Building Products Digest - July 1987

Page 1

'ildinq Products
PAID LOS ANGELES. CA PERMIT NO. 37603
Serving the lumber & home center markets in 13 Southern states
Coming in August . . .
& Millwork Special Issue. millwork displayc that ocll industty outlook ,/ decorative moulding ,/ selling related producto ,/ Sept./oct.: hot oaleo oeaion ,/ storage & handllng dpc companion producto what's hot, what's not tZ se[ing profttably ,/ ,/ tz ,/ N)VERT|SERS: act today to be sure your aduertisement is included in this impoftant special issue. For int'ormahon call (collect) (714) 852-1990. markets in 13 Southern states 4500 Campus Or., Suite 480, Newport Beach, Ca. 92669 o (714) 852-1990
Moulding

a f o 1 F a LU e. o LL z F c. S

July 1987 N N N o C\ () S, € € () s o d O = o .os N N o .i L 2 o a/, z co o o N s F\ N @ s s |r) o o O ,i = oT 9 c.r ss x\ O(/) cos X6 vc) 7i< -:> v> o.9 >s oll ox di g B B o g e o 4 e o o bt trt JF XC -^q: sc) u'd Y"a'xY-* yx 6! oo^ .:co'ei is oo E8 Eh :o:E Po -l tr^ !{c ci t-2^ xv ou EF x: x^ .vx o, )a E6 o6 ;F b6 tv ?)a ir<;o)xs ;'c) Eo vu Oozfz(.)e, :F9fr ;,= X* YT RT o, ,c E.9 6? oo ct l..l.LS) 6o >f -o &F o C\ sIs (f) $ ^F o D ct) LU e.
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Prbllsher David Cutler

Edtor Juanita Lovret

Asslshnt Elltor David Koenig

Conrrlbotl4 Elltors

Dwight Curran o GaSe McKinncy

Art Dlrcctor Manha Emery

Strf Artlsl Carole Shinn

CkrlhtloD Alice Nicben

Building Producls Digest is puuished rnonthly at 4500 Campus Dr., Suite 4E0, Ne4on Beach, Ca.92660, phone (714) t52-1990. by Cutler Publishing, lnc.

ADYERTTSING OFFICES

Advenising rates upon requesl.

From all stateseast of thc Rocky Mountains: Contact Jean wagSoner, national salcs manager. From Arizona, Nevada and Californir: Contact David Cutler. Both may be reachcd ar (714) 852-1990 or by writing 4500 Campus Dr., Suire 480, Nesporl Bcach, Ca. 92660.

From washinglon Statc, Otcton' ldaho. wyoming, Montana. Utah, Colorado 8nd

Canada: Contact Catole Holtn at (2(b) 34G 0680 or l0l8 Lloyd Building" S€ardc. wa. 98t01.

SUBS'CRIPTIONS

Charye of Mdress-Send subrription orders ard addrcss clu4cs to Circulatin Depa.. Building Products Diges. a5{n Camps Dr.. suiazlEO Newpdt B6t. Ca.9260 lrclude ad&Ess label horn rccent issr if psfule, dus rrw addrcss ard zip code.

Subscription Reles: U.S.: $20-one year; $36tuo yean: $5Gt}ue yean. Forcign: om year payable in advance in U.S. fundsCanada or Mexico: air-342: surface-$37: South Anrerica: air-$60: surface-$39: Asia: air-$'/0: surface-$39: Europe: air-$90: surfre-$39. Single copies $,2: back copi€s 33 plus shipping & handling.

BUILDING PRODUCTS DIGLST is an indcpendcnl*ovvttcd ptbliatiat ftr dv twil, *holesle and di*ihttiott lereb of ke hofter and lwrc centcr madets in 13 halvm wcs.

Morc ttan 20 y@rc

JULY I 987 YOtUtE 6, No. 5 Door & Window Special lssue Family of Boy Killed In Accident Sues Store 5 Residential Door Market Continues To Grow 9 Door, Window Display Centers Increase Sales lO Ways To Win In The Window Advertising Jungle | 2 Vinyl Window Acceptance Growth Pegged At 2Oolo | 3 Willamette Expands MDF Production In Arkansas l7 Preservers Battle Proposed EPA Restrictions l9 Virgina Association ElectsDiz As President 25 10 Ways To Sell More Doors, Make More Profit 36 Steel Door Market Claims Over Half Of Sales 37 Hechinger Brings Lumber Inside At New Unit 38 Calendar | 8 Glassified 35 Advertisers Index 38 Editorial 6 News Briefs l6 Home Genter Merchant 20 Oklahoma Notes 22 Texas Topics 22 Arkansas & Okla. 23 Southeastern Scene 24 Operating Opportunities 26 Personals 27 New Products 28 Obituaries 38 Building Products Dagest
Copyrighr o 1987, Cutler Publishing, lnc. Cover and entire contents are fully protecred and must not be reproduced in any manner without written permission. Building Products Digest assumes no liability for materials furnished to it. Serving the lumberSEZ& home center markets in 13 Southern states ScMng f3 Sourhm 3art6
inCedar&
Gontainer and Pigg[tbact( loading
Rdtild
Gapabilities

Home Depot Sued In Death

Home Depot is facing a $20 million lawsuit filed bl the firmrly of'a child killed by falling plywood in its Perrine, Fl., store.

The suit alleges Home Depot's premises were not maintained in safe condition and that [{ome Depot wiis negligent in permitting customers to use lumber carts and lailing to warn thenr of the dangers of lhe carts. according to Stephen Malove. an associatc o1'Miami attornev J. B. Spcncc.

Thc boy died on Mar 8. 1987. when hit by approxinratcli, 1.100 lbs. of' plywood sheets which f'ell off a cart. Flis grancilather rvas standing with him.

Investigating cletectivc Thontas

Romagni. N'l etro [)ade ('ounty

Police Dept.. homicide burcau. clescribed the steel cart as a model designed to be divided into two set'tions by a middle retaining bar. On the cart involved, this center bar was missing. allowing a stack of plywood in one section to lean and place pressure upon a stack in the second area, the detective said. The support railing lbr the second stack broke at the

weld, causing the p11'rvood to fall. Ronragni said.

"ln nty opinion. common sensewise, the cart \\'as not loaded correctly bccause it rvas not completely intact," said Rontagni. "The center piece was missing. But there were no indcpenclent witnesses to verify if the boy' pullecl on the cart or what actually' triggcrecl the fhll."

Romagni said thc store usccl carts ntunufucturetl hv tuo tonrplrnies. and that investigators iclcntified the cart inr,olved as one fiom Win-llolt, although there were no markings on the cart. Jonathan lloltz, presiclent of Win-Holt, (iarden Ciry. N.Y.. said the cart involved "was not a Win-Holt piece of equipmenr." This was verified by the FIonda ;\cljustment Bureau. A spokesperson litr IIome Depot. Atlanta. Ga.. said. "We are not making an!' statement at this time as to who is the manufircturer of'the luntber cart."

Record Southern Pine Output

Southern pine lunrber production in 1986 was the highest since 192-5, an estimated I 1.8 billion board feet

New Mgr. At Cameron In Waco

Ilarry Ilornish rs the new general manager of'the Cameron Wholesale Division of ClertainTeed C'orporation's building materials clistribution group in Waco. Tx. Hc will be rcsponsible for managing Cameron's dailv ooerations.

July 1987
NEW PnESI0ENT of the National Wood Window & Door Assoc ation John M Chupik (left) rs congratulaled by outgoing president William E l-lughes Election was held at the 60th annual nreeting rn Hawaii

EDITORIAL

Why don't they get with it?

fl Ne THING thar has always puzzled us is v the failure of most of the large chain operations in the lumber and building materials business to maintain memberships and take an active part in association activities. We know there are notable exceptions. but they are too few and far between.

It probably began when the mass merchandisers first actively became involved in the business in the early 1960s. For some reason, they did not feel a part of the industry, nor could they see the benefit to them.

In the intervening years, this condition has continued. We believe it is unfortunate for all concerned as it only stands to reason that the home center chains have as much to gain as do the associations they would join. Probably more.

Too often, the chains have taken an unfair free ride on the work that the associations and

their members have done. lt has often been the associations that have done the hard and difllcult work in correcting laws and regulations regarding workmen's compensation. lien laws. OSHA and similar areas that are a common thorn in the entire industry's side.

By investing a reasonable amount of time in association programs. home center chains could do a better job of protecting their particular interests. make a fair contribution to the general industry good. and have the benefit of the wide range of services and programs associations make available to their members.

If association membership were a charitable situation or something akin to that. we could at least understand the chains' reluctance to become involved. But that is far from the case. The potential for benefit far outweighs the small investments in time and money. The associations make a strong case that the more you put in them. the more benefit (intangible and otherwise) that members derive.

SourH SrerEs REToAD inc.

IUHO ARE WE: The newest and most complete reload center in the South with over 50 years of know how in lumber and plywood handling.

WtlA'T ARE WE: Seven completely fenced acres of outside storage and 92,000 square feet of modem warehouse space.

WIIERE ARE WE: Port Bane, Louisiana on the Union Pacific Rail System. Located on U.S. Hwy 190 seven miles from I49. Twenty miles from I-10. 45 miles from Port of Baton Rouge. Centrally located for servicing the New Odeans, Baton Rouge, lafayette, L-ake Charles, and Alexandria t-ade areas.

For U.P. orlglnt, c-tl Soutfi Statec or yolr

U.P. oalco rep. for Speclal Tartff Rates

UIIAT CAN WE IX) FOn Y(X] Otr hd[$, locaton and elperience permit us to offer5nu unloadirg, loadng" storage, pacf(aging of uppers, pulling to length and widttr of commors, rananufacturing of commons, and deliveny of yow product to either one or ser,reral of your cuslomers.

WHAT CAN TH|S l|EltN T0 Y(Xl: ln today's neatness and appeararrce play a wry important rde in the sale ol lumber and related producb to retailers, chain pds, and tpnre centers. We offer this sewice and npre- We nnintain tre fadtty, equipment, and safeguard your product The proHenrs of unloading, handling, reloading, and bansportation are ours You are frree to concent-ate on SALES. Box

Port Barre, Louisiana 70577 585-7671

BuildinaProduc'fs
6 Bullding Producta Dlgeet .$.ffi,$,,*t+,i.ffi3$*.*
markets in 13 Southern states
1029
'3et"P";5J"rye,r_f'': $ffillei; * iu, ', *':' ' l,t'., :ji, j w '; ', , fiff.lH fft : ., l ttd*io IHshhtoffiducts, lnc. trrqitrt I lftt t5tf rt lrLtattlill If ll5796 Shelby Oak Drive r Suite 5 r Memphis, TN 38134 o (S1) gTZ-7070 CALL US TODAY: l.8OO.PLY WALL

Judging the log for the best cut takes know hour. lb maximizerecovery,l operate a computerized system to help analyze the log for processing through the four head-rig saw blades.

By positioning each log properly, I make sure the computer scans the log correctly fior accurate analysis. Continually checking data for correct information and orrerriding the computer if necessary helps improve log recovery.

P&M Cedar Products' hi-tech machinery coupled with competent operation and maintenance results in higher quality products to assure customer satisfaction.

Hobie Bailery, Scaming Quad
Corporate Office, Stockton, California 2Og/957 -6360

Dlstrlbutors

Residential door market wide open

!{ORrHEAST

GEORGE MCQUESTEN CO.

Iron Horse Park

North Billerica, MA 01862

(617) 663-3435

MID.STATE LI.'MBER CO.

2OO Induslrtal Parkwav

B;Aild,niodilei

(zot) 72549OO

soumaf,sT

FURMAN LUMBER CO.

8l9l Annapolis Junction Rd.

Annapolis Junction, MD 2O7Ol

(3Ot) 792-2234

EARL RAtrORD LUMBER CO.

PO. Box 5498

Ashadlle. NC 28813

(704) 253-sffi7

EPPERSON LUMBER SAI.ES. INC.

PO. Box 1559

Stat€svllle. NC28677

(7041873432r

L&L LUMBER CO.

PO. Box 3267

Huntsville, AL 35810

(205) 533-s220

WOODFORD PLYW@D

PO. Box 1731

Albany, GA 317O3

(912) 883-4sOO

Branches in Alabama, G€o€ia & Florida

IIKE STAIES

EMPIRE WHOLESALE

PO. Box 24t9--

Akon, OH 44300

(216)4U4y5

rfoRtt{wEsT

HI.'MPHREY LUMBER CO.

PO. Box 99913

Tacoma, WA 98499

{206) 584-6263

UPPER UID WEST

C"cNTON LUMBER CO.

P.O. Box 9328

Minneapolis, MN 554/tO-9328

(6t21425-t40o

wEsr

AIL{OA,ST FOREST PRODUCTS, INC

PO. Bor M

Chinq CA 9l7OB

(714) 627€55t

HEDLT'ND LUMBER & MACHINE STAINING

PO. 8or( 60038

Sacrammto, CA 95860

{916) 331€6lr

IMPERIAL WHOTESATE

P.O. Box 25605

SaIt lake CitY, uT 85125

(8Or) 972-s6s6

CEDAR WEST CORP

P.O. Box 5224

Dmver. CO 80217

(3O3) 294.0077

IGH HOUSING production in recent years has resulted in a strong demand for residential doors for new construction and repair and remodeling. In 1986 a new market peak was reached with sales of eight million exterior doors and 37 million interior doors.

