Building Products Digest - June 1991

G.tt trg roeldod

Balancing light & heavy can increase pay load

MosJ Jor lotrcd

How to know if leasing or buying is best value

Handllng & storagc

Tips on keeping treated lumber looking its best Spacc menegcment

Computers plan racks, endcaps t2

for best utilization

How to grow safcs ln lawn & gatden products

Cross merchandising, exciting displays in prime location attract buyers' attention & dollars

Home ccnters shouldnT bank roll contractort

Ways to collect from slow pays, keep credit in line

EPA soltens approach to trcaQtng regutattont

Deadline for implementing drip pad changes extended

Rlslng cconomy buoyn splrlts e3 LAT convcnSron

San Antonio location popular with exhibitors, delegates

Pcrsonals

fllcw Producitt

Ncw Llteraturc

Classlfilcd

fettcrs

Obltuarles

Ad lndcx

PU0UE[En David Cutler El|ll|ln Juanita Lovret ISS0C|UE Ellllol David Koenig

Ell|Iong Dwight Curran, Gage McKinney, Ken Thim, wally Lynch InI 0lRECI|ln Martha Emery STIFF tRTlST Ginger Johnson ClnCUUIl0t Tracy Payne

ffiOfUsAs IIourNaMResorc

re the name that naturally comes to mind forCalifomia rcdwood and Dougtas fir.

The Pacific Lumber Comoanv is the world's largest supplier of hig'h grade redwood and Douglas fir products with the broadest line in all grades.

Whatever your needs, there's a good chance we carry it. And you save in delivery costs because we can satisfy your full requirements in one mixed

load hom the mill. Some examples of our line include...

. Kiln-dried bevel sidings, patterns & surfaced stock

Full-sawn, rough, FOHC timbers up to 8x8 in redwood and up to 6x16 in Douglas fir

A complete family of end & edge glued PALCO-Loc products

Redwood rough and surfaced green lumber, 2x4 through 2xlZ,both upper and common grades

The next time you need to place an order for quality lumber, call the "one stop" supplier. Call The Pacific Lumber Company.

We're your Natural Resource.

EDITORIAL

A Rose By Any Other Name. .

llt lll:N'l'll1:-l'rcc l:ltrnr systcnr was stilrtcd Ut 50 !'cllrs irgo, its rtrrr.ttc wlrs cor.tsirlerctl ir positivc stirtcnrcnI ol' thc conccl)t':i l]url)osc. Totlly. s<lnrc grollstcrs lrrc tclling tts thlt's n<l Iongcr tnlc. lt bortlcrs on thc bizarrc that the syslcnr, which hirs contrihutctl so nruch with no apl)irrclrt r.rrir.tuscs, slr<lltltl bc pcrccivcrl by sontc ils il negatlvc.

ln lircus groul)s irtrrl liotr votcr polling, inrlustry tukcrs ol' tltc pLtblic pulse wcrc surprisccl to discovcr rregativc rcsl)onscs to tcrnls previ<lusly considcrccl vcry positivc. As a rcsult, an inlbrnral list ol'Wortls To Losc Ancl Worcls To Ilse was conrpilccl.

Whilc this sort <ll'thing strikcs rlany us silly, thosc whosc busincss it is to cotrttrtr.rnicittc with thc public trcat it vcry scriously. Thc votcs ancl thc attitLrrlcs ol' thc pcoplc und tlrcir lcgislulors necrl to bc won il'this inclustry is to rctain its prcscnt sizc anrl slrllte. ll'cLtphenrisnrs arc what it takcs to tell Our story, wc suggest wc'cl bctter sct on with it.

l osl

I rce I lrrtrt

t)A\il)(t ILt.R

lluikling nlirtcriirl\ l{clirrcstirliott

M ir nirgcd ( tol)

t sl

,,\ 1rrorltrttivc irrrtl heirlthy lirrcst ulrcrc tfcc\ irrc !,r()\rn lo l)ro(lucc

Itrrttbcr lrrrtl pirpcr prorlucts lrtr nrillions ol Pgllplg

|.Lrrlbcr lo brriltl honrcs

I)lirnting lrrrtl gIowirrg lrccs li)r thc lirturc

N trrturetl lrn(l l)r()tcelc(i

Ilclrlthl lircsts

'I irrrbcr clrrplol-ccs Iirrtlcr llrrttilics

I rlrcst ittliltlrgcntcnl NurlLrrilrg thc soil t0 grow ntorc trccs

Ir,f lill uIe !.('ncrirli{}n\

( trtting trccs Itrotltreirtg lLrrlbcr lrntl l)irl)cr l)ro(jucl\ lirr rlilliorts ol llcolllc

\\'iltllilt/llilbitrrt ltrotdctinB lhc crclturc\ uho lirc in ntirnlgcrrcttt ottr litrcsls

HOW TO GET THE BEST DEAL CEDAR SPLIT RAIL: ON RED

The best deal isn't necessarily the one that's the cheapest; it's the one that makes you the most money.

lf you want to have the happiest customers, the fastest turns, lhe nicesl margin, and the besl return on your split rail investment,

Then you need t0 find a mill that is really lussy about its quality, prices fairly, ships 0n time, provides g00d sales supp0rt and guarantees every stick they sell.

ldaho Cedar Sales in Troy, ldaho, is that mill. We are the best deal because we do what it takes to make sure you make the most money.

Call Mike Jacobs 0r Rob Smith today at (20S) 835-2161 and get in on our deal.

& home center markets in l3 Southern states

lf lt's Not UltraWood, lt'sAfl Wet!

UltraWood repels water! lt also repels rot, decay and termite attack. CSlscientists have successfully blended UltraWood's advanced water repellent formula with traditionally effective CCA chemicals. So UltraWood's superior protection penetrates deep to the heart of the wood. Saw it. Plane it. Water beads on every surface!

UltraWood's guaranteed for 5O-years; the lnly walet repellent performance guarantee in the pressure-treated industry.

UltraWood's top quality and attractive appearance lastsl Whether in the retail yard or years after the job, its advanced formula fights weathering, warping, and checking. UltraWood is the real answer t0 tough problems of inventory degrade and customer complaints.

With values like these, plus a 5O-year water repellent guarantee, no wonder independent market research shows customers will pay up t0 2570 more for quality lumber that resists deterioration and needs no costly annual maintenance. And that means significantly improved profit margins for youl Call toll-free 800-421-8661

0r contact your nearest UltraWood manufacturer. Learn why UltraWood won't waterlog your bottom line!

Money sauing tips on truck loading

IIAKING every pound count

lUlwhile following all the safety rules and precautions for loading a truck with materials for job site delivery should be the aim of every dollarwise retail operation.

Weight limits and safety must overrule any impulse to pack on another unit of plywood or lumber. However, there are ways to get more on a truck without exceeding the allowed weight.

The Memphis, Tn., GeorgiaPacific building materials distribution center has figured it out. When they can't add another unit of plywood or lumber, they find room for lightweight products such as fiberglass insulation or foamboard.

"It's a way to add extra dollars to a truck without going over its weight limit," says branch manager Gerald Bennett. "By loading more insulation, for example, we can add $150 to $200 in gross profit to an already loaded truck."

A truck is typically loaded with plywood, lumber and other products in its front and back portions, leaving room in the middle for insulation, foamboard and other light products to create a balanced load, he points out.

His crew is equally creative in finding a way to keep the lightweight rolls of fiberglass insulation in place. Instead of using a tie down or a tarp, they throw a net over the load.

"We bought two large mesh nets to throw over the load," says Fred Huey, warehouse superintendent. "We tie the net down with four-inch rubber straps, which keep the fiberglass secure. The tarpaulins we were using were too dangerous because you had to climb up on the load to put them on."

If the insulation comes shrinkwrapped in units of eight or nine bags, rubber straps are enough to hold it, providing the gauge of the shrinkwrap plastic is strong enough, Huey adds. But the net is used for loose rolls of insulation and other light materials not easily secured

Story at a Glance

How to get $150 to $2fi1 more out of a delivery. waysto load a truck fior safety, weight limits, maximum cargo... using a net with straps to securc lightweight items.

with a normal tie down.

Avoiding damage or breakage of materials on a load is another dollar saver. Plastic or paper wrapped lumber and plywood can normally be secured without damage. Unprotected material should be tied down carefully to prevent breakage or damage with padding to avoid load shifting.

Other loading tips that save money: distributing the load properly to save tire damage and excess wear; avoiding driving on lawns or causing property damage.

Loading Checklist

! Driver supervising loading process.

L--r Material stacked so that it does not interfere with normal operation of vehicle.

l.-r No part of load extending beyond sides of vehicle.

tt Warning signs or flags in place as well as other necessary precautions to prevent danger to trallic or damage to vehicle.

tl Load properly distributed, checked, flagged, tied down or otherwise secured.

I Load distributed so as to avoid damage to tires.

L: Sideboards or stakes, rear gates in place to avoid load shifting.

Lt Full length finished lumber evenly balanced on bottom tier.

t. Random thickness pieces secured with binder.

I Bands, straps or rope binders applied with proper strapping tools.

t--r Pads in place to avoid load shiftlng.

n Unloading and placement at job site to be supervised by customer.

I Reminder to not drive on lawn or private driveway if possible, avoid damage to gates, etc.

To buy or leasethat's the question

I N THE current economic climate, I many dealers are faced with the dilemma of needing to replace or update aging lift trucks without eroding capital.

Buying new equipment will improve efliciency and ultimately increase productivity and profits, but the investment will tie up funds needed for other expenses. However, leasing is one way to conserve capital while still gaining the benel'its of adding new equipment.

A number of new financial options are available. Flexible leasing agreements allow companies to use the latest equipment while conserving cash and obtaining tax benefits.

('ompanies often choose to lease for:

(l) l-easing olTers tax advantages through acceleration of deductions. investment titx credits and asset writedowns.

Ql Leasing conserves capital, eliminating cash outlays.

(3) Leasing may generate replacement of equiPment to nraintain productivity.

(4) Leasing aids lorecasting operational costs.

LEASING OPTIONS WORKSHEET

Situation: Solution: Benefits:

Want to maximize cash tlow May want to upgrade cqurpmenl later.

Looking to purchase, but seeking alternative fi nancing.

Looking to purchase but want low monthly payments.

