Building Products Digest - July 1989

OKAY, ARE A FEW SIZES WE DOil'T GUT.

Theres a good reason why in six short years we ve grown to the nation's sixth largest producer of lumber. We re committed to meeting your needs in softwood or hardwood lumber plywood or veneer, and common or not-sol[ common sizes and lengths. So call TfeeSource first. The sizes we don't cut 7f,k are sizes you don't ne-ed. ,"IlieeSou rce - r*,E4?'254, rn oreson .,03) 246,E60o

ln today's competltlve envlronment, making every asset dollar work ls extremely lmportant. Mlnlmlztng your lnventory lnvestment and total procurement cost ls what Sequota Supply does best.

We've bullt our buslness on customer orlented programs. As an lndependent dlstrlbutor we're not bound to purchase from captlve mtlls or plants and can source our goods world-wide. Thls assures the best brands for each market and offers you just what vou need.

Coupled with scheduled. reliable dellveries, in Just the rlght quantities, you maximize the retum on your lnventory lnvestment. Call today to dlscuss the r-ight "formula" for your business from the nation's leading independent distributor.

C SEQUOIA SUPPLY

568

o BROAD ASSORTMENTS - best items from leading manufacturers

o JOB-SIZED UNITS - reduce inventory investment

o SCHEDULED DELMERY - when vou need it; increase turnover o

TAILORED PROGRAMS - what you need, in minimum space

RELLABLE SERVICE - eliminate lost sales

WIDE AREA COVERAGE - consistent programs

fa BUILDING MATERI.AI-S DISTRIBUTION

"Best seruice, best bro;nds. , . Nc.tionwide"

JULY | 989

YOtUmE 8' No. 5 Serving l3 Southern stales

DOOR & WlllDOW SPECIAL ISSUE

Denny, other founders out at Builder's Square

Retaller displays sell more doors & windows

Keeping up with late changes in window market

Doors & windows look different in the 1980s

Replacement market for doors & windows strong

Sales of wood windows & doors reach new high

Remodeling bolsters door & window use figures

Summer sales of pressure treated wood healthy

American Forest Resources Alliance task force

Bean Lumber Co.'s annual appreciation picnic

70,000 in industry prepare for Hardware Week

Publhhcr David Cutlcr

Edllol JuEnita Lovtct

Arrlttrnl f,dltor l)avid Kocnig

CoDtllbutlnt Edltorg

DwiSht Curron Cagc McKinncy

Arl Dlt ctof Martha limery

Strtf Arrlrt lrric Kruskc

Clrculrtlon Lynnelte A. Perkins

Building Products Digest is published monthly at 4500 Campus Dr.. Suite 480. Newport Beach. Ca. 92660, phone (714) 852-1990, by Cutlcr Publishing, Inc.

ADVERTISING OFFICES

Advertising rates ufnn request. lirom all ststes east of the Rocky l\lountains: ('ontuct Jean Waggoner (;ogerty. national sales manarer. l'rom Arizona, Nevada and ('aliforniu: iontact l)avid ('utler. Both may be re|ched at (714) 852-1990 or by writing 4500 ('ampus I)r,. Suite 480. Newport Beach, Ca. 92660.

lrrom washington slate. Oregon. ldaho. Wvominq. Montana. Ittah. Colorado, Northern Caliiornia and ('anada: Conlact Cdrole llolm at (206) 'l'14-31'13 or 21819 77th Place West. Fldmonds. Wa. 98020.

SUBSCRIPTIONS

Change of Address-Send subscription orden and address changes to Circulation Dept., Building Products Digest, 4500 Campus Dr., suite 480. Newport Beach, Ca. 9660. Include address label from recent issue ifpossible, plus new address and zip code.

Subscrlptlon Rrtes: U.S.: $25-one year; $41-two years; $55-three yearsl Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$421 surface-$37; South America: air-$60; surface-$39; Asia: air-$70; surface-$39; Europe: air-$90; surface-$39. Single copies $31 back copies $4.50 plus shipping & handlinB.

BUILDING PRODUCTS DIGEST is at irulependentlyaned publication for the remil, tvlnlesale atul distibution lewls of the lumber and home center markets in 13 &tuthem sntes.

mrrk€i3 ln 13 Soulhern alales

For its natural beauty and enduring qualitieg 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 Redwood, in construction heart and construction common grades

With tight knots and natural variations of color and patterq Desert Dry Redwmd is easily distinguished from cedar and pressure treated lumber. Ifs a prestigious look And you can supply it so economically.

LP Desert Drv Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisture contentdownto 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 maintains a superior resistance to decay and insects Dried, trimmed and surfaced so sizes are trug ifs paper wrapped for protectionin?" x4", 2" ;16",2" :r.8" - 12" dimenSiOnS

and lengths up to 20 feet. For more information about Desert Drv Redwood or anv of our other grades of redwood. ' call Bob Mosliy, Redwood Sales Manager, aI 7 O7 -443-7 5ll.

L-P Desert Drv Redwood. Go first class. But pay coach.

Builder: Glenn Blackmorq,

DAVID CUTI,ER publisher

ls lt actual, factual or just what they thlnk?

T HE EXASPERATION in the salesman's

I voice was obvious: "l've told that dummy lots of time that we carry a full line of those, but he never seems to remember." How many times have we all heard something similar? Despite a company's best efforts, the customer's perception of what a company is, what it does and what it sells is all too often incomplete, inaccurate or just plain wrong.

The consequences can be painful, for whatever reason, the customer does not perceive the firm and its products correctly. As a result, less business is transacted. Sometimes no business. What is vital to all this understandingby-the-customer is that what is true is not as important as what the customer thinks is true. lt is the customer's perception that matters, not what is factual.

If the customer has it in his or her head that your firm isn't involved in ablated widgets, your

company is never going to come to mind. And you're never going to make that sale. The fact that you are the world's leading producer and distributor of ablated widgets isn't really germane. What finally counts is the customer's perception,

The fact that he or she is wrong is academic. Because in the hurly-burly of business you're not often going to have the opportunity to calmly present a well reasoned presentation of facts. The likelihood of a scenario where the customer focuses all his attention on your presentation, riveted to your every word, is rare. That just doesn't seem to be the way it works.

So the next time you're tempted to think "everybody knows what we sell," think again. In this imperfect world, what your customer thinks becomes the reality and the reality becomes secondary.

Builders Square Founders Exit

In a major management reshufTle at Builders Square. San Antonio. Tx., the 137-unir chain's three founders have resigned.

Chairman and c.e.o. Frank Denny has been succeeded by Glen Mielke. while Jud Walford has been replaced as executive vice president-merchandising/advertising by Leo Korwin. [:xecutive vice president-administration lrrank Powers has also resigned.

The trio lounded the comoanv in 1983. I yelr larer selling ir ro Kmart for $90 million.

Another executive with the company since its inception, vice president-merchandising/store planning Larry Haven, has also left.

Lowe's Opens New N.G. Store

The new Mooresville, N.C., Lowe's has 40,000 sq. fi. of sales area plus lree standing lacilities for millwork and lumber

Bill Leek is manager. Other managers are Johnny Johnson and Steve Mesimer, assistants; Debbie Floyd, ofiice: Anita Yount, credit, and Keith Blackburn. salcs support. The store has a staff of 55.

Beware Of Roofers On The Fly

Southwest dealers are warned to be on the lookout for two roofers who appear when an area is hit by severe rain, buy materials and leave reportedly without paying rheir bills. Oklahoma and Texas retailers have reported bad experiences with O. G. Copeland while dealers in Arkansas, Louisiana and Texas have had similar losses to William "Bo" Braswell. Mid-America Lumbermens Association is seeking information about both men.

Wood Window & Door Meeting

The National Wood Window & Door Association's summer meeting at rhe westin Hotel. Hilton Head Island, S.C., Aug. 5-9, willfollow the theme "Positioning lor Progress: A Global Concept."

A major part of the program will be devoted to world wood supply and the long range outlook for domestic and foreign timber. Tabletop displays will promote new product ideas.

losing window & door sales with poor disPlaYs & weak sales talk

stepped up employee training and additional advertising.

OORS & WINDOWS do not sell themselves. They require heavy merchandising with excellent displays and sharp salesmanship.

Most dealers recognize this. In fact, an authoritative industry study of home center retailers projected a heavier merchandising focus on doors and windows in the 1990s. The survey found 590/o of the retailers expecting to accelerate the merchandising of doors and windows including

Many dealers are already on their way to this goal with outstanding showrooms and employees who can discuss the merits of low-E glass as well as the aesthetics of round tops and French doors or the energy efliciency of a carved entry door.

Kentucky-lndiana Lumber Co., Louisville, Ky., recently opened a Home Planning Center to display doors and windows as well as other home related products. Located near an affluent residential area, the home planning center is aimed at the homeowner working with or without a builder or contractor. Merchandise is for display only.

/AKE THE GUESSWORK 0uT OF BUYII{G.

Story at a Glance

Ways retallerc are Intenslfylng Interest In rnerchandlslng doors & wlndowe. .. showroom concepta, dlsplay ldeas you can adapt... technQues to helP customerc rnake a buylng decF sion.

Orders are taken and shiPped from the company's downtown lumberyard. The concept is succeeding with sales manager Ray Russellsumming up business as "going real well."

Cordele Sash. Door & Lumber

Purchasing your own building materials can be a tricky business.

Are you absolutely sure you are buying your building materials right? If not, there's one way to buy with confidence. Central Builders Supplies Company.

We're a dealer-owned, non-profit buying corporation that has helped independents remain price-competitive with big chains for more than 50 years.

