Issuu

Buildinq Products

4500 Campus Dr. No. 480 Newport Beach, Ca. 92660- l 872

PRST STD U.S. POSTAGE PAID LOS ANGELES, CA PERMIT NO. 1 9542

Address Conection Reouested

products retallers Serving bujll'llngl wholesale distrlbutors in 13 Southern states

JuxB 2001

A rcliable altemative to

traditional prcssurc-tt€ated lumben

Wolmanizedi Natural Select" Wood by Cox has been produced for

applications where special environmental concerns or restrictions exist, and offers consumers a choice in preserved wood. lt is no more corrosive than untreated wood and requires no special hardware. lt carries the same lifetime limited warranty as conventional Wolmanizedo wood and is the most effective and successful altemative to traditional treated wood. And like other products from Cox Wood Preseruing, Natural Select wood is available re-dried after treatment for greater dimensional stability, lighter weighf and a cleaner surface.

For more information on how you can become a stocking dealer, please contact:

JJ:|E' Wood Preserving 800-476-4401 t rvuw.coxwood.com

coxwood@coxwood.com

-Tr-

Circle No. 101 on p.38

-------T---"--T--t-

2,OOp lumber buyers

In one roolll ,

Do you want their attention? Reach EVERY company attending the North American Wholesale

Lumber Association's 2001 Traders Market by advertising in a Special Section appearing in both The Merchant Magazine and Building Products Digest, NAWLA's 6th annual Traders Market October 11-13 in Dallas brings forest products buyers and sellers together in a no'nonsense format, Attendance is expected to once again be up, so manufacturers should make every effortto ensure their customers and prospects know they're exhibiting and reserve the time to see them. Your ad will:

r REACH I8,OOO INDUSTRY PROFESSIONATS This special color section devoted entirely to the Traders Market will appear in the September issues of both The Merchant Magazine and Building Products Digest,

r REACH AtL REGISTERED ATTENDEES The Traders Market issue will be sent before the show to all registered attendee companies, even if

they're not regular subscribers to our magazines,

r EXPANDED DIRECTORY TISTING Only advertisers in the Traders Market section will enjoy an expanded listing in the section's company directory, including phone and Fax numbers and reps attending the market,

r VATUE PRICED All full-color ads in our special Traders Market section will be heavily discounted from 26% to 59% off regular monthly rates: Snare your share of the show's hearry floor traffic through valuable pre-show publicity in The Merchant Magazine and Building Products Digest's special NAWLA's Traders Market special section,

Cqll Chuck Cosey or Alon Ookes ot (9a9) 852'1990 Reservolion Deodline: July 31, 2001

4500 (ompus Dr., Suile 480, Newporl Beoch, (A. 92660'(949) 852-1990 o Fox 949-852-0231

TIII] AI,I.IDIJIII'OSI] AIJIIIINATI

I)I]IIP S$TAilIP

0YIDITDSS

Save money on your inventory, by stocking cypress in place of redwood and cedar. This beautiful, versatile, all around species, for exterior and interior use, finishes better than cedar or redwood and is more stable than southern pine. LARGE INVENTORIES ON HAND, STANDARD ITEMS Or we can mill to your specs-any pattern siding, plus finish, S4S, fine bevel/bungalow sidings, 1" sidings, paneling, ceiling, wainscot stock and flooring. All kiln dried, from finish to common grades.

3/4x6" "SUPER" SlDlNG. Owner: Slale ol Texas, Tourist & Inlormalon Bureau at Orange, Tx., Hwy. l-10

Elder Forest Products, Inc. .

1726w. Mill St., Crowley, LA 70526 . (800) 738-2266 . (337) 783-1800

FAX 337-783-2580

Associate Member - Southern Cypress Manufacturers Association Circle No. 102 on p.38

A complete stocking inventory of qualitv forest nroducts

E2425Burbank St., Dallas, Tx. 75235 (214)357-7317 Local

(800)442-3396 NationalWATS 214-351-6076 Fax www. jordanredwood.com

R*mnqOO . Large Timbers . Bevel & Pattem Sim4,56aX . l" &.2" Finish Stmk . Fingerjoint . Decking . Sign Blanks . Lattice Panels . Spa Skirting

Doucr,m Fn . C&Bt. Boards & Dimension . C&Bh. Fingerjoint

WESTERN Rpo Cnnln . A&Btr. Finish Boards & Dirnension . A&Btr. Fingerjoint . Pattern Stock . Timbers

Plcmrc Comr Cypnrss . Dimension Stock

IncrNsn CEnln . srx PIU LOpn . Tropical Hardwmd Decking 8 state distribution area

SrnulDrx . Composire Dechng Circle No. 103 on p. 38

Mnv

2001 BurrorNc PRoDUCTs Drcesr 3

Buitding Products Digest

VOLUME 20, NO.4

JUNE 2OO1

Serving 13 Southem states PUELISHER Alan Oakes

Iencing giont Moster-llolco odds disrributor Southecslern Wire

(ajoakes@aol.com)

PUBLISI{ER E|TIERITUS David Cutler EDITOR David Koenig (dloenig@ioc.net)

Colorfulfiber tenent t-€ ]lG fufure Dflgnl l0r vt)lue-000e0,

ASSOCIATE EI,ITOR Dave DelVal (ddelval@ioc.net)

prestoined fiber cement siding.

AD SALES lilANA€EH ehucfr Gasey {chuck@ioe.net}

fS :levote solest of roof .rrF. . ..

ADillNlSIRAn0l,l DIRECTOf,/ SECHETARY Maie0akes

roolings ond (emenls

(mfpoakes@aol.com)

Iips for increosing turns of bulky,

CIFCULATIOI{ Heather Kelly

sometimes unreloted oroducls.

Hrw to Advertise Se lert gvl i

{

Contact our advertising offtces tor nbs:

shi n_s-f es

U.S.A.: Chuck Casey, 4500 Campus Drive, Sutte 480, Newport Beach, Ca. 92660-1872. Phsne (9{9) 852-1990 Fax 949-852-0231

Roof color ond style motter.

ffi

:++q!i

E^mail chuck@ioc.net

Ar,e ygur pftes right? How to build bottom-line profitobility through monoged pricing.

# :ff-,

949-852-0231 E-mail aioakes@aol.com.

Texos deolers hitk off onnuol Gonvenlion in Son Antonio

ffi lrylh_g1l pip" -. ffi

IMERI'|ET ADS: Alan Oakes, www.buildingptoducts.com. Phone (949) 852-19$ Fax

How to Subscribe Call Hoslh$at (9{9} 852-1990

prgducep. hotd

-sp:il!s

m_eglilg_in llew 0rleo ns

tumber wholesclers morch to Williomsburg for yeorly meet

or send a check for the following amount to Building Products Dlg0$1, d500 Campus ftive, Suite ,f80, Newpon Boafi, Ca, 92660-1872: U,S.A.: One year (12 issues), $18

Two years, $29 Three years, $39

FOFEIGil (Ps yegr paid in sdvar€e in tJg lunds): Sudace-Canada or lvlexho, $39

6 Ediroriol l6 ilews Briefs 18 cobndor

25 Personols 25 Southern Associotion llews 28 ilew Products

3l Quote of the Month 32 ilew literolure 34 Buyers'Guide 35 dossified Ads 38 Adverfisers Index 38 IAX Response Jonn

3l Obifuories

Other counties, $50

Air rates also available. Single mpies, $3 + shrpping

Ba6* issu€s {wrren anihble), $4.50 + shipping

Vsr Us Onuue rr WWW.BUILDING.PRODUCTS.COM

About the Cover A FlFble alt.frtuc b

hdrtmlffislcrsGd

lumb€r

The lrontcarer is a paid adv6rtis€flnont

his ronttl Bt IUX{G PRootrcTS DIGEST is published monthly at 4500 Campus Dr., Ste.l|8o, Neirport Bead, Ca.9266&1872, (949) 852-1990, FAx 949{52-0231, www.building.products.com, by Cutler Publishing, lnc. (a Calilomia Corporatlm). lt is an indep€rdently{wned publication lor building products retailers ad wholesale distibtnors in 13 soufEm slstes. Copyrbhl@2o01 by Cutler Publishing, Inc. Covsl and entke cont€nts are fully protected ard must not be reprcduced in any manner $,ithout written permission. All Rights Reservsd. Building Produch Digest reserves the right to accept or reied any editorial or advertising matter, and assumes no liability for matedals fumisH b it. CHAI{GE OF ADDRESS Send addfess lab€l from rocent issue if possiblo, new address and ninedigit zip code.

BurlorNc Pnooucrs Drcesr JuNE 2001

Smsffedry Wo[nar&sd

Flaluialg€d, Wmdtrvf,ox '

Wodd

d**

Preteftir€.

,tbchsftleld' Stay cboler $ave energ'i.

Ivlaking homes a little cooler just became a lot more profitable. There's a cool product out there that is rocking the construction world. And turning up some pretty hot profits, as well. lt's TechShield" radiant barrier sheathing. TechShield is a combination of standard roof sheathing and a thin, but durable, layer of aluminum. The aluminum reflects up to 97o/o of the sun's rays away from the house, leaving the attic as much as 30' cooler. And that not only

makes the whole home cooler, it also allows the air conditioning system to do less work all summer long. Most new home buyers think that's pretty cool. And that means interest among contractors is heating u0. Start stocking it today, and see how much cooler

- and profitable - roof sheathing can be.

LP and Techshield are trademarks

of LouisianaPac.fic Corporaton

O 2001 Louisianafacific Corporation. All rights reserued. Details subject to change wiliout notice. 800.450.6r08 M.techshield.lDcoro.com

Specialty Products Circle No. 104 on p.38

.TTT

DAVID CUTLER publisher emeritus

Next Month: A New Face On this page next month there will be a new

face and a new name. After 39 years, I have

decided to retire and do the usual stuff people do

in retirement. The really good news is that having completed a smooth transition this spring, Building Products Digest, its sister publication The Merchant Magazine, their related special supplements, Deluxe Industry Calendar, and our Web site will continue as before. Succeeding me as owner is Alan Oakes, who is committed to maintaining the tradition of excellence that has been this company's hallmark for nearly 80 years. The staff has been retained with no changes to ensure that you will continue to enjoy the quality and integrity that our great people put into each and every issue. Alan is also going to continue our policy of continual improvement so that what you read is up to the highestjournalistic standards. What I have experienced in my nearly four

decades is a wonderful reflection upon the men and women who comprise this terrific business. Literally from my first days, you have extended to me your hand of friendship and cooperation. Your attitudes and assistance made it possible for all of us here to do the best job possible. If I tried to compile a thank-you list of even some of the peo-

ple who have exemplified these qualities, this issue would look like a telephone directory. Many times I've thought that the people in this business, caught up in day-to-day work, probably don't realize what a fine and remarkable field this is. Having once published a magazine outside our

industry, I soon realized that the high levels of honesty and respect you show each other are all too rare elsewhere. While we sometimes have to deal with the integrity-challenged, at least we know they're a tiny minority. My hearfelt thanks to you all.

The Quality Leader in Treated Wood Producfs BOWIE.SIMS.PRANGE TREATING CORP. Manufacturers of Pressure Treated Wood Products P.O. Box 819089. Dallas, Tx. 75381

(800) 822-8315 Circle No. 105 on p.38

Burr,onqc PRoDUcrs Drcssr

Jurue 2001

Bowie-Sims

Prurye

Master-Halco Buys Southeastern Wire Leading fence system manufactur-

process from Master-Halco's support

er and distributor Master-Halco. Inc.. LaHabra, Ca., has acquired the assets of Reeves Southeastern Corp., the

center in Tampa. The transition is expected to be complete in the fall, at which time Ullrich will take over as general manager of Master-Halco's

third-largest fencing product manufacturer and distributor in the U.S.

Billy Everidge, formerly Reeves Southeastern's director of sales and marketing, was named national

branches, including two (Tampa, Fl.,

accounts manager. supervising national accounts in the Southeast region.

Monica, Ca. A subsidiary of N.Y.-based Itochu

International, Master-Halco now

Sharon DeSautel, Reeves

Southeastern's regional sales manager for Virginia, North Carolina and part of Florida, remains a regional sales manager.

ufacturing plants and corporate

Shuttered Ms. Mill Reopens "The old whistle will start blowing

offices from 92 locations in the U.S.

next week."

and Canada.

