Building Products Digest - June 1997

Get a Wbrld of Support frgm the iproducers of Wolfi:anizedt wood.

isn't easy M

unng profits on treated wood r't easv these davs. Retailers can r vs. use all the support they can get.

Wn nvou stock Wolmanized@ pressure-tr6ated wood, you have access to sales tools that can separate you from your competition. 11 I he promotion program - which has won nine Drummer and thLree Keystone awards in the past five

years - includes brochures, P.O.P items, training materials, Deck Clinic Kit. Contractor Event Kit, ad materials, and publicity back-up.

D..f

lus, you get North America's best known and most widely used brand of treated wood.

DONT GET IOST IN THE CROT,IIDI AT

THE NATIONAL BUITDI]'IG PRODUCTS EXPO

STAND OUI IN IHE AUGUSI ISSUE OF BUITDI NG PRODUCTS DIGESI FEATURIlIC

EXPO PREUIEW

This August, the Notionol Building Products [xpo in Chicogo ioins the Notionol Hordwore Show ot the covernous McCormick Ploce Complex, promising tens of thoussnds of buyers wolking the miles of show floor. And whether or not y0u're one of the thousonds of exhibitors ot the show, you c0n deliver your soles pitch to these buyers by odvertising in our August "Expo Preview" edition of Building Products Digest, which will be distributed ot the event. And, of coulse, in oddition to reoching the thousonds of ottendees from octoss the country, your messoge olso will be seen by our regulor reodership of thousonds of industry professionols in the South.

Coll Chuck Cosey (714) 852-1990 for detoils on odvertising in this impoilonf issue.

Let us be your inventory for

r Decking lumber & accessories

Large Timbers

. Spindles, Rails, Posts & Post Caps

o Redwood Lattice Panels & Spa Skirting

' Bevel Siding . Expansion Joint

r Finger Joint . 1" Pattern Stock

. 1" & 2" Finish Stock;up to 12" widths

o Douglas fir uppers, boards, dimension

II you're not buying Maine Ornsmental . . .

Your customers are discoveringthis great product line somewhere elsel

It's not often that you find a product line that literally sells igelf. Maine Ornamental Woodworkers'mailbox systems and post caps won't stay in your showroom long. And you'll be surprised at the big sales and margins you'll receive from these little items.

MOWs Victoria and Newport Caps are the perfect complement f9r any outdoor project and make great signahrre items for professional deckbuilders and fencebuilders. Architects, developers, attd homeowners love the First ClassmMailbox System, introduced new for 1992. And it doesn't cost a fortune to get started with this great line. In can purchase an introductory postcap inventory for less than

JUNE 1997

9 Ciail uror in the lumber ind'ustry

voLUME 16, NO.4

First year of Canadia'n softwood treaty leaues retailers, contractors battling manufacturers

Serving 13 Southern starcs AOYETn$GmAS ftfrsChgtCtFltBqld

USA: Chud Casoy,4500 Camps Dt., Suilo,l80, l{oilpdt Boad\ Ca 96d}lg7Z Toloph(r! ffl{ 852' 19$ Far7l4{52{P3l

SOUil AIERICA: Cherles Halllfar, AY. Amorico V6pocio llodo @, Ol. 13, Las Con&s, S|ntago, Cil€. Td:(011F5G2Nl 1?5t FrA'0,!.1{F.2?f7 l?f'.

Plasties for daors ond'uindows

Vnyl finds rnore and rnore oPenings

Guarontee your componYb auccess

How to design and irnplement an unconditional seru ice guarantee progranl

Tbros lutnber retoilcrs hold' onnuol eonventian

Big crowds at I"{T expo in San Antonio

Lutnber uholesolers rneet in Son Antonio

Houston's Fagan Cox installed as presi.dznt of NAWI'A

olnatt, Gags ltlcl(nnoy ARTDIRECTOR MadEEr|gry ST FFART1ST Vrctorboamnl CXBCUtlllOtlJut€llorad

sUBscR|PnoisU.S.:9sorreyear;$,|1.twoy6a6;t55.hr€€yeas.Folei9:oneparpaidinadvanco_hUS'fnds:griaceCana&orl|erico.$7;drercqnti€s'g5.^ird6so .urJlu..ao'esu.tow).sindec6r'ei.f,qua*issues.$l.sorlrinavailaole,prsstippng.o|iGEoFl,D0REsssmdaddesshbelfun'€cg|tiss,e|ps'1€I#06s&'iF ilp-.00.. ggrlbrNe pioou-crs ucest is prrbbhod monny d {5m cqo.0r., $.lo,l{.qod Bcl\ Cr 9t6orr2, O0 El.lg, F x 71't-852'ql1' rrr-hldrglgfod6.com' uic'fiF,url't'i'g,|nc.|tisanindependeniyowrredpdxcaturtuuuiungpoducb]9hi|gfser,ho|€sa|odistftotsh13soUtBmshb.coyurdgzoyqf.hai'shq& eitirecontenlsareiullypmtected&mustnotu6mprocui:eoinanymannelwifiotr|wringnprmbim.A|RighbResefed.eifgPmducbD|dreserrtshoti'|becc€cd'l*n'|y or adv€rtising maner, and assumes no liablity lor matedals fumbhed to it.

PUBUSHER Dadd Oder SEl{|(tR EDIIOR thvid Ko€trio ASSOCI IE EUt(n Sara tht CON|THBfiNG EDfTORS Dwight

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 money when 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.

When wood siding, fascia and trim are primed at our mill, they're primed properly for long-lasting performance. With less handling you'll have fewer headaches, too-all the way from the mill to the jobsite.

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

Youtre on my list

The problem is an old one. How does a company avoid hiring a person fired from an earlier job for theft or shoplifting? It's a sticky situation, because once the thief is hired, it can take months, even years, before an employer can remove the greedy hand from the corporate pocket.

In the past, retailers used local credit firms or just swapped information with friends and competitors to avoid hiring crooks. Now, thanks to computers and database sharing, it is possible for national as well as local finns to know before hiring that a prospective employee has taken money or merchandise.

Home Depot and the Target stores are two clients of Employment Screening Partners (ESP), a Bothell, Wa., firm that is a subsidiary of Deluxe Corporation, the country's largest check printer. Other major retailers are clients and also supply information to the database they all share.

The database is no collection of gossip. It contains only legally obtainable information and lists only cases involving a theft conviction or a state-

ment ndmitting theft.

A recent case of a young man caught shoplifting at a Target store illustrates how the systcm works. Subsequently, he applied for a job at a Home Depot in a nearby community. Sfhen Depot checked the datahase they found his name and the shoplifting incident at TargeL He didn't get the job. Most employers in tbe system statc on their job application that a progpective employee's name will be run through tbe database. The day after a name comes up, the individud is notified by ESP and provided a chance to con€ct any misinformation.

A side benefit to companies concerned about hiring illegal aliens is that the database will detect a phony Socid Security number, thus rrnmasking even the rrost sophisticated counterfeit documents.

The key here is consequenoes. Thieves will know their name could be listod shuning otrjob opportunities. It's all about avoiding problems before they starc

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FBMA's 77TH ANNUAL CONVENTION tr BUYING SHOW

An Acre of Vendor Exhibits!

FBMA's 77th Annual Convention and Buying Show will offer another exciting display of vendor exhibits, featuring all kinds of lumber and building materials, computer software and hardware, industry services and much more. Concentration will be placed on millwork-oriented items such as doors, windows and specialty millwork. New products mean new business for you! Attendees include lumber and building material dealers, hardware stores, home centers, distributors, wholesalers, manufacturers' representatives in Florida, contractors, architects, and buitding officials. Lunch will be served in the exhibit hall Friday and Saturday. Don't miss out on this exciting opportunity!

EXIIIBITORS--Over 70Vo of booths have been sold. Lock your booth space in now! Contact Betty Askew for exhibitor information.

Florida Building Material Association P.O. Box 65

Mount Dora, FL 82766.0066

Phone: 362883.0366

Fax: 352888.8766

e-Mai} FB[[Assoc@AOL.com

ivil a jil

Canadian trade agreement has U.S. retailers battling manufacturers

f AST APRIL, as the last details of the U.S.-Canadian I-Jsoftwood lumber treaty finally fell into place, domestic lumber producers, who accused Canada of subsidizing its timber industry, envisioned an end to 15 years of squabbling. Little did they realize that the international truce would trigger a civil war.

One year after the pact went into effect, U.S. lumber producers find themselves accused by their customers (from wholesaler and retailer to contractor and builder) of driving up prices by lirniting free trade. From April 1996 to April 1997, lumber prices have increased from $354 MBF to $463 MBF.

Since the agreement, the price of building a typical new 2,000-sq. ft. home has increased by as much as $2,000, or annual starts nationwide by more than $2 billion. Reportedly, a typical flat deck in April 1995 would have cost American consumers $1,050. By April 1997, the costs had increased by $286 or nearly 30Vo.

The trade agreement's critics have joined forces, under the guise of ensuring that future generations aren't priced out of the American Dream. The National Lumber & Building Material Dealers Association, National Association of Home Builders and Wood Truss Council have teamed up to form the Alliance for Affordable American Homes. An early order of business was filing a letter with U.S. Trade Representative Charlene Barshefsky asking for five specific modifications to the timber pact, namely:

(1) Allow mills to carry-forward and carry-back a portion of their no-fee and low-fee quota allocations.

(2) Change the quarterly-based fee system to depend only on the individual mill's shipments.

(3) Accelerate distribution of trigger price volume.

(4) Set a step-wise trigger instead of the current single

pnce tngger.

(5) Exempt economy, cedar and white pine lumber.

On May 1, Representative Jack Quinn (R-NY) introduced the Americans for Affordable Housing Act, which would reverse provisions attached to the 1994 GATT legislation by adding Canadian lumber practices to the categories in U.S. trade law that are considered "non-countervailable."

In reality, retailers and other critics aren't nearly as concerned about high prices as they are about price stability. If margins are maintained, high prices can benefit the entire distribution chain. But unpredictable price spikes can devastate companies, such as truss manufacturers, that must quote jobs weeks or months in advance.

"My company has spent many years developing a business of custom buildings," says John Hening, A-1 Roof Trusses, West Palm Beach, Fl. "We cannot price and engineer a job in less than 90 to l2O days. We quote the job in advance, and then the lumber price spikes, and we take the hit. The lumber price volatility has put us in a position of fighting with our customers."

According to a Wood Truss Council of America survey, truss manufacturers blamed lumber price volatility for (Please tum to next page)

Story at a Glance

U.S.-Canadian softwood trade pact: Year One retailers, contractors and builders struggling to repeal, producers fighting to protect agreement.

