Building Products Digest - June 1993

Introducing a remarkably new Deck Board that make$ all other Deck Boards obsolete!

What makes Supreme Decking. so distinctive? The secret starts with the base material, weather resistant lumber featuring a speciallyformulated water repellent, in a precise, step-by-step impregnation proces that's forced deep into the wood. Suprcme Decking. is then enhanced by a patent-pending architectural design that ruults in a finely milled, smoothly shaved face with a precisely engineered pitch from the center of each deck board to allow water to dnin naturally and not soak the surface of the wood. Relief cuh on the bottom side of Supreme Decking. further enhances it's dimensional stability by minimizing the boards truisting cupping or warping. Enioy faster stock turnover and gr€ater sales.

& home center markets in 13 Southern states

Coops con build imoge for on independcnt fuoler Help auailnblc in training, aduertising, mcrclnnd,ising

U.S. toriff on Conadion lumber imlnrte found unfoir

Response to pannl's deeisinn is due before Aug. 4 deadlinc

Teros deolerc in center ring at onnuolconvention

Optimisrn is growing as tltc busiruss climate improues

Southern pine in epotlight ot NAWLA onnuol

Marh,eting council formcd for SY? producers & mfrs.

PUBLFIIER oavt Grlbr EIXIOR J,Enlb Lovnt ASSOCIAIE EtlfiOR tla,6 lG€ft

COI{TR|EUT!|G EUIORT O$g}rqlnea Gqe ild(ht3y, Wart Lyndt

ARToIRECTOR tlanlnEmory SI FFARIIST PimdLs.d3r CnCULATDll Trrt SrfiE

SUBSCRIPnOilS U.S.: 95"om yean lill.lw yeaB; 155{hrc€ yea6. Fo|€lgft orE yoff pafdL ln edanco h U.S.lu$: s{F$7, Carda or lldo; !S, o0rr corrdos. Al rat6 abo ava$able. SkEle cople.$3; back bstFs.l4.so uhon avalbuo, plu shFphg. CHAIGE OF ADORESS Send adt$s l-el frcm Dcq|l lsr I possDb, 'rr d'3s g|d 4 co&. EUltOtlG

PROoUCIS UGEST b pobhod morlily at t1500 CmFr 0r., SL. 1O0, *ilpod Erdr, h 660, (fl0 t51t$0, by Crr0ar Afisthgi l|r. ]t b an hdp€rdnftf,ned pubbton brtlF olall, wholesale and dsttutlon hwb 0f ltt lmbor and lDmo cenbr mafeb h 13 sorf€rn Sabs. CeydgtfolggS by C6r hdbthg lm. CoF ard 0dc onbnb are ity pml€ci0d and must nd bo l3p|odred In ary mamd wihout wdilen pofldsoion. All Riglft Hsson'ld. fu5iT Prodrds Dg3d assnos m l$lly lor mdo&b tmbbd to f,

Encourage customers to Decorate with Confidence!

Offt, your customers a full line of cl"assic and period style mouldings. Your Southern Ornamentala Mouldings distributor lws the largest sielection of decorative mouldings in the South. This high quality,htghprofit line is perfect for pro's and D-l-Y'ers.

Mouldings: Dentil, Embossed, Cornice, Chair Rail, Baseboard, Casing (window and door)

Accessories: ' Pediments, Corner Blocks, Plinth Blocks, Corbels, Medallions

Species: Poplar, Red Oak, Special Order woods

rnamental' mouldings

aoo-779-1 135

Louisiana: Dyke Industdes,504-73$8500 or LafayetteWood-Works,318-23$5250

Flodda: Addion Corpralion, 3l$324€161 or Tedr Produds,80O449945 Alabamr, Georgia & S.C.: Randall Brothens, 80047645i|9

N. Carolina: Plunkell-Weboler, 91$362{813 Tenneesee: Holston Builders Supply,80G366{211 Teras: Dallas Wholesale,80G394-1993

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-4571 has been issued by the Nataonal Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBG, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIFST Fire Retardant Treated Wood with:

a fhlrd Party Kiln Monltorlng ln oddltion to U.L. follow-up service

a FRf labor ond msterials replacemeni cost warranty

I Code Compliance P,eport with evaluation oJ elevated temperuture strength testlng for roof appllcallons

I HIgh temperature strength test results

I New York State Smoke loxlclty tes] resutts

' NER reports are subject to re-examination, revisions and possible closing of file.

For lechnlcol lnformorion Goll

r-800-TEc-wooD

markets in 13 Southem states

EDITORIAL

DAVID CUTLER publisher

This is the time to go for the money

It's usually said without any emotion of any kind, just uttered as a flat statemenl "Yup, we've been selling those for at least 20 years that I know about." All very routine. And that may be just the problem.

That comfortable routine may be masking a situation where what you sell is based more on tradition than a hard nosed analysis of what produces the most profit.

Sometimes what we sell gets added casually. Customers may request an item so it's added. Yean later it's still on the list. But no customers ask for it. Other times products are added as part of a foray into new areas. Yean later those same products are still around, "but we don't sell that kind of stuff anymore." Buyers with a herd instinct can be stampeded into fattening up the inventory simply because other companies are getting ino those lines. The leasons go on and on.

The inertia behind the failure to drop unprofitable items sometimes is blamed on the occasional customers who re-

quest it. While this may be vali( no one is ever going to know if the practice pays for itself without examining whether it's really neocesary and/or produces enougb p'rofit to justify continuing to do iL

How long has it been since your business did a cmplete review of everything you sell? We'll bet it heq been too long.

The best way is to include everything the company sells, even the sacred cows. Make c€rtain that absolutely nothing escapes going under the pnofit microscqe. This must be a clean sheet of paper operation wbre 100% of what yor sell erns its pliace on tbe pnoducts roster. If it doesn't produce an adequate return for the money you must invest in it, out it goes.

This is the time 0o forget the warm fuzzy routine, the personal reluionships and the resl This is the time to go for the money.

Anexoacare-of-o-ftin[wood. BeafiN.Dwobte.nesistanttofuoyanl.v,ats.Uni,forn'rra[rn. Smmth. Aromatic. Anl rcw sundy n suyptyfor o vanay of uxs: tut phnftng utr Embas,Toulrfi.stocf., F[mestoc[, PoJjo defiing, Ftmritlg, Strr{iumg]alc,ParcIing,Aurr,msion, Cfearc *r{ Sftp.

DELTA CEDAR PRODUCTS, LTI). Vancouver, B.C. r- ;i; -<1>

Higher Lumber Prices To Increase Home Costs

Lumber prices will climb steadily during the rest of the decade, each year adding $6.6 billion to the nation's lumber bill and $1 billion to its trade deficit.

A study by the Irland Group shows new home buyers will pay about $3.5 billion of the annual increase. Based on average annual sales of l.l million new homes, this could range from $3,500 to $5,000 for each home.

Although softwood lumber prices have dropped in recent weeks, they doubled from October 1992 to March 1993. Blaming this on timber supply restrictions, particularly in the Pacific Northwest, Lloyd C. Irland said, "The majority of analysts have concluded that supply trends are the dominant factor causing pric€ increases."

High U.S. lumber prices will create pressure for harvesting overseas as

Prodigy Adds Treated Forum

To combat inaccurate information about Eeated wood being exchanged on the Prodigy Homelife computer bulletin board, Jerry Harke, AWPI manager of public affairs, has worked with the service to set up a subject area called "Treated Wood Experts."

Found under both "Garden" and "Building and Home Repair" categories, it provides an opportunity for those in the industry to answer consumer questions about pressure treated wood. Harke has already had electronic dialogue with several consumers, using material from AWPI's new "Answers to Often Asked Questions" book as a souroe.

"Everyone in the wood preserving industry who has a computer, modem and the proper software needs to get on all of the bulletin boards on a routine basis to answer questions," he said.

CompuServe and On-Line America

also offer gardening forums where the public can exchange information on treated wood.

well as domestically, he pointed out. This could lead to overcutting or premature cutting of forests and result in potential environmental damage, especially overseas where forest protection laws are sometines weak.

"Higher lumber prices will spur an unprecedented wave of innovation in building materials markets and technology," he said. "In a decade or so, increased supplies of engineered wood products and non-wood substitutes are likely to significantly moderate further increases in prices."

But the switch to non-wood substitutes will create negative environmental effects in the form of higher energy consumption and carbon dioxide emissions. he warned.

The American Forest & Paper Association, National Association of Home Builders, National Lumber & Building Materials Dealers Association, North American Wholesale Lumber Association, Northeastern Retail Lumber Association and Northwestern Lumber Association co-sponsored the study.

STPER CBDARSBRIrICE

f1t here's no better western Red Cedar than that manufactured by members of I the Western Red Cedar Lumber Association. And no better seruice. We're I committed to product quality and customer satisfaction. The WRCIA symbol is your assurance that the cedar you buy is milled under strict quality controls to meet your expectations time after time.

But the WRCLA is more than just a symbol. We back our members' products with field staff in the west, midwest and southem regions. And we promote those products through advertising, literature, tradeshows and seminars.

Write, phone or fax today for vour free literature list and 'Where to Buy Guidel

Western Office Western Red Cedar lumber Association

1200 - 555 Burrard Street, Vancouver, BC V7X lS7 Canada

Phone: (604) 684-0266

Fax: (604) 687-4930

Midwestern Oftice Western Red Cedar lumber Association

P.O. Box 2888, Naperville, Ill 60567-2888 USA

phone: (708) 369-2828

Fax: (708) 369-865r

Southeastern Ofiice Western Red Cedar lumber Association

84 Lu mber's " Bu ild-it-Youtself "

84 Lumber's Southeast Region has introduced a seminar program promoting building a complete house for as little as $39,900, including labor, with ahome package.

Sell up to more profitable entries

Itffi iJfi,:i.:T,3%ffiT*s:

convincing them to purchase a costlier door with a great€r value can do you both afavor.

A door can sell for well under $100 - or well over $5,000. For the retailer, as the selling price of his doors increase, typically so do his margins. The more unusual the door, the more the consumer will expect to pay. Unique products are the slowest movers for the manufacturer and distributor, who might carry them on a "stock special status" (they're listed as part of their nonnal offering but not inventoried).

Few retailers buy expensive entries in quantity; usually they're non-stock, special order items. Dealers also increase margins on special orders as an insurance policy. "It's Murphy's Law Assurance," says Gregg Hoyer, product rnanager for Morgan Manufacturing. "Chances are you special order something and that's the one thing that comes in broken or with something done to it. The weirder the product the more insulation you want in the price."

Selling Points

O Recognized manufacturer

O Product warranty (length & amount ofcoverage)

O Craftsmanship (clean lines, smooth corners, no gaps, etc.)

O Finish

O Quality components (stiles, rails, panels, glass)

O Energy efficiency (weathertight construction, weatherstripping, insulating glass)

O Arnenities (marching sidelites, transom; etched, frosted, beveled, smoke4 colored, V-gtoove or leaded glass; brass caming)

Product lnowledge is the most important factor in a door sale. The more the seller knows, the more he can educate the consumers to make an infomred purcbase. The sales person should be familiar with the components and raw materials in various doors and the properties of different species. Hoyer explains, "If a customer comes in looking for a door that will take an even s0ain and not show a lot of grain, we want the retailer to knpw enougb to say fir. If tle customer's looking for high split resistance and good machining, he should lnow to push toward pine."

The sales person should understand the engineering of the door, how it actually goes together and why. How does insulating glass work? He should be able to warn customers that wood panels shrink and swell constantly, so they'll expect it and not become upset later.

A good relationship with your distributor or manufacturer is crucial. It's important to know what they offer and what they can do for you. It's impossible to sell door styles and options you don't lnow exist or are unable to rack down.

Name brand recognition is another plus. They're usually a little more expensive, but they offer the comfortable assurance of a sftong reputation. Name brands usually have better quality control, guaranteeing fewer rejects. "Morgan has a less lhan IVo failure rate," says Hoyer. "Tell contractors they can pay a couple extra bucks now and save a lot later by eliminating call backs."

Sales people should have ready answers to common consumer objections and misconceptions. Some

Etory at a Glance

Convincing consumers to purchase more expensive doors ... use product knowledge, name brand awareness, displays, literature.

homeowners voice security concems. Explain that most doors do an adequate job; it's the jamb and the lock that are important. And inform thert that fancier, high style glass actually is much stronger than standard glass.

If they want a less expensive steel or fiberglass model because of higher R-values, explain that the front door of a typical house takes up less than lVo of its exterior and is continually opened and closed. Much more energy escapes through windows.

Weather and end use are other important considerations. There are right products for certain conditions. In an area with a lot of salt water spray, a steel door will rust. A wood door might not be the ideal choice for rainy climates. For high volume condominium projects, fiberglass won't dent like steel or gouge like wood.

Hands-on displays and trke-home literature are important. "No one's going to pay $1000 for a door unless they can see it," says Hoyer. "And after they see it, sometimes they want to take literature home to sndy the features, benefits and differences between tle products and be reassured of the quality."

