Building Products Digest - August 1982

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Serving the lumber & building supply markets in 13 Southern states

rHE PERFECT PRODUCT

FORAROTTEN MARKET.

There's one bright spot in today's otherwise gloomy lumber market.

Pressure treated lumber. DIYer's and remodeling contractors are eating it up.

Primarily because the bugs, mildew and termites won't.

It's become the smart. economical choice for all kinds of outdoor projects. And now you have a major ,1 new source to work with.

Louisiana-Pacific. We're taking high quality Southern Pine from our own forests. Giving it first rate treatment in our new high-capacity facilities i: at New Waverly, Texas and Marianna, Florida. And ,rr making immediate delivery from our own fleet I

of

trucks.

'

So now you can give customers the treatment they've been asking for: L-P Outdoor@ Wood for decks, patios andfences. To saynothingof L-P Wolrnanized@ lumber for sill plate. And pressure treated landscape timbers.

Take advantage of a rotten situation. For all the details, call (713) 273-II31 in Conroe, Texas or (904) 592-8512 in Marianna. Florida.

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Louisiana.Pacific

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Coming in October . . .

ANNUAL HARDWOOD SPECIAL ISSqE The October issue of Building Products Digest will be a Special lssue devoted to hardwood. We'll have stories, features, articles plus merchandising and sales ideas . . . all devoted to hardwood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . . and profit from it, too.

ADVERTISERS: Take advantage of this exceptional opportunity to get your message before our 12,750 readers. The Digest's saturation circulation in the 13 Southern states assures blanket coverage for your advertising message.

This Hardwood Special Issue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 3, 1982. You'll be glad you did.

markets in 13 Southern stal€s

4500 Campus Dr., suite 480, Newporl Beach, Ca. 92660 (714) 549€393

August,1982

MERGtr,RS

ACQI.JISITIONS

WFlOl,ESr\ LII BIIILDIN(i M,.\TllR Ir\ LS M,,\ Nr\(i EM llNT C()M P,\Nt' irrvitcs )'()u l() shitrc ell)(lpilrlir-i1tatlc,: in ir rrr.rjol.\'()nlulc lltilt \\.ill eti(l l)r()( lLl('('rs in t't tt )\'il)g ll lore l)r( )clLr('(s iln( l .su[)[)lier.s in .solvir )g lhcir r iistriltLrtiotl I)rol)l('n)s. \\'c lrave thrr <'re'rlc'ntiirls eut(ltl)c knorr'-l)o\\'. I-cl's \\'()rk logctlter. (.all colktct ((jol) (i8(j-2:152. Ask for \\'illiatnt t). srvirin, Jr.

tr()r il l.rosilivr';)l)l)r()il('l t to ti'r<'frrtrrrt iil).s\\'('r tlri.s ;r<l .\sli lor \\ illriu)t l) Srvirin. .1r., irlrovrt r.i{lil irr tlirrk.sr-rit. l'liirt's \lilrk (. Srr';rirr irl l('f l

WIIOLE,SAI,I] BUI LDING MATI]RI,.\LS M,,\NAGI]MENT COMPANY l).( ). Ilctx :l!)1, t-clancl, Nls. 38756 (lall t'ollect ((jol) (iB(j-2352 \lr. I-urrrlr<'r Yirrrl ( )\\'l)('r;

ll IoLt liinc llur ll-riklirrg rrritlr'riirls rirrrl. ntrl irnrlirtvcrrlr.irt rrc Iranc tlrc'irlrilitl to Ircllr vor.r ir)t rcrrs('I)r()lits.

Building Products Dlg3st Publisher David Cutler Editor Juanita Lovret Contributing Editors Dwight Curran o Gage McKinney Richard Medugno Art Director Martha Emery Serving the lumber & building supply markets in 13 Southern states

YOLUTE l, llo. 6

AUGUST 1982

MAJ0R NEWS and FEATURES

SCENARIO FOR CLOSING A PROFITABLE SALE 8 CEILING FANS CREATE ST]R IN MARKET AIR 13 S.C. RETAILER'S CUTAWAY HOUSE PAYS OFF 14 CYPRESS FINDS ITS PLACE IN TODAY'S HOUSE I6 GEORGIA MILL SHIPS FIRST LOAD OF LUMBER I9 FLORIDA DEALERS SET ANNUAL MEETING, SHOW 23 FLOORING MANUFACTURING INDUSTRY DIALOGUE 23 PRACTICAL WAYS TO SHOW, STORE DOOR LINE 2A COUNTERFEIT GRADESTAMPS FOUND IN MARKET 3I HOT ITEMS PLUCKED FROM HOME SHOW DISPLAY 38 ]NSTITUTE PROMOTES VIRTUES OF HARDWOOD 39 WOOD TREATERS WORK HARD FOR ENVIRONMENT 40 ENTRIES OPEN NEW DOOR TO IMPROVED PROFIT 44 @MPUTER SOFTWARE PACKAGE FOR MANAGEMENT 46 SERVTCES

CALENDAR 20 ADVERTISERS INDEX 46 CLASSIFIED 42 DEPARTMENTS

EDITORIAL PAGE 6 NEWS BRIEFS I8 HOME CTR. MERCHANT 22 ARKANSAS/OKLAHOMA 24 LOUISIANA OUTLOOK 24 GEORGIAJALABAMA 25 TENNESSEE NEWS 25

THE CAROLINAS 26 KENTUCKY REPORT 26 FLORIDA SCENE 27 PERSONALS 30 NEW PRODUCTS 32 NEW LITERATURE 41 LETTERS 46

Strff Ardst Nicola O'Fallon Clirculrtlon Kelly Kendziorski Building Products Digest is published

monthly ar 45m Campus Dr., Suite 480, Newport Beach, Ca.92660, phone (714) 549-8393 by Cutler Publishing, [nc. Advertising rates upon request.

