Building Products Digest - June 1995

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HOOD \ryOOD. Kincl ol has u rrice ring to it, clrxrsnt il/ tfur its rx)t ollr t)arller thal lrople hnve grown bncl of: it.s our lligh (luality' proclucts trr rcl I riencllt'. rjc1_rr:nrlable srrrvict'.

Olrr wicle faltge o{ proc[l('ls arc t'onsir lt:re(l ilrr x)l tg tlx. inchlstr),'-s lrcsl lx'r'arrst' ol' our clc'clit'rrliorr to firsl ralc worknanshil-r rtrrcl our ulilizali(xr ol one ol tl)c Soutl r'.s g,r('illesl resol trces. Sotrtlrrnr g<'lktttt 1.rilx,. Ther lrees rtsed lo plrodut'o orrr ltroclucts are well-knr-rr,vn for lrcing strong tunrl'v'ery trealaltle. f:ron) tltis irrherlelrlly, slror)g r,vclod. wo provitltr otrr ('uslorr)ers witlt a full rartger of ltlywr.rocl (shoathit lU-. loucl]-sar rderl artcl ulrrlcrlay'rrrcnrs. full sanded. slrLt('lrlral graclc' pane:ls, oil arrcl eclgt' scal. ptrinted ccigc's arxl crrrcls, and tongue iutcl groovtpanels), as wellas top cluatity' lunrlrr. We' spcc'ialize in 2xl0 arrd 2xl2 iiltd oxlralong lrrnrber. ir-rclurling l8' to 24. .,\rrcl. orrr lurrilter is also ervailable in sclc-t-r ancl exporl gratles. So. by utilizing only the finesl raw n)ateri.tls alxl

sure our customers are happy. We provide pricing for both FOB nrill arrd destination, whichever best suits your needs. And, by conslantly ntonitoring truck and

U.S., Europe, the United Kingdom, Latin America and the Caribbean. And weVe found thal our superior service speaks for itself. both here and abroad.

the talents o{ skilled craftsmen. we ensure rhal HooD wooD is always good wood.

At Hoocl. we feelthat simply having a great product is nol enough. We're in a service industry and we focus a great deal of attention on making sure our service is the best in the business. With much pricie placed upon our quick response to orders and our ability to fulfill special requests, we have develolted the roputalion of a company that goes to grerat lengths lo make

rail rales, your quotes can be rnacle immediately. Other special H()od services include papor wrapping before shipment and special (xport packaging. When it cornes lo service, we do one thing and do it right. We make sure yollre satisfiecj. lts.a simple concept that we've applied to all aspects of our business. We have satisfied customers in the

When you're in the wood business, you have a responsibility to use your resources wisely and make sure you respect and intelligently manage one of Americas most abundant natural lreasures. Hood lndustries reaf izes that the future of our company, as well as the future of the environment, depends on the responsible and careful use of this countrys {orests and woodlands. Thats why weVe adopted a good neighbor'policy, which is essentially a pledge to use each tree to its fullpotential. By full potential, we mean the entire tree is utilized for either lumber, plywood or wood chips. Nothing is wasted. And, as a member of the APA (The Engineered Wood Association) and the southern Forest Products Association. we

HCOD INDUSTNIES

are very involved in their efforts to ensure quality standards and conservation practices throughout the industry as well.

So, lf you want top quality plywood or lumber and unrivaled service from an environmentally conscious company, theres only one name to remember. HOOD WOOD.

Lumbrer: (60l ) 735-5071

Waynesboro, MS . Coushatta, LA Rail Service KCS

Plywood: (6{J-l) 26+2559

Beaumont, MS r W€l€lins, MS Rail Sen'ice lC and KCS

ARTDIRECTOR MartraEmery ST FFARTIST MaryScdt qRcutlllotlotxtywlld

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Photo by P&M Cedar Products

markets in 13 Southern states

PUBUSIIER DavidCuder SEI{IOREDrOR oavidKoenig ASSOCIAIEEDfiORSaraDa}y COilTRlBlmilG EDIfORS Dwight Cutran, Gags tildfiney

tShade trees, overhangs, a northern exposure . . these and many other conditions help fungus, moss & algae to discolor and break down the shingle fibers that make up your roof. Now for all-type new roofs, or existing roofs presently free of fungus, moss or algae growth, comes Shingle Shield, the zinc based maintenance-free roof protector. When it rains, Shingle Shield invisibly releases non-toxic zinc-oxide to wash and protect as it races down the slope of your roof.

Shingle Shield goes up quickly, safely, and lasts the lifetime of your roof.

EDITORIAL

Magnolias, mint juleps and money

Southern companies and associations have done an admirable job promoting southern yellow pine. They have rightly concentrated on its features, benefits, renewability and other positive features.

Yet, there is another aspect we think could be promoted that would add a new dimension to the facts and figures.

We're talking about promoting the South along with southern yellow pine. The myriad favorable aspects of the South could be presented as a backdrop, collateral feature or as a bright, shiny ribbon to tie together mundane product features.

Across America the perception of the South and Southerners is very positive. The only possible exception being the myopic media in that most provincial of U.S. cities: New York. That aside, the South possesses a powerful presence and reputation. We think that power could be harnessed to carry and enhance sales of southern yellow pine producs.

SYP is often the backdrop, literally, to some of the most positive and likeable images of the

South. From the golf links of the Masters' Tournament in Augusta, Ga., to the recreational areas of Arkansas and East Texas, to the resorts of the Gulf Coast and the Southeast, southern pine is there. Favorable images quickly spring to mind when the conversation turns to southern hospitality, the Miss America beauties of Mississippi, the lilting speech that falls so gently on the ear, the graciousness that marks much of the conduct of southern life. Orlando, Florida, is the number one tourist destination in the country, in part, because people from all over the country enjoy the local hospitality, courtesy and civility.

We can hear the doubters now: "Don't kid yourself, southern pine sells on price alone, buyers aren't interested in that sort of stuff." That may be true in some cases, but marketing studies indicate that most products are finally sold for more reasons than price alone.

Any favorable aspect that can sell more southern pine should not be overlooked. Our gut feeling tells us that given the right slant, these southern intangibles could help move extra product.

For pressurefeated wood hats kilndded after teatnent, call D,ean Lumber Co.

The gente conditioning of our steam dry kilns yields exceptional products sudl as Dean Deck, Ddcono fire retadant teated wood, Outdooro wood, Wolmanizedo Extralumber, and teated specialties.

CYPRESS I I

The Distinctive Advantage I You're Looking For

Achieve beauty for any interior, and rugged style for unique exteriors with cypress. Cypress is at home in both formal and casual settings.

A favorite for centuries, cypress is easily installed, readily finished, stable and long-lasting. lts versatility and distinctive look lend character to siding, fencing, paneling. millwork and fine architectural woodwork.

In a highly competitive market you need every advantage you can get. Enhance customer satisfaction and give yourself a competitive edge by choosing consistent quality...by choosing cypress.

For more information contact:

The Southern Cypress Manufacturers Association 400 Penn Center Boulevard, Suite 530

Pittsburgh, Pennsylvania'l 5235

(412) 829-0770

Fax: (412) 829-084

or contact a Southern Cypress Manufacturers Association member:

Coastal Lumber Co. (919) 5364211

Corbitt Manufacturing (904) 7ss-2sss

Georgia-Pacific Corp. (404) 6s2-s518

Griffis Lumber Co. (904) 372-9965

J. W. Black Lumber Co. (s0r) 8s7-3s76

Mackey's Ferry Sawmill (919) 793-2950

Acadian Cypress & Hardwoods (504) 386-607e

Barnes Lumber Manufacluring, Inc. (912) 764-8875 or (800) 441-2340

Container Com. of America (9121 487-52s1

Florida Cypress & Wood Products, Inc. (904) 3s3-3001

McEwen Lumber Co. (g',t0l,472-2011

Marsh Lumber Co. (803) 493-51

Roy O. Martin Lumber Co., Inc (800) 299-s174

Morris Farms, Inc. (912) 367-3736

Richard Landry Lumber Sales, Inc. (318) 442-0453

The Mann & Parker Lumber Co. (717)235483/'

Wilson Lumber C,o., Inc. (901) 274-6887

Williams Lumber Co. of NC, Inc. (e19) 442-2136

I1|IPOffN

BTIIIIID Tl|T PRODUTIS

0ur four mitts haue lln manufacluring mJscte to proilce th manU Drofucls gou nud: rn&rn facititics quiptsd uith cmUners and electronic technotqtl h en$re tlu hbhest profucl qudrtu.

llfhen Uou uanl the best at llu right price, catl 0ein first ftr radius efie dcking, lrealed ptgunod. dq eared furcinq. hnice. mail box kits. deco-posts md hand rait batusters, picnic t$tes, Gothic top fence posls. stair stringrs. patio squares, bench srpports for decks, trench Gothic and Gothic ltt4 fencing in 4'and 6' landscape limbers.

llje produce ouer ll0 mittion board feel of trsitrd forest Droducts annualtg. gtus an additionat l?0 mittion board fet of untreated. fldditionatlu, ue haue a corplete tine of southern pine dirf,nsion in alt lhree grades.

Backed up bU The Bean lean. our staff of lraind professionats makes certain gou gef lhe ueru besl in seruice as uetl as profucts. llur companu fleet 0f 200 trucks uritt speed Uour orfr to gou. frun coasl-lo-coasl or in-betueen.

Tapping the ideal

wholesale partner

By Roger Hunsberger

H:Xitri,:.1?lr;iil'#s' jff : partner?

A considered approach to evaluating your suppliers is the best way todetermine which wholesaler - I matches your business.

Understand your needs and expectations: At a roundtable with your sales, buying, yard and office staff discuss your customer base (both present and future clients you wish to target), then outline what types of lines would complement existing products and what services you expect from a supp"^once you have an lilu or ri what you are looking for:

Research prospective suppliers : The very basic questions concern the products you already stock. Suppliers representing large-capacity, wellregarded mills with a variety and depth ofproduct line, should have priority in your search. This applies in all cases, be it specialty woods, construction lumber. laminated or structurally designed products. Options to mix species, thicknesses, widths and surfacing hold freight costs down and give you special order flexibility and extra service for your customers who require custom milling.

If a firm has products associated with your existing lines, add-on sales

Be sure your sales people know the full extent of what each supplier carries and instruct them to mention non-stock items to increase sales.

Topics of concern to your competitive edge might include product quality, pricing, quantity restrictions, promotional materials and training.

Beware of the current trend toward single vendor programs. When shipments are late and supplies tightenas will always happen - it is too late to establish the close relationships needed to ensure good pricing and quality. Unless you are a tremendous volume purchaser who can demand a commitment, it's best to diversify. The majority of your business will naturally gravitate toward a main sup-

plier - the one who gives you outstanding service. Maintaining a

lesser-volume, lower-order frequency relationship with back-up vendors gives you breathing options when you're scrambling to secure supply.

Credit is a major factor in wholesaling and should be a careful consideration of dealers who wish to establish long-term relationships with suppliers. High-volume wholesalers with excellent credit often get first shot at special deals and premier stock, and their regular customers benefit.

Dependable delivery by a regular route is a desired feature in a distribution supplier. Company-owned trucks driven by regular employees generally result in better handling and less overall cost. Timely delivery of small quantities may be the most important feature to a rural yard or smaller dealer.

Understand their business emphasls: In evaluating a potential or current supplier, learn about their business. Arrange a meeting and give them a chance to educate you. The relationships resulting from such an exchange will overcome many obstacles and produce lasting benefit.

In today's markeplace, the lines of ;'XTff:TlffT"iffi,Tii^?

ify them as much as possible.

Does your wholesaler also have a retail operation? Do they enforce the quantity ordering policy equitably? Are they targeting your customers (e.g., cabinet shops, manufacturers, industrials users)?

Also of interest when evaluating warehousing operations is the policy applied to customers who request to "pick over" lumber. This practice should be avoided as it has the real effect of lowering the grade shipped

Story at a Glance

How to choose the best wholesaler for your business criteria for a good match.

to unit customers who have special milling performed. It also can result in increased prices to cover losses incurred by handling damage.