So said a jubilant Jimmy Tillman, the new co-owner, along with partner and father-in-law Jerry Martin, of the recently reopened Neshoba Lumber Co., Philadelphia, Ms. The 96-year-old mill closed down

operates branch service centers, man-

Bill Ullrich, general manager of major accounts for Master-Halco, is heading a team of 14 people to facilitate the integration. Previously, he led the management team responsible for the transition of operations from

Anchor Fence, Inc., which was acquired by Master-Halco in 1997. Ullrich will oversee the intesration

the company, said that the lumber business, while not thriving. is certainly healthier. "I know we're in a better position to operate," he said.

All 85 people who worked at the

new access control division.

The purchase from Diamond Home Services, Inc. included 32 Southeastern Wire distribution and Birmingham, Al.) with on-site manufacturing, plus Southeastern Access Control, Tampa, and Electronic Entry Distributors, Santa

In announcing the reopening of the operation, Martin, who had been plant manager for most of his 30 years with

before Thanksgiving due to what then-co-owners Phillip Willis and Eric Chambers called a downsizinq in the lumber industry.

mill have been invited back, according to Tillman, who said that all but "two or three" have returned. Through its long history, the operation has epitomized resiliency, surviving various ownerships, market swings and even two destructive fires.

Maze Acquires Dickson Nail W.H. Maze Co. has acquired the assets of Dickson Weatherproof Nail, a specialty nail maker founded in t920. Machinery and equipment is being moved from Dickson's manufacturing facilities in Houston. Tx.. and Libertyville, Il., consolidating all nail

making at Maze Nail's modern,

250,000-sq. ft. Peru,Il., plant. Dickson made a range of specialty nails, with an emphasis on pole barn, rubber washer and masonry nails. Its

trademarks included Red Cap Nails, SuperNails and Silver Star nails.

l00years:#-t:y,:LrJ,r:!-,:,?,:-*::*iy.:,-

EWEil LUMBER COMPANY A OIVIS|ON Of XOOO firnOUSlRtES. lNC.

Your Best Source for Quality Wood Products - Since 1899

www.mcewenlumber.com Circle No. 106 on p. 38

Jurue

2001 BunrncPRoDUcrsDIcnsr 7

Fiber cement siding gets colorful A LREADY strong sales of fiher /A.cement sidine should be even brighter with the r"ecent push toward prefinished products.

Although prefinishers have been prestaining fiber cement for several years-and prepriming it even longer-manufacturers have never really marketed or inventoried precolored fiber cement siding until this year.

The latest, James Hardie Building Products' new ColorPlus Collection,

offers mar-resistant color treatments

for siding in soft pastels, warm earth tones, and rustic stains. Available in lap and shingle panel siding, its marresistant surface blocks efflorescence,

resists fading and scratching during shipping and installation, and reportedly won't peel, chip, or crack. CertainTeed started offering prefinished fiber cement siding at the beginning of the year, projecting that it would account for 5Vo of its

WeatherBoard sales in 2001. "Already, it's 7.5Ea of our sales volume," says marketing manager Brooks Williams. He attributes the high acceptance rate to "several key builders who drive the volume."

"We're looking for a surge (in prefinished fiber cement siding)."

NEW prestained siding from James Hardie combines a rustic look with the durability of liber cement.

paint-avoiding costly delays when weather prevents the completion of a

for builders, as well as aesthetically

project. And, homeowners benefit

"We can do basically any color," Preissler says. "All fiber cement

from two warranties: typically a 50year warranty on the board against rotting, warping, cracking and delaminating, and a 10- or l5-year warranty on the finish.

"The warranty program is a big issue for condominium associations," explains Skip Brown, California PreStain, Long Beach, Ca. "They have a

In introducing the new product, says Williams, "the goal, first and foremost, was to add value. We learned from vinyl siding about the desirability of color. And prefinished siding is simple, it arrives at the job site ready for installation."

Prefinishing offers builders and remodelers the option of not having to

lot of people to answer to." Fiber cement has grown to about TOVo of Southern Coatings' prefinish-

ing business. That delights the Jacksonville, Fl.-based company since, according to Melissa Preissler,

fiber cement prefinishing is "much faster than lumber, since it's all oven dried. Some of the lumber finishing has to be air dried."

Prefinished sidins is convenient Jurue

,r'rr-YTr

appealing even before it's installed. paints are flat. There's no gloss or

semi-gloss. And, we can color match." As a result, one common use for

prefinished fiber cement siding has been in the construction of hotels, notes Chuck Harris, such as "chains, like Marriott or whatever. that have specific company colors."

Both Harris and Preissler anticipate an increase in the use of prefinished fiber cement siding in manufac-

tured housing. "With Masonite Colorlok siding discontinued, we're looking for a surge (in fiber cement)," says Harris, who also expects big increases in multi-family and tract home building. "We see it as the coming thing."

200'l Burr,orNc Pnooucrs Drcrsr 9

Sealing big sales of roof coatings and cements By Dan Hollabaugh General Manager - Cements & Coatings Tamko Roofins Products

A SPHALT cements. roof coatings

lA.and driveway sealers fall into a category of produtts that aren't readily top of mind, but are subconsciously

grouped together when managing your retail building material business. The product group includes joint compound, texture, molding, plumb-

ing pipe, and other labor-intensive products. They are fast moving yet difficult to purchase, so your in-stock position is contingent upon timely and reactive replenishment. These heavy and bulky products in the retail building materials industry are the product

groups in which, when you walk a store, you generally find the most out

of stocks. At any given time if you were [o walk a sampling of the stores in the industry, I would say that you would be less than marginally satisfied 257o to 40Vo of the time with the in-stock position and presentation of the asphalt coating product line.

If the space you have allocated looks adequate, take a closer look. Make sure the four rows you have for Plastic Roof Cement aren't filled with Cold Application Cement or one of the other slower moving products.

The 60Vo of the operators that have the allocations determined based on demand are the recipients of a thriving repeat business.

So what do you do?

Your first priority is to put someone in charge. Depending upon your operation you might be able to break

up the responsibilities between any number of individuals. Recognize

that these products have replenishment and stocking idiosyncrasies. Explain the long-term customer impact and therefore importance of a dependable, consistent source of sup-

ply to the viability of your overall business.

Sitting and waiting until you can generale an order with your primary vendor is detrimental to your customers, your business, and your credibility with the roofing trades. Use a fill-in supplier. Having your fill-in products with a different label serves a dual purpose. It's a visual

reminder that you've filled in at a higher cost and lets the manufacturer's rep know that they have a procurement issue. Some customers have a brand preference, but their first preference is that you have it.

In-store point-of-purchase (POP). Can you think of a product group other than cements, coatings and driveway sealers that has more distinctly

different businesses with multiplicity of end uses? If you look down the line, nobody comes in and buys everything. Most products, especially when purchased by applicators, are sold as the only one out of the line. It's the only one that fits the contractor's business or homeowner's project.

The professionals generally don't STAYING well-stocked is key lor sales of rool coatings, driveway sealers and other bulky products.

Burr,nrNc PRoDUCTS DTcEST JUNE 2001

need the POP, it's the do-it-yourselfer

who does. Have POP literature hole punched on a zip strip f'astened to the

racking or gondola for quick take away. Make the most out of the manufacturers' available POP for fast and easy product selection decisions.

Review sales history. Make a sales plan for all peak-sell-

ing periods. To maximize sales, the operator must be aware of the seasonal demand of this product line and have it in stock! Pallets of the best

movers stocked right on the floor saves time, builds volume and lessens

workmen's comp claims. Many of these products have huge sales demand spikes. For example,

Wet and Dry Plastic Cement sells extremely well in the rainy season. Driveway sealer spikes in the spring and fall. Many locations get out of driveway sealers just about summer's end to avoid carry over. Be careful about this, you may miss out on the best selling season and risk sending your customers elsewhere. Be sure you are carrying a good, better, best offering in driveway sealers. Driveway sealer upselling is one of the easiest upsells on the sales floor and everyone knows there's not much

profit for anyone in the entry level grade.

Promotions.

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Most people rec- *.{s:*:-:".._-**;]:;!*:n,ognir" triut 'u L"alv

worn or aqine.lgof

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Asphalt Roofing Manufacturers Association

Help re-roofing

customers keep

proper design in mind:

Roof type

The most common type of resi-

dential roofing-

***t\

laminated asphalt shingles-is available in a wide variety of colors and styles, including tile and slate lookalikes.

Shingle color

ROOF style and color play a dramatic role in setting the look and overall attractiveness of a home.

The cements, coatings and driveway sealer product line responds well to price and project promotions. Plan them out in advance and watch the profits soar. Don't forget about the products that are related items, those higher margin application items and

Mismatched facades and roof col-

In addition, a darkroofcan be used

ors create a visual "disconnect" that breaks the architectural line

to visually recede the roofline of a

accessories.

and tone of the home.

steeply sloped roof.

Make sure the exterior color of the home harmo-

nizes with the roof color.

If the color of the home's sid-

Recognize that these products have replenishment and stocking idiosyncrasies.

ing, stone or brick is permanent or can't be changed easily, select a complementary roof color. In gen-

eral, it's best to avoid mixing brown and gold tones with grays and blacks, to keep blue and green hues away from red and rose tones.

Light vs. dark tones

If any of these ideas have merit with your location, building a dependability on these products with your customer base can take some time. If you take care of the basics, you'll be very pleased with the return on the sales and profit per square foot with

these product lines. Think about some creative ways to bring those customers in to see vour "In the

Light-colored roofs are most popular in warm, sunny climates, where energy savings are a concern, or a tropical airy look is

Conversely, a dark roof color can help reduce a structure's scale.

home with a high elevation or Look of the neighborhood Except for residential areas with strict architectural covenants, most homeowners are free to choose any

type, style and color roof they want. While this freedom of choice may be liberating, it's generally a good idea to select a roof that's in keeping with the rest of the neighborhood.

Neighborhoods usually have an overall appearance that should set the parameters for your choice of

prevalent.

roofing style and color.

Apart from these considerations, a light-colored roof may

Homeowners that re-roof (as well as their neighbors) will be happier with roofs that blend into the surroundings rather than stand out as different.

expand the visual height and size of a home by directing the eye upward.

Business" oresentation. Jurue

2001 BurLomc Pnooucrs Drcnsr

Building bottomI

fitability

through prrclng t

By Scott Benfield Benfield Consulting Author, Capturing Value: A Guide to Strategic Pricing for Wholesalers

tial nature involve head counts, representing $6 to $7 out of every $10 in expenses. Hacking at these costs, which is what traditional budgetary

accounting does, doesn't take into account the quality of the service in the customer's eyes. For instance, if you had an ineffi-

cient credit process. a comparalive budget analysis would say you had too many people and it's time to cut heads in the credit department. The

real problem, however, is that the process was inefficient with bottle-

necks. Cutting heads only makes the

problem worse, and customers go elsewhere. The key is to rework the process to make it more efficient and accurate, and then cut heads.

distributors have loose N/TOfT IVI.pricing systems. Essentially,

mine velocity movements for these individual customer segments.

Good cost-cutting in a high variable-cost, service business takes process documentation, process rework, and customer-satisfaction measurements. These disciplines are

found in operations and marketing,

sales managers let their sales person-

Distribution is primarily a vari-

nel set price in many situations. In fact, they actually pay them to cut

able-cost business: costs move up and

not accounting.

down with sales volume. But too

price.

many owners and managers tend to

Marketing's aim is to build bottom-line profitability; sales aims for

Why? Because they assume the salesperson knows all about the firm's

manage their businesses as if costs were fixed. The implications for pric-

cost structure and how these costs move, and therefore how to use a

move up or down with volume, the

ing policy are profound. If costs

marketing template in strategic pric-

strategic objective is to maximize

ing.

gross margin (sales volume minus cost of goods sold), while maintaining sales volume. But by thinking costs are fixed. managers cut price just enough to cover costs, plus a little more. In doing so, they essentially

The fact is sales-driven pricing ends up at the low end of the scale. There are numerous reasons for this, including a lack of financial acumen,

poor understanding of how to base pricing on customer-not productsegments. and a compensation system

that rewards on top-line sales or gross-margin dollars, not bottom-line dollars. Simply rewarding sellers on activity profits (sales minus cost of goods sold minus the specific costs of

servicing a specific account) would correct much of the problem. In addition, one of the most common methods of pricing for distributors, called velocity pricing, typically

doesn't work. Velocity pricing is predicated on product movement: the faster a product moves (that is, the more sales it generates), the smaller

the margin it yields. This makes sense, until you realize that all cus-

tomers don't buy products at the same

rate. A slow-moving item with a high margin for one account may be a fastmover with a necessarily low margin for another. In short, instead of look-

ing at product movement, a wholesaler should first segment his entire customer base. Then he can deter12

diminish pre-tax returns, because operating expenses actually rise with

volume, even if their product costs fell because of bigger buys. A simple price increase of l7o to 3%o-before-tax business has the top-line sales equivalent of $33. This is a 33: I leverage on assets! There is only one other place

in distribution-cuts in operating expenses-that offers this kind of

top-line volume growth. Distribution has been and remains a relentlessly sales-intensive business. Most distributors are content to sell like hell and count the spare change at yearend. It is a terribly old and inefficient model compared with what an emphasis on marketing can offer-studying the actual needs of discrete customer segments; customizing a full marketing mix to these various segments (product mix, service mix, pricing and sales promotion); establishing a pricing matrix that reflects the costs of the services these various segments need, and only then letting the sellers hit the

pavement-if the customer even needs a sales call.