Givil War

(Cttrttirttrctl Irtnn ltn'ritttr.r ltu.qt )

reducing profits in 1996 bv approrimatcly S-i-1-1.25 nrillion. "Last year \\'as the strongcst etrnstnre tion I car in the last several 1'ears. w ith l.-17 million housing starts. This should have prol ided our industrr u ith rcusonablc ;rrol'it: lbr the year." said Kirk Grundahl. \\'TC.\ crecutirc director. "Untirrtunatell'. due to political conditions that c;.rused the Canadian lumbcr quota which *cre bevond our c()ntrol and the fact that lumber represents about 5(Xr of'thc cost ol'our product. we suft-ered nrajor econcrtnic lossr's."

"The Iurnber industrv has no idca hou dcrastatin!.r this

has been to our husiness." agreecl Pat Kellcr. r'.p.. Tru.: Conrponc'nt'. Inc.. Pccrlc* Park. \1o.. rihich has put ()l'1' plunr to ()pcn i.r ncrr plant th j\ \ L'ar. "\othing preparecl r.rt tirr thc pricc 'pikc in \orcrrrhcr. \\.c crpectcd the price ot' Ittrlber ritrulri ri.c'. hut bu.incr.c\ rurt [ \Llr\irt'these npes ot'price spikc:. \\'e scre r\\r-lrc(l br thc L'.S. Trld.' Rcprc\cntlrti\ e thlt thr. s oultlrr't happe n. thlt L'.S luntbcr' ntanul'aciurcr'. e()uld r'ltcct xlt\ ilcnlantl .urgL'\. attd;-ts sttch. ll()l l{r \\()tf\ llh()tll lltc qtt,rt.r.' .\ rttitjor rnlrrkc't c()necnl t. that a' thc eo't incrcltscs art passccl on to thc c()n\r-lnrar. thc e trn'tttnct' u ill hc 1."' lblc to bur hor.rring. "Thi' rr ill lcld lrr a rnarkct thrt i\ rc.c. riollirr') urtJ rr rll hult tlLt.. Ilt.ur.ll.re lurL'r'\ e \ e rt lll(,rL'.

lnsights into lumber market volatility

By Karl Lindberg President

Southern Forest Products Association Kenner. La.

SINCE November of 1996, the manufacturers of U.S. tJlumber have been criticized by home builders. retailers and truss manufacturers-all custonrers of and participants in the U.S. wood products market-over the price volatility of lumber and the Canadian lumber agreentent. Obviously, economic, emotional and political agendas drive many of these attacks. so it is time to address objectively the many real factors that affect lumber pnces.

Our long-time customers understandably get upset when lumber prices fluctuate severely; so do lumber manufacturers.

The lumber manufacturing industry is very fragmented-the l0 largest U.S. softwood manuf-acturers produce only 297c of the total annual softwood production. The softwood lumber market is comprised of hundreds of producers and thousands of independent buyers. Throughout the years, numerous government studies have shown that the softwood lumber market is a textbook example of the operation of the law of supply and demand. Lumber is a commodity like many others. such as corn, soybeans. pork bellies, etc. Typically, when market demand increases. commodity prices increase. When demand declines, production is reduced and prices fall.

Historical data show that claims that the prices of softwood lumber "wildly gyrate" are not substantiated. Price volatility of southern pine 2x4s since 1990. using the annual coefficient of variation of the mean price as a comparative measurement. shows that price volatility in 199.1 was comparable to 1996. In fact, the volatility index in 1993. before the Canadian tariff, was 3lc/c greater than in 1996. Certainly the recent imposition of the Canadian tariff may have temporarily contributed to the volatility of the lumber market: however. its "trail" is indistinsuishable from other years in this decade.

One of the leading factors contributing to price volatility is the market-driven 'just-in-time" shipment strategy. No one wants inventor)' anymore. As a result. there is no lumber supply in the distribution pipeline. so when demand increases there is no inventon- cushion and prices naturally' increase rapidly. The'just-in-time" shipment strateg!'has been accelerated by the technological breakthroughs in communications \rhereby market information beconres arailable almost instantly to the thousands and thousands of buyers and sellers competing for the best deals.

The restrictions that the federal sovernment placed on timber sales in the West resulted in a 18% decline in the lumber harvest from that area over the past eight years. This decline in the availabilitl' of timber supply' has led to the closure of 345 western sawmills durin-s this same period and. of course. has reduced the number of suppliers and thereby the suppll' elasticity' for softwood lumber. Southern producers have increased production from 12.75 to 15.26 billion bd. ft. over this same period. Imports tiom Canada have increased as uell. but industrl'-u'ide production capacitv. rrhile good at meeting normal market demand. cannot respond quickll' to unpredictable peak demands over the short term.

Perhaps the biggest tactor in the increased cost of lumber is stumpage. The cost of lo-es often accounts for approximately 607c of the cost of the tinished product. In the South, l0% of the timberland is ouned by private nonindustrial owners. 20% b_v the members of the forest products industn-. and l0% b;- the gorernment. According to U.S. Forest Service Region 8 data. sawlog prices have increased 657r tiom 1990 to 199-5. While lumber prices may vary hourl;". the timber nrarket is relatively inelastic and requires months to adjust to a declining or rising market. With 70?: of the timberland in private ownership. landou'ners need not sell if prices don't meet their expectations. They just let the trees grou some more!

As the cost of timber has risen. saumills have been forced by competition to place greater and greater emphasis on efficiencl' and product return. Mills must continually invest capital in the latest technolog)'incorporating ne'*'. and not inexpensive. combinations of scanning. optimiza-

Keller explained.

Of course, there are other reasons for the price spikes besides the quota (see story below). One of the greatest is the lockup of federal timberlands, which has placed domestic producers at a disadvantage and continues to threaten the steady flow of supply.

Unfortunately, many retailers, contractors and builders are short-sighted. They all but ignore the environmental crisis, reasoning that if they're not the ones actually cutting the trees, it's not their fight.

Said one multi-state lumber dealer association executive who is mobilizing his members in the civil war over the trade pact: "We wanted a fight that was winnable."

What has been the effect of the U.3,'Canadian softwood trade agreement after its first year?

Gary Donnelly, president, National Lumber & Building Material Dealers Association, Washington, D.C. :

"ln our opinion, the effect has been much higher lumber prices for U.S. consumers, greatly increased profits to U.S. producers, increased volatility in the lumber markets and a scarcity of some products. lf lumber dealers got together to raise prices, they would all go to jail for violating the anti-trust laws of this country. Members of the Coalition for Fair Lumber lmports, using U.S. $ade laws, have fourd a way lo circumvent those laws.'

Robert H. Hunt, president, Western Wood Products Association, Portland, Or, :

'The major effect on the lumber market and prices in 1S6 was demand and rumors, not the U.S.-Canadian sottwood trade agreement. This past year resulled in a near r@td for U.S. soflrood consumption at 50.53 billion bd. ft. The record set in 1987 was 50.56 billion ft. Our largest ma*eFhousing-was also up over 9%

"Builder and dealer organizations claim the agreement has increased the volatility of lumber markets to record levels. However, a review of price trends in recent years does not support that conclusion. The price volatility in 1996 was lower than three years ago, when there was no agreement.

"Also, it should be pointed out that Canadian imprts hit an all-time high in 1996 under the agreemenl, with very litlle of that volume affected by duties. So, at besl, the agreement had only a minor impact on prices and nothing on volumes.

"As the 1996 agreement rumors are put to bed, the supply/demand outlook for'1997 is positive, wilh less volatility and good business for dealers."

Dr. Leonard M. Guss, president, Leonard Guss Associates Inc., Woodinville, Wa.:

'The effect has been pretty much as expected. U.S. production in 1996 was up 5% over production in 1995, but still below production in 1994. Massive public timber wilhdrawals in the Pacific Norlhwest, and the heavy rate of cutting in the Southeast almost guarantee a lid on U.S. production volume, trade agreement or no trade agreement. However, the impact on prices is obvious,

"Prices for standard construction lumber items are at or near their historical highs. Far from discouraging Canadian imports, sottwood lumber frorn Canada surged into lhe U.S. lo take advantage of this price umbrella, reaching a new poak of 17.8 billion bd. ft. in 1996, from over 17 billion in 1995. Canadian lumber producers cheerfully paid the $50 or $100 per MBF penalty for shipments over quota, and chortled all the way lo the bank. Meanwhile, house construction prices went up for the U.S. consumer-as it rilas meanl to do. The only impact of the trade agreement is more revenue for U.S. lumber mills."

"The only people benefiting from the Canada-U.S. lumber agreement are the timber barons. The duty on lumber from Canada is essentially a tax on homeownership that is costing home buyers billions of dollars a year,'

H. Daniel Pincus, Hilton Head, S.C., home builder, and president of the National Association of Home Builders:

Metal roofs go residential

THE POPULARITY of steel roof-

|. ine in home construction has g.o*n -dtu-utically in recent years.

Today, hundreds of builders across the United States and Canada are using steel roofing for all types of single-family homes, multi-family dwellings, retirement homes and affordable housing projects.

While metal roofs are estimated to account for only about 5Vo of residential roofing in the U.S., that figure is expected to grow to lOVo by the end of the decade.

"There is little doubt that steel roofing is making inroads in the residential marketplace, with tremendous growth potential," says the American Iron and Steel Institute's Richard Haws.

Several factors have contributed to the rapid growth of residential prepainted metal roofing. First, the increased use of residential steel framing in new construction has permitted builders to experiment with the use of pre-painted metal roofing, along with the framing. Lower insurance rates have also contributed to this trend.

Second, the various natural disasters that have occurred in the United States in the past few years have allowed metal roofing to prove itself under adverse conditions. Hurricanes, earthquakes, firestorms and floods across different parts of the country caused major roof failures. According to the American Iron and Steel

Institute, metal roofs performed remarkably well in comparison to conventional roofing products, and prepainted metal is now being considered in areas where natural disasters are known to occur.

Finally. landfills refusing to accepr torn-off conventional roofing materials (or charging very high dumping fees for such materials) has contributed to the increased usage of metal roofing in residential construction.

Although the metal roof is recyclable as steel scrap. the primary environmental advantage is that a metal roof can often be installed over an existing shingle or tile roof, without having to tear offthe existing roof.

"Metal roofs are much lighter than other roofing types, so there's never any concern about structural damage caused by the additional weight," says Steve Kelchlin, West Coast Roofing, San Diego, Ca. "In fact, reroofing with metal in many instances lightens the load because in wet conditions, a metal roof weighs less than the rainsoaked wood shingles or shakes it covers."

In addition, many reroofing applications permit added insulation between the old and new roof, resulting in a quiet, environmentally friendly system that can reduce internal energy consumption by furnaces and air conditioners.

Another advantage of steel roofing

is its versatility. Metal roofing is available in a vast assortment of designs to suit just about any aesthetic requirement, including high and low slopes and angled, curved and mansard roofs. At the same time, its finish provides protection from the problems that can affect wood and asphalt, such as splitting, cracking, curling and warping.

