markets in 13 Southern states
Stay on top with the top line, Osmoseo WeatherShieldo Brand wood products, with the originalwater repellent ddifive forireated lumber. WeatherShield water reoellent minimizeswarpinq, splitting, crackinq and cubpinA aused by weatherin€ cycles - reducing expensive call backs and inventory'dafrage. And Weather:Shield@ Bran-d 'ood pr6ducts are blclied with a limitdd liTetime warranty aSainst termite attack-and fungal decay.
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available. Single copies-S3; back issues-S4.so when available, plus shipping. lffgE 0t l00lEtt .Send address label from recent issue il possible, new address and zip code. lull0llS ?i0DUCIE 0|0EEI is publishe tected and must not be reoroduced in any manner without written permission. All Rights Reserved. Building Products Digest assumes no liability lor mate.ials lurnished to it.
Homeowners prefer to build their deck and fenceswith redwood. It's just common sense. After all, nothing else comes close to dry redwood's prestige or matches its long-lasting beauty.
Untilrecently, everyone paid a premium for the privilege. Now the rules have changed. L-P's Desert Dr;SRedwood supplies the quality and performance your customers want at a fraction of the price they'd expect. It's dried to industry standards, then trimmed, surfaced, and shipped in a weather-resistant wrapper, so it's protected and look great in the lumberyard.
Louisiana-Pacific's Desert Dry Redwood sells itself and brings in high profits. It comes in allthe popular grades and sizes, including: Construction Heart, Construction Common, and B Grade tn2x4,2x6, and 2x8 dimensions, and is available in lengths up to 20 feet. We're spreading the word. So don't be surprised when your cus-
tomers demand Louisiana-Pacifl c's Desert Dry Redwood. When they learn how affordable dry redwood can be, they'llstart lining up at your door. After all, it's just common sense.
For more details, callus today in northern California at (7071443-75rr.
I ET'S TALK about signs. And we don't mean ! whether you're a Virgo or a Gemini. We mean the kind posted in offices and stores.
Signs can say a great deal about a company. We're all familiar with offices adorned with signs, notes and posters about how screwed up operations are, how screwed over the employees are and how nothing ever seelns to go right. It's not our idea of a positive work environment that encourages employees and management to be more effective.
Retail store customers are often bombarded with negative signage, starting outside with No Parking, Hours Closed (nothours open) and lawyerly warnings that if anything happens in the yard or parking lot,just forget about any help from the store. Inside are shoplifting signs virtually accusing the customerof being dishonest. These are followedby No Retum policy statements that can run four or five
intimidating paragraphs. Signs like this always make us wonder why we're in the store in the first place.
As for a foolproof signage system for finding stuff in the store, it hasn't been invented yet. Gigantic letters look great in photos but are sometimes too big to be easily read from the showroom floor; displays often block the view. Tiny signs can easily be overlooked. Arrows that point straight up lead some to wonder if the inventory is suspended from the ceiling. Some of the so-called floor layout maps we've seen are guaranteed to baffle all but a cartographer.
Take a fresh look at the signs where you work. Are they positive, enthusiastic without being excessive? Would the message make you more productive? Review all signs to see if the tone can be shifted from a negative (hours closed) to a positive (hours open). Make certain all are customer-friendly and do everything a sign can do to let buyers know you really care about their interests.
Following a 2l to 0 with one abstention vote of approval from its members, American Lumber Standards Committee's Board of Review is moving ahead to create a consensus third party overview program for pressure treated wood products.
With authorization to accredit and monitor quality control agencies involved in the inspection and analysis of treated forest products, the group will draft enforcement regulations and policy. These will be submitted to the full American Lumber Standards Committee for approval at the fall annual meeting.
The concept of ALSC serving as an overyiew organization came from an ad hoc industry steering committee formed in October 1991. Most treated wood associations and agencies including American Wood Preservers' Association, American Wood Preservers Bureau, American Wood Preservers Institute, Southem Forest Products Association, Southeastern Lumber Manufacturers Association, Southern Pine krpectionBureau, TimberProducts and Western Wood Preservers kstitute were represented.
A National Forest Products Association task force determined in 1989 that a single uniform system of certification was needed to remedy the fragmentation of quality control, certification and inspection of treated lumber. The lack of a single consensus overview program was determined to cause difficulties with model codes, specifi ers and purchasers and state legislative bodies as well as to impede promotion of treated wood products, consumer education and acceptance in international markets.
Switching from product category to regional organization, Willamette Industries, Inc. has divided sales for its building materials group into western, southern, Atlantic andengineered wood products.
Eugene Walters has been named general sales manager for sales from westem operations, including lumber and plywood from Willamette's Oregon mills and Duraflake and Korpine particleboard and custom products.
Ed McMillan is now general sales manager for sales from lumber and plywood operations in Louisiana and Arkansas and particleboard and MDF sales from SurePine, Surelam and
Bill Burktrolder is general sales manager of sales from lumber and plywood mills in North and South Carolina and the Bennettsville, S.C., MDF plant.
Steve Killgore is general manager for the engineered wood products group including Bohemia Glulam, Structjoist and Structlam.
Georgia-Pacific Corp. temporarily
closed southern pine plywood plants in Cedar Springs, Ga., Russellville, S.C., and Talladega, Al., and southern pine stud mills in Russellville and Fayette, Al., June 15.
An additional six southem pine plywood manufacturing facilities and 16 southern pine sawmills were put on reduced operating schedules.
The curtailments are necessary to get inventories back in line with current demand, according to David R. Fleiner, vice president-structural panels, and Willie L. Duke, group vice presidentsoftwood lumber.
The responsibility placed on those pro ducing columns today continues to mount, since even this long and valued tradition must also offer creative flexibility as well as functional durability.
ll has become expected that our columns and capitals will always mect design standards according to the Orders of Architecture, and the variety
of styles available provides the desi€ner with creative flexibility - all backed by more than ninely years of experience and our unprecedented wananties.
C-all us today or write for more information about our continually expancling product line and to learn why specifying Hanmann-Sanders columns results in so many Beauriful Choices.
I S YOLJR sales staff uptospeed onthe I benefits of glued laminated timbers?
Most designers, builders and contractors have come to appreciate the endless sizes, spans and shapes. They want the product for its load carrying capability and near elimination of checking, twisting, warping and shrinking which plague solid-sawn timbers. Is your company ready to provide the product and service they need?
Tom Willian$on, executive vice president of the 40-year-old American Institute of Timber Construction (AITC) which claims to have fathered the development of engineering and quality control standards for structural glued laminated timbers, believes in knowing what you're selling. "To provide customers with the best solutions for their building projects, lumberyard personnel must have a working knowledge of glued laminated timber," he emphasizes.
The next key to sales, he says, after yard personnel have developed comprehensive product knowledge, is developing a relationship with manufacturers and wholesalers that allows delivery of glulams on a relatively short three to five day schedule. One or two day deliveries may be possible with high volume operations, but most glulam customers rcalize that they're buying a specialty engineered wood
product and plan for longer delivery periods, he adds.
With many sizes (lengths up to 60 feet down to quick-delivery small stock beams for window and garage door headers) and shapes plus three appearance grades available, even the best stocked lumberyards can't inventory all the glulams available. However, Williams points out, on-site samples can satisfy the theory that "nothing sells wood better than its actual look and feel."
Virtually all glued laminated beams made in the U.S. conform to the manufacturing and quality control specifications of the American National Standards Institute standard ANSI A 190. 1 - 1983. The AITC quality marks stamped on a glulam assure conformance with all ANSI quality requirements, Williamson stresses.
How a yard can get readyfor prcdicted incrcased glulam demand. an informed staff and a good supplier are needed... AITC can help with literature and a software program.
A recent study by George Carter and Affiliates predicted that glulam sales will more than double by 2000, compared to 1990 levels. To help dealers prepare for this, AITC has ready a large stock ofdescriptive glulam product literature. They also have given lumberyard service a big boost with the development of the GL Sizer computer software.
Sponsored by AITC, this program designedfor IBM and IBM clones helps lumberyard personnel quickly and accurately determine the conect size of glulam beams for virtually any job. Using the customer's description of spans, loads, slopes, etc., the program determines sizes step-by-step for each individual member with applicable stress combinations for the optional beam sizes generated. It can provide a comple0e engineering analysis with all of the necessary information for engineering review.
The user friendly program has a detailed user manual as well as an 8(X) assistance telephone number. Convinced that the program's performance will help dealers expand glulam sales, AITC has priced it under $50, Williamson says.
Both glulam literature and computer software are available from AITC headquarters in Vancouver, Wa., phone: (206) 254-92i2-editor.
GLUED laminated timbff allorys open space spans for residentialfamily room.EALERS will indirectly benefit from an American Wood Systems (AWS) campaign to increase demand for engineered wood products by 60 million board feet over the next five years.
Established last yearto provide quality auditing, marketing and product and systems research services for manufacturers of glulam beams, I-beams and other glued engineered wood products and systems, the organization represents more than half of U.S. glulam production, according to executive vice president Michael O'Halloran. It is a nonprofit related corporation of the American Plywood Association.
Production, identified by the APA EWS (Engineered Wood Systems) trademark, is projected to be approximately 150 million board feet this year, a 6Vo increase over 199 1. Production in I 993 and beyond should be even better, O'Halloran notes, as both residential and nonresidential construction markets rebound from the recession.
Elements of a multifaceted program to increase demand were reviewed at a recent meeting of the APA Engineered Wood Systems Advisory Council, an industry group comprised of glulam distributors and wood roof system erectors. Nucleus of the program is a highly trained wood systems marketing team, development of computer aided wood systems design software and implementation of a qualified roof erector program.
The wood systems marketing specialist team is already in place to reach and assist engineers, architects and building owners. Supported by the APA technical service division, it will encourageuse of wood systems, thus helping dealers. "The addition of glued engineered wood products to the mix we represent gives the industry much greater ability to provide the total system design services that the construction market requires," explains Doug
Engineered wood systems marketing push to help deaF ers...6% sales growth expected this year. APA's American Wood Systems takes lead with marketing team and computer software development.
McNeill, APA field services division director.
Computer aided design software will enhance integrated wood system design. Tentatively called Woodcad, the first two programs will be released this fall. One will analyze, design and estimate the cost of flat wood roof structures. The other will allow the user to
analyze and design continuous wood beams and joists using glulams. Bidding wood systems against competing steel systems will be much simpler, O'Halloran said.
