Building Products Digest - July 1991

Does your yqrd hqve the Advqnlqge?

Or does your compelltof Hundreds of lumber componles hove oheody golned lhe edge wlth Advontoge Buslnes Systems Here's why we're #{ ond growlng: lowesf cosl, custom progrommlng, on-slle demonstrotlons, personollzed trolnlng ond free consultotion.

You recelve: Inventory control- complefe trocklng purchosemonuol ond outomotlc, occounts poyoble, poyroll, soles onolysis2-yeor history on line, light monufocturing, generol ledgercompletely interfoced, point of soleretoil or controctor, multiple slore copobility, soles rep commission reporting, document reprint up to two yeors otter the sole, job quotes ond esfi moting, inf inile pricing copobilif ies, direct shipping, ond speciol wholesole ond brokeroge options.

TIIE SANTA CRUZ OPERATION

Redwood has unrhahd natural proprr&s that endow it with advantages over other wood species. Now we have improved on the selection, sea$oning, manufacturing and protective packaging of this species to deliver Promlum Knotty-the elite among tight knot redwood sidings.

>Each ploco d Prsmlun Knotty is individually machine monitored to assure a moisture content of 19% or less.

> Gardul pro-reffin and exacting control of seasoning inhibits further shrinkage as well as relieving drying stresses which can contribute to checking and lmsening of knots.

>Tlgfttar strndards of selection and grading have also eliminated all cut-outs formerly allowed.

> lmprwed protecthn end cap assures that all the values added at the millare delivered to the Jobsite. The end cap carries storage, applicalion and finishing instructions to enable those values to be properly ulilized.

A handsomoly saw-tortured rango ol available patterns includes Thick Butl Rabbeted Bevel, V-Joint Tongue and Groove, 1" Channel Shiplap, V-Shiplap, and trim. Virtually all patterns have undergone performance enhancements including among others, increasing to eh"the lap ofthe rabbet on the Thick Butt Bevel siding pattern.

Proporly llnishod, Promiun Knotty will provide attnclive, atfordable, longlasting performance. $o slde wlth tho bostPromium Knotty fgm knot redwsod sldlng. Tho obvlous chdco. llalurally.

For information on availability and the name of your nearest source of su-pply call: To[ frm Promlum Knotty Hot Line

1-800-63 7-7 077

F X707-822-7089

The Redwood People

Simpson Timber Company

Redwood Division

P.O. Box 1169

Arcata, CA 95521-1169

CREDITS FROM TOP P|IOTO: ARCHITECT PAUL FELLERS; ARCHITECT RICHARD KOTTLER; DESIGNER KNUT HORN€LAND: BUILDER RICHARD SIMEI-E; BUILDER PErER FfLAUM.

EDITORIAL

Make a call, saYe an Industry

ll, HEN the spotted owl controversy first UU flapped into public consciousness, too few in this business saw it for the threat it became. Today our little feathered foe is all too familiar. Lumbermen at all levels are increasingly serious about the need to preserve the bird without destroying the lumber industry.

Industry-favorable legislation is now before the U.S. Congress and there is a quick, easy way to lend our support. The Forests and Families Protection Act of l99l was introduced by Robert Packwood of Oregon and is supported by a group of congressmen. lt is the only timber controversy legislation currently before the Congress. The numbers are SB 2463 and HR 1156.

Making your support of the bill known is easy. The American Forest Resource Alliance has a 900 telephone number program to streamline response. Just call (900) 230-0033. You'll hear a brief recorded message about the bill from Mark Rey, AFRA's executive direc-

tor. Then you leave your name and address. That's all. A clearinghouse later sorts it all out by zip code and automatically sends a letter for you to your two senators and your representative in the House. Your total cost: $4.95. A number of businesses block the use of 900 numbers from company phones so you may have to make your call from a public or residential phone.

Basically the Packwood bill is a joint labor/ management proposal that takes a middle of the road stance, setting aside some land for the spotted owl while limiting the environmentalists' ability to cripple the supply of wood via Forest Service challenges and other disruptive tactics. The bill also provides economic aid for displaced loggers.

No need to stare at a blank piece of papet, wondering how to say what you think. Just pick up the phone and register your vote in our battle for a reasonable supply of wood from America's forests.

DAVID CUTLER publlsher

Trus Joist/MB Joint Venture

TJ International, Inc., Boise, Id., has signed a non-binding letter of intent for a joint venture partnership with forest products giant MacMillan Bloedel Ltd. to create what the two companies called "the world's preeminent engineered wood products company."

It will consist of TJI's Trus Joist Corp. division and Vancouver, Canada-based MacMillan Bloedel's start-up "Futurewood" businesses. The partnership is intended to begin operations this October with an estimated payroll oi $61 million, assets valued in excess oi$350 million. and annual sales of $250 million.

The joint venture technologies include Trus Joist's open-web trusses, wooden I-joists and Micro:Lam laminated veneer lumber (LVL). and MacMillan Bloedel's Parallam parallel strand lumber (PSL) and new PSL 300 structural composite lumber (SCL).

The partnership will headquarter in Boise and be 51oh owned by TJ International and 490h by MacMillan Illoedel. Trus Joist president Tom Denig will be president and ceo of the new venture.

MB's first $75 million PSL 300 structural composite lumber facility is nearing completion in Deerwood, Mn. Two Parallam PSL facilities are currently in operation, one in Vancouver. Canada, and another new plant in Colbert, Ga.

Both Parallam PSL and PSL 300 SCL complement Trus Joist's Micro:Lam laminated veneer lumber. which is used as residential headers and beams, scaffold plank, flange material for wooden I-joists and other specialty uses. The combination of Trus Joist's 1 I manufacturing facilities with the three MacMillan Bloedel plants will give the joint venture the largest manufacturing cnpacity in the engineered wood products industry.

Arrowood Plant Closed

Fibreboard Corp. at presstime said it would close its Roxboro. N.C., plant July 3, unless a purchaser is found. I)iscussions with several potential buyers are being conducted. Thc company issued a plant closing act notice to its Roxboro employees May 3, 1991.

The company announced it would record an esitmated $19 million pretax charge to operations in the second quarter. The charge includes writedown of the facility to its estimated realizable value. estimated shutdown costs and an estintated $3 million opcrating loss for the second quarter of I 991

The plant, which employs approximately 230 people and produces Arrowood. an engineered composite structural lumber product. has been

in start-up since it was acquired in I 989 and has not yet achieved breakeven operating performance.

Fibreboard also said Lawrence C Hart, chairman. president and ceo resigned effective June 18, 1991. The board of directors announced that James D. Costello, v.p., wood products operations. has been elected interim president and ceo. Philip R. Bogue, a member of, the board, has been elected interim chairmirn of the board

The Distinction You Deserue

Superior performance. Consistent quality. An unmistakable look . . Qrpress.

One of the most naturally versatile building materials, cypress has no equals when it comes to siding and fencing, paneling, trim and millwork. Cypress has

like no other and it's easily installed and readily finished. Long known for its exceptional durability, cypress is available now in a wide variety of dimensions and pattems.

Artisans have been making history with cypress for thousands of years. Cypress was the choice of kings, and that golden legacy can be yours today. grain character

Acdve Members

Southern Cypress Manufacturers Association

j.W. Black Lumber Company 501/857-]576

Coastal Lumber Company 919/576-421 |

Corbitt Cypress Com pany 904/ 797 -267 6

Georgia-Pacific Corporation 404/ 52 l -55 | 8 Griffis Lumber Company 904/372-9965

Mackey's Ferry Sawmill 9 19 / 79]-2950

Marsh Pfywood Corporation 80J/ 49)-5 | | |

Assoclate Members

Bames Lumber Sales, lnc. 912/764-8875

Florida Cypress Wood hod. lnc.904/791-9752

Gaiennie Lumber Company 3 18/ 948-7066

McEwen Lumber Company 919/472-l9M

Rex Lumber Company 617 /263-O055

Richard landry Lumber Sales ] | 8 / 442-0453

The Mann and Parker Lumber Co.7l7/2]5-4834

Wilfiams Lumber Company ot NC9l9/442-2136

Wilson Lumber Company, lnc. 901/274-887

copy of 1our brodtne, "Ctgess: The Dlstincdon

You Desene."

F OREST PRODUCTS are in a l' t,u,. ol' change. Timber resources, products and markets are changing. Our industry is at a turning point. Things will never again be as they were.

Changes are taking place as the result of new paradigms or accepted ways ofdoing things. Four events are changing the rules in forest products: the new ethic to lock up commercial forests and "save" them; the use of wood in untraditional marketsl wood products taking new and different shapes; the customer's demand to be delighted.

Timber supply shortages have brought rising wood costs, shutdowns and layoffs. In 1990 alone, 53 mills closed in Washington, Oregon and ldaho, putting more than 4,300 people out of work. This year, we saw 10 permanent or indefinite closures in the Northwest by midFebruary. The only question is how many more will we see.

In 1990, there were 540 timber sale appeals in Region 6, which consists of 106 million acres in Oregon and Washington and represents 33% of the total U.S. softwood sawtimber. Forest Service management plans for this same area will reduce the total annual harvest by 900 million board feet, costing 10,000 to 12,000 jobs. Ballot initiatives also aim to lock up forests with a possible 350 million board feet of lost harvest and another 4,000 to 5,000 jobs lost. The spotted owl issue will claim even more jobs and lock up millions of acres.

Putting all these threats together, the Northwest federal lands harvest could possibly be reduced to 2 million board feet. This evolves into an industry that has shrunk, an industry that is different and an industry that cannot rely on public timber harvests. This is paradigm No. l.

Paradigm No. 2 finds the overall market growing, some 2olo to 3ol0, and changing in composition. While the overall demand for wood is increasing, its application is decreasing in some situations. Housing starts averaged about 1.7 million to 1.8

This article was excerpted .from a talk by Richard B. Parrish, senior vice president and general manager, Boise Cascade Corp., at an engineered wood products symposium sponsored by the Nonh George chapter and South East Section ef the Forest Products Research Societv -editor.

Why engineeredwood products?

usage will grow by 700/o in that time.

Story at a Glance

Changes in resources, products and markets bring new demands on industry. engineered wood products utilize untraditional species.. LVL, l-beam markets growing rapidly.

million in the U.S. in recent times. The aging population will cut this to about 1.2 million with Ll million starts forecast for 1991, barely exceeding the 1.07 million units built at the bottom of the recession in 1982.

On the other hand, a larger portion of these new homes will be single family, which use more wood, and will be larger. There also will be new emphasis on repair and remodeling of existing homes.

International wood usage is emerging as the European economic community becomes a joint bargaining force in the world market. Participating countries will have uniform building codes, making it easier for us to serve Europe. New markets will develop in eastern Europe as the political walls tumble down. As trade barriers with Japan slowly come down, there is more potential for market growth, particularly if U.S. log exports decline.

The l99l outlook for supply and demand shows U.S. structural panel production down 5% from 1990's 26.6 billion sq. ft. and lumber production down possibly 4olo from 1990's 36.4 billion board feet.

Longer term, according to the Forest Service, U.S. demand for softwood products will grow 70% over the next 50 years. World lumber consumption will increase by one third in 20 years and world panel

Several possibilities could change the supply picture. There might be somewhat of an increase in southern pine production or more Canadian or Soviet Union or South American imports.