N)VERTISING OIIICE.S

FROTI{ TIIE SOUTIIEAST & OXIJ\-

HOMA: contact finothy J. Nclsot,

Markcing Communications, Inc., 5l 15 So. Vandalia, suitc E, Tulsa, Ok. 74135. cdl (9r8) 49G8777.

FROM TEXAS, LIXJISIA IA, MISSI$ SIPPI, VIRGII\IIA, TENI{ESSEE, N. CALIFIORNIA AND O*,EGON: contact

DevH Collcr, 45(D Campus Dr., suilc 480, l.tetrport Bcach, Ca. 92660. Call (714) 54$8393.

FROM WASHINGTON STATE & IDAIO: contacl Johr V. MrXry, 157 Yesler Way, suitc 317, Scattle, Wa.98lO4.

cdl (206) 62r-r03r.

FROM SOUTHERN CALIFORNIA: contao Crrl Yrnn. 205 Occano Dr., l,os AnSeles, Ca.9CtX9. Call(213)472-31 t3 or (7r4) 549,8393.

FROM THE MIDWE;T: contact Chdcs

L. Lcmpcrly, 1230 Brassie Ave.,

Flossmoor, n. 60422. Call (312) 79}2166.

SI.JBSCRIPTIONS Cbenge of Address-Send subscrip tion orders and address changes to

Circuluion Dept., Building Products

Drgesq 4500 Campus Dr., suite 4&), Newport Beach, Ca. 92660. tnclude

address label from recent issue if possible, plus new address and zip code.

Subscription Retes-U.S. and

Canada: $Zlone year; $36rwo years;

$5Gthree years. Foreign: $30.one year; $52-two years. Single copies $2.00. Back copies $3.00 plus ship ping & handling.

BTMDING PRODUCTS DIGEST

is or independently-owned publicotion for the rctoil, whobsle and

distibution levels of the lumber ond Copyright @1981, Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission.

building supply markets in I3 buthem gotes.

August,1982

WeVe designed the best inlerior iqmb on lhe mqrkel. llllhiteprime" jombs work for us, becquse they work for you ' r Reducing cosl

wilhoul socrificing quolity.

Whiteprime"-A Moulded ond Primed Fiberboord Producl o ftimed of No Exlro Cosl o Price Sfobility o Cosing potletns lhol molch older lo order o Poinl grode mouldings free of groin roise, chip-ouf, cupping ond open ioinfs o Reduced cosl wilhouf socrificing quolity or polfern size

All these feqlures odd up lo q sqtisfied cuslomel qnd more profits fot you!

In oddifion fo Inferior Flolond SplilJombs,Whlleprimd" is ovoiloble in Ronch ond Coloniol Cosing, DoorSlop

ond 94S potferns . . . wifh ofher profiles ovoiloble.

For More Informolion

On

ffiireprim;;u Montdings

l-ll.

Cof f Ken Roiney ol Mosonile Corporolion,9t9/478417t ,*roru,r-e Fiberboord Converling Plonf I P.O. Box 876 a Spring Hope, Noilh Corolino 27682

c0RpoRATI0N

Building Products Digest

EDITORIAL

DAVID CUTLER publisher

Divide and Conquer IVEN the present business climate, intensive management of the various areas within a business has never been more critical.

Whether your responsibility is for overall performance, or one area, the need to perform successfully is not only imperative but it's tough.

But hard times like these can be very daunting.

For some it is too easy to shrug it all off and

blame their inadequacies on the state of the economy. No one doubts the effects of the

economy on our business, but at what point does a company's performance reflect sluggishness in addition to inflation, high interest rates and the other ills of today's marketplace?

situation seems almost beyond hope. By breaking it apart and examining the pieces, you can often more easily see the contributing faults that have clouded the big picture.

In attacking the various parts of the problem there are two general approaches. One is to establish a priority in terms of seriousness and go to work turning around the most critical.

The other is to immediately clean up the most obvious areas and by making some instant headway, buy the time you need to solve the

curled up and died. Honest.

Whatever the scope of your responsibility,

more difficult problerns.

Neither of these two avenues of action is always right or always effective. But they are a start. At least it is a way to begin the task of problem solving so that the goals you've set can be brought closer if not completely attained.

There are no panaceas. And as always, beware the quick fix. But the beginning is in

various areas to see how each is producing. This can be especially effective when the overall

positive effect upon you and those around you.

Ready. Do it.

The times are tough, but they are not impossible. The bubbles of business appear; there is some action most everyday; the world has not

take an analytical approach and examine

itself a revitalizing action and can have a

Manufacturers of

Pine & Fir mouldings, millwork & specialU items

,EI

From the heart of Fir country

For 29

ORTGON

lh

MOUI.DING & TUMBER CO P.O. Box 737 Lake Oswego, Oregon 97034 (s03) 636-8471

Tolf free sales:1-800 il7-9752

W

When dealers compare computer systems their overwhelming choice is Dataline.

The underlying reason is that Dataline understands the complexities of your

business. We speak gour language. Direct, results-oriented dealer language.

Unique among computer companies, Dataline has specialized for over eleven years in designing only programs to meet the special needs of building supply and home center customers. We start by helping you ask the right questions, by exploring the various aspects of your business, by identifying problems and opportunities. Only then do we begin applying the flexibility of a Dataline system.

And we don't stop there. Working with your staff, we make sure that every program is running smoothlg, efficientlg, profitably.

The results? It is commonplace for Dataline users to reduce inveniory levels by as much as 757", double product turnover rates, double collection of finance charges and increase gross margins by as much as 5 percentage points (and sometimes more).