Seasonal operation creates "feast or famine" cash flow.

Looking to maintain consistent level ol cash flow to cover equipment and maintenance for long-term.

Purchase Option Leasc Low monthly payments. Option available to purchase equipment at pre-designated price, or can changc equipmenl.

$l Buv-out Leasc Provides alternative source of financing. Equipment is bouSht for $l at end of leasc.

Balloon Lease Determined Value Lease Provides lower monthly payment with a hiSher prearranged guaranteed purchase orice at end of lease.

Skip Payment Lease Payments are made during busy season when there is strong cash flow, no payments due during "off-season "

Accelerated Paymcnt kogram Lease

Not looking to own equipmenl. Operating Lease (True rental)

Decreasing payments allow principal balance to be paid faster. Actual operating costs are keot soble.

Expense monthly payments as operating costs. pre-tax expense. Not showing ownership of equip rnent on books.

Source: Hyster Company

It is inrportant lbr businesses to understand the dill'erent types of leases in order to maximize the advantages. llasically there are two types ol' leases: an operating lease and a capital lease.

An operating lease is typically a conventional rental contract. The lessee pays a flat I'ee for the use of the equipment. After the lease expires, the lessee returns the equipment to the lessor.

The capital lease is used by companies wanting to own the equiPment at the end of the financial contract. Unlike a "borrow-to-buy" agreement, which requires a sizable down payment, a capital lease usually has a lump sum payment at the end ol the lease.

The llve most popular types of capital leasing options are: purchase option, $ I buy-out, balloon, skip payment and accelerated payntent.

Story at a Glance

How to rcplace aglng handling equlpment wlthout spending capi&al . . . buy/ lease options benefits of each.

The accompanying chart provides an overview of each type of leasing agreement and how it can help solve specific problems.

Whether a company has one, or 100 pieces of equipment, managers should carel-ully consider whether to buy or lease the next one.

The decision depends upon each individual situation. Although the trend is toward leasing, a company must consult with its accountants and dealer for the right financial plan and equipment. Ultimately, the most successful companies will be the ones that use their capital most effectively.

How to treat treated lumber right

ECAUSE treated lumber is strong and durable, dealers sometimes forget that it needs proper handling and storage to prevent yard loss and customer complaints.

Both treated and untreated wood can have dimensional change. Bending, twisting, bowing and cupping result flrom stresses occurring within wood as it dries down to the moisture level of the environment. Freshly cut lumber contains a high degree of moisture which evaporates ' into the air, shrinking the wood in both width and length.

Even though seasoned before the pressure treating process, lumber as it is impregnated with preservative solution again becomes full of moisture. After processing, treated lumber can be kiln dried (KDAT) to 150/o or 190/o moisture content or treated as green lumber. The grade and quality marks are indicators of its final moisture content.

However, like any lumber, treated lumber is vulnerable to surface stresses caused by changes in moisture content. Stacks of lumber exposed to rain or excessive sun and wind may develop checks, splits and grain raising.

"Although there is no way known to eliminate warping completely, you can minimize it by balancing the drying of your stock," advises Huck DeVenzio, Hickson Corp. "Don't allow your lumber to dry out and make sure all sides dry evenly."

Proper storage can keep pressure treated stock in prime condition. An open, well ventilated shed with pro-

tection from direct sunlight is the best environment for lumber, treated or untreated. Paper wrapped bundles also provide protection against moisture and sunlight.

Dead packs of lumber (banded without stickers) are best kept wrapped or covered out of the sun and wind. If these are allowed to stand unprotected in the yard, the topside will dry out faster than the bottomside, causing problems.

Air is able to circulate around the lumber in shipments separated by stickers. Shielding the top layer firom the sun or turning the top pieces occasionally will even out the drying, DeVenzio advises.

Wood that has been pressure treated with a water repellent as well as a preservative tends to warp less. Because it absorbs and releases moisture at a slower rate than conventional treated wood, the drying proceeds more evenly and warping is less likely to occur.

In humid climates, even lumber under cover can be affected by the growth of mold. While not harmful to the performance of treated wood, the resulting discoloration and odor can make the wood undesirable to customers. The problem can be alleviated by specifying pressure treated wood with a mold inhibitor, an inexpensive additive.

Fire retardant treated plywood and lumber should be stored inside under dry conditions with no exposure to rain, according to Glenn W. Wilson, manager, technical services, Hoover Treated Wood Products, Inc. It is usually shipped with a

waterproof cover which should be kept on as protection against rain until it is under cover at the job site. Tarps also can be used to protect fire retardant treated wood from rain.

Story at a Glance

Why proper handling and storage increases plofits, cuts custo mer complaints... how treated wood, FRTW degrades in sun, rain, wind. .. recommendations fior keeping inventory in top shape.

Pressure treated lumber stacked in the yard or racked in the store needs to be kept neat and orderly. Broken bundles scattered by customers handpicking boards should be tidied regularly. Inventories are best turned quickly with first in first out.

Charts explaining quality marks, preservative retention levels and recommended uses are displayed by many dealers in the treated section. Some add signs identifying the manufacturer and guarantees. Consumer Information Sheets also should be posted as part of the industry's Consumer Awareness Program.

Southern Forest Products Association, P.O. Box 52468, New Orleans, La. 70152, has lumber storage literature and a pressure treated wood poster available to help retailers. Posters and CAP literature are available from the American Wood Preservers Institute, 1945 Old Gallows Rd., Suite 550. Vienna. Va. 22182 -editor.

Photo courtesy of Hickon C

Sell lawn and garden products throughout the store

E 9R MANY home cenrers, rhe f lawn and garden department is off to one side, often outdoors or in an adjacent building. lmpulse sales are low because such setups mean lighter floor traflic. Customers won't

near the front of the store, especially at the start ofgardening season.

Some retailers line up larger outdoor products, such as wheelbarrows, mowers and barbecues, along the front of the building. And

ment is a great place to catch the eye of the female shopper. Include live plants, planters, plant hangers, pails, bins, even potting soil or weed preventers.

Hand and power tools can be displayed in the lawn and garden as well as the tool department. Place outdoor lighting in the electrical section. The plumbing area can also house sprinkler systems, components and accessoriesl drip watering and irrigation kits; garden faucets and valves; garden hose couplings and connectors, and swimming pool accessories and chemicals,

Story at a Glance

Brlng lawn and garden prcducrts out of the nursery to lurc custo merc in... displays, sklewalk sales, cross merchandlslng plant ideas in shoppers' minds.

[&G departments aren't the only place to sell outdoor products.

just pass through the nursery on their way to the hardware section. Those in the nursery are there specifically to buy lawn and garden products.

The trick is to plant the seed of lawn and garden sales when they come in the store for another reason. An excellent starter is an elaborate gardening or outdoor living display

sidewalk or parking lot sales of lawn and garden products are often more convenient to stage due to where and how they are already stocked.

Small objects, including packets of vegetable and flower seeds and even wild bird seed, at the checkout make high margin impulse items.

Cross merchandising leads to addon sales. The housewares depart-

The lumber yard is another selling area for trellises, lattice, gates, landscape timbers and kits for gazebos, outdoor play equipment and picnic and leisure furniture. Position deck stain, brightener and water repellent nearby as well.

More fashion-oriented items make for eye-catching displays at the end of any aisle. Merchandise mailboxes. weathervanes. bird houses and feeders, flags and flag poles, and lawn ornaments throughout the store. And a hanging plant fits in about anywhere.

llr lTH the current money

UU crunch, many suppliers have become involuntary lenders to builder and remodeler customers.

Credit experts warn that with fewer jobs to bid and more competitive pricing, builders accustomed to working on "the float" will stop paying and go out of business. In addition, they caution dealers to be prepared for good customers becoming slow pays. Excuses for not paying on time will include delayed invoices, missing paperwork and a client who has not paid for work done.

Establishing an effective accounts receivable strategy is important, they point out. Credit limits and collection policies must be predetermined. Salespeople must share the responsibility for collections and credit problems.

"Motivate the sales force to screen potential customers carefully," suggests a tough credit manager. "Charging back their commissions on uncollectible accounts is an excellent incentive."

Credit applications should be received from all new customers. With trade references, net worth, financial condition and history, credit managers can better judge the applicant and establish suitable credit boundaries.

Effective credit practices include refusing to ship to past due accounts until they make arrangements with the credit department to pay the past due balance.

"Although we don't place limits on our accounts," a credit manager said, "we hold orders until arrangements for payment are made, even if they are as little as one day past due. This gets a customer into the paying habit."

Flagging accounts when they are within 100/o of their credit limit and reviewing them every day helps some credit oflices stay on top of receivables. Notes and a personal guarantee from an oflicer in the company is an acceptable payment solution for some dealers. Finance charges also may be charged on overdue accounts, but they must comply with state laws.

Never accept a post dated check is the recommendation of a seasoned credit pro, "What we do is take a deposit check and hold it until a date agreed upon between us and the customer, never longer than one week. That way we have a check in hand, not one in the mail."

Loans to customers shouldn't be part of your business

A small dealer requires contractors building on spec to pay for materials each week instead of monthly. "Contractors want us to wait until they sell the house before they pay us," he said in explaining this recession fighting measure.

Personal contact is recommended by a credit manager with a fine tuned system that works well in both good and bad times. "We believe that it's not a sale until it's paid for," he explains. "We bring our sales people into the collection process more than ever in times like these, giving them responsibility for collecting overdue accounts."

Story at a Glance

Crcdit expeils sharc collection tigs, advice on managing accounts rcceivable. .vYays to rccognia dor pays and get money fiom past due accounts.

Know the basics about small claims court laws is suggested by several credit managers. Many states, such as California, have increased the limits, making the court a good credit tool for retailers. Using credit association services and benefits such as seminars are additional recommendations for negotiating settlements and getting paid.

One dealer maintains a high collection rate by getting to know the customers. His credit manager goes into the field to build rapport. Since his business card has no title, he is perceived as a company representative, not a credit cop. "Friendly relations keep the communication line open and help in collections," he stresses.

Telephones can be a credit manager's primary access to collecting overdue accounts. The following

suggestions from the Building Industry Credit Association make the process easier and more successful.

Call when the time is right, like the day the bill is past due, to let them know payment is expected. For an established customer, wait until you see a trend. If payments run late two months in a row, call them.

