Building Products Digest - June 1989

ADDRESS CORRECTION REOUESTED

oHuge inventory and scheduled delivery gives you what you need, when you need it. We have your backup stock. .High fill rate eliminates lost sales. .33 warehouses nationwide.

oExtensive assortment of popular styles from leading manufacturers. .Woodgrains, Decorators, Planking, Tileboard and Cenuine Hardwoods. .Small quantities to increase your inventory turns and profit.

PA]IEL

Serving l3 Southern

Publlrhor David Cutlcr

Edltor Juonita Lovrct

Arrblrnt Edltor David Kocnig

Conlrlbutlnt Edltors

Dlpight Curran Gagc McKinney

Art Dlrector Martha Emery

Stell Arlkl liric Kruskc

Clrculrllon Lynnette A. Perkins

BuildinS, Products Digest is publishcd monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by Cutlcr Publishing, lnc.

ADVERTISING OFFICES

Advertising rates upon request. lrrom all states east of the Rocky Mountains: (lontact Jean Waggoner (iogerty, national sales manager. lrrom Arizona, Nevada and California: Contact David C'utler. Both may be reached at (714) 852-1990 or by writing 4500 Campus [)r., Suite 480, Newport Beach. ('a. 92660.

|rom Washington State, Oregon, ldaho. wyoming, Montana. Utah, Colorado. Northern California and Canada: Contact Carole llofm at (206) 714-3"1'13 or 21819 ?7th Place West. Edmonds. wa. 98020.

SI.JBSCRIPTIONS

Change of Address-Send subscription orden and address changes to Circulation Dept., Building Producs Digest, 4500 Campus Dr., suite 480, Newport Beach, Ca. 9660. Include address label from recent issue ifFxsible, plus new address and zip code.

Subscrlptlon Rates: U.S.: $25-one year; $41-two years; $55-three years; Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$421 surface-$37; South America: air-$60; surface-$39: Asia: air-$70; surface-$39; .Europe: air-$90; surlace-$39. Single copies $3; back copies $4.50 plus shipping & handling.

BUILDING PRODUCTS DIGEST is az inrlependent lyu,rted publication for the reni l, wholcsale and distibution levels of the lumber and home center marlcets in 13 Southem stales.

Copyrighto 1989, Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Righls Reserved. Building Products Digest assumes no liability for materials furnished to it.

marketc In 13 Southern ctatec

For its natural beautv and enduring qualities, therds never been a better decking lumber than redwood And until now, there s never been a redwood decking so affordable to so many. Louisiana-Pacific presents LP Desert Dry Redwood, in construction heart and construction common grades With tight knots and natural variations of color and patterq Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. It s a prestigious look And you can supply it so economicallv.

LP Desert Drv Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisture contentdownto 19 percent or less, the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process On the job, joints stay tight and shrinkage is controlled It also maintains a superior resistance to decay and insects. Dried, trimmed, and surfaced so sizes are true, ifs paper wrapped for protectionin2" x4", 2" x6",2" x8" - 12" dimensions

and lengths up to 20 feet. For more information about Desert Dry Redwood or iurv of our other grades of redwood, call Bob Mosbv. Redwood Sales Manager, at 7 07 -443-7 5ll.

L-P Desert Drv Redwood. Go first class. But pay boach.

Builder: Glenn Blacknore.

EDITORIAL

We need a unlted yoioe now, not later

DECENT victories by environmental and Tlpreservationist groups have brought into sharp focus the wood products industry's pressing need to more effectively tell its story.

As the lumber industry once again scrambles with last minute measures to limit the damages from environmental onslaughts, those very groups continue their well financed and professionally organized campaigns, scoring victory after victory.

It's not as if industry lacked a valid message. Quite the contrary. Our arguments stand on solid ground. Yet the emotion, distortions and, yes, outright lies of the environmental faction have carried the day. Their enthusiasm, money and professional, full time organizations made the difference.

What the lumber and wood products industry needs is a true umbrella group to coordinate efforts to ensure our interests are well served and

TPl, SPIB, AWPB, UL quality prosrams

Lumber, timber & p\rvood treating TSO available. 4 million ft. in stock

Distribution from Rockies to East Coast Dallas distribution center and rail yard

Company trucks & rail shipments

40 acre mill site oTwin 80' calinders

Chipmill, sawmill, chip & canter

l2 acre rail yard o Planing mill & reman. Steam kilns & co-gen.

DAVID CUTLER publisher

articulated. We call on the leaders of every area of wood products to come forward and take the steps needed to have an all-industry organization with the muscle to ensure that the United States has a rational timber supply program. Not a one issue organization, but one that will be in place for decades so that both the public and government hear the real facts in matters affecting both industry and the public good.

While several groups and organizations have made commendable efforts to this end, we think it is too little and, probably, too late. To be heard in today's noisy world of communication and government, you need lots of money and lots of management.

lf this great industry is ever to survive in its present form, now is the time for its top people to provide the leadership that willfinally turn us from perpetual defense to positive offense.

marketr In 13 Southern rtater

"My father was fond of saying that you will have to change many things over the years in the lumber business, " recalls Joseph M. Galvin, President and CEO of Horstmeier Lumber Company, wholesale warehouse distributors, Baltimore, MD, "but never change your insurance coverage from the Pennsylvania Lumbermens. "

Joseph Galvin leads the current crop of five Galvins in the family business established by his father. John T. Galvin purchased the Horstmeier Lumber Company in 1904 and selected the PLM for his insurance coverage. Although it was less than l0 years old at the time, PLM had already established a reputation

for specialized coverages, reasonable pricing and outstanding performance at the time of a loss.

Tiue to his father's maxim, many things have changed at Horstmeier Lumber Company in the last 84 years. The company has taken on many new product lines, it has increased its volume of business immensely, it has taken on new customers, new management and it has even moved to a new location.

Amidst all this growth and change, two factors have remained unchanged: the Galvins still run the show at Horstmeier Lumber Company and PLM still provides the coverage.

Since 1904, We've Served Three Generations of Galvins.

Pictured are from left:

John T Galvin III, Vice President Sales

Joseph M. Galvin, Esquirg President

Joseph M. Galvin, Jr., Vice President

David Galvin, Office Manager

John T. Galvin

Select Knotty: A Tlght Knot Redwood Sldlng lrom Slmpson

Wth Simpson "Tight tr(not" Sclcct Knotty Sidiru, natural redwood beauty that mects the eye is matcttcd by oqually remarkable natural properties :

I Exceptional dimensional *ability; resistance to warping, twisting, and checking.

I Impresive insulation against both heat and cold.

I Unequaled ability to take and hold a variety of finish options.

Simpson "Tight Knot" Select lhotty Siding is available seasoned and saw textured in V-Joint Tbngue and Groove, $tiplap, and bold l%oThick Butt Bevd Siding patterns, offering a wide range of applications.

The competitira edge is all )ours, naturally.

For immediate information on availability and the name of your nearest source of zupply call:

ToU-Ihe Sdcct f,notty Hot Llne, 1-t00dl7-7077. Simpson Timbcr Company, Rcdwood Dvision, P.O. Box 1169, Arcata, CA 95521-1169

Channol V Shlplap v-Jolnt Tqrsue & Gr@vo *"lllif*"" Simpson

Select Knotty Redwood

Distributors:

NORTHEAST

Coastal Specialty Forest Products

Hookset, N.H.

N.H. only 800-42+4036

N.E. other 800-932-9663

Hudson Building Supply Company

Ashlev. Pa./7'l 7-829-57 31

SOUTHEAST

Epperson Lumber Sales

Statesville, N.C. I 7 04-87 3-4321

Wholesale Wood Products

Dothan, Al. /205-793-6028

LAKE STATES

Badger Wholesale Lumber, Inc.

Cottage Grove, Wi. /608-839-4565

Chicago Suburban Lumber Sales

Forest Park, ll. I 31 2-l 7 1 -8181

Hager Distribution

Grand Rapids, ML I 616-247 -7 9U

Hudson Building Supply Company

Elkhart, In./21 9 -262-3666

North Santiam Lumber Go. of Ohio

Columbus, Oh. | 61 4-27 2-8111

MIDWEST

Canton Redwood Sales

Minneapolis, Mn. I 61 2-425-1 4OO

Weekes Forest Products, Inc.

Minneapolis, Mn./61 2-721-8585

Mn. Watts 800-352-2766

Regional Watts 80G328-2890

MOUNTAIN

Click & Geddes Lumber Company

Denver, Co. /303-534-01 95

Kaibab Industries

Englewood, Co. /303-76 1-9882

Reid & Wdght Lumber

Broomf ield, Co. /303-460-9663

Weyerhaeuser Co.

salt Lake city, Ut./801-972-5525

SOUTHWEST

Capital Lumber Company

Phoenix, Az. 602-269-6225

Peralta, N. M. 505-871 -1 222

Lubbock, Tx. 8O6-747-3'1 9'l

LeeRoy Jordan Lumber Company

Dallas, Tx. 21 4-357 -7 317

Austin, Tx. 512-385-5334

Slaughter Bros.

Dallas, Tx./ 2 l 4-341-9000

Memphis, Tn. /90'l-365-6500

National paneling month in October

1|l CTOBER has been designated

\, "Panelins Makes Perfect Month" by the Plywood Paneling Council with retailers across the country being urged to join this national promotion.

"Retailers can take advantage of this consolidated and focused promotional period to spotlight plywood paneling to do-it-yourselfers," said Diane Montoya, States Industries, chairman of the Plywood Paneling Council (PPC). "They can use the promotion to increase excitement. volume and dollar sales."

Story at a Glance

Advertising promotion kitfor retailers. opportunity to join in nationwide media promotion free merchandising aids including paneling booklet for customer handout.

The paneling department has been the mainstay of steady profits for many leading retailers, according to PPC research. "Day after day, year after year, plywood paneling is a product that attracts do-it-yourselfers to the store and results in multiple sales," Ms. Montoya explained.

Figures compiled by the PPC show that the average room of l2xl6 feet requires 14 panels. For each panel purchased, they estimated an additional 750 spent on direct add-on purchases. Moulding, window treatments and other products bought to complete a remodeling with paneling project continue to multiply the dollars generated by the original paneling purchase, the council notes.

"October, the height of the all important fall home improvement period, is the perfect time for this promotion," PPC chairman Gene Nelson, Georgia-Pacific, points out. "Dealers can take advantase of this

Merchandising Aids Available

Paneling Month logo

Advertising/promotion idea kit

"New WaII Styles"booklet

Tie In Promotions

National consumer magazine editorial with colored photos on paneling applications including woodgrain looks, real wood veneers and decorator panels in treatment such as wainscoting, full wall, decorative ceilings.

Illustrated stories in I 1,000 newspapers.

Video news releases and a three part radio series highlighting basement and attic conversions as well as use of paneling throughout the house.

Home center and remodeling trade magazine articles aimed at helping the dealer to sell more paneling.

Where To Get Information

Plywood Paneling Council 1633 Broadway New York, N.Y. 10019

(2 I 2) 887-801 l

Send a stamped, self-addressed No. 10 envelopefor "New Wall Styles."

national promotion, joining other industry leaders and their suppliers."

Retailers will be receiving information shortly on the October promotion. A kit designed specifically for store use will contain camera ready art including a "Paneling Makes Perfect Month" logo, for use in advertising and promotions. Kit material offers suggestions for promotional themes and ideas. "New Wall Styles" a 20 page booklet, will be available to dealers from PPC members, This can be used as a customer handout promotion.