Besides its strength and durability, steel roofing provides lower maintenance and greater fire resistance. It has received an A or B rating from the three model U.S. building codes. as well as the National Building Code of Canada. Many roof assemblies have also received high ratings from the Underwriters Laboratory and Factory Mutual.

Story at a Glance

Why steel roofs are makang a dent in resadential market basic metal roofing designs.

Some of the basic design categories include :

Standing Seam Roofs - These designs are characterized by their linear shadow patterns. Seams vary from flat, hidden seams to wide battens. The height and width of these ribs. as well as their color and solar orientation, will express a broad spectrum of aesthetic expressions.

Tile Designs - Available in a wide variety of colors and textures, these prepainted metal panels create the appearance of clay or concrete tiles. Their versatile design is a major reason for metal's growing popularity in the residential market.

Shingle Designs - Metal roofs can also simulate slate, as well as wood shingles and shakes. These panels are often embossed with a texture or coated with natural stone chips.

Contractor David Huffman. D&R Roofing, Springdale, Ar., knows that metal roofing can be lucrative, but admits that it may not be for everyone. "Metal roofs present a number of challenges that are not required for more traditional roofing installations," says Huffman. "You need a skilled crew capable of working with a whole new set of tools and installation procedures. Of course, the upside is that you're putting on a technically advanced roofing system with greater profit margins on every job."

High-end trends of vinyl siding

TN PART, vinyl siding owes its poplularitv to develooments that make it look less and less iike vinyl.

In addition to colors and textures that mimic natural wood, new shapes, styles, accessories and installation techniques are helping to make vinyl siding appear more like "vinyl carpentry."

Greater availability of traditionally crafted decorative trim to complement vinyl siding provides a wider, more versatile selection of design touches with a finished appearance. Vinyl siding can then be used in a greater variety of architectural situations, since the completed jobs don't have to look like ordinary vinyl siding trimmed with J-channels.

"Decorative trim can make the difference between an average house and a gorgeous home," says Rob Long, marketing manager for CertainTeed's Vinyl Building Products Group. "It accentuates the lines of a house, creates a traditionally crafted appearance, and gives a home greater curb appeal."

New trim, such as wider lineals, outside corner systems, corner posts and exterior crown moldings, helps eliminate telltale J-channels and unwoodlike details that make the average siding installation shout "vinyl" to the neighborhood.

Another major design trend quickly growing in tandem with vinyl car-

pentry among remodelers is the application of two or more vinyl siding styles on one structure or one wall. This reproduces the texture and color of natural materials in a dynamic visual pattern and imparts appealing character to the structure.

Vinyl half-round shingles, for example, may be used effectively alone, in combination with other shingles, or even with other styles of siding. They can be used in a traditional style in high gables, with standard shingles or lap siding below. They can be used to form an accent strip between two contrasting types of siding, or can even be used in full wall treatments for an exotic effect.

According to Long, vinyl has been the leader in re-siding applications since the early 1980s, and its use continues to increase. "We've j ust reached a new level in the development of vinyl siding systems," he says. "Right now, remodelers can take advantage of the burgeoning vocabulary of products to create unique designs for their customers. It's a sales opportunity that competitive remodelers are using to build their businesses."

The differences in material costs between an ordinary vinyl re-siding job and one that has the appeal of vinyl carpentry is very small. The difference between finishing with Jchannels and accessories or finishins

with decorative trim would amount to around $200 for an average house. So, for a job with a total installed cost of, say, $6,000, the difference would be about 3%o-but the customer gets a look that, in wood, could cost thousands of dollars more. Furthennore, once the installers have learned a few new techniques, installation remains quick and easy.

The same small cost differences apply in the mixing of siding products and profiles. In fact, mixing of super premium and standard products can result in a design that has more appeal

Story at a Glance

New developments that make it look more like wood mean more high-end siding jobs for vinyl.

and drama but costs less than a re-siding using a premium siding.

"As vinyl has become more natural in appearance, with textures, colors and trim that provide the beauty, style, and finished look of high quality wood products, it has become more desirable for use even at the most exclusive levels of remodeling," Long says.

INNOVATIONS that better simulate the look of wood are helping to luel vinyl siding's explosive groMh.

Vinyl countdown Plastics continue increase in doors and windows

w#l,iJ"""T#T5;il;*:II

values and its mark in 1987, vinyl

durability, vinyl has made windows and doors. In held l07o of the U.S. window market with 7.2 million units. Metal (39 million units) had a 54Vo share and wood (26 million units) 36Vo. In eight years, vinyf reached 2O.4 million units (27.2Vc share), at the expense of wood (24.2 million units,32.l%o) and especially metal (30.6 million units, 40.7 Vo).

By the year 2000, Specialists in Business Information expects vinyl to reach 25.2 million units and a 31.47o share, with wood holding at 32Vo with 25.7 million units and metal slipping to 36.5Vo with 29.3 million units.

But although vinyl, or rvc (polyvinyl chloride). is the most prominent and fastest growing resin in window and door applications, it is not the only one. Others, including acrylic, polycarbonate, reinforced polyester and various miscellaneous plastics primarily incorporated into window and door glazing systems, should also enjoy gains.

By 2000, one billion pounds of plastics will be used in the

U.S. each year for doors and windows, reflecting annual increases of 6.2Vc. according to a new Freedonia Group study. Plastic profiles and other components used in the actual fabrication of windows and doors will d.se 8Vc annually over the same period to a value of $1.5 billion. Gains will be attributable both to inroads against competitive materials in structural and glazing applications and to an

Story at a Glance

Why vinyl is making big inroads in windows and doors other plastics also growing in glazing and skylights.

improved outlook for the overall window and door industry.

Vinyl now accounts for 45Vo of total demand and will rise nearly 1Va annually to 460 million lbs. Aside from market share gains at the expense of aluminum framing materials, much of the increase will be attribuuble to accelerating opportunities in new constmction applications, especially in the residential sector, and to increasing application as a cladding material for wood windows.

Polycarbonate and reinforced polyester will both exhibit favorable market gains due to increased penetration in a wider range of applications, such as window profiles, and improved cost/performance efficiencies. Acrylic will exhibit below average gains through 2000, reflecting heightened competitive pressures from other

NEW ROLLING patio door from Wasco Products features a framework made of .070" heavy gauge vinyl, lhe same pvc formulation the company has used for decades in its skylights,

plastics as well as from insulating glass. Polycarbonate, reinforced polyester and acrylic represent 90Vo of all other plastics utilized in windows and doors, with applications for these resins limited primarily to glazing and skylights.

Although glazing and skylights will comprise a substantial growth market, structural window and door components will continue to represent the largest and fastest growing product application for plastic resins, totaling 545 million lbs. in 2000. The residential sector (representing nearly 60Vo of demand in 1995) will remain the fastest growing end-use, reflecting market share gains for pvc and other resins in new construction and continued strength in the residential aftermarket.

While 7O7o of total demand for plastic window and door materials will continue to be generated by the aftermarket, new construction applications will become increasingly prominent as price/performance efficiencies continue to improve, fueled by an aging housing stock, a steady rate of home turnover, an expanding do-it-yourself market, and an increase in the average number of window and door products per household. Nonresidential demand for plastics in windows and doors will also accelerate significantly, benefiting from advances in the security and impactresistant features of the materials uti-

lized in this sector and a rebound in construction activity due to the elimination of excess capacity particularly in office and commercial settings. The shift toward plastics in framing systems-at the expense of wood

and metal-will also be attributable to end users' growing acceptance of plastics, their increasing emphasis on energy efficiency, the scarcity and cost of wood, and improvements in the performance and durability of plastic window and door materials. Expanded opportunities for plastic resins in a wider range of product applications will also stimulate demand. Advances in the production techniques for vinyl, for example, will allow this material to gain market share in more complex window framing applications. In glazing systems, inroads for plastics will reflect substantial advantages in impact-resistance over glass, along with superior design flexibility, lighter weights and more favorable costs.

Dollar gains for plastic window and door materials will rise at a pace only slightly ahead of volume demand, due to the commodity orientation of most materials and significant price/performance enhancements in most material segments. Stiff competitive pressures from alternative window and door materials will also prevent dollar demand from exceeding volume gains by a substantial margin.

Window Shipments By Material

TO ELIMINATE the bulky look of a traditional vinyl window, Simonton's new Series 2000 windows have a unique slim line frame.

pdrctnring facility in C bortc' T1.; 295 million sq. ddi$crpicfty.."

''":rCar,p., ts ''o its laads 'r3Ot

, Rgtaibflr

Pelican Cos., Inc. opened a l5,S.Ssq. ft. store with a drivethm lumberyard in Little River, s.c....

84 Latnber Co. opened new yards in Front Royal, Va., and Ap", N.C.

T.H. Rogers Lumher Co., Yinlt4 Ok., has added a decorating center

Ctulsea Hene Center, Chclsea ,'Ok, has beon placd up for sale, ss oumer G€no Pad$ carl conger tFa*e on Inob Hora,Center,Inob c....

Lowe's Cos. opened a new su[FrqFrc in Warner Robins, Ga, Mark,Weaver, store mgr., and plas *.1tr5,506cq. ft. s@e with 35,47,*gq-,fr. ggrdcn.c€qter on 16 acr€$ in Go1&boro, N.C. ...

Ray*e6' Eullding Suppty Corp., Nofih Fct Myors, FL, will relocarc sritrfuftcncxt two ycars from is 9.Sre bom of tbe last

4O years to e. quird 23 acles...

Hardware YWsalcrs lrc. has lauuched a privato label credit card for its InCom Distributor SrypIy division;...

''"'t{orne Depet,gp$ned a new store fune 5 in No{th\tc6t Ddlas, Tx.; is buitding a $6.7 million, l03,0$sq. ft..rtqe widr 35,qnsq. ft, outdoot ccDter in Fort Pierce" Fl., Robby Nortr, Foject rngr.; bo.ttegun worton a similarsized mit to o,pen.in December in L,exington, Ky., &spirc a lawsuit filed by,:tie neigbboring mall 1e

Whdclrfers-,*ffirc

Advannge Buiirtcis Canpiir Sysrear, Big $4trr,XL brd&ig . , a 9,000 sq. ft. on:sitc training facility ;..

Conroe Creosoting, Conroc, Tx., has closd opetr;os" folbnying an' qi€dm, W losd-Wts for unpaid taxec; thc comprny rnay sue...