There's n0 guesswork on your part. One phone call to our in-house buying departments will get you the right price on lumber, insulation, roofing, drywall-you name it.

Call Central Builders Supplies Company and learn more about our unique system that helps you t0 remain competitive. And profiAble.

Headquarters for Allied Building Centers.

Central Builders Supplie,

Window Markets Ghanging

Even moderately priced homes are being designed with more attention to windows, comments Joel Hargis, Tropical Door and Trim, Leesburg, Fl.

In some homes, where economy is otherwise a consideration, status-conscious homeowners are shelling out upwards of $1,000 for leaded glass entrance doors with matchine sidelights. The $1,000 to $1,50d price tag for glass entries does not include the cost of installation, locks, staining or finishing, he emphasizes.

"lt's a trend thatjust sort of caught on," he said. "lt started with the more expensive home, but you'll see it in apartment buildings and right on down to the $50,000 house."

Although some of his qual- ity conscious customers demand these high priced top of the line models, he says others choke at the price and turn to aluminum windows which can be purchased for about $95 in average sizes. But both his new

home and remodeling customers want the decorative windows if they fit into their budgets.

Hargis lists bay windows, greenhouse windows, French doors with multipanes, skylights and glass blocks as top choices. "Architects are drawing more windows in these days," he says, "People like the way they look and they want more natural light."

Don Hornbeak, inventory manager at Scotty's in Leesburg, agrees. "People want quality," he says, "but they want something functional. "

His energy conscious customers like the double glazed, insulated windows even though they cost about double the price of ordinary windows, but wood frame windows do not sell well because of their price.

For those turning to the less expensive aluminum frames, the top color choice is bronze, followed by white and natural aluminum, the least expensive, he reports.

Co., Cordele, Ga., recently remodeled its showroom. In addition to showcasing functional doors, windows and millwork for homeowners, the area has a special section designated for contractors. Manager Fred Thomas finds that customers like the upgraded facilities.

Cash Builders Supply, Inc., Melbourne, Fl., takes an unusual approach in its showroom. A display of fir stile and rail entry doors with leaded glass designs is oriented toward the sidewalk outside the showroom. The display is lit so that, day or night, pedestrians can appreciate the beauty of the framed doors, sidelights and transoms shown.

Customers visiting the showroom are encouraged to sit down in the middle of it all and experience the warmth, character and richness of the wood doors. Four comfortable chairs centered with a table large enough for plarts to be spread out on

it underline a leisurely, no hurry approach to making a buying decision.

The store is also unusual in that owner Marshall Cantrell allows customers to take any door off the floor. "l can do that," he says, "because I have a delivery truck from my distributors (Huttig Sash & Door Co. and Timber Products Co.) here four times a week. If I lose a door off the floor, I can have another one back in the display in a day or two."

Cash Builders Supply has a custom trim and door shop to provide custom hanging for customers. Their retrofit business is growing as remodeling and renovation accelerates in their area. They also offer a "door duplication" service which allows the customer to have a new door machined for hardware, saving installation charge.

Cantrell, who sells hardware and trim as well as doors, targets 600/o of his sales in doors with 400/o in hardware and trim.

Wll{00W displays at Cash Builder's Supply, Melbourne, Fl., are visible to oedestrians passing front windows as weli as those within the showroom.

BACKS that allow doors to be pulled out for insoection work well for showroom floor displays.

What's

in doors & windows

6 ESPITE the growing popularity of wood windows

Ll and doors, other materials continue to dominate sales in both new construction and repair and remodeling markets.

Aluminum with almost half the market"(4706) is the leading window frame material, outranking wood (2401t), clad wood (16%r), vinyl (part of an I10ft "other" segment) and steel (2%r). In repair and remodeling use, vinyl frames (3106) are second only to aluminum (320lo) which holds about a third of the market.

Story at a Glance

A preview of what your customers will be wanting in doors & windows. your guide to present and future best sellers. .. top ranked styles and materials.

Aluminum dominates the sliding glass door frame market for both new construction (700/o) and repair and remodeling (690/o). Hinged patio door frames are predominately wood (61%) although nearly a quarter of the market goes to steel (22o/o). Sliding glass doors have a greater market share than hinged doors. However, the use of hinged patio doors is projected to increase.

Steel is the ranking exterior door material in both new construction (630/o) and repair and remodeling (43o/o). Wood flush and wood panel doors are second and third with a fraction of the market going to other materials including fiberglass.

Hardboard molded panel doors and hardboard flush doors have increased in popularity for passage doors in new construction, accounting for nearly two-thirds of the market last year. In repair and remodeling, passage doors are predominately wood flush (430/o). Wood has dominated the market for over five years.

For new construction closet doors, wood and hardboard each account for two-fifths of the market. Bifold doors have 620/o of the demand, bypass doors, 360/0, and accordion fold and other styles, 2%. These trBnds are ex-

Exterlor Doorg

Wlndow Frames

Aluminum * Clad

Wood Flush 27010, Wood 240/0,

Wood Prnel l0%.

Steel 630/0.

Clad Wood 16%,

pected to continue.

Replacement Window Market Savvy

Selling replacement windows rn the South used to be a really hard sell. Not so anymore.

"Consumers are much more educated these days," says Herb Anderson, president of Prime Marketing Group, a retailer based in St. Petersburg, Fl. "Although energy-consciousness is not a major reason homeowners replace their windows, as it is in other areas, they know that replacement windows can cut their air conditioning costs."

Prime Marketing Group sells aluminum, primarily, and vinyl replacement windows. Business has increased about l0o/o in the past year, Anderson reports. "There's still a lot of potential in the replacement window market in our area," he says. "People are just catching on about their benefits and vinyl windows are really a new thing in the South."

Bill Wilfong, Cur-Low Co., Memphis, Tn., agrees. "Just a couple of years ago, few people knew about vinyl windows. Now they're in demand." A full-sur-

vice remodeling retailer, his company which sells both vinyl and aluminum windows, is optimistic about this year's business.

"We already see replacement window business picking up," he says. "The cheap windows that were originally installed in many houses are failing. We're getting the calls from homeowners looking for quality low-maintenance, aesthetically appealing windows to take their place."

ln Salem. Va.. business has also benefitted as a result of homeowners' frustrations with the windows that were originally installed in their homes. "Our customers want windows that are easy to clean and simple to operatefeatures their old windows don't have," says Bill Snead, president, Southwest Virginia Window Company, Inc.

In his market, Snead says there's more awareness of vinyl windows than there may be elsewhere in the South. Although he sells both vinyl and aluminum replacement windows, sales of aluminum units exceed vinyl. "We sell more aluminum because our

competition doesn't have quallty aluminum windows," he says. "'Many customers come in asking for vinyl but change their minds when we explain the pluses of thermal-break aluminum windows."

All three dealers agree homeowners do their homework. "They shop more," says Anderson. "They're more aware of the options."

Wilfong adds, "The consumer knows there's more variety of window styles and materials than there used to be. He's looking for something that's new and improved."

Snead notes that consumers are more cautious, too. "They ask more questions. They're wary of the fly-by-nights they've heard so much about."

To attract today's homeowners, gimmicks don't work, they agree. Instead, the dealers rely on their reputation in the community and a blend of good, aggressive advertising in newspapers, radio, television and the yellow pages plus occasional extra incentives such as trade-ins on old windows and free tinted elass.

A ALES of wood doors and win! Oot"s will continue an upward trend for the rest of this year and on into 1990 as homeowners and builders use them as the hot buttons of architectural and design status.

With the housing mix still strongly in favor of single family, detached homes (700/o of the total housing market), demand for windows in new construction will increase by 60lo to 47 million units. Patio doors will follow the same pattern, according to F. W. Dodge/LSI forecasters, reaching a demand of 5.4 million.

"Both wood and clad wood windows have made strong gains in the new construction market," said John W. Shoemaker, executive vice president of the National Wood Window and Door Association. "This trend is expected to continue with the upswing in new housing forecast for 1990."

Demand for interior and exterior doors in new construction will follow the same pattern with more than 43

Wood window &

market is anticipated to continue for both windows and doors. The forecast for this year of a 26.4 million window demand is expected to increase to27.7 million in 1990. Patio door use is pegged to reach 3.4 million this year and extend to 3.6 million next year. Increases of 506 to lioh are anticipated annually for the next few years.

Story at a Glance

New construction, repair & re, modeling increase window & door use. high end models popular... strong demand will continue into '90s.

million units expected to be used. Interior door demand in 1990 is projected to be 23 million units, nearly 100/o above the level anticipated to be reached this year. Exterior door use is likely to follow with an increase of I lolo to 4 million.

A strong repair and remodeling

Exterior hinged door sales for repair and remodeling will no doubt reach 3.8 million units this year with at least 4 million used in 1990. The repair and remodeling market demand for interior doors will increase to 9.7 million this year and climb to l0.l million units next year. With an active repair and remodeling market forecast to continue for several years, exterior and interior door

lm[Ef$|l use of windows and doors in new single family construction and repair & remodeling ls keeplng sales strong.

rket reaches new high

demand will probably rise at least 50/o to l5o/o each year.

"Three and a half million entry doors are sold each year for repair and remodeling and there's a clear trend toward upscale products," commented Stewart Campbell, millwork products group manager at Georgia-Pacific, discussing the demand for hardwood doors.

In addition to increased use of windows, patio doors, entry doors and interior doors for new construction, remodeling and repair, the NWWDA sees other trends developing. The move to bigger and better homes is still strong, they report. In addition, a strong resale market fosters a continued strong demand for door and window products for remodeling and repair.