Ways to put more zing and profit in paneling sales

PESPONDING to rapidly multi-

!Iplying consumer promotions and customer interest, many stores are beefing up the decorator portion of their paneling inventory. A product mix of 30-500/o is becoming common with good reason, since gross margins average 300/o to 400/o* average add on sales of$25 per panel transaction.

The headache for some dealers comes with displaying designer panels. Paneling customers, usually women, expect a fashion flair and pizazz in paneling presentations. They also want displays that are well organized, neat and complete with no awkward empty gaps.

Guy Martineau at Diamond Hill Plywood recommends building vignettes. A free standing X will allow

creation of four mini rooms. When each is paneled with a decorator design, accented with moulding and wainscotting, accessorized with floor covering, several small pieces of furniture, lamps, a plant or bouquet, the shopper is able to visualize what the paneling willdo for her home. A few strategically placed spotlights will give the paneling added dimension and beauty.

Using a multi wing paneling display is another solution suggested by Martineau. This type of merchandiser allows a dealer to display his most popular panels back to back on hinged panels. The customer can leaf through them like the pages of a book, getting optimum decorator impact from the full size 4x8 panels. Martineau suggests the back wall of

Do

(l) Make your paneling department more visable with signage like banners and ceiling hangers.

(2) Open up your paneling area as much as possible with plenty of space and light.

(3) Display panels against painted, not paneled, walls. Use a vibrant floor color to emphasize paneling. Avoid red, yellow and orange tones.

(4) Display related products like mouldings, nails, adhesives and paint in the paneling area.

(5) If there is space, set up a table and chairs to make customers more comfortable.

(6) Use incandescent lights to highlight panels or color corrected fluorescent bulbs. Cool white fluorescent bulbs tend to gray out panel tones.

Don't

(l) Offer too broad a product line. Order to suit the tastes of your customers.

(2) Use guesswork in ordering.

(3) Let out of date or misleading price information turn customers away.

(4) Underestimate the power of a good display.

(5) Let merchandising aids run low.

(6) Allow empty displays, messy floors, outdated signage.

(7) Underplay your paneling department - prominence is profitable.

Story at a Glance

(7) Display a good mix of patterns, colors, grades and species. Place contrasting wood tones side by side.

(8) Use truckload sales, clinics, tent sales and similar events to boost sales, supporting the promotions with advertising and point of purchase materials.

(9) Pull slow movers and add new styles and designs regularly. Put the high-end panels in prime traffic areas where they will be seen first.

(10) Solve space problems with sample caddies, modular or wing displays.

(11) Show prices clearly and attractively on each panel.

(12) Use videotapes to show customers how to install panels. Offer free tapes for weekend use with panel.

How to increase sales with effective displays...different types of merchandisers profit oriented ideas you oan use to sell panels.

the paneling department as a good location for this display. It also comes in corner and free standing models.

A panel caddy used in conjunction with a wing display can hold an additional 80 to 90 16x24 inch samples. This free standing unit allows samples to be pulled for customers to take home to match to other materials.

Free standing A-frame displays can be used on one or both sides to display several panels. Martineau points out that a Savannah, Gfl., chain, Builderama, uses as many as 20 of these in their newer stores.

Placed at the ends of aisles, they create a walkway of decorative paneling. Builderama has five slores in Georgia and five stores in South Carolina.

Tall, slender rotating units with four wings can be used to display 15 decorative panels. "Some designers are using these very effectively, particularly for lovely wallpaper designs," Martineau explains. "They are easy to handle and work with."

Another display that works well is

a free standing rack or enclosure holding panels upright in a staggered arrangement to show off the pattern of each. Used as a free standing island in the middle of a wide aisle, this type of unit can display panels on both sides with the stock in the middle. Since no warehouse space is necessary, this is a good display for stores with limited space.

Many manufbcturers of decorative paneling offer merchandisers as part of their marketing programs.

These are usually adaptations of the types described. All displays can be made more effective with the addition of color photos or graphics and good signs.

With any merchandiser, it is important that the dealer dramatize the presentation with good lighting, good housekeeping, a prime location adjacent to other decorative materials and cross merchandising. "The dealer who does all this will definitely be in the paneling business."

How to make money

I\ECORATIVE paneling can be a l/ profit maker for a dealer who knows how to make the most of the sale opportunities it offers.

Displays, promotions, advertising and visual merchandising are important, but you have to have the right product and the right prices to be successful. R. D. Passaglia, vice president, marketing, Sequoia Supply, advises building an assortment of the different categories of prefinished paneling.

These, as he lists them, are wood grain, decorative, tileboard and real wood planking and panels. In addition, he recommends having a full selection of the different backings or substrates (mende, lauan and hardboard) as well as veneer, print, vinyl and paper overlay faces.

"The blend will depend upon the market you're trying to reach," Passaglia explains. Once considered a product to only "cover the wall," prefinished panels are now decorator items. They have also expanded into

the bathroom and kitchen with moisture resistant patterns of tileboard. Despite being perceived as more style conscious and higher end, panels are still fast and easy to install with great effects, he points out.

The market is tending towards the high end "real wood" panels, according to Passaglia. He attributes this to the same force as the growing preference for cotton, wool and other natural fabrics.

Pricing, Passaglia said, should be based on categories of good, better, best value. He recommends 10% to 200/o of inventory in the good category with a few panels priced for promotion. The better, or popular price, panels should be about 50% of the inventory with the best at a 250/o to 300/o level. If over time, the best move better, he advises increasing that percentage.

Each pricing category should have a balance of color, style and design with an emphasis on the most popular selling. Examples of current best sellers are double beaded groove and real wood veneer faces.

Retailers can expect a margin of l7o/o to 200/o on the lower end of his price assortment; 220/o to 270/o on the better, and 280/o to 350/o on the best of the line, according to Passaglia. He recommends that a dealer encourage sales of the best category or higher priced panels by using them in vignette and room setting presentations. Signing to point out the superior features and spotlights to accent the quality appearance will help to sell do-it-yourselfers.

Panels should be emphasized in advertising with print ads showing

finished applications. A nice looking room makes customers want to make their room look just like it, Passaglia points out. "Sell the sizzle, stir the imagination, create a need."

He suggests alternating ads showing an assortment of good, better, best with ads featuring only the best but always with a line emphasizing "Other styles as low as -." These ads should run ahead of the season. At the height of the season, the retailer should "bang popular prices. "

Panel sales divide into fall and spring seasons. September, October, November and March and April are peak selling months with the fall months coming in first. The second half of the year normally accounts for 550/o of the annual sales as compared to 450/o in the spring, Passaglia noted.

There are fewer sales fluctuations in states with warm climates, he said. Regardless of geography and weather, June, July and August are the slowest months in panel sales.

Dealers who hesitate to order heavily on real wood and "fancies" in the designer line can special order, Passaglia pointed out. By using his distributor for inventory, a dealer can cut back on space and investment demands.

Story at a Glance

Marketing v.p. reveals secrets for success. .. identifying best sellers. . setting margins. advertising and promotions.

Paneling viewed from the top

The biggest thing we've been seeing is the increased demand for beaded paneling. Our beaded hardboard products that replicate a country-style look have been Proving very popular in the past six months.

Don Grimm Director of Marketing Building Products Hardboard Croup Masonite

The prefinished wall paneling market remains vital, showing more than a l506 increase in total shipments over the last six years. The ups and ? fu dow.ns of the , z vailous types

within the overall category of prefinished paneling, reflect the high level of activity among manufacturers as they develop new and more contemporary panels.

Now, more than ever, the industry, along with the Plywood Paneling

Council, is working to produce and promote higher quality and higher style products to consumers. The long term health of the industry depends on our ability to produce attractive products that represent high value as well as low cost.

As an industry, I believe we are doing a credible job of this, and it will get even better. New patterns, colors, textures and wood species are steadily coming into the market making this an exciting time to be a part of the industry.

Diane Montoya President States Industries, Inc.

Broader product selection and improved dealer services are the focus of manufacturers and wholesalers distributing prefinished panel products. More light woodgrains, more

specialty decorator woodgrains, and more textured non-woodgrain decorators have been introduced.

We're emphasizing the full spec-

trum of prefinished plywood backed panels with new low end woodgrains, and proven mid-range selections. We feel a lot of pressure to work more effectively in the areas of training, point of purchase and promotions in conjunction with our distributors. Today's consumers have many decorating options. We have to keep the category in front of them all the time.

Jerry T. Hood Marketing Executive Plywood Panels Inc.

The paneling industry, always a favorite with do-it-yourselfers, has gone through some positive changes in the last few years. Traditionally, paneling for the home took the form of woodgrains and was primarily installed in finished basements and family rooms/dens. Today the emphasis has shifted to decorative "designer" inspired panels. These panels combine the ease of installation of the typical 4' x 8' sheet of plywood with the look and feel of wallpaper. Increasingly, paneling is moving out of the basement and into living rooms, bedrooms and, in fact, to every room in the house.

Decorative wall panels now are a significant portion of the paneling selection offered by most home centers. This shift has excited retailers because they now have a brighter, more fashion-oriented paneling department. They also have a new story to tell their customers because paneling is now perfect for every room in the home.

Howard Steinberg President Ply*Gem Manufacturing

Many of our paneling retailers are seeing sales growth of 7o/o to 390/o over previous years, including both large retail chains and independents in the South, Central and the Northeast. All are realizing both sales growth and profit returns due to greater advertising, promotion, broader selection and display e(orts. The most successful are those who merchandise wall paneling yearround and those who sell the entire decorating project. This includes everything from molding to nails to ceiling tiles. Everything that the consumer needs to complete a decorating project.

Other keys to maximizing profit potential and growth in paneling

include the need for the retailer to be perceived by d-i-y and contractor customers as the place to buy decorative wall products in the trading area. having a broad selection and being dominant in the paneling product category. A broad product selection aimed to appeal to the women shoppers is important. The trend is definitely toward softer pastels and related colors, the use of lighter colors to brighten and open up spaces. Textures are also a favorite. There is definitely an underlying desire for quality paneling products like hardwood veneer wall panels. Everyone is upgrading in all their decorating projects. Half wall treatments are in. Wainscotting with wallpaper-type paneling on the top and beaded paneling on the bottom is still growing in popularity.

Robert T. Renfro President Weyerhaeuser Paneling Division

The overall interior paneling market for the past three years has been relatively stable. Total shipments of paneling have been just under 3 billion feet, varying up and down by 2o/o and 30h. Within the market we're seeing an increase in the usage of tileboard decorative overlay panels but less interest in woodgrain panels.

Lou Wasko General Product Manager Abitibi Price

We expect the popularity of light colors in paneling to continue. Consumers are also enjoying not only the variety of grooving patterns manufacturers are offering, like the oldfashioned Victorian beaded look, but also the selections available for upscale housing, from a bleached look to a deep walnut or cherry panel.

Dick Rose General Manager Paneling Division Georgia-Pacific

Story at a Glance

Where paneling is headed... what's selling, what's not. how paneling manufacturing execs see their product and its future. why retaibrs can profit from changes.

Gut callbacks & claims with proper panel handling

(RTORE them rightl handle them 9well. I)ealers who follow those two simple rules can decrease claims involving structural wood panels. Preventing damage to panels in the yard or on delivery to the jobsite is, literally, no problem.

First, store panels under cover whenever possible. lf they may be exposed to rain, high humidity or other conditions which might cause moisture absorption, cut the steel banding on the bundles. This will prevent damage to edges and to the top and bottom panels in each stack.