The highest percentage gf luxury doors are used in remodeling projects because they can dramatically increase a home's resale value. "The least expensive way to improve the exterior of a home is to change the door," he says. "It's the focal point of a home and a lot less expensive than residing or repainting the house. Of all millwork, doors are the most visible pieces; second are kitchen cabinets."

The key is keeping all the possibilities and pluses in front of customers.

REIAILERS can choose whidr door to disphy in this merchandber fiom Morgan.

Wood outperforms all other doors

DECENT research shows almost l\507o of retail customers asking questions or showing concerns about the environmental impact of wood products. If you find your customers reluctant !o buy wood doors, because they think they are anti-environmental, you can assure them nothing could be less true.

Despite claims of some using substitute materials, exterior wood dous, because they are manufactured from the most environmentally compatible building product in tle world, perfonn better, are morc energy efficient and more environmentally acceptable.

Wood is an environmental building product for a healthier planet. It comes fron a renewable and natural resource which can be perpemarcd for products and the environment, is both durable and biodegradable and has low energy requirements in its manufacture.

Wood is one of the best natural insulators, Jim Glasgow, technical

services manager, Jeld-Wen door group, maintains. 'Wood fiber contains many cells, each of which trap air and create natural insulating pockets throughont the entire wood mass. Insulated glass uses the sane principle. It's the raped air, not the glass that provides tbe energy benefits."

"Wood is several hundred times more energy efficient than metal. That's why we use wood to create a thermal break between the exterior and interior surfaces of metal doors," Glascow adds.

Most energy loss associated with doon occurs in a process called infiltration. Studies conducted by the National Wood Window and Door Association show air travels around an object, rather than tbrougb it, with energy Ioss occuring between the door and the jamb and the threshold as air infiltrates cracks and gaps.

Wood doors are often compared unfavorably with those of other materials because they require finishing

Story at a Glance

Why wood ls the most environmentally acceptable material avallable for a door ... selling points energy efficiency facts ... results of Natlonal Wood Window & D,oor Associgtbn studbs.

and maintenane. However Glasgow is quick to point out that the truly maintenenrce ftee door does not exisl Unfinished metal usually rusts and corrodes and unprotected fiberglass can show Oe effects of exposure to ultraviolet rays.

"Almost all door menufx6turers use some wood," explains Peter Dempsey, Jeld-Wen marketing manager. "All of our O*t" ;rc1uding tbe metal, molded or vinyl ovedays use wood because of its excellent perfornum@ cbarrcteristics."

'It's interesting to note how many sales gambiB make an unfavorable comparison to wood, cleiming that wood can warp or buckle, although the same wood is used for interior frames in metal, molded and fibergtass doors precisely because it is so stable and performance reliable," he adds.

Although wood doors are often accused of having a negative environmental impact, non-wood doon use more energy intensive materials. Both metal and frberglass doors use petroleum-based insulating materials which deplete a valuable, limited energy resource. Metal ranks much higher than wood in energy output from raw material extraction to finished product. In addition, some manufactured materials have a high initial R-rating, but begin to decompose quickly. As Dempsey puts it, "Wood is a natural troduct with energy efficiency tbat does not diminish ovetr time."

"Claims and counter claims of non-wood door mnngfagturers have affected the wood door industry's market share," Dempsey concluded. "BuL speaking ftom tbe standpoint of a manufacturer of many competing exterior door products, we try to be careful about the claims we make. It's more a question of martet niche and appropriateness of tbe installation than a questian of perfamanoe, errcrgy efficiency or maintenance. Not all claims are what tley seem."

numbers of wholesalers and retailers reported their customers believe that they are harming the environment by using wood produc{s.

Latest technology in windows

IiZOUR customers may have trouI ble believing it, but by the end of this year they will be able to have windows that open and close automatically or with the touch of a button on a wall panel, a remote control device or even a touch-lone telephone.

A joint development by Marvin Windows & Doors and Honeywell Inc., the concept is nearly ready for the market. Tested as part of a Total Home System introduced at the National Association of Home Builders 1992 national convention, the technology can be installed in a new

home or retrofitted into a current home for slightly more than the cost of a good security system. The Total Home System integrates control of security, temperature, lighting, appliances and now windows from a single, easy to operate panel. Using a special code it can be operated from in or outside the home using a touchtone phone.

"The first year success of Honeywell's Total Home System demonstrates the readiness of home owners and builders to enhance individual lifestyles with affordable home automation," said Linda Whitman, director of home systems for Honeywell.

The system allows individual windows or groups of windows to be opened or closed at separate locations throughout the house. Optional sensors which detect moisture can alert the system to automatically close and lock the windows in case of rain. An optional carbon dioxide sensor monitors a room, automatically opening windows when the room gets too stuffy.

The system can continuously monitor the conditions in a home to decide when windows need to be opened for air or closed against the elements. Operating in conjunction with air conditioning or a heater, the system will close windows to conserve energy costs.

Hard-to-reach roof windows or other inaccessible windows can be automatically opened and closed on command. All windows in the home can be shut and locked simultaneously with the system, eliminating going from room to room to close windows by hand. The system simplifies opening and closing windows for those whose physical limitations, such as arthritis, make it difficult to operate standad crank handles.

Each window can be programned to open all the way or to either of two preset positions. Optional wall switches allow a homeowner !o override the entire system. If the window

is obstructed while closing, the motorized hardware will automatically stop, back up slightly and stop again. All motorized hardware is UL approved.

Motorized windows can be installed separately from the Total Home System. Available from Marvin, the motorized hardware can be installed by a window contractor and controlled by either optional wall switches or a hand-held remote control.

"Marvin has always been a company committed to designing and marketing the most advanced window and door technology," said senior vice president Susan Marvin. "This is a major step forward in the advancement of home automation."

According to both companies, the product presentation will involve joint programs for builders and architects such as model home programs.

Story at a Glance

Motorized window controls work separately or in conjunction with Total Home System for automatic opening and closing ... moisture detection sensors shut windows in case of rain available from Marvin and Honeywell by end of the year.

CELLULAR telephone may be used lo open and close windows from remole locations. Roof windows can be opened and closed at the touch of a button on a wall panel.

MOTOBIZED hardware is installed on sile in place of standard crank handles. lt is available in white or brown.

Ways to open the door to more remodeling sales

EIOMEOWNERS will spend approxinarely $56 billion Ilon home improvement this year. How many of these dollars will end up in your cash registers?

Exterior and interic doors, windows and skyligbts will account for a sizeable chunk of toal home improvement expenditures. Fashion decorators are suggesting decorative interior doors as a quick, affordable way to dress up a home. You can become part of this trend by inventorying elegant, ready-to-finish doors for every room in the house.

French doors are no longer just a passage to the patio or terrace. Avant-garde designers recommend using them between dining rooms and living rooms or to close off a den. The combination of wood and brass with beveled, grooved, etched and frosted glass panels adds flair while allowing light to flow between roorns. Doors with colored glass or mirror inserts, louvers m raised wood panels are also high style.

Decorative doors come in both bifold and single panel styles. The bifold, which has two panels hinged to each other, takes up less space and can give the appearance of a decorative screen when left partially open. This style is especially effective when used in pairs fr the large openings often found between a living room and dining room.

"Selling up witl fashion is the only way to survive," emphasizes Bob Mickle, a former #, door buyer for a major retailer, now senior vice president, marketing and sales, at Wing Industries, Inc., Dallas, Tx. '"There is money o be made with interior doors. They're a totally neglected category which must be exposed to the consumer."

To make consumers more aware of decorative doors and what they can do to spice up decor, he suggests operating displays combined with large colored photographs of rooms using doos as fashion items. Display signs must include infomration about price, special orders and delivery time, which he recommends limiting to no longer than a week. Take-home literature describing all styles available and their uses is essential.

A video dramatizing fashionable ways to use decorative doors and their easy installation is another way to capture

buyer anention, Mickle poins out. Decorative door clinics can also "take the bi-fold out of tbe closeL"

Retailers who display a vuiety of price points can profit. Low end doors start at about $59 with high end products peaking close to $250. Because there is less competition for decorative doors, mark-up can be in the 35%4O7o range, Mickle advises.

Sales people must be ready to make fashion doors intriguing to customers searching for a way to dress up their homes. "Recommend frosted glass panels to provide privacy while allowing more light to flow into a room," a decorator suggests. "Sress Oat decorative glass docs can create int€resting texnres in a long hallarxy. Foint oqt that lo'rared dmn allow air to circulate, especially when used to close off pantries or laundry roorns of to separate sections of a mastef bath."

Replacing dull closet dmrs with decorative glass or louvered or minored doors will make a roorn soem lrger md b'rigbter, deorators maintain. Divided lite French doon offer classic elegance and have a hght, airy appeal when us€d to s€parate two rqms. Cafe doqs re both practical and good looking ways to divide dining rooms and kirchens, dressing rooms and baths or hallways and fanily roorns.

Careful measuring before ordering is the rick to successfully installing a decorative door, Mickte warns rerrilers. customers must do this precisely if tbey are going to insall the doors Oemselves. Installation requires only a screwdriver and an electric drill, but stor€s rh4t offer installation service may find many homeowners want to hire the work done for them. Most interiu doors come with glass pre-masked with plastic filnu ready fc paint or stain.

Story at a Glance

How to sell fashion doors for remodeling ... glossary of interior door styles and suggestions for using them ways to display, stimulate interest and sell measuring and installation tips.

S-P-F looks to a future of high demand

s3,yfi ff il;:r:*1":H"",:lT;

the slide in dimension lumber production in a western lumber industry handcuffed by the environmental constraints on hem-fir, Douglas fir and ponderosa pine. But southerners are finding increased competition for sales in their own backyard from out of the country.

Story at a Glance

Spruce'Pine-Fir from Ganada expected to be among top gainers in U.S. lumber consumption ... environmental problems in U.S., possible demise of import duty contribute to increase.

Shippers of Spruce-Pine-Fir, a production and marketing grouPing of Canadian woods with similar characteristics, are poised for further penetration into U.S. markets. The Western Wood Products Association forecasts the largest growing source of wood products for American use this year will be imports, which are 98Vo or more from Canada and Predominantly S-P-F. Overall U.S. lumber consumption is predicted to climb 3.94o ovet 1992 to 46.9 billion bf. Southern production should rise 7.9Vo to 15.1 billion bf, while western production shps2.24o to 18.17 billion bf. hlports arc forecast to jump 8.9Vo to 14.56 billion bf.

Like all other species, S-P-F experienced the historic price highs and sudden plummet of recent months. No one can say where it will go next. "Price is the big question," said David

Cartwright, director of new market development, Council of Forest Industries, Vancouver, British Columbia, Canada. "What's causing the giant price fluctuations could be slower housing stafts, the cold, delayed spring, the general economy or something else, or, I think, a combination of factors. So, where it's going to go is anybody's guess."

But the advantage S-P-F holds over U.S. competitors is supply. Canada has experienced limited opposition from environmental extremists. "Our environmental problems are basically on the coast of British Columbia, in the southern interior and close to the large metropolilan areas," Cartwright said. "The main S-P-F producing areas, thus far, have not b,een seriously affected."

Still, to avoid possible public oiticism, some British Columbia producers of S-P-F have voluntarily set aside old growth stands of timber. Other mills have been working with nauralists and hunters to preserve healthy, beautiful lands. They have set land aside for bird habitats and installed nesting boxes for birds. Timber cmtpanies have also upgraded logging roads to prevent erosion of the land.

Following a strong spring, Cartwright predicts the only possible curtailments in S-P-F production would

be caused by lighter demand not limited supply. Since more than90%o of S-P-F produced ends up in North America, Canadian producers would love to see an end to the U.S. recession. "Should depressed areas like California see a resurgence in investment and construction, S-P-F should increasingly pick up market share due to the constraints on hem-fir, Douglas fir and other traditional building materials," he said.

Proposed changes in the countervailing duty on Canadian shipments into theU.S. would only inoease S-P-F imports. "Recent decisions tend to indicate that it is not a fair tariff and could be eliminated, further easing the flow of Canadian product into the United Scates," Cartwdght said.

what's s-P-F?

Spruce-Pine-Fir is a classification of predominately Canadian woods of similar characteristics grouped for production and marketing.

White to pale yellow in color, S-P-F woods are moderately strong, easy to work, take paint and bold nails well.

The greatest volume comes from western Canada where the principal species are white spruce, Engehnann spruce, lodgepole pine and alpine fr. Foremost eastem species include red spruce, black spruce, jack pine and balsam fr.

Why mills don't think the price of lumber is too high

By Mark Junklns Mill Sales Manager McShan LumberCo.

GIINCE the buyer and the seller are often at odds over the LJvalue of any product in any market, the complaints we often hear about the "high" price of lumber are understandable. The saying "where you stand depends on wbere you sit" applies to mill sales people and lumber prnchasers. We rcalne you place a value on our product based on how much profit you can make from it. We place value on our product based on what we can get for it, but we arie also very much aware of what it costs tro make iL

Lumber to some people is swrething you talk about over the phone or numbers on a computer screen. Fm those of us who see it made every day though, it is a tangible item with a lot of work, sweat and capital in ir This is our story. Allow us to outline, in an abbreviated version, the steps involved in making apiece of hmber.

