Building Products Digest - July 1983

Selllng tothc wEsr2

Plus Alaska and Hawaii

lf you sell into the West, or any part of it, we can help you get across yourmessage.

The Merchant Magazine covers all 13 Western states. Founded in 1922, it has been the listened to voice of the industry in the West for more than six decades. Our longevity also proves we can get an advertiser's message to the important trade factors better than any other medium. And at the right price.

Our paid circulation is nearly 5,000; a remarkable vote of confidence as these industry influentials also receive at least four or five free magazines monthly. The Merchant's paid circulation tells you

clearly which magazine Westemers red.

The Merchant's unique blend of news, merchandising and marketing information, salted with personal news and notes and seasoned to the Westemers' taste reaches an audience of home centers, home improvement centers and lumber dealers as well as the wholesalers, distributors and jobbers that back them up. The Merchant, incidentally, is the sister publication of Building Products Digest.

You can count on reaching the market in the West through The Merchant Magazine. Call today, you'll be glad you did.

Energy-saving products are hot stuff. Home security is locking up profits. Home remodeling is hammering away at new sales records. And the Entergy Entry System by Ceco is the one product that helps you grow with all three of these market trends. Here's how:

tr Systems for new construction and replacement retrofit

! R 12.86 insulation rating

tr 24-gauge steel security

n Steel frame for reolacement retrofit enhances security-fits into rabbet ol existing door frame

n Magnetic or compression weatherstrio

! Threshold options: stationary, adjustable, aluminum, oak, thermal-break

! Fixed or adjustable door bottom seal

More door sizes than most other suppliers-so you reach more of the market

Choose from two displaysDeluxe Full-Size and Counter-Top

For more details onyow next door to protit, contact the distributor in your area

Publbhcr David Cutler

Editor Juanita Lowet

Contribuflnt Edton

Dwight Curran. Gage McKinney

Ari Dircctor Martha Emery

Strff Artist Carole Shinn

(Ircdrdol Kclly Kcn&iorski

Buitding Prodwts Digest is published monthly at 45m Campus Dr., Suite 480, Newport Beach, Ca.92ffi, phone (714) 549-E393 by Cutlcr Publishing, lnc. Advertising ratcs upon request.

AIIYERTISING OTTICES

FROM TllE NOffiHEAST: q)ot ct Grylc Erlrt, 35-7tA l59th St., Flushing, N.Y. ll3Jt. Cdl (212) ,145-t063.

FROM ANXANSASi & Of,I,AHOMA: contact Tlnolly f. Ndsr' Markaing Communications, lnc., 5ll5 S. Vandalia, suite E, Tulsa, Ok. 74135. Cdl (9lE) 496{77?.

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Millikan ls President Of IHPA

Jack W. Millikan, joint owner of Lane Stanton Vance Lumber Co., in City of Industry, Ca., is the new president ofthe International Hardwood Products Association {rHPA).

For the past 35 years, he has been actively involved in the hardwood lumber industry and during the past l2 years, his company has been active in imported lumber species, particularly Philippine mahogany and teak.

Millikan is president of Custom Mills, Inc., the largest custom milling operation in Los Angeles. He has served as president of the Pacific Coast Hardwood Lumber Dealers Association. and is a member of the National Hardwood Lumber Association. He is a retired captain in the Intelligence Division of the U.S. Naval Reserve.

The International Hardwood Products Association, headquartered in Alexandria, Va., represents some 250 companies throughout the world. The principal activity of a majority of member companies is the export and import of tropical forest products.

Southern Housing Prices Low

Median sales price of new houses in 1982 in the South was $66,100, Iower than any other region in the nation, according to the Census Bureau and the National Association of Realtors.

Existing homes maintained a median sales price of $67,100, slightly below the national median sales price, but higher than other areas with the exception of the West.

Transbulk Distrib rtion Center and the Norfolk Southr rn rail intermodal terminal.

Donald Jessie, v p. of Transbulk, Inc., says "Our n:w generation of lumber distribut on centers is unique to reload I enters: we are a freight forwarder I f bulk materials, with an ICC pern it to handle any commodity in bulk." Their location provides access to rail, truck or water transport systems.

The firm, which is a subsidiary of North American Car Corp., expects

to open another reload center in Texas in the third quarter of this year and a third in the Southeast early in 1984.

The Norfolk Southern's Landers Yard dispatches four dedicated intermodal (truck trailers and containers on rail flatcars) trains each day to Atlanta, Jacksonville, Miami and other Southeastern points over both Norfolk and Western and Southern Railway lines. The new yard is the northern anchor of Norfolk Southern's new Mid-South Corridor.

\lhrehou.se inTexas! Little

With Willamette building products to go.

Right smack dab in the middle of Dallas and Fort lforthdeep in the heart of Grand Prairie, at 1200 \07est N. Carrier Pky. , to be exact1rys'ys sot the biggest little warehouse in txas. And we'rJjust waiting to fill your orders for top quality sheathing as well as studs.

!7e do all the warehousing for youso all you have to do is give us a call and give us your specs. Thenwhether it's a few units or a truckload - we'll have the goods on our dock ready and waiting for your prompt pick.up.

So when you're ready to save time and money - you're ready for the biggest little warehouse in Gxas! Phone us today at3l8.Z55-6258.

Willamette Industries. Inc. Lumber and Plywood Sales Division PO. Drawer 1100 Ruston, Louisiana 71270

Two New Reload Centers

Efficient, cost effective shipment of lumber and wood products for both producers and consumers in the South has been aided by the opening of two Chicago, Il., facilities, the

DAVID CUTLER publisher

Shut it off, turn it down, close it

rl!URNING OFF unnecessary lights, lowering I a thermostat a few degrees and closing a door to save heat or air conditioning are acts that will save a few dollars, but only a few. What is important is that when these things are done by the boss it sends a message through the entire organization that watching costs is important. Unfortunately, too few top people take the few minutes to make the gesture.

While companies cannot save their way to prosperity through economy measures, they can use them to survive. The number of firms surviving today is living proof that saving pennies can be an important factor in continuing a corporate existence. Yet as times get better we wonder how many company leaders will continue to take the variety of measures available to hold down costs.

As the black ink reappears on the balance sheet it is only human nature to relax and put the penny pinching economy moves on hold. Yet, at this juncture no one knows for sure that the upsurge in business will continue. Who can be sure that the federal government won't take measures that will drive up the interest rates?

But whatever happens, make sure everyone in your organization realizes that economy of operation is not a sometime thing. Whether business is good, bad or indifferent, saving the few dollars on small things is important. Savings can be found throughout any organization. As the top executive, exercise your responsibility and communicate to all concerned by deeds as well as words your interest in saving every penny possible. Every penny.

Housing Market Coming to Lile

A strong housing recovery was projected for the next 18 months by panelists at the semi-annual economic forecast conference of the National Association of Home Builders although they see a danger of the industry falling back into recession after 1984 if the projected $200 billion federal deficit is not reduced.

Timothy Howard, v.p. and chief economist, Federal National Mortgage Association, predicted that interest rates on 30 year, fixed rate mortgages would average l2Vz to l2%o/o in 1983 and perhaps a half point lower in '84. He foresees housing starts of 1.55 million this year and 1.6 to 1.7 million in 1984.

Leonard Santow, partner, Griggs and Santow, Inc., predicted a real GNP growth of about 490 this year with a possibility of interest rates bottoming out at I l-ll%s/0. He predicted housing starts of about 1.6 million rising to 1.8 to 1.9 million in 1984.

Kenneth Kerin, v.p., economics and research div., National Association of Realtors, feels that home

buyers have become increasingly value conscious. He expects many first time buyers to move into new townhouses, condominiums and units that have been scaled down for affordability rather than buy resale properties. Thomas Harter, senior staff v.p., Mortgage Bankers Asso- ciation, disagreed with this philosophy, predicting a revived move-up housing market.

SFPA Told Change Can Help

Trends and transformations of the future were stressed by Leon Martel, keynote speaker at the Southern Forest Products Association's midyear meeting in New Orleans.

"Those who succeed in the future will not be those who avoid change, but those who use it, who make change their partner," he told delegates. "A future by design, rather than a future by default," is possible, he said, for those who understand the trends and transformations that shape the future.

The post-industrial era has resulted in a shift from energy to in-

formation, placing a premium on information-handling skills. Today's white collar, blue collar distinction will be transformed into the information rich and the information poor, he explained.

Continuing, he observed that the population bomb has been defused and that economic growth rates will also slow, but discretionary income for wants will continue to rise because the price of needs will fall still further. He links this to a steady rise in expectations with people seeing what other people have and wanting it for themselves.

Martel predicts that future residences will be even more central to lifestyle, that homes will be smaller with more luxuries, housing demand will slow and then stabilize. He predicts 1.65 million housing starts this year.

On the business side, the board of directors elected Dwight Harrigan of Harrigan Lumber Co., Inc., Monroeville, Al., to fill an unexpired term on the executive committee as director at large. J.R. Cook was named to represent TMA Forest Products on the board.

G-P's on the right track

building products. pulp. PaPer. packaging and chemicals.

tion still is asked, occasionally, by someone unfamiliar with the scoPe of G-P, one of the world's major manufacturers and wholesalers of

But Georgia-Pacific is big in railroading and getting bigger. The company owns three railroads, all called "short lines" due to their limited

lrackage: California Western Railroad based at Fort Bragg, Ca.: Fordyce and Princeton Railroad Co.located at Fordyce. Ar.: and the Ashley. Drew and Northern Railway, far and awaY the largest,

SNAKING through the woods of Arkansas, this Georgia-Paclfic train is representative ol the 11 lotomotives operating on two short

lines between Crossett and Monticello anci Fordyce and Crossett. The company operates'lwo railroads in the area. the Ashley.

Drew and Northern Railway and the Fordyce and Princeton Railroad Co.

t r G,?:,::i't;1f,9''il!; ".ll

operating out of Crossett, Ar.

The AD&N, chartered in 1912, became part of G-P in 1963 with the acquisition of Crossett Lumber Co. Operating with the motto of "Serving Southern Forests," the AD&N owns 4l miles of main line track between Crossett and Monticello. Ar. The line also operates on another l2 miles of rail yard and industrial trackage around the Crossett manufacturing complex.

Crossett's finished products, including kraft paper, tissue products, paper bags, container board, lumber, plywood and tall oil, are hauled by AD&N the 4l miles to Monticello to connect with lines of other railroads for delivery to markets around the country.

On the return trip to Crossett, AD&N trains haul pulpwood, plywood peeler logs, wood chips and other raw materials for the production plants.

The "All Day and Night," as the AD&N is nicknamed, operates eight diesel-electric locomotives and leases or owns some 2,200 freight cars. About 2,000 of those rail cars are on interchange service all around the country, specially designed to serve

Story at a Glance

Railroading is not play for Georgia-Pacific.. short lines haul raw materials and fin. ished products . serve sur. rounding communltles rolling stock Increaslng.

G-P plants and customers. This compares to just 400 cars in service seven years ago.

AD&N president Russell Tedder credits this expansion to G-p's deepening presence in the Crossett area, dictated by the need to ensure a full supply of rolling stock to transport local mill products.

For example, G-P specified 52'6" boxcars instead of the standard 50'6" cars. The reason? The larger cars permit shipment of up to 39 units of 4'x8' plywood, three more than usual. The company provides sevendays-a-week 24 hours-a-day switch-

ing service to both company facilities and other customers.

As a result of these improvemenls, AD&N employment has risen lo about 75 employees in the Crossen area.

G-P's Fordyce and Princeton Railroad, formed in 1890. was established to run the 20 miles between the two central Arkansas cities. transporting logs and supplies from logging camps along the line. Although hundreds of spur lines were laid inlo the woods around Fordyce, the longrange plan to reach Princeton was never fulfilled.

Bul two years ago the Fordyce and Princelon acquired 52 mites of roadbed and operating rights between Fordyce and Whitlow Junction, Ar., from the trustee of the bankrupt Chicago Rock Island and Pacific Railway Co. Reactivation of the 57-mile Fordyce-Crossert rail link enables G-P to move raw materials to its Crossett forest products complex and to provide freight service to a number of south Arkansas communities, supported by three locomoties and 300 freight cars.