I think good marketing will come into its own in the near future. Wholesalers have tried "sell-like-hell"

payout.

and growth through acquisitions, but

Distributor accountants think of fixed and variable in black and white terms, instead of the relative definitions they really are. The average wholesaler has roughly only 407o of the fixed assets, as a percent of total assets, that their manufacturers do. In other words, manufacturers have a high proportion of fixed assets in

these things just aren't that profitable. Planned growth by creating value is the way to generate superior earnings. A.T. Kearney recently released a sur-

plant, property and equipment, while distributors' operating expenses are largely tied to sales volume. Traditional budgeting and cost-cut-

ting are also largely ineffective because expense cuts of any substan-

Burllrxc Pnouucrs Drcnsr June 2001

vey that traced mergers and acquisi-

tions for over 50 major companies. They found that close to TOVo have worse earnings and worse shareholder value a long time after the mergers. I

don't think you would find the trend is that different in wholesaling. A lot of the recent consolidation talk is, in my view, a bunch of hullabaloo when

it comes to generating profitable

srowth. I think we're headed into a

downturn and good, hard-nosed pricing will be especially needed. What about seasoned sales reps who know their local market? When a seller says he knows his market, a wholealer's pricing and margins are

probably in big trouble. What he knows is how to match a competitor's

price on a handful of fast-moving commodities. But most distributor pricing strategies must encompass 30,000 SKUs, backed by a good customer-segment logic and valid statistical comparisons of customers within a given segment to maximize margins.

Beyond looking at the fast-movers, pricing invariably gets less time than any other function.

For how many of those 30,000 SKUs can your average seller really "know the market"? I look at distribution today and ask,

"Why all the sellers?" The products are mostly commodities. The ones that aren't are pseudo-commodities on old product platforms. Why throw a seller, no matter how experienced and talented-and especially if he is experienced and talented, because he like-

ly carries a heavier cost load-at a product that every customer in every

territory already knows about?

Distributors are so confined by their in-bred sales cultures, they keep sellers around'Just in case." They look

like those gasoline stations of a

bygone era, where the attendant ran out, pumped the gas, washed the front window, checked the oil, and made change. That model gave way over time to self-service paid for with credit cards at the pump, because the typical customer was no longer willing to pay for the attendant's services. The same thing is coming to wholesaling, regardless of the commodity line. Beyond looking at the fast-movers, pricing inevitably gets less time than any other function-sales operations, accounting, you name it. Managers spend their time creating value, or at least what they perceive to be

"value," for individual customers. But they devote comparatively little time to capturing value through a strategic, systematic approach to pricing. Too many dollars are being left on the table by too many wholesalers,

to the detriment of their already meager bottom lines.

Distributors should be charging for consultation and giving away product for cost plus whatever physical processing and shipping fees are incuned. There will always be a need for technical and new product sellers, as well as for relationship-management sellers. Most distribution sellers are

allocated by geography, which has nothing to do with a specific cus-

special services, just like he pastes a Kohler or Square D logo on his co-op advertising today. In the end, distribution will move from a sales-driven. just-in-case structure to a lean, buy-it-how-you-want-it

culture. As far as the sellers go, inside sales will be lean, but still pow-

erful and very much in need. There is just too much to do for the customer that can't be captured or delivered on a computer screen. Outside sales is a

tomer's specific needs. Nor does it do much to match a seller's strengths to a

problem, though. The decade ahead is going to be very interesting, and the overall distri-

customer's service requirements. Organizing work loads by territory is done to keep travel costs down or to

bution business will look very different at the end of it. I believe that distributors will begin to change their

make the math for figuring compensation easier. Two things will happen, and both will transpire because of e-commerce. First of all, distributors will use technology to give their customers meaningful choices on how they buy. For instance, a distributor could say, "You

selllike-hell cultures, using technology to do it. The additional profits

can go to my Web site and buy online. Or you can buy online and use an inside seller for product questions. Or you can buy the way you always have, with my sellers around

they generate through a more strategic

approach to pricing will go a long way toward paying for the new tech-

nology. They can start by trying out different pricing and buy-how-youwant-to combinations, to determine the model that fits their customer bases the best. Whoever does this first and does it well will win bie.

Just in case."'

Why Managed Pricing?

when distributors create meaningful

1. You can add value through better

The rubber will meet the road

price levels for each of these three transactions. The cost of an inside and outside sales force is somewhere between 8Vo to llVo of sales, or roughly 457o of all operating costs. The winning distributor will likely do three things: First, he'll pass on 5% to "7Vo to cttstomers who order online. Second, he'Il charge a time-based fee for the inside sales consultation or roll the cost of the inside seller into the price. Third, he'll let the outside seller be paid a consulting charge, or the customer can pay for the just-in-case transaction like before.

The other major impact of e-commerce on distribution will be an outgrowth of this move to charge cus-

tomers according to how they buy. The winning distributor will differentiate his organization by offering services for fees, while branding the high

value-added services by promoting them the way he does his major product lines today. Instead ofpositioning himself as simply a Kohler, Trane or Square D distributor, he'll advertise his same day delivery or inventory management services. He'll create separate identities, logos, advertising and promotional strategies for these Jurue

delivery, more product knowledge, products with increased features and benefits, quicker tumaround on warranties and returns, more knowledgeable sellers and automated, more accurate warehouse management. You can only capture value in one place-pricing.

2.lf youthink the average seller prices well, answer these questions: (a) Do our sellers voluntarily and systematically increase prices? (b) Do our sellers group customers in common segments and analyze pricing discounts? (c) Do our sellers understand the math behind pricing and how it influences the company's profit? (d) Do our sellers price using relevant costs (costs of operations that vary with the next order)?

3. L go price increase in a2%o pre-tax business is worth $50 in top-line sales.

4. Velocity pricing ("A" item pricing or blind item pricing) doesn't work without customer segmentation.

5. Cost plus pricing is only good for velocity products or bid/buy situations and is a poor pricing mechanism for other types of transactions.

2001 Burluxc Pnouucrs Drcpsr

Texas-sized show

WELCOME ABOARD: (1) Incoming Lumber- & Shirley Mclntyre, Malory Hillhouse. (7) Geri mens Association of Texas president Masuzzo, Joe & Mary Tambrella. (8) Martha & Deering, Kelly McCloskey. (2) Lumberman Randy Curtis. (9) Bob & Bebe Burns. (10) the Year Debbie Burns. (3) George & Richard & Mary Cunningham. (11) Kyle & Pam Natsis, Cally Coleman Fromme, McCarley. (12) Adonn Slone, Midja Peterman.

Roy ol Nancy Travis

Fromme. (a) Bob & Carolyn Bohn. (5)Chestine (13) Susan & Tommy Jones. (14) Ruel &

& Delton Woolsey, Peter Houghton. (6)

James Gloria Alexander. (15) Jim Respess, Tim

Burlorn<; Pnooucrs Drcnsr

JuNe 2001

Chapman. (16) Terry Hurd, Christa & Bruce

Kelley. (17) Thorsten Walther. (18) John Chupik. (19) Patrick McCaslin, Steve Reeder, Jim Moncrief, Carey Hooper. (See next page for more photos and p.26 for annual convention coveraoe)

DISPLAYING their wares at the Lumbermens Association of Texas' 16-17 in San Antonio (continued from previous page): (1) David Jordan, Trent Leon, Lee Roy Jordan, Marsha Carr, Chris Jordan. (2) Alton Rigby, (3) James

Booker. (9) Jim Abernathy, Ty Clark, Gregg Slone, Don DeGroot. (10) Eddie Strawn, Winston Cunningham, Lou Peacock, Craig Blakemore. (11) Tony Jernigan, Eddie Staflord, Ron Fite. (12) Kevin Klimowski, Jodi Nicholson. (13) Jim Withoff, Eddie Singleton, Eddie

Moore, Tammy & Jerry Bennett. (4)

Barnes. ('14) Bob Maurer, Dixie Tibbetts.

Dottie Klotz, Jack Harrington. (5)

(15) Tom Tamlyn, Kim Pohl, Miguel

Richard Gutermuth. (6) Charles Hatley, Jason Sanders, Chris McCollum, Carter

Gonzales.

annual convention and buying show April

Smith. (7) JoAnn Gillebaard. (8) Ed Kennedy, Paul Wunderlick, Robert

(See p. 26 tor convention and buying

show coverage)

Jurue

-r

---"

2001 BurlorNc Pnooucrs Drcnsr

Coastal Lumber Co. lost its

briefs Rrrnrrtns H.L. Snook Lumber Co., La Grange, Ky., has been acquired by Kevin Mesker and renamed Oldham County Lumber Co. ... Payless Cashways closed 13 stores, including Colleyville and Lubbock, Tx.; Oklahoma City, Ok., and two units in Louisville,

Ky., reducing the chain to 113 locations ...

Hawkins Building Supply, Crab Orchard, Ky., is closing after 55 years ... Overlees-Woods Lumber Co. has relocated to the former site of Mill Creek Lumber & Supply Co., Bartlesville. Ok. ...

Pleasants Hardware, Richmond, Va., added store #6 in eastern Richmond ...

Builders Wholesale Supply, Louisville, Ky., is closing; owners Stanley and Jean Grammer are retiring to Florida after 34 years ... Wheeler's, Rome, Ga., is now manufacturing Wheeler's Advantage vinyl windows at its Riverside plant ...

Builders FirstSource plans to relocate its Murrells Inlet. S.C.. location this summer to nearby Myrtle Beach or Conway ... Wheeler & Williams Hardware, Ashland, Ky., has closed after 54 years ...

Lowe's received permission to build in Brooksville, Fl.; is seeking approval to build on 26 acres in Missouri City, Tx.; broke ground in Edmond, Ok., and west Rome, Ga.; is building in Tifton, Ga., and Norman, Ok.; expects early 2002 openings of replacement stores in Lenoir, N.C,, and Athens, Tn., and is adding an outdoor sales/storage unit at its Lilburn, Ga., store ... Home Depot opens 108,000-sq. ft. home centers this month in Fort Smith, Ar.; N. Myrtle Beach, S.C.; Chalmette, La., and San Antonio, Tx., and a 92,500-sq. ft. Expo Design Center in Naples, Fl. ... Home Depot broke ground in Jacksonville, Fl.; is seeking permission to build on 14.39 acres in Punta Gorda, Fl., and will build 15 truck terminals nationwide over the next two years to improve regional distribution ... Depot has expanded online sales to the entire continental U.S. ... Hill-Behan Lumber Co., St. Louis, Mo., is closing its last 11 stores, all in Missouri ... Ted's Supply, Rogersville, Tn., was named Rookie Distributor of the Year by Do it Best's InCom program...

Chelsea Lumber & Hardware,

National Home Centers, Springdale, Ar., signed on with e-commerce provider Buildscape ...

Chelsea, Ok., added a 2,000-sq. ft. showroom in Claremore, Ok. ...

Malone Lumber, Greenville, Ky., added a new Krauter shingle

84 Lumber Co. held recent grand openings in Monroe (Dave

racking system ...

Harney, mgr.) and Covington, Ga. (Mike Wisniewski, mgr. ) ...

Wrorrsmrrs/trxurAcrunrns Weyerhaeuser Co. vowed to withdraw irs $5.5 billion hostile bid for Willamette Industries if it doesn't win three seats on the

Carolina Holdings parent Wolseley is now listed on the New York Stock Exchange ...

Lowe's opens new stores late this month in Kernersville, N.C. (Danny Waugh, mgr.), and Prattville, Al. (Shannon Fugit, mgr.), and unveiled new stores May 23 in 16 I

McDonough, Ga. (Troy Black,

mgr.), and April4 in Metairie, La. (Lonnie Walker, mgr.) ...

Willamette board at a June 7 shareholder meeting ...

Flint River Forest Products is a new wholesale division of Tolleson Lumber, Perry, Ga. ...

Burrnnc Pnonucrs Drcrsr JUNE 2001

Thomasville, Al., sawmill to fire; planer and kilns were spared ...