This leads to the third paradigmthe fact that products are looking different. Different timber, including new growth timber and different species such as alder, poplar and cottonwood, which can be grown on plantations, will fill at least some of the supply void

Conventional uses for unconventional species can make a tremendous contribution towards meeting the nation's wood needs. Increased development of engineered building components is the key. We need more and more products which provide higher dollar returns for the amount of wood used and products that can make a high quality component out of a lower quality resource.

Laminated veneer lumber (LVL) and l-beams are examples of what can be done. LVL has consistent dimensions, exceptional workability and strength far beyond that of dimension lumber. Just for example, a No. I Douglas fir 4x12 would have a bending strength rating of 1,500 psi. Boise Cascade's Versa-Lam in 3-1/2

(Please turn to page 37)

Phoro by Boise Cascade

Engineered wood beams made understandable

lA OMPARI:l) to wide dimension

V solid lumber. the new engineered wood beams are straighter and stronger, lighter and longer. No contractor argues these benefits. They also appreciate what they don't get with these products - bouncing. squeaking floors or telltale cracks in the ceilings.

Today, the market for engineered beams is a lot more than just window, door and garage door headers. Industry experts estimate that 5-7%r of new homes built use engineered floor or roofbeams. By 1995, figures are expected to reach l5-2001, and by the turn of the century, the number more like 30-4001' of the homes.

Some of your professional customers. contractors. builders and remodelers, are now using one or several of these products on their

Story at a Glane

Bendts and aclvantagee of err glnorcd wood beams. gulde to rlectlng those your cugtomerswant. tlpsonproductcomparlson.

jobs. And don't overlook your remodeler customer since these beam benefits are equally important to his customers.

Not too long ago, selecting an engineered wood beam supplier was a fairly simple task. Either you worked with a regional glulam manufacturer, selected one ofthe few l-beam products or perhaps supplied both items on special request. Well, life is no longer simple. Today many of the

major forest products companies are competing directly with the established independent producers. A variety of beam styles. engineering performances, accessories and technical back-up are available to the retail dealer. How do you start narrowing your choices?

Glulam beams, which have been around for 30 years or more, now feature three grades manufactured from kiln dried. machine stress rated lumber in exterior and interior products with fire ratings. Various wood species are used to produce straight, curved, arched and special shapes for all structures from churches and warehouses to dome homes and bridge members.

I-beams have come a long way from the early pioneering efforts of Trus Joist. The l-beam of today is becoming a workhorse commodity product, available flrom local inventory. The web or vertical section may be plywood or OSB in single or double construction in a variety of thicknesses. Flange material can be stress rated finger jointed lumber, or ply-

ties with PSL door

G[ULAtll garage door header beam PSL major cross bead and small header.

MAJ0R producers like Louisiana-Pacific have entered the market t0 caoture residential and lioht construction businesses

wood or laminated veneer lumber members.

LVL beams are a lot more than just fat plywood. Waterproof adhesive bonds Douglas fir or southern pine veneers with the grain running parallel in all plies. Unlike plywood, the LVL veneers are densified, that is, the thickness is compressed to where l5-20 veneers make up the typical l-3l4-inch thick billet.

PSL, parallel strand lumber, the patented process developed by Canadian giant MacMillan Bloedel over the past 20 years, starts with dried and graded l/8-inch thick softwood veneer. The veneer is sliced into 8foot long strands, approximately | /2inch wide, coated with adhesive and the parallel-oriented strands are fed into a huge press. The randomly overlapped strands are progressively squeezed into a finished l2xl8-inch billet 60-feet long and cooked with 400,000 watts of microwave energy to instantly cure the adhesive.

Composite lumber beams, as exemplified by the Arrowood product from Fibreboard Technologies, combine top and bottom LVL flanges in a vertical arrangement with a thick OSB web to produce a solid slab beam l-l/2-inches thick by 36-feet long in a range of depths.

So how do you evaluate which beam or beams you should be supplying?

lr I

t a t Conduct some local horstback research. Talk with your contractors and builders about what

they are using for beams and who is specifying the product. Then contact those architects and engineers to determine what they specify, and more important, what they would like to use on future jobs.

(21

rech.nical evaluation o[ beairs slarts with a comparison of the engineering numbers. Stiffness, called "deflection," relates directly to strength and is measured by MOE, modulus of elasticity. Bending stress and shear strength, or the beam's ability to resist breaking in two, are additional important numbers. How broad is the beam manufacturer's product line? Exterior as well as interior grades? Clean, appearance grades as well as industrial grades? Can he supply fire retardant and/or preservative treated beams? Unlike most beams, glulams and parallel strand lumber beams are available as posts and columns as well as horizontal members. ls this important in your market?

(3) Finally. research those critical hon-product questions of each supplier. What kind of engineering back-up support can you expect to eliminate or at least minimize your potential product liability? What type of product and sales training is offered for your staff? Is regional inventory support available? What about quick ship-

ments? Special orders? And how well do you and the local salesperson work together? Yes, and then ask about pricing. But with beams, performance or product and supplier come long before the pricing question.

With all the established players plus the rush of new major beam producers, the industry is looking at more capacity than customers. f)uring the next few years, even as the beam market expands and matures, there will be a series of mergers and acquisitions. Select your beam suppliers carefully so you don't get caught in the coming industry shakeout.

After you have done your local research and asked all the right questions, verify your decision with one additional contact. Talk with your Simpson Strong-Tie representative or someone from a similar metal connector company. Since they work directly with most of the various beam manufacturers, they should be in a knowledgeable position to confirm your decision.

Unquestionably, the engineered wood beam market will expand dramatically in the next decade. Get in on the ground floor now. Because the ground floor will be built with glulams, or l-beams or LVL's or PSL's or composite beams.

[0llG length l-beam ralters combine with glulam beams on a commercial project.

Ul{lF0RM, clean, lightweight l-beams contrast with conventional wide dimension lumber on the same project.

Bill Rooney is a principal in a Portland, Or., jirm spet'ializing in marketing and business communication services lor the building products industry -editor.

APA-EWS: the latest engineered wood trademark

ll, HAT is it and what does it mean? This is a comlU mon reaction as yard employees spot the latest in the proliferation of symbols identifying wood products in the marketplace.

The American Plywood Association-Engineered Wood Systems (APA-EWS) trademark, which first appeared in January to identify glulam beams manufactured by American Wood Systems member mills, is a recent newcomer. It represents an organization related to the American Plywood Association. In addition, it is recognized by all major model building codes under Council of American Building Officials (CABO) National Evaluation Service Committee report.

The trademark signifies that the glulams meet all requirements of the American National Standards Institute (ANSI), the national consensus standard used by all glulam inspection agencies. At present more than half of the glued laminated beams manufactured in the United States carry the APA-EWS trademark. In addition to

Story at a Glane

Trademark ldentllles over half of the glulams made in the U.S.... reprcsents code cornpliance, product support. Arnerican Wood Systems is an afllliate of Arnerican Plywood Association.

AP/ltrEl+'S

guaranteeing quality, the mark is supported by quality validation, product research, testing and marketing.

Because glulams are used in a wide range of applications in both commercial and residential construction, the trademark is significant to dealers. More employees will need to become familiar with it as the use of glulams expands. The engineered wood products once used mainly for commercial roof construction are now being specified for ridge beams, floor beams, cantilever floors, garage door headers and simple span girders. Their classic wood appearance combines with strength and long spans to make them hot in the popular architectural styles.

Users, specifiers, building code officials and distributors are being made aware of the significance of the new trademark through media and direct mail campaigns. Recently published references describe the products bearing the APA-EWS mark and explain common applications as well as recommendations for fire resistant construction.

The technical services, testing facilities and quality service division of APA stand behind the products carrying the APA-EWS trademark. In addition, a 26 member field ste ff is available to assist with product specifications, present informative meetings and seminars and provide design and application information.

Mike Drorbaugh in Tacoma, Wa.; Ed Underwood, Dallas, Tx., and Randall Carter, Atlanta, Ga., represent the American Wood Systems and are available to provide assistance and answer questions about APA-EWS stamped products.

The trademark should be more than just another confusing symbol in the marketplace. It represents a source of help and information for the dealer and his employees as well as a guarantee that neither the seller nor the customer will need to be concerned about the quality of the glulam product and its ability to meet code.

l?l-EU8 trademark appears on beams manulactured by American Wood Systoms members, signilying that they are produced to American National Standards Institute reouiremenls.

GLUl,lttls are included in the American Wood Systems program and can carry the APA-EWS trademark.

Engineered wood products on fast track

Ff ETAILERS need to realize that FI engineered wood product use will continue to increase at breakneck speed, fueled by a combination of residential design and timber supply changes.

Jim Walsh, sales manager at Bohemia, Inc., one of the largest manufacturers of glulams, says residential designers are moving toward open spaces that require long spans. At the same time, the timber supply is shrinking due to the spotted owl controversy and the resulting loss of old growth timber.

The timber available today comes predominantly from second growth forests, Walsh points out. This usually is faster growing and tends to be smaller and less stable than old growth. As a result, solid sawn timber production is often of lower quality, less stable and more expensive with availability of long lengths and large sections a problem.

With modern manufacturing techniques and machine stress rated capabilities, laminated lumber can be engineered to be more uniformly strong than lumber produced by nature. In addition, engineered wood products are environmentally favorable because they utilize second growth, Walsh explains.

Designers and builders are beginning to realize that building systems costs are reduced with the use of engineered wood products, even if the component cost of the engineered product is greater than that of conventional solid sawn timbers, he adds. The general population from designer to wholesaler to retailer to end user is becoming better informed on engineered wood products. A reputation for strength, stability, uniformity, reduced checking and greater design flexbility is earning the engineered products a permanent place in today's building systems.

"ln the last few years we have seen an explosion ofnew engineered wood products in the marketplace," Walsh says. "Manufacturers of glulam beams, laminated veneer lumber, parallel strand lumber and wood l-joists have increased their capacities over the last several years to meet demand and adjust to the changing timber supply."

The engineered wood products industry can no longer be considered a cottage industry, he points out. Most major wood products manufacturers are producing one or more engineered product.

The wood products distribution system must be able to handle and market engineered wood products if they are going to be players in the 1990s, Walsh cautions. Wholesalers and retailers alike are beginning to realize the impact engineered wood products can have on the overall volume and profitability of material sold.

Although engineered wood is a natural product for wholesale and retail distribution, dealers must learn to properly sell these products,

Story at a Glane

Architectural deslgn changes and shortagps of old growth timber drive engineered wood products...distdbutors ready to make commitnentto product, develop specialists. tremencF ous growth anticipated.

Walsh emphasizes. Salespeople at all levels need to become educated on the different products. The best structural products salespeople will be those who know where and when to use each product within the system. A properly specified system is cost efficient and will perform to the end user's expectations. It is important to note that it is not necessary for salespeople to become engineers, he adds. Once they overcome the fear of dealing with engineered wood products, most enjoy the challenge.

Virtually all manufacturers offer training and sales assistance to their customers as well as to designers, architects, engineers and contractors. The most successful sellers of engineered wood have developed specialists within their companies.

"lt's a mistake to try to market an engineered wood product as just another item without making a commitment to the overall program," Walsh maintains. "The most successful distributors in the next decade will employ people who understand engineered wood products and strive to be problem solvers for their customers."

