Building Products Digest - July 1988

including both our hardr,rrood

Series and past Hardwood Special Issues!

WIDE APPEAL

most popular hardwood articles and information contained in these reprints will hands in the business as well as newcomers who need

Written

Selected from years ofour features, the appeal to old to learn fast.

PLAIN and SIMPLE understandable language, these and put the understanding in.

EFFECTIVE TRAINING AID

Use them as a training aid, to brush up on facts long forgotten, or just for your own pleasure.

DOMESTIC HARDIryOODS

Hardwoods of the Pacific Northwest (19 species)

An up-to-date look at Northwest hardwoods (two parts)

A background on alder's popularity (two parts,

The Cinderella tree of the Northwest (West Coast red alder)

Western Maple

Oregon Myrtle, smooth & tough

Developing California hardwoods (black oak)

Northeastern Hardwoods (four parts) (yellow birch, hard maple, black cherry, beech, red oak, soft maple, basswood, ash, white birch, yellow poplar)

A background on walnut Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

i Boy each group singl'ly I or save rnoney and get r all three for only $19.

' Includcs 28 separate t reprints!

ASIAN.PACIFIC

Malayan Hardwoods (chart) (48 species)

Some Malayan Hardwoods (two parts) (10 species)

A quartet of related Asian Hardwoods (apitong, gurjun, keruing, yang)

The five species of meranti

Ramin: a commercial light hardwood

Commercial satinwood

The romance of teak (two parts)

SOUTH AMERICAN

Tropical woods from Mexico (cocobolo, goncalo alves, primavera, canalete)

More on tropical woods from Mexico (guanacaste, lingnum vitae, capomo, ebony)

Banak: a mahogany substitute

Cedro: the volatile Latin

The heavyweight and the lightweight (lignum vitae, balsa)

Two prominent Brazilian hardwoods (rosewood, jacaranda, goncalo alves)

Two varieties of brosimum

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Address City

Servlng l3 Southern slrles

Publlrhor Drvid Cutlcr

Edllor Jurnitr Lovrct

Amhtrnl Edltor David Kocni3

Contrlbutln3 Edltorr

Dwi3ht Currrn o Gagc McKinncy

Art Dlrtctol Marthr Emcry

Strll Alrlrt Crrmcn Wollcrmrn

Clrculrtlon Lynnettc A. Perkrnr

Building Products Digcsr is publishcd monrhly rt 4500 Campus Dr.. Suitc 480, Newport Bcach. Ca. 92660, phonc (714) 852-1990, by Cutlcr Publishing, Inc.

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Advertising rates upon request. Jjrom all states east of the Rocky Mountains: Contact Jcan Waggoner Cogerty. national salcs mansger. lirom Arizona, Nevada and California: Contact David Curler. Both may be reached at (714) 852-1990 or by wriring 4500 Campus Dr., Suite 480. Newport Beach, Cu. 92660.

l-'rom Washington State, Oregon. ldaho, wyoming, Montana. Utah. Colorado, Northern California and Canada: Contact Carole lfofm at (206) 174-3173 or 21819 77th Ptace West. Edmonds. Wa. 98020.

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BUILDING PRODUCTS DIGEST is an independenrlyouned publication for the renil, nholesale and tlistibition letelsbf the lumber and home center marlces in 13 bithem sn:rcs.

Copyrighto 1988, cutler Pubtishing, lnc. Cover and entire contents are fully protected and musr nor be.repro-duced in. anv- manner without wrirten permission. buitoni pioi'uiiJ-Dl!;;iG;;.s no liability for materials furnished to it.

mcrhctr In 13 Southcrn rt!t?.

For its natural beauty and enduring qualitieq therds never been a better decking lumber than redwood And until now, therds never been a redwood decking so affordable to so many. Louisiana-Pacific presents LP Desert Dry Redwoo4 in construction heart and construction common grades With tight knots and natural variations of color and patterq Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. Ifs a

LP Desert Dry Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisture content down to 19 percent or less, the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process On the job, joints stay tight and shrinkage is controlled It also maire tains a superior resistance to decay and insects Drie4 trimmed, and surftced so sizes are tue, ifs paper wrapped for protectionin2" x4", or, -.

and lengths up to 20 feel For more information about Desert Dry Redwood or any of our other grades of redwood call Mike Parll Redwood Sales Manager, at 7 07 - 443-7 lLL

LP Desert Dry Redwood Go first class But pay coach.

EDITORIAL

Guaranteed No. 2 Dry Rot & Btr.

llt HILE MOST lumber sold is on grade and lU what the seller says it is, there is still enough below grade product around that the dealer and wholesaler need to pay close attention to what passes through their yards.

In our sue-happy world, even the innocent purveyor of defective lumber or lumber bearing counterfeit grade stamps may be dragged into court-at considerable expense-to defend his actions. Should you be suspected of selling a product that you knew was not what it should be, the legal consequences rise sharply. The courts are taking an increasingly tougher line on sellers who don't know or don't care what they sell. And not incidentally, these remarks apply equally to a wide range of building products. Counterfeiters here and abroad have built big businesses producing everything from auto parts to wiring that aren't what they seem. Do you know for sure that those tools on your shelves

aren't fake? It's not beyond the realm of possibility that some judge may decide you had a legal duty to know and will fine/imprison you accordingly.

Some common sense procedures can go a long way to providing protection: Deal with reliable suppliers; watch out for the "too good to be true" price, it probably is; specify American Lumber Standards Committee (ALSC) approved agency gradestamped lumber when appropriate; establish a stated routine for the receipt of all inventory into your business. All these procedures show that you are taking reasonable steps to prevent being involved with bogus products ofany kind.

If you think you know of a problem, don't hesitate to contact the American Lumber Standards Committee or any of the ALSC certified agencies. Or just let us know and we'll get you in touch.

DAVID CUTLER publlsher

'T-F 2" dimensio_n o 1" boards o timbers . - posts & poles o laminated beams o fencin! boards 2 pressure treating plants o 10 trucks o 2 planer mills . dry kiln Jsry6;11

New SP Special Product Rules

New special product rules for prime and merchantable dimension southern pine became effective June l.1988.

These two grades are intended primarily for construction of residential decks and include sizes from 2x2 to 4x6, according to Tom Jones, president of the Southern Pine Inspection Bureau. "They severely restrict wane and skip to provide grades ofgood appearance," he said.

The special product rules include recommended spans when used for decking as well as the design values applicable to the grades. They are eligible for grademarking with stamps specifically designed to identify the grades as special products.

Joint Deabr/Builder Proiect

Building material dealers and builders are working together to improve the economy of Lafayette, La.

A recent project of the Acadian Home Building Association, an organization including dealers and builders, resulted in over $1.2 million of new construction in the area. The Parade of Homes, a nine house project involving seven builders, contributed $190,000 in lot sales and $60,000 in sales commissions.

Materials purchased included 87,300 linear feet of lumber; 2,700 pounds of nails; 6,750 linear feet of electric wiring; 22,500 square feet of bricks; 1,500 linear feet of plastic pipe and $T6,000 worth of appliances plus approximately 15,750 man hours of labor.

SP Marketing Push Hits Goal

The southern pine lumber industry has reached its 1990 marketing goal of a 1.4 billion board foot annual increase two years ahead ofschedule.

Karl Lindberg, president of the Southern Forest Products Association. told members attending regional meetings that demand reached 12.4 billion board feet last year up from 11.86 billion bf in 1985.

Pressure treated lumber will account for about 6 billion bf of Production or nearly 500/o of the industry's total production this year, he reported.

New Wood Dust Strategy

New OSHA proposals for wood dust ceilings based on current ACGIH limits of 5 pg/m3 for softwoods and I mg/mJ for hardwoods will be aired in public hearings beginning July 20.

This is part of a new OSHA strategy which will set limits all at once for 428 hazardous substances. Departing from past policy, OSHA has said it will allow the use of work prac-

Scotty's Chiefs Share Strategy

What are home centers doing to cope with tough times in the industry? A recent interview with Dennis Stults, president, and Richard Martineau, executive vice president, of the Scotty's 150-store chain tells what one company is doing.

"We have made changes on how we went to market to be effective against our competition. We devised a new store format," Stults said. "In three years we have put 47 new format stores in the market. We also started a new concept with 34 small hardware stores."

"We look at all the operations all

tice controls such as dust masks and gloves in addition to engineering controls to achieve exposure limits.

Based on the forest industry's wood dust study, industry spokesmen observe that hardwood operators will encounter problems tryinS to reduce exposure to I mg/mJ. Softwood facilities are expected to have less trouble staying within the limits proposed for them.

the time. We discontinued a manufacturing facility that was producing marginal results. We consolidated or repositioned ourselves in some markets," Martineau explained. "We have developed an extensive buying program of imported products (about 100/o of Scotty's purchases) to help reduce costs."

"Ninety percent of what we sell is bought from domestic suppliers," Stults added. "We try to buy domestic for all the reasons you can imagine. It would be difficult for any major retail company to be successful without some importing."

High fashion door & window merchandising works

I\OORS and windows have moved into the big time. l/Homeowners are using them to add sophistication, fashion and technological integrity to their homes. Dealers are discovering that they can add many dollars to the till if they are marketed with a flair.

The result is a flurry of door and wirldow boutiques or shops-within-a-store, springing up across the country. Dealers are getting the message that customers want to see the merchandise and try it out before placing an order. When they're spending hundreds or, in some cases, thousands of dollars, they demand more than a picture and a catalog description.

The dealer in many cases has become a partner with the contractor, architect, specifier or remodeler as these professionals send clients to the store to select doors and window styles. The store's stalT assumes the job of explaining benefits, displaying styles and features and writing the order.

More and more stores are frnding that customers respond favorably to an upscale setting. They want to see the actual door and window products and experience hands-on use. They appreciate carpeted floors, potted plants and accessories such as fine hardware. Entry systems glamorized with shingle trim and handsome carriage lamps have more buy appeal than a door simply leaning against a wall.

Shamrock Building Supply, Inc., in Oldsmar, Fl., near Tampa, specializes in windows, doors and more using a 3000 sq. ft. showroom. Displays are grouped but related with a flow that "leads the customer through the product mix," says Dave Pauley, general manager.

Service is the prime goal of the two sales people who handle both inside and outside sales. The store perceives itself as a liason between builder and architect and customer. In addition to displays, they maintain a complete library of catalogs and design books. An assortment of free literature is available.

New home construction accounts for the majority of the 600/o contractor business. Remodelers, d-i-yers and consumers comprise the remaining 400/0. "We concentrate on the high end market," Pauley explains.

In addition to the complete showroom which displays "every Andersen window made" in addition to Nicolai, Atrium, Peachtree and Simpson doors and E. J. Smith stairparts, Shamrock operates a custom shop to fill special requirements.

Stottlemyer & Shoemaker Lumber Co., Sarasota, Fl.,

is another dealer which has converted to the door and window boutique concept. The 40x50 ft. carpeted area has windows built into a wall to simulate a home setting. Basic gliding, awning, casement, double hung and circle top windows plus all the options available are mounted so that they can be operated. All are stained, varnished, painted and trimmed to duplicate a home installation.

Greg Watson, manager of the department, handles sales with one salesperson and a secretary. As a stocking dealer, they can provide immediate delivery, he explains, or build customer styles such as bay and box bay in their shop. New construction accounts for 800/o of the sales with remodelers and d-i-yers equally splitting the remaining 200/0.

Story at a Glance

How dealers use boutiques to sell doors and windows . . ways to position your store as a link between customers, contractorsand builders. ideas you can use for displays and advertising.

Watson's advertising program includes publications such as the Sarasota Magazine, newspapers (especially for truckload sales) and direct mail flyers. When asked about competition from window stores, Watson replied, "We are more competition to the windows only stores than the other way around."

The outstanding showroom combined with the high expertise of the staff accounts for their success, he explains. Watson is lavish in his praise of the training program offered by Andersen Windows at Bayport, Mn. In addition, he conducts in-house training and takes advantage of educational programs offered by other suppliers.

If sales of doors and windows for new construction slack off, Watson is prepared to fill the void with sales to remodelers and d-i-yers. The store offers help in measuring as well as guidance in selecting and installing. They also maintain a list of contractors willing to do installation only.

With door and window sales forecast to continue strong, it is time to evaluate the available options.

Creative door displays provide hands q appeal

By John W. Shoemaker Executive Vice President National Wood Window & Door Association

THE BOOM in residential renoI vation and remodeling continues to fuel demand for exterior doors, creating new opportunities for door retailers.

National Wood Window & Door Association research estimates remodeling and renovation will account for approximately 450/o of all exterior door sales in 1988, reaching 3.6 million units. That represents an increase of 9o/o over the previous year.

Not only does the do-it-yourself market continue strong, a new buyit-yourself market, in which products are purchased by the homeowner and installed by a professional contractor, is also emerging. That is good news for retailers who market to the end-use consumer as well as those marketing to the trade.

Paul Pierce, manager, product development and technical services, Simpson Door Co., notes that homeowners purchasing a door for a renovation project are typically looking at high-end products to upgrade their entryways.

"When you are looking at someone who is replacing their front door, they are looking at upgrading," he says. "They don't want to just replace it with what they have got. These are the people who are looking at home centers for a new door."