Tumac Lumber Co. added a

sales office in Mobile, Al., managed by Harry "Hap" Myers, exWalker Export Co. ... G e o rgia- Pac ific's Louisville. Ms., plywood plant, idled since December, will remain closed per-

manently ...

Metro Lumber Industries put its Waco, Tx., reman and fingerjoint plant up for sale .. . Caterpillar Inc. acqutred Pioneer Machinery, with 29 facilities in W.V., Va., Ga., N.C., S.C. and Fl., to sell to local Cat dealers ... Andersen Logistics is closing its Louisville, Ky., branch ...

Anthony Forest Products Co. has relocated its lam sales team to El Dorado, Ar., Hq. ...

Egarden.con, Raleigh, N.C., is winding down operations ... Rulon Co., Brunswick, Ga., is participating in the Forest Stewa rdship C ounc i I's chain-of-custody program... Lamps Plas was awarded a $2

million in its patent infringement suit against Home Depot and Catalina Lighting, Miami, Fl, ... Pacific Lumber Co. has been certified under the Sustainable Forestry Initiative ... W.W. Grainger Inc. is closing its two Material Logic e-commerce s\tes, TotalMRO (virtual catalog for maintenance, repair and operating

supplies distributors and manufacturers) and MROverstocks.com, an auction business; FindMRO, which helps companies locate hard-tofind parts and supplies, will be integrated into its online catalog, Grainger.com ... Ace Hardware Corp. honored Master Lock, Sherwin-Williams, Culligan and Shop Vac as Vendors of the Year ...

Housing starts in April (latest figs.) increased IVo to a seasonally adjusted annual rate of 1.609 million ... single-family starts rose 77o to a 1.288 million; multi-family was at a rate of 280,000 for 5+ units ... building permits fell 2Vo to an annual pace of 1.587 million.

Frank Lloyd \Wright specified cypress. Shouldn't you? Kentuck Knob, Chalk Hill, Pennsylvania Architect: Franh Llnyd Wright Year Built: 1953 Residzncefor I.N. Hagan Family Project: of Un io ntow n, Pennsy lu an i a Materials: Cypress and natiue fieldstone

Kentuck Knob glows golden with a cypress exterior. Interior spaces are E

warmed by cypress paneling, cabinetry, built-ins and millwork.

VERSATILE DISTINCTIVE

O'PRESS www.cyPressirfo.org

877-607-scMA Southern Cypress Manufacturers Association 400 Penn Center Boulevard, Suite 530

Pittsburgh, PA 75235 Publicity rigbx to the name Franh Lloyd Wigbt are owned by the Franh Llayd Vright Foundztion, Sconsdzb, Ariuna USA 85261-4430. Ued witb pemission.

Circle No. 108 on p. 38

Phone: 472-829-0770 Fax: 412-829-0844

Listings are often submitted months in advance. Always verifu dates and locations with sponsor before making plans to attend.

funr Temperate Forest Foundation - June 13-16, Southeastern

Teachers' Tour, Asheville, N.C.; (503) 579-6762. Southern Building Material Association - June 14-17, summer conference, Pinehurst, N.C.; (704) 376-1503.

Houston Hoo-Hoo Club - June 21, past president's night, Allen Park Inn, Houston, Tx.; (281) 499-5575. Southeastern Lumber Manufacturers Association - June 2123, annual meeting, The Breakers, Palm Beach, Fl.; (404) 3611445.

House-Hasson Hardware Co. - June 22-4, market, Opryland Hotel, Nashville, Tn.; (865) 525-0471. Kentucky Lumber & Building Material Dealers Association Jtone25-29, OSHA training, Ashland, Ky.; (800) 844-1174. Louisiana Building Material Dealers Association - June 28July I, summer conference, Perdido Beach Resort, Orange Beach, Al.; (225) 344-4317.

Tigers of Asia - June 29-July 1, hardware & tool expo, Miami Beach Convention Center, Miami, Fl.; (305) 445-3788.

furY National Association of Women in Construction - July 5, monthly chapter meeting, Austin, Tx.; (512) 476-5534.

Kentucky Lumber & Building Material Dealers Association July 10, golf outing, Quail Creek, Louisville, Ky.; Juty ll, POTYMER COATED WOOD DECKING. Palent Pending

board meeting, Holiday Inn South, Louisville; (800) 844-1774. Construction Suppliers Association - July 12-15, summer management conference, Mulberry Inn, Savannah, Ga; (770) 7516373.

M)REX combines the strength of wood with the long life of a synthetic - giving you the besf of both worlds!

High quality pressure keated decking is coated with a skidresistant polymer to provide years of maintenance-free service!

Southern Building Material Association - July 12-15, leaders idea exchange, Kingston Plantation, N. Myrtle Beach, N.C.; (704) 376-rs03. Sunbelt Builders Show - July 13-14, Henry B. Gonzales Convention Center, San Antonio, Tx.; (800) 789-2223. National Retail Hardware Association - July 16-18, annual convention, Ritz Carlton, Naples, Fl.; (317) 290-0338. Southern Forest Products Association - July 19-21, machinery & equipment exposition, Georgia World Congress Center, Atlanta, Ga.; (504) M3-4464. International Lawn, Garden & Power Equipment Exposition - July 20-22, Louisville, Ky.; (800) 558-8767. Houston Hoo-Hoo Club - July 26, elections, Allen Park Inn, Houston, Tx.; (281) 499-5575. Oklahoma Lumbermen's Association - Jily 27-29, summer meeting & golf tournament, Lake Texoma Lodge, Texoma, Ok.; (800) 444-t77r.

Aucusr Consider these benefits:

o Structural strength ofwood. r No annual maintenance. r Residential and commercial orade. r Several colors. t Easy to install. No pre-drilling, just nail it down!

National Association of Women in Construction - Aug. 2,

monthly chapter meeting, Austin, Tx.; (512) 476-5534. Lumbermens Association of Texas - Aug. 2-4, summer board & committee meetings, Amarillo, Tx.; (512) 472-1194. Southern Building Material Association - Aug. 2-5, summer outing, Virginia Beach, Va.; (704) 376-1503. Window & Door Manufacturers Association - Aug. 4-8, summer meeting, Hyatt Regency Hotel, Vail, Co.; (800) 223-2301. National Building Products Expo - Aug. 12-15, McCormick Place, Chicago, Il.; (847) 605-1025.

Northstar: -".:"ff GA morex@northstarvinyl.com p o.n f 'n s r.A R (800)558-6702 (770)794-1105 ,&From

Kennesaw,

Circle No. '109 on p, 38

Burr,nrNc Pnooucrs Drcrsr

Jurue 2001

National Hardware Show/International Hardware Week Aug. 12-15, McCormick Place, Chicago, Il.; (847) 605-1025.

Florida Building Material Association - Aug. 15-17, annual building products & design show, Marriott World Convention Center, Orlando, Fl.; (352) 383-0366.

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Tucker Adds Roofing, Siding C.M. Tucker Corp. recently acquired the LifePine line of southern yellow pine shakes and shingles. One of the country's largest specialty pine producers, C.M. Tucker is now manufacturing LifePine roofing and siding materials at its Pageland, S.C., mill. Other specialty products include tongue and groove roof decking, split rail fencing, turned post and TOOL TIME: For soecial events and promotions, Ace Hardware Corp. plans to place five 'toolbox" lrucks around the county at select retail support centers, including the Gainesville, Ga., and Dallas, Tx., distribution centers.

spindles, and deck components.

The pine shakes and shingles are positioned as an alternative to cedar, providing the rustic beauty of natural wood, without high maintenance or

LIFEPINE shakes and shingles have been added to C.M. Tucker's line-up of southern yellow pine specialty products.

;\ decay problems. Due to the cellular bond created during the treating process, southern yellow pine shakes and shingles do not have to be retreat-

ed to maintain durability. Osmose brand CCA and a water repellent allow the LifePine roofing and siding to carry a 50-year limited warranty against insect attack and fungal decay.

LifePine products also are said to offer an R-value of almost twice that of cedar, three times that of fiberglass, and seven times that of fiber cement. Pine has a third of the flammability of cedar and twice the tensile strength.

Roofing varieties include the Ultra Roofing Shake, featuring a hand-split

appearance; thicker Jumbo Ultra Shake; Classic Roofing Shake, with a rough sawn face, and lower profile Royal Roofing Shingle. Siding types include the Colonial Siding Shingle, lower profile Royal Siding Shingle, and rustic Western Siding Shake.

Oak Leaves Others In Woods From a field of 21 candidates, the National Arbor Day Foundation nominated oak as the national tree. With the most species in the U.S., the winning woodie out-distanced sec-

ond-place redwood, and runners-up

DECI(ING

dogwood, maple and pine.

The group hopes the public will recognize oak's new status, regardless

if Congress approves.

SURFACED

Proven Sustainable Forestry Since 1859

www.PALGO.com

DOUBLE HONORS: Masonite Corp. was named Supplier of the Year for its MiraTec treated exterior composite trim by both Diamond Hill Plywood, Darlington, S.C., and DW Distribution, Dallas, Tx. (Left photo, l-r) Jim

Ramsey, v.p. of operations, Diamond Hill; Clayton Dark, national sales mgr., Masonite, and John Ramsey, chairman and chiel operating ofiicer, and Geary Sharber, v.p. of sales & marketing. (Right, l+) Byron Potter, president & ceo, DW Distribution, and Jim Monison, general mgr., Masonite Corp.

Circle No. 1 12 on o. 38

Buu.orNc Pnooucrs Drcpsr Jurur 2001

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Radiant Bariier Sheathing A Productof

INTERNATIONAL

@ tOt=*

iii iir :i::::: .::::

SOUTHERN Forest Products Association and Southern Pine Council held their spring meeting April 17-18 in New Orleans, La. Attendees included:(1) Huck Devenzio, David Haddock, Brian Hayson. (2) Tarun Bhatia, Joe Elder, Duke Earhardt. (3) 3) Steve Rountree, Joe Henley. (a) Karl W. Lindberg, John (5) Rick Flores, Hanioan. Han Landrv. (5) Flores. David Soule. (6) Patrick Hanigan, Hammack, LionelI J. Landry. er McShan, McShan. Nan Cramer, Tom Jones, Jones, Tyler Chip Harrigan, Eric Gee. (7) Steve C1ame1, Jones. (8)-Elaine & Edward Gault, Mark & Phyllis Junkins. (9) Larry Lewis, (11) Digges & Ron Coker. (10)Tony Bennett, Richard Kleiner, George Guidry. (11) Georgr James Morqan, Robin Swift, Janet Beasley. (12) Mike George, Lynn LVnn Morgan, Malphrus. (13) Candace Hobbs, Pat Patranella, Lee Ashburn, Diane Peters. (14) Melissa Miranda, Claire Vermedahl. (15) Durand Darbyshire, Dave Mason. (16) Robin Kockyr, Jerry Hingle. (17) Jim Kaake,, Bill Pooser, Tom Rice. (18) Clayton & Gayle Barns, Phyllis & Rick Warner. (19) Mark McCormick, Tami Kessler. (20) Jerry Norris, Richard Gouldin. (21) Brian Greber, Hal Kingslien. Circle No. 114 on p. 38

BurrorNc Pnooucrs Drcnsr Jurue 2001

Jerry Thiesse has been promoted to shipping mgr. for Robbins Hardwood Flooring, Searcy, Ar., succeeding Gray

Moulthrop, who has retired after 19 years with the company.

Roger Bingham, former owner of

Liz Humphreys has been named store

Crittenden Lumber Co., Crittenden, Ky., finished fifth of 16 cast members on CBS TV's recent Suryiyor series.

mgr. of Lowe's, Danville, Ky. David Haddin is store mgr. in Frankfbrt, Ky. Glen Simpson, Chapel Hill, N.C., has been named Manager of the Year for

He sold the lumberyard and hardware store in the mid-1980s to Gayle and Wanda Cayton, who last year sold the business to Charlene Flanagan and Ruth Klete.

John Makuvek has been named national sales mgr. for engineered wood products for Anthony Forest Products Co., El Dorado, Ar. Teresa Botner is mgr.

of information services; Roger Landes, legal counsel; Stephen

Murphy, assistant Urbana plant mgr., and Roni McCasland, office mgr.

Blair Huffman, ex-Champion Intemational, has joined the sales team at Gilman Building Products, Yulee, Fl.

Paul Wood, southern division v.p., Timber Industries, Peachtree City, Ga., retired May l8 after 25 years in the Iumber business. Tuck d'Oliveira has been named division mgr.

Carol Tome has been promoted to chief

his region.

Evan Lauridsen has been named national accounts technical and warranty services mgr. of Triangle Pacific Flooring Group, Dallas, Tx.