Most lumber dealers are aware that fundamental changes are taking place in the wood products industry and have begun to sell one or more ofthe structural product lines. A tremendous opportunity exists for these companies, he concludes.

ARCH|TECTURAI features such as ooen beam ceilings anrl curved arches use engineered wood beams to an advantage.

Installed sales are more than eting gimmick

I NSTALLI:l) sales are ballyhooed I by ntarkcting gurus as the ultimate in nichc markcting. but the peoplc who answcr lhe phonc in homc ccntcrs seenl to bc ignorant ol' rhis.

Ninc entployccs answcring thc tclephonc at ninc dill'ercnt honrc ccnters couldn't givc thc callcr a ready answcr to the qucstions "l)o you do installed salcs?" and "('an your store install a skylight il'l buy it t here'1 "

One said, "l dunno." Another answcred, "llold on." "We might," said a third. "Lct me transl'er you to customer scrvice," rcplied thc lburth. "On what, nra'anr l" parricd the fifth. "Lct me ring that departmcnt, they'rc best qualil'ied to answer you," said the sixth. "Not sure. wait a minute." answered the seventh. "l'll ring the lumber departnlent" was the solution ollered by the eighth. "l'll transfer your call to the project center," replicd the ninth.

Those answering the transferred calls weren't any better infornred. In several cases it required a few minutes on hold before they could come up with a deflnite answer, inlormation and approximate costs. One person volunteered that there was a wait olabout a week or I 0 days for the service and that the contractor would be licensed. bonded and insured with the store guarantceing his work. Another exnlained that a skylight would have to be ordered because they didn't sell many of them.

Fast answers came from the stores without installation but willing to share business cards from contractors who were "good customers" or "reliable installers." However. these people were equally quick to explain that although these were "excellent installers," the store assumed no responsibility or liability for the quality of the work. One explained, "After we sell it. we're out of it." Another

launchcd into a tiradc on how dillicult it is to plcasc s<lnrc pcople antl customcrs who givc stores a bad lrme.

The lcsson hcrc is that no storc should attcnrpt installcd salcs without bricl'ing cach lnd cvcry cnrpl<lyec, nraking sure that thcy havc inrmcdialc, rcliablc, positivc inftrrnration about the progranr. Thc bcst installed salcs progranr in thc country won't survive il' cntpkryecs arc uninlbrmed or negative.

Markcting experts say (and our tclephone calls confirnred it) that therc is a need lor good installed sales programs in nrany arcas. A high percentage of honteowners arc uncomfortable doing the standard installations considered casy shots by the pros. Storm doors and wind<lws, hot water heaters, disposals. garage door opencrs and light fixtures are available at excellent prices in homc ccnters, but many shoppers pay nlore to spccialty shops, plumbing and electrical contractors for the benellts of installation with less hassle.

ljewer than 20%r of do-it-yourselfers are willing to tackle a major remodeling job. With remodeling/ repair overshadowing new home building at the $ 100 billion mark, the dealer has an opportunity to diversiiy. Ily selling both the materials and labor, he captures the prolrt lbr the entire ;lackage.

llowever. there are negatives to providing installation serviccs or contracting remodeling and repair. lrirst, a dealer may be going head to

Story at a Glance

Possible pitfalls in installed sales programs. variables to consider before committing store need for positive, enthusiastic attitude.

head with some ol' his best customcrs. Sccond, he will bc assunring thc responsibility ol' providing skilled. reliablc pcople to tlo thc work. This can involvc maintaining a lull time stall', hiring part time pcople or contracting with a prol'cssional, not always casy lasks. lrinding a pcrson or contractor skilled in doing a varicty ofjobs can prescnt problems.

An adclitional ncgative is the costs ol' providing insurance and liccnsing lirr an in-housc stafior thc rcsponsibility ol'being surc that subcontractors are properly licensed and insurcd. Putting the store's reputation on lhc linc lbr the quality of'thc work and thc professionalism <ll' the installcrs can bc a burdcn.

Thc incrcased cxposure resulting lionr installed salcs or contracling out thc work is a possible negative. W'hile satislled customers hopefully will rcconrmend the store to othcrs, a dissatisflcd customer may be lost lorcvcr and tcll a dozen others.

l)ositivcs include being able to keep labor profits in house. The ability to use a price and savings conrparison ol' d-i-y and installed sales in your advertising and marketing can also be an advantage. Another plus is the possibility of providing work for some of your contractor customcrs by employing thcm part timc or contracting work to them.

Pricing can be a puzzle, but there are several ways to approach this, according to Wally Lynch, P.A.l.D. Associates, I)allas, Tx. (lost plus, a contract with standard add on or labor and material plus are all workable pricing possibilities. Offering a guarantee of satisfaction and warranties can enable a store to charge more. For example, one of the stores contacted by phone charged 250ft more than another lor the installation of a skylight in a beam ceiling. llowever, they guaranteed the work and made it clear that the contractor was licensed, bonded and insured. The other dealer emphasized that he had no responsibility for the work or the contractor.

Controlling labor as well as the market can be an advantage for a retailer. With installed sales. he not only makes a profit, but becomes a destination store for his customers with the benefits of repeat customers and impulse sales. The first step, though, is selling his employees on the idea.

Yard expands, anticipating boom times

ECESSION? What recession?

It might be one of the slowest periods in local business history, but Main Street Lumber, Denison, Tx., will have no part of it. The company is in the middle of a huge expansion.

" Despite the temporary soft economy, Main Street Lumber is on the way to another record sales year," said Robert Pool, co-owner with his brother Chuck. "The area's continued support, in combination with our expanded product lines and our great employees have made the decision to enlarge an easy one."

Not only is the company doing well. the brothers see the entire area poised for a turnaround. "We feel investing in our business now will prepare us for the Texoma area's bright future," said Chuck, pointing to growth in neighboring communities, local plant expansion plans and the area's intensifying emphasis on tourism.

The four-month expansion program, slated for an early lall completion, will more than double the retail floor space, adding a garden center and a batch of new emulovees. New

pole storage sheds are being constructed in the back, where an additional acre-and-a-half has been acquired. The old pole sheds in front are being torn down to make room for the store extension

"The store will be two-and-a-half times as large," said Chuck. "So our hope is to more than double sales."

The new store design incorporates

Hardware Wholesalers Inc.'s "Do-it Center" concept. The buying group has 2.900 members. with 300 Do-it Centers in the U.S. and Canada.

The store is evolving into a full line home center. "Currently better than 75%r of our business is contractors," began Chuck.

"The new design allows us to better serve the do-it-yourselfer while still offering special services for our contractors." Robert added.

Main Street Lumber was founded in 1952 in what had been an old railroad depot. When the Pools' father, a journeyed lumberman, joined the company in 1970 it was still not much more than the 2,000 sq. ft. former rail station building and a lumber bin. without even a fence. The Pools have built it into a predominantly contractor oriented yard, but the move is on to invite the doit-yourselfers down to Main Street.

Story at a Glance

Despite area's soft economy, Texas lumber yard will more than double facilities. four month remodel aims to attract do-it-yourselfers.

l{EW rear and lace ol Main Street Lumber in artist's renderino

0FFlClAl.S Bobert, Skeet and Chuck Pool review expansion olans

NtrWSER[trtrS

Hechinger, Fayetteville, N.C., will be closed until Labor Day for conversion to a HomeQuarters llarehouse. the A. C. Houston Co. ended its attempt to purchase the O'Malley Lumber Co. unit in El Paso, Tx., citing a tight lending climate.

Home Depot's plan to open a Brentwood, Tn., unit hangs on gaining a sign variance. work is progressing on a Mesquite, Tx., Depot due to open in Sept., and a retrofit in Fort Myers, Fl., is complete . a site in Pompano lleach, F'1., has been acquired for a 102,250 sq. ft. unit due to open late Jan.

Lowe's opened a relocated store in Albemarle, N.C., and is negotiating to lease an Oxford, Al., site ... Our Own Hardware Co. is acquiring S & T Sentry Wholesale Hardware, Inc. . Roper 9ros. Lunber Co. Richmond, Va., invited contractor customers to participate in a Springtime Home ldea Showcase . Scotty's opened a 75,000 sq. ft. replacement store in Key West, I"1....

The Geneva Corp., Greensboro, N.C., and the management of General Hardware Co., Greensboro, acquired the business and will operate it as Odell Hardware, the founding name in 1872

General Hardware Co.. St. Petersburg, F'1., also acquired by Geneva Corp., is now operating as Clarke Siviter Co., its 1948 name, as a div. of Odell... Atlanta. Ga.. based General Hardware has closed . Clark Hardware, Nashville, Tn., is liquidiating its DC. .

Moore's Lumber & Building Supplies, Salem, Va., was named most improved retail branch of the year, most improved central

div. branch and runner-up central div. branch of the year . . . the Roanoke, Va., Moore's received runner-up awards for most improved div. branch and most improved retail branch of the year. .

Foxwort h -Ga I bra i t h, [)umas, Tx., open since 1929 , has closed. ..Gene and Don Hipp closed Hipp's Buildins Supply, Paducah, Ky., with Gene joining Cole Lumber Co., Paducah. .

Stine Lumber Co., Sulphur, La., was named the Best Hardware Store in Calcasieu Parish the Weyerhaeuser Cuslomer Service Center, El Paso, Tx., is one of the three top teams named by Weyerhaeuser for the first quarter.

Mill Creek Lumber, Tulsa, Ok., has purchased Robert Allen Lumber Co., Jenks, Ok., and will remodel ... Barton Lumber, Lepanto, Ar., celebrated a grand reopening following an extensive facelift. .

Builders Choice, Key West, Fl., has expanded from 16,000 to 24,000 sq. ft. . Elliott's Hardware, Dallas, Tx., is opening a store in Grapevine, Tx.

Marley Mouldings, Marion, Va., has moved its Fort Worth, Tx., Donner Mouldings & Millwork distribution center to larger quarters in Dallas, Tx.

Willamette Industries, Inc. will open a research and development office at Pine Brook business park, Charlotte, N.C... Tolleson Lumber Co., Fitzgerald, Ga., installed a computerized lumbersorter....

Ply Gem Industries, /llc. formed Russian Wood Express with Allied

Plywood and AD Exryrtles, a Russian trading house, as an exclusive North American import-export representative handling softwood dimension, wood panel products, industrial roundwood, pulp, paper and wood furniture.

Hughes lltood Products' sawmill in Bon Wier, Tx., treating plant in Houston and debarking and chip mill in DeQuincy, La., have been acquired by Firma /nc., Denver, Co.

Manville Forest Products, Atlarita, Ga., has changed its name to Riverwood International Corp.... P. W. Plumly Lumber Corp, Winchester, Va., was gutted by a May 3l blaze of undetermined origin...

J. M. Huber Corp. is consolidating its Portland, Me., wood products div. with its osB sales/mktg. efforts in a new site in Charlotte, N.C....

Michael J. Norton. Alan R. Wilson and John D. Miller. top management of PSI Enterprisei,' Inc., Lindon, Ut., formed Norton-Senn Corp. to acquire the assets and operation of Senn Trucking Co., Newberry, S.C.