(l) First and fonemost, a tree has to grow for 25-30 years to make a saw log or 50 years to rrake a good grade log.

(2) A tract of timber has to be located. It is either offered to us or we approach the landowner.

(3) The timber then has to be cruised to deterrrine the volume. This means someone has to walk over every rETe of the tract whether it's 40 acres or 400.

(4) Once the volume has been determined, a price has o be negotiated, either directly with the landowner or through a sealed bid. Then timber is aclrally prnchased - often with a large lump sum paymenl The int€rest clock starts ticking.

(5) Next a logger has to be contmcted to haul it. Then the timber is cut, limbed, skidded to a loading ground, sorted by species and grade, loaded and hauled to the mill. If you've ever been in the woods in Alabama on a July morning, you have some appreciation of what this requires.

(6) At the mill logs are weighed or scaled and unloaded by some type of large, expensive equipment. They will either be stored or sent directly to the mill.

(7) In the mill the logs are precisely sawn into lumber by

bandsaws, edgers, resaws and trimmen that re onuolled by lasers, optimizers and computers which take a trEmendous anount of energy to operate.

(t) Next the green lumber is sorted by thickness and properly stacked to go ino the dry kiln.

(9) Drying lumber is a fairty basic procedure but keep in mind that it requires mce en€rgy tro rnake it hrypen-

(f0) After the lumber is dried Foperty ir has io be rnken off sticks. Then it must be hauled to a sttrage ar€a io await dressing at the planer mill or it is taken directly to the planer mill.

(11) At the planer, the lunber is surfaced and graded. It's easy o fo'rget that grading hmber meiurs s6spss6g has to look at every piece.

(12) Aft€r it is dressed an<l packaged for shipnent, $e lu$er is smetimes held in invento'ry for a while, costing more interest. Then it is finally picked up one las time by another piece of expensive equipmenq loaded m tbe truck and invoice( and credit is extended to our ctstomer fo'r a few days before the lumber is acnrally orned into cash.

Please indulge tbe mill sales people when they omplain about dimension lumber prices falling. We're not a groucby bunch by natue. We've probably just talked to a logger who had o spend $1,500 for a skidder rire or heard from the timber folks about how we were beat by $50,000 <xl a tract of timber.

You nay not agrpe, but naybe this will put our side into perspective: at $520flV, a{2 2xl2xl6 will cosr you $16.64 per piece. This lumber would probably be ort from one of those 5O-year-old logs we mentioned. In a docent r€stauftmq a good steak, which would probably be cut frm an 18monthold steer, would also cost you arormd $16.64. Which should bave the most value?

ItlcShqn Lumber Co., John McShan, chairman and president, prodrced 2_2ymbf of southern pine in 1992, much of ii pressure treated -Editor.

Go-ops Help Stores Build An lmage ;':

Membership in a co-op can give a retailer more than an advantage in buying power. In many cases the buying group becomes a mentor, guiding the store's management.

Whether the store is rethinking sales philosophy, training errployees, contemplating a public relations program, planning a special event, adding computers or redesigning the store, a specific program, a helping hand, advice and encouragement are available. Affiliation with an organization which focuses on their growth and success can be a powerful stimulus fon many small independents who feel lost and inadequate facing the competition of large chains.

Co-op members are encouraged to feel that the group is working for them. Mike McClellan{ HWI president, stresses that the focus of his company is developing programs to help individual members grow. "We've got to protect the future of independent retailers," he said.

Coner and Company president Dan Cotter seeks to develop a feeling of fraternity among his True Value Hardware members. He encourages them to share ideas, suggestions and solutions with each other.

Cotter's monthly Members magazine is filled with ideas successfully tested by member stores. Stressing merchandising and marketing, the publication is a cheerleader urging stores to stand strong against the competition of discount chains.

Although support services are increasing, the buying advantage is no less of an incentive for membership with the focus broadening from the traditional hardware. Lumber and building materials are offered by most organizations with special buyers and services for these prcducts.

Buying groups are also taking on the role of image makers, offering store plans ranging from interior remodeling to new stores incorporating the latest merchandising features. All rely on attention grabbing symbolism. Ace's Store 2000, Do-it Center 2000 and Sentry Hardware's Store of Tomorrow look to the future for their theme. Others, including Trust Worthy with "We're the Problem

Solvers" as a slogan, emphasize service. Traditional symbols of quality characterize True Value's Store of First Choice and Build Arnerica programs.

The retailer who wants the confidence and benefits provided by membership in a multi-faceted organization is usually well served by the coops and buying groups of the '90s.

r-800-443-9003

7:00 AM - 6:00 PM Centrol Stondord Tlme

Lumber-Uke You Want lt When You Wont It

DOUGTAS FIR

C & Btr. Boords

C & Btr.2'

C & Btr. 514 ond 4x4

C & Btr, Fingerjoint

SLIM-TRIM

D-Select Fir & Lorch

Select Structurol 2x

PONDEROSA PINE

C & Btr. Boords

C & Btr. Fingerjoint

C & Btr. RWRL 514 - 6/4 - 814

#2 Shelving

#3 Shelving

WESTERN SPRUCE

D-Select

#2Grode Stomped

#3 Common Potterns, Strips

SOUTHERN PINE

C & Btr. Arkonsos

C & Btr. Southern Yellow

C & Btr. Potterns

#2 Potterns & Boords

Steptreods C,D, #2

CEDAR FINGERJOINT

REDWOOD FINGERJOINT

tP INNERSEAT

PLYWOODS

Hordwood - Birch

Hordwood - Ook

Louon

Cedor Sidings

Sonder Fir

Fir Sidings

MBirminohom

P.O, B6x 20609

Milton Butler

BRANCHES

Atlonto, GA (CSXD

Birminghom, AL (BN)

Columbio, SC (SOUTHERN)

SATES

Nito Weir

Dorlene Dovis

Kevin Weisgerber

CorlJones

Bobby Mills

Chris Collins

Willie Andrusko

Dwight Poole

Aoron Choncey

Steve Blount

Toby Kirklond

Gene Scheligen

CO-OPS encourage slores lo add popular.ser' vbes such as lhis nursery and garden section.

National Home Centers will open store # 8 in Russellirille, Ar., in late June or early July utilizing an 87,000 sq. ft former WahMart location; plans are underway to build a 120,000 sq. ft. store in Fayetteville, Ar., and a west Litle Rock , Ar., location (see story p. r7)

Forestek Lumber, Islamorada, Fl., is relocating to a newly-built larger site on the island ... Alexandcr Building Supply and Floor Covering, Bay Springs, Ms., has moved ftom downtown to a new location on Highway 15 with 48,000 sq. ft un<ler roof

Lutnmus Supply Co., Atlanta, Ga., is building store #6 in Acworth, Ga., anticipating a late summer/early fall opening

Doug Walker acquired the outstanding stock of Crcscent Lwnber Co., Crescent, Ok., and will operate the business with Aaron Hart Ridaut lttntber will open a new location in Wynne, Ar., on property formerly occupied by Vaccaro InmberCo....

Iawe's will close its Springdale, Ar., location when a new Fayetteville store is ready; locations have been selected for Lisle Rock and North Little Rock, Ar., units ,.. HomeQuarters Warehorse has excavated for a store across the street from where Lowe's will build in North Little Rock and will open a Little Rock unit when WalMart moves out of the building they are acquiring

OneSource Home & Building Centers in Little Rock expects to open July | Pixley Lunber Co., Claremore, Ok., has purchased land south of town and may build there ...84 Lumber is open in Murfreesboro, Th.

Scotty's; Winter Haven, Fl.,

denies rumors that tfF chain is filing for Chap. 11 bankruptcy protection and says it is being confused with Spirdr Holding, tlso owned by its parent co. GIB Gtoup of Belgiun

Builders Square will open a 109,000 sq. ft. storc in Florence, Ky., this month Honu Depotls revising plans for its proposed Lake Mary, Fl., unit; Ocala, Fl., City Couttcdl delayed action on a proposed Home Depot while approving a lawe's on State Road 200 ... Home Depot plans 12 stores in the South by year end including units in Greensboro, N.C.; Charleston, S.C.; Tbllahassee, Fl.; Augusta, Ga., and OklahomaCity, Ok.

Lowe's, Lake Wales, Fl., upgraded its lawn and garden center Inwe's, Newport News, Va., expects to relocab to a super store next year HomeQuarters Warchowe is now ofrering installation at five HamponRoads, V&, stores Home Depot has droppe<t asphalt roofing shingles in Dade County, Fl., becarse they do not meet new wind velocity stan<lrds...

W. T. Harvey Lumber Co., Columbus, Ga, has added window replacement and vinyl siding installation services ... Buildcrs Snpply Co., Hopewell, Va, added a window cent€r T H. Rogers Lumber Co., Purcell, Ok., just unveiled a new showroom Wides Material Co., kxington, Ky., has closed afrrr 47 years

Sander Supply, Seiling, Ok., was named Business of the Montlr by the Chanbr of Cmuwce Tlw Pary Co. provided temporary shelves for the annual CrreenvilleGreene County, Tn., County Library book sale ... Hornc Depot, Hampton, Ga., donated material

and labor to the Hampton Boys Home ... Hitachi Power Tools U.SA.Ird., Norcross, G&, donatedpower tools uro[& $4,0fi) to ttre Atlaffa Area lbcldcal Sctpol ...

Anniversarles: The Stanley Wo*s,l5Gh; WS Inc. Material Handling Equipment, 45th; .ldners Building Steply, Carthage Ms.,7ttr; Sandcr Strypty, Selllng, Ok,2nd...

Idaro nnber Corp., Bolsef Id", acquired the C&S southern pine mill, Carthage, Ar., namhg fack Beverage gen. mgr. Harcock Ttnbr Resowce Grutry acqufopd 25,9OO acres of North Crrolina dmberland ftom LP funberbds Operwing Co., Itd. ...

Georgia-PrcdEc, Atlanta, Ga, wiU build a rpw mlll in Coc Bay, Or. Norbord Industrics vlzill build a state of 6e art OSB mill near Thpelo, Ms., subJect to approval by parent co. Noroda Forcst lttc. Iauisiou-Pacifrc rs installing a new generation of environmental oontrol equipment atits Urania, La, pd dd ...

BTW (Better T[an Wood), Jensen Beach, Fl., is test mrketing a plastic lumber product et Homc Depot, Jensen Beach ... Yariform,Inc., opened a 75,(X)0 sq. ft vinyl $ding datr in Jasper,

Elder Wood Preserving, Mansura, La., has upgraded its treating plant wttt a new fransfer deck, increasing orQut over 30% ... Hysur Co. is tu first U.S. lift truck maker to receive ISO 9002 registration in mfg. plants around the world including Greenville, N.C., andBerea, Ky. ...

Howhg srorts f6 Atril Qatest figs.) rose 6.7% to a seasonally adjusted annual rarc of 1,213,000 ... single family consEuction was up 6.3%; multifamily 9.5% building permits climbed 5.8% nationally afil2.l% intu South 'This is decent lmprovement which could b,ring tte f993 rate to a seasonally adjuSed 1.3 million units," said Mark Obrinsky, Federal National Mortgage Ass oc iation economist, Washington, D.C.

Canadian lmport Tariff Unfair

The U.S. tariff imposed on Canadian lumber imports has been found to not comply with a free trade agreement between the two countries.

An international panel detennined the Bush administration erred in part when it levied a 6.5Vo duty on Canadian lumber last June. Aug. 4 is the deadline for U.S. response to the ruling, which the Commerce Department found "disappointing. "

A panel of Canadian and American trade officials is expected to rule June 27 on whether Canadian forest policies affect U.S. lumber sales.

Home lmprovement Sales Up

Preliminary figures released by the Home bnprovement Research Institute show 1992 home improvement product sales at $106 billion, a 5.2Vo increase over 1991.

Consumer sales increased 5.87o to $73.2 billion while sales to professional remodelers rose 3.6Vo to $32.8 billion. Data are exclusive of labor for professional services and new consEuction figures. Based on these estimates, the home improvement product market will outperfomr retailing in general.

Projections for 1993 estimate the total home improvement product market at $115.4 billion, 8.97o higher than 1992. The consumer market is expected to reach $78.8 billion, a7.l%o growth, and the professional segment $36.6 billion, a ll.S%o growth.

Environmental lssue Seminar

The Hardwood Council will sponsor a booth and present a seminar on "The Environmental State of North American Hardwood Forests" at the American Institute of Architects Expo, June 18-20 in Chicago, Il.

Answering concems about the environmental impacts of wood products, hardwood spokespersons will assure attendees from around the world that wood used in buildings is ecologically corect, structurally secure, cost efficient, safe and beautifut.

