Building Products Digest - June 1982

Serving the lumber| EZ/& building supply markets in 13 Southern states

Pressure Treated Wood Issue June, 1982

rHE PERFECT PRODUCT FORAROTTEN MARKET.

There's one bright spot in today's otherwise gloomy lumber market. Pressure treated lumber. DIYer's and remodeling contractors are eating it up. Primarily because the bugs, mildew and termites won't. It's become the smart, economical choice for all kinds of outdoor projects. And now you have a major new source to work with.

Louisiana-Pacific. We're taking high quality Southern Pine from our own forests. Giving it first ,; rate treatment in our new high-capacity facilities !& ffeatment m rugn-capaclty racuues at New Waverly, Texas and Marianna, Florida. And making immediate delivery from our own fleet of trucks.

So now you can give customers the treatment they've been asking for: L-P Outdoor@ Wood for decks, patios and fences. To say nothing of L-P Wolrnanized@ lumber for sill plate. And pressure treated landscape timbers. Take advantage of a rotten situation. For all the details, call (713) 273-1131 in Conroe, Texas or (904) 592-8512 in Marianna, Florida. "" "'*'.,'

Louisiana.Pacific

Auditing Your Advertising Gan Saue You Lots 0f Bottom Line Dollars and Produce More Gustomerc

If you're satisfied with the look, and the results of your advertising . . . if you're satisfied with the amount of time and method in which you produce your advertising then don't bother to read any further. But, ifyour ads appear tired and your traffic count is down, and the guy that prepares the ad is constantly complaining he doesn't get the right information from the guy who buys the merchandise, and the newspaper is s/r// making errors, and you don't have the right product illustration when you need it, and you never seem to collect all the co-op dollars that you've accrued then read on!

I love retail advertising. I've been involved in it throughout my business life. My early training along Madison Avenue was servicing major retailers. I was also the advertising director of Masters, Inc., the first giant discount store. As Executive Vice President of Group Promotions, Incorporated, I worked with 32 different retail clients. For 13 years I was the Director of Sales Promotion for Forest City in Cleveland and since 1973 I've been helping large and small Home Centers revamp their advertising procedures. So, I bring a lot of Home Center merchandising and advertising know-how with me when I visit with you and review your advertising. Together, here's what we'll audit:

o The compatibility of your advertising "look" with your showroom "look."

o The role of the merchandiser (buyer) and advertising.

o Advertising function as it relates to your long range plans.

a Communication-letting everyone prepare for the advertising results-(The sign maker, the store manager, the department manager, receiving, the sales personnel).

o Measuring the results of your advertising.

o Allocating the proper merchandise mix in your ads.

o Appealing to the casual do-ityourselfer, the dedicated DIY'er and the professional.

o The effectiveness of electronic and other media in your market.

o The sales potential for tabloids and booklets.

a How to make an advertising checklist work.

o Effective total saturation without overkill.

o Soliciting and administrating cooperative advertising funds.

o Public relations and publicity as a function of advertising.

o The advertising bookkeeping procedures.

o The inability of utilizing in-house ad making and/or signing equipment.

o The direct and collateral responsibilities of the advertising personnel.

o The advertising job description and skill requirements.

o Advertising production resources.

o Overlap of responsibilities.

o Advertising personnel in-store responsibilities.

o Provisions for last minute ad changes.

a Institutionalizing the copy.

o Making the product's value come through the newsprint.

o Selling "benefits" highlighting "features."

o Using color effectively.

o Attracting women shoppers. Does it seem like a lot to cover in a one day visit? Well it is. We'll both be exhausted by the end ofthe day. I know because I've been through it so many times before.

Your Job Will Just Begin

Within a week after my visit you'll get a copy of my notes. My job will be over . . . but maybe yours will just begin.

Through my experiences, I'll be able to demonstrate how to make your advertising functions run more smoothly, be more cost effective, and more sales productive. But it's you who will have to implement the programs that we both agree are necessary. I guess I mean this as kind of a warning. Your responsibility doesn't end when you call me to come visit your operation. It realy begirrs when I leave.

Home Center retailers are allocating approximately 290 of the gross sales for advertising. That's a lot of bucks that come off your bottom line. If they're not working hard for you, you're losing the most effective force you have to increase your traffic and your penetration in the market. Find out now if you're really maximizing the benefits from your advertising.

Phone me today and let's set an ap pointment for your Advertising Audit. The fee is only $90 plus travel for the audit and report. You'll probably recover that amount in production economies and co-op rebates after the first month.

Call now -

"Let me reYlew your adYerllslng"

pressure

A Total System.The SupaTimber System is your way to make pressure treated wood even more profitable. The heart of the system is a factory built wood treatment plant that's pre-wired, performance tested and delivered to you complete.This com pactly desig ned treatment plant includes it allcylinder control station, work tank, chemical storage, track and trams, loading ramp. And it can be installed and ready for use in24hours in your existing yard.

An Efficient System. Once the : treatment plant is installed, you can count on your SupaTimber System to run smoothly with little effort on your part.This automated system almost runs itself, saving you valuable time and manpower. An average charge of southern yellow pine, for instance, takes less than 40 minutes from start to finish. Panel set-up, inventory control and solution make-up between chargestakes less than five minutes of operator time.

A Supply System. In addition, the SupaTimber

System includes a complete line of premium quality treatment chemicals. So we're the only source you need to keep your system humming, day after profitable day.

A Support System. We not only put you in the wood treatment business, but stand by you with a comprehensive program of technical and marketing support. We'll install your plant, train your operators, advise you on cost efficiency and wrap your operation in a blanket of solid marketing back-upwith aggressive advertising programs and the kind of dealer promotion that works. And if you are already involved in the treatment of wood, ask us about adapting your existing facility to the excellent SupaTimber system. After all, we've been helping people in the lumber business, allaround the world, make higher profits for a long time. Give us a call and make us prove we can do the same for you. 272 Prado N., 5600 Roswell Rd., Atlanta, GA 30342/ 404-255-8932.

Publisher David Cutler

Editor Juanita Lowet

Contributing Editors

Dwight Curran o Gage McKinney

Richard Medugno

Art Director Martha Emery

Staff Artist Nicola O'Fallon

Circulation Kelly Kendziorski

Building Products Digest is published monthly at 45(n Campus Dr., Suite 480, Newport Beach, Ca.92660, phone (714) 549-8393 by Cutler Publishing, lnc. Advertising rates upon request.

N)VERTISING OTTICES

FROM TIfi SOUTHEAST & OKI-A. HOMA: contact Timotby J. Nelson, Marketing Communications, Inc., 5l l5 So. Vandalia, suite E, Tulsa, Ok. 74135. cdr (9lE) 49GE777.

FROM TEXAS, II)I'ISIANA, MTSST$ SIPPI, YIRGINIA, TENNESSEE, N. CALIFORNIA AND OREGTON: contact Devftl Cutlcr, 450 Campus Dr., suite 2180, ltfewpon Bcach, Ca. 92ffi. C-all (7t4) 549-8393.

FROM WASHINGTON STATE & IDAIIO: contact John V. MrcXry, 157 Yesler Way, suite 317, Seattle, Wa.98104. Call (206) 621-1031.

FROM SOUTHERN CALIFORNIA: contact Crrl Yenn,205 Occano Dr., l-os Angeles, Ca.9(D49. Call (213)472-31 l3 or (7r4) 549-E393.

FROM THE MIDWEST: contact Charlcs L. Lemperly, 1230 Brassic Ave., Flosmoor, ll. ffi22. C l (3l2) 7992166.

SI.JBSCRIPTIONS

Chenge of Addrrss-Send subscription orders and address changes to Circulation Dept., Building Products Digest, 45fi) Campds Dr., suite 4&), Newport Beach, Ca. 92660. lnclude address label from recent issue if possible, plus new address and zip code.

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BUILDING PRODUCTS DIGEST b on independently-owned publication for the rctoil, wholesole and dbtribution leveb of the lumber snd building supply markets in I3 Southem states.

Serving the lumberQT-& building supply markets in l3 Southern states

IUTIBEK DUKABITITY

Osmose K.55@Lumber Gives You More.

A lot of lumber products claim to be better than lumber pressure treated with Osmose K-55 preservative. Some claim to be "naturally resistant" to termites and decay. Others claim to have a beauty no treated lumber can match. What they fail to mention is that their durability is not consistently dependable, or that their lumber often does not weather evenly. In time, however, their lumber will weather to the same pleasing driftwood gray as Osmose K-55.

The plain fact is, no lumber can surpass Osmose K-55 for beauty and durability. No confusing grade names, just consistent quality time after time. And its pleasing

greenish tint doesn't stand out like a sore thumb, but blends beautifully with all surroundings. Best of all, dependable Osmose K-55 lumber usually costs less and will last longer than its so-called naturally durable competitors. You can pay more to get less, or you can ask for Osmose K-55 pressure treated lumber.

"The most trusted name in wood preseruing."

This is Normal? Ouch!

"I'm waiting for things to return to normal-you know-just sorr of hanging on till they get back to what they were," the man says, describing a business approach that we hear all too often.

But, there is another opinion held by what may be a growing minority: that what we have today is the new normal. "What you see today is what you'll get for at least a year or two," goes the lament.

To dismiss this latter line of reasoning as simple doomsaying is overly facile. We think there is a case to be made for the notion that there will never be a return to "normal." Many feel that money costs, government involvement and other factors are gone, perhaps forever, as bolsters of yesterday's "normal."

Whether or not you buy the argument that the previous business climate will never return.

it is still a reasonable enough concept that ignoring it could well be hazardous to your business health. Rather than waiting idly for your ship to come in, it seems a better course to build your own boat and make sure it does what needs to be done.

It is better to prepare for the worst and then be pleasantly surprised by better conditions than anticipated. To do the reverse is to invite disaster. It just doesn't appear that the Coast Guard (read government) will be performing any quick rescues of anyone's boat. Much as we might like or need a life preserver.

It is probably too soon for anyone to say definitely that today's market conditions will be around for some time. But to act as if they will be is far more prudent than to merely wish for things to improve.

DA\'ID

Treated Lumber Warranty

Koppers Co., Inc., and manyof its Wolman@ licensee producers are now offering a 30-year limited warranty to any consumer purchasing Wolmanized pressure-treated lumber and Outdoor@ wood when this wood is used in conjunction with a residential structure.

It is warranteed for 30 years against damage by termites or decay that would render the lumber structurally unfit in its application.

The warranty covers lumber used in residential structures such as patios, decks, fences, sill plates, board siding, picnic tables, and other backyard projects, but does not ap-

lUhen Vou uont thc highcst quolitg ovoiloble in CCR TVpe C Pressure Treoted lumber, coll

ply to foundation systems(i.e., AllWeather Wood Foundation), water immersion applications, or any nonresidential uses. Currently the warranty applies only to Ponderosa pine and Southern yellow pine and is not offered in states west of the Rocky Mountains.

The warranty applies only to Wolmanized pressure-treated lumber or Outdoor wood that has been identified by a blue or orange colored label stating the warranty terms to the purchaser. The program requires no paper work or record keeping on the part of the distributor or dealer of the product. To obtain lumber replacement under the war-

ranty, consumers are required to retain the label and proof of purchase. In conjunction with this warranty program, Koppers has established a minimum preservative retention level of .3 pounds per cubic foot (pc0 (outer .6" assay zone) on l" and2" dimensional lumber when the lumber is used in a residential structure. For material greater than 2" nominal thickness, the warranty standards require that a minimum of .3 pcf retention be met, but in a deeper assay zone. For instance, the assay zone for 3" and 4" nominal material will be 0.5 - 1.0 inches from the surface and for material greater than 4" nominal thickness, the zone will be 0.5 - 1.5 inches.

Pressure treated Southern pine market growing

Bv J. W. Sullivan Executive Director Southern Pressure Treaters Association Shreveport, La.

DRESSURE-TREATMENT is f- true conservation. The biological degraders that destroy wood in the forest can threaten wood in man-made structures. Decay fungi, living plants that use wood as food, can attack whenever wood's moisture content exceeds the fibersaturation point (over 3090) and when favorable temperatures and adequate oxygen are available. As wood decays it loses strength, but by the time damage becomes visible it is too late to save the wood. Termites, and other common wood-eating insects, live on wood's cellulose and may attack untreated wood wherever it is used.

Story at a Glance

Pressure lreated Southern pine export market growing . . . domestic market expands for d-i.y, remodeling Southern Pressure Treaters Association educates public.

By impregnating wood with preservatives that render it useless as food for fungi and insects, industry produces a material that remains sound indefinitely. Through pressure-treatment, wood becomes an economical material for many applications where untreated wood can't be used, reducing the drain on exhaustible metals and minerals used for other building products.

Pressure-treatment of Southern pine dimension lumber is an expanding market for do-it-yourselfers, remodeling and fix-up of homes. Of all Southern pine dimension lumber

manufactured in the South, 2lt/o is pressure-treated, mainly with salts preservatives.

In addition to the domestic market, the export market is growing, primarily in the Caribbean area with 75 q0 of all Southern pine dimension lumber sent there pressure treated before being exported. Approximately 3-590 of all Southern pine dimension lumber goes into the export market. In addition to lumber, Southern Pressure Treaters Association members export Southern pine poles to serve the electrification need in many countries such as Bangladesh, Syria, Saudi Arabia, and South Africa.

Millions of creosoted hardwood crossties are pressure treated each year along with a large quantity of marine piling, which is either creosoted or treated by the dual treatments of creosote and CCA Salts preservative.

There are two broad classes of pressure/protective treatments: (1) preservative treatment for protection against decay, insects, and marine organisms. (2) fire-retardant treatment. Those in category (1) fall into three broad groups: creosote, oilborne and waterborne

Creosote: Creosote and creosote./ coal-tar solutions.

Oilborne: Pentachlorophenol: copper-8-quinolinolate; and tributyl-tin oxide.

Waterborne: Acid copper chromate (ACC). Ammoniacal copper arsenate (ACA). Chromated copper arsenate (CCA). Chromated zinc chloride (CZC). Fluor chrome arsenate phenol (FCAP).

Lumber, timber, plywood and

(Please turn to page 15)

UTILITY ooles have been treated anO aie ready t0 leave the tleating cylinder.

INSPECTI()N of a charge of lumber takes place as it leaves the treating cylinder.

CHARGE of timbers is orooelled into the treating cylinder for lreatment.

ABCs of pressure treated wood industry

THE PRESSURE treated wood industry is adding I new terms and words to the building materials vocabulary. This glossary will help the retailer to be better informed.

Air-Dried - Drying of lumber by exposure to air. Lumber may be either covered or uncovered. (See Seasoning & Moisture Content)

Annual Growth RingA layer of wood growth added to a tree in a single growing season. These can usually be seen on the ends of boards.

ACA, ACCSee Preservatives.

AWPAAmerican Wood Preservers Association. An organization to provide information on pressure treating standards, quality control programs and other technical assistance.

AWPBAmerican Wood Preservers Bureau. The group that certifies pressure treating companies and assures product consistency and reliability. Also administers the AWPA quality-assurance lumber stamping program. Lumber stamped with the AWPB mark meets the standards for the particular level of pressure treatment indicated on the stamp.

AWPIAmerican Wood Preservers Institute. A marketing and communications organization comprised of companies in the pressure treated wood industry. Communicates with the general public and interested professionals about pressure treated wood products.