Antonia Berryhill, Westlake Ace Hardware, Odessa, Tx.; Kathy Coceano, Ace Hardware, Harrisonburg, Va., and Carl Eppard, Dean Home Center, Elkton. Va.. were honored for excellence in customer service by Ace Hardware Corp.

Thomas E. Wilson, International Specialties, Germantown, Tn., received the International Wood Products Association Distinguished Service Award. Tracee Radford has been named communications and marketing mgr. at the Center for Forest Products Marketing and management for Virginia Tech

Mark Bartlett has been appointed national sales mgr. of AEP-Span, Memphis, Tn., succeeding John Payne, who is

Marty Wiggins, ex-McCoy's, has been

Tom Lueder was named director of corporate quality for The Peachtree Cos.,

mgr. for Do it Best Corp. Brian

Newton is product mgr. of housewares. Lonell Jefferson and Joe Moody have retired after, respectively, 3l and l8 years with Causeway Lumber Co., Fort Lauderdale, Fl. Bruce Edewaard is now branch sales mgr. in Stuart, Fl. Robert Green is the new mgr. of Power Truss, Mayfield, Ky., replacing Ron Brown, who has left the company. David Allan has been appointed director of fundamentals analysis in the forest products group for Enron Industrial

chairs of the National Oak Flooring Manufacturers Association education committee. On the committee: David

Hollis, Hassell & Hughes Lumber, Collinwood, Tn.; Tony Miraldi, Somerset Wood Products. Somerset. Ky., and Kent Price, Triangle Pacific

Flooring Group, Jackson, Tn. Jeff Overton, Triangle Pacific, Nashville, Tn.. is advisor to the committee. Bill Imbergamo was named director of forest management for the American

Forest & Paper Association. Rick Cantrell is now senior director, sus-

tainable forestry & forest policy; Brad Williams, senior mgr., sustainable

forestry & forest policy; Jack

Danielson, director of congressional affairs, and Anne Divjak, mgr. of international trade. Happy Whitlock succeeds Divjak as mgr. of the American Hardwood Export Council.

Chris Wehking has been promoted to v.p.-trade events for the American

University, Blacksburg, Va.

financial officer and executive v.p. at Home Depot, Atlanta, Ga., succeeding Dennis Carey. who is now executive v.p. of business development. named plumbing department product

John Jackson. Cumberland Lumber & Mfg., McMinnville, Tn., and Beth Maxwell, Maxwell Hardwood Flooring, Monticello, Ar., were named co-

now general mgr.

Norcross, Ga. New brand mgrs.: Ralph

Pfeiffer, Crestline; Chris Brown, Peachtree, and Jeff Kibler, Vetter. Raymond "Tripp" Hyder, III, v.p.-sales

Hardware Manuf-acturers Association.

Timothy S. Farrell is now v.p.-domesticlinternational operations, and Jim Robertson is mgr.-industry activities, succeeding Jim Gray. Andrea Epps is now QCP/membership administrative asst. for Architectural Woodwork Institute, Reston, Va.

Ida Kline, 88, remains account manager, having refused to retire after 70 years

& mktg., Gardner-Gibson, Tampa, Fl., was elected president of the Roof

with Mungus-Fungus Forest Products, Climax, Nv., according to co-owners

Coatinss Manufacturers Association.

Hugh Mungus and Freddy Fungus.

Markets. Houston. Tx.

Wade Camp is the new director of market information services for the Southern Forest Products Association.

Jim Watson is a new millwork specialist at Compton Sales, Inc., Atlanta, Ga.

Jeff Delaney has resigned as mgr. of Myers Lumber Co., Murray, Ky. Assistant mgr. Donnie McCuiston is now heading the location.

Shon Dean is now co-mgr. of 84 Lumber

Co., Hop, Ky. New mgr. trainees: Craig Stephenson, Mauldin, S.C.; David M. Newman, Lake City, Fl.; Jon M. Hackathord, Clarksville, Tn., and Asa Shane Loftis, Paragould, Ar. Benny Pivonka has been appointed mgr. of Advantage Window Center, Lexington, Ky., a division of Stratton Lumber Co.. Nicholasville. Kv. Circle No. 1 16 on p. 38

Jurue2001 BunuxcPnonucrsDrcnsr

on news Lumbermen's Association of Texas honored Debbie Burns, Simms Moore Bush, as Lumberman of the Year and JoAnn Gillebaard. Holland Southwest International, as Associate of the Year during its annual convention and buying show April 19-21 in San Antonio (see photo coverage on p. I 4- I 5). Ray Deering, Fort Worth Lumber, was elected president; Mitja Peterman, AL&M Building Materials, lst v.p.; Kyle McCarley, Paris Lumber & Building Center, 2nd v.p.; Gary Weaver, TimberTech, associate v.p.; Steve Henen, Harris

Lumber & Hardware, treasurer; Cally Coleman Fromme, Zarsky Lumber, secretary; Harlan Myers, John E. Quarles, sgt.-at-arms, and Bob Burns, West End Lumber, immediate past president. They are joined on the executive committee by Al Cron,

Boise Cascade; Walter Foxworth, Foxworth-Galbraith Lumber; Don DeGroot, R.E. Sweeney; Craig Blum, Woodson; John Henkle, Zapata Ace Hardware; Greg Pannell, McCoy's; Ray Sale, Homeowners & Builders Supply, and Don Smith, Jr., Bowman Lumber.

Florida Building Material Association will hold several Woodsource seminars for builders, designers, architects and other construction professsionals Aug. 17, the last day

of its three-day convention and trade show at the Marriott Orlando World Center.

Oklahoma Lumbermens Association stages its annual summer Expo and golf outing Jluly 27-29 at the Lake Texoma Lodge, Texoma, Ok.

Southern Building Material Association, following its June 14-17 summer membership conference in Pinehurst, N.C., will stage its Carolinas-Tennessee-Virginia Leaders Idea Exchange July 12-15 at Kingston Plantation, North Mvrtle Beach. S.C.

Kentucky Lumber & Building Material Dealers Association has booked the entire 2l -hole Quail Chase Golf Club, Louisville, for its July 10 Congleton Cup summer golf outing. A board meeting follows July 11 at the Holiday Inn South, Louisville. Construction Suppliers'Association will hold its summer management conference July 12-15 at Mulberry Inn, Savannah. Ga.

Depot Adding Regional DC ln Texas Home Depot is constructing what is said to be its biggest

distribution center on 40 acres in the Cedar Crossing Industrial Park, Houston, Tx. The $27 million, 755,000-sq. ft. facility will serve the Southwest, providing support to stores in Texas, Louisiana, Mississippi, Arkansas, Oklahoma and New Mexico. The property has 55 miles of rail that interchanges with both Burlington Northern Santa Fe and Union Pacific railroads. The firm, which was considering several Texas cities for the facility. has an option to buy an additional 50 acres to eventually bring its development to about 2 million sq. ft.

Judge Nixes Logging Road Plan

A federal judge in Boise, Id., blocked a ban on building roads in federal forests and called a Bush Administration plan to modify the rule a "Band Aid approach." U.S. District Judge Edward Lodge issued the preliminary injunction in a lawsuit filed by Boise Cascade and the state of Idaho that criticized the Clinton administration for issuing a ban to prohibit road construction and the removal of lumber and oil from 58.5 million acres of forest land. The Bush administration had said it would allow the Clinton plan to stand, for now, but also would modify the rule to allow local input so changes could be made on a forest-by-forest basis. Environmentalists and Democrats criticized the action as a tactic to weaken the original rule and appease timber, mining and oil interests. Judge Lodge said the Forest Service process used to

develop the Clinton rules was "grossly inadequate" and failed to give the public enough time to respond. He labeled the plan a "serious" risk to the health of U.S. forests, as it prevents the Forest Service from considering alternative methods of managing U.S. land.

Tap The Noise Control Market Sales of soundproofing insulation would go through the roof just by homebuilders making the upgrades available to home buyers, according to a new study by Johns Manville. A third of recent home buyers said they would have made different decisions about sound control if they had been given more information. Fully 85Vo of homeowners surveyed are at least "somewhat bothered" and nearly half "very bothered" by unwelcome sounds penetrating through walls, ceilings, floors, from noisy appliances, water pipes or the like. Yet, 50Vo of consumers claimed never to have thought about sound control before. "Our research demonstrates the residential consumer market for sound control is untapped, and builders could create consumer interest and demand by simply offering sound control upgrades," said JM research engineer Larry Gelin. Among l77o of consumers who were offered sound control upgrades, 707o bought them. Circle No. 128 on p. 38

Burr-orNc Pnooucrs Drcnsr JUNE 2001

Scotty's Returns To lts Roots

units will carry more hardware than

Scotty's Inc., Winter Haven, Fl., is nearly finished converting 70 Bargain Outlet units back into pure hardware

ever before, company president and c.e.o. Tom Morris said while there is enough population in larger cities to

stores. The chain will retain l5 Bargain Outlets, all in larger cities such as Tampa and Orlando, Fl.

Just l5 months old, the Bargain Outlet format entailed converting many of Scotty's hardware units into a

support the Bargain Outlet format, that

is not the case in smaller markets where there is less foot traffic.

"Customers just kept saying, 'l don't like you putting in the other stuff, I come here for my electrical and

five-stores-in-one concept featuring hardware, home decor, flooring, dollar

plumbing,"' he lamented.

store. and factory closeout items.

Best, which should enable Scotty's to lower its wholesale buying costs.

After noting that the revamped

The chain recently joined Do it

Worker Killed At Plywood Mill A worker at the Boise Cascade, Florien, La., plywood mill reportedly was crushed to death during an earlymorning accident April 5. Victor Culbertson, 51, was said to have sustained fatal rib injuries while

working alone at a conveyor belt at 6 a.m., one hour into his shift.

Apparently, Culbertson was attempting to move a load of wood scraps with a l2-ft. aluminum pole, when he allegedly leaned forward and became wedged between a pulley and the belt, crushing his ribs in the process.

Talpx & Crow's Fly Together Talpx Inc. and the management

enterprise seamlessly from their desk-

top," said George Frankfort, Talpx

Treated Wood Mandate Out

team from Crow's have acquired C.C.

c.e.o.

The Louisiana House Agriculture Committee has removed a provision from a proposed new law that would

Crow Publications, Inc., Portland, Or., reportedly the industry's oldest price reporting service. Under the agreement, S0-year-old Crow's will continue to operate inde-

pendently, but will now have an Internet presence that will expand their distribution and readership.

"This partnership with Crow's brings us one-step closer to delivering the dream of e-commerce the ability of our members to manage their

"We are pleased to have joined forces with an industry stalwart like Crow's," said president Jim Olmedo. "Of the many content providers in our

industry, Crow's has embraced Internet technology and shares our vision of e-commerce. Anchored by electronic trading and authoritative industry information, we will launch a suite of electronic services to deliver the e-marketplace of the future in our industry."

have required the use of treated wood in all new home constriction. Designed to help combat Formosan

termite infestations in the state, the revised declaration focuses on educating homeowners on how to detect and destroy the pest and authorizes the state Agriculture Commission to regulate the transport of infested wood. Next up is a vote in the House.

WE OFFER A SOURCE OF SUPPLY OF

YELLOW CYPRESS AS GOOD AS THE BEST BETTER THAN THE REST Selects * #2 Common * Pecky * Dimension * Rough * Resawn x S4S x SIS2E * Siding x T&G & V-Joint x

Bevel Siding * Fencing *. Paneling * Moulding * Decking

Custom orders in quantities, sizes & pattems to your specifications

Mixed orders orcypnlss & HARDwOODS Surfaced, Rough or Straight-line ripped

lf you want ,o J.0", by the job, Fax us your specifications Over 700,000'of lqono Inventory

If you want to get what you pay for,

THEN IT IS TIME TO TRY US!

WnsoN LunngHR Co., rNC. Box820526, Memphis, TN 38182

o07l 274-6887 * FAX 90I-274-6850 www.CypressUSA.com

* wlumber@CypressUSA.com

Circle No. 1 18 on p. 38 Circle No. 1 17 on p. 38

JUNE

2001 Burr,orNc Pnopucrs Drcnsr

roducts l/8" standard hex and l-ll8" air tool

steel bits and operates on a I l5/l2}-

volt, AC/DC electrical outlet or a 2,500-watt portable alternator. Circle No. 605

Special Delivery Two new forklifts featuring threewheel-drive for transporting lumber and other building materials are now

available from Princeton Delivery Systems.

Land Of The Giants

Load-bearing columns made of durable, fiberglass-reinforced polymers for buildings of two or more stories are new from l.S0O.Columns. Fluted Colossal Columns are 14"-

21" in diameter and up to 22" in

The capitals interlock with the column shaft to firmly attach to the column, making the product stronger and more structurally sound. The look of the columns is said to resemble that of the large temples of Ancient Rome.

height.