Home Centers Seek Company

Togetherness is becoming a trend for warehouse stores with Lowe's and

Home Depot receiving pennission to build 100,000 sq. ft. units almost across the street from each other on State Road 200 in Ocala Fl. After a traffic study revealed the highway could handle the additional traffic, city officials gave them the green light.

West Little Rock, Ar., is equally crowded with OneSource Home & Building Centers recently opening and Lowe's and Home Quarters Warehouse locations under construction.

National Home Centers Inc. wanted to be a fourth, but their request to build on a State Highway 10 was denied in a controversial rezoning case.

The Pulaski County Chancellor reversed the Little Rock Board of Directors'decision to allow the project following an appeal which included an accusation that one of the directors was biased because her husband worked for a National Home Center supplier.

He's cr conlrodor who demqnds the uncommon perlormqrrce ol Dlckson Spllt-Prool Sldlng Ncltrs.

The Dickson Neverust9 with smooth or lock RingtM shonk, delivers three times the rust protection of ordinory golvonized noils. Or choose Dickson's stqinless steel nqils. , ,unmqtched durqbility lor redwood, cedor ond other high-ocidwoods.

With Dickson noils, you get eosydliving, tight-holding peilormonce, PIus the confidence ol knowing you've done the job just once cnd for good. No rust streoking. No cqll-bqcks. For free somples

coll l-800-572-9351.

Sidinq Nails-

o No Staining

o No Streaking

Hlghesl quallty nalls for cedar, redwood and other flne wood materials,

r Slender shank and blunt diamond point

. Diamond pattern

head blends with wood texture. Small head diameter Dermits

face nailing and blind

nailing o Annular ring threads preclude nail head popping and cupping ol siding boards AlSl Grade

3O4 nickel/chromium alloy.

SWANEZE II EI II

-IESelt-counter sinking bugle and trim heads Square drive re@ss eliminates driver bit cam-out. Sharp point for quick penetration with minimal pressure . Self-tapping coarse threads Coated with non-stick, dry lubricating film . Solid nickel/ chrome stainless steel for supedor corrosion resistan@ .6 lengths: 'l" through 3"

For additional data and dealer information: swcrnsecune

Products, Inc.

1701 Parkman Ave., Balllmore, MD 2|Zill 41G646-28m FAX41o-64&2756

CALENDAR

JTJNE

Kentucky Lrrnber & Bultdtng M.terlrl lhelerr AsrodrtlonJune 7, advertising rormdtable Modisonville; Juc t, Canollton; June 9, Iondon, Ky.

Southe$iern Lumber Menufecturcrr Arochtlon - Junc &lO SYP lumber grading wortshop, Hot Springs, Ar.

Dlstrlbudon Amerlce - June $l! partnership confe,rencg Marriot World Center, Orlando, Fl.

Lumbermen's Club ol Mcmphls - Junc 10, luocbeon meting, Racquet Club, Memphis, Tn.

Southeeste.rn Lumbcr Menulrctuncrs Asodrahn - Juc 10, area meeting; June llFl2, SYP lumbcr greding shqtcourse, Hot Springs, Ar.

Cercllnrs-Tennescee Bulldlng Mrtcrlrl Aslrthn - Juac lG 13, annual srrmmer @nfereoce, Oprytand Hotel, Oprylan4 Tn.

Florldr Lumber & Bulldlng Mrtcrlel Dedcrs AssodrtlonJunc 10.13, strrnmer menagement conference, PGA National Resort & Sp+ Pdm Beacb Gardens, Fl.

Moorc Hendley Inc- - June 12.13, snmmer martet, OPrylaDd Hotel" Nashville, Tn.

Eurchop '93 - June 12-16, storefiuing, display & merchandising fair, Fairgrounds, Dusseldorf, Germany.

North Amerlcen TYholccdc Lumbcr Arocttlon - June lllt, executive managernent institutc, Univcreity of Virginia, Charlottesville, Va

Outdoor Power Equlpment Insaltufc - Junc lZ-20, annual meeting, Ritz{rlton, 46sli1 lslrn4 Ft.

Southern heeeure Trerierr Arochtbn - lunefu2i4 sunmer meeting, Radisson Reso'rt, Myrtle Berb, S.C.

Foneet hoduc.ts Soctety - June 2D-Zl, ennual mccting, Sberaton Sand IGy Resor! CleanaterBccb, Fl.

Amerlcrn Forest & Peper Afsodrtbn - Junc t2-21, opn industry forum, Westin Perhtnee Plaza, Atlanta" Ga

Southern Forest hoducts AssocLtlon - Junc A-2G, Fotest hoducts Machinery & Equipment Expo 93, Georgia World Congress Center, A0anta, Ga.

JIJLY

Southeestern Lumbcr Menufecturcrc Arcoc{rtlon - luly ?-9, SYP lumber gadiog wortsbop, Tbomasville, Ga; July-&I0, Perry, Ga.

House Hescon Herdwere Co. - July lGll, marteq Gatlinburg Convention Center, Gatlinburg, Tn.

Scrvlster - July ll-14, home & garden showplace, Marriott Lincolnshire Resor! Chicago, IL

Loubbnr Bulldlng Meterlel Deelcrs Arodrtlon -July lgl8, snmrn€r cnrnfel€rce, Destin FL

Lumber Menufeclurerc Assoclltlon of YlrglDlr - Joly lclt, srrmm€r meoting, Tbe Wintcrgreen Rcsqt, Wintcrgrccn, Va.

Lumbcrmen's Club of Mcmphlo - luly 2il,luncbeon meeting, Raoquet Club, Memphis, Tn.

Herrfs-Terkett - lluly t2,A, hardwmd fboring rchol, Johnson City, Tn.

Orglll Brm. & Co - July 23-25, fall market, Nashvillc C-onveotion Center, Nashville Tn.

Intcnredond Lrwn, Grrden & Powcr Equlpnctf Eryo -July 25-27, Kenhcky Exposition Center, Louiwille, Ky.

Bulldlng Materlal Assoclatlon Executlves - July 31-Aug. 4, Mackinac Island, Mi.

Mlsslsslppl Bulldlng Materlal Dealers Assoclatlon has moved to new offices, 2O7 Watet St., Carthage. The telepbone, (60L) 267-5522, and the mailing address, P.O. Box 474, Carthage, Ms. 39051, remain the same.

Clark Howell, Howell Building Supply; Billy McGivney, Servistar Home Center; Dale Joiner, Joiners Building Supply, all in Carthage; Jackson Wholesale Building Supply Co., and Wayne Evans, Building Plastics Inc., both Jackson, donated materials for remodeling the new offices.

Executive director William [,ee Russell is calling on members and prospective members with a membership drive in process.

Kentucky Lumber & Building

Materlal l)ealers Assoclatlon is sponsoring three roundtable discussions of advertising tbis month: Madisonville, June 7, Carrollton, June 8, and [,ondon, June 9.

The board of directors will meet at Campbell House, lrxington July 22. A golf outing and dinner is scheduled the day before.

Mld-Amerlca Lumbermens Assoclatlonts second annual Fall Fun Fling Oct. 8-10 will be at Shangri-La Resort Afton, ok.

Advisory committee members including Bob Henkle, Grand Country Homeworks, Grove, Ok.; Jerry Henry, Mill Creek Lumber & Supply, Tulsa, Ok.; Cleo Nunley, Rich-Mix Products; Dwight Wells, Continental Timber; Dave Bond, Cedar Creek Wbolesale, and Dale Fuzzell. Blue Circle Cement met to plan the weekend for dealers and suppliers.

Thol's How lt Goes!

SOUTHERTI ASSOCIATION

Specific details on educational seminars, golf, fishing and tennis tournanrents as well as boat rides, tours and other activities will be available soon.

Ylrglnla Bulldlng Materlal Associatlon has approved a membership drive continuing through Aug. l.

Membership chairman George Haw Itr chairs the contest which offers free registrations to the VBMA 1993 Management Conference in Virginia Beach as prizes.

Dealers or associate members signing up one dealer member and one associate member will receive one free spouse regishation. Those who sign up two dealer members or three associate members will receive one free member registration. Recruiting three dealer members and one associate member or one dealer and fbur associate members will win free regisbation for a couple.

Florlda Lumber & Bulldlng Materlal Dealers Assoclatlon concluded its 1993 Membership Football Challenge Bowl with 23 new members.

Florida Gators took first place with 66 points; All Americans were second with

42-ll2 points. Membership comrnittee chairman Brian Blocker was the most valuable player with 29 points for the All Americans. FLBMDA staff member Terry Jalbert placed second with 21 points.

Other high point performers: Rick Goolsby, 15; Jack Monroe and Sam Dunn, l4 each; Jay Leahy, lO-112; Barbara Powell, 7. Tom Joyner became eligible for induction into the Ambassadors Club at the FLBMDA annual convention in the fall.

Prizes and awards will be presented June 11 during the sunmer management reheat at the PGA Resort and Spa, Palm Beach Gardens. Florida Gators will defend their title in the Fall Football Challenge the week of Oct. 18.

Tbe association will celebrate its 73rd anniversary Sept. 16-18 during the annual "Partners for Progress" convention and buying show at the Marriott World Center, Orlando. Lynn Michaelis, Weyerhaeuser Co., and Kip Howlett, Jr., Georgia-Pacific Corp., will discuss "The Future of the Forest Products Indushy," according to Terry L. Jalbert director, meetings and publications.

Buildlng Productt Dlgest

"Now, for those ofyouwho have been pressuing me to step down, I'd like you to turn around and mcet my son,"

ELEPHANTS staned at circus pany. LAT managing otricer (1) Badara Doughs. (2) Jearl Pa*er. (3) Bobtrie Sdiol, Bill Ramey. (4) Pete Smad, Wafter Foxworth. (5) Mary Jo Thomton, Lillian Thompson. (6) Bienda Ellion, Pat Aldred, Emmefl McCoy, Pal Baion. (7) Marc Draper, Shirley Geagdn, Will lvie. (8) Troy Slansberry, Kim Buford, Cindy & Doug Miles.

(9) Bdan McCoy, Julie Davb. (101 Tom Short. Bandy Beck, Bob Warmbotd. '(11) Keilie Ghser, Jim D $efano, Straonne donr6v. (t2l David, Amanda, Ardie & Steve Ja*son, Cai Robinson. (13) Tall down, short admirer. (14) Jim Waldrop, Chris Goff, Rich Viota, piilei Houghton, Rich Chapman. (1 5) Randv Harano. Pat Simpson. (15) Lee Canoli, Gates & Lindi

Copohnd. (17) M[ke Canpc, Tony Roddouez. Ed La Croix, Steve Gonzalez. '(lSl Fiani

Arilz4 Me McClilahan, l(wir ltlcl-ain. Stare Jones. (19) Bill Wodh€rfv, Jlm Moncrief. Patrick McC'aslin. (201 Chrb Rore, Jini Wnles, Bob Starford, Robert'Bed' Owens.

Building products big top comes toTexas

fillephants, clowns, balloons and, lZnot incidentally, lots of business transactions characterized the 107th annual meeting of the Lumbermen's Association of Texas.

Cautious optimism was evident as dealers enjoyed an improving business climate, despite a rainy spring and still vivid memories of the recession that battered the state in the mid1980s.

Speakers included Jim Bender, an

industry veteran and Pacific Northwest manufacturers rep who mixed magic in his message of telling dealers how to compete with the chains and big warehouse retailers. Bender advised: don't go head to head, do your own thing, be different" do what it takes to win, emphasize customer service, employee training, store cleanliness, making your store fun to shop. Study the competition, he suggested, play off their weaknesses to

Story at a Glance

Gontinuing improvement in the business climate ... attendance up ... Walter F. Foxworth named Lumberman of the Year '94: April 7-10, San Antonio.

your strengths.

William Peny Pendley, Mountain States Legal Defense Foundation, decried the loss of individual rights

(Please turn to page 22)

LEVI'IY of balloon hars (1 ) added fun. (2) Lovd Bobo, Lee Plant. (3) Fied Thomas,'Lbnn'ie Goolsby, Bob Carliski. (4) Chades Roesset, Gary McOoy. (5) Tom Yager, Ed Gray, Jeff Chapman, Gary Vaughan.- (6) Bob Hixson, Ron Hilliard, Dottie Klotz, Crrairi Bhkemore. Oi Chadie Horton, Steve Dean, (e) Scott Hoenigi

Timm While. (9) F. B, Elliott, Riciard Riooev. Willie F. Sandei. (101Vernon Massev.'Jori Moore, Jim Pe*ins. ' (1i ) Chvton Blanton. Dick Nalale. (12)Steve Girenther, Ronnie Wlliams, Howard Powell, (13) Bill Healv. Deb Wilgenbusch, Dave Saurirs. fl4) phil'Alqer. Howard Lovus, Russ Golighily. (1S) Finri

Hurley, Jim Brown. (16) Dave Wilson, Jack Slevens, Randy Collins. (17) Mark Beil. Guillermo Olivar*. (18) Sue & Metwn Tnvis. (19) Ray Nunn, Ted Gafbrairh, (20) diltCarqiil. 9!evg 9iryrS, (21) Jim Roskoirf,' (22)John Elwell (A) Janet & Davirl Hoover.