Assay (retention by)The determination of preservative retention in treated wood by analysis of samples of wood. Usually expressed in pounds per cubic foot (pcf) or kilograms per cubic meter (kglm3).

Board FootA standard measurement of lumber. One board foot is represented by a board I ft. long, l2 in. wide, and I in. thick or its cubic equivalent. Generally, lumber I in. or more in thickness has board footage calculated on the nominal (rather than actual) thickness of the board.

CellGeneral term for the structural units of plant tissue, such as wood fibers. In pressure treating, chemical preservatives penetrate the cells of the wood to protect them from attack by insects and decay.

CCASee Preservatives.

CreosoteSee Preservatives.

Cylinder, TreatingA steel tank, usually horizontal, which may be opened and closed at one or both ends. Wood is placed in the cylinder for treatment, usually by a pressure process in which chemicals are introduced into the cylinder. Also called a Retort.

DecayDecomposition of wood substance by wooddestroying fungi. Occurs where wood is exposed to moisture and air in a temperate climate. Also called rot, and erroneously referred to as "dry rot."

DurabilityLasting qualities or permanence in service of wood. Decay and insect resistance is more specific term, indicating resistance to attack by wood-destroying fungi and termites under conditiorrs favorable to their growth.

Fiber Saturation PointThe stage in the drying or

wetting of wood at which the cell walls are saturated and the cell cavities are free from water. For most woods, this occurs at about 3090 moisture content. (See Moisture Content)

FungiTiny organisms that attack wood, using wood fibers as food when conditions of climate (air, moisture) are right. On the surface of lumber, fungi can darken the wood and make it slippery. Can cause severe deterioration of wood and the structural quality of lumber. In some areas, significant destruction of wood can occur in as few as 3-5 years.

Grsde MarkIdentification of lumber with symbols of lettering to certify its quality of grade. Usually administered according to standards set by a lumber organization. Grade is based on the presence or absence of defects, such as knots, checks, decay, etc.

Green Wood - Freshly sawed or undried wood.

HesrtwoodThe wood extending from the pith (center) of the tree to the sapwood (newer wood fibers). The cells of the heartwood no longer participate in the life processes of the tree. Usually darker than sapwood.

InsectsMost commonly, termites which attack wood, using it as food.

Story at a Glance

Pressure treated wood terms . industry associations . . preservalive chemicals standards.

IncisingPuncturing the lateral surfaces of lumber or poles with knives as an aid to more uniform penetration of chemical preservatives.

Kiln-DriedLumber dried in a kiln using artificial heat. Process used to dry lumber to a moisture content below that obtained in air-drying. Drying device is called a "dry kiln."

Laminated Wood - Layers of wood glued (usually) together with grain direction essentially parallel to the longitudinal direction of the assembly. Sometimes called a "glulam." Manufacturing process used to achieve a piece of lumber (sometimes called a "beam") larger than that obtainable with sawn lumber, or specifically designed for a certain application, such as a long span or unusual strength requirement.

Moisture ConlentThe weight of water contained in wood, usually expressed as a percentage of the oven-dry weight of the wood. Equilibrium Moisture Content is the moisture content at which wood neither gains nor loses moisture when surrounded by air at a given relative humidity and temperature. Varies in different climates.

Lumber is constantly subject to changes in its moisture content. Serious decay can occur in untreated wood when the moisture content is above the 3090 fiber saturation point. Lumber is said to be reasonably protected from decay if it is maintained at a moisture content of l99o or less. This is essentially "dry" lumber.

PoleRound wood or log, generally used as utility poles or for house foundations. Most often pressure treated for durability.

PenetrationThe depth to which preservative chemicals enter the wood.

PentaSee Preservative

Preservative, Oil-borneA wood preservative that is introduced into wood in the form of a solution in oil.

Preservative, WoodIncludes all chemicals or combinations of chemicals that will protect wood against deterioration from decay, insects, marine borers, fire, weathering, absorption of water and chemical action. Some commonly used preservative chemicals include: ACAammoniacal copper arsenite; ACCacid copper chromate; Creosotetar distillate; PentaPentachlorophenol dissolved in a hydrocarbon solvent; CCA -

Chromated copper arsenate. These chemicals will leave wood with a greenish tint, a natural brown color, or, in the case of creosote, a dark brown to black color.

Pressure TreatmentProcess of treating wood in a closed container where preservative or fire retardant is forced into the wood under pressure. Pressure is generally preceded or followed by vacuum.

Quality ControlIn pressure treating, the AWPB administers a quality control and inspection program that includes a quality wood-marking program to assure that treated wood will perform well in the use for which it was intended. Basically, lumber is treated to two different preservative retention and penetration levels: one for inground use (LP-22 mark) and one for lumber used above the ground (LP-2 mark).

RetortSee Cylinder, Treating.

RetentionSee Assay.

RotSee Decay.

SapwoodWood of pale color near the outside of the log. Under most conditions, the sapwood is more susceptible to decay than heartwood, and a log usually has a higher percentage of sapwood than heartwood. No species of wood has sapwood that is naturally resistant to decay and insects.

SeasoningAlso known as "Drying." The removal of moisture from green wood to improve its serviceability. Can be accomplished by either air-drying or kilndrying. Seasoned wood will shrink less than unseasoned wood.

ShrinkageAs wood loses moisture, it shrinks. Essentially, wood does not shrink when it is above the fiber saturation point. Wood shrinks most in the direction of the annual growth rings (tangentially) and shrinks only about half as much across the rings (radially). It shrinks only slightly along the grain (longitudinally). This dimensional instability of wood below the fiber saturation point can distort the shape of wood pieces depending on the curvature of the annual rings. Kiln-drying minimizes the distortions that shrinkage can cause.

SAWPSociety of American Wood Preservers, Inc. An industry group which provides information on pressure treating standards, quality control programs and other technical assistance.

SPTASouthern Pressure Treaters Association. Industry group of professionals able to provide information on standards, quality control, technical assistance.

StrengthThe ability of a wood member to sustain stress without structural failure. Decay and insect attack signficantly reduce the strength of wood over a period of time. Some building codes require pressure treated wood for important structural members outdoors, because treating adds long-term durability to the wood, assuring the structural strength of the project.

ETechnical Support

The American Wqrd-Prerervers' Assmiation ( AWPA) issues treatment

The American Wood Preservers Bureau (AWPBI issues quali(y contr()l standards for presure treated lumber and plywood. The AWPB prtrgram is putterned after the well established lumber grade mark sys(em. The AWPB quality mark on each piece of pressure treated lumber and plywood is the consumers assurance that the trealment complies with established standards.

TYPICALAWPB QUAUry MARK IS:

GROUND CONTACT LP-22

WOOD PRESERVING

ARLINGTON. VA.

A Year of treatmenl

B American Wmd Preservers Bureau lrademark

C The preservative used for treatnrenl

D The applicable American Wood Preservers Bureau quality standard

E Trademark of the agency supervising the lrealing plant

F Proper exposure conditions

G Treatrng c,tmpilny Jn(l plant l()(Jli"n

Treating PressurePressure used in injecting the preservative into wood, usually expressed in pounds per square inch (psi).

Trertment, BrushApplication of a liquid preservative to the surface of lumber with a brush. Pressure treatment is far more effective in protecting the wood than brush treatment (or "dipping") since the pressure process locks the preservatives deeper into the wood cells. Surface treatments will weather away in a short time. Brush treatment is, however, used on cut ends of lumber that has been pressure treated as an additional protective measure easily applied in the field.

UnderstructureThe important structural portion of a project such as a deck. Consists of posts, joists, stringers, etc. that support the decking. Pressure treated wood is ideal for understructures, since it is economical and its durability is more uniform and dependable than "naturally durable" species of wood.

Wood PreservationTreatment of wood with chemical preservatives which reduce susceptibility to deterioration by fungi, insects, or marine borers. Extending service life of outdoor wood projects through wood preservation extends our forest resources by making replacement of projects less frequent.

Pressure treated wood faces strict standards

IrwO FACTORS that assure the I durability of treated wood are the depth of penetration of preservative chemicals into the wood and the amount of preservatives retained in the wood.

Treatment of wood by the pressure process is the best technique yet devised to assure consistently adequate penetration and retention of preservatives in a wide variety of species. Non-pressure processes used to treat wood include brushing, dipping or spraying. Unfortunately, these are not as effective as pressure treating, and often do not provide wood with a significantly greater life span than no treating at all. Surface applications of preservatives tend to weather away, leaving the wood unprotected.

Pressure treating assures durability because the process drives preservative chemicals deep into the wood cells and "locks" them in permanently.

The treatment process begins with either air-dried or kiln-dried lumber since drying permits better penetration of preservatives and reduces checking of lumber.

Then, most lumber is incised to permit deeper and more uniform penetration. Sharp knives, or teeth, sink into the wood to a depth of between Vz and 3A of an inch.

Next lumber is loaded on a tram which is run on tracks into a long steel cylinder. The cylinder is tightly sealed and filled with preservative chemicals. Pressure is applied inside the cylinder, forcing preservatives into the wood.

The amount of pressure and the length of time it is applied affect the penetration of the preservative. After the pressure period, the unused chemical is pumped back into a

storage tank. Quality control is important. To measure the preservative penetration and retention, samples are laboratory tested for conformity to specification.

Representatives from the American Wood Preservers Bureau visit member plants from timetotime to repeat these tests. Periodic samples also are sent to the headquarter labs of AWPB in Virginia. This independent agency performs quality control testing to assure the wood meets the standards set to permit it to carry the appropriate Bureau marks.

These tests are performed to determine if the pressure process performed the desired result as well as to determine if the amount of preservative in the wood is adequate for the intended use. Wood to be used in ground contact requires a greater quantity of preservatives per cubic foot of wood than that used above the ground.

The mark of an approved standards-setting and quality control organization may appear on the lumber, indicating that it meets the penetration and retention requirements for the indicated usein ground contact or above ground.

Story at a Glance

Pressure forces chemlcrls deep into wood.. tests deter. mlneadequacy. .stemp shows Intended uso.

X-RAY MACHINE (lop) is part ot the laboratory equipment used to determine the effectiveness of pressure treatment of wood. Sharp teeth on the incisor (middle) enter the wood on all sides for better oenetration of preservatives. As the lumber comes out of the incisor (bottom) it is marked by a rapidly rotating rubber stamp to identify its intended use.

Computerized Wood Treating

A computerized system for improved process control of wood pressure treating operations is being introduced to the wood treating industry by the Specialty Wood Chemicals Division of Koppers Company, Inc., Pittsburgh, Pa.

This unique system, which is said to impart improved control, efficiency and product quality, is the first of its kind to be used in the pressure treating industry which has a history dating back to the turn of the century.

Designed and developed by Walker-Williams Lumber Co., Hatchechubbee, Al., the system has proven its effectiveness during two years of simultaneous operation of four large pressure treating cylinders. Walker-Williams recently assigned to Koppers the worldwide

marketing and operating rights to the system.

The computerized treating system provides plant managers with improved flexibility and control of treating operations to reduce operating times and eliminate operator errors while optimizing processing control variables.

The system hardware and software is packaged at the Koppers facility in Conley, Ga.

One of the featured properties is that remote process control and monitoring are possible from great distances through telephone data line transmission. Development work is being pursued to transfer production data gathered from this system to computers already available for inventory and cost control.

4"\ llrACO TextutG-matic Saw \EZ.UU

Combines the Ripping and Texturing ol Lumber into One Fast Operation

Tlte Texture-matic from ldaco is a dualpurpose rip-saw with a built-in texturing attachment. Two vertical blades make ripcuts. One horizontal blade textures the lumber. The texturing blade can be disengaged, allowing you to use the saw for ripping only.

The Texture-matic Saw offers you the opportunity to expand your lumber-cutting capabilities while saving time and money. It also eliminates the need to carry both a finished and rough wood inventory.

For more information about the Texture-matic Saw...call Gene Woloveke at ldaco today!

AUT0MATED SYSTEM l0r process control ol wood pressure trealing operations is being offered to the wood treating industry by Koppers Company, Inc., Pittsburgh, Pa.

What you should know about pressure treated wood

IIRESSURE TREATED lumber

F- is a building material with a wide range of applications.

The following is a series of questions and answers designed to bring to light more information on pressure treated wood and its properties.

Q: What is pressure treated wood?

A: Pressure treated wood is wood that has been impregnated with a preservative in a process that forces the chemicals under pressure deeply into the wood. The preservatives are locked permanently into the wood and are present in sufficient quantities to deter attack by insects (termites) and decay (fungi).

Q: Will wood used in outdoor landscaping projects be attacked by insects and decay?

A: Yes! Termites are active in many areas. They will attack wood in exposed landscape structures more readily than wood used in interior residential construction.

The heartwood (darker interior portion of the tree) of all woods has some natural durability. The heartwoods of some species, such as redwood and cedar. are more durable than other untreated species, however. this natural durabilitv is extremely variable.

Q: How long will the treated wood last?

A: Pressure treated wood is classified by FHA, Uniform Building Code, and other authorities as a permanent building material. The Forest Products Laboratory of the U.S. Department of Agriculture has concluded wood that has been pressure treated properly can last in excess of 50 years.

Q: Is pressure treated wood safe?

A: Yes. The preservatives are safe for normal contact by humans and animals. These treatments have been used successfully and safely

throughout the world for over 4O years.

Q: Is there a marking system for pressure treated wood?

A: Yes. All wood intended for outdoor use should bear the LP-22 mark of the American Wood Preservers Bureau, the quality control agency for the wood preserving industry, or the mark of agencies approved by the building code.

Q: Are there different levels of preservative treatment?

A: Yes. Depth of penetration and amount of preservative injected into the wood (retention) can vary substantially. Different levels are specified depending upon use. For outdoor home projects, two levels of treatment are available. LP-2 wood is treated to a minimum retention of .25 lbs. per cubic foot. This is recommended for above-ground use and definitely should not be used for ground contact. LP-22 wood is treated to a minimum retention of .40 lbs. per cubic foot and can be used in ground contact.

Q: Is there any leaching of the preservatives out of the wood?

A: Essentially none. The preservatives have a low solubility level to water and consequently do not leach out of wood.

Q: What about treatments where wood is sprayed or dipped?

A: Such treatments are not permanent and provide only superficial protection against decay and termites. Spraying and dipping are not approved by the building code.

Q: What are some of the reasons to use pressure treated wood?

A: (f) Pressure treatd wood lasts longer than untreated wood.

(2) Pressure treated wood doesn't need painting or staining, although it will take most finishes.

(3) Pressure treated wood costs less than heartwood grades of redwood and cedar sold for yard and landscaping use.

(4) Pressure treated wood looks good. It weathers to attractive light shades of green/brown and darkens substantially less than untreated woods.

(5) Pressure treated wood protects against termites and dccay and reduces slipperiness frequently associated with untreated wood.

(6) Pressure treated wood can be used in contact with the ground and is approved by the building code for this use.

(7) Pressure treated wood is specified by a large and ever increasing number of architects and engineers for dependability.

(t) Pressure treated wood helps save our forests by lengthening the useful life of wood structures. Treated wood utilizes species that are readily available.

(9) Pressure treated wood avoids costly replacement costs.