Projections for 1987 indicate about the same level of demand for exterior doors and a slight decline for interior doors. The 1987 housing start total will consist of a higher proportion of single family homes, which require more doors per house.

Hinged exterior doors for new construction have seen a shift in materials since 1979. Steel embossed doors have doubled in use and now account for 250/o of the market. These doors have a foam plastic core covered with steel faces pressed to simulate wood panels. They are energy efficient and practically maintenance-free. The same is true for steel flush doors which have increased in demand from 310/o to 380/o of the market since 1979.

Wood flush exterior doors have felt the impact of steel competition and declined in sales from 4lolo to 280/o since 1979. Wood panel doors, however, have kept their l0o/o market share in large measure due to new designs and the natural appeal of wood.

According to William Ruddick of the Simpson Door Company, Seattle, Wa., "Quality wood doors have a handcrafted beauty home buyers and remodelers prefer particularly for traditional styles of houses. Sales of our Mastermark wood doors have shown steady growth."

A newer product on the market combines most of the features of steel and wood doors. Doors made with compression molded fiber glass faces over a foam core have a realistic-looking wood grain and can be trimmed to fit openings and stained like wood doors. Nancy Roffey of Therma-Tru, which developed their Fiber-Classic door line four years ago, says, "There has been a

tremendous interest in our doors and many of our customers are convinced this type of door will become dominant in the future."

Donald F. Spear, president,LSl Systems, estimates total demand for exterior doors for new construction will be four million in 1987. Added to this figure will be 3.6 million doors for repair and remodeling (the R and R market) and 4.2 million for mobile homes. The R and R demand, a 160/o increase over 1985, is based on a strong resale market for existing houses. More than 500/o of owners repair or remodel their houses during the six-year period after they move in.

Story at a Glance

Demand near 8 million for exterior doors, 37 million for interiordoors steel preferred for new construction wood panel doors hold market share al 1oo/o, dominate remodeling sales.

Unlike the new construction market, exterior wood doors for repair and remodeling have retained their predominate use primarily because they can be cut to fit existing door frames. Wood flush doors are expected to take 350/o of the market and wood panel doors, 240/0. Steel flush and embossed doors will have a 37% share, with embossed doors having growth of l0o/o since 1979.

Total demand for interior passage and closet doors for new construction in 1987 is expected to reach 23 million. The R and R market will add 9.9 million, up 290/o from 1985.

For repair and remodeling of houses, wood flush and panel doors will remain the dominant doors used in 1987 with two-thirds of the market. Closet doors also will be about two-thirds wood.

July 1987

I T'S ABOUT this time of year I when a lot of businesses, including lumber and home center retailers, fine-tune their marketing strategies.

A traditional consideration is to "play catch-up" by boosting product promotion programs. These programs, such as incentive buying, trips, prizes, among others, are all intended to generate need at the user level.

But to a large degree, the building products market has outgrown these types of techniques. Why? Recent research indicates that like the retailer, the specifier's primary motivation is maintaining, managing and building his customer base. Also, today's specifiers have become a very complex group, made up of not only contractors but architects, d-iyers and homeowners.

The problem is three fold. Exactly how does the retailer:

. Communicate to the individual contractor his own increased business potential in the retailer's products;

o Avoid costly cyclical marketing program adjustments, and finally,

o Help the individual specifier grow along with his evolving customer base?

answer is in the architect's "Form follows function."

displayiplan centers sell more doors

Quality is best communicated by materials and techniques that express the highest degree of workmanship. These techniques are all direct and powerful.

There is no more direct method than word-of-mouth, and none more powerful than what has commonly become refered to as "WOW quality visuals." Eye-catchers always have been one of the strongest marketing tools, first popularized among retailers at building products trade shows.

For a better perspective on the practical use of visuals, consider the rise of the specialty merchandiser. Over the past decade, specialty merchandising has changed the look of the building products industry. By focusing on presentation by offering the customer the finest quality and the widest choice, specialty retailers have been able to create a reputation of functionality and aesthetics.

Some retailers have found variations on this specialty merchandising theme to market the appeal of "big ticket" items such as wood windows and doors. Boldly communicating with "WOW" visuals ofjust how windows and doors contribute to a home's overall look adds to momentum and sales stimulation. The high quality "Vy'OW" visual display is worth a thousand words.

One retailer utilizing elaborate visuals is Morrison Brothers in Harrisburg, N.C. Morrison Brothers has two display stores/planning centers in North Carolina and one in South Carolina, both utilizing probably the greatest investment in visual dis-

plays, the "fixed wall" exhibit.

"Fixed wall" systems usually have elaborate detail. Morrison Brothers' "fixed wall" sections focus on the use of wood doors and windows and leave nothing to the imagrnation when it comes to quality; the systems also visually depict installation techniques. These systems include actual siding, brick and stucco on the outside, and are completely trimmed out on the inside to include mouldings and carpeted floors.

Story at a Glance

How a lixed wall dlsplay produced 5O7o sales Increasee per year for a North Carollna re tailer. why erpensive dlsplays pay off in Increased sales in the segments of the door market enioylng greatsst growth what you can do to put some WOIY in your store.

Some of the popular items exhibited are completely weatherstripped French doors, front entrances with leaded glass and round tops, double hung windows with individual pieces of insulated glass and exterior wood stile and rail doors with fancy pediments and pilasters.

Another key ingredient in Morrison Brothers'success in setting the

10
Bulldlng Productr Dlgcrt
The credo,

exhibit stage environment is proper lighting. Wood windows and doors lose their selling edge sitting in a dark warehouse. Morrison Brothers' exhibits are all magnified by the use of numerous spotlights as well as indirect lighting.

How do these exhibits draw trafnc and increase sales? This type of exhibit gives the customer the ability to "romance" the product systemto try the product on. In the world of retailing, the dressing room is only second as powerful a marketing tool as the shopping cart. Not only do these exhibits show the installation processes, they use functioning windows and doors to encourage customers to see, touch and operate the products.

Today's sophisticated customers want to see firsthand the benefits, features and options of products displayed and at work. They are more likely to be involved in the entire process from buying to installation of the window or door product.

Since there is a trend toward buying more elaborate and decorative products, a key is showcasing top-ofthe-line items on the sales floor, including high-style wood entryways, geometrically-shaped wood windows and both bay and bow windows.

More elaborate and decorative exhibits do indeed sell more products. Morrison Brothers estimates that since they invested in "fixed wall" systems, sales have increased more than 500/o per year. They currently have more display/planning centers on the boards to keep up with the demand.

There's a bright future for elaborate and decorative exhibits. Their popularity is on the rise in the U.S. Currently, use is estimated to be as much as 100/o of all building products retailers. Retailers are realizing that these systems increase their company's equity and have great sales growth potential as well.

Keep in mind that programs dedicated to quality are market driven. For a look at the market, look at the rapid expansion of consumer remodeling and renovation (R&R).

As examples, the total demand for windows in 1987 is projected to

be approximately 34.5 million units, up only 1.70/o from last year. But the demand for R&R window products is projected to grow from 15.3 million units in 1986 to more than l7.l million in 1987, an increase of more than ll.7o/0.

For hinged and sliding patio doors, 5.1 million new construction units are expected in 1987, up only 20/o from last year. R&R sales of patio doors are projected to be more than 3.1 million units this year, an increase of 6.50/o over last year's level.

New construction use of exterior doors has dropped almost 7o/o to approximately 4 million units. But the R&R exterior door market is up 60lo from last year's level to more than 3.6 million units.

The use of interior doors in new construction is down also from last year's level of 20 million units to this year's 24 million units. While the use of interior doors in the R&R market is up almost l4%. Wow!

Competitive retailers are capitalizing on this extraordinarily healthy market using WOW! marketing

techniques. The new trend in planning/display centers provides contractors a forum to communicate the aesthetic appeal and quality of his products and his workmanship. For retailers they are investments that buck cyclical trends. They also help the retailer form a partnership with the specifier by helping the specifier grow along with his evolving customer base.

July 1987
Sll0WR00il with doors and windows in simulated installations allows customers t0 visualize them in their own home.
11

How to survive in

the window selling iungle.

T HINK of yourself as a hunter, I and vour customers as the hunted. Th" gu-" is to convince them that you can satisfy their window needs. You have a lot of competition. It's a jungle. Now, what's your strategy?

Sure, you can advertise that you sell windows. But just putting up a billboard or buying space in a newspaper won't guarantee that your customers will see it, much less pay attention to it. What you need to do is plan. Plan your ads to target the right market.

To some dealers, planning may seem like a jungle in itself, but it's pretty simple. Basically, an ad plan defines your present role in the window marketplace, and how you want to change that role during the next few years. The following four steps will help you to build the plan.

(1) Information Gathering. Pull together statistics on your total window market. The more information, especially current and credible information, the better. (Refer to local newspapers, trade journals, trade associations and library sources to make sure the data are correct.) What are the market trends? What is your reputation in the

Ad Gampalgn Gheck Llrt

- Are the goals of the ad realistic?

- Is the ad reaching the right audience?

- Is the ad using the most cost effective media?

Does the ad have a clear, simple message?

- Are you repeating the message in repeated ads?

- Is thsre follow-up to the ad in the store?

marketplace? Who is your competition and how do their services, products and reputations compare to yours?

(2) Writing Down Goals. Identify the problems and opportunities. Decide how you can create a unique edge over the competition. It could be in terms of market area (you target a new community, for example), product introduction (you become the local lowemissivity glass expert), image (you become the most reliable window dealer in town) or all three. Write down the logical steps that will help your store succeed and grow over the next few years.

(3) Defining Your Strategies. Now that you know your goals. decide what your advertising needs to do to reach them. What should it say to whom? A dealer in a new, growing community may decide to target young families; his ads, then, should be progressive and dynamic. A dealer in an older community may decide to target active retireesl his ads should focus on tradition and reliability.

(4) Putting Funds Aside. Businesses spend 2-50lo of their forecasted gross sales on advertising, as a rule of thumb. This is a good guideline. You may advertise more if your competition advertises heavily, your business is small and young, or your location is remote. You may advertise less if your business is large and well established, and in a welltraveled location. Be sure to put extra funds aside for special promotions, like a store opening or anniversary.

Story at a Glance

A game plan for plotting window sales studyiqg tlre market... setting goals... selecting adrcrtising media... following up with promised procF ucts and services in yourstore.

With the plan completed, youthe hunter-now have your map and ammunition. All you need is the lure: the ads. For the most effective advertising, you will need to place ads in the right media, practice what the ads are preaching, and evaluate the results. Each of these efforts should be developed in light of your plan.

In selecting the advertising media, meet with sales representatives for each of the media available in your market-such as television, radio, newspapers, billboards. Gather their information on billing rates and audiences; then compare to see which one reaches your clients at the cheapest rate. The basic measure of media efliciency is CPM, or cost per thousand.

Once you've selected the right media, schedule the window ad campaign. Keep in mind that you'll need to repeat your ads in order to get your point across. Have a clear and simple message, and say it in the same medium again and again.

Tell your sales stalTabout the window ads under way, and PrePare them to provide the services, Products and overall attitudes that your ads are promoting. Clients trust you when you follow through on Your promises. and that often leads to sales. But remember: advertising is a lure. lt can bring people into your store, but only you can close a sale.

Finally, test the results of Your ad campaign. Put the same ad in several local papers, for example, and use a coded coupon to see which paper generates the best results. (Results are usually measured in terms of increased trafftc or sales.) Put a special offer on a radio station, and check the response. Ask your customers whether they've seen Your window ads.

Euilding Products Digest

U have been growing at a rate of 200/o a year for the past three years, and are likely to continue strong as the total home improvement market heads for $100 billion in 1988. Because of this kind of growth, it becomes increasingly important that dealers be aware of vinyl windows and their features. To help retailers become more knowledgeable about the product, the Vinyl Window and Door Institute has compiled a list of the most common questions people ask about vinyl windows.

Q: What is a vinyl window?

A: A vinyl window (frame) is one which is fabricated primarily from poly vinyl chloride. Other materials may be used for hardware and reinforcement, but the primary exposed material is PVC (vinyl).

Q: What styles of vinyl windows are available?

A: Vinyl windows are available in all popular styles, the most common of which are fixed, double hung, sliding, casement, awning, and decorative bay and bow windows. They can be custom-made to fit any size or shape.

Story at a Glance

Questions and answers to help you sell in fast growing vinyl window market .20o/o annual growth rate. strong in home improvement sales.

Everything you ever wanted to know about vinyl windows

Q: Are vinyl windows easy to install?

A: Installing vinyl windows is no more complicated than installing windows fabricated from other materials. Anyone capable of installing a window made of some other material can install a vinyl window.

Q: Uow do vinyl windows stand up to extreme temperature conditions?

A: The chemistry of vinyl, plus today's modern manufacturing techniques, assure that vinyl windows will remain impervious to weather. In addition, condensation is virtually eliminated on vinyl window parts. Heat loss through window members is reduced drastically due to the insulating qualities of vinyl.

Q: How will vinyl windows affect the appearance of a home?

A: Vinyl windows greatly improve the appearance of virtually any home. They maintain their beauty for many years with only a minimum of cleaning and care.