LAT Convention

(Continued from page 2 I )

and freedoms due to environmental extremism being enacted into law and enforced unfaidy by state and federal agencies. "People are more important than snails, birds and bugs," Perry said, urging dealers to get involved at the grass roots level to fight the environmentalists' power grab.

Attendance was up at the San Antonio meeting: 840 retailers and associates vs. last year's 77,5. Some 240 businesses exhibited, with more than 1,100 exhibitor personnel clcrked in.

The circus theme was evident and meetings very well received throughout the expo, judging b1' the many

(Please turn rc page 36)

TEXAS show included (1) Julie & Mark Gebet (2) Ron Ross, Gayle Tipton. (3) Bob Chamberlin (4) Janet & Greg Matatall (5) Ron & Pat Yarbrough. (5) Scott Stanford (7) Matt Haroldson, Molly Muller, Cheryl Bailey, Darryl Motley (8) Roy Sawyer, David Davenoort. GeorQe Peevev. (9) David Christoirher. E. Z. funt, Anila & Joe Sreeden.

(10)Alan Lrttle. Halold Tate, Johnny Hall. (11) Bob Jackson, Carter Smith (12) Gary Weaver (13) Lonnie Lynch (1a) Ray Chambliss. Dave Blasen. (15) Karl Akers, Bon Middleton, Derrell Jackson. (16) James Bergeron, Michael Reuhnd.

PERS NALS

Aaron Babcock has joined Tampa International, Tampa, Fl., as mktg. mgr.

Dave Wllson, v.p.-mktg., Dixie Plywood Co., Savannab, Ga., just celebrated his 20th anniversary with the co.

Davld Jordan, Lee Roy Jordan Redwood Lumber Co., Dallas, Tx., is now in charge of mktg. for the Southeast.

Dan Anderson is new to sales at Houston Woodtech, Houston, Tx.

Jerrold T. Kabelln, Cotter & Co., has been named cbairman of tbe board, replacing retiring \illlllam Claypool trI, who remains on the board. Donald E. t'Edtt Yeager, owner of four True Value Hardware stores in Arkansas, was elected to the board to replace retiring Mark W. Evenett, Jr.

Joe Garret has been named co-mgr. of 84 Lumber Co., Middlesboro, Ky. Russ Peoples is co-mgr., Hickory, N.C.

Terry Clark has joined Hunt Plywood, Ruston, La., as sales mgr. Chuck Lamplng is new to the Hunt Lumber div.

Sharon Parklnson, former lumber buyer with Servistar, has joined Culpeper Wood Preservers, Culpeper, Va., as account executive, reports Josh Danlel.

Davld Knott has joined Columns, Inc., Pearland, Tx., as rep for Ga. and middle and eastern Tn. Rtchard Thompson is handling western Tn., Ms. and Al.

Brlan Nlelsen, Fish Builder's Supply & Hardware, Star City, Ar., recently completed a Mid-America Lumbermen's Association blueprint reading & quantity estimating course.

Mark Sulllvan, Chemical Specialities, Inc., Charlotte, N.C., and his wife, Sally, are the proud parents of 6 lb. 12 oz. Megan Lynn, born May 13, 1993.

Darrell Smlth has joined tbe plywood div. sales force at Hood Industries. Hattiesburg, Ms.

Kerry Sheppard has been promoted to gen. mgr. at East Texas Lumber Co,, Kilgore, Tx. Dan Mantuefel is new as asst. mgr.

A.D. "Pete" Correll has been installed as pres. and ceo of Georgia-Pacific Corp., Atlantg Ga. James T. Wrlght was promoted to v.p,-human rcsources.

Steven C. Bean is new to Southem Forest Products Association, New Orleans, La., as mgr.-market analysis & economic services.

Charles Scott has been elected a v.p. of Robbins Manufacturing, Tampa" Fl.

Blll Llger, director of financial reporting, New South, Inc., Conway, S.C., has earned a Master of Business Administration degree from the University of S.C. Mlke Arnett is new as specialty products mgr. and James H. V9alls is responsible for start-up and management of the co.'s new millwork div. Jack Schaberg has joined Burgin Lumber Co., Ltd., Cutbbert, Ga., as sales mgr., according to pres. Robert Burgln III. Rlck \ilalz has been promoted to national paint sales mgr. at Hardware Wholesalers Inc.

Kelly Jones and Blll Qulnt are the new inside support personnel for PrimeSource, Inc.'s newly relocated Dallas, Tx., major accounts Hq. Dave Bethea has been transferred from Irvine, Ca.. to Dallas to head up the inside suppod 8rouP.

Frank Sherldan, Afrasian Woods, Mineola, N.Y., and Gross Veneer Sales, High Point, N.C., has been elected pres. of the International Hardwood Products Association, Alexandria, Va. Charley Whlte, Crescent Lumber Co., Crescent. Ok.. bas retired aftet 47 years in the industry.

Donnle Steed is the new mgr. of Gilbert Lumber & Supply, Prescott, Ar.

I)on James, Payless Cashways Inc., I:ke Dallas, Tx.; Ron Jarvls, I-,owe's Cos., North Wilkesboro, N.C.; Tom Joyner III, Ioyner Lumber Co., Lakeland, Fl., served as panelists at a recent Southem Pine Marketing Council meeting.

Rltchle Langford, Home Depot, Nashville, Tn., is engaged to marry Sharon Lynn Mathls June 11, 1993.

A. A. "Lancett Campbell has been promoted to v,p. and national sales mgr. for the building products div. of Celotex, Tampq Fl. Dave Forehand, Atlanta, Ga., and John Getz, Dallas, Tx., were named Celotex Regional Sales Representatives of the Year.

Wllllam Henry McElwee, director emeritus, Lowe's Cos., North Wilkesboro, N.C., and the company's first general counsel. was honored at the dedication of the Wake Forest University School of Law's Student Bar Association Office.

Jack Handel is a new truck driver at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Continued on page 37)

Reputation by Product PONDEROSA PINE

Fine Textured/ Kiln Dried

NAVA-PINE

Premium Quality

Lumber

Half Pak HIL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds.

Half Pak PLL. and PW.

NAVATRIM

Premium Mldgs. and Millwork

Bundled/Unitized/ PJ,V.

Preservative Rods

Impel Rods from Chemical Specialties Inc. provide cosr effective, internal wood protection against rot and cemin wood demaging insects.

NEW P DUCTS

and selected soles oids

Point-Of-Sale Sottware

Keystroke POS, a conprehensive point-of-sale software syst€m to aid retailers in sales management and inventory @ntrol, is new ftom Specialized Business Solutions.

Version 2.1 includes bar code printing formats, enhanced inventory receiving functions, new hardware interfaces for customer pole displays and electronic scales, improved multistore functionality and a new inventory maintenance module. Using its bar code capability, sales transactions can be completed in seconds with the touch ofjust three keys.

User interface conforms to the

A Tall Order

Totally weatherproof and virtually maintenance-free, PermaCast columns from HB&G rue molded from a proprietary fiberglasscomposite material for exceptional loadbearing capabilities.

Available fluted or unfluted in four popular sizes, the columns can be used with HB&G's Polywood (polyurethane) caps and bases for a conpletely rot, warp and insect-proof column system that needs no weather protection such as internal asphaltum coatings or ventilation.

The upper twothirds of column shafts are tapered to offset an undesirable optical illusion generated by parallel lines in vertical structures.

Windows-style IBM Common User Access standards (pull-down menus, pop-up windows, list boxes, hot keys and push buuons).

Molded from water-diffusible boron, they are inserted into small holes drilled in wood where it is most susceptible to rot. The holes are sealed with a w@ dowel, putry or caulk that can be painted s stained. Rods r€main in a solid state mtil the wood's moisture content exceeds 20%. t}ey tben begin o dissolra and diftrse into tbe wood-

As Oe rods dissolve, the boron migrates !o areas of higbest moisure, where wood is most suscrptible to ror If the wood dries, diffrrsion stops and the residual preservative remains in place. Depending upon onditiqrs of moisture, rods need not be replaced for yean.

Odorless, colorless, non-staining and low in loxicity 1s ftrrmanq and animnls, tbsy frt virtually any application, including heavy tinb€rs, beams, joists, posts, millwork, windows and door frarnes.

Aluminum Rail Line

A new line of heavy duty aluaflrrm railing with the look of wood has been inroduced by Superior Aluminum Products.

Feauning l-112" wi&, pickers and Get Hooked

Colorful, durable plastic pegbord hooks which stay in place are new ftom Sta-Put Color Fecs.

For use on ll4" peg-board" they feature a unique locking design which keeps the hook securely attached when adding or removing items. Once attached pegs can be removed for reuse with a quick pull and retain their original grip srength.

Constructed of non-toxic, highstrength polypropylene, pegs come in three styles: round hook, mgle hook and adjustable tool ring hook. Each !!ue, red or yellow hook holds up to l0lbs.

4" trlgh lop rails, the Series 990 railings are available in a wide variety of cutfigurations and eigbt maintenancefree anodized or baked-on enamel decorative finishes.

Wremarkable Wrench

The CLAW Cinch Lock Adjustable Wrench from First Choice Tool Co. features twice the gripping power of conventional adjustable wrenches by locking onto four sides of a hex nut or bolt instead of onlv two.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-7990 or FAX 7 74-852-023 1 Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

The three model sizes can each handle more than 30 different sizes of nuts and bolts, replacing more than 30 different conventional wrenches and sockets, both standard and metric. Built to professional specifications, the tool comes in 8, l0 and 1?' sizes. Other features: high quality hot drop forged moly alloy steel construction; angled handle to keep user's hand clear of work surface, and open top to allow long bolts to extend through wrench to access nuts not reached by standald sockets.

Save Your Energy

A radiant barrier that can be installed in attics, floors and sidewalls to drasticdly reduce energy costs is new from Advanced Foil Systems. When applied in attics, AFS-RB reportedly will reflect 95-97Vo of the radiant heat sriking a roofs surface, stopping it before it saturates attics, batts or blown-in insulation, to reduce heat flow by up toZ1vo.

Name

Company

Address City State zip

Phone

The three-ply reflective product is non-toxic, features a vapor permeability of zero and can also be used as a chemical and vapor barrier.

Pick A Picket

Thirty different styles of vinyl fencing are now available from Heritage Vinyl Products.

Specially added ultraviolet inhibitors protect the fencing from sunlight. Impact modifiers added to the bonded blend of 1007o virgin, high polymer resin increase its srength.

Classically Crafted Golumns

A new line of load-bearing architectual columns manufactured from an innovative fiberglass, marble dust and resin composite have been inEoduced by Focal Point.

With the cool feel and sturdiness of stone, non-porous ClassiCast Columns resist impact damage, fire, weather and ternites. They are easily painted, installed and, for a precise fit, cut from the base.

The fencing reportedly won't rot, rust, crack, chip or peel and is maintenance free and highly impact resistant. The line includes picket fences, privacy fences, ranch fence and swimming pool fence, in white, tan and gray.

Designed for interior or exterior use, they are available both in fluted and plain profiles, with coordinated decorative caps and bases. Columns come in 8' and 10' lengths and 8" and 12" diane|r;rs at the base, with gracefully tapering tops, and carry a 15 year waranty.

LuLl,lw

Sign Up Hlgh

IN THE UNITED STATES DISTRICTCOURT FOR THE EASTERN DISTRICTOF LOUISIANA NEWORLEANS DTVISION

UNITED STATES OF AMERICA, Plaintiff. v. SOUTHERN PINE ASSOCIATION. et al.,

Defendants

CIVILACNON NO.275

NOTICE OF PROPOSED LIMITED MODIFICATION OF 1940 ruDGMENT WHICH CREATED SOUTI{ERN PINE INSPECTION BUREAU

PLEASE TAKE NOTICE lhat the Southern Pine Inspection Bureau ('SPIB"), which was created in 1940 by a consent decree ('Tudgment") in a civil antitrust case in Federal Court in New Orleans, has asked this Court to agree to three modifications of the consent decree:

The first would allow SPIB to incorporare in Florida instead of Louisiana;

The second would make two changes in tbe SPIB Board of Governors membership and selection designed to allow a mix of Governon representing both large corporate hurber mills, and smaller proprietary (or family) lumber mills;

The third would dele0e a provision, never use$ which allowed certain trade associations to claim a seat on the Board of SPIB. The plaintiff, the United States of America ("Government"), hes consented to the entry of such an ordetr, but has reserved tbe right to withdraw its consent for at least sevenry (70) days after the publication of the notice.