It is also commonplace for dealers to achieve payback on investment within eight months of operational startup.

A California dealer uncovered all the answers he needed when 45 of our customers responded to his inquiries. He now relies on his own Dataline System.

Shouldn't you be considering a Dataline Computer System, too? r:r:r

I Send for the complete Dataline story - Just fill in this coupon and mail today: n Please send me Dataline literature. n Please have a Dataline representative call me.

TITLE COMPANY

Computer Syetems for Bulldlng Supply DealerslHomc Centcrs 4 Danbury Road, Wilton, CT 06897 (2O3')762-2473

I ADDRESS I crrv ZIP

I oron.

E

I t

Building Products Digest

Scenario for a successful sale

REPLACEilIEl{T D00R fits into existing d00r opening without requiring dismantling of the existino wood f rame. Manutacturer's instructidns make the iob possible tor a do-ityourselfer.

f TISUALIZE the scene. It is a U busy morning in your store.

The customer coming in is thinking about how he is going to brighten up his home's exterior.

A fresh coat of paint, new landscaping, maybe even replacing that drafty unsightly and getting-harderto-open-and-close old front door, he muses. He spots a display of doors and heads toward it, still carrying on a conversation with himself. Painting and planting I've done before.

But install a new door by myself? All that carpentry work and the special tools for planing and cutting? I'd better call in a professional.

But wait, Joe, the star salesperson, comes into the scene. "Hi, how are

"Steel helps save energy. A qualily steel door provides five times the energy saving value of a solid wood

door and storm door combined," Joe explains. "That's becausc, in addition to weatherstripping around the door's perimeter, many steel

doors today are filled with a

polyurethane foam material that prevents heat from traveling througb the door. Manufacturers cdl this insulating property the R factor. The higher the R factor, the greater the energy savings."

While the customer looks more closely at the door display, Joe continues. "Consider that replacing an old door with insulated steel qualifics

you for a lls/o Federal energy tax

you today? Thinking about a new door? You know, you can replace your old wood door with one of these

new insulated steel replacement doors offered by a variety of door manufacturers."

The customer stops, hooked. Joe

continues "You can do it in just a morning or afternoon. No wood-

working, no cutting, no planing.

And no need to tear out your existing wood door opening. Just set the new door inside your existing wood opening and in a few basic steps you're

finished!"

As Joe pauses for breath, the customer rubs his hand over several of the models on display, nodding his head with interest.

"Replacing wood with insulated

steel is not only easy," Joe emphasizes, "but provides more durability and greater security than doors made of wood. No more warped, split, hard-to-open doors

that

require

continual

maintenance."

"How about drafts?" asks the

Sfory at a Glance

Product knowledge en. courages home lmprovemenl sales.. . dreams become reall. ty lor d-l-yers . . . lrlendllness, how-todo orplanallon ol fob can convlnce custometto buY.

credit. In our state additional state tax credits are also available. Now, these doors come in many styles and sizes, all packaged and easy to instdl

by following the manufacturer's stepby-step instructions, " The customer nods "Is that so."

Joe, sensing his increasing interest,

explains. "Begin by determining your door size. Measure the height and width of the edsting opening.

Most are 2'8" or 3' wide by 6't".

You'll find plenty of styles in these (Please turn to pase 21)

T I D ll VtTr\ Tli It ll c I

r

n n; G I

lost treasure. lost for nearly half a century. .

Standing tall in those still waters. .

look and endurance.

the country, but recently all but impossible to find on the marketbe yours.

Welcometo anevvageof Wpresslumber.

With the

muscle of rugged lumberjacks and

ffi

the skill of trained helicopter pilots, Masonite Corporation is now harvesting Tidewater Red Cypress from the forbidding Louisiana swamplands. The helicopter harvest provides maximum environmental protection.

The cypress lumber is processed in a Masonite Corporation sawmill operation, built on the site of an old sugar mill in Thibodaux, Louisiana. This operation is one of the newest and most modern of its kind in the nation. with an output of approximately 25 different products and a capacity of 25 million board feet annually.

Among those products, Masonite Corporation is proud to introduce Tidewater Cypress bevel siding lumber.

Tlrereb nothing fike genuinec:ypress

lumbersiding.

Since it's genuine Tidewater Red Cypress Iumber, this new siding from Masonite Corporation offers all the beauty and endurance you'd expect, and it's resistant to decay and insects.

A workable wood. cypress lumber won't cup or crook once in place. And, although it

provides excellent paint or stain retention, cypress lumber can weather naturally to an attractive grey colot: Finally, with this new siding you depend on fast. economical shipping, thanks to the Masonite Corporation central Iocation in Louisiana.

can \

ft

'',ffi

n ,a

m

Reap the treasrrres

of cypress.

Tjdewater Cyoress lumber srdrng has everything it takes to become one o- rre mJS: ropul:r srdrngs on the market todal': 3eauq. Dura:ilrq: Workability. Ano avarlabilig ruaranteel lreil inro the 2lst century

Getmoreout

of cffprcxss.

Masonrte Corporation o'eis Tt:=.',::-: 3=: Cypress rn a comclete ranee o: croducts. r:cluorrq: o Interror iloorrrgs r Interio: cerlrngs r Sr:r:gs In bet'el. channel, tongue anc groo\,'e, anJ c=ni:: match o Interior 0anelrng arc Pecx; par:ill3 o

Dimension lumcer-For p,.s:s. :eir:s. -j-: -:?:: ing, deckrng anJ other uses.