Handle panels carefully at all times, and especially avoid dropping or bumping them on edge, which may splinter or chip corners. This

Story at a Glance

Tips to prevent panel damage in yarding and dellvery... instructions for stacking, coverIng .procedures that eliminate claims and callbacks.

type of damage won't affect a panel's structural performance, but it can add to in-place repair costs and make a dealer's product look inferior. lt's especially important to protect the edges of tongue-and-groove panels, since edge damage can make it a problem to fit these panels together. When delivering panels to the jobsite, never dump them directly onto the ground. Uneven terrain, mud and moisture can play havoc with panels, leading to warping, delamination and other problems. Find a high, dry, level area for storage.

Experts provide answers to paneling questions

6URING the last flew years, types Lland tastes of panelproducts produced for interior, exterior and structural uses have changed at a lightning pace. Here, a group of paneling manufacturers, wholesalers and retailers answer l0 questions on what products are going up, what's down and out, and what dbalers can do about it.

,What's currently hot in interior panelingl--

Tom Welsh, chairman of the board, American Pacific Paneling, Cordova, Tn.: Decorative panels seem to be popular right now, especially with floral patterns. Blown ink panels, with the flowers raised above the background are also doing well. Dyer Vann, general merchandise manager, lumber & building materials, Builder's Square, San Antonio, Tx.: The decorator panels are selling really well right now. This winter we underwent a major change in our paneling departments, expanding to 40 SKUs with decorator panels going from eight to 15 of the 40. We experimented with a dark blue wallpaper design, flowers, animals, and

Story at a Glance

Panelists discuss the current tops and flops in interior, exterior and structural panel products. the future of paneling .. improved merchandising techniques.

everything's selling well. They have taken some market share away from the woodgrain panels.

@Dj11o_u see gro*th in any ar

Dick Wegner, sales manager, Trimac, Portland, Or.: More popular is the higher end woodgrain, with more fidelity and realism about them. There's been a general upgrade in the type of materials used. People are looking for products that are not the old traditional random plank paneling look of l5 to 20 years ago.

Will these current trends con-

Vann: Like any general trend, dec-

orator panels will have their ups and downs. We're on the uphill side right now. Within a couple of years it should slow down.

How is the exterior paneling trarEe!?

Larry Korey, sales manager, Wholesale Wood Products, Dothan, Al.: With the slow housing start situation right now, everything is slow for the specialty lumber wholesaler. For example, beveled cedar siding is off a bit, not capturing the piece of the pie it once was. Masonite and vinyl sidings are very hot. They have the affordability and maintenance advantages.

Ben Ogletree III, vice president, Ogletree Lumber Sales, Livingston, Tx.: Pattern 117 siding, which gives you the farmhouse, Victorian look with a lot of curves, is not as popular as it had been. lx6 drop siding seems to have taken its place. It gives a traditional horizontal appearance with a drop cove at top, but it's not as busy as the I 17.

Katherine Upton, marketing director, Laco Lumber, Woodland, Ca.: The lap siding market is very strong

Then lay down at least three 4x4 stringers to create a platform. Place one about a foot from either end, and the third midway between them. Other types of blocking may be used, as long as they keep the panels away from direct contact with the ground and support the load evenly.

Panels perform best when the stack

is loosely covered with plastic sheets or tarps to protect against weather. This step may seem strange, since the panels are likely to.get soaked on the building anyway before it is closed in. But what's important here is to protect against uneven exposure to moisture. Covering loosely is the key. The top of the stack should be fullv covered. but

the covering should be held slightly away from the sides and bottom to allow air circulation. Tight coverings, when exposed to sunlight, create a greenhouse effect which encourages mold formation.

Proper storage and handling will go a long way toward eliminating claims and callbacks.

in wood and vinyl. It gives a more traditional look to a house as an upgrade. Especially as an upgrade on a stucco home, it gives it an instant facelift. That market's really strong now, but everything goes in cycles.

What's in the future for exterior paneling?

Ogletree: I think we'll see more products taking advantage of CCA treating.

Upton: Our particular product is middle of the road between hardboard and lumber, being not solid wood but an upgrade over hardboard. We've also designed it in shorter lengths so one person can put it up. Although new home construction remains the primary market, you have to start appealing to do-it-yourselfers.

What's happening today with structural panel products?

Daye Weston, panel products sales, SCR Inc., Lake Oswego, Or.: There's been a move to more composite products, such as waferboard or layered boardminute pieces of lumber layered to oriented strand board. They don't require peeling veneers. They use wood chip shavings, flat pieces, slivers, compressed into a panel.

Also, previously plywood panels

and sheathing were not rated. Now federal laws and commercially approved grades are determining different standards for different uses. You see this in underlayment, for roofs, side walls and other stuctural panel uses. Woods now must be engineered to varying criteria.

Doyal Marks, president, Marks Forest Products, Birmingham, Al.: Down in the South, the problem right now is everything is way overproduced, based on the current housing demands. Southern pine in the South is being assisted by the strike on the Roseburg mill and the West Coast logging restrictions.

Are dealers mar

happv with the re-

Korey: We've found dealers to be very enthusiastic about any new products. Right now a lot of dealers aren't building inventories, but are waiting to see where the market's going. So they're very receptive to a wholesaler who offers a low minimum or can ship on a job by job basis. The dealer will listen because he doesn't have to tie up a bunch of his dollars in inventory.

Welsh: Retailers, I'm sure, would like to sell paneling. Paneling's a big ticket item. There's moulding, glue, nails, saws and a lot of other things

that go with it. Sell a guy a bucket of paint and all he needs is a brush.

Do you have any suggestions to

Welsh: They could use better mercnanolslng displays. I've seen some retailers with the samples on the ceiling. Others stack the panels in bins. Dealers who sell the most paneling have it in A-frames. lf they must use a bin, they need a Multiplexa winged, flip-type, hinged rack with 4x8 samples.

Are retailers taking this advice?

Vann: The way our stores are set up, we're pretty limited in how we can display paneling. Due to space, panels are lying in racks. It's certainly not the best way to display it. Frankly, it's not very good at all. Manufacturers and wholesalers are constantly giving us ideas how to better merchandise paneling, but we have yet to see one that actually works well in the warehouse-type concept. Due to our help situation, we need displays with very low maintenance. The horizontal racks allow us to load a whole pallet of panels and walk away from it. Other displays might take three or four people to stock.

Build platform of cull panel and scrap lumber 4x4's for stacking

Lay two 2x4's on top of stack. panels.

Nail film to top panel and drape over ends for protection against driving rain. Weisht lower end with 2x4.

Pad corners with rags.

Stretch film over stack and secure to tie-down stakes.

Stretch plastic film over platform to block passage of ground moisture.

^Srullyis. Winter I laven, l;1., lrumperad by several stockholder lawsuits protesting a possible acquisition by GIR Group at $l-5 a share, has hircd Dtan Witter Re-t,nolds Lo advisc the m on alternativemeasures...

Ilechin,4,r ('o.. which had a grand opening lor a new (lolonial lleights, Va., store, is renrodeling a Reston. Va., lJrorll&,s acquirecl last ycur lor opcning as a IIet'hingcr unit this l-all ... Roper Rros. Luntber ('o. has moved its administrative staff to new ol'fices in Midlothian. Va....

Itomt, Quartars Warcltottsc, zl [{tchingcr (ir. subsidiary, plans to open 8 new stores in the next two years including units in Norfblk, Newport News and Richmond. Va., Ilirmingham, Al., and l)urham, N.C.; the Durham store will occupy a Bradlees loctrtion purchased by the parent co. lastyear...

Lln'e's opened a new store in Warner Robins, Ga., and remodeled a North Wilkesboro, N.C.. unit with a warehouse rack system . Perkins &rilders Sultp/1 Stillwater, Ok., has expanded its display area with plans to expand the lumberyard this year

C'aldv;ell Lumber had a grand opening lor its new Wynne, Ar., location . . . Higginbothant-Bart- lett is nearing completion on a new Stamfbrd, Tx., store . . Wit'kes Lumber closed its Jacksonville. l-1.. unit

Cordele Sash. Daor & Lumber Co., Cordele, Ga., has renovated its showroom, setting up a separate contractor sales area . . Vaccaro Lumber Co.. Forrest City, Ar., has opened a full service location iR Wynne, Ar.

llic'kcs stores in Clinton. N.('., (ireenville, Al., and Allen, Ky., arc among 25 top perfbrm- ing lli<'kes Lunber (o. outlets recognized by pres. Leslie L. llagen at Vernon llills, ll.. Ilq. Itome l)apot, which plans to arJrJ 24 storcs during the year, was nanted to l;inandll World magazinc's list ol' 30 great corporations ol' the 1990s

Sale ol' Williams Bro.s.. Atlanta. (ia., to Rusalinc ('apitul ('orp. has been cancelled (see p. l9 lbr story) . . Melvyn Bell has acquired half interesl in Kau.lman Lunber ( o.. Little Rock. Ar.; his investment co., IJcll Equities, has owned the other 50')lr since 1986..

f orest Sales Corp., Augusta, Ga., is celebrating its 20th anniversary Gcorgia-Paci.fic htrs been named a top l0 supplier by ('cntral Builders Supplics . .

,1. M. Huher Corp. has opened a new OSB mill in Comnrerce. Ga... Mac'Millan Bloedel expects to have its new Parallam plant at Athens, Ga., producing by the middle of Sept. . .

Vaughan d Sbns, San Antonio, Tx., has sold its Houston, Tx.. sash & door operation to JeldWen C'orp. for an undisclosed amount . D. B. ,4rant Lumber Co., New Bern. N.C., recently acquired by Mebane Ltunber C'o., will operate as a separate corp.

Maze Nails, Peru, Il., has acquired Tremont ly'ald Wareham, Ma. (see p. l9 for story) ... Caradc'o, Rantoul, Il., and Soutlteaslern Kusan, Gaffney, S.C., are included in proposed sale of Kusan, Inc. ta Stolle Carp. (see p. 1'l for story.) .

Bulldlng Productc Dlgcet

The Patv ('o. hosted its 5th annual safe driving rodeo fbr co. drivers at thc l)incy Irlats. Tn., facility .4ppolachian Ilardwood Manu/acturers, lnc. donated $16.000 to the We.st Virt:inia Universil.v Ioundatiott to establish an undergraduate scholarship in l'orestry

Hccltitrger ( o. clonated treated wood for rebuilding cabins at Camp Hrnest W. Brown lbr Washington, l).(1., inner city children ; Gcorgio- Puci.l'it and Owcns-('orning ('orp. were other contributors

Lowa's, Cookeville, -In.. won first place lbr its booth at the local homc show Monthly building pcrmit activit"v in the Lafayette, La., arca reached its highcst pclint in over three years

Robbins/,\yke.s has added a UV finish line at its new production tacility in Warren, Ar.... Milt ('reek Lumbcr Co., Tulsa, Ok., planted l-5 trees as part ol' the city's beautification program

B.t.R. Intlusrries 1nr'.. revised its $11.5 million loan request to the Oklahoma Dcvt,loptncnt fi' nanL'e .Authority lbr purchasing H. E. Leonhat'dt Lurnbcr Co.. Okla. homa City. to $7 million to acquire only the truss plant and requested a delay to flnd a reloca, tionsite...

Wolmanized Wood has been approved by the U.S.F.D.A. for use in animal feed and water containers (see p. 17 for story)

Briggs Industries Holding Corp., Tampa, Fl., has acquired .lPI Plumbing Produt'ts, lnc., renaming it Briggs Industries, Inc. Americ'an Clay Products Corp.. has increased production capabil- ity at it Port Manatee, Frl., plant . .