Call late in the morning when people are usually in and relaxed with a feeling for what they need to accomplish that day. Avoid calling on Friday, especially after lunch, when they're not likely to be alert or receptive to a collection call.

Talk with the right person. If you are dealing with an established customer, maintain contact with just one person who is helpful and reliable. For a new account, ask for the person who signed the credit application. If the invoice is seriously past due, ask to speak with the person responsible for approving the company's checks. Keep a record ofyour calls noting the promises made. This helps follow-up and allows coworkers to handle any situation in your absence.

Prepare a list of questions to ask, keep it in front ofyou and get a satisfactory answer for each. For example, is your company experiencing any financial difliculty? Why are your payments slow? Are you expecting a boost to your cash flow in the near future?

Establish good relations with those you call by being courteous and treating them as if they willact in good faith and pay on time. Do what you can to help, such as sending invoices on a different schedule or setting up a payment schedule if they can't pay in full.

Listen for clues to their sincerity. Do they answer too quickly, too slowly, try to get off the phone fast, stall you? Ask for explicit follow through, such as a check in a specified number of days. Record their promises for future action.

Fl LANOGRAMS. While there's F no question that they are invaluable in merchandising retail space, the mere mention of the word can make the most seasoned merchandiser cringe.

Not only are planograms timeconsuming to prepare by hand, but as any store planner knows, the picture is only the beginning. The real challenge of planograms is in measuring and maximizing their results.

Yet there is a solution that has proven to be popular in hardware and home centers. lt's called computerized space management and performs such key functions as automatically creating planograms optimized on the user's financial goals, to managing store inventory and more.

Computerized space management began in 1974, when a mini-computer software program was developed for the food industry. The proliferation of personal computers in the early '80s led to the development of space management programs as they are today. Although the technology became more accessible, it was expensive. Systems typically started at $35,000.

New systems were developed to address a range of merchandising needs and budgets, including planogram services for companies who use planograms on an infrequent basis. In 1988 Handy Andy became the first home center to jump on board. Today, home centers using space management include Builders Emporium, Builders Square, Lowe's and Wickes Lumber.

The programs are not just for retailers. Space management is used by more than 60 manufacturers and distributors in the hardware and home center industries, including Cotter & Co., Liberty Distributors, Sentry Hardware, Stanley, National Manufacturing, Masco, Leviton and Moen/Chicago Specialty. The number of users is expected to continue to multiply.

Although space management is often thought of as computerized planogramming, it is a powerful tool that does much more than create pretty pictures. Space management works by using product performance data to determine the optimal placement and stocking quantities needed on the fixture in order to achieve the user's financial goals. A paper

Planogram is no longer a dirty word

G|ltilPuTEn generated planogram lor Kwikset locksels results in endcao shown below. More and more manufacturers are using space management t0 create customized planograms for their customers.

planogram is generated, the section is reset, and evaluation ofthe section performance begins again.

Manufacturers, retailers and distributors all use computerized space management, yet each uses it differently. Retailers use space management to create "what if"' retail scenarios on screen. This allows them to immediately see the impact of their merchandising decisions to the bottom line. Space management can help them create more profitable product mixes, reduce out of stocks and decrease inventory costs.

One retail chain, for example, credits its system with reducing inventory costs by 53%, largely through analysis of movement, days of supply and fixturing. Most space management systems have the ability to read point of sale (POS) data, which provides retailers with an ongoing analysis of product movement. Stores can be reset quickly based on what is making money and what is not. Space management also allows store plannners to efficiently develop customized planograms on a regional or even store-specific basis. There are other not-so-obvious benefits, including more accurate

store displays, fewer store personnel required to set the shelves as a result of precise set-up planograms, and increased productivity of the store planning/merchandising departments.

Another benefit of space management is that it often leads to more attractive displays. Program accessories create planograms with digitized product images. Not only do these computer-generated planograms increase in-store accuracy and productivity, but they also help eliminate aesthetic surprises.

Builders Emporium uses space management to generate planograms for its 105 home centers. The Irvine.

Story at a Glance

Computerized space management changes the way retailers allot space to products, stock shelves and create displays. as much as 539/o savings in inventory costs rcported systems and services for all budgets.

Ca.,-based retailer uses a space management system to generate a few "generic" planograms for each product category, based on the store fixturing and traffic pattern. Every 90 days point of sale data is downloaded from the mainframe computers and imported into the program. Reports are generated, comparing actual sales with the buyers' original estimates, on an overall, regional and store-specific basis. SKUs are added or deleted, resulting in a product mix that is optimal for that geographic location.

Builders Emporium and other users say that space management is clearly an idea whose time has come. And the numbers back them up. The number of companies using programs has more than doubled annually since 1988. This trend is expected to continue through the decade, particularly as the fluctuating economy forces companies to take a hard look at their operations and, ultimately, at new solutions to optimize the retail space.

Lynne Fancher, MarketWare Corp., developer of Pegman space management system, provided the information for this article -editor.

NtrWS rctrs h BR

84 Lumber opened a new yard in Salem, Va., one of 30 planned for this year. . . Foxworth-Galbraith Lumber Co., Winnsboro, Tx., added a garden center

Willtams Lumber Co., Jacksonville, N.C., was renamed Square One Lumber by parent East Hardwood Co., /rc., Beaufort, N.C., which also owns Sql'rits Building Supply, Beaufort ... Home fupot pfans stores for First Colony Commons Center, Houston, Tx., and Brentwood, Tn. . ..

Employees at Scoily's, Sanford, Fl., will share in a $25,000 award from the co. for reducing inventory shrinkage. Jensen Beach, Fl., Home Depot employees were named Blood Donor Group of the Month by the Palm Beach Blood Bank.

Builders Emporium is test marketing kitchen cabinets in its four El Paso, Tx., stores . Hecb rhger stores are equipping shopping carts with child safety strap devices. .

Pelican Compnies, /nc., Conway, S.C., and Columbia Lumber, Columbia, S.C., received recognition awards from Dataline. Goldsboro Builders Supply Co., Goldsboro, N.C., afliliated with Lumberman's Mercha ndisi ng Corp

The Pary Co. hosted its sixth annual safe driving rodeo at Piney Flats, Tn., corporate facilities. . Sutherland's, Wichita Falls, Tx., and Malone Lumber Do-lt-YourseU, Greenville, Ky., had $2,500 winners in the Ames Garden Spree Sweepstakes

Lowe's opened a new store in North Wilkesboro, N.C.; began construction on relocation sites in Lumberton and Morganton, N.C.; completed remodeling an Aiken, S.C., unit; remerchandised a Galax, Va., storel filed application for a store in Pineville, N.C., and shopped for a site in West Columbia, S.C....

Leeds Building Products. Inc., Atfanta, Ga., had Enterprlse Computer Systems, Greenville, S.C., install turnkey computer systems in 32 Southeast locations.

Domtar Decorative Panels is closing its Olive Branch, Ms., operation, moving production to its upgraded Norcross, Ga., plant. . Hood Industries closed its Coushatta, La., mill . .

Crest Industries broke ground for an expanded Hq. in Miami, Fl. . Southwestern Dedicated Services opened operations in Villa Rica, Ga., across the street from the Lowe's DC for which they haul. . Woodtech Inc., a Japanese company, opened a plant in Falls Mills, Va. ..

Diamond Hill P[ywood, Darlington, S.C., is developing new corporate graphics . . . Mid Continent, div. of Norcrafi Companies, has been split into MidContinent Cabinetry and Norcra.ft Cabinetry.

General Hardware Co.. Greensboro, N.C., acquired by its Greensbsro management and the Genevo C.orp., has been renamed Odel Hardware Co.. the Jacksonviile,' F{., 'General Hardware DCclosed...

Coaer lL Ca is offcring its 8,000 membors computerized Pegman planograms,,. Sentry Hordwore Corp, is inetalling the tnme system to help dealers with space management. .

Anniversariesz Gulf State Lumber Co. Tyler, Tx., 63rd;, Mlller Equlpment Co., Richmond, Va., 20th: Faennrtlt -Galbraltlt, Winnsboro, Tx., 43rd ..

The Nattonal Assoclation o!'tlrc Remodeling Industry has a new address: 4301 N. Fairfax Dr.. Suite 310, Arlington, Va.22203 . , . National Housewares Manu-,. .lacturerc Association has relocated to 6400 Shafer Court, Suite 650, Rosemont, Il. 60018 ... Kitchen Ca binet Ma n qfa ctu re rs A ssociat ion moved to 1899 Preston White Dr., Reston, Ya.22091

Lee Roy Jordan Redwood Lumber Co. opened a 50,000 sq. ft. distribution center on 9 acres in Houston, Tx., mgr. Tony Hare; the Austin, Tx., facility has been phased out. . . Noranda For€st Sa/es moved from Atlanta to Roswell, Ga....

Boise Cascadesold 641 acres of Black River property near Burgaw, N.C., to the North Carolina Chapter of the Nature Conservan: cy for $191,000; the land has bald cypress dated at over 1,600 years old.

Mobile and manufactured housing production in 1990 was the lowest in 26 years at 188,197 units.

Housing starts bumped up 6.20/o in April (latest figs.) to an annually adjusted rate of 957,000, pushed by a 5.70/o single family increase and an 8.5% jump in multifamily starts. permits fell 30/o southern starts edged up 0.80/o starts for the first four months of the year were 3lo/o below the same 1990 peiiod.

Treating Industry Awaits EPA Compliance Extension

Following negotiations between the EPA and the American Wood Preservers Institute, the treating industry was awaiting Federal Register publication of a formal stay of June l99l compliance requirements as Building Products D/ges/ went to press.

Following the formal stay notification, a Federal Register notice proposing to modify the rule will be printed on or about July l. After a 30 day comment period, a final rule is due to appear in the Federal Register by mid-October.

Softening of the regulations reportedly includes postponing Subpart W compliance dates for new and existing drip pads; removing the F032 listing for waste of past chlorphenolic users; and eliminating requirements for an impermeable coating for drip pads designed or built after Dec. 6, 1990, providing the pad is constructed with a suitable liner and leak detection system.