More glued engineered wood product publications, increased face to face promotionof the APA EWS trademark to all segments of the specification, construction and distribution markets and expansion of staff and membership are additional goals.
Dealers can increase their sales of engineered wood products by utilizing the impetus of this product awareness Program.
! HEY ARE not an obvious profit center. You typically I won't sce racls full of them even at the 100,000 sq. ft. "we have it all'home center. But columns can bring a siore an upscale image and an upswing in profits, even if you're tight on storage and display spacc.
'Columns carry a high markup because even though they look and feel expensive, they're not,- says Bill Anders, Pacific Millwork Inc., Marysville, Ca. "It's a nice accessory business for a lumberyard." Think of columns, you think of the massive marble pillars of ancient Greece and Rome or the stately supports of the plantations of the Old South. But use ofcolumns is spreading across the country and from out front to indoors.
Anders estimates that at least two-thirds of all columns are now used inside the home, as room dividers and pony walls, near entryways or to divide living rooms from kitchens. It's that look ofindoor elegance that has rejuvenated the column business in the 1990s.
The key for the retailer is to get consumers thinking about applications for columns in their own homes. "You have to show the customer what they're like to create an idea, a concept, a value," Anders said. "People want to buy a certain feeling. When they can see a column in a classy display with brochures to take home, it gets their minds working.
Consumers who can see, touch and feel the products and hold on to brochures explaining the ease of installation and showing creative room settings become likely sales. Pacific Millwork and Henderson, Black & Greene have created a new display, 6 feet long and 8 feet high, featuring three fullsized columns. "Most retailers put it near the front of their store, and it stops people cold," he said. "It's like a magnet. It's one of the most beautiful displays there and people then pick up the brochure."
And because columns are not weekend projects done on a whim, a large inventory is not necessary. "There are a few retailers who inventory some of the more popular sizes in interior columns, 8 feet high and 8, l0 and 12 inches wide," Anders said. "They'll have two to four of each on hand, but the majority don't stock them in inventory. Service (from distributors) is so good, they can literally receive the next day what they sell off their displays."
Three major types of columns are available: wood, aluminum and fiberglass. Traditional wood columns are usually milled from pine or redwood for indoor or outdoor use. Wood is easy to work, install and maintain. If it cracks, it can be puttied, sanded and refinished without much trouble.
Golumns offer high image and high mar- gins... how to display and inventory them wood vs. aluminum vs. fiberglass.
Wood looks good and feels warm. "It has the touch and feel of elegance," said Ted Carlson, HB&G, Troy, Al. "It's what a column is perceived to be. If you rap on it, wood gives that solid, secure sound. People expect it to be wood."
Wood columns also offer add-on sales opportunities. "The misconception is since they usually include the cap and base, they come complete," Anders said. "Actually they first must be sealed properly, sanded properly and finished properly. You can sell sealer, sandpaper, paint brushes, wood putty, primer, topcoat and connectors."
The drawback of wood is its durability outdoors. They require regular protection for weathering and insect attack, repairs and repainting. Aluminum columns are now available whichreplicate wood'sbeauty and load bearing strength, but eliminate the durability and maintenance problems. *They are used a lot in remodeling to replace deteriorating wood columns," said Jim Moseley, Columns, Inc., Pearland, Tx. "People have wood columns, they rot out and they replacedthem with wood columns, which inturnrotout, and the process continues. If they use aluminum, it costs less money and they don't ever have to worry about replacing them."
Columns, Inc. produces knock down aluminum columns to make shipping, storing, delivering and installing easier. "Wood columns reqdire a lot of rack storage and trucking space," said Moseley. *With aluminum columns in knock down form, you can fit 50 to 60 in the space of an average office desk."
Aluminum is lighter, easy to install and cut, and comes prime coated or with a baked-on finish, he says. One difference is aluminum columns don't have a taper; they're the same diameter from top to bottom.
Newest on the scene are fiberglass columns. These sturdy supports won't rot or attract termites, and repairs are not difficult. Visador's Marbleine columns are made of 45Vo marble mixed with polymers and spun fiberglass.
The columns are light, easy to handle, saw, drill, glue and screw. They resist fire and impact damage, wet and dry rot, termites, splitting and checking. Th"y must be protected with a good quality exterior paint.
By Kris Spickler Regional sales manager Trus Joist MacMillan
ll OTHING in the building industry l! is so dependable as change. Perhaps nowhere as prominent as in today's framing lumbermarket. Lower quality, tighter supply and higher prices have revitalized interest in the growing category and steady supply ofengineered wood.
Engineered wood includes wood Ijoists, laminated veneer lumber, parallel strand lurnber and Trus Joist MacMillan's developmental aspen composite laminated strand lumber. These large dimension framing members are most commonly used as floor joists, headers, beams, roofrafters, columns and posts.
Representing a high quality altemative for builders, they extend a tremendous opportunity to dealers to sell a value added product with margins higher than those offered by solid sawn lumber. Profit potential is increased because these products minimize waste by allowing the cutting of 60 ft. lengths and eliminating falldown.
Whilethe changing framing lumber market brings some uncertainty, it brings potential to the dealer willing to leam how to sell engineered wood. If your customers haven't already asked for these new generation products they soon will. With a little education of your sales force, assisted by marketing and engineering support from the manufacturer or distributor, you can be prepared to reap the incremental sales and profits offered by engineered wood.
The higher profit potential requires a set of selling skills different from those associated with commodity lumber. However, this shouldn't scare a dealer away. Support is available with local, in-field technical assistance offered by many national rnanufacturers and regional distributors. Co-op adver-
tising programs and instructional schools for dealers are offered by at least one company and its distributors and go a long way inhelping to market engineered wood. In addition, several manufacturers have computer software to assist dealers to efficiently use and make piece cuts from their inventories.
However, marketing and technical assistance will only get a dealer so far. What ultimately counts is a quality productand a dealermustrealize thesevalueadded products bring a wide range of benefits to builders and homeowners alike. These benefits can be used to sell the quality and added value of engineered wood.
Engineered wood offers a builder customer enhanced performance. For instance, wood l-joists deliver a stiffer, morelevel floorwithlesssqueaks. Some manufacturers also have a guaranteed response program to service problems.
Engineered wood also helps keep the cost of quality affordable. Builders can often use fewer pieces to achieve exceptional results. Long lengths for multiple spans, light weight for easy installation and features such as preinstalled knock-out holes for wiring save labor costs.
Pricing of engineered wood is far less volatile than that of commodity lumber. Inste ad of the 40 % price swings common to commodity lumber, engineered wood traditionally has seen price shifts of 5- 10 % , another advantage.
An important selling feature to environmentally conscious customers is engineered wood's efficient use of forest resources. These products use far less wood to frame a typical floor compared to solid sawn lumber and they accomplish it using small second and third growth timber.
The outstanding load bearing char-
acteristics and long span capabilities of engineered wood create tremendous design possibilities and outstanding sales features. However, they can require knowledge of the engineering and detailing pertaining to the products. Computer software is available for easier, speedier and more economical desigr. This is helpful when converting plans from solid sawn materials.
Using thehe$ available and thebenefits of engineered wood, a dealer can develop sales which help both his business andhis customer.
How engineered wood can boost profits technical and marketangsupportavailable unique benefits help dealers sell quality and the added value of products.
TOCKINCI engineered structural ll wood composite framing members requires a dealer to maintain an inventory of appropriatc connectots.
The largest wire diameter recommended for hanger attachment to Ijoist flanges is 9 gauge, the gauge used in lOd common nails. Special lOd x ll/2" nails (9 gauge x l-l/2"), commonly referred to as joist hanger, truss orTeco nails, are tecommended. They are offered by connector manufacturers such a Simpson Strong-Tie.
Hangers for l-joists used in simple fl oor framing are commonly top-fl ange or face-mounted. Though priced slightly higher, top-flange varieties are generally the most popular, because they cost less to install. They have fewer nails because of the top-flange support and eliminate the need to measure for correct joist height.
Face-mounted hangers rely on the shear value of the fasteners intheheader, so more fasteners are required. They also must be measured to the set height of joists. Top-flange hangers usually outsell face-mounted hangers at a ratio of 2to 1, according to Mike Bugbee at Simpson.
Connectors designed for dimensional lumber joists are usually not suitable or appropriate for use with Ijoists. Hangers designed for l-joists provide connection without modification or reinforcement of the joist in most installations, requiring installation of fasteners into the flanges only. They have adequate bearing length to meet joist requirements, side flange heights to capture, then stabilize the joist top flange, and no fasteners in the web area.Optional nail holes are sometimes provided in hangers for special conditions such as cantilever upright requirements. When optional nails are used, web stiffeners are required. Hangers are not recommended for use with joists unless the side flange height is at least 6O% of the joist height, Bugbee points out.
Using fasteners that require nail holes in the joist web or in an insufficient side
Recommended connector inventory. whydimensaonal lumber fasteners won't work with engineered woodmembers... information to sell hangers and nails for ljoists.
flange depth requircs web stiffeners or bearing blocks. Usually hanger side flange nail holcs in the web area also indicate that side flange nails are necessary thus requiring web stiffeners. The height of the flange is important even when hangers requiring web stiffeners are used. The hanger side flange should be of a height sufficient to avoid rotation, especially during installation. The largest nail recommended for web penetration is 8 gauge, commonly called l6d common nail.
Some connectors are designed with special features appealing to builders. Simpson Strong-Tie has developed a bend tab feature for l-joist hangers. This locks a joist bottom flange into the top of the l-joist bottom flange where it is stressed only during reverse loading such as vibration or bouncing caused by people walking or running across the floor. Extensivetesting of full-scale floor systems has proven this feature effective in reducing or eliminating floor squeaks.
If l-joists are used as rafters, slopeable hangers are needed. Some, such as the Simpson Strong-Tie LSSU hanger, are field adjustable for both vertical slopes and lateral skew.
LVL and PSL structural composite beams and headers often require special fasteners because narrower elements are exposed on some surfaces and wider elements on others. Fasteners that are too large in diameter may damage the material. Nails used in surfaces with narrow elements exposed should be no longer than 8 gauge common nails. Nails used in the surfaces with wider elements exposed should be limited to .121" diameter (20d common nail).
An effective hanger inventory specifically designed for the engineered wood products stocked should be kept separate from standard lumber hangers. Single and double memberhangers in top and face mount hanger varieties and the nails mentioned in this article are recommended by Bugbee for a basic inventory.