Story at a Glance

lncreased use ol pressure treated wood brings questions about its properties answers lrom experts benefits, uses, of treated wood.

PRESSURE TREATED

(Continued from page 9)

glulam: pressure-treated wood is used wherever wood is to be placed in the ground, in water, in contact with masonry, or where exposed to wetting or corrosive environments. It is also recommended for hot, humid climates and wherever untreated wood is susceptible to decay or termites.

Pressure-treated poles provide design solutions to many building problems. Site preparation is less involved and, therefore, Iess costly than methods involving bulldozing and excavating. Expensive footings and costly foundations are eliminated. Walls and partitions are nonloadbearing, providing maximum utility in interior space. Remodeling and adding-on are simple; prefabricated modules are readily accepted. As documented bY the USDA, pole frame houses and buildings exhibit exceptional resistance to storms, hurricanes and earth shocks and tremors.

Pressure-treated timber piling in the U.S. has a documented service life of nearly 100 years, with no record of failure. Pressure-creosoted timber piles were among the first used (1890) in foundations for permanent structures where pile heads project above the ground water line, or where future subsidence of the water table may expose the piles to alternate wetting and drying.

Load tests have been carried to nearly 235 tons. First cost of timber piles is lower than other materials. They can be driven faster. They can be cut off and ready for the footing cap immediately.

Fire-retardant treatments are proprietary formulations required to have a performance rating in struc-

tural lumber (AWPA C20) and plywood (AWPA C27). Material shall have no greater flame spread than 25 when tested in accord with ASTM E'84 and when the test is extended to 30 minutes duration it shall have no greater flame spead than equivalent of 25 and no evidence of significant progressive combustion.

Pressure-treated wood meets fire safety requirements. Impregnated with special chemical formulations, fire-retardant treated wood (FRTW) reacts automatically when attacked by flames. At temperatures below the normal ignition point of untreated wood, the FR chemicals release noncombustible gases and water vapor, retarding combustion and causing the wood surface to form a hard layer of insulating carbon char.

Without a fuel source fireretardant wood will not burn. Under fire conditions it can support design loads over long periods of time, in many cases longer than unprotected steel, giving firefighters added time to fight the fire and perhaps to save lives. FRTW shakes and shingles are rated as Class "B" or "C". In general, FRTW qualifies for greatly decreased insurance rates when compared to untreated wood.

Southern Pressure Treaters Association (SPTA) is a non-profit association that disseminates information about the proper use of pressure-treated wood. Our home office is at 2920 Knight Street, Suite l2l, Shreveport, La. 7l 105.

Our association is made uP of 4l companies representing a total of 68 plants throughout the l5 states in the Southern pine area, with annual pressure treatment of over 100 million cubic feet of Southern pine poles, piling, fence posts, lumber and Southern oak and mixed hardwood cross and switchties.

PRESSURE TREATED fence posts are used in this 10-wire HTF system protecting trophywinning quarter horses on a ranch near Austin, Tx. Another popular use for pressure treated wood is outdoor decking.

SIX at the Slaughter Brothers, Inc. booth at the show included (1) Kerry Kennedy, Tim Thompson, Michael Dearing, Fred Renner, Bill Franks, Roy Enyeart. (2) Bob Guthrie, Ken Johnson. (3) Neil & Kim Bowie, Burt & Marsha Solt. (4) Jim White, Sherry Carroll, LeRoy Jordan. (5) NLBMDA's John Martin. Jack Summers. (6) Southwest Forest In-

dustrie's David Leland, Melvin Follis, W.R. Fitzgerald. (7) Duncan Gillies, W.J. Cook, Fred P. Garney. (8) Claire & Doug Ashy. (9) Ken Johnson, Jim Gentry. (10) Jack Delpapa, Richard Urich, Tommy Joyce. (11) Tony Gennusa, Darryl Motley, Tim Bean, Ron Martinson, Gene Lunslord. (12) Berl Harris, Donald Smith. (13) Charles Schulze,

George Natsis, Harmon Goins. (1f) Hugh Thompson, John Prizer, Jerry Minter. (15) Al Hart, Cheryl Huggins. (16) Mike Gulledge, Jim Bryce, Bubba Lammons. (17) Robert Randall, John Kurnik, Nick Morris. (18) Jim Brandstener, Dick Grazier, Pat Tyler. (19) W.C. Fulton, Harold Schweiss. (20) Brian Wier, E.Z. Hunt, Ted Carmack.

Texas association notches 96th annual

EXAS' reputation for doing things in a big way was well maintained by the 96th annual convention of the Lumbermen's Association of Texas. Held in Fort Worth, the gathering had an attendance in the thousands, a strong and well-received program plus an outstanding exhibition of industry products and services.

More than $1.25 million in sales were tallied on the exhibition show floor by the 325 firms represented. All of the booths in the show were sold out. While each individual sale was down in dollar amount from last year an increased number of sales pushed this year's dollar total ahead of last year.

Following opening ceremonies,

April 16, the lead off convention speaker, D. Bill Stewart, described a new basic materials estimating program using a TI-50 hand held computer that enables dealers and others to produce quicker, more accurate materials estimates.

The plan divides a home, including basement and/or second story, into numbered squares. Information is

entered via input items, which the computer then calculates and prints out on a program tape that carries values for the numbered items. Industry observers have uniformly urged dealers to investigate the program as an aid to estimating.

Story at a Glance

Strong show sales and program housing developments and forecasts... Henry Herder new president . . . next year: San Antonio, April 29.30 and May 1.

John Martin, exec. v.p. of the National Lumber and Building Material Dealers Association, Washington, D.C., then gave an interesting overview of the Capitol scene and some observations of industry trends. He views Reaganomics favorably and notes behind-the-scenes cost trimming and fewer federal regulations as

being strong factors in reducing housing costs. He urged LAT members to support the Lugar Bill in Congress as it could result in up to 300,000 additional housing units in 1982.

He also described Sears' increasing role in housing finance, home building and real estate, and noted that oil companies have been buying ailing savings and loans for tax write offs. Martin also observed that contractor yards are increasing their efforts in the d-i-y field. He said that Wickes may be only one of several large firms to suffer in the current housing depression.

Inspirational speaker Jeannie Robertson, a 6'2" former Miss America contestant, told dealers "not to worry about what you can't change; accept it." She said dealers should keep a sense of humor as they change business problems into opportunities.

Next day, Richard Carver, Mayor of Peoria, Il., and a lumber dealer there. as well as a member on the President's Commission on Housing, described the background oftoday's housing situation and noted factors that contributed to todav's

Barrelt. (3) Joe Butler, Sr., Andy Anderson, and his granddaughter, Allene Anderson. (4) Max Welch, Jim Wallace, Joe Breeden, Rick Cunningham. (5) Kevin Smith, Mary & Walter Terry. (6) J.B. Howard, Joe Butler, Jr., Tom Hanover. (7) Carl Thibodaux, Neil Bowie. (8) David Gillian, Bob Goodwin, Joe Walker. (9) Football All-Pro Bert Jones, Jim Garner. (10) Jack Trimble, Linda Sanders. (11) Kaare Remme, Cassity Jones. (12) Gene Bennett, Brian Wier, E.Z. Hunt, Roy Deering. (13) Tom & Lana Robinson, Jerry Eichler. ('14) Alton McDonald. Pete Smart. Jack Beene. (15) Sharon & Tom Roarick. (16) Alan Gray, Sandra Tyrone, Donna & Benny Brown. (17) Buddy & Edye Holubec, Sharon and Ben Macuk. (18) Mark Puckett, Dennis & Ann Heidmann, Bob Guthrie. (19) John Starling, Jr., Glen Allgood. (20) Corky & Lisa Slayton. (21) Glenn Steele, Linda Roper, Kenneth Babcock. (22) Bill & Louise Luther, Kent Forrest. (23) Dan & Marge Stehling, Bill Butler. (24) Dorace Klatt, Dolores Butler, Wilma Gillion, lmogene Klare.

different situation. The commission's report, expected to bereleased in early May, recommends reorgan-

(Please turn to page 2l)

MALE EEAUTY (?) contest, (1) staged by Jeannie Robertson, a convenlion sDeaker. (2) Bill & Monda Barlow, Ken Biggs. George

D$trWS R[trFS

Wilson Brothers Inc., Fredericksburg, Va., is marketing a cedar log home kit under the name of C.edardale Log Homes... Davidson Lumber Co., Mami, Fl., has filed for bankruptcy proceedings, . . Wolker Brothen LumberCo., Huntsville, Tx., has contributed to the Tre Foundation for reforestation in Tx. .

Handy Dan Home Improvement Center, San Antonio, Tr., and Trae Volue Home Centen of Tidewater, Virginia Bcach, Va., have received HomeCenterof the Year awards of distinction; Stripling-Bloke Lumber Co., Austin, Tx., an award of honor; Stine LumberCo., Lakc Charles, La., anawardof merit .&shlt, Carry Co., Niceville, Fl., and, Board & Brush Mesquite, Tx., were winners in the Champion Building Products' sweepstakes

Miller Lumber Co., Selma, Al., gave students in the lumber specialist program at Haryood Technical College an exp€nsepaid two-day tour of their plants . . . Curt Bean, owner of Curt Bean Lumber Co., Inc., a saunnill and treating plant, Amity, Ar., has purchased the B.G. lVilson Lumbq Co., Hot Springs, Ar., and plans to increase rytivity at the mill which employs about 90 and currently manufactures 30 million board feet of lumber and 100,000 tons of wood chips per year..

McCoy Corp., San Marcos, Tx., has opened stores in Bryan and Odessa, bringng the total in the building strpply enter choin to 35 with construction undern'ay in Lufkin, it plans for three more: Brownsville, Laredo and San Antonio, all in Tx. .

Louisiono-Paciftc Corp. has purchased the Ewns Lunbr Co. sawmill operation at Nashvillc, N.C. . .. Georeio-PrcWhas closed its furniture plant at Williams, S.C., until the oconomy improves . Internotiottol Poper plans to shut down the Wiggins lumber and plywood operotion in the Biloxi4ul$ort, Ms., area. .

Pitch Pine Internotiotul lrc., Tampa, Fl.,will export 2.5 million board fect of Southcrn yellow pine lumber to Jamaica after completing a nearly Nl million contract with the Janaican govt . . . Kenucky Sa*u, Oearfreld Lumber Co. and Homer Gregory Lunbr Co. wffered "several million dollars" worth of fue damage at thcir Morehead, Ky., conplex

The Home Deport, Atlanta, Ga., has declared itseo,nd stock dividend of theycar with a 5 for 4 split.

Edwqd Hhw Lumbr Co. of Delaware and Mid-South Wood Products of Mena, Inc. are being sued for $60,075,fl)0 at Fort Smith, Ar., by a family who claims they allowed hazardous chemicals to contaminatc thcir land. .

Although the GargioPacifrc Corp.'s new plywood mill near Hawthorne, Fl., is not yet in operation, thc co. has purchasd almost 2rffi acres nearbyof pine for $2.2million . Weyerlnan*r is closing its sawmill at Murfreesboro, Ar., Intenwtiottol Paper has re-opencd its wood products plant at Nacogdoches, Tx., after making plant improvements.

Bulldhghtrclr qgr.l

El Dorado Lumber &., Bl Dorado, Ar., is celebrtiag ia 75th year af continuous srb . . Reynolds Builderc Supfiy, Smackover, Ar., is over 50 years old. . Pads Lumber and Building Matqiols @te6 Paris, Tx., is conducing Drcitpes o ustnl whilc rcbuilding rftcr bcing ripcd out by atorn do. AlbcrtFrtt€rson, IrLc City, Ga., bst rbout $4m worth of rloo4 ht rnlcd his saw mill, vood clipper aod quipment in arom firc. .

Vestwood Forst hodncts, Inc. has morred frm Cls$qo, N.C. to Olna& N.C. . A.L. furdy Lttrrarr. fu&a'Ca,"'Cs. inth, Ms., hes rqcoGdlr dcf office in Atlantel .Gl. r :r . cttudvh&r&&. has morcd to tbc Fcrlrdi Fl., arce ftom Ncrpqt Derd, Ga... Jsck&n Vrnlelc, Jrctron, Ms., and Sloleitcr &uflnrl,, Houstm, TL, rrt,Fr dEr tors of Afo rrlbord .

V.J. Word L*mbcr.,Co., Scotabqo, Al, i! odcbdg ilr 90th annirqcery . . . ThG frlt pbase of Entepric hE, e planned 3li(n q. fi. lwn improverrwrt oetttq, ir ru ooqila tion in Ddnd, R. . PIEGTE havc okayed a fuhrxy l.ubr HonehttqinEgffi,ft,. . . Crcnc Brrown l+mbcr eodlartlesvillc Lumbcr Co. hrw Eled F naOcsviltc, Ot., rcporcQ@ Brown. .

&l Lumbcr oecocd 3t rtorcr last ycar fq t tM qr 38 h 3E stort6, has plmr oqlcnedditional3S in '84 rdcl incrdto morc than tsfl) nil$m . . . Weyerhacuscr @. Ma tu &t IW@ol

than a third beur of thc &ql in nct inaomc in l9tl . .

The Mississippi BatldirsMatqiolDqbsA iqr.:fu mwcd to ncry $lrrtc[3 s 7t{ N. Prcsident St., Jactson, Mr. 39?fi5, according to Bob Gc[n, managing direa6r. '

Nothing wood better creosote fromPioneer.

When you pressure-treat your fence posts. railroad cross-ties. utility poles and pilings with creosote, they'll last about one and one-half times the period it takes to grow a new tree.

So creosote not only gives your wood products a longer life, it also gives nature a chance to replenish our nation's forests.

Nature at its best.

A naturally-derived product, creosote has been with us for thousands of years.

During that time, nobody has developed a product, natural or synthetic, that protects wood better.

Savings with creosote.

Economical creosote reduces your maintenance costs. It protects against wood-boring insects, fungus, and larvae on land and in water. And it provides superior water resistance. That's why more and more architects and engineers specify creosote for their projects.

Reliable supply.

We can ship creosote to any area of the South Central U.S. from one of our three locations.

So call Pioneer Division for your wood protection needs. We'll add many more years to the life of your wood products.

Ploneer Division.

For details, write to: Pioneer Division. Witco Chemical Corporation, Dept. P7, Somico Rd., Point Comfort, TX779'78. Or call 5 12-987 -26 | | or 212-87 2- 43 56.

(Courtesy ol lhe American Plywood Associalion )

We maintain an inYentorY of Sto I million board fCt of ptgEsuretreated

Texas Wholesale Herdware AssocietionJune lG'12, booth conference, Summit Hotel, Dallas, Tx.

Odel Hardware Co.June 12"13, market, Coliseum Complex, Greensboro, N.C.

National Fire Prcvenlion Association -June 14-17, LifeSafety Code seminar, Lexington, Ky.

Southeastern Lumber Menufecturers AssocietionJunc l4-1t. NHLA short course, Tuscaloosa, Al.