The railroad part of CeorgiaPacific is very much alive.

How you can save on delivery costs

Costs have been spotlighted recently as dealers pare expenses to moximize profits, but one expense often not considered is the cost of deliverY.

Considered essential, the outgo is underrated by many. Wally Lynch' president of Builderc Express in Dallas, Tx., thinks this is wrong.

Hb interest in delivery cost reduction began in 1976 when the compony he managed become strike bound over driver wages. The firm he now heads provides help in delivery cost reduction through publications, troining Programs, seminors ond workshops as well as consultation, surveys ond system implementotion and troining. Lynch's background in retailing and home center management b reflected in the direction he takes.

The Nationsl Lumber and Building Materiab Deolers Association has commissioned him to do a study on delivery costs. The results will be highlighted in a seminar at their notional convention in October.

To prove his theories, LYnch, while talking with us, offered to onswer any

Story at a Glance

Save dollars on dellvery . idenilly costs . determlne pre-tax proflts . dellverY cost expert answers common queslions.

questions readers might hove on the value of minimizing delivery costs and procedures for instituting cuts. Following ore three of the most often osked questions with his answers. Future issues will carry questions which you submit to us with hb solution to the problem.-ed.

Q: How does a building suPPlY dealer begin the process of increasing profits by reducing delivery costs?

A: Almost without excePtion the first step in the program is to identify delivery costs and set uP the mechanics to ensure the information is ongoing for management. Strangely, in this era of computers and sophisti-

cated management systems, we must invariably identify what is being spent on delivery by our customers. They know and are continually Provided with payroll expense andtaxes, truck and auto expense, dePreciation, insurance, etc. as these expenses apply to the totol activities of their companies. The information they have meets government and I.R.S. requirements. Accountants and accounting departments are comfortable because expense can be lumPed in nice convenient piles, but management does not get the decision making information it needs to effectively direct the delivery activity. The "generality accounts" must be looked into so that the delivery portions can be identified, segregated and totaled. The average dealer should be able to have someone within his organization identify "delivery costs" for the company's last fiscal year with a few hours of effort. Once identified, it should not be difficult to "plan to separate and present it" on the very next, and all succeeding operating statements.

Q: How does knowing "delivery costs" become decision making information for management?

A: In many ways, but most importantly and foremost is profitability of delivered sales. To know deliverY costs you must have separated "delivered sales" from total sales. Delivered costs as a percentage of delivered sales identifies the delivery cost ratio, or the percentage of the delivered sales spent to complete the sale. Most delivered sales are to contractors or commercial accounts which are sold at lower maintained gross margins than to the retail consumer. Thus delivered sales are sold for less gross profit and have the added expense factor of delivery attacking these lower margins. Thus profit on delivered sales should alwaYs be suspect. You can do a rudimentary or a sophisticated P & L on Delivered Sales when you know their cost.

Our company has evaluated onlY a

relatively few of the totd lt,(XX) to 2O,0XX) lumber deders in thecountry, but we have never found one making very much money on delivered sales once delivered costs were identified. Management should not be surPrised if even a rudimentary P & L statement reveals that they are losing money, or barely making anYthing on delivered sales. While delivery costs are part of the reason for small profits, pricing and "order taking" are at least half of the cause for lack of profits. lt is not uncommon for even small lumber yards (under $1,000,000) to have several thousand stock keeping units to price. Too often this tough part of merchandising is computed rather than cdculated as well as being delegated to som@ne without profit accountability. Stick a simple circle drawing compass on a map of Your trading area and draw a 30 mile circle. Check where your deliveries are made. Our experience is that few people sell very much outside of about 2090 of cities or areas in a 30 mile trading area. Order takers cost money and Profits, get them out selling!

(Please turn to page 25)

Questions on delivery costs? Send them to this magazine at 4500 Campus Dr., Suite 480, NewPort Beach, Ca. 9260. WallY LYnch will answer them in future issues. This is your chance to take advantage of his expertise in cutting your delivery costs.

TRUST

People who deal with us nealize they can put thein trust in Amenican International Fonest Products. We build positive customer relationships by insisting that all of our people maintain a peerless standard of integrity. We stand behind oun people and our pnoducts. You can rely on us.

Pnoducts we sell include dimension lumber. and mixed boards of all types, Southenn yellow pine, nedwood, cedar, shakes, shingles and plywood.

Oun commitment to the highest ethics means you can tnust us to pnovide you with the pnoducts you want, the way you want them, at competitive pnices. AMERTCAN

North American wholesalers' 91 st annual

IFHE meeting was like other inI dustry gatherings this Year: a sense that the long awaited turnaround had begun. If not the sweet smell of success, at least a strong feel-

ing that business u'ould continue improving through 1983 into 1984.

Attendance was nearly 550, up sharply from about 400 present at last year's 90th annual meeting of the

FANCY PANTS: (1) Bil Wood George Swindells, Bud Knight. (2) Keilh Lanning, Jim Hackett. John McCracken, Donald Lanskail, Bob Roberts, Karl Lindberg (3) John & Carol Cole, Weyman Maxey (4) John &

Del0res Barrett, Glenn Banks l5) Don Granthan, Pete Niebling (6) Al Slaughter. Dr D0nald Ratalczak. Wilt Livermore (7) Wade Mosby. Curlis Turner, Bruce Keller (8) Peggy Snavely Bil/ & Norma Sheathelm.

Steve Snavely t9t Larry Humphrey. Dave Mrilell r10i Don & Vrrgrnra Prnkerton (11) W lf Lrverrnore Brl N4ercer (12) William Little Drck Garenrre r13t Jim Brshop. Gordon Krng r14r Pal & Lee Pau se Al & Marle Be Bei-nre Kuse

North American $'holesale Lumber Association. This year's meeting uas held at The Broadmoor in Colorado Springs, Co., May 22-25.

Elected new president was E.R.

"Al" Slaughter, board chairman and president of Slaughter Brothers, Inc., Dallas, Tx.; firstv.p. Gordon J. King, president of Hampton Lumber Sales Co., Portland, Or.; second y.p. Glenn L. Banks, chairman and president of Banks Lumber Co., Elkhart, In. Immediate past president is W.E. "Wilf" Livermore.

Among the speakers was economist Dr. Donald Ratajczak who described the economy as strong, inflation as light (at least through the end of this year) with less housing expansion in the last quarter than in the second and third quarters. He foresees 1.62 million housing starts.

He advised corporations to finance internally and to pay less attention to financing and more to operations. He anticipates a 25v/o-30s/o growth in corporate profits, a stable prime lending rate until September and continuing tightness in short term borrowing.

An outstanding panel discussion of current and future forest products conditions was presented by six association executives. Karl Lindberg, Southern Forest Products Association, discussed promotion to residentiallnon-residential markets and to the remodeling segment. He also touched on SFPA's coordination with the Wood Product Promotion Committee, which is an umbrella group devised by a number of wood associations to coordinate their promotion.

Panelist Bob Roberts of the Western Wood Products Association forecast 1.4 million housing starts in 1983 and said that lumber uqage in all markets would be 8490 of normal versus 7490 last year. WWPA uses 1979 as their statistically normal year. Two bright spots in the market are repair/remodeling and nonresidential construction, he said.

Donald Lanskail, president of the Council of Forest Industries of British Columbia (Canada), reviewed Canadian efforts to expand wood markets around the world. noting that the U.S. is their biggest customer with $100 billion in sales last year. He said their market diversification had helped Canada become a better supplier to the U.S. market.

Fellow Canadian J.F. "Jack" McCracken, executive director of the Canadian Lumbermens Association. described the European recession's negative impact on their trade with EEC and East Block countries. He

said that shippers must be consistent, dependable and adapt to local conditions if they expect to gain market share offshore.

. The executive v.p. of the California Redwood Association, Keith Lanning, discussed (l) the wood industry's need for greater coordination in a number of areas, (2) that industry members should be aware of the limitations inherent in promotion and (3) the need for greater participation in promotional and association activities.

Windup panelist James Hackett, representing the American Plywood Association, forecast 18.8 billion square feet of plywood production this year, an increase of about 1590. Noting the increasing role of oriented strandboard, waferboard and other structural panels, he observed that all the panels can find their place in an expanding market if unified promotion does its job. "Performance will finally determine which product the

Sfo4r at a Glance

Gonfidence growing panel discussion on tuture calls for greater coordination, coopera. tion . more sales, protits forecast . . Al Slaughter elected president . next year's convention: White SulphurSprings, W. Va.

market accepts. " He was mildly critical of some recent infighting between panel proponents and-noted that "a tong war between panels isn't the answer."

A number of other activities, events and speakers rounded out the well-attended 9l st annual gathering. Next year it's #92, set for The Greenbrier, White Sulphur Springs, W.V., April25-28, 1984.

NAWLA Honors L.F. Huettl

Louis F. Huettl, sales manager of Winton Sales, Co., Minneapolis, Mn., has been named the 1983 recipient of the John J. Mulrooney Award presented by the North American Wholesale Lumber Association.

After working for Weyerhaeuser and serving in the Navy during World War II, he joined Winton Sales Co. in 1953 as a traveling salesman. In 1954 he was transferred to the Minneapolis office and named general sales manager in 1958.

During his 30 years with the company, he has had an integral role in merchandising new products including those from the first white fir plywood plant which Winton opened in 1959 in California and the longlength finger-jointed dimension manufactured in their Prince George, B.C., operation.

Since the mid '60s, Huettl has served as vice president, marketing, for Winton Sales Co. and as senior vice president, marketing, of the Pas Lumber Co. Ltd. His 40 plus years in the lumber industry have made him one of the deans of the forest products industry. He has been an important factor in developing one of the finest supplier-wholesaler sales policies that exists in the industry to-

day and has been a successful marketer of major new industry products. Huettl has represented his industry as a knowledgeable lumberman whenever called upon to do so and he has been active in community affairs and is an outstanding family man.

His selection for the 1983 John J. Mulrooney Award symbolizes his dedication to the highest standards in the buying and selling of forest products.

The miracle of modern transportation

TJIDEWATER red cypress' a I beautiful and highly durable wood from deep in the Louisiana swamp areas, has not been readilY available to the public for almost 50 years. Now with the development of helicopter harvesting, it has returned to the marketplace.

The tall, stately trees are found only in the deep swamps of the coastal plains of the Southeastern states and along the Gulf of Mexico adjacent to tidewater. After those on the fringes were harvested, the bulk of the trees remained virtually inaccessible to man except for some cutting along river drainage areas, the Mississippi Delta and Carolina tidewaters.

Helicopter harvesting makes it possible to bring the logs out of these

tidelands with a maximum of environmental protection for the surrounding area. After the trees are felled by lumberjacks, the helicopter pilots airlift them to cleared areas where they can be stacked and processed for the trip to the mill. As the

Story at a Glance

Tidewater red cypress emelges from lhe swamp.. helicopter facilitates environmentally sale harYesting ready market for beautiful, durable wood the long trip lrom stump to final sale.

helicopters place them in the receiving area, cranes and huge rubbertired vehicles take on the transporting job.

Louisiana Southern Forest Products, Inc., Opelousas, [-a., pioneered helicopter harvesting in l9E0 in an area about 20 miles north of Thibodaux, La., according to David Williams, president of the company.

At the present time only the Southern Lumber Division of Timber Realization Co. is harvesting by helicopter, also in the Thibodaux region.

Tidewater red cypress is a natural decay resisting wood. The heartwood is classified by the U.S. Department

HIGH FIYING tidewater red cypress (uppor left to lower dght) atter it is felled by a

lumber jack nEkes the trip from remole swamp areas at the end ol a helicopter tow

line. Land carriers transport logs to the mill lor transformation inlo linished wood producls lor the markdplace.

Truck Costs Over Per Mile

A typical tractor-trailer rig cost an average of 82.3¢ per mile to run last year, reports the Hertz Corp. in a recently completed study.