The Government hai filed with the court amemorandum seEing forth the reasons why the Government believes that modification of the Judgment would serve the public interest. Copies of the Complaint and Judgnent, SPIB's motion papers, the stipulation containing the Governnent's consent, the Government's memorandum and all finther papers filed with the court in connection with this motion will be available for inspection at Room 3233, Antitrust Division, Department of Justice, 10th Street and Pennsylvania Avenue, N.W., Washingon, D.C. 20530. and at the Office of the Clerk of tbe United States Disrict Court for the Fastern Disrict of Louisiana, 500 Camp Street, New Orleans, Louisiana 70130. Copies of any of these materials may be obained from the Andrust Division upon request and payment of the copying fee set by Department of Justice regulations.

Interested person may submit comments regarding the proposed modification of the decree to the Governmenl Such comments must be received by the Division within sixty (60) days and will be filed with the cout by the Government. Comments should be addressed to Gary R Spratling, Chief, San Francisco Office, Antitrust Division, Department of Justice,450 Golden Gate Avenue, Box 36046, San Francisco, California 94102 (Ielephone: (415) 55G 6300).

Oversize4 illuminate( inflarable signs dasigoed o instantly draw eyes to their message a€ rxlw available from Softsigns.

The system consisc of a nrbular-shaped sign inflated with forced air and built-in illumination.

Retailers can easily change messages for Grand Openings or other promotions and move tbe ligbtweigDt portable signs from location to locatio.

Made of translucent, vinyl-coated polyester, they re simple to insrall and come in six sizes up to 4l fL long. The lighting system is controlled by an internal tim€r and operates with common 300 watrbulbs.

A Place In The Sun

The new SunDen product line from Sunshine Rooms, Inc. ombines maintenance-ftee aluminnm exteriors with the strength, wartrlth and natural grain beauty of wood beans.

Their continuous sheets of bronze rcrylic give prorcction from win( rain, dust and insecrs - whib provlling a wideopen view ofthe outdoors.

Designed for easy installation as re.sidential pfrcb aDd patio enclosures, the new Woodcrest design ootn€s h 8. and l0'deep models that can be extended ftm tte basic ft€e, four or five-bay lengths with the addition of extra t by sections. Flexible acrylic panels pemit m-site rmf pirch adjustment ftom 2"-12" to 6"-12".

Each basic unit includes two endwnlls, tcro Z x 4 windows and a screened weather door. Optional built-in roof vents and 2'x 2'windows can provide added ventilation.

Bath Boards

The first tileboard paneling featuring two borders and two different tile sizes on the same panel has been inEoduced by ABTco.

Reminiscent of the classic Greek and Roman era, 4' x 8' Diamondtile Series panels offer distinctive designs and embossed grout lines to cfeate the look and feel of custom-designed marble tile at a fraction of the cost. They are not scored, which might weaken the integrity of the panels, especially when they are exposed to moisture.

The three styles (Pearl Mosaic, Marble Mosaic and Pewter Rose Mosaic) feature two borders of triangular 3-314" x 3-314" accent tiles on a rectangular background of 6" x 6" tiles. The diamond shape pattem in the border is used at the chair rail level and then cut in half for the base.

Beam Me Up, Scotty

The Power Beam, an E-rated glued laminated structual member with design values reportedly equal to or higher than otler engineered lumber products, has been introduced by Anthony Forest Products Co.

NER and SBCCI code approved, the laminated structural lumber comes in widths of l-314",3-112" and 5-112" and depths from 7-114"- 18".

It is sized to match cuffent framing systems and is directly substitutable with most LVL and PSL applications without nail laminating.

Applications include header beams, floor and roof beams, and many other structural uses where high sfength and increased reliability is desired.

Blind In A Bind

SunDial, a benveen-glass door blind that installs in minutes on most steel doors, is new from G Systems.

An attractive window covering alternative which adds value, privacy, security and energy efficiency to a home, it comes in two half light sizes, 20" x 36" and 22" x 36", and two full light sizes, 20" x 64" and 22" x &".

A gear-driven blind operatof ensures ease of operation and maintenance-free performance in a dust-free environment. A clean frame appearance eliminates dangling cords, wands and unsightly mounting brackets.

sFEclALlsT$

r i^z @MwowrfuM r_tl rY'f iYi

AmrytegufpmomttAlabama.... ......205-951-1302 Florida....... ......813423-6700

@s0en ffifth$ou0h Equlpmomfr West Tennessee, Mississippi & Arknsas... ........9O1-795-72N

ffiffi0osffi0meryB

Tu lsa, O K.............................91 8'8,36tr,85'l Oklahoma City, OK.............405-232-7588

90onmr0 & Sfloumsom ffi[offifl ftlm@hgl

North Texas.........................21 /t-631 821 I South Texas.........................71 3671 $3@

U|BS nne" e0offie?amd0nng EgutPmemfr

Chesapeake, VA.........,,.................80/r45-98U)

Richmond, VA..............................UW232-781 6 Roanoke, VA..............................78-42-8972

Wi nchester, VA............................703-6t654320

Rocky Mou nt, N C........................91 94/r&3031 rtrremmffimdn/frag:.

Gargia...... .......401t-987-7666

East Tenn. & No. Carolina..T0il-588-1300

South Carolina....................80+79&73N

5ffi2 --|S.pI{N F-W,F MoULDING "?6-o?6S!- COMPANY

Todays Source For Moulding & Millwork

MOULDING

DIYOLINEALOJAMBS

PRE.FIT PACKAGED KITS

STAIRPARTS O PRESSURE TREATED ITEMS

WOOD &ALUMINUM COLUMNS O PORCH POST

AND BROWN'S ruEWEST LINE

BILTBEST WINDOWS & PATIO DOOBS

Call For Complete Information:

MorurEvRll0, AL (Ho)...80$756.01 99

HorrMm, NC................800-756.0299

Smrono, F1.................800-756{399

SHnevenonl LA ...........80G756.{1499

LoursvruE, |(Y..............80G75m599

ELrnrocE, MD...............80G756.0699

Stick to the Basics with Adhesives

With dl tbe adbesives on tbe market, consumers can have a tougb time selecting the proper one for a particular job. And ssslsrimss confrrsed customers will choose to buy no product rather than risk buying the wrong product- A knowtedgeable sales staff can help buyers make the right cboie.

Epoxy Glues: Desigped mostly for mD-Irorcus surfrces, but can bc used on wood. Uses include pipes, radiabrs, rnetal, chin4 marble, ceramic tile, masonry and glass. Among the strongest adhesives available, tnre epoxies ome in two prts (a resin and a catalyst) that are mixed together before usc. Oncc combinc4 they set permanently in a specificd length of timc to withstaod vibration, sbock and nearly all omnon solveots.

Urethrne Adheslvec: The one-part adbesives bond most materials, offering the strength of an epoxy without mixing. They rcquire clamping and Z boun to fully curp. Uscs include mending fumiau€, tool handles and children's toys.

Used on many surfaces, tbough joints rnay come apst under beavy loads. Most effective on porous or semi-porous surfaces, it bonds immediately wibout clamping and resists water, fuogi aad extreme tcmperahnes, tbougb instatrt adbssbn makes it difficult to use. It bonds laminates to count€.rtops or cabinets and plastic foam, bardboad or metal to wood.

Cleer Cement Works best on porous materials. It is clear, colorless, water resistant and suitable for flcxible and rigkljoints.

VYhlte Glue: Used to bond fabric, paper, cardboar,4 cortq leather and interior woodworking jobs not requiring a waterproof joinL Tbe affordable, milky-white glues dry clear, sct quickly and can withstand moderate strain.

Woodworkers' Glue: For jobs needing ease of sanding and better water and heat resistarce. It grabs faster tban wbile glue.

In$rnt$etthg Glues: Ideal fq nost noo-porous (ccramic, some plastics, rubber, metal, synthetics, potyethylene, but not glass) and some porous materials (wood, leatber, paper, but not foam). A small anrount of the gel creates 8 stong instant bond, so it should be bandled carefully.

Plestlc Resln Glue: Powdered urea formaldebyde glue is mixed witb waGr to make highly water r€sistrnt bonds that are non-toxic and impenrious to most materials.

Weterprof Glue: For wood joints, the two-pdt (liquid resin & powdered catalyst) adbesive cures undcr prcssure in l0 bours.

Caseln Glue: Feaures good filling qualities for beavy wood gluing. Powdered casein mires with water, is bss expensive than plastic resin and waterlnoof glue, and sets in tbrec hours.

Acryllc Adheslves: Bond most surfaces including oily or porous surfaces. The waterproof, non-flemmable, two-component adhesives don't need mixing, hold well under stress and bond in less than a minute, permanently in 45 minutes.

Heevy-Duty Adhestves: For flat interior or cxterior surfaces. Tbe solid adhesives peruranen0y attacb rigid plastics, ceranic, glass, metal and finisbed woods. The industrial stsength bond resists temperaurre.s, wat€r, oil, gas, det€rgeots and vibrations.

Aneeroblc Adheslves: For creating bonds itr tbe abserrce of air, such as wben sealing nuts and bolts. They guad against corrosion, leaks and parts loosening from vibration and shock.

Hot-Melt Adheslves: Available in several types, including clear sticks for general purpose use, white caulk sticks and wood repair sticks. They are used only in hot-melt glue guns.

Wholesalers pine away in Florida

/l renewed devotion to southern 4llyellow pine marked the 10lst annual meeting of the North American Wholesale Lumber Association.

Over the years, a number of SYP producers and wholesalers have left NAWLA due to a perceived lack of representation. To woo back the southern companies, NAWLA formed a Southem Pine Advisory Council, a sounding board intent on fostering

Story at a Glance

Wholesale distributors renew interest in southern pine "Circls of Life" documentary unveiled record number of new recruits announced.

better communications between manufacturers and wholesalers of SYP products.

Co-chairmen are Doyal Marks, Marks Forest Products, and Clayton Barns, Willamette Industries, Ruston, La. Four others are developing a mission statement.

"As loyal NAWLA members, we should be able to work together to create a binding relationship !o generate good partnerships," Barns told the 50 wholesalers and producers attending the council's inaugural meeting.

Also during NAWLA's May 2-5 annual at the Innisbrook Resort, Tarpon Springs, Fl., Southern Forest Products Association's Stan Elberg delivered an update on Southern Pine Marketing Council activities. He revealed that their 5 Point marketing plan has been a grcat success with last

WHOLESALERS: (1) Karen & Dave Wilson. (2)Ted Bloch, Gregg Riley, (3) Dor6 Morton, Tim Brennan. (4) Burke Hill, Bob Smilh, John Campbell. (5)John Moore,Will Riegel, Garey Keltner. (6) Duane Kuzak, Tom Bailey. (7) Ric* Warner, Kurl Wlliams, Rod Wilson. (8) C. W. Patdck. (9) Harvey Graves, Ward Allen. (10) Jim Kehl, Larry Hanson, Jack Skriden. (11) Jack Stevens, Stan Elberg. (12) Chuck Hanis, Ted Fullmer. (13) Stan & Ann Bell. (14) John Bender. (15) Clayton Barns, Don Waller. (16) Jane Gaiennie, Jim Ramsey, Jess Hutton. (17) Buddy Klumb, Barney Bbndel.

More photos on pages 30-31

year's 14 billion bf of SYP production the highest since 1914.

Dr. Robert Lee spoke on sustainable yield, population growth and how the nuclear fear age has changed to the environmental disaster age.

Next, NAWLA president Dennis Downer discussed its support of the Temperate Forest Foundation. "Education is the key to our industry's survival," Downer said. He then introduced the wodd premiere of tle foun-

(Continued on page 38)

NAWLA EXECUTIVE: (1) Nick Kent, Jim Pappas. (2) Dennis Downer, Jim Geisinger. (3) Anita & Jim Carroll, Jim Mace, Rich Schaberg. (a) Bob Legg, Ken McClelland. (5)

Chris Grover, Charles Jourdain. (6) Steve Killgore, Mike Durga. (7) Wade Boyd, John Branstetter. (8) Mark & Michelle Fingerle. (9) Jim Graham, Roy Canoll, John Ferguson. (10)

Bob Pippen, (11) Jim Buller, Mike Durga, Andy Goodman. (12)Vicky Seid, Doug Davis.

(13) Doug Holt, Jack Gianni. (14) Ari Burke. (15)Jim Clarke, Bob Owens. (16)John Dziedzic, Bob Wenige. (17) Fred Babcock, Carl Stillitano. (18) Marianne & Dick Schmid. (19) jim Stewarl. (20) Joe Zanone, Bob Bootay. (21) Keith Matheney, Vince Lachance, Dave Olden. (22) Rick Palmiter, Dave Hallack. (23) Jim Elder, Tess Hutton. (24) Tom Krejchi, Gary Tragesser. (25) Bandy James, Bob Handegard.

Building Products Digest

ASSN. HONCHOS: (1) 8ob Hunt, Sherman

Leibow, Vic Riolo. (2) Bill Stevens, Lavern

Glover (3) Wally Swanson, 8ob Smith, Bob Shull. (a) Ed 8urke, Dave Komar, Bob Bell.