Carolina Lumber & Building Meterid Deelers Associrtion, Inc.,June 1620, summer dealer conference, Kiawah Island, S.C.

i FULLCO has a Soulh€m railroad spur and a tl6€l ot 44lrrcks 3o thd ldga shipm€nts €n b€ mado, daily, by raild hlghway to all points in th€ Mi+Wostom and Eastem Unit€d Stat€s. FULLCO lB thrso,6 tt. dlmattr t€atlng ctindm, wlth th€ capacity to tr€at 66 to 7! millim bo{d tsi ot lumber,limbo.s and plywood a y€r. All dimarBion lumb€r i3 oressure treatsd with OSMOSE K-3f

Meuletue6d emlis d:GMOSE K-33.

^6. o'*:'""'frH'flXgl?#

$Fa:ai'-;tr-i;,'r-:

to a ratention of .40 pounds per cubic foot. FULL@ dso oosal3s two mod6m dry kilm, ls kiln drying attsr trgatment."

BulH h Rlglrr wirh osMosE K-33p pcsure tBdod lumber ad BUY ll Rlgtt frorn FULLCO.

The Hardware Association of the CrrolinrsJune 2lI'22, convention, Creen Park Inn, Blowing Rock, N.C.

Forest Products Reserrch Socicty - June D-4, 36th annud meeting, Marriott Hotel, New Orleans, Ia.

Job P. Wyatt & Sons Co.June &24, market, Kerr Scott Building, North Carolina State Fairgrounds, Raleigh, N.C.

PHONE 20+{S2201

P OEOX S17 HALEYVILLE AL 35586

To aq X ngJr|, d td DaE HMll, h Alddd. d &lh Guhne. osmose K.33 is a registered trdemad ot osmose w@d Pre3erurno co. ol amorice. Inc

Florida Lumber end Building Mrtcrid Deders Associetiron/ Louisirne Building Meteriel Deelers Associetion-Juoc *27 , ioint summer meeting, Seascape, Destin, Fl.

Georgie/Alabemr Building Mderid Mcrrtilts AssoclrtiDnJune 27-29, summer management conference, Holiday Inn on the World's Fair grounds, Knoxville, Tn.

National Hardwood Lumbcr Association - June 2uuly 2, management/sales seminar, NHLA School, Memphis, Tn.

JULY

National Housewarcs Mrnufrcturers AssocietionJuly 12-15, 77th semi-annual national housewares exposition, McCormick Place/McCormick West, Chicago, Il.

National Retail Hardware AssociationJuly l&22, 83rd annual Congress, Opryland Hotel, Nashville, Tn.

Southeastern Lumber Manufaclurers Associetion - July 19-23, NHLA short course, Hickory, N.C.

Carolina Lumber & Building Meterid Dcders Associetion, Inc. - July 22-25, Young Carolinians idea exchange, Kiawah lsland, S.C.

Pleasants Hardware Co. - July 24-25, dealer market, M.C. Benton Convention and Civic Center, Winston-Salem, N.C.

Zork Hardware Co. - July 24-21i, convention, El Paso Civic Center, El Paso, Tx.

Belknap, Inc. - July 25-2t, l8th annual dealer market, company headquarters, Louisville, Ky.

Appalachian Hardwood Mrnufecturers, Inc. - July 2G27, summer meeting,The Greenbrier,White Sulphur Springs,W.V

Orgill Brothers Co., - July 3l-Aug. 2, show, Cook Convention Center, Memphis, Tn.

AUGUST

Nationd Hardwood Lumber AssocietionAug. 2{, short cours€, Cockroft Lumber Co., Memphis, Tn.

Sentry Hsrdwere - Aug. Gt, dealer merchandise market, Municipal Auditorium, Nashville, Tn.

Want to see your organization in print? Send us information including date and place on your next meeting, convention, or social event for the Calendar. Please make sure that we receive it rt leest six weeks ahead of the dete and be sure to include your name, address, and telephone number.

is the PR0FESS|OllA['S

PURP0SE PIASTIC Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

TEXAS CONVENTION

(Continued from page 17)

izing thrift institutions as well as new financial vehicles to help people borrow more money for housing, development of secondary money markets and deregulation of city building requirements.

"There is no quick way out of housing's current ills, but if the cost ofgovernment can be cut enough, the economy will revive and provide a permanent solution to present housing problems," Carver said.

in HUD saying that help now is available only to the truly needy. He noted the elimination of some of the government regulations. New programs will aim to stimulate the private sector, he claimed.

He sees tomorrow's home as smaller, likely to be attached, a townhome of some kind, with special designs for the elderly, handicapped, etc. Bower sees more rehabilitation of older units, fewer new housing starts, less materials and less distribution through traditional channels.

forecast 1.4-1.6 million housing starts per year from now until 1987, more oriented strand board (and similar panels) replacing lost

(Please turn to page 46)

The Deputy Assistant of HUD, former

WHY

dealer G. Hunter

Jr., described the cutbacks

The final morning meeting heard David Leland, executive vice president of Southwest Forest Industries.

lumber

Bowers,

ARE those men (1) smiling? Because they're watching the belly dancer (2) hired by the Merin Corp. to lure buyers into the company's enclosed display. (3) Raymond Sale, Charles Stough. (4) Elmar Brock, Tim

Thompson. (5) Addie & Francis Graham, Rick Hinkson. (6) Joanie Sauder, Bubba Lammons. (7) David Mehl lll, Tom Hon. (8) Jerry 0wens, Shelby Kerbow. (9) Kathy. Rachel and Roberl Ingle.

NEW PRESIDENT o{ the Lumber Association ol Texas is Henry Herder (right) replacing Andy Anderson.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

A LONG Madison Avenue they

la call it the hat trick. When an account executive or a copywriter is stuck for an approach to the sales promotion of a consumer item he puts on his hat, leaves his ivory tower and visits the point of purchase. It is here. in the real world, that he is able to take the pulse of the buying public and of the retailer who has the responsibility of making all the marketing elemehts come tos-ether. There is morE to be learned by-the marketeer in the few hours out there where the action is than in weeks of reading market analyses and in ceiling gazing waiting for that creative brainstorm that will make the public beat a path to the retailer's door. I still use the hat trick.

When I find myself in a market where one of my retailing clients has a store unit I allow at least half a day to drag the store manager, and as many of his departrnent heads as possible, from competitive store to store. As a matter of fact, I also drop in at those retailers considered only fringe competition.

I've also become conditioned to the reluctance of some of the managers to make the tour. Most admit they haven't set foot inside a com-

petitor's showroom in over a year some in over 5 years. But. they claim. they've been watching the competition's ads, and telephone shopping periodically to determine their price points. That's not good enough. When they are coerced into the hat trick. moSt of these managers iue shocked by what they've learied.

Here are some of the incidents that caused shock reactions durins our recent shopping trips.

o The large contractor customer that our manager thought bought exclusively in his store shopping at the independent just 4 blocks away. Competition doing a bang up job with d-i-yers after remodeling his showroom (in 1979) and joining a buying group.

r Evening and weekend shopping hours now being offered by competition.

Contractors buying take-with dimension lumber and plywoods from the gal at the K-Mart building material counter.

. An expanded paneling department at the competition helped explain why our paneling sales were off.

o The discount house showing a larger selection and lower prices on a brand of ceiline tile that our

manager thought we had exclusivelv in the market.

A houseful of windows on our competitor's loading dock ready for shipment to a builder who promised. but never gave us, the opportunity to bid.

Our great "special" buy of light bulbs available at almost every other competitor's store.

o Good old Joe. who told us last year he was leaving to go into the contracting business with his brother. working as a counterman behind the competitor's counter.

. Our line of power tools priced below our cost at a competitor.

. A product line showing better value in fireplaces at the competition.

o Competition offering after hours clinics for their d-i-y customers.

o Delivery policies that are much more stringent at the competition.

The visits to fringe competition can be very informative. Shopping the local furniture and carpet stores confirms or allows us to question the market acceptance of the colon and types of floor coverings that we stock. The department store merchandising helps us keep a handle on what's hap pening in home fashion.

I try to have a tour end with a visit to the newspaper office. It's sometimes helpful to reestablish the company goals with the publisher. editor and advertising director. (Many times the same guy wears all 3 hats.) Given the retailer's objectives. the newspaper can help with better ad locations. more classic ad layouts. more exciting type face selections. and the overall development of a "retail" image.

WESTEBN INTEHNATIONAL A young aggressive company with over 20 trading professionals anxious to senve YOU with all sizes, grades and vanieties of plyrruood, lumben, shakes and shingles.

TENNESSEE NEWS

STAN OWENS executlve vlce precldent

flrnN H. MARSHALL, owner and Y chairman of the board of Hamblen Lumber Co., Morristown, is the newly elected president of the Grainger County Chamber of Commerce for 1982.

He is a former director, vice president, president in 1970-71, and national director of TBMA. He helped organize the TBMA and national political action committees and has served as chairman of both. He has also served a number of years as chairman of the state and national legislative action committees.

Marshall was elected to the Tennessee General Assembly in 1973 where he served as representative of the 35th legislative district for t'ro terms. He also has qualified to run for general sessions judge of Grainger County.

The first annual convention of the Young Executives is now history. Among those registering to attend were Grag and Sandy Davis, Crosslin Supply Co., Franklin: Susan and Sam Frame, Athens Supply Co., Athens; Earl and Donna Geary, John Greeter Building Center, Tracy City; Terry and Lisa Haynes, Haynes Brothers Lumber Co., Murfreesboro; Sam and Tina Henley, Henley Supply, Decherd; Don King and Carol Henry, Camden Lumber Co., Camden; Gene and Teresa McKinney, Charlie and Kathy Sharp, Tindell's Inc., Knoxville; Randy and Janis Rinks, B & R Lumber Co., Savannah; Fred and Elaine Stephens, Stephens Millwork & Lumber Co., Nashville; Pat and Elizabeth Welsh, Builders Supply Co., Tullahoma; Scott and Pattie Wright, City Lumber Co., Dyer; Paul and Teresa Hartman, Wholesale Building Products, Nashville; Mike and Nancy Ligon, Slaughter Brothers, Memphis; Mr. and Mrs. Phil Leupold, Weyerhaeuser, Nashville; Stan and Edee Owens, TBMA, Nashville. Sponsors included Camden Lumber Co., Camden.

Ifyou are hiring teenagers, you should know the rules as provided by John T. Fleming & Associates, Nashville, the TBMA labor and safety consultants.

o 18 year oldscan do any typeof work in the yard with no restrictions as to the hours worked.

r 16 and 17 year olds cannot be employed in hazardous jobs such as operation of power machinery including

saws, planers, lift trucks and delivery trucks. No restriction on hours worked.

o 14 and 15 year olds can be hired for only certain types of jobs, primarily in sales, office and non-motorized delivery

work. Hours are restricted to between 7 a.m. and 9 p.m. between June I and Labor Day; no more than 8 hours per day and 40 hours per week. When school is open they can only work between 7 a.m. and 7 p.m.; 3_hours per day on school days, 8 hours per day on other days and no more than 18 hours per week. They cannot work around power equipment. . l3 year olds may be hired by a parent who is the sole owner of the business. It is recommended that each employer require a prospective employee under lE to provide a birth certificate.

FLORIDA SCENE

JOHN D. GARIEN exrecutlve dlrector

THE HYATT Hotel in orlando will I be the scene for the 62nd Annual Convention/Exposition of the Florida Lumber and Building Material Dealers Association, Sept. l5-17, 1982. This threeday event combines top speakers and entertainers plus an exhibit hall featuring 133 products and services geared for the lumber and building material industry.

Convention committee chairman Henry Moxon, Ocala Lumber Co., Ocala, and vice-chairman Bill Grimes, Huttig Sash and Door Co., Orlando, have, along with the other members of the committee, developed a top flight program for this year's show.

Beginning early Wednesday morning, Sept. 15, the Hoo-Hoo Clubs of Florida will coordinate an action-packed golf tournament at the beautiful Magnolia Course at Walt Disney World. The HooHoo Clubs will be furnishing refreshments to each "duffer" on the links. At the same time, a few miles to the east, Champion Building Products will host the tennis tournament at the Vistana Racquet Club, chaired by Jim Whitehouse, Truss Masters of Orlando.

After the board of directors meet later on Wednesday, convention delegates will be treated that evening to an authentic Polynesian luau, complete with a sumptuous dinner followed by a native floor show with performers direct from the Islands.

Thursday and Friday, Sept. 16 and 17, will highlight the convention with exhibit hours interspersed with food functions

featuring nationally known speak€rs. Jack Anderson, of the Washington Post and ABC's Good Morning America, will kick things off Thursday morning, followed at lunch by Tommy Bell-"The Dean of NFL." On Friday morning, current president Everette Cupit, Causeway Lumber Co., Fort Lauderdale, will pass the gavel of leadership to Don Ostecn, East Coast Lumber & Supply Co., Fort Pierce. The Friday luncheon will provide a rare privilege to convention goers with the appearance of United States Scnator Barry Goldwater.

The exhibit hdl is clord during each of the meal functions becausc many of the delegates (both dealers and suppliers) wish to see and hear these great speakers. Mini-seminars for the men and the ladies are held on both days, but their lenglh is kept to a minimum so as not to conflict with the exhibit hall. Oun is a buying show!

Capping off the program on Friday evening will be a reception, banquet/dance with gourmet dining. Entertainment for the evening will feature Morey Amsterdam from Hollywood.

All told, we're quite excited about this year's program. We only wish our exhibit hall were larger since we have been sold out of booth space since February with several on the waiting list.

Registrations and information on the convention can be obtained by contacting FLBMDA Headquarters, P.O. Box 7125, Orlando, Fl. 32E54, Telephone (305) 644{302.

As we say, we're quite excited and proud of our show, that's why it's called "The Main Event."

Florlda Lumber and Buildlng Matedal Dealer Accocladon P.O. Bor 7125, Orlerdo, Fl. 3A&ta (3O5) *Um

Lumbermen'e Assoclatlon of Texas

P.O. 8or 55{5, Aurtln, Tr.7t763

TEXAS TOPICS

JOE BUTLER, executlve vlce presldent

LInNnY Herder, president of ! IHerder's Inc., Weimar, waselected president of the association for the 1982-83 year at the board of directors meeting held in conjunction with the Fort Worth Convention, April 16.

With a chemical engineering degree from Texas A & M and a professional engineering license from the State of Texas, he attributes most of what he has learned about the building material industry to his association with L.A.T. and he is looking forward to serving the members of the industry.

Other officers are Jim Gentry, Jim Gentry Lumber Co., Wichita Falls, lst v.p.; W.F. Butler, Portland Lumber & Supply Co., Portland, 2nd v.p.; Tom Hanover, Hanover Building Materials, Inc., Austin, treas,; Joe Butler, Sr., Austin, exec. v.p.; Joe Butler, Jr., Austin, sec.; George Jones, FoxworthGalbraith Lumber Co., San Angelo, sgt.-at-arms; Jim Lucas, Hurst, V.N. Hearn, Houston, national dealer directors; Thad Decker, Orange, alternate.

Directors include John Burns, John Burns Lumber & Hardware Co., Texline; Ed L. Harris, E.L. Harris Lumber Co., Tulia; Robert Longest, Scott Building Center Inc., Amarillo, District l. Leonard Bartlett, HigginbothamBartlett Co., Lubbock; Don Smith, Bowman, Inc., Lubbock; R. Morris Smith, Rockwell Brothers Co. Inc. of Plainview, Plainview, District 2.