Because the homeowner mav not

be as familiar with building products as a professional builder or remodeler, retailers must develop innovative displays that answer questions and address the homeowner's concerns.

"Certainly in the last three to five years, consumers have become more sophisticated and more involved in the selection of products for their homes," says Steve Riley, manager, advertising and promotion, Morgan Products, Ltd. "As they become more involved, they also become more selective about brands that go into the home, including doors. Therefore, it is important to show them how the door is going to look. A catalog can only go so far."

To meet these demands, retailers are turning to increasingly creative methods for displaying the doors they sell.

Jim Glasgow, director of advertising and public relations, Nord Company, a division of Jeld-Wen, says creating a strong floor display is similar to creating a good advertisement.

"Generally you need a good visual hook to get people to stop and look at the product," he says. "You have to have enough sizzle to get the customer to stop walking and at least consider the option."

Displays typically fall major types: into three

o Single unit,

. Multi-unit, and

o Built-in vignettes.

Single-unit displays usually incorporate signage above and beside the door, calling out features and benefits ofthe specific product. A rack for product literature is often included.

that will grab the person's attention and get them to stop."

Multi-unit displays feature a rack with several doors mounted on rollers, allowing the customer to slide a specific model out for examination. Not only do they Provide the customer with an opportunity to view a variety of doors, they also conserve valuable showroom floor space.

As with the single-unit disPlaYs, multi-unit displays typically incorporate signage and literature materials pointing out specific features and benefits of the products displayed.

"The customer can look at a number of doors and feel them, as well," says Pierce. "It gives him a sense of the weight and heft so that he has a good feeling about the door being a substantial piece of highquality wood work."

Story at a Glance

Ways to get in on the growing doors-for-remodeling market .9o/o increase expected this year examples of good displays. merchandising tiPs.

The third type of displaythe vignette is rapidly gaining popularity, particularly as retailers look for new techniques to appeal to the home owner.

"You tend to show a real showstopper on the single-door merchandiser," says Glasgow. "Many times, the customer maY Pull out the literature and decide the door displayed costs more than he wants to spend, but he may see another door at a different price point that has enough sizzle to convert the sale. However you have to have a disPlaY

"A number of Simpson retailers become heavily involved in the showroom concept of disPlaYing doors," says Pierce. "Quite a few have developed vignettes that show the door surrounded bY single or double sidelights and possibly a transom on top. This is a very effective selling tool, particularly for the customer who does not have a strong background in construction or millwork. Imagining a door in an opening is a lot different from actuallY seeing one."

He adds that being able to see the door physically in a setting similar to that in which it will be installed pro-

vides a comfort level for customers who see the door as a major expenditure.

"If a customer is buying a door, a couple of sidelights and a transom, he could be looking at a substantial investment," he says. "If he is making a large investment, he is going to take the time to go out and see the door. The vignettes do a goodjob of showing the customer what the door will look like."

ERCHANDISE their dreams.

lUl That's the answer of a veteran window and door merchandising man when asked how a home center or lumber yard can best compete with the specialty doors-or-windowsonly merchandiser.

He explained that a dealer can successfully merchandise upscale although his customers may not be able to afford or use the high end products. "Show them a quality divided lite patio door with round top even if they want only a basic patio door," he recommends. "They'll be encouraged to buy the best they can afford."

The retailer who wants to be perceived as an authority offering quality merchandise, expert service and advice should be concentrating on four points.

First, he must dedicate space for displays. A special shop within the store with distinctive signing is the beginning. Amenities such as carpeting, plants and dramatic lighting are pluses. Windows and doors should be displayed as if they are actually installed in a house. Shoppers should

be able to visualize the completed installation as well as actually operate the products. Opening, closing, looking or walking through capability is important.

Next, the display must be reinforced by a specially trained staffthat knows all there is to know about windows. These sales people must be able to answer questions and provide information on style and size as well as insulation technology, such as low-E glass, and energy efficiency. Many dealers send the staffto one of the special training schools offered by manufacturers.

A staffed counter or answer booth complete with lots of take home literature, pictures and catalogs is the third essential. This center is often the customer's first stop. It also is helpful in holding his interest if the sales people are occupied with other customers. Selling doors and windows requires staff. These products are not serve-yourself-and-carry-tothe-cash-register items.

Although buy-it-yourself customers outnumber do-it-yourself buyers in most door and window depart-

ments, a retailer must have a staff able to serve both equally. They must be able to counsel a d-i-yer in self installation information or recommend an installer as easily as they can cooperate with a contractor or architect in helping his client to select the specified products.

Although many dealers choose to be stocking dealers with a small custom shop to assemble special orders, this is not essential, according to Jack Ullrich, manager of sales promotion at Andersen Corp. A dealer can stock "what you see" and "be a partner with his distributor," he says. This is often better economically because it avoids a large inventory. The dealer.who lets his distributor back him up can sometimes be more competitive.

About 650/o of the windows sold are for remodeling or replacement. New houses and commercial developments account for the rest. Door sales. too, tilt in favor of replacement.

Advertising, the fourth essential, "should romance the product," Ullrich points out, while establishing the dealer as an authority. Shoppers, who like to consider themselves knowledgeable and selective, are attracted to stores they perceive as superior and informed. Ullrich recommends that dealers join in a group to use co-op advertising supported by the manufacturer and distributor. While this may focus on the product more than the store, it reinforces the image of being a specialist.

Story at a Glance

Four essentials for building door & window sales... ways to help customer perceive you as a specialist howto save money on inventory and advertising.

Newspaper, magazine, radio and tv advertising as well as home show participation have been successful for many dealers. Banners, truckload sales, parking lot sales and clinics also bring results.

However you do it, remember "customers like to dream," and your store can fullfill those dreams.

Rl,Y"'?.l}iil?

markets for dealers.

and renovation strong window

For the first time since 1982 remodeling and replacement use with 20.6 million units has exceeded new construction which required only 18.0 million units. This trend is projected to continue although the total residential window market of 38.6 million units in 1987 is forecast to drop 7o/o to 35.9 million by 1990.

Wood window sales including vinyl clad and metal clad units, which took the lead from aluminum in 1987, are expected to stay ahead in new construction at least through 1990. Sales for 1988 are projected in millions at 8.2 for wood; 7.7 for aluminum; .2 for vinyl and .2 for other materials.

In remodeling and replacement use, wood units, again including vinyl and metal clad, are expected to exceed those of aluminum and vinyl. While aluminum sales have been gradually eroding since 1981, vinyl sales have increased from .3 to a projected 5.3 million units in 1988, Wood window use also has grown steadily from 4.8 million units in l98l to 8.8 million units expected in 1988.

Residential patio door use bolstered by a strong R&R market is expected to reach 2,850,000 units this year, down slightly from 1987 when close to 2.9 million patio doors were installed. The aluminum door

Remodeling sales boost window market

which was used nearly 2.5 to I in 1984 is losing popularity with the sales ratio projected to drop below 2.0 to I by 1989. Both remodeling and renovation and new construction use will continue to increase.

Approximately 1.2 patio doors are used in a new single familY home and 0.8 doors per multifamily unit. Most remodeling and renovation use is for replacement doors although some are added in additions.

Skylight use is expected to continue its growth pattern although probably not at the enormous 1480/o growth achieved from 1982 to 1987. Increased new home market Penetration is expected as well as an increase in the average number of skylights installed per dwelling. Present average in a single family home is 1.8 skylights.

Although approximately 550/o of the skylights are installed in new homes, continued growth is expected in remodeling. The remodeling segment will probably maintain the growth momentum in the skYlight industry with sales expected to reach 796,000 units by 1990. Added to a projected 980,000 units in new dwellings, the total market is expected to reach 1,776,000 in 1990. Skylights are popular in all geographical regions.

Wood will continue to be the Primary framing material for skylights' Of the 1,485,000 residential skylights installed in 1987, aPProximately 360/o used wood; 250lo aluminuml l7olo vinyl and 2lolo had no framing material.

Double insulating units are being used 75% of the time with 23% single glazed and 1% triple glazed. Plastic glazing is more popular than glass, 600/o to 400/0. Approximately 400/o of the residential skylights installed are

tinted. Plastic skylights are tinted 440/o of the time while only 240/o of the glass units are tinted.

Sealed insulating glass use continued to grow from610/o in l98l to 7 50/o in 1987. This figure is expected to reach 79ok by 1990.

Story at a Glance

Window sales trends. lower total residential market, higher remodeling use. patio doors hold steady. skylights main' tain strong momentum . .. modest nonresidential growth.

Because of current overbuilding, window requirements for nonresidential new construction are expected to decline in the next two years from the 152 million square feet of vision area used in 1987. Renovation of existing buildingswill be a substantial part of the nonresidential market. In 1987 this was approximately 420/o of the total market. Modest growth is exPected as existing building stock continues to get older.

Non-residential skylight use is expected to show a slight increase this year with a drop offin 1989. This will be the result of less nonresidential building, especially office construction.

Drucker Research Co., Inc., developed these window use trends for the American Architectural Manufacturers Association utilizing the Department of Commerce, U.S. Bureau of the Census, McGraw-Hill Information Systems Co. and numerous industry contacts in addition to the AAMA marketing research committee.

SWEAT EQUITY: a new aPfl,1,fl*!_:|$arketi ns

G WEAT EQUITY has been 9 around for years. The concept helped to spawn this nation and in the 1960s generated a retail specialty store called a home center.

Simply put, sweat equity is the part ofan asset one owns because of putting his or her labor into it as opposed to paying for all or a part of it. Sweat equity pays off more frequently and consistently to more people than any lottery, the slot machines in Las Vegas or the New York Stock Exchange. It's a colossal money maker for anyone interested in providing sweat.

Appealing to those willing to furnish the perspiration can be rewarding to the material suppliers. This idea fuels d-i-y marketing.

In this industry, there are three areas where a dealer can foster sweat equity opportunity for a customer. First, he can provide materials for "building a house" from sticks, a kit or by frnishing a shell. Second, he can supply products needed for simple projects such as building a storage area, constructing a room addition or replacing a roof. Third, he can offer materials for light jobs such as painting a room, replacing a light fixture or installing shutters.

For our purposes, we will bypass building a house because of its complexities and investment require-

ments on the part of the retailer. Both the seller and buyer stand to gain the most with the least investment in the simple project and light job areas.

Opportunities available to the customer and the dealer in the project area are exemplified in a 1986 booklet produced by Rodale's Practical Homeowner, one of several shelter magazines appealing to potential and actual homeowners. They commissioned a survey by Susan Weaver and Joseph Scrapits on how to increase your home's value. The result was a "guide to 20 home improvements: how much they cost, how much they return."

The methodology was to identify 20 popular projects, form a panel of real estate appraisers, establish the cost of each improvement and estimate what its value would be when the house was sold. Project costs, for the most part, were developed from Mean's Home Improvement Cost Guide.

The panel was given a hypothetical house valued at $80,000, representative of the median home value for the neighborhood. Each member reviewed each project in this light. The panel then jointly estimated the potential value of each project at resale. (See accompanying list)

For each project the total professional cost was developed along with

the retail price for material only. The panel estimated the recovery amount at resale and the percent of the recouped costs.

In the case of the highest recovery, for an interior facelift, the project cost $4500, $2025 of which was for material. The resale dollars this

PROJECT ESTIMATED RECOVERY

July 1988

project would generate were Projected to $4800, or a l07olo cost recovery.

The worst of the projects in terms of resale value, window and door replacement, cost $9832, $5290 of which was material. Resale value was pegged at $4237 with recoverY of 430/0.

The interior facelift included "complete repainting of all ceilings, walls and interior trim; new wallpaper for dining room, one bedroom and one bathroom; new carpet for living room and all bedrooms; new sheet flooring for kitchen and both bathrooms; new hardwood flooring for dining room, and contractor's fee."

Consider that the PoPulation in this country moves at a rate of about 200/o per year and thus totally relocates itself every five years. As a market, an interior facelift is totally reachable in every trading area. It also is a sizable demand segment worthy of serious pursuit by almost any retailer.

jects was $152,842. The total material cost was $69,912. Total appraised gain was $102,055. The total recovery on material costs was 1460/o and equaled $32,143 in sweat equity. On average, material represented about 46% of the "pro" cost of the improvement.

Recent research by the Home Center Research Bureau on 150 top home improvement projects revealed additional facts on sweat equity. Their key findings were:

.60% of the people surveyed asserted that they could do home improvement projects as well as a professional.

r Pros do home improvement projects less than 250/o of the time.

r In-store services (how-to-clinics, workshops, etc.) play a minor role in project execution.

. Those using a professional generally do so because they lack the tools necessary to do the job Properly.

r Hot stores of the future will ofler project advice, one stop varietY and quick check out.

352,000,000 d-i-y projects were tackled in 58.000.000 homes in 1987.

as they have expressed it. Imagine a gambrel roofed storage barn. In the Dallas, Tx., area, this 8' x l2' building is advertised installed on your lot for $695. Let's assume that $45 is the delivery cost and the balance, or $650. is the installed selling price.

Implicit in the study, as shown bY the recovery percentages, is that after real estate sales commission (70lo), none of the projects makes money. In fact, most are losers but provide other compensations such as emotional satisfaction, use of the improvement and reduced utilitY bills.