I F YOU have ever shuffled two differently sized decks of I cards together, you soon realized they were difficult to work with. Similarly, there are situations where using solidsawn lumber with engineered wood can create problems, including undesirable aesthetics, system performance problems and structural inadequacies, that both you and your customer must recognize.
The manufacturing process ofengineered wood disperses and minimizes naturally occurring wood defects and maximizes the potential of the wood fiber by employing efficient and economical shapes, such as the engineered wood I-joist. And emerging technology, such as that being used by Trus Joist MacMillan to make PSL 300 LSL (laminated strand lumber), enables use offast-growing, abundant species such as aspen to further reduce the pressure on old growth timber resources.
The problems mentioned earlier partially stem from a size differential between engineered wood products and solidsawn lumber. Engineered wood is manufactured in widths and depths that generally differ from solid-sawn lumber dimensions.
For instance, if you use a 9-112" deep I-joist and a solidsawn 2xl0 measuring 9-Il4' in depth in the same floor system, you'll end up with an uneven floor surface or a squeaky floor caused by a gap between the 2x10 and the plywood.
A more likely situation is when a solid-sawn rim joist or blocking is used with an engineered wood l-joist floor or roof system, In this instance, structural deficiencies can occur because the solid-sawn blocking or rim joist, being shallower than the I-joist, won't transfer loads from walls, floors or a roof above. This load would instead be transferred through the I-joist and, in fact, could easily crush it at the end bearing support.
Problems also occur when you mix engineered wood with solid-sawn lumber because the two products differ in terms of uniformity. With engineered wood, you always know what you're getting. For instance, if you install a 16foot-long garage doorheader, youwillfindthe twopieces of l-314" wide, ll-718' deep LVL are virtually identical in size, strength and stiffness. On the other hand, the multiple pieces of solid-sawn lumberthat the LVL isreplacing won't always measure the same and defects may cause differences in the strength and stiffness of the various pieces.
The other major problem in mixing engineered wood (particularly wood I-joists) and solid-sawn lumber is that the two products react differently to changes in atmospheric conditions such as temperature and humidity. Solid-sawn lumber is more susceptible to dimensional change from
variations in environmental moisture conditions than engineered wood l-joists.
The moisture content of solid-sawn lumber varies considerably depending on the type of wood,location of the tree it was cut from, type of drying and duration of the drying Process.
It is impossible to accurately predict the actual dimensional change due to varying moisture content in a given piece of wood. However, studies have produced data which represent the average shrinkage for several species ofwood. For instance, Douglas fir may shrink from 3-ll2 to 7 -Il2% from green to oven-dry depending on which part of the log the lumber was cut from. As an example, a green Douglas fir 2xl0with a moisture contentof 3O% placed into an environ-
shrink nearly ll2" in depth. In addition to shrinking, ment with an equilibrium moisture content of 9% may , the solid-sawn lumber may warp, check or split.
Pitfalls of using solad-sawn lumber in coniunction with engineered wood... size ditferentials between two framing methods prevent successful intermingling ... variation in moisture contentcauses problems.
Engineered wood, on the other hand, experiences little variation in moisture content thanks to several controls in the manufacturing process. Thorough drying of the wood fiber and efficient cross sections of many engineered structural wood products make them much less susceptible to moisture-related dimensional change.
The drying processes during the manufacturing of engineered wood reduce the moisture content to a point where it is similar to the average atmospheric moisture content anywhere in the country-approximately 6 to I I %. This similarity between begiruring and in-place moisture content further reduces the possibility of shrinking or swelling in the engineered product.
The dimensional stability, uniform strength characteristics and minimal defects exhibited by engineered wood create a high level of predictability in the performance of these products.
However, these benefits vanish when technologically superior, new-generation products are mixed with solidsawn lumber.
Q INCE ov er 50% of the single fam9 ilv houses built in the U.S. use wood ioof trusses in their construction, these engineered wood products can generate significant profits for the lumber and building material supplier.
The industry has grown to about 2,000 manufacturers since metal plate connected wood trusses were introduced some 40 years ago. Many lumberyards operate their own truss plants and others deal with truss manufacturers on behalf of their builder customers.
Because trusses are the result of special engineering and fabrication, the building supply retailer is dependent upon the fabricator to produce the product his builder customer needs. The dealer should be sure that his fabricator provides the necessary engineering support. The truss supplier should be responsible for specific technical items:
Sealed engineering drawings: Every truss design, from the simplest single pitchhouse truss to a complexhip truss with vaulted ceilings or long-span post frame building truss, should be accompanied by a drawing sealed by an engineer licensed in the state where the truss is to be used.
The drawing ensures that the truss is designed to support the expected loads (also shown on the drawing), that the forces and stresses in the truss do not exceed the allowable strengths of the lumber grade, size and species used, and that the metal connector plates will be of sufficient size to tie together all members and transfer all forces. The drawing is usually computer generated.
Layout plans: Misplacement in complex roof and floor systems may cause geometric problems, such as uneven roofline or ceiling line, or impose a concentrated load in the wrong place. Girder trusses, which support large areas, and drag trusses, which resist earthquake loads, must be placed exactly,
Repair drawings: Authorization
from the design engineer is needed before any member can be cut or notched if kusses are damaged at the site or need modification. The truss supplier should provide this.
Bracing instructions: Both temporary and permanent bracing are required on a roof truss system. Temporary bracing holds trusses in place once erected, but before being sheathed. Permanent web bracing as part of the truss design is shown on the engineering drawings.
Tags: Brightly colored tags indicate which webs are to be braced. where the truss is to bear (ifnot at the ends), and where additional loads frame into the truss. Tags can prevent costly field repairs.
Quality control: Both an in-plant quality control program and "third party" inspections by an inspection agency are required.
Code compliance: Building officials may request documentation of connector plate approval by a major code agency. If required, it should be obtained by the fabricator from the plate manufacturer.
Communication with design professionals: A truss fabricator should discuss a project with the owners and designers before the plans are drawn to better adapt the building to truss use and minimlze delays and problems during final construction.
Information in this article was contributed by Chris Dudeh chief engineer, SheIter Systems Group. A licensed engineer in 36 states and a member of the Wood Truss Council of America engineering review committee, he has 15 years experience in truss manufacturinge dit o r.
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Cofer Brothers, Inc., Tucket, Ga., remodclcd, adding a window and door showroom... FoxworthGalbraith Lumber Co. is in business at its newly acquired Red Oak Tlue Value Ha rdw ar e,W axahachie, Tx., Mike Moorc mtr., a grand opening soon. .
Builders Sqtnre opened a 107,000 sq. ft. store in Manassas, Va., and committed to relocating a West Palm Beach, Fl.,storc. Home Base, Inc. will open a Tulsa, Ok., location this fall. . . Collins Lumber Do-It-Cenler opened a 10,800 sq. ft. location in Ada, Ok.
OneSource Home & Building Cenfers, North Little Rock, Ar., and May Supply Co.,Little Rock, At., merged . . Borwteel Lumber Co., Harrison, Ar., was acquired by Builders Warehouse Association, Inc., a subsidiary of Omni Corp.,Conway, Ar....
Scotty's Employe es Credit Union merged with GIE Federal Credit Union. . Foxworth-Galbraith, Paris, Tx., participated in a "Paint the Town" project Clwba Lumber Co., Birmingham, Al., is in a dispute with the planning commission over outside storage of materials....
Ec ono my ltmbe r C o.,Tllsa, Ok., has $15,000 damage from a recent fire believed to have been set by asonists Mitchell Lumber Co., Rogers, Af., was totally destroyed byfre.
rebuild burned ourt 281 Lunber, Longview, Tx., at this time.
Home Depot is projecting the opening of retail outlets outside the U.S. in five to seven yearc; 40 new stoles and four relocations in the remaindet of fiscal 1992; 56 new stores in fiscal 1993; sites are being considered in Macon, Ga., and Jupi ter, Fl.; construction is underway on
ncw storcs n Homestead, Fl., and Boca Raton, Fl.
Lowe's opened rclocatcd stores in Hattiesburg, Ms., Hickory and Pinevillc, N.C., with the old Hickory site becoming a contractor yard; acquired a relocation site in Morristown, Tn. ; started construction on a telocation store in Wadesboto, N.C., and auctioned a closed store in West Memphis, Ar. . .
84 Lumberis offering affordable home packages complete with plans and materials (see story p.38) Wllametteteotganizndisbuilding materials goup sales structure (see story p.7)
Lowe's opened a 10O,000 sq. ft. store in Richmond, Va., and closed two small stores leaving four others in the area open.
Averitt Lumber Co. is building a hardwood dimension manufacturing plant in Clarksville, Tn.... Southern htmber Co.,Jackson, Ms., is updating its Hermanville sawmill, adding an edger, optimized trimmer, sorter and inline stacker to increase production by 33%.
Georgia-Pacific is temporarily closing plants in Cedat Springs, Ga; Russellvjlle, S.C., Talladega and Fayette, Al., and cutting back production schedules at others until demand catches up with inventory (see story p.7)
Woodland Millworl<s Inc. putchased the old AllWoods Schroeder Lumber facility in Houston, Tx., for alumberopemtion Internationnl Wood Producls is a new St. Petersburg, Fl., wholesale office opened by Randy True. Atlantic Trading,Bkmngham, Al., opened a new Birminghamdisributionbranch
to cteate a third party overvicw progmm for prcssurc beatcd wood p,toducts (sce story p.7)
Curt Bean ltmber Co., Glenwood, Ar., entertained morc than 3,000 pcoplc at its fourth annual Curt Bcan Appeciation Day.
Temple-Inland Forest Products Corp,, Diboll, Tx., sponsored a Project l*arning fi'ee lcadcrship workshop to ftain 23.
International Paper's Wood Pro&rcts division, Dallas, Tx., has temporarily reduced operating hours at nine lumber and plywood facilities in Al., Ar., La., Ms., S.C. and Tx. because of less demand forbuilding products .ltickes Lumber closed its territory office in Marietta, Ga. Canton Treating Co., Canton, Ms., has closed.
Sale of z{EG P ower Too I C orp. to Atlas Copco, Stockholm, Sweden, is final with AEG now named z{r/as Copco Electric Tools Inc. . Reichhold C hemicals, Inc., Research Triangle Park, N.C., will distribute building products lines in Canada through Can ada Colors and Chemicals, Ltd., Don Mills, Ontario.