Sales are alive & well

6 ESPITE the slacking off of Lf housing starts, the door and window market is healthy and vigorous.

Propelled by builders focusing on the move-up market, architects are designing houses with more and more windows as well as glazed doors. More energy eflicient products with high performance glazing enable them to incorporate additional windows into a house without losing efficiency or comfort.

Home buyers are hooked on the dramatic, spacious, expansive feeling provided by skylights, greenhouse windows, window walls, bays, bows, half-rounds and patio doors.

The increase in the number of windows used per family house is helping to offset the drop in housing starts. While in 1984 the average number of windows per single family home was 12.5, an average of 14.7 windows was installed per single family home last year.

Replacement windows bought for repair and remodeling projects are doing their bit to keep the sales figures for windows in the upper ranges. Homeowners who elect to stay in their houses and remodel want light and views as much as the move-up buyer. The majority of resale homes are being remodeled soon after purchase with updating the window systems a prime objec- tive. Adding greenhouse windows and French doors are probably the most popular do-it-yourself jobs.

The emphasis on larger, more expensive single family home construction has an impact on the demand for both interior and exterior doors. The drop in multifamily units has had little effect on door usage since single family detached units use more doors.

Per house usage of interior doors is expected to increase in both single family detached and attached homes. The average usage per single family

detached house is l7 interior doors and four exterior. Single family attached homes have an average of nine interior doors and three exterior doors.

Door sales have benefitted from the repair and remodeling market. Along with replacing windows, homeowners electing to stay put or those buying previously owned homes are installing new exterior and passage doors as well as closet doors. Ornamental doors with or without sidelights and transoms have become a way of giving the exterior of a home an instant face lift.

Doors are an achievable do-ityourself project for many homeowners. Others find installation service easy to come by.

As long as the trend to larger, more luxurious homes and the Frank Lloyd Wright concept of integrating home and landscape continues, window and door sales are projected to stay alive and well.

State by State Summer suruey of pressure treated sales

rr RESSURE treated wood has F proven to be among dealers' hottest products in the South, despite the varied conditions of each region. Here, a mid-year look is taken at where, when and why treated lumber is selling through a random sampling of retailers in each ofthe l3 Southern states.

ALABAMA: "lt's doing very well. We sell it every day," says John Kirkpatrick, J&K Lumber & Supply Co., Jasper. "ln Alabama, there's no real peak season. lt has picked up in the last five or six years, but it should continue to sell at current levels. No more. no less."

ARKANSAS: "We're not selling much at all, and why beats the heck out of me," confesses Bob Grady, Grady Sales, Salem. "We've got about three truckloads and no takers. But we did have a late spring. It should pick up."

FLORIDA: "ln Florida, the pressure treated lumber business is unreal," says Bert Jewell, Granger Lumber & Supply Co., Lake City. "We're moving, on the average, two trucksl0-wheelers - a week. People are using it for decks, gazebos andwhile the water levels are lowfor docks.

"The season is late spring to early

summer. July starts getting too hot for outdoor projects. It's selling about the same as last year. In the future, it should hold its own and, if anything, do even better."

GEORGIA: "There's been a good bit of movement," says Ron Evans, Chambers Lumber Co.. Gainesville.

Story at a Glance

Random suruey of pressure treated wood sales by dealers in the 13 southern states... while responses lange from excellent to poor, most business is good, with rctailers optimistic about the products' future.

"Selling has been about average. This is the time of year for it, through August, at least. The weather remains fine, but that's when people start pulling inside and thinking about other things."

KENTUCKY: "Pressure treated lumber is moving pretty well," says Wilk Sparks, Frakes Lumber Co., Vine Grove. "We had a pretty good

spring and it should last through the summer. In this area, there are a lot of new homes being built and home additions. And pressure treated wood is one of the best products we've found for decks, especially pricewise what with redwood getting so far out of hand. We sell landscaping timbers, decking materials. For deck flooring we're stocking 5/4 x 6s, which look a lot nicer than 2 x 4s."

LOUISIANA: "lt's been selling well," admits Tim Page, Tim Page Lumber Co., Winnfield. "Spring is the time of year for putting in decks' and gardens. April until the first of July. Then it gets real hot down here. I think sales have picked up a whole lot over the last five years. You pay a little bit more for it than untreated lumber, but it lasts so much longer."

MISSISSIPPI: "We sell 20 times as much as we did five years ago," says Bill Williamson, Phillips Building Supply, Grenada. "And down here, pressure treated lumber sells year round. Still, most of the building is done in the summer months. We're hoping it stays above normal this year and next, but youjust don't know when people are going to build."

NORTH CAROLINA: "Pressure treated lumber? Lord, yes. We sell more of it than about anything else

we have out front," says Kevin Carlisle, Wall Lumber Co., Morganton. "Spring through summer is best, but the weather permits it to be sold throughout the year. And as long as the building holds up, it will sell well. They're directly linked. "

OKLAHOMA: "lt's doing pretty good, about average," notes Robert Czaplinski, Benson Lumber Co., Newkirk. "lt stays strong until the middle of summer, when it gets too hot, and then it picks up again in the fall. From the end of September 'til early November. We have two peak seasons in Oklahoma.

"lt's bought for decking and farm uses, such as corrals and horse trailers. We're also selling a lot of treated lattice panels for fencing and enclosing porches. It gives you shade and still lets a cool breeze in. It's doing better all the time."

SOUTH CAROLINA: "We're selling one-and-a-half to two tractortrailer-loads a week," smiles Ronnie Creel, Shaw Lumber Co., F'lorence. "Late spring is the best time of year. It starts slowing down in mid-August when it starts getting cool. It's been stable for the last five or six years."

TENNESSf,E: "Pressure treated wood in Tennessee is doing all right," says JeffJern, Robert Walker Lumber Co., Nashville. "The season lasts through the summer months. It's actually slow right now. It's mostly the economy. People are watching their pennies. Let's hope it doesn't stay like this."

TEXAS: "lt's selling pretty well," says John Dove, Fort Worth Lumber Co., Fort Worth. "ln Texas, it stays somewhat level year round. There's no real peak. The weather is fairly constant, although we do get some cold days in winter.

"We expect pressure treated wood to grow as more people are beginning to realize it's worth the extra money because it lasts $o long. There are many instances where it's foolish to use untreated wood."

VIRGINIA: "Treated wood's doing real well. It's held its own this year,'o says Jerry Orrender, Wise Lumber & Supply Co., Wise. "The big season lasts from the first of April until the end of July. By that time, everybody's built their decks. It's picked up over the last four years and will it continue? I hope so."

Approximately half went into residential remodeling for decks, porches, exterior uses; one quarter into new construction for same usel the rest for other uses.

.Sun L4'ast( rr.s. l)allas.'1x.. rcportcdly was lrcgotiating thc purchasc ol' lluttth' l)utt, llurul.t ('rl.t' and Ilott.st'rtork.s urtits l'ront ('lruttncl llonu' ('utlcrs at prcss tintc, httt wottlcl nol conlntcnt olt thc acquisition or what thcy plitnncd to rlo with the strlrcs

Ittn\"s has ollcncd nt:w storcs in North ('hattirnoogit, 'l'n., ancl Moorcsville. N.('.. rclocatcd ii storc in (iolclshoro, N.('., rctrollttcrl storcs in ('orbin. Kr.. Ocall. lrl.. ancl Wcst Knoxvillc. 'l n.. ancl startccl a $1.-5 million cxllansion <tl'a I)ort St. l.ucic. Iil., slorc

I lortrc /)(7)()/ o[)e ncd an lJ2,(XX) sq. li. storc in Jcnscn llcach, lrl. . . . Olslrun Lunrbtr ('o.. I louston, 'l'x.. is rcntodcling a lumbcr wurchousc udjaccnt to its showroonr . . .-l'hc Putv ('tt. has clpencd storcs in Morristown, Tn., and Ashcvillc, N.('., both lornre r ll(cGu/lin [.Ltntber ('o. operations

I)..1.1)..5. Lunhtr is a ncw ('hickasha, Ok., store, l-arry Ilrown, nrgr. [:oxvt'orth-Galbraith Luniltcr (i,l. has renrodeled and expandecl its Winnsboro, Tx.. store .lbitu Lunber ('o., Abita Springs, [-a., will acld 3,500 sq. fl. to its store

Williams Brollters, Atlanta, Ga., is restructuring the lumber div. with plans to close Lilburn, Roswell and Cobb, Ga., stores thissummer...

Distributors Wareh{)use, Miami, lil., is adding a lumberyard adjacent to its facility.., Alamo I;'orest Produc'ts, San Antonio. Tx.. has a new sales office in Portland, Or. Tri-Stares Lumber Co., Fulton, Ms., is planning a new treating plant to triple itsproduction...

14 rt lJttiklittg hlutcriuls, z\tlantir. (iir., has nanrecl ll'c.vtrltutttscr l\naling l)iv.. ('hcsapcakc, V'1., Supplicr ol'thc Ycur lor l)ccorittive lluilding N'latcrials lirr thc scc<lncl consccutive ycilr

'ldrth<' llonrc ('anlcr /lr'., lJocit l{atun, lrl., is going out ol' busincss . ('lturtncl Ilonu' ('urtcr.s /rrt. is closing thc I lunl.t' l)un I lorrrt' ('(ilt(r rcgional adrninistration ol'l'icc in San Antoni<1. -l r.