Check references: Use your networking from shows and meetings to tap into new wholesalers who are providing excellent service as well as to avoid problem firms.

Negotiate the best package: Your goal should be the best products and terms for all the items your wholesaler stocks.

In addition to pricing, discuss order quantities and any policies you see as inflexible. Ask if they'll make an exception - they often will.

Negotiate simultaneously with several suppliers and be certain they all are asked the same questions and given the chance to counter propose. If the field isn't level, not only is it unfair, it's unwise. How can you know the best choice if you com- l pare different criteria? ^

This approach to wholesalers' I functions well as a review focus and involving your supply partners strengthens your relationship. Done annually, you will be certain you are receiving the best possible service package for your needs.

- Freelance writer Roger Hunsberger spent 20 years in lumber wholesaling, holding senior management positions with both regional and national companies.

ells siding and roofing

By trtancine Achin Marketing Serviccs Manager James Hardie Building Products, lnc.

TTIODAY, building product manu-

facturers are introducing more siding and roofing materials than ever before, each with its own distinctive and sometimes complex set of specifications, applications, features and benefits.

At the sanie time, purchasers of siding and roofing products are becoming increasingly discerning. Primed with information gathered from construction and remodeling industry publications and trade shows, they know product options are expanding. They won't just settle for what worked last time.

For retailers, this fast-changing environment demands an aggressive marketing strategy, powered by hightech, highly disciplined marketing initiatives but grounded in good old-fashioned, pers onalized

customer servrce.

In a recent survey of retailers who report strong siding and roofing product sales, four major factors were consistently credited with producing results: good product knowledge, systematic evaluation of customer needs, proactive direct mail and pointof-sale materials, and highly personalized promotional events.

Product Knowledge

"We provide three private offices plus a CAD machine and operator so contractors can give their customers a floor layout and exterior drawing, showing how a home will look with products selected from our extensive display center," said Sherwin Lindsey, president, Lindsey Builder Supply Inc., Lyman, S.C.

"Homeowners love this be-

Roofing & Siding Glossary

Building Paper (felt, sheathing paper) - AsPhalt-saturated felt or kraft-paper installed between the siding/roofing and the structure to minimize air infiltation

Course - A row of shingles

Deck (decking, sheathing) - Wood surface on which roofing material is applied

Dormer - Framed window unit projecting out from the side of a sloping roof

Drip Edge - Weather-resistant metal "L"s installed at eaves to help shed water and protect the roof s wood comPonents

Eaves - Overhanging horizontal edge of a roof structure

Exposure - Surface of a shingle exposed to the weather

Fascia - Flat trim board that covers the ends of the roof rafters at the eaves

Flashing - Strips of sheet metal, roofing or siding used to make waterproof joints

Frieze -Trim board against the wall immediately below the soffit panels orboards

Furring Strips - Boards fastened over uneven surfaces to create a flat nailing base

Gable - End of a wall that comes to a triangular point under a sloping roof

IIip - Sloping line formed where two roof decks meet

Ridge - Topmost horizontal line formed where two slopes or roof surfaces meet

Softit - Panels or boards closing off the bottom of the roof overhang

Soil Stack - Vent pipe that passes through the roof and requires flashing

Square - Amount of roofing required to cover 100 sq. ft. (10'xl0') of roof zurface

Valley - The trough formed where two roof slopes meet

cause it's easier to make decisions when you can see how products will actually look and feel, rather than choosing from a catalog. Contractors have often said our display center closed the deal for them."

Courting end-users through product education is also a successful approach for Bob Sutherlan4 manager at Mendo Mill & Lumber's Fort Bragg, Ca., store. "Besides Contractor Nights, we sponsor homeowner clinics on such topics as how to replace rotted fascia board, how to repair roof leaks, and how to build a deck. Consumers who anend usually either purchase the products we showcase or ask their contractor to use them. Either way, we sell more product," he said.

On-site product workshops are a favorite with Clay Cowden, contractor/outside salesman at BMC West, Vancouver, Wa. "We recently hosrcd a product workshop to spotlight a siding product at a mansion under construction. We invited more than 100 conmctors to attend a barbecue at the 8,700 sq. ft. house. This gave them a chance to learn more about a new product and actually see how it is installed. Every time we host a product workshop, our sales for that product double the very next month."

Evaluating Customer Needs

Hand in hand with product knowledge, a careful evaluation of customer needs is an equally powerful selling tool. One retailer recently worked with a 24Gunit condominium devel-

Story at a Glance

Innovative ways to sell slding and rooflng use product and customer knowledge, marketing, speclal events.

opment in a harsh-weather East Coast environment. The development's textured plywood siding had been replaced twice in 20 years due to the salt spray, high winds and humidity. The retailer suggested fiber-cement Hardiplank siding.

When several homeowners voiced concern over the aesthetics of fibercement. the dealer installed a wall of fiber-cement siding and a wall of wood shingles. Most owners couldn't tell the difference.

If it's a new product, though, be sure the customer understands how to install it. If necessary, meet with the contractor and the framing crews to review application instructions stepby-step. Go on-site the first day to make sure the product is being properly installed. It's worth the time because if the product fails due to faulty installation or the work crew dislikes the product because no one was there to resolve difficulties. the retailer loses future business. In effect, a retailer's success depends on the success of the products they sell.

Proactive Marketing

Keeping in constant touch with customers is a winning strategy for Rouge Pacific Lumber Co., Medford, Or. President David Stuart notes that "to help launch a new product or renew interest in an existing one, we include highly targeted statement

stuffers in customer billings. We also have a monthly newsletter which includes product profiles, time-saving and labor-reducing installation tips, and notices of impending price increases."

Promotional Events

Special events with disciplined follow-up are vital for a balanced marketing mix, according to successful retailers. When one retailer heard that his lumber dealer association was opening its annual show up to contractors, he rented a luxury bus to take his contractor customers to the event.

"En route we served breakfast and showed videos of our newest products," he said. "Later, we hosted dinner at a top-notch restaurant. We received many thank-you letters, which we thought was significant since most people in our industry hate paperwork of any kind. And, over the next quarter, folks on the trip increased their business with us and purchased many of the new products."

Another building supply firm recently held its first promotional golf tournament. The company created foursomes by pairing a sales rep with three customers. After golf, the company hosted a cocktail reception where selected vendors displayed products, followed by a festive "awards" dinner to hand out trophies for the best and worst scores. Such

thank-you events allow customers to feel appreciated and to get to know retailers better.

In terms of pure TLC, Dub McGinnes, McGinnes Lumber Co., Plant City, Fl., takes the prize. He said his program of home-cooked thank-you lunches instituted six months ago is "the most effective promotional event we've ever had. We take lunch to a contractor's entire staff - from ceo to receptionist."

"What makes this program so special," said McGinnes, "is that my wife, Pec, who's a gourmet cook, prepares the food. Our customers love getting a free lunch for their employees and when they discover it's home cooked, they're really impressed. A catered lunch is nice, but a homecooked meal is so much more personal. I've had customers kid me, 'Gee, you must really appreciate our business if you made your wife cook for us,"'

Considering the marketing costs of drawing each prospective customer into a retailer's outlet, it's certainly worthwhile to do whatever it takeseducation, installation training, needs evaluations, special events - to keep good customers in the fold.

PRODUCT and customer knowledoe are kev in selling niche products such a; fire/wind resistant Hardiplank fiber.cement lap siding (below) from James Hardie Building Products.

Wood door & window sales tips

f OOKING for ways to increase I-./your profits from wood door and window sales? Here are some recommendations from Simpson Door Co.:

fl

lI o Study your buyers - Just who is your customer? Is it the builder, the architect. the remodeler or the homeowner? All of the above? Tnro in on your ideal customer profile and begin to build a list of what that customer would look for in a wood door. You can do this through informal surveys, tracking actual sales patterns, or conducting focus grouPs with a few typical buyers to see what makes them tick. What are their price, quality and service needs? Market research is a key to knowing which sales approach will work best.

6r

Ga Know your products (and the competition) - The more familiar you are with what you're trYing to sell, the more confidence Your customers will have in you. Make sure employees are up to sPeed as well'

Most manufacturers offer a variety of training materials and opportunities, from videos to plant tours. The more your sales force knows, the more enthusiastic (and persuasive) they will be. Establish yourself as an expert on wood panel doors, and buyers will

doors and windows positioned in more "real life" settings, surrounded by moulding, etc. A showroom also provides the perfect opportunity to merchandise hinges, hardware, sills, weatherstrip systems and other accessories.

4 o Foltow the leads - Many manufacturers run national and regional ad campaigns that generate thousands of responses. Trade shows and publicity produce additional inquiries. Manufacturers regularly supply their dealers with inquiries received from their particular region. Such a qualified list of potential customers makes the selling process that much easier. E

look to you first when they need answers.

6)

QJo Display to win - While catalog sales are great for some products, when it comes to doors and windows, most people like to be able to see how they look first hand. Especially with entry doors, there is a certain depth that cannot be conveyed in a brochure.

As a result, more and more dealers are turning to in-store displays. Not just racks of unfinished productsthese are sophisticated displays that often hold fully operational, finished doors and windows that allow customers to open and close them and see how they feel. Showrooms are increasingly popular as well, with

Uo Hct clinics - Set up a time when customers can come in and learn about the installation, care and finishing of wood doors and windows. Often, manufacturers will be willing to join you in such an effort. Customers may be hesitant to buy a wood door because they are uncertain about hanging, staining, painting, erc. A clinic provides not only the opportunity to increase door sales, but also a chance to sell the hardware and finishing products as well. And it reflects positively on your company's involvement with the building communiry.

As with any product, increasing profis from wood door and window sales takes creative thinking and strategizing. But with the virtually unlimited potential, the rewards can be well worth the efforl

Story at a Glance

Steps to hike sales of wood windows & doors research is as important as executlon.

FULLY FUNCTIONAL displays are one powerlul way lo increase wood door and window sales.

TTIMFER..eXports,,frqul,,Brozil have I. iisen.isteadtly .foi.:tr+o dCCades;; But, cuibed,,byi,fac,tors: such sS ::an i nternati onal, fear, of,,dOfcrestationr heighteneU,.b,*.imagei. ot',oaufe ianchl ers slashing,.,.,and, b,Uftrlug, Ambton rainforests;i expOrtS:,are: expected: to: decrease thi$.lf3ani:ili::l:i:iii::i:i:i:i:i:i:i:ir:r:::r.i.ii:iririrrrrrr:i:i::r:r:r:r:::i:l.r.::.:i:.:i:r:i:i

A s re c e n tn,* .i.i.e$i'ililttriei.i..enrd.,.,..o.{.,.,t.H.e. I 960s, forestry :$nas:,,4lt,i.but..iig11ored:.:,inr Brazil. Wood export$..i $,lealty.:.,Abn*,. sisted of ubou, tt0:,,:ffiillisniil:wor$,:l:of Parana pine, with refofestationi,.,$cdviit ty limited to less than 30,000ilhndtaro*, (one hectare = 2.471acres).

The scenario has changed Signin'. cantly. Today reforestation "ou"is"',an area of approximately 6 million hectares. Revenues in 1994 surpassed $11 billion, including nearly $2.9 billion in timber exports. Brazilian producers of sawn lumber, veneer, plywood, fiberboard, particleboard, pulp and paper will invest $10 billion over the next five years.

In 1973, the small number of producers were using only two species for manufacturing plywood. Now there about 350 small- and mediumsized plywood companies utilizing 10 different species.

In 1973, fewer than l0 species were being exported as sawn lumber. Today there are more than 85, with about 50 species having volumes higher than 1,000 cu. meters per year.