TileCera, part of Siam Cement Group,Thailand, had a grand opening for its $60 million plant in Clarksville, Tn., and announced formation of subsidiary Classic InternationalCeramics....
Lowe's stock split 2 for 1 June 26 Home Depot with $5.1 billion in fiscal 1991 sales voted to increase shares from 250 million to 1 billion ...Willamene Industries had a $23.7 million increase in lst quarterearnings Hechingerb lst quarter sales rose 12% ovet last year.
Kitchen cabinet sales for the first fourmonths of 1992 increase d L3.9 % ovet 1991.
Housing starts rose ll% inMay (latest figs.) to an annual adjusted rate of 1,230,000 units. .single family starts rose 9.8Vo; multis 18.6% .. permitsfelll%depessed by an 8.6% drop in multifamily permits. "The housing industry is on the recovery tfack," Bruce Steinberg, Merrill Lynch Economics, said.
c'n'thr: namc that naturallv (( )nl(5 lo rttitttl lor ( irlifoniia rtr-lwtxxl itnd l)ouglas fir.
I lrt' l'urifir Lrrntl'x'r (.otttllattt is tltt worltl's largest supplier of higli gratlt' lctlu, xx1 ,rntl l)otttlar fir pr<x.lttcts lvitlr tlrt'liroltlt'st lirte itt ,rll gratlts.
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Kiln-drit'd tx'i tl sitlittgs, I)atterrt\ & strrfacrtl stock
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to placr an call the I he I'ucitic
!\c're l'our Natttral Resottrce The
tr High strength and low weighl for fast installation. I Becl cholce for lloor lollt md rettor appllcatlons.
Houce Hesson Herdwere Co. -July ll-12, summer market, Gatlinburg Convcntion Center, Gatlinburg, Tn.
Southern Forest Productr Aococietion - July 14, marine construction seminar. Savannah. Ga.
Mieeiesippi Building Meteriel Deelers Associetion - July 17lE, mid-year board meeting, Tupelo, Me.
Lumbermen's Club of Memphis - July 23, meeting, Racquet Club, Memphis, Tn.
Aesociatcd Hsrdwere Buyercr lnc.- July 23-26, summer meeting, Westin Peachtree Plaza Hotcl, Atlanta, Ga.
Cerolinas-Tennersee Building Meterisl Associelion - Juty 23-26, Future Lumber Industry Professionals summer idea exchange, Kingston Plantation, Myrtle Beach, S.C.
Louisiana Building Materiel Deelers AssociationJuly 2326, summer conference, Orange Beach, Al.
Odefl Hardware Co. - July 24-26, Sentry market, Charlotte Convention Center, Charlotte, N.C.
Internationel Lewn, Garden & Power Equipment Expo - July 26-28, Kentucky Fair & Exposition Center, Louisville, Ky.
E Economical, costetfective header material.
I Begt cholce for wlndow and door headeru.
Watters & MartinAug.4-5, show, Scope Norfolk Convention Center, Norfolk, Va.
Wood Moulding & Millwork Producers AssociationAug.59, summer meeting, Hyatt Regency, Monterey, Ca.
Southeastern Lumber Manufacturers AssociationAug. 6-8, annual meeting, Opryland Hotel, Nashville, Tn.
E Excellent wood strength and span capacity. Veneered timber layers are bonded together creating engineored lumber thal greatly surpassos lh€ strongth of solid sawn lumber.
I Best cholce lor longer spans and heavler loads.
Clarke Siviter Co.Aug. 7-8, Sentry market, Orange County Civic Center, Orlando, Fl.
Brown-Rogers-Dixson Co.Aug. 8-9, market, Charlotte Merchandise Market, Charlotte, N.C.
National lVood Window & Door AssocistionAug. 8-12, summer meeting, Grove Park Inn, Asheville, N.C.
Hardware Association of the Carolinas & VirginiasAug.911, golf & family outing, Sand Dunes, Resort, Myrtle Beach, s.c.
E Long wood strands laid parallel are bonded securely under pressure with waterprool adhssive, creating an easily rvo*able product.
tr .6 CCA treated available.
I Best choice for long spans, heavy loads and column/post applicalions.
I Engineered Hangers E Struts fl Band Boards E Blocking Panels
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Virginia Building Material AssociationAug 13-16, summer management conference, Ramada Oceanside Tower, Virginia Beach, Va.
National Building Products Exposition & Conference * Aug. 14-17, Hyatt Regency Chicago Exposition Center, Chicago, Il.
New Zealand Timber Industry - Aug. 14-18, radiata pine conference, Sheraton Mirage, Port Douglas, Queensland, Australia.
National Hardware ShowAug. 16-19, McCormick Place Complex, Chicago, Il.
Lumbermen's Club of MemphisAug.20, meeting, Racquet Club, Memphis, Tn.
Orgill Bros. & Co.Au'g.20-23, market, Orlando Convention Center,Orlando, Fl.
Moore-Handley Inc.Aug.21-23, show, Birmingham Jefferson Civic Center, Birmingham, Al.
Southern Forest Product AssociationAug. 25, marine construction seminar, Norfolk, Va.
National Wood Flooring AssociationAug. 26-27, trainrng school, Louisville, Ky.
Carolinas-Tennessee Building Material Association's Future Lumber Industry Professionals group will hold a summer idea exchange on July 23-26 at the Radisson Resort at Kingston Plantation, Myrtle Beach, S.C.
Jim Enter, Performance Achievement Group president, will speak on "Strategic Business Planning for the Lumber Dealer" followed by round table discussions. Enter will also discuss total quality management for the lumber dealer.
The association has set Jan. 15-16 for the 1993 building products buying show at the Charlotte Convention Center, Chadotte, N.C. "Kicking Off'93 With The Team of The Future: Supplier, Dealer, CTBMA" will be the theme, according to executive vice president Larry Adams.
Virginia Building Material Associationts summer management conference, Aug. 13-16, Ramada Oceanside Tower, Virginia Beach, will have tabletop displays as well as several management sessions and roundtables.
Speakers include W. Murray Bradford, *$67,000 of Deductions in 60 Minutes;" John P. Ferguson, "5000 by 2000;" Gilbert C. Parket, "Understanding the Wage & Hour Law;" Dan Gendron, "Credit in the 90s-Are You Ready?"
Mid-America Lumbermens Association has had a tremendous response to its sales brochure for a new fall seller's market and expo, Oct. 24-25, according to Karen Alfred, expo director.
Commitments have already been made for 150 table top displays and 40 exhibiting firms with more anticipated. Educational seminars and sports activities will round out activities at Shangri-La Resort, Grand Lake O' the Cherokees, Afton, Ok. Ben Mayo, Mayo Building Supply, Bentonville, Ar., heads the advisory committee for the event.
Florida Lumber & Building Material Dealers Association broke ground in early May for new headquarters on Limit Ave., Mount Dora.
President Tom Joyner, building committee chairman Don Smyth Sr., Mount Dora city manager Dale Cunningham and pastor William Mcloud participated in the ceremonies attended by more than 40. A gold plated shovel was used to break the ground, followed by a champagne toast to the building to be completed by November. A luncheon followed the ceremony.
Louisiana Building Material Dealers Association members received this message from president George Kellett, George Kellett & Sons, New Orleans:
Many of us have experienced tough times, recently and in the past, and realize that the tough people do indeed last. Although we can see the light at the end of the tunnel businesswise. there are battles to be fought on other fronts.
Legislatively, many new bills affecting our businesses have been introduced in Baton Rouge. Rest assured that your association is keeping abreast ofthe activity and will keep you informed of the developments. Unless we get tough with our legislators and on some of the damaging issues at hand, we may be in for some tough times that the tough people may be unable to surmount.
Registration material has been mailed for The Main Event. theT2nd annual convention and buying show, at Marriott Orlando World Center, Sept.24-26.
Mississippi Building Material Dealers Association board members have a midyear meeting in Tupelo July 17-18.
Kentucky Lumber & Building Material Dealers Association has completed the move to Louisville. Offices are located in Suite 107 of theAshlandBuilding, 12700 Shelbyville Rd., Louisville 40243. T oll free Kentucky number is (800) 844-1774. Outside the state, phone (502)245-6730.
Also, you recently received a packet containing new directory information and I trust you have updated yours. I ask that you pay close attention to the list of association services. Not only does the list outline ways to put the association to work for you, it has proven to be a valuable member solicitation tool when accompanied with an application. If you need copies of this list or applications, contact the association office for extras,
Be not afraid to ask a fellow dealer, supplier or potential associate to join with us in our common cause. Remember, the cost of membership is an investment, not an exPense.
PROPOSED merger with the National Building Material Distributors Association was voted down by North American Wholesale Lumber Association members at their milestone l00th annual meeting in Colorado Springs, Co.
More than 500 registered for the centennial convention, a 35 % jump over last year's attendance. Keynoter Dan
Reeves, head coach of the Denver Broncos, launched the meeting with a motivational talk at the first general session. Moderated by Snavely Forest Products president Stephen Snavely, a second general session focused on "Adding Value in the 21st Century," withpanel-
(Please turn to page 22)
NAWLA's 100th well attended ...merger with NBMDA voted down... sustained yield video premiered. 1993 dates: May 2-5, Tarpon Springs, Fl.
Readily available, superior performance, consistent quality, distinguished beauty...cypress.
Cypress enhances your company's image and boosts profits as well. One of nature's most versatile building materials, clpress has no equal when it comes to siding, fencing, paneling, trim and millwork. Cypress is easily installed and readily finished. Its unique grain character beautifies any home or office.
Exceptionally durable, cypress is available in a wide variety of dimensions and pattems for assorted applications. For more information on cypress contact:
The Southern Cypress Manufacturers Association
400 Penn Center Boulevard, Suite 530
Pittsburgh, Pennsylvania 15235
Tel: (412) 829-0770
at contoct amember of t)le Southem Cypress Mulufoctwers
As so ciation, ksted below :
Active Members
J.W. Black Lumber Co.
Coastal Lumber Co., Inc.
Corbitt Cypress Co., lnc.