Q: How do vinyl windows stand up to salt air, sea spray and other corrosive conditions?

A: Vinyl windows are not affected by corrosive conditions, making them a good choice at the beach or near heavy industrial areas.

Q: Rre there any quality-assurance safeguards for vinyl windows?

A: The SPI Certification Label is your assurance that the product has been tested by an independent laboratory and found to comply with all the provisions of ASTM standard, D4099.

Q: What glazing options are available with vinyl windows?

A: Vinyl windows are available with single, double and triple glazing. Options such as tempered, frosted and low E (emissivity) glass are also offered.

Q: How do vinyl windows compare with windows made of other materials from an operating standpoint?

A: Vinyl's self-lubricating properties enhance its ability to slide. In addition, vinyl does not warp, twist, swell or otherwise distort its shape, so it remains easy to operate.

Q: How do vinyl windows compare in price with windows made of other materials?

A: Vinyl windows compare very favorably in price with quality windows made of all other materials.

Q: Do vinyl windows require much care?

A: Vinyl windows never have to be painted because the color is actually part of the vinyl. lf they become particularly dirty because they are subject to stubborn grime caused by local conditions, a mild non-abrasive detergent solution will clean them to an "as-new" condition. Normally, all that is required for cleaning is a damp cloth.

July 1987
It INYL WINDOW products
13
UlllYt windows come in all styles and are especially popular lor remodeling. Their appearance is similar to wood.

Sincel906,we've helpedsmootbyourroad tomarket.

It can be tough moving lumber and plywood profitably, especially in today's business world.

That's why, while others may

work directly with yotr dealers, we at Willamette continue to devote our efforts to you, our wholesaler.

For over 80 years now, we've helPed

photognph qrtesy of tlrc ore8pn Histdicl sciety. @ copyriShtwilhrett€ Industrhs, Irn, Alhany, ore8pn 1987

get you competitively to market with the best in lumber and plywood products, backed by non-stop service. Real serwce.

You get personal, immediate attention from your Willamette sales professional who works right from our mills. Using our computer network and warehouse resources, we take your orde4 track it through our system and get you the products you need, on time. Every time.

To put Willamette teamwork to work for you, give us a call-in the

West at (503) 926-777I, in the South at (318) 255-6258.

Together, we'll steer a steady course to market. Profitably.

-: w2
/ \F-r
hometownvalues.
Willamette Industries, Inc. Lumber & Plywood Divisions Abigcompanywith

Handy Dan stores in Odessa. Midland and Amarillo. Tx.. and Allwoods in San Angelo, Tx., will be closed by the lVickes Cos. if they are not sold . Wickes Lumber has opened a new I 1,000 sq. ft. facility in Greenville, N.C., and remodeled and reopened a former Homecra.fters in Hopkinsville,Ky....

Hechinger Co. which has just opened a 100,000 sq. ft. store in Valley View Mall, Roanoke. Va.. Don Miller mgr.. (see story p. 38) expecls to open 14 more stores this year including Charleston, S.C., and Harrisonburg, Va.; their first regional distribution center is set to open in Charlotte, N.C., this fall

Scotty'swill move into Mariner Mall in Pensacola, Fl., in August . . . Moore's Honte Centers is looking for another Roanoke. Va.. site after the city rejected their original selection...

Lorte's, which has just opened stores in Winchester, Ky.. Northeast Tallahassee. Fl.. and Athens. Tn.. and remodeled the Oklahoma City, Ok., store on MacArthur, is considering a location in West Burlington, N.C. . .

Home Quarters Wareltouse, Inc. is looking for new store sites in Richmond and Tidewater, Va., and Columbia, S.C. Jimmy Whittington Lumber Co. 1nc., Memphis, Tn., is building a branch in Cordova, Tn.

West Builders has a new super store in Newnan, Ga.. Roper Brothers Lumber, Petersburg, Va., has opened the Hanover Division in Ashland. Va. . .. Ken Grause, owner of Bellevue Home Improvement Center, Bellevue, Ky., has opened Pilot Home Center in Fort Mitchell, Ky.. .

Builders Square expects to open 20 additional stores this

year . . Honte Depot has designated Douglasville, Ga.. Chattanooga. Tn.. New Port Richey". Dale Mabri'/Hillsborough and North Palm Beach. Fl.. as future locations

The Lester Group. Martinsville, Va.. has acquired Fortress Ll/ood Products. a Geensboro. N.C.. pressure treater ... Delmarva Millv,ork Corp.. has opened a new warehouse in Fredericksburg,Va....

Johns Millv'ork Distribtltors is a new wholesaler based in Doraville. Ga.. Tommy'Johns. owner. serving metro Atlanta . . . Tintber Products Sales Co., Springfield. Or.. has closed its sales office in Atlanta. Ga. ..

Furntan Lunrber, Inc., has opened an office in Dunwoody'. Ga. (see stor!'. page 19) . . Winton Sales Co. has closed its Minneapolis, Mn., office: all sales are now out of Prince George, B.C., Canada, Oscar Faoro. sales mgr.

Weyerhaeuser has opened a branch in Jacksonville. Fl.. (see p. 38 for story) . . . Sale of Scoltt''s manufacturing div. in \4'inter Haven, Fl.. has been con-rpleted for approximately' S,5 million to Precision Milltt'ork Southeast, Inc....

.4lpine .Sales, Inc., Columbia, S.C.: FL14 Building Products, /nc.. Orlando. Fl.: and Reico Distributors. Springfield. Va., have received ll'ilsonart distributor performanceawards...

Georgia-Pacrlrc has completed its $215 million purchase of U.S. Plywood Corp. . . . We.verhaeuser Co. has acquired American Hardu,oods Industries, Redi-to- Use Hardwoad div., Titusville, Pa., from'' Nammermill Paper Co. .

Building Products Digest

Coloric Corp. will build a -500.000 sq. ft. range and oven manufacturing facilitv at Florence. S.C. .,\'orfblk Southern has opened an intermodal facility at Albany'. Ga. . . (-(- Di.stributc;rs, lnt'.. (iorpus (-hristi. I r.. is a ne\\ nrenrber of the Sentrr llardrrare (iroup ... Re.r'nolds .\Ietals ('o. has opened a residentiirl serr icc center in Raleigh. \.('. . .

Willantette Industries /rrt'. has added a second production line to its il{DF plant in \'lah'ern. Ar., (see page 17 for story') Standard G,vpsunt Corp.. Houston. Tx.. has purchased l4'indsor G1'psunt, /nc. including a wallboard nrfg. facilitl' near Seguin. Tx...

W'orldmark Group. North Palm Beach. Fl.. and Chrysler Corp. are launching ajoint venture to manufacture residential viny'l siding and related vinl'l home buildingproducts...

Reynolds Merals Co.. Richmond. Va.. and Scorchcra.li Building ,Vaterials. Inc'.. Dallas. Tx., are jointll' producing aluminunr windorv and door products . Rosco, 1nc. (u'allcovering). Dallas. Tx., has acquired Roy Jacobs Co.

Arrott Group Inclustries. Pompton Plains. N.J.. has acquired Kellev Manu.facturln.q Co.. Olive Branch.N'!s....

C hic'ka sha .ll illx ork & -Suppl-t'. ('hickasha. Ok.. lras received a special auard of nterit front Ll'ater .let (.orp.

Heil-Quaker Corp., Lavergne. Tn.. presented performance awards to Westbrook Co.. Houston. Tx.. and Central Distributing. San Antonio. Tx.

Housing starts t'or Ma1' (latest figs.) fell 2.701' to an annual rate of 1.620.000. seasonalll' adjusted single family starts dropped 7.60/r,,multifamill' starts were up, while building permits for future construction dropped again. to their lowest level in a year and a half.

16 *tts'r!*ff*iL"i*.sfL$$;tslsf##ii{{it,liltr({"rf,J::.lirr{r1.- rT*:H*li{<K(rt*sh-*.tF.P.;.li{l'*ti#ili:,$j:::ii!iii:rii*.r*.i}}il'.aiiii+ii+;*$
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Record MDF Production Line

The Willamette Industries, Inc. medium density fiberboard plant in Malvern. Ar.. has added a second production line which makes the plant what is believed to be the largest producer of MDF at one location in the U.S.A.

The additional line has increased production capability to I 15,000,000 surface feet on a 3/4" basis. Investment in the second line was $18 million, according to a company spokesman.

NAWLA Seminar Still Open

Some openings for the fall North American Wholesale Lumber Association wood marketing seminar, Nov. l-7 at the University of Georgia at Athens are still available.

Plywood Production Meetings

Plywood production refi nements and innovations highlighted the recent American Plywood Associ-

ation regional meetings attended by nearly 250 people.

Subjects included an update on high moisture content gluing, the utilization of juvenile wood, and the reduction of wood losses at the green clipper.

The regional meetings were held the week of May 1l in Fayetteville, N.C.; Columbus, Ga.; Laurel, Ms., and Shreveport, La.

Hardwood Group Renamed

The Fine Hardwoods/American Walnut Association has changed its name to I"ine Hardwood Veneer Association (["HVA) with the American Walnut Manufacturers Association (AWMA) as a division of the main organization.

This name change has reinstituted two well known and respected wood industry groups. The Hardwood Veneer Association traces its origin to the Veneer Association formed in 1933. The walnut organization was first formed in 1914 as a committee of the War Department to insure adequate supplies of walnut gunstocks for the military.

Texas Truck Deregulation

Bills limiting the Railroad Commission of Texas' authority over intrastate truck rates to setting maximum charges have been proposed.

The bills would also ease the criteria for obtaining contract carrier permits and allow more flexible rate setting.

July 1987
UPBEAT SH0W attendees Mike Brooks (left), gen. sales mgr., General Sentry Hardware Co., St. Petersburg, Fl., and Ed Garza, Holmes Lumber Co., Jacksonville, Fl., discuss improving sales at General Hardware's Super Show 1 987.
17

JULY

Fenestretion World 't7 - July E-9, window/door trade show & seminar, Hyatt Regency. Minneapolis, Mn.

Southern Pine Inspection Bureru - July 9-10. annual staff meeting, Pensacola, Fl.

Tennessee Building Meterid Associetion - July 9-ll, young executives convention, Bent Creek Mountain Inn & Country Club, Gatlinburg, Tn.

House Hesson Hrrdwrre - July l0-ll. market. Knoxville Exhibition Center, Knoxville. Tn.

Kentucky Lumber & Building Mrteriel Deelers Associetion - July 15-15, summer board meeting, Commonwealth Hilton Hotel, Florence, Ky.

Louisianr Building Meteriel Deelers Associetion - July 23-26, summer conference, Sandestin Hilton. Destin. Fl, Orgill Brothers & Co. - July 24-25, market, Cook Convention Center, Memphis, Tn.

Appdrchirn Herdwood Menufecturers - July 27-2t, summer meeting, The Greenbrier, White Sulphur Springs, W.V.

Internetionel Lewn, Gerden & Porer F4uipment ErpoJuly 27 -29, Kentucky Fair & Exposition Center. Louisville, Ky.

AUGUST

Amerillo Herdvere Co. - Aug. l-2, buyers market, Amarillo Civic Center, Amarillo. Tx.

Netionel Wood Window & Door Associetion - Aug. l-5, summer meeting, Westin Copley Plaza Hotel. Boston, Ma.

Americen Hrrdwere Menufrcturers Associetion - Aug. 912. Hardware Industry Week/National Hardware Show, McCormick Place, Chicago, ll.

Netionel Herdwood Lumber Associetion - Aug. 10-14, lumber grading short course, Memphis, Tn.

Southeestern Lumber Mrnufecturers AssocittionAu3. 13-15, annual meeting, Kiawah Island Resort, Charleston, S.C.

Pelmetto Wholesele Co. Inc.Aut. 20-21, market, The Carolina Coliseum, Columbia, S.C.

Feltus Brotbers Hrrdwere Co. - Aug. 22-23, market, Natchez Convention Center. Natchez. Ms.

Mmre Hendley Inc. - Aug. 22-23, fall/winter dealer buying show, Birmingham/Jefferson Civic Center, Birmingham, At.

Nationd Herdwood Lumber Associrtion - Aug. 24-2t, hardwood manuhcturing./marketing seminar, Memphis, Tn.

Witte Hrrdiere Corp. - Aug. 29-30, Sentry market, Cervantes Convention Center, St. Louis, Mo.

Zork Herdnre Co. - Aug. 30, Sentry market, Hilton Airport Hotel, El Paso, Tx.

Houseworld Expo - Aug. 3l-Sept. 2, lst international housewares industry show, Las Vegas, Nv.

SEPTEMBER

General Hardwere Co. - Sept. 12-13, Sentry market, Atlanla Hilton, Atlanta, Ga.

Hoo-Hoo International - Sept. 13-16, annual convention, Seattle Sheraton Hotel. Seattle. Wa.

18 1 LATTICE DECK PACKAGE Deck Squares Baluelerg Slalr Rlrers 3.Slep 4.Step 5'SleP 3 cALL: 8001334'8906 713//433.2433 9/rcc/blty &.duph Qt;ahan 2 TRIM PACKAGE 1r-2 8' 2x2 8' Lalh 0' Lath 8' L.th 10' BenderBd. E' BenderBd. 10' 4 LANDSCAPE PKG. Logetts Screen 2 x 4 2x8 2xO HCS Woodtech 12229 Almeda Houston TX 77045 Bulldlng Products Digest CALENDAR

Furman Opens Atlanta Office

Furman Lumber, Inc., has opened a new oflice in Dunwoody (Atlanta), Ga. Alabama native Lynne Jeffcoat is the new Southeast area sales representative, according to Furman president Hawk Furman.