The two main species, ever-#1

Bt,re#i$ian imports iiillUrn south

iii.ilnahoganyi]i::aUd traditional #0:,:,virola, ,tell.to #,3,and #7 in 1994. Onq,e., I unkn$wu:r:rs$ecies have jumped from zero t0ryerc..Cgo.,iio more than 70,000 cu. meters, especiblly new top,,export tauari and #2 cumpixa. :::::::::::

Sales at home and','ftf''.SXpon.,.hd**., skyrocketed (see charts:::bdut#)ri.i.i.ii.V€$i. years of continuous, ii.[igfi.e.ndous.i. growth may be comiU$,,,,,to',,,,4rt:::grr :i:r, Notes Gabriel GaspareilO;,exeCutive director of AIMEX (an association,of, Brazilian lumber/plywood eXporters); "The situation started tor:rCltangei.idra$r tically on the first of :il6ly..',.(,t,9.94)i when the Brazilian government,'adopr. ed a new currency, the 're$li:lrri:rrwhioh:r: would have a serious irnpEciti.i.io.fi. exports in general and plyWood,,,,:fU,:, particular." '

"In the whole of Brazil's histoi$;,r, Brazilian currency has always suf; fered devaluation facing the dollar;tt he explains. "When the real was cne:,: ated, the exchange rate was suppoied to be one-to-one. However, Solon: after, it decreased to one U.S. dolXaf:il to93(,, and now it is $l to 84p. Thet: means the real had an appreciationr,:of.r. l9Vo, or the dollar devaluated,rrrlr6,Ta:j::: In addition, we still have inf.latis:ni:::: which has been25Vo since July.t'

Some costs have increaSed"Cven more than the rate of inflation, Glue: prices have risen about 40%, iiCartoni.i, packages about 1507o.

Six months ago, the Brazilian gov,:qrnment imposed a l5Vo tax on export financing. And, to make matters wofse, the price of plywood has dropped steadily.

:::ti:i:i:i:lVithin the next five years, .64.sin.aprstlo foresees stability for irn$hsgsnyt]::]*urupixa and traditional lhsfd,vbCIil$i.i..sUUh....*t

ipe, jatoba and ital4j.Ubihiii.i.i.i.O{thei:,:ispecies may fall as ithEjr..p,fi$CI...i X*0s,,,,thgigcostofproiductioni',i,rF. llilu' .thc..,a$ail$ilify,,,,o{.,,new matkets lCdtes room,fon,:iauari,,sales

:io,l.inGteme:l:1:1:::l:iii:::l:l::::i:ii:il:i:i:ili.:liililii::i:::::i:ii:l::::::,::,:,:,:':,,,,,,l,l,:,,l,:,l,l,:'l':';,l,;,:,:, , Gasparetto piedicts,,that in 10,yws .BiaziHen plants witl::54v€.,great need foi fie4r;oitation.,In, 15'to,30,ye#s;: pioduc,tion'should |inCieCCb dn;,,;o Feesiriifrom.,.f.ef,,res@!i

luu.,.0r'ase1...........rs''*llll'.''','rrr.

..$iloffi1;ef1a11;G I a n ce Veai$.....of.i,i,ri$in$.,.,plywood and f.U.mibiei...ii.mpio.rts f rom Brazil i.,st0ffit',,,t-'" t""t ... enviio.n.me.h,fal pressures, plytuOOd,,,i,pfices, exchange rate Hlamed.

But in 1995, he believes exports will begin to decrease. Factors to revert thE::,:situation include: (1) the Brazilian government must adopt ,mechanisms to stimulate exportS (especially related to the real/dollar exchange rate), (2) prices must improve on the internati6nal market, and (3) buyers and sellers must cooperate further.

Above all, Gasparetto stresses, Brazil must convince the cattle raisers to stop forest clearing. By training small landowners in techniques such as repositioning the organic matter in soil, the country would make slashing-and-burning unnecessary.

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NEWS BRIEFS

Collins Do-it Center, Ada, Ok., has been purchased by Mead Lumber Co., Columbus, Ne., and renamed Mead Lumber Do-it Center; temporary mgr. Bob Lawson will become contractor sales mgr. when Scoff Miller takes over as mgr.; Mead has 16 stores in Kansas and Nebraska ...

Fort Myers Lurnber & Supply Co., Fort Myers, Fl., has been acquired by Cape Lumber Co., Cape Coral, Fl.

Owchita Lumber, Bernice, La., has been purchased by Ken and Dennis Reeves and renamed Louisiana Lumber & Hardware

Handy Andy Home Warehouse is holding a grand opening this month for its Vidalia, Ga., store after tripling floor space, and added location #5 in Eastman, Ga., Marvin Scarborough, mgr. ...

Port City Lumber /nc., Catoosa, Ok., has closed ...

Home Depot opened stores last month in Houston, Tx., Atlanta, Ga., and Kannapolis, N.C.; will anchor the proposed University Commons shopping center in Athens, Ga.; is scouting for sites in Corpus Christi, Tx., and Anderson, S.C.; has proposed a 103,000-sq. ft. unit for Murfreesboro, Tn. (across from a Lowe's superstore), and is working to acquire a site near Cortana Mall for its second Baton Rouge, La., unit...

Home Depot has been promised a decision on its proposed Clarendon, Va., store will finally be made at a June 24 cowrty board merting, and may fight the Sunrise (Miami), Fl., city cornmission's rejection of its plans for a 162,338-sq. ft. store since the 17acre property is zoned for commercial use; two busloads of Sunrise residents turned out to opposeDepot...

Wickes Lumber has acquired Owsley Lumber Co., Pensacola, Fl., from Tom Jenkins and renamed it Wickes-Owsley Lumber,Randy Stewarg mgr.

City Lumber Co., Big Lake, Tx., has closed ...

Loweb Cos. opened a 125,00G sq. ft. unit in Enterprise, Al.; closed a contractor yard in Gainesville, Ga.; closed 65,00G sq. ft. and 30,000-sq. ft. High Point, N.C., stores upon opening a 150,000-sq. ft. superstorc, Harold King, mgr.; opened a 150,0fiI.sq. ft. superstore in Franklin Square Shopping Center, Gastonia N.C., replacing a 65,00Gsq. ft. unit; will close its Baker, La., store upon opening two Baton Rouge superstores early next year...

I-owe's has begun construction on a 125,360-sq. ft. store in San Angelo, Tx.; has added 10,000 sq. ft. of display space at its Murfteesboro, Tn., store; is investing $500,000 to add 10,000 to 15,000 sq. ft. to its Dale City, Va, store's garden oenter; is scouting for a site in Corpus Christi, Tx.; is considering Jacksonville, Fl., for at least three locations (Regency/East Arlington, Southside/l\{andarin, and West Jacksonville/Orange Park), and is being sued by a man who slipped on a wet floor at its Corbin, Ky., store ...

Calcasieu ltntber, Austin, Tx., opened its 3rd yard in Round Rock, Tx. ...

Home Quarters Warehouse is searching for a site in Pensacola FI....

Scotty's held a grand opening for its newly remodeled, 85,000sq. ft. New Smyrna Beach, Fl., location; the Key Largo, Fl., store was recently burglarized by a man who broke through a skylight; police responded to an alarm and arrested the suspect on the roof

84 Lumber Co. opened its newest store June 7 in Madisonville, Ky., and held a five-day grand opening celebration for a new unit in Hopkinsville, Ky., Don Williams, storc mgr.; Tommy Sallengs, co-qgr.

West BuiAing Matcrials, Ionesboro, Ga, held a gnnd reopcning, unveiling expanded lawn/gardcn, electrical and plumbing deets.

Smith-Phillips Lumbcr Co., Winston-Salem, N.C., is corylercly remodeling, adding a ContractorPlanlVork C-rrlbrto the $owroom and constnrcting a 15,3(X!' sq. ft. door, window md millwort assembly warehouse, Richard Key, div. mgr.

National Homc Ccnters, Inc., Springdale, Ar., plans to open is l0th store later this year in Rogers, Ar.

Builders Sqturc has opened a 109,0fiI'sq. ft Buildcrs SqnaE tr in Midlan4 T!r., Jeff l(rall, mgr., and closed its Alexandria, Va., store...

Carolina Buildcrs Corp., Raleigh, N.C., is moving to alrger facility in Greensboro, N.C.; tte company has also aquircd mrtufacturer/distributor Thomas R. Hop s on- B mb r Irc., lfiarietra" Cn (see story p.23) ...

Hechingerb is considering building a new storc on a l7-rcre site in Lcesburg, Va, and selling its existing Leesburg facility to Taryet...

Conmercial htmbcr has relo' cated to a new Tbls4 Ok, frcility now under renovation

Forest Building Materials, Oklahoma City, Ok., donated more than $10,fi)O in cash and materials to a Christmas-in-April program to repair and remodel hornes for the elderly

Paty BuiWing Ccntcr, Morristown, Tn., held a grmd rcqening after doubling the size of its showru)m area...

Anniversary: Huglus ltntber Co., Bartlesville, Ok-,50th

Mississippi Reman Co., Louisville, Ms., is a new company spocializing in dimension, decking, cut stock and timbcrs; owrer Lisa G. Palmer, formerly with D&I

Wood Products, plans her own remanufacturing facility within a year...

Roy O. Martin Lumber Co., Alexandria, La'., has broken ground in Shopin, La., on a new SYP plywood mill to go on line early next.year, James Parham, mgr....

Hood Industries, Hattiesbure. Ms., has signed a definitive agr6ment to acquire McEwen Lwnber Co;s 14 DCs (see story p. 19)

Bruce Hardwood Floors, Dallas; Tx., has donated $23,000 to the Hardwood Forestry Fund, Reston, Va., to plant 16,600 seedlings

.Kery\ech Plastics, Inc., Hopkinsville, Ky., and Independencb, Ia., producer of plastic shutters and building products accessories, has been acquired by ABT Building Products Corp.

Boise Cascade has broken

ground on a 53-acre site near Alexandria; La., for a $49 million engineered wood products plant; completion: mid- to late-1996

Louisiana-P acific Corp. will open a new OSB mill rhis fall in Roxboro, N.C., and another in Jasper, Tx., early next year

V&B Manufacturing Co., Walnut Ridge, Ar., has acquired G ilb e rt's S awmill, Centreville. Tn., from Robert Gilbert and $ded 1dry kiln in Walnut Ridge, increasing production capacity of wood tool handles bv 50Vo

_ Hydrokinetic Designs, Coral Gables, Fl., has filed Juit against Resources Conservatioi Co. claiming patent infringement over their twin-head showei systems ...

Trus Joist MacMillan plans to open by next month a $100 million TimberStrand laminated strand lumber plant near Hazard,, Ky. (Durwood Brady, plant mgr.); the facility, along with an LVL/PSL plant nearing comple- tion in Buckhannon, W.V., irriil utilize commercially neglected yellow poplar

Norbord Industries Inc. is scheduled to open a new OSB mill 9y th" end of the month in Ttrpelo, Ms...

Marks Forest Products Co-. Birmingham, Al., has merged with Georgia Timber Speciallst, Inc., Fayetteville, Ga. -

Kwikset Corp.is set to break ground in Waynesboro, Ga., on its 4th lockset manufacturing plant, to begin operations late ne*iye* .'..

Toto Kiki USA Inc. has purchased a 166,000-sq. ft, sitL in Morrow, Ga., to construct its 2nd factory in the Atlanta, Ga., area; the plant should begin production of toilet tanks in Dea. 1996 ...

North American Buildins Material Distribution Associaiion has fornred the Kitchen/Bath Distribution Alliance, composed of cabinet distributors and manufacturers; the group is NBMDAs flrst productfocused segment, joining three customer-focused membership segments

Housing starts for April (latest figs.) rose O.4Vo to a s-easonally adjusted rate of l.24 million; mu[- tifamily starts rose 2.4Eo, single family fell 0.Ic/o ... building permits were ap O.6Vo starts in the South climbed 2.6%.

Everything Old is New Again

Home owners in the southeast are taking the carpet out of their older homes and discovering the hidden treasure of southern yellow pine flooring. New home builders are also requesting this quality flooring of our past, to add value to their investment"

Vertical grain southern yellow pine flooring is now available through T. R. Miller Mill Company, which is once again producing the product that started it all.