But if you consider sweat equitY, the picture can change in terms of recovery percentage. For examPle, in the hypothetical interior facelift, the materials cost $2025 and the recovery estimate at resale: $4800. This can become a recovered cost of 2220/o instead of 1070/o if sweat equity is substituted for the professional labor cost of $2475 ($4500 minus $2025).

Of the 20 projects, all but three recovered more than the material costs at resale time in the opinion of the panel of experts. The three with negative sweat equity were window and door replacement, swimming pool and landscaping. The total professionally done cost of the 20 pro-

Story at a Glance

Opportunities for selling "sweat equity" how to develoP mar' keting plans .. advertising tips. ways to reach three levels of customers.

Although the benefit of sweat equity to the consumer is obvious, how does the dealer capitalize on this potent force? First, combine in Your mind the parts of each surveY as described here. Second, make uP Your mind that you're going to have to communicate with Your customers. Third, get readY to serve the customer.

Only 25% of the customers hire pros. About 600/o feel they can do the job as well as a pro. These are the people who want in-store Project advice.

Let's talk to the customer's needs

From this information, if You want to sell projects, you?re going to have to merchandise Your ads to meet the customer's needs. Consider the following:

8' x l2'Gambrel Roof Barn installed on your lot .... $695.00

Kit Form (sweat eCuitY : 9326; w/No.4..... ...$369.00

Materials (sweat equitY : $376) w/No.4..... ..'$319.00

Instructions, Plans & MaterialLists. ....$5.00

This example is PurposelY simplistic and overtly identifies sweat equity. Obviously a Plan must be drawn, a bill of materials worked up, a kit assembled and an installation program developed. The end result is the dealer solves the problems of his customers and capitalizes on the needs of the majority with an offer of huge savings for sweat equitY.

Plan 1 takes care of the 250lo who want it done professionally. Plans 2 and 3 take care of 600/o of the customers who want to do it themselves. (Plan 2 might have some dimensioning and pre-assembly and Plan 3 just the necessary materials to build the project.) Plan 4 covers the l5o/o who might be induced to learn now and buy later.

Another way to hook the sweat equity customer is to base your price comparison on installed pricing. Promote "Buy a light fixture, install it yourself and save 600/0." This will help both you and Your customer identify the real value of what You sell. The implied saving is more potent stated thusly. Pricing wars also fade into a demonstrable value.

Next month Wally Lynch will discuss lightjobs and sweat equitY - ed.

,ffi4ef#ti**dq,*N:#.Y./..P..j?..W3.14{:#t#ii':t$r\t;*>yti.r

'l'hc tlcacllinc lirr conrplying with thc OSIIA llurunl ('otrtnurtit'tttittrt .\tundunl was stlycd by a tl.S. ('ourt ol'Appcals in rcsponse to a contruction inclustry coalition's pctition: no ncw datc of implementation has bcen set...

Lovt't,'s had a grand re-opening lbr the Thomson, (ia., store which relocated to Washington Rd... . ,lt'e llordtlcn, has a ncw 350,000 sq. li. distribution cenrer in Charlotte. N.C].... Ruildcrs .Square plans to open 1,5 stores before the end of'the yeilr

ilechinger will add a store in Centreville, VA.. .. llonrc Quarters will open a unit in Augusta, (ia... ..Scotty's is opening a building supply store in Spring IIill. trl.. and a hardware store in the Lynn Haven Plaza Shopping Center, Bay County, [rl.

The flrst Ollit'c Squarc being developed by Builders ,Square for Kmarr will open this summer in Palatine, I1.... Hondy Den, Beaumont. Tx.. has been closed by Clhannel Home Centers Inr'. . Fagen's Building Center, Pittsburgh, Pa., has acquired the building supply assets, a warehouse, a door plant and a truss plant from Panama Machinery & .Supply, Panama City, I,l.

Lowe's held grand re-openings for stores in Asheboro and Jacksonville, N.C. (see p. 2t for story) . . West Building Materiols has a new "super store" in Opelika, A1..., Moore-Handley, Birmingham, Al., is operating from a new distribution center in Winston-Salem, N.C.

Hechingeris doing a pilot test on western lumber storage pro- jects, part of a home center/retailers d-i'y promotion, *ith plans to extend the concept. '

lhtihltrunru has a ncw 10.500 sq. li. Wcst (lolunrbia, S.('.. storc. .lerrv Knight, ntgr.... 'l'x'irt ('ity Lutttbcr ct ,\upplv, Shrcvcport, La., and Blount Itmbtr ('rt.. l)cnham Springs, 1.a., hirve closccl . . ,.lllied lluildittg .\uppl.v, Mctairic, [-a.. has bcen nrcrgcd with 'lllicd l-unthcr ('o.. in a new Manclcville. La.. location by owner Robert Sessum .

I lorne 1)(7xt plans to open eight new stores inclucling sites in lrl. and S.C. . .

Mac kla n bu rg- Du n t'u rt, Oklahoma City, Ok., will acquire the Do- It- YourseIl' .4Ituninunt Produt'ts division ol' Rc.vnokls Mctals Co.. Ijlizabethtown, Ky.. moving it to Oklahoma City. .. TempleEastex Inc,, is renovating its Pineland plywood mill for approximately $7 million

The Low,Voltage l-i14hting Institute of' .4merica (LVLIA) has been lbrmed fbr mfrs. and sup- pliers, James C. Miller, Intermatic Inc.. president . .

Hoover Treated l4/ood Products, Thomson, (ia., has acquired Currier Lumber Co. and its subsidiary Continental Wood Preservers, Int'., Detroit, Mi., lbr $3.8 million ldaho Timber Corp. will build a hardwood mfg. facility in Rison, Ar.

Welsh Forest Products, Inc,.. Memphis, Tn.. has been merged into American PociJic Paneling, fuc.. Holly Springs, Ms. (see pg. 2l lbr story) Temple-Eastex will build a $28.7 million mill near DeQuincy. La. (see p. zt torstorv)...

Hughes Lumber, Charleston, S,C., is 100 years old this year

. Foxworth-Galbraith Lumber Co.'s'store in Winnsboro, Tx., is 40 years old .

Building Products Digest

LundnurA Lttntlx'r ( o.. ('lclrrwittcr. l;1.. is in ( haptcr I I bankrul)tc!' and is sccking to llncl additionirl irrvestors or to scll the contpitrly. it nrlkcs a highly reglrclcd linc ol' cyl)rcss llanelil19,.

l'l"l' Ilutttrticr lrtc. will cxparrd its llaxlcy, (ia., lunrbcr ntill in a $-5.1 ntillion prr4ect . U,l(i won the proxy contcst tnd clclbated the I)tscrt Purtners slatc lrlr six seats on thc t lS( i boarcl o1'directors...

Inst (ba.st I.umhtr ('rr. opened a new sales olfice in ('harleston, S.('.. llarry llanrnrctt, ntgr. ... ('ut.st I.unhcr ( o.'s SuffoTk. V,1.. pllnt won the contpany safety award sawnrill ol'the year...

Tolleson l-umbt'r Co., lnt,., Perry, (ia.. is now selling l)eckwood through ['-unnan Lunber, Inc. in New l:ngland .Smyth Lumber (ir., (locoa Beach, F'1., hasclosed...

Mid-.4meritu Lumbt,rmens Association has ntoved to 800 West-. port Rd., Kanstrs City, Mo. 641ll; the telephone number is' unchanged Amarit'an IIardware .Supply ( o. changed its name lo .Servistar Girl. July |

I)uo-lustlssoutheast cliv. in Fl. and (ia. was named l9tl7 Dis. tributor of the Year by the co. ,. T-he Quikrete Componias. At; lanta, (ia., has lbrmed Quikretl t7/ l\,/o. ('a. with ,Sakrcte q/ No'. ('a. . . . Knau/ f"iber Gluss has opened at $-50 million plant in Lanett,AI....

Hurtlvttod Munttlut'ttu'ers Assoc'iution is renrodelins new offices at 2tl3l Airways B-ivd., Suite 205, Memphis, Tn.....

Distribution Management Systems Corp. has relocated to Tiffany Square Plaza, Rocky Mount,,' N.C....

Housing starts for May (latest figs.) dropped 12.20/o to a seasonally adjusted annual rate oi 1.38 million single family, construction was down 9,.70/a,,, , .. multifamily starts dropped 18.901t. permits were l.So/o lower.

'\))r(- l,r),),'l ['] -)''(/-\ ,l \ I '\/1//,\r .l -.'Jt J ,l J-..-,,

(C UPPLYING doors and windows til for the building and remodeling of commercial properties can be the ideal market for retailers. A few Florida dealers have recently sold windows to such diverse new businesses as a day care center, a recreation facility for seniors, a two-story oflice complex, a bank and a funeral home.

Manufacturers also recognize the potential, as Velux-America pushes for the use of roof windows in remodeling offices, and Marvin Windows promotes its products in the renovation of historical buildings along the Atlantic Seaboard.

Story at a Glance

How to sell doors and windows to commercial projects with fast action. submit bids in buyer's market . . . extras to beat the competition like wide selection, installation, and a special catalog.

But while commercial accounts can provide a steady stream of big, repeat business, there seem to be more sellers than buyers. So, buyers can demand a low price ("lt's an extremely competitive market, so we often have to take less of a margin. But that goes with the territory") and a high quality, energy eflicient product. Although building code requirements are different in each area, commercial doors and windows usually must meet stricter rules. Since more people usually will use a commerical compared to a residential building, they often need fire exits, fire-rated steel doors, and special hardware.

The sales are there, but the pitch has a curve all its own. "If it's a commercial project of any size, you have to get in early, on the ground floor," says Ronnie Goode, regional manager for West Building Materials, Atlanta, Ga. "It's hard to sell once it's been specified."

Dealers can learn of upcoming projects by checking for new building permits and Dodge reports. Dodge reports are issued periodically to announce a project's progress at various stages of the planning project (for example, when the permit is issued, when a bid is accepted, etc.).

After obtaining plans to the project, dealers submit their bids. An

Go commercial: doors & windows

outside salesman may work with the builders or occasionally an area may have a local builders exchange, where architects display their plans and anyone can examine them and deliver his bid.

"But one thing is essential," says M. Scott Whiddon, vice president and assistant general manager of Causeway Lumber Co., Fort Lauderdale, Fl. "You've got to go around and see the people. It's hard to do it over the phone or to have them come into your store. Large projects are project-oriented, and they're used to having people come to them. They're so large they don't have to go around and shop."

Causeway thinks commercial builders often choose them because they have it all, offering five commodities: lumber, reinforcing steel, roof trusses. millwork and commercial hardware. Similarly, others want-

ing to sell doors and windows to commerical accounts, may begin by expanding their line of structural materials to attract the buyers in the first place.

To gain an edge over the competition, Causeway also offers installation as part of the price for their doors, and also has a separate builders hardware department, stocking a wide array of commercial merchandise.

A new program is a complete catalog of millwork and hardware items designed for and distributed specially to architects. "We're trying to influence the specifrcation process," says Whiddon. "We hope to influence the architect to influence the builder to use our materials."

Dealers agree the commercial market for doors and windows is one worth pursuing, but it takes work and motivation.

Rounds & Porter Co.

Anywzlyyoucut it:itcomesupSouthern Lumbell

CALENDAR

JULY

Mlsslsslppl Lumber Menufrcturers Assoclrtlon - July 7-9, mid-year meeting/convention, Royal D'lberville Hotel, Biloxi. Ms.

House Hrsson Hardwrre - July l0-ll, market, Knoxville Exposition Center, Knoxville, Tn.

Internrtlond Lrwn, Grrden & Power Equlpmenl ShowJuly l0-13, show, Fairgrounds, Louisville, Ky.

Nrtlonrl Housewares Mrnufacturers Assoclrtlon - July l0-13, international housewares exposition, McCormick Place, Chicago, ll.

PermaGrdn Products - July ll-12, annual regional sales meeting, Embassy Suites Hotel, Dallas, Tx.

Fenestntlon World - July 12-13, annual convention, Hyatt Regency Hotel, Chicago, ll.

Internatlonel Hardwood Products Assoclrtlon - July 13-31, South American Industry Mission, Brazil, Chile & Ecuador.

Tennessee Young Executlves - July 14-16, convention, Paris Landing State Park Inn, Paris, Tn.

Natlonal Retail Hardware Assoclrtlon - July 17-21, annual convention, Marriott's Orlando World Center, Orlando, Fl.

Kentucky Lumber & Bulldlng Materlal Dealers Assocletion - July 20, golf & family outing, Marriott Inn, Lexington, Ky.

Loulsiana Bulldlng Materlal Dealers Assoclatlon - July 23-24. summer board meeting, Alexandria, La.

Appalachlan Hardwood Manufacturers Associatlon - July 24-26, semi-annual meeting, Grove Park Inn, Asheville, N.C.

Lumbermen's Club of Memphis - July 2E, luncheon meeting, Racquet Club, Memphis, Tn.

lei, ! F..

% ':CQ

|]|s flills ca]|$ tTil|| |l|0 il0 Pn0flffi!