Freight Overcharge Common

Save dollars by keeping a close watch on freight bills which frequently have overcharges according to transportation consultants.

They found that overcharges occur up to 800Jo of the time with most errors caused by hasty calculations.

Common mistakes include errors in billing weight, failure to make up a bill of lading and errors in classification . Also beware of paying for pre-paid shipment and paying the same bill twice.

Truck Costs Outclimb Inflation

Costs of owning and operating a tractor-trailer have increased nearly double the inflation rate in the l ;w t 10 years.

Total operation for the five year life span of a rig costs an estimated $500,000 , based on 100,000 miles per year. Another $200 ,000 is spent on driver compensation and fringe benefits .

Better Than a 1000 Words

Equip your receiving department with an instant camera to photograph damaged shipments for claims. Photograph the problem shipment from several angles, trying to include the truck with the carrier's name or number in the photo

Be Sure About Insurance Co.

The insurance industry could possibly be heading into a period of turmoil and weaker companies could have some trouble meeting claims, so study an insurance company's financial strength before your company buy s from them.

Let 'em Fill 'er Up

Boost employee moral b y allowing them to gas up at cost using the company petroleum pump. It might aid an energy crisis in sluggish personnel.

Federally Frustrated?

If you are frustrated by a problem involving the federal government and don't know which agency or official to contact, try the Roadmap Program first. Write the Commerce Department, Business Liaison Office, Room 5898-C, Washington D.C. 20230 or call (202)

Ways to Prolong Life

Water pumps in trucks wil j last longer if antifreeze is used all year long . Pumps should be only when showing signs of wear, not at ;: predetermmed mileage

Tidewater Red Cypress, a woo d of supreme durability an d beauty, is in plentiful su ppl y in the swa mplands of the southeast. Afavored wood for both interior and exte ri or uses, Tidewater Red Cypress is adaptable to today 's structural designs in home and industry. C.Oastal Lumber, a leadi ng producer of Tidewater Red Cypre ss , offers kiln dried cypress si ding, pan eling, fence boards and de cking with a rustic or resawn face. Tidewater Red Cypress , "the woo d eternal;' is the wood fo r NOW!

C.Oastal Lumb er C.Ompany has a full line of Tid ewater Red Cypress , Hardwood, Southern Yellow Pine, Perma-Treat ® Treated Lum ber, and Plywood products in truckload or carload quantities. For further information co nta ct:

C.Oastal Lumber C.Ompany's

Production will begin this summer at Louisiana-Pacific's new Waferwood plant in Urania, La.; the new Corrigan, Tx., Waferwood plant is in operation . . .

Willamette Industries is producing medium density fiberboard at its renovated plant in Gifford, La; their Natchitoches, La., plywood manufacturing operation has closed

Belmont Enterprises Inc. has moved to a new Hq. in Richardson, Tx Alpine Structures, Inc. has opened a 45,000 sq. ft. manufacturing facility in Oxford, N.C. Wilhold Glues, Inc., Lithonia, Ga., has been acquired by Roberts Consolidated Industries, City of Industry, Ca

Champion International Corp. has been named sole distributor of oriented strandboard structural panel production from the Roy 0. Martin Lumber Co., Lemoyen, La. Therma-Tru has initiated an entry door system installer training program for dealers, contractors and consumers

Glasteel Tennessee, Inc., Collierville, Tn., has opened a distribution center in Eagan, Mn .... Capitol Windows is expanding the product line at its new Grand Prairie, Tx., distribution center ... Chambers Corp., Oxford, Ms., has been acquired by the Hobart Corp ....

Production will begin this fall at the new Firestone roofing plant in Prescott, Ar. . . .

Dixie Plywood of West Palm Beach, Fl., is building a new warehouse in Riviera Beach, Fl. .. Lloyd Jones Lumber Co., Tylertown, Ms., is building a new dry kiln with electronic controls National Lumber Co. is constructing a $1. 7 million plant in Springdale, Ar

Southern Protective Products, Atlanta, Ga., has changed its name to Superior Sealants, Inc Majestic Industries, Texarkana, Tx., has been acquired by Commodore Corp., Syracuse, In Tri-Cor Industries, Inc., Stuart, Fl., has acquired Spra Rite Corp.

Dan Harrison has purchased the Old Dunbar Lumber Co., Laurel, Ms., renaming it Harrison Lumber Co . ... Fire from an undetermined cause has damaged a drying kiln at Miles Lumber Co., Bogalusa, La .... Bass & Co., Charlotte, N.C., has moved to new quarters ...

Maritime Lumber Services, Inc., Port of Wilmington, N.C., has been purchased by Charles D. Dean Jr., to be operated as Import/Export Lumber Services, Inc., in addition to Dean Hardwoods, Portsmouth, Va ....

Rentokil, Inc., Atlanta, Ga., has been presented the Queen's Award for Technological Achievement in developing a new manufacturing process for CCA chemicals in conjunction with the University of Liverpool, Liverpool, England

Independent Lumber Co., Palestine, Tx., is celebrating its 75th anniversary . . . Stephens Building Supply, Birmingham, Al., erected a tent for its Spring Value Days sale Flanagan Lumber Co., Athens, Al., received a Top Ten award from Builder Marts of America, Inc

Gator Door & Supply Co., Inc., Gainesville, Fl., has opened a 15,300 sq. ft. prehung door and trim shop in St. Augustine, according to Harry E. Platts, v. p ... John Niehoff Jr. and Timothy A. McCaw have purchased the interests of Lois Bye in Day Lumber Co., New Albany, Ky. and plan to remodel and expand

W.R. Grace has opened a House Works in Sarasota, Fl., utilizing an old Woo/co building ... Moore's has leased 33,000 sq. ft. of the vacant Woo/co store in Tyvola Mall, Charlotte, N.C .... Babcock Building Supply Inc., Fort Pierce, Fl., has opened a new home center in the former Barber Lumber location ...

Hechinger Co. will open units in Sterling, Va., and Durham, N.C., this year ... Channel Home Centers is opening stores in Alexandria and Fairfax, Va., in former Woo/co locations ... Lowe's will open a Super RSVP format store in Wilmington, N.C., this fall Payless Cashways has opened stores in Webster and Baytown, Tx ....

Fire of an unknown origin destroyed a warehouse at Gilmer Lumber Co., Longview, Tx Arson has been charged in a fire which did $200,000 in damage to the J.R. Grobmyer Lumber Co., Little Rock, Ar .... Ceiling fans, power saws and other hardware items were stolen in a recent burglary at MCR Lumber, Homestead, Fl. ...

McCoy Corp. will open an 18,000 sq. ft. sales floor and 9,000 sq. ft. warehouse in Waco, Tx., next month 84 Lumber Co. has opened a new store in Paintsville, Ky Joe Walter Lumber Co., Inc., Gainesville, Tx., had a celebration to introduce the James Bute Colorizer Paint line

Holsinger Lumber Co., Inc., Staunton, Va., plans to build a finishing room beside its mill work shop ... Bain Lumber Co., Smithville, Tx., is now Smithville Lumber Co., Inc. with new owners Bennie and Larry Rooks . . . Taylors Lumber Co., Greer, S. C., will celebrate its 70th anniversary in August

Tuskegee Lumber Co. is providing 20% of the materials for a $17 .5 million renovation proiprt ii: (AU

· : · Ba1 ,;e Lumber Co., Leitchfi:ld :t....Y., has been issued a tef!lP 0 ry restraining after emg accused of allowing p r efrom its process to en er Beaver Dam Creek ...

Beaver Valley Lumber and Building Supplies Co., Martin, Ky. , suffered $75 ,000 damage in a fire of undetermined origin . Hardwqre Wholesalers, Inc. has expanded into Va. . .

Dennis Lumber Co., Abilene, Tx., suffered $150,000 in damage from a fire thought to be caused by a faulty furnace . Levy's Lumber and Building Centers, Louisville, Ky., has qualified for membership in the Louisville Area Chamber of Commerce 590 Club . . . 84 Lumber Co., Palm Bay, Fl., won first place in a nationwide sales contest . .

Hiegel Lumber & Hardware Co., Conway, Ar., is providing space for Cooperative Extension Service electrical and plumbing skills classes Scottyt Winter Haven, Fl., sold cypress mulch, 6-6-6 fertilizer and composted cow manure to benefit the Winter Haven High School Band

Imperial Lumber Co., Lakeland, Fl., made its facilities available to the Winter Haven Hospital Mobile Blood Unit . . Thalequah Lumber Co., Tahlequah, Ok., donated prizes for bricklaying competition at the W.P. Willis Skills Center . .

City Lumber Co., Huntsville, Tx., was a prize winner in the Walker County Fair parade . . Doniels Lumber Co., Lake City, Fl., donated 50 baseball game tickets to the local Boy's Club. .

May hardwood production in the South was 24Vo higher than April orders were l09o higher with shipments up 890 over the preceding month unfilled orders were 2190 higher than the same period a year ago . .

Housing starts in May (latest figs.) catapulted to a seasonally adjusted annual rate of 1,791,000 units, the highest levelsince Sept., 1979 .. . single family starts rose 14.40/o with a 28.54/o increase in multifamily unit starts . . . starts in the Southjumped 24Vo-an adjusted annual rate of 1,006,0005690 of theU.S. total. building permits rose 7l9o above May '82 at a 1,622,000 unit pace

Our way to introduce you to Ace Saw and Supply complete saw seroice. The quality ot Our blades \ryill speak for itself. Callrtoday and take adva,rllags of this sale ,and:oi.{rother products.

t',rResiw rhan uiacturers

,,:,Caflide manufacturers ,i l'...4. Bandsaw manufacturers .'ii'r Shaapening of blades

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a a Dependable service since 1946. Lumber and wood products between all points U.S.A. General Commodities between points in N.C. and U.S.A., except Hawaiiand Alaska. Flat trailers and vans.

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FAMOWOOD

is the PR0FESSIONA['S Att PURPOSE PLASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! i5*r

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and.

Oklahoma Lumbermen's Association - July t-10, summer conference, Fountainhead Lodge, Eufaula, Ok.

National Housewares Menulacturers Associrtion - July I l-14, International Housewares Exposition, McCormick Place and McCormick Place West, Chicago, Il.

Kentucky Lumber & Building Mrterid Deelers AssociationJuly 13-14, board of director's meeting, Executive Inn, Paducah, Ky.

Keith Simmons Co., Inc. - July lGl7, market, Nashville Municipal Auditorium, Nashville, Tn.

National Retail Hardwarc Association - July l7-21, 84th annual Congress, Marriott Inn, New Orleans, La.

Befknep, Inc. - Jnly 2il-27, market, company headquarters, Louisville, Ky.

Caroling Lumber & Building Mrteriel Dedcrs AssocietionJuly 2t-30, Young Carolinians idea exchange, Fairfield Inn, Sapphire Valley, N.C.

Plersants Hardwrre Co. - July 3lI'31, matket, M.C. Benton Convention & Civic Center, Winston-Salem, N.C.

Speer Herdwarc Co. - July 30-31, market, Fort Smith Municipal Auditorium, Fort Smith, Ar.

Zork Hardware Co. - July 3G31, market, Airport Marriott Hotel, El Paso, Tx.

AUGUST

Appalechian Hsrdwood Manufgcturcrs, Inc.Aug. l-2, summer meeting, The Greenbrier, White Sulphur Springs, w.v.

Brown-Rogen-IXxon Co., C.E. Fnnke & Co., Pittsylvania Herdwrre Co.Aug. 67, market, Raleigh Civic Center, Raleigh, N.C.

Genuine Hrrdwre Co.Aug. G7, Jacksonville Civic Center, Jacksonville, Fl.

Builder Marts of AmericeAug. E-9 Youth-in-Management seminar, Greenville, S.C.; Aug. l0-ll, Dallas, Tx.

Smfth Hrrdwrrc Co. - Aug. llFll, market, Moose Lodge Auditorium, Goldsboro, N.C.

Virginia Building Material Association - Aug. 12-15, summer management conference, Ramada Inn On-The-Beach, Virginia Beach, Va.