Circle No. 601

Bug Off! Disp.osable, non-polsonous

10"x2-l/2"

insect strips for trapping crawl-

ing, hopping, jumping and slithering

Kneed You Ask? Knee pads with a pressure dispers-

ing design that is said to help d-i-yers and gardeners minimize the pain and damage of working on their knees are new from Fluid Forms, Inc. Patella Bead's chambered construction reportedly allows unrestricted airflow to keep knees cool and dry.

insects are new from J.T. Eaton.

Past Catchers come four to

$',,.^r* ,._.,:.?A.-

a trap and are said to be especially effective

against hobo spiders, which

are prone to

Circle No. 604

Brute Force Bosch Power Tools has a new 15-

amp hammer that delivers 1,400 blows per minute for concrete demolition, digging in hard clay or frozen

ground, asphalt removal or cutting channels in concrete or masonry.

invade homes.

Brute Breaker accepts standard l-

Model E2-3V has a 5,000-lb. capacity, an ll.5'lift height and reportedly can transport long loads, such as lumber, siding and drywall, through narrow openings. A heavy-duty unit with a 5,000-lb.

load capacity, the D50 has a 7' lift height and a 4-cylinder, 60-hp engine, said to be the highest in the industry. Both units meet or exceed ANSI B56.6 requirements. Circle No. 606

New Size For Hardwood Oil Performance Coatines Inc. now offers its hardwood oil finish in quart sizes.

Circle No. 602

Formulated for oak, mahogany, Ipe, Pau Lope, Ironwood and other

Head Games A carbide insert surfacing head with a heavy-duty aluminum body is new from Charles G.G. Schmidt &

hardwoods, the finish can be used on outdoor tables, benches and chairs to protect wood from the inside out. The product is said to provide 997o UV protection and help prevent darkening and discoloration.

Co., Inc.

Said to offer noticeable noise reduction, SCHure Cut fits moulders

The company's premium wood

with 1-l/2". 40 mm. l-13/16" or 2l/8" spindles.

cleaner also now comes in quart con-

Circle No. 603

Circle No. 607

tainers.

Burr,orNc Pnooucrs Dtcesr Jur.re 2001

Thermoplastic Decking

stumps without ever leaving the

A thermoplastic material that is

machine.

said to look and feel like professional-

The Grapple Fork f'eatures four oscillating teeth and a large open-

ly finished, high-grade wood is new from McFarland Cascade.

ing apparatus that is said to be able

to accommodate loads un to 1.200 lbs. and as large as 27 railroad ties. The Buck Fork has five tubular 40" steel teeth and can be used for

handling loose material such as trees, concrete slabs, manure or hay.

Optional protective guards are available for all attachments to shield both the machine and its operator. Circle N0.612

Attach This! Ewood combines the flexibility and durability of plastic with the warm look and feel of natural wood.

The product reportedly resists harsh weather, water, insects and rot. Circle No. 608

New Laminate Design

Wilsonart International, Inc. has

introduced a new product that resembles solid surface, but is made from high-pressure laminate.

Second Look has introduced several attachments that can con-

vert any minimum 40-hp/3-4 ton

skid loader or lractor into a multi-functional unit.

The Bad Boy tree saw is a front-load attachment with an 8foot arm that reportedly brings

down trees of any size and makes its cuts flush to the

ground. The saw's high-carbon steel teeth are said to cut without binding and an optional threegallon spraying attachment can

be used for treating sawed

than one minute is new from Enecon Corp. Enecrete WP is a cementitous, sin-

gle component product for stopping

leaks, patching defective masonry and grouting bolts and anchors. Circle N0.613

struction; 3/4" versions are l5-ply and 1-l14" models are 23-ply. The Portland, Or.-based firm also

produces laminate, engineered and solid wood flooring products. Circle No. 611

Premium Plywood Panel Columbia Forest Products has introduced a Forest Stewardship Council-certified premium plywood panel with a domestic hardwood face Mystique comes in l0 patterns,

on ony New Producl is ovoiloble by circling the

including a range of natural hues. corresponding Reoder Service

Circle No. 609

number opposite the inside

A Wrenching Decasion A | -3l8" bolt capacity impact wrench with inside and outside triegers is available in l" square driie

bock cover ond sending the

form to New Products Editor,

and #5 spline drive from ATP.

The tool is for heavy duty bolting and MRO applications lnd has 2,800 lbs. of ultimate torque. Circle N0.610

PullThe Plug On Leaks

A polymer-based material that is

said to plug leaks in concrete and other mineral-based substrates in less

FAX to 949-852-0231,

by E-moil to ddelvol@ioc.net,

and a multi-layered core made of 607o Polish birch and40Vo alder. Bonded with Type II interior glue,

Europly 4'x8' panels come in any combination of decorative hardwood face and back veneer. The l/2" panels have nine-ply conJUNE

-T

by moil to 4500 Compus Dr., Suite 480, Newport Beoch,

C0.92660, or by colling

(949) 852-r e90

2001 Burr,orNc PRoDUcrs Drcnsr

The Masked Avenger

Stand Tall

A hand-held applicator that is said to precisely place masking tape on almost any trimmed surface to pre-

for interior and exteri-

Fiberglass columns

or applications are

now available from Superior Aluminum

vent paint from contacting those areas is new from Geo Mask. Inc.

Products.

Ranging from 8' to

l4' tall, the columns come in round, square and fluted styles.

Several decorative

caps and bases are

Scraping By In Comfort Wood scrapers with soft Santoprene rubber-encased handles that are said to end the user problem of sore, blistered or reddened hands are available from Allway Tools. Three blade sizes are available: 2-

Smart Masker masks doors, windows, baseboards and cabinets in preparation for painti ng.

112",l-l/2" and I ".

Wall Flower A wall fixture for public staircases and corridors that is illuminated by an energy efficient l8-watt long life, Ushaped compact fluorescent lamp is new from Lexo Com. Scala's faceplate and louvers are made of metal.

1,... ;1. Pad Timing

A lightweight, flexible fiber

cement pad that can be placed under

outdoor ornamental clay or other

Circle No. 616

Manufacturing Co. Configurations include swivel long eye, swivel eye bolt, swivel decoy, round eye and square loop types.

portable fireplaces, fryers, smokers and charcoal or gas barbecue grills to protect deck and patio surfaces from stains, sparks and debris is available from DiversiTech. Grill Pads have a slip-resistant, textured surface and are earth-brown in color to blend with most woods. The pads come in 30" rounds that weigh 7 lbs. and 3O"x42" rectangles and ovals that weigh l2lbs.

Circle No. 617

Circle N0.619

Snap To lt

Circle No. 614

also available Circle N0.618

Snaps in a variety of materials and

finishes, including rust proof metal, malleable iron, solid bronze, dropforsed stainless steel and steel wire

ar{ available from

Circle No. 615

Baron

Cedar Creek

your siding source !

o Airport Runway/Parking Lot

Golf Course Storm Drains o lndustrial Waste Water Applications

. Con"tru"led W"tl"nd" o Landfill ABTCO

Djll3g"_

o Sewer Sludge Compost Pipe

Lp smarrsaranr @tgm:,ll*ig We stock several brands and types of sidings-hardboard, cement fiber, tr?\ engineered, and real wood.

\-qrar' creek, Inc. \w /a^r^*

&,aKB

Ok.

Oklahoma City. Ok.,-, Springlield. Mo. ,-., Kansas City. Mo. I-800-621-261 I t-800-375-789t l-800-299-9870" l-800-379-6025 Tulsa.

I Reloads Omaha, Neb. Dallas, Tx. I St. Louis, Mo. I

O Distribution Centers Little Rock, Ar. I

Circle No. 1 19 on p. 38

BurlorNc Pnooucts Dtcesr Juue 2001

Crumpler Plastic Pipc, IIrc. Post Office Box 2068

Roseboro, NC 28382 Forthe B*t Quality and *rvie Cail

800-334-5f,71 FAX 9lo-525-5aol

WEB SITE: www.cPP.PiPe.com Circle No. 120 on p. 38

uqlres David Kennedy, 61, v.p. and division manager, T.H. Rogers Lumber Co., Edmond, Ok., died Feb. 10. He was a member of the Oklahoma Lumbermen's Association and served as OLA president in 1994.

willing to provide our customers with a wider variety of tools that those outfits don't stock. So that's valuable for

our customers." Milling. the former company president, retired last July and was named

chairman. His successor was his grandson, Jeff, who along with Milling's son has been in the business for several years. Daughter Joanne Milling-Lignugaris, meanwhile, is a

Beryl F. Anthony, Sr., 86, retired president and chairman, Anthony Forest Products Co., El Dorado, Ar., died April 8 in El Dorado. A native of Hopeville, Ar., he was a former director of the Forest

Northside Tool Rental's six stores rent everything from sandblasters to

Farmers of America and was chairman

comprise 807o of its customer base.

of the Arkansas Forestry Commission and the Arkansas Fish & Game Commission.

Upon his retirement, the Fish & Game Commission named a 6,500acre tract near Felsenthal. Ar.. the Beryl Anthony Wildlife Area.

A. Burton Hankins, 70, c.e.o. and chairman, Hankins Lumber Co., Inc.,

Elliott, Ms., died May l1 in Glenwood, Ar.

He served in the U.S. Army and as a chairman of the Southeastern Lumber Manufacturers Association,

board member of the Mississippi Forestry Association and president of the Mississippi Lumber Manufacturers

Association.

An inductee of the Mississippi

Agriculture & Forestry Hall of Fame, he founded Hankins Lumber in 195 l.

l0-year owner-operator of two stores.

tillers and produce an annual revenue of $3 million to $4 million. Builders

Hardwood Plywood Tome Ang Schramm, a Columbia Forest Products, Cuthbert, Ga., product engineer, has drawn upon his decades of

experience in the forest products industry to write a new book on hardwood plywood and veneer manufacturing.

A Hardwood Plywood Manual details the plywood manufacturing process, including sections on product grades and standards, substrates, variations in plywood face appearance and meeting customer expectations. Schramm is a 2O-year employee of

wood I-joists and LVL will increase by, respectively,3OVo, 5O7o and 40Vo over the next five years, during which industry capacity should run at 867o9OVo, after operating at over 9O7o from

1991-2000.

Depot Buys Mexican Chain To enhance its international foothold, Home Depot has purchased Mexico's second-largest home-

improvement chain, four-unit Total Home, from Alfa SA. Financial terms of the all-cash transaction, the first under new c.e.o. Bob Nardelli, were not revealed. With its acquisition of Total Home, whose four locations record about $70 million in sales annually, Depot now operates 79 stores outside of the U.S. and Canada.

Top Housing Growth Markets Naples, Fl., was the fastest growing residential area last year, according to F.W. Dodge. In 2000, the dollar value of residen-

tial construction in Naples increased 467o (incr easin g $3 42 mi llion).

Other Southern cities with double-

digit growth include Fort Worth, Austin and San Marcos, Tx.

Columbia Forest Products and a long-

time member and former president of the Hardwood Plywood & Veneer Association. The book is $29.95 from

CRYSTAT

CTEAR

www.columbiaforestproducts.com.

Treated Lumber Warning Bill Unhappy with the pace of an EPA review, Florida Senator Bill Nelson is submitting legislation to require warning labels on pressure treated wood.

APA Production Outlook

BORATE

U.S. and Canadian structural panel production is expected to decline 2-

Presewatiye

3Vo this year for the first time in a decade, according to the five-year pro-

Pressure keated Wood

sumer warning label on every piece of

duction and market forecast by APA-

CCA treated lumber.

The Engineered Wood Association. The group forecasts housing starts to decline by roughly 54,000 units, to 1.54 million in 2001, while new OSB capacity is projected at 9 billion sq. ft.

. Formosan Termite Protection

Nelson proposes placing a con-

Rental Independent Thriving Amid corporate acquisitions and heavy competition from larger chains, Roy Milling is proud to have kept his

In addition, production of glulam,

. Contains No Arsenic, No Chromium, No Copper

. No Color Change in Wood

46-year-old, six-unit business,

. Air Dried After Tieatment

Northside Tool Rental, Atlanta, Ga., in the black and family-owned.