I)ortuldsott cQ l'ultn Itrmbcr l)eulers. l)crry. Ok., rcceivcd a lllid-.,lrncrit'u Ittmbtnrrcns'lssot iutirttt ccrtilicatc ol' achievcmcnt on its 70th arrnivorsary . Pl.t'vtotxl ('u.s<' ('rt.. ('arrollton, (ia., is ccle brating its 6 | st an n ivcrsary...

('ott.stul Lutnbcr (ir.. Weldon. N.('.. has rclocatcd its (lalifbrnia distribution yarcl to Chino . . llc-tarhut'uscr will close its Jacksonvrllc, Ijl., distribution ccntcr Aug.30...

Lindert Lutnber ('o.^ l-inden. Al., has a new oak floor operation in Linden. Al. . . Gold Rond lJu kling Produt'ts will ex pand production capabilities by 50(X, at its vinyl sicling mlg. facility, I)anola County,Ms....

McCormick Lumber ('o.. [-exington, Ky., has opened a 24,000 sq. Ii. mill & mfg. div.. Mt'Cormit'k Millwork & Ml,q. ('o., in the fornrer Palumbo-Sacller Lumber (ir. mill location in Lexington . .

Lotri s ia n a - Pa c i/i c wlll start construction on an Inner-Seal OSB plant in Silsbee. Tx., in Sept. .Weyerhaeuser Co. will sell its Briar, Ar., gypsum wallboard business in a move to eliminate oPerations outside the company's 'odesired strategic focus"

Productr Dlgost 'l'hc .\ttrtl'inc I)ir'. <ll' ll'illunrcttt lttdustric.s is adcling a cr.rstonl-nradc .tt lrr'l/ing lllu.slcr sitw to its particlcboartl ntlg. plant irt ftuston, l.a. .4corn Ruiltlittt< ('rttttltrtn<'ttls, /rtr'. has ollcncd a nrtg. lircility in Oncontit, Al.

llpina l:n!:ittt'crad l)rttdttcl.s, Ittc.. l)onrpano lleach, lrl., has opencd a ncw 10.(XX) sq. li. mfg. plant ancl regional llq. in Nottinghirnt. f)a. . ('lruntpion Inler' ttutirtnul (itrp.'s plywood mills in ('anrden antl ('orrigan. I'x., and Waycross, (i4.. havc bcen approvcd lor ntcnrbcrship in the .lrttcricttrt l'lvw'txxl .'ls.sttt'ittlitttt

UN ll I hmn' Pnxlu<'ts, Ruston, [-rr.. has acquircd thc l]uilder Prtxlttcts l)iv. ol L(.lW'.1 ('orp.... l'crntottl,lnu'rit'un ('orp., I-ouisvillc, Ky., has rcccivcd Sourcc of thc Year and Partncrs In I)rogrcss awards f'ronr .Scar^s, Ro<'httt'k tt ('o.

Mu.sttttitt, ( ttrp. lllans a new OSI} siding and slructural panel nrlg. plant in ('ordele, (ia., start Lrp set lbr late 1990 Ma.sonild s particleboard plant, Stuart, Va., is in the nridst of a $ | ,5 nrilliorr capital cxpansion l)rogram

I ttlt'tttt M<'tul l)rtttlttct.s, lnc.. Ilirminghanr, Al., has changed its nanre to Vulcun Protlucts, Inc. Scusonqll Intlustrics is the llrst mfi. to receive certilication fiom the l''t,nestrutiott (-crtilication program of the ltlati0nal Assatiltiott o./' Llonte Builders

H iutt'hi Pttv,<,r't oots U..5..{. has opened its frrst U.S. assembly Izrcility at its Norcross, (ia., operation. .. C'ooper Industries, lnc., Ilouston, Tx., wants to acquire Rabone Chesterman Ltd. (metal and tiberglass measuring tapes) a subsidiary of Bardsey PLC, London, England. for approximately $l-smillion...

I lousing starts fell 2.lol, in May (latest figs.) to a seasonally adjusted annual rate of l.3l million units. single family home construction dipped .4.6%i while multis rose 6.lo/0... building permits edged up 0.1%

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates 'l 1650 lberia Place San Diego' ca' 92128

HIS MONTH the theme throughout the home center industry has been CUSTOMER SERVICE. I'm all for customer service. As a consumer I think it's great! As a marketer I know "service" is a terrific image to project. But, to lace reality, service is only one small part of the "store wars" being fought among home centers and building material dealers.

Stand outside the exit of any large chain warehouse store and watch the shopping carts and the lumber carts roll by. Take notice of the shoppers. Maybe these do-it-yourselfers and project installers have switched their "fashion" purchases from the May Co., Buffums, Broadway, etc. to Nordstrom because of their superior service, but it is the big bucks that they save (or perceive they save) that brings them to the warehouse store.

Service alone is not enough! The lumber and building material dealers, the independent and small chain home center operators need to sharpen merchandising skills to .compete with the giants.

Look at it from the shopper's point of view. The warehouse chain offers a greater selection than the neighborhood store. Their back-up inventories are larger. The shopper reasons he stands a good chance of getting everything he needs in one trip. What's more, on a $200 purchase he thinks he can probably buy it for $20 to $80 less. He'll put up with a lot of mediocre service for that kind of savings.

Superior service alone is not enough. To be a power in the market today the independent must learn to out-buy, outprice, out-merchandise, out-display, out-service and out-advertise all the competition. Impossible? To some maybe. But it ,s being done by a few in-

dependents. They are the budding giants of tomorrow.

Programmed buying is the key to outpricing the competition. Negotiate shrewdly and fairly with suppliers. They'll help. Suppliers are not interested in seeing the giants get more powerful. Approach suppliers with concepts that will help them move more of their products off your shelves and they will offer lots of support.

The independent is in a position to exercise greater control and flexibility in merchandising. The multi-store chain is hampered by communication links. The independent can turn on a dime.

So what? So the independents can more easily merchandise the local weather, unseasonal trends, national lads and local governmental and environmental regulations. lt is easier for the independent to attract local shoppers.

Hang tough. If the store war gets nasty. get nasty. Use special buys to counteract the competition's claim of overall lower prices. Learn how to promote price sensitive items as loss leaders and make up the lost margins on accessories.

Be sure that the advantages of shopping your showroom are not the best

(Please turn to page I 9)

McSHAN .lumDer co.

Since 1907

OUR HIGH QUALIW LUMBER ISALSOAVAILABLE

TREATED

Monufoclurers of Southern Yellow Pine Boords o Dimension Lumber . Poneling

Rodius Edge Decking r Treoted Flooring

Mixed Loods o Truck o Roil lreofed & untreofed on some truck

$PlD Kitn Dryins o Treofins -@

McShon Lumber Co., P.O. Box27, McShon Al. 35471 (2051375-6277 FD((205)375-2713

CALENDAR

JULY

National Housewtres Mrnufrcturers Association - July 912, mid-year show. Mc('<lrmick Place, ('hicago, ll.

Nalional Hardwood l,umber Assoclrtion - July lll-12. dry kiln scminar, NIILA tlq., Memphis, Tn.

Kentucky l,umber & Buildine Materirl Dealers Association - July t9-20, summer outing/golf lournament, Marriott lnn, Lexington. Ky.

l,umber Manufacturers of Virginir - July 2l-23, summer meeting, Thc llomestead, llot Springs. Va.

Nstional Retail Hardware Association - July 23-27, annual convention, Sheraton ('entre, Toronto. Ontario. ('anada.

Appalachian Hsrdwood Manufacturers - July 24-25. summer meeting, The llomestead, tlot Springs, Va.

l,umbermen's Club of Memphis - July 27, luncheon meeting, Racquet C'lub, Memphis, Tn.

Louisiana lluilding Material Dealers Associaiion - July 2E-30, summer outing & board meeting, Natchez Eola Hotel. Natchez. Ms.

Orgill Brothers & Co. - July 2tt-30, fall dealer market, Nashville ('onvention ('enter, Nashville, Tn.

Builder Marts of America - July 29-31, show, Atlanta, Ga.

International Lawn, Garden & Power Equipment ExpoJuly 3l-Aug. 2, Kentucky Fair & Exposition Center, Louisville, Ky.

AUGUST

Watters & Martin Co. - Aug. l-2, market, Norfolk Scope Cultural & Convention Center. Norfolk. Va.

*ll?"llg9-.S

Let AL'S MILLWORKS supply your mlllwork nedc. Wc have a large selectlon of rerchandlce avallable. Call or wrlt€ today for your fra catalog.

Handy Hardware Wholesale - Aug. 4-6, market, George R. Brown Convention Center, Houston, Tx.

Amarillo Hardware Co. - Aug. 5-6, fall market, Amarillo Civic Center, Amarillo, Tx.

Woodworking, Machinery & Furniture Supply Fair - Aug. 5-E, Anaheim Convention Center, Anaheim, Ca.

National Wood Window & Door Association - Aug. 5-9, sumrner meeting, Hilton Head, S.C.

Central Builders Supplies Co. - Aug.9-10, electronic product show, Sturgis, Mi.

Virginia Building Material Association - Aug. l0-13, summer conference, Ramada Oceanside Tower, Virginia Beach, Va.

For a llmlied tlme only, mentlon thls ad and receive your first order FREIGHT FREE (orders over $500.00).

Many "sp€clahy" ttems avallable. Quality products at reasonable prices. lf lt's made of wood we can do it!

Offerlng a complete llne of wooden louver vents. A llmltless selectlon of slzes and shapes manufactured to flt your needs.