Both AWPI and EPA agree that facilities not intending to comply

ought to close sooner rather than later, an AWPI spokesperson said. Therefore, extension will be predicated on written notice of intent by August 1991 followed by substantive proof such as financing arrangements by November 1991. Existing pads will likely have to be in compliance by February 1992; new pads built and certified by May 1992. Those unable to meet this time frame, but intent on complying, will probably be able to work out arrangements with state authorities.

In response to the AWPI position that Subpart W drip pad requirements are redundant, EPA apparently has agreed to two options: coating an existing pad plus an annual certification or retrofitting with a liner and leak detection system.

It appears that the EPA will clarify de minimis (lowest level) drippage and allow wood preserving wastes to be labeled according to current preservative usage. The process water/wastewater issue seems to be the only issue not resolved.

60O Hang Up On Phone Gos.

A barrage of letters, phone calls and cancellations from outraged wood products companies is striking two major long distance carriers which recently began largescale promotions benefitting preservationist organizations.

The MCI and U.S. Sprint programs donate a percentage of a customer's bills to his choice from a set list of environmental groups such as the Sierra Club Legal Defense Fund.

(See May 1991, p. 32)

MCI has received more than 600 letters of protest from the hardwood industry alone, said the National Hardwood Lumber Association. A point of contention is no forestry organizations are among the beneficiaries.

But MCI began meeting with the NHLA May 3l to consider including such multiple use, sustained yield groups. Reportedly, the American Forest Foundation is slated to receive a $25,000 donation, unconfirmed by the foundation.

Sprint refuses to alter its list of recipients due to the amount of money tied up in its ad program.

ANTHONY WOOD TREATING, INC,

CALENDAR

JUNE

Soulhern l'oresl Producls AssocirtionJune 6-ll, I:xpo '91. Ncw Orleans ('onvcntion (-cnter. Ncw Orlcans, La.

Nutional Hrrdwood l,umher AssocirlionJune lll, supcrvision sentintr: .lune I l-12. credit & collcctions scnrinar, Mcnrphis. Tn.

! Part of ttrc Arrthorry Trrrrtrerlancls farnrly of wood products related concerns, provrcJrng technical expertise rr all aspects of produclror), engrr)eerrng and rrrarketrng. as wcll as a rehable source of high quality wood products.

I Providing a wide variety of treated products: 4/4 boards, radius edged decking, fencing, siding, landscapes and other large and small timbers; as well as special orders, TSO and ULTRAWOOD.@

! Featurrng an 84 ft. double-doored Woodtec@ treating cylinder provrding treating capacity of 100 millron bd. ft./year.

! Over 7 million bd ft of dry storage space allowrng substantral inventory.

n Trcatlng donc rrr conrplrancc wrth .rll st.rtc and federal EPA guidelines rn accordance with AWPA standards under the suoervisiorl of SPIB.

! Experienced and helpful sales staff headed by James Hendnx and Tim Plunkett.

! Conveniently located on bottr the interstate hrghway system (l-30) and a Union Pacific Railroad siding.

Anthony Wood Treating, Inc.

P.O. Box 585, Hope, Ar. 71801

f sof I 777-8e7r

FAX 501-777-4732

James Hendrix, Sales Manager

Soulherslern l,umber Manufaclurers Association - June l7-21. hardwood lunrber grading short course, Ranlada lnn, llickory, N.C.

Crrolinas-Tennes\ee Building Materirl Association - June 2lf-23, sunrnrcr conl'erence, Ponte Vcdra lnn & Club, Ponte Vedra. l:1.

Florida l.unrber & Building Malerial Dealers Association.f une 2ll-23, sunlnlcr conl'ercncc, lnnisbrook Rcsort, Tarpon Springs, 1:1.

Sociely of Wood Science & Technology.f une 23, annual nreeting, lntercontinental Hotel, New Orleans, La.

Foresl Products Research SocietyJune 23-26, annual meeting, lntercontinental Hotel, New Orleans, La.

Soulhern Pressure Treaters AssociationJune 23-26, sunrnrer meeting, King & Prince lleach Resort, St. Sintons lsland. (ia.

ServislarJune 24-25, nrarket, Marriott World ('enter, Orlando. Irl.

Houslon Hoo-Hoo ClubJune 28, initiation meeting, Allen Park Inn, Houston, Tx.

l,ong-l,ewis Hardware Co.June 29-30, market, Jell'erson ('ivic ('enter, llirminghant, Al.

JULY

House Hasson Hardware Co. - July l2-13, summer market, Gatlinburg Convention Center, Gatlinburg, Tn.

National Hardwood Lumber Association - July 15-16, planer operations & machining techniques seminar, NHLA Educational Bldg., Memphis, Tn.

Kentucky Lumber & Building Material Dealers Association - July 17, summer outing/golf tournamentt July lE, summer board meeting, Marriott Hotel, Lexington, Ky.

Louisiana Building Material Dealers Association - July l7-20, summer meeting, Destin, Fl.

National Retail Hardware Association - July 2l-25, annual convention, Marriott Copley Place, Boston, Ma.

Lumbermen's Club of Memphis - July 25, Iuncheon meeting, Racquet Club, Memphis, Tn.

Carolinas-Tennessee Building Material Association - July 25-2E, Young Management Conference, Kiawah lsland, S.C.

Houston Hoo-Hoo Club - July 26, election meeting, Allen Park Inn. Houston, Tx.

Mississippi Building Material Dealers Association - July 26-27, mid-year board meeting, River Park Hotel, Natchez, Ms.

Oklahoma Lumbermen's Association - July 26-2E, annual family weekend outing, Western Hills Resort, Fort Gibson Reservoir, Ok.

Orgill Bros. & Co. - July 26-28, market, Nashville Convention Center, Nashville, Tn.

International Lawn, Garden & Power Equipment ExpoJuly 28-30, Kentucky Fair & Exposition Center, Louisville, Ky.

SOUTHERN ASSOCIATION

which does an excellentjob ofconveying the message about renewable resources and the importance of managed forests, according to Gayle Passman, was produced by the Michigan dealers association.

Members are being encouraged to use the video as part of their advertising portfolio. The cost is $150 for two personalized tapes, a 1/2" tor use in store promotions and public relations and a 3/4" for use by local tv stations in the store's market area.

Ordering information is available from the LBMDA ofllce

Carolinas-Tennessee Building Material Association will hold a membership conference, June 20-23 at Ponte Vedre, Fl.

The association's Young Management ldea Exchange will take place July 25-28 at Kiawah Island, S.C.

PRESI0El{I'S plaque was presented to lll Louisiana Building Material Dealers Association outgoing president Dudley Webre (right) by incoming president George Kellett as Brenda Webre applauds. [2] Bonnie & George Kellett. l3l Fred Mills, Frank Fazzio, George Chauvin. l4l Don Bertrand, David Alvis, Ken Johnson, Steve Buller.

Nop Aaailqble so TAPER.S

AFFORDABLE

Louisiana Building Material Dealers Association is offering members a video on the timber crisis and the industry's role in society suitable f,or personalizing with a company name and address at the end.

The prolessionally produced tape,

Florida Lumber & Building Material Dealers Association has three roundtable discussions scheduled for the summer conference, June 20-23 at Innisbrook Resort.

Senator Fred Dudley, Senate judiciary committee, will lead sessions concerning bankruptcy laws and proposed

(Please turn to page 37)

Made from the highest quality southern pine timber, preservative treated taper-sawn shakes are more affordable than cedar shakes and shingles. Greater uniformig means installation requires less time, lowering labor costs. Waste is less than 57". And taper-sawn shakes can be installed directly over existing shingles, eliminating costly, messy removal and disposal of the old roof.

ENERGY EFFICIENT

The extraordinary beauty of wood matched with the energy saving insulative value of SYP can reduce attic temperature 20 degrees during the summer. SYP R-values are 300% better than asphalt shingles, 400% above built-up rooftng.

DURABLE

Service life is 35-50 years for treated pine taper-sawn shakes; 8-15 years for western red cedar shingles. Treated pine shakes can carry a 30 year warranty against insects and decay. Cedar rooffng offers no warranty.

Infteyearz}gzd o fugsaroundthcol

Our clients tell us we do things right When they order from Willamette, they don't have to worry about late deliveries, poor quality, or any of the other problems they've experienced with the competition.

That's because our salespeople are more than just order takers. At least once a week, theyvisit the mill in person. Check on orders. And gain

tillbe

tition.

first-hand knowledge about what they can and can't promise.

Of course, having more than a million acres of forest helps ensure a reliable source of supply. And because we replant more than 16.7 million fees annually as part of our forest management practices, ifs a supply that will remain reliable.

So whether it s next year, or into the next cenfury, Willamette will continue running rings around the competition.

OlflJlrol%t:,nc

l.umber & Plywood Division

Western Sales Office Albany, OR (503) 92G7771

Southern Sales Office Ruston,IA (318) 25ffi258

Atlantic Sales Office Rock Hill, SC (803) 32&3844

of.rr - ElE.

C0W80Y HATS and all (ll Bill Poole, James Pawlik. l2l Ray Morgan, Joe McGraw, Lee Roy Jordan, Steve Day, Tony Delfatti [31 Betty Evans, Byron Potter t4l Frances Sanchez, Gary McCoy. l5l Fich Viola, Michael Dam (61 Frank Weidman, Ron Middleton, Karl Akers. 17l Ed Walker, Tom Clayton, Robert Farmer, Victor Viorde, John Son-

Tnamaker, Stephanie Wells, Mark Niewerth, Chris Kurek, Jim White. [8] Bobbi Schiel, John Bennett. Kerry Kennedy. Bill Barlow [91 Pam & Joe Jaramrllo [10) [rancrs Jones, Gene Longholer, Cary Kaulman llll Jane Gaiennie, Linda & Jim Elder Il2l Tom Lynn, Don Whittier, Mike Graham, Kathy Sanders, Bob Edwards, Damon Walton, Keith Wolfe

Bruce Agness, John

Eddie

Phil Sanders {l4l Bud Prey, Ron Schrock, Al Cron. [15] Ricky Escalante, Gunnar Brinck, Fernando Centen0 [l6l Clifford Preddv. Ron Hilliard Il 7] Jelf Parnell, Bob Guthrie ll 8] Darryl Motley, Esther Sorola, Cal Johnson, Linda & Bill Burk

LAT convention back home in San Antonio, Tx.

ll ANY MORI'- snriles graced the lUl laces of' clealcrs and exhibitors alike as the Lunrber Association of Texas stagecl its l0-5th annual convention amiclst a stcaclily inrproving econonry in the Lone Star State.