. Studs, Rafters, Joists,

Milling, 8l, is quick to contrast his firm's long tenure as an independent to that of his competitors in the Atlanta region, many of which have or will be acquired by giants such as Ace Hardware Corp. and Caterpillar, Inc. "I want to keep this store familyrun," he insists. "We may not have as much money as a large national company, but we're definitely much more

Moldings, Plywood, Logs S av

"Business hasn't changed much. I just keep workin' harder and makin' less."

annah Wo o d Pre sew ing C o. 501 Stiles Ave.. Savannah, Georgia 31410

r-800-847-9663

- Grady Rogers,

(912) 236-4875 . Fax 912-236-2338

Tri CounQ Wood Preserving, Corbin Ky.

email . hprrerrv@aol.com

www.borateprese rvatives. com Circle No. 121 on o. 38

JUNE

2001 BUTLDTNG Pnooucrs Drcnsr

literqture Concrete Evidence A set of five 6-p., full-color brochures on the benefits of concrete home construction is $15 per pack of 50 from Portland Cement Association. 5420 Old Orchard Rd., Skokie, Il.60077; (847) 966-6200.

Say Yes To EPS Key performance attributes of expanded polystyrene building products are listed

in a free brochure fiom the EPS Molders Association. (800\ 607 -3'1'72.

Engineered Wood Products A 64-p., full-color brochure on engineered wood products, including l-joists and LVL headers and beams. is available from Roseburg Forest Products, 4-500

Character Test For Cabinets For Emergencies Only Brochures on emergency lights and ground fault circuit interrupters are free from Coleman Cable, 1586 S. Lakeside,

(800) 347-'t260.

full-color brochure from North Carolina

How Sheet lt ls A 100-p., full-color catalog of residen-

State University's Wood Products

Waukegan, Il. 60085; (800) 323-9355.

Extension, (91 9) 5 l5-5579

Everybody Into The Pool

Foaming At The Mouth

A I 28-p. catalog of 63 pool and garden house plans is $19.95 from Manor House Publishing Co., 860 Pennsylvania Blvd.,

A pair of reticulated polyurethane

ments and comparative costs fbr lift and

tial and commercial sheet, floor tile and laminate products is free from Tarkett,

ll39 Lehigh Ave., Whitehall, Pa. 18052; (6r0) 266-5s00.

fbam brochures are free from Crest Foam lndustries. t4l 4t 639-7651.

Paste-Up Artists

Double Hung Jury

Epoxy pastes for repairing fiberglass, PVC. metal. wood. ceramics and other

A brochure on Heritge Easy-Tilt double hung windows is free from Sun

brochure from Eclectic Products Inc..

Feasterville, Pa. 19053; (800) 887-201 l.

Lift Truck Tell-All A l6-p. brochure that lists require-

Riddle By-Pass Rd., Riddle, Or.97469;

Consumer views on character-marked cabinet doors are discussed in a free 4-p.,

Windows. Inc.. (800) 328-l151

reach trucks is free from Drexel

materials are listed in a free color

(800) 693-4667.

Ode To The Commode

Industries. (2 | 5 ) 67 2-2200.

A bulletin on the NexGen toilet tank

fill valve and repair kit is free from

To The Wall An 8-p. fiber cement wall system brochure is free from Nichiha Wall

Dearborn Brass. (440) 322-5005.

Pool Safety Gates

Systems, (866) 424-4421.

A pamphlet on pool safety gates is free from D&D Technologies, (714) 430-l100.

Tips For Selling Tools, etc.

"Sell the Plans that Sell Tools & Materials," a brochure on how to sell

The Gas Lamp District A l6-p., full-color brochure on Nice & Warm vent-free gas heating appliances is free from the Vent-Free Gas Products Alliance, 211I Wilson Blvd. # 600, Arlington, Ya.22201.

tools, hardware and lumber, is fiee fiom

DIY Source, (866) 349-7500.

Organize Supplies lnstantly Organize and protect materials with the heavy duty Trim Rack. lt assembles in less than one minute, with no tools required, to provide a neat working environment and save money by lessening damaged material. Durable 16-gauge, 1-inch tube steel construction and powder coat finish.

INDUSTRIES '1344 Ralph Stephens Rd., Holly Springs, NC 27540 (91 9) 552-6889 . Fax 91 9-557-5097 . kyvs@cs.com

Optional hardware shelf available. Packaged 1 0 sets to a pallet, Trim Racks store conveniently on loading docks or in warehouses. Can be customized with vour company color and logo.

Circle No. 1 15 on p. 38

Burluxc Pnooucrs Drcnsr JuruE 2001

Jurur

2001 Burr,rrrn<; Pnonucrs DrcRsr 33

ttsIstppl

guide Aumm Georgia-Pacific....................(800) 866-1414 (205) 233-0256 Grayson Lumber C0rp.....,..,..,..,.....................1256) 292-3227 Great Southern Wood Preserving ..................(800) 633-7539 Gulf Lumber Co., Inc. ....,..,..,..,.......................(334) 457-6872 .......(334\ 432-2322 McEwen Lumber .......(205\375'6277 McShan Lumber Mead Southern Wood Products..............,..,..,(800) 273-6597 Pacific Forest Products........(800) 730-6330 (205) 682-7550 Stringfellow Lumber Co., Inc.,..,.....................(800) 825-9400 .(800) 541-4825 (2s6) 381-3550 Weyerhaeuser Co

Co Co

ArHrsls Anthony Forest Products Co. .........................(800) 221-2326 Bean Lumber Co., Curt .......(800) 232-2326 18001 482-2352 .,..,..(870) 881-6414 Deltic Timber Hoover Treated Wood Products.....................(800) 832-9663 ........(800) 643-1515 White River Hardwoods..................................(800) 558-01 1 9

Corp. WeyerhaeuserCo.

honor

Building Products ot America .........................(800) 962-1 51 Hoover Treated Wood Products, Inc. .............(904) 258-7818 (800) 327-0630 Lumbermen's Underwritinq Alliance McEwen Lumber Co. (Dekay Beach)..,..,.......(561 ) 276-51 55 (Jacksonville) ...............(904) 783-01 70 McEwen Lumber Co. McEwen Lumber Co. (Orlando)......................(407) 299 4280 McEwen Lumber Co. (Tampa) ,.,....................(813) 248-41 1 1 Pacific Forest Products........(800) 845-0224 (877) 955-9663 Precision Architectural Products, Inc..............(888) 966-3777 Robbins Mfg. (Ft. Myers) ,...(800) 330-2219 (941) 334-2219 Robbins Mfg, (Orlando) ......(800) 432-8858 (407) 293-0321 Robbins Mlg. (Tampa) ........(800) 282-9336 (813) 971-3030 Southeastern Metals Mfg. C0.........................(904) 757-4200 Southern Pine lnspection 8ureau...................(904) 434-261 1 Southern Pine Timber Products.,...................(800) 229-7463 Southern Wire Cloth C0.......(800) 345-6589 (305) 688-2572 Weyerhaeuser BMD (Jacksonville),.,.............(800) 342-5955 {904) 783-2007

Columbus 1umber..,..,.....,...(800) 654-6743 (601) 833-1990 Hankins Inc..........................(888) 837-9286 (662) 837-9286 ......(601) 735-5071 Hood Shuqualak Lumber C0.......................,..,.....,...(601) 793-4528 (601) 362-0019 ..........(800) 748-8919 Southern Lumber Ca. Weyerhaeuser BMD ............(800) 858-0310 (228) 865'1077

Industries.......

Weyerhaeuser BMD (Pompano Beach).........(800) 432-0655 (954) 946-51 1 1

llorrr Grourr BargainBuilder.mm. ......(888) 960-3979

Grorcn

Chadsworth's 1.800.Columns ..,.....................(800) 486-21 18 Chemical Specialties, Inc. .............................,(704) 522-0825 Crumpler Plastic Pipe, Inc.......................,.....,(800) 331-5071 DLH Nordisk, Inc. ......................,..,..,..,...........(800) 688-2882 Epperson Lumber Sa|es...........................,..,..(704) 873-4321 ......(704l,547-5220 Huber Corp,, J.M. McEwen Lumber Co. (High Point).,.....,..,.......(336) 472-1 676 (919) 772-7s50 (Raleigh) McEwen Lumber Co. Smith Millwork, Inc. ........................,..,..,.........(336) 249-8171 Southern Lumber Sales.....................,..,..,..,..,(91 9) 937-8800 Southern Sottware Technology & Research..(910) 484-5518 ,..,..(704) 942-2300 Staubach Co., Superior C0mponents,.,..,..............................(910]. 622-2244 ................(910) 675-8999 Tank Fab Universal Forest Products,....,..,..,..................(704) 855-1600 ......(919) 552-6889 Weyerhaeuser (Charlotte),.,(800) 645-9370 (704) 595-9700 Weyerhaeuser BMD (Greensboro)..,..,..,........(800) 4il8-4423 (336) 605-3240 Williams Lumber Co. of North Carolina, lnc. ..1252) 442-2136

Arauco Wood Products, Inc......,..,..,...............(770) 379-9270 Arch Wood Protection ....................................(770) 801-6600 ......(800) 771-5173 BarkerGroup, ......(706) 678-1 531 Burt Lumber Co. ...,..(800) 995-8627 Georgia Lumber Ge0rgia.Paci|ic.............,......(770) 953-7000 (800) 866-1414 Hoover Treated Wood Products..........,..,.......{800) 832-9663 langboard...........................,(800) 864-3730 (912) 263-8943 lvloultrie Manufacturing Co. ............,...............(800) 841-8674

The... ...... Co.

Osm0se................... Pacific Lumber Co... Rayonier..................

......(770\228-8434

......{770) 993-8939 ......(912) 367-3671 Savannah Wood Preserving(800) 847-9663 (912) 236-4875 (800) 353-0892 \77 0) 569-2244 Sunbelt Material Handling..., Universal Forest Products..............................(912) 985-8066 (Moultrie)..............(229) 985-4009 Universal Forest Products Universal Forest Products (Union City) ,.........(770) 472-3000 (404) 355-5971 Weyerhaeuser C0..,..,..........(800) 282-3370

....

The., Inc. V-lndustries.............

Krrrutrv

Orurom

Glen Oak Lumber & [4illing .,....,.,............. ......(800) 242-8272 ......602\297'8321 McEwen Lumber Weyerhaeuser C0................(800) 752-6032 (502) 368-3331

Cedar Creek Wholesale (Oklahoma City) ......(800) 375-6025 Cedar Creek Wholesale, Inc. (Tulsa) .............(800) 299-9870 ,..,..(91 8) 366-4282 E-Z Splitter Weyerhaeuser C0................(800) 256-4469 (405) 671 -3540

loutsnrl Elder Forest Products..........(800) 256-7197 (318) 625-8141 Elder Lumber Co., Roy 0. ..............,.,..,..,..,..,.(800) 844-061 5 Elder Wood Preserving,.,.....(800) 467-8018 (318) 964-2196 Landry Lumber Sales, Richard.............,.........(31 8) 442-0453 ......,.......,(800) 299-5174 Martin, Roy McElroy Metal, Inc...........,...(888) 562-3576 (318) 747-8045 Southern Gulf Trucking .............................,....(318) 222-8106 Southern Pine Counci1.........,....,.....................(504) 443-4464 .....(318) 255-6258 Willamette

Industries

C0..,..,...

Soun 0roum Cox Wood Preserving C0..................,.....,..,...(800) 476-4401

Diamond Hill Plwood C0...............................(803) 393-2803 (800) 866-1414 (803) 324-8050 Georgia-Pacific McEwen Lumber Co. (Charleston).................(843) 766-5383 McEwen Lumber Co. (Greenville) ..................(864) 277-8865 ..(8oo) 346-8675 (843) 236-9399 New South Inc

f:rrrsrr Epperson Lumber Sa|es.............................,..,(866) 292-1414 l\4cEwen Lumber Co, (Memphis)....................(901) 794-1050 McEwen Lumber Co. (Nashville)..,.....,...........(615) 793-7746 Memphis Hardwood Flooring C0....................(800) 346-3010 Mid-South l\rletal Products ..........,..,..,..,..,..,....(901 ) 854"6855 Weyerhaeuser (Knoxville)....(800) 895-2721 (4231 523-1311 Weyerhaeuser (lvlemphis) ...(800) 238-6773 (901) 363-5693 Weyerhaeuser (Nashville),.,(877) 772-0344 (615) 3i)1-3641 ......(901) 274-6887 Wilson Lumber

Co,.,

Nr<llvs,,".

RIPLEX MS.

SOUTHERN YELLOW PINE

Dry Small Timbers 4x4. 8-16' . 4x6, 8-20 . 6x6, 8-24 S4S or Rough

Dry Rough Special Timbers on Sticks

3x6 - 3x12. 4xS 4xl2 6x6, 26-34ft. . 6x8, 8-34 ft. 8x8, 8-34 ft. . 10x10, 8-34 ft. l2xI2,8-34 ft.