American Hardware Manufrcturen AssocietionAug. 14-lt, Hardware Industry Week & 38th annual National Hardware Show, McCormick Place and McCormick Place West, Chicago, Il.

Moore-Handley Co.Au8. 20-21, dealers show, Birmingham, Al.

Heltmenn, &-log, Cortes Co.Au8.20-21, market, Adam's Mark Hotel, Houston, Tx.

Fehus Brothcrs Hrrdwerc Co.Au8. 27-2t, market, Natchez Convention Center, Natchez, Ms.

Genuine Hcrdwsrc Co.Ang. Tl-8, annual dealer market, Atlanta Hilton Galleria, Atlanta, Ga.

Want to s€e your organization in print? Scnd us information including date and plac on your ncn meeting, convention, or social event for the Calendar. Pleasc make sure that we reccivc it I lcast dr wccls rhcrd of thc drtc and bc sure to include your name, address, and telephone number.

Two States Nix Biggies

Both Georgia and Alabama have been exempted from allowing heavier, bigger and double-trailer trucks on their roads as authorized by the Surface Transportation Act.

Both states challenged the regulations permitting 102 inch wide trucks, tractor trailer combinations of48 feet and double trailer trucks up to 56 feet long on all Federally funded highways with information indicating that the roads in their states are unsafe for large trucks.

Federal Highway Administration officials are meeting with representatives from the states to formulate an alternative plan for heavy truck use.

Transportation Leasing No. 1

Transportation equipment will continue to comprise nearly half of the total leasing market through the 1980s.

Leases of automobiles, trucks and buses, aircraft, maritime and railroad equipment increased in value frofr less than $5 billion in 1967 to nearly $20 billion in 1981, over l09o

per year, according to Predicasts, Inc.

This figure is projected to reach $30 billion in 1985 and over $51 billion by 1990, when transportation's share of the market will still top 4890.

Computer Finds Lost Cars

Burlington Northern Railroad has opened a Customer Information Center to provide faster and more complete answers to car-tracing questions.

Customers in states east of Indiana, Kentucky, Tennessee, Arkansas and Mississippi will be first to use the new service. The center will be staffed by customer service specialists with a direct link to BN's main car-tracing computer.

G-P Formaldehyde Standards

Georgia-Pacific Corp. has announced improvements in its standards for formaldehyde emissions for a number of its manufactured wood products, and establishment

RedH..

of emissions standards for other products not previously covered by earlier standards. The new standards apply to products manufactured by the firm containing urea formaldehyde resin binders.

G-P has begun labeling these products or their shipping invoices with a statement warning of possible human irritation which may result from exposure to formaldehyde emissions.

Involved products include prefinished plywood mobile home paneling, particleboard mobile home decking, medium density fiberboard, panelboard, hardwood plywood wall panel blanks, industrial particleboard, particleboard underlayment and prefinished wall paneling.

Voluntary establishment of the standards and warning labeling has been done as a service to customers and the consuming public, according to Stanley S. Dennison, executive v.p., building products for the company. "These new standards are part of our continuing efforts to ensure that the public receives the best products available," he said.

Western Turnings & Stair Company

Home Center

Merchant BILL FISHMAN

Bill Fishman & Atfiliates

11650 lberia Place San Diego, Ca.92128 vending energy saving products to thc homeowner.

lhere is a lot of business germane to the lumber dealer that some are letting slip away!

Even more than before, homeowners are seeking ways to cut their home energy expense. They're looking for the place they can trust, where they can get the knowledge, the products and the how-toinstall-it knowledge.

The lumber dealer is doing a very poor job of capitalizing on these homeowner needs. Instead of becoming the headquarters for energy saving products (which he has always carried in his inventory), instead of asking the homeowner to come to him for the information he needs to do the job of cutting fuel bills, they send him to the utility company for energy audits and then fail to ask the homeowner to come back to buywhat the utility company tells him to install.

Last week we conducted a small research project by phoning 22 retailers along the route that I will be traveling for a regional lumbermen's association. Our goal was to determine how these lumber dealers would handle a homeowner's inquiry about reducing energy costs in the home.

Frankly, except for on€ store in the 22 we called, I would have been very disappointed in the way the calls were handled if I were the owner of those retail stores.

. Not oneattempted to get thename of the caller.

o Only one of the 22 established his store as being a headquarters for energy saving products.

o Almost all stores told our caller to go elsewhere for information.

o Until she actually led the store into it - only one asked our caller to come in and buy after she found out elsewhere what she wanted.

o One told the customer to shop the competition.

Up until now, we, as a retail industry, have too often been no more than order takers, rather than merchants, when

TAs brought out by this telephone survey, we have only been able to scrvc those customers who came to us knowing what they needed to cut their energy consumption. We haven't yet appealed to the much, much Ereater number who don't have the knowledge.

As an industry we have been allowing the high binders, the suede shoe guys, to have a field day soaking the public at the expense of the tax credit progxam. We've been standing by and letting the solar panel instdlers and the furnace repair canvassers set themselves up as energy headquarters. That's not where the title belongs. It belongs in the lumber yard, where the public has been treated fairly and professionally, and, best knows about the construction and the needs of the home.

Imagine how many dollars in volume can be generated by promoting cnergy saving clinics.

Imagine how may dollars in salcs a lumber retailer could generate if he ran a promotion thu said:

"Bring us your gas and electric bills and let us show you how you may be able to cut this monthly cost ! ! ! "

Thql's How lt Goes!

"I hope you ane doing well herc, Mister Gibbs, becauv we're los ing your shin at the storc."

Dealers Slow To Stock Electronic Home Entertainment

In the not-too-distant future. the typical color television and stereo sound system of today will seem as antiquated as yesteryear's Victrola and console radio. America's growing appetite for more sophisticated modes of home entertainment, satisfied now with video games, video discs and video cassette recorders. will soon crave stereo televisions, videotex link-ups and direct broadcast satellite television converters.

Relatively few home centers are responding to the consumer demand at the present. Our telephone poll of l0 chain and independent stores revealed only three that were into electronic home entertainment merchandise. Perhaps dealers feel it is too specialized or too expensive to stock, but on the other hand perhaps there is a growing market that could be captured with a little effort.

According to Predicasts, Inc., the Cleveland-based business information and market research firm. increases in leisure time and discretionary income, coupled with our natural fascination for electronic gadgetry, will result in a continually expanding market for new and different audio and video entertainment equipment well into the 1990s.

In analyzing the present and future markets for radios, audio reproduction equipment, televisions, reproduced and intelligent video equipment and other electronic entertainment systems, they point to a number of factors which led to an almost l09o annual growth for the home entertainment industry between I 967 and 1981, including a steady increase in consumer affluence and spending, favorable demographic trends and declining equipment prices resulting from technological advances and increased competition. Sales of entertainment equipment rose from under $4 billion in 1967 to more than $13.5 billion in l98l Predicasts expects the market to further expand to $17.5 billion by 1985, and to nearly $30 billion by the mid-1990s.

Television, an in-home novelty just 30 yeas ago, has long been, is now, and will continue to be the largest home entertainment market segment. Total sets in use will increase from about 150 million in 198 I to nearly 220 million in 1995, an average of two per household. Color

sets are expected to maintain about an 8690 share of sales from now until the mid-1990s. Sales of large screen models, which comprised only 4Vo of market in 1981, are projected by Predicasts to reach l09o by 1995.

Rather than experience any decline in popularity over the next decade, television equipment-will entrench even further into American family life for a number of reasons. Specifically, many of the recent home entertainment innovations, such as video games, video recorders and personal computers involve the use of television units.

The advent and mass consumer acceptance of high fidelity stereophonic sound equipment resulted in an ll-plus go annual increase in sales of audio equipment from the late 1960s to rhe early 1980s. Sales of audio reproduction equipment, in particular, rose from $600 million in 1967 to nearly $4 billion in 198 I , due mainly to continual technological improvements and product innovations. Cassette recorder and player sales have exhibited dramatic increases, mushrooming from $8 million in 1967 to $2.5 billion in 1981. Proiecrions

for cassette equipment call for increases to over $3 billion by I 985, and over $5.5 billion by the mid-1990s. Predicasts also sees significant gains for audio components, speakers, amplifiers, receivers and microphones. Sales of this equipment are projected to expand from about $650 million in l98l to over $l billion in 1985, and more than $3 billion by the mid-1990s.

Home Show SRO

Nearly 1,750 exhibitors have been assigned space in the 79th National Housewares Manufacturers Association International Housewares Exposition's last July show before shifting to a new spring/fall schedule in April, 1984.

"Our final July show will be the most important summer show for the industry in the NHMA's 44 year history," Ronald A. Fippinger, managing director, said, "because of the nine month hiatus until our next show in April."

Show dates will be July 10-14 at McCormick Place plus McCormick Place West, Chicago, Il.

WE DO A COMMON THING UNCOMMONLYWELL

D Specialists in framing and cut. tings-all species.

Backed by company timberlands and sawmills, remanufacturing and custom milling.

Outside sales contracts exceed 300 MBF annually.

Technical expertise and financial ability to buy f rom all sources.

Size fosters f lexibility and service. Time tested track record.

ARKANSASA OKLAHOMA

BOB JOHN aec|ttlve vtce preddcnt

TO MEET the growing needs of ArI kansas and Oklahoma lumber and building material merchants and home centers for professional lumber yard and store update services, the Mid-America Lumbermens Association and five other midwestern lumbermen's associations have purchased Lorimer and Associates of Joliet, Il., and will offer the full range of lumber yard and store update services through a newly formed corporationthe National Lumbermen's Service Corp. with offices in Plainfield, Il.

Shareholders of the new corporation

are, in addition to MLA, the Illinois Lumber and Material Dealers Association. the Indiana Lumber and Builders Supply Association, the Northwestern Lumbermens Association, the Ohio Lumbermen's Association and the Wisconsin Retail Lumbermen's Association.

The purchase by the lumbermen's associations is intended to assure the industry of the continuity of this extremely important design, layout and counseling service, not only to those who are members of the purchasing associations, but also to lumber and building material merchants in other regions of the United States who may need this counsel.

In the very near future, additional staff

KENTUCKY REPORT

are afraid of getting burned, as they were in '81, when false hopes were raised after

THE REVIVAL in construction gives I everyone from loggers to refrigerator dealers something to cheer about. The upturn in housing is breathing new life into dozens of off-shoot industries that have suffered with us through the years of declining business.

Lumber mills, wallboard, glass, carpets and home appliancer dealers are a few of those whose cash registers are beginning to ring again. This pickup is not only helping the retail lumber dealers, it is providing a spillover to other manufacturers.

The three strongest items in our line right now are wallboard, insulation and roofing. Some mills in the West are operating at 970/o of normal, a fast improvement over 65s/o a year ago. Although many firms will profit from this housing activity, it does not mean a return to work for all idle employees. Many companies have cut back and are sticking to it because they have learned to operate on a leaner scale. Most of them say their businesses are more efficient than they were before.

For all these industries, the big worry is whether interest rates will go up again and jeopardize the housing recovery. Many

Bulldlng Products Dlgest

will join the corporation to work with Collins S. Lorimer, founder of Lorimer and Associates, and Lumber Yard and Store Update in the perpetuation of the various services.

Lorimer and Associates was organized in 195 in response to a request by the Midwest Lumbermen's Council for professional couns€l in the complete area of analysis, planning and design of facilities for lumber and building material opcrations, homecenters and buildingcenters. Since that time, Lorimer and Associates have worked with lumber and building material merchants throughout the United States and recently with lumber dealers in Alaska.

In addition to the planning, design and consulting services, Nationd Lumbermen's Service Corporation will provide dealers with Interlake storage rack systems ar national account pricing, as well as Handy Store Fixtures, safety ladders, lumber carts, and many other items germane to the store and yard.

a brief pickup in business. However, most finns have faith that their business will continue to climb through the next yeil as the economy improves. A hoPe that rates might drift lower is not as strong as it was because they seem to be bottoming out at such a high level. Housing then will not rebound much more than it already has, and spending will remain depressed. Frankly, the moneymarket is almost signaling the end of any further rate decline.