Louisiau-Pac(fu s*imed om mills md ffier ogiipc ftom ils operations in Wrfnc*oro ind Hazlehurst, Ga.; Nrrhville a[d Plrsbo'ro, N€-; Iaqiir, *ltfrJryid Clcvelan4 Tt; hrvir, Ms,, dd S/imficld asd: * : Industria,Itr,-

ldfrg -...,:,-,_,.+: l-, .,*.,:; : t-jist l{tOi&rlt@,iili{b.lu *sqlSl. .'€tqe,.eF*,hrt'.fatr

has fihd apaficnt i*iqlAnatslrit against Waync Daltot ovcr the design of ao innMgnsp door

Cbpy BuiUiA Ptfus Co. nstsliit svnr the Panet..., : - :;.. =:,i i lanes Hordic, DlliUfuS Pri&rcts has bagno F,q&Etioft at its new $58 million,..380,flX)-sq. ft. '

Send us your news! Recent remodel or expansion? Acquisition or anniversary? Publicize recent changes by calling Building Products Digest at fr14) 8{i2-1990 or FAX 714-852-0231.

TV Show Slanders Treated Wood

The wood treating industry is fuming after the syndicatedtv show Hard Copy erconeously reported that pressure treated playground equipment poses a threat to the safety of children.

The May 8 segment, "Playing with Poison," did not feature any industry representative nor any scientist who has evaluated treated wood. It ignored Consumer Product Safety Commission, California State Department of Health Services and U.S. Environmental Protection Agency studies which have proven that CCA treated wood poses negligible risk to humans, plants and animals.

Too Many Trade Shows?

Eighteen leading building and plumbing product manufacturers seek to consolidate the many industry trade shows into a single, world class North America "super show" by the year 20w.

"For some time, manufacturers have been concerned with the excessive number of trade shows in the

. No Staining

. No Streaking

Hlgh$t quality nalls

lor cedar, redwood and other flne wood materlals.

r Slender shank and blunt diamond ooint

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

Apparently, the main Hard Copy source was the editor of Organic Gardening, a magazine opposed to any use of pressure treated wood.

Yet, according to the American Wood Preservers Institute, not one of the reported 150,000 playground injuries each year result from wood preservatives.

In its research, Hard Copy sent 16 questions to the EPA, but then ignored the agency's answers and opinion that CCA poses no threat to children playing on treated wood. EPA's 16 answers have been posted on AWPI's Web site (www.awpi. org).

U.S. catering to plumbing and building products," said Richard W. Church, chairman of the newly formed Committee for Industry Trade Show Consolidation and president of the Plumbing Manufacturers Institute. "The proliferation of these shows dilutes their effectiveness and makes it difficult and costly for foreign buyers to attend, resulting in lost interna-

SWANEZE Itbod Screws II III

o Self-counter sinking bugle and trim heads

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

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

tional marketing and sales opportunities for North American manufacturers."

For example, no comparable U.S. show draws a fraction of the 230,000 visitors who attended a recent bi-annual international sanitary and heating trade show in Germany.

Burglars Baffle Three Alarms

Burglars avoided triggering three security checkpoints in stealing about $50,000 from Lowe's, Conroe, Tx.

Early morning April 15, thieves pried open a door enough to allow entry yet not trigger the alarm sensor, then cut telephone and alarm system wires to get into the room with the safe. No merchandise was stolen.

While police have no suspects, they did recover a security video image of at least one suspect.

Recently police apprehended three suspects in connection with the theft of $900 worth of merchandise from Lowe's, Morganton, N,C.

Also, authorities are seeking a man who fled from Scotty's, Brooksville, Fl., after grabbing an undisclosed amount of cash out of a reqister.

Most siding materials fear fire for good reason. Cedar and manufactured wood burn like, well, firewood. Vinyl melts and burns just like plastic. Not MaxiPlank and MaxiPanel. They're noncombustible, won't spread flames and can't generate smoke. Specify our fiber cement siding when you can't afford to get burned.

SursWood Forcst Prcducg

CALENDAR

Listings are often submitted months in advance. Always verify dates and locations with sponsor before nnking plans b anad-

JUNE

Nationd Retail Federation - June &ll, loss prcvention conference, San Antonio, Tx.; (202) 783-7971.

Ibex - June ll-14, building expo, Hong Kong; (E47) 605-1(}25.

Wood Products Sales & Marketing Workshop - Junc 1213' Hilton Hotel at Atlanta Airport, Atlanta, Ga; (800) 533-7968.

Surc{llood Folest Prcducts

carrles a complete llne of Handnlls, Flttlngs, Newels, Sulr hrs and S45 to meet all your customers' needs.

Call us oday for our nerv catalogue and best Pricingl

Call Toll-Free (8OO) 765'lll+

Carolinas-Tennessee Building Materid Associrtion - Junc l2' 15, summer conference, Crown Plaza Resort, Hilton Head' S.C.; (?Oa) 37G1503.

Our Own llardware - June lrf-16, market, Bartle Hall' Kansas City, Mo.; (612) 882-4115.

Construction Technology '97 - June 15'19, Pennsylvania Convention Center, Philadelphia, Pa.; (508) 790-4'751.

North American Wholesale Lumbcr Associrtion - Junc l&21' Southeast region teachers tour; (800) 527-8258.

Oklahoma Lumbermen's Association - June 20'22, summer meeting, Fountain Head Resort, Eufaula Ok.; (4O5) 84/+'l77l.

Southern Pressure Trcaters Association - Junc 2LA, svmnet meeting, Kiawah Island Resort, Kiawah Island, S.C.; (334) 968-5726.

Forest Products Society - June 2L%, awnal meeting, Waterfront Centre Hotel, Vancouver, B.C.; (608) 231-1361.

Lumbermen's Association of Texas - June 25, budget & finance comminee meeting, Austin, Tx.; (512) 472-1194.

Southern Forest Products Association - June 2GZt, expo, Georgia World Congress Center, Atlanta, Ga.; (504) 43 1/a64.

JULY

Lumbcrmen's Association of Texas - July f ll9, Alaska cruise; 1.512) 472-1194.

Plastic Lumber Trade Associstion - July 15'17' meeting' Holiday Inn Center City, Philadelphia, Pa.; (216)762-1963.

Louisiana Building Materid l)ealers Associetion - Jub fG4' summer conference, Perdido Beach Resort, Orange Beach' Al.; (j04)9n43r7.

Carolinas-Tennessee Building Materid Associetion - July l7' 20, leadership conference, Kiawah Island Resort' Kiawah Island, S.C.; (704) 3761503.

Watters & Martin - Juty 2l).21, summer road show, Norfolk Scope Convention Center, Norfolk, Va.; (804) 85?-0651.

Orgill, Inc. - Jurly 25-27, market, Atlanta, Ga-; (9Ol ) 948-3381.

. SIDING ISVARMNTITD FOR I'.3OYEARS .

. CHOICE OF SIDING TYPIS, TD(TURES, COIORS COSI.EFFECTM COMPARED TO FITTD APPLIC.ATTON .

I,I T TIlcIIDiS lYOOD$TAf,ryIYC Mt. Holly, NC 28120 800-204-6653, m. 102

International Lawn, Garden, & Powcr Equipment ExpoJuly 25-2t, Kentucky Fair & Exposition Center, Louisville' Ky.; (800) 558-8767.

Ilardex - July 26-29, hardware expo, Johannesburg, South Africa; (203) 8,10-5355.

Southeastern Lumber Manufecturers Association - July 31' Aug. 2, annual meeting, Marriott River Center, San Antonio,

National Building Products Exposition & Conference - Aug. 10-13, McCormick Place Complex, Chicago, Il.; (847) 6051025.

National llardware Show/Internetionel llardware VYeekAug. 10-13, McCormick Place Complex, Chicago, Il.; (847) 605- I 025.

Oacr a Cnt*n of Innnation in hctioiVoil C-an.

SOUTHERN ASSOCIATION

Carolinas-Tennessee Building Material Association's CarolinasTennessee Leaders group will meet July 17-20 at Kiawah Island, S.C.

Scheduled are a session on how to assign responsibility in an operations department and small group discussions on other important industry topics.

Louisiana Building Material Dealers Association has set its annual summer conference and family outing for July 1720 at the Perdido Beach Resort, Orange

Beach. Al.

On tap: a reception, theme party, executive committee and board of directors meetings, fishing charter, golf tournament at Cotton Creek, Temperate Forest Foundation seminar, and employee relations seminar.

Kentucky Lumber & Building Material Dealers Association will hold its summer golf outing and awards dinner July 28 at the Spring Lake Country Club, Lexington.

Retailer Diversifies To Survive

Despite heavy competition from the big boxes, one hardware store continues to prosper by offering unusual items and services that its competition doesn't.

In addition to the standard home center fare, Tonjes True Value, Lake Wales, Fl., also sells items rarely requested, such spare parts for pressure cookers.

WE OFFERA SOURCE OF SUPPLY OF YEETOW

CYPRESS

WECATERTOTHEBEST Selectfrom ur'aln arte Menu

Selects * #2 Common * Pecky * Dmension * Rough * Resawn * S4S * S1S2E * Siding * T&G&V-|oint * Bevel Siding * Fencing * Paneling l Moulding * Decking

Custom orders in quantities, sizes & pattems t toj|.rt specifications

Mixed or straight truckloads

Mixed orders of CYPRESS & FIARDWOODS Surfaced, Rough or5traight-line tipPed

If you want b order bY the job, FAX us your specifications

If you want ro^"L*, for nothing, you have come to the wrong Place

If you want to get what You PaY ror, @ THEN IT ISTIME TOTRYUS! }IARIII,oOO'

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bx72526, MemPhis,TN o0rl 274-6887 FAX 901-274-6850

Also, customers can buy tickets to the Kiwanis pancake breakfast or Girl Scout cookies at the 8,000-sq. ft. store, or they can use the 5-cent copy machine that is run on the honor system.

With competition from Scotty's, Wal-Mart and maybe soon from Home Depot, owner Cliff Tonjes has learned how to compete.

"If you want to be a hardware store and just sell nuts and bolts, you're going to starve," he explains. "You've got to diversify."

One of Tonjes' most successful items has been ready-to-assemble furniture, including desks, bookshelves and hutches, that are delivered already assembled for a fee. The furniture is assembled with the help of family members, including his 5-year-old granddaughter.

Tonjes credits his company's success to building and keeping a clientele. He feels his customers remain loyal because ofthe store's accessibility, shorter lines and personal service.

In addition, as one of the independents involved in the recent merger of Cotter & Co. and ServiStar Coast to Coast, he believes the company will continue thriving.

ii$ !l $r!

Hardwood is truly tasty to termites, but the little buggers can't stomach MaxiPlank and MaxiPanel. In fact, no pest has ever feasted on our fiber cement siding products. Or ever will. Call us when You need a material that never needs fumigating.

Paty Finds Opening In Closeouts

An inventory problem has evolved into an expanding new business for Paty Lumber Co., Piney Flats, Tn.