W.F. "Bill" Butler, Portland Lumber & Supply Co., Portland; Richard S. Button, Sr., Factory Outlet Building Materials, Corpus Christi; A. George Natsis III, Edna Lumber Co., Edna, District 3.

David Beene, Alamo Lumber Co., San Antonio; Johnny Chuoke, Jr. Acme Lumber & Supply, San Antonio; Herbert Eberhard, Eberhard Lumber Co., New Braunfels; G.L. Klumb, Benz & Klumb Lumber Co., Jourdanton; Pat Knight, Allen & Allen Co., San Antonio; J.D. Stein, Stein Lumber Co., Fredericksburg, District 4.

Melvin Faircloth, City Lumber Co., Abilene; Jerry Teel, Abilene Lumber Co., Abilene, District 5.

Tom Hanover, Hanover Building Materials, Inc., Austin; James "Buddy"

Holubec, Taylors Builders Supply, Inc., Taylor; Phillip Hubnik, Davidson Texas Inc., Austin; Emmett McCoy, McCoy

sR' r","t*-;;;;."ter, San Marcos,

District 6.

J.C. Capel, Walker-Byrd Building Materials, Huntsville; John Hicks, Brazos Valley Lumber, College Station; Harry E. Porter, W.F. & J.F. Barnes, Inc., Waco; Durwood Thompson, Parker Lumber Co., Bryan; William H. Yowell, Yowell Lumber Co., Killeen, District 7.

Raymond Cantwell, Palmer Building Supplies & Spec. Inc., McAllen; Wilburn Gloor, Gloor Lumber and Supply Inc., Brownsville; Gene Riley, International Builders Mart Inc. of McAllen, McAllen; Daniel E. Stehling, Dan's Handy Home Center, Rio Hondo, District 8.

Fred J. Crawford, McMillan Lumber Co., Odessa; Raymond L. Sale, Builders & Homeowners Supply, Midland; Harry Theriot, Builders Service Co., San Angelo, District 9.

Henry Hicks, Kermit Lumber & Builders Supply, Kermit, District 10.

Joe C. Anhaiser, Sam Bassett Lumber Co., Houston; Kenneth Babcock, Southern States Lumber & Supply Co.,

GalenaPark; Mrs. V.N. Hearn, Contractors Supply & Lumber Co., Houston; Henry Herder, Herder's Inc., Weimar; Michael Montalbano, Montalbano Lumber Co., Houston; Lee Sanders, M & M Lumber Co., Houston; John E. Simmons, Simmons Building Supply, Freeport, District ll.

Leo Adams, Justin Lumber Co., Justin; Jim Gentry, Jim Gentry Lumber Co., Wichita Falls; Harmon Goins, Goins Lumber, Bells; Jerry Owens, Owens Lumber Co., Bonham; David L. Tupman, Gary-Nees Lumber Co., Inc., Gainesville; Bill Venable, Hunt County Lumber, Commerce; District 12.

Les Craft, Boise Cascade Building Materials, Fort Worth; Joe Howard, Joe Howard Lumber Co., Fort Worth; Jim Lucas, Hurst Lumber Co., Hurst, District 13.

Walter Foxworth, FoxworthGalbraith Lumber Co., Dallas; Leon Mellow, Wiener Lumber Co., Dallas; Ray Nunn, Simms-Moore Lumber & Hardware Co., Carrollton, District 14.

James Dillard, Savemore Building Supply, Mt. Pleasant; Cassity Jones, Cassity Jones Inc., Longview; B.J. McCarley, Paris Lumber & Building Center, Paris, District 15.

Thad Decker, Circle Lumber Co., Orange; Brooks Kennemer, Olds Hardware & Lumber Co., Nacogdoches; Booty Ritter, Ritter Lumber Co., Nederland, District 16.

WE'VE SEARCHED HIGH

AND LOW

GEORGIA/ALABAMA VIEWS

ERVIN GOODROE erecutlve vlce preoldent

EIMMA conducted a sales and profit Esurvey of the membership for the month of March, with 122 firms, representing over 150 yards in Georgia and Alabama, responding. The following is a recap of that survey.

Total firms participating: 122

(l) Comparison of total sales between most recent completed year and the previous completed year.

Sales up l0-25s/o-20 firms-16.490

Sales up l-100/o-26 firms-2l.390

Sales even- l0 firms-8.290

Sales down-l - l09o -30 firms-2S 9o

Sales down lG259o-26 firms21.3o/o

Sales down more than 250/o-10 firms-8.290

(2) Comparison of total sales between most recent completed year and business year ending in 199.

Sales up lL259o-?fi firms-16.490

Sales up l-1090-14 firms-l1.590

Sales even-l4 firms-l 1.590

Sales down l-1090-Z firms19.70/o

Sales down lG259o-26 firms21.30/o

Sales down 2590 or more-A firms-19.790

KENTUCKY REPORT

erecudve vlce precldent

by Don A. Campbell

lfIfINX I have finally found out the Ireasons that interest rates continue to stay up, but knowing the reasons hasn't given me any magic wand that will let me do anything about it. But for whatever it's worth, after countless hours of reading, this is about the way it stands:

The combination of a money supply rising at 690 and an economy declining at a rate of almost 490 in the frrst quarter should have produced a sharp drop in interest rates. To the dismay of the administration and economic forecasters, rates have not fallen. The evidence is mounting that the main culprit is an unprecedented demand by business for short term funds. Unfortunately this short term borrowing continues at a high rate and strongly suggests that the trend will not be reversed easily and that interest rates will not weaken substantially in the coming months.

While many economists concede that they are puzzled by the surge in demand for short term loans, three major factors appear to be responsible:

(1) Disinflation. In the past, corporations borrowed as a defense against steadily rising prices. It seemed wise because they thought they could pay off in depreciated dollars. Itjust didn't work that way.

(2) No long term loans. Recently corporations have been borrowing short term, not only to hnance operating expenses, but also increasinglyto bank roll long term projects. This reflects their inability to borrow in the bond markets, which have been effectively closed to all but the financially healthiest companies. As a result, many companies are unable to borrow because their ratings have been lowered as the recession has cut deep€r into sales and profits.

(3) Cash flow. Corporate profits have taken a worse beating in this recession than in the '74-'75 slump, the most severe in the post war period. The slump in profits, along with a sharp rise in the accounts receivable, as more and more companies are unable to pay their bills on time, means that corporate cash flow is severely squeezed. This, in turn, is forcing more and more companies to borrow short term money just to stay afloat.

If the recovery occurs in the second

(3) Profit comparison between most recently completed year and business year before.

Profits up l09o or more-lE firms14.8olo

Profits up l-1090{ lrms-590

Profits even-16 firms-I3.1 9o

Profits down l-1090-36 firms29.5o/o

Profits down lG259o-26 firms21.30/o

Profits down 2590 or more-20 firms - 16.490

(4) Profits in black vs. red.

Operated at a profit-Ifi) firms82Vo

Operated at a loss-22 frms-lE9o

Note: Well over half that indicated a profit noted just barely.

(5) Attitude toward current y€ru.

Optimistic-34 frms-27 .99o

Remain Even-44 firms-36.1 9r

Decreased Volume- I 8 firms14.89o

Pessimistic-Zi firms-2 I 3 9o

BMMA's 1982 summer m:rnagement conference will be held June 27-29 at the Holiday lnn located on the grounds of the World's Fair at Knoxville, Tn.

half as many forscasters cf,poct, some pressure will bc taken off the short tenn markets as profits and cash flow improve. The real danger is thar the rebound may be delayed and, if that happens, we may flrnd somahing much worscthan what we have at the present.

Several revisions were made in the tartable of the Kentucky unernplolment insurance by the 'E2 Gcneral Asscmbly which will affect you as an employer. The taxable wage base was changed from $5,0fi) per employe to $E,m, rctroactive to January I, 1982. The statcments were delayed so the new date was extended to May 17. The maximum weekly bnefit was frozen at its prescnt level. A copy of this law will be available after JuIy lst.

The teamster's union has proposed that Reagan back changes in the '74 Employee Rciremcnt Sccurity Act so that teamsters and oth€r funds can lend money for home mortgages at below market rates. This would be a breakthrough for the housing industry and could take the place of government subsidized funds.

I like this: Behind wery enterprise stands the man who is ultimately responsible. The eager and able men on his staff spin golden dreams and proposc new plans. They fra while he ponders. But to him deliberation is sweet. He knows that sucaess will have many shareholders but that failure will be the sole property ofthe man responsible.

An exceptional new product for the do-it-yourselfer.

fne"Summer Sky'gazebo ts a pre- I packaged gazebo wrth qualitv manufacturing and artistic design It is made of all western red cedar for durabilitv and that natural look so popular today lt is also elegantlv designed with attention to fine details such as curved rafters, turned spire, and scalloped fascia All of this and at a price the do-ityourselfer will like, too

This timely product is idealfor today's leisure minded yet practical buver The "Summer Sky" gazebo is perfect for added atmosphere

and prrvacy around a hot tub, or it can provide a unique focal point for outdoor entertaining Also, for vour customers who en.1oy carpentrv, this package provides a base for their own "custom" gazebo

"Summer Sky" gazebo comes with pre-cut wall components, rafters, and roof materials, and includes evervthrng needed for assemblV ln a few hours, Vour customer can easrlV assemble the gazebo with just a few small tools In addition, "Summer Skv" is available in two

sizes (6 sided-B foot diameter; B sided-11 foot diameter)with seven models to choose from A lVcKenzie Tradrng Company sales representative is readv to help you set uo a "Summer Skv" sales program

Call today: Toll Free 1-800-547-6067 or 1-503-342-2067

Model MG-6AR

So, You Think You Are Running Your Business!

By G. Robert Claypool Vice President and Group Controller Certainteed Corp. Waco. Tx

SECOND OF TWO PARTS

The source of information required to develop a cash forecast is readily available from your current records. lt sinrply has to be organized in a logical ntanner.

When you first start lbrecasting cash requirements, you can nriss the estintate (forecast) b1" 20'X, to 30'1,. The Ionger you ntake forecasts. the closer your estimate will parallel actual requirements and after a few

INVENTORY

CASH FLOW PROBLEM

o Turnover too low

o Obsolesence high

o Direct purchasing

o Damage increase

o Something for everyone

o Fear ofproduct pruning

o Lack of merchandising

o Failure to properly use wholesaler

o Don't know product gross profit rate

o Don't know product turnover

o Don't know product R.O.l.

o The "bargain" buy

nronths you should achieve an accuracy range of 2oA to 5ttl,. Hou' do you solve your cash flow problems? First. a n'lanagenlent approach must be developed and employees must be aware of your policy. Second. an operaring strategy must be developed to deal with each identified cash flow problenr. An approach and strategy to solve some of the most common problems follows:

MANAGEMENT APPROACH

Deternrine objective - (7 to 8x )

Anall'ze slow moving products on quarterly basis

Analyze turnover reduction and carrying cost

Determine products consistently damaged, establish clean warehouse policy. Use rotating stock plan.

lf turnover objective cannot be met - eliminate or reduce to meet objective.

Policy established on slow-moving or problem-oriented products.

Merchandise new products. high gross profit items and stage location to feature what you want to sell

Use wholesaler inventory as your own - keep stock to overlap delivery schedule of wholesaler by 2-3 (X).

Determine rate for all products and use replacement cost markup on cost Increases.

Establish turnover sheet by product and evaluate quarterly.

Determine gross profit on average inventory investment using annual data as initial information.

Determine why it is a bargain and length of time it will probably be in inventory

OPERATING STRATEGY

Measure performance of major selling products by using lurnover and gross margrn.

Use local wholesaler as inventory stocking source: promote out quarterly overstocked products: Mdse. "front end" plan.

lfdirect purchases turnover is less than 6 (X) annual (holding period over 2 months) - Buy lrom local wholesaler as required.

Train employees on handling: Watch level ofinventory: Rotate stocks by using: alternate bins: Sell as identified. do not stock pile.

Determine who buys and why and necessill, of carrying.

Review product pruning candidates at least annually and dispose of low R.O.l. products.

Keep displays clean & fresh, change lrequently, watch T/O "Front End" items, feature your winners - and losers (until out ofstock).

Have wholesaler work with you lo achieve T/O objective.

Make monthly cycle checks on selected products to verify performance.

Merchandise and promote slow movers - reduce purchasesmonitor sales.

Reduce purchase of low R.O.l. items or eliminate if required.

Promote and sell.

ACCOUNTS RECEIVABLE

o Collection period increasing

o New customers

. Payment trends

. Push lor sales

o What customer buys

o Special terms

. customer profitability

Lagging collection effort

. Fear of shutting off

GROSS MARGIN

o Margin declining

o What is

o Product

mark-up required sales mix

o Expense control

. Accounts payable

Determine objective based on tgrms - (35 days goal).

Establish criteria for approving credit and credit limit.

Review payment trends of selected accounts and analyze reasons for changes.

Set reasonable sales goals based on existing customer base and new customer potential. Review profitability by customer based upon products sold.

Caution! Grant special terms if margin is high enough to cover carrying cost or if vendor terms offset. Keep abreast of changing customer financial position. Visit customers periodically and observe activity.

Examine methods in use. change style and type of effort. Don't hesitate to use personal type letters.

Establish credit cut-olf policy and enforce!

Set margin objective based upon R.O.l. goals.

Establish R.O.l. goal and determine mark-up required for achievement.

Achieve proper nrix to get R.O.l. objective by sales enrphasis, advertising and merchandising.

Justify on payback basis all controllable expense additions.

Pay vendors within discount period if discount rate justifies. If not. pay on net lerms.

So you think you are running your business! You should be! But, your suppliers, customers, employees, accountant and banker are all part of the variable relationships that must be dealt with and you determine the outcome. Whether the business Droblem is one of cash flow or low return on investment, you can usually trace the source to lack of balance sheet management.

. In summary, let me leave you with this basic overvlew:

Cash flow and return on investment are a function of to whom you sell what you sell

If you watch to whom you sell. you will get sufficient price to make a satisfacrory gross margln

Review customers consistently paying beyond objective - call and frankly discuss the problem and advise customer ol policy.

Make certain credit is evaluated and obtain references extending beyond one year. Keep wjthin credit limit.

If external factors (i.e. weather) causing slowness, monitor carefully: If other factors seem present - contact accounts for explanation.

Keep customers within prudently established credit limits - Do not oversell customers ability to pay.

If customer buys low margin items and pays beyond terms, influence customer to buy other products carrying higher margin.

Calculate affect on profit on each situation considered.

Be prepared to adjust credit limit and respond to unusually large orders based on knowledge of customer operation.

Change approach occasionally to avoid the "familiarity syndrome." Inform owner when his effort is required.

Treat customers the same under cut-off policy. Provide for continued cash purchases with override to clear old balance.

Monitor all major product sales monthly. Make sure prices are being increused to offset cost increases and maintain margin. Analyze mark-up on products and determine if grouping (i.e., hardware) is on target.

Monitor sales and il mix changes. act immediately to stabilize so low margin products won't become primary sales.

Look for cost reduction, eff-iciency improvenrent. Do not add cost unless other options aren't available. Watch vendor ternrs. Negotiate special terms if possible. ln inventory increirse periods. trnre deliveries to maximize cash and extend Davment tin1e.

collect your accounts receivable achieve your sales and profit goals

lf you watch what you sell, you will

. provide proper service and substantially control out-of-stock problems

.