LOUISIANA OUTLOOK

JAMES L. DUKE

erecullve vlce prealdent

tFUe business outlook continues to I improve in most areas. Experts predict a 33%0/o increase in single family homes and a 2290 increase in multi-family units. Estimated annual housing starts will range in the area of 1.45 million. If interest rates continue to decline, we may be on the long road to recovery.

We sincerely hope you will remember what you have experienced and learned during the past 3G36 months. Control is the watch word.

Commodity prices find lumber very firm and rising. Roofing is under threat of allocation with a l09o price increase announced. Gypsum's price is firm with some manufacturers on allocation. A

severe shortage of Portland cement is expected. Prices on sheathing plywood are firm.

From what we hear, prices will continue to rise as demand moves up. Most all asphalt products will be in short supplv.

Is wood bevel siding over rigid foam still a problem? From our obscrvation most failure is due to improper application. Full instructions are included in siding packages. You should remind purchasers to read instructions before application.

Pneumatic nailers and staple guns tend to cause splits because of the void behind the siding. The last lick of the hammer is very important. Fasteners must penetrate wall studs I % inches. We have yet to se€ a staple long enough to do the job.

WILLIAM THOMPSON execudve vlce precldent

Kentucky Lumber and Bulldlng Materlal Dealerc AscOClatlon P.o. Bor665, t.buon, Ky. l{Xl3lt (6021 51nzl5l

by oon l. Campb€ll

TENNESSEE NEWS

STAN OWENS

executlve

vlce precldent

!lpp41gR John Tower of Texas rEhas introduced the Mortgage Retirement Account legislation (MRA) that was promised at the time of the Conference With Congress. The companion bill in the House was introduced by Congressman St. Germain, chairman of the

House banking committee. Now we are "pulling out all of the stops" to get this legislation passed.

Basically, the bill is as follows: An MRA is similar to an IRA, or, put more aptly, it provides another spot for individuals to put their retirement funds. Currently you can use money funds, stocks, savings accounts and the like. An MRA adds load payoffs on existing mort-

FLORIDA SCENE

JOHN D. GARTEN executl-ve dlrector

ABOUT TH|S time of rhe year, we llstart looking for new ideas ro promote our annual convention and trade show to be held Sept. 14-16, 1983, at the Hyatt Hotel in Orlando. To avoid repeating what has been said in previous years, we started going through our old files of promotional literature. Halfway through this exercise, the excessive amount of superlatives we've used in the past to describe our show became apparent.

Such enthusiastic statements as "the biggest show ever," "more than 130 exhibitors, " "the best speakers in the country," sounded like something out of a Cecil B. DeMille production, with a cast of thousands, and years in the making. We're somewhat prone to exuberance here in Florida.

The fact is-ours is not a national trade show, it is a state trade show. But, we think it's a pretty good one. Make that a darn good one!

This year's exhibitors total 136. How much merchandise is bought and sold at the show? The truth is we haven't the slightest idea because we don't have any records to check against. We can tell you that nearly 8590 of our exhibitors are "repeats," so it must be good business for them to be there.

Speakers? This year, Dr. Norman Vincent Peale will kick things off Thursday morning, followed by humorist Charlie Jarvis. ABC news analyst and syndicated columnist George Will makes his appearance on Friday.

ing, guests at the Gone With the Wind plantation party will relive the days of Tara of the Deep South, complete with dinner and show. The Executives (the same group that appeared at the NLBMDA convention at Walt Disney World) will provide the music at the Friday dinner dance.

Education? Very little, because of the other seminars held at the Association

gages, and allows savers to use the IRA principle to save for the down payment on a new home.

MRA's have the potential to supply a source of funds that could correct most of the problems in the housing and thrift industries, and could help spur recovery from the recession. They allow faster payment of mortgages, and thus will free up a tremendous amount of capital for reinvestment in new home construction. At the same time, young people can use the IRA to raise cash for down payments, and roll this money into a mortgage on their first home.

The options are endless, but consider the following. By spurring savings for

(Please turn to page 24)

headquarters and around the state throughout the year, and the lack of time in the program. But, the convention seminar scheduled features one of the most sought-after speakers in the country, Gene Stanaland, who will speak on "Economics Made Simple, or How Understanding Reaganomics Can Save Your Sanity and Marriage." He was the hit of the program at the NLBMDA convention.

So, if you can make it to Orlando in September, we'd be delighted to hav6 you come to our convention-if only to visit the exhibit hall, where there is no charge to view the exhibits. In the meantime, if you want further information, contact our Association headquarters at (305) 644-0302 or (in Florida) (800) 432-0869.

CAROLINAS

executlve vlce presldent

I N OUR TRAVELS and telephone conI versations from around the two states, the message is one of optimism. The first four months of the year have slowed down many starts, but as it improves most dealers feel business will continue on an upward trend.

The only reported area that seems to be getting a slower start is the northeastern part of North Carolina. Several Carolina area dealers have reported gains over last year as much as 5090.

1983 will be a good year for the Carolinas. Let's not forget, though, the lessons we learned during the past three years. Watch our expenses and overhead. Monitor our inventoiy levels closely, especially during a time when there are go-

ing to be shortages. These shortages will not last, as the manufacturers and wholesalers refill their pipelines, supply will level off.

As one wholesaler told us, when the weather out west improves and they can get into the forest again, supply will catch up. Other lessons we have learned are: better employee productivity; more efficient cash management; and the profitable walk-in and remodeling business. You probably have better control of your business now than ever before, Don't lose it!

The Young Carolinians Idea Exchange will take place July 28-30 at Fairfield Inn, Sapphire Valley, N.C.

A report on the June 9-12 summer conference at Grove Park Inn, Ashville, N.C., will be given in the next issue.

Florlda Lumber and Butldtng Matertal Dealers Assoclatlon P.O. Bor 7125, Orhndo, Fl. 32t54 (305) 644-0302

Carolna lrmb€r & Bdlftrg MaHal Dealers Ascodadon, Inc 3909 Monree Rd., Chulotte, N.C. 2E205, (70f) 376-r503

TOPICS

crecutlve vlce precldeni

GIEvERAL dealers have advised the !EL.A.T. office that they have received letters from manufacturers regarding the use of formaldehyde in certain types of building materials.

Our office has contacted "national" and it is anticipated that they will recommend a uniform course of action by retail lumber dealers.

In the meantime, you should be aware that under the law manufacturers will have to advise wholesalers and retailers if their products contain ureaformaldehyde. The warning will then be passed on to the ultimate user by the retailer or builder. This procedure will be protested since the entire burden of disclosure will be on the back of the retailer even though the law specifically states the responsibility rests with the manufacturer.

Until this issue is definitely decided, it is suggested that dealers prepare waming notices as listed below and give them to

TENNESSEE

(Continued from page 23)

retirement through an MRA, they will put funds back into the hands ofthrift institutions at the equivalent of no interest as opposed to the relatively high rates thrifts are currently paying IRA investors. Thrifts get rid of low interest loans and replace them with mortgages paying current rates. People wind up with fully paid up homes at retirement. By getting rid of high mortgage balances, there is less of an interest deduction for Congress to worry about. Finally, there is no question but what the construction industry can lead to faster recovery than any other industry.

Dealers attending the Conference With Congress came away four-square for this principle. Now we need the help of dealers all over the country to get the bills passed. Bill numbers are S. l05l and H.R. 2567. Write to your Senators and your U.S. Representative and ask their support. Send us copies of your letters and any replies you receive. Senator Tower is very positive on the possibilities of this legislation for passage.

customers buying interior grades of particleboard identified by the manufacturer as containing urea-formaldehyde. The manufacturers who have distributed notices which have been received by this office are Champion International Corp., Georgia-Pacific Corp. and Weyerhauser Co.

This is a suggested warning notice that dealers could distribute to builders and consumers on building products that contain formaldehyde:

"Warning: This product (or housing unit) contains the chemical formaldehyde. For some people formaldehyde may cause health problems such as irritation of the eyes, nose and throat, coughing, headaches, shortness of breath, chest or stomach pains. Children under the age oftwo, elderly people, people with breathing problems or people with allergies may have more serious difficulties. If you have questions about problems you may have with formaldehyde, consult a doctor."

District directo's are District l: Ruel Alexander, Canyon Drive Lumber Co., Amarillo; John Burns, John Burns Lumber and Hardware Co., Texline; Ed L. Harris, E.L. Harris Lumber Co., Tulia; W.L. Worley, Jr., White House Lumber Co., Pampa.

District 2: Leonard Bartlett, Higginbotham-Bartlett Co., Lubbock; Don Smith, Bowman, Inc., Lubbock; R. Morris Smith, Rockwell Bros. Co., Inc. of Plainview, Plainview.

District 3: W.F. (Bill) Butler, Portland Lumber & Supply Co., Portland; Richard S. Button, Sr., Factory Outlet Building Materials, Corpus Christi; A. George Natsis III, Edna LumberCo., Edna.

District 4: Johnny Chuoke, Jr., Acme Lumber & Supply, San Antonio; Herbert Eberhard, Eberhard Lumber Co., New Braunfels; Brazos V. Guido, Guido Lumber Co., Inc., San Antonio; G.L. Klumb, Benz & Klumb Lumber Co., Jourdanton; Pat Knight, Allen & Allen Co., San Antonio; J.D. Stein, Stein Lumber Co., Fredericksburg.

District 5: Gary R. Penn, Penrose Lumber Co., Abilene; Jerry Teel, Abilene Lumber Co.. Abilene.

District 6: Tom Hanover, Hanover Building Materials, Inc., Austin; James (Buddy) Holubec, Taylor Builders Supply, Inc., Taylor; Phillip Hubnik, Davidson Texas Inc., Austin; Emmett F. McCoy, McCoy Bldg. Supply Center, San Marcos.

District 7: J.C. Capel, Walker-Byrd Bldg. Materials, Huntsville; Jeff Chapman, Woodson Lumber Co., Caldwell; Clay Ray, W.F. & J.F. Barnes, Inc., Waco; Durwood Thompson, Parker Lumber Co., Bryan; William H. Yowell, Yowell Lumber Co., Killeen.

District 8: Raymond Cantwell, Pdmer Bldg. Supplies & Spec. Inc., McAllen; Wilburn Gloor, Gloor Lumber & Sup ply Inc., Brownsville; Gene Riley, International Builders Mart Inc. of McAllen, McAllen; Dan E. Stehling, Dan's Handy Home Center, Rio Hondo.

District 9: Fred J. Crawford, McMillan Lumber Co., Odessa; Raymond L. Sale, Builders & Homeowners Supply, Midland; Harry Theriot, Builders Service Co., San Angelo.

District l0: Henry Hicks, Kermit Lumber and Builders Supply, Kermit.

District I l: Joe C. Anhaiser, Sam Bassett Lumber Co., Houston; Bob Barta, Bob Barta Lumber Co., West Columbia; George W. Brewton, Contractors Supply& Lumber Co., Houston; Paul L. Harang, Brazoria Lumber Yard, Brazoria; Dick Ledermann, Olshan Lumber Co., Houston; Michael Montalbano, Montalbano Lumber Co., Houston; Robert R. Smith, South Texas Lumber Co., Pasadena.

District 12: Floyd Burke, Shamburger Building Centers, Inc., Dallas; Billy Crawford, Foxworth-Galbraith Lumber Co., Denton; Jim Gentry, Jim Gentry Lumber Co., Wichita Falls; Harmon Coins, Goins Lumber Co., Bells; Billy Parish. Foxworth-Galbraith Lumber Co., Whitesboro; Bill Venable, Hunt County Lumber, Commerce.

District 13: Les Craft, Boise Cascade Bldg. Materials, Fort Worth; Lonnie Goolsby, John E. Quarles Co., Fort Worth; Jack A. Morey, Morey Lumber Co., Fort Worth.

District l4: Walter Foxworth, Foxworth-Galbraith Lumber Co., Dallas; Leon Mellow, Wiener Lumber Co., Dallas; Ray Nunn, Simms-Moore Lumber & Hardware Co., Carrollton.