Preservers Battle EPA Llsting

The wood preserving industry is being called to provide the information and funds needed to sustain its long term viability in the face of further proposed EPA restrictions.

The Society of American Wood Preservers and the American Wood Preservers Institute are battling a proposal, which would label62 additional wood preserving residuals as new hazardous wastes, through a comprehensive survey and testing program.

Confidential questionnaires reqesting data on current and historical plant operations, waste management practices and economics have been mailed to the entire U.S. wood preserving industry, along with

instructions for collecting samples for analytical testing.

The industry is gathering facts to prove it can and will reduce or eliminate any risks, that it provides substantial benefits to the nation's economy, and the proposed listing would be arbitrary, unnecessary and costly to the industry, government and public.

Genterbeam Shipment Tests

More economical shipping of lumber by rail with reduced loading time, fewer transit delays and less damage during shipping is being tested by the Southern F'orest Products Association.

Use of centerbeam railcars with winch/cable systems was tested recently by the SFPA loading rules committee. Two men, instead of the usual three, loaded 83,000 board feet of lumber on a 60'8" centerbeam railcar in two hours. Constant-tensioning steel bands were not needed.

This is less time than required for loading a bulkhead flat car with constant-tensioning devices, according

to Gene Harris, SFPA traffic consultant. Less unloading time and no disposal of steel bands are additional pluses.

The next test will be conducted on a 73 ft. centerbeam car which will allow about 20,000 more board feet per car. The additional tonage can move at the lower excess incentive rates and cut the number of carload shipments to a customer during the year.

The only problem is that no railroads serving sawmills in the south have such equipment. The only sources are shipper provided cars or loading off-line cars when available.

Smyth's Golden Annlversary

Smyth Lumber Co., Orlando, Fl., is celebrating its 50th anniversary, serving the Central Florida market since 1937.

The third generation building materials supply firm operates a lumberyard which includes over 40,000 ft. ofoffice and warehouse space and a 15,000 ft. roof and truss plant, all covering ten acres.

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Building Materials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members. -

C.B.S. Offers You

*C.B.S. has been nationally recognized as "The Ploce To Go To Buy Low"*

* As you buy more the cost to belong goes down-not up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a Ceneral Building Marerials Dept.

* C.B.S. has a program with the Blue Grass Tool Company

Central Builders Supplies Company

These Advantages

* C.B.S. is dealer owned

* C.B.S. has a state-of-the-art internal communication system with participating members

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate

Headquarters for the Allied Building Centers 215 Broadus Street Sturgis, Michigan 49091

Phone: (616) 651-1455

July 1987
19
Building
iC.B.S. was featured in the February, 1987 edition of
Products Digesl

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca. 92128 blue. I'm out there staining redwood, cutting back overgrowth, mending fences and spray painting the outdoor grill.

AFrEn 35 years as a do-it-your- Fl selfer, I've collected quite an array of bargain hand and power tools. My garage boasts three electric drills, including one battery operated, a glue gun and three rusting toolboxes loaded with screwdrivers, hammers, drill bits, pliers, wrenches, single blade razor blades, two broken pencils and an assortment of files.

In the garage cabinet drawers, I have jars filled with collections of nails, tacks, screws, bolts, nuts, washers, molleys, picture hooks, tape, twine and a lot of miscellaneous hardware that never quite made it to the garbage can.

During the winter months I normally won't touch any project that isn't small enough for the top of the garage work table. But, after the first warm weekend in the spring, my collar turns

One early spring Saturday afternoon, Donna and I stopped at a local Kmart for a replacement seat for my stationary exercise bike. As we walked down the power aisle, I was stopped by a sale sign on a Turco barbecue grillregularly $239sale priced at $169. It was a beauty. Our old barbecue has a low BTU rating and takes forever to broil Donna's well done beef. "Let's get it," I volunteered. Donna was willing but Kmart wasn't. I was informed that it was backordered. I was shown how to fill out my own two-part rain check and told that I would receive a card in the mail when it was back in stock.

A few hours later, we passed another Kmart and took a chance that maybe they had one in stock. No luck. But. the duty manager offered the floor

model. "Fabulous," I thought. But, it was not to be. I'm one of l2 people in California that doesn't drive a pickup truck and a $239 barbecue cannot fit in the lrunk of any car. So here, too, I filled out a rain check.

It was the Sunday of the following week that I found myself on the road of the second Kmart in my story. I stopped in to inquire about news of back orders. This time, two sealed cartons of their inventory now ticketed at $217 were visible on the floor. I spoke to the duty manager and although he had no way of getting into the "rain check fi|e." he allowed me to have one barbecue at last week's sale price. I reached home at 3:30 p.m. We were not yet on daylight saving time. so | figured I had about three hours of daylight in which to work outside to completely assemble the unit. How wrong I was.

Turco model 87541 has 275 parts including 53 screws. 39 bolts, 36 nuts. 38 washers and 2 axle caps. lt took Donna and me one hour to get to Step 2 of 29 steps. Most of the lirst hour was devoted to unpacking the pieces and attempting to understand step No. l. By 6:45 we were working by flashlight. At 7:00 p.m. we moved everything inside to get out of the cold night air. At midnight, I discovered that the frame that held the bottom casting was slightly bent and that the screws could

20
Bulldlng Products Dlgest
L

not possibly pass through all the necessary predrilled holes. Donna quit and went to bed. I finished by l:30 in the morning after redrilling holes in the frame and inserting some oversized carriage bolts left over from a gym set I put together in 1961.

I really didn't get to bed until after 2:30 a.m. I spent 30 minutes staring at this monster and wondering how older people and live-alone women could ever assemble one of these grills. I had every convenient tool including a battery operated screwdriver and it still took me nine hours of assembly and three Bandaids. I spent the lasr hall hour trying to remove the stains the tools and grill put in the family room carpet.

I was telling this story to Sandy, my printer. She smiled, let me finish and then topped me with her barbecue grill story. She bought a top-of-the-line

lUhen Vou uont the highest quolitg ovoiloble in CCR TVpe C Pressure Treoted lumber, coll

Turco at the Price Club. After assembling the frame, she discovered that the bottom casting of the grill had never been packed in the original carton. Price Club told her it was a ,.suarantee" problem lhat she i-'rst straighten out with the factory. Sandy said that Turco was very cooperative and it took only one long distance phone call to an understanding consumer relations person to arrange for the bottom casting to be air expressed to her.

_ EPILOGUE

Bicycles, barbecue grills, fireplace screens, gym sets and picnic sets head my list of "never agains." Someday, I expect to see a home center, hardware store, or department store run ads that

feature, "delivered and assembled," I'm ready to pay the price.

PS: My self-addressed Kmart rain check card to let me know the grill was in stock arrived today, exactly six weeks after my night shift assembly.

CLASSIFIEDS

Call (714) 852-1990

!)1,..} *r.ful.n f '8.,s^g;, INC.

llrkonsos tu0Ts l-(800) 482-23s2 Notionot tu0Ts t-(8oo) 232-z3z(t

Bltt HRRDING o tllrtDR PRtDDy . ROSS RRSI|USS€N

UJe con.fill oll vour treoted lumber needs.. . londscope timbers, plyuood, oll dimensionol lumber, 4r4 through l2xr2. on 6x6 ond

lorger ure hove lengths ronging up to 45-feaE. prus, tue nou, corrv in stock .60 FDN. UJe olso hove our oun fle,et of trucks to help you solv@ ong delivery probl@ms vou mov hov@. All our mot@riol is TPI grode mork@d. [lJe feoture- the Rl.lJpB quolitv mork on oll our tr@oted moteriol.

July 1987
21
c u R T, P,F,|!
Highcst Ouolitg Posslblc ot Competitiys prlcing

TOPICS

clecutlce vlce preddent

The new spray paint and glue law contains the following provisions:

ing: "lt is unlawful for a person to sell or deliver abusable Slue or aerosol paint to a person under 18 years of age. Except in limited situations, such an offense is a 3rd degree felony. lt is also unlawful for a person to abuse glue or aerosol paint by inhaling, ingesting, applying, using, or possessing with intent to inhale, ingest, apply, or use glue or aerosol paint in a manner designed to affect the central nervous system. Such an offense is a Class B misdemeanor."

L|ouse BILL

116o sponsored by I I LAT was brought before the Senate and passed prior to being returned to the House for conculTence on two minor amendments placed on the bill while it was in the Senate. with House concurrence. the final construction trust fund bill went to the governor for his signature.

Also H.B. 173, which removes the lock and key provisions from current spray paint and glue statutes, was voted out of the House and referred to the Senate Criminal Justice Committee where Senators Cyndi Krier, San Antonio. and Judith Zaflirini, Laredo, accepted amendments drafted by LAT lobbyist Robert Bass in exchange for their support of the legislation.

This bill cleared the Senate and received House concurrence during the hnal hours of the session. After being signed by the govemor, the law will become effective Jan. I, 1988.

o Dealers will no longer have to lock-up or keep spray paint and glues in limited access area away from customers.

o Dealers will have to obtain a permit from the Department of Health by January I, 1988, at a cost of$25 per year per location in order to sell spray paint and glue.

o The new law will increase penalties to those selling spray paint and glue to individuals under the age of 18.

o Dealers will be required to display a conspicuous warning sign, in English and Spanish, which states the follow-

Dealers may grumble about having to secure another permit and pay S25 per location to sell spray paint and glue. However the alternative to the legislation passed wiui much worse. Originally, the legislation would have raised the age limit to 21, required retailers to distribute state-prepared literature, and to obtain a permit at a cost of $Ifi) per location. Because of the intense lobbying by LAT, the Texas Retailers Association, the National Paint Association, and SWHIA we were able to save our industry approximately $20,fin in fees over the next two years.

Later this summer LAT will Prepare waming signs for the membership. As soon as the Department of Health has prepared the permit application form LAT will obtain a copy and distribute it to each member.

GAYLON STACY

elccudce

! nEqueNTLY, dealer members

vlce preddcnt nished, then generally the mortgage will be prior to the lien. Where a mortgage is recorded after the lirst material is furnished, then the lien is prior to the mortgage.

F contact the OLA office with questions about certain provisions of Oklahoma's lien statutes.

One frequently asked question:

Q: Who is ahead and who is behind my lien?

A: Where a mortgage has been recorded before the first material is fur-

Where a construction loan has been given, a mortgage has been recorded and the money is to be advanced as the construction proceeds, then liens will be second to that part of the mortgage proceeds that have been disbursed prior to the commencement of the building and prior to that part of the mortgage proceeds disbursed after the building is commenced.

In any situation where one improvement is being constructed and a

mortgage appears to be prior to your lien, check the facts. lf the mortgagee is not obligated to pay the mortgage amount, then your lien may be prior to any part of the mortgage.

Also, mortgagees sometimes give construction mortgages after some work has been done on the imProvement. In that situation, your lien might be prior to the mortgage even though you furnished material a long time after the mortgage was recorded. Before you abandon any right, check with Your attorney.

Future Dater

Check out our Calendor on pge 18 for information on upcoming conventions, meetings and trade shows in your region.

Lumbermen'c Ascoclatton of Tcrac P.O. ad 5!t/6, Ard., Tr 7t1l6tl (5r2) att'rr9a
Bulldlng Product! Dlgert
Otlahoma l,umbermen'o Accoclatlon 516l Il. lbrAr.. (tblcr GQ, {f. Ttrrt (aOt, ta}rzlr

ARKANSAS a OKLAHOMA

AS MANY as 50 Arkansas and Fl Oklahoma lumber yards of all sizes could change hands in the next l2 months and probably 750/o of the dealer owners will not realize the full profit from the sale because they will make one or two more common mistakes when selling.

The average lumber dealer, who has sold lumber and building materials for years, may sell only one business in a lifetime and, in all probability, it will be the biggest, single sale in his life. An experienced dealer who is an unexperienced business seller is mismatched with someone who has bought businesses in the past.

o Dealers trying to sell their yards should understand the real value of the business. Lumber dealers often minimize profits to reduce taxes. Thus, their yards' financial statements often don't begin to reflect the true profits and value of the business.

. Use a multiple or ratio to set a price. There is no single multiple or single ratio that universally applies when selling a privately-held business. Every sale is diflerent. But when you use a ratio it not only sounds professional, it makes it harder for the buyer to chip away at your price.

o Sell at the right time. Most sellers wait too long to sell. They don't understand that they should sell when the market is ready. Today in Arkansas and Oklahoma, it's a buyer's market with substantially fewer buyers than sellers.

o Take advantage of tax savings. Many owners of businesses valued under $10 million don't know that if they sell before Dec.31, 1988, they can achieve a significant tax savings. After that date, they could be subject to a double tax on the sale of their business. They should start the selling process now.