National Hardware Show - Aug. 13-16, sponsored by American Hardware Manufacturers Association for Hardware Industry Week, McCormick Place, Chicago, Il.

National Hardwood Lumber Association - Aug. 14-18, short course for ladies, NHLA Hq., Memphis, Tn.

Southeastern Lumber Manufacturers Association - Aug. 17-19, annual meeting, Marriott Hotel, Point Clear, Al.

Independent Builder's Supply Association - Aug. 18, summer meeting, Raleigh, N.C.

Brown Rogers Dixson Co. - Aug. 18-20, market, Myrtle Beach Hilton, Myrtle Beach, S.C.

Feltus Hardware Co. - Aug. 19-20, market, Natchez Civic Center. Natchez. Ms.

Moore-Handley Inc. - Aug. l9-20, market, Birmingham/ Jefferson Civic Center, Birmingham, Al.

Tarkett - Aug. 21-23, hardwood flooring school, Johnson Citv. Tn.

OPERANNG OPPORTUNITIES

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

f lt HAT can a lumber dealer do UU about the domino effect failing lending institutions are having on their customers? This question has come up several times in the past flew months.

The problem is very real, but a little off a merchant's reservation, so we talked to a few friendly bankers.

They were unanimous in their Position that there is very little a dealer can do to prevent a failure of a financial institution from affecting his customers. Their advice to lumber and building material retailers was of one mind. Know your customer. Make the necessary credit checks. Do your homework before you do business with anyone and stay current as time passes.

Three lending institution presidents,

an executive vice president and a past state banking association president were unanimous in another area. "lt's difficult enough to implement what the Congress of the United States actually legislates, but it's almost impossible to deal with what it might come up with."

What each was saying is that under the current rules, the FDIC and the S&LDIC aren't going to let a bank or a savings and loan go belly up. But, at the same time, they were cautioning against complacency and changes in the rules.

If one of your customers loses access to funds because of lender closing, the chances are almost 100% that it will be only a short disruption in availability. The deposit insurance agencies are standing in the wings ready to take over the management of an insured agency. It's not uncommon for them to take over on Thursday, close on Friday and reopen on Monday. The important thing

is your customer must deal with an "insured" institution for this scenario to apply to him.

If your customer has borrowed from an insured lender, the worst to be laced is a new loan officer examining his credentials. Many of the loans interrupted are merely reinstated. Trouble or loss of continuity in the availability of funds usually lollows only if the borrower was a poor bet from the outset

Home Genter Merchant (Continued from page l7)

kept secrets in town. Tell your story boldly in your advertising. Talk about your buying abilities, merchandising skills. Iow price guarantees. ample parking, friendly help, how-to-do-it classes, easy-to-shop store, convenient hours, delivery policies, satisfaction guarantee and other shopping benefits. Tell it and show it. Bacr it with outstanding advertised specials.

And, after you tell it to your do-ityourself customers, tell it to your contractor, commercial and industrial accounts and keep those pickup trucks out of your competitor's parking lot.

IIOMORE TREE IUIICH.

It's your lumber, and guess who's making a meal of it. Wood-boring insects and wood-rotting fungi have invited themselves for a snack.

Spoillheir appetites with TIM-BORP the EPA-registered wood preservative from U.S. Borax.

TIM-BOR is applied by pressure treatment or dip-diffusion. It's non-corrosive to most metals, doesnt affect painting or gluing, and doesn't change the appearance of wood' It's also odorless and is not harmful to humans and animals.

Before unwelcome visitors show up for lunch, let TIM-BOR cancel their reservations. Before vou build. ask for TIM-BOR treated wood. For more information write to U.S. Borax, fbchnical Department, 3075 Wilshire Blvd., Los Angeles, CA 90010.

SOUTHERN ASSOCTATTON

ItlSSlSSlPPl Building Material Dealers Association 1 989 of f icers: ll I immediate past pres. Bill Reynolds, Waynesboro Hardware; pres. Janette Breedlove, Breedlove Lumber Co.; (standing) national dealer director Wesley Rushing, Jones County Building Sup-

ply; 2nd v.p. Curtis Seay, Liberty Building Supply; 1st v.p. Charles Patterson, Discount Paneling Center. l2l Bob Gatlin, director, Chad Reynolds. l3l Johnny Taylor, GeorgiaPacific, at lectern. Convention was held in Jackson, Ms., March 23-25.

Bulldlng Productr Dlgcst

M ld-Amerlcr Lumbermens Associrllon's Arkrnses members are displaying counter cards explaining Act 303 of 1989 passed by the 77th General Assembly.

The placard warns the act makes it a crime to defraud a materialman by willfully failing to pay for materials or goods furnished to a project within 30 days of final payment for the job. Defrauding a materialman is a Class A Misdeameanor or a Class t) Felony depending upon the amount of money involved.

Association members are making reservations for the l)ec, 7-10 cruise to the lJahamas sponsored by the MLA.

l,oulsiana Buildlng Mrterhl Dealers Association will meel at the Eola llotel, Natchez, Ms., July 28-30 for its annual summer outing and board meeting.

Florida Lumber & Buildlng Materirl Derler's Association's board of directors has created an industry service award and designated the F'rancis J. lgou Memorial Award as the President's Award.

The newly created award may be presented to an individual who has demonstrated through his or her past accomplishments outstanding service to the building material industry and is employed as an active retail or associate member of FLBMDA.

Virginia Building Material Association is completing plans lor a series of seminars and table top displays at the annual summer management conference, Aug. l0-13 at Ramada Oceanside Tower, Virginia Beach, Va.

Store and yard security, taxes, regulations and legislative issues will be among subjects discussed. A program on self protection will be open to spouses and children as well as members.

Mid-American Lumbermens Association's Oklahoma members were represented when Gov. Henry F. Bellmon signed H.B. 1085 to raise the small claims jurisdictional limits from $15,000 to $25,000. The bill proposed by MLA and shepherded through the legislature by Jim Walker, MLA lobbyist, will go into effect on Nov. 1.

Dick Jennings, T. J. Lumber Co., Oklahoma City; Bill Payne, The T. H. Rogers Lumber Co., Oklahoma City, and Charles White, Crescent Lumber Co., Crescent, attended the signing. Reservations are being made by the Oklahoma members for the MLA Dec. 7-10 cruise to the Bahamas.

0KLAll0illA lumbermen witness signing of small claims legislation by Gov. Henry F. Bellmon (seated). Left to right: Rep. Steve

Lewis, author of the bill, Dick Jennings, Jim Walker, Bill Payne, Charles White.

PERSONALS

Gene Brown, BiWood Flooring, Memphis, Tn., has been promoted to v.p., flooring div., according to pres. Robert C. Brown.

Marshall Cantrell, pres., Cash Builders Supply, Melbourne, Fl., will be a panelist at the National Hardware Show, Aug. l3-16 in Chicago, ll.

Nathan Morton, senior v.p./operations, The Home Depot, Atlanta, Ga., left the company to join a computer products retailer.

Kenneth Jorgensen is now v.p. of operations at Igloo Products Co., Houston, Tx.

Debbie Paulsel is managing a new Huntsville. Tx.. sales office lor Georgia Timber Specialist, College Park, Ga.

Fred Knox is the new Ky. reg. sales mgr. for Hardware Wholesalers. lnc.. replacing Bob Bradley, who resigned due to illness.

Vincent Vassallo is now GAF district sales mgr. for Tampa, Fl., according to Donna Glisson.

Mell S. Tolleson Jr. has been named exec. v.p. of Mellco, Inc., Perry, Ga. Richard W. Danenberg is now v.p.. mktg.; Randall D. Loggins, v.p., procurement; W. Sandy Trotter, v.p., specialty products development; Douglas E. Walter, v.p., sales, and David Harbin, plant mgr., Athens, Al.

Al Cron has been named southern pine lumber & plywood market development mgr. at Boise Cascade, Fort Worth, Tx.

John Masaschi, v.p., industrial wood products, Georgia-Pacific, has been elected pres. of the National Particleboard Association. Jack Sweeny, Temple-lnland, is now v.p., and Royce Stanford, Weyerhaeuser, sec./ treas. Executive committee members-at-large: Jack O'Leary, Union Camp; Bob Carter, Boise Cascade, and Richard Krull, Merillat Industries.

Samuel J. Heyman, chairman & ceo, GAF Corp., has been elected to the board of directors, along with vice chairman/cao James T. Sherwin, attorney Ronnie F. Heyman, senior v.p./sec. Irving Kagan, and exec. v.p.s Carl R. Eckardt, John M. Sergey and Heinn F. Tomfohrde III.

Samuel D. Constan has been promoted to pres. and ceo of DAP Inc.

Bill Simmons is the new sales mgr. for Scotch Lumber Co., Fulton, Al. Dennis Drinkard is now asst. sales mgr.

Chuck Lamping has joined the sales team at Triangle Trading Inc., Duluth, Ga.

Pat Contestabile, Eastex Forest Products. Houston. Tx.. was feted with a birthday party for his 55th (?) birthday, according to Rod Didier.

Charles F. Allen, Nashville Wholesale Moulding, Nashville, Tn., is retiring lrom the firm he founded 32 years ago.

Conrad Deal, Potlatch Corp., Warren, Ar., is back after a Hot Springs area vacation.

Rusty Fields has been named mgr. of Economy Lumber, Jones, Ok.

Roger Debnam has been promoted to branch mgr. of Mid-Atlantic Cedar, Charlotte, N.C. Bill Hurst is now asst. mgr.

Bill Johnson hasjoined the sales staffat ProfitMaster Computer Systems, Inc., Austin, Tx., serving So. Tx.