District l5: James Dillard, Savemore Bldg. Supply, Mt. Pleasant; Dick Hightower, Hightower Lumber Co., Inc., Tyler; Cassity Jones, Cassity Jones Inc., Longview.

District 16: Robert D. Harris, Peoples Bldg. Center, Inc., Dayton; Brooks Kennemer, Olds Hdwe. & Lumber Co., Nacogdoches; Malcolm Weaver, The Village Builders, Center.

Speakers Bullish On Recovery

More than 1,142 delegates heard speakers reflect a positive attitude on current recovery at the 92nd annual Southern Hardware convention held in Miami Beach, Fl., bythe Southern Wholesale Hardware Association and the American Hardware Manufacturers Association.

AHMA pres. Henry T. Likes, senior v.p. of Hager Hinge Co., and SWHA pres. John Sheffield, Jr., pres. Sheffield Hardware Co., presided.

Seminars included "Productive Employee Training," moderated by C. Edward Pleasants, Jr., colonel, The Young Rebels, with panelists John Wallace, Wallace Hardware; Gene Lewis and Bill Fondren, Orgill Brothers & Co., and "Streamlining Operations," Don Hasson, Lt. colonel, The Young Rebels, moderating with William Prince, Monroe Hardware Co., as panelist.

The 93rd annual Southern Hardware convention will be held in Orlando, April 8-l l, 1984.

HELICOPTER

(Continued from page 14)

of Agriculture in all publications issued by the Forest Products Laboratory as very high in decay resistance, even under conditions conducive to decay. The characteristic red color comes from iron oxide absorbed by the tree. The young trees, 80 to 120 years old, being harvested today often are lighter colored because of less exposure to the chemical.

The wood, according to the Southern Cypress Manu facturers' Association, Memphis, Tn., has been used from the time of the very first settlers in this country down to the present day by those builders seeking a wood for use under conditions where resistance to decay is the primary consideration. They compare the natural Cypressene oil in tidewater red cypress to the preservatives which man forces into wood in creating pressure treated wood.

In addition to architectural uses, this particular species of cypress (Taxodium distichum) is excellent for use in industrial plants where a high resistance to chemical solutions is necessary. It is a preferred material for tanks, vats, pipe, troughs and conveyors, especially in the food in-

dustry including corn products refineries, breweries and wineries.

Once again tidewater red cypress is making the trip from the swamp to the market. Siding, flooring, paneling and dimension lumber are available and in demand by the builder and homeowner.

DELIVERY

(Continued from page 10)

When asked why they deliver, management replies that they would lose business to their competitors, therefore they must deliver. We change this emphasis in the eyes of many companies by identifying delivery costs so they can deliver for the right reason-profit!

Q: How can knowing delivery costs help manage the daily delivery operation?

A: When delivery costs and cost ratios are known, this knowledge should also include or generate a measurement reflecting costs per mile driven. In the hands of a manager, dispatcher, shipping clerk or the like, the approximate cost of delivery can be determined before

any material or delivery leaves the yard. The approximate mileage out and back times the cost per driven mile equals the cost to deliver what is on the vehicle being used. Thus a trip of 50 miles at $2 per mile driven costs the company $100 to make. If the delivery cost ratio is l09o (not uncommon), the trip can be made profitably to the company if the value of the load exceeds $1000. If not, the company either loses money or reduces profit. Conversely, each day, at the end of the day, total miles driven can be added up and multiplied times driving cost per mile to equal total delivery costs. Nominally, if total delivery costs for the dayexceed l09o of the materials delivered, the company loses money.

If the company knows the value of what is delivered, it is a simple job with a hand calculator, pencil and paper to identify profit or loss from delivered sales daily. Delivery managers, we have observed, do this job in less than 20 minutes daily. The whole idea is to give managers, at both levels, decision making information that can be discussed as situations and profits, or lack of them, dictate.

PERS NALS

O.C. "Charles" Jones has been aPpointed district sales mgr. for Capitol Windows in South Tx., according to Wally Fremont, v.p. of sales.

Robert T. Renfro, paneling gen. mgr., Weyerhaeuser Co., ChesaPeake, Va., has been named to the International Hardwood Products Association board of directors.

Jim Berefoot has joined Memphis Forest International Co., Memphis, Tn., as a SYP buyer.

Frank T. Fahringer, merchandise mgr. for Manassas Lumber, Manassas, Va., recently participated in an advertising seminar sponsored bY the American Hardware Supply Co.

Gene Grcgoty, pres., Gregory Lumber True Value Hardware, Sanford, Fl., attended a College of Hardware and Home Center Knowledge conference at Williamsburg, Va.

Frencis Mercute, Merco Builders Center, Hammond, La., and WrrY Stephens, Stephens SuPPIY Co., Fuquay-Varina, N.C., were panelists at an Aid/Man ComPuter SYstems User Group meeting in Greenville, S.C. recently.

Creig J. Propst has joined GeorgiaPacific Corp., Atlanta, Ga., as advertising and sales promotion mgr. for building products.

Csrl D. Hrstings has been appointed gen. mgr. of Columbia Carolina CorP., Old Fort, N.C., succeeding Aeron E. Abts who has retired, according to A.J. Honzel, pres. of Columbia Forest Products, Portland, Or., parent co.

Bill Lce is now director of sales and Tom Woodson director of marketing for Aid/Man Computer Systems, Greenville, S.C., according to Bill Thomason, pres.

Jrck L. Sole has joined Plywood Panels, Inc., New Orleans, La., as outside sales mgr. David M. Hoskins is now mgr. of inside sales.

Gary B. Hester has been named executive v.p. of Walker-Kurth Lumber Co., serving as chief operating officer of the retail unit, according to J.E. Stevens, pres., Kirby Forest Industries, Inc., parent co. He succeeds B.R. Doughtie who has been assigned to Santa Fe Industries, Inc., the parent co.

John R. McMichael, v.p.-pricing, Norfolk Southern Corp., Norfolk, Va., has retired after more than 4l years of service.

Frenk C. Doczi, former v.p.-merchandising, is now senior v.p.-marketing at Moore's, Roanoke, Va., zucceeding Richrd G. McGimscy, who has taken partial retirement to work on special projects under the direction ofJoseph J. Veeth, scnior v.p. and gen. mgr. Robert L. Swanson has been named senior v.p., merchandising at Lowe's, North Wilkesboro, N.C., reporting to J. Ross Burgess Jr., executive v.p., merchandising.

Jeck Starren has moved from Cocoa, Fl., to Orlando as mgr. of the Scotty's store. Other mgn. switching stores are Bruce Xirby from Bradenton to Sarasota; M. Owen Mitchell to Lakeland from Sarasota and Scot Schrfer to Jacksonville from Tallahassee.

J. Petrick Kenny has been named sales mgr., hardwood lumber at GeorgiaPacific Corp. Wood Product Sales, Atlanta, Ga., according to Guy W. Denhls, sales mgr., lumber products. Melvin D. Mrnce is the new assi$ant sales mgr., hardwood lumber; Richard Bnnllcy, Hickory, N.C.; Stole Cddwell, Roanoke, Va., and Gerles Luces, Pamplico, S.C., salesmen.

W.J. "Bill" Oltes, Sr. has been named gypsum op€rations mgr. for TempleEastex Inc., Diboll, Tx. according to Harold C. Mexwell, group v.p.-building products div. John C. Mc(Iein is succeeding him as particleboard operations mgr. in charge of plants in Dboll, Monroeville, Al., and Thomson, Ga.

T.O. "I)oc" Lashlee Sr., Lashlee-Rich, Inc., Humboldt, Tn., grand marshal of the West Tennessee Strawberry Festival's Junior Parade for the past 45 years, was honored with a special day in his honor at this year's festival. He also was honored by the Tennessee State Legislature which passed a joint resolution otpressing appreciation for his years of civic service to West Tennessee.

"I)el" Ryen, gen. mgr., Richardson Lumber & Manufacturing Co., Dallas, Tx., is back fromatwo week vacation.

Cindy Ven Wrgner and H.D. Wrde, Combs Lumber & Supply, Gainesville, Fl., attended an interior decorating seminar sponsored by Armstrong World Industries in Orlando.

Colin Leisber is the new assistant mgr. of Scotty's, Haines City, Fl.; Jim Crcws has been named assistant advertised products merchandise mgr.

Peul L. Osteen, pres.; Nels E. Hdbtrom Sr., v.p.; Donrld Geen, Jo Ann G. Truhrn and Nels E. Hdbtrom Jr., mgr. of the Stuart yard, have been elected to the board of directors of East Coast Lumber and Supply Co., Fort Pierce, Fl.

Robert F. Scully, former pres. of Cement Products Co., St. Petersburg, Fl., is the new pres. of Lone Star Florida, Fort Lauderdale, Fl., succeeding Prul Stoms.

Roy L. Hewkins has been apPointed mgr. of customer relations for KaP man, lnc., Valdese, N.C.

Peul Ninnicht has been named Southwest sales mgr. for Capitol Windows, Dallas, Tx., according to Wrf,y Frcmotrl, v.p. of sales. Wilirm Brunot will be operations mgr., Grrt f,lfc, Southwest product engineer; Bob (Iift, district sales mgr. in Tx. and Ok. Stotry Shcpperd, Edward Hines Lumber Co., is the new pres. of the Fort Worth, Tx., Lumbermens Association; Don Xitcbcns, Joe Howard Lumber Co., v.p., and Roy Dccring, Boise Cascade Corp.-Wholesale Building Materials, sec.-treas.

Ricky Lynn Brncs, Haynes LumberCo., West Monroe, La., and Conah Ann Iisher were married May 14.

Buford Whitc, Norl C-ochnn' Ctumlcy Wrldrop and Brrbrrr Chesscr, Buford White Lumber Co., Shawnee, Ok.; Lrrry Heodetson, White Home Center, Prague, and John PcoPlcs' Home Lumber Co., Seminole, have received certificates of achievement from the Ace Hardware UniversitY, Oklahoma City.

Gndy Snowden has retired after 56 years with El Dorado Lumber Co., El Dorado, Ar.

Sem M. "Plt" Pdruellr Jr. and X'cnneth R. "Kctr" Johnson are new product mgrs. in the building Products marketing group, according to Joc X. Semple, v.p.-marketing, TempleEastex Inc., Building Producls Div., Diboll, Tx.

Mike Meness and Grry Mencss have joined Westwood Forest Products, Inc., Climax, N.C. as salesmen.

Jim Mnrphy has joined Charleston Wood lndustries, Charleston, S.C., as gen. mgr.

Glen Agee is new pres. of the DallasFort Worth (Tx.) Metroplex HooHoo Club; toc Hrnell, lst v.p.; Doug Crider;2nd v.p.; Blll Wrl|re, sec.-treas. Xeitb Duncen, Jecl Wright, Werren TYcbslcr, Derrcl Bishop, Cherlic Blrkemorc, Bcrnie Doyle, Rick Grry, Jim Loosford and Brirn Wier were elected to the board of directors. E.Z. Hunt was appointed as the first lifetime director.

NEW PR DUCTS

and selected soles aids

High Speed Burn

A compact electric range, oven and broiler for use in apartment conversions, studio apartments and boats is new from Seaward Products, Inc.

The cooktop features a highspeed and low-speed burner. The large oven compartment includes a broiler and optional rotisserie.

Designed to fit into a cutout only 16%" wide, the unit is finished inside and out in porcelain enamel. A stainless steel trim conceals the cutout. Standing 22'/,"" high and l8%" deep, it operates on 120 volts ac, with a maximum operating load of 2.95 kw.

Get Your totor Runnlng

Kubota Tractor Corp. Engine Division has introduced six models of generators.

All are protected against overcurrent by push button circuit breakers and are able to provide ac power and dc battery charging.

Two models are designed for consumer applications: the do-ityourself handyman, carpenter, mechanic and hobby farmer as well as the recreational and leisure use of portable power.

Added Security

Lock Assist, a security device bY Gayman Manufacturing, Inc., is a floor brace to prevent a door from being forced from the outside.