. keep your investment in inventory low and at a practical level

. increase your inventory turnover.

Those two rather simple statements, watching to whom you sell and watching what you sell, can make the profitable difference in your business.

So, you think you are running your business! You will be if practical controls are in use and sufficient information is available to plan for future periods and monitor performance against planned objectives.

PERS NALS

Dek Spaulding, ex-MacMillan-Bloedel, is the new branch mgr. of the Slaughter Brothers Inc. facility at Atlanta. Ga.

Bert Jones, Mid-States Wood Preservers,

Inc., Simsboro, quarterback for is the new Los Angeles Rams football team.

Mike Smith, Elder Wood Preserving, Mansura, La., got in a Louisiana mill trip last mo.

Larry Fitzgerald is the new sales mgr. of southern wood products for the southern timber and wood products div. of Crown Zellerbach.

Edward L. Clark, Jr., pres. of Drtec. Inc., Morrow, Ga., is a new director of the National Woodwork Manufacturers Assn.

Frank Buehl, F.T. Dooley Lumber, Memphis, Tn., is recovering nicely after recent eye surgery.

William S. "Bill" Cockroft, Cockroft Lumber Co., Memphis, Tn., has been in So. Ca. on a recent business trip.

Barbara Ussery and X$herin€ Creel are managing the Atlanta, Ga., sales office of M.L. Sandy Lumber Sales Co.

Sam Henley, Henley Supply Co., Decherd, Tn., and his wife are parents of a son, Jared Walker Henley, born on March 29,1982.

Beckie Butner, Myrtle Beach Lumber Co., Myrtle Beach, S.C. recently completed a selling skills seminar and interior decorating course at Armstrong World Industries, Lancaster, Pa.

Dsvid C. Kunkel is the new mgr. at Lowe's Building Materids store in Sumter, S.C.

Jewell Smart, mgr. of the T.H. Rogers Lumber Co., Okmulgee, Ok., recently received his 25 year pin from Drvid Kennedy, div. mgr.

Building Prcducts Digest

Bill Ankh is selling in Tx. for Dunlap Forest Products, Inc., Scottsdale, Az., according to E. Robert Dunhp.

Hank Kirschner is the new head of Lindsley Home Centers, Miami, Fl., replacing Prt Sher who has resigned.

Mike Riley, Art Ptnish and Paul Tucker are representing Cleveland Wholesale Lumber Co. in Gulf Breeze, Fl.

Jrmes R. Prine has been named resident sales mgr. of MacMillan Bloedel's Wood Products Div. at Pine Hill, Al., after serving almost l0 years in sales with MacMillan Bloedel Building Materials, Atlanta, Ga.

Michrel D. McQueen has been appointed plant mgr. of the Beirne Div., Hot Spring County Lumber, Beirne, Ar.

Willirm G. Lees has been named scnior v.p.-marketing for both the Building Products and Roofing Products Dv.s of the Celotex Corp., Tampa, Fl., Jemes L. Nlgood has been promoted to v.p.-general sales mgr. and Timothy M. Prriso to v.p.-general merchandising mgr.

Dondd R. MecPhenon is the new pres. of the Cooper Group, Rdeigh, N.C., replacing C.W. Gilcbrist who has retired, Robcrl T. Mrrlovsly has been named merchandising director.

Robert "Ilerco[" Enst is the new pres. of American Blade Cutlery C.o. Inc., Chattanooga, Tn.

June,1982

Howard L. Gaines, Alexandria, Va., is the new pres. of the Hardware Association of the Virginias, Zane Neff, Edinburgh, senior director; Jrmes L. Deaver, Annandale; Violr K. Harmln, Waynesboro, and Thomas A. Smith, Richmond, directors.

Bryan Camp is the new national sales mgr. of Life Time Faucets, Div. McGhee Industries, Memphis, Tn.

Anthony C. Thorne has been promoted to v.p. at Thorsen Tool , Dallas, Tx.

Robert E. Carswell, pres., Carswell Distributing Co., Winston-Salem, N.C., is the new pres. of the Outdoor Power Equipment Distributors Assn.

Jerry L. Brrton, pres. and chairman of Balknap, Inc., Louisville, Ky., has been recognized by the American Jewish Committee with the National Distinguished Service Award for leadership in civic and humanitarian programs.

M.D. McMinn, pres., Marion Smith, v.p., Jerry Perrson and Doyle Sullivan, buyers, Dixie Wholesale Waterworks Co., Inc., Louisville, Ms., received awards in recognition of the store being selected as a Sentry dealer of the year.

Joe Sanulin has accepted the position of special assistant to the pres. at Lowe's Companies, Inc., North Wilkesboro, N.C., according to Leonard G. Herring, pres.

Joscph A. DeMicheel is the new gen. mgr. of the contract/manufacturing div. of Scotty's, Winter Haven, Fl.

Phil Cocks of Delta Millwork and Pete Fdlin, formerly with Huttig Sash & Door Co., are opening Locklando Door & Millwork Inc., Orlando, Fl.

Everette Cupit, Causeway Lumber Co., Fort Lauderdale, pres. of the Florida Lumber and Building Materid Dealers Association, and his wife, C.onnie; Archie and LaRue Brott, Deerfield Builders Supply Co. Inc., Deerfield Beach, Fl.; Art and Dorothy Hughes, Mack Industries, Fort Lauderdale, will attend the joint summer conference of the Louisiana and Florida Building Material Dealers Association at Seascape Resort, Destin, Fl.

Robert Willlams is the new mgr. of the truss div. of Mitchum Building Supply Co., Charlotte, N.C. ; Jim Kimmons is the new production mgr.

Joan Moorc is a new sales person, the first on the distaff side, at Home Lumber Co., Hazard, Ky.

W.P. Morton, Home Lumber Co., Hazard, Ky., tells us he is proposing a bill to replace food stamps with 2 x 4 stamps.

Allan Aden, Rawles-Aden Lumber Corp., Petersburg, Va., is home from the North American Wholesale Lumber Association meeting at Hot Springs, Va.

Alan H. Thielemann, a graduate of the University of Texas, has been named director of communications for building products of Georgia-Pacific Corp. and will move with the corporate staff to the new Hq. in Atlanta, Ga., this summer, according to Stephen K. Jackson, v,p., advertising and public relations.

Hugh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, Climax, Nv., are forecasting that they expect 2x4s to reach new dimensions in 1982.

LET'S HEAR FROM YOU!

Building Products Digest is a new monthly information service for you. We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to Building Products Digest,4500 Campus Dr., suite 480, Newport Beach, Ca. 92660 or,if easier, call (714\ 549-8393. There is, of course, no charge.

NEW PR DUCTS

and selected sales oids

Washington'sTree

Cherry finished Mount Vernon styled cabinets are being marketed by Connor Forest Industries. The hardwood cabinets feature white hardware. Frames are assembled with mortise and tenon joints, glued and pinned.

A Shady Deal

Phiferglass SunScreen exterior shading for windows and doors replaces regular insect screening and is said to block up to 7090 of the sun's heat and glare before it reaches the glass.

Woven from fiberglass, it reportedly requires no maintenance. The open mesh allows ventilation, outward visibility and protection from fading.

Not a paste on or film product, the shade can be removed and stored in winter.

It may be installed in a regular four sided insect screening frame or with tension mounts for fixed windows.

Caulk lt Up

A water resistant caulk, dispensed from an aerosol can without the aid of a caulking gun, from Insta-Foam Products, Inc., is called Caulking Stuff.

The siliconized, acrylic caulk in an I I oz. can carries a2O-year warranty. The company claims it will not shrink, crack or peel.

Great Stuff, another product, is a multi-purpose urethane foam sealant and insulator that expands and solidifies to fill cracks, holes and voids in and around the house.

Accessory Alter The Bath

A line of bath accessories incorporating a snaplock mounting sYstem which eliminates the need for set screws is from Tubular Specialties Manufacturing Inc. The accessories reportedly require two stainless steel screws and are ideal for residential bathrooms.

They come in four different handrubbed finishes and meet safety guidelines and requirements.

Door Prize

Grosfillex, Inc. has the C-100 Taiga as an addition to its Add-APanel folding doors. Constructed of strong, heavy-duty pvc, the new door is available in a wood-grained pecan finish.

The double-wall construction blocks drafts and holds heat in. It features sliding panels which can be

added or subtracted to accommodate almost anydoorway(a doubledoor is suggestd for widths greater than 78 in.).

They are available in 6'8" and 8'

heights and reportedly can be trimmed for custom fitting shorter doorways. The door comes with hardware and instructions.

June,1982

Open Sesame

Stanley Automatic Openers reportedly have made d-i-y installation of all new models easier and faster. U-install garage door openers feature digital radio controls which allow homeowners to select their own code for opening and closing.

The newly designed control adjustments are external and permit changes in code and setting for the door without removal of the cover.

The openers come with a step-bystep instruction manual and will open garage doors up to 18'long by 7%' high made of wood, steel or fiberglass.

D-l-Y Reflections

FREE READER SERVICE

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

Kerosene Heaters

Radiant King has U.L.-listed kerosene heaters designed to heat areas from 275 to 1,000 sq. ft. The dimension 2000 vented heater is designed to be 8090 more efficient than wood or coal stoves, according to the company.

Chime Time

Crafted in genuine mahogany, stained in a light walnut, and programmed with either 4 or 8 notes for the front door, Nutone Housing Group, Scovill Inc., has a new three tubechime. Itis 16" xlD" x4/q" and the transformer is included.

Free ElectricalTester

All-purpose electrical testers will accompany Sinkmaster garbage disposers as Anaheim Manufacturing's first promotion of the year.

The testers will be packed inside each Model 700 and 800 disposer shipped this spring. They are designed to test electrical circuits, lamps, radios, televisions, cords and plugs, appliances, fuses, spark plugs and polarity from AC to DC.

The portable heaters are smokeless and odorless and can produce from 8,000 BTU s to 20,000 BTU s with continuous heating times of 13 to 22 hours.

The wick-fed, unpressurized heaters are equipped with safety features and a hot plate for cooking in the event of a power failure.

Carpet European-Style

Armstrong's Elegant Expressions cut-pile carpet is reminiscent of European-styled velvet carpets and was chosen to refurbish the 50-year old Majestic Theatre in San Antonio, Tx.

Using the Antron II continuous filament soil-hiding nylon, the carpet is embossed with Armstrong's Sculptron process which reportedly adds extra dimension to the design and withstands severe traffic conditions.

A do-it-yourself modular mirrored wall-system has been developed by the Monarch Mirror Door Co.

The three-step installation procedure reportedly requires no mirror cutting and takes approximately I hour to complete.

Each packaged unit includes a 32" x 96" oak veneer panel with a 30" x '72" mirror attached, two 8" x 96" oak strips, nails, screws and oak plugs.

Plasterlna Roll

Flexi-Wall Systems, interior finishes for all types of problem wall surfaces, especially masonry, has developed an anti-graffiti protective coating for its wallcovering. This finish also makes the wallcovering extremely scrubbable. The flexible wallcovering is impregnated with gypsum and has passed tests for fire and toxicity.

Jamb-oree

The Adjusta-Fit concept from Benchmark provides a single prehangable steel jamb that combines with closure units of various sizes to cover walls from 4 l/8" to7" thick.

The two-piece door/jamb reportedly can reduce inventory costs and storage space for distributors. The doors are said to be quickly installed and adaptable to various walls.

After the pre-hung door/jamb is shimmed and installed from the interior, the proper-size closureunit is placed onto the jamb edge from the exterior with Vz" adjusting depth.

Two-ToneTile

GMT/Go-Met Tile Associates, Inc. has two new vinyl tiles, one in a Delft pattern and the other in a complimentary brick. Both tiles are available in two colorations. Delft blue and Delft terracotta can be matched with brick terracotta and brick white.

The tile can be used as an accent in kitchens and bathrooms as backsplash and baseboard features.

The brick tiles come in two sizes, 9" x 9" or 3" x 9". Delft tiles are available only in 6" x 6"

Dome HeadslorRoolcaps

New roofcap nails featuring largesurfaced domed heads, clipped corners to eliminate sharp edges and lock ring shanks to provide maximum holding power come from

Al nernbers of the Hanptm Affiliate F8niv. Backed by cornpany timberlrds ad santnills.

Ontside sales contracts exceed 3OO MBF anrualty.

Technicalexpertise md financid atiliby to hry from all scrrces.

Size fosters flexibilrty md service.

Tirne tested track record.

Dickson Weatherproof Nail Co.

Six lengths are available from 3 / 4" up to 4". For installation of low density rigid insulation sheets, plywood roof decks and built-up roofing, the standard finish is of bright steel. Hot galvanizing is available.

A French Feeling

The Chantilly, a door that reflects the patterns of l8th Century French lace, is new to the Simpson Timber Co. International line.

Three glass panels, accented with wood, allow light to enter while still maintaining privacy. The door comes with innerbond panels, warranted against splitting through in any climate, and is constructed of vertical grain, kiln-dried Douglas fir or western hemlock in a selected grade only.

Latest Frame Up

The St. Regis Paper Co. is introducing a new building joist, the Strijoist, which can be used in floor and roof framing in residential and commercial construction.

The new product is the result of four years of research and development and the company contends it will help builders with costs because of less labor needed. Reportedly the joist received a research recommendation by the International Conference of Building Officials.

Shorts Appeal

To meet the demand for short boards for d-i-y projects, Navajo Forest Products Industries is adding the Navapak Handicut to its line of Ponderosa pine lumber, mouldings, millwork and particleboard.

Cutto lengthin I x2through I x 12 in 4 ft. to 12 ft. lengths, the Navajo pine product is merchandised on a three tier price structure: f2 &better, S4S; #3 appearance grade S4S, and #3 common S4S.

Navapak Handicut can ship as straight truck loads or can be mixed with other lumber items.

Hardwood from Down Under

Timber Holdings Limited is introducing several species of hardwood lumber from Western Australia for the North American building trade.

Jarrah and karri, both deep red in color, are now available from stock in flooring designs and wall panelings, long span, laminated beams, as well as reeded and smooth, and splinterless decking materials.

Also to be introduced this season are several new lumber species from New Guinea, including rosewood, black ebony, and teak.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanksl

Drain Pipe Connector

CPVC or copper pipe can be joined to lV2" D.W.V. Schedule 40 plastic sockets with the Utility Connector, from F'ernco, Inc.

It is said to eliminate the need for bushings and threaded adapters when connecting drainpipe from laundry tray pumps, dishwashers, air conditioner condensate drains or other similar devices to a drain system. The donut-shaped connector inserts into lVz" D.W.V. fittings. Available in two sizes, I Vz"xl" or lVz"x3A". the unit needs no solvent cement when used with pressures up to 5 PSI or 12 foot head.

Tired of treated lumber that cracks crooks, and twists, and end checks and splits, and is hard to saw, and splits again when you nail it?

THERE IS A BETTER TREATEDLUMBER... DURA-TREET II

It is a natural golden brown color and retains its easy working characteristics. That's because it doesn't need extreme drying temperatures before or after treating.

When marked with the Dura-Treet Ouality Mark it meets all AWPA, REA and Uniform Building Code requ irements.

For more information. call or wnte.