Like all retail chains, Paty found itself stuck with products it couldn't sell, whether because they had ordered the wrong quantity, the wrong color, the wrong size, or whatever. The chain tried various ways to move the merchandise within its existing locations. but none worked.

Three years ago, they opened Big John's Closeouts in Johnson City, Tn. It has since added locations in Elizabethton, Bristol and Asheville, N.C.

"One thing that surprised us was that when we started out we felt like it would be more like selling closeouts in our organization, but that has not been the case," said John E. Seward, Jr., president and ceo of Paty and Big John's. "The challenge in the closeout business is to find the merchan-

KDAT?

dise that we can sell and at the price we need to sell it for. It's a sourcing challenge."

Another challenge is to keep costs minimal, resulting in a no-frills environment.

While Paty and Big John's carry some of the same categories, the items are different. "At Paty, we have a dependability of being in stock of certain specific product lines and certain specific sizes and colors and so forth. And that's not necessarily the case at Big John's," Seward said.

WWPA Stresses Service

The importance of value-added services is the focus of the Western Wood Products Association's new "Service-Second to None" marketing campaign.

The campaign's direction was supported by the results of an indepen-

dent survey of lumber buyers, whictr indicated that "while lumber price, availability and quality are clearly the primary considerations buyers have when making purchasing decisions, 'second tier' considerations such as supplier services and product support are also taken into account," said WIVPA's Robert Petow.

According to Petow, "Virtually all retailen were aware of WWPA for its grading services, however many lumberdealers were not as aware ofprotr lem solving services, employee training, technical aids and many othor services that accompany WWPA member products."

The campaign's aim is to show rotailers that associating themselves with WWPA services establishes them as resources for quality lumber that is backed with the problem solving ability of an association that has been in the lumber industry since the rurn of the century.

The gente onditioning of our steam Dean Lumber Co. dry kilns yioHs

Door And Window Ratings

The National Fenestration Rating Council has adopted heating and cooling ratings that will make shopping for windows, doors and skylights easier for consumers and builders.

The ratings provide two numbers describing each product's energy performance during the winter and the summer. The numbers, given on a scale of I to 5, are non-dimensional and allow users to compare different products' energy performance quickly

Cedar Siding Expansion

Bevel siding, the most popular style of siding, is now available in a great variety of materials-pressed composite wood chips, cement, vinyl, aluminum, steel, fiberglass, all trying to imitate what nature does so easily.

But at least one producer is investing in the real thing-tight-knot western red cedar.

Lazy S Lumber, which specializes in kiln-dried or green bevel siding and

TIGHT-knot cedar siding remains in demand,

and accurately.

Over the next several months, NFRC will develop certification procedures for manufacturers to provide heating and cooling rating information, which are expected to appear on labels by the end of the year.

UL Listings Benefit OSB

Two new fire-rated wall designs recently approved by Underwriters Laboratories Inc. should increase use of plywood and OSB sheathing in

decking lumber in a variety of sizes, recently installed two new dry kilns at its mill in Beavercreek, Or.

According to Lazy S president Ralph Schmidt, the custom-designed double track, natural gas kilns have a capacity of 100,000 bd. ft. per kiln which allows them to meet increased cedar siding demand.

To add value, Lazy S has added pre-primed Ready Prime to its kilndried siding product line. Pre-priming the siding on the face and back reduces on-site prep time and helps protect the beauty of cedar.

multifamily and nonresidential construction markets, reports APA-The Engineered Wood Association.

New UL Design U356 recognizes 7116" or thicker OSB or plywood sheathing with any type of code-approved siding, and with 5/8" Type X gypsum wall board on the interior face.

Revised Design U344, which already listed plywood, now permits 15132" or thicker OSB as an accepted wall sheathing material.

Water-based acrylic paint looks great for a full 1O-1 5 years on MaxiPlank and MaxiPanel. Unlike cedar or manufactured wood that need painting far too often, paint won't crack, peel or blister on our superior fiber cement siding. Remember us when you want that first paint job to last a lot longer.

PERSONAIS

Harris Kimbell has opened a new sales office in Hot Springs, Ar., for Thompson Industries, Inc., Russellville, Ar., according to sales mgr. Clayton Bryson.

Glen Goodworth is now controller at Potlatch Corp.'s Southern Wood Products Division, Warren, Ar.

Beth Pierpont has left Willamette Industries, Rock Hill, S.C., after nine years te pursue family matters.

;sff Knight, v.p. of Ken Knight Lumber Sales, St. Simons Island, Ga., is managing a new Duluth, Ga., office.

Kelly Adair has been promoted to general mgr. of Foxworth-Galbraith Lumber Co.'s central Texas operations. Derk Brittain, former mgr. at Gatesville, Tx., is now general mgr. in Killeen, Tx.

Jim Williams, ex-Idaho Timber, is now general mgr. at Daniels Building Products, Lake City, Fl.

Mark Dotson, Mellco, Inc., Perry, Ga., has moved from iriside sales in Perry to field sales in Alabama and Tennessee. Julie Ligon is new to inside sales.

Brian Greber, Weyerhaeuser, Hot Springs, Ar., has been named product development mgr. for high-grade lumber products. Jim Olmedo finished the Boston Marathon in 3 houn and 47 minutes.

Richard L. "Richt'Johnson has been appointed mgr. of Starr Lumber and Home Center, Blackwell, Ok., succeeding Robert Thompson, who has left to pursue other ventures.

Joe Dempsey is now lumberyard mgr. at Cooper Building Materials, Hot Springs Village, Ar.

Shane Madden has been appointed comgr. of 84 Lumber Co., Lesburg, Fl. Bryce Wood is a new contractor sales rep, Clinton Highway, Tn.

Jim Beers, ex-Frank Paxton l,umber Co., is now in charge of Cedar Creek Wholesale, Inc.'s hardwood lumber sales in Broken Arrow, Ok. Creig Eernrdi has joined the customer service relations team, specializing in engineered wood products. Mike Relston, ex-Georgia-Pacifi c, is handling commodity lumber sales. RicL Roberts, formerly with LouisianaPacific, has bccn named mktg. dircctor-engineered wood products an{ computer programs supcrvisori Sherolyn Whiting, ex-Gcorgia, Pacific, is new to customer scrvice, specializing in yellow pine.

Agpes Moore, ex-Prassel lamber, is nev to Magnolia Forest Products, Terry, Ms.

Stacey Spencer is new to sales & mktg. at James Hardie Building Products, covering South Central Texas. Weyne Christenscn is the new sales rcp for South and North Carolina. Jemio Chilcoff has been appointed senior product mgr.

Larry Schmidt, ex€edar Creek Whole. sale, is now marketing pattern stock and southern yellow pine boards for US TimberCo., Boonesville, Ar.

Robert C. Lonergen has been appointed president of Owens Coming's building materials Europe-Africa business, rcplacing Werrcn D. Knovlton, who is leaving to pursue otlrer inter€sts.

Bob Delano has been promoted to project mgr. for network services at Lowe's Cos., North Wilkesboro, N.C. Other promotions: Scott FraneY, mgr. of Asian sourcing Taiwan; Paul Joyce, senior internal auditor: Dennis Looney, senior intemal auditor; Mike Pike, mgr. for production control, and Greg lVainright, mgl. of Asian sourcing. John Anderson, Daniel Bare, Chad llamby, Beth Gaetz, Michael Reynolds, and William Whitaker are new to MIS. Edward Benton and Shannon Knight have joined aviation; Jamie Carroll, mail services; Patsy Eller, corporate trade PaYables; Robert Grooms, Procurement suPPIY; Larry Mariani, Asian sourcing; Annette Poteat, vendor logistics; Phyllis Sebastian, real estate, and Nancy Shumaker, merchandising.

Fagan Cox, John Cox Lumber, Houston, Tx., has been elected president of the North American Wholesale Lumber Association.

Byron L. Wade has been aPPointed senior v.p. and chief legal officer at Maxxam Inc., Houston, Tx.

Steve Karaga has been promoted to v.p.sales & mktg. at Hitachi Koki U.S.A.' Ltd., Norcross, Ga.

Greg Matatall, Advantage Business Computer Systems, Big Sandy, Tx.' is back from installing a new computer system in Honduras.

Terry Lamp, market development specialist and quality auditor for APA-The Engineered Wood Association, retired after 32 years with the association.

Patrick II. Stewart is now assistant controller-financial operations and planning for The Celotex Corp., Tampa, Fl. Eddie Skinner, Jr. is the new electronic commerce mgr.

William Craig Dallas has been appointed sales mgr. for Boral Lifetile Inc., covering Texas and the south central United States.

Carlton Whittle, Structural Wood Systems, Greenville, Al., has been named president of the American Institute of Timber Construction, succeeding Hinton B. "Bud" OwsleY, Boozer Laminated Beam Co., Anniston, Al.

James R. Wilson has been elected to the board of directors of Cooper Industries, Inc., Houston, Tx.

David A. Klatt, Jr. has been named v.p. and general mgr. of Black & Decker Corp.'s power tools division, outdoor products division and retail outlets.

John Georgianis has been appointed exec. v.p. and general mgr. of Simplex Ceilings.

Mike Coyne has been appointed v.p.sales at Simonton Windows. Gerald C. "Jerry" Madine is now general mgr, and Chuck Gilderman v.P.product development.

William Lee, exec. director of the Mississippi Building Material Dealers Association. was named Man of the Year by the Leake County Chamber of Commerce. Evon Joiner, wife of Dale Joiner, Joiner's Building Supply, Carthage, won Woman of the Year.

Steven Anderson has been elected president ofthe Forest History Society, succeeding Ilarold K. Steen, who has held the position since 1978.

George Delaney, Powermatic Inc., McMinnville, Tn., was awarded the Ralph B. Baldwin Award of Excellence at the Wood Machinery Manufacturers of America's industry conference in Colorado Springs, Co,

Barbara Johnson has been named v.p. of professional services for Software Solutions, Inc., Duluth, Ga.

Perry Reynolds is the new director of mktg. & trade develoPment for the National Housewares Manufacturers Association, succeeding Phil Brandl, who became NHMA pres. in Feb.

Molly Elizabeth McDow, Home DePot, Austell, Ga., married Edmond Steven Jett April 26, 1997. TiffanY Lee Winfree, Ruston, La., wed Richard Brian Baldwin.

Paige Turner has written a new operations manual for Mungus-Fungus Forest Products, Climax, Nv,, according to owners llugh Mungus and Freddy Fungus.

Expand your options by adding MaxiPlank and MaxiPanel to your list when you specify fiber cement siding. You'll get curbside appeal and every other advantage, because we're equivalent to competing brands in every way. Plus, you won't be delayed by supply problems later. lsn't that MaxiSmart thinking?

Guarantee your success

By D. Bruce Merrifield,Jr. Merrifield Consulting Group, Inc.

mean lower costs, high pride and morale, and low employee turnover. And perfect service gives customers fewer excuses to visit competiton.