"Business is definitcly betternot great. nrind you. but firr aheacl of' where it was one or esr.lcciallv two

years ago," noted one Tcxas dealer. sunrming up the consensus. Wholesalers and clistributors voicccl sinrilar sentinrents.

After last year's thinly attenclecl convention in Corpus Christi. this year's return to popular San Antonio was well received. LAT execLrtive v.p. Ilarbara Douglas said the nrove

was "Dermanent" anci that San .\ntonio uould be the eonvention site fbr the foreseeable f uture.

Lunrbernran of' the Year honors wcnt to Ike E.pstein, the dynantic Lareclo. Tx.. lunrberman known to his rctail custonrers as "Dr. Ike." the man who can repair anything out of'his three block long store. A sec-

Il 3l

Woll,

Slaflord,

FAMIIY FUtl at LAT's expo: lll Chris Coplan, T.R. Eingham, Mark Coplan, Karisa Coplan (f ront), Virginia Bingham, Mike & Karen Coplan. (21 Charlie Horton, Harris Kimbell. l3l Melvin Allen, George Vaughan. [4] Chrissy & Tom Hanover. l5l Patrick Mc0ablin, Steve Rountree, Pat Simpson. 16l Bill Welton, Janet Matatall. l7l Ken Johnson, Tammie & Craig

ond generation in the business, Epstein has noted his parents got started peddling lumber from a horse drawn cart.

Jeff Chapman, executive vice president of Woodson Lumber, Caldwell, was elected president of the LAT. Dick Ledermann is lst v.p.. Parker Beebe, 2nd v.p.; Lonnie Goolsby, sec.l Dan Guerra, treas., and Melvin Faircloth, sgt. at arms. Robert L. Harrison was awarded the LAT associate member representative of the year honors.

In the exhibit hall at the conven-

Blakemore. [8] Robert Leisner, Hal Winfrev. l9l Maydale & Larry Foust. ll 0l Gayle Tipton, Debbie Wenzel. {lll Sam Curry, Joe Cornett, Carl McConnell, Jack Moran. Il2l Finn Hurley, George Schmidbauer, Art Patterson. ll3l David Ford, Beryl

Story at a Glance

Better business brings smiles

.lke Epstein named Man of the Year. . Jetf Chapman new prcs. ident. more vendors at this year's show, which was cutfrom thrce to two days. '92 expo: April3GMay 2

tion nearly 250 vendors displayed wares and services, more than had exhibited last year. Of a total convention attendance of just over 2025, about 1200 were exhibitors, about 600 dealers and spouses, with the remainder falling into that old favorite category: other. Show sales were nearly $l million.

An overwhelmingly popular format change this year was reducing the number of exhibit days from

(Please turn to page 32)

Pippen, Randy Marquardt. (l4f Del Westmoreland, James Minton, Joe Gregory. Il5l Eddie Strawn, Julie

Davis, Jim Powell. ll6l Dottie Klotz, Wayne Tramel, Pam Mitchell. llTl E. J. Langley, Eddie Strawn, Ken Wicker, Kerlin Drake. llSl John Jampo, Paul Euchanan. ll9l Dickie Coleman, Jimmy Pate. l20l Dick Jackson, Ken Laughlin. 12ll Scott Stanford.

PERS NALS

Clndy Allene Woolrrd, Lowe's, Washington, N.C., wed Steven Keith Grlffin March 24, 1991.

Chrrles Sprulll, Weyerhaeuser, Plymouth, N.C., was recognized at the firm's annual significant contributions awards banquet, along with Tom Kowrlskl, Lrrry Boren, Elmer Overton, Ken Grlffln, Grry Sherwood, Crrroll Newbern, Drle Redmrn, Carney Best, Jesse Frucrtte and Lonnle Stokesberry.

Williem Dan Branch Jr., senior design analyst, Home Depot, Atlanta, Ga., is engaged to marry Claire Ellzrbeth Lrssetter June 8, 1991.

Rollle A. Huffstetler III, Lowe's, West Columbia, S.C., was named southeast region Store Manager of the Year. New mgrs.: Prtricia Jane Massey, Henderson, N.C.; Irvine K. Stiles, Manassas, Va.: Alvin Bullis. Greenville, Tn., and Frank D. McElvenn, La Crange, Ga.

Crrlton Absher has been promoted to senior corporate accountant al Lowe's Cos., North Wilkesboro. N.C. Lrwrencr B. Ralney, Drnlel K. Kuebler, Srndra L. Redmrn and Jerome K. Chadwlck are new mgrs.corporate credit.

Peggy Atchley, Stottlemyer & Shoemaker Lumber Co., Sarasota, Fl., is the new pres. ol'the Dataline Southern Users Group, replacing Anne Steele, Pelican Cos., Conway, S.C. New v.p. is Mary Jo McVey, Gulf Streanr Lumber Co., Boynton Beach, Fl.; sec. Ann Bell, Raymond Building Supply, Fort Myers, Fl.i treas. Joan Griffin, Harbin Lumber, Lavonia, Ca., and state rep chairman Ron Lovell, Construction Components, Inc., Tampa, Fl.

Charles l,amping has joined Burgin Lumber Co., Ltd., Cuthbert, Ca., as mill sales mgr., according to pres. Robert F. Burgin Ill.

Tlm Crrrler is now co-mgr. of 84 Lumber Co., Kingsport, Va.

Bobby Crowe has been pronroted to outside contractor salesman al Lowe's, Richmond, Ky. New store nrg,rs.: Alrn 1.. Hlgdon, llartlett, Tn.l Chrrles D. Magee, Tupelo, Ms., and Roger 1,. Duncrn, Pulaski, Va.

Michael Chrrles is now mgr. of regulatory aflairs for the American Wood Preservers lnstitule, Vienna, Va., reports Victor E,. Llndenheim, who has rcplaced John Hall as pres.

Prt Picou, Picou Builders Supply Co., Gonzales, La., is recuperaling at home lollowing back surgery.

Clifford J. Grum, pres. and c.e.o., Tenrple-lnland Inc., Diboll, Tx.. has been elected to the additional position of chairman of the board, succeeding Arthur Temple.

Dwight Harrigan, exec. v.p., Scotch Lumber Co., Fulton, Al., and pres., llarrigan Lumber Co., Monroeville, Al., and his family contributed

$300,000 to Mobile College ro construcl on campus the Dwight Harrigan Forest Research Learning Center, set to open next spring.

Arthur Marks, exec. v.p. and gen. mgr., Jackson Wholesale Building Supply Co., Jackson, Ms., has been elected to the National Sash & Door Jobbers Association board of directors.

Les Gasperson has been promoted to gen. mgr. at Great Southern Wood Preserving, Bushnell, Fl.

Jim Olmedo has joined Weyerhaeuser, Hot Springs, Ar., as v.p.-sales & mktg. for southern lumber and plywood.

Sherman Leibow is now director ol communications and meetings for the North American Wholesale Lumber Association.

Greg Payne is new to Wholesale Wood Products, Birmingham, Al.

James W. Suttle, Parks Brothers Hardware & Lumber, Okemah, Ok., recently completed the Mid-America Lumbermens Association basic construction and material estimating course, along with Kathy and Jim Coger, Huntsville Lumber Co., Huntsville. Ar.: Ted Allen and Randy O'Kelley, Yeager True Value Hardware, Van Buren, Ar., and Jerry Greene, Wilson Baker and Alan Vandiver, CBM Building Materials, Bella Vista, Ar.

Darrell Chambers, Sentry Home Mart, Greensboro, N.C., will be a panelist at the National Retail Hardware Association convention July 2l-25 in Boston, Ma.

Dr. David Shelton, v.p.-store operations, Lowe's Cos., North Wilkesboro, N.C., addressed Campbell University's Adam Smith Free Enterprise Club on customer readiness.

Ed Keels is new to sales at Klumb Forest Products, Gulfport, Ms., servicing Louisiana, reports ngr. Pat Ryan.

Wayne Schwerin has been pronroted to sales nrgr. of Willamette Industries' MDF plant in Malvern, Ar.

Olen Dalton has joined Rodgers Lumber & Supply Co., Hot Springs, Ar., as an estimator and outside salesman.

Rob Wilburn is now co-mgr. of 84 Lumber Co.. Pineville. N.C.

Ben Davis, Hasson-Bryan Hardware, Morristown, Tn., participated in the city's recent Keep America Beautiful cleanup day.

Jerry W. Bentley has been named store mgr. of Lowe's, Wise, Va. Raymond K. Goodman is now nrgr. in Lake Charles, La. At North Wilkesboro, N.C., Hq., Mae Kemp is director of corporate research, and Gary E. Wyatt, senior nrktg. research analyst.

Ken Allen, Greensboro, N.C., and Geary Sharber, Nashville, Tn., were silver trophy sales winners at Diamond Hill Plywood, Darlington, S.C. Best perfornrance awards went to Mike Wroton, Chesapeake, Va.t Jay Kennedy and Jim Hendricks, Knox. ville, Tn.; Darrell Stein and Marion Davis, Greenville, S.C.; Jim Dedman, Richnrond. Va.l Jim Belk and Tom Rhyne, Charlotte, N.C.; Bill Steele, Jacksonville, Fl., and Ken Street and Jimmy Rogers, Darlington, S.C.

Charlie Rogers has been promoted to mgr. of PrimeSource/Sequoia Supply's Jackson, Ms., distribution center.

Don MacMaster, v.p.-sales & trading, Plywood Panels, Inc., New Orleans, La., has been elected pres. of the International Hardwood Products Association, Alexandria, Va.

Doug Deforest is now handling sales and purchasing for exports at Conex Forest Products, Greensboro, N.C.

Dwight Brewer is the new sales mgr. at Northcutt Woodworks, L.P., Crockett, Tx.

John J. Purcell Jr., J.S. Purcell Lumber, Louisa, Va., has been named Business Person of the Year by the Louisa County Chanrber of Commerce.

J. Carter Fox, pres. and ceo, Chesapeake Corp., Chesapeake, Va., is the new chairnran of the American Forest Council executive board.