Nu-Lines, Inc., Tyler, Tx., is featured in a 2-pg. Better Homes & Gardens deck story; more than 1,000 of Nu-Lines' popular kits have already been sold, plus some decks...

Southern Lumber Co., Jackson. Ms., has closed its pressure treated lumber facility, the mill is operating as before.

Housing starts edged up a slight 0.1% in May (latest figs.) to a seasonally adjusted annual pace of 982,000 units it was the first back-to-back increase since June and July 1989 activity was mostly in single family starts which rose 3.10/0, though starts in the south fell7.60/o; bldg. permits for future construction rose 7.20/0....

(Please turn to page 38)

SPIB Pullout Stalls AWPB Revamp

American Wood Preservers Bureau's reorganization into a treating industry overview group has been delayed due to reservations by Southern Pine Inspection Bureau members.

At an April 12 SPIB board of governors meeting, a consensus could not be reached to support the change from being overseen by an outside organization (ANSI) to an organization within the industry (AWPB).

All other phases of the reorganization, including approval by the other 10 agencies involved, were completed by the May l5 target date, said AWPB's Eric Yeadon. Yet

SP Beams Tested Again

Last fall Building Products Digest reported in a story "Southern Pine Beams Excel" that 15 large laminated beams were destructively tested at Louisiana State University. Design values in bending exceeded the current industry standard by 25olt.

SPIB's ll5 subscribers account for about 4501, of all southern pine production.

"lf they don't go along with it, the whole program will break down," said Yeadon. "lronically, they are the ones who instigated it two years ago."

AWPB and the Southern Pine Marketing Council continue to urge dissenting treaters to rethink their position. SPIB will again poll its subscribers in mid-July.

SPIB members expressed various reservations about the change, said SPIB's Tom Jones. "And for such a change, there must be a broad consensus." he said.

This August southern pine engineered laminated beams will again be put to the test. Twenty 3" x 13-3/4", 24' and twenty 5" x 23-3/ 8", 40' will be destroyed. This is a cooperativve research project with the American Institute of Timber Construction (AITC) and the Forest Products Laboratory, Madison, Wi. Anthony Forest Products Co., El

Dorado, Ar., an active member of AITC, manufactured the forty beams in June along with numerous grades of finger-jointed lumber.

The allowable design goals are 3000 Fb (extreme fiber in bending) and 2,000,000 psi in Modulus of Elasticity (MoE). These new values represent approximately a 25% and l0% increase in current published values, respectively. This will make southern pine glulam the strongest of all engineered wood products in the market today.

To ensure consistently high values and low variability, the new layup combination will use No. I Dense lumber that has been sorted for stiffness (MOE) values averaging 2 million E and 2.3 million E. The stiffer 2.3 million E lumber will be used in the highest stressed regions of the beam (bottom and top). The 2.0 million E lumber will be used in the inner tension and compression zones. The core or middle of the beams, the lowest stressed zone, will use No. 2 medium grain lumber. A follow up on this project will be published in a later issue after results have been tablulated.

Kiln-dried Frontier Incense Cedar Siding is an affordable altemative to Standard & Better green cedar sidings. Every unit is paperwrapped and contains a two-length mix, pre-bundled and end-capped for added protection. And Frontier Siding is available in a variety of pattems suitable for a wide range of architectural styles.

Feafures

J Kiln-Died; Dimensionally Stable

J Protectiae Bundling with End Caps

Z All-Weather Paper Wrapped Units

Z 6- to 16-Foot Lengths

Z Milled from lncense Cedar;

Naturilly Decny Resistant, Exceptionally Durable

Sidinq Nails-

o No Stalnlng

. No Streaklng

Hlgherl quallly nallt for cedar, redwood and olhei llne wood materlalr.

r Slender shank and blunt diamond ooint

Diamond oattern head blends with wood texture . Small head diameter oermits face nailing and blind nailing o Annular ring threads oreclude nail head popping and cupping of siding boards o AlSl Grade 304 nickel/chromium

alloy.

SWANEZE tllood Screws II 7-rIDJ lYrrr:tr ilx=l

. Seltcounter sinking bugle and trim heads

o Seuare drive recess eliminates driver bit cam-oul Sharp point for quick penetration with minimal pressure

. Sell-tapping coarse threads Coated with non-stick, dry lubricaling film o Solid nickel/ chrome stainless steel for suoerior corrosion resislance 6 lenglhs: 1" through 3"

For additional data and dealer inlormation:

SwnnSecure Products, lnc.

1701 Parkman Ave., Balllmore, MD 21230 301-646-2800 FAX301-64&2756

HOW TO GET THE BEST DEAL ON RED CEDAR SPLIT RAIL:

CALENDAR

JUI,Y

House Hlsson HardwrreCo. -.luly l2-13, sunrnrer markct, (iatlinburg ('onvcntion ('cntcr, (iatlinburg, Tn.

Nrtionrl Hurdwood l,umber Associution - July l5-16, planer opcrations & nrachining techniques scnrinar, NIILA l:ducational llldg., Mcmphis, Tn.

Kentucky l,umber & Building Material Deslers Association - July 17, sunrnrcr outing/goll'tournitme nt; July 18, sumnrer board nrecting, Marri<ltt llotcl, Lexington, Ky.

l,ouisiana Iluilding Material l)ealers Association - July l7-20, sunrnrcr nrccting. [)estin, tjl.

National Retril Hardware Association - July 2l-25, annual convention, Marriott ('opley Place, lloston, Ma.

l,umbermen's Club of Memphis - July 25, luncheon meeting, Racquet ('lub, Mcmphis, Tn.

Carolinas-Tennessee Iluilding Material Association - July 25-28, Young Managcnrent ('onf-crencc, Kiawah Island, S.C.

Houslon Hoo-Hoo Club - July 26, election meering, Allen Park lnn. llouslon. Tx.

Mississippi Building Material Dealers Association - July 26-21 , mid-year boarcl nteeting, River Park Hotel, Natchez, Ms.

Oklahoma Lumbermen's Association - July 26-28, annual lamily weekend outing, Western Flills Resort, Fort Gibson Reservoir, Ok.

Orgill Bros. & Co. - July 26-2t1, market, Nashville Convention Center, Nashville, Tn.

International l,awn, Garden & Power Equipment ExpoJuly 28-30, Kentucky Fair & lixposition Center, Louisville, Ky.

AUGUST

Brown-Rogers Dixson Co. - Aug. 3-4, market, Charlotte Merchandise Market, Charlotte, N.C.

National Wood Window & Door Association - Aug. 3-7, annual meeting, Oak Brook Hills Hotel, Oak Brook, Il.

Watters & Martin - Aug. 6-7, annual show, Scope Norlolk Convention Center, Norlolk. Va.

Southeastern Lumber Manufacturers Association - Aug. 810, annual meeting, Grand Cypress Hotel, Orlando, Fl.

National Hardware Show - Aug. ll-14, in conjunction with Hardware Industry Week, McCormick Place, Chicago, Il.

Virginia Building Material Association - Aug. l5-18, summer management conference. Ramada Oceanside Tower, Virginia lleach, Va.

National Hardwood [,umber Association - Aug. l9-23, lumber grading workshop, NHLA t:ducational Bldg., Memphis, Tn.

Wood Moulding & Millwork Producers Association - Aug. 2l-25, summer meeting, Oak Urook, ll.

Lumbermen's Club of Memphis - Aug. 22, luncheon meeting, Racquet Club, Memphis, Tn.

Handy Hardware Wholesale Inc. - Aug. 23-25, market, (ieorge R. Brown Convention Center, Ilouston, Tx.

Nelson Roanoke Co. - Aug. 24-25, show, Roanoke Civic Center, Roanoke, Va.

Appalachian Hardwood Manufacturers Association - Aug. 25-27, annual meeting, (irove Park Inn. Asheville, N.C.

SOUTHERN ASSOCIATION

Virginia lluilding Material Association will combine business with pleasure at the annual summer management conference, Aug. l5-18 at Ramada Oceanside Tower, Virginia Beach, Va.

Tabletop displays will feature services and products for winter and spring | 992 sales. Gary Donnelly, executive vice president of NLIIMDA, will update legislative action on the national scene with "What's Coing On There?"

Floyd Hurt, Probe lnc., will offer suggestions for using creativity to solve business problems. Consultant/trainer Joe Ilrooks will discuss managing in today's market and moderate a roundtable discussion of employee benefits and company policy manuals. A second roundtable will cover estimating programs for computers.

(iolf, tennis, a sock hop and special activities for children will round out the con fe rence.

Louisiana Building Material Dealers Association will hold its annual summer conference at the Sandestin Hilton, Destin, Fl., July 18-21.

Business sessions and sporting events are on the agenda.

Florida Lumber & lluilding Material Dealers Association raised over $9,000 for Give Kids The World, their philanthropy project, during a recent fund drive.

More than 58 companies and employees responded to the annual fund raising drive.

Carolinas-Tennessee Building Material Association is offering members some observations on the value of belonging to an association.

F-riendships should be one of the greatest benefits of belonging to an association. Many friendships have developed through the association, but

possibly have not been utilized because dealers are sometimes competitors.

Often a member dealer is selling on credit to a builder who might be a credit risk. Recently a builder changed suppliers three times. Each time he left owing the supplier money ($30,000 total to date). No supplier phoned the other suppliers to get a credit report. Why? They are competitors. In today's economic environment with today's laws, it is important to be friends first and competitors second. Use the credit reporting laws to your benefit.

Builders do not always change suppliers for a better price. Dealers can keep them in business a while longer or they can stick together and remember friendships within the association and put these people out of business.

Lumbermen's Association of Texas has achieved its highest membership in more than 26 years with 862 members.

This is the highest since a peak membership of 867 in 1967. Credit lor the achievement is given to 1990 membership co-chairmen Larry Burns and Lonnie Coolsby. Others contributing to the membership drive success were llruce Agness, Eddie Stafford, Phil Sanders, Rick McLaughlin, Kay Moreland and llarney Robinson.

The LAT legislative committee also achieved record results with $2,050 raised for LUMPAC and $12,080 lor the legislative fund. Dan Guerra, Allan Ritter, Jeff Klare, Walter Foxworth, Don Smith and Bert Harris worked on behalf of the legislative committee to raise these funds.

Mid-America Lumbermens Association's 1992 Exposition Advisory Committee met May l5 to formulate plans for next year's Mid-America Expo Feb. 12-14 in Kansas City, Mo.

Fine Textured/ Kiln Dried

NAVA-PINE

Premium Quality

Lumber

Half Pak HIL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds. Half Pak PLL. and Plv. NAVATRIM

Premium Mldgs. and Millwork

Bundled/Unitized/

Check out our Calendar on page l8.lbr in|brmation on upcoming conventions, meetings and trade shows in your region.

To attract more dealers and exhibitors to the show, the committee decided to urge exhibitors to offer special prices good only on orders written at the show. In place of a grand prize drawing, dealers will receive premium incentive points on orders placed at the show to be applied as credit toward registration, hotel or selected prizes.