FAMOWOOD

is the PR0FESSl0llA['S AtL PURP0St PtASTtC

Eoat builders, furniture makers, cabinet makers, etc. have found it the one sure ansryer to correcting wood defects, fillins wood cracks, gouges, covering countersun-k nails and screws. -

Can be used under Fiber Glass! !E*

Reaoy ro use rrgnl oul or Ine can, Famowooo! applies like putty-sticks like glue; dries

quickly; won't shrink, and will not gum up iander. Waterprool a Waterproof and Weatherproof when properly applied. o4

ili',;lli.:' 16 malchins wood colors

Orgill Brothers & Co. - July 29-31, market, Nashville Convention Center, Nashville, Tn.

Nrtional Wood Wlndow & Door Association - July 30-Aug. 3, mid-summer meeting, Hilton International Hotel, Quebec City, Quebec, Canada.

AUGUST

Watters & Martin Inc. - Aug. 2-3, show, Scope Exhibition Hall, Norfolk. Va.

Amarillo Hardwrre Co. - Aug.6-7, market, Amarillo Civic Center. Amarillo. Tx.

Wood Moulding & Millwork Producprs Associrtion - Aug. 10-13, summer meeting, North Shore Resort Hotel, Coeur d'Alene, Id.

China Build 'EE - Aug. 10-14, international building products exhibition, Tianjin International Exhibition Center, People's Republic of China.

Southeastern Lumber Menufrcturers Associatlon - Aug. 11-1.4, annual meeting, Hilton Palacio del Rio, San Antonio, Tx.

Virglnia Building Material Assoclstion - Aug. 11-14, summer management conference, Ramada Oceanside-Tower, Virginia Beach, Va.

American Hrrdware Manufacturers Associatlon - Aug. 1417, Hardware Industry Week and National Hardware Show, Mdormick Place, Chicago, Il.

Kitchen & Bath Month In Oct.

Retailers can reinforce an image of kitchen specialist by joining in the National Kitchen & Bath Month in October.

Materials available include a free point-of-purchase kit with posters, banners, a planning outline and ideas for retail activities, a how-to book for $25 and specially imprinted promotion items suitable for in-store giveways.

More information is available from the National Kitchen & Bath Association at 124 Main St., Hackettstown, N.J. 07840.

Charity Begins At Home

Many dealers find giving service or charitable contributions an effective way to strengthen their image in the community.

Boise Cascade reported company contributions of $34,692 to charitable and educational organizations in Alabama last year. This included cash grants and the market value of noncash gifts such as inventory and services.

The Paty Co., Piney Flats, Tn., concentrates on physical fitness. Some of the projects they have sponsored include a physical fitness program for school children, a running clinic and a program for those experiencing problems with substance abuse.

For the past three years, Scotty's, Winter Haven, Fl., has observed the opening of new stores with shopping sprees for local service groups. These allow a selected organization to choose at no cost items most needed by its program. In addition, the chain makes contributions to projects such as community playgrounds.

Treated Lumber Sales Good

Pressure treated lumber is selling well as homeowners take advantage of summer weather.

"Now is the big time for home projects," says Boyd Byrd, area man' ager for McDonald Lumber Co., Fayetteville, N.C. "We're selling a lot of treated lumber."

Outdoor decks "are the most PoPular single item selling now," agrees Jimmy Tew, sales manager for God'

win Building Supply Co., Dunn, N.C.

He also is selling to people who are adding on rooms, reshingling their roofs and adding storm windows. "It's a good time of year for maintenance," he adds.

Wickes Lumber BuY Out

Wickes Lumber Co., the former Wickes Lumber division of Wickes Companies, Inc., will continue to use the Wickes name as well as the "flying W" logo.

Purchased by a management group for more than $300 million, the company has 223 retail stores in 34 states, 10 manufacturing plants, three area oflices and 7,000 employees. Sales in 1987 were more than $l billion.

Les L. Hagen will be chairman and ceo; William A. Hensler, senior executive vice president; Merv Benjet, vice president, chieffinancial officer; Ric Morphet, vice president, administration; and Dick Buck, Lee Pawluk and Frank Chambers, vice presidents of operations.

Judge Overrules Builderama

Builderama cannot keep Home Depot Inc. from opening a store in September in a neighboring Savannah, Ga., shopping complex, a superior court judge ruled. Builderama management claims that the developers promised verbally not to put a competitor next door.

D-l-Yerc Revive Glass Block

Glass block, a ghost from the art deco era, is returning as a popular di-y building material.

"They are using them in exterior walls instead of windows to bring light inside," said Tom Pulsifer, vice president of Mills & Nebraska, a retail division of Central Florida Lumber, in Orlando, Fl.

The blocks. which come in a variety of designs, range from clear to opaque. The 8" block in a diffused wave pattern, one of the most PoPular, sells for $4-$5 per block, according to Pulsifer.

"Improved installation techniques makes them a better insulator than most windows," he claimed.

Land of DINEH Reputation by Product PONDEROSA PINE

Fine Textured/ Kiln Dried

NAVA-PINE

Premium Quality

Lumber

Half Pak HIL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds.

Half Pak HLL. and PI,V.

NAVATRIM

Premium Mldgs. and Millwork

Bundled/Unitized/

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliales

11650lberia Place

San Diego, Ca.92128

Qoos & ENDS:

INEXPENSIVE NON.CEILING

As seen at the Words & Music bookstore in San Diego the raw ceiling, pipes and duct work were painted black. At drop ceiling height, laundry line (rope) was strung in both directions to simulate a dropped ceiling grid system. Most of their customers never know that they are not looking at a 24" x 24" ceiling tile pattern.

BALCONIES NOT FOR SELLING

The question: "What items should I display on the balcony?" My reply: "Anything you don't want to sell." Merchandise on a balcony level will move at many more times the current rate if moved to the street level.

TUNNEL vlSlON

High profile stores are adding to the shoppers comfort by lowering the gondola height on every other fixture. This removes the tunnel effect created by tall racking and narrow aisles.

OVER KILL

Beware of huge graphics in smaller stores. While giant graphics work well in large size home centers, big photographs, signing and pricing overwhelm shoppers in smaller units. Let the merchandise be the message.

ADD.ON SALES

While a self-service operation is a great payroll saver, it also allows customers to leave the store without ever talking to anyone except the cashier. Before the cart of lumber, builders hardware or building materials reaches the cash register, retailers can increase their sales

milH HEM'FlR

This fine-textured, non-resinous timber has an excellent weight/strength 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 easy to work and shaPe.

Try our HEM-FlR Dimension!

p€r customer by asking, "How are you g,oing to use this material?"

AND CHEAPER TOO

It's now less expensive for me to send a two-page FAX cross town than to mail a letter at 250 postage.

SELF.DEIJEATING

Companies who use those clever four-letter words in place of telephone numbers, ie: dial 555.TOOL are making it diflicult for their potential customers to reach them. lt's much easier to find the large numbers on the push buttons than to locate the tiny letters bunched in threes.

COODBYE DABBLERS

Notice that as the warehouse operations proliferate, the "dabblers" are getting out of home center product categories. There are now fewer drug chains and mass merchandisers featuring home improvement products.

THIS CUSTOMER BUYS BIG

Check the Commerce Business Daily to see if the U.S. Government is a potential Iarge customer for you in your market. You may have to cut through some initial red tape, but it can put some big numbers on the bottom line.

Welsh Joins Amerlcan

Pacific

Welsh Forest Products, Inc., Memphis, Tn., has been merged into American Pacific Paneling, Inc., Holly Springs, Ms.

Both companies are manufacturers of prefinished paper overlay on hardwood wall panels. The combined operation will have four production lines, all in Holly Springs.

American Pacific is also a large importer of both raw and finished panels.

Lowe's Expands Two ln N.G.

Lowe's in Asheboro, N.C., has been expanded in a $500,000 improvement project, adding 5,000 sq. ft. to the showroom with a race track layout, two cashier stations, a garden center and a special contractor sales area with private entrance.

Thirteen new employees will be added with an extension of store hours: 8 a.m. to 8 p.fi., Mon. through Fri., 8 a.m. to 6 p.m., Sat., and 1 to 6 p.m., Sun., according to manager Randy Miles.

The Jacksonville, N.C., store has been enlarged to 23,040 sq. ft. with "rack and roll" display (see Building

Products Digest, Feb. p.2l). Contractors now have a 1,000 sq. ft. area with a special entrance and separate sales staff. A two acre commodity yard with eight checkout stations also is limited to contractors. Woody Brown heads the management. Staff includes Robert Jones. retail salesl Michael Whaley, contractor; Sandra Middlebrooks, offrce; Christine Pavy, credit. and Scott Hattsell. warehouse

New Temple-Eastex Mill ln La.

Temple-Eastex Inc. will locate its newest lumber converting facility six miles northeast of De Quincy, La. The new $28.7 million mill will convert small to medium size saw timber from company and private timberlands in the area. Wood chips generated by the operation will complement the company's linerboard mill in. Orange, Tx., according to Building Products Group vice president Harold C. Maxwell.

Hixson At Work After Flre

Despite a fire in their planer mill and shaving storage bin, Hixson

Lumber Sales didn't miss a beat in serving their customers from their Plumerville, Ar., headquarters. The firm also has a facility in Pine Bluff, Ar.

Damage from the Memorial Day fire was limited to the mill and storage bin thanks to a strong wind that blew flames away from lumber and other buildings. Some fearless forklift work by planer mill supervisor Steve Bostain allowed the planer to be removed from the hre, limiting damage.

Hixson was fully back on line before existing stocks were depleted. And in the "can do" tradition of the firm, they even loaded seven trucks while the fire engines were still mopping up the blaze.

Literature Helps Cedar Sales

Colorful literature that can spur new uses and demand for western red cedar lumber products is available for dealers and distributors to pass along to customers.

Full-color brochures packed with ideas, as well as more-practical howto pieces, are included in the collection offered by the Western Red Cedar Lumber Association.

A Window Better Than It Has To Be

Your Window of Choice for Unexcelled Beauty and Dependability at Unsurpassed Value. Available in Colonial, Contemporary and True Divided Light Styles in an Extensive Selection of Standard Modular Sizes for Easy Specification and Installation. All Backed by a Commitment to Service as Impressive as the Window ltself.

In All, A Wndow Program Definitely Designed to Please. You. Your Customers. And your Bottom Line. Send fqr Our Free Brochure Today.

Miracle of tlrel'orcst

When vou walk into a National Forest,-you really believe you're the first person who's ever been here. Funny thing is, vou're not.

These forests have been used for over one hundred vears. With careful management these forests have renewed themselves, year after year providing us with all kinds of benefits. And that's whv we call them, "Forever Forists'i Come see for yourself! And get involved with the new "Forests For Us" program and telpeople all about the Miracle of the Forest.

ARKANSAS e OKLAHOMA

araillc.

vlcc ptcddrnt

f UtS month I would like to devote I this column to two special people whom I feel everyone should hear about.

First is Truman Hall, MLA's current president. He will undergo I heart transplant as soon as I donor heart is available and is in Houston. Tx.. until that takes place.

We are confident that he will return not only with a new heart but with new enthusiasm and new energy

Although Truman has health insurance which will cover most of the medical cost, he will incur other expenses which are not covered. MLA's Arkansas directors have established the Truman Hall Heart Fund to help offset his non-covered expenses. If you would like to contribute, make your check payable to the Truman Hall Heart Fund and send it to:

Truman Hall Heart Fund

c/o Metropolitan National Bank University Oflice

P.O. Box 8010 Littfe Rock, Ar.72203

The second person we would like to tell you about is John Ryerson. The son of Richard Ryerson, Starr Lumber Co., Alva, Ok., John has been selected for the National Lumber Dealers Association's first summer intern program.

ture that the regional and slole associations implement N LBMDA's programs ,hat will be mutually beneticial to the general membershlp. Thls cooperation betr+een the national ond federated associations is absolutely necessory in order to continue positirr relationships which will greatly funefit the independent retailer, Communication is a necessitylot the independenl gruss roots deolers lo be avnre of the role national perlorms in Washington. This awreness willfoster o stronger supporl at the local level.

As a student at the Universiy of Oklahoma, I harte become more aware ol the importance of the political process ondfeel that I could be an effective person in the llashington oflice.

During my first War at the University, I was appointed to the Student Government Association where I served as vice-chairman of the woys and means committee that allocated over $280,000. Some of my other political activities include being active in a campus political organization, being elected to Oklahoma Boys State, serving as a page lor the Oklahoma Legislature, and attending a nalional political convention as a page.

Next year I will be a sophomore majoring in business marketing with plans to enter the lumber business upon graduation. I have been inducted into two scholastic honor fraternities and have attained a 3.9 grade awrage.

Yes! ra fike to know more about Americab National Forests, our Forerrcr Forests.

City

Complete and mail to:

Forests For Us, PO. Box 2000, Washington, DC 20013

He will spend six weeks in Washington, D.C., working with the staff. One of the requirements for all candidates in this nationwide competition was an essay of 500 words explaining why he wanted to be an intern. The following was John's essay:

The proposed lVashington internship program of National Lumber and Building Material Dealers Association presents exciting opportunities for a young person in our industry. I feel that my honors, activities, and leadership qualities parallel the expectations of your Jirst intern. My knowledge of NLBMDA, my personal achievements, and my desire and willingness to serve as the intern present a strong case for my candidacy.

Since NLBMDA is the only association that represents the independent retailer at the national level, it is vilally important to develop a thorough understanding of their efforts in dealing with Congress and the federal agencies that affect our industry. Furthermore, it is compulsory under the federated struc-

In high school, I was president of two organizations, and I lettered in football, basketball, and tennis. I served on the student council and was a class fficer four years.