(2) Make rhe guarantee easy both to understand and to communicate to employees and customers; complexity also waters down the effect.

(3) Tbe payoff has to be meaningful enough to motivate the customer to request it, large enough to cover their cost of failure which we caused them, and/or the punishment must seem fair in the customer's mind.

(4) The payoff must be easy and quick to collecL

IIEN you think of unconditional service guarantees, which national fir:rrs come to mind?

Federal Express says, "tomorrow by 10:30 or its free." Domino's guarantees a hot pizza in 30 minutes. Sears guarantees Crafuman Tools for life; L.L. Bean offers the same guarantee for its products.

Do these guarantees work? Have the above firms done well?

Correctly used, guarantees pay for many reasons:

(1) If no one else is offering the guarantee, then you have an edge. It is often tough to differentiate yourself by the tangible products that you sell, because your competitors may stock the same or similar lines. and the customer sees most products as flawless quality, interchangeable commodities.

(2) Firms with distinctive service in the customers' minds average a 5lOVo price premium over the mediocre competitions' value-added margin. For distribution firms, their margin percent is their value-added, the cost of the goods sold is the suppliers' value-added. If a competitor is quoting a 2OVo margin, then a service excellence firm could still charge 2lVo-22Vo and get the business. At 23Vo, a customer might protest that the firm is good, but not that good. FedEx charges 20-3OVo more than its competitors for overnight letter delivery, but no one else guarantees it.

(3) Perfect service not only sells more, but it costs less. Zero errors

(4) Service guarantees motivate more customers to complain about unacceptable service which gives the firm a chance to turn a negative into a positive with a heroic recovery. The cost of a recovery must be compared with the value of keeping a profitable flow of business from an account over the next 5-10 years and having the customer be so impressed with your concern that they speak positively of you to associates or other potential customers. If, however, the customer quietly leaves or the firm blows the recovery, then a future profit-flow is lost and the disgruntled customer is apt to tell 2 to 4 times the number of people how poor the firm is.

(5) More customer complaints are more opportunities to rethink, refine and re-educate the delivery system. A majority of firms delude themselves into thinking that they have "good seryice" because no one has kicked them for being bad today. Meanwhile customers may be quietly deciding to leave without complaining, and the firm is too busy measuring how many new accounts they are opening and not how many existing, profitable accounts they are losing.

(6) A service guarantee focuses and motivates the employees to move toward service standards that are important. Employees need challenging, meaningful goals. If today's service isn't good enough to guarantee, use the idea of a guarantee to spark the firm toward high consistency.

If you decide to offer a guarantee, here are a few design guidelines:

(l) Make the guarantee "unconditional." "Ifs and buts" water down the impact to both the customer and employees.

(5) You must guarantee elements that you can control. Domino's doesn't guarantee an "excellent" pizza, because that is a subjective issue and starting with precut, frozen dough you have limits. 93% of its customers rate the pizza as satisfactory; they are buying speed, convenience, and consistent reliability.

If guarantees are so potentially powerful, why aren't more firms at least planning for the day that they will offer them? Many managers arc still preoccupied with old notions of what makes a firm successful-cut costs, buy low, sell more. Many have not considered the alternative economics of perfect service, heroic recoveries, customer retention, and service guarantee.s in spite of the roaring success of these types of progmms.

Others assume that they can't guarantee everything, so begin by focus-

Story at a Glance

Should you olter unconditional seryice guarantees? how to deslgn a program.

ing just on zero errors and on-time delivery. Some are concerned that if they had great service and offered a guarantee, customers would cheat and cost the firm too much.

Case studies show that l%o-SVo of most customer groups are potentially abusive, so keep track ofpayoffs on a database. Rank customers every six months from high to low by the number of creditVpayoffs that have been issued. Investigate the top ones to find the rascals and invite them to shape up or to go paralyze your competitor. Don't let fears of abuse keep you from succeeding with the other 95%-99Vo of the customers with a service insurance progmm.

Texas roundup

n AY Sale. Builders & HomeownI\ers Supply, Midland, was elected president of the Lumberrnen's Association of Texas at its annual meeting, April l7-20 in San Antonio.

Adonn Slone is the new lst. v.p.; Don DeGroot, 2nd v.p.; Drew Sanders, assoc. v.p.; Roy Deering, treas.; Ronnie Spradlin, sec., and Emmett McCoy, sgt.-at-arms.

Honored as Lumberman of the Year was Don L. Smith, Sr., Bowman Lumber Co. Steve Dean, Dean Lumber Co., was recognized as asso(Please turn to next paqe)

LUMBERMEN'S Association of Texas exhibitors (1) Mike Chowning, Scott Stanford. (2) Ron Watkins, Doug Jordan, Ron Yarbrough, E.J. Langley, Mark Anthony, Chuck Knox. (3)

Ted Leslie, Earl Hankamer. (4) New LAT pres. Ray Sale, Randall Puckett. (5) Gary Cox, Linda Priddv, Wes Johns. (6) Linda Kav & Steve Dean,'Neil Nugent, Dottie'& Al Klotz. '(7) Marsha Can, Ronnie Fuchs, Chris Counts, David Jordan. (8) Gary Smith, LAT's Barbara Douglas. (9) Phil Woodring, Dean Leaman, Wayie Jonbs. (10) Roi Deering, Judy Ramsey, Joe Biggs. (11) Ted Canoll, Don Spiers, Vicky Johnson, Larry Fitzgerald. (12) Curtis Wilson, Wally Swanson, Ty Deaton. (13) Larry Grothues.

Texas Lumbermen Expo

(Continued from previous page) ciate member representative of the year.

More than 1,800 were registered for the meetings and trade show. Next year's LAT Expo will be April 16-18 in San Antonio.

FOOTBALL GREAT, former Oakland Raider

(1) Ray Guy (right) with Ray Miller. (2) Dan Kukol, Dinny Waters, Dennis Sullivan. (3) Eddie McMullen, Walter Pullin, Marc Hoover. (4) Harrell Spivey. Ron Longhofer, Tony Cogliandro. (5) Frank Kams. B6verly Del GrosSo, Mike DeArmon. (6) John Krout, Larry Svaton. Ron Keptner. (7) Wes Bishop, Bob Guthrie, Julie Burns, Marc Draper. (8) Bonila Humphreys, Jo Ann Kelly. (9) Frank Aranza, Jr.,

Joe Comett. (10) Philip Starks, Jad Moseley, Ann & Charles Andrus. (11) Bob Hixson, Craiq Blakemore, Eddie Striwh, Clayton Barnsl Myron McCormid. (12) Shelby Buehring, Jim Treybig. Eddie Buehring. (13) Alan Gray. Mike Gulledge. Carter Stinlon. Michael Zumwalt. (14) Bill Weatherly, Jim Moncrief , David Hoover, Jerry Combs, Patrick Mc0aslin. (15) Jennifer Davis, Buddy Klumb, Vicki O'Neil. (More photos on next page)

UP lN ARMS is (1) Loren Franklin with Rosie & Donnie Franklin, Bob Leisner. (2) Leta & Bob Edwards. (3) Gil Allison, Steve Allison, Gary Banks. (4) Bob Crotty, Dick Rippey. (5) Steve & Ardie Jackson. (6) Lonnie Lynch, Butch Mendonea, Janie Terrazas, Gary Weaver. (7) Terry Burkholder, Joe Kosary. (8) Louie Broadhead, Jr., Dick Connell, Frank Stewart. (9) Scott Von Gonten, Bob Delaney,

Greg Lightfoot. (10) Rafe Hagel, Scotl Adkins. (11) Charlie Sullins, Ed Gray, Gary McOoy. (12) Sam "Sambo" Martin, Patty Owens, George Murphy. (13) Jim Denning, Tim Coleman. (14) Paul & Carol Pipkins, Lynn & Robert Foreman. (15) David Haspel, Sherry Parkinson, Ron Kennedy. (16) Victoria McOord, Rick Shockley.

(More LAT photos on previous pages)

Sliding Glass Doors & More

Aluminum sliding glass door and frame systems are available from Wells Aluminum Corp.

NEW PRODUCTS

cl;ln;d. selected sales aid^s

Sun Worshipper

A rechargeable solar light is now beaming from Intermatic Inc.

Roof, Roof

A concrete roofing tile that can be walked on has been produced by Boral Lifetile Inc.

Reportedly the strongest, most lightweight, full dimension concrete roofing tile, Decklite is less than 600 lbs. per square and is available in a split shingle profile.

Circle No. 601

Extruded Underlayment

An extruded polystyrene foam underlayment is now available from Tenneco Building Products.

Featuring a 4'x50' fanfold design and tough plastic capsheets that create a smooth level surface for installing siding, Amocor-Plyfold is reportedly long lasting, moisture resistant, and will provide insulation value and air infi ltration reduction.

Circle No. 602

Get Met! lt Pays Off

A lightweight metal panel roofing with the look of tile is now available

Designed to stay lighted longer and charge more completely than comparable solar lights, the unit has a specially designed solar panel that collects sunlight throughout the day and converts it into electricitv. At dusk, the light switches on automaticallv.

M-2000 doors are field-reversible and have a range of frame options for retrofit, brick or frame construction. The door systems withstand severe wind loads and will accommodate ll4" or l" glazing.

Cirde No.605

Flower Power

An updated garden encyclopedia CD-ROM is new from Books That Work.

It comes individually, in a doublelight package or as a four-light set with a solar collector, rechargeable batteries and cable to conne-ct the lights.

Circle No.603

from Met-Tile Inc.

Featuring an environmentally friendly paint finish, Met-Tile, made of recyclable zinclaluminum alloycoated steel, is reportedly lightweight, installs quickly and resists moisture, fire, corrosion and hurricane-strength winds.

The 3'-wide panels are available in lengths up to 20'and are mounted vertically in one piece from eave to ridge.

The panels, offered in eight colors, are secured with screw fasteners that anchor the roof in place, and reportedly weigh only 125 lbs. per square, one-tenth the weight of some concrete and clay tiles.

Circle No. 604

Featuring a database of over 3,(X)0 plants with color photos, Garden Encyclopedia version 3.0 includes a link to a gardening Web site and audio pronunciations of botanical names for each record.

Cirde No.606

Lying In Bed

An anti-skid bed liner mat has been designed by Rubber Queen. Made to be laid on top of existing pickup truck bed liners to prevent cargo from shifting or used as a utility mat for workshops or garages, AntiSkid Bed Liner Mats come in two universal sizes to fit most pickups.

Decorator Shingles Abound

Cedar Valley's 5"-wide decorator cedar shingles are now available in a new carton and four hand-shaped patterns.

The patterns include bow tie, honey buns, concave and wave. Other patterns are: diamond, octagon, straight, sawtooth, diagonal, arrow, fish scale, hexagon, full cove, acorn, round and half cove.