Housing starts for April (larest figs.) dropped2.70/o to a seasonally adjusted annual rate of 1.36 million units single family starts were up 5.lol, building permits increased 7.2t\o

Stolle To Acquire Caradco Inc.

Stolle Corp., a subsidiary of Alcoa, has agreed to acquire Kusan, lnc.

Divisions included in the proposed sale are Caradco, Rantoul, ll.; Special Products of Oregon, Phoenix, Or.; Mastic, South Bend, In.; Dayton Extruded Plastics, Inc., Springboro, Oh., and Southeastern Kusan, Gaffney, S.C. All manufacture residential building products.

No terms were disclosed. The divisions will become part of Stolle's Alcoa Building Products Division, Sidney, Oh.

G-P Shuffles Executives

Georgia-Pacific Corp., Atlanta, Ga., has realigned l0 top executive positions, paving the way for a smoother management transition into the 1990s.

Ronald P. Hogan has been named president and c.o.o., succeeding Harold L. Airington, who is now chairman. Davis K. Mortensen replaces Hogan as head of the building products division.

Other promotions: Donald L. Glass is now senior v.p., building products mfg.; Michael A. Vidan, v.p., gypsum & roohng; George A. MacConnell, senior v.p., distribution & specialty operations; Willie L. Duke, group v.p., wood products mfg.; John F. Rasor, v.p., Eastern Wood Products Mfg. Div., Atlanta; William B. Nagle, v.p., Mid-Continent Wood Products Mfg. Div., Crossett, Ar., and William D. Rose, v.p., millwork & specialties.

Wolman Wood Ok For Animals

U.S. Food and Drug Administration Approval has been given to Wolmanized wood for use in the construction of containers storing animal silage, grain, feed and water.

There are no requirements for coating or sealing the Wolmanized wood for these applications. Over four years of extensive testing and government review revealed virtually no migration of the Wolman chromated copper arsenate (CCA) preservative used in the pressure treated wood products, according to Thomas Kosiba at Hickson Corp., owners of the Wolmanized trademark.

CALENDAR

JUNE

Nrtlonrl Dimension Manufrcturers AssociationJune 7, wood dust seminar, Memphis, Tn. June E, Atlanta, Ga.

FAMOWOOD

is the PR0FESS|0i|A['S Att PURP0SE PLASTIC

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.

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied. za

l;i,';lli.:. 16 m.rchins wood corori

the market. Gets Results.

Southern Forest Products Associrtlon - June E-l0, F.xpo '89, Georgia World Congress ('enter, Atlanta, Ga.

Oklahoms Lumbermen's AssociationJune t0-ll, summer conflerence, Fountainhead Resort, Checotah, Ok.

Underground Storage Tank Requirements SeminrrJune 12, sponsored by the linvironmental Resource Center, Raleigh, N.('.

Grow AmericaJune l3-16, horticultural trade show, Nashville Convention Center. Nashville. Tn.

Florida Lumber & Building Material Dealers AssociationJune l4-18, summer conference, Saddlebrook Resort, Tampa, Fl.

Carolinas-Tennessee Building Material AssociationJune t5-tE, summer conference. Savannah. Ga.

(ialbraith Steel & SupplyJune 16-lt, trade show, Lubbock. Tx.

Atlanta Hoo-Hoo ClubJune 19, meeting (speaker from Atlanta Braves), Sandy Springs, (ia.

Outdoor Power Equipment InstituteJune l9-22, annual meeting, lntercontinental Hotel, Hilton Head, S.C'.

Lumbermen's Club of MemphisJune 22, night meeting, Racquet CIub, Memphis, Tn.

Construction Specifications InstituteJune 23-25, annual convention & exhibition, New Orleans Convention Center, New Orleans. La.

National Oak Flooring Manufacturers AssociationJune 25-26, mid-year meeting, Hilton Head, S.C.

Forest Products Research SocietyJune 25-28, annual meeting, Bally's, Reno, Nv.

Underground Storage Tank Requirements SeminarJune 30, sponsored by the Environmental Resource Center, Greensboro. N.C.

JULY

National Housewares Manufacturers Association - July 912, mid-year show, McCormick Place, Chicago, Il.

National Hardwood Lumber Association - July 10-12, dry kiln seminar, NHLA Hq., Memphis, Tn.

Kentucky Lumber & Building Material Dealers Association - July l9-20, summer outing/golf tournament, Marriott lnn, Lexington, Ky.

Lumber Manufacturers of Virginia - July 2l-23, summer meeting, The Homestead, Hot Springs, Va.

National Retail Hardware Association - July 23-27, annual convention, Shearton Centre, Toronto, Ontario, Canada.

Appalachian Hardwood Manufacturers - July 24-25, summer meeting, The Homestead, Hot Springs, Va.

Lumbermen's Club of Memphis - July 27, luncheon meeting, Racquet Club, Memphis, Tn.

Orgill Brothers & Co. - July 28-30, fall dealer market, Nashville Convention Center, Nashville, Tn.

Builder Marts of America - July 29-31, show, Atlanta, Ga.

International Lawn, Garden & Power Equipment ExpoJuly 31-Aug. 2, Kentucky Fair & Exposition Center, Louisville, Ky.

Williams Bros. Sale Off

Plans to sell the Lumber Division of Williams Bros. have been canceled due to financing difficulties encountered by the prospective buyer, Baseline Capital Corp.

Blue Circle Holdings Inc. has named Jerry Johnson as executive vice president, Williams Bros. Lumber, to replace Jim Stansberry, vice president, Williams Bros. Lumber, who resigned. Johnson will direct the existing management group as they move to restructure Williams Bros. Lumber to improve its performance.

"For the past 12 months, Williams Bros. Lumber has been run with more emphasis on selling rather than managing the business," Jerry Johnson noted. "Our interest is to aggressively restructure the business and plot a course of action that can

Storm Floods Texas Yards

A torrential rain storm in Gainesville. Tx.. stranded motorists and flooded dozens of homes and businesses, including a home center.

Builders Center Boon Dock Inc., Gainesville. suffered $20,000 to

best utilize our unique combination of assets. We want to take advantage of the opportunities and challenges in the marketplace."

Williams Bros. Lumber has supplied the residential and commercial construction needs of the Atlanta market since 1922. It also serves the building supply and home center markets for both contractor and consumer needs.

Williams Bros. Lumber currently operates home center/lumber stores throughout Atlanta; a millwork shop for the manufacture of doors, windows and trim for residential and commercial structures, a truss shop for the manufacture of prefabricated trusses, and a sawmill operation. Its annual sales volume exceeds $80 million.

$30,000 in damage and lost inventory, as the 3 a.m. May 16 storm flooded the entire store.

"We had two feet of water in the front ofthe store and four feet in the back," said Boon Dock's Luann Shortnacy. "Lumber, paint, timbers floated away. We're still sweeping

Maze Nails Buys Tremont Nail

Maze Nails, Peru, Il., has purchased Tremont Nail, Wareham, Ma., merging America's two oldest nail manufacturers.

Tremont was founded in 1819; Maze in 1848. Both have fifth generation employees. Tremont is one of two remaining domestic cut nail producers and has the widest selection of cut nails world-wide. Maze invented many of the modern ring and screw shank wire nails and is the world's largest producer of double hot-dipped zinc-coated nails, trademarked Maze Stormguard.

Maze president Peter G. Loveland said that Tremont Nailwillcontinue to manufacture and ship as a separate profit center with Donald C. Shaw continuing as general manager.

out the water and mud." The store remained open the next two days by moving outside undamaged merchandise from upper shelves ofracks and displays.

Joe Walter Lumber Co., Gainesville, lost the roof of a shed and the inventory inside to the storm.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

'l

Another respons( lo m.t, f.-ebruar.v column cam( .lrom 4l I.eitst'huh, ey&'utiv( tic( presklttrt, Natiutctl lluiklins Matuiol Distrihulors 4ssocialion. I am reprinting il herc w'ith ltis perntission.

I NV<INtr who had the opporruniry

Fl (rl listcn to author Tom Peters (/r Search ol Excellcncc/Passion lbr l:x<'cllenu,)speak at the recent National llome ('enter Show was treated to a dvnamic insight in assessing the challengei facing the retail building products industry. llowever. it is unfortunate that Peters may nol have been provided with the most accurate account of the wholesale distribution function in the retailins of building products, as was outlined in-this column in ljebruary.

ln the article, which provided a summary of industry information given to Peters, the demise of the independent distributor was cited as the product of retail success in "taking over" the distribution function through direct buying and a search for increased marsins. Not true!

Today's building marerial distributors are keeping pace with a changing market place, increased competition, market restructuring, and are aggressively moving ahead to meeting their retailers' needs. From just-in-time delivery systems to computerized inventory analysis, distributors are working with retailers to develop services that genuinely add value. And today's retailers are willing to pay lor that value.

ln lact. retailers have been one of the major forces fueling the change. During the early 1980s, the emergence ol the

guaranlee," so virtually every buyer had to scramble to find the lowest-cost sup- plier. lluying practices changed too. Purchasing huge truckload quantities direct from manufacturers became popular because the landed cost, on an item for item basis. was very low. The idea of value-added services went out the window as the pricc emphasis grew to gigantic proportions.

Today, however, more retailers and distributors than ever before are analyzing all thc costs associated with purchasing a product. Retailers arc moving away from price competition, and are searching for a partner who can help them differentiate their stores through valueadded services. l)istributors have responded by developing one-on-one relationships with retail customers to identily specific programs to make retailers more profitable.

Another lactor that's come into play is retailer disillusionment with direct buying and captive distribution. Some retailers who experimented with their own distribution centers became lrustrated because the supposed savings never materialized. They bought large quantities of product and stored them in their own warehouses, only to find themselves overstocked at the end ofthe selling season.

After trying it on their own, retailers concluded running a captive distribution center wasn't as simple as it looked. On some lines, stockouts were a constant problem; on others, there was always excess inventory. (ietting deliveries to the right place at the right time with the right paperwork was a headache. Turns began to fail as inventory management grew lax. And since the only customers being served were their own stores,

lhere was no competitive incentive to ol'fer outstanding service.

Other retailers discovered they missed the extra services available through distributors. They wanted one-on-one contact to discuss their operations' requirements, and needed an expert to work with them on merchandising, employee training and inventory control. When they truly added up all the costs of handling distribution themselves, plus the headaches ofrunning a warehouse, they concluded it was more eflicient to let someone else do ir.

That "someone else" has emerged as the wholesale building material distributor. In actuality, both retailers and distributors have evolved to the point where they view distribution as a partnership rather than an adversarial relationship. I)istributors have dramatically updated their operations and are sophisticated enough to help even the largest chains get more from their inventory investment. Retailers are taking the time to evaluate their purchasing practices to determine which distribution channel gives them the best value.

('ompetitive times in home center retailing have never been tougher. l-'rom all indications, retailers are beginning to realize that the way to succeed in the maturing market is to become a low-cost operation. It's not surprising then, that building material distributors are playing a larger role in supplying home centers. Particularly over the last two yearst a steadily growing share of items once purchased direct from manufacturers ts now being channeled through building material distributors. Manufacturer-direct and buying group; purchases appear to be declining, according to the current market profile statistics.

In fact, in six out of the l0 core building material categories, the average percent of total product volume purchased lrom distributors increased. Direct buys lrom manufacturers decreased in nine out of l0 categories. Building material distribution is gaining ground as a competitive weapon for home center retailers intent on competing into the 1990s. It is lar from the demise communicated to Tom Peters and i[anything represents a new era of profitability for the value-conscious retailer.