Robert A. "Allen" Franklin is the new mgr. at Lowe's, Jackson, Tn. Jerome "Kelley" Chadwick has been named corporate credit nrgr.; Robert E. Jones, new nrgr., New Bern, N.C. and Ronnie D. Hill, new mgr.! Kinston, N.C.

Kay Sedeeya has been assigned to head up the new Mexican products group at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

ADVERTISING DEADLINE: JUNE 15

Roofed Rackr

NEW

and selected soles ofds

Bendable Borders

Arch Deco trim from Flex Moulding turns any arch window or walkway into a work of art. Made from a strong, flexible polymer, the trim can be nailed, drilled, cut, glued, painted, stained or antiqued in the same manner as wood.

Reroofer

Shingle Reroof sealant from Master's Choice reportedly provides a new ultra-violet barrier, guarding against aging, curling and becoming brittle.

A single application of the nontoxic fluid dries to form an elastic, rubber-like surface which weatherproofs, waterproofs and beautifi es.

Each shingle is sealed for additional insulation value and maximum protection against leaks, hail damage, wind lift and ice back-up.

Energy Saving Skyllght

The new SunDancer roof window from Benjamin Obdyke features Low-E glass and a dual flashing system to prevent leakage.

Polyvinyl Windows

Summit polyvinyl windows and patio doors designed for new construction, remodeling and replacement applications have been introduced by Wenco Windows.

The weather resistant polyvinyl is said not to fade, deteriorate, rot, peel, warp or require painting. Colors are white and beige.

Cantilever racks with roof structures to protect inventory stored outdoors from the elements have been introduced by Steel King Industries. The roof is supported by special brackets which attach to the cantilever rack. Configurations can be in

Available in both operating and stationary models in a wide variety of sizes, it comes fully assembled with internal mounting straps. It can be installed on roof pitches over 3/12.

The line includes sliding windows, single hung windows, custom and picture windows, casement and awning windows, and sliding patio doors. Frames and meeting rails are hollow construction with multiple chambers for maximum strength and energy efficiency. Frame and sash corners are mitered and fusionwelded. Air infiltration is minimized by Q-lon weatherstripping.

Double pane insulating glass is standard.

single rows or in multiple rows, creating a rack-supported building with interior storage and drive-in loading and unloading capability.

To comply with local building codes, racks are computer designed to withstand snow and wind loads.

Sunlight Scope

The Sunlight Pipe, an energy-free source of illumination during the day, is now available from LGM & Associates.

Extending from above the roof down to the ceiling, the hollow aluminum pipe is lined with a superreflective 3M film, capped with a clear dome and sealed at the ceiling with a white light-diffusing dome. Daylight reflects its way down the pipe, causing the white dome to glow.

It is said to provide more diffused light than a conventional skylight without the heat or sun-bleaching effect caused by direct sun rays.

Maintenance Free Lattice

Durable pvc lattice from Burton Woodworks is ideal for outdoor use, especially in high humidity or coastal areas where the life expectancy of traditional wood lattice is short.

process, a complete bill of materials will be generated, including detailed line item lumber components and all hardware, pricing by line item or grand total, "for owner-by-owner" permit request, lumber pull list for the yard, detailed structure cut list, and top and bottom views of the proposed deck.

D-l-Y Veneer Facing

Band-It veneer facing and matching edgebanding from The Cloverdale Co. are now available to d-i-yers to provide a professional looking finish on shelves, cabinets, doors, appliances, desks and other household furnishings.

Unlike wood lattice which is stapled together, the pvc product has been chemically welded at each joint to ensure the lathe strips stay together. It contains an ultraviolet inhibitor to resist mildew, fading and yellowing. Strips are colored all the way through to eliminate unsightly corners when joined.

Due to its solid core, it can be easily cut with hand or power tools without splintering or cracking. It also can be nailed or screwed, and reportedly won't split, chip, shrink, warp, scratch or dent.

Available in a diagonal pattern, strips are 3/8" thick by l-ll8" wide with a2-7 /8" opening. Standard sizes are 4'x8', 2'x8' and 2'x4'.

Deck Designer

A oos-based software package that runs on personal computers to design home decks in minutes has been introduced by Schroff Development Corp.

Deck Design options include multiple levels and stairs; rounded, squared and bull nose corners; deck cutouts for pools, trees and other obstructions, and multiple railing selections and deck planking configurations.

Upon completion of the design

Made from a variety of wood species, facings are backed with a resin-impregnated thermoset paper for easy handling and added strength and applied with a quality contact cement. Six sizes are offered.

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!

Accounting Analysas

Lotus l-2-3 products are now being distributed by RealWorld Corp. with its popular business and accounting software system.

The accounting and business software provides the accounting data for businesses to operate efficiently. Lotus l-2-3 allows owners to analyze their accounting data and project financial situations, such as "what if " analysis of costing, pricing and income, working out budgets and other "number crunching" actions.

With Report Writer and Data Bridge or the new Data Export Manager, users can extract selected RealWorld data and transfer it directly into Lotus l-2-3, allowing them to easily utilize the capability of their spreadsheet.

Quick Drywall Fastener

The E-Z Toggle self-drilling toggle bolt from ITW Buildex can be installed into drywall in less than a minute using only a screwdriver.

Preglued edgebanding, in wood veneer and melamine, is ironed on and available in different widths and roll lengths.

All are easily cut with scissors or a sharp utility knife.

Wide Seals

Big Stretch caulk from Sashco Sealants seals gaps up to 2" wide without slumping. It reportedly absorbs joint movement by stretching up to 500% in both wide and hairline cracks.

Designed for windows, doors and siding, it is guaranteed to remain elastic for 40 years and won't tear or pull out of a joint.

The product comes in eight colors, plus clear.

Unlike traditional winged toggle bolts, it installs directly into drywall, eliminating the need to pre-drill a

hole in the wall or to pull and turn the sheet metal screw.

The non-corrosive zinc bolt can also be adjusted to avoid interference with the stud. It has a sharp, high center point to stabilize its entry into drywall and dual radius cutting edges for a clean. concentric hole.

Ladder Padr

A redesigned True Grip extension ladder safety stand-off and surface protector has been introduced by R.D. Werner Co.

The new model increases ladder contact area and provides improved gripping for added safety, while offering excellent surface protection. It features replaceable rubber pads and disposable fleece bonnets.

Rail clamps adjust to rail widths and transler the work load to the rails.

The mounting system attaches with one U-bolt and rail clamp: no drilling is necessary.

New French Helghts

An 8-ft. high French-styled gliding patio door is now available from Andersen Windows.

The Perma-Shield Frenchwood door features natural wood interior, solid brass hardware, long-lasting finish and a choice of two types of low-emissivity glass.

Doors come in three widths, including 5 ft., 6 ft. and 8 ft. two-panel configurations, left or right-hand operating. Single, stationary sidelites are also offered in three sizes.

9olar Accent Llght

The new Malibu Solar Tech solarpowered accent light from Intermatic offers easy installation without the hassles of wiring.

The portable light requires no electrical current because it collects sunlight during the day and shines automatically at night. lt incorporates a durable solar panel directly into the design and includes long lasting, rechargeable NiCad batteries.

A prismatic lens design focuses light toward the lamp base in a wide radius.

Optional accessories include swivel-mount and surface-mount brackets. IT.2 rYsT:n r:I

In fact, we're right down the road, too.

So when you need fast, etficient service for your lift trucks... or need to expand with new equipment...

Call the people who know them best:

Your neiqhborhood Hvster Dealer. We'll see to it that productivity is stacked in vour favor.

ll\'!iT=ll r:l

More for less than you think.

STEWART & STEVENSON MATERIAL HANDLING

Northern Texas 214-631-8218

Southern Texas 713-671-6300

DEEP SOUTH EQUIPMENT

WRENN HANDLING BRUNGART Mississippi. 601-939-9655

Southern Louisiana . 504-254-2'.100

Northern Louisiana 318-226-1640

Georgia .404-987-7666

East Tennessee & North Carolina. 704-588-1300

South Carolina. 803-796-7300

EQUIPMENT Alabama. 205-951-1302 Florida 813-623-6700

BGM EQUIPMENT SALES Kentucky. 502-774-4471

PHILLIPS MACHINERY Oklahoma 918-836-8851

June 1991

Rail Workers

New fence rail brackets from Teco Lumberlok reportedly provide simpler, more effrcient connections of fence rail members to fence posts.

The new line includes a fence rail bracket for insidenrounted site-built fences, a fence section rail bracket for installing pre-fab sections between posts, a fence face rail bracket for taller fences and heavier loads, and a pipe post rail bracket for wood fences on 2" O.D. metal pipe posts.

The brackets allow positioning of rails in the center of posts, allowing slats to be alternated and giving the fence a finished appearance on both sides. Rails aie quickly, egsily connected to posts by nailing or screwing, eliminating special cutting, notching or other fitting. Splitting of the post is also less likely when the bracket is centered on the post.

A slide-in feature allows the simple removal of entire fence sections or individual rails or louvers, making maintenance easier. All brackets are made of l8-gauge hot dipped galvanized steel.

D-l-Y Sunspaces

Do-it-yourself sunroom kits feature pre-glazed, engineered side panels.

from Omega Sunspaces thermoplastic roof and

The lightweight sheets are said to provide excellent thermal control, have special ultraviolet-resistant surfaces and carry a five year limited warranty against yellowing and loss of light transmission.

Pre-assembled roof sections range in depth from 2 ft. l0 in. to l2-l/2 ft., with unlimited length. Front wallsections slide into an aluminum acceptance channel that is bolted to the patio or deck.

Spray To All Fleldt

The Dancing Waters sprinkler from Rain Bird features a unique spray action that pulsates while oscillating, improving water distribution while creating less friction and wear on the motor.

the thrusting water pressure along its entire length, reducing motor wear and enabling sprinkler operation even with low water pressure. Power jet nozzles provide precision stream control and resist clogging from alkali, calcium and mineral deposits.

A 32-position dial permits programming a variety of water patterns.

Bulldlng Productr Dlgcst

attic ventilation, the product reportedly results in cooler attics in the summer and dryer attics in the winter. Showing as a thick ridge cap on the roof, the product conforms to any roof pitch and is available for cedar, asphalt, fiberglass or flat tile roofs.

Wlndow Topplngg

A new line of window top treatments in an assortment of colors and prints is now available from Kenney.