Associate
Gaiennie
COLORADO convention for NAWLA: (1) Jim Mace, Jim Bishop. (2) Mike & Margie McFarland, Bob Wenige, Charlie Moss, (3) Jeanie & Wayne Holm (4) Fagan & Ann Cox. (5) George Baker, Chuck Hanis, Paul McCracken, (6) Sue & Don Fisher. (7) Mary & Barney Blondal. (8) Paula & Nicholas Kent. (9) Craig Cookingham, Terry Hancoc*. (10) Doyal & Barbara Marks. (1 1) Mark & Michelle Fingerle. (12) Rishi& Serj Sangara. (13) Walter & Alisa Bussell. (14) Greg Golding, Dave McElroy. (16) Dorl6 & Dan Green. (16) J, W. Blanton. (17) Harvey Graves, Linda Bernstein. (18) Paul& Marilyn Eddison. (19) Jim & Cindy McGinnis. (20) Carol Herberl, Will Riegel, (21) Art Andrews, Dennis Downer. (22) Kitty Riegel, Laurie Kepon.
(Continued lrom page 20)
ists Walter Kellogg, Kellogg Lumber Co., Denver, Co.; Jon Reed, P&M Cedar Products, Stockton, Ca.; Doug Grover, Lumbermen's, Olympia, Wa., and David McElroy, Noranda Forest Sales.
Consulting economist Dan Goldy supplied an update on the timber supply crisis, forecasting a LOO% price increase for lumber in the foreseeable
future, and gave examples of what every lumberman can do about it.
Ata workingbrealdast, RobertLegg, president of the Temperate Forest Foundation, screened the group's new video, In Harmony with Nature: The Vision. Designed to educate the public on sustained yield practices, the video is the first of an anticipated series. To help pay costs ($30,000 per episode), Legg eollected more than $7,200 in donations and video orders after the screening.
Dennis Downer, Intermountain-Ori-
ent, Inc., Boise, Id., was elected president, succeeding Chuck Harris, Wholesale Wood Products, Dothan, Al. William E. Tuft is now lst vice president; Jack Skriden, 2nd v.p.; Steve Boyd, treasurer, and Nick Kent, secretary. John Newquist, Newquist & Bergstrom, Newport Beach, Ca., is new to the board.
To mark its centennial. NAWLA handed out copies of a new book on the group written by past president Ward Allen, the first recipient of the John J. Mulrooney Memorial Award. This year
the award went to New England lumberman David A. Mittell.
Two contact sessions, a panel discussion on entering the export market, seminars on financing wholesale distribution and maintaining personal growth in your organization, board meetings and golf and tennis tournaments completed the convention agenda, May 17-20 at the Broadmoor, Colorado Springs. NAWLA will regroup May 2-5,1993, at Innisbrook, Tarpon Springs, Fl., for its l0lst annual.
NETWOBKING: (1) Kurt Williams, Marlin
Clausner. (2) Ron Shepard, Danell Hungerford.
(3) Bob Balfour, Robert Burgin lll. (4) Bernie Bernstein, John Campbell. (5) Steve & Connie Love. (6) Sleve Rounlree, Willie Goyne, Marc Lishewski. (7) Clark Robertson, Bob Wenige.
(8) Mark Lofland, John Gaskin, Marty Olhiser.
(9) Rich Schaberg, Don Engler, John Ferguson, Pete Himmel, Ken Malone. (10) Clayton Barns, Mitchell Wommack, Gene Walters. (11) Bob King, Chris Grover. (12) Mike Durga, Jim Stuckey, Jim Epperson Sr. (13) Doug Holt, Chris Snavely. (14) Alan Wilson, Dave Wilson.
(15) Ron Lindquist. (16) Bob Legg. (17) Ted Bloch, Gary Bennett. (18) Joe Sullivan, Jim Scharnhorst. (1 9) Tom Brooks, Randy Landman. (20) Buddy Klumb. (21) John Jayne, Gus Guslafson.
A scricsof six marinc constnrctionscminer isbcingheld in rcuthcastern coastal citicg to promotc thc usc of fcated wood in docks, bulkheads, boathouscs, and foun&tion projects.
Sponsorcd by thc Southcrn Pine Markcting Council, the half-day scminars arc aimcd at engincers, architccts, specificrs, conbacton and dealen. Spcakcn inclu& a marine structurc dcsigrcr with represcntatives from thc trcating industry, inspection agcncics, National Timber Piling Council and SPMC. Futurc dates includc Savannah, Oa., July 14; Norfollq Va., Aug. 25, and Mobile, Al., Sept. 8. Others are planned for 1993.
A Houslon, Tx., meeting attacted 105 people. Hosted by William Plant of Houston Woodtcch, it emphasized the importance of specifying and receiving matcrial heated with the p,roper amount of preservative for marine use.
This advice is especially pertinent to Galveston Bay and other waterways where pollution has been reduced. Cleaner water increases fish and undesirable shipworms and marine borers, resulting in damage to inadequately treated wood.
Annual marine use of treated southern pine totals 350 million board feet. The following treatment standards have been established for marine applications by the American Wood heservers' Association.
Lumber: fresh water immersion, .40 pcf*; saltwater splash, .@ pcf; saltwater immersion, 2.50 pcf. Piling and columns: foundation or freshwater immersion, .80 pcf; saltwater immersion, 2.50 pcf.
*pcf = pounds per cubic foot of preservative oxide retained in the wood afier trcatment.
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G. Robin Swlfi, Swift Lumbctlnc., Atmolc, Al., has bccn nemed to thc 1992 commission on the economic futurc of the South.
sPctc' Blllinj, Amcrican lVood Council, has been trangfctrcd to Saraeota, Fl., ae rcuthcaet rcgionat mgr.
Mrrilyn Schultz hae joincd Buildcre Square, San Antonio, Tx., ae dircctor of homc fashion. Fredericl Meiser ie now senior v.p.-mklg., and EmcrT 'Budt White, eonior v.p.-gen. merchandigo m8r.
Mike McMehon is now v.p/gen. mgr. of Builderway, Greenville, S.C.
Williem Shew King, Huskey Lumber Co., Nashville, Tn., wed Glende Le-An Leford May 16, 1992.
Braen R. Eerl ie the new mgr. of mktg. communications at American lVoodmark, Winchester, Va.
Robert Platkin is the new mgr.-business planning & research for Stanley Tools.
Mrtt R4hnd, io now hardwarc channel m8t. at Bmpire Brushes, Grecnvillc, N.C.
X'rrnk Erter, T&S Hardwoods, Milledgevillc, Oa., rcpreeented thc forcst products induetry at a reccnt Scnatc Agriculturc Conecwetion and Foreetry Subcommittee hearing.
Dale C. Morrow. Monow-Gill Lumber Co., Sand Springs, Ok., wae rcccntly feted for hie 80th birthday.
Timothy M. Ruppert is a summer internat Southem Forost Producte Association, New Orleans, La., assisting cngineered systcms markcte mgr. Cethy Merx.
Micheel Herman, pres., MW Manufacturers, Rocky Mount, Va., and his wife, Linda, are the proud parents of 5 lb., I 3 oz. Charleo Metthew llarmen, born April 16, 1992.
Bill Crabtree and Jeck McCleeky, SCR Inc., Lake Oswego, Or., reccntly visited mills in La., Ar. and Tx.
John Ed Anthony, Beerdcn Lumber Co., Borrdcn, fu., took thc top moncy, $l milllon, in the Triple Ctown racel, as hir homc Pinc Bluff finighcd with the bcst ovorall rccord in thc Kcntucky Dorby, Preakncss and Bclmont Strkes.
Kethy Woolcy hae jolncd Carolinas-Tcnncssec Building Material Association as insurencc coordinator/ mccting planncr / communication dcrigncr. Rita Wrtb is new to lccounting lnd conventlon booth s8lcs.
Robert C. Berrctt, Bruco Hardwood Flooro, Dallas, Tx., has bcen promoted to director of mktg., according to Mike Kerrlns.
Robcrt aBobt Cotent, Amcrican Plywood Association quality scrviccs div. reg. mgr., Shreveport, La., has retired after 30 years with APA. Dennio Millman succecds him,
Fred Steven Megh, Lowe'e, North Wilkesboro, N.C., has been promoted to programmer-analyst. Jim Sewell is now mgr. in Mcridian, Me.
Joc HuId, purchasing director, Pixley Lumber, Claremorc, Ok,, and his wife, Lisa, arc the proud parents of 7 lb. l5 oz. Joseph Patrick llurd, born May 26, t992.
Den Herper, pres,, Mannington Wood Floors, High Point, N.C., has been named chairman of the National Wood Flooring Association's new environmental committee.
No matter what the deeign challenge for wood web or other compoaite wood products, Simpeon Strong-Tie haa a connector deeigned and engineered to meet the needs of your cuatomer.
Working cloeely with the major component manufacturera, we are constantly developing new products to meet the needs of manufactured wood products. Often, theae connector€ a,re in atock at our local distributors for same day quick shipment.
So if you're a manufacturer of composite wood products or lumber dealer who supplies theee building component€t, look to Strong-Tie Connectors to make your life easier and your cuBtomer serrrice eJpgrigg.
David Ball, Middleburg Millwork, Middleburg, Va., has a fifth grandchild, Stephanie Lynn Glasscock, born April 27, 1992.
Joey Walton is now store mgr. at Lowe's, Griffin, Ga. James Bryan has joined the West Mornoe, La., store in contractor sales. Rodney Cooper, mgr., Thomasville, Ga., accepted a Thomas College Service Award on behalf of the store.
M. Paul Williams, Home Depot, Atlanta, Ga., plans to wed co-worker Laura Marie Elliott Sept. 5, 1992.
Randy True has formed office wholesaler International Wood Products, St. Petersburg, Fl.
Jane Chapman is new to the treated products div. at Tolleson Lumber, Perry, Ga.
James L. Brown, Haas Cabinet Co., has been elected pres. of the Kitchen Cabinet Manufacturers Association, succeeding Harold B. Dokmo Jr., Norcraft Cos. E. F. "Sonny' Zetmeir, Grandview Products Co., is now v.p.; Paul Wellborn, Wellborn Cabinet, treas., and John Goebel, Home Crest; David B. Hatton, Valspar; John Malaspina, St. Charles Co.; Daniel Spitler, Oak Craft; William R. Wiersma, Rutt Custom Cabinetry; Zetmeir, and Wellborn, directors.
Ron Covel has joined Garden Way as territory mgr. for N.C. Doug Gallogly now represents Fl., and Bruce Watson, Ok. and Tx.
Bill Young is now SureWood garage door products sales & mktg. mgr. for Masonite.