1650 lberia Pt1a9-^^ warehouse home center concept drove San Diego, Ca. 92128 many rerailers ro a price panll. Everi store on thc block offered a "lowest price

OPERANNG OPPORTUNITIES

WALLY LYNCH

Paid Associates

PO. Box 741623 Dallas. Tx.75243

T Hg number one question continues I to be: when everyone has the same merchandise at the same price, how do you compete?

It isn't easy, but there are a lot ofpeople getting it done. Here are some possibilities.

There are six retailing variables used in planning to develop a positioning strategy within the market place. The variables listed can be manipulated to make a difference.

PRODUCT If possible, be part of a structured buying group. Either way, understand GMROI thoroughly, utilize and manage it. One additional inventory turn can be equal to as much as l0 margin points. The days of four turns won't cut it. Six is norm these days and 10 to 12 is doable. Be sure that your product mix stands for something. Make it easy

for customers to know why they want to buy from your company.

PRICE Matrix pricing will provide a structure whereby you can compete apples to apples. It generally takes eight prices to do it. Cash and carry, charge and carry, cash and deliver and charge and deliver with consumer and contractor pricing. Some call it compensatory pricing. There are other variables depending upon your situation. Such pricing removes doubts in the customer's mind and generally locates cracks in a competitor's armor.

PRESf,NTATION Physical facilities continually take a rap and are ineflectual in attracting all customers if they're dirty, unkempt or otherwise unattractive. Everyone goes back to the place where they are made to feel comfortable and welcome. No competitor can have your location, but it's what you do with it that counts.

PROMOTION This implies com-

munication, talking to your customers about why they should buy from you, telling them about your company and its products, establishing rapport. How many friends do you have and hold if you never speak or write to them?

PERSONAL SELLING Go into your competitor's store as a customer and see how long it takes before someone tries to take your money. See if you can get someone out from behind the leaning station so that you can give that person some money. Have a friend do it in your store. People do things they feel good about in places where they are made to feel good. Salespeople trained in personal selling are barely visible in our industry.

CUSTOMER SERVICES what customer services make you feel good when you make retail purchases? Have every employee make a list. You'll be amazed at the possibilities you'll uncover to generate customer satisfaction.

Sounds like apple pie and motherhood, but it is this back-to-basics approach that makes a diflerence in the bottom lines.

Check out our Calendar on page l8 for information on upcoming convenlions, meetings and trade shows in your region.

Better times in Texas

HEN the Lumbermen's Association of Texas held its annual convention this year, the Star of the Show wasn't a particular person or product, it was the reviving economy of Texas,

Continuing an uptrend that was faintly discernible last year, this year's l03rd annual convention and tradeshow was confirmation that business in Texas is better. Not booming, not great, not even good in every area, but definitely better than the grim years after the energy business went belly up in the early | 980s.

The show statistics are all positive: 800 members and their spouses, up 100 over last year; 250 companies with 400 exhibits; 1300 exhibitor personnel, up slightly from 19881 45 new members signed up at the show or in the 30 days preceding. Sales on the show floor were $1.25 million, up from 1988's $l million.

One major firm, a 20 year exhibitor which didn't want to be identified, said their show sales were the best ever. Winston Depew, LAT executive v.p., said, "More people came intent on buying. There were

Dcpew Leaves LAT

Barbara Douglas has been named acting executive vice president of LAT, replacing Winston Depew who left the association on May 3.

An executive oversight committee will study the role of the executive staff, make recommendations to the board on the hiring of a permanent executive vice president and oversee the performance of the executive staff on a continuing basis.

The commiltee includes Donald L. Smith Sr.,'Walter L. Foxworth, Jeff Chapman, Emmett McCoy and Ray W. Nunn.

l9e9-0O Ottlcon

Presidenu Donald L. Smith Sr. Guerra, Olscn & Gucna Lumber

First Vice Prcs.: Walter Foxworth Co.l Bortis M. Harris, Harris Sccond Vicc Prcs.: Jcff Chapman Lumber & Hardwarc, lnc.; Dick Trcasurcr: Dick Lodcrmann Ledcrmann. Olshan Lumber Co.: Secrctary: Bob McCarlcy William (Bill) McBride, South Sergeant at Arms: Bertis M. Harris Texas Lumb€r & Supply Co.; Bob Past Pros.: A. George Natsis lll Mc€arley, Paris Lumber & BuildExccuuve

sl?!rr%::r?vri

James Chandlcr, Hcarne Lumber A. Georye Natsis lll. Edna LumCo.; Jeff Chapman, Woodson ber Co.i Ray Nunn, SimmsWholesale, Inc.i Jackie Cox, Moore Lumber & Hardware: AlWalker Lumber Co.i Walter Fox- lan Ritter, Ritter Lumber Co.; worth, Foxworth-Galbraith Lum- Raymond Sale, Builders & Homeber Co.: Lonnie Goolsby, John E, owners Supply; Donald L. Smith. Quarles Lumber Co.l Dan Sr., Bowman, Inc.

far fewer tire kickers and some real bargains for the dealers."

One factor behind the floor traffic at the show was LAT's decision to charge non-member manufacturers and wholesalers $500 to walk the show, the price of a show booth. Or the companies could join the association for between $125 and $325, depending upon their category. Nonmember retailers had only a slight increase over previous years to view the show. Nearly one-third of all LAT members were present in San Antonio April 6-8 for the convention and exhibits.

Among the speakers at the convention was home center expert Joe Samulin, who presented a number of ideas and techniques for coping in a weak economy. Pricing and how it affected retail advertising and the selection of loss leaders were discussed as were concepts of visual merchandising and store layout.

Dr. Michael Skinner, an industry consultant, stressed the importance of good people to the independents as they battled the chain stores. "lf you carry poor people, they're a time bomb waiting to explode. The best people won't work with bozos, bad employees drive out the good employees," he noted.

He called government interference in business "your biggest problem." "lt hurts America," Skinner said.

"fi:"3,9ltfJi'dit'f

Nationally recognized magician Art Zorka used his remarkable skills as he challenged the LAT dealers to find opportunity in every aspect of their business and personal lives.

Story at a Glance

lmproving economy reflected at LAT show in more sales on the show floor, slightly better attendance. attitudes for business were generally positive. Donald L. Smith Jr. elected president... "Nicky" Hearn named Lumberman of the Year.

Capping the convention events was the President's Banquet where the Lumberman of the Year was announced. This year's honoree is Ms. V. N. "Nicky" Hearn, Contractors Supply & Lumber, Houston. lt is the first time in the 103 year history of LAT that a woman has been the recipient of the prestigious award.

Next year the LAT moves to the seaside resort of Corpus Christi for the annual convention and show, April l8-21, as a streamlined association leads its members into the decade of rhe 1990s.

(Please turn to page 24)

If you need strength and beauty

PALCO makes the grade . . .

Redwood structural grades.

PAICO makes the grades with the strength of the NGR grades and the beauty of redwood. PAI-CO makes 2x8,2xIO and 2x12 No. 2Heart

Structural and No. 2 Structural using the high-quality appearance standards of redwood and the strength standards set by the American llmber Standards Committee. For deck joists, ledgers and stringers, PAICO makes the grades demanded by architects and engineers.

We grow what we sell.

100 Shoreline Highway Suite 125B

MillValley, CA 94941 (415) 331-8888

LAT convention

(Continued from page 22)

C0. Booth. l3l Paul Hill, Dick

{41 Lee Plant, Loyd Bobo. l5l Jim

Lee Roy Jordan. (61 Harold Cox, Becky

John Pratt. l7f Ron Rogers, Ross Jackson. l8l Richard Russell, Pam Kolb. Mike Noonan. l9f Ron Wilson, John Scott, Al Fisk, Bill 0uint. ll0l Carle Hall, Phil Cocks, Eddie Hunt, Billy Tarpley. Illl Charles Andrus, Conrad Deal, Joe Henley. (l2l Ron Yarbrough,

Kathy

Mitch Boone. llSl Pat & Ted 8oyce. ll0l Fred Currie, Dick Gilliss, Chester Rummel. llTl Dottie & Al Klotz. 081 Mike Giles, E. J. Langley, Mitchell Wommack, John Anthony, Jan Hebert. ll9l Paul Serbanic, Keith Jackson. 120l Steve Dean, Greg Stewart, Elliott Dean, D. K. Gilbert, Ron Hilliard, Kit Ca rson.

IHE BElll IEAltl: lll Harris Kimbell, Linda Priddy, Charlie Horton, Tim Bean, Curt Bean. l2l Blackened possum Sunday dinner at Dean Lumber

Moeller.

Tingle,

lcenhower,

Lisa Rigdon, Kerlin Drake. ll3l Ron Williams, Steve Guenther, Johnny Uento, Chris Lee. (l4l Rick Peshlakai,

Fresquez-Chavez,

ll0USI011 0iler's lootball great lll Earl Cambell, Cameron Wholesale's Ron Ross. l2l Curtis Roberts, Steve Boone, Dick Gates, Bret Pobanz. l3l Susan & Bill Ramey, Joe Elder, Mari Jo & Ricky Holloway. l1l Grover & Carolyn Stewart, Don Bell. l5l Melvyn Travis, Dave Snell, Gary Woodson. 16l Jim Elder, Chris Breaux, David Ardoin. l7l Elton Noack, Jimmy Petrey, Mike Graham, Bob Edwards, Jim Tingle. l8l Rick Hutzler, Tom Clayton, Kurt Arno.uld. l9l Craig Johnston, Terry Adkins. ll0l Beverly Stahl, Alice Anderson, Marge Deal, Ann Andrus. ll ll Ed Wiederstein Jr., Alex Morales. ll2l Al Storrs, Gregory Matatall, Jason Fung. llSl Lonnie Goolsby,

For more photos

please see page 34

Jim Teague, Russ Fryburg. ll4f Greg Ryback, Earline & Gene Mathis. ll5l Larry Williams, John Gutz. (l6l James Chandler, George Natsis lll.

SOUTHERN ASSOCIATION

Louislrna Bulldlng Materld Derlers Assoclrtlon's 1989-90 president Bob Armer, Southern Components, Shreveport, is making arrangements for asummer board meeting in Natchez, Ms.. July 28-30.

Other newly elected oflicers: Dudley Webre, Landry Lumber & Supply, Luling, lst v.p.l George Kellett, George Kellett & Sons, New Orleans, 2nd v.p.l A. J. Harris, Baton Rouge Lumber Co., Baton Rouge. treasurerl Gayle Passman, Baton Rouge, exec. vice president.

Directors are Scott Bradford, Monroe; Al Sanders, West Monroe; Trey Kiper, Wisner, Dist. l. Jim Pearce, Ruston; Tom Morgan, Shreveport; Laverne Carpenter, Bossier City, Dist. ll. Don Bertrand, Lake Charlest Jimmy Robertson, DeQuincy; Steve Brown, Lake Charles, Dist. lll. Steve Ashy, Lafayettet Garland Hebert, Delcambrel Norris Rader Jr., New lberia, Dist. IV. Dennis Dunham, Metairiet Wallace Poole, Covingtonl Calvin Shoemaker, Harahan, Dist. V. Bill Watson, Baton Rouge; Jerry Smith, Denham Springs; Ray Duplechain, Baton Rouge, Dist. VL Steve Buller, Ville Platte; Raymond Beauxis Jr., Opelousas, Dist. Vll. Rufus Savoie. Paincourtville. Dist. VIII.

Bob and Jane Armer, Dudley and Brenda Webre, Bubba Jones and Gayle Passman represented the association at the Conference With Congress.