Marvin Fedro, mktg. mgr., Ideal Co., Waco, Tx., recently celebrated his 40th anniversary with the firm, according to Steve Rowell.

Jim Collins, Diamond Lumber. Dallas. Tx., will help judge the packaging exposition at the National Hardware Show, Aug. l3-16 in Chicago. ll., along with Phil Levy, Levy Lumber & Home Center, Louisville, Ky.; James Erke, Orgill Bros. & Co., Memphis, Tn., Robert L. Swanson, Scotty's, Winter Haven, Fl., and Bob Anderson, Vaughn Hayes and Thomas W. Smith, Lowe's Cos., North Wilkesboro, N.C.

J. William Lee, pres., Pennsylvania Lumbermen's Mutual Insurance Co.. has been named c.e.o., succeeding C. A. "Neil" Kane, who continues as chairman.

Michael Leonard Kinchen, Home Depot, Jacksonville, Fl., married Christina Nichole Roebuck on June 3, l 989.

Roger Clemmons has been transferred to Foxworth-Galbraith Lumber, Paris, Tx., as gen. mgr.

Steve O'Roarke is now parts & warehouse mgr. for RedMax, Norcross, Ga.

David Cain has been appointed v.p., general counsel & sec. for Heil-Quaker Corp., La Vergne, Tn., according to pres. Harry Forrest.

Angela Christine Burdette, Wickes Lumber, Greenwood, S.C., married Billy Ray Morgan on May 20, 1989.

Larry Johnson, E. C. Barton & Co., Jonesboro, Ar., was top salesman in a recent Chamber of Commerce telemarketing membership drive.

Chuck Becker has been named area mgr. for 84 Lumber, Jacksonville, Al. Ed Mullins is now managing the. Marrero. La.. store. and new comgrs. include Jim Chest, Lake City, Fl.: Matt Ward, Harrisonburg, Va., and Neil Bohon, Troutville, Va.

Bill Keene, mgr., 84 Lumber, Middlesboro, Ky., has returned from a Casa de Campo, Dominican Republic, vacation, part of the firm's 84 Globetrotters travel incentive program. Contractor sales contest winners included Richard Mason, Winchester, Va.; Cary Thoelke, Riviera Beach, Fl.; Gary Shearer, Louisville, Ky., and Steve Dernehl, Houston, Tx.

Martin Oliver is the new mgr. of Lowe's, Warner Robins, Ga., replacing Paul Johnson, who is now mgr. in Valdosta, Ga. Bill Leeks, just named Southeast region Manager of the Year as mgr. in Rock Hill, S.C., has been transferred to Mooresville, N.C., as mgr.

Richard Lewis Mikles, Lowe's Cos., Thomasville. N.C.. married Robin Renee Gibson on April 29,1989.

Steve Hardin, Georgia-Pacific millwork/ specialty center, Atlanta, Ga., has received the 1988 Presidents' Club Award. Recently named Employees of the Month include Keith Daughtry, outside sales rep, Tallahassee, Fl; Bruce Keith. inside sales. Jackson. Ms.; Kevin Keith, inside sales, Atlanta, Ga.; Ronald Scott, metal products mgr., Houston, Tx., and Marvin Smith, operations mgr., Richmond, Va.

Jack S. Harbin is now director of export sales for Westvaco Development Corp., Summerville and Cameron, S.C.

Galen Weaber, Walter H. Weaber Sons, Lebanon, Pa., has been elected pres. and chairman of the board of the Hardwood Manufacturers Association, Memphis, Tn. Paul Barringer, Coastal Lumber Co., Weldon, N.C., lst v.p.; Johnny Schaffhauser, Anderson-Tully Co., Memphis, 2nd v.p., and Ron Cleaver, Mead Hardwoods, Stevenson, Al., and E. J. Spratlin, T&S Sawmill Co., Clarendon. Ar.. exec. committee members.

Jerry A. Joyner has been named JennAir regional mgr. f<lr Tx. and Ok. R. Joseph Goode is now covering Al., La., Ar. and Tn.

(Please turn to paCe 30)

NEW PR DUCTS and

selected soles oids

Cugtom Wlndowe

Custom designed and custom made windows and louvers in nearly any size are now available from American Woodwork Specialty Co.

Introducing a New Product?

Please send details to New Products Editor, 4500 Campus I)r., Suite 480, Newport Beach, Ca. 92660.

Tree Pads

Swlng'n'Sell Dlrplay

Swinging door and panel displays for showcasing the maximum number of samples in a minimum amount of space are available from Multiplex.

Manufactured from pine, redwood and vinyl-clad wood, the windows come in nine styles. Fully ventilating redwood louvers are offered in seven styles, including round models up to 6 ft. in diameter.

Accessories include custom wood grilles and interior trim.

Double Duty Double Doors

Patio doors offering the strength ofsteel and the look ofwood are now available from Benchmark Doors.

A plastic tube-shaped wrap which snaps easily over the trunks ofyoung trees to protect them from damage by mowers and weed trimmers has been developed by Blackburn Manufacturing.

The high-impact plastic is said to expand as the tree grows.

Sturdy steel wings display full sheets of 4'x8'decorative paneling or pre-finished plywood, each wing holding two panels back to back. Units have a 20-wing, 4O-sample capacity.

Door merchandisers show up to 20 full-size doors of any width and standard 80" height. Rubber separators protect the doors against damage.

Free-standing and wall-mounted displays are offered.

Radon Defense

A new sealant system from Radon Shield, Inc., reportedly guards houses from the infiltration of radon gas.

The kit contains five I qt. tubes of sealant, I qt. of adhesive and I 50 ft. of closed cell foam joint filler. Only one kit is needed per home.

The shield must be used in conjunction with EPA ventilation requirements and applied at the time of new construction.

Rotating Roof Window

A pivot/vent roof window that can be opened without removing the inside screen is new from Roto Frank of America.

Manufactured from 24-gauge galvanized steel, Legend Vista Il doors have a l0-mil thick woodgrain coating, which may additionally be stained or painted.

The doors also feature polyurethane insulation, frostbreak threshold, high-tech weatherstripping and Low-E double insulated slass.

A gear-driven, chain-type crank, hand- or pole-operated, opens the window to a full 10.5 in. For easy cleaning, the screen slips offand the top-hinged window rotates 180".

Vision roof windows feature energy efficient argon filled Low-E glass, EPDM gaskets, a step-flashing system for weather tightness, attached screen and installed hardware. Five sizes are available.

Mahogany Door Merchandiser

Mahogany doors are now offered in free-standing display units from Pease Industries.

and temperature resistant Carver's Mill shutters use a simple drill-to-fit mounting system. They are 14" wide and come in sizes to frame window or door lengths from22" to 82", in a variety of colors.

Paint Brush Bench

Brush Caddy from Z-Best Products Co. slips easily onto the rim of a paint can to provide a resting area for small brushes.

A magnetic strip on top of the device is a resting place for 3" or smaller paint brushes, enabling the excess paint to drip back into the can.

Components include a

Exterior Shutter Bin

Exterior shutters from Pinckney Molded Plastics are now accompanied by a compact, full color merchandising display. Made of polystyrene, the weather

FREE READER SERVICE

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

Picture Perfect Octagonals

Leaded glass octagonal windows are now available from Monarch Mirror Door Co.

Scenic Security Door

Security doors in a rustic design are new from Joico Ornamental lron.

Offered in stationary and opening models, Octagons have unfinished pine frames, which may be painted or stained. Beveled or etched glass and patina lead or brass finish came are available.

Rough openings for fixed windows are 22" x22" and for operating windows 25-l/2" x 25-1/2".

Big Stowaway

A 17 gallon,. all purpose home storage box is new from Buckhorn lnc.

Molded of high strength industrial plastic, the containers feature attached lids and smooth, rounded edges. They are said to be waterproof and resistant to impact, mildew, splintering and rot.

Containers stack securely one on top ofthe other on shelving and nest one inside the other when empty.

Constructed with heavy duty wrought hinges, dual sweep expander, weather-stripped metal frame, header and heavy 2" frame, the doors have a pneumatic door closer, crash chain, l/8" tempered glass, electrostatic finish and solid brass handles.

brass adjustable sill, stainless steel-backed edge strip and polished brass hinges and lockset.

The product attaches to gallon or quart cans.

Tubee-R-Ur

A full line of extruded Teflon tubing in annular and spiral convoluted. plain and spirally cut designs is new from M. M. Newman Corp.

The annular (true) and spiral convolutions come in l0 sizes ranging from 3/16" to l" l.l).. straight or split looml plain rods. tubes and spaghetti tubing from AW(i 2tt through l" with various wall thicknesses, and lleli-Tube spirally cut cable wrap from l/l6" to l" O.l).

Fagter Plaster

A new dry veneer coating, from l;lexi-Wall Systems for redecorating paneling, tile, block, waferboard, danraged plaster. plywood or similar walls and ceilings hides most wall flaws with little or no preparation.

A gypsum-coated fabric, Faster Plaster applies like wallpaper with water-based adhesive, yet it cures with the strength of plaster.

The product is said to offer fast installation, quick and easy clean-up, a Class "A" fire rating, no smoke generation and extremely low fire toxicity.

It comes in 45-lb. rolls 48" wide x l5 linear yards (20 square yards per rolls).

FAMOWOOD

is the PROtESSl0tlA['S Att PURP0SE PLASTIC

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

Can be used under Fiber Glass ! :!.,2M .^- r^-^..,^^l !