. Understand the buyer's motive. L,mphasize the business' growth potential, don't dwell on past performance. Buyers

are looking for a return on investment and growth potential. They really aren't concerned about what you did yesterday, but with what is your yard going to do for them tomorrow.

o Sell to the right people. One of the biggest mistakes is thinking that the best buyer for your yard is a local competitor, customer, supplier or an employee. They could be the worst because if the deal falls through, and many do, then a great deal of confidential information about your yardits financial status, its customer list and its secrets come to light. In fact, the worst buyer is someone locally. They usually know your business too well to pay you top dollar. In most cases, the best buyer is someone seeking entry into a marketplace.

Proper documentation is a must. Most inexperienced sellers only provide the prospective buyer with tax-oriented financials. Sellers should recast financials along with five year pro formas, backed by solid market research that shows the potential for the business for new owners with the resources to make it grow.

o Have a firm exit plan. Many dealers haven't thought about what they will do after selling or what their real financial needs will be. This can cost them money at the closing because many buyers are willing to pay a higher price for the business if some of the purchase price can be deferred. If a seller is willing to defer some of the money, the buyer has more flexibility in financing the purchase.

o Don't be the first to mention price. One cardinal rule of negotiating is never be the first one at the table to mention price. Most amateurs do and a buyer, who may have had a higher price in mind, will immediately make a lower offer.

Ifyou want to buy or sell a yard, give us a call. Maybe we can help. The association gets several calls a month from buyers and sellers. Additionally, we have contacts with several good brokers who also may be able to help.

July 1987 Mld-America Lumbermens Assoclation 4510 Belleviw Ave., Kansas City, Mo. 64111 (8f6) 93f.2f02
23 s70P WASTING MONEY ON cosrty wooD Dept. 43, Peru, ll. 61354

Land of DINEH Reputation by Product PONDEROSA PINE

Fine

SOUTHEASTERN SCENE

cou"rins association nerus in Alabama, Florida, Georgia, Kentucky, Louisiana' Mississippi, the Carolinas, Tennessee and Virginia.

Tennessee Building Mrterial Association is substituting a fall management conference, Sept. 20-23, at the Grove Park Inn and Country Club in Asheville. N.C., for its traditional summer meeting.

Carl Tindell, management conference chairman, and David McClain' TBMA president. are arranging an educational program as well as activities to take advantage of the recreational facilities at the resort.

NAVA-PINE

Premium Quality

Lumber

Half Pak HIL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds.

Half Pak PLL. and PJ{.

NAVATRIM Premium Mldgs. and Millwork

Bundled/Unitized/

Virginia Building Material Association will learn l0 steps for better inventory control from Tom Dyer of Builder Marts of America at its summer management conference, Aug. l3-16.

Harlan Hummel. executive vice president of the National Lumber and Building Material Dealers Association, will be attending to give an update and review of the building material industry across the nation. Dealers also will be briefed on the economic forecast for the remainder of the '80s.

Golf and tennis tournaments are being organized by John Urhils, W'V.F. White and Sons. The meeting will be held at the Ramada Tower Oceanfront in Virginia Beach.

Carolina Lumber and Building Meterial Dealers Association in cooperation with the Southern Forest Products Association has completed a series of six product knowledge seminars on southern Pine lumber.

Dave Mason, SFPA regional market manager, presented the program to over 200 dealers in six cities. Meetings were conducted in Fayetteville, Asheville and Winston-Salem, N.C., and Columbia, Summerville and Greenville, S.C.

Louisiana Building Material Deelers Association has a new field representative, Lee Mauberret.

A graduate of LSU with a BS in industrial technology, he will be covering the state, visiting members and nonmembers to promote the association and its services.

Final plans are being made for business sessions. board and committee meetings as well as social and athletic events at the annual summer conference, July 23-26 at the Sandestin Hilton. Destin, Fl.

Kentucky Lumber end Building Materiel Dealers Associetion will hold its summer board meeting on JulY 15 and 16 at the Commonwealth Hilton in Florence, Ky.

Floride Lumber end Building Meterial Deelers Associetion will award a 1987 pickup truck as the grand prize at the Main Event annual convention and buying show, Sept. 24'26, at the Marriott Orlando World Center.

William B. Carson, FLBMDA executive director as of May l, met many of the members of the association at the summer conference held at the lnnisbrook Resort, June l7-21. A full session of meetings, sports and social events occupied those attending.

Building Meteriel Merchrnts Association of Georgie end Alrbrme heard attorney Larry McReYnolds sPeak on effective use of Georgia's lien law at their annual summer management sonference in Savannah, Ga.

Federal legislation affecting dealers was discussed by Harry Horrocks of the National Lumber & Building Material Dealers Association. The Sheraton was the setting for the weekend' April 23-25.

Mississippi BuiHiry Meterid Deders Associetion ollicers attending the summer board meeting heard Morton Marcus, director of the Business and Research Center at the Univenity of Indiana, as a speaker.

The Coliseum Ramada Inn in Jackson was the location of the June 16 and 17 session.

Bulldlng Productg Dlgest
Textured/ Kiln Dried
NAVAJO PINE Direct Sals: Joe Shipman, Mitch Boone, Rich Feshlakai (sos) 777-22eL NAVA'O FOREST PRODUCTS INDUSTRIES P.O. Box 12E0 Navajo, New M*ico E7326 ('os) 777-2211 An Enterprirof the Navalo Tribe
William B. Carson

Virginia association sets goals

I N TAKING office as president of I the Virginia Building Material Association, Rick Diz said "The success of our association is only possible through the efforts and interest of our membership. Everything hinges upon the participation of our members."

The object of his administration, Diz explained, will be to build participation. Every dealer and many associate members have been appointed to committees. To facilitate participation, the committees will meet in locations convenient for the members with committee selection based on proximity of those serving. "We will look for every possible opportunity to bring more members into every aspect of the association's activities," Diz said. "When we cannot get members to come to the association, we will take it to them."

George Lester II, The Lester Group, is the president elect. Other officers are Freeman Spencer, Mas-

sey Builders Supply, lst v.p.; John Purcell, J. S. Purcell Lumber Co., 2nd v.p.; John Spencer, Lambert Building Supply, 3rd v.p.; Mike Harman, MW Manufacturers, associate v.p.; Dick Ferguson, James River Building Supply, treasurer; Roger Williams, Piedmont Lumber Co. of The Plains, national director. Tom Hartley will continue as executive director.

New directors are George Burton III, Burton Lumber Co., Chesapeake; Archie Goodwyn, R. C.

Story at a Glance

Area meetings will take association to members, increase participation Amers recognized for service. Rick Diz elected president.

Goodwyn & Sons, Powhatan; Edward Hunt, Windowland, Inc., Alexandria; Fred Siewers III, Siewers Lumber Co., Richmond; Boyd Hawthorne, Peninsula Supply Co., Newport News; Van Pence II, Valley Blox, Inc., Harrisonburg and Tom Carlson, Huttig Sash & Door, Purcellville. Burke Johnson is outgoing president.

Special recognition was given to William P. Amers Jr., Murphy and Amers, Inc., Arlington, for many years of service to the association.

The April 12-15 convention at The Greenbrier Hotel, White Sulphur Springs, W.V., included committee reports, a program on Churchill, the annual meeting, table-top displays, golf and tennis tournaments.

The 1988 convention will be held in Hilton Head, S.C. The convention advisory committee will solicit suggestions and ideas on future locations and programs.

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July 1987 25
WOOD WINDOWS FROM MW Z--_ =\\,\\ \\ \' '\\\ tt r\\'' MW Manufacturers, Inc. . Post Office Box 559 Rocky Mount, Virginia . 7Oi 483-0211 |l]nt|t|il UUU W. MW Manufacturers. Inc.

OPERTqTING OPPORTUNITIES

Paid Associates PO Box 741623 Dallas, fx 75243

l:Sl: \lt( llI I].S rrnd tlirce ti,rr puhlishcrs sur thltt titc r\ JfirsL' bLl\iloscs l 5 ol it: e u\t( )llaf s alf lr

l hc krss rs dcscrrhctl in :ir e.itaglrie.. lror crcrt 100 rLi\tontat: lo:1. ltts tlja:. thrac nror c l\\.i\ tlr c :hrlt tlrcir hir.rncss to tricnclr. ninc eltltngc lot r'otttpcltlir c rclsons. l-1 lirc dis:irtisllcii lor prltil.tct of scr\ ice reit:()n: anti it $ hr,1l|11'1u 1,5 lcarc bccalrsc ol poor cntplorcJ iittitu(ia or indrllercnec.

\othing e hangcs (i\ ing I o!ltllr.Llll\. * ith an annull l0 poirLtlitliotr .lti1t. .r nta.joritr ol' ti'ra rnoral\ rcntiiirt l()\.Ll (ictting a tlcul tlrrough rL liirnrl i\lr-l l\ hig.r trrrnr ir\,'ll, \\,'tl ri t\l'r'.1 rtll.. ' of I 5' is .1i ()l ir totirl rLlsl()rtref b.r\e ( )n! lllln! l|.rl r-.rll\ \..-l\l \. \ l(, '\( belier ing thrLt thct :rrc utttlcr :cr arc cortt|!'titi\e Ir!-\\Llfc i: thc liret tllltl onlr 9' ol' I5 or l..l: ol lill !Ll\t()ntat'\ s$ilclt storc:. l)rOtluet .tnrl \at\ r!J rli\ satisllction. ri Irilr- brirrgitlg th. \.!()rrrj largest loss ol e ttslot.ttcrs. rs.jLtst oi e'r I ol thc total

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$.Bl-littr:,ii::::it;iii'i:1+::t:::i:::::::::::r'::i:;ii::i:ili,:;::i:iiilii{i3:' Thot's How lt Goes! S$iii:i::::iil::iiI$:i1i:::I:i::::i;::li;i::::-:iiii:i!:i:iiiii:ll$illiiii:tti,

South Bay Forest Products, a very special manufacturer ol specialty lumber products, has a winning combination for you.

manulacturer specializing in westem specialty sofluvoods

FINISH PATTERNS SIDINGS BOARDS DIMENSION TIMBERS DECKING CUT STOCK SPECIAL MOULDINGS SPRUCE & PINE PATTERNS

INDUSTRIAL MOULDINGS & MILLWORK Wholesale only

26 Building Products Digesl : -!\. \Lll)\- .,'il\l\-
Building
t\! \l\ t\ {)Lll \!- (rl r'(r\l (lf \\ ll\ .rir|a.lf ., Lt.lrt'rg trl ir.i :ctttl .t ,'J :\ llll FT ll it:
Call South Bay Foresl Producls 2200 No. Glassell, Orange, Ca.92667 (714) 637.s3s0 (213) 800-7791
Products Digest

PERS NALS

Ronald M. Brill, senior v.p. and c.f.o., Home Depot, Inc., Atlanta, Ga., and lYilliam G. Kelley, exec. v.p., have been named to the chain's board of directors.

Paul R. Brown is the new pres., c.o.o. and a director of Republic Gypsum Co., Dallas, Tx., succeeding Phil Simpson, who remains chairman and c.e.o.

Gene Mummau has resigned after 16 years with Delmarva Millwork Corp., Fredericksburg, Vo., to begin a new business.

Darrell W. Rice Sr. has been elected pres. of Holston Builders Supply, Inc., Kingsport, Tn., according to Edd Roberts, chairman of the board. Lois Ann Sothard is now sec./treas., and Billie G. Taylor, asst. sec./treas.

Kerlin Drake has joined Anthony Forest Products Co., El Dorado, Ar., as quality control director, according to Clary Anthony, exec. v.p.

Tami Kessler, director of administration. Southern Forest Products Association. New Orleans. La.. and her husband, Kerry, are the proud parents of 7 lb., 6 oz. Kirk Jonathan Kessler, born May 26,1987. Dianne Breaux will serve as meeting coordinator while Kessler is on maternity leave.

Bill Pierce is now co-mgr. of 84 Lumber Co., Kingsport, Tn.

Steve Gange has been transferred to Scotty's, Tarpon Springs, Fl., as mgr.

Andrew W. Bredesen, Dallas/Fort Worth, Tx., sales rep, Wasco Products, has been transferred to the Pacific Northwest.

Gene McKinney, Tindell's Inc., Knoxville, Tn., has been appointed cochairman of the National Young Executives Society.

Kenneth Moore, merchandising v.p., Lowe's Cos., North Wilkesboro, N.C., was a panelist at the Southern Forest Products Association's midyear meeting. He was joined by Howard Powell, pres., Timber Products Inspection, lnc., Conyers, Ga.; Tom Jones, pres., Southern Pine Inspection Bureau, Pensacola, Fl., and moderator Joe Sample, TempleEastex. Diboll. Tx.

Newman Jeffrey has been appointed commercial sales rep for Scotty's, Naples, Fl. Debbie Wilks is the rep for Delray Beach and Pompano Beach, Fl.

Mark Bankes is now marketing mgr. at Visador, Jasper, Tx., according to Bill Fincannonr v.p. of marketing.

Michael D. Krause has been named regional sales mgr. of Maywood Inc., Amarillo, Tx., according to John I. Maynard, v.p. of sales and marketing.

Terry Gipner and Dexter Reese have joined the sales team at Steel City Lumber Co., Birmingham, Al.

Wayne Young has been named commercial sales rep for Scotty's, Venice and Punta Gorda, Fl.

Paul Andrew Kutter, contractor salesman. Lowe's. Charlotte. N.C.. married Terri Lynne Hild on May 9, I 987.