(5) Ron Fatzinger, Jack Scholl, Alar Hem. (5) Mitchell Wommack, Morns Douglas. (7) Don Granlham, Steve Rountree. (8) Ralph Schmidt, Chris Mergel, Herb York. (9) Mike Mackin, Jim Epperson, Jr.

Traditionally, all wod fillen have been mafu wittr solvenb, including our industry le'ading Famowood. Increasing environmental regulations, however, are bdqinning to call for the elimination of sdlvents at manufacturing sitA. ThatS why we crcatd our nsv Solvent Frce Famowood to meet VOC _(volaile organic bompund) and environmental rcgulations. fust like resular Famowood, it wonl crack, shrink or crumble. You can saw jt, nail it, p1int it or stain it. In fact, the only differena is it's non{oxic, nonflammable and even easier to clean up. How's that for a breath of fresh air?

SOLVENT FREE FAMCIVT/clCID

Just like the uood it's mafufrom.

Manufactured by Beverly Manufrcttrring Co , Los Angeles, CA.

infr>rinatkrn rilcase crll our iales rcoresen-tatives at i _800_6?,t_jz()6

T}IE BEST TOOL FOR TI{E DECK BUILDING II{DUSTRY

VERSATILE:

Drives screws 2" - 3"

ACCURATE: Allows orecise countersink settings.

CONSISTENT:

Virtually jam free with Ouik advancing screws.

OUIK: up to 4 times faster than conventional methods.

. FAST LOADING: 167 screws per coil - in just seconds.

. APPLICATIONS:

Decks, Docks, Fences, Panel Assembly.

ADAPTABLE to most electric or air powered heavy duty screwguns.

OTHER MODELS

AVAIIABLE

To drive screws from s/s" to 2".

Model QD 3303 2" - 3'

LARGE VARIETY OF SCREWS including QUIK DRIVE RUST BUSTERS, colored to blend with cedar and pressure lreated lumber; also self-drilling tips to avoid wood splitting.

NEW LITERAIURE

A History Of Wholesaling

The 170-p. hardbound'NAWLA, A Century of Friendship, Service & Vision" is $24.95 from North American Wholesale Lumber Association, 3601 Algonquin Rd., Ste. 400, Rolling Meadows, Il. 60008; (800) 527-8258.

Lumber Stabilizer

A 4-p. brochure on Seasonite Stabilizing Treatment for new pressure heated and untreated exterior wood is free from The Flood Co., Box 399, Hudson, Oh. ,14236; (80o) 321-3444.

Nominal lmportance

"How lmportant ls lR2 of an Inch?," explaining the difference between full and nominal thicknesses, is free from the American Plywood Association, Box 11700, Tacoma, Wa. 98411; (206) 5656600.

Deck Talk

The 160-p. softcover "Building and Designing Decks" is $21.95, and a companion VHS or Beta fomrat video, the 70minute "Building Decks with Scott Schuttner," is $34.95 from The Taunton Press, Box 5506, Newtown, Ct. 06470: (800) 926-8776.

Timber Treater

A 4-p. look at Taylor Lumber & Treating's capabilities in pressure heated timber is free from Box 567, Beaverton, Or. 97075: (8OO\ 547 -1447

Remodeler's Reading List

The six volume Black & Decker Home Improvement Library is $12.95 softcover and $14.95 hardcover for each 128-p. book from Black & Decker. 59fi) Green Oak Dr., Minnetonka, Mn. 55343. Included are 'tsuilding Decks," "\ilortsbop Tips & Techniques," "Everyday Home Repairs," "Carpentry: Tools, Shelves, Walls, Doors,"'Carpentry: i"psdsling" and "L,andscape Design & Construction."

GET YOUR COPY of any Nal bterature items by contacting each company directly. Pleise mention you saw it here!

Metric Bimonthly

The bimonthly newsletter "Metric in Conskuction" is free from tbe Construction Metrication Council of the National Institute of Building Sciences, (202) 2897800.

Crime Stopper

"How to Avoid Retail Robbery, Burglary and Violence" is frce from McGunn Safe Co.,4917 S. Central Ave., Chicago, Il. 60638; (800) 621-2816.

Forklift Selection Guide

"How to Choose and Use Your Lift Truck Dealer" is free from Hyster, Box 847, Danville, Il. 61834; (800) 221-1191.

Arthorized Olympic/PPG Pre-Finish Network

'AnhorLed /nf,lmEco/lT" Factory Fifsfpr

MACMILI-AN BLOEDEL BLDG MATRLS

Tampa, FL (800) 940€63s

MACMILI.AN BLOEDEL BLDG MATRLS Fort lauderdale, FL (30s) e$285s

MACMILIAN BLOEDEL BLDG MATRLS

Jacksorwille, FL (904) 35$3557 (800) 342-s9ss

MACMILT.AN BLOEDEL ELDG MATRLS

Adanta, GA (404) 351-2811

' MACMILI.AN BLOEDEL BLDG MATRLS

Gulfport, MS (601) 895{894

.TRI.AD PREFINISHING

Grensboro, l,lC (919) 37s-4849

.RIVERSIDE WOODSTAIN SUPPLY llount Holly, frc (70/.l827-2439

MACMILT.AN BLOEDEL BLDG MATRLS

Ghadce, tlC o04) 394-1665

MACMILIAN BLOEDEL BLDG MATRLS

Chadeslon, SG (803) 723-3824

MACMILI.AN BLOEDEL ELOG MATRLS

Houslon, TX (71319a1-172 r/13) 820{519

MACMILI.AN BLOEDEL BLDG MATRLS

Canollton, TX (214) 418-1110

BTTOREYOU Srm

Everybody loves the great look of stained wood. But all the brushing, spraying, cleanup, and weather delays can makeit apainto stain.

Unless you're using Olympic Sunpass Factorv Finished Wood Products.

With Olympic Sunpass Factory Finished Wood Products, your job is finishedbefore youstart. We applyyourchoice of over 100 colors of Olympic Solid or Semi-Transparent Stains or Olympic Machinecoat Premium Acrylic Finish to pre-selected wood siding right atthe factory.

Every inchof the exposed wood can be coveredon all four sides. High-speed revolvingbrushes force the staindeep into the wood. It's then dried and cured in controlled conditions, wrapped and delivered

to the site according to your schedule. It's quite simply the best process available.

You get quality that's soaked in at the factory, not sprayed on at the site.

So you can forget about the weather, subcontractor problems, job site clutter, and especially, job call-backs.

Great stain. No pain. You gain. For the number of the Olympic Sunpess Authofized Applicator in your area, check the side-bar or call 1-800-235-5020.

Buildinq -Products

Classified Advertising

WANIED: Plywood/OSB snips, drops; som4 square, uniform, dry, thickness l/4 througb 23R2. Prefened width, 3-ll2, 5-ll2 or wider. L,cngth 32 to 96 inches or longer. Mixed or Truckload. Send price atrd availability to FAX #90l-682-8501, or mail to: llmber Source, 47,{6 Spocswood, Memphis, Tn. 38117. Phone Gm) 87+1953.

Twenty-five (25) words for $2 I Each additional word 700. Phone number counts as one word. Address coun6 as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rale: $45 camera ready. $55 ifwe sel the type. Names of advertisers using a box number €nnot be released. Address replies to box number shown in ad in care of Buildiru Products Digesr, 4fl[ Crmpus Dr., Suite 4t0, Newport Beach, Cr. 9265,0. Make checks payable to Cutler Publishiq, Inc. Mail copy to above address or call (714) 852-1990. Deadline for c-opy is lhe 20th of lhe month. PAYMENT MUST ACCOMPANY COPY unless you have esublished credit with us.

CEDARTONE CCA: Our CEDARTONE dyed CCA Products are cedar h,own, nd geen! Call us today for a quote on ydrr favaite product- l-(8m) E47-9,663. Fax 912-236233t. Savannah Wood hesewing Co., Savannatr, Ga-

Bulto 1T Y0URSELF tXo S UE noXEY. 5m SEES, lt_t S]EEI. CrtT TODTY FOR EROCHURE ilO PRICE QUOTE. HERITAGE BUILDING SYSTEMS

800-643-5555

Of DISCONTINUED, BUYBACKS AND IRREGULARS IN DOORS, WINDOWS, JAMBS, MOULDING, SPINDLES, TREATED LUMBER AND ALL BUILDING MATERIALS

REDWOOD CEDAR TTMBERS

Product Sales Co. PO. Box 4989 Orange. Ca.92613-4989

Fax 6'19899'f129

662 Lm Hwn., Chat , Tn3712l

COi{TACT Spencer Parks, Slew Yatee or Jim Grutnley

l7r4f ee8-8680

lBool 228-7647

lSo. Ca. WATSI FAJ( 714-921-8249

Building Materials Software For IBIfr, @mputerc

Designed for building materials retailers and wholesalers, this complete system includes point of sale, order processing, bi[ing, sophisticated pricing (markup, markdown, contract, quantty breaks, etc.) accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts payable. general ledger.

o EXEC & GEN MGMT.

o ENGINEERING

oOPEMTONS

SALES & MKTG.

ConH

oAwoltv l{sLYtG

267sDet.o

SEARCH BY DESIGN ITI

5505 E. EVERGREEN BIVD. Sb.325

VAN@UVER, WA$661RETAffiFEES

WHAT IS EOO.HOO?

On January 21,18y2, at nine minutes past 3:0O p.m., six men werc stran&d by a delayed train in Gurdon, Ar. Therc and then the enthusiastic group of six &vis€d the Concatenatcd Odcr of Hoo-Hoo, now the oldet indudrid frrtcrnd cganization in the world.

Morc than 95,ffi) iodividuals in four countdcsfrom all aspectsof the forcsl ptoducts industry havc joincd Hoo-Hoo clubs ovet the years. Thcir aims lrc fellowship and promotion of thc lumbet industry.

Easy to use, completely integrateda single transaction updates all relevant data. Call or write: nfis8

Uasg Systems Co., Inc.

363 Mass. Ave., kxington, MA 02173-4018 617 674-1O55

Local Support Auailable

If you are interc<ed in membcrship or letning more about Hoo-Hoo in your local an-a, scnd the infotmatioa bclow to: HooHoo Intemational, P.O. Bor I lE, Gurdon, At.71743. Or FAX 501-353-4151. lndustry Afriliation Address Ciry -

strte- Zip

Tests Confirm Treated Wood ls Safe

Vegetables grown in snall bins made of either untreated pine, Wolmanized pressure txeated wood or Wolmanized Extra weather resistant lumber for 12 weeks and vegetables purchased at the grocery store were analyzed for the presence of preservative ingredients in a recent test at Hickson Corp.'s Technical Center near Atlanta Ga- Small amounts of each element were found in all vegetables.

Since there were not grealrr amounts in the vegetables raised in treated bins, the test concluded there was "no uptake of the metal constituents into tle vegetables."

Vegetable Analysls. Drv Basis. mqiKq {oarts oer mlllion)

Bill Baldwin, Hickson vice president of technical and environmental services, said, "Our test results confinn previous studies by scientisb around the world. No harmful effects have been found in investigations such as the Food and Drug Administration's Market Basket Survey, the Swedish National Food Association potato sordy, the Texas County Extension agent garden study and papers that have appeared in several technical journals. I hope our study, along with this other data, will reassure anyone with doubts about Eeated wood and finally put the safety question to rgsL"

Flooring Association Rejects OSB

Despite a study by tbe Virginia Polyt€chnic Institute that found OSB a suitable substrate for nail-installed hardwood flooring (see Feb., p. 23), the National Wood Flooring Association does not recommend OSB generically as a suitable subsEate.

The difficulty in interpreting the results of the study arises from the fact that there is no commonalty of structure of OSB, NWFA president Ralph Singer said. Since the vrious brands use a number of differing manufac0ring methods and ingredients, the association cannot make any recorunendation regrdrng its use.

Consequently, NWFA believes that if you desire to use OSB as an underlayment forhardwood flooring, you should look to the individual manufacturer for its specific product warnmty. OSB is not a generic iteuU unlike boards and plywood.

Gonsumer Awareness Push Begins

The wood preserving industry will conduct an intense communications campaign to improve retailer and wholesaler participation in the industry's Voluntary Consumer Awareness Progrm (Vcee; this month.

Originating in 1986, rhis program provides reated wood purchasers with Consumer Information Sheets outliniag benefits, use and handling p'rocedures for working with tbe product. "Retailers and wholesalers need to fully understand the importance and responsibilities of their roles in the volmtary consumef awaeness pfogfam and the need to train and motivate sales persmnel to ptrticipate," expliained Bill Crossman, American Wood Preservers Institute p'roduct acceptance commifiee chainnan.

AWPI is asking all wood preserving industry members

to contact retailers and wholesalers across the country between June 14 and 25 o make tbem aware of the need !o disribute Consumer Information Sheets to each treated wmd puchaser. Since the progrm's inception, puticrpation of wood preservativ€ formrrlrtors and wood tr€aters has remained nearly 100%, but due to high personnel turnovef, rates and incorrect perceptims, participation and awar€ness mtes rmong fetail€,fs and wholesalers have declined.