Virginia Building Material Association installed Freeman Spencer Jr., Massey Builder's Supply Corp., Richmond, as president at the 63rd annual convention.

Other newly installed officers and di-

rectors are John Purcell. J. S. Purcell Lumber Co., president elect; John Spencer, Spencer Home Centers, lst v.p.; I)avid Ball, Middleburg Millwork. 2nd v.p.l Ed Hunt, Windowland, Inc., 3rd v.p.; Ceorge "Skip" Burton lll. Burton Lumber Co., treasurer; Vaughan Palmore, Ace Hardware, associate v.p.l Harry "Rick" Diz, Roper Bros. Lumber Co., and Freeman Spencer Jr., national directorst George Haw lll, Ruflin & Payne, Sam Meeks, Taylor Brothers, and Ray Hawthorne, Peninsula Supply Co., dealer directorsl Ted Bostic, Riverton Co., associate director.

Returning directors include Archie Goodwyn, R. C. Goodwyn & Sons; Richard Helm, Glaize & Brother. Inc.: Connie Reed, Reed Lumber Co.; Fred Siewers lll, Siewers Lumber Co.l Howard Sheldon, Sheldon Lumber Co.l Richard Hudson, Seaboard Bldg. Supply; John White, W. B. F. White & Sonsl Basil Walker, Lowe's Co.l O. Van Pence. Valley Blox; Richard Reid, Ace Hardware.

McKenzie Lumber Co., George T. Mclean and Hodges Lumber Company were recognized as new Half Century Club members. At present more than 45 companies belong to this organization for those who have been VBMA members for 50 years or more.

Kentucky Lumber & Building Material Dealers Association has appointed 1989 committees.

H. R. Saufley lll is chairman of the executive committee which includes Ken Lawson Jr., Bill Bucher and Bob Powell.

Bob Powell chairs the government af-

fairs committee with Don Hellmann. The education committee includes Charlie McWhorter, chairman, Jim Conder, Terry Barnes. Bill Bucher, chairman, Cerry Boland, Jack Congleton, Joe Ballard. Paul Arling and Robert Hunt comprise lhe convention and summer outing committee,

Audit and finance committee includes Don Clucas, chairman. Steve Levy and "Mac" McCormick. Bill Baker chairs the insurance committee with Leroy Chewning and Mitch Cornelius.

Jack Congleton is chairman of the summer outing and golf tournament, July l9-20 at the Marriott Inn, Lexington. The fall board meeting will be held at the Opryland Hotel, Nashville, Tn., Oct. 25-26, in Conjunction with the NLBMDA convention, Oct. 25-29.

The association has sent a questionnaire to members seeking ways to improve the 1990 convention in Louisville. Two sets of questions are being used, one for associate members and one for retail members.

Bulldlng Materlal Merchants' Association of Georgia & Alabama will hold two training programs at the Austell, Ga., training center June 4-7.

Product knowledge will be the topic for the June 4-6 sessions. Selling skills will be covered at the June 7 seminar. Erv Goodroe, BMMA executive v.p., will serve as instructor for both seminars.

Florida Lumber & Bullding Mrterial Dealers Association has selected former Lt. Col. Oliver North as the key speaker for The Main Event, Sept. l4- I 6 at the Marriott Orlando World Center, Orlando, Fl.

Others on the program include Lee Sherman Dreyfuss, former governor of Wisconsin and president olthe Dreyfuss Corp., Terry Bradshaw, a former Pittsburgh Steeler who is the only quarterback to play in the Super Bowl four times

(Please turn to page 38)

PERSONALS

Jim Precht, Weyerhaeuser Co., Carrollton, Tx., was a recent business visitor to Canada.

Hugh Shockley Jr. is a new lumber trader at Maxey-Bosshardt/Triangle Trading, Duluth, Ga. Peggy Pittman is now cargo accounts mgr.

Bruce Palmer, Cox Wood Preserving Co., Orangeburg, S.C., is now sales mgr.

Roy A. Smith, pres., Southern Wood Preserving, Inc., Hattiesburg, Ms., was recently named the state's "Small Business Person of the Year" by the U.S. Small Business Administration.

Bill Weger has been named communications director for the Hardwood Plywood Manufacturers Association, Reston, Va.

John H. Booher has joined Lexington Building Supply, Lexington, Ky.

Rod Didier, Eastex Forest Products. Houston, Tx., plans an Appalachian vacation in August.

Daniel M. Shadle has been promoted to asst. plant mgr. at Chesapeake Wood Treating Co.'s Fredericksburg, Va., operations.

Jim Olson has been named sales mgr. for J. M. Huber Corp.'s new OSB mill in Commerce, Ga. John Rogalski is v.p. of mktg./sales; Ken Benzmiller, inside sales, and Lisa Benoy, administrative asst.

Dave Fenner has joined Mayfair, Lafayette, La., as regional sales mgr.

Ray Albright has opened a sales office for Tar River Wood Products in Ramseur, N.C.

Ray Edge and Gene Poteet are new to Tom L. Davis Lumber Co., Oklahoma City, Ok.

Dan Pharris is now in sales at Keadle Lumber Enterprises, Thomaston, Ga.

Roy Spencer has joined the brokerage sales staff at American Lumber, Birmingham, Al., according to pres. Walter Russell.

Matt Layman is new to the sales team at Arling Lumber Co., Crescent Springs, Ky.

James Robert Baird Murray, PlyMart, Marietta, Ga., married Christina Darlene Morgan April 15. 1989.

Freddie Siewers III, R.A. Siewers Inc., Richmond, Va., and his wife, Betsy, celebrated the arrival ofa new daughter, 6 lb., 7 oz. Kathryn Anne, born April 17, 1989.

Dreama Ann Robbins. senior office clerk, Lowe's Hardware, Lenoir. N.C., married Joseph Michael Abernethy on April 15, 1989. Ronald Eugene Talley Jr., Lowe's, Thomasville, N.C., married Connie Christina Cantrell on May 20, 1989.

David Dail is now a lumber/building materials merchandiser at Home Depot, Atlanta, Ga.

Richard Mason, 84 Lumber, Winchester, Ky., was among the winneis in the chain's recent national contest for contractor sales reps. New co-mgrs.: Dave Epperson, Winchester; John Jones, Pulaski, Va.; Greg Viers, Kingsport, Va., and Darren Mclendon, Irondale, Al.

Frank Denny, Builders Square, was roasted at the Sth annual National City of Hope Hardware/Home Improvement Industry Dinner, along with Bernard Marcus, Home Depot; Robert Strickland, Lowe's, and Leonard G. Herring, Lowe's.

Gene Nelson, Georgia Pacific, has been elected chairman of the Plywood Paneling Council's executive committee, succeeding Robert Renfro, Weyerhaeuser. Diane Montoya, States Industries, replaces T. C. Manous, Plywood Panels, Inc., as marketing committee chairman, and Jerry Hood, Plywood Panels, Inc., continues as contributors' committee chairman.

Michael A. Vidan is now v.p.-roofing at Georgia-Pacific, Atlanta, Ga. Michael O. Blackwell now heads the building products transportation div.l Brent Holmes is branch mgr., Columbia, S.C., and Tom Inglehart, branch mgr., Hillsborough, N.C.

Robert Watson Long, outside sales rep/ dispatcher, Columbia Lumber, Columbia, S.C., married Karen Leaphart Smith April22,l989. Co-worker Herbert Erwin Gaskins III married Sharon Lynn Schumpert the same day.

Mark Turner is the new co-mgr. at 84 Lumber, Richmond, Ky. Lee Coates, Greensboro, N.C., was named his store's Superstar of the Year. Whing Tip Shu has opened a new Chinese import dept. at MungusFungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Please turn to page 38)

Fine Textured/ Kiln Dried

NAVA-PAK

Handi-cut/ Home Ctr. Brds. Half Pak PT.L. and Py{.

NAVATRIM

Premium Mldgs. and Millwork

Bundled/Unitized/

NEW PR DUCTS

and selected soles oids

Credlt's The Key

Emergency spare keys resembling credit cards are now available from Cole Consumer Products.

CreditCard Keys are key blanks formed from a resilient plastic reinforced with hardened steel within a slim card-shaped housing. At purchase, the key blank is cut into an exact duplicate of the primary key. Keys bend out of the housing on a flexible hinge when needed.

Counter-top and add-on rack displays are also available.

Fire Arm

A propane torch holder which allows a lit torch to hang securely or rest safely on its side without rolling is new from Lumark International.

Reportedly eliminating the danger of fire and burns, Torch Grip also enables torches to swivel freely.

web strap. lt hangs on 2" joists or similar surfaces and holds standard 14.1 oz. propane cylinders.

Eurowall Panellng

A new Eurowall paneling system has been introduced bv Outwater Plastic/lndustrie's.

Utlllty Panclr

Weather resistant, noncorrosive Tuf-Shield vinyl corrugated panels have been designed by Georgia-Pacific for most fencing, utility roofing and enclosure projects.

It is constructed of corrosionresistant, zinc-plated steel and nylon

FREE READER SERVICE

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

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

,ffihuThe system uses lightweight, precision-milled interlocking planks 8' long, 6" wide and 3/8" thick. In most installations, the panels are said to be 1000/o usable, eliminating waste. The pre-sanded planks can be stained or painted. They come in genuine red oak, walnut and cherry veneers.

Each carton contains six planks, covering 24 sq. ft.

The panels can be easily cut with tin snips, an abrasive disc blade or a fine-tooth blade with no set.

They are made of smooth fiberless PVC that reportedly resists cracking, chipping or flaking during storage, transport or installation.

The panels are available in five colors in 8', l0' and l2' lengths.

Gedarlook Siding

A new line of vinyl siding featuring the look ofcedar has been introduced by Mastic.

Said not to corrode. rust or dent. the siding is available in silver cedar, autumn cedar or weathered cedar in a double 5" configuration.

Solar Panels

A new series of solar electric power modules tested against extreme temperatures, humidity, wind, hail showers, UV exposure and salt water

immersion is now available from Atlantic Solar Products.

The panels are offered in seven power ratings, from 5 to 25 watts.

In-Wall Toaster

A built-in wall toaster is new from Iron-A-Way.

Designed to fit any wall between standard 16" on center studs, the four-slice toaster features a chrome finish, a pair of two-slice sections each with its own browning and popup controls, a safety disconnect switch, and a slide-out crumb tray.

Pre-Stained Panels

A pre-stained, plain sliced, clear wood veneer laid up on MDF core is now available from Mt. Baker Plywood.

Every panel is identical in color. Since scratches can be easily removed by sanding, restaining is said to never be necessary.

Four basic colors are offered for the 4'x8' panels, with thicknesses of 3/8". l/2". 5/8" and 3/4".

Matching edge banding is also available.

Wallcovering Calculator

The Wallcovering Calculator from Greenbow Press can instantly calculate wallcovering requirements.

Clean Machine

An improved high pressure washer for home use has been introduced by K.E.W. Cleaning System. Changes to the all-purpose, maintenance-free, portable electric cleaner include higher cleaning power, lighter weight, an upright cabinet,

Stay Cool

A new through-the-ceiling venting device said to revolutionize evaporative home cooling is now available from Mission Manufacturing. The Up-dux system eliminates the need to open windows or doors

higher water temperature, an easily attached foam sprayer and a more convenient on/off switch size and location.

Among the accessories is a variety of nozzles, brushes, extension hoses and tubes, drain and pipe cleaners, and wet sandblasting equipment.

won't show scratches or scrapes, rot, peel, flake or blister. Airborne dirt, dust and grime can be rinsed away.