Greg Stout, CBM Building Materials, Bella Vista, Ar., and John Tate, Benson Lumber Co., Bartlesville, Ok., are among committee members.

ilUtR00l{EY Memorial Award winner Ill Ken Ford with '90-'91 NAWLA pres. Barney Blondal. l2l Jerry Gustafson, Dennis Downer. [31 Clay Donne, Dick Procarione. [4] Peter Albano, Harold Fletcher. 15l Jon Reed, Russ Scruggs, Dave Bartee. 16l Doris & John

Schultz, Linda Bernstein, Mark Schultz. l7l Charlie Jourdain, Bill Stevens. [8] Dennis Downer, Mary Ann Peter, Sherman Leibow. [9] Jim Kehl, Larry Hanson. ll0l Tim Hower. {lll Serj Sangara, Darrell Hungerford. Il2l Steve Schmitt. Il3l M. L. Sandv. Ron

Johnson. Il4l Mark Fingerle, Terry Hancock. Il5l Burke Hill, Joe Galvin. ll6l Doyal Marks, Bill Burkholder. {l7l Roger Hunsberger, Jon Anderson. {l8l Steohen Bovd, David Kruse. llgl Michael 0'Bryan, Dan 0utton,

Wholesalers graPple with change

UMBER wholesaling is an industry in transition. More mills are selling direct and the supply is tightening as environmentalists grow increasingly vocal and powerful.

The North American Wholesale Lumber Association exists to keeP wholesalers apace o[ that change, said NAWLA president BarneY Blondal at the opening session ofthe group's 99th annual meeting. Environmentalists make uP 506 of the public but seeln to be sPeaking for 7}(il,, he said. The industry must take a bigger stance and sPeak with a louder voice.

Peter W. Schutz, former chief of Porsche AG World-Wide, then addressed "Managing in Times of Change." He said, "The manager's real job is to manage change, other-

wise there would be no need for managers." The manager must show the staff that getting the work done will be to their best interest (motivation), as opposed to his best interest (manipulation).

"You must get extraordinarY results from ordinary PeoPle," he said.

The next day's general session assembled a panel of top ceo's to discuss "Lumber Marketing in the 1990s." Again, concerns turned to environmental pressures. " Environmentalists raised over $800 million for their efforts last year," reported I)an M. I)utton, president and ceo of Stimson Lumber Co., Portland, Or.

The discussion was followed bY an overview and workshop on In(irade, a change in design values and

species .groupings of softwood dimension lumber, providing more common strength ratings.

Kenneth W. Ford, founder and chairman of Roseburg Forest Products, Roseburg, Or., received the

(Continued on next Page)

Story at a Glance

North American Wholesale Lumber Association on evolving business environment at annual meeting.. . Roseburg's Ford receives MulrooneY Award ... Chuck Harris new Pres. 100th annual: MaY 1992, CoF orado Springs, Co.

and bathrooms mav never be the same! The ORAC/DEGOR Collection includes 130 exouisite in stock classic coinice and panel mouldings, chair rail, wall lighting, ceiling medal' tioii, nicnes, corbels, pilasters and whole or half columns, Precision manufactured o! tough trigtrtensity'polyurethlne. Sharp detail ?ld deep relief. Primed and rcady to linish. The shower en-closure i6 dtre 'leW low-cost, high quality alteinative to seml-opaque glass blocks. ' ' DECO BLOC. made of scratch-rcsistarit t-exbn*. Assembles easlly, available in clear and coloF.

Ioltn I

\ttrrrtl. in tr'tr)rntli()n ()l r.\('ntl)liil\

\el\l(e lo lllt'lt)l('\l l)totlUtl: itttltts

Itr rrrttl lltt' r'orrrntrrniti (ieorpr' ( "( lrtrt.k" ll;rrris. \\ ltrrlr'slrlt' \\ ootl l'rorlut ls. I )ollt;rrt.

\1.. ttlts r'lt't lt'tl lrtt,\itlt.rtl. \u( r'ct:(liltg lilontlrrl. I )r'rrrris I )( )\\ nL.l

lltte nn()tr)llut) ( )ti(.n1. lrrt . lirist'.

Itl.. is lirst r itt. prt,sitlt'rrt. rrrrtl

\\ illirrrrr I ults. l'lLrrrkelt-\\ r'l)\tr,t.

Ittt.. setotttl r itr-' Ir1'-,i111.sl1

\lr'pltr'rr llor tl. I l( ( ,utlon. | )ln ( rr,il)lll,tn). llolr ( rlttltrrL l(oltr.rl

( )rr r'ns. | ),rr rtl l' \t lt.rllt.r \l rlrrn

\lor,rrtor ,rrttl \\ | |Lrlls ur.t(' l(.

t'lr't lr'tl lo lllrt'r' \ t.lt lt.il)t\ ()n llt(' ltoltttl \r'\r tlirt'tlots trrt. lllrtoltl

I leltlrer. .lirl I iir.nl{rtr. lrttrl I rrrrtrrr Iol]lttt

I lrt ')()lll .rrrrrl.rl nl( r.lit)r' \\,r\ Irt'lrl \lrn l() .).) ,rl lltt, ( irort' l,ruk

Itttt. \slrr'r illr'. \ ( \t'rl \(.itr'\ (t'rtlr'lrtiitl tt'lt'blrlrr)n Nill lte \l;rr

| --.'{} .rl lltt' llrr).trltt)oor I lrrlr.l. ( ol otrtrlo \ptints. ( o

l'lAWtA rrlltr;rt:; lll Nrr.ltol,rs Krrrrl llilney

Iilonrllrl l)r:rurli l)0wnt)r (lhrtr:k lllirrrs ,l;rck likrrrlcn l2l I rrr; 0;rntrrn litcvc liruivt:ly l3) liob W;rllon l)lrrnrs llrr;llrrrlsorr l4l Siirry

I)r(llr Kcrllr Kcr:;r:ll l5l.lrrrr M;rr;c (ilen

I ll,rrrll. (irrrrl Wlrlls l6l l);il [);rlrrr;k Vic lltulo l7l l);tvl Mr;I lroy I11 |ourrl;rlt tSl

0llirk llolrrtrlson W;illcr lirrssr:ll l9) liutch

llctnh,rrrll. lil;rn I lbcrrl {l 0l I cd I ullrlrlr []on Wrlsrtn llll lkrb Wcrtrrle ,irnr Sjtewtrrt ll2l llob Knrrlhl Mrkc l)lrrllrps ll3l lluddy Klrrrrrb.

ll4l .Johrr l)rr:w [15) Torrr Itead (l6l ,iohn

Ilolrcy M;rrk []ornlrno (l7l Xen & Ilonnie

I orrl llSl Mol Woorl .lrrrr Sr;h;trnhorst Ilgl (llorr;r & lylr-. Thorlpsorr

Target Institutional Sales

Although overall U.S. construction is in recession, some individual sectors are growing within the big picture. The institutional market, including hospital, religious, educational and public buildings, is one such subgroup being eyed by building products companies.

Institutional construction nationally accounted for $26.6 billion in 1988 (latest figures available), and the numbers continue to rise.

Willamette Industries has discovered three keys to institutional sales: quickly discover future projects, work closely with the right people, and suggest the product best suited to their needs.

Louisiana Tech University recently renovated its track stadium. Clayton Barns, Willamette's sales manager for Southern Lumber & Plywood, worked closely with the university's athletic director and track coach to determine the needs for the outdoor bleachers.

"We've found that institutional sales begin with finding the school representatives most involved in the various activities," Barns said. "This is quite different from making a presentation to a central purchasing department or department of grounds management."

Weather resistance took primary importance in a region where it rains 60 inches annually and as much as 5 inches in a day. They also wanted something attractive and comfortable. No one wants to take home a souvenir splinter.

Barns suggested water repellent UltraWood pressure treated lumber, which was guaranteed against decay, termite attack, cracking, splitting and checking. University officials placed an order for 13,000 board feet.

U.S. Super House In Japan

Super House, a U.S. wood products market development program, is being coordinated in Japan by the American Plywood Association.

A 32,000 sq. ft., three story apartment building with 27 units will be erected in Yokohama. One of the largest modern residential wood buildings of its kind in Japan, it will serve as an educational model for construction professionals.

It{SIlTUTl0llAt sales depend on finding the best product lor the end users. Louisiana Tech University's Thomas Assembly Center required 13,000 board feet ol specially treated lumber to relurbish the bleachers.

U.S. wood systems that are installed quickly and easily will be used to demonstrate the cost savings achieved when large structures are built with wood components. The U.S. Department of Agriculture, Foreign Agricultural Service is supporting the program.

Sunbelt Msterial Handling Co.

DISTRIBUTORS OF PRE.ENGINEERED CANTILEVER DRIVE-THRU BUILDINGS AND "T" SHEDS

Consider the many ways that our covered cantilever storage systems can increase the profit and etficiency of your yard.

All steel cantilever "T" shed.

Reduces treated loss due to sun wapage.

. Less lilt truck handling means less damaged lumber.

Saves man hours through faster loading and unloading of trucks.

Contact us today for additional information

Sunbelt Material Handling Inc. 10927 Crabapple Rd., Ste. 101 Roswell, Ga.30075

Ph. (404)587-5933

Fax (404) 587-0735

Better inventory control.

Safely and efficiently stores long length units of l-joist, LVL, and PSL.

Tax savings through accelerated depreciation as a porlable building.

Manuf actu red and engineered for quality by

PERS NALS

Jerry P. Colller is now director of Georgia-Pacific's ll millwork and specialty centers.

Tlm Wrrmoth is the new mgr. of 84 Lumber Co., Kingsport, Tn.

Robert E. Jones is now store mgr. at Lowe's, New Bern. N.C.

Sean F. l,ee has been named chairman of Builders Express Inc.. San Antonio, Tx., replacing Frank Denny, who continues as a consultant. Jud E. Walford, c.o.o., is now also pres. Directors are Lee, Walford, Jerry D. Jorgensen, l,arry R. Slrauss. Dennis R. Winkler and William E. Stephenson.

Robert Winegardner is new to Moore's Lumber & Building Supplies, Roanoke, Va., as v.p. and div. mgr. Robert Doyle is v.p.-loss prevention, insurance & auditing, and Patrick McHugh, sales mgr.

Jrck Christenson has becn nanrccl pres. ol'Owen Lunrber & Millwork. lnc.. Menrphis, Tn.

Hrrley Langdrle Jr., chairman, The Langdale Co., Valdosta, Ga., received the l99l Forest Farmer Award at the Forest Farmers Association's 50th anniversary meeting.

Jrck Sievens has been named pres. at Dixie Plywood & Lumber, Savannah. Ga.

Harold B. Dokmo Jr., Norcraft Cos. Inc., has been elected pres. of the Kitchen Cabinet Manufacturers Association, succeeding Tony Bour, StarMark, Inc. Also elected: v.p. James L. Brown, Haas Cabinet Co.: treas. E.F. "Sonny" Zeitmeir, Grandview Products Co., and directors John Malispina, Tom O'Rellly, Richard A. Ungerer, Lewis R. Walker and Gordon E. Mullens.

Bulldlng Product. Dlgort

Kevln M. Hlglns is now mgr. at West Roofing & Supply, Lexington. Ky.

Rex Slevens Jr. has joined International Business Software, Shelby, N.C.

J.M. Crrlyle has been named pres. of Profi tmaster Computer Systems.

Drnlel (i. Whltten is a summer intern at the Southern Forest Products Association. New Orleans. La.