So, whether you're restoring your grandmother's house, or just want an authentic vertical grain southern pine floor in your brand new home, call T. R. Miller at (334) 867-433r.

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nouldings lnd omlnents,lhot neons solid hordwood, orchitecturolly corrett, stoin grode lrnomentol@ llouldings. 0u carefully

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MOUTDINGS

CALENDAR

Listings are olten submitted montlu in advance. Always verify dates and locations with sponsor before naking pl-ots n anatl

JT]NE

Carolinas-Tennessee Building Materid Associrtion - June l$lt, summer confercnce, Pinehurst Resort, Pirrchurst, N.C.; (704) 37C1503.

Virginia Building Materisl Associrrtion - Junc 1$a), vehicle safety workshops, VBMA Hq., Richmond, Va; June 7-2t' Holiday Inn, Staunton, Va.; (800) 9ffi2V2.

Mid-Anerica Lumbermcn's Associetion - Junc Zl, 'Beat thc Box Stores" seminar, Oklahoma City, Ok.; (800) 747-6529.

Floride Lumber & Building Material Deelcrs AssocietionJune 2iLE, surnmer management rctreat, Marriott Sawgrass Resort, Ponte Vedra Beach, Fl.; (904) 3E3-0365.

Oklahoma Lumbermen's Associetion - June 2$25, summer conference, Westem Hills Guest Ranch at Fort Gibson Reservoir, Wagoner, Ok.; (800) 25G9292.

Forest Products Society - June 25-2t, annual meeting, Red Lion Inn-Lloyd Center, Portland, qr.; (608) 231-1361.

Southern Pressure Treaters Association - Jvre2$tl, sunnrer meeting, Westin Re.sort, Hilton Head, S'C.; (205) %8-5726.

National Hardwood Lumber Association -June 627, hardwood lumber buyers workshop, Memphis, Tn.; (E00) 9330318.

Wood Adhesives 1995 - June 29-30, Red Lion Inn-Lloyd Center, Portland, 6t1.; (608) 231-1361.

JULY

Louisiana f,uilding Material l)eders Association - July G9, suflrmer conference, Trcasurc Bay ResoG Biloxi, Ms.; (5(X) 9274317.

GA, AL,TN &SC:

Randall Brothers, 800-476-4539

lff, NC, SC, TN & VA:

Holston Builders Supply, 800'366{21 1

Texas:

Dallas Wholesale, 800-394-1 993

Louisiana:

Dyke Industries, 504'733-8500 gf

Lalayette Wood-Works, 31 &23$5250

Tennessee & KentuckY:

Curved Applications?

Virginia Building Meterisl Associrtion - July lf-f2, vehicle safety workshops, Sheraton [nn, Roanoke AirPort' Roanoke, Va.; July E-Xi,Holiday Inn, Bristol, Va-; (800) 9ffizvl

Ptastic Lumber Trade Association - JuIy 13' meeting, Interlaken Resort, take Geneva" Wi.

F'lorida Lumber & Building Msterid l)ealers AssociationJuly 14-15, prehung door course, Sunrise Hilton' Ft' Lauderdale, Fl.; (904) 383-0366.

Ilouse-Hasson llardware - July 15'16, market, Gatlinburg Convention C-enter, Gadinburg, Tn.; (615) 525{471.

Kentucky Lumber & Building Mstcrill llcalers AssocietionJuly f8, golf, Keamey Hill Links; July 19' board meeting, Holiday Inn North, Lexington, Ky.; (502) U5'673O.

Carolinas.Tennessee Building Mrtcrid Associetion - July 202.j, leaders conference, Boone, N.C.; (70a) 37G1503.

Servistar-Juty 2&31, market, Pittsburgfi, Pa; (412) 2I,34567.

Oryill Brc. & Co. - July 2&30, fall martet' Nashville Convention Center, Nashville, Tn.; (901) 948-3381.

International Lawn, Garden and Power Equipment ExpoJuly 3GAug. 1, Kennrcky Exposition Center, Louisville' Ky.; (8m) 558-8767.

AUGUST

North Amcrican Vlholessle Iarmbcr Associrtion - Aug. $f1' wood marketing seminar, l.ouisiana Tech University' Ruston" La; (800) 527-8258.

National Building Products Exp'cition & Confenencc - Aug. 12-15, Navy Pier, Chicago, Il.; (708) 605-1025.

Playgrounds Swing To Wood

A big shift from metal to wood swingsets is under way in the $250 million-a-year playground equipment market, according to Swing-N-Slide.

Of the one million swingsets sold in 1986, 8Vo were wood, while 22Vo of the 1.4 million sets sold in 1993 were wood. As well, 200,000 climbing units were sold in 1993, all of wood.

Hood Industries To Acquire McEwen

Hood Industries, Inc., Hattiesburg, Ms., has signed a definitive agreement with International Paper Co. to purchase the assets of its McEwen Lumber Co. distribution business.

The assets include distribution facilities in High Point, Charlotte and Raleigh, N.C.; Orlando, Delray Beach, Tampa and Jacksonville, Fl.; Nashville and Memphis, Tn.; Mobile, Al.; Atlanta, Ga.; Greenville and Charleston, S.C., and Richmond, Va.

The sale, expected to close in July, is subject to regulatory approvals and other closing conditions. The distribution operation is expected to retain the McBwen name, according to Mike Easterling, Hood v.p.-corporate marketing.

Hood, with lumber mills in Waynesboro, Ms., and Coushatta, La., and plywood mills in Beaumont and Wiggins, Ms., currently has no distribution operations.

Oklahoma Dealers Aid Bomb Relief Efforts

Within hours of the bombing of the Oklahoma City, Ok., federal building that killed at least 167 people, local lumber dealers mobilized to provide supplies to the rescue efforts and donations to victims' families.

Many firms contacted the Oklahoma Lumbermen's Association to see how they could help. OLA located the Association of Federal Government Employees, which had begun a trust fund for victims' families.

A mailing to OLA retail and associate members yielded approximately

$1,000 in contributions.

In addition to cash, Oklahoma City dealers also donated lumber, plywood, ladders, space heaters, tools, respirators, goggles, gloves, hard hats, knee pads, bottled water and other supplies. Some companies volunteered trucks and labor to deliver the supplies and labor for clean-up crews.

Although apparently no immediate family members of industry workers were lost, two victims were cousins of dealer employees, according to OLA executive John Branscum.

OUTSTANDING SALES Award is oresented by Norris Wood (left), national sales mgr., Shuttercrafl Shutters, to Patricia Fielding (center), Tucker Door & Trim Co., Tucker, Ga. Mike Lackey, Cates Associates, southeastern area Shuttercraft sales rep, at right.

SOUTHERN ASSOCIATION

Louisiana Building Material Dealers Association continues to pack in activities at its summer conference and family outing July 6-8 at the Treasure Bay Resort, Biloxi. A mid-afternoon executive committee meeting and an early bird reception are planned for Thursday.

Friday's program includes a fishing tournament on charter boats, a golf tournament at Edgewater Bay, a ladies tour of Beauvoir and a winery, and an afternoon at Ed Keel's home (featuring lunch, a tennis tournament, swimming and volleyball), a seminar on "Grassroots Lobbying," and an evening crawfish boil at the Lady Luck Casino.

The meeting concludes Saturday with a board of directors meeting, a seminar on "Managing Your Accounts Receivable," and a reception

Yirginia Building Material Association's 69th annual convention at the Ritz Carlton, Mclean, Much 23-26 drew high attendance. The mood was cautiously optimistic.

George E. Haw III, president, Ruffin & Payne, Inc., Richmond, was installed as

president, succeeding Freddy Siewers III, Siewers Lumber & Millwork Co., Richmond. Richard Helm, Glaize & Brother Lumber Co., Winchester, is president-elect; Richard Hudson, Jr., Hudson Building Supply Co., Virginia Beach, and John A. Williams, Pleasants Hardware, Richmond, v.p.s; A. Fontaine Canada, Rocco Building Supplies, Inc., Harrisonburg, associate v.p.; Freeman Spencer, Massey Builders' Supply Corp., Richmond, treasurer, and Ray B. Hawthorne, Jr., Peninsula Supply Co., Newport News, national director.

New directors: Timothy Tobin, Fairfax Lumber & Millwork, Inc., Springfield; James Van Landingham, Builders Supply Co., Petersburg; N. Patrick Smith, Smitty's Lumberteria Inc., Alexandria. Robert Williams, IKO Manufacturing, Inc., Midlothian, is associate director.

Oklahoma Lumbermen's Association hopes to have National Lumber & Building Material Dealers Association president B. Harold Smick, Jr., in attendance at its summer conference June 2325 at the Western Hills Guest Ranch on

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C?nGPrv nak uy home a ??n&tml" hobil&,

Fort Gibson Reservoir, Wagoner. Magician David Thomas will entertain at the Saturday night banquet. Other activities include bridge, bingo, golf tournament, barbecue, dart game, horseshoe throw, basketball frec throw, volleyball tournament, and cinema horse raccs.

For next year's 5Oh annual convention and buyen' exposition, recently appointed co-chairmen Don Pannell and Glen Haney have booked entertainer Roy Clark. A number of special events are being planned for OLA past presidents and oldtimers at the show March 15-17 at the Clarion Hotel, Oklahoma City.

Kentucky Lumber ft f,qilding Mete' rial Dealers Associetion's annual golf outing will feature a scramble format tournament July 18 at the Keamey HiU Links, I-exington, followed by refreshments and an awards dinner at the Holiday Inn North. The summer board of directors meeting will be held there the next day.

Mid-America Lumbomens Association will stage its "How to Beat the Big Boxes" workshop lune 22 in Oklahoma City, Ok. MLA developed the seminar to provide independent retailers and wholesale suppliers with ideas on beating warehouse competition at its own game.

Jerry Henry, Mill Creek Lumber & Supply, Tulsa, Ok.; Buddy Bolin, Modsn Builders Supply, Mountain View, Ar., and the rest of the planning committee met recently in Branson, Mo., to wort on the 4th annual Oct. 6-8 Branson Fall Fun Fling. Plans include an all-industry barbe-

cue, fishing tournament on Lake Taneycomo, and golf tournament at the new Thousand Hills Golf Club (again with the Million Dollar Hole-in-One event).

Mississippi Building Material

Dealers Association will hold its midyear board of directors meeting Aug. ll12 at the Holiday Inn, Vicksburg. Tentative plans include a convention committee meeting Friday afternoon, followed by social hour and buffet meal. The next morning will feature a directors meeting and concurrent ladies auxiliary meeting.

Florida Lumber & Building Material Dealers Association's summer management retreat June 22-24 kicks off with a truss division roundtable on "Road Map

to Quality Assurance."

Held at the Marriott at Sawsrass Resort, Ponte Vedra Beach, the pro--gru. will feature meetings of the board of directors, truss executive committee, millwork executive committee, FLBMDA services board of directors and GAF board of directors, plus receptions, dinner/dance and the Everette Cupit Memorial Golf Tournament.

Lumberments Association of Texast board of directors has amended the association bylaws to reflect increased committee sizes for the convention and long range plan committees, an associate vice president position and a new Young Lumbermen's Committee. Julie Burns. Simms-Moore Lumber & Hardware.

Frisco, was appointed to chair the new committee, which held its first meetins May 24 in Dallas.

"Qtrote" vof tu" MOnth

"For regulatory purposes, a wetland is whatever we decide it is."

- Robert J. Pierce, fo rme r w e tlands re g ulato r, te stfiing before Congres s

GLULAM beam suppliers from across the country attended the American Institute of Timber Conslruction's 43rd annual meetino at La Costa Resorl, Carlsbad, Ca., May 3:-(1)

John Lee Anthony, Ed Jones. (2) craig Van Holton Quinn, Bob Powell, (6) Bruce poolev. Cott, Jane Brautigam. (3) Tommy H-ewitt, Mark Seech. (7) Mauriiti Rhude, Deb Barbara &.D.ick Cormier. (4) Stacey Raymond, Mathias. (8) Buri Owsley, Susan Filler. (9) carlton whittle. (5) Nancy Hewiit, G'enie & Joe Hucke, Jerry Leslie, Jiin & Hiro Hiromatsu. Jurue

Mike Pastore has resigned as senior v.p. and general merchandise mgr. at Home Quarters Warehouse, Virginia Beach, Va. Noel Goulston, former v.P.strategic development, has been promoted to replace him. Bob Gutowski has been named director of signage; Jim Myers, director of coPY and broadcast production, and Laurie Betz, director of public relations and sales promotion.