Call Masonrte Corporatrcn toil *ee :l:a5. ln: let us tell 1,su more about fhe:reasure o- c)[:.ss lumber and the treasures it nrli orrn: :o \crr.

fll

MA''NTTE ErrRPoRATroN Southern Lumber Division H:t1-ipchr rrn N,4 iccrqc r..,,,--,-.lpDI

Call toll-free: 8OO 647 3A77 Nationw,rde MASONITE IS A REGISTERED TRADEMARK OF MASONITE CORPORATION

800-642 3005 I n l",,lrssrssropr

13

Fan market headed for the top lltITH SALES of ceiling fans UU predicted at $800 million for 1982 and an industry advertising budget pegged at $22 million for the same period, the aggressive dealer is

making sure that his ceiling fan department is ready for action.

Heavy product turnover normally comes between March and July although by promoting the energysavings advantages of ceiling fans in cooling and heating residential and industrial spaces, it is possible to even out the sales peaks and valleys.

A ceiling fan can save energy costs in both winter and summer if it has a

motor reversing switch. In summer, the blades supplement and circulate air-conditioning with a downward air movement providing a cooling, direct breeze. In winter, a reversed indirect air flow recirculates warm air trapped at the ceiling, spreading it downward to help keep the entire room warm. As a result, thermostats can be set higher in summer (80') and lower in winter (66 ") to cut utility

Jacksonville, Tx. "In addition to their decorative appeal, ceiling fans are very practical energy-saving ap-

ings, motor reversibility and ease of installation, as well as demonstrating

pliances that assure a continuing and

packages are available for display as free standing modules or as part of a standard gondola.

Most manufacturers produce fans in a variety of sizes with numerous

growing market for many years to come." He predicts that sales will escalate to over l0 million units by 1985.

To help retailers reach this strong

potential sales target, most fan manufacturers are emphasizing heavy advertising and spending promotion dollars. National consumer

advertising is strongly supported by

dealer aids such as four color

catalogs stressing the economy and energy efficiency of fans as well as

their decorative applications in beautiful settings.

Merchants can count on promo-

tional and advertising co-op packages from most fan manufac-

turers. Four color graphics in packaging and point of sale messages

tell the customer about energy sav-

markets at present, some wholesalers

Story at a Glance

wide. Two key factors in the sales resurgence of ceiling fans, which were invented in 1881, are nostalgia

$22 million advertisang budget supporls ceiling fan sales predictions . . . Southern market slrong . . . other areas undeveloped, wide open lor

and energy efficiency.

retailer.

and manufacturers believe that a great untapped market exists country

"There's no doubt in our minds that the ceiling fan revival is permanent," says Roland Adams, presi-

options. Blades range from walnut and oak with cane or stencil designs to contemporary plexiglass. Globes are varied in color, design and style.

Additional options include swag kits, extension poles and special hangings for cathedral or vaulted ceilings.

A well stocked fan section should include a variety of these options or have them available for order with a reasonably short delivery time.

To aid the customer in selecting the appliance best suited to his needs and

interior decoration, a store should have at least one in-house fan expert.

This person should be familiar with the terminology of the parts of a fan as well as the specifications of the motors.

A chart with thevarious parts identified in the language of the fan in-

costs.

Although Texas, Louisiana and Florida rank as the three strongest

styles and accessories. P.O.P.

dustry can help bbth the customer and sales person. Photographs of various styles installed in room settings can assist in designing a custom fan or selecting the style best suited to a customer's home.

Fans installed throughout the store, especially in areas where customers wait, such as near the cash registers, will sell themselves as their

dent of Nichols-Kusan, Inc., a sub-

sidiary of Bethlehem Steel Corp. in

(Please turn to pase 23)

r-USINESS MIX for many

Elretailers is changing from contractor dominated to consumer oriented with a resulting need for better displays to showcase building pro-

with indications that consumer sales would be even larger in the future.

As a result, the store began

The new cutaway house has been described as a "castle" when compared to the frst in terms ot'size and

business was changing from contrac-

House by the store's sales personnel, the display measures nearly l,fiD sq. ft. in size and features ,10 different

remodeling its interior. "Our

how they function.

tor to consumer," Jim Enter, the general manager, explains, "so we needed to change and update mer-

Lumber in Myrtle Beach, S.C., built

chandising elements such as floor

ducts and help customers understand

For example, Myrtle Beach

its first cutaway house in 1975.

Measuring 400 sq. ft. in size, it was used mainly to display a variety of interior doors along with a couPle of exterior doors and windows.

At that time, shortly after the store

built its current 18,000 sq. ft.

showroom, approximately 9090 of

the business was geared to contractor sales, the remainder to consumers.

By 1981, the percentage had shifted

to 7590 / 25s/o contractor/consumer

layout, displays, colors and

signage."

To accomplish this, the firm hired a consultant who recommended a new cutaway house and picked the location. Store personnel, however, determined the general design and layout of the house. "We made up a list of products we wanted to display in the new cutaway house," Enter recalls, "and that essentially determined its size in the store."

quality. Christened the Millwork

windows and doors. In addition to providing the oppoftunity to display

Story at a Glance Cutaway house calets to conIntegrates sumer trade . doolr, windows, other bulldIng producte ...locatlon, flexlbillty, hands-on approach rated excellent.

a much wider selection of windows and doors, it allows the store to integrate a myriad of other products rangrng from floor coverings to roof shingles. There are alrc special areas devoted to bathroom accessories, intercom systems and house plans.

According to Bob McCarley, sales manager, the Millwork House has 0GCUPYIiIG nearly 1 ,000 sq. tt. otlloor space

the Millwork House is an eye catching cutaway display offering customers working

models of doors and windows as well as samples of other building products ranging from floor coverings to shingles.

provided numerous benefits. "Our old cutaway house had a number of problems," he says. "It was located

August,1982

15

ffi

in a corner of the store, away from the sales counters and sales people.