Arthur Blank, pres., Home l)epot, Atlanta. Ga.. and chairman of the North Carolina Outward Bound School, rappelled down the side of the Candler lluilding to unveil the Atlanta Outward Bound program.

Jack Eller has been promoted lo operations specialist at Lowe's Cos.. North Wilkesboro, N.C. New store mgrs.: Carl f,. Price, lfanner Elk, N.C., and Jerrld "Jerry" F. Folmar, Whiteville, N.C.

Richard Elledge, Lowe's Cos., North Wilkesboro. N.C.. has been named treas, of the Wilkes Education Foundation.

George Kellett, Ceorge Kellett & Sons, New Orleans. La.. attended the recent NLBMDA legislative conference in Washington, D.C., along with Dudley and Brenda Webre, Landry Lumber & Supply Co., Luling, La., and Gayle Passman, Louisiana Building Material Dealers Association.

Melvin Allen, Alamo Forest Products, San Antonio, Tx., is back at work after a Florida vacation.

Steve Moss and Coby Shubert have joined Ace Hardware, Peachtree City, Ga.

Kim Buford is now in sales at Renner Lumber, Dallas, Tx., according to Fred Renner.

Bill Wingrove is now with Florida Babcock Lumber, Ruskin, Fl., in its engineered wood div.

Lisa Palmer has joined Prassel Lumber, Louisville, Ms., as lumber buyer.

Jim Inglis, exec. v.p., Home Depot, Atlanta. Ga.. has been named to the National Home Center Show advisory board.

James H. Hendricks has been promoted to mgr. of Diamond Hill Plywood Co.'s Nashville, Tn., DC, replacing Leonard Lopez, who has retired.

Frank Gladics is now acting v.p. of the National Forest Products Association's Public Timber Council, replacing David Ford, who has retired.

Marjoe and Kathy Grim, Fairview Lumber, Fairview, Ok., were recognized as "Friends of Education" by the Fairview Education Association.

Steve Levy, merchandise mgr., Levy's Lumber & Building Centers, Louisville, Ky., is serving as chairman of the Kentucky Harvest.

Nour Aaqilable so TAPER.S

AFFORDABLE

Michael N. Boden has been named product mgr. for Chapman Chemical Co., Memphis, Tn.

Thomas R. Fening has been promoted to v.p.-market planning at Pease Industries.

Kathy Wilson is now the mktg. communication specialist for Versyss, Inc.

Wyatt Shorter, pres., MacMillan Bloedel Inc., Montgomery, Al., was honored with the Huntington College Golden Hawk Award for American Private Enterprise.

Bob Roach, senior merchandise mgr., Moore's Lumber & Building Supplies, Roanoke, Va., received a 25 year service award and Dwight Manning, v.p.-operations, a 20 year service award. The "Loyal Dissenter Award" went to Manning and Pete Sarver, and 1990 Buyers ofthe Year were Dave Robertson, Dave Green, John Mercer, Terry Davidson and Sarver.

John Arthur Hammerschmidt, c.e.o.. Hammerschmidt & Farmers Lumber. Harrison, Ar., has been nominated to the National Transportation Safety Board by President George Bush.

John Dalcin is the new sales mgr. at Wides Material, Lexington, Ky.

Ted Hebert, Gaienne Lumber Co., Opelousas, La., is back from a combined business/pleasure trip to Brazil.

James Jake Gosa is the new v.p.-sales & mktg. for American Woodmark Corp., Winchester, Va., reports pres.

_ Wdliq_r1 F. Brandt Jr.

Mark Hall is now mgr. of 84 Lumber, Maudlin, S.C.

Thomas Marvin Stewart II, asst. mgr., Cash Lumber Co., Holly Springs, Ms., wed Linda Lynn Reeder June 15,1991.

Lewis "Lew" Wilson has been named senior director of distribution for Lowe's Cos., North Wilkesboro, N.C.

Jerome Bernard Caldwell, asst. mgr., Lowe's, Kannapolis, N.C., married Miranda Lenette Stark June 8, 1991. James Phillip Edmund, Lowe's, Fayetteville, N.C., wed Michelle Kissam April 20.

James A. Mercer is the new director ol mktg. for the Wood Moulding & Millwork Producers Association, Portland, Or., reports exec. v.p. Bernard J. Tomasko.

Laura Schulze, Furman Lumber Co., Billerica, Ma., and her husband, William L. Schulze, are the proud parents of 7 lb., 10-1/2 oz. Casey Rosalind, born May 3, 1991.

Paige Turner is working part-time handling extra paperwork at MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Made from the highest quality southern pine timber, pres€rvative treated taper-sawn shakes are more affordable than cedar shakes and shingles. Greater uniformity means installation requires less time, towering labor costs. Waste is less than 5%. And taper-sawn shakes can be installed directly over existing shingles, eliminating costty, messy removal and disposal of the old roof.

ENERGY EFFICIENT

The extraordinary beauty of wood matched with the energy saving insulative value of SYP can reduce attic temperature 20 degrees during the summer. SYP R-values are 300% better than asphalt shingles, 4(X)% above built-up rooftng.

DUNABLE

Service life is 35-50 years for treated pine taper'sawn shakes; 8-15 years for western red cedar shingles. Treated pine shakes can carry a 30 year warranty against insects and decay. Cedar rooffng offers no warranty.

o Tseoted uith Ultranruood wo;tel. r.eperrerrlt.

NEW DUCTS

and selected soles alds

Fence Hardware Shop

A smaller, mobile fence hardware display is now available from Teco/ Lumberlok.

Measuring only 2 ft. wide by 2 ft. deep by 5 ft. high, the merchandiser

the nailer has an operating pressure range of 70 to 120 psig and includes safety touch trip or trigger optional driving. lt also has a contoured com-

Adlurtable llantelr

Three adjustable mid-range wood mantels to fit virtually any fireplace have been introduced by Superior Fireplace Co.

The components, which are sold separately, consist of a shelf mantel and a legs and skirt set. with simple cuts, the legs and skirt adapt to a

includes easy-to-read header sign and individual shelf talkers for demonstrating product use.

It holds the full fence products line, including rail and post brackets, wet post anchor bases, section rail brackets, pipe post rail brackets and post covers.

Framing Nailer

A newly designed framing nailer combining lighter weight with increased nail capacity has been developed by Senco Products.

Weighing just 7.3 lbs. yet accommodating up to 86 nails, the tool has enough power to drive home a 3-1/4" framing nail.

Designed for framing, truss, subfloor, bridging, sheathing, siding, roof deck and fencing applications,

fort grip handle to increase operator comfort and reduce fatigue.

A variety of fasteners, including deck nails and smooth, ring or screw shank nails can be used with it.

Earthquake lnsurance

At the first sign of an earthquake, Quake Control from A&W Industries automatically turns off the gas in a home, eliminating the major cause of fires.

The device operates via an adjustable motion detector. electronic control box and solenoid valve. It is set to turn offthe gas if a quake of 4.0 on the Richter scale occurs, by activating a latching solenoid valve placed in the main gas line. The low voltage system plugs into an ordinary household outlet.

It includes a battery back-up in case of a power outage and a digital communicator option to notify a monitoring agency of a gas shut off.

wide variety of heights and widths. Components can be installed as a full mantel or just a shelf mantel. Two styles of shelf mantels are offered: a massive, high profile mantel with elaborate crown moulding or a sleek, low profile shelf mantel with a simpler design.

Reformulated lcemelter

lmproved Safe Step lcemelter from Koos. Inc. melts ice at lower temperatures, increasing its ability to break ice and prevent refreezing. The product dissolves completely, leaving no chalky chemical residue to coat sidewalks, stain shoes or be tracked into buildings. lt also won't harm grass, trees, shrubs or other vegetation when used as directed.

'

Fire Rated Wallboard

FiberBond fiber gypsum wallboard featuring a one hour Type X fire code rating is now available from Louisiana-Pacific.

Unlike conventional wallboard, made of sheets of paper encased by gypsum, FiberBond has internal strength since it is made by mixing gypsum with wood fiber from wastepaper. Reportedly it is stronger,

by 9" deep, has a total storage capacity of 1677 cu. in., weighs 6 lbs., and includes a three year timited warranty.

Featured are four bins with dividers across the top for small parts, a bottom center area large enough for drill storage, adjustable,

Anti-Fatigue Mat

An anti-fatigue mat for the home workshop has been designed bY Dynamat.

The 24" x 36" x 3/8" expanded polyvinylchloride mat makes concrete floors comfortable during long period of standing. It has thousands of microcellular air pockets that support the user, alleviate stress and latigue and protect fallen tools.

The mat is light, durable, easy to clean and resistant to oil, sawdust, dirt and detergents.

ble, sales invoicing, accounts payable, inventory management, paYroll, check reconciliation and general ledger.

Both single and multi-user versions are available. Record locking ensures that the most accurate, uPto-date information has been entered.

Brush Up On Decks

easier to install and provides excellent thermal and sound insulation and nail holding ability.

Designed for interior use on ceilings, walls and partitions, it needs no taping or paint priming. The panels have a smooth, even surface and resist surface abrasion and impact damage.

Panels come in 4x8. 4xl0 and 4xl2 dimensions. l/2" and 5/8" thick.

Tool Locker

The Tool Storage Center from Waterloo Industries mounts to a wall or door and is removable to take to a iob site. -

Constructed of high impact polyethylene, the vertical storage unit measures l8-l/2" high by 16" wide

removable side and center trays, and a full-sized, rounded handle. The kit is lockable.

Super Bookkeeper

The Practical Accounting System, a powerful, entry level software package that allows users to save time by organizing accounting records, from tracking sales and inventory to printing monthly financial statements, is new from RealWorld Corp.

Integrated are accounts receiva-

l-Joist Line

A deck scrubber and coatings applicator are now available from Osmose.

The deck scrubber features a 53"

FREE READER SERVICE

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

The WSI l-joist product line has been introduced by Willamette Industries.

The top quality economical joist systems feature oriented strand board webs for greater shear caPacity, custom design for maximum utilization of materials. and MSR, LVL or parallel strand lumber flanges.

Tapered profiles are available in all six series.

tapered end handle, 12" head and stiff, heavy duty bristles. lt can be used to clean dirt, grime, mildew and discoloration from decks and brighten patios and walkways.

ldeal for use with stains, toners and water repellents, the deck coatings applicator has a large 18" head to reduce application time and chemical resistant bristles that are flagged to help provide an even finish and prevent puddling.

lVeather Tough Llft Truck

A new lift truck from Atlet features a climate-controlled cabin to enable operators to work in freezing

The easy-to-maneuver, narrow aisle vehicle handles pallet loads up to 3,300 lbs. at heights up to 32 feer. The forks rotate 180' to pick up and place pallets from the front or either side.

Holdlng The Bag

A multi-purpose trash bag holder from Bag Butler holds bags wide open for easy filling.

Bulldlng Productr Dtgcrt

Holding 30-40 gallon plastic bags, the 40" x 24" x 20" device folds fiat to 24" x 20".

Lopplng Shopper

A new pegboard Shear Center flrom Ames displays a full range of garden shears in one space-saving, impulse unit.

The 47" x 36" styrene wall organ izer offers easy-to-read product information and display space for anvil pruners, by-pass pruners, grass shears, hedge shears and lopping shears.

temperatures without bulky clothing or headgear.