Tony Futrell, v.p., E.C. Barton & Co., Jonesboro, Ar., will retire by the end of the year after 29 years with the company. Tom Rainwater, sec., is assuming his duties. Don Orr is the new mgr. at Barton's of Monette, Ar.

Ken Willard has been named mgr. of 84 Lumber Co., Slidell, La. Robert

Tubridy is now mgr., Kingsport, Tn.; Jerry Slomba, mgr., Palm BaY, Fl.; Tom Hagr and Garland Chafin, comgrs., Hickory, N.C., and TommY Sallengs, co-mgr., Morehead, KY.

Frank Chambers, formerly pres. of Builders Warehouse, Conway, Ar., has joined Pelican Companies, Inc., Myrtle Beach, S.C., as v.p.-mergers and acquisitions. Rick Wall was appointed corporate management information systems group training and installation mgr. Jerry Jones is the new mgr. of the Pelican Building Center in Shallotte, N.C., replacing lfarry Carter, who has retired.

Matthew Vaughan, formerly with Jim Gillies Lumber, is an S-P-F trader for Richmond International Forest Products, Glen Allen, Va.

Bill Nutting, formerly with Home Quarters Warehouse, is new to sales at Burton Woodworks, Montgomery, Al.

Barbara Warner and Billy Jack Goodin, Jr., are new sales reps for Mississippi Reman Co., Louisville, Ms., reports owner Lisa G. Palmcr,

W. Allan Wilbur has been named director of public affairs for the American Wood Preserven Institute, Vienna, Va.

Wendy Tucker Martin has been promoted to broadcast mgr. for Home Depot's advertising depr, Atlanta Ga.

W.P. 'tsill" Morton has retired as head of Home Lumber Co., Inc., Hazard, Ky. Son W.P. "Peyton" Morton is the new pres.; son Wade heads the concrete operation.

Mike Ellis has been appointed mgr. of the new West Building Materials Center in Bainbridge, Ga.

Casey Dameron has been promoted to operations mgr. at McEwen Lumber Co., Orlando, Fl. Bob Bryant is new to inside sales.

Dwight Anderson has been named store mgr. of Lowe's new Statesville, N.C., superstore. Promotions at North Wilkesboro, N.C., Hq.: Melissa K. Wyatt, senior accounting specialist; Sonjia "Sandy" B. Staley, bank reconciliation associate: Donna Foster and Carol Triplett, bad check associates; Carmen C. Jordan, vendor pricing accounting specialist; A. Francine Lindsay, Stocl/SOS accounting associate; Tracy W. Shumaker, accounting specialist, and Farley Call and Johnna Hayes, senior corporate accounting specialists.

Ricky Darrell Damron, Lowe's Cos., Johnson City, Tn., and Rick Miller, Wilmington, N.C., have been named Store Managers of the Year. Charles Bruce Ballard, Raleigh, N.C., was chosen District Manager of the Year.

Lyman Shipley, Coastal Lumber Co., Weldon, N.C., was appointed pres. of the Southern Cypress Manufacturers Association, replacing John Haggerty, Williams Lumber Co. of N.C., Inc., Rocky Mount, N.C. Jim Griffis, Griffis Lumber, Inc., Gainesville, Fl., is v.p. and Paul l{iu, executive director.

Chuck Kremers has been promoted from director of mktg. to v.p. at Cotter & Co.

Robin Archibald is the new Southern Forest Products Association western regional mgr., based in Phoenix, Az.

Ira F. Endres III and R. Scott Kelley have been named extrusion division mktg. mgn. for Reynolds Merals Co., Richmond, Va.

D. Bradley McWilliams has been promoted to senior v.p.-finance and cfo of Cooper Industries, Inc., Houston, Tx.

Nancy H. Klein is now specifications mgr. for Wilsonart, Temple, Tx. Mike Weddington is the new mktg. mgr.

Mark Schuchard is new to APA's field services division, covering Ky. and central Tn. He replaces Bob Appcnzeller, who has retired.

Kathryn Offcrmann, controller, Hughes Lumber Co., Tulsa, Ok., is a new member of the Oklahoma Society of Certified hrblic Accountans.

Barry Shaw, Fojtasek Cos., Inc., Dallas, Tx.. was named a director of the Aluminum Fenestration Products Association.

Ronnell S. Beal, Orgill Brothers & Co., Memphis, Tn., was elecM prcs. of the lnternational Hardware Distributors Association. James D. fiptou Handy Hardware Wholesale. Inc., Houston, Tx., was named a director.

Robert C. Freitag has becn promoted to v.p.-sales & mktg. for Ryobi Power Tool Group, Anderson, S.C. William R. Dimatteo is now director of domestic sales.

Al Thrash, lumber buyer and sales rep. at Southeast Wood Treating, Jasper, Al., and his wife, Lisa, had an 8 lb., 5 oz. baby boy, Wil, born April 27.

PERSONAIS \,\e'vo gono to

Terry Clark has been named general sales mgr. at Hunt Plywood Co., Ruston. La. Mike Wardlow is now asst. sales mgr.-plywood; Tom McKinley, plywood sales; Chuck Lamping, asst. sales mgr.-lumber sales, and Jerry Brucia, operations analyst.

Carol B. Tome, ex-v.p./treas of Riverwood International, has joined Home Depot, Atlanta, Ga., as v.p./treas. Terence L. Smith is now senior v.p.logistics/imports.

Catherine Imus is now director of communications for the North American Insulation Manufacturers Association, Alexandria, Va.

Frank Kicklighter has resigned as market development mgr. after l3 years with CSI, Charlotte, N.C., to join Troy Corp. as market mgr. for wood applications.

Gregory Hewes has been promoted to controller for Celotex Corp.'s Memphis, Tn., roofing products plant.

Sita Monti is the new mgr. of market research & economic planning for the Jim Walter Corp., Tampa, Fl.

John Robert Krause, previously with Glidden, has joined Wolman Wood Care Products, as sales rep for Tx.

Les Schreihart, Wm. Zinsser & Co., Inc., has been appointed southeastern regional sales mgr. for Bulls Eye products, overseeing Fl., La., Ms., Al., Ga., Tn., N.C. and S.C.

Ronald Young has been reelected to a three-year term on the board of review of the American Lumber Standard Committee.

Tom L. Walker, millwork dept. mgr., Lowe's, Lafayette, Ga., is engaged to wed Jean L. Robinson July l. David Christian King, Lexington, Ky., married Deanna Sue Walters March 18.

Jeffrey Stewart Brown, Home Depot, Atlanta, Ga., wed Jennifer Ashlyn Stuckey May 13, 1995. Peter Bartholomew, Atlanta, married Kelly LeAngelia Ruff Feb. 18.

Kaye Ottick is new to the planning dept. at Mungus-Fungus Forest Products, Climax, Nv., report owners flugh Mungus and Freddy Fungus.

Carolina Builders Buys T. R. Hopson

Carolina Builders Corp., Raleigh, N.C., has acquired Thomas R. Hopson-Broker, Inc., Marietta, Ga.-based manufacturer and distributor of windows, doors and other building materials.

Founded in 1973, Hopson has four branches in the Atlanta area (Marietta, Gwinnett, Fairburn, Forsyth), a recently constructed 200,000+ sq. ft. manufacturing facility in Acworth, Ga., and a distribution center in Charlotte, N.C. Sales last year were $130

million.

"The Hopson acquisition is an extension of our current business activities directed toward the professional contractor," said a Carolina Builders spokesperson, "and allows us to enter one of the largest housing and construction markets in the country." In addition to the Atlanta metro area. other accessible markets include Chattanooga and Knoxville, Tn.; Jacksonville and Tallahassee, Fl., and Birmingham, Al.

Louisiana Dealers Busy After Floods

Southern Louisiana dealers report employees. "We all closed. No one heavy business following torrential could get to us," explained David storms that left five people dead and Wells, Hill-Behan Lumber, Slidell. hundreds of homes and businesses Many firms also lost power and flooded in New Orleans and eight sur- phone service. rounding parishes.

Businesses reopened the next day, Dumping up to l8 inches of rain in meeting high demand for drywall, six hours, the deluge forced many sheetrock, insulation, flooring, carpet, yards to close May 9, with flooded moulding, water pumps and other roads blocking off customers and cleaning products.

Building Materids Software

For IBIW bmputerc

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

Easy to use, cohrpletely integriteda-sin$e tran"saction update-s all relevant ttata.-Call o'r write:

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Wholesalers go high tech

ITIHE North American Wholesale

I. Lumber Association may be 103 years old, but you'd never know it from the high-tech, we're-ready-forchange atmosphere at their annual convention.

Kicking off with the Software Shootout, the initial program included computer demonstrations followed by talks on bar coding and Electronic Data Interchange as the lumbermen (lumberpersons?) began three days of

Story at a Glance

Technology themes annual meeting as wholesalers Prepare for new century Eric Canton elected new president ... attendance: 485.

meetings May 6.

Following golf and tennis Sunday morning, the opening general session heard more about bar coding and electronic business from Lowe's Cos.' Tom James, electronic commerce administrator for the big retailer.

An all day Monday management seminar was staged by D. Bruce Merrifield, Jr., Merrifield Consulting Group, who discussed a sequence of strategic steps wholesalers must follow to thrive in the next century. Emerging infotech developmens and opportunities were also covered.

Seven Manufacturers Council advisory meetings preceded Tuesday's second general session and the presentation of the latest Temperate Forest Foundation video by its president Bob Legg.

Two-hour-long contact sessions were held Monday and Tuesday. The

popular convention feature allows wholesalers and their suppliers to discuss business over table top exhibits.

NAWLA is tentatively planning a three-day Fall Traders Market that would expand on the contact session concept. If approved, present plans call for it to be held in Dallas, Tx., in 1996.

William Swindells, ceo, Willamette Industries, was honored as this year's recipient of the prestigious John J. Mulrooney Award for community and industry achievements.

Eric Canton was elected new prcsident; Steve Snavely, lst v.p.; Fagan Cox, 2nd v.p.; Jerry Gustafson, treasurer, and Nick Kent, secretary and executive v.p.

Next year's annual meeting will be held at Loews' Ventana Canyon Resort, Tucson, Az., May 3-7. The 1997 annual will be at the Hyan Hill Country Resort, San Antonio, Tx., May 2-6. This year's meeting was held at the Westin Resort, Hilton Head Island, S.C., May G9.