Robert Hendrick is now mgr. of 84 Lumber Co., London, Ky. Ken Wolfe is co-mgr. in Virginia Beach, Va.

John E. Mastin has been named mgr. of technical services at Heil-Quaker Corp., LaVergne, Tn., according to Russ Dockum, customer assurance dept. director. Rucker Chunn is now mgr. of customer communications; John P. Smith, No. zone mgr. of regional service mgrs., and Charles Daniel, So. zone mgr. of regional service mgrs.

Tim Thompson, Slaughter Brothers, Inc., Dallas, Tx., and Jim Epperson Jr., Epperson Lumber Sales, Statesville, N.C., have been elected to the board of directors of the North American Wholesale Lumber Association. Re-elected are Don Fisher, Stringfellow Lumber Co., Birmingham, Al.; Win Hallett III, Hallett Building Materials, Mobile, Al.l C. G. Harris, Wholesale Wood Products, Dothan, Al.; Hank Hill, Clark-Hill Lumber Co., Jacksonville, Fl., and Harold Mayo, Magnolia Forest Products, Jackson, Ms.

Bradford L. Fleming has been promoted to traffic analyst for Lowe's Cos., North Wilkesboro, N.C.

Bob Bratton has joined the sales team at Evco Inc., Rocky Mount, N.C.

Larry Fitzgerald is now southern wood products sales mgr. for Cavenham Forest Industries, McComb, Ms. Bob McGaughin is Midwest sales rep for the southern div.

James Wolohan has been promoted to pres. and c.e.o. of Wolohan Lumber Co., operator of 39 stores in Ky. and other states.

Andre Koneczny is now a trader in Alexandria, Va., for Philadelphia Forest Products. Paul Wood is new to Peachtree City, Ga.

Billy Haley has been appointed chairman of the board of Haley & Associates, Tallahassee, Fl. D.A. Plaskett is now pres. of R.W. Haley Lumber Co., Tallahassee, and Frank Baker is new to sales.

Jack Gianni is the new American Plywood Association representative in Miami, Fl.

Ed Harris, Circle H Lumber Co., Walker. La.. is a candidate for the House of Representatives, District 71.

James Harry Adams, Lowe's Cos., North Raleigh, N.C., married Caroline Gentry Niven on April 11, 1987.

Kevin Finn is the new mgr., consumer eastern region, building products div., at H.B. Fuller Co.

Phil Snyder and Brad Shearer have joined the sales staff at Marquette Lumber Co., Inc., Vero Beach, Fl.

Walter H. Whitley has been named acting mgr. of the National Oak Flooring Manufacturers Association, Clarksville, Tn., succeeding James H. Lee. Terry C. Averitt is a new flooring inspector.

Bill Ballek, v.p. and mgr., Macon Builders Supply, Macon, Ga., has retired after 52 years with the firm.

Darrell Moreland, John Masden, Charles Finch and Kevin Donnelly were honored at the Annual Performance Awards ceremony held by Chambers Lumber Co., Sugar Hill, Ga.

Cindy Nichols has been promoted to asst. sales mgr. of Willco Building Materials. Atlanta. Ga. Joan Shakleford is now in inside sales for northeast Ga. and southeast S.C.

Claude Gregory and Warren Megrotto are new at Steel City Lumber, Birmingham, Al.

John Holley is the new sales mgr. at Willco Building Materials, Atlanta.

Bob Porsavage is now sales mgr., retail lumber dealer segment, for Weyerhaeuser Co.

Edward S. Seim has been named pres. of ldeal Co., Waco, Tx.

Curtis T. Vaughan III has been elected chairman of the board and c.e.o. of Alamo Lumber Co.. San Antonio. Tx. Randall D. Puckett succeeds David H. Beene as pres. and c.o.o.

Toni Hanna has been named mgr. of Scotty's, Rockledge, Fl.

Timothy M. Pariso, v.p. of marketing, The Celotex Corp., Tampa, Fl., has been elected chairman of the board of the Gypsum Association, succeeding T.W. "Bill" Richards.

(Please turn to page 38)

July 1987
27

Prince Valances

A new line of Fashion Fabric Valances has been added to Clopay Corp.'s ready-made window covering offerings.

NEW PR DUCTS and selected

soles oids

Polished Portal

The classic styling of the four panel wood door is captured in the Diamond Madison model from Morgan Products.

Available in pine or fir, the door features beveled leaded glass inserts laced with diamond designs, raised decorative moldings surrounding the inserts and panels, single glazed or insulated glass, and I /4" double beveled hip raises accenting the panels.

The door comes in the standard 3' x 6'8" configuration, l-3l4" thick. Matching sidelights with insulated glass inserts and entrance trim complete the entranceway. Entrance trim components include a top railand assembled shelf, two fluted pilasters and heads, which can fit all trim sizes. Trim material and heads are primed and treated with water-repellant preservative.

Door Ghorus

An English country door chime from NuTone combines natural wood with brass to create a classic accent piece.

Crafted of solid oak, the chime features three vertical panels set in a row, each outlined in bright brass and highlighted with black for added depth. Three short tubes are finished in soft, satin gold.

FREE READER SERVICE

For more information on New Products write Building Products Drgesl, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and page number so we can process your request faster! Many thanks!

Either eight or four notes sound for the front door, one note for the rear door and a different note for a third door. The chime includes a transformer and measures I l" wide x 10" high x 5" deep.

liSitrf ifil

Available in a selection of decorator colors. the valances come in swag, balloon and cornice styles.

Panorama Of Windows

A modular wood window and patio door display can show virtually every product in Wenco's JX-7 line in every variation.

Windows in the display operate and pivot 360'so viewers can examine both sides without walking behind the display.

Key features are noted and numbered in an accompanying directory, with the numbers also positioned on the corresponding locations on the product.

The display also has pockets for use in distributing product literature.

28 r+ittjr:l.fi$iilttiil.:l.i iillliilliit+.+-llil;S+.i.1r..,iiil
Bullding Products Dlgest

Stiff Steel Door

New fully welded, vertically stiffened steel doors are available from Ceco Corp.

The Medallion Series features l6 or l8 gauge face sheets, with top and bottom channels welded to each sheet for added strength. An exclusive l6 gauge flush top channel eliminates the need for a separate closure piece, while an inverted bottom channel provides integral drainage action.

lg

P(IN0ER(ISA PltlE and wood clad round too windows leaturing direct glazed 1" insulating glass are now available in 32 standard

Framing By Choice

Advanced, low emissivity glazings in a variety of shapes and sizes are now offered by Andersen Corp. Squares, rectangles, right angle triangles and trapezoids in any size

Vertical edge seams are continuously welded, producing stiffness and reducing the possibility of bowing or becoming out-of-square. These welds are factory dressed for a smooth appearance and closed seam construction is standard (exposed seams are available upon request).

up to 72" x 96" all feature the high performance insulating glass. Tempered and high altitude varieties are also available.

The wood sub-frames are clad with reinforced engineered plastic to

Soft Stop

A new soft vinyl door stop from Shepherd Products provides cushJoned protection for walls. The stop's backing is peeled off and its self-stick back is pressed firmly on the wall opposite the door knob for instant mounting without tools. They come in ivory and white colors, packed two stops per blister card.

$t'

keep them durable, energy efficient and virtually free of maintenance: the inside facing is of natural wood. Flexiframe units come in white and earth tone to match available double-hung, casement, awning, picture windows, roof windows and patio doors.

Headlining Door Hardware

29 lu"s" " :'s,.-x tl sSr ,s' W ,17i:i

July 1987
The doors are said to rate hieh marks in fire protection, insulati6n and acoustics. ." -.-*$ *
sizes lrom Marvin Windows. The prefinished wood window acceots stain. varnish or oaint.
A modular slatwall display unit for promoting security decorative door hardware is new from Schlage. Each modular component has been carefully conceived to display decorative door hardware in manv configurations. Glass shelves, coun'ter tops, fabric and shelving are available options to adapt the display to its retail atmosphere.

Digital Shower Temp

A single control faucet featuring a liquid crystal display giving the temperature of the water Passing through it has been introduced bY American Standard.

The Ceramix Electronix line includes faucets for both 4 in. center and single hole lavatories, one hole over-rim bidets, wall mounted showers and combined bath-andshower and kitchen faucets with or without spray.

Included are advanced technologY ceramic disc valves, housed in easily removable cartridges and solid brass construction.

The line is available in six finishes: chrome, polished brass, bone, white, white with a gold trim line and gold.

Relax Outdoors

An Adirondack chair modeled after the popular garden seat of the early 1900s is now available from Calder Manufacturing Co.

Constructed of pine with pressure-treated legs to resist rot and attack by insects, the chair is finished with one coat of white paint.

It comes ready to assemble, in four sections which easily attach with six bolts and two screws.

Avoid The Gutter

A scientifically-designed alternative to conventional rain gutters,

Northern Whitc Pine Boards

HUGE SELECTIOIIBoards, Paneling, Sidings with selects and commons in stock. Saw-textured face, rough and dressed.

TOP QUALITY

All lumber is properly kiln dried, graded, dressed and double end trimmed.

TWO HILLS OFFER YOU PROTPT DELIVERY.

oRDER plnrll, FuLL oR

]f,IXED TRUCKLOADS. o

ALL SIIIPTEI{TS PAPER WRAPPED._since 1902_ The

down spouts and leaders has been introduced by JRW Sales/Service Corp.

Weather-All comes in 5 ft. sections of aluminum foils, held in brackets that are mounted on the fascia. about 7 in. below the roof edge. As rain water flows over the roof edge, it falls onto the foils with enough gravitational force to break into - tiny droplets, which fall harmlessly to the ground in a gentle spray, avoiding trenching, erosion, splashing and runoff.

Clogged, unsightly gutters which require cleaning are solved as leaves, twigs and foreign matter are said to generally blow away. Ice build-up is avoided since the unit can't collect water.

PRESENTII{G OUR HEM'FlR

This finetextured, non-resinous timber has an excellent weighVstrengith ratio. lt ranks high in fiber stress (FB) and elasticity (E); and shows relatively small changes in dimension through absorption or drying.

Hem-Fir is eary to work and shape.

Try our HEM'FIR Dimension!

30
Bulldlng Products Dlgest
I i_
R.T. Jones Lumber
North Tonawanda, N.Y. 14120 Lake George, N.Y. '12845 Phone TOLL-FREE 800- 833-1200 ln N.Y. State CALL COLLECT 716-694-4200
ilE
Go., lnc.
I WE TAKE
tumEER c0rPAtY, !lc. (505) 842-6000 P.O. Box 25807 Albuguerque, NM 87125

On The Cutting Edge

A new knife sharpener that hones and aligns knife edges for a longer lasting sharpness has been introduced by Diamond Machining Technology, Inc.

late on the inside and outside are new from CJM Products.

Double air circulation means double quick drying, with clothing draping naturally and drying smooth.

Wallcover In Small Doses

A wallcovering finishing and touch-up syringe kit for dispensing glue and adhesives with controlled precision is new from Bio-Pak Associates.

The 1/2 oz. syringes are ideal for touching up curled corners on wallcovering or injecting glue into bubbles to smooth it out.

Made from polypropylene, one size fits small, medium and large.

Folding flat for storage, the peach-colored hangers won't rust or stain.

The Diamond Steel's rod is coated with millions of micronsized diamonds embedded in electroplated nickel, their sharp points actually honing away metal to recut the knife edge. With light pressure and just a few strokes, it also aligns and straightens the edge.

The 3/8-in. thick rod and durable plastic handle are both non-porous for resistance to bacteria. A large plastic guard keeps hands safe and a metal ring enables the sharpener to be hung out of the way.

Rods are available in 10, l2 and l4-in. lengths.

Hung Around To Dry

Round drip-dry hangers which hold clothing open so air can circu-

Guide to Safe Nailing

A nail starting hammer attachment for inserting any size nail without.having to hold it in place with one's hand is new from Lamar Hammer. Inc.

The kit includes two plastic syringes with see-through barrels, a needle-tip for injecting light adhesives behind bubbles and a tapered-tip for injecting heavier doses behind corners and along seams.

Vinyl Wall Fabrics

A new vinyl wallcovering with a fabric-like texture has been added to BF'Goodrich's Koroseal line.

Espere' features a 45'angle weave and is available in 36 shades.

Sure Hit is designed with two finger-like prongs which secure the nail against the hammer's striking face.

It also has been treated to emit a harmless vapor that triggers ionization smoke detectors at temDeratures lower than the ignition pbint of most common room materials.

July 1987
31
WHOLESALERS AN D DISTRIBUTORS
Charles
E STRINGFELLOW LUMBER COMPANY, INC. P. O. BOX 1117, BIRMINGHAM, ALABAMA35201 (800)633-8263 r (ZOS)gZs-++e3 srH NG FELL0W #IHBER coM PANY Southern Yellow Pine I All Western Species r All Plyruood r 0SB Your source for Potlqtch O)(BOARD Jimmy
Jack Jones Bob Lindsey Van Marcus Marlow Steve Mathey Bob McCary Doug McOary Jake O'Neal BillStewart Bob Tyson Tim Waller Jack Williams
Dill William Dupree lll Bill
Fisher

Hit The Ceiling, Jack

A new ceiling fixture jack from The Wiremold Co. makes fixture installation fast, safe and easy.

They are simply pushed together, creating the electrical connection.