The SwivelReach Truck's ergonomically designed cabin has a fully adjustable seat, foot pedals, steering wheel and right arm rest. Windshield wipers. and defrosters ensure a clear view. The operator sits sideways to the Ioad for maximum visibility in all directions.

Made of durable plastic, the holder can stand upright for use as a trash can or be laid on its side for raking into the bag. A tapered edge eases sweeprng.

Exactly Level

A new Angle Finder level from Excalibur Hand Tools increases accuracy to plus or minus one half degree. Constructed of extruded aluminum and nvlon. the

level comes in single and double plumb combination models, in silver and yellow anodized finishes. Its barrelshaped acrylic vials are guaranteed against leakage for the life of the level under normal usage.

Introducing a New Product?

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

A Sight For Sore Ears

Intego products from Racal Health & Safety combine sight and hearing protection into a single unit meeting ANSI and OSHA requirements.

The comfortable, attractive spectacles, goggles and hearing protection may be used alone or integrated for combination systems. A wide range of frame colors and lens choices will be offered, as well as a prescription lens insert for the spectacles and goggles.

Oaer 300 Exhibitors and 3,000 Delegates THE TIst ANNUAL CONVENTION AND BUYING SHOW of the FTORIDA LUMBER & BUILDING MATERIAL DEALERS ASSOCIATION featuring The Latest Product Lines . Seminars . Golf & Tennis Tournaments

Door Prizes . Seminars by Bill Lee and Dr. Calvin Peters

Lunch with Larry Csonka and Larry King

The Lettermen In Concert

SEPTEMBER 14 - 16,1991, Marriott's World Center Orlando, Florida

FOR EXHIBIT AND REGISTRATION INFORMATION, CONTACT: FLBMDA,INC. 905 Lee Road Orlando, FL 32810

Plastic Lumber Use Increasing

Plastic lumber, once considered a joke, is becoming a fact of life as technology seeks new ways to recycle discarded plastic containers.

About two dozen small companies are now producing plastic lumber products. Frost & Sullivan estimated after recent research that production will reach 151 million pounds by 1995, up from 30 million in 1990.

Despite being environmentally correct and resistant to moisture damage and insects, the "wood" is not widely available. Products include decking, fencing, landscaping "timbers." and outdoor furniture. The plastic material is more expensive than the realthing, ranging from $4.50 to $12 for a 2x4.

Mike Modansky, senior wood products merchandiser for Home Depot, has explained that his stores don't carry it because the price "still is not at a level where I feel I am giving my customers value."

Other considerations include the lack of a track record for nail and screw holding, ability to withstand temperature changes and giving off toxic fumes if burned. Although it does not leach chemicals, researchers worry about a lack of testing and control.

Some environmentalists resist recycling plastic into products other than their original forms, saying that it encourages the use of virgin plas-

tic. They maintain bottles should be recyled to bottles and jugs to jugs.

Peachtree Windows and Doors is one of the first building materials manufacturers to use a recycled wood substitute. Moistureshield, a composite of recycled plastic and waste wood fibers manufactured by Advanced Environmental Recycling Technologies (AtsRT) in Arkansas and Texas, is being phased into their product line.

Peachtree uses the material as sills for its patio doors and entry door systems and in top and bottom door rails as a moisture barrier. Additional applications are planned.

"This composite material addresses a well defined need in our industry, specifically the moisture related problems associated with wood swelling, warping and rotting," according to James R. Hewell Jr., Peachtree chairman and ceo.

"Peachtree and AERT are also making a significant contribution to the environment," Hewell said, "by converting two primarily waste materials into usable products which address consumer needs and can last for the lifetime of the home."

Moistureshield does not require chemical or preservative treatment and can be sanded, painted, drilled, screwed and sawn. lt is designed as an alternative to clear grades of old growth lumber.

KEEP BETTEN TNBS orf r0un BUSTilESS

The Random Lengths 1991 Big Book is the largest, most comprehensive directory of forest products buyers and sellers ever, with 937 pages and 7,309 company listings. Included are hundreds of brand-new listings.

There are 50 different sections, divided by product and region for quick access and reference. The listings are expertly organized, easy to read, and packed with detailed information. Company profiles. Key personnel. Products manufactured and distributed. Special services. Tiansportation methods. Addresses. Fax numbers. Phone numbers. And, every company listed has been contacted to veflrv accuracv.

There's no more cost-effective wav to increase vour customer or supplier base, find hard-to-locate items, conduct surveys, build a mailing list -- you name it. So order today!

Multiple Copy Discounts per book:

I copy: $145 2-5 copies: $135

6-24 copies: $125 25 plus: $100 Return book(s) for full refund if not satisfied in l0 davs.

Mail to: PO. Box 867 Eugene, OR 97'K0-0867 Phone: (503) 68G9925

of bondtng normally requlres o sper;lal trip ta the landfiIl.

Employeeslnte the danga ond work to transter to dumpster or truck. A lew minutes uhen unpacking untts, results ln thts @mryt asily stord oahnble wap, olrady stored ln a steel drum for dispoul ortd so,le?ihc "Btod-Adc"-Etcgt to Bty-Cutly to be rlchorlt.

Lr,ca Than 20 lltinutec The ..BANI).ADE"

. .to. . .This

E lrslt)t:NTIAL remodeling in fI the U.S. is a more than $ 100 billion a year business. And attracting small remodeling contractors can ensure a steady slice ofthat business on basic high margin items.

I:ntirely built up areas are especially ripe for remodeling sales. New construction is minimal. Projects are usually small scale and done by smaller contractors. Unlike the huge contractor who puts in a 100 or even I0 unit project, they aren't staffed with a person whose job it is to search everywhere for the best deal and squeeze margins to the absolute minimum.

"Our area is all built up. You have to tear something down to build

Story at a Glance

Ways to sharc In the growlng re modeling rnarket . . . aflluent built up areas have morc srnall rcmodelng @ntlactors, buuer + i-yers... attract them with spe ial services, hours, advertising.

Build Rapport

Company-sponsored seminars offering selling tips to remodeling contractors can strengthen relationships between dealer and customer.

Builder Way, Greenville, S.C., co-sponsored with Owens-Corning Fiberglas five seminars at a local hotel, offering tips on how to educate and sell homeowners on

How to hook the small remodeling

something new," says llob Clauss, general manager of a lumber yard specializing in remodeling sales. Last year was his company's best in its 68 year history.

Aflluent areas are also more apt to hire a small remodeling contractor. Remodeling is more than basic maintenance. lt's additions and alterations, and it takes money.

Clauss' trading area includes homes from $400,000 to $4 million. "lt's an area that requires two people in the house to work," he says. "They don't have time to do-ityourself. They're too busy working to make the house payment."

They usually hire a professional for additions or changes in the bedroom, den or bathroom.

Working the contractor's hours are a must for a store. They need their materials early in the morning, before they start their work day, and often drop by in the afternoon to shop for the next day's job. Clauss stays open from 7 a.m. to 6 p.m.

In many areas, speaking Spanish makes things easier. "Even if the contractor speaks both English and Spanish, the handymen usually speak Spanish," says Clauss. "l've got two Spanish speaking guys in the

With Remodelers

roofing and insulation upgrades as part of remodeling projects. Attendance ranged from 20 to 80 contractors per session.

"The program allows contractors to feel good about our company and helps get our name out," said Builder Way marketing director Jim O'Brien. "They know who we are as a result."

back and I wish I had one more up front. "

Special service must be given to them to keep them returning. Contractors don't have time to wade through a big warehouse for a half dozen studs, wait in line and load their own truck. "They can't wait around," says Clauss. "l tell the contractor l'll have him out of here in l5 minutes. lt's the old pullthrough lumber yard here. My guys throw the stuff in the back of his truck, he signs a receipt and he's out of here."

Advertising is necessary not only to attract professional remodelers but also to interest the homeowners who hire them. Clauss' top mover is 2x6 redwood decking. The small yard sells about seven truck and trailer loads each year. "l keep the price down and advertise the hell out of it," he says. "My advertising budget will get up to 50ft of gross."

But ads don't promote the boards. To interest the homeowner in remodeling, they advertise the concept. "l sell the view," explains Clauss. "l say put this deck on and you can have the ocean. Think about the barbecues you can have on it."

Standard 2x6 decking is priced low, but he also makes a larger margin on underpinnings, deck screws, sealers, finishes, pilings, cement bags and other extras.

His current advertising program showcases beautiful seascapes, professionally photographed from local homeowners' decks. A banner across his Yellow Pages ad announces, "We'll plan decks!"

They will often come into the store to select the decking themselves, to be installed by the contractor. Remodeling sales come from building a relationship with homeowner and contractor.

NEWLITERATURE

Plggyback Rldeg

An 8-p. intermodal services booklet is lree from llay Area Piggyback, Inc., 560 Lennon Lane, Walnut Creek, Ca. 94598. (800) 950-9009.

Forest Products Worldwlde

A l0-p. profile of customized forest products supplier Hancock Lumber is available from Hancock Lumber lnc.. (800) 547-2550.

Glulam Gulde

"Gfulams," a 24-p. product and application guide, is free from American Wood Systems, Box 11700, Tacoma, Wa. 9841 l.

Capltallze On ldle Inventory

Information on how to earn a federal tax deduction by donating excess inventory to charity is free lrom National Association for the Exchange of Induslrial Resources, 560 McClure St., Galesburg, il. 61401.

Shake Makers

The l99l Cedar Shake & Shingle Bureau membership directory is $25 ($10 ior members) irom CSSB, 515 I l6th Ave. NE, Ste. 275, Bellevue. Wa. 98004.

Kitchen Gabinet Sources

The l99l Directory of Certified Cabinet Manufacturers is free from the Kitchen Cabinet Manulacturers Association, Box 6830, Falls Church, Va. 22040.

Discover Cypress

"Cypress: The Distinction You Deserve," a brochure on interior and exterior applications of cypress, is lree from Southern Cypress Manulacturers Association, 2831 Airways Blvd., Ste. 205, Memphis, Tn. 38132. (901) 3462222.

FOR PROMPT SERVICE

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

Particleboard Survey

The 36-p. 1990 World Capacity Survey: Particleboard & Medium Density Fiberboard is $15 plus postage lrom National Particleboard Association, 18928 Premiere Ct., Gaithersburg, Md. 20879.

Garden Cards

A set of 14 point-of-purchase cards profiling lawn and garden tools is available from Ames, Box 1774, Parkersburg, W.V. 26102.

Full Decks

Deck Plans, a 96-p. set of deck addition plans and instructions, is $8.95 lrom Sunset Books, (800) 227-7346, or in California (800) 321-0372.

D-l-Y Album

Popular Science Do-lt-Yourself' Yearbook 1991, a 192-p. hardcover collection of the year's best projects, is $2 I .95 from Better Home & Garden Books, 1716 Locust. Des Moines. Ia. 50336.

Updated Outdoor Bullder

The revised 512-p. Homeowner's Complete Outdoor Building Sook is $16.95 plus $1.50 postage lrom Sterling Publishing Co., 387 Park Ave. S., New York, N.Y. 10016.

Natural Gardening Tips

"Thirty Ways to Save the Environment," tips on becoming an environmental gardener, is free from Garden Way, l02nd St., 9th Ave., Troy, N.Y. 12180.