By working part4ime summers and Saturdays the past .five years at our family lumberyard, I have learned the basics of building material retailingfrom the ground up. I have grown to appreciate the need for service to the industry through the example of my father, a third generation lumberman, who is cur' rently serving as a director of his local association.

The opporunity to be selected the Jirst intern provides a substantial challenge. Through dedication, dependability, intelligence, hard work and cooperation, I pledge to be an intern of whom you can be proud and to set a quality precedent for those who will follow.

Finally, I would like to congratulate NLBMDA for initiating the intern program. This expansion of the association'sfrontiers will add a new perspective to its overall program. I believe this expansion of the association's function represents a signiJicant step forward that will ensure perpetuation of leadership in our industry for many years to come.

"We'd be glad to have vou"

Mld-Amcrlca Lumbcrnrcnr Arroclatlon t0 w.apo?r Rd.. K|nIr Clty. Mo. 6t I I | (tl 6) 9l l -2102

TOPICS

DEPEW

president

I N fnnvellNG around the state or I in conversations on the phone, I find members constantly asking about economic issues. They are curious and concerned about business conditions within the industry and what I see happening in the future. Well, I'm certainly not an economist, but I did a little checking over at the Texas Department of Commerce and found some interesting facts. And for whatever it's worth, here's what I've learned.

In the decade from 1976 to 1986 employment rose by almost 1.5 million in Texas. Population increased by almost 3 million. Total personal income increased by almost $124 billion or more than over $13,000 per person in a state that had traditionally lagged below the national average. Towards the end ofthe decade, Texas also suffered through what was perceived nationally to be one of the worst (and few) recessions in the history of the state.

What happened? When, or will, Texas ever recover?

In retrospect, and to paraphrase Mark Twain, "The reports of the demise of the Texas economy are greatly exaggerated."

Texas did experience a recession. But, the recession would never have appeared so deep, had the growth period preceding it not been so strong. While there is no denying that the Texas economy has suffered through relative hard times in the last several years, there are two facts which must be remembered. First, the period of growth and expansion which preceded the recession was one of the largest and most sustained of any state economy in the history of the United States. Second, the recession is over.

Evidence that the recession is over is all around us. In the last half of 1987 alone, 83,000 new non-farm jobs were created in Texas. In 1987, employment in oil and gas was up by 4,700 from 188,300 in January 1987. Over the same period, employment and manufacturing increased by 33,500 to 979,100. In December of 1987, employment in aircraft and other transportation equipment totaled 95,400 up 7,900 jobs from December 1986. Statewide employment in electronics in December 1987 was 124,400, up 5,200 over a year earlier. Employment in computers, oil field machinery and other non electrical machinery rose by 4,000 from 102,900 in December 1986.

NOTES

Ef BcOtvtvtENDATIoNS will be I I coming soon from the committee appointed by president Cal Browning to study various locations for an OLA midwinter trip.

Ramon Sutton, Glen Haney, Jim Lovell and Buford White have been researching various sites. The trips, very popular in the past, haven't been organized for several years because of the Oklahoma economy.

Since our mill tour last October, the office has received several requests from members for a tour of a pressure treating facility. We have contacted one of our associate members who has regularly scheduled tours oftheir pressure treating facilities. They are agreeable to a tour sometime in the fall. More details will be published as soon as we agree upon a date.

Attendance at the free seminars sponsored by OLA in late spring included people from all over the area. Sched-

And the energy industry was not excluded from the recovery. The petrochemical industry, which accounts for one-third of the state's manufacturing exports, is operating at nearly full capacity along the Texas coast. At present, 49 new petrochemical construction projects, valued at $1.5 billion are scheduled for completion by 1990.

Agriculture showed some bright spots as well. In West Texas, 1987 closed with a bumper cotton crop, record-setting yields, and prices higher than they have been since 1980. Livestock receipts were also up sharply in 1988.

In the Texas Rio Grande Valley, a large seasonal industry in fruit production showed sustained growth for the first time since a hard freeze decimated that industry in 1983.

As for the near term, in 1988, total gross state product is projected to increase by 2.80/o ending a three year slide, and once again better the national economy's projected growth rate of 2.20/o.This year 86,600 jobs will be added to the state's economy, and by the end of 1988, total statewide non-farm employment will surpass 6.688 million representing an all-time record high for Texas.

That the Texas economy continues to diversify is evidenced by the fact that of the new jobs, 65,400, or 760/0, will be created in the service sector of the economy. Of those jobs, most will be in wholesale and retail trade.

This is the Jirst of several columns to explain what's going on economically in Texased.

uled to start at 4 p.m. on Saturday, they allowed both yard and associate members to attend outside of business hours. In addition, the time allowed those in remote locations to make the drive to Oklahoma City. The first session was attended by 17 people. The second attracted 14.

Besides being scheduled at a convenient hour and day, the seminars on justice and collections were free to those attending.

Future Dates

Check our Calendar on page l8 for information on upcoming conventions, meetings and trade shows in your region.

WINSTON

€xecutlve vlce

execuflve vlce precldent

SOUTHEASTERN SCENE **ns

assocratron neryg In Alabama, Florlda, Georgla, Kentucky, Loulslana, Mlesleelppl, the Carollnae, Tennessee and Vlrglnla.

Bulldlng Mrterhl Merchrnts Assocletlon (Georgia and Alabama) will conduct a series of seminars this month at the BMMA training center in Austell, Ga.

Erv Goodroe, executive vice president of the association, will be the instructor.

Theme of the first session, July l719, will be product knowledge. Developed by dealers, the program aims at both experienced and new employees, providing them with generic product knowledge in relation to how it will be used in dealing with customers.

The second session, July 20, will concentrate on selling skills, aiming to increase selling power and sales volume. Both seminars will be repeated in a third session, July l7-20.

Registration will be limited to 12 in each class, with each firm allowed only one representative.

All meals, housing, course materials (including a product manual), and instruction are included in the package which is being offered to both members and nonmembers.

Louisiana Building Material Dealers Association's new board ofdirectors is making final plans for the summer board meeting in Alexandria, July 23-24.

Jon Cromwell, president, will preside with the help of Bob Armer, lst v.p.l

George Kellett, 2nd v.p.; Dudley Webre, treasurer; Hubert Walker, national dealer director; Bob Morrow, past president; Don Clanton, ex-oflicio member, and Gayle Passman, executive v.p. Directors for the current year include Thomas "Al" Sanders lll, Trey Kiper, Buddy Tolson, district I; Tom Morgan, Laverne Carpenter, Jim Pearce, district ll; Jimmy Robertson, Steve Brown, Tim Stine, district lll; Garland Hebert, Norris Rader Jr., Doug Ashy Jr., district lV; Bob Morrow, Wallace Poole, Dennis Dunham, district V; Jerry Smith, Harry Gabriel, A. J. Harris, district VI; Steve Buller, Raymond Beauxis Jr., Forrest Decuir, district Vll; Rufus Savoie, Dudley Webre, "Chet" Morrison, district VIII.

Wally Poole chairs the 1989 annual convention committee which includes Calvin Shoemaker, Bob Morrow, Dennis Dunham and Jeb Ransone. Other committees include education, George Kellett, chairman, Dudley Webre, Steve Buller, Laverne Carpenter; finance & budget, Dudley Webre, chairman, Bob Armer, A. J. Harris, George Kellett; membership, Hubert Walker & Bob Armer, co-chairmen, Trey Kiper, Tom Morgan, Tim Stine, Doug Ashy Jr., George Kellett, A. J. Harris, Forrest Decuir, Dudley Webre; insurance, Don Clanton, chairman, Dudley Webre, Tom Morgan, George Kellett; past presidents, Bob Morrow. chairman.

Vlrjlnlr Bulldlng Mrterlrl Associrtlon will have a scries of committee meetings on the first day of its Aug. I Il4 summer management conference at the Ramada Oceanside Tower, Virginia Beach.

The ladies convention planning, membership, education and executive committees will meet as well as the associate member council. The second day (Friday) will be devoted to the annual golf and tennis tournaments with the board of directors meeting in the late afternoon.

Tabletop programs by exhibitors will open activities on the third day (Saturday). Bill Lee of Lee Resources lnc. will present "Negotiating Strategies," a program designed to help dealers obtain the best prices while keeping the quality of goods and services at an optimum level. Following a free afternoon, conference attendees will participate in a beach party.

Dealer roundtables are scheduled for the final day (Sunday) of the meeting. Dealers will have an opportunity to ask questions and share ideas.

Kentucky Lumber rnd Bullding Material Dealers Associrton is urging its members to make every effort to make consumers aware of information regarding treated wood.

They warn that what is now a voluntary Consumer Awareness Program may become mandatory under the administration of the Environmental Protection Agency ifdealers do not do their share in getting the appropriate information to consumers. The opportunity for voluntary cooperation should not be taken lightly, explains Bill Thompson, executive vice president of the association.

A video and consumer awareness packet developed by the nation4l dealers organization in conjunction with the American Wood Preservers Institute and the Society of American Wood Preservers is available through the KLBMDA office. Cost of the video is $5.

Florida Lumber & Building Material Dealers Association has invited a group of big names including Harry Reasoner from 60 Minutes and actress Patricia Neal to inform and entertain at The Main Event, Sept. 13-17 at the Marriott Orlando World Center.

Golfing great Sam Snead and The Lettermen in Concert will be other great performers. The 68th annual convention and buying show will have 258 exhibits plus seminars, golf and tennis tournaments.

Hoo-Hoo International has scheduled its 96th annual convention in conjunction with The Main Event.

KEY Sl[ESItlEll: A giant key symbolized the grand prizes of 1988 Chrysler LeBaron convertibles awarded to the top American Woodmark cabinet sellers for Builders Souare last year. Left to right: Frank Denny, Builders Square pres. and ceo; Bill Brandt, American

Woodmark pres.; winners Pat Boucher and Greg Standafer, and Ron Shields, American Woodmark regional marketing manager. The yearlong contest increased sales 0f the cabinets at Builders Square by 100%.

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, fx.75243

llf Hgtt you learn to fly an airplane, UU both vou and the instructor know the right time for you to solo, when you can make the airplane do what you want it to do. The wonderful thing about airplanes is that they know how to fly with or without an automatic pilot. The catch is that one must understand how they fly in order to make them do that for which they were built.

Unfortunately, computers are like airplanes. They've been around a long time. They understand and are capable of all sorts of computation, but they can only respond to what they are told to do.

They function for hours without pause and only cease operation when given the word to stop. They produce

Dealers Ready For Big Storm

Hurricane season is here and building products dealers as well as homeowners are getting ready for a possible storm.

"We're stocking for it," said Loren Van Roekel, assistant manager of Scotty's Gandy Boulevard location in Tampa, Fl. "About now we begin getting in extra supplies."

Plywood, tape, flashlights with batteries, and other supplies needed for a disaster will be increased bv about 500/0.

Mlssissippi Model Wood Home

A demonstration home in Hattiesburg, Ms., will be used to publicize the advantages of using southern pine with a raised floor and an underfloor heating and cooling plenum.

Framing lumber for exterior walls was donated by Leaf River Forest Products, New Augusta. Southern Wood Preserving, Cavenham Forest Products and Hood Industries donated other materials.

reams of information at the touch of a button.

The lack of fundamental knowledge of the basic concepts and skills by people earning their livings in the retail business is unbelievable. Granted we see only a minute percentage of those involved, but somewhere the manual know-how has been bypassed. This creates and perpetuates an unused information oasis. The illiteracy goes on and profits dwindle.

The computer manufacturer can not insure that every user of his product comprehends the information sought or generated. Only local management can do this. If you think your company might have unused information because the data is not understood, answer these questions. Then ask your key people to answer them.

(1) What is gross margin return on investment (GMROI); what does it mean and how do you compute it?

(2) What is gross margin and how is it figured?

(3) What is turn overt how is it computed and what can it mean to profits?

(4) What's your open to buy right now; how is it developed and what purpose does it serve?

(5) How often do you place re-orders and how do you determine this?

(6) How many classes of merchandise do you handle and what are the sales and gross margin contributions of each?

(7) What is the best selling item in each class in dollars and/or units?

The computer, like the airplane, knows how to do its thing. See if your people do, because there will always be a job for the ones who know howworking for the ones who know why!

Redwood Gedar

You can save yourself time and trouble by using our inventory and our expertise as direct mill specialists. Let's work together.

We're redwood and cedar experts. Chances are we have what you want,in stock, ready for immediate delivery. Let us find your hard to fill requirements.

PERS NALS

John Hlll has joined the Birmingham, Al., office of Southern Lumber Co.. Jackson, Ms., according to Ken Blggs, gen. sales mgr. Trevls Gllbrerth and Dale Curry have opened a new Southern Lumber office in Tyler, Tx.

John Banks is now selling for Triangle Trading, Inc., a subsidiary of Maxey Bosshardt Lumber Co.. in Duluth. Ga.

Elmar Brock, v.p., Trinity Forest Products, Hurst. Tx., is back full time following recent hip surgery. Bill Slngleton is a new sales rep for the northeast Dallas, Tx., area, and Dave Presley is operations gen. mgr., according to Greg Ryback.