Ready to use right out of the can, Famowood applies like putty- sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied. u44

Ayailable in 16 matching ryoorl colors and white. BEVERLY

Tracklclr Shower Doorr

Trackless tub and shower doors have been introduced by Lyons lndustries.

The doors attach to the wall and fold out of the way. There is no track at the top or bottom to clean or trip over.

The doors are made from a polycarbonate that is lighter yet stronger than glass and reportedly will not shatter. They come in white, almond or black trim with bronze or clear panels. Mounting brackets are available in white, almond, silver or gold.

Tub doors accommodate door openings from 54-l /2" to 59" wide and shower doors fit openings from 27" to 48" wide.

Wallcovering Trimmer

A combination wallcovering trim tool from Hyde Manufacturing combines a triangular trim guide with a snap-off utility knife, allowing cutting and trimming with one tool.

Come from DIGEST

Classilieds Where the Decision Makers Turn For Results.

Made of high-impact, wear-resistant plastic, the lightweight tool's blade is extended for cutting into corners. The stainless steel cutting edge with engraved English calibrations assure straight, accurate measurements.

The snap-off knife with 13 sharp points per blade fits conveniently in the built-in knife holder. The blade is retractable with a two-piece positive lock and built-in blade breaker to prevent accidental cuts.

Sensible Fencing

A colored composite, weather resistant fence system is new from All Weather Fence Inc.

The system uses an inner-channel, reinforced 2" x 6" rail and a 5 ft. high heavy-walled square post. Three and four-rail designs are offered.

shows how the product's flexible, co-extruded flashing system hugs a roof deck for a watertight seal and routes water away from the unit through multiple systems of built-in water diverter channels.

Customers can lift the integral flange to see how the skylight is fastened to the roof by l0 screwdown metal brackets, while the unit rests completely on the roof deck.

The Plate Show

A solid wood plate rack for displaying dinner, cookware and craft items has been introduced bv Lundia.

Its vinyl core is co-extruded with a capstock layer of a weatherable, impact-resistant engineering plastic. The fence reportedly also is impervious to moisture, requires no painting, and will not rust, rot or splinter. The fencing is ideal for equine and agricultural uses.

Moisture Meter

An electronic moisture detector with soft rubber pads on its base to prevent scratching or damaging the tested surface is new from Tramex. The compact device has three scales of sensitivity calibrated for moisture detection in most building materials, including timber, plaster, sheetrock, brick and tile.

Reach For The Sky

A new display that encourages hands-on inspection of factory-assembled, self-flashing skylights is now available from Wasco Products. The elite Skywindow display

The 87" high x 48" wide x 18" deep merchandiser features a partially-shingled appearance, signage and two literature holders.

On Guard

A point of purchase display is now available for Palm Beach Plastic's line of high impact, non-yellowing polycarbonate plastic corner guards.

The merchandiser showcases 36 heavy duty Q/4" x3/4"),36 self-adhesive (3/4" x 3/4") and 12 commercial (l-l/8" x l-ll8") corner guards.

o TPl, SPIB, AWPB, UL quality programs

o Lumber, timber & plywood treating

o TSO available o 4 million ft, in stock

o Distribution from Rockies to East Coast

o Dallas distribution center and rail yard

o Company trucks & rail shipments

o 40 acre mill site oTwin 80' cylinders

o Chipmill, sawmill, chip & canter

o 12 acre rail yard o Planing mill & reman,

o Steam kilns & co-gen.

The merchandiser is the latest in a series of retail displays for gift and houseware products.

Sink Trap Door

A revolutionary J trap eliminating the worry of dropping valuables and other objects down the sink drain has been introduced by View-Eze Co.

Constructed ofspace age, durable copolymer plastic, transparent Katchtrap allows continuous flow of water while catching objects in its detachable bottom bowl.

NEWLITERATURE

Get Carrled Away

Van and flatbed directories listing thousands of Ll.S. and ('anadian carriers are $19.9.5 ea. plus $3 shipping lrom Snowy Mountain l:nterprises, 2013 NI: Roberts Ct., l)ept. I)-389, (iresham, Or. 97030-2748.

Door/Wlndow Specs

An updated Specilk'rs Guide to lUood Windov,s & Doors is $25 from the National Wood Window & I)oor Association, by calling (800) 22.1-2101.

Flooring Underlayment

An inlormation package on new Struclurwood l/4" flooring underlaynrcnt is free from Weyerhaeuser, 2000 l'rontis Plaza Blvd., Ste. l0l, WinstonSalem. N.C. 27103.

lmpress With Cypress

A cypress idea book is free from the Southern Cypress Manufacturers Association, 283 I Airways Blvd., Ste. 205, Memphis, Tn. 38132.

Laminated Particleboard

An 8-p. laminated particleboard applications booklet is free from the American Laminators Association. 419 Norton Building, Seattle, Wa. 98104.

lnstalling Paneling

"The Paneling Guide," a 32-p. installation booklet, is $3 (relundable with purchase) lrom Georgia-Pacific, Box 2808, Norcross, (ia. 30091.

Hardwood Doors

A 6-p. hardwood panel door brochure is lree from Bennett Industries, 1530 Palisade Ave., Fort Lee, N.J. 07024.

Wood Dust Limits

The 80-p. "Air Contaminants: Permissable Exposure Limits" is free from OSHA Publications Oflice, Room N3101, U.S. Dept. of Labor, Washington, D.C.202t0.

APA Panel Llbrary

Product guides on sanded plywood, 303 plywood siding. performance rated siding and grades & specifications, and design/construclion guides on fire-rated systems. permanent wood foundations, diaphragms and nonresidential roof systems are free for single copies from the American Plywood Association, Box I | 700. Tacoma. Wa. 984 | I

Wlndow Regulations

The new "Voluntary Specifications for Aluminum Prime Windows & Sliding (ilass [)oors" (ANSI/AAMA l0l88) is $12 from the American Architectural Manufacturers Association. 2700 River Rd., Ste. I 18, l)es Plaines. ll. 600 I 8.

Door Directions

Make Your Own Handcra./ied Doors & lUindows is $14.95 in paperback from Sterling Publishing Co., 2 Park Ave., New York. N.Y. 10016.

Vinyl On Video

"Vinyl Siding: Marketing Tool for Smart Builders" is $10 on VIJS-videotape from the Vinyl Siding lnstitute, 355 Lexington Ave., New York, N.Y. 10017.

FOR PROMPT SERVICE

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

Big Book of Lumber

The 1989 Random Lengths Buyers'& Sellers' Guide is $130 from Random Lengths, Box 867, Eugene, Or.97440.

Foam Sheathing

A free pamphlet on a new Styrofoam R-3 residential sheathing is available from Dow, by calling (800) 259-2436.

Space Exploratlon

"Planning lor More Space" and "Planning for Remodeling," 8-p. circulars. are $l ea. from the Small llomes ('ouncil-lluilding Research Council, University of lllinois, I E. St. Mary's Rd., Champaign, Il. 61820.

Entry Installatlons

Instulling Doors & llindows with Tom Law. a 60-min. VllS or Beta format video with l6-p. booklet, is $29.9-5 from Taunton Press, 63 S. Main St., Newtown, Ct. 06470.

Stone Walls

A catalog of the 49 different types of ('ultured Stone. a lightweight construction alternative to full thickness stone, is free from Stucco Stone Products, Box 270, Napa, Ca. 94559.

Know Your Boards

A new particleboard and hardboard paneling product knowledge brochure is free lrom Holland Southwest International, Box 330249, Houston. Tx.77233.

Window Ads

A window and patio door ad planner with ready-to-use print and radio advertising is lree from Caradco, Box 920, Rantoul. ll. 61866.

Plywood Purchase Guide

"Where to Buy Hardwood Plywood & Veneer 1989," a 100-p. directory, is free from the Hardwood Plywood Manufacturers, Box 2789, Reston, Ya.22090.

Preserving Secrets

Two fact sheets offering an inside look at the American Wood Preservers Bureau are free from AWPB. Box 5283. Springfield, Ya. 22150.

Words Of The West

The 1989 Western Lumber Buyers Manual is free from the Western Wood Products Association, Dept. A-26, Yeon Building, 522 SW 5th Ave., Portland, Or.91204.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $50 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call 014) 852-1990. Deadline for copy is the 15th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

INDUSTRIAl/Specialty Trader: Crowing, established Southeastern company.

SALARIED Traders: Bonus/profit sharing/ retirement. Complete medical program.

MAUGANS AND ASSOCIATES

P.O. Box 36802 Birmingham, AL 35236

7-800-426-4172

INTERESTED

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

ONLY Manufacturer of Acorn Oak@Brand S4S Sanded Hardwood Boards

Quality Oak Mouldings

Veneered Products

Glued Panels/FingerJointed Products

WANTED: Finger jointed yellow pine upper grade boards/jambs and mouldings or any part for sale in metro Atlanta and Northern Georgia. Call George H. West Lumber (404) 255-9144.

FOR SALE: Independent retail building material & hardware store. Located in western N.C. In business for l9 years. 6500' in store, 19,000' in warehouse and lumber storage. Owner wants to retire. Contact Box 82. c/o Building Products Digest. NEED orders for Southern products to Wesl Coast. Object: Back hauls for Western products. Everett Larsen, M.L. Sandy Lumber Sales, P.O. Box 1535, Corinth, Ms. 388341535. Phone l-800-359-3890.