A yoke is placed under the door handle while the other end is braced on the floor about 16" from the base of the door.

The device can be used on doors that swing out, on overhead garage doors or in motels and hotels. Constructed of stainless steel with an extra hard aluminum cast foot, it weighs 3 lbs. and folds to 2l in.

Over the Rainbow

Wilsonart has added five new colors to its Color Quest line of decorative laminates to reach a total of 77 colors. All -come in three optional finishes, gloss, matte or etched grid pattern.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr.. Suite 480. Newport Beach. Ca.92660-

Please mention issue date and page number so we can process your request faster! Many thanks!

You Saw lt First

The new model f1708 Uppercut 8" table saw from DeWalt, Division of Black & Decker, Inc., can crosscut finished stock up to 5" without pushing the material through the blade.

No blade cranking is required. Height adjustments and crosscut wide stock are set pushing the blade lever.

Standard features include selfaligning rip fence, see-through blade guard, miter gauge, an easy access paddle-type removable onloff switch, and an ample 15 3/8" x 26 3/4" steel worktable. A steel leg stand is optional.

July,1983

Botloms Up

Brass Bottoms, a new concept in bath furnishings, is a highly polished, reflective brass (or copper) tub liner encased in hardwood and accented with polished brass fixtures. Available with whirlpool features in oval or round designs, the tubs have matching pullman sinks and accessories.

Portable Finish Repair

A portable kit for factory, store or home repair of damaged furniture finishes is available from Mohawk Finishing Products, Inc.

Known as Master Furniture Repair Kit #7 , it contains materials for working on wood, veneer, printed wood grain on vinyl laminates and molded plastic wood grain materials.

stuck in the ceiling

Stratosphere, a new reversible ceiling fan mounted flush to the ceiling, is especially good for homes with low ceilings.

A low profile of 8 in. means the fan may be installed on ceilings as low as 7 ft., 6 in. It has a three speed pull chain, and operates on less than 100 watts for energy efficiency.

Thg walnut blades are convertible to either stencil or plain with an antique brass finish. Optional light kits are available. The fan has a 15 year limited warranty and is U.L. listed at a suggested retail price of $169.99.

Finishing School For Wood

An in-store header guide with an assortment of do-it-yourself wood finishing products is now available from the Home Products Div. of Pierce & Stevens Chemical Corp.

Finished wood panels on the header assist the customer in selection of the proper product for finishing fine furniture, bar tops or floors.

Window Stripping

A new weather-stripping product for storm windows, Super Cushion Seal, is said to provide performance equivalent to that of solid membrane products at a cost savings of up to 4090. Manufactured by Kessler Products. it is said to make storm windows more impenetrable to wind and water than conventional pile weather stripping.

Hot to the Max

Radiant King Inc.'s new maximum output kerosene heater, Model RK-450, provides 20,000 BTU's with a 1.8 gal. rust-proof fuel tank.

It can heat 760 sq. ft. for as long as 12 hours with no smoke and odor

free burning. An electronic push button provides instant ignition. A safety system extinguishes the heater if it is bumped and the fuel tank is double-sealed and airtight to prevent fuel leakage.

Power Play

The first pneumatic roofing nailer to drive standard roofing nails has been introduced by Bostitch Division of Textron Inc.

The Model Nl2 Nailer doubles the speed of new or re-roofing work by driving full-size, full-head galvanized roofing nails in coils of 120, allowing the operator to lay a full bundle of shingles in one loading.

It operates at air pressures of 65 to l15 psi and features an adjustable gauge for shingle placement. It accommodates nails I Vc in. to l3/r in.

FREE READER SERVICE

For more information on New Producb wite Building Producb Dgest, 4500 Campus Dr., Suite 480, Newport Beach, C-a.92660. Please mention issue date and page number so we can process your request faster! Many thanksl

This Will Floor you

The design influence of old-world craftsmanship is reflected in the latest collection of resilient flooring designs introduced by Mannington Mills.

There are 12 patterns in 39 colorings, with the JT88 Never-wax wear layer for easy qrre and a thick foam cushioning for comfort underfoot.

Available in 6 and 12 ft. widths for seamless installations in most rooms, the flooring is recommended for residential use.

Shlngles In 3D

The newest roof shingle product from Owens-Corning Fiberglas Corp. has a rustic, 3dimensional look resembling that of conventional laminated shingles. Made with one shingle instead of two shingles laminated together, it reportedly is lighter-weight and easier to cut and handle.

The base mat is made of inorganic glass fiben to resist moisture, curling and buckling. The shingles measure 39 3 /8" by l 3 5/8" and come T2 to a square. They are available in five colors, two of which are autumn brown and weathered wood.

Owens-Corning is offering a 30 year limited warranty covering replacement cost and labor.

Ad by Gomputer

Window-Ads is a new computer program from ATC Software which automatically produces large type window ad displays.

The program can be operated without training. Any size ad can be created on the lBM-Personal or other small business computers.

Corner Cabinets

( orner-Vista Barh (labinets arc no\\ ar irilablc u,ilh genuinc oak f rames in honcr oak or dark oak finish. A center rnirror carr bc cu1 t() lllt\ clcsirecl size lo f it into c()rncrs. 'I-hc urrils arc il\ailablc in 30" sizc riith nvo I'ired shclves or 36" sizc w ttlr tltrcc 1'rrcd shelr es.

Green Douglcs Fir

Dimension lumber', sf,uds, timbers to 40'. Unitized

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Onegon, with shipping via SP, truck, ocean barge and for export.

Kiln Dried Hemlock

post & beams, plank, and paper wnapped. Some of our Specialties: . Mixed specified loadings

AlDvantagcs Aduertising System

ConnectWithThls

Simpson Strong-Tie Co. has anew consumer promotion called Connert-A-Dock which markets timbcr connectors at the point of sale.

A sturdy, dealer-designed rack with wire baskets holds the various connectors needed to build wood decks, patio covers, and stairs. A full-color 18" x Z" header card shows a deck, pa.tio cover and stair under construction with connectors highliehted. Product stock numbers coordinate on the header with individual product cards in front of each basket.

A free handout piece repeats the deck illustration from the header card, describes basic deck building, and encourages the use of connectors in building outdoor projects. It also features a convenient "checklist" that enables consumers to estimate the type and quantity of connectors needed in a particular project.

The display, without the header card, measures 50" tdl by 25" wide by 21" deep. It holds more than twelve connector items and can be used for a free-standing display or an end cap. Free handout literature comes 75 pieces to a package.

Off-Price Selling Increasing

"As developments in the off-price industry gather momentum, it is likely that few firms in consumer goods distribution will remain unaffected," according to Jon Leffler, the author of Off-Price Retailing: An Update.

He explains that off-price retailing is likely to significantly affect not only the structure of retail competition, but supplier industries such as manufacturers as well. He explains, "As the phenomenon grows in popularity, the number of shopping centers with the 'off-price' theme has risen. " These centers, many of which represent recycled space, provide an appropriate environment for applying the off-price formula to various lines of merchandise.

Off-price retailing as a form of retailing is characterized by:

(1) Regular, every day sale of medium to high quality products at deep discount prices.

(2) Opportunistic purchase of closeout, late season. overstocked or slightly damaged merchandise at extremely favorable merchandise cost.

(3) Conventional gross margin and high inventory turnover.

"Off-price retailing is a prime example of adjusting to the difficult environment of the 1980s," explains Leffler. "It is a high value formula, with a unique set of operating and merchandising characteristics, which makes it a very effective market share predator. "

The report lists some of the largest retail institutions in America as participating in off-price retailing, such as, Federated, K-Mart, Lucky Stores, and Dayton Hudson Corporation. "These retailers have the capital and the commitment to make off-price a major competitive force in the marketplace," claims the author.

The report also explains that it is difficult to describe the "typical" off-price store due to the many operations that exist within this market today. Nonetheless, the report shows how the market can be meaningfully segmented into four primary groups: Independent retailers and small chains; Manufacturerowned factory outlets; Clearance centers; Large chains.

Fruitwood Gains on Walnut

Fruitwood tones are growing in popularity according to surveys conducted at the High Point, N.C., and Dallas, Tx., furniture markets this year.

Although walnut still leads at 30.590 and light browns rank2l.6Vo, fruitwood and cherry tones made substantial advances, according to Dave McCullam, v.p., Northwest Hardwoods, Inc., Portland, Or., who conducts the annual studies.

Dark brown or burnished pine and oak increased to 8.390. Honey-tan tones were outnumbered by redbrowns which totaled 9.890. Scrubbed or nude and greylbrowns dropped slightly while enameled groups slipped to 5.590.

When you wantto say "welcome" with style, speciry beauty to the last detail. Simpson

International Doors offer unique touches like "continental" style comers instead of ordinary square moulding. And real leaded beveled glass instead of an imitation. For more details, write Simpson Timber Company, 9OO Fourth Avenue, satue, wA 98164.

lnternational Doors

DALLAS Fort Worth Metroolex Hoo-Hoo Club attracted nearly 1 00 for a record attendance at a combined Ladies Night and Transportation Night at Midway Point (Dallas). (Top Photo) Glen Agee, Wilma Jacobs, both from Northeast Wholesale Lumber Co., Rowlett.

(Below) Gene Eden, Melton Truck Lines, E.Z. Hunt, member ol the Supreme 9.

Ramin: a commercial light hardwood

A LTHOUGH ABOUT five spe- f'lcies ol'ranrin are lbund in Peninsular Malaysia. the only species with econonric inrportance is Gon.vst.rlus bancanus. a light hardwood. Also known as nrelawis. it is conrmon in peat swanlps on the West coast fronr Perak to Johore.

The wood is creanry white and weathers to a pale straw shade. There is no color clifference between the sapwood and heartwood. When planed, the surface is not especially lustroLls and is without figure except for a small core which is streaked with alternating layers of blue and nrarble.

The texture of ranrin is nroderately fine and even. The grain is shallowly interlocked. Crowth rings are indistinct or absent while vessels are generally ntediunt in size and few or moderately few in nunrber. There are no tvloses or

Story at a Glance

Creamy white ramin is common in peat swamps of Peninsular Malaysia easy to treat with pre- servatives... handles readily in veneer. varied uses wath potentialfor plywood manufacture.

deposits. The wood parenchynra is exclusively paratracheal. Rays are fine and cannot be seen with the naked eye. A moderate anrount of cupping. bowing. and slight end splits may occur during seasoning. The timber

If you want to buy a business . . . or sell a company or equipment . . or find a new job . . or hire new people . . . a Building Products Digest classified gets your message into the hands of thousands of industry executives and owners.

Classified Covers the market. Gets Results.

is also liable to stain. During rhe earl)' stages of seasoning it is prone to anrbosia beetle anack. Drying time in the air for |y'" boards is usualll'about 3% months while the |/:" boards take four months

Ranrin has little natural durability and is rapidly attacked by termites. lt also has little or no resistance to fungal infection and is highll' susceptible to powder-post beetle attack. Untreated it cannot be used in contact with the soil. Easilf impregnated bf' preservatives. even in the open tank process. the tinrber is classified as extrenrell' easy- to treat.

In working. it can be sawn easily. When air dried. it can be easil_v.' resawed. cross-cut. planed. bored. and lurned. The qualitl, of flnish after planing is smooth. rough in boring. and smooth in turning although it has a tendency to develop hair cracks when turned. The r.lood has poor resistance to splitting when nailed.

For veneer. ramin can be peeled fairly easily. However, the veneer nrust be handled carefully as it has a tendency to tear. Gluabilitl, is good. It is felt by the Departnrent of Forestry. Peninsular Malaysia. and the Malaysian Timber Industry Board that this is a potentially acceptable tinrber for a plywood nranufacturer.

Uses of ramin at present include light colored furniture. interior joinery. flooring. ceiling. paneling. door and window franres. stringers and stair treads, T-squares. rulers. tripods. straight edges. trays. handles of non-striking tools. brushbacks. toys. turnery. and plywood.

lnfornrirtion used in 'conrpiling this articlc- was provided by lhc Departnrent of Forestry. Peninsullr Mal:rysil, ancl the Mllay- sian Tinrber Industrl, Boirrd. ioint pubf ishers of (-ontnterciol Tintb<,rs qf' Pcninsular Molasia.ecl.