Larry Shllllng is the new mgr. of 84 Lumber Co., Baytown, Tx.

Llnda Priddy, Curt Bean Lumber Co., Glenwood, Ar., vacationed last month in Hawaii.

Keith Judkins has been named exec. v.p. designate of the Architectural Woodwork Institute, Arlington, Va., replacing William Wlnter when he retires at the end of the year after 23 years with AWl.

John McDermott, v.p. of marketing, vinyl building products div., CertainTeed Corp., has been elected chairman of the Vinyl Wood & Door Institute. John Busahcchl is now vice chairman.

Kerlin Drake, Anthony Forest Products. El Dorado, Ar., was a recent business visitor to Atlanta, Ga.

Wendell Landry is now asst. mgr. of Scotty's, St. Augustine, Fl. New asst. mgrs. at the Vero Beach, Fl., stores are Ron Martin, 27th St. location, and Bill Lents, U.S. l.

Leonard G. Herring, Robert G. Schwartz and Jack C. Shewmaker have been reelected to three-year terms on the board of directors of Lowe's Cos., North Wilkesboro, N.C.

Les L. Hagen will serve as chairman and c.e.o. of the newly purchased Wickes Lumber Co. chain. William A. Hensler is senior exec. v.p.; Merv Benjet, v.p./c.f.o.; Ric Morphet, v.p./administration, and v.p.s Dick Buck, Lee Pawluk and Frank Chambers.

Jack Coit, managing director, Southern Wholesale Hardware Association, Jacksonville, Fl., will be a panel moderator at the August National Hardware Show.

Wllllam H. "Blll" Clrrk has been named v.p., sales, at lloover Treated Wood Products, Thomson. Ga.. according to Brrry W. Holden, pres. John B.B. "Brrrett" Smlth Jr. is now treating plant sales mgr. Thomrs Laco, John Werder and Thomrs Wynn have been appointed marketing brand mgrs. for CooperTools chain, propane & saws section, Apex, N.C., according to Frank Tooke, v.p., marketing.

LET'S HEAR FROM YOU! Building Products Digest is a free monthly information service lbr you. We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to Building Products Digest, 4500 Campus Dr., suite 480, Newport Beach, Ca.92660 or, if easier, call (714) 852-1990. There is, of course, no charge.

Frank Powers and Robert Shaw, Builders Square, San Antonio, Tx., will be among the judges for the Packaging Exposition at the National Hardware Show in August.

William J. White, exec. v.p., USG Corp., has been named pres. and c.e.o. of Masonite Corp., succeeding Anthony J. Falvo, who is now pres. and c.e.o. of U.S. Gypsum Co.

Eugene B. Connolly, exec. v.p., USG Corp., has been elected to the board of directors, according to Robert J. Day, chairman and c.e.o. Also new to the board are Anthony J. Falvo, William J. White, James C. Cotting, Philip C. Jackson and John G. Schwemm.

Michael Lee Whaley, contractor dept. sales mgr., Lowe's, Jacksonville, N.C., has been named salesman of the year by the store.

Bob Moore has been transferred to Scotty's Hardware, Port Charlotte, Fl., as mgr.

Wllllrm C. l,lchtenfels. pres, and c.o.o., l:mhart Corp., has been selecled as the keynote speaker for the Aug. 15 llardware Industry Week educational program, held in coqiunction with the National llardware Show, Chicago, I l.

Chrrles H. Flndley, lleil-Quaker Corp., LaVergne, Tn., plans to retire on Jan. 14, 1989, alter 20 years with the co. He now serves as vice chairman, recently succeeded as pres. by Hrrry Forrest.

Don Rlngley has been promoted to mgr. of 84 Lumber Co., Abingdon, Va. Doug Ashy Sr., Ashy Building Materials, Lafayette, La., served on the Parade of Homes committee for the Acadian llome Builders Association. Steve Ashy was a member of the association's annual crawfish boil committee.

Sam Homewood, Coastal Lumber Co., Weldon, N.C., was elected softwood salesman of the year at the chain's annual leadership conference. Also recognized: export salesman of the year Sylvla Hollomrn, Weldon; support manager of the year Jean Daniels, Weldon; home ofTice employee of the year Keith Browder, Weldon; divisional mill managers of the year Steve Conger Jr., Suffolk, Va., A,C. "Bud" Utsey, Walterboro, S.C., and Wilbur Usry, Thomasville, Al.l div. supervisors of the year Ronald Deberry, Weldon, Myron Kentnor, Havana, Fl., and Roger Hicks, Meridian, Ms.l div. foresters of the year David Tisza, Weldon, Gary Rowe, Walterboro, and David Norman, Havana, and div. employees of the year Robert Sprouse, Kinston, N.C., Herman Rice, Denmark, S.C., Eugene Herring, Havana, and John Kelly, Meridian.

Larry Scoggins is now asst. mgr. of Scotty's, Punta Gorda, Fl. Ken Graffis is asst. mgr. in Naples, Fl. Douglas P. Godwin, pres., Godwin Building Supply Co., Dunn, N.C., has been appointed head of the steering committee of, the new Bank East Corp.

Mike Cobb has joined the sales team for Va. at The Swan Corp., St. Louis, Mo.

Don Langston is now gen. mgr. of General Sentry Hardware Co., Jacksonville, Fl., replacing Richard Paige, who has been transferred. Gary Mattson succeeds Langston as v.p. of merchandising; James Brown replaces him as operations mgr. in Atlanta, Ga., and Joe Scroggs follows Brown as merchandise mgr.

Barry Rosenblum has been named pres. of Excel Wood Products Co., according to Clara Rosenblum, chairman and c.e.o. Allen Lasser has reioined the firm as exec. v.p.

July 1988

Jerry Knight is mgr. of the new Builderama in West Columbia, S.C.

Burt Nezat, sales, Elder Forest Products, Inc., Sulphur, La., has left the co.

John Doster, mgr., Wickes Lumber Co., New Braunfels, Tx., has retired after 31 years with the firm.

Dwight Carpenter Anderson, Plymart Inc., Norcross, Ga., married Karen Anne Fisher on April 23, 1988.

Steve Shannon is the new gen. mgr. at Classic Craft Doors, Fort Worth, Tx., succeeding Keith Nelson, who has left the co.

Bill Thorn is now a lumber buyer at Dia' mond Lumber, Dallas, Tx.

Richard Boland, Boland-Maloney Lumber Co., Louisville, Ky., has been elected chairman of the National Association of Credit Management of Kentucky, Inc. Peter B. Lanham III, Lanham Hardwood Flooring Co., Louisville, is second vice chairman.

Max Givens, inside pine sales supervisor, Potlatch CorP., Warren, Ar., is celebrating his 38th year in business. Potlatch's Marggie and Conrad Deal have returned from a Destin, Fl., vacation.

Greco Battles has joined the plywood sales force at Willamette Industries, Rock Hill, S.C.

Harris Kimbell, Curt Bean Lumber Co., Glenwood, Ar., is back after attending his daughter Anne's graduation from Oregon State University. She received a Bachelor of Arts degree in broadcasting.

Al Tnfiillo has been appointed regional sales mgr. for an area including Ky. by WoodTek, Charlest:n, S.C.

Tommy Selkirk is now regional mgr. for both Ks. and Ar. branch distribution centers of All Woods/Schroeder, Inc., Houston, Tx., according to Wm. B. Flanigan, v.p./sales mgr.

Lamar Mike is the new mgr. of Scotty's Hardware Store, U.S. I, Riviera Beach, Fl. Mark Littlejohn is asst. mgr. in Palm Beach Gardens, Fl.

Larry Erben has returned to Wickes Lumber Co.. New Braunfels, Tx.. as mgr.

Petro Kulynych, a founding director of Lowe's Co., North Wilkesboro, N.C., was honored by the Piedmont Entrepreneurs Network and inducted into its exclusive Entrepreneurs Roundtable.

Dennis Stine, Stine Lumber Co., Sulphur, La., has been appointed state commissioner of administration by Gov. Roemer.

Greg Weeks and Jerry Weeks are now traders at the Alamo Forest Products office in Winnheld, La.

Dora Jahr has been added to the door and window dept. at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

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NEW P DUCTS and

selected soles oids

Gllde As The French Do

A gliding French door featuring solid brass hardware, a stainable grille, a natural pine interior and advanced engineering that keeps it weathertight in downpours and highpowered winds has been introduced by Andersen Corp.

The Frenchwood door is built with a blind mortise and tenon joint, reportedly twice as strong as dowel construction. stiles of solid lumber with a one-piece pine veneer on the interior face, solid pine top and bottom rails. and a urethane-based coating finish are featured.

The interlocking stile weatherstrip engages to form a continuous lock, said to virtually zip the doors shut.

frame. The outer frame is primersealed, seamless molded polyurethane, produced especially to ensure uniform density equal to the wood inner frame.

Crank lt Up

A telescoping pole for operating manually-cranked roof windows in high-ceilinged rooms is new from Roto Frank of America.

The clad wood door fits four different sizes ofrough openings: 6' and 8' widths for two-panel doors and ll'9-3/4" and l5'9-3/4" for fourpanel doors.

Oval Opening

A molded oval decorative window combining wood and polyurethane has been introduced by Webb Manufacturing.

The window has a durable exterior frame with a natural wood inner

Inner frames, made of quality selected natural pine, can be painted, varnished or stained. Grilles may be removed for easy cleaning.

Construction, with an integral nail fin-flashing, is said to provide an effective all-weather barrier.

The rigid anodized aluminum pole adjusts 6 to l0 ft. and features free-turning hand grips and a locking collar to lock the pole at a desired length.

The pole is designed for the company's Sunrise windows.

FREE READER SERVICE

For more information on New Products write Euildin g Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Door Boards

A hardwood door display board is now offered by Bennett Industries. The24" x 39" Valencia Series wall poster is framed in prefinished sapele mahogany and mounted on chipboard. It features in-use photos, product specifications and descriptive data to be used as a quick reference locator.

The merchandising package also includes a display unit in multiple door configurations, catalogs, brochures, signs and corner samples. The Valencia Series includes hardwood panel interior and exterior doors, bifolds, interior and exterior French doors, and leaded entryway systems with sidelites.

Attention Grille Seekers

Removable wood grilles said to fit windows and doors of every different size are available from Webb Manufacturing.

Picture Windows

Octagon windows which Provide the look of luxury at an affordable price by simulating authentic beveled glass are offered by Jersey Millwork Co.

The Floralite collection includes stationary and operating models. Patterns are clear, blue/amber, crystal, tulip and rose garden.

Accessories include screens, Premitred kits and removable wood grilles.

wood back veneers.

The 4' x 8' x 5/32" panels are available with the multi-beaded patterns spaced in l" or 3" widths.

light-medium shade.

The chime sounds two notes for a front door and one note for a rear door.

It measures 8-5/8" square and is 3" deep.

The hand-crafted decorative grilles are ideal for creating the appearance of smaller-sized window lites.

They feature high-precision moulding with sharp corners and smooth surfaces. They are crafted from quality selected natural pine.

The grilles can be stained or varnished, and easily removed for cleaning.

Victorian Printed Panels

Paneling wallpapered in a casual Victorian style to create a traditional, contemporary or country look is new from Georgia-Pacific.

Bedford Village panels, the newest of the Great Woods paneling line. feature real wood face veneers, strong three-ply construction, an Acryglas finish and tropical hard-

Break-ln Breakthroughs

Three popular door, lock and frame reinforcing products have been combined in one crime prevention package from MAG Engineering & Manufacturing.

Uni-Force Door Edge Guard reinforces the deadbolt and key-inknob locks.

Strike-3 Hi-Security Deadbolt Strike reinforces jamb strength with a unique screw pattern that anchors the strike to the stud, utilizing heavy sauee steel and hardened screws. - And Adiust-A-Strike is used for interior ani exterior door frames, providing door adjustment to ensure smooth operation and reduced energy loss in loose-fitting doors.

Crystal Ghime

An oak door chime decorated with leaded glass is now offered bY NuTone.

The oak frame is finished in a

Adjustable Door Frame

The first adjustable split frame, steel door frame system to feature pre-hung, no-shim installation has been introduced by Ceco.

The SetRite design combines the security and fire protection of steel construction with the versatility and installation advantages of pre-hung doors.

Utilizing a two-piece steel jamb, the door is hinged to a kerfed, weatherstripped l8 gauge jamb piece, with an interchangeable 22 gauge extension jamb piece that slides into place from the opposite side of the door opening.

An exclusive self-shimming feature provides threaded mounting holes for screws, eflectively locking the frame in place without wood shims.

Wqtch for these Exciting Issues in Coming IUIonths

August: Moulding & Millwork Special lssue

September: Hardware & Tools Special lssue

October: Hardwood Special lssue

November: Western Woods Special lssue

December: Business Forecast Special Issue

Palnt Can Scll

A new paint can merchandiser from Hyde Tools sits right on a gallon can to create the perfect crown for any paint display,

The compact wire carousel, 27l/2" high and 14" in diameter, is topped with a bright red, white and blue header with products-in-use art.

It holds 30 items, including five each of lhe l-l/2" flexible putty knife, 2-in-l painter tool, 5-in-l painter tool, l-l/2" four edge scraper, razor scraper (with five blades) and mini paint/trim guide.