Water flow and stream flow are continuously varied by a rotating element in the oscillator motor, causing water droplets to fill in between the spray pattern for more uniform lawn coverage.

A floating spray tube distributes

1-Of-A-Klnd Insulator

Roll Vent, the only self-contained ridge ventilation system available on a roll, has been developed by Benjamin Obdyke.

Designed to simplify and improve

T. R. Miller

Fabrics come in plain, chintz and printed finishes, in both wide pocket and standard pocket styles.

seals, eliminating the need for glues or solvents. The seals are permanently bonded to the fittings, so no replacement seals are needed.

Bed Box For Tools

Side-Mates, lockable toolboxes for pickup truck cargo beds, are new from Reading Body Works.

Mounted on the side rails, they have a low profile that won't obstruct rear vision from the cab. They come in six different sizes, each offering ample storage area for long or oddshaped tools and parts.

The boxes feature heavy duty 16 gauge steel, electric welded construction; anti-corrosion priming; a scratch and chip-resistant high gloss white enamel finish; pneuinatic

props to automatically open the lid; rubber seals to protect the tools; reliable Slam-Action lock, and removable, adjustable dividers for organized storage.

Gutter Snaps

A snap-together vinyl gutter system with the classic look of a metal gutter has been introduced by GSW Thermoplastics Co.

Snap-Seal Traditional fittings feature triple-lipped, injection-molded

Sunbelt Material Handling Go.

FREE READER SERVICE

For more information on New Products write Buildin g 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!

DISTRIBUTORS OF PRE-ENGINEERED CANTILEVER DRIVE.THRU BUILDINGS AND "T" SHEDS

Consider the many ways that our covered cantilever storage systems can increase the profit and efficiency of your yard.

. Reduces treated loss due to sun wapage. Less lift truck handling means less damaged lumber.

Saves man hours through faster loading and unloading of trucks.

Contact us today for additional information

Sunbett Material Handling Inc.

10927 Crabapple Rd., Ste. 101 Roswell, Ga.30075

Ph. (404)587-5933

Fax (404) 587-0735

Better inventory conlrol.

Safely and etticiently stores long length units of l-joist, LVL, and PSL.

Tax savings through accelerated depreciation as a portable building.

Manuf aclu red and engineered for quality by

All steel cantilever "T" shed.

Southeast Wood Treatinq PutsYou Ahead Of The Compdtition!

At Southeast Wood Treating, there's a long history of providing the very best in treated lumber products. From hard{o-find items to custom-produced specialty products, we're the South's most diversified woodtreaters.

Our inventory includes a complete line of 0.25, 0.40, 0.60, 0.80, and 2.5 SupaTimbeP CCA products. We produce UltraWood@, the outdoor wood with "built-in" water repellent protection for lasting beauty and a SO-year guarantee against rot, decay and termite attack. Our D-BLAZE@ is an effective fire retardant that exceeds UL and industry stan-

FIND THIS HARD TO BELIEVE?

dards. And, because we operate our own sawmills, remanufacturing plant, and a fleet of 40 modern

trucks, you'll get shipments on time... ^/\ "€Yr,ti[:;, wood rreatins pro- fl\

IHrdfis:Hii#ffi n:,i:lz^55

3fl,:xT$[ff#,ffff

with pride: "The lead dog

SOUTHEAST don't eat no dust!" WOOD TREAT|NG, tNC.

EXHIBIT0RS at LAT included lll Rich Viola, Joe Sample, Harold Maxwell. [2] Lee Plant, David High, Ray Miller. l3l New LAT pres. Jefl Chapman with Bob John. l1l Robert & Marjean Germany. l5l Roy 0. Elder, Richard

Urich, Steve Jackson. 16l Gary Hester, Roy Zaiontz. Joe Colleran. John "Mac" McClanahan, Doug Rodermund, Sam Bryson. l7l Sam Parker, Vernon Massey, l8l Ron Thornton, Albert Myers. l9l Jim Jones, Myron

McCormick. ll0l Russ Kimbell, Greg Wheeler, Robert Harris, Steve Moudy. llll Bob Prarat. {l2l Larry Fitzgerald, Vicky Johnson, Gates Copeland. [l3l ioe & Lisa Palmer, Sarah Jo Sloan.

Texas Convention

(Continued.from page 2 3)

three to two. Both dealers and vendors felt the change made good sense.

Best booth honors went to Cameron Wholesale in first place, Louisiana-Pacific, second, and Temple-lnland, third place.

A number of impressive prizes were handed out during meetings and in the exhibit hall, not the least being two free tickets to anywhere Continental Airlines flies in the U.S. At the show Eberhard Lumber and Moore Brothers Lumber won $250 checks. Winning firms in the LAT buying contest were Cassity Jones Lumber, Guido Lumber, Zarsky Lumber, Barnes & McCullough, Miller Lumber and Simms Lumber.

In addition to its strong financial health, LAT membership is now at its highest level in more than 26 years: 862 members. One hundred more LAT retail members attended this year's show than the I 990 event.

In addition to social events. the

program included a kickoffspeech by counselor Bobbie Sims who said that flexibility in thinking and attitudes was essential. Motivator Charles Mouser stressed the importance of customer service and the constant "romancing" of customers to keep their business.

Gary Donnelly, new manager of the National Lumber and Building Material Dealers Association (LAT is a member), reported on "Nationol," noting their attempts "to streamline activities within the constraints of the cumbersome federated structure of National."

For 1992: same place, April 30May 2 lor the l06th annual convention.

Old Lift Trucks Still Wod(

In an era when everything seems made to be disposable, it is unusual to find lift trucks more than 32 years old working dependably five days a week.

However, this is the case at G. S. Carter & Sons. Charleston. S.C.

ildtngt r illulo7h Lnc,

One of the nolion's lorgest wholesolers of quolity pine [r fir mouldings, fiomes, jombs ond trirn-rclid 6 fingefoint Domestic [r lmpored-{nduding thi]ry mrckloods of controlled prcdudion per rnonth-mixed rruckloods our speciolry

Pneumatic tire Hyster trucks from 1958 and 1970 unload incoming lumber and move supplies in this retail lumber and building supply company's yard on a daily basis.

"In all the years we've had them, they've experienced few problems," says Grayson Carter, owner, adding quality construction and a scheduled maintenance program by Wrenn Handling as reasons why the trucks have lasted.

More Cypress ls Avalhble

More cypress will be available during the rest ofthis year and early 1992than at any time since 1985, reports the Southern Cypress Manufacturers Association.

Cypress is particularly suitable for siding and paneling applications, explains a spokesperson for the Memphis, Tn., organization of leading producers and distributors of cypress lumber and building products. A durable building material, it has excellent finishing characteristics.

FOR IN FORMATION CONTACN

Georga Hovooros, pres.

Rick Hovooros, v.p.

Lee Borllin, soles

John Douglos, soles

P.O. box 9300

Foir Ooks. Co. 95698

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

(800) 824-5878Ioll kee

FFX 916-965-0854

€T PRSO, TI. OFFICC

rr (800) 493-0868

(9r s) 886-s74r

FAX 91 5-886-3944

Frnold Smith o Jone €oves

Special Needs in Treated Wood? Call for our brochure of products and seruices.

Lumber, timber, plywood . Wolmanized Extra weather resistant lumber. company trucks and rail shipments . promotional items Dricon fire retardant treated wood oattern lumber Sudden Servlce r FDN material r dealer training r Wolmanized wood TPl, UL quality programs TSO steam kiln dried southern pine r Dean Deck contractor assistance r distribution from Rockies to East Coast r sawmill, planer and remanufacturing r sxta^

LITERATURE

Lattlce Entertaln You

An 8-p. vinyl lattice catalog is free from Cross Industries,3174 Marjan Dr., Atlanta, Ga. 30340.

Clear Wood Mouldlngr

A l0-p. catalog of clear hemlock and white fir moulding patterns is available from Dallas Planing Mill, Box 316, Dallas, Or. 97338.

To The Roof

Inlormation on truck-mounted conveyors lor rooftop shingle and tile delivery is available from Clearfield Conveyors Corp., (800) 453-2446.

Llft Truck Safety

"Safety Is an Attitude," a video on the importance of lift truck operator training, is available from Hyster Co., (800) 221-l l9l.

Adjustable Pallet Racks

An 8-p. brochure on boltless adjustable pallet racks is free lrom Steel King lndustries, 2700 Chamber St., Stevens Point. Wi. 54481.

Lift In A Gorner

A 6-p. brochure on the new SwivelReach lift truck offering high maneuverability in exceptionally small working areas is free from Atlet, 502 Pratt Ave. N., Schaumburg, Il. 60193.

Deallng Deckr

"How to Build a Deck," a 35-min. video aimed at all d-i-y levels, is available lrom New South, Inc., Box 260001, Conway, S.C. 29525-2601. (803) 3474284.

Arbor

Two plan sheets (a classic and an old fashioned rose arbor) are free for the lst l0 copies,200 ea.. thereafter lrom Western Wood Products Association, Yeon Bldg., 522 SW Sth Ave., Portland, Or.97204.

Stack A Rack

A 4-p. brochure on modular, portable steel stacking racks is lree lrom Dura Products, (800) 765-3872.

FOR PROMPT SERVICE

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

Advertising

Twenty-five (25) words for $2 I Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 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 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

BUILDING SUPPLY BUSINESSES

Several lor sale in Mountains ol North Carolina. One at 58Vr of asset value doing 2MM plus. Call Tom Bass, New South, Asheville, N.C. (704) 254-8700 lor info on this and others.

FOR SALE

Hard to find items, long lengths, custom timbers, special patterns. Clear cedar to 4x12, clear & clear hrt. redwood to 4x12 and 6x8, C & Btr Doug fir to 4x12. Call Product Sales Co. (714) 998-8680. Please see our ad on page 4.

WANTED TO BUY

All types of building materials,

Air pollution. Acid rain. Gypy moth infestation. Global warming. The problems affecting America's foresb impao us all. Ve need pople who undershnd the value of protecting existing foress and planting new acr€rage. To find out more, write Global Rekaf, American Forestry Asociation, P.0. Box 2000, Dept GRJ, Washington, DC 20013.

Taklng the Hlgh Tech Out of Deck Declgn

In the age of high tech computerized deck design syslems, some dealers and do-it-yourselfers may welcome a simpler alternative.