Jim Cooney Director of Marketinq IDACON INC. 10611

Harwin Drive Suite 400

Houston, Texas 77036

(7131988-9252

A Put Up Job

A new low priced line of ready-toassemble cabinets has been introduced for the d-i-y market by Long-Bell Cabinets, Inc.

The SpaceCraft line features unfinished birch veneer doors and drawer fronts ready for staining or painting. Parts are pre-bored to screw together. A woodgrain print finishes the interiors. The standard wall and base cabinet sizes, plus special units, are packaged flat for protection, easy handling and storage.

Uplifting Experlence

A new portable, fully raraaable truck-mounted crane designed for medium to heavy duty lifting is available from BH Hoist Co.

The crane provides 9' to 27' of working height (33' with extension) and has a ratd capacity of4O00 lbs. otr t 3/r ton pickup. It reportedly can be set up by one worker and will telescope, raise a load and then set the load at any position. One of the crane's features is the ability to set a 6O' wide clear span frame and set a 140' span in two rows.

ilake lt Easier

Low Maintenance Window

Louisiana-Pacific Corp. has introduced the Excel Clad casement window.

Ideal for new construction or replacement, it has an aluminumclad frame and sill with a vinyl clad sash for low maintenance. Inside, select western pine provides beauty plus natural insulation with 3/4" insulating glass used.

Weatherstripping, bronze-tone roto operators, wood parts toxictreated against insect damage and decay, and mitered frame corners sealed and double-screwed are standard features. Natural wood grills and triple glazing are available.

The windows come in a wide range of sizes including singles for field mulling or factory mulled multiple units, bays, bows and picture windows.

Norfield Manufacturing Co. has a new Magnum door and jamb machine which offers a combination of high production and versatility for the pre-hung door manufacturer. It incorporates automatic faceplate routing, dust collection system and pneumatic jamb clamping while repondly reducing electrical consumption and increasing the horsepower capability of the drill motors.

Lyn

Surprise Packages

Deniston Co. offers many of its nails in one and five lb. packages. Said to be ideal for smaller fastening jobs, the cartons are manufactured of thick cardboard to withstand job site abuse.

Anson

Elvira

Flexible Water Hook.up

Anderson-Barrows' improved Easy Hooker flexible water connector now features a brass insert to provide increased strength and efficiency.

Said to be the first major improvement to braid reinforced PVC water connectors, it features a stronger mechanical union virtually eliminating insert "snap-off" breakage, greater depth penetration into the tubing for a more positive seal against leakage, greater inside diameter of the machined brass insert for improved flow through the connector, and a machined retaining collar to hold the "O" ring in proper position.

The only plastic component is a Delrin ballcock nut. Two styles are offered, one for toilets in lengths of 9",12" and2O"; and the other for sink faucets in lengths of 12", 16", 20" ,30" and 36".

Technicolor Heating

Nautilus is offering fan-forced and bulb-type bathroom heater units in full four-color packaging to attract the customer.

Models to provide supplemental bathroom heat range from heaterfan-light combinations to single and double-bulb infrared heater/fans and fan-forced heaters.

All are packaged with instructions for the do-it-yourselfer.

View lrom the Terrace

Marvin Windows has introduced a new swinging patio door with a Lexan sill.

It features a lockset with 23/r" back set in an extra wide stile for an improved security system which is said to make the door virtually impossible to open from the outside without a key.

Energy saving features, in addition to the Lexan sill, include foam-filled weatherstripping along the header and jambs and a 3/t" thick insulated glass with a sealed air space, or, for greater insulation, Tripane glazing consisting of three panes of glass and two dead air spaces.

Terrace Doors are built of non finger-jointed Ponderosa pine, with four commercial grade hinges on extra wide stiles. They come in a variety of sizes, including 5' and 6' retro sizes and 8' heights. True divided lites, solar bronze or solar gray glass are available.

Desk Fans

Six and nine inch oscillating desk fans made by JAB Industries, Inc. are lightweight, compact and come assembled in a one color display box. Available in white or beige,

Tailored and Texlured

Fabric-backed vinyls from the new Interweaves collection by Style-Tex are tough, scrubbable, and strippable for long wear and easy care, as well as design and color-coordinated for easy pattern mixing and matchmg.

The three patterns illustrated are Highlands, a masculine plaid; Clanstripe, a tailored stripe; and Tweed, a classic texture in 15 versatile fashion colors.

There are 148 designs in this collection which emphasizes luxurious textures. The designs are packaged in triple rolls containing approximately 108 sq. ft. in 54" widths for a minimum of seams and speedier installations.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O.

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

To give our reoders background on building material manufacturers and suppliers, we plan an ongoing series of profiles on firms doing extensive business in the South-ed.

Mill Expands Moulding Sales

Developing a Southern market is a natural for Jim Stroupe, marketing director for Windsor Mill, since "I was born and raised in the South, " he explains.

"I like the casual pace and honesty of the people. We have always sold a lot of redwood in the South, but very few mouldings. About a year ago,

one of our redwood customers mentioned he was unhappy with his moulding supplier because of poor quality and too many shorts. We shipped him a car of our mouldings. He was happy and our Southern states moulding business was launched."

Since that time Windsor Mill has expanded its moulding sales program in the South and expects nothing but continued growth.

But the South is only one market for the company that manufacturers virtually any type of moulding as well as an unbelievable variety of specialty items in redwood and Douglas fir. Their shipments include profile paneling to Germany, sauna stock to Scandinavia, shoji screen stock to Japan, jalousies to Hawaii and mouldings worldwide.

Ray Flynn founded the company over l0 years ago in Oct., l97l,with two people. Now he employs a work force of more than 50 skilled specialists and problem solvers backed by an array of modern lumber manufacturing equipment. Factory workers utilize a variety of moulders, a six saw trim saw line, twin blade re-saw, wide belt sander, edge gluer and fingerjoint line as well as carton and shrink film package lines and additional advanced manufacturing systems.

The company recently completed a 22,A00 sq. ft. lumber storage facility, covering an area approximately half the size of a football field. "This new storage facility, situated between the

mill and the fingerjoint operation, connecting the two, is very important to us," says Stroupe, because it gives us all-weather loading capacity for both trucks and rail cars."

It's a ways from the small town of Windsor, Ca., to the South and other quality-oriented markets, but Windsor Mill is making it.

QUALITY REDWOOD

your

Russ & Bob Britt

M0DERN manufacturing equipment and systems turn out interior paneling and mouldings on production line at Windsor Mill olant.

PR0DUCTI0N and quality conlrol at Windsor Mill are personally supervised by presidenl Ray Flynn (lelt).

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatility in meeting

customer's needs. Ftom the lorest to the Fence

General information on Southern hardwoods

HIS chart, third and last in a taining to 16 major Southern hard- April, p. 42, and, May, p.40. series within a series on Southern woods.

We again would like to thank the hardwoods, gives a valuable run- The issues presenting the first two Southern Hardwood Lumber Manudown on general information per- installments of this mini-series were facturersAssociation.

ASH

BEECX

COTTONWOOD

An ercellent and versatile linishing wood. Being largely creamy white in color, ash may be finished in a full range ot pigmented or natural tones.

Padrcularly surted to medium and darker tones and parnted linishes. May be bleached where required to blend with certain face ven6ers,

Fhis very light cotored woocl is suited to the full range ol light to daik natural tones, A tendency to tuzz is easily reduced by sandinS. Stain3 enhance subdued Era n,

P.oduced throughout tne southo.n region in mode.€te quantiti6s, ash lumber is usually availablo from all hardwood mills.

A limited oroduction soocies in the south, beech lumber is available trom selected saw mills.

A major species in the Mississippi delta and adloinin8 rivers, cottonwood is readily available in this area and to a l€sser extent throughout the South.

Furniture, lixtures, woodwork, noveltres, bent wood palts, spodrng 8oods, handles and panelin8.

Southern ash rs lreq!enlly sepafated nto a solt texlured category called 'cabrnet ' and the tougher. harder classrlcatron known as Frrm & Eetter.

Furniture, flooring, handles. wooden ware, bent wood Parts and loys. the many iavorable qualrt es ot beech rre now berng ulrlrzed more tul y ,irnce dryLng lechnrques have 1m.

Furniture parts and cores, paneling, shippinB containers. a8ricultural rhplement pads and specraltres.

SOFT ELI$

SAP GUI$

Medium to dark tone linishes are well suited to elm. Sohewhat mor€ control r€quired to subduB grain pa! tern In dark finishes and minlmize rarsed 8rarn,

Except for moderate color variations, this wood will take a wide range ol line fanishes with medium to dark tones

Perhaps the most widely available economy hardwood in the south.

Nert to th6 oaks in availability, this species is oltered by all mills in a rang€ ot thicknesses including quar. tered thick stck.

Probab y the lastest growing tree In Noilh Amefica cottonwood ls econom. rcal and possess€s favorable prop. edres not fully realrzed by many

Furniture, bent wood parts, novelties, woodwork, containers and soecialties. Rega/ded as one o{ the more re. lractory hardwoods, rmp/oved dryrnS and machrnrng practrces have help€d rmprove the utility of €lm.

Furniture, cabinets, woodwork, novel- An all around rmporiant and economrcal volume wood lor many uses.

HACKBERRY

HICKORY

TIAGI{OLIA

SOFT TAPLE

RED OAX

WHITE OAK

PECAN

YELI.OW POPLAR

Suitable for liSht to dark finishes with. out the ne€d lor bleachinS. The mod. erate hackberry Srain pattern is widely favored lor use with similarly Irained

A versatale tinishrng wood which bleaches well but is used more frequently in the medium to dark wod tones.

An excellent tinishing wod fd enam€ls and naiural wod tones. Can b€ bleached or the wood may be 36lectad lor color wh€re headwood is loo dark.

Poisa3sing about lhc rsmc tinishing prop.rlias rs hrrd m.pla, soft m!ple a3 suitad tor an.mal tinashos rnd th6 Drown tonas.

Mcdium to dark natural ton€3 are w€ll 3uated lo oak. Th. pigmanbd and nov€lty tinishes a16 also lrequ€ntly used.

Fini3hes w.ll in the samo rang. with red oek. Light brown tonca morc..gily achievod, however, becau3. pinkirh cast as absent,

An oxcell€nt and easy wood to finish. Th€ mod€rate grain pattern responds to a full rang6 ot m€dium to dark finishes and bl6ach treatmcnts.

-ess trequ€ntly used for natural linshes because otwood color verietions )ut particulaily suited to enamel finshe3.

sYcAlroRE ;uilabla for various natural or cnamel inish€t, syc6morc usually r€quires iomowhat more sandinS in finishing,

TUPELO I BIACK GUIII

ircollant lor a widc range ot finishes ncluding €namel. lhis lar8ely light rolored wod tak6s a range ot light to lark tini3hes.

wtLLotv fhas contrasty colo.ed wood takes lnishes well and is best suited tor ,arkor ton€s or enahel.

wrdery avarlable but not plentrlul. Production is usually adequate for Furniture. cabrnets, lixtures, noveltresResemblrng ash somewhat but lrghter in weight, hackbery possesses many sup€nor qualrtres tor a rang€ ol

usuallyavarlable separately butsome. lmes in combinatron wilh p€can in A primo wood for uses requiring great strength and hardness as well as in turniture, woodwork and soecialties.

A limited supply species ot medium cost bur available tor specialties and Furnitur€, cabinotry, interro/ wood. work and nov€lti.s.

Oenerally availab16 but individual mill inventories usualiv are limited, Furniture, cabrnetry. paneIng, spe cialties and core st6k.

Most rmportant and widely available soecics in th€ south.

Somawhat horc restrictcd in produc. tion than rod oak but 3till.oadily rvailablc.

Maior p.c8n production i3 found in thc lowcr Mi3sissippa O.lta rcSaon. With latsar amounts throughout tha 3outh.

P.duced in modarat. quantities throu8hout the south, but rcadaly availablc taom som6 dills.

Gen€rally available but larg. inv€n. lories not usually accumuleted by mills. 5/8" st6k readily avail.ble.

Widely available with mills operating in maior river areas and coastal re. Sions ot the south, thc largest pro.

Commercial production lar8ely lim' dod to the lower Mississiooi River where it is readily available.

Flooring, furniture, specralties, cabl netry, rnterior woodwork,

Same as red oak,

Furniture, flooring, woodwork, spe cialties, and cabinets-

Fu.niture, fixtures, core stock, mrll work, cabinetry and trim-

Furniture pad3-padicularly drawer sides, paneling and specialtres,

Furniture, tirtuies, wodwork and cabinets. TV.HrFi cabrnets and novel. les,

Furniture and lurnrture core st@k, firtur€s. caskets, cabrnetry and con.

General availabrlity ol carbrde lpped cutting tools has broadened the use ol thrs attractrve and economrcal wood.

Somewhat similar in appearance to yellow poplar but superior in most properties. Use lrmited only by supplv.

Although 25% softer than su8ar maple, soft maple is suited to most ol the same uses, Separations practiced where pin worm holes are common in lumber.

Oak'i historic roputation is hardly helched by any other wood, lts properties and evailability represent a chall6n0e to present day aichitects and d€signors.

A wood with unusual Intrrnsrc value, pecan has recently achieved new prominence as a line lurnrture wood.

Rated medium in price. yellow poplar is a long time woodworkers favonte.

A historic lurniture drawer srde tavor. ite. Also possesses striking quarter

Both species belonS to the tupelo famrly. Thrck stock usually avarlable

Although lrght and soft. wrllow rs an extermely stable wood surted lo many

NEW LITERATURE

ffil#f

Winning Woodgrains

A brochure illustrating l2 new woodgrains is available from Ralph Wilson Plastics Co., 600 General Bruce Dr., Temple, Tx.76501.

Staining Tips, Finishing Hints

A new l6-p. booklet, A Complete Guide to Staining and Finishing, is available for $l from Carver Tripp Finishing Co., Dept. M-1, 3'l'l'l Tripp Court, San Diego, Ca.92l2l.

Silver Ceilings

A free catalog from Chelsea Decorative Metal Co., 6ll5 Cheena, Houston, Tx.77096, contains their selection of pressed-tin plated ceiling sheets.

Adorable Doors

A 68-p. catalog on wood door products can be obtained for $2.50 from E.A. Nord Co., P.O. Box I187, Everett, Wa. 98206.

Silicone Sealant

Copies of the Proglaze brochure, on silicone glazing sealants are free from Tremco, 10701 Shaker Blvd., Cleveland, oh.44104.

Stock House Plans

120 Early Americon Home Plans may be obtained for $2.50 including postage and handling from Home Planners, Inc., Dept. 182, 23761 Research Dr., Farmington Hills, Mi.480U.

Bushing, Clamps, Ties

An 8-p. catalog on electronic hardware is free from Budwig Mfg. Co., P.O. Box 829, Ramona, Ca.92065.

Update On Shipping

For an annual subscription fee of $50 the North American Wholesale Lumber

Association will send a minimum of l8 issues of Transportation Report, a digest of data on shipping by truck and rail. Contact; NAWLA, 23,10 S. Arlington Heights Rd., Ste 680, Arlington Heights, It.60005.

VinylTips

A l6-p. manual providing recommendations for the application of vinyl siding is free from Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. l0ll7.

Plumb Easy to Do

Brochures on plumbing are free from Plumb Shop, 700 Fisher Bldg. Detroit, Mi.48202.