FREE READER SERVICE

For more lnformation on New Producb wdte Butldlng Producs Dtgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mentlon lssue date and page number so we can proc€ss your request faster! Many thanks!

The display panel, visible even when the access door is closed, features a large continuous display of the current room temperature and programmed temperature. While programming, it shows the day, time and programmed temperature range.

Extra Edge

Hard maple counter tops from John Boos & Co. are now offered with an extra l " counter edge.

To ensure easy set up, the display is shipped fully assembled, with all accessones.

7 Day Forecast

A seven-day electronic programmable thermostat in a modern new design has been introduced by Honeywell.

Providing longer counter top material at no additional charge, the styling allows cutting of longer lengths into usable sizes, maximizes inventory and eliminates waste.

New sizes are 97", 109", l2l". 133" and 145". Standard width is 25".

The Prime Solution

The streamlined-looking device allows for up to six different settings per each of the seven days of the week, including both a heating and a cooling temperature.

It uses a five year, 9-volt alkaline battery and is designed for gas or oil heat and central air-conditioning.

A durable wood primer blended of oil and resin to provide a protective base for solid stains and paint is new from Cabot.

Problem Solver Primer reportedly protects against discoloration caused by extractive bleeding in redwood, cedar and Douglas fir; prevents warping, swelling and splitting, and fights against dull, discoloring surface bloom caused by mildew.

Le Bath

A bath ensemble recalling the powder rooms of l8th century French palaces has been introduced by Kohler Co.

The Alouette ensemble includes lavatory, cistern, sconces, towel ring and tissue holder. Each piece is fired decorated earthenware in the style created after 1740 in La Rochelle, France.

the Ross Root Feeder and SPrinkle Feeder.

The 15-25-10 formula can be used in the filter screen of most driP systems, where it is said to dissolve completely without leaving a residue.

Garage Door Hardware

Two garage door hardware merchandisers are available from Caldern Manufacturing Co.

The full hardware center features 21 items with gondola. The mini hardware center displays 1l of the more popular items on a wallmounted rack.

Wood Wash

Weathered-gray wood can be given a clean, fresh look with Osmose Wood Brite.

Containing no chlorine, acids or phosphates, the product removes mold, mildew and dirt.

It can also be used before painting or staining for better coating adhesion and cleaner, brighter color results.

The handpainted pieces, which feature delicate floral patterns in blue, green and red on a white background, have been adapted slightly to accommodate modern bath needs. Faucet, fittings and accents are of polished brass finish.

Garden Grub

Two new plant food cartridgesone for "beautiful blooms" and one for drip irrigation systemsare now available from Ross Daniels.

The replacement hardware line includes 30 garage door items, each packed on individual cards. Items include springs, rollers, sheaves, locks, hinges and cables.

Tie A Truckload

A small, durable adapter which fits into pickup truck stake holes to provide a rugged loop for tying down loads is new from Universal Marketers of America.

When squeezed, the Mighty Tie can be inserted into holes on opposite side walls of the pickup bed, When released, the tie locks itself into place. FOR MORE INFORIIATION CONTACT: TERRY MURPHY TREATED AND WHITE LUMBER SALES MANAGER OR JIM MOYER SALES REPRESENTATIVE

The 0-10-10 formulation for blooms discourages excessive leafy growth while promoting longer-lasting, fuller blossoms. The nonitrogen formula is also designed for fall-feeding and "winterizing" of plants in cold regions. It is used with

One l3 oz. packet mixed with two gallons of water will cover 250 to 300 sq. ft.

Junlor Outdoor Dlncttc

An easy-to-assemble kid's picnic table is new from Handy Home Products.

Made of l-l/16" thick western red cedar, the 46" long by 35" wide by 25" high table can accommodate four to six children.

All parts are included, pre-cut and pre-drilled for easy alignment. Only screwdriver and pliers are needed.

After assembly, it can be finished with clear wood preserver or stain, or painted with an exterior paint.

Lay lt On The Llne

An on-floor cord protector that covers unsightly, hazardous cables is new from Wiremold Co.

Corduct can be cut to length with a utility knife with the cord inserted into its pre-slit channel. Accommodating any electrical line up to l4l3 line cord, it lays flat at l/2" high.

Carpet Dlsplay Carton

A carpeting display holding forty 18" x 27" samples and one 27" x 36" cover sample in an easy-to-see, easyto-shop-from arrangement is now available from Armstrong.

The Anything Goes! Stainmaster Selling Center also features four-color performance storyboards, p-o-p signage and a literature holder.

Stainmaster carpets are guaranteed against matting and crushing due to twist loss for ten years and against staining from common household food and beverage spills for five years.

Taped In A Corncr

Flexible drywallcorner bead from Beadex Manufacturing Co. allows quick, easy finishing of all angles of inside and outside corners.

Combining the flexibility and compound adhesion compatibilityof paper tape with the reinforcing strength and angle integrity of steel, it folds to fit any angle of a drywall corner. The material can be readily cut with heavy duty household scissors.

The windowed package contains d-i-y instructions and a 2" wide roll of corner bead 8' or 25' long.

Chlme ln Prlgm

A door chime with a slender mirrored prism design has been introduced by NuTone.

Each vertical prism features four beveled surfaces to reflect multiple images and color. An oak base backing is finished in a light to medium tone.

The chime sounds two notes for a front door and one note for a rear door. It measures 6-7/4" wide x 12" high x 3" deep.

12 sldlng cholcee of Dougler Flr, Rodwood, or Coder plywood.

Stretch Run

A stretch bundling system which replaces expensive combinations of corrugated paper, microfoam, string, tape and shrink wrap to save cost per package is new from Signode Corp.

a light walnut finish, a smoked glass panel and clean lines, the PTX is wall-mounted with an optional builtin AM/FM radio/cassette recorder.

Treat the Shakes

Heavy taper-sawn pressure treated shakes made from Southern yellow pine are now available from Texas Pine Shake & Shingle Association.

The wood grained textured Product is made from a unique base which combines organic fibers, cement, silica, water and other additives.

The semi-automatic Ringmaster System wraps one or several layers of stretch film to tightly unitize and shield long products, such as wood mouldings or plastic extrusions.

Features include a unique film clamp/cutter, gravity roller V-groove or flat conveyor, top roller guides, and dual voltage, three phase operation.

Home Phone Company

An easy-to-use, easy-to-install family telephone system with all the conveniences of the most sophisticated commercial systems is new from NuTone.

The Personal Telephone Exchange connects to new or existing phones using ordinary telephone wiring and allows for up to l2 private extensions.

The thickness and manufacturing specifications of Greenshingles reportedly inhibit checking and cupping, while the thick taper provides high wind and hail resistance. They carry a 30 year limited warranty against termites and decay.

The shingles reportedly are easy to cut and lay; won't fade, rot or deteriorate; are protected from moisture, including salt water and many acids, and are fungus-resistant. They come in 19 different colors with a mat or smooth finish.

The uniformity of the 18" and24" shakes reportedly allows for quick, easy installation over open or solid sheathing.

Shingle Standouts

Individual European-style rectangular roofing shingles from FibreCem Corp. offer versatility in shape, texture, surface and color design.

Tool For Round Cuts

A cutter for slicing materials such as copper, brass and aluminum tubing and thin-wall conduit quickly and accurately is new from Ridge Tool. Manufactured from high-strength aluminum alloy, the tool features an enclosed feed screw to eliminate clogging and jamming, grooved rolls for close-to-flare cuts, a fold-away reamer, and a spare cutter wheel in the handle.

(9r5)584-3423

P.O.

El Paso, Tx.799L2

Fax(915)584-0464

Features include private room-toroom intercom; call transler and hold; door answering and paging from any phone; call waiting; "listen in" room monitoring; last number redial; appointment alert; "please call" message; three-way conference calls; speed dialing of up to 31 numbers; single-digit long distance access; call forwarding; outside line queue; music on hold: electric device control (at home or away), and home sentry.

Designed with wood-grain trim in

Manufacturers of Quality Pine Moulding for over 35 Years

o MOULDING: solid linealfingerjointcut-to-length

. JAMBS: solidveneerfingerjoint

o carton pack moulding

o unitized for forklift unloading

Michou Lopez o David Boerger

Box 12157

NEWLITERATURE

Kltchen Prdectr

" Build-lt-Yourself Kitchen ldeas," a kitchen project program including a 45-min. videotape, 24-p. booklet and project plans, is $14,95 from The Stanley Works, by calling (800) 4517020.

The Law Of Invcntory

A guide to the government's "uniform inventory capitalization rules" is $20 from the National Association of Wholesaler-Distributors, 1725 K St., NW, Washington, D.C. 20006.

Toollng Around

A four-function pneumatic rotary hammer pamphlet (form 50928) is free from lngersoll-Rand Co., Dept. NR 280, Box 1776, Liberty Corner, N.J. 07938.

Storage Tlps

A merchandising and storage products literature package is lree from FrickGallagher, Box 788, Lancaster, Oh. 43 l 30.

Brlght ldeas

A lampholder and accessory brochure is free from Hubbell Lighting, 2000 Electric Way, Christiansburg, Y a. 2407 3.

Milllng Machlnery

An 80-p. discount millwork machinery supplies catalog is free from Kval, Box A, Petaluma, Ca. 94935.

Black Walnut Bulletln

A black walnut veneer and lumber brochure is free from the American Walnut Manufacturers Association, 5603 W. Raymond St., Suite "0", Indianapolis, ln. 46241.

Storage Room Plans

Building plans for storage rooms (plan sheet 60) are free for the hrst 25 copies, 150 ea. thereafter from Western Wood Products Association, Yeon Building, 522 SW 5th Ave., Portland, Or.97204.

FOR PROMPT SERVICE

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

Outdoor Outletg

A 30-p. weatherproof electrical products catalog is free from American Electric, Box 1548, Pittsburgh, Pa. 15230'

Truck Regulatlons

The "1988 Summary of Size & Weight Limits" state-by-state, fold'out chart is $3.50 from the American Trucking Associations, 2200 Mill Rd., Alexandria, Ya. 22314.

Vlnyl-ly Finlshed

A sheet vinyl and vinyl floor tile maintenance booklet is free flrom Tarkett, by calling (800) FOR-TARKETT.

Good Locklng

A locking hardware price catalog is lree from Harloc Products, 135 Wood St., West Haven, Ct. 06516.

Arch Work

A drywall arch data sheet is flree from Beadex Manufacturing Co., 833 Houser Way No., Reuton, Wa. 98055.

True Values

"How a Valuator Would Price Your Business" (report No. 515) is $l from The Independent Business Institute, Box 1048. Norton. Oh.44203.

Staples Of The World

An 8-p. staple catalog is free from Chas. O. Larson Co., Box E-7, Sterling, Ir. 61081.

illlllon Dollar Advlce

A self-made multi-millionaire explains how to increase sales while keeping overhead low in a 50-min. video tapel $29.95 postpaid from Cossman International, Box 4554, No. Hollywood. Ca. 91607.

lmprem Wlth Cyprear

"Cypress: The Distinction You Deserve," a l6-p. brochure, is free from the Southern Cypress Manufacturers Association, 805 Sterick Building, Memphis, Tn. 38103.

Woodworklng Wlshbook

A catalog listing over 3,500 woodworking tools and supplies is free from The Robert Larson Co., 33 Dorman Ave.. San F'rancisco. Ca.94124.

Changlng The Bath

A videotape illustrating how to replace a standard tub with a whirlpool bath is available from NoviAmerican, by calling (800) 521 -6080.

Gompletely Booked

A 212-p. home improvement wholesale catalog is free from The Butter Co., by calling (800) 558-8700.

Tools ln A Hurry

A level and tool catalog indexed for quick researching and ordering is free from Hyde Tools, 54 Eastford Rd., Southbridge, Ma. 01550.

Vise Squad

A l2-p. catalog of clamps, vises and work-holding tools is free from Warren Tool Group, by calling (800) 543-3224'

Energy Consclousness

"Energy Saved Is Energy Earned," a guide to determining if energy is being wasted in a home, is 500 Plus a selfaddressed, stamped envelope from the Mineral Insulation Manufacturers Association, 1420 King St., Alexandria, Va. 22314.

Advertising

i:f,t+.:liilnllil.r,l:t:f.,1.!i

Tu'enty-five (25) words for $19. Each additional word 65c. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $.lO camera readl'. $15 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 45{X) Carnpus Dr., Suite 4E0' Neryport Beadt, Ca. 92660. Make checks payable to Cutler hrblishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

i1tl:llliiiliililtilit:ii.i,iili,:.r#ii:liii.::Liitii.iiflili,i.illl:!,I:lliillllllll:l

WANTED: MANUFACTURERS REPRESENTATMS for millwork sales: (713) 4749670.

MAUGANS AND ASSOCIATES

P.O. Box 36802 . Birmingham, AL 35236

t-800-426-4172 205-SA7-7542

CONFIDENTIAL INOUIRIES _ FEE PAID

CALIFORNIA investor wishes to purchase ongoing lumber business. Will consider forest products manufacturing (any species), kilning, fabrication plants, and lumber trade outlets. Write Box 80, c/o Building Products Digest.