The program is one of several measu€s AWPI detailed !o the EPA last fall to show tbeir intflt o imp,rove the disuibution of Consumer Infamation Sheets to consumers. Results of industry reserch to deteimine tbe t)"e of stfre signs tbat best attract auention and promp treated wood prnchasers !o rcquest a Consumer Infqmation Sheet dso will bo released this month.

International Hardwood Program

The International Hardwood Producs Association's CLJRE (Conservation, Ufilization, Refaestation, Rlucation) Committee is expanding is waldwide effors to preserve tropical for€sts.

To increase mabogany growth and encourage timb€r trade ftom sustainable menaged sources, CLJRE will sponsm collection of viable seeds from nanre uees for ploting on degraded agriculurral lands in Central ild Soutb Am€rica- Popularly lnown as "Johnny tvtaloganyse€a' tbe pro grm will be supervisedin each cqmry by aplancoordinator. The frnt to take part, Bolivh and Brazil will serrre as models for other nati<ns.

make it quick and easy to fasten wood to 2" steel pipe posts.

The bracket attaches firmly to the steel post with a single screw, then to ttre fence rail with 4 lag screws

The Model PGT2 Pipe Grip Tie can handle corner€, splices or uneven terrain.

Now anyone, from contr€ctor to DIY homeowner, can build a fence quicker, ea.sier, and stronger with Pipe Grip Ties from Sirnpson Strong-Tie!

For more information and the name of your near€st Sirnpson Strong-Tie distributor call toll-free: 1-8fi)-999-5099

SIMPSON STRONG.TIE@ COMPANY, INC.

?, fh. WuE s M Eeuat ftmb. C@netd CWny Regional Oftice and Factory: '172O Couch Drive, McKinney, TX 75069

KDATW DEANH

LAT Convention (Conttutcdfron page 22)

smiling faces during the April 15-17 event. The 1994 ennqal will also be in San Antonio, April 7-10.

Two major awards were presenEd: Lumbeman of the Yea to Wdter F. Foxwo,rfr, Foxwortb{albraith Irmber, and Associate Member Representative of the Year to Roger'Fete" Smafi, Temple-Inland.

LAT 1993-1994 officers are hrker Beebe, gesident; Lonnie Goolsby, lst v.p.; Bill Robinson, 2nd v.p.; Larry Burng secretary; Dan Gu€rla, treasrrr€r; Fmme6 McCoy, sergeant-at-anns.

For pressureteated ntood trds hlndded afier fieatnenl call Dean Lumber Co.

The gente onditilming of our steam dry kilns yidlds exceptional producb $dl as Dean Dedq Ddcono fire retardant feded wood, Outdooro wood, Wolmanizedo Extra" lumber, and beated specialties.

Your customer€ can stop wasting tirne with wood fence posts that rot and fail- Pipe Grip Ties now

Personals

( Cont inue d fro m p age 2 3 )

Jerry Moreau, fomrerly witb l.ouisiana-Pacific, is new to purchasing and sales at Elder Wood Preserving Co., Mansura, [.a. Phil McGee, mgr., Lowe's, Whiteville, N.C., participated in Cental Middle School's Partners in Fducation progran. At Lowe's in-house Sterling Advertising Agency, North Wilkesboro, N.C., Chrls Burcaw was promoted to senior copywriter; Paula Chrasson, mgr.-advertising design group; Llnda Ferendo, senior designer-newspaper advertising; Elalne Carol Mlnton, designer II, advertising group; Sarah Henry, senior designer-tabloid advertising.

Jack Beverage has been named gen. mgr. of Idaho Timber Corp.'s recently acquired SYP sawmill, Carthage, Ms. At the Fl. div., Jln Wlllams is now gen. mgr., with Rusty Yazdanpour new to sales.

Wtlltam W. Prlngle has joined the American Plywood Association as field rep for N.C., Va. and parts of Tn.

Warren Plxley, founder, Pixley Lumber Co., Claremore, Ok., has been re-elected to the Eastern Ok. Advisory Council of the National Federation of Independent Business.

Dudley lVebre, Landry Lumber, Luling, La., was one of eight receiving a La. Small Business Person of the Year Award.

Mark Ellasson is now national account executive for CertainTeed's residential insulation group.

Glenn Woodruff has been promoted to eastern regional bardware sales mgr. at Phifer Wire Products, Tuscaloosa, Al. Mary Brltton is a new hardware sales rep.

Dana R. Lowell is now mktg. mgr.-doors, openers and electonics products for Stanley Door Systems. Richard J. Caceres is product mgt.-electonics, gate operators and security systems, and Larry C. Kaufman, products mgr.-garage openers.

Robert Josephson, Stanley Tools, is now product line mktg. mgr.-paint applicator and surface preparation tools, and Kate Dool"y, product line mktg. mgr.-fastening tools.

Jake Gosa, American Woodmark Corp., Winchester, Va., has been elected exec. v.p.

T. Marshall Hahn, Georgia-Pacific, and Bernard Marcus, Home Depot, ranked #3 and #5 on the list of Atlanta's top 25 highest paid executives. Marcus recently addressed the Rotary Club of Atlanta and over 100 top high school students during the annual "You & the American Economy" program.

Peter F. Wall, Celotex Corp., Tampa Fl., recently received the North/East Roofing Contractors Association's annual Clarence J. Carr Roofing Industry Award for his contributions to the indusky.

Dave Ploundre has joned Hitachi Power Tools USA, Norcross, Ga., as a pneumatic sales specialist.

Jercmy Michael Ledebur, sales mgr., Hechinger, Roanoke, Va., wed Tracey Dawn Kenyon Feb. 14, 1993.

B.C. 'lScootertt Cllppard has been named pres. of A.J. Smith Co., Nashville, Tn., according to ceo Gllbert N. Smlth.

Betsy and Freddy Siewers, Siewers Lumber & Millwork Co., Ricbmond, Va., are the proud parents of 6 lb., 3 oz. Emma Lancaster Siewers, bom March 25, 1993.

Brlan Parrlsh, mgr., Foxworth Galbraith Lumber Co., Winnsborc, Tx., and Wes Eggleston, Sulphur Springs, Tx., designed and constructed a stage-sized "computer terminal" for the Chamber of Commerce's annual banquet.

Dennls P. Aalfs, American Tool Cos., is the new Vise-Grip senior product line mgr.

John E. Krout is new to AFCO Industries, Alexandria, La., as director of national accounts, reports Robert J. Schultema.

Robert Rtggs, Riggs Sales Service, Lexington, Ky., is recovering at home following a recent heart attack,

Reggte Lee Goulds, Lowe's Cos., North Wilkesboro, N.C., married Cathy Jane Chambers May 23, 1993. Other Lowe's weddings: James Thomas Staley and Terry Lou Lampley March 20; Charles Phlllp Wallls and Heather Marle Wlles Feb. 28, and James Donald Mlnton and Angela Marle Bowlln Feb. 26.

Obituaries

Bill Payne, 65, former executive vice president and general manager of T.H. Rogers Lumber Co., Oklahoma City, Ok., died March 28,1993, in OklahomaCity.

A native of McAlester, Ok., he joined T.H. Rogers lurL94/., retiring at the end of 1992. He served the MidAmerica Lumbermen's Association as director, v.p. and 1978-79 president.

E. DeMatt Henderson,78, a director and vice president of the now closed Monarch Mill & Lumber Co., Litue Roch Ar., died April 3, 1993.

Mr. Henderson served as executive secretary to the State Association of Retail Lumber Dealers.

NAWLA Annual Meeting (Cotinuedfrom page 29)

dation's new documentary, Circle of lry'. Following the 28-minute video presentation, the audience of250 gave executive producer Bob Legg a standing ovation.

Other speakers included Northwest

Foresry Association's James Geisinger addressing Pres. Clinton's future policy on federal timberlands; Dr. Stewart Malone, creating economic value in a business; Patrick Dolan, changes in distribution; Lou Marchese, interstate [ax, and keynoter W.T. *Tom" Richards, Idaho Forest Industries, Coeur d'Alene, Id.

Past president Ward Allen, author of NAWIA: A Century of Friendship, Service and Vision, received the Distinguished Service Award. He dedicated the honor to his late wife, Dorothy. Incoming p'resident Willian E. Tufu was later introduced with lst vice president Jack Skriden, 2nd v.p. Eric Canton, beasurer Stephen Boy( and a slate of new dirctors.

A record 6l new associatim members have been recnrited since April 1992. Top recruiters were Dennis Downer, Stephen Boyd, Duthie Welsford, Carlos Furtado and Jack Skriden. The next annual meeting will be beld April 23-26,1994, at the Canelbrck Inn, Sousdale, Az.

COMING NETT UONTII

Englneered Wood Products

o Columns & Posts o TFeated Products . Pre-Stalnln8

Co. --------------35

Dclte Cedrr hoducts, tfd" -...--.--.-.....6

Diclrsm Wcetherprmf Neil Co-------17

Dykc Indrutric

Herdwarc Wholcsdcrg Inc---------.t

Holstoo Buildcrs Supply-----------5

Hoover Trertcd Wood hoducts------5

Houston Woodt€ch--------------37

Ilughcr Wood Produc& -----------35

Hyster Mid.South Equipmcot - ------n

Jorden Rcdwod Lunrbcr, Lec Roy *Cov. II

Lafayette Wood.Works .-..............................5

Mrs Systerns Co, Inc. .................................34

Moldiar & Millrort, Im. ------3t

Nevqi, Forl t Prcdoar Indortricr---23

Omrmcdd Mooldiryl lDc------s

Phillipc Mrcf,imry ------_ ------n

PlDtefl-Wcb.i.r

PFGAFOlymgc Scqrrr .------323

Product Sdcr Co. ---.4

QuitDrivcUSA

Rrnddl

Sccoodr ln BulldfrA lf*rilc -------35

Sinpon Stnq-fi e ----------35

Sorbcro Loubcr Co" h--Covcr III

Sotf,cnr Pfr lupcrdoo Borcen*---26

Sothcm Wtrc Cloah

Stcwrrt & Stcvcuon Mrf.dC Endling--t

Sty'c-Mrrt-- -----18

Sryrrme Dcdq, IE ------Cover II

Swn Sccur.a

Tcch ho&ct!. -------5

Trinfty Forcrt Indutria -----Cover I

VBS Inc. Mccrid Hrdfu._-----n

WesterD R.ed Ceder Lumber Association.....7

Wrenn Hendling .................27

FigurehurROI Through HWI

Rebate Purchase Categories

Regular ll arehouse

Promotional \\'arehouse

Regular Drop Shipnrent

II L u nl r)er

I irur lrllll \t11,1'1.

Calculiltc thc totlrl I I\\'l r.chiltc \ ( )U vuoLtlcl hlnc t'cectrcrl llt't rcar'. \irtr'lL

\cc ()nc ot tlrc inrpor111111 l.rglrgli{: rrl bcing u []unlu lLlc \\'lrtrlcslrlcr.:. lrre nrcnrhcr'. l-his lcbalc aclvuntliuc ir.just onc \\ lr,\ ii c hclp vorr inryrror e r orrr

Rclurri ()n Irtr e \tnrr-nt.

\r litt IJ\\ I rttc'rttl.rcr. rrrtr'l] r.''

Ir lt i e lLslr tliscottnt rtn lrll Ittr'.lrrL.e '. in aclilition ttt thc lrltelitlr llu irti,,t.t

l.r'iee. l,r lir|th.'r' t.'ilu.. r, )ul in\\'nl(,1\ costs lrncl hclp cornPcte ri itlr tlrc biu clrrrin'.

\iltt cittt lircLt: r oLlt llrlr ctli'irt-r clollltr: in r oul ori rt lrrr-rrl tttrit'ke 1 rvhr-rc thcr 'll clo r,r[t lhc nrtrrl Lorrtl.

ll\\ | Iitlr;rlL

13. l5 ,qt

l.e.litt.a I l\Vl .lri.'tt t ltii\.' rlillrr)lt:r rLrlr irlr.in:, tc.'.

( )rrl n rcrttl.ir'. lrii\ .' l r runrl tir.ii [] \\ I

Ittlr CtliritlS lrlt)-!t,lllt\ |l rr\ 1!1a

llc.,ilrilitr lntl lrrt:il irlrlra rl ,\ illr,,rrl rlrc lri.lr ".t ," lt r "t... .l. ll.

1 r lrrrr rr\.'thJitrl ilttrl,/fti)

' ',1

l\)lt:' l!'r'ltt tleht It.'.in lri1r1'1 1i'1..11.'' l(\t ()Lll ttljItl.af..

I)Lrn .! llrrrtlstrect rrtc-: H\\'l linr()ng

llrc rti,r.l tlnrLneialh s()unrl !()nrniir ii\ rn llrc it,ttnllr. \tlu can count rrn Il\\ I {() he it !()ll\l\lCrtt Sttpplf \OLtlt.'lrr,l.r\ .rnrl int\, tlr.' littLtre.