Lawrence T. Zehfuss, pres. and ceo., Servistar, plans to retire in February, to be succeeded by Paul E. Pentz, now exec. v,p,-c.o.o.
Karl and Jackie Marbutt, Marbutt Supply Co., Summerville, Ga., celebrated their 30th wedding anniversary June 30, 1992.
David J. Schiavolin is now sales & mktg. mgr.-electronics for Stanley Door Systems.
William K. Schlegel is the new v.p.-lumber & building materials at Builders Square, San Antonio, Tx.
David Tatem has been promoted to v.p.mktg. & sales atAEGPowerTool Corp.
Dawn Luehrsen and tr'.M. "Jr.o Nichols, Weyerhaeuser Co., Hot Springs, Ar., won the Professional Roundtable of Sellers awards for lst quarter 1992.
II. A. "Doc" Eckstein, v.p.-mktg. & sales, building products div., Celotex Corp., Tampa, Fl., celebrated his 50th anniversary with the firm.
Jack Nunley has rejoined McCaslin Lumber Co., Hereford, Tx., parttime after an l8 year absence.
Ken Wantuchhas been promotedto senior mdsg. information analyst at Lowe's Cos., North Wilkesboro, N.C. ln advertising, Gary Abercrombie is a new specialist; BethMastin Boyd, in charge ofbuying and budgeting for portions of
Va. and N.C.; Tony Johnson, Va.; Linda North, Va., Tn., Ar. and La., and Shirley Bullion, Tx., Al., Ky. and Tn. Bernard Marcus, ceo, Home Depot, Atlanta, Ga., donated $4 million in co. stock to expanding the Shepherd Spinal Center.
Dwight Poole has joined the sales team at Atlantic Trading, Birmingham, Al. Matt Adohr is back at Mungus-Fungus ForestProducts, Climax, Nv., after viewing the bullfights in Mexico, report owners Hugh Mungus and Freddy Fungus.
Texas Redwood Dealer Uses TV Redwood, Inc., Waco, Tx., is using local television to target its 75 mile radius market.
A California Redwood Association 30 second spot ad, "Dream Deck," is the heart of the advertisement with a tag identifying the store. "Mind you, this is still an experiment for us," Charlie Evans said. "The breadth of our market doesn't allow us to target these spots, so we're using the tv ads primarily as a name reinforcement and image building vehicle."
He's c contrqdor who demgnds lhe uncommon Pertotmcnce ol Dlchson Splll-Prool Stdlng Nclls.
The DicksonNeverust9 with smoothorlock RingTM shonk, delivers three times the rust protection ol ordinqry golvqnized noils, Or choose Dickson's stqinless steel nqils, , ,unmotched dulobility for redwood, cedql ond othel high-ocidwoods,
With Dickson nqils, you get eosydriving, tight-holding perlormqnce. Plus the conlidence ol knov/ingyou've done the job just once ond IoI good. No rust streqking. No coll-bocks. Forlree somples
Pro's Edge, an all purpose cutting guide ensuring quick, clean cuts up to 8'6" long, is new from Empire Level.
The rigid, durable, extrudedaluminum stra i g ht -ed ge makes a perfect partner to the circular saw, saber saw,routerorutility knife. Simply line it up, secure it with its locking clamps and make the cut.
The cutting edge can be used to rip plywood or paneling, score drywall ot guide the cut for virtually any sheet of building material. Two-piece construction makes it easy to transport and store.
ProPak Batts gold fiberglass insulation from Manville for professional contractors, remodelers, builders and do-it-yourselfers is pre-cut to fit most standard wall cavities and is stacked, not rolled, in the bag, saving time in
installation.
Fully enclosed black poly bags feature R-value color coding to aid in point-of-sale display and selection, a Department of Energy map and chart to help customers determine recommended R-values, and UPC coding for inventory control.
Compression-wrapped in four-bag StrapWrap units, they save floorspace, ease stacking and handling, and increase sales and profits per sq. ft. The straps also eliminate the need to dispose of sleeves or packaging film.
Batts come in 93" and 48" lengths; in 3.5", 6.75" and 10" thicknesses; in 15",16",23" and 24" widths; with and without facing, and with R-values of R-ll, R-13, R-19 and R-30.
The platcd stcel closure bolt is driven by a solcnoid with a 5/E" throw, activat d by the rcmotc transmittcr supplicd with each GTO opcncr, or with
An automatic gate lock with electronic solenoid drive and tamper resistant housing is new from GTO.
Installed with a GTO automatic gate opener, the lock is powered from the gate operator battery, part of a system using only low voltage wire from the control box to the lock.
accessories like the coded keypad control.
Oate lock cases are steel and extruded high impact, UV-treated pvc.
A wide variety ofturned millwork items from majestic columns to intricately turned spindles and posts all crafted from kiln dried, select grade westem hemlock, a wood noted for its tight, clear grain and ability to take and hold a high quality finish, is now available from Jeld-Wen.
Classically proportioned columns inround or fluted design feature a carefully engineered curvature for architectural correctness. Individual staves are bonded under pressure with tongue-and-groove joints and type-l glue. Each column is then turned, smooth sanded and inspected before adding shrink wrap and protective crating for shipping. Column bottoms, caps and bases are sealed with waterproof sealer. To allow complete interior air circulation, caps and bases are grooved and bored.
Traditionally styled posts are fitted together with tongue-and-groove and fingerjoint construction, under pressure with type-1 glue. They are individually turned, sanded smooth and inspected before shipment. Spindles are turned to tight specifications, sanded and inspected. To ensure readyto-finish delivery, each is individually shrink wrapped, labeled and boxed.
A new system for sealing and capping the perimeter cavity of window and door exteriors is now available from Outer-Seal to significantly irnprove the performance of window and door products.
It consists ofa receptor flange/insulating membrane, caulk and roll-formed capping profiles. The dual-purpose re-
on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-1990 or FAX 7 t4-852-023 1 . Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:
ceptor flange is integrated into the entire window perimeter, anchoring the system and receiving both the insulating membrane used to seal the perimeter and the roll-formed capping profiles used to finish the window casing.
The profile is crimped at the end and snaps into the flange without face nailing or other fastening methods, shielding the layered sealing system from environmental exposure and eliminating caulk seams.
The thicker .024" aluminum used to roll form the capping profiles can accommodate rounded designs to replicate custom millwork. These profiles replace the traditional50'rolls of .019" aluminum trim coil, which can only be cut at straight angles and are more time consuming to install.
BetterEarth exterior stains, sealers, toners and wood cleaner from Osmose have been conceived, formulated and packaged to address clean air and solid waste environmental issues.
Wood toners, semi-transparent and solid color stains, and wood, multipurpose and masonry/stucco sealers are tough acrylic coatings that maintain low volatile organic compound levels.
WoodBrite is a carbonate-based wood cleaner with an oxygen brightener. [t is biodegradable and contains no corrosive phosphates, acids or chlorines.
The coatings are packaged in cans made from recycled steel, and the
cleaner in juiceboard (material used for milkcartons). Product labels, merchandising, literature and shipping caftons are printed on recycled paper with inks made from clay and soy bean bases.
Detailed replicas of tidewater plantation columns are now available from Moultrie Manufacturine. Made from strong aluminum alloy extrusions, the Old South structural
columns feature load bearing capabilities up to 30,000 lbs. and reportedly are strong enough to be used as hold-down lallv columns where roofs must be hurricine-proofed.
A powder coating is electrostatically applied then bonded to the metal under extreme heat to give the columns a tough, weather resistant finish. They are easy to install and require minimal maintenance.
Columns are available insizes up to 24' rn diameter, 12" square and 30 high, in round fluted, square and plantation styles, with matching aluminum plantation railing.
Endudng Beouty
lood Beodng Srudurol Si€ngtft
Remodeling, Replocement orNor ConCruclion
Preftnished |Whib,Almond, Cheshut Brown
PrimeCoobd Eosy lnd,qllolion
Moinlenonce
Free libtime Wononly ogoinsf Decoy, Splil,Insects
FullSelection of Column Sizes (Squore or Round), Plus Stondord or Decorqlive C-ops ond Boses
Aiso...
Aluminum ond SteelClossic Spirol Sloirwoys
Jamjig, a time saving tool for in-stalling door jambs and cascd openings, is new from Putnam hoducls.
Strong and durable yet lightweight and easy to transport, the tool adjusts in increments of standard door widths from l'8" lo2'8", with optional adjustmcnt bars available to accommodate any range of width. The standard model accommoda0es jamb heights from 6' to 6',8',,
A new space saving, wall hanging display of -soft-faced hammers -anl mallets is now available from Garland Manufacturing.
The non-marring hammers with replaceable rawhide, nylon, urethane or plastic faces and the rawhide mallets encourage impulse sales through a variety of styles, sizes, weights and materials.
With quick release clamping knobs for fast transition to different sizes, the device disassembles to a size not much larger than a jamb level.
With the jig clamped to the jamb frame, Jamjig holds the complete unit square and laterally stable so that jamb legs can be cut to allow for floor variations. Placed in the rough opening, the tool's wall stops align the face of the jamb to the wall surface.
DECK has been added to Autodesk's Home Series of easy-to-usedesign programs for homeowners to use on their home computers.
The software enables them to create professional quality plans for new decks or deck remodels.
Decks canbe created inany shape or size, from simple expansions to multileveled, custom decks.
For use with IBM or compatible computers, it also automatically generates a shopping list, calculating the total amount of lumber in the drawing.
The Pro-Cart from WilliamsonDickie Manufacturing Co. merchandises professional quality workwear to the do-it-yourselfer without impacting existing shelf space or requiring a lot of upkeep.
TIME SAVER
MONEY MAKER
&terul fuys ocanmulatlon of bandlng nornmlly requtra a spful ffip to the bndfll.
Employee lnte the danga ond work to btnster to dumpster or truck. A lans mrnutq when unpcklng unlts, results in this amryt, aslly stord oohtoble sclop, olrady stord ln a steel drum tor dlsposrll orrd sr,le Tho "Bta,d-Adc"-Etry Jo Bll.y-Corrlly to bc slthoat.
lndlan Country, lnc., Alrlort Road IDepoolt, NY f3754 607-467-gt0f
Available in two sizes (6-ft. high by 48-in. wideor3-ft. highby 32-in. wide), the bright blue movable garment rack holds work tees, work jeans, flannel shirts and l0O% cotton pleated pants featuring triple-stitched seams, heavy brass zippers, special tool loops, comfortable designs, extra strong pockets, and sturdy construction.