LTjMBER PLACEMENTS NATIONWIDE: I place professionals in the lumber industry. I respect your need for the rightjob in the right geographical location at the right compensation. Fee paid. Strictest confidence. (800) 5455900. Mike Owen, VP Lumber Division, ProCounsel. My desk phone is Q14) 939-9417.

llhen sending in a chonge of address please include zip code on both old ond new addresses ond either the old laful or the inlbrmation from it. Thanks!

INTERESTED IN WEST COAST CEDAR & Rf,DWOOD ITEMS?

I-or sidings call Leonard Newman or Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 998-8680. Please see our ad on page 4.

HARDWARE & LUMBER YARD in fast growing area northwest of San Antonio, Texas, in the hill country. Reasonable price. Call (512) 895-1998.

FOR SALE: Located in South West Florida. Progressive-independent retail building material dealer and wood working shop. Family owned and operated. Serving this area for 50 years. Sales $500 thousand plus. Sprinkled buildings, 3/4 acres under roof. Call Ambler Realty, Inc. (813) 494-2242.

FOR SALE/LEASE. Metal products manufacturing facility, includes equipment, office. warehouse. Greater Charlotte, NC. area. Write Box 64, c/o Building Products Digest.

"Recruitingfor the Forest Products Industry"

lslands off India harbor treasure of hardwoods

Fr ESTING IN the middle

of TI India's Bay of Bengal are the Andaman Islands, a group of 204 little islands and islets about 300 miles southwest of Rangoon, Burma.

This territory of the Republic of India, along with the neighboring Nicobar Islands, boasts ideal natural conditions favorable to growth, Besides the islands' position amid a heavy trade channel, their temperatures are always warm, sometimes hot, and the rainfall is heavy, averaging 120 inches each year. As a result, the Andamans are blanketed with forest-covered interior hills, ripe with fine woods. And the forest produces two economic staples: coconuts, and the trees themselves.

Perhaps the most popular timber is Andaman padauk (Pterocarpus dalbergiodes), referred to in the U.S. as Andaman redwood or vermillion wood. It is a spectacular-looking wood, its heartwood varying in color from a rich crimson or brick red, often with dark red to purplish streaks. to a darker reddish-brown. A broadly interlocking grain gives a nice striped, sometimes curly appearance on quartered surfaces. The texture is medium to coarse.

Padauk is of medium weight, and bending strength, low in stiffness and impact properties. The wood is moderately resistant to termites, with a very durable heartwood. Although a superb turnery wood, it does have a moderate blunting effect on tools as machining is affected by the interlocked grain.

Its many uses include exterior and high-class joinery, furniture, bank counters, billiard tables, decorative flooring and boat building. Local Indian uses concentrate on vehicle framing, building and furniture. Selected logs are sliced to be used as

Story at a Glance

Indla's Andaman lslands rlpe wlth excellent hardwoods.. hardwoods ieaturc wlde range of colorr, pattems and gralne, though most are dlfflcult to work...startllng appearanoe results In more decoratlve than structural uges.

highly decorative -veneers.

Also highly visible is Andaman gurjun ( Dipterocarpus grandiflorus)

These are evergreen-type trees ranging in color from a pinkish-brown to dark brown heartwood, often with a purple tint. The grain is straight to shallowly interlocked, and the texture is slightly coarse but even.

The species is moderately heavy, high in stiffness, bending and crushing strength, but with only medium resistance to shock loads. Like padauk, gurjun is unsuitable for steam bending. The wood is moderately durable, due to its susceptibility to termites and powder post beetles.

Timbers dry slowly, making it difficult to dry them uniformly. Problems include oozing resin, high shrinkage, large movement, distortion (especially cupping) and even slight collapse.

Gurjun is most often used for plywood, though it is also commonly employed in light and heavy construction, wharf decking, bridges and flooring. After treatment, the wood can be used for vehicle construction, sills, wagon sides and floors, and exterior joinery.

The "East Indian walnut," kokko (Albizia lebbek), can also be found in the Andamans. as well as India and

Burma. Its heartwood is a mid-brown with striking, irregular dark brown markings and an irregular, often wavy grain. Texture is coarse but even.

The hardwood is of medium weight, density, durability, bending and crushing strengths, and resistance to shock loads. It is a good steam bending wood. But although kokko nails, screws, glues and finishes well to a splendid, walnut-like appearance if the grain is sufficiently filled, it is quite difficult to work due to its grain and texture.

It produces solid furniture, paneling, carving, boat building and structural items, in addition to its main end-product, sliced decorative veneers for cabinets and paneling.

Finally, the islands are home to marblewood ( Diospyros marmorata) , named for the marble-like appearance of brown-black spots on end grain surfaces. The wood is also known as zebrawood because ofdark brown or black bands which stripe the heartwood. The hardwood is smooth with a fine, even texture and usually a straight grain.

A very hard, smooth finish is obtainable, though marblewood is difficult to work, quickly blunting cutters.

While the timber is heavy, durable and very strong and tough in bending, crushing, stiffness and impact areas, it is preserved for its decorative, not its strength qualities. Cabinetry, inlay, small decorative trinkets, brushbacks, carving, turnery and decorative veneers are all among marblewood's uses.

While we may more frequently come in contact with the Andaman Islands' coconuts, it is their plentiful, beautiful hardwoods that make the more lasting impression.

Marketplace sampling ensures treated wood quality

llt HEN it comes to getting full lU value for their money, Purchasers want to be sure of a Product's quality. Assurance of quality is the guiding principle behind the quality control system, known as the American Wood Preservers Bureau (AWPB) Program, established by the treating industry. From treatment plant to purchase Point, the program protects the interests of the buyer.

Story at a Glance

How a regional inspection Program guarantees quality of Pres' sure treated wood in marketplace. interests of consumer and dealer are protected by American Wood Preservers Bureau program.

By Truman Phifer American Wood Preservers Bureau

try to serve as a third-level overview organization to help assure that pressure treating plants adhere to American Wood Preservers Association (AWPA) treating standards. AWPB has two basic functions: (1) certifying Quality Control Inspection Agencies; and (2) monitoring those agencies by making periodic unannounced inspections at participating plants and destination points.

I joined AWPB as an inspector in the fall of 1984 following my retirement from the Southern Forest Products Association (SFPA). My job is to strengthen the AWPB's overview sampling in the coastal states including Texas, Arkansas, Louisiana, Mississippi, southern Alabama and the Florida panhandle, plus occasional assignments outside this territory.

One aspect of assuring the quality of pressure treated wood is marketplace sampling by AWPB inspectors and AWPB certified inspection agencies. This has increased signihcantly during the past four years. Inspectors perform samplings at retail yards, wholesalers and government receiving centers.

The American Wood Preservers Bureau was established by the indus-

My previous 17 years of field experience with SFPA in this same territory greatly expedited my contacts with treaters and destination firms. In fact, there are few retail lumber yards, wholesale lumber distribution centers or stocking lumber wholesalers from Texas to Tallahassee that I have not contacted at least once in the past 3-l/2 years, taking core samples from pressure treated wood at most of them.

Destination work is one of the

(Please turn to pase 38)

PEl{ETRATl0ll of preservative in core sample of pressure treated wood is measured by Truman Phifer, AWPB reg. inspector, using a dye.

IIB0RAT0RY analysis reveals the retention oJ the oreservative in the wood.

Obttuarles

Lewls Nelson Mlller Sr., retired vice chairman and treasurer of Miller Manufacturing Co., Richmond, Va,, died April 4, 1988, in Richmond after a lengthy illness. He was 75.

Born in Richmond. Mr. Miller was graduated in 1932 from Virginia Military lnstitute and received his master's degree in business administration from Harvard University. In 1936, he joined the family-owned Miller Manufacturing Co., where he remained until its sale in 1980.

He also was chairman of the board of S.D.G. lnc., from the mid-1970s until last year.

Mr. Miller is survived by his widow, Deborah, two sons, a brother, a sister and five grandchildren.

Treatcd Wood Sempllng

(Contlnued lrom page 37)

most important checks the treating industry can perform to firmly establish the reliability and credibility of pressure treated wood with building materials suppliers and consumers. Practically without exception, once the owner or manager understands who we are and what we do, we are welcome and, in fact, encouraged to check their stock of pressure treated lumber and take whatever core samples we need. Generally the owner, manager or yard personnel are present at least part of the time to observe the sampling procedures, ask questions, and become better informed and more confident in the product they are handling and selling.

Hechlnger Sellg ilow Power

"Easy does it" is the goal of do-ityourself gardeners. At least that's the way two veteran garden shop employees at Hechinger in Newport News, Va.. see it.

They see increased sales of electric and gas edgers as well as garden tractors. A secondary trend is the increased number of women buying garden equipment.

"Starting last fall, people began buying more electric sidewalk edgers and now we're selling gasoline edgers, too," said Maudrease Oliver, sales manager. "The belt-driven gas engines used to go for close to $225, but when the price dropped $50, sales went up."

Oliver and Judy Colwell, department manager, sell tractors from as small as eight horsepower for $900 to as large as 18 horsepower machines that can pull a tiller, disc, plow or harrow. These sell for about $2,200.

They credit increased tractor sales to an increase in customers from the comparatively rural Yorktown and Glouster areas, but they have no explanation for the number of women customers apparently doing more yardwork.

"l would say 800/o of them come in alone. They buy mowers, mowers that they can start easily. They also buy fertilizer and grass seed and leafblowers," Colwell says.

Sales tickets range from as little as $2 to as high as $2,200 for the tractors.

Many times a customer, or whoever happens to be around, can't resist coming over to see what's going on as cores are being extracted. A spontaneous hands-on "short course" quite often emerges on the spot.

Unfortunately, not all pressure treated lumber meets the standards nor is subject to AWPB quality control. The main "fly in the ointment" in destination sampling is trying to explain why some lumber is not subject to our sampling because it comes from a plant that elects not to participate in the industry's quality control program.

Reliable pressure treaters cannot buy better promotion for their product than to identify it with their industry's quality control program. This helps create confidence in their product at destination points. Their consistently high quality product will shine in comparison.

The treating industry's need for comprehensive control and a recognized quality mark is ever more imperative as the market for treated lumber continues its explosive growth. In recent contacts, I have found building officials, chief building inspectors, plans examiners or other key personnel in practically every major city building inspection department in my territory hungry to be better informed about pressure treated lumber and its quality markings.

The lack of uniformity in the wide array of tags, stamps, NER numbers, guarantees, and warranties promotes confusion, erodes confidence, and

defies logicalexplanation to the lumber dealer, building inspector or architect, let alone the consumer.

The AWPB cloverleaf on the stamp or on the end tag is everyone's assurance that the pressure treated material has been produced under their triple-tiered quality control program. This program should be supported by retailers, building inspectors, architects, builders and remodelers. Retailers should insist on the AWPB Quality Mark on each piece of lumber or plywood they buy to provide assurance of quality and performance all the way to the consumer.

Tenneggee Sales Up $f M[||on

Building material dealers and hardware stores accounted for $l million of the $4.8 million jump in net taxable retail sales in Tennessee during the spring.

New housing, remodeling, decks and landscaping accounted for much of the sales increase, according to Jim McCleaf, manager, Wickes Lumber, and Ron Bracey, retail sales manager, Lowe's, in Murfreesboro.

Keep your eyes Jreeled for The ilBEAN TEANI'S

New company logo . . . it will soon be imprinted on our lumber packages!

This logo represents the exceptional quality, service, and integrity that our customers have grown to expect in the past. These same qualities exist today and will into the future. .

The BEAN TEAM can fill all your treated lumber needs landscape timbers, plywood, 4x4 through l2xl2 and all dimension lumber. On 6x6 and larger we have lengths to 45 feet. Plus we cairy .60 FDN in stock. Our own fleet of trucks means we can quickly and cost effectively solve any delivery problems you may have. The BEAN TEAM can supply a complete range of treated and untreated Southern Pine products.

Everything you've always wanted in Lvarr.

utitity Tauttiner vans and truck bodies have

And leSS'

Non-revenue miles are reduced, and iust about werything you could ask for in a piece of transportation equipment. Iegendary Utility quality, versatility, durability, and engineering innovation that pays offmile after mile, year after year.

But the best thing about a Utility Tautliner is what it's missing. Walls. Permanent, rigid van side-walls that permanently stop you from aking full advantage of a trailer's full capabilities. Instead, Utility Tautliner trailers and truck bodies feature load-bearing side curtains that slide open in a couple of minutes.

Which is about how long it takes to load and unload. Because only a Utility Tautliner gives you access from the rear and both sides. Simultaneously. Plus. first-on last-off loading, planning, and routing are'eliminated once and for all. Savingyou time. Andsavingyou money.

However, while saving money is fine, making money is a lot better. And a Utility Tautliner does it alotbetter than any other trailer on the road. Since its uses are practically unlimited, so are your profits.

productivity is increased.

The secret is in Utility's unique, patented curtains. Made of strong, rip-stop, cross-linked, polyvinyl ciloride-coated polyester, they are totally weather-proof, yet flexible enough to allow loading to the full width. So when you spec 102" width, you get 102." And those extra square inches add up to a lot of round numbers. Preceded by a dollar sign, of course.

And that's backed up in writing, with the most comprehensive trailer warranty in the industry, the Utility 5year warranty.

So whether you are hauling lumber, down pillows, heavy machinery, or beer, even all ofthem at once, no other trailer or truck body in the world can give you more than a Utility Tautliner.