60c a word, min. 25 words (25 words = $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $4. Box numbers and special borders: $4 ea. Col. inch rate: $40. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Building Products Digest,45fi) Campus Dr., Suite 4t0, Newporl Beach, Ca, 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 549-8393. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY.

SURPLUS building materials and remanufactured lumber. Ideal family operation. Sell inventory and equipment, lease building. Central Florida between Tampa and Orlando. Contact Lawrence Branch Lumber, 960 N. Combee Rd., Lakeland, Fl. 33801, (813) 665-0503.

WE DON'T pay much, but we'll pay cash for closeouts, odd lots, seconds, etc., ofany kind of building materials. Call The Friendly Junkman in Jacksonville, Fl. (904) 384-9986.

MARION PRESSURE TREATING CO.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, P.O. Box 217, Marion, La.71260. (318) 292-4511.

Classified Rates

.60C per word

Minimum 25 words

$4 for blind box Rate card upon requesl, Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states: Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, Virginia, South Carolina, North Carolina, Kentucky, Tennessee.

NEWLITERATURE

Cooler on Top

"Attic and Roof Ventilation Products," a l2-p. brochure is available free from Air Vent Inc.,480l N. Prospect Rd., Peoria Hts., ll. 61614.

Start at the Top

A revised edition of "Cood Application Makes a Good Roof Better" is free from the Asphalt Roofing Manufacturers Association, 6288 Montrose Rd., Rockville, Md. 20852.

Roofing Ratings

A 2-p. summary of U.L. fire classification ratings of roofing materials is free from the Manville Service Center, l601 23rd St., Denver, Co. 80216.

Opportunity Knocks

A 6-p. color brochure on fir and hemlock entry doors is free from the Fir & Hemlock Door Association, DePt. FH-6, Yeon Building, Portland, Or.972M.

Floor of the Future

A 6-p. color folder, "Hardwood Floors for Today and Tomorrow, " is free from the National Oak Flooring Manufacturers Association, 804 Sterick Building, Memphis, Tn. 38103.

Enter With Style

Twelve entry doors are described in a brochure available free from Simpson Timber Co., P.O. Box 566, Redmond' Wa. 98052.

Control Yourself

A32-p. brochure on business efficiency systems and products is available free from Caddylak Systems, Inc.,20l Montrose Rd., Westbury, N.Y. 11590.

Give Yourself Power

A catalog of professional power tools is free from Porter-Cable Corp., P.O. Box 2,458, Jackson, Tn. 38301

FOR PROMPT SERVICE

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

Alfordable Houses

A I l2-p. book, " 165 Affordable Home Plans," is available by sending $2.50 to Home Planners, Inc., Dept. 183, 23761 Research Dr., Farmington Hills, Mi.4802.

Solar Energy

A l6-p. booklet on solar energy is free from the National Wooduork Manufacturers Association, c/o Sumner Rider & Associates. Inc., 355 Lexington Ave., N.Y., N.Y. r0017.

Yellow Brick Road

A brochure on brick and tiles is available free from Hanley Brick Inc., Summerville. Pa. 15864.

Clean Sweep

An 8-p. free 4/c catalog describing home upkeep products is from The Savogran Co., P.O. Box 130, Norwood, ll|'a.02M2.

lmplement Yourself

A new brochure describing implement holders and special display hooks for perfboard and slatwall is free from ArtPhyl Creations, 16250 N.W. 48th Ave., Miami, Fl. 33014.

Quartz Thermostats

A brochure describing quartz thermostats is free from Robertshaw Controls Co.. Consumer Products Marketing Group, 100 W. Victoria St., Long Beach, Ca. 90805.

Money Tree

A I l6-p. book on "Financing Foresry Investments: Attracting Private Capitd to Timber and Timberland" is $5, postpaid, from NFPA Publications Office, 1619 Massachusctts Ave., N.W. washington D.C. 2m36.

Life Extension

Electric gate operators are dCailed in a lGp. brochure available free from Richards-Wilcox Manufacturing Co., 174 Third St., Aurora, Il. 60507.

Leaded Stained Glass

Hand-crafted stained glass with handcut or sand-etched center designs and frosted monograms is explained in a frec brochure from Something Specid, 1633 Yarnail Rd., Pottstown, Pa. 1946'1.

All About Eve

Three brochures on soffit and fascia products are available from Revere Brand Home Remodeling Products, 7120 Krick Rd., Cleveland, Oh. 44145.

Thermoplasticity

A brochure on a thermoplastic window and door frame sysem is free from Artek lnds., 23890 Indusrial Park Dr., Farmington Hills, Mi. 4t024.

A Source ol Moulding

A full color, 4-p. brochure on moulding is free from DG Shelter Products Moulding and Millwork Division, P.O. Box 610, Marion, Ya.4354.

Slde With Vinyl

A full color, zl-p. brochure on vinyl siding is free from the Vinyl Siding lnstitute, 355 l.exington Ave., N.Y., N.Y. 10017.

The Silver Screen

"Screenings," a monthly newsletter of industry trends and sales tips, is free from Phifer Wire Products, Inc., P.O. Box 1700. Tuscaloosa, Al. 35403.

THANKS, YOU'RE FIRED

I wanted to write and tell you how much I enjoyed and agreed with your editorial in the June edition of Building Products Digest. Too many companies today manage to "throw the baby out with the bath water."

James W. Shearer vice president, member relations Southern Pine Inspection Bureau Pensacola, Fl.

WETHOUGHT YOU'D NEVER ASK

What's happened to the Personals about Mungus-Fungus Lumber Co. in Climax, Nv.?

You had a big following each month wondering about each new MungusFungus hiring.

Bob Thompson

Louisiana-Pacifi c Corp.

Plano, Tx.

See this pagefor the latest news from Hugh Mungus ond Freddy Fungus.-ed.

Robert B. Spivey has been elected pres. of Lea Lumber and Plywood, Windsor, N.C.

Vallard Joscph Carrier, Alexandria, La., forestry major at McNeese State University, will receive the John A. Bel Memorial Scholarship in honor of the founder of the J.A. Bel Lumber Co., Lake Charles, for the second year.

Bcn Dean, pres. of Lone Star Plywood and Door Corp., Houston, Tx., has announced the election of Jack Stich as v.p. and the appointment of Jim Dean as gen. mgr. of the Dallas warehouse.

C. Vic Carpenter has been promoted from branch mgr. to v.p.,/gen. mgr. at Pemko, Memphis, Tn., according to Paul Kops, Jr., pres. at corporate Hq., Ventura, Ca.

Wanda George has joined sales at Molpus Lumber Co., Philadelphia, Ms. Carol Evrns is a new sales assistant at the Mobile River sawmill div. of Scott Paper Co., Mt. Vernon, Al.

Guy Pasteur is new in the lumber and plywood div. of St. Regis Paper Co., Jacksonville. Fl.

Micah Lipscomb, T.H. Rogers Lumber Co., Temple,, Ok., has completed the basic construction and material estimating course offered by the MidAmerica Lumbermens Association.

Steve Brown is the new Fl. regional sales mgr. for MacMillan Bloedel Building Materials; Key Myers is sales mgr., Tampa; Bill DeFreitrs, sales mgr., Fort Lauderdale; Jim Wilson is new in Fort Lauderdale sales.

Jacques Vaillencourt is the new pres. of Richmond-International, Richmond, Va.

R.M. CrHwell, National Forest Products Association's Southern dislrict mgr., has been named chairman of the Houston Construction Industry Council's review committee for the wood provisions of the 1982 Uniform Building Code.

Bryen Mrkod is now pres. of Home Shop, Richmond, Va.

Drn W. Mrffetl has moved to v.p. and gen. mgr. at scotty's, winter Haven, Ft.

Nrtelie Anircd is the new fashion fabric buyer at Mungus-Fungus Forest Products, Climax, Nv., report Hugh Mungus and Frcddy Fungus.

Advertiser's Index

AcSew&Supply .....

Americen lntcmrtiood

Forcst Produc{s. lnc..

Beverly Mrnufrcruring Co.

TheCeco Corporrtion

Coastd LumbcrCo.

ColelS Associrtcs,

PERSONALS

(Continued J'rom page 26)

Marion McAllister has joined Crockroft Lumber Co. Memphis, Tn., in sales and purchasing, according to William S. Cockroft, pres.

Roy Deering, Jack Wright, Alan Stahl and Glenn Agee will represent the Dallas-Fort Worth (Tx.) Metroplex Hoo-Hoo Club at the International Convention Sept. ll-15 at the Empress Hotel, Victoria, B.C.

Jim McCracken. T.R. Miller Mill Co., Brewton, Al., has been in Savannah, Ca., on business.

Bobby Poff has been named gen. mgr. of Allan Security Doors, Inc., Memphis, Tn., according to Hugh Allan, pres. Kermit Tucker, Weyerhaeuser Co., is back at Hot Springs, Ar., after a Houston, Tx., business trip.

Ben Bast is handling syp sales at Jones Lumber Co., Sandy Hook, Ms. James A. Green has been named a sales rep for Johns-Manville building materials in Fl., So. Ga. and So. Al. Kevin Fitzgersld has been appointed v.p.,/director of purchasing for Scotty's, Winter Haven, Fl. R.L. Parsons, v.p. of purchasing and a member of the board of directors, has retired from Butler Building Products Co., Bryan, Tx., after almost 20 years.

R.J. Wilke, assistant mgr. of the Charlotte, N.C., Armstrong World Industries floor division office, has been named regional mgr. of the Chicago, Il.. office.

Russ Barnes has joined Hampton Industrial Forest Products in panel product sales, according to Denny Miller, gen. mgr. of the Portland, Or., company.

Billy W. Schaefer, Central Woodwork, Inc., Memphis, Tn., 2nd v.p. and program chairman for the National Sash & Door Jobbers Association. is finalizing the program for the 20th annual convention in Maui, Hi., Nov. 16-20.

Coming in October . . . ANNUAL HARDWOOD EPECIAL ISSUE

The October issue of Building Products Digest will be a Special lssue devoted to hardwood. We'll have stories. features, articles plus merchandising and sales ideas . . . all devoted to hard. wood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . and profit from it, too.

ADVERTISERS:

Take advantage of this exceptional opportunity to get your message before our 12,750 readers. The Digest's saturation circulation in the 13 Southern states assures blanket coverage for your advertising message. This Hardwood Special Issue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 13,1983. You'll be glad you did.

*SURE THIS I$ATI|UGH BUSINESS.

lrr :ne I rsl vear .\,'e !e had theTrad. cu' ^\'e.tor', has Deen 'ecucec o,,er 15oo i\e ve nC'easeJ Sa eS and OUr ErOcS CrCf' maTgrn s uo 3cc T'.ai s --'oador ^''e."f e' DUS ness Qu te f ra'rk v a year ago ',fotl Crl : na/e Ce €led ,^,€ CC- C Co t cli'..,'eci a \,iietra i wlth a T':ac n c-e o+ irle

worst years tne umDer llus ness .as e\e' 'al

We have tour pornt-ot-sa e statiof s arc rnree off ce terr ra s T.rad rad Js up and running w th a 'rost 3 our o.tS Ce nventoli on the system n urder f ve ur eeks Arc everl coci was support ve Tr ad ce.i cver cac(,^'aras tc make sure evervth ng iri as oc.e'gr-t

Our peop e got a the tra I f g lher' nee3ec tc 3e product ve mmed ate'y'

'We ve become mucir 'rore dCCUrote /..- l_eT.aO I. J.e, _S totai -onl'o o.e' ' .e ': -' . D' c rg customer cred i Purcl'es ng af a account ng The systerr e!'en P'c duces a I our pr ce st cKers Tial a one nas reduced a ot ol ied ous manhours. We have more tlrne Io spend with cuslomers and rnore trrne to spend wrth our famllies.