The new carton is a floor display containing 96 shingles made from vertical grain western red cedar. Each carton will cover 33 sq. ft. at a 10" exposure for interi- ron or applications or 25 ft. at 7-112" exposure for exterior walls.

For roofs, one carton will cover 17 sq. ft. at a 5" exposure.

Residential Roofing

Three new residential roofing products are available from Atlas Roofing Corp.

The Plainsman shingle line provides a bold, heavyweight look by contrasting colors. It is reportedly priced just slightly higher than the cost oftypical 3-tab shingles.

The Chalet roofing shingle is a 3tab shingle with a slate-type appearance.

The Mod 90 MSR, a new roll roofing with glass mat reinforcing, features a modified asphalt coating which reportedly virtually eliminates

The Hemstead Heirloom series includes solid oak fronts, door and drawer fronts with functional bottom drawers, stylish claw feet, solid brass

Clutter Cleaner

A universal storage system that converts unused wall space into work space is new from ODL.

KeepTrak conveniently stores everything from bulky items to small hand tools, screws and nails. The system, which includes an optional overhead storage bin for an additional 1l cu. ft. of storage, features a fiberglass-

cracking problems, particularly in cold weather applications. The fiberglass mat offers stability, strength and longevity.

Circle No. 609

Vanity Fair

Three new bathroom vanity options are available from Design House, Inc.

The Rosedale series offers a blend of rosewood, solid brass knob and handles. It also features solid wood fronts, wood veneer sides over plywood and vinyl overlay interiors.

The vanities and cabinets come in a variety of styles and sizes and are readv-to-assemble.

knobs and pulls. It comes in five styles and sizes.

The Cascade series showcases MDF doors and drawer fronts, veneer-wrapped particleboard sides and solid brass door and drawer knobs. It is available in six styles and sizes.

In addition, the cabinets are offered in five styles and sizes. Over 1,300 styles of marble vanity tops in a number of colors and sizes are also available.

Circle N0.610

reinforced polymer support grid that attaches to 16" on-center wall studs. Grids can be interlocked to expand horizontally or vertically to become the support wall for a variety of snapon brackets, tool holders, hooks and shelving. It can even support an 18"x34" work surface with brackets that hold up to 200 lbs.

Components include utility hooks, 6" and 12" brackets, tool caddy, parts trav. 5" and 11" slidine drawers for the work surface, shelvlng, yard tool holder, and bicycle bracket.

Circle No. 611

Getting The FACTS Right

An updated version of Software Solutions, Inc.'s FACTS wholesale distribution software has been released.

FACTS version 6.6 includes pricing pick tickets, automatic serial number assignment, special order serial numbers, expanded search capabilities, enhanced reporting options, and upgraded GL postings.

Circle No. 612

Circle No. 608

The Buddy System

A tool accessory tray for portable workbenches is new from PKP Services.

Made of plastic, the Bench Buddy Tool Tray has deep pockets for holding tools and slits for saws and holes for screwdrivers and chisels.

It measures 24"x11"x3" and has a pocket depth of I " to 3".

Circle No. 613

Bright-White Cabinetry

White melamine cabinets have been introduced by Aristokraft, Inc. Featuring melamine-surfaced doors that are trimmed with integrated door and drawer pulls finished with a matched embossed pattern, Seneca cabinets have fully concealed hinges and matching white interiors.

Also available are wine cubes in 30" widths that may be positioned horizontally or vertically and can hold up to five space drawers.

Circle No. 614

Garting lt Around

A utility cart that folds down for storage is new from Ames Lawn & Garden Tools.

The sturdy steel and poly Easy Roller utility cart holds up to 80 lbs. and supports bags up to 45 gallons in capacity. The cart can be wheeled in and around the home.

Circle No. 615

As A "Mat"ter Of Fact

Cushioned mats that reduce leg fatigue and lower back pain are new from Outwater Plastics Industries. Made of recycled tire material, flame-resistant Anti-Fatigue Mats are said to be easy to clean, nonabsorbent and won't harbor bacteria growth.

Treaters Can Clean Up

New technology for cleaning up chromium and other metals in soil and groundwater has been developed by Flour Daniel GTI.

Treating plants typically use timeconsuming, water-intensive pumpand-treat methods for cleanup, but Fluor's new geochemical fixation process is said to mix chemical reagents with significantly less groundwater, then reinject the water around the perimeter of targeted sites. It reportedly can be 90% faster, less expensive and use 90% less water than other methods.

Circle No. 617

Smoothies

A line of flexible, flat tapes lined with abrasives on both sides has been introduced by E.C. Mitchell Co., Inc. Designed to debur and finish curved surfaces, slots and keyways, Flat Abrasive Tapes are coated with aluminum oxide or silicon carbide abrasives and come in l/16" to l/4" widths.

Designed for interior or exterior use, the mats come in black 2'x6' and 4'x6' "raised button" or diamond styles in thicknesses from 3/8" to 3t4".

Circle No. 616

Factory direct shipments of the best wood shakes available.

Check these advantages:

/ Thesafestroof.

/ Protects vs high wind/hail.

/ Lowers utility bills.

/ Lasts longer.

/ Resists fire.

/ Beautyofrealwood.

/ Extra coverage - no waste.

{ Water repellent CCA treated.

/ SGyear warranty.

/ Developed by Tx. Forest Service.

For a FREE brochure, call 1-800-53s-0573

-Tlu Good Wood Roof People -

Available in 50' lengths on adhesive tape-like spools, the tapes can be cut to length.

Round cords for finishins holes are offered in l3 sizes from.0l7" to.150" diameters.

Circle No. 618

Tally Ho!

Glen Oak Lumber & Milling has enhanced the tally options for its S4S red oak boards.

The Super Tally features lx4, lx6 and lx8 that measure l2'or loneer.

For lxl0 and lxl2, a Bonui Pack can be specified, in which 25Vo of each tally is l6'-long veneer solid red oak core boards.

The S4S boards are also available in poplar and maple.

Circle No. 619

Wholesalers' annual conclave

NORTH American Wholesale Lumber Association's annual meeting attendees: (1) Steve Tyahla. (2) Tom Brooks, Steve Johnson. (3) Chuck Hariis, Mike McFarland. (4) Bill Scott, Robert Harris. (5) Pat Wever, John Cooper. (6) Jerry Healy. (7) Howard Tekler, Tom

Banett. (8) Scott Marshall, Bill Torpey. (9)Jim Epperson, Tom Marshall. (10) Charlie Moss, Mark Jantzer. (11) Ben Stimpson, Joe McNeel, Willie Goyne. (12) Paul O'Reilly Jr. (13) Frank Nelson. (14) Larry Humphrey, Gus Gustafson. (15) New pres. Fagan Cox, Peggy Snavely.

(16) Marv & T.J. Tomiack, Alison Johansen. (tz) Cnris & John Ree'd. (18) Marilyn Gustafson, Gayle Barns. (19) Bob Hunt, Mike Mackin. (20) Chris Snavely, Steve Snavely. (21) Bob & Denise Rivard. (22) Jason & Shonna Dudar. (More photos on next page)

MORE NAWLA-ites (continued from previous page): (1) Steve Snavely presents the John J. Mulrooney Award to John Furman during the North American Wholesale Lumber Association's annual meeting in San Antonio, Tx. (2) Ted Fullmer, Dennis Downer. (3) Bob Shull. (4) Keynote speaker Dan Baker. (5) Jeff

Easterling, Nick Kent. (6) Jim Livermore, Jim McGinnis, Paula Kent, Dusty Hammack. (7) Barbara & Steve Boyd. (8) Jaques Vaillan Court. (9) Bill Wood, Witt Livermoie. (10) Ron & Joni Hanson. (11) Jim Graham, Frank $!ewart. (12) Carol Pipkins, Bob Legg, Karen Richardson. (13) Mark & Phvllis Junklns, Eric

Canton. (14) Greg Kruse. Buddy Klumb. (15) Lou Ellen Chance. Amy Book. (16) Nancy Slearns. Bob Chadbourne. David Stearns. (17) Monte Jensen, Tom Brooks. (18) Bill Reedy, Ross Gorman. (19) Doug Klein, Jim Cunie. The meeting was held May 3-6 at San Antonio's Hyatt Hill Country Resort.

CYPRESS I I rhe Distinctive

I

Advantage

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 1 5235

(412) 829-0770

Fax: (412) 829-08p4

or contact a Southern Cypress Manufacturers Association member:

Bames Lumber Manufacturing, Inc.

(912) 7AF887s

J.W. Black Lumber Company

(501) 857-3576

Coaslal Lumber Gompany

(919) s36-421 1

Cobitl Manufacturing Co., Inc.

(904) 7ss-2s55

Georgia'Pacilic Corporation

(800) 28s-43s3

Griffis Lumber Company

(352) 372-9965

Acadian Cypress & Hardwoods, Inc.

(s04) 386-6079

Dawson Lumber Company, Inc.

(803) 546-8s96

Florida Cypress & Wood Products, Inc.

(904) 353-3001

Kempler Sawmill, Inc.

(407) 892-29s5

Richard Landry Lumber Sales, Inc.

(318) 442-0453

Jefferson Smu rf it Corporation

(912) 487-52s1

Mackeys Ferry Sawmill, Inc.

(919) 793-29s0

Marsh Lumber Company

(803) 493-51 1 1

Roy O. Manin Lumber Co., Inc.

(800) 299-5174

Thompson Hardwoods, Inc.

(912) 375-7703

McEwen Lumber Co.

(91 0) 472-1 eoo

Morris Farms, Inc.

(e12) 367-3736

Williams Lumber Co. ol NC, Inc.

(919) 442-2136

Wilson Lumber Co., Inc.

(eo1) 274-6887

The Wood Cellar, Ltd.

(800) 795-91 14

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Engineercd Wood

Froducts

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Brungad EqiFEnt.............taoj 22$S23 (2oS) S2C2mO

SoutEm Wood Presening..................(8001 A+7539 Jenhns Manulacuriru co..............................(205) 8$-ruo Miller Mill Co., T.R... ......(311 867{Bl

Sortheast Wood Treath................ ........(900i 1l|,|{1m

Stdngl€llow Lurter Co., 1nc..........................i9001 82S9100

Walker-ltlllians Lunber Co.........--.-..-.-....(800) 27.907

Wsysfi asussr C0................(800) 511-1825 (2051 391-3550

ARKANSAS

An$fiy Foresl Prcduds C0..........................1gJf/1 21-2pG

Bean Lumber Co., olrl .......(8(x)) 232-2326 (800) 182-2ib2

Hixson Lumbor Sahs (Magndh) ...................i501i

Rivonido Mdile $aian....-.......