The new cutaway house is located in

8E 29 3Z 2E

o

HiiH*aH :H ffiE U'H

the center of the store where sales people are all around to help

"

customers.

Other advantages ofthe new house include displays that work, allowing

SLIDITIIG PATIO DOOR

E

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g 2 o 2

O

B

F

o 2 3

3 R\ o

Il

2

3 B o

V

SWINGING PATIO DOOR

U

^l

the customer to see how a door, a window or a piece of plumbing operates. "Millwork tastes continually change and we need to be able to reflect those changes," he points out. "We designed the new house to give us the flexibility we wanted."

Enter agrees that the decision to build the new displayhas been agood one. "Even though the economy is

ol zl dl zl

AISLE

a,^ TO

ao

E F

down right now, the house is drawing

huge amounts of traffic," he explains. "When we completed the house, we promoted it in our ads and since then customers, both old and new, have come in to look and ask questions. Of course, the display is still relatively new and we feel it will perform even better as the sales personnel become more accustomed to

o

B

a o F

z

WELL DESIGNED floor olan enables store to

display 40 different windows and doors,

bathroom accessories, house plans and intercom systems as well as show types of siding.

it,"

Figures show that windows and doors make up about l39o of total store sales while the house takes up about 590 of the total store area.

"So, it's worth it," Enter concludes.

Founded 40 years ago, Myrtle Beach Lumber is now part of the Seacoast Building Center family.

Headquartered in Conway, S.C.,

Seacoast operates stores in

Conway, Georgetown, Charleston,

Hilton Head and North Myrtle Beach, S.C.

virtuallyblew the town away." At that time, we were a sleepy little community, but we have been rebuilding

market is unique. Because the store is situated on a strand jutting into the ocean, it is limited geographically to a strip I % miles wide and 50 miles long. The bulk of the store's business

and growing at an enormous rate ever

Compared to other Seacoast stores, Myrtle Beach Lumber's

Southport and Shallote, N.C., and

is geared to new construction

OVERHEAD signs tell customers where to find

struction and double-glazing on a window display. Wood bow and bay window displays are much better sellers since customers are

items of interest to them. (Csntor) Bob McCarley, sales mgr., points out the tvood con-

because, Enter explains, "[n 1954 Hurricane Hazel came through and

since."

Committed to keeping up with the community, Myrtle Beach Lumber is continuing to grow and change right along with the needs of its customers.

able to see the real thing instead of selecting lrom a catalog.

Building Prcduc-ls Dlgpst

16

Cypress: favorite wood of past, present and future

By George E. Kelley Southern Cypress Manufacturers Association Memphis, Tn.

WOULDN'T expect today's ItOU I architects to specify a fifth century building material for their most advanced contemporary designs, but

it happens all the time.

Cypress, rightly labeled''the wood

BEAUTIFUL architectural agDlications ot tidewater red cypress lor both interior and ex-

eternal," has continued as a favorite for both interior and exterior uses down through the centuries. The

in existence, dating back to 432 A.D.,

following the sack of Rome by the Visigoths.

cypress doors of Rome's Santa Sabina church are the earliest specimen of Christian carved wood

The extraordinary durability of the wood is explained in part by a special oil called cypressene .6airin-

terior use are abundant. These examoles

styles of architeclure are in South Camlina.

depicting primary use of the wood in several

August,1982

ed in the heartwood. It makes the wood resistant to all kinds of decayforming fungi and even destructive insects such as termites.

Tidewater red cypress, the finesttextured and most beautiful of three

closely related species of cypress, grows in swampy areas from the Carolinas to southern Florida and in a narrow belt along the Gulf of Mexico to eastern Texas.

Although cypress is a conifer, producing a wood of soft, uniform texture, it sheds its leaves in the fall and grows in company with Southern hardwoods. Trees hundreds ofyears old, towering to great heights, are found in virgin stands. In fact, the oldest living thing on earth is believed

to be a cypress tree at Rio del Tulle, Mexico, estimated to be from 5000 to 7000 years old.

The species also represents one of the few surviving members of prehistoric days. Cypress logs, said to be at

least 100,000 years old, were unearthed in excavations for the Mayflower Hotel in Washington, D.C.

17

considerable importance both for industrial and for general purposes.

richness to a room at reasonable cost.

Tidewater red cypress varies in col-

Shrinkage is moderate.

or from slightly red to a deeper red and from this to almost black. Dark reddish-colored annual rings and a marked irregularity of growth give the wood a richly grained effect which is widely sought as an interior trim.

Where wood comes in contact with

Official painting tests of cypress and other woods with similar uses places cypress in a select group for holding paint longer and offering maximum resistance against damage

by the elements. Surprisingly,

cypress will last as well unpainted as it will painted.

Some of the more popular finishing techniques include acid stains, thinned undercoater paints, tinted lacquers and varnishes, bleached finish, oil stains, water and alcohol stains and natural finish. In fact, cypress takes nearly every surface treatment and returns an appearance second to none.

Because of the exceptional versatility of the wood, it is used successfully indoors as well as out.

Paneling, architectural woodwork, window frames, doors and cabinets are a few of the interior applications that provide interesting grain and

the weather and the ground, or where

preservative-treated lumber is either

objectionable or unobtainable, cypress has been found to be an in-

valuable construction material. As such, its uses are all but limitless. In home building it is an ideal choice for porch columns, rough sawn or bevel

siding, roof decking, trim and

general millwork. On the farm, it is

favorable for barns, tanks, silos, water troughs, fences, incubators and bee hives.