NAWLA phdoe on next two pagps

ffi

AWARD,winner.(1) Blll Swindells, Dave Hal- Richard &_Jill Byerly .Karen & Eric Canton. Andrea & Joe Kusar. (20) Gene Walters, Bill lock, .(2) Tord Wad.ell Allison Hayes, Jerry (11) Frank eurns. (t2) Mark Hoplins. (13)Jim Scott. (21) Ann Cox, In'ieit. StirOen, fO a G,usjahon.^(3)Jim.McGinnis,.DcJe Ripley, Ge- Ffferson, Nancy. Burgin. (14) Robert'BLirgin. Carote Mo6ers. (22) Eric Safem. IZC) ff,fif<e o{f Faust Duan_e Nelson. (4)Tlobert Harris. (15) Lamar Buifrngti'n, RariOy LueOe, Alb McFartand, Jim EtObr tZqiioOO'Fox. Aiff Davel(aney. (51Jim-Brown. Bob Le,gg.. (6) Guthrie.,^(1,6) Clayion^& Gayle Ba.rns (17) 9r9,!.,Barry_Kronick, iafph Sir'miOi. tzsl

John Davidson, Petie & NelAssink. (/J.Jchn Virginia Walters, Ann Swinddlls (1S)_Laurle Ted Fullmer, Fagan C6x, fbm fuiimJi. (zei Heath. (8) fgiOj { Holly Skriden. (9) Ray Funch John & Margaret Campbell, Jrni Funch, Steve Kiilgore, eriOie tr,tcMtttan. Haroldson. Mark & Sandie Lofland. (10) Jr.. wili & Kitty Riegel. (19) Barb Nissen,

NEflVORKING at work: (1)John Gaskin, John Campbell. (2) Bob Petow, Frank Stewart. (3) Tonv Trubiano. (4) John Snead. (5) Mike Jontis. (6)Jim Rarirdey. (7)Tom Lapinski, Ron Wilson, Bob Bootay, Art Andrews. (8) Bernie Bemstein, Jim Schamhorst. (9) Mark Fingerle. (10) Tom Fitzgerald, Jim Pappas. (11) Larry Work, Pat King, John Heath, Joe Kastelic. (12)

Wally Swanson, Sam McCrary, Keith Kersell. (13) Cynthia & Bob Bell. (14) Mark Nizic, Mike Holm, Wayne Holm. (15) Nancy & Chris Lynd, Kathie & Bob Reid. (16) Ellen M. Hill, Joe & Karen Galvin. (17) Steve Knight, Bruce Ayres, Chris Grover, Gary Miller, Charlie Jourdain. (18) Karen & Bob Shull, Dawn & Shannon Sullivan. (19) Dick Schmid. (20) Bob Brady. (21)

Ann Davis. (22) Carol & Scott Gregg. (23) Paul Kdhak. (24) Dan McKinney. (25) Buddy Klumb, Vicki O'Neill, Ann Klumb. (26) Doyal Marks. (24 Bob Balfour. (28) Duane Nelson, Fran Armuld. (29) Sleve Litllefield. ($) Scotl Ellenson. (31) John Cooper. (32) Mark Wlliams. (31) Steve Corcr, Tery Gdffitt. (More NAWU photos on preious page)

Southern forest industry meeting s

SOUTHERN Forest Products Association and the Southern Pine Council's sorin0 meetino April 20-21 attracted to New Orl'eanj, La.: (lj Mike Boden, Richard Dannenberg, Joe Eldel Jeff Easterling. (2) Clayton & Gayle Barns, Ethel & Tom Rrge, (3) George CuiOry, lofrn Hightower. (+; f.l. langtey, joe Hentey, Ron Hilliard. (5) Hank Scott, C,D. & Carolvn Blvthe.

(6) Karen & Lionel Landry, Jitt & Robin Swift llt. (7) Tom Shew, Hans Bolkema, Skip Seaman. [A) Jetry Norris, Frank Srewarr. (9) Tom & Beth Ellington, Larry Lewis. (10i BoOUv Perkins, Mike Dilbeck. (11) Lariy KirkwotO, Ken Peterson, Lee Ashburn. fi2) Robin Archibald, Frank Lesniewski, Karl Brohammer. (13) Tom & Nan Jones, Sandv & Debbie

Hardee. (1a) Billy Simpkins, Rafe Haqel, Ed Ufkin. (15) Ron Coker, Rich coutdin: fi6) Dave Balling, Mark Trinka. (.t7) Karl Lindbbro. Jgrgs3 Robin Malphrus. (ta) Sleve Beai, Mark Eide. (19) Steven Anthonv. Biti Chestnutt, Digges Morgan. (20) Joe biiggs, Jrm Boswell.

Faux Slate Roofing

Hardislate, lightweight fibercement roofing fearuring the look of slate, is now offered in four colors by James Hardie Building hoducts.

NEW PRODUCTS

c;lnd selected sales o;ids

schedules, 35 tables on drying times for 650 tropical woods, Southern pine span tables and design values, glossary of wood terms, and over 40 other tables and graphics on wood weights and moisture content.

Circle No. 602 on p. 38

Hang In There

Smooth Gliding ClamP

An aluminum c-clamp with a quick release feature has been introduced by Wolfcraft, Inc.

Designed for easy on and off, Quick Jaw comes with removable plastic grip guards for work piece proiection and is available in 3", 4" and 6" sizes and double packs.

Circle No. 601 on P. 38

Multimedia Wood Database

Reportedly the first interactive, multimedia database on wood Products is new from Tree Talk.

Woods of the World Pro is a Macintosh- or IBM-compatible database of 900 tropical and temPerate woods and 50 wood-based comPosite products. For use in a CD-ROM or l.S" Roppy drive, it includes a directory of wood suppliers, a list of wood certification organizations, names and addresses of companies listed in the database, USDA forest Products lab codes and tables for kiln drYing

A table-top machine that delivers continuous hang strip on a roll for hanging any number of products for display is new from North American Plastic Manufacturing Co.

Reportedly easy to install, the l/4"x8"x18" tiles can be walked on without breakage and resist heat, moisture, termites, hurricane force winds.

Circle No. 604 on p. 38

Three-ln-One Ceiling System

A three-in-one ceiling system has been introduced by Chicago Metallic. Components of the easy-to-install Matrix ceiling suspension system come in three grades.

The light duty Economy system is ideal for use in the home, office, or anywhere unusual ceiling loads are not anticipated.

Programmable in any number of clip positions, the P.O.P. Hang Strip Auto Load System positions clips to ease product attachment, with a foot pedal controlling each cycle, and has an automatic cut off.

Circle No. 603 on P. 38

FREE ADDITIONAL INFORMATION

on any product in this section is available by circling the corresponding Reader Service number on the form on page 38 and sending the form to Building Froducts Digest, either by FAX 714-852-0231, by mail to 45OO Campus Dr-' Ste. 48O' Newport Beach, Ca. 9266O, or just call (714) 852-1990.

The Standard system offers a stronger light commercial main runner for applications using lay-in style light fixtures and air diffusers. The main runner can be used with either economy cross tees or stronger standard tees.

The Premium system uses Chicago Metallic's Intermediate Duty main runner designed to work with both standard and premium cross te€s.

Circle No. 605 on p. 38

dow options. It is reportedly resistant to blistering, flaking or peeling, and never needs painting.

It comes in white, sandstone. Harvard oak and light oak.

Circle No. 608 on p. 38

Masked Bandit

Pre-taped masking paper is new from Tufco Industries Inc. Designed to mask and protect woodwork, baseboards. windows and

Stop Drop And Roll

A new drop stop device that prevents personal injury and door damage in the event of a free fall is new from Wayne-Dalton.

Compatible with any regular or insulated steel rolling door, the device is designed with six notches per revolution to resist door travel when free falls caused by roller-chain breakage, key shearing, motor failure, sprocket and spring breakage occur.

Circle No. 606 on p.38

Virtually Wood Vinyl

A siding panel that replicates the look of wood shake siding is new from Heartland.

Lite-Shake features wide-top nailing fins to resist moisture; a dual selfaligning system; multi-chamber, cross

more, Tuf-Mask unfolds to give seven inches ofprotection.

It features a plastic dispenser with a built-in cut-off blade.

Circle No, 609 on p. 38

Stop The Drip

Reportedly the first automatic vacuum action no-drip caulk guns have been created by Z-Pro International. Featuring the Acu-Vac mechanism, the new caulk guns draw unused caulk back into the nozzle. Three models are available.

Circle No, 610 on p. 38

One-Of-A-Kind Switch

Bathing Beauty

A large, one-piece tubwall unit is new from Plaskolite Inc.

Measuring 59" high and made of high-impact, co-polymer plastic, Mira offers four shelves and two virtuallv shatterproof mirrors that can bL placed in two or three panels.

It is available in white and bone.

Circle No. 611 on p, 38

Storage Drum Security Lock

A security drum lockout device that prevents accidental or unauthorized storage drum entry is available from T&S Equipment Co.

The Drum Vault features a solid head design that accepts a ll2" zincplated rod to prevent turning and double seal to minimize contamination.

Circle No. 612 on p.38

beam construction, and step-down design.

It is available in white. cedar brown and gray and has a surface W blocker.

Circle No. 607 on p. 38

Energy Efficient Patio Door

A thermal-efficient, pvc patio door has been introduced by Spectus Systems.

The Lifestyle 2000 patio door is suitable for replacement or new construction and comes with picture win-

A switch using a single fiber optic strand to control electrical devices is

available from Wireless Control Systems Inc.

Ideal for wet or hazardous environments, FiberSwitch reportedly eliminates electrical wiring hazards.

In a new building application, the central control panel can be used to wire the building. Power is distributed from the central control panel to individual fixtures and outlets.

For individual rooms. the in-line module controls the singular circuits.

In a remodel, the add-on switch can be installed behind the existing wall switch and an optical fiber run to a second switch. To switch an existing outlet, the plug-in module can be used.

Circle No. 613 on p. 38 June

Portable Strike Plate Fixture

A portable fixture that prepares jambs for strike plates is available from NorFreld Industries.

Recommended for use with a plunge router, the bench-mounted Strike Master uses an interchangeable template system for different strike plates.

Hands Off!

A tamper-proof labeling system has been introduced by Kroy, Inc.

Designed for Kroy's IC000 printer, Tamper-Evident labels imprint the

Water Meter

A residential watering controller is new from James Hardie Irrigation. The single-program, six-station RainJet RJ46 can be programmed up to 99 minutes per start time and includes a plastic case, automatic or manual watering options, electronic circuit breaker protection and plug in transformer.

Circle No. 617 on p. 38

compatible with art deco, Mediterranean and Southwestern motifs. Doors can be customized to reflect the elements that surround them.

Interior doors come 2'0" to 3'6" wide (exterior 2'6" to 3'6"), 6'8" to 8'0" high, primed or unprimed, with grooved detailing on two sides.

Circle No. 618 on p. 38

Thru A Glass Clearly

Glass said to be more than twice as effective at heat retention as standard insulated glass is new from Velux.

Their kit includes a plunge router and bit, template guide and set, Strike Master fixture and shop kit.

word "VOID" on the label and the object if tampered with. They resist chemicals, water and ultraviolet light.

Circle No. 615 on p. 38

Two-Tone On Top

A new series of aluminum roofing products featuring a two-tone finish has been introduced by Alcoa Buildins Products.

Designed for Velux roof windows and skylighs, Comfort Plus features a

The Manor Estate Series reportedly resists ultraviolet radiation, fading, chalking and deterioration.

Circle No. 616 on o. 38

Personalized Door Designs

A line of stylized door designs has been introduced by Simpson Door Co. The Advent Collection of doors offers 15 standard designs that are

two-layered, clear coating that blocks out two-thirds of the sun's infrared energy without impairing visibility. It has a "U" value of 0.30, a solar heat gain coefficient of 0.33 and comes with a lamrnated pane that reportedly blocks 99Vc of the W rays.

Circle No. 619 on o. 38

Shake'em Up

A lightweight fiber cement roof shake with the appearance of cedar is new from Louisiana-Pacifi c.

Made of Portland cement, wood fiber and recycled fly-ash, impactresistant Nature Guard shakes are said to withstand the effects of heat, water, humidity, rot, fungus and termites.

Circle No. 620 on o. 38

Circle No. 614 on P. 38

Night Into Day

A portable flood lighting system is new from Allmand Bros.

Maxi-Lite parallel cushioned larnp fixtures provide vp to 33Eo more light and can be easily towed. A reel extends and retracts an electrical cable when the tower is raised or lowered.

Powered by a threecylinder, l2.l hp diesel engine, it comes in hydraulic or cable-electric configuration; can be rotated 360': has a 50gallon polyethylene fuel tank (for 108 hours of

continuous use), and has an l1'6"-diameter center-mounted outrigger system said to withstand 65 mph winds.

Circle No. 621 on p. 38

Emergency Lighting System

An emergency lighting system by Dual-Lite links all exit signs and lighting units into a single network.

Capable of controlling up to 8,000 lighting units in multiple buildings, Spectron II Plus automates testing, reporting and maintenance functions and retains a three-year history of each unit.