The Silent Pager system from Jeron Technology utilizes vibrating pocketsized receivers to replace public address systems, streamlining communications and reducing noise levels.
Each floor or department within a facility can have its own localized system to accommodate anv number of
pagers. Systems can be customized to meet mostretail or warehouse configurations or usage.
Door hardware Project Packs designed to attract the project-oriented do-it-yourselfer are new from Kwikset.
Available in seven different configurations, the packs are designed for three different d-i-y segments: Select Project Packs for the d-i-yer interested in quick, easy projects; Value Project Packs for the d-i-yer with more experience, and Installation Project Packs for the d-i-yer interested in value.
Each package states its contents,
showcases the product, lists all tools needed for the project, highlights the keyed-alike feature and includes stepby-step instructions or a "how to" video. Products include keyed entry locksets, deadlocks and keys.
For Home Centres, Lumber Yards, and Remodellers, one o'f the most time-consuming tasks has been designing and cost estimating decks.
Now with tne 20-20 Deck Design's easy-to-use mouse-driven screens and 3D perspectives from top, bottom and custom views, you can design a customer's deck in minutes. Multi-level decks and stairs, cut-outs for pools, etc., in rounded, square and bull-nose corners. And when the design is done, this program gives a lumber pull list, a detailed cut list, a detailed pricing including square foot cost, even a list of tools reouired. Decks made easv! call or write:
. No Stalnlng
. No Streaklng
Hlghcd qurllty nrllr for c.drG ndurood and olhcr ffnc wood mrlcrldt.
Sl€nder shank and blunt diamond point
. Diamond pattern head blends with wood texture o Small head diameter permitg face nailing and blind nailing I Annular ring threads preclude nail head popping and cupping of siding boards. AlSl Grade 3O4 nickel/chromium alloy.
o Self-counter sinking bugle and trim heads
Square drive recess eliminaies driver bit cam-out o Sharp point for quick p€netration with minimal pressur€ S€lf-tapping coars€ throads. Coated with non-stick, dry lubricating film . Solid nickel/ chrome stainless steel for superior corrosion resistance o 6lengths: l" through 3"
For additional data and dealer information:
Drivcway Medic, do-it-yourself asphalt driveway rcpair system, is now available from Co-Fair Corp.
Made of a hcavy duty, doublc coatcd, non-woven, polypropylene fabric saturatcd with rubberized asphalt, the selfadhcsive strip covers cracks and forms a waterproof barrier to prevent moisturc and salt intrusion and frcczc/thaw damage.
To make a repair, the homeowner cuts a piece of the material to match the size of the cracked area, peels off the adhesive backing paper and presses the fabric down on the pavement. It instantly and firmly grips the surface, and can be walked on or driven over at once.
A sealcoat may then be applied to the driveway to give it a clean finished appearance.
FasTagger, a pneumatic tag/staple gun designed for applying product identification tags to the ends of dimensional and treated lumber, is new from Weber Marking Systems.
Ideal for securing UPC bar coded tags, the gun is placed against the end of a piece of lumber and the trigger pulled. The gun automatically staples the tag to the lumber, cuts the tag and feeds the next tag into position.
Weighing only 6-ll2lbs. with a full roll of tags, the tool can secure over 100 tags per minute. FasTagger cuts and staples tags in two widths (l||16' and7 |8") and two lengths (l-318' and2-314") to cover a full range of UPC bar coding and product identification requirements. The same gun will handle all four sizes with a simple change-over procedure.
Also available are weather resistant PolyTags, Legitronic label printing equipment and Eclipse bar code label service bureau.
A redwood wholesaler and Richmond, Va., retailer have teamed to sell deck boards from a billboard. Literally.
Epperson Lumber Sales, Statesville, N.C., arranged to build an actual redwood deck as part of a billboard in front of N.B. Goodwyn Window & Door Planning Center to help boost sales of custom-designed Palco decks. Epperson's Virginia sales rep, Glen Ehrhardt, often uses the deck as his office, taking calls and answering questions on his cellular phone at (804) 356-DECK.
"It only took six hours to build the deck; the hard part was getting the permits," said Ehrhardt. "We heard a lot of no's."
The deck is being manned throughout June and July. The promotion has received extensive local media coverage and a live radio remote June 27 attracted many customers. Epperson president James B. Epperson, Pacific Lumber Co.'s Burke Hill, and representatives from LWO and 12 local builders and deck contractors were on hand to answer questions.
A $2-a{icket raffle is also being held to benefit the Children's Miracle Network. The grand prize is a customized redwood deck, but everyone entering receives a coupon for $200 off a deck.
Southern pine lumber production for first quarter 1992 was 18.9% ahead of the same 1991 period with 3.5 billion board feet output.
Based on these figures, a record 14 billion board feet is possible for the entire year. Southern Pine Inspection Bureau, Timber Products and Southern Forest Products Association cooperate in compiling production figures.
The forest products industry contributed more than $77,000 in cash and construction materials to Habitat for Humanity's Jimmy Carter Work Project, building 10 single family homes in Washington, D.C.
Former president Jimmy Carter and about 500 volunteers including industry ceos participated June 14-20. LouisianaPacific Corp. donated $50,000 as a sponsor for one house. Others donating materials: Chesapeake Potomac, Stimson Lumber, Weyerhaeuser, Plum Creek Timber, American Wood Preservers Institute, Culpeper Wood Preservers, Chesapeake Wood Treating and National Particleboard Association.
A ncw l6-p. brochure on G-P Lam LVL beame and headers and a 20-p. brochure on engineered Wood I Bcame arc free from Georgia-Pacific, (4(X) 521-4706.
The 1992 Hardwood Manufacturers Association Buycr's Guide & Directory, a 57-p. guide to 169 hardwood milte in 22 states, ie available from HMA, (80O) 3739663.
'New Tools for Lumber Sales," a l0panel, accordion-fold leaflet of southern pine promotional tools, is free from Southern Pine Marketing Council, (5O4) 443446/..
The lllustrated Encyclopedia of Woodworking Handtools, Instruments & Devices, a 160-p. revised edition, is $14.95 from The Globe Pequot Press, Box Q, Chester, ct. 064tz, (2o3) 526-957r.
"Why Surge Protection?" is free from Intermatic, Intermatic Plaza, Spring Grove, It.60081.
A 20-p. brochure on Old South aluminum columns and accessories is free from Moultrie Manufacturing, (800) 84 t -8674.
An8-p. bookletdetailing ninecasestudies of glued laminated southern pine timber projects is free from Southern Pine Marketing Council, Box 641700, Kenner, La. 7006a; (504) 443-4464.
GET YOUR COPY of anv Nev; Literature items by contacting each company directlv. Please mention vousaw it here!
Thc 40-p. "Great Shclving ldeae" is freo from Knape & Vogt, (800) 253-1561.
Fencesfor Pasture & Garden is $26.90 hardcover or $16.90 paperback poetpaid from Storey Communications, (8fi)) 8278673.
The Point-of-Purchase Fact Book, a compilation of p-o-p industry statistics, research reports and study results, is $25.95 from Point-of-Purchase Advertising Institute, (2Ol) 894-8899.
A 104-p. construction tool and equipment catalog is free from Bon Tool Co., 4430 Gibsonia Rd., Gibsonia, Pa. 15044, (4r2) 443-7080.
"APA Homeowner's Guide: Earthquake Safeguards," a 16-p. booklet on the advantages of structural wood panels in resisting earthquake damage, is $2 from American Plywood Association, (206) 565-6600.
A brochure on silk screened, appliqued' or four-color process banners, flags and other point-of-purchase merchandising items is free from Abacrome, (212) 989I 190.
Classb Columm ,r(rtu. ral -
A 6-p. Classic Aluminum Columns brochure, featuring rugged, easily assembled columns and a range of decorative capitals and bases, is free from Columns, Inc., Box 895, Pearland, Tx. 77581, (7 13) 485-3261.
The 4-p. "Looking to Reroof?" designer asphalt shingle brochure is free from CertainTeed, (215) 341-7000.
"Regional Production & Distribution
Patterns of the Structural Panel Industry: Economics Report 53" is $35 from American Plywood Association, (206) 565-6600.
A Sno-Topp Roof Coating product page is free from Celotex, (813) 873-4230.
An 8-p. catalog ofcustom-designed fastening applications is free from Senco Products, 8485 Broadwell Rd., Cincinnati, Oh. 4s244, (8W) 543-4s96.
Step-By-Step Outdoor Brickwork is $25.90 hardcover, $16.90 paperback postpaid from Storey Publishing, (800) 8278673.
Nailer Salon
A 24-p. nailers and staplers catalog is free from lnterchange, (800) 458-6635.
Twenty-five (25) words for $2 | Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 if we set the typ€. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.
We are Hardwood and Softwood loo and lumber wholesalers with offices in Cinada and the United States. We are seekino sincere, exDerienced lumber traders whd have a vieu/ towards the long term.
Woft from your pa4 of he ounty, o from our offices in the Toronto area. This is an excellent opportunity with a well-established compani.
We enjoy an outstanding linancial and marketing repulation.
For complete dehils, please phone or write Bob Wilson in slrlct confidence.
I
WE BIIY sutplus, salvage, buy back, odd lot, & misc. building matedals and flooting. Call John Kem, (904) 384-0057 or FAX 904-389-6614, in Jacksonville. Fl.
SLATWALL W 200 8rllam Road, Sh.boys 6?"4/b4?rCrcc .Full llne mtnutacturers, rslatwall oanels and tlxtures. 1-800-548-7528 u FAX {5?{111 HOW TO KILL A BUSINESS UMBER #$ $ 23500 MAIL ORDER FREE DEMO 800-523-0625 POCKET SIZE 3O3g Srare. Cotumbus, tN WAREHOUSE RADIO YARD RADIOS
Get an edge on your competition with 'Cedar Tone" dyed CCA products. We ptoduce "Cedar Tone" dyed CCA Fencing, Balusters, Roofing Shakes, Lattice, Decking, Landscape Timbers, or Whatever.
Savannah \ilood Preserving Co., Inc.
1-800-847-9663 : Fax I-9 12-236-2338.
EBt}CRTE$
l. Don't Advertise! Assume everyone already knows what you sell.