FOR PROMPT SERVICE

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

Pine Guide

A 20-p. guide on Southern pine is free from Southern Forest Products Association, P.O. Box 52,168, New Orleans, La. 70152.

Insulation Elation

A fiberglass insulation catalog is free from Manville Service Center. l60l 23rd St., Denver, Co. 80216.

Details On Lift Trucks

Specifications on lift trucks are free from the Industrial Truck Div., AllisChalmers Corp., 21800 S. Cicero Ave., Matteson. I1.60443.

Lighting for Less

To receive a copy of the Lighting factsheet. or for information on conservation or renewable energy, call Careirs, 800-523-2929 United States: 800-523-4700 Alaska and Hawaii. Or write: Renewable Energy Information, P.O. Box 8900, Silver Spring, Md. 20907.

On The Lam

Two technical data sheets on Purlam and Floorlam, are free from Standard Structures, Inc., P.O. Box K, Santa Rosa, Ca. 954O2.

Strike Out Switchers

Security tips to help reduce price switching in your store are free from Monarch Marking Systems, lnc., P.O. Box 608, Dept. PSB, Dayron, Oh. 45401.

Cleaning Vinyl Siding

A revised 4-p. brochure of tips for cleaning vinyl siding is free from Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. lml7.

Lattice Entertain You

A 32-p. idea book, How to lUork with Lattice, is 70c from Wood Moulding and Millwork Producers, P.O. Box 25278, Portland. Or.97225.

Particular Particle

How to Install Particleboard Floor Underlayment and Pointing Particleboard are free from the National Particleboard Association, 230,6 Perkins Place, Silver Spring, Md. 20910.

Market Ghronology

Copies of the l98l Random Lengths Yearbook may be ordered for $19.50 from Random Lengths Publications, P.O. Box 867, Eugene, Or.9744O.

There's never a problem finding quality pressure treated lumber when you call Mid-South Wood Products. Our years of expertise in the lumber industry enable us to offer a complete line of Osmose

treated wood products...and the service that goes with it. At

Wood Products our inventory is complete. If it's a special item, we'll be glad to help you find it, too!

sociation, a new improved lien law is now on the books which pertains only to owner-occupied dwelling situations.

ARKANSASA OKLAHOMA

meeting, "Passage of this amendment could help assure the continuedgrowth of the Arkansas building industry."

f un nnfaNSAS Credit Council, an I organization committed to the passage ofthe 1982 Interest Rate Control Amendment, has been formed. This proposed amendment, enacted by the General Assembly of Arkansas, will be referred to the voters for approval at the general election in November.

Currently, Arkansas lumber and building supply dealers are confronted daily with limitations of credit. These limitations are the result of provisions set forth in the Arkansas Constitution of 1874, which sets the maximum rate of interest at no more than 1090. With the passage of the I 982 Interest Rate Control Amendment, interest rates on general loan commitments in Arkansas will be tied to the Federal Reserve Discount Rate.

The maximum lawful rate of interest on general loans under the proposed amendment cannot exceed 5 9o per annum above the Federal Reserve Discount Rate as quoted at the time of the contract. The maximum interest rate for consumer loans and credit sales will be limited to l79o annually.

Truman Hall of Lyman Lamb Company, Little Rock, and this year's chairman of the Mid-America Lumbermens Association's Arkansas state affairs committee, said at a recent dealer committee

Thanks to the efforts of the Retail Lumber and Building Material Dealers Legislative Action Committee of Oklahoma, a combined effort of the Oklahoma Lumbermen's Association and the Mid-America Lumbermens As-

Amending a somewhat confusing 1980-passed statute, the new provisions provide that, in addition to delivery by the customer contractor, a material supplier can now alternatively deliver to one of the owners occupying the dwelling a warning notice. This must be done, however, prior to first furnishing any materials. Only one notice is required regardless of the number of loads that are delivered.

Passage of the new lien law, along with other legislative accomplishments, gives the new joint committee a successful legislative record in is first year ofoperation.

LOUISIANA OUTLOOK

41 41p5 CONTINUE to be very

to spotty; most member firms are holding their own. When and if the bureaucrats settle the budget battle, we surely will see lower interest rates and a move toward better business. New Orleans and Shreveport members are faring better than most.

In addition to new officers listed in an earlier issue, Tommy Hatfield, Hatfield Lumber, Winnsboro, will be national director of the association this vear. Past

A wide selection of pressure treatedproducts

ARKLA FOREST PRODUCTS

P.O. Box 989, Rayville, La.71269

Mark Brown, owner

Creosote.PentaoCCA

Construction Poles

(31 8) 728-6401 Posts t' Pilins

Lumber

Bridge Timbers t' Decking

lf you're looking for top quality treated Residential Fencing Southern pine, at very comPetitive prices. with fast, dependable delivery, try us. We can mix ullllty roles products to suit your needs; cars, trucks or l.t.l. Landscape Timbers

pres. and alternate director is J. Hubert Walker, A.B. Clark Lumber Co., New Orleans. President's appointee is Frank Burnside, Newellton Elevator Co., Inc., Newellton.

Directors are Buddy Tolson, Gary Lusby, Tracy Harrell, Jr., Drew Jones and Burnside, District I; Tom Morgan, Grover Adkins, Bob Armer, Richard Stanford, Ed Breedlove, District II; David Stine, Joe Vinson, Bob Gallion, Dwight Hebert, Willis Moreno, District III.

George Gatlin, Pierre Schwing, Flora Fontenot, Doug Ashy, Jr., Able Walker, District IV; Michael Diecidue, Robert Morrow, Frank faz'iq, John Cromwell, Bob Boudreaux, District V; Bob Gabriel, Chris Villarreal, A.J. Harris, Wallace Poole, Tommy Bertholot, District VI.

Committees include Don Clanton, chairman, Ralph Norman, Moxy Olivier, Nicky Blake, Cromwell, insurance; Breedlove, chairman, Jim Goldsmith, Harris, Gabriel, Villarreal, education; Norman, chairman, Morgan, Hebert, Gerald Guidry, Boudreaux, Gabriel, membership.

Walker, chairman, Harrel, Breedlove, Gallion, Fontenot, Harris, nominating. Lrland Gauthier and John Barnett, cochairman, Jim Spell, Jack Smith, Dick Gaiennie, supplier; Morrow, chairman, J. E. B. Ransone, Walker, Fazzis, lq6 Hayden, convention;

Trey LeBlanc, chairman, Breedlove, Lusby, Hatfield, Walker, Burnside, legislative; Lusby, chairman, LeBlanc, Hatfield, Bertholot, finance and budget; Ashy, Jr., chairman, Jones, Cromwell, summer meetins.

JAMES L. execudve vlce precl&nt

tllslow

Loulolana Butldlng Materlal Dealerc Acgocladon P.O. 8d 15517, Blro Rop, lr. 7l!!95

Advertising

li$iittit:Fii.lli.1i:rl:titfr

I

Graduate, BS-industrial technology, building materials management minor, desires construction related employment. Experienceplywood plantwork, woodwork, retail building material sales. Albert T. Harrel, 3044 Wyoming St., Baton Rouge, La. 70802.

EXPERIENCED salesman in softwood lumber would like to associate with lumber or plywood manufacturer. Write Box 9 c/o Building Products Digest.

LUMBER OPERATIONS MANAGER

WILL BE RESPONSIBLE for remanufacturing and sales for an integrated lumber company with complete milling facilities. Position reports directly to president. Salary open with excellent benefits. Experience in lumber remanufacturing and sales is required. Please send resume with salary requirements to Box 4, c/o Building Products Digest.

INDUSTRIAL lumber salesman. Salary plus commission. Write Box I c/o Building Products Digest.

SALESMAN needed for established Texas lumber co. Salary vs. commission plus tax saving benefits. Send resume to Box l0 c/o Building Products Digest.

LUMBER WHOLESALER, experienced in industrial or finish lumber trading. Commission only. Must be highly motivated and a good self-starter. Please respond via mail. Your resume will be held in strict confidence. Write Box 8 c/o Building Products Digest.

FORMER LUMBER dealer will buy in as hands on partner with other(s) with experience & competence. I have special strength in credit administration/finance/real estate. Prefer independent dealership in Southeast. Box 7 c/o Building Products Digest.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5: South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

llhen sending in a change o/ address please include:ip code on both old and neu' addresses and either the old label or the inlormation liom it. Thanks.l

600 a word, min. 25 words (25 words = $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $4. Box numbers and special borders: $4 ea. Col. inch rate: $40. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Building Products Digest,45fi) Campus Dr., Suite 4t0, Newport Bcach, Ca.92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 549-8393. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, P.O. Box2l7, Marion, La. (3f8) 292-4511.

Pressure treated wood: long lasting beauty

IIRESSURE TREATED wood is f being discovered by more home owners and builders for use in an increasing variety of residential back yard projects. Decks, fences and landscaping uses, including planters,

retaining walls, board walks and gazebos, all create markets for this long lasting wood.

The durability and lasting benefits of treated wood are equaled in consumer appeal with money saving

economics. Pressure treated wood costs less than many alternatives.

Once available only in a brownishgreen color, pressure treated wood now comes in different shades of colors and huesbrown through light green to an almost neutral color. Some suppliers now offer pre-stained wood as well as more varieties and improved colors than were once offered.

Pressure treated wood is said to solve a lot of problems for dealers. It is readily available in a variety of species and grades and the cost ad-

Story at a Glance

Pressure treated wood useful in a variety of ways... durable, economical, beautiful prestained, improved colors, more variety available.

vantages create profit opportunities.

Although the wood is available in two levels of treatment, ground contact and above ground use, some dealers are ordering all ground contact material for uniform inventory control. This also provides their customers with an assured quality product.

These photos show a variety of projects, using treated wood. Always an economical, durable choice for outdoor building, it is, as you can see, a versatile and beautiful choice tool

Herman J. Fritz. 67 retired vice president and technical director of Mobile Paint Manufacturing Co., died March 19,1982, at a Mobile, Al., hospital following a long illness.

Active in church affairs, Mr. Fritz was a former vestryman and church school teacher of Trinity Episcopal Church. He was also a past president of the Southern Society of Paint Technology and the Toastmasters Club of Mobile.

A native of Nashville, Tn., he had lived in Mobile for the past 30 years.

Earl V. Knighton, retired lumberman, died March l7 in Jacksonville, Fl., after a long illness. He was 79.

Prominent in the lumber industrY for 56 years, he had owned his own yard and also served as vice president of the Crosby-Knighton Lumber Co. and the Service Supply Co. , Jacksonville.

Mr. Knighton is survived by a son, two daughters and four grandchildren.

New Hardwood Officers

J.D. Prince, Plywood Panels, Inc., New Orleans, La., is the new president of the International Hardwood Products Association, formerly the Imported Hardwood Products Association.

Elections were held at the 26th annual convention in Rancho Mirage, Ca., earlier this spring with Sam M. Nickey, Nickey Brothers, Inc., Memphis, Tn., retiring President, presiding. Roy H. Benton, Mobile, Al., was elected treasurer. C.W' Robinson, Robinson Lumber Co.,

TEXAS TOPICS

(Continued from page 2l) plywood capacity, smaller, attached and/or more manufactured housing, and a larger total market share for Southern lumber and plywood.

Leland also sees less growth by the major home center chains, limited manufacturer involvement at the retail level, increased wholesale distribution by the bigs and the possibility of product shortages if too quick a turn-around is made in housing production.

Dr. Warren Matthews, chief economist of the Mortgage Bankers Association, told the LAT that housing was in recovery, that a second half of 1982 increase was likely as mortgage money would be at l59o this month.

Texas will benefit greatly by increased housing, he claimed, as it has a pro-business attitude and still enjoys strong local markets.

Dr. Matthews feels that changes in methods of financing are essential for increased participation of the public in home ownership.

The "Lumberman of the Year Award" was presented at the President's Dinner Show on Saturday, April 17, to J.C. "Jimmy" Galbraith, Jr., president of the Foxworth-Galbraith Lumber Co.,

New Orleans, La., and Russell Stadelman, II, Russell Stadelrnan & Co., Memphis, Tn., were named regional vice presidents.

Continuing on the board of directors are Holden Clarke, Clarke Veneers & Plywood, Jackson, Ms., and Charles "Chuck" Dean, Dean Hardwoods, Inc., Portsmouth, Va.

which has a successful chain of retail yards from Texas to California. Association manager Joe Butler, Sr., was also the surprised recipient of another award, that of Admiral of the Nebraska Navy.

New officers elected for the coming year include president Henry Herder, president of Herder's, Inc., Weimar; lst v.p. Jim Gentry, Jim Gentry Lumber & Supply Co., Wichita Falls; 2nd v.p. Bill Butler, Portland Lumber & Supply Co., Portland; sgt.-at-arms George Jones, Foxworth-Galbraith Lumber, San Angelo. Treasurer Tom Hanover was re+lected as were Joe Butler, Sr., exec. v.p., and Joe Butler, Jr., secretary.

Next year's meeting will be in San Antonio, April29, 30 and May l.

I{frRY'S RIVER TOMBER CO, SPECIfiLISTS

IlI WESTER]I RED CEDfiR

Selcct Tlght Knot Chonnel Sldlng

lxt thru lxl2 SISZE Boordr

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- Sqles In €orvolllr, OregonFRfillK CLEl.lt{OllS . tfiBRY CLEI{]{Oilf

Soler In l{onterono, WolhlngtonBOB SltTfiilElt (2061 zhe-'eot

Sfrwl{ILLS LO(f,TED 6Tr

Phllonroth, Or. E Dlontercno, Sn.

Soler Ofllcc: tSlt ll.E. Elllott Cr. E llrry. 99W Corvslllr, Oregon 97330

ttOll ttz-Ol22 o Potrlcnd Llne t23-29t3

GREAI SCUTHERX UCCD PRESERVIXG, tXC. DELIYERSI

Great Southern Wood Preseruing-The name for Great Service and Consistent Quality Pressure Treated Wood Products.

Since 1954 Great Southern's ultimate concern has been producing for you, "Our Customer," an exceptional quality of Osmose K-33@ pressure treated wood products and delivering this quality product with flexible, dependable senrice. Our two plant locations, Abbeville and Mobile, Alabama, make it possible to select the very best grades of the East and Westside - Southern Pine markets. These locations also make it possible to be very competitive with our shiooins rates.

lf you're tired of poor service-call us tolt-free today

In Alabama: | -8fi)-&42-7512 out of state: l-8oo-633-7s3e

Old hands in the fir lumber business. we're now putting that expertise to work for you in cedar. We offer you a high quality product with exceptionally good packaging. A neat. square unit that is well protected and can be easily handled.

We feature smooth end trim on all siding boards and can provide you with highly mixed loads.

,z ROUGH TIMBERS, RANDOM LENGTH

B',-26', FENCE BOARDS 1x4, lx6S1SZEand rough, flat top or dog eared.

6" -8" -10" STK CHANNEL RUSTIC shiplap and t&9. random length 6' -16' and LONGER

ROUGH and S4S DIMENSION 8. .20. ROUGH and SISZE BOARDS 8'- 16' and LONGER PULLED TO LENGTH (all items)

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Reversible WP-4 is v4E

We can ship via unit double door box car, open flat car, or truck loading.