Circle No. 623 on o. 38

ll Burlding Materrals is your business, get to know BPA, a leader In the fueld. We offer a diversified money making line of products

Complete line includes regular, coarse thread plated, drill points, pan heads, etc

BRAND NEW!

Now available in fast selling. high-profit 1# and 5# packages for the relail and contractor trades

BPA I)BYWALT SCREWS -

8PA BUCKETS Giant prolits

lfll5# packages

Color coded contractor buckets of drvwall screws sells like wrldfire to the gypsuh trades

BPA PNEUMATIC NAILS

Frts most popular tools. Framing/Sheathing Narls, wrre welded and plastic framrng sticks, coil roof ing nails all on one shipment.

BPA C(IIL R()OFING NAILS

From 7 / 8" thru 1 -3/ 4". Shipped directly from regronai warenouses.

Call or tax lot immediate tnformation.

Building Pnoilucts of flnerica Goru.

The supplier with "what a package"

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NORTH: 1(800) BLDG PDT

Different sizes: 1x2 thru 8x24 long special order timbers, cut to your dimensions Tight knot appeanance grade & clear grades

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Decking: Gdar, Redwood & Treated

. Dock Fencing Interior KD

Stronger Than Concrete

A bonding agent said to be stronger than concrete is new from W.R. Meadows.

Impact borders feature 42 patterns to fit kitchen, bath, traditional, contemporary, novelty and child senings, and are available in 5-yard packages.

Circle No. 626 on p. 38

Office On Wheels

A mobile office that can be hauled to a work site by a car or pickup truck is new from Valley Manufacturing.

Desi gned for one-person operation, The Ground Hog hugs the ground using a hydraulically activated jacking system that lowers the office to ground level. The wheels are retracted from sight and the towing hitch area is secured under a lockable steel cover to prevent theft. The unit provides 75 sq. ft. of office area and has hookups for electricity and water.

Untouchable Toilet

An attachable, two-handle system for raising and lowering both the toilet seat and lid has been designed by The Toilet Family.

Contoured to the shape of the lid and seat, the Handmaid reduces hygiene concerns by eliminating direct hand contact with the lid or seat.

For use in exterior and interior repairs, Sealtight Intralok provides a non-yellowing bond between new-toold and new-to-new concrete.

It is available in l-gallon units, 5gallon pails and 55-gallon drums.

Circle No. 625 on p. 38

Self-Adhering Borders

A self-adhering border from Fashion Point eliminates the need for wallpaper paste.

Circle No. 627 on p. 38

A separate plastic handle for both lid and seat overlap to raise both simultaneously.

Designed for most makes of toilets, the product is available in several colors.

Circle No. 628 on p. 38

o Corrugoled Droinoge Pipe

o Culved Pipe

Slotted, Solid. or Septic-Leoch Bed Sfyles

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

Insulation Products & Housewraps

. Computer & Software Innovations

. Bonus Distribution: National Building Products Exposition & Conference

September

OSB. Panels & Plyrrood

. Trusses

. Unique Redwood Markets How Lumber Substitutes Stack Up

CuMerl Pipe8" to24" Comes in 20 ft. lengths Crumpler

Really Hard Wood

Reportedly five times harder than pine, cedar and redwood, Pau Lope from Greenheart Durawoods Inc. eliminates the scarring, wear and twisting associated with some softwoods.

Available in clear lengths up to 16'long, it is said to be rated as the highest insect and decay resistant wood by the U.S. Forest Products Laboratory.

Circle No. 629 on p. 38

Distribution Solution

User-friendly software designed to increase warehouse efficiency has been introduced by PCS Technologies Inc. Nautilus is a table-driven system tailored to meet specific distribution needs, such as shipping, receiving, inventory control, distribution planning, picking, shipping, appointrnents, manifest mailing, trailer and yard management and interfaces. It is offered on a 30-day trial basis.

Circle No. 630 on p. 38

Now You See lt, Now You

Windows that offer both privacy by Marvin Windows & Doors.

and a view are offered

Using liquid crystal technology, Switchable Privacy

Glass can instantly be changed from frosted to clear with a flip of a switch. When frosted, the glass diffuses and provides privacy and security.

Circle No. 631 on o. 38

NEW LITERATURE

Bar None

A l6-p. bar coding catalog is available from Par Code Symbology, Inc., 1275 Bloomfield Ave., Building 3-54, Fairfield, N.J. 07004; (800) 524-0599.

Platform Trucks & Dollies

An 8-p. brochure on Dura Products' complete line of hardwood dollies and platform trucks is free from Dura, Box 1008, Neenah, Wi. 54957; (800) 7653872.

CD-ROM Architectural Gatalog

The first architectural omamental millwork featured in a new CD-ROM version of Sweet's architectural catalog is available from White River Hardwoods, ll97 Happy Hallow Rd., Fayetteville, Ar. 72701; (800) 558-0119.

Envi ro-Friendly Operations

Several environmental operational guidelines for managing a lift truck fleet are outlined in a free booklet from Hyster Co.. Box 847, Danville, Il. 61834; (217) 443-7136.

Fiery Comedy

of any New Literafure items bY contacting each company directly. Please mention you saw it in

Shapely Windows

A geometric windows brochure is free from CertainTeed Corp., Box 860, Valley Forge, Pa. 19482; (800) 233-8990'

Hidden Hand Tools

A hard+o-find hand tool catalog is free from Tool Traditions, 7815 S. 46th St., Phoenix, Az.85M4; (800) 453-6736.

Water-Resistant Wal lcover

A 6-p. brochure on water-resistant AquaTile tileboard is free from ABTco, Inc., 3250 W. Big Beaver, Ste. 200, Troy, Mi. 48084; (800) 5214250.

Forcst Prcduc,ts

A Dricon fire retardant treated wood training video featuring a take-off on Wayne's World has been released by Hickson Corp. In the 3G'minute video, Wayde and Garp leave the set of their Wayde's WorA TV show to build a rock concert hall "to attract babes." As they look into Dricon FRTW, they encounter both effective and shoddy sales techniques. A guest editorial is added by Andy [,ooney. The video is available with a printed reference guide from Hickson Corp., 1955 Lake Park Dr., Ste. 250, Smyma, Ga. 30080; (,104) 801-66{0.

Obituaries

I)r. 'l'.O. [,ashlce. 92. lirundcr. ol Lrrslrlcc Ilich. Ine .. Ilurrrboltlt. 'l'n. rlicrl Iicb. I I in Hurrrholdt.

llcrln in Wlyncsboro. Tn.. ltc lirundctl thc conrpanv in 19.10. rctirin!t in |990.

Hc scr-r'cri as chuirrnan ol Soutlrcr-n [)cvelopnrcnt Co.. Inc.: presiclcnt ol tltc'['cnncsscc I]uiltlrng N,lateritrls ,Association (nou CTBMA). and elruptcr prcsident ol thc Associatcrl (ienellrl f'onlnrctols ol' ;\ntcricl.

How To Hone Your Phone Skills

The image you project over the phone tells the listencr what to think of your company. Polish your phone etiquette using the following tips provided by Meeting News Magazine:

(l) Be Ready to Talk - Papcr and a pen or pencil should always be at hand. Focus your attention on callers, just as if they wcre important peoplc entering the store.

(2) Image Is Everything - Your voice will creirte the caller's lirst impression of your company. Take a deep brcath. Shrug your shoulders to rclax. Put a smilc in your voice.

(3) Use an Appropriate GreetingIf your business is largc, say, "XYZ Lumber, how may I direct your call'1" Smaller stores can use a more personal

"XYZ Lumber, this is Joe, how may I help you?"

(4) Get Personal - Write down rhe caller's name at the start of the conversation to use during the call.

(5) It's You-Know-Who Introduce the caller and the subject of the call when transferring. It is vcry professional when the client does not have to repeat the inquiry.

(6) Beware of Subtle DistractionsIt's easy to be distracted by co-workers, paperwork or other tasks. Don't attempt other work or communications until the call is complete.

(7) Don't Smoke in Their BarsTo really blow your image, smoke, type or chew while talkine. Give the call

Oather llou'ling. 7.1. l'oundcr ol IJori'ling Lluilding Supply. Clinton. Ar., drccl ol' kidnct, lailurc r\pril 20. 199.5. in ('linton.

A natrvc ol Cllinton. hc servcd as u cornrrnntlo in Soullrcust Asilr cluring World War. ll. In the carl1, 19.50s. hc u.o1(c1l in thc constr-uction busincss. lirurrtlrns his cornpanv in 19.54

your complete attention.

(8) Don't Put Them "On lgnore"On hold is acceptable for 25 to 45 seconds. If the wait will be longer, be specific (two minutes?) and give the caller the option of holding or leaving a message.

(9) The Angry Caller Apologize... regardless! Let them vent thcir anger without interruption. Don't blame anyone and expect them to respond to logic. Listen. Empathize. Don't lose your cool.

(10) Develop Your Own Phone Procedures - Few businesses have a written list of phone procedures, but it is important for new employees and as a review for old-timers. Send key call handlers to a phone skills seminar. Use the seminar information to structure your policy.

In business since 1955, HooverTreated Wood Products. Inc., is the premier full-line pressure treater in North America. In addition, Hoover's fire retardant formulations are licensed to a select group of licensee treating plants.

Hoover has had the same American ownership since lg83 and the same executive team for over 20 years. Stability and experience assure the industry's most effective products and support.

ALABAMA

Atlantic Trading Co.. .......(800) 44$9003

Brown Moulding Co. ............(800) 756-0199 (205) 665'2546

Brungart Equipment ......(205) 5202000

Greai Southem Wood Preserving..................(800) 6397539

Southeast Wood Treatin9...............................(800) 444'0409

Strinqlellow Lumber Co., Inc. .........................(800) 825'9400

Wevdrhaeuser Co................(800) 5414825 (205) 381-3550

\i/hblesale wood Products (Birmingham) ......(800) 421-6970

lrylobsale wood Products (Dothan)..............(800) a3$0906

ARKANSAS

Anthonv Forest Products co. .......(8n\ n1-2326

Bean Lirmber Co., Curl .......(800) 29-2326 (800) 482'2352

Hixson Lumber Sales (Magnolia)...................(501) 234-7820

Hixson Lumber Sales (Pine Bluft) ..................(501) 53t1436

Hixson Lumber Sales (Plumerville)................(501) 354-1503

BUYERS'GUIDE

86$1441 7338500

iltsslsstPPl

Allen Timber C0....... ......(60U 735-1&11

TEXAS

Kins & c0.............................(800) 64$e$0 (q91) ry{qg

Pin6 Truss Inc. ............(800) 658'6797

Wevertraeuser Co. .........(800) 6431515

White River Hardw00ds..................................(800) 558{1 1 9

FLORIDA

Bontel Faslener Corp...........(800) 241 {790 (813) 544€667

Brown Moulding Co. ............(800) 756-0399 (407) 32$?q?