Trxls Advantage Business Compuler Systems.......(800) 991-7283 American Pole & Timber C0.....,..,..,..,..,....,,...(713) 946-7939 American Wood-Preservers' Association.......(817) 326-6300 (281) 449-0206 Booth Lumber Co. .............. Bowie-Sims-Prange Treating C0rp.................(800) 822-8315 Breco Wood Products..........(800) 742-3093 (903) 868-1541 Burk Distribution Center ........,..,.....,.....,.........(800) 580-7748 ...'.1254)741-1727 Capital Lumber ..'.]214)242-6567 CedarSupply ................(281) 485-3261 Columns, Eastex Forest Products .......(800) 533-3176 (281). 442-2591 East Texas Forest products......................,..,.(800) 443.7883 ......(888) 367-6641 ENRoN International Paper.......................,..,..............(21 4) 934-4343 Jackson & Langlord Wholesale lumber.........(800) 333-8418 Jordan Redwood, Lee Roy..(214) 357-7317 (800) 442-3396 ......(713) 939-9177 Labels Lumber Tag Specialties Co. (800) 770-0984 (281 ) 304{771 Mouldings & Millwork Inc.....(800) 423-0868 (915) 886-5741 M W Supply, Inc................,..(972) 623-1 110 (800) 562-3227 ......(800) 999-5099 Simpson Snavely Forest Products.,..............................(214) 342-0199 ......(800) 231-5916 Spyder Superior Shakes of Texas..............................(409) 856-4586 Terry Distributors, Walter.....(713) 227-5369 (800) 633-8235 Weyerhaeuser (Dallas)....,..,(800) 527-3868 (972) 418-8665 Weyerhaeuser (Houston)....,(800) 392-6354 1281], 931 -1722

Co. Inc..... Inc.

.....,................ T0day..,........ Strong-Tie. Inc...............

Unsnn American Wood Preservers Institute..............(800) 356-2974 chesapeake Hardwood Produc1s...................(800) 446-8162 Hoover Treated Wood Products...,..,..,..,........(800) 832-9663 Madison Wood Preservers...,..,..,..,..,.............(540) 948-6801 Rocky Top Wood Preservers, 1nc..,.....,..,.......(540) 483-5241 ......(800) 532-1323 Supreme Weyerhaeuser C0,...............(800) 552-7710 (804) 236-5500

Decking..,.

Circle No. 123 on p.38

Burr-orxc Pnooucrs Dtcnsr JuNr 2001

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 c/o Building Products Digest, 45(X) Campus Dr.,

ified qds Rates: 25 words for $25, additional words 70Q ea. Phone number counts as I word, address as 6. Headline or centered copy, $6 per line. Private box or special border, $6 ea. Column inch rate: $45

PRE-HUNG DOOR PLANT MANAGER: Responsibilities include purchasing components and doors, maintaining Warnock Hersey labels and records, schedule production, general oversee plant and machinery. Fax resume and salary requirements to Martin Co., Fl., 1-561334-4715.

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness l/4 through 23132. Preferred width, 3-l 12, 5-l /2 or

wider. Length 32 ro 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 (888) 576-8723 (LSOURCE).

Ste. 480, Newport Beach, Ca. 92660-1872. Make checks payable to Cutler Publishing. Mail copy to above address, Fax to 949-852-023 1 or call (949) 852-1990. Deadline for copy is the 20th of the month. Payment must accompany copy unless you have established credit with us.

DRY KILN STICKS HONDURAN HEART PINE FLOORING DECKING BOARDS

Autumn View I

t"ft $17'7L5

Interamerican Wood Products has available

Bulld ltYouef And Sarellt 1qm0Sts6, Bolt TogedsAll S-bd Bulldings & Ho|B. Call Today Fq A Pde Clu& And BrcchuE

for sale hardwood dry kiln sticks from

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4oo.643.555s geb u t ldtngs.

h erita

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corn

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MAPLE PANEL CLOSEOUT SPECIAL. ll4"x4x8 S2S. MDF Core. Toll free (888) 8002232, Fax 503-244-0589, email: askfred@ productscorp.com, www.productscorp.com.

REMANUFACTURING SPECIALIST. center match on 1", 2", 3"and 4" lumber. Other patterns including flooring, ceiling, log siding

and more. Custom CCA treating. Custom KDAT. We manufacture Southern Yellow Pine lx4 and lx6 S4S and patterns. Call Billy Ryals, Laurel Lumber Co., Laurel, Ms., (601) 6497 696: F ax 60 | -428- | 21 4.

COMPLETE REMAN and Fingerjoint plant for sale in Waco, Texas. 7 acres of land served

by MP Railroad. Lumber storage sheds, dry kiln, priming line. All equipment to manufacture door jambs. Call Scotty Aston at (972) 494-25 | 6 or Bob Crandall at (254\'1 99 -499 1.

Buy Or Sell Excess Building Materials With Efficiency, Security And Optimal Pricing [And Make $lOOl

HARDWOOD LUMBER AND FLOORING Manufacturer, from Ash to Zebrawood. LTL & TL's, millwork. Little River Hardwoods, (865)

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546-2226.

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ThnOnlilw MalarlamFor Excrrs fuiWinaMatoiak

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*Offer ends

June 30, 2001. Seller's buying credit valid through july 3,1, 2001. Limit one credit per buyer/seller

BargainBuilder.com also feafu rcs an experienced, industy.connecd sales team to assist buyers and sellerc. Log on today for free, simple registration or call us toll-free at I -888-960-3979 for more details.

Circle No. 124 on D. 38

JuNe

2001

BurlorNc Pnooucrs Drcpsr

salers mark history l.

\ A.

I\TORTH American Wholesale Lumber Association

I \ members marched to Colonial Williamsburg, Va., for the group's 109th annual meeting. During the May 6-8 conclave, outgoing chairman Jim Epperson, Jr., Epperson Lumber Sales, passed the gavel to his successor, Doyal Marks, Marks Forest Products.

Also welcomed were new lst vice chairman Robert Owens, Owens Forest Products; 2nd vice chairman Tom Tomjack, North Pacific Group, and secretary/treasurer Roy Carroll, Peter Angus Forest Products. First-year directors are Parker Butterfield, International Forest Products, and Tom Deegan, Jr., Lumbermen Associates, Inc. C.E. "Buddy" Klumb, Klumb Lumber Co., received the Mulrooney Award.

Burr,orNc Pnooucrs Drcnsr Jur.rr 2001

MEETING (1) attendees were processionally "fifed and drummed' through Colonial Williamsburg. (2) Danen Plested, Alan Oakes. (3) Bob Edwaids, Jim Stuckey. (a) Jay'Rbss, Bill Griffith. (5) T.J. Tomjack, Ted Roberts. (6) Kevin & Jessica Brennan. (7) Pam Baker, John Cligny. (8) Craig & Sandy Broady. (9) Jim Livermore, Clayton Barns. (10) Lou Claudia & Tom Westbrook, Ben Chance, Jacques Vaillancourt. Stephens. (12) Steve Killgore, Tom Kohlmeir, Scott Elston, John Lefors. (13) Art Parker, Rosie Bennett. (14) Manfred Rullman, Margot & Fred Churchill. (15) Susan & Parker Butterfield. (16) Nick & Cathy Georgelis. (17) Nancy Schmitt, Alison & Brad Johansen. (18)Tom Rice, E.J. Langley, Steve Bountree. (19) Don & Sue Fisher. (20) Elaine & Jon Friesen. (21) Steve Boyd, Sally Stuckey, Doyal & Margie Marks

(ll)

(More photos on next page)

The llOth annual meeting is set for June l0-12,2002,at the Broadmoor Resort & Spa, Colorado Springs, Co.

\ oc

@ TOP HONORS (continued from previous page): (1) Jeny Gustafson, Mulrooney Award recipient Buddy Klumb. (2) Stephanie Gomon, Stephen & Peggy Snavely. (3) John Givens, Chris Lynch, Robert Reid. (4) Bart & Lisa Swan. (5) John Barber, John Brill. (6) Michael Johnson, Len Williams. (7) Alain Chalifour, Alain Dubois. (8) Mike O'Halloran, Jim Stenett. (9) Larry Darkangelo. (10)Chris Grover, Jim Brown. (11) Eric Churchill, Dennis Connelly, Joe Galvin Jr. (12) Bob Monahan, Brian

Carlson. (13) Jeff & Tammy Parnell, Willie Goyne. (14) John Page, Mike Redwine, Glenn Hawley. (15) Pat Diederich, Monte Jensen. (16) Jim Clarke, Monica Hastings, Joe Tardiff. (17) Nick Kent, Jim Epperson Jr. (18) Bob Legg, Gary Broughton. (19) Bob Owens, Jim Duke Jr. (20) Butch Bernhardt, Jim Enright, Keith Managh. (21) Tom Conick, Dennis

Huston. (22) Mike St. John, Wally Hicks. (23) John Davidson, Bill O'Brien. (24) Pat Weaver, John Cooper.

JUNE

-TT

2001 BurlrrNc Pnorucrs Drcnsr 37

index For more information from advertisers, use FAX Response numbers in brackets,

or call (949) 852-1990 or mail to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

Building Products Digest - June 2001 Name (P/ease prinQ Company Address

City

State

Zip (+4)

csr [114]

FAX

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

101 102 103 104 105 106 r07 108 103 I 10 l1l lt2 ll3 114 115 il6 n'l ll8 ll3 120 tzt 122 123 124 125 t26 127 128 123 130

601 602 603 604 605 606 61 1 612 613 614 615 616 621 622 623 624 625 626

American Hardware Manufacturers Association [1 11] ........................20-21 Arauco Wood Products [110]..............19 Arch Wood Protection [101].......Cover I BargainBuilder.com [124]....................35 Bowie Sims Prange U051.......................6 Cedar Creek, Inc. [119]........................30 Cox Wood Preserving [101]........Cover I Crumpler Plastic Pipe, Inc. [120]........30

607 608 609 610 6t't 618 6t9 620 627 628 629 630

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues. tr 1 Year ($18) E 2 Years ($29) E 3 Years ($3e;

A For Southern Retailers and Wholesalers Only (Free) tr Bill Me tl My Check Is Enclosed News or Comments? We welcome your comments on articles, the magazine, or news of your company such as promotions, new hires, expansions or acquisitions (zhis is afree service)l

Diamond Hill Plywood Co. 11281.........26 Elder Forest Products, Inc. [102]..........3

Florida Building Materials

Association... .Cover III Hankins, Inc. [23] ........34 International Paper Co. [113]..............23 Jordan Redwood Lumber Co., Lee Roy t1031

..............

...............3

Louisiana-Pacific Corporation [104] ....5 Lumber Tag Specialties [1 16]..............25 McEwen Lumber Company U061.........7 New Mexico Timber & Yiga 11221..,...33 Northstar Vinyl Producb If09]...........18 Pacific Lumber Company |121..........22 Precision Architectural Products .Cover III Savannah Wood Preserving Company

t1261.............. t1211

..............

.............31

Sound Structures [127].............Cover IV Southern Cypress Manufacturers Association t1081 .............................17 Swan Secure Products lllT I ......,.........27 Traders Market Special Issue...Cover II V Industries t1 151 .................................32 Welco Lumber Company [107].............8 Willamette Industries [127] .....Cover IV

Williams Lumber Company of North Carolina [125] Wilson Lumber Co. [1f8] ..,....,..,..,..,...27

CYPRESS SPECIALTSTS Paneling Siding Ceiling Finish Timbers Decking

Dimension Fencing

Also: Southern Yellow Pine K.D.

wttltAMs IUMBER GoMPANY OF N.G., tNC. p.o. Drawer 41e8, carotina 27803 ?iftffl;ll",rn 12521 442-21 36

38 Burr-rrNc Pnooucrs DrcBsr Jur.rE 2001

Circle No. 125

PRECISION ARC HITECTT]RAL PRODT]CTS. THE ANTIDOTE TO ORDINARY.

ffi

,dfrm",

#fi 't'.H

.lilil 1ilil;.

*ilil1ilr: -*qlw ENrnYARTrrr

Doon

Gn eNoPoRTE

Doons

Svstrnas

Precision

CuStou

MoULDTNG

architectural

IrraCRESTrt

DooRs

Products

Toll Free: (888)966 3777 . Fax: (727)536-0753 .7233 1 23rd Circle N,, Largo, FL 33733

Circle No. 126 on p. 38

EXHIBITORS.Reserve Your Booth Space NOW for the

Hundreds of retail dealers, their sales, purchasing and operations

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Great speakers and entertainment including lre Corso, ESPN Sports Commentator and Katherine Harris, Florida Secretary of State.

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