Boat and ship builders are important customers. There is a constant demand for cypress boat planking,

barge material and structural

timbers. Other uses where resistance

to decay is important include

The mature tree develops a swelled

butt of 8 to l0 feet in diameter and is surrounded by so-called cypress knees. These are the offshoots of root extending several feet above low water and serve as respiratory organs by supplying the root system with

bridges, docks, decking, greenhouses, fences, cooling towers and stadium seats.

But because of the warmth and

natural beauty of cypress, it fulfills

far more than utilitarian require-

oxygen.

ments, especially when used as a

Because of the deep water and miry

fascia finish material. Whether as ex-

swamps where cypress grows best, logging is difficult. Felling and hauling in the usual manner is hard, but

terior board and batten, groove V-joint or channel rustic with a

today much of it is moved by helicopter to high ground.

Despite these problems, tidewater red cypress is in plentiful supply and is readily obtainable from a number of sources. Members of the Southern Cypress Manufacturers Association process the lumber according to strict grading rules which give valuable protection to the buyer.

Well-seasoned cypress lumber has

little tendency toward warping, twisting or buckling. Moderately

strong, the wood is classified by the

Forest Products Laboratory in the medium group as to ease of working with hand tools and being milled into products. It also has a satisfactory

nail-holding power, a property of

Story at a Glance

Cypress, a favorite building material since the lilth century . . . found only in certain Southern areas . . . extraordi.

nary durability

fi

nishing characteristlcs.

easy

dressed or resawn face, cypress will

look equally beautiful stained, waxed or left to weather. Cypress

wood paneling comes with both a rustic and a smooth, blemish-free surface texture.

Especially adaptable to today's

structural designs tidewater red cypress comes in random lengths of 6

to l6 feet and widths of4to 12 inches.

That means fewer cuts and fewer joints. It's lightweight, strong and it goes up fast.

Add these properties to the easy finishing characteristics of cypress and you have youranswerto whythis remarkable wood is as popular now as it was 1500 years ago. Indeed, "the wood eternal" is more and more becoming "the wood of the day."

Bulldlrp Prcduslr Dlgrrt

18

n$trws Is the U.S. economy begtnning

to turn around? . . . "Yes" says the National Hardwood Lumber Association . . Sec. of the Treasury Donald T. Regan says "the U.S. economy has begun to recovertt . . .

l-Drfer..Q JJ\\J]J_%LI"

U

Lumber Co., Eufaulia, Al. . . .

Robbins Lumber Co., Tampa,

Fl., is adding a truss plate

manufacturing plant and lumber stacker in a three acre expansion . . . A.C. Dutton Lumber Co.'s operations at Tampa, FI., are included in the acquisition sought

Housing will show modest improvement by the end of 1982, with a housing start rate of 1.2 million in the fourth quarter, predicts George A. Christie,

by Thil-Mar Lumber Corp.,

tems Co.. Charles L. Bell, Pres.

Bolen-Brunson-Bell Lumber Co.,

quired the Pittsylvania Hardware Co., Danville, Va., . . . Loweb has refurbished stores in West

McGraw-Hill Information SYs-

Memphis, Tn., reports a 20Vo gain in volume in the last two months . . . Eliot Whittin4on, Eliot Whittington Builders Supply Co., Memphis, has sales up l09o due to housing starts . . .

David R. VanHoozer, pres.,.C.E. Thompson Lumber Co., Memphis, credits remodeling for sales being up 7-l0s/o . . .

Mena Discount Building Supply, Mena, Ar., has moved into

new quarters on Highway 7l South . . . Jack Woody and Vernon Casey have purchased J.D. Branscum Lumber & Home Cmter, Prague, Ok. . . . Stephen Oliver has merged Haydon Lumber Co. and HendersonMoorefteld Lumhr Co., Hopkinsville, Ky., as HaydonHenderson-Moorefield Lumber Co. . . . Crossville Lumber Co., Crossville, Tn., has closed after 45 years. . .

Scotty's Inc., Winter Haven, Fl., has purchased seven RBC

Lumber Co. Inc. building supply stores in the Florida Keys to operate as Scotty's . . . Wokita Lumber Co., Wakita, Ok., has been bought by Mr. and Mrs. Dwight Happ. . .

Pappas-Bowman Lumber Co. is the new name of V.G. Pappas

Brooklyn,N.Y....

Brown-Rogers-Dixson Co., Winston-Salem, N.C., has ac-

Monroe, La., Durh4m, N.C., and Murfreesboro, Tn., with a new sales floor design. . .

T.H. Rogers Lumber Co.'s Duncan, Ok., newly remodeled home center opened with an official ribbon cutting . . . Headquarters of Buttery Hardwore Co., fnc., Llano, Tx., a lO2yegrr building, is listed in the National Register of Historic Places . . .

Hughes Lumbea Tulsa, Ok., has remodeled and expanded with a 8,000 sq. ft. showroom. . .

Georgio-Pacific Corp. is operating two shifts at the new highspeed computerized Southern pine savrmill at Ellabell, Ga., produciqg 300,000bd. ft. perday . . .

Breckenridge Lumber Co., Breckenridge, Tk., has openod a

remanufacturing plant in Fort Worth to pre-cut mobile and modular lumber components . . .

Culpeper Wood Preservers is handling sales for its new Tomah, Wi., CCAtreatlng plant fromthe Culpeper, Va., office. . .

Williams Moulding & Lumber

Co., recently opened a new building in the Central Garden area of Nederland, Tx. . . . Lewis

Home Center, Moore, Ok., has completed a new 7,50 sq. ft. retail sales and office buildiry . . .

Robinson Building Center, Dayton, Tn., recently had a

$250,000 fire reports Alan Cawood,owner...