FOR MORE INFORMATION CONTACT: TERRY IIURPHY TREATEO AND WHITE LUMBER SALES MANAGER OR DAVID HAYNES SALES REPRESENTATIVE

Place

P.O. BOX 536 BROOKHAVEN, MS 39601 PHONE:601-833-1911

JOE MAUGANS

CO]ISU1TATTS TO THE HOiIE CETTER & BUIIDI]IG IIAIERIA1S I]IDUSTRY

o REIAILERS o WHOLESAIERS o IIAilUFACTURERS

STRITEGIC PlAlI ]I I ]IG, soluTroils & PRoGRAilrs

. Ad Preparatlon

o cllnlc Programs

o cooP Funds Admlnlstratlon

o Market Reseanch

. Pacl€ge sales

. ltuck Leaslng

. commerclal & Industrlal sales

o store layout

o store Meetlngs

o Tl?lhlhg

. vlsual Merchancllslng

Flberghlr Door Lore

Fiberglass doors look so much like wood that another wood industry magazine ran a picture of one to illustrate an article about wood doors according to Therma-Tru Doors.

Other interesting bits of trivia about the door which claims to withstand arctic temperatures and tropical hurricanes equally well:

. President Bush's house at Kennebunkport, Me.. has a fiberglass door.

o Blows from the tails of 2,336 alligators at Foster Farms, Ft. Drum, Fl., have failed to destroy fiberglass doors used on their pens. (They spintered wood doors and dented steel doors. Not only that, certain liquids produced by alligators tend to be a bit acidic and were eating away at both kinds of doors.)

. Rooms facing the Gulf (and hurricanes winds) at the Ritz Carlton Hotel, Naples, Fl., have fiberglass exterior doors.

o Texas police raiding a drug dealer's hideout couldn't penetrate the fiberglass entry door.

A LOOK AT YOUR OPERATION THROUGH ANOTHER SET OF EYES CAN UNCOVER A WEALTH OF UNTAPPED POSStBILtTtES.,.

OR AT THE VERY LEAST CONFIRM THAT You ARE Do I NG ilES.W. THAT cAN BE DONE TO MAXIMIZE YOUR POTENTIAL.

Timber Crisis Fighter Industry associations including the Southern Forest Products Association and the National Hardwood Lumber Association are pledging support to the newly organized American Forest Resource Alliance.

The coalition has a twofold purpose. First it will address specific issues involved in achieving full, sustained and predictable utilization of forest resources. Secondly, it will design and carry out actions necessary to resolve these issues.

Task force groups are being formed from existing industry associations to examine the possible program initiatives in five areas: litigation. communication. government affairs, grass roots and coalition building and technical support.

0UER 1 00 people attended the annual Curt Eean Lumber Co. employee appreciation cookout at Amity, Ar. lll Curt Bean (cented with Arkansas governor Bill Clinton (right).

l2l Yard was open to guests. l3l Special entertainment area rvas set up for the children. l4l Stage for entertainers was backed with

packages of Bean untreated lumber with packages of Bean southern Dine lumber used for seats. The annual party was held April 22.

James Jullcn Floyd, 74. owner of the old Floyd Lumber Co., Robeline, La., died April 26, 1989, in Natchitoches, La.

A native of Robeline, he worked in the lumber business for almost 50 years until he closed his comPanY and retired in the mid-1980s.

Mr. Floyd is survived by his widow. Faye, one son, one brother. two sisters, four grandchildren, and four great-grandchildren,

William F. "Bill" Follen. 73, president of Follen Wood Preserving Co.. Jackson, Ms., died May 12, 1989. in Jackson.

A native of Brighton, Al., he owned and operated the company for 3l years. In 1954, he helped to organize the Southern Pressure Treaters Association, serving as president in 1983.

Mr. Follen is survived by his widow, Patcha, and one daughter.

Personals

(Continued from Page 2 1 )

Jody Webb has been named plant mgr. of Coastal Lumber Co.'s southern yellow pine specialty operation, Thomasville, Al.

Pat Carey, Sam Carey Lumber Co., Memphis, Tn., and his wife, Kay, were recently on a California business trip.

Stan Carroll, Hot Springs, Ar., will retire July 31, 1989, after 35 years in the industry.

Mike Turner is the new mgr. o[ 84 Lumber, Louisville, Ky.

H.J. "Joe" Scheirich, chairman, H.J. Scheirich Co., Louisville, Ky., has been elected pres. of the National Kitchen Cabinet Association. Tony Bour is v.p.; Harold Dokmo, treas., Albert Kimmel, immediate past. pres.

Jerry Huber, Plunkett-Webster, Apex, N.C., is now inside lumber sales coordinator.

Max Gardner has joined Keener Lumber Co., Smithfield, N.C., as sales mgr.

Don Hawkins, co-owner, Sheridan Lumber & Supply Co., Sheridan, Ar., won a 1989 pickup truck, the grand prize at Henderson & Baird Sentry Hardware Co.'s recent market.

Amy Jo Biggers, daughter of Tom Hartley, exec. v.p., Virginia Building Material Association. Richmond. Va., was recently awarded a full four year scholarship by George Mason University.

Erlc Yerdon has been namecl successor to Chrrles Thomrs, pres. of American Wood Preservers Bureau, who is reliring.

Jrmes L. Adrms has been named Stanley Door System's Southeastern Regional Manager of the Year. John Houx, Gre8 Houx, Lerry Dlxon, Mlke Wdtrlp, Rob Perrcr. Bob Slocklnger and John Jrmes, United Reps Co., Dallas, Tx,. received outstanding central territory manag,ement honors.

James Llvender is new to Home Quarter Warehouse, Virginia Beach, Va., as v.p.-general merchandising mgr. Frederlc Hirchert is now director of loss prevention & safety.

Kenneth Hoffman, Temple Products, Temple, Tx., has been promoted to v.p.-national sales. Lidley Sweat is v.p.-mktg./sales operations, according to pres. & ceo John Chuplk.

Leonard Herring, pres., Lowe's Cos., North Wilkesboro, N.C., is among the l0 highest paid executives in the state, as ranked by Forbes Magazine.

Drvid Neal Pate, Lowe's Cos., Kinston, N.C., married Candace Shepherd Rowland on May 20, 1989.

John Sugg has been named store mgr. of Lowe's new Goldsboro, N.C., location. Ronnie Hill and Glenn Boyle are asst. mgrs.; Bob Campbell, office mgr.; Clint Proctor, credit mgr., and Tommy Lewis, sales support mgr. At the new North Chattanooga, Tn., store, Paul Ray is mgr.t Kevin Huff and Gere Boggs, asst. mgrs.; April Anderson, oflice/credit mgr.; Jeff Evans, sales support mgr., and Derek Logan, Mac Wimmer, Jeff Moore and Ted Winkler, sales mgrs.

Wayne Horton, Horton Building Supply, Many, La., has returned to work lollowing recent surgery.

Dennis and Susan Dunham, J.E.B. Ransone Lumber Co.. Jefferson, La., are the proud parents of 7 lb., 5 oz. Scott Edward, born May 19, 1989.

Laura Anne Dellinger, Lowe's, Goldsboro, N.C., married John Henry Sullivan April 8, 1989. The same day, Greggory Dean Byerly, Lowe's, High Point, N.C., married Misti Dawn Fuller. Angela Marie Smoak, Lowe's, Orangeburg, S.C., married James S. Stroud on April 22, 1989.

James B. Williams, SunTrust Banks, Atlanta, Ga., has been elected to the Georgia Pacific board of directors, replacing Chauncey J. Medberry, who retired after nine years on the board.

Re-elected to three year terms: Willard S. Boothby Jr., Robert B. Claytor and Robert A. Schumacher.

Janet Oriole has been assigned additional duties in the maintenance dept. at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Haduvare Indtrtry Wcdq Show

Nearly 800,000 sq. ft. of exhibit space occupying eight floors in the McCormick Place Complex, Chicago, ll., willoffer the latest in building materials, hardware, lawn and garden, automotive and housewares at the Aug, l3-16 NationalHardware Show.

Held in coqiunction with Hardware Industry Week, the four day event will include educational programs developed and implemented by the American Hardware Manufacturers Association, Builders Hardware Manufacturers Association, Hand Tools Institute, Home Center Institute. National Lawn & Garden Distributors Association, National Retail Hardware Association, National Wholesale Hardware Association and Southern Wholesale Hardware Association.

William F. Hooten, president, Liberty Distributors, Inc., Des Plaines, Il., will be keynote speaker. Approximately 70,000 retailers, wholesalers, manufacturers! reps and other industry people will participate.

Standard isn't your typical milltown. It's not even on most maps. Some folls probablywouldn t call it a town at dl.

But we like to think of it as a wonderful mix of the very best of bottr the old and the new.

We ve got a zip code, but no post office. Cattle grue on our property, ri$t alongside our state-of-the-art hardwood plywood facility. And the people who work here would just as soon spend aweekend fishing or panning for gold on the Tbolumne as they would driving the 150 miles west to see the pro team play in San Francisco. After all,we ve got the Curtis Creek Mustangs. Right here in Standard.

You see, there's a special brand of pride in this small California town that we doubt you'll find anywtrere else in the country. Mainly, because we like what we do. We thinkthatyou'll sense that the momentyou begin working wittr our people and our product.

"l think our quality is ttre best in the business. Even if we were to charge more for our product, I don t think we'd lose but a customer or two. And I bet they'd be back before too long.

"We just have more pride, take more care, prepare our wood better, s&rnd by our mles. Evenwhere you can't see it.

Because we know that when the end-user cuts open that wood for cabinets or u'hatever, there better not be any holes in it.

Armando Fregoso, Quality C,ontrol, l! years