Made of durable plastic, the pocket-sized tool calculates figures in American, European and 54" wide rolls.

for cooler drafting and improves air circulation.

The vent utilizes a galvanized metal box with a grille on the bottom and an aluminum, spring-balanced barometric lid on top.

Pick A Side

Vinyl siding featuring an authentic woodgrain embossed texture without the common high gloss shine is new from Alcan Building Products.

Signature siding is said to require virtually no maintenance since it

The siding comes in eight colors in a double 4" panel, a double 5" panel for the traditional clapboard look, or a new double 5" Dutch colonial style.

Plethora of Panels

New lines of hardboard, particleboard and lauan plywood paneling have been introduced by Holland Southwest International.

The hardboard series includes birch and pecan finishes. The particleboard series, walnut, hickory, birch and pine. The lauan plywood series offers oak and hickory.

All panels are prefinished on 4' x 8' sheets with clean-cut v-grooves.

Cedar Deck Llghta

Low voltage deck lights with durable cedar ends encasing rugged, diamond-shaped lighting lixtures are new from Intermatic.

beneath the derk surface.

The system requires only l2-volt current, making it safe around children and pets and economical, costing about 50 per evening to operate. The unfinished cedar ends can be stained or painted to match any house or deck.

The Malibu lighs are available as a single accessory fixture or as part of three complete sets (four fixtures, 50 ft. of cable and automatic timer; six fixtures, 75 ft. of cable and timer, and eight fixtures, 75 ft. of cable and timer).

Drlp Servlce

Premoistened, toss-away cloths for removing wet paint drips are new from Sansher Corp.

Bulldlng Productr Dlgort

Surrounded By Steel

Two new designs of Village lronsmith fencing and gates have been introduced by Leslie-Locke.

Designed lor mounting on steps, walls. rails. beneath benches and even on the ground, the lights require no special tools for easy installation. Their low voltage cable can be placed beneath a rail or laid out of view

Treated with mineral spirits, Dad's Painter Wipes work on oiland water-based paints with no harm to old finishes. They reportedly will also remove tar, grease, price sticker marks, waxes, glue, adhesives, scuff and heel marks, shoe polish, crayons and oil.

Each pop-up container holds 60 cloths.

GountOn Us For The LatestWrinkle.

The Columbia design features clean, simple lines, while the Classic design offers accents in swirling scrollwork and spearpoint tips on vertical members.

Both feature top and bottom rails built for extra strength, using l" steel tubing welded throughout. Gate frames have l" tubing all around. Accessories include skin-packed, selfmerchandised gate springs, cane bolts, gravity latches and fence mounting brackets.

Nominal 4', 6' and 8' lengths are available in heights from24" to'12" on both fencing designs. Each vertical member is a 5/8" square tube with 3-718" opening between verticals.

Deck Care Depot

The Cuprinol Deck Care Center, a display providing one-stop shopping for deck stains, preservatives, wood seals and cleaners. is new from Darworth Co.

The merchandiser includes a 3-ft. header, color card, fan deck, shelf talkers, "Deck Tips" brochures and brochure holder.

Glasteel can match your corrugated building matenal with durable fiberglass reinforced olastic oanels. For more information on our innovative line of oroducts. call us Toll Free at 1-800-238-5546.

Shear Comfort

Four new garden tools have been designed with contoured cushion hand grips for added comfort by Corona Clipper Co.

The new shear offers increased leverage in the cutting action and lightweight handles to reduce fatigue. The Drop-Forged cutlery steel pruning head cuts up to 5 /8" branches.

The Comfort line includes a trowel, transplanter and cultivator.

These tools feature lightweight aluminum alloy construction, hand polished to a high luster finish, that will not bend, break or rust.

Read The Door

Sample outdoor storage buildings for display with valuable product information silk-screened directly on the door are now available from Arrow.

The 10' x 2' poster doors alleviate the problem of damaged and misplaced posters. They describe the building's features, type of finish used, warranty, strength and durability.

Wresistant Wrap

Barricade building wrap, said to block air infiltration while allowing moisture to pass through so in-wall condensation can't occur, is now being distributed by Slaughter Brothers, a division of Furman Lumber.

Manufactured by Simplex Products, the woven polyolafin wrap reportedly is tear-resistant for dur-

ability and translucent for easier siding installation. The product comes in standard 3', 4-1/2' and 9' rolls.

A marketing program includes displays, literature, in-store posters, ad slicks, dealer training, in-field representatives, consumer d-i-y kits, and extensive end-user promotion.

stands or panel

Met-Formed Partlclebosrd: A particleboard in which the coated particles are formed into a mat before being hot pressed.

Medlum Denslty Flberboard (MDF): A dry-formed panel product manufactured from wood fibers combined with a synthetic resin or other suitable binder and compressed to a density of from 3 | to 50 pounds per cubic foot in a hot press.

Medlum Density Overlay: Exterior type plywood finished with an opaque resin-treated fiber overlay to provide a smooth surface ideal as a paint base.

Orlented Strand Board (OSB): Structural wood panels manufactured from reconstituted, mechanically oriented wood strands bonded with resins under heat and pressure.

Oriented Wrferboard: Structural wood panels manu[actured from reconstituted mechanically oriented wafers bonded with resins under heat and pressure.

Overlald Plywood: Plywood panels with factory applied resin-treated fiber faces on one or both sides.

Particleboard: Nonveneer panels manufactured from reconstituted wood particles as opposed to wafers or strands, bonded with resins under heat and pressure.

Aggregate-Coated Panel: A panel coated with stone chips imbedded in a resin coating.

APA Performance-Rated Panels: Panel products developed by the American Plywood Association such as APA Rated Sheathing, APA Rated Sturd-l-Floor and APA Rated Siding.

Composite Panel: A veneer-faced panel with reconstituted wood core.

Decorative Panels: A panel of hardwood or softwood plywood, wood fiber substrate, hardboard or gypsum with a real wood face, a paper overlay, direct print, wood print, wallpaper or melamine finish.

Extruded Psrticleboard: A particleboard made by extrusion through a die.

Fiberboard: A general term that refers to any of various panel products such as particleboard, hardboard, chipboard or other type formed by bonding wood fibers by heat and pressure.

Hardboard: An engineered wood product made from natural wood fibers bonded together into dense panels by lignin, wood's own natural binder.

High Density Overlay: Exterior type plywood finished with a resin-impregnated fiber overlay.

Plywood: All veneer panels consisting of an odd number of cross-laminated layers, each consisting of one or more plies.

Story at a Glance

Definitions every counter person needs to know. removable for posting on bulletin board. . what makes one panel differ from another.

Structural Particleboard: Panels comprised of small particles usually arranged in layers by particle size, but not usually oriented.

Waferboard: Nonveneer panels manufactured from reconstituted wood wafers, as opposed to particles or strands, bonded with resins under heat and pressure.

These de/initions are based on materials provided by the American Hardboard 4ssociation, the American Plywood Association and the Particleboard/Medium Densitv Fiberboard lnstitute -Ed.

FOR INFORMATION CONIACI.

George Hovooros, pres.

Rick Hovooros, v.p.

Lee Rotulin, soles

John Douglos, solos

P.O. box 2300

Foir Ooks, (o. 95628

(9r 6) 96s-r r r 2

(800) 824-5878 Totl Free

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€I. PRSO, TI. OFFIC€

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Steve Drongsholt .RrnolcJ Smith

f.M. HUBER CORPORATION

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Central Builders Supplies Company is a dealer-owned, non-profit buying corporation that has helped independents remain competitive for over 50 years.

Central Builders Supplies offers buying power to its 500-plus dealer membership to insure the best possible price. And all discounts, rebates, datings and advertising funds are passed back to members.

CallCentral Builders Supplies. Learn more about our unique system that helps you to remain competitive. And profitable.

LAT convention

(Continued from page 25)

0EALERS: Ill Perry Ritchey and new LAT president Don Smith, Sr. (21 Dan Coleman, Beth Woeh ler, Deane Kanaly. [3] Fred 0mundson, Bobbie Schiel, Rod Didier. l1l F. B. Elliott, Diana Midyett, W. F. Sander. l5l Dan & Cynthia Guerra, John Branscum. (61 Harry Taylor, Jr., Jerry 0lrich, Stanley Briggs. [7] Al Fisk, Allen Stahl, James Anderson, Melvin Clark. l8l George Brewton, Bert Harris. (91 Melvin Faircloth, football great Lee Roy Jordan, LAT's exec. v.p. Winston Depew. ll0l

Ruben Rios, Gary McCoy, Tom Perkins, Rebbecca Bailey, Tim & Danny Franckowiak. llll Ron Strickland, Vernon Massey. ll2l Grady 0llie, Diana Midyett, Bob John. ll3l Steve Pickett, Jeff Rosell, Troy Gibson. ll4l Marc Hoover, Christopher Goff, Bob Davis, Emitt Williams. Il5l Parker Beebe, Ed Harris. Il6f Ken Johnson, Pete Smart, Jerry Speight. Il7l Jason Sanders, Billy Keene, Julie Hogg, Scott Barker. ll8) Tom Marrin, Terri Porter, Terrv Burkholder.

Advertising

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $50 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 15th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

LUMBER RACKS: 40 upright sections of cantilever lumber racks. 16 ft. tall 48 in. adjustable arms. Fresh paint. Westbrook Lumber, Sulphur Springs, Tx. (214)885-4741.

aTHE l}If LLWORK NETWORI('n'a

A unique connection for professionals and firms in millwork and building materials:

INDUSTRIATl/.Specialty Trader: Growing, established Southeastern compny.

SALARIED Traders: Bonus/profit sharing/ retirement. Complete medical program.

MAUGANS AND ASSOCTATES

P.O. Box 36802 Birmingham, AL 35236

LAOO-426-4772 205-987-7582

CONFIDENTIAL INQUIRIES _ FEE PAID

FOR SALE: Independent retail building material & hardware store. Located in western N.C. In business for 19 years. 6500' in store, 19,000' in warehouse and lumber storage. Owner wants to retire. Contact Box 82, c/o Building Products Digest.

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"Recruiti ng for the Forest Products Industry"

JOE MAUGANS

IM"

MUtR00llEY award recipient: lll Louisiana-

Pacif ic's Harry Merlo l2l Bob Edwards, Lee

Roy Jordan (31 Lane & Hank Hill (41 Jim Pope, Tom Rice. (51 Bob Knight, R J

Robertson. 16l Carol & Don Grantham. (71

Weyman Maxey, Clayton Barns. [8] Casey

Dean, William Goyne, R. J. Robertson. [9]

Larry Landman. ll0l Rick Williams (l ll Jane & Bob Baker, Gay & Jack Stevens. (l2l Don Fisher, Ken Williams, Richard Gates. (l3l

Norman White, John Hammack tl4l Bob Scholl. llSl Bob Guthrie. ll6l Pat Hundlev, Steve Snavely. [17] Wayne Brooks, Dale Shaurette. llSl Eddie Justus, Tom Lapinski. llgl Tim & Gail Hartman l20l Catrv & Jact< Schol l.

Wholesaler annual

I\ESPITE relatively good business l/conditions lately, many of those attending the North American Wholesale Lumber Association convention expressed concern about the increasingly serious timber supply

shortages caused by environmentalists' actions.

Speaker Daniel Goldy, an industry expert on the environmentalist problem, called the "outlook forboding, the prospects dire" in

describing the current situation. He accused the environmentalists of seeking a total ban on logging in the United States, adding that their concern over so-called endangered species in the forests was nothing but "a hoax" to achieve their aims.