Brunoart EquiDment ......(813) 6236700

Buildino Prdducts of America .........................(800) 962-151 8

CsD-C-ornputer System Dynamics (404 Zqq-1qq

Dataline CbrD. ................................................(800) 7233676

Dixie Plywood Co. (Fort Lauderdale) ...(30q1 s8tsqqi

Dixie Pfiwood co. (Tampa).................. ....'q!9) ?{4191

Florida Perma-Wood Treaters........................(800) 233-4992

Hardie Building Products, James (800) 942'2343

Southem Pine Inspection Bureau...................(904) 434-261 1

Southem Wre Cloth C0.......(800) 345€s89

Heritage viny4 PtodJds .(8m) 17$3641

HmC Induslries....... ......(601) 73$5071

North Pacific lumbet......................................(800) 617€282

Southem Lumber Co. ..........(601) 362-m19 (800) 718-8919

Timco, Inc............................(800) /li}1-3921 (601) 9e3P1

Trirnjdst.................. ......(800) 81'f{281

NORTTI CAROUNA

Brovm Mouldng Co. ............(800) 756e99 (91 9) 281'31 1 6

Cameron & Co. Wm ......(701) 392{$6

Chemical Specialties, lnc...............................(701) 522{825

Crumpler Plastic Pipe, Inc..............................(800) 33+5071

Dickson Weaherproof Nail Co.......................(701) 86&3809

Dvke Industries........ ......(701) 58&3tr15

Ea$ Coast Milhork Distrihrtors.....................(800) 38&3261t

Huber Corp., J.M. ....(twl517-Cm

CaflFm e Co., CalrBrm&Co.. Carmm&C.a.,

Dilie Pty'r@d Co. (Dalas).......................-.....(21 q nlgl

Dilie Pti'uod Co. (tlc|stur) .........................013) 61+2Ot oirie Prt'd co. (san Arrdb).......----..(aq 6646220 Easar Fo(ed Prui6.......Fm) $s3176 [t19 f191o'l Easil Texas Ford Prdrcb (8m) rc7883 (m) ffi

Indiana Lurnbetmens Mutual |rlsunnc8.........(800) 42el '|/ll

0marnental Mouldings ...-.....-..-.-.-.--.......(800) r/$l 135

Professional Focst Produds.........................(800) 8,|g{mg

Resintul East, Inc...........................................(800) 197.196

Tarheel Wood Treating...................................(919) 167'91 76

TrusJoist MacMillan ......(704) 357-3291

Westwood Forest Prcducts..(8m) 821'1292 (919) 65&3m0

weverhaeuser (charlotte) ...(800) 532-{Xp9 (701) $/S5517

Welerhaeuser Co. (Greensboro)...................(919) 668'0S61

Wllians Lumber Co. of tlorh Carotina, Inc. ..(919) 412'2136

Wrenn Handling....... ......(701) 58&130

OKLAHOI'A

Cedar Creek Wholesale, Inc. (Oklahcma Oty) (800) 37s'6O25

tfrtgtFs Wood Protus .:...-.....1.--.:------...(1@l 37-1221 &dbdr & Langb.d |lfiobsde trfi$3t. Fm)3*8118 (*l)s$a@

Reffi (tlqEfr|) frt3l 2*2555 (m) 252(B{s

Lucas Cedar & ReM .......-.......................(ml $orgio

Lmber Tag Specialtios Co. (8m) TnXxBa [tl3) 16S3838 Mod(t|gs&Mtuqrhc....(8m) nn68 (91tS5r{1 ilo.tn,il Wodwodrs..........(8m) 256{t88 (1€) s/|+am SiarFonSlU|gFTB. .......(m)S5m

Ssydor Inc.............. ........(mlAl€916

Striran & Sbr€nscr Ualsial Hanbg-.......(211) d|l{al8

Srrprb Shakes d Texas hc......................(@ S.(5U!

Tam\n & Smq R.K ......(800133+1676

T€||rtle-lnland tusd Mlds Cqp. ............(m} zlt{(b0 TexTrim.................. ........(514 $S5(E4 Udwrsaf Fo.esl Podrcb................-.............(8ln e'8 weyofiasrser Co. (Canolh.tl .-....................(m) g2€79 weyerfiasrser Co. (S Pasol..-......................-($ q e}}flPl Wood Protegln Co ........ft10 7337€1

VIRGINIA

Diammd Hill BFvood Co...............................(803) 39$2803

Lakewood Treatng.. ......(803) 27S333

Nerv South lnc. ....................(800) 346-8675 (803) 347-{281 Pacific MDF Prodlcls ....(80q 58e2CF

Pty-ttqJd Cdp....... ........(Sal

Rocty Tq wood Presefters, hc..................(7(l)

SuFefln DediE... ......-.(e0) wsyefiaarse( Co................(8q)) 552-nl0 (CX)

The Quality Leader in Treated Wood Products

Classified Advertising

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness l/4 ttrough23132. Prefened width, 3-ll2, 5-ll2 or wider. Length 32 to 96 inches or longer. Mixed or truckload. Send price and availability to FAX #901-682-8501, or mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 38117. Phone (800) 874-1953.

Twenty-five (25) words for $21. Each additional word 70p. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line, $6. Box numbers and special borders, $6 ea. Col. inch rate: $45 camera-ready, $55 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest,45fl) Campus Dr., Suite 4E0, Newport Beach, Ca.9266O. Make checks payable to Cutler Publishing, Inc. Mail copy to above address, FAX to 714-852-0231 or call (714) 852-1990. Deadline for copy is the 2fth of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

BUSINESS FOR SALE: Custom lumber milling/pre-stain facility for sale. Prime Northern California-Sacramento foothill location. Price includes 6+ acres land, buildings, equipment and inventory. Seller financing available. $1,415,000. Bruening Associates Real Estate, (9 I 6) 546-5 I 6 I ; F Ax 9t 6-546-547 4.

REPRINTS of hardwood articles from Building Products Digest. Excellent for reference or training. Domestic Hardwoods, $12; Southeast Asian Hardwoods, $7; South American Hardwoods, $6; all three, $19. Send your check today including name and address to Hardwood Reprints, c/o Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

DOT DRUG/ALCOHOL TESTING: Last year, it was companies with 50 or more drivers. Effective January l. 1996. every CDL driver must be subjected to random alcohol and drug testing! We can help! Contact National DOT Consortium for America's Construction Industry at (703) DOT-TEST.

ALL STEEL BUILDINGS. Factory discounts! Save thousands. Custom designs available. Call Peter, (714) 675-6263.

EAX to 714-852-0231

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

Building Products Digest - June 1995

For more information on products or companies (see list at right), circle the appropriate Reader Service FAX Response number(s):

For more information from advertisers, use FAX Response numbers ia brachets.

3sa6 l,rrnber Co., Curt [l(}t]..-.-.--.---.--A

BonGl Frsteners [f 5l ..-.---.----34

Bowie Sims henge If tT.----.-------36

Building hoducts of Amcric. [f f9]---Jl

Centon Lumbcr Co. [f f fl ..-.-.-.**---2lD

Chiego Metdlic Corp. [Gil--**-s

ChrrfhH Convcyors If fq*---.-24

Cnrmplcr Plestic Pipc, Im. IlX2l..-.-----..32

Ddles TYhoksde [f09]..-.-----.--.---lt

Deen Lumber Co. [f06] -.-.-.-*.-.-.-.-.-..6

Dricon (Hiclson Corp.) [0U-.-.---Cover I

Dyke Industries If 09l.-.-.-.-.-.-.-.-.---f t

Georgie-Pecifi c Corp. [3] ---.1+15

Heese fndustri€s (M.grclic Pnsh Broom) lrr6l

Ilardie Co. Jenes [29] ---Covcr [V

Hobton Builders Supply lf0ltl *.--..*f t

Hood Industrics If 03l.--.*.-.-. --3, XL-B

Hoovcr Trcrtcd Wood koducfs [f2q --J5

Houstoo Ylloodt \ct If 23l ----.--.--.-J3

Jorden Redwood Lumbcr Co. Lcc Roy lrr0l..-.-.-.-.-.

Kentucky Ccder Productq Im. If ftl---3)

Lefeyettc VYmd-'Worts [f0!Dl-.-.-.-.--*ft

Luces Ccdar & Redwood [f2)|)l-.-.----Jf

Lumbcr Teg Spccidd6 [f2f l..-.-.-----3t

Mass Systcms Co, Inc. [12].----*-*-23

MrxiTilc tnc. If()2l ---.---.---Covcr tr

Miller Mill Co,T.R In0l..-"-...-.-....-f7

Millwork Sdes [f09l..- It

Ornamentd Monldings [f0!tl*--.-.-f t

Pecifrc Lumber Co. [f2t1 .---Covcr III

Rrnddl Brorhcn If 091.-.-.-.-.-.-.-.-.-.-.-lt

2nds in BuiHitrg Metcrirb **--.-.-.-.J7

Southern Cypress Mrnufecturcrs Association [07] -.-.-. .-.-.-.-.....7

Surc-Wood Forest Products If241.-...........34

Swen Secnre tlf 4l -.-.-.---.---*--.-.-.J'4

Williems Lumber Co. of North Ceroline, tnc. [l(X] -.-.-. .-..............4

lumber Tag Specialties

ou can't control the weather but you know that primer must be applied promptly while the wood is clean and dry and the temperature is right. That's why we developed PALCO Prime. You'll save time and moneywhen you order our kiln-dried redwood and Douglas fir products with PALCO Prime.

Just as a building needs a solid foundation, painted wood needs a solid prime coat. Lumber needs to be primed on the front, back, ends and edges.

\A/hen wood siding, fascia and trim are primed at our mill, they're primed properly for longJasting performance. With less handling you'll have fewer headaches, too-all the way from the mill to the iobsite.

So, don't worry about the weather. Order PALCO lumberwith the PALCO Prime factory finish.

Wrat Makes ()ur Sidino Bemr h

Simple, ltb Simply Beffir Siding.

Whether it's our first nerr'honte, or a rentoclel. rr'e all ir;int it ltLrjlt ri{ht thefirsttime..\rdheresoneof then'alstoaccorlplislrthirt: :ytt.t lrt.ttrr. materials. And that's rvhere.larnes Hardie Sirlin{ l)rorlucts conrrs in

The warmth of wood and the durability of Fiber-Cement.

Our sidinq has all thc advantaqes of urxrd. including it's (uxl iooks. but none of the drau.backs. Harcliplark.

arrd Hartlipanel r eflir ;rl sirlirig ;ir" rrra(le of super durable. fiber-reinforcerl cement. Thertre toulh fleriltk artd won t rot. or but:kle: ther"re inrmune to nater rliurraqe. srrorr salt air. arrl termite attack.

Ihe u lt i mab t est -Tmpica I sbr ms, bnid heat and lyphoom. \\hile sonre nranufacturers test their ltroriucts irr f itt lab. \r t, tr x rk lul. siding to the encls of the earth. Jantes Harrlic. iiltt,r.cernent -srtlinq has withsttxxl the str.eltering heat iurd tht, purrtrlelinq tr lthor rns of \eu (iuinr,a

\liilarsiii..\ustrlrliaiiltrl lnri ,n,.sia'Ti:t:t:liitrt',.::.,, 1r'::,r:srirltir,i)II'rn.p.h. ihehurlrrrlitvlittltrt,tchtslrr I .111i1 titr.:LlltsrllL:tr;rli:t{-..:1'1.\':, ,.rlr.r\:riilt (aLlst lrssfr llatrriills :r r it tr k:,. in ;r::ltlt-:,.-!tsr ril I tLtr rr-a:|il' Lrir|ntr tlettltttts like tilrst' iittd lrt"zinr t,,irl r.,Llt irs, , ir,- r, ,l;:trl rr-i.: i.rt,j iri It,,llr Ard,,hmes l'hdie Siding b nm-comhdibl \\ 1.,, t,rit , ,r '-rl, u rk ti.;s i:.irr.r:liblr sirfetv I,r.' r' l:.. ":..':.'.'. '..,,,:r.i,,,r.1., :.,,:

Ihe James Hardie Siding wananty. lt's cas{ in concrete too, \\ r' rr s,, L rniicltnt tlt,ti I r,rn:tlr,,r:tx .L:.r: i-i,1f{il:)il,:-. x.ii lir:l ir l, rni. Irl1q1111,a.trt'ittrtktitt.ilrirtit;1irr\r.it.li:t.,:,.1:.:l.r:.s:,.r.ir:r!:rt,,(,._!: \\,irrant\. \rkltlrriiicltllL: T;rntt,slllrrtli,..sL \t-l' I i:irf:r ift,rrr(l is tilt rr'r,rltl lt',ttjrr jlt iilit.r-Lrr..' 1Ll l, r: tL,,-\',\i rt, )tj1-i: \i,,]I. tlItftderttt,uill it,:rrt.il l.t,jr ir rr-t,rll,, :l.trhirt ;rrr'lhtltrstltLtilrlrlllrrlrlLirts),,.1 (,LitirL;r'Ti,,,:.sjinitit .liirttes IliLnlir lluilrlin,t |)1',,'p11 '.