84 Lumber Co. is now marketing do-it-yourself house construction kits. . . Y-D Lttnbr Co., Bdzoni, Ms., is providing an economic instnrction kit for use atthelocalhigh schools .. .Mutin Lunbr Co. afr Duvis€ag'h Lunbr Co., Stuttgart,Ar., c@tributed funds for a public ffuing range in that city . . .

Ponning Lumber i& Supply Co., Orlando, FL, has sold four

lumber fiards ad rclatod facifities to St. Rqgir Wr Co. fq m rmdisclosed amouil . . . P and M Lumber Products, Inc., a Southern supplicf,, has changed

itsnametoP&MMrWtcB,

.Inc., Stockton, Ca- . . . Love Ltunbr, Kinston, N.C., reivod a clean air award from the American Lung Association of N.C. ...

Boi* @de is ncaring oompletion of its builder scryiae complex in Houston, Tx. Wqerhreuw @. has imcasod

productio capacity by 50efr at its wood treating opcration, Manteo, N.C. . . . Anericon &nCo. has closed lumber facilities at Thomasville, Al. . . . T.F. Er'girs Lumbr Co., Inc., Evergtreen, Ms., has opcncd a $t65,ffi mill to replace a Southcrn pine mill destroycd by frre last year . . .

Arrow Lck @. has morrcd tolargpr facilitics . . . CIet Maid Corp., Ocala, Fl., has changpd its name to Clainpn Intcrnetionat . . .Mo&rn MoU kitchcn appliances, Cnattanooga, Tn., has named King Equipmcnt Co., Jackson, IVls., distributor of tbe year. . .

Georgia- Pacific's contorate move to Atlanta, Ga-, is officid with a c,hange of address now in effect

...GenerolMCa,

Fredericksburg, Va., is completiru a 10,(XD sq. ft. qpansim of Hq. facilities .

Augusl,1982

Ga. Wood Goes to Market Boards, dimension lumber and small timbers are coming into the market from the recently completed Sterling Wood Products sawmill, Sterling, Ga. An arm of the Brunswick Pulp & Paper Co.'s Building Products Divi-

sion, the high production mill,

which utilizes the latest computer technology, will employ 150 people when it goes into full two-shift operation.

Marketing will be done by the

Brunswick Building Products Division sales office in Brunswick, Ga. They also handle production of the

McCormick, S.C., and Pearson, Ga., mills as well as the treated lumber plant at Pearson.

FIRST LUMBER load shipped lrom Brunswick Pulp & Paper Co.'s Sterling Wood Products

sawmill went to Universal Forest Products, Auburndale, Fl. (left to right) Terry Godwin,

Freddy Killgore, Mike Dowdy, Preston Newton and Bill Gilmer, Brunswick Pulp's Building Products Division; Allen Potlay,

iYDisco L,ost T From th

"t'

Universal Forest Products; Glenroy Dowdy,

mgr. of lands and building products, Brunswick Pulp; Clif Jones, marketing and

administrative mgr. tor Brunswick Pulp; Wayne Stewart, sales mgr. - Georgia Mills, Brunswick Pulp, and Gary Adamson, v.p., U niversal

Forest Products.

r the

asatrel

,

tiful

nds of

t? you

Tidewater Qypress

Powell Lumber Company U.S. WATS: (8OO) 551-7192

Phono (3181 tB3€355 / P. O. Drawer P Lakc Charlcr, Louiriana 70602

La. WATS: (8OO) 542-7L36

Bulldlng Prcdrctr Dhoct

20

|l|0 ilfl0 ca]|$ uill| |l|0

Br0 PR0r[$!

CALENDAR j:fi:ila

Smith Herdwerc co.

Auditorium, Goldsboro, N.C.

show, Moose Lodge

Yirgtnie Building Mrterid Associrtion - Au8. 14.17, summgl meeting, The Mariner/Ramada Inn, Virginia Beach, Va.

is the PR0FESS|0]|A['S Att PURP0SE PIASTIC

Americrn Hrrdwrrc Mrnufectutn Arsocirdon - Ary. l+19, Hardware Industry WeeVNational Hardware Show, McCormick Place and McCormick Place West, Chicago, Il. Kcntucky Lunbcr end Bulldi4 Melcdd Dcelen A$odtlor

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

Clollnr Lunbcr md hlldh3 Meredd Dcdcrs Asdibr

FAMOWOOD Can be used under Fiber Glass!

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

aj

Availallc in 16 natching u00d color3

and white.

BEVERTY ilIAIIUFACIURI}IG C(ITIPAI{Y 9118 S. Main Street. Los Angeles, Calif.90003, P.0. Box 73233 f{anutatur.r! ot Famowd. Frmthr!. Frm@lv.nt 0isttibutot.nd D.rl.t lnqci.i6 l[Yilad

Aug. 17, marketing and advertising s€minar, Drawbridge Inn, Ft. Mitchell, Ky.

-

Aug. lt, exp€nse control scminar, Holiday Inn/Woodlawn, Charlotte, N.C. Aog. l&Zl, G€orgia World World Woodworldng Expo 'tll

-

Congress Center, Atlanta, Ga.

- Atg. 2l-22, show and coDvcntion, Birmingham-Jefferson Civic Center, Birmingham, Al. Amrrillo Hrrdwue Cr. Aug.2l-t2, show, Amarillo Civic

Moorc-Hendley, Inc.

-

Center, Amarillo, Tx. Bock & GrqS IndusEics

Atlanta, Ga.

- Ang. 2&D, markct, Atlanta Hilton,

SEPTEMBER Oklehome Lumbcrncn's Assodrtion

B & M Wood Products, Inc.

Scpt. 1ll.1l, 35th

convention and expo, Myriad -Convention Center,

Oklahoma City, Ok. Feltus Bmthcn llrrdwlt Co.