Untwisting the components results in easy removal for cleaning, painting, redecorating and maintenance of the ceiling and fixture.

Fingertip Phone File

A handy mini-file which provides instant reference to important telephone numbers has been introduced by Memory Mate.

The device consists of a plastic case containing a spring-loaded scroll that rolls out to reveal a sheet capable of holding over 100 numbers. A hold-lock mechanism keeps the scroll extended at any length, until the release button is pressed to wind it back into the case.

motional tool, with comPanY logos printed on the case and reference sheets.

Ratins Radon Gas

A radon gas detection kit for measuring levels of the colorless, odorless, tasteless gas Present in one's home is now available from Key Technology.

Allegedly a major cause of lung cancer, radon gas can seeP into a home through dirt floors, cracks in concrete floors and walls, floor drains, sump pits, joints, tiny cracks or pores in hollow-block basement walis. or travel through a home's water system.

The two-piece Wire Light system consists of a mounting plate, which attaches to the ceiling box, and a jack, which attaches to the fixture.

Numbers and information can be changed in seconds. Also included are double-sided tape for securing the case to the side ofthe phone and extra reference sheets.

The unit can also be used as a pro-

The kit includes three canisters, which are opened and left in home living areas for three days. They are then resealed and mailed to the laboratory for testing.

Ouick Brick

A standard-size hollow brick combining the traditional beauty of common brick with the strength, convenience and improved load bearing capacity of hollow brick is new from Higgins Brick Co.

The brick is said to be highly fire retardant and provide sound insulation and earthquake resistance with minimum material weight and low maintenance cost.

32
Bulldlng Productg Dlgest
It comes in earth colors. a variety of natural
Quality Clear Grade WESTERN RED CEDAR LUMBER PRODUCTS
dkect BEAR CREEK LUMBER
669 Dept.SBD
98862 509-997-3110 MAilUFACTUREBS AND TREATERS OF OUALITY SOUTHER}I PI]IE TREATTTENTS AvAlLAALE.25,.30'.40 rnd DRI'COt{ KILN ORIED AFTER TR€ATtaENT AVAILABLE .ALLLUI,AERISAGEilCYINSPECTEOATD GRAOE XARKED LOADING TRUCKS AND CARS ON I.C.G RAILROAO @ DRrg1oN hcau.-lddlt,t* wrr* LTFETTTE Fr(' Retirdanr T('alert w'!" GU R XTEE FOR TORE IIIFORIATION COIIIIGI: TERNY HURPHY OF JII IOVER PHOIE: 60l -433-l 9i i BROOKHAVEN, tS. 396()1
Top
shipped
P.O.Box
Winthrop,WA

Skylights For Thick Roofs

Insulated glass skylights that are curb-mountable allowing installation on a roof covered with thick shingles, wood shakes or tiles have been introduced by Wasco Products. Designed to be mounted on wood curbs l-ll2" or 4" thick, the Skywindow framework of thermoplastic is formed with integral seamless weather gaskets, condensation gutters and insulating air chambers.

Replacing lava rock and eliminating messy lava rock grease fires, the plates are said to vaporize the fats and juices that drip from cooking food, creating a savory vapor that surrounds the food and gives it a barbecued taste.

Hammer Display Wlth Punch

A hammer display with a threedimensional header that makes the hammer illustration look as if it can be taken off to drive nails has been introduced by CooperTools. Holding 16 Plumb hammers, the 3 ft. x 2 ft. merchandiser features

The sides are fused at the corners for an airtight/watertight seal, and the frame is capped with a protective aluminum retainer with bronze baked enamel finish.

Long Arm Nailer

The Slide Shooter, a nail driver for inaccessible areas, is new from Benda Industries.

Fabricated from cold rolled steel, the tool drives 6 through 16 penny common or duplex nails. Its rod and guide tube are zinc plated for rust resistance and appearance.

Break-offgrooves allow the plates to be sized to fit most grills.

Heavy Duty Door Bolt

A new home security device that secures doors with a band of steel designed to withstand one half ton of force is new from Exxcel CorP.

F'eaturing all steel construction with plastic knob and escutcheon, Saf-T-Mate uses a heavy duty Z-bar to replace fragile chain locks in the "caution" position.

The device, which also dead bolts and easily opens from the inside, comes in an antique brass finish.

eight adjustable hooks for varying its lcok.

It comes with eight different hammers, ranging from a premium fiberglass curved claw tool to a hickory-handled ripping claw model.

Uses include nailing forms through rebar, doing termite work, and installing cabinets, shut offs, block outs and sleeves. The tool is available in two lengths,

BBQ Smoker Plates

Aluminum smoker plates which provide added barbecue flavor and control flare-ups on gas barbecue grills are now available from Bartex Manufacturing Inc.

is the PR0FESSI0t{AL'S Att PURP0SE PtASTIC 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!

::!d*^

Ready to use nght out ol the can, tamowooo , ! applies like putty-sticks like glue; dries /rd--, quickly; won't shrink, a-no witi not gum up iander. WaterprooT and weatherproof when properly applied. -44

July 1987
33
//ta l||s [il10 cil]|$ u,ih h0 Bt0 PR0r[$! FAMOWOOD Available in l6 malching woodcolors and white. BEVERLY MAN UFACTURING C()MPAI{Y 9ll8 S. Main Slreet .Los Angeles, Calif.90003, P.0. 8ox 73233 llknulacturats ol Fafiowood. [amoglate, Famosolvent 0istributof and Daalar Inquirias Invit?d
? ,:' / *') o EE tl C) 'g& SH O\J

NEW LITERATURE

Walk Thru Hardwoods

A I 2-p. architectural hardwood door catalog is free lrom Fenestra Corp., Erie. Pa. 16505.

Weather Or Not

A 6-p. home weatherization products booklet is free lrom Pemko, P.O. Box 3780. Ventura. Ca. 93006.

On Faucets

A 96-p. catalog ofdecorative faucets and accessories is $5 from Harden Industries. P.O. Box 5991 I , Los Angeles, Ca. 90059.

More Power To You

"The Complete Book of Portable Power Tool Techniques," 300-p. with each chapter detailing a different tool, is $32.95 from Popular Science Books, Box 2018, Latham, N.Y. l2l I l.

Lift Truck Guide

An 8-p. industrial truck product guide is free from Yale, Dept. 207, P.O. Box 12936. Philadelohia. Pa. 19108.

Building Products Catalog

Georgia-Pacific Corp.'s 1987 building products catalog is lree from G-P. Dept. NR, P.O. Box 2808, Norcross, Ga.30371.

Cedar Mills Directory

An updated western red cedar mill directory is free from the Western Red Cedar Lumber Association, Dept. A-6, Yeon Building, Portland, Or. 9'1204.

Open To Savings

"A Guide to Energy Saving Windows" is 500 from the National Wood Window & Door Association, c/o Sumner Rider & Associates, 355 Lexington Ave., New York, N.Y. 10017.

FOR PROMPT SERVICE

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

Profitable Reading

"l{igher Profits From Day One." an executive package assisting distribution companies in identifying and improving areas needing profit increases. is $225 from the Distribution Research & Education Foundation. 1725 K St. N.W.. Washington. D.C. 20006.

Fire Rated Frames

A 4-p. brochure on one-hour fire rated exterior wood-frame walls is 800. or 500 ea. for 100 or more. from the National Forest Products Association. 1250 Connecticut Ave. N.W.. Washington, D.C. 20036.

Architecturally Speaking

The 2nd edition of "Masterguide:

The Official Specifying & Buying Directory of the American Institute of Architects" is free to qualified users for first copy, others $29.9-5 by calling PacTel Publishing at l-800-874-6900.

Wall Gover Up

"The Wallcovering How-To Handbook" is free from the wallcovering Information Bureau, Dept. HP.66 Morris Ave., Springfield, N.J. 07081.

Patch Up Pamphlet

Step-by-step drywall repair is detailed in a free flyer from Cascade Holpatch Products, 500 E. Carson Plaza Dr.. Suite 108. Carson. Ca.90746.

Redwood Heritage

The Redwood Book of Wood. a 4'p. brochure on the histor-t" of redwood. is free from Simpson Timber Co.. P.O. Box I l69. Arcata. Ca. 9552 |

On Tile

A free 8-p. ceramic tile catalog is available from Wenczel Tile Co.. P.O. Box -s308. Trenton. N.J. 08638.

Golden Mouldings

"How to Work with Wood Mouldings" is 40c from the Wood Moulding & Millwork Producers Association. P.O. Box 25278. Portland. Or.97225.

Taxing Problems

The Tax Reform Act of 1986 is explained in a 55 booklet from National Association of Wholesaler-Distributors. 1725 K St. N.W.. Washington. D.C. 20006.

Buyers Guide For Pine

The 40-p. 1987 Southern Forest Products Association Buyer's Guide is free from SFPA. P.O. Box 52468. New Orleans. La.70152.

Concrete Evidence

A 4-p. folder on concrete repair and maintenance is free from Euclid Chemical Co.. 19218 Redwood Rd.. Cleveland. Oh. 44110.

Log Home Log

The "Log Homes Annual Buyer's Guide" is $10.95 from North American Log Home Inlormation Center. 140 Littfe Fafls St.. Falls Church. Ya.22046.

Southeastern Guide

The l987 Southeastern Lumber Manufacturers Association membership directory is free for one copy with others $2 ea. from SLMA, P.O. Box 1788, Forest Park. Ga. 300-51.

34 Bulldlng Productr Dlgert

Advertising

tllillllitllllil::r,f{i:il#j

LUMBER BUYER, 3-5 years experience purchasing any species directly from mill. MUST have direct mill experience to qualify. Excellent salary and exceptional fringe package. Relocation and fee paid.

Maugans & Associates, Box 36802, Birmingham, Al. 35236. \201987-7s82.

Recruiting for the forest products industry.

OUTSIDE/INSIDE SALES: Sourhwesl treating plant seeks salesman. Lumber experience a must. A knowledge of treated lumber helpful. Reply in confidence to Box 76 c/o Building Products Digest.

PLANT MANAGER. Southwest wood trearing plant seeks full charge manager with wood treating, engineering experience. Reply in confidence to Box 77 c/o Buildins Products

age truss plant for fast growing peopleoriented organization that offers good potential for growth. Relocation & fee paid.

Maugans & Associates, Box 36802, Birmingham, Al. 35236. (20s) 987-7582.

Recruiting for the forest products industry.

BUILDING SYSTEMS

1-800-643-5s55

NATIONWIOESALE 30x40x10....................$1,485.m 40160112....................96,275.00

50x75x 12 .......$9,186.00

6ox100x 14 ......t13,895.00

Commercill 8teol bulldlnge wlth galwlqme

2oyoar smnty 20# ml, color 90 ]{PH

mlb, angirc EtEmpod prmil dwlngs, with 3O0O strnded 3U6 mllrble. FOB f*rory. Call io.lE bGhuEs.

LOOK! EXOTIC WOOD PENS-Six

species-Classy gifts for your best customers. An inexpensive way to put your company name in their order writing hand every day! Introductory special for lumber industry. Buy direcl. call (s l6) 442-2485 or write Quest Pen Co., Inc. 106 "K" St., Suite 330, Sacramento, Ca.95814

IMPORT VII\WI FLOORING

6 fu only, 20 ft. containers (15,600 yards). Under $1.00 per sq. yard, most U.S. locations. AII first quality, drop shipments oossible.

Shaw Wholesale Company

(501) 767-6464

P.O. Box 2474, Hot Springs, 1\r. 71914

rr

'/ 'i I 't Mulalply Your Dlcntr

Tlrc Pcrs<rral Prcr6lc is a rcvolurionarv ncs solrware prclrgc dcsignctl ro hclp you unlocl. rhc rccrcrr of your ()$n suc(c.s. Sinrply answcr a few qucstionsotryour oun lBNl or conr. patiblc pcurnal cunpoi.t. And llrc Itrxrnal Pr,r6lc *rll provirJc yoo *nh an analysirof your rtn pcrronaltl rli. uensronl Thcn -ltrc Pcrsonol profilc will hclp you dcvcl,p a gro*rh phn lcoturing rcconrmcndcrl lurks, carlcttc tapcs. and othct actions you can takc. Whar e rc lou wairin8 for tThc Pcrsonal ProliLlc c,-rrld hc your ltv ro a brtrcr futurct Only $19.95 o1u, $3 shipping. To order, call Jackie 214-690-6600

Or send check/money order to P.A.l.D. ASSOC. Box.'l 41623 Dallas, Texas 75243

REPRINTS of Building ProducLs Digest arricles to use as promotion pieces to incrcase your marketing results are available front Building Products Digest. 4500 Campus Dr.. Suite 480. Newport Bcach. Ca. 92660. Call (714) 852-1990.

chant Maga-z:ine. Excellent for refbrence or training. Drme:trc H;rrd'rrrotlr. SII: Srrutheasr A.run Hlriwoods. V: South Anterican Hardwoods. 56: all three. S19. Send1,our check today including name andaddrcssto Hardwrnd Reprinls clo The Merchurt Magazine. .1-500 Cantpus Dr.. suite .180. Neupon Beach. Ca. 92660.

BUILDING MATERIALS businesses for sale: New Orleans, La., and Jackson, Ms. Present volume 3-ll2 million dollars each. Contact Bill Swain (601) 932-1591.