Composite Moulding

Information on Woodmat composite wood fiber mat for moulding applications is available from Canfor, Box 49420, Bentall Post Stn., Vancouver, 8..C., Canada V7X l85. "Overview," a 32-p. update on Canfor's operations, is also offered.

Advertising

BUTLDING SUPPLY BUSINESSES

Several lor sale in Mountains olNorth Carolina. One at 5806 of asset value doing 2MM plus. Call Tom Bass. New South, Asheville, N.C. (704) 254-8700 lbr info on this and others.

FOR SALE

Hard to find items, long lengths, custom timbers, special patterns. Clear cedar to 4x12, clear & clear hrt. redwood to 4xl2 and 6x8, C & Btr Doug fir to 4x12. Call Product Sales Co. (714) 998-8680. Please see our ad on page 4.

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. linel $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad 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 (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

SLATWALL SYSTEMS

WANTBD TO BUY

All types of building materials, hardware, closeouts, overruns, irregulars and buy backs.

CALL COLLECT:

Spencer Parker or Bubbo Morgan 2nds in Building Meterids, Inc. Phone: 615-E9-tZ)3 Fax 615-t!flf-1429

Future Dates

Check our Calendar on page 18 for information on upcoming conventions, meetings and trade shows in your region.

Hardwood treasures of the South Pacific

l\ ENSELY wooded thoug,h nor l/ densely populated, the South Pacific's Solomon lslands are heavily committed to exporting tropical hardwoods.

Situated I,500 miles north ol Sydney, Australia, and east of Papua New Guinea, the chain of volcanic islands extends for 900 miles, consisting of Guadalcanal, San Cristobal, Choiseul. Gizo. Malaita. the Santa Cruz lslands, and many islets. The smaller islets are no more than Iow coral atolls with enclosed lagoons. The larger islands rise to high, rugged peaks covered by tropical rain florests, containing a mix of kauri pine and hardwoods such as Australian white birch, water gum and kauvula.

In fact, 930/o of the Solomons' 16,000 square miles are forests and woodlands. Timber is second only to fish as the islands' top export.

Australian white birch (,5<'hizomeria ovata) is also known as hambia, malafelo and bea bea in the Solomon lslands; schizomeria in Papua New Guinea, and crabapple, humbug or squeaker in Australia. The species has a very wide sapwood which blends into the creamy-brown heartwood. Grain is fairly straight to

interlocked, texture fine and even.

The wood is average in weight, strength and steam bending properties, but non-durable. It dries with little degrade and medium movement in service, and is easily worked, glued, stained and polished to a good finish. Uses include colTin boards, turnery, shelving, interior joinery, plywood, match splints, furniture framing, furniture, cabinetry and decorative veneers.

Water gum includes numerous species from the family Myrtac'eae grouped and collectively sold as PNG water gum. lt is also found in Malaysia and Papua New Guinea as kelat and in Australia as satin ash.

Properties are widely varying: heartwood color from gray-brown to reddish-brown to chocolate-brown with a purple cast; grain from

Story at a Glane

Rugged Solomon lslands north of Australia ar€ 9ifo/o covered by tropical rain iorests. big export business batures diverse selection of hardwoods.

straight to interlocked, wavy or irregularl texture from medium to fine, and weight from moderate to heavy. Moderate in strength and durability, it is prone to end splitting and face checking when kiln dried lrom green. lt works fairly easily with a blunting effect on cutting edges. Pre-boring is required for nailing. lt accepts glue, stain and polish.

Water gum is used lor furniture and cabinet work, ship building, general construction and joinery, light flooring, tool handles, turnery, sporting goods, hardboards and blackboards. Treated wood goes into piles and railway ties, selected logs into decorative veneers.

Less suited for rougher applications is kauvula ( Endospermum medullosum), also called endospermum, sasa and hongopo by Solomon lslanders. lt is also grown in Papua New Guinea as New Guinea basswood and Fiji.

Upon exposure, kauvula's heartwood matures from cream-yellow to straw-biscuit. The grain is usually straight, but occasionally interlocked or wavy, and coarse in texture.

The light, soft, weak, non-durable wood has poor strength and steam bending properties, making it unsuitable for construction work. It does work easily with hand and machine tools, yet tends to be woolly due to interlocked or wavy grain. Straight-grained material provides a clean, smooth finish. lt nails, screws and glues well, and may be stained or polished to a nice finish.

Selected grades are used for furniture, cabinetry, light framing, internal joinery, light flooring and turnery. It also goes into plywood and decorative veneers for paneling and doors.

Engineered Wood Products

(Continued from page 9)

xl2 has a2,900 psi bending strength rating.

These products can be attractive and suitable for exposed application such as cathedral ceilings or skylight headers as well as structural uses. They also come in a variety of sizes with lengths up to 66 feet and standard widths up to 5-l/2 inches.

The markets for engineered products are growing rapidly. The LVL

market is expected to double within 10 years and the demand for l-beams is projected to double in just five years. We will be seeing more usage of untraditional species.

The fourth paradigm shift in the industry is that of delighting the customer instead of racing towards production records. Historically, the forest products industry has been production driven with little distinction between competitors' products, a deafear towards requests for customer service and sometimes only a passing interest in product quality.

R,qdiofo Pine

For those who want a tomorrow in the industry, those days will have to be history. We have to find ways to delight the customer with our products and services. We must learn their needs and satisfy them.

Changes in our industry's raw materials, markets and products will not allow for business as usual. We must become adversaries to those who would lock up our forests, be unrelenting in our pursuit to find new and better ways to utilize timber species and wood products, and seek ways to satisfy our customers.

TH CL V/ ER for

E EAR INN

wood mouldings ond millwork

Leeco Mouldings is o division of New Zeolond's lorgest Rodioto Pine Forest owners, with continuing occess to o corefully monoged plontotion resource.

Estoblished for over 50 yeors, Leeco is now o moior supplier of Rodioto Pine remonufoctured products to the New Zeolond, Austrolion, Asion, Europeon ond U.S. morkets.

01{ HAI{D lor open house celebrating completion of a state of the art conversion of Great Southern Wood Preserving's Conyers, Ga., treating facility: (left to right) Ed Thomas, Mike Bradlord, Randy Poynter, David lrwin, 0smose v.p. Paul Goydan, Great Southern pres. and ceo Jimmy Rane, Great Southern sec./treas. Tony Rane, Great Southern exec. v.p. Greg Rane, U of Georgia head football coach Ray Golf,

Atlanta plant gen. mgr. Bob Worlel, Great Southern national accounts mgr. James Davis, Alan Long. More than 250 attended the rededication of the plant which now has a 15,000 sq. ft. office featuring a glass enclosed gazebo constructed from Osmose pressure treated timbers.

!.\ -i:.

WM356 Coloniol Cosing in Rodiolo Ptne

Obituaries

Eugene Marion Perrson. 68. president of Pearson Lumber Co.. Memphis, Tn., died May 17, 1991, in East Memphis.

Born in Clarendon, Ar., he moved to Memphis in 1952 to work for the old Townsend-Robertson Lumber Co. He later joined M. W. Smith Lumber Co., Jackson, Al,. returning to Memphis in 1958 to start Pearson Lumber Co. He also operated a sawmill in Clarendon during the 1960s and'70s.

Mr. Pearson is survived by his widow, Maida, four daughters, one son, a sister and a grandson.

H. E. "Hrm" Stnders, 82, president of the old Sanders Lumbei Co.. Meridian, Ms., died of pneumonia May 25, 1991, in Birmingham, Al.

A leader in the southern oine industry, he retired after Amerjcan Can Co. took over his firm in the 1970s. He served as 1970-71 chairman of the Southern Forest Products Association and president of the National Forest Products Association.

Mr. Sanders is survived by his widow, Ethelyn, three daughters, a sister, nine grandchildren and five great-grandchildren.

The Packwood Forestry Bill

The "Forest and Families Protection Act of 1991" (see editorial, p. 6) was introduced May 23 in both houses of Congress. Senator Bob Packwood (R-Or.) introduced the bill in the Senate, with Congressmen Jerry Huckaby (D-La.) and Al Swift (D-Wa.) sponsoring the House bill. Between the two bills, nine Republicans and six Democrats signed as co-sponsors.

The legislation would have two principal partsinterim and longtermto address forest management problems on federal lands in California, Oregon and Washington.

The interim program would last for three years and provide for old growth and spotted owl protection and an assured timber sale level. It would establish an economic adjustment program to provide economic diversification and stabilization grants to communities and unemployment retraining and relocation benefits to adversely affected workers. It would also provide for development of an old-growth research program.

During the interim, a long-term program would be developed to: (l) establish an Old Growth Reserve, (2) designate ecologically significant old growth areas to the reserve, (3) provide for protection and management of reserve areas, (4) ensure conservation of old growth dependent species, and (5) provide a degree of certainty under the Endangered Species Act and other wildlife laws. New procedures, standards, and guidelines would be

developed to strengthen revision and implementation of National Forest and Bureau of Land Management plans. The research program would continue for two more years for basic research and monitoring. The economic adjustment program would continue for three years.

This legislation is supported by NLBMDA and the Timber Industry Labor-Management Committee, consisting of the United Brotherhood of Carpenters and Joiners of Americal western Council of Industrial Workersl International Woodworkers of America. U.S.: AFL-CIO; American Forest Resource Alliance, and the National Forest Products Association.

News Briefs

(Continued from page I6)

Convenience Products donated insulating foam worth $97,000 to Habitat .lbr Humanity International ...Lowe's Charitable and Educationol Foundation, North Wilkesboro, N.C., a $5,000 grant to the Ashe, N.C., civic center Builders Square, San Antonio, Tx., $5,000 to "Graduate Safe" ... Home Depot, $200,000, Atlanta Outward Bound;$3.000. a Richardson. Tx.. home for teenagers. . Wood Machinery Manu.facturers o.f' America, $35,000 per year for three years to a wood machinery and cutting tool research program at North Carolina State University.

Honrc Dcpot Hltr Jackpot

Home Depot's 1990 earnings were over the top at $3.82 billion. Chairman and ceo Bernard Marcus and president Arthur Blank sweetened this announcement to stockholders with news that the company plans to grow from 148 stores to 355 within four years.

In unrelated action. Cobb County, Ca., named Bernard Marcus its highest paid executive at $1.587 million with Blank second at $1.378 million.

Manvllle Changes Name

Manville Forest Products, Atlanta, Ga., has changed its name to Riverwood International Corp.

The company will operate through five divisions: wood products (lumber and plywood), paperboard, packaging, Brazil and international. Thomas H. Johnson is president.

-'imaginn thc possibil;itin ,"rffi

With the right wood products, there's no limit to the things you can do.

In this day and age, the need for higher quality building materials is surfacing in places you never z thought possible. To meet the demand, New South continues to be a leading source in the supply of superiorwood products. From our Southern Pine dimension, timbers and boards, to our lattice, decking and other pressure treated products, you can count on quality that exceeds the expectations of your toughes! most innovative and demanding customers. We offer a wide range of pressure treated products proudly bearing the New South name plus a guarantee of dependability backed by our lifetime limited warrantv So check out our comnlete line of New South oroduct limited warranty. complete products. Contact New South today about our Preferred