- Scpt. ll-Il' market, Hendy Hrrdwme lf,holcsrlc, Inc. - Scpt. ll-tl' Astrohall, Convention Center, Houston, Tx. Alcher-Xnlghf end Wdl Hrrdwrre Co. - ScPt. ll-Ll' show, Florida State Fairgrounds, Tampa, Fl. Natchez Convention Center, Natchez, Ms.

Quality CCA or Creosote Pressure Treated Posts, Lumber, Barn Poles and Timbers

Ncbon-Rornolc Corp.

Center, Roanoke, Va.-

Scpf. lil-13, show, Roanoke Civic

Hoo-Hoo Intcmrdord 9(ll Corvcrtlor erd Arcttbr Folt|t hodlcts Confcilrcc Scpt. lllll,trade orhibition, Went- Australia. worth Hotel, Melbourne,

Ndond HJd?ood Lrrbcr Aroddor

- SGpi. lllltc. 17'

Inspection Training School, Manphis, Tn.

"You'll Like Our Treatment" CALL (912) 283-0353 FOR DEATER INFORI{ATION

B&MWOOD PRODUCTS, lNC. Manor, Ga.31550

Slnce 1964

WdlarEldllcCo., Irc. -Scpt. lll-16, show, Gulinburg, Civic Auditorium, Gatlinburg, Tn.

trloridr Lumbcr rnd Boildiq lflrtcrld Dalcrr Arcodrtfon Scpt. 15-17, 52a6 annual eonvention and exposition, Orlando Hyatt Hotel, Orlando, Fl. Scpt. l&,19, Big Sandy Blg Srndy Hrrdwue Cr., Inc.

-

Distribution Crnter, Hager Hill, Ky. - S.Dt. l$26, industry sponsored promotion.

Lunbcr Mlrdrtub3 Arsddor of Vfftsh - Scft. *4, Va. NHLA sbort coursc, Doylc Lumbcr Co., Martinsvillc, S.ea. 2DZ' fall Ilrrdrood lloorh3 ldlHor Sclool session, Cook Convention Ccnter, Memphis, Tn.

Nrdotrd r|rchci/Dnf WccL

Acc Hrrdrrrc Corp.

- Scpa. 2326, show, GeorgiaWorld Con-

gress, Atlanta, Ga.

Member

Amerlcan Wood Preservers Assoclation

Southeestcn Lumbcr Mrnufrtulrs Alsodtdotr - Scpf.

2$2li, annual mecting, Opryland Hotel, Nashvillc, Tn. Paris-Dunlap Hardwrrc Co. - Sept. 25-26' show, Georgia Mountains Center, Gainesville, Ga.

August,1982

21

SALE

the retainer brackets, opening the

(Continued from page 8)

door and installing security screws in the frame."

"The next step is to install alockset following the manufacturer's directions. Then these wood stops with factory-installed weatherstrip are

sizes. If your opening is not standard,

we can special order for you."

"There are six basic steps to follow

in installing the door," Joe says.

"First, you remove your existing interior trim and save it for reinstallation. Next, remove your old door, strike plate, hinges, weatherstripping and threshold."

"Without removing your existing wood frame, set the pre-hung steel

door into the door opening and secure it with nails. Firmly secure both the door and frame by removing

"You explained it so well. I think I'll just go home and measure the door.

Be back in a while."

As the customer leaves, full of en-

nailed to the frame and you caulk the

thusiasm and confidence, Joe moves on to another customer, eyeing a wood door display,and another job of selling. He is equipped to explain the

threshold. The final step is to replace

installation procedures for wood

the interior trim."

"The job usuallytakes about three hours," Joe concludes. "Do you have any questions?"

doors as well as he did the steps for installing an insulated steel entryway.

"What about painting it?" asks

the customer.

"Good question. The door is

prime painted by the manufacturer, so you can paint it any color you choose."

"Well," the customer concludes,

Keep on Trying The number of failures is not important for salespeople. What is im-

portant is that the sales people keep trying to turn the failures into successes.

lUhcn Vou uJont the highest quolitg ovoiloble in CCR TVpe C

Pressvre Treot ee) lumber, coll

CURT BCRN TUfNBCR CO., INC. P.O. Box 9, FlmitV, Rr. 71921 o (501) 342-5275 Trn BCRN . Bltt IIRRDINO UJe con fill oll Vour treoted lumber needs. . . londscope tlmbers,

plgulood, oll dimensionol lumber, 4x4 through l2xl2.

Bulldlng Prcducls Dhcat

22

Scotty's, a Grace, or an Evans. We've been told that the follow-up after the show has been extremely poor by some

Home Center Merchant

major suppliers . . . and that it takes prodding by the retailer to get information about the products and programs exhibited at the show.

I have the opportunity to review thousands of comment cards from retailers

BILL FISHMAN Bill Fishman & Affiliales 11650 lberia Place San Diego, Ca.92128

who attend the show. The word that is

written most frequently is "small."

pliers by quickly answering "no" rather than "l don't know." There are a number of key executives in major manufac-

IWONDER IF the top management of

turing companies who have reached

material, and hardware suppliers know how watered down their merchandising and promotion programs are at the retail

their position by maintaining an attitude that they had a fiduciary responsibility to their retail accounts as well as their employer. They developed this attitude

Iour country's lumber, building

level. Or, if they know that theY

sometimes never do get presented to the retailer. Even worse, do they realize that

their people are often discourteous to the smaller retailer operator?

During the 1960s, when I was on the management team of one of the largest Midwest home centers, I periodically had to contact the home office of some suppliers to get the specifics about programs that I had read about in industry trade publications. If it didn't involve a price change, the local rep claimed ignorance. Once, I was obliged to track

down a paneling manufacturer's

Madison Avenue advertising agency to get the details on tying into the