brackets.

Advantage Business Compuler Systems If 021........-..................................3

Allwood Industries If l7] ..............................29

Anthony Forest Products If ft]......-............29

Bowie Sims Prange If 05].,..............................6

Britt Lumber Co. If l2].................................22

Brungart Equipment If 2f 1..........................33

e6lrrmas, Inc. [127l.-............._....-.-...........36

Cox Wood Prcserving Co. [f f f]....-.-.-......19

Crumpler Plastic Pipe, Inc [f 20] .............J2

Dallas VYholesale If 03]................................-..4

Daraline Corp. [0U......-.-.-...............Cover I

Dean Lumber Co.[1221

Dimemions tf2E1........-....-...............Cover fV

Distribution Manegement Systems, Inc. [06] ..........................7

Dyke Industries tf m1......................................4

Expo Preview 1f 301...................-........Cover II

Georgia-Pacific tl07] ......................................8

Haase Industries (Magnetic Broom) If23l.34

Hobton Builders Supply If03]....-..........-.....4

Hood Industries [2.51

Hoover Treated Wood hoducts [fUr]........U

Houston Woodtech, Inc I1f 31.....................23

Hyster Mid-South F4uipment If2f1...........33

King & Co. (ThernoTile) [f f 9]..............-.J2

Lafayette Wood-Work If 03]..................-.....4

Mass Systems Co. Inc- If0t1........................17

Mellco, Inc. t f f 61.................-..........-.-.........25

tr1.11611 grqqsics [1241

Moultrie Manufacturing If f 0]..................... f 8

Merchant Magazine, The.................Cover III

Ornamental Mouldings I f 031...-....................4

Seconds In Building Mereriak.-.................37

Snavely Forest ProducG If f5l ....-...............24

Stewart & Stcvenson M.terial Handling I f 2f 1......-.-.-.-.-....................33

Sunbelt Materid Handling If 041...,..............5

Swan Secure tf2q...-.-................................35

Tnrs Jobt MacMilhn [l14] ...-..............20-2f

Van Keppel Liftnck tf2U..........................33

lytjaa Haldling If2f ]..-.............................33

ffi)Ve gone to gfffit lerlgths. And widffrs and heigfirts, too.)

/ stated, were thar HOOD WOOD is ah^/ays good who are wood. ated to producing qualiry ^ Md our specialry 2x I O and 2x I 2 thern yellow pine lumber I exrralong lumber... including la, plywood. t|l and 24'. available in selecr and pno ptywooo. rTr-dno54i;Gihbte tir'si:r#r-ano

ffiilfrl'fi8.ff3l;,

sho. of i, lg'o:T"139i:Ysl'3L," -Ho-o-D E"TJ' i"Bffi? wooD its grooveyou can be sure INDUSTRTES wa\nesboro. MS 601 .73a,.5071

rlNY,t -,&1Lg,he

Selllng tothc wEsr2

Plus Alaska and Hawaii

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

The Merchant Magazine covers all 13 Western states (from New Mexico up through Montana, to California and the rest of the West Coast, plus Alaska and Hawaii). Founded in 1922, it has been the listened-to voice of the industry in the West for more than seven decades. Our longevity also proves we can get an advertiser's message to the important trade factors better than 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 free

magazines monthly. The Merchant's paid circulation tells you clearly which magazine Westerners read.

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

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

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

Bruce Hiller TRAINING MANAGER

.

Lumber yard Conuoller for l7 years

. MBA

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.

Nancy Zimmerman SAPPORT MANAGER

. Member of a familyowned lumber business System Manager of a lumber yard

. Dimensions' employee for 9 vears

Dimensions'employee for 5 years