For lumber dealers in some markets, the dollars in decking or the space available doesn't allow for the investment in a state-of-the-art computer design system. And, too, customers may be intimidated by the new technology or simply want more hands-on control of their project.

Various companies now offer easy-to-follow design packets so d-iyers can take the basics home to create their project on their time and their terms.

Nu-Lines, Inc., Tyler, Tx., has introduced a deck planning kit incorporating its preassembled treated southern yellow pine Fast-Deck panels. The kit includes a large design layout sheet, 440 peel and stick scale model deck panels, 105 peel and stick landscape greenery pieces, sample configurations, panel and substrate blueprints, deck esti-

mate worksheets and concise instructions.

Over 5,000 single and multi-level design and size variations are possible. Designers can send in completed plans to Nu-Lines for a free estimate. They may then install it themselves or contract the manufacturer to do it.

Other companies, such as Mellco, Inc., Perry, Ga., also offer basic design kits.

Plaatlc le Easlor To Spend

Not accepting credit cards can cost a retailer both higher sales and customers.

With most customers carrying at least two bankcards and some carrying as many as seven, stores that accept only cash or checks are in the minority. Their excuses that "Our customers don't use bankcards" are usually not valid.

PU1l1l11l0 kit from Nu-Lines, Inc., allows homeowners to design their own decks using scale model deck squares. Over 5,000 variations are possible, without relying on a computer design system.

Accepting bankcards can help a home center. While an out of town or even a local customer's check may not be good, his bankcard is acceptable. In addition, figures show that the average bankcard transaction is $59 compared to $35 for checks.

Specializing in Western Soltwood Boards &

For all of your finish lumber, from one-half of a truckload to a trainload, just dial... 1-800-LJB-LMBR FAX (503) 684-7906

Broker: Louie Buschbacher, Jacques Voelzke, Jr., Ken Zyvoloski, Offlce Manager: Carla Renick

Southem Assochtion News

(Continued from page l9)

construction lien law changes. A third session will discuss "Problems and Solutions Wholesalers Have In Working With Dealers."

The education committee has produced the first issue of The Educator newsletter, a publication designed to keep members informed on educational programs, seminars, courses and meetings. Brian Blocker chairs the committee.

Kentucky Lumber & Building Material Dealers Association has scheduled its annual summer outing for July l7 at the Marriott Hotel in Lexington. The summer board meeting will follow July l8 in the same location.

Virginia Building Material Association's newly installed president is John Spencer, Spencer Home Center, Lexington.

Other officers named at the 65th annual convention, April 7-10 at Kingston Plantation Resort, Myrtle Beach, S.C., are David Ball, Middleburg Millwork, Middleburg, president-electl D. Edward Hunt, Windowland, Springfield, first v.p.; George Burton III, Bur-

Sidinq Nails-

. No Staining

. No Streaking

Highest quallty nalls for cedar, redwood and olher tlne wood materlals.

r Slender shank and blunt diamond point

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

ton Lumber, Chesapeake, 2nd v.p.; Bruce Mclennan, Chesapeake Corp., West Point, associate v.p.; Fred Siewers III, Siewers Lumber & Millwork, Richmond, treasurer; George W. Lester III, The Lester Group, Martinsville, national director, and John Purcell Jr., J.S. Purcell Lumber, Louisa, past president.

National Hardwood Lumber Association has formed the Hardwood Forest Foundation, a nonprofit education and scientific organization dedicated to the sound advancement of hardwood forestry.

A separate entity lrom NHLA, the new organization will share some common members on its board of directors. It has filed for tax-exempt status.

National Lumber & Building Material Dealers Association plans to produce a public relations film to show the role of building material dealers in society.

Contributions to the Retailers for Renewable Resources Fund will be used to finance the VHS video format film currently in the developmental stages.

The NLBMDA executive committee plans a 15 minute film focusing on the need for an affordable timber supply. lt will be tailored for showing at civic meet-

SWANEZE

Self-counter sinking bugle and trim heads

Square drive recess eliminates driver bit cam-out. Sharp point for quick penetration with minimal pressure

. Self-tapping coarse threads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resistance o 6 lengths: 1" throuoh 3"

For additional data and dealer information:

ings, schools and special interest groups as well as local and cable television.

Mississippi Building Material Dealers Association has selected William Lee Russell to replace Robert Gatlin, who is retiring as executive director.

Russell is an 18 year employee of Howell Building Supply, Inc., Carthage, Ms., most recently as store manager. He is a member of the MBMDA board of directors.

His goals for the association include "increasing the membership and working with members and vendors to ensure growth and prosperity for the industry." Gatlin will remain at the association office on a part time basis.

Obttuaries

1,. James Heartherly, longtime Memphis, Tn., lumberman, died in Memphis April 12, 1991, after a brief illness. He was 95.

He worked for Baker Mathews Lunrber Co., Gooch Brothers Lumber Co. and the Fl.L. Bruce Co.. Memphis. In 1936, he joined the Southern Hardwood Producers Inc., now the Hardwood Manufacturers Association. and served as executive director from 1950 until his retirenrent in 1962. In 1950 he was elected a director of the Lunrbernran's Club of Memphis.

Mr. Heatherly is survived by his widow, Velma, one daughter, two sons, seven grandchildren, and | 5 great-grandchildren.

Mogt SYP Slnce 1925

Southern pine reached its h:ghest production level since 1925 last year with 12.91 billion feet, a 2.9o/o increase over 1989.

This was the fourth consecutive year that SP production exceeded l2 billion board feet. Southern Pine Marketing Council's diversified, value-added marketing program is credited for the successful year.

R&R Big Market In South

Residential remodeling activity in the south last year claimed $29.7 billion or 280/o of the $106 billion national market.

Southern Forest Products Association bases its figures on 1990 CenA

I'm enclosing a copy of the letter I sent to Mr. Ron LeMay of U.S. Sprint alter I read your editorial (May 1991, p. 6) about Sprint supporting organizations

sus Bureau figures for building permits issued for residential additions. alterations and conversions. Maintenance, repairs and replacemenl are not included in the total.

Although none of the top l0 cities were in the south, Miami, West Palm Beach/Boca Raton, Fl., Houston, Tx., Atlanta, Ga., and Tampa/ St. Petersburg, Fl., were in the top teens. Charleston. S.C., with 480/0, achieved the largest increase over 1989 of all markets in the U.S. Jacksonville, Fl., New Orleans, La., and Birmingham, Al., all dropped signilicantly.

Overpaylng Goets You Money

With the pressure to maintain profits on the rise, retailers are becoming more creative in holding the line. However, a frequently overlooked method is to avoid overpaying vendors, according to Clyde Ellison Jr., Bottom Line Associates, Inc.. Marietta, Ga.

Components of overpayment in a retail environment include merchandising, traffic, advertising and finance. Evaluating the possibility of overpayment begins with making certain the vendor is in compliance with terms and conditions which were negotiated at the time the purchase was made. Virtually all mistakes involving overpayment are honest mistakes, according to Ellison.

"lt's easy to understand why overpayment mistakes are made by retailers," he said. "They occur because order processing is accomplished in a hurried environment, typically with too few peopte operating a system that is frequently over-

loaded."

His list of seven overpayment sins are paying vendors twice (sometimes three times) for the same invoice; not deducting allowancesl paying for returned goods; forgettinB allowances in the forms o[ checks, credit memos or correspondence sitting in the buyer's filesl failing to enter terms and conditions on the purchase order; overlooking non-compliance by vendors with purchase order termsl failing to deduct vendor authorized allowances for purchases during deal periods and new store and new distribution center openings or for annual volume, advertising and freight.

How much profit can these oversights cost a retailer? The largest dollar amount overpayment in Bottom Line Associates records is $500.000.

that are dedicatecl to the denlise of'the wood industry.

I'nr the wife ol'a Georgia-Pacific supervisor, but I like being a menrber of Sprint. So, I came up with the idea ol' Sprint giving that 50i to an international relief effort such as Red Cross.

Instead of making your readers antagonistic towards Sprint, why not get thenl to support this idea and then all will benefit.

Jan Shepard 505 Sunset Dr. Manning, S.C. 29102

Wth the right wood products, there's no limit to the things^you can do.

In this day and age, the need for higher quality building materials is surfacing in places you never 7 thought possible. To meet the demand, Neiv South continues to be a leadingsource in the supply of superior wood products. From our Southern Pine dimension, timbers and boards, to our lattice, decking and other pressure treated products, you can count on quality that exceeds the expectations of your toughes! most innovative and demanding customers. We offer a wide range of pressure feated products proudly bearing the New South name plus a guarantee of dependability backed by our lifetime limited warranty. So check out our complete line of New South products.

good, thereb no

s:1ffilffi:*siiiffi1l*rK:r*ffi

this

tel uo,rirr"*torderwill.";;1p. -I Il

rHE PATENTED SIORAGE/HANDUNG SYSTEM

SPECIFICATLY ENGINEERED FOR THE BUTLDTNG SUPPTY/TUMBER TNDUSTRY

sOutO-stOlr

ENGINEERED BUIIDINC SUPPTY RACK SYSIEMS

Compore

these outorfok odvontoges:

. Requlres 50% les spoce thon confllever systems.

o No speclol fork trucks needed,

o Increoses soles through better stock monogement ond customer servlce,

. Slatem poybock less thon one yeor, most coses due to lobor soMngs ond reduced scrop los.

o Eliminotes most product domoge, o Ferfect for rock-supported construction.

oOne person con store o complete unit lood of lumber in just over o minute.

OUIO-SIOk Storoge systems sove time, krbor ond spoce br stodng ond hoMllng lumber ond othet building supplies. Uses mo{mum helght, ollows totol self-seMce, protects product ond is sob br personnel ond equlpment.

OUIO-SIOk con be used to construct rocksupported buildlngs ond building extensions, lhis pre Mdes fost, inexpensiw conslruction qnd fost wriieoffs fortox purposes. Stock ond custom designs ore qvoiloble for qutestok Rock-Supported buildings.

oulo-slOk Storoge/Hondl ing Systems

con meet oll your lumber industry needs, For more informotion, coll or write:

routoFstok svstems

184 rivervole rood, rivervole, new jersey 07675 201-358-9070 o Fox 201-391-3720