2. Don't Advertise! Forget about new, potential customers who would do business with you if reminded and urged to.
3. Don't Advertise! F-orget that you have competition trying to attract your customers away from you.
4. Don't Advertise! Never mind the fact that advertising is an investment in selling, not an exp€nse.
E |FECTIVE planning begins with E the perceptionby managementthat it is needed.
Pick any one or all of the leading home centers camped in your neighborhood. Do these indrstry leaders have
(1) a strategic plan; (2) a business plan;
(3) a marketing plan? Operating without a plan is like trying to play professional football in a tennis outfit. Ifyou think you can compete and survive withoutplanning,stay comfortable until your box is ready because they'll be coming for you.
A strategic plan has long range (beyond one year) goals, objectives, and positioning of the company with a methodology to achieve the desired results. A business plan is primarily devoted to operational budgets and cash flow management of goals, objectives and positioning for a fiscal year. A marketing plan has four main ingredi-
ents: p,roducts, advertising, pricing, and distribution with each having goals, objectives, and desired results.
All three planning concepts have been around a long time with successful companies embracing their use. Planning progresses when understood, scheduled, and implemented. About mid-fi scal year current performance can be extrapola0ed against history and new projections can be made. Lots ofbooks are written on these three methods, but, like other knowledge banks, they're useless unless assimilated and executed.
No matter what formal planning you do, everyone must be concemed with two areas: the financial effect and the focus needed to achieve beneficial
Reasons why a stors should bcgin planning for'99 now explanation ol strategic, business and markcting plans. ways to imPlement.. competition and survival benefits.
change. Few owner/managers can measurably influence customer demand beyond their immediate trading area on a sustained upward basis. Conversely, management can markedly and continuously influence expenses and operating structures and deficiencies.
Our industry generally generaies pretax profits of around 2% of sales. To cover each dollar of expense, a company must achieve $50 in sales. If you reduce expenses by one dollar, it is as if you have made $50 in sales. Similarly, a $10 reduction is like $5fi) in sales. Save $l0O and it can substitute for $5,000 in sales. Cutting costs $1,000 per month is tantamount to a $6(X),fi)0 annual sales increase.
Note the reverse applies as well. If you add a manager at $25,000 per year, it will take $1,250,000 in sales to generate enough profit to pay the salary.
Every company has four main areas of outgo: people, communication, product, and occupancy expense. Management can and should control these cost centers, but spending money internally and operating effectively is like conducting a symphony orchestra. Your planning process must deal with employees, managers, benefis and bo-
For pressure-treated wood thafs kilndded after treatment, call Dean Lumber Co.
The gente conditioning of our steam dry kilns yields exceptional products such as Dean Deck, Dricono fire retardant treated wood, Outdooro wood, Wolmanizedo E)dra'" lumber, and treated specialties.
nuses, suppliers, vendors, government employees, professional and consumer customers. Communication, product and occupancy expenses are the asset side that equals profits in the business equation.
Communication expense versus retum calculation will help you manage this area. Media expense plus printing and mailing costs are advertising expenditures. Training (indoctrination, on-the-job, formal product and industry, people skills and leadership development) is part of in-house communication as are internal publications (budgets, plans, and operations manuals). Because public relations are important to most companies, expenditwes must be cost effective.
hoduct is the inventory yow store should be carrying. ff you are a member of a buying group(s), you are buying as well as the chains. Your profits therefore are dependent on how well you operate or pass merchandise through your system. Figures recently published for one major chain showed total expenses to salesof 20.9%; gross margins 27 .9 % with pre-tax inc ome 7 % of sales. They're minimizing the average inventory on hand and its costs by ordering
weekly and/or in quantities that are sold before they have to be paid for. Their inventory control is managed and mechanized. Eight, 10 and 12 time turnovers are not uncommon. Buying is easy. A plan to sell separates leaders from also rans.
Occupancy costs are real property, fixtures and equipment. How you manage your building(s) fixtures, and equipment determines the effectiveness of pass-through of product to your customers. Successful merchants understand cube utilization. If you have 48 inch gondolas and your competitor has 12 foot racks, they're using three times the cube your organization has working for it. There are companies in our industry with annual deliveries per kuck of $4,(XX),000. From about $2,Ofi),(XX) per truck and up is doable and done daily by successful dealers. Forklifts should be used effectively about 30 hours weekly per shift.
Planning, like the rest of this crazy business, is simple with only two dimensionspeople and assetsbut there's nothing easy about it. If you've not planned before, you'll be pleased by how many surprises will be pleasant ones.
National Wood Window & Door Association's slrnmer meeting will be at Grove ParkInn, Asheville, N.C., Aug. 8-12.
Meetings of the various divisions and sections are scheduled along with a variety of activities. Political satirist P. J. O'Rourke will speak at brealdast on the last day.
Next NWWDA meeting will be Feb. 6- 10 at Marriott Rivercenter Hotel, San Antonio, Tx.
Lumbermen in southwestern Arkansas, northwestern Louisiana and northeastern Texas will soon have an opportunity to affiliate with Hoo-Hoo International, the lumber industry fraternity.
Ronald R. Yarbrough, engineered wood products division, Anthony Forest Products, El Dorado, Ar., a2O yeat Hoo-Hoo member, and Hoo-Hoo Intemational District 7 Supreme Nine member Frank Aranza are working to establish a club for that area.
Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORI (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.
PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIESI Fire Retardant Treated Wood with:
a fhrrd Party Klln frlonltoring in oddltlon to U,L. follow-up service
a FRf lobor and malerials replacement cost warranly
I Code Compllance Report wlth evalualion of e-levated ]emperatune tlrength testlng for roof applicallons
I Hlgh temperolure slrength ]es] results
I New York State Smoka loxlclty |est. results
* NER reports arc subject to rc-examination, revisions and possible closing of file.
For Technlcol Informqllon Coll l-800-TEc-wooD
J. Howard Lewle,82, former president and chairman of the board at Henderson & Baird Hardware Co., Grecnwood, Ms., died May 20,1992, in Orecnwood.
Mr. Lcwis joined the company in 194 I andserved as president until 198 I and chairman until he retired in 1984. He served two terms as president of the Southern Wholesale Hardware Association and was named Hardware Merchandiser of the Year in 197 4by Hardware Me rc handise r magazine.
Ben W. Childers,83, retired manager of McCaslin Lumber Co., Hereford, Tx., died May 15,1992, in Paris Tx.
Born in Cuyman, Ok., lvlr. Childers entered the lumber business in the late 1930s with Foxworth-Galbraith Lumber Co., then moved to Panhandle Lumber Co. before joining McCaslin in 1946. He retired in 1985.
lillloon Roy Whlddon,73, a rctircd vicc prcsidcnt of Causcway Lumber Co., Fort Lauderdale, Fl., died of canccr May 4,1992, in Franklin, N.C.
Born in Nahunta, Ga., he joined the family business after serving in World War IL He retired in 1966.
Ilonal E. lVofford, 56, retired owner of Wagoner Lumber, Wagoner, Ok., died May 21,1992, in Wagoner.
Bom in Sand Springs, Ok., he entered the lumber business with LK. Mitchell, Collinsville, Ok., after graduating from high school in 1953. He worked for Dale Carter Lumber Co., Tirlsa; Wood Conversion Co., and for 15 years Rounds & Porter, Wichita, before buying the now loo-year-old Wagoner Lumber in 1975. He retired due to failing health four years ago.
Philip Rainey Roper, Jr., 80, former president and chairman of Roper Brothers Lumber Co., Petersburg, Va., died May 26,1992.
A former vice president of the Virria Buildins Material Association, ginia Building ial he retired from the company n 1973.
84 Lumberistargeting contractors Plansareuser-friendly,accordingto and build-iryourself customers with Lew Wise, vice president of product an affordable home package in the development for 84 Lumber's Homes
$39,900 to $69,900 range.
division, and include two comprehen-
Withl6designsready,thecompany sive construction manuals as well as plans 30 professionally designed and accesstoconstructionadvice.Up-grade testedhomepackagesbytheendof the options may be added at the time of year. Ranch, split levels, bi-levels, lrlz construction or later.
story and two-story styles will be available. Packages include plans and building materials including shell and trim, kitchen cabinets, vanities and counter tops. Estimates of other costs such as plumbing, heating, electrical, flooring, excavating, foundation, grading and construction will be provided. Lot price is not included.
84 Lumber maintains their market research has shown a strong demand for homes in the affordable range. They profile buyers as ranging from first time homeowners to empty nesters and retirees. "We are targeting people who want to build the most affordable house possible to meet their particular needs," Wise said.
Designed for buildinA materials retailers and wholesalers. this complete system includes point of sale, order processing, billing, sophisticated pricing (markup, markdown, contract, quantity breaks, etc.) accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger.
Elcven cmployccs of Lowe's North Wilkcsboro, N.C., warchousc facility wcrc arrcstcd rccently and chargcd with thc thcft of ovcr $10,(XX) worth of merchandisc, said John Eikcnbcrry, [.owe's. After discovcring invcntory shortagcs and rcporting thc thcfts ofhandheld vidco rccordcrs to thc policc, Lowe's pcrformcd an intemal audit and then called in the police May 15 for a follow up investigation.
Charged with stealing compact disc players, knives, antennas, police scannen, video recorders and tape recordenr, more than half of the I I have already been convicted and sentenced, said police. The others await trial.
Bowie Simr PrrngeMass Systems Co., Inc.
Easy to use, completely integrateda single transaction updates all relevant data. Call or write: nfis8
363 Mass. Ave., Ledngton, MA O2I73-4O18
617 674-1055
Iacal Supporl Auailable
lf you sellintotheWest, or any part of it, we can helpyou get across your message.
The Merchant Magazine covers all 13 Western states. Founded in 1922, it has been the listened to voice of the industry in the West for seven decades. Our longevity proves we can get an advertiser's message to the important trade factors better than anyother medium. And atthe rightprice.
Our paid circulation is over 4,000: a remarkable vote of confidence as these industry influentials also receive at least four or five free magazines monthly. The Merchant's paid circulation tells you clearly which magazine Westerners read.
The Merchant's unique blend of news, mer-
chandising and marketing information, salted with personal news and notes and seasoned to the Westerners'taste reaches an audience of home centers, home improvement centers and lumber dealers as well as the wholesalers, distributors and jobbers that back them up. The Merchant, incidentally, is the sister publication of Building Products Digest.
You can count on reaching the market in the West through The Merchant Magazine. Calltoday, you'll be glad you did.