LOOKING FOR DISTRIBUTORS for all 50 states for imported wooden doors & windows. Inquiries to: Swiss American lmport Export lnc., 274 County Rd., Tenafly, N.J. 07670. (201) 569-6410.

Placc your ad now! Call (714) 852-1990

BRANCH MANAGER

We are seeking an individual with excellent leadership and entrepreneurial experience to manage our Greensboro, NC, branch.

The incumbent will be responsible for P&L by managang all functions of this large wholesale building materials center. Primary activities include product, sales and marketing planning, f inancial reporting, training and developmenl of people and warehouse and delivery operations. Candidates should have exoerience in the building materials or related industry, profit center management, and possess strong analytical and interpersonal skills.

Excellent compensation and benefits package. Please send resume to:

July 1987 li.s?,r1ni1\,l.1i,1!,lillllil:itrti,:itil 35
sr
ardwrxrd articles front O0lFt I Y.ga r+r €) .Ft 4oE o GE oe Weyerhaeuser
Manager WEYERHAEUSER COMPANY 505 Thornall o Suite 303 Edison, New Jersey 08837 An Equal Opportunity Employer M/F
Personnel

10 ways to sell more doors

l\ OOR SALES, especially for rel/ modeling and renovation, are continuing strong this year as attention to design is concentrated on the European look, lofts, atriums, wood cabinets, high ceilings, special window treatments, fancy hardware and entry doors.

The following l0 tips are for those who want to keep their door sales in tune with the national trends.

(1) Sell doors as more than a product. Sell a special look, a distinctive touch, a mood, a feeling, an architectural dimension. Create a charismatic environment in your door section.

(2) Display doors with flair and drama. Line them up for inspection. Spotlight a single door. Put a row of doors in a wall to be opened, closed and walked through. Rack them in a space saving divider where individual doors can be pulled out for inspection.

(3) Promote door sales with open houses, special rebates, advertising, newsletters, promotion stories in local newspapers. Build connections with builders, remodelers and decorators. Sponsor a question and answer session on doors over the local radio or tv. Donate a door for a local charity.

(4) Emphasize service. Offer clinics in the finishing and hanging ofdoors. Have experts on your staff to answer questions on size availability. Be prepared to special order. Offer installation and finishing services. Make information on measuring available. Service complaints promptly.

(5) Maintain an impressive inventory of sizes and styles. Become THE door headquarters. Build a library of catalogs. Offer special order service.

(6) Market to both new home and remodeling sales. Have special open houses with incentives for contractors and builders. Promote your d-i-y services at clinics. Send out brochures and literature

(7) Advertise in newspapers and local home magazines as well as on radio and tv. Tie into door manufacturer's national advertising whenever possible. Have a truckload or parking lot sale of doors with your distributor's help. Hang a banner on the front of the store proclaiming it as "door headquarters."

(8) Train your staff to be door experts. Lean on your distributor for help in educating salespeople. Have early morning or after hours classes

Story at a Glance

Suggestions for gaining a bigger share of the prosperous door martet... display tips... advertising recommendations ways to develop customer lists and build prospect potential.

and product sessions. Make sure that your stall knows everything about doors and all the answers to customer's questions. Drill them on patience and courtesy as well as sales techniques.

(9) Develop a broad customer base. Target all possible door buyers, bdilders, contractors, do-it-yourself, buy-it-yourself, residential, remodeling and commercial markets. Professional buildings, rest homes, retirement complexes, restaurants, small shopping malls and oflices are all candidates for door purchases.

(10) Build your reputation and sales by participating in any available model homes, home shows and trade shows in the area. Displays of doors in shopping malls have been used successfully to develop prospect lists. A drawing in conjunction with a realtor with a door awarded to a resale buyer is a good way to develop a list of remodeling prospects.

36
6 i E o 3 ; b, g I 8 o ot
Bulldlng Productr Dlgcrt
IIISPUYS should allow customer t0 see all of the door

lltHEN A CUSTOMER asked to lU see entry doors 25 years ago, the dealer usually showed him a couple of wood doors. Now he is offered a choice of dozens of styles of wood, insulated steel, vinyl clad and fiberglass entry systems.

Insulated steel door systems are the best known of the doors utilizing man-made materials. They came on the market back in the '60s as a selfclaimed remedy for troublesome and expensive callbacks for builders. Steel door makers claimed wood doors installed and fitted on the job site were causing problems.

The material and construction used in the steel door aimed to eliminate splitting, warping and rotting. The insulated steel door is usually a polystyrene, wood or particleboard core faced with galvanized steel.

Story at a Glance

The benefits of insulated steel door systems. ways dealers can use them to beef up total door sales.. sales presentation suggestions you can use.

In addition, the systems approach of a factory designed and manufactured frame, sill and weather stripping components often eliminated many of the fit and air leakage problems experienced with some sitebuilt door systems.

Builders responded favorably to the new doors. As performance improved, industry standards developed and an expanded range ofproducts became available, the insulated steel door became accepted in the building industry. Current figures place insulated steel door sales at 57.90/o of total door industry sales.

Professional remodelers and doit-yourselfers have accepted the insulated steel door as well as the builders. The broad range of products and applications makes them useful for both residential and light commercial uses. The ease of installing the pre-hung system is especially adaptable to d-i-y projects.

In addition to entry doors, insulated steel door systems are available as sliding patio doors. Use as passage doors between garage and living quarters in residences is increasing as fire codes in some areas specify 90

Don't overlook steel door systems

minute fire ratings for this application.

Most dealers find it necessary to carry skus of both wood and insulated steel entry doors as well as being prepared to special order. To do full justice to door displays, the average dealer allots at least 600 sq. ft. of floor space to his door section.

Insulated steel entries. like wood. range from plain. low-end products to the fancier, more expensive models with regular and leaded glass light inserts. Prices range from around $100 to the $200 range. Four and six panel doors and those with lights are reported among the best sellers although styles with embossed or applied trim appeal to some customers.

Benefits which can be stressed in a presentation of insulated steel doors to customers are numerous. Most shoppers are impressed by the fact that they are virtually maintenance free. They are built to remain dimensionally stable and warp free without splitting, cracking, warping or peeling.

For the energy conscious, the insulated steel door is ideal. Laboratory tests have shown that the insulated steel door system stops twice as much heat loss as a conventional wood door with a storm door.

In addition they are part of a total package including continuous high performance weather seals and tight fitting sill/thresholds. Virtually no air infiltrates the system.

Security is another benefit which can be stressed effectively in a sales presentation. The interior and exterior skins of the galvanized steel doors are added protection against tools used by burglars and vandals attempting to break into a house.

Insulated steel entry doors meet the needs of many of your customers for both new construction and remodeling. Don't sell them short.

July 1987
37
A +< A{ \ aJ ts F +< .P I k?' F (lilE
EISY
is a
of over'100 designs.
installation
benefit.

^A,t a lJortuarres

MfilsJ.:i$li:!il:t'(tii:

David H. Fussell, Jr., vice president of Chapman Chemical Co., Memphis, Tn., died June 8, 1987, in Memphis in an automobile accident. He was 46.

Joining Chapman Chemical Co. in 1966, where he was known to work 60 to 70 hours a week, he earned the v.p. post in March, 1984. He was a member of the American Wood Preservers Association and the Memphis Chemical Club.

Mr. Fussell is survived by his widow, Judy, his parents, and two SONS.

Ann E. Miller, owner of Miller Lumber Co., Augusta, Ky., died May 30, 1987, in Augusta after a bout with cancer. She was 53.

A native of Augusta, she and her

Personals

(Continued from pagc 27)

Gary Miller will head operations at Johns Millwork, Doraville, Ga. Robert Brumfield is outside sales director; Greg Bowen, inside sales coordinator, and Dave Bishop, financial officer.

Angela Marie Keicher, Hechinger Co., Winston-Salem, N.C., married Christopher Gray Watson on May 15, 1987.

Jack Spears, Manis Building Center, Austell. Ga.. has been named Manager of the Year by The Manis Cos., Rome, Ga. Also honored were Driver of the Year R.W. Kerr, Romel Warehouseman of the Year Jerry Gill, Rome; Employee of the Year Butch Richards, Calhoun, Ga.; Salesman of the Year Joe Ogles, Dalton, Ga., and Award of Employee Excellence winner Dennis Adams, Calhoun.

Mark Sylvain has been named mgr. of the new poles & piling div. of Robbins Wholesale Lumber Co., Tampa, Fl., according to mgr. Charles Scott. Jeff Styerwalt succeeds him as purchasing agent.

William F. Richardson, chairman of the board, Kentucky Lumber & Building Material Dealers Association, is recovering at home after being released from the intensive care unit of a Bowling Green, Ky., hospital.

Robert GrCen has been promoted to v.p. of purchasing at Diamond Lumber Inc., Carrollton, Tx., according to Harlon Seats, pres. Wayne Nalls is now advertising director, and Doug Berard, v.p. of store operations.

husband Jack L. Miller purchased the veteran G.W. Moneyhon Lumber Co. and opened it as Miller Lumber in 1956. After his death in 1984, she and her son, Skip, continued to run the business.

Mrs. Miller is survived by her son, daughter and six grandchildren.

Bland Sharp, founder and chairman of the board of Sharp's Building Supplies, Elkton and Hopkinsville, Ky., died May 2, 1987, in Hopkinsville. He was 62.

Born in Lewisburg, Ky., he entered the lumber business in 1962 when he opened the Elkton store. Four years ago he started the Hopkinsville branch.

Mr. Sharp is survived by his widow, Dorothy, two brothers, two sisters, two sons, two daughters, two grandchildren and two step-grandchildren.

Jack Nunn Jr., The Beacon Co., Ellijay, Ga., and his wife, Anna, are the proud grandparents of a baby girl born April 18, 1987.

Paul Williams, sales mgr., Winton Sales Co., has retired after being with the firm a few months shy of 40 years. Oscar Faoro is the new sales mgr. at the mill in Prince George, B.C., Canada.

James Perkins has joined LouisianaPacific Corp., Conroe, Tx.

Jerry G. Weeks is new to Century Lumber Sales Co., North Little Rock. Ar., operating a sales div. for the co. in Winnfield, La.

Debbie Drvis and Jan Wingard are now in sales at American Lumber, Birmingham, Al.

Delores D. Colbe has been named merchandise mgr. of General Sentry Hardware, Greensboro, N.C.

Joe C. Denman Jr., chairman and pres. Temple-Eastex Inc., Diboll, Tx., has been honored as East Texan of the Year by the Deep East Council of Governments.

Andy Gibson, Mackey Lumber Co., Valdosta, Ga., has completed the training course sponsored by the Building Material Merchants Association.

Don Seaburg is the new mgr. of 84 Lumber Co., Humble, Tx.

Scarlett Rhonda Beaver, Hechinger Co.. Charlotte. N.C., married Tim Michael Parker on May 2, 1987.

Phil O. Dendron is new to the lawn and garden dept. at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Hechinger's Lumber lnside

Hechinger has opened a 100,000 sq. ft. home supply and garden center at Valley View Mall in Roanoke, Va., calling it the "world's most unusual lumberyard."

All lumber is indoors as are some 40,000 items ranging from kitchenware to full size decorator carpets. One display of screws and nails is 72 feet long and 8 feet high. The bathroom decorating area features 29 vanity designs.

Weyerhaeuser Branch In Fl.

Weyerhaeuser has opened a new branch in Jacksonville, Fl.

The facility with 38,000 sq. ft. of inside storage space and 25,000 sq. ft. of outside storage space will service the area extending south from Jacksonville to Gainesville and up along the coast to Savannah, Ga.

"We view the Jacksonville area as a tremendous growth opportunity," says branch manager Dave Pleasant.

38
Eullding Productc Dlgeet
,i:i::ir::',.r:t*'iir:ii,,iiicli$S.Sii. :W;ij:iiiish?ffi1ti.T$*.+,1.!i. Advertiser's Index Bern Lumber Co., Curt 2l Beer Creek Lumber. 32 Beverly Menufrcturlng Co...... 33 Centrrl Builders Supplies Co. ........ 19 Cole & Associetes, John T............ 35 Columbus Lumber. .... 32 DukeCityLumberCo..... .... 30 HCS Woodtech ........ lt Hirt & Wood Lumber Co.. Inc. ........ 5 Jones Lumber Co.. R.T. 30 Mertin Forest Industries ....... ....... 3 Meze Neils .... 23 Moulding & Milhork Specirl issue....... Cover Il MW Menufecturers, Inc.. 25 Nrv{o Forest Produc'ts Industries 21 Northgrte Lumber l7 P.A.I.D. Associrtes , Cover lll P&M Cedrr Products ........ t-9 ProductSelesCo., ...... { ProfitMester 20 South Bry Forest Products Co..... .... 26 Southern Lumber Co........... Cover IY Soutb Stries Reloed. Inc. ,. ........ 5 Stringfellow Lumber Co. 30 TreeSource ...... Cover I Welsh Forest Products Inc..... .,,.,',, 7 Willamettelndustries. ..,. 14-15

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The hofile is easy to use. Simply allow your candidate to complete The hofile's questionnaire. Input the responses into your own IBM or compatible personal computer. And The hofile will immediately generate a fivepage analysis projecting the applicant's potential for success in a given job and how to make that success more probable.

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