Goldy called for the industry at all levels to rally behind the newlyformed American Forest Resources Alliance.

Attendance at the 97th annual was 675, some 50 below last year, which was one of the highest on record. The convention was held April 16-19 at the Sheraton El Conquistador Resort. Tucson. Az.

The prestigious Mulrooney Award was presented to Harry A. Merlo,

Story at a Glance

Convention concern over dwindling timbersupply L-P's Harry A. Merlo honorcd with Mulrq)ney award... Larry Humphrey elected new president Jasper Park, Canada, June 12-15, for 1990 convention.

chairman and president of LouisianaPacific. In a gracious acceptance, Merlo credited his mother with instilling in him the concepts of pride and hard work during his first lumber industry job: stacking boards for the old Diamond Match Company at age 16.

He called reconstituted wood products "the future of this industry," saying that "the owls and the preservationists have taken the big trees away from us." Merlo foresees the long lengths and wide dimension of the future being from OSB or similar products. He noted that plantation trees are now growing in as few as seven yea$ and are an increasing source for reconstituted products.

The Canadian economist Dr. John Crispo said the new U.S.-Canadian Trade Agreement was a win/ win situation for both countries, but he feared congressional pressures and the influence of the lawyers (whom he described as "blood sucking leeches") could impair its effectiveness in the lumber trade.

Author Dr. Peter Hanson spoke on stress management, saying "you must manage your own body and life as a personnel manager would an employee."

1 989 Officers/Directors

President: Lawrence H. Humphrey

First Vice President: Barney Blondal

Second Vice President: G. C. Harris

Treasurer: Robert R. Scholl

Secretary: Nicholas Kent Directors: Paul Arline. Pierre

Beauregard, Harvey GravEs, Roberr King, Richard D. Passaglia, T. J. Tomjack, Rich Schaberg, Barney Blondal, Coates Coleman, Dennis Downer, Ted D. Fullmer, Jerry Gustafson, Douglas Honholt, Vincent Lachance, Charles Moore, David Schott. Alexander Shannon. Jack Skriden.

Jay Avellino, The Caliper Co., spoke on techniques available to help a company hire and retain the best people, "your most important asset," he said.

Outgoing president Henry S. Poler in his farewell speech noted that "direct selling will always be with us," and that wholesalers must "earn our privileged position between a willing buyer and a willing seller." He challenged the wholesalers "to be more effective and more elTicient."

The smooth running convention was the first for the new executive vice president of NAWLA Nick Kent.

Sacramento, Ca.

Ponderosa Pine, Sugar Pine White.Fir, Douglas Fir, Cedar, S-P-F

James A. Haas, gen. mgr. Richard H. Mills

Mouldings, Millwork, Cut Stock, Plywood, Lumber, Particleboard

Sales Agents for:

Duramold Wood Products, El Paso, Tx.

W&W Moulding Co., Loomis, Ca.

P.O. Box 255546, Sacramento, Ca. 95825

u.s. WATS (800)624-5319

cA. WATS (800)321,1278

(916)972-7282

FAX 916-972-7290

San Francisco, Ca.

Mahogany, Meranti, Keruing, Ramin, Nyatoh

Franklin O. Billings

244 California St., Suite 711, San Francisco, Ca. 94lll

(4r5)981-3046

FAX 415-981-4130

Sontftcrn A.rochton ilcwr

(Continued from pagc 26)

and a recent nominee to the NF'L Hall of Fame. Entertainers include Michael Ware & Starlight and B. J. Thomas in concert.

Exhibits booked for the 69th convention and buying show number 264. Seminars and sports tournaments are part of the agenda.

Registration materials will be mailed this month.

Oklrhomr Lumbermen's Associrtion has moved its offices to 917 N. E. 63rd St., Oklahoma City, Ok. 73105. The telephone numbers stay the same.

The group is meeting for its annual summer conference June 9-l I at Fountainhead Resort. Checotah. Ok.

Lumbermen's Assoclrtlon of Texrs will hold its fall board meeting and committee meetings in Lubbock, Sept. 14t6.

Officers for 1989-90 are Don Smith Sr., pres.: Walter Foxworth. lsl v.p.; JefT Chapman, 2nd v.p.; Bob McCarley, sec.; Dick Ledermann, treas.; Bertis Harris, sergeant at arms.

Personalg

(('orttittut<l 1rottr ltug<' 27)

Keith Strlcklrnd is now sales mgr. for ldaho Timber Corp., Lake City, Fl. Ed Guth is in sales, Lake City; Drve Jlnsen, plant mgr., Fort Worth, Tx., and Msrty Post, plant mgr., Rison, Ar.

George Haw Ill, pres., RufTin & Payne, Inc.. Richmond. Va., and his wife, Lynn, are the proud parents of 8 lb., l3 oz. Elizabeth Lindsay, born April s, r989.

Gibson Jester, Georgia-Pacific Corp., Fort Worth, Tx., is celebrating his 25th anniversary with the firm.

Judy Gail Burnett, Lowe's, Morganton, N.C., married Marvin Rodney McFalls March 18, 1989.

GEORGE MCOUESTEN CO. Ircn Horse Park North Blltcrlca, IUA 01862 (617) 663343s

MIDSTATE LUMBER CO. 20O Industrlal Parl<uray Bnnchbug, NJ 08876 (2ol) 725.0900

SOUTHEAST FURMAN LUMBER CO. 896O Henkels Ln.

Annapolls Junctton, MD 20701 (30tr 792-2234

FAIU MIFORD LUMBER CO. PO Bo:( 5498 Ashe\rtlle, NC 28813 (7O4) 253-s667

EPPERSON LUMBER SALES, INC. PO. Box 1559 Statesvflle, NC28677 (7o4) 8734321

WOODFORD PLWOOD PO. Box l73l

OUTSTANDING ISSUE

Our compliments to your and your staff for the excellent Pressure Treated Wood Special Issue you published in April.

With so much change and controversy within the treating industry, this issue presents the lacts that retailers need to know. I especially liked the PWF story on page 13 and the display deck feature on page 52. The pressure treated "wrap up" on page l4 is full of helpful data.

Thanks again for the accurate portrayal of this southern pine market segment.

Richard Wallacrc Media Director

Southern Forest Products Association

P.O. Box 52468

New Orleans, La.70152

WILL THE REAL HUGH MUNGUS STAND UP?

We certainly enjoy this trade magazine. I am always interested in the latest exploits of Mungus-Fungus Forest Products. If I don't have time to look at the entire magazine when the mail arrives, I just sneak a quick glance at the personals page and report to the shop what the latest promotion is in Climax, Nv.

Peggy Sutherland P&RStormWindows

P.O. Box 73

Vardaman, Ms. 38878

Gary Cooper is a new sale rep at Wood Treaters, Inc., Jacksonville, Fl.

L. James Law is now v.p.industrial at CertainTeed.

Albany, cA 31703 (912) 8834900

Branches in Alabama, Georgia & Florlda

LAIG STAIES

EMPIRE WHOLESALE PO. Box 249 Akrcn, OH 44309 (216) 4344s4s

DETRON FOREST PRODU TS 35135 Glendale Ltuonia, MI 48150 (3r3) s22O6rO

BOEHM.MADISEN

Nl6 W22!OO Jericho Dr. Waukesha, WI 53186 (4r4)54,44ffi

T'PPER UID WEST CANION LUMBER CO. PO. Box 9328 Minneapolis, MN 5544G9328 (612) 42rr4@

WEST

ALL.COAST FOREST PRODUCIS. INC.

P.O. Box M

Chinq CA 91708 (7r4) 627-8ssl

ALL.COAST FOREST PRODUCIS. INC. End of Railrcad Ave. PO. Box 9

Cloverdale, C.{ 954254009 (7O7) 8e4428r

CEDAR WEST CORP

P.O. Box5224

Denver, CO &217

(3O3) 294-9ror

How to bakeafiee. Andwhy

he tougher your woodproduct application, the more you rely on the properties of properly seasoned wood-its lighter weight, resistance to decay, improved machinability, enhanced dimensional stability, and uniform acceptance of paints and stains. Chances are, you take these qualities for granted. Vhether you know it or not, drying green lumber to perfection takes some pretty sophisticated cookware, the right recipe, and a gourmet touch

Kilns

a la Carte.

The historical menu of wood-seasoning recipes is quite extensive. The first and simplest method, uncontrolled air drying, proved to be a slow, uneven process-often resulting in excessive waste due to splitting, checking, and warping of the wood.

Early attempts to dry wood with hot air were imaginative, but a bit disappointing. Lumber was placed in a room through which was passed the smoke of a roaring fire. The wood dried quickly, but also checked, warped, and charred. Early lumbermen believed that having plenty of seasoned wood on hand outweighed their losses due to "overcooking."

Oven-like kilns were patented around the time of the Civil Var. These units incorporated vents to discharge the moisture released from the wood, and inlets to allow fresh air to €nter and circulate around the lumber These basic design elements can still be found in todav's forced-air. controlledhumidity dry kilns.

"Parts is pafts." Or are they?

Even with today's automated kilns, seasoning lumber is far from foolproof. As you might expect, there's a slightly different drying "recipe" to accommodate the different moisture characteristics of each wood species. That's the easy part. Because even within a species, no two logs have identical moisture characteristics. And the wood within a single tree will have pockets of greater and lesser moisture.

Each charge of green lumber to be dried is basically unlike any other. It must be analyzed before going into the kiln, and monitored while it is drying. With all these variables to consider, it's no surprise that serving-up an excer lent end result is a matter of knowledge and experience.

P&M's Gourmet Touch. For more than two decades. P&M has soecialized in producing premium Incense Cedar products for commercial applications. And over those years, P&M has been continually upgrading and refining its seasoning process to ensure top on-the-job performance and Certified CedarPro Quality from every unit shipped.

Every kiln load of premium CedarPro lumber is dried to the exact moisture level required for precision machining. A moisture level which guarantees dimensional stability, decay resistance, and years of lasting beauty.

Dig inl

Precise wood seasoning is just one of the many advantages of CedarPro premium siding and decking products. For a complete menu of benefits, contact your CedarPro retailer or distributor Or cdl P&M Cedar Products todav at2091957-6360.

wEfhusrsruoil ABURIIIIIGISSUE.

The fact ls Hoover's PYROGUAflD is the most widely accepted Interior Fire Retardant Treated Wood avaihble.

PYRO-GUABD has many unique advantages not found with other Fire Retardant Treated Wood.

PYRO-GUARD is the ONLY Third Generation Interior Fire Retardant Treated Wood, and PYRO-GUARD is the ONLY Fire Retardant Treated Wood with lumber strength values and plywood span ratings based on long-term tests at elevated temperature and moisture conditions.

PYRO.GUARD

Fire Retardant

Treated Wood is produced only in Hoover's company-owned plants, assuring complete control over pressure treat-

ing and kiln drying after treatment. Other fire retardant formulations are produced by chemicalcompanies and sold to independent licensees for use in their respective treating plants, sometimes with varying results.

PYflO-GUABD formulation is not sold to any licensees. This assures you of the highest quality and consistency in the market.

PYRO-CUARD contains no ammonium phosphates, and is a low hygroscopic and low corrosion Type A fire retardant.

PYRO-GUARD carries the Underwriter's Laboratories stamp and is always kiln dried after treatment.

PYRO.GUARD is the superior choice for Interior Fire Retardant Treated Lumber and Plywood.

HOOVERfor over 30 years, the name to trust in all Treated Wood Products.