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Woyrtuarer (Outtcrt) ...(8(x)) Sl2{Beg lvoysfiasrs€r Co. (Gccs0ml..................

Wifams U'|torco. d Nor$c.rol|a, hr., Wrsm Haflhg..................{e) $6.{n22

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Bontel Fasilener Corp...........(8m) 211{790

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Hoover Trgaled Wood Products. Inc..... Robt)ils Manulaclurim Southeast8m Metals Mb Co

SoxfEm WirB Clob Co.......(800) 3156589

Trofttodr Coalings A R€soadt, Inc..............

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Me[on Chssics IrE..

Morjtuie Manulactr.ilg Co. Ocnoss...........................

Randall Brohers......

Raymier.........................................................(912)

Sunbelt Matedal Handin9....(8,m) 353{89 (n0)

Tucker Mi|hofis.............. ...........................(-r,0)

Universal For€s1 Pr0ducts..............................(912)

Weyeftaeus€r Co................(8m) 282-370 (1(X)

Wrenn Handf, n9...................(8m) A5l{'t66 (7'0}

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Kentudy Cedil Podrrcts, Inc........................(Wl 87 *27 18

Ladnated Timbor... ......(600 86+5131

Weyefiaaser C0................(800) 752-Gqp (5O2i 5&3331 LOUISIANA

Dy4(e lndusldes........ ......(501) 73+85m

Bder Wood PnseMng........(8m) a6'/€01 I (31 8) S+21 95

Gaiennie Lumber Co ......(3181 91&366

Lafayette Woodworlc ..(318)23$5250

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Crumpler Plastb Pipe, Inc..............................(800)

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East Coast Millwoil DisttfoX0rs.....................(800)

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Classified

Advertis

PAN PACIFIC Forest Products, a growth company celebrating its l0th anniversary, is seeking professionals to join our sales force. Establish your exclusive customer base from one of our three offices in Oregon or one in Florida and enjoy one of the industry's best compensation packages. If you have professional sales experience and are interested in joining our respected team, send your resume to: Pan Pacific Forest Products, Inc., P.O. Box 1507, Bend, Ot.97709, Attention: Sales Manager, or call Ron Hanson, (800) 776-8131.

LItr'E IS SHORT!

...WHY NOT SPEND IT IN PARN)ISE?

South Florida's leading and longest established material supplier to the professional contractor trade is seeking qualified individuals to assist us in reaching the sl00 million mart. We're close...but could use some help, Immediate positions available in:

SALES MANAGEMENT

.OPERANONS MANAGEMENT

MANUEACTURING MANAGEMENT

FINANCIAL MANAGEMENT

OUTSIDE & INSIDE SALES

.MILLWORKSALES

Since 1939 we have supplied professionals on both coasts of Florida. Locations in Fort Lauderdale, Delray Beach, Bonita Springs (Naples), and Stuart

All inquires held in strict confidence. Reply directly via mail or fax to:

M. Scott Whiddon, President Causeway Lumber Company

P.O. Box 2l0tt Fort Lauderdale, Florida 33335

Fax: (954) 779-U5O

*-* Gausi_evvay @ Urrnber tGorrrpany

1VANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness l/4 thtough 23132. Preferred width, 3- ll2, 5- lf2 or wider. Length 32 to 96 inches or longer. Mi:(ed or truckload. Send price and availability to FAX #901-682-8501. or mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 381 17. Phone (888) 576-8723 (LSOURCE).

Twenty-five.(25) words for $23. Each additional word 70C. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line, $6. Box numbers and special borders, $6 ea. Col. inch rate: $45 camera-ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca.92660. 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 20th of the month. PAYMENT MUST ACCOMPAIYY COPY unless you have established credit with us.

ESTABLISIIED building supply company. Large showroom and a lot of storage for building materials. Located in growing city 80 miles N.E. of Dallas, Tx. Century 2l Hometown, Fred McCoy, (903) 885-8616.

We Have 43 Buyers for l,umberyards Doing over $3 Miliion in Sahs. Also for sale, several wholesale disfibutors of buitding materials.

NOTICE

Dillon Schramm Associates Ltd(9r3) 888-E001

VINTAGE DOUGLAS FIR DECKING. 3"x4" 3'to 20'T&G DFfloor deck. Grade is equivalent to D Clear. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375/m

F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (800) s47-5660.

MERANTI PLYWOOD, LFE glue, waterstains on face, smoke on edges. $85/M for 2.8mrn, $100/lvl for 3.6mm. All 4x8. 10 T/Ls available. (904) 388-1501. Name

.70 each additional word 6.00 headline, ceniered copy, border or private

Obituaries

Henry Clay Curtis, 77. founder and chairman of Curtis Lumber & Plywood Terminal, Alexandria. Va.. died Aoril l6 of cardiac failure in Alexandria.

Born in Kinston. N.C.. hc served in the U.S. Navy during World War II. He later joined N{artin Wicgand and the Union Pacific Railroad. In 1957. he founded Curtis Lumbcr & Plvwood Tcrminal and ran thc comrranv until his death.

Joe B. Ilills. X-. nl\t lrc)iJcnl (,1 Stonc Countv Lumhc-r Co.. Cllrksr ille Ar.. dicd Apnl -1 in Clerksr ill.'. \1r. \'lills also had scr\ ed as lrL'\rdcnt o1' the Natronal \\'oodc-n Plllc't Association. Ozark Hlrdrr'ood Crr.. Ozark Box and Crating Co.. Southcrn \\'ooden Bor Association. \lissourr Flooring Co.. and F&\1 \lanufacturI ng.

Hc *as chairnran ol the Arkan'us Oil Dealcrs Association and 1'ountlc-r and ir* ncr of NIills Oil Ctr

\Iel D. Gallion.6J. lonctirrrr' sale<ttt;.rn I','r 1'.t. Plr rr,','tl Ch:rinpr"rr Intc-rnational. dicd Fcb. l-1 in Phocnrr. Az.

Brrrn rn Inglcsidc. Tr.. h.' scrr c'd rn

thc U.S. .-\nnv beforc.loining the salc:s tt'lrnr ut ['.S. Plr$ood. He uorked hts s rir ttf t() \alL-s ntgr. fctr U.li Plr rr,rL,d ltnti r[.t,;c:srrf i(rntpiln] ( lt.ilttpr.'n Intcrn:rtr, n.rl.

Ht' lutt-r.1r,inr'd L'.S \\'holr.sulc and titcn rrrrrkc'd l()r .\llir.n\) I;orcrt I'roducts. Srin.-\ntr,ni,,. Tr.. until hts rr't irL'nt !'n t

James D. Ho1 -J. i\)rntr-r sirlc:llln lor [,ihcrtr I-unthc'r. \c'r\ Orlc;tn.. I-rr tii.-d \1.ir l() rn \t'rr ( )rlc.rn.

-.\ nltttrt- Lrt Atlanl.t. Gu. itc uu. aJtl\ c ln tltt' lunthcr inrlustrr 1(rr \r\ cr lr) \c.lr. l-.1.'re ',lnln,: Lrhr.rr, I-uttthc-r rn thc ntrd- l9SOr f{g pr'111.',1 1r,,tt't thc J\,1rlsn) rn C);trrhcr 1t)Qr. tluc tt, illncs:.

John C. "Jack" Harper. \o. rctircJ tr,llli. .rnJ tr.rn.f,,n.rtl{,n L,rn\ultiint 1,rr 11ta Sou1h.',. Ft,rcst Protluct: .-\:soiilttirrn. Kc-Dnc'r. I -.r.. di.'d Fc-b l(t flg opcr.rtr-tl J.C. Harp.'r. In. tr.rl1r; .tnd lt.tn:l()rtlitl()n Jirn\tllltnt:. Birnrinsh.trn. .-\1.. untrl ht: r.'trrcrnt-nl in l95l

"Cluote" voi rire ffigntfl

"-frr thc hc:t ,rl trur knir* lt-d-gc. nirl a sinSl.-.pciics hu. hcgrrlltc- r'\lln;t ln \,'rtlt .\ttt.'rr..r ,ltt. t l' rr'.trr

- [)r'. l)Lilrrr k .\lttttrt

llt7 1 si 1 1 1 t!ltrirl titttl

a()-tt)i01(l( r ttt ()rt L,ttltt'Ltt t

G-P Head Sees Pay Plummet Annu.rl i.nrlr'nsrtion irrf Gc-or- lP.r.iri.,lr.rrrrrr.rn. -d,' rind prcsidcnt .'\.D. "Pt'tc" Cr,rrr'll l'cll 5l'i llst \ t'.lf .rs "1|f\.ln\ t'.rf DlnL. plLrnUCJ s 5'; In lr).)5 Crrrrcll rcicir.-d S961.(X)0 ln \rllir) .intl ri S 1..1 nrlli,,n bonus. In 1996. hr' clrncil S 1.0-s nrrllion rn sttlerr. hut n,, brrilu:. Hr' also rce cir cd SlO9.l-i-r in ldditirrnll conrf!'rt\rltl(,n. .uah ii: Jrr idcnds. and I 1.1.-5{X) \t(r.k (rftlrrn\. aurrL-nt \ iilu!-: .-\l.l nrllron.

C ()nr liln ) lr(r l lt\. itlirn pc rc.i hr lt strugglrng burldrng prt,Ju;t: Jrrtrrhutr6n tlir rst,,n .tnd li stt-tp dr,,p rn pulp rrnrl papcr prric. lcll 1r,,rn S I ()l h,illrcrn to S 1-56 nrllitrn lllrt r r-lr.

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Building Products Digest - June 1997

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Dodge, F.W. tf2t --..-..-.........37

Gaiennie Lumbcr Co. lffq -..-.........20

Esase Industries (Mryncdc h$ Broom) If2OI .-..-.....-..............2l

Hmver Treetcd l4tood Pr,oducts If f9].........-..-..--....-. er

Jordrn Redwood Lumbcr, Iee Roy Ir|DI,..---.....-..........-..--..3

Irzy S Lumbcr, Irc. lf26] -*Cover IV

Martin, Roy O. Uml.."".....--..-.J

MrxiTile Inc.

1110, ll4, llt, l2u*l7,lg,2l,2l

Mellco, Inc. [f03]

Merclent Dtrgnane Thc-Cover III

Pacific Lumber Co. If051.....-................S

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Southeest€rn Metds

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Southem Cypress Menufrchrers Assocbdon tf 23l -.-.*-..-..-.33

Supcrior Shekes of Teres, Inc. U2f[..n

Sure-Wood Forest Hucts [f f01...-..ft

Swan Secrrrc [lll9l .."."...--f7

Weabcr, Inc. tfzl

Willirms l,umbcr Co. of North Cerolins tf0Al

Wilson Imber Co. tflll --.*19

Wolmenizcd (Eickson Corp.) If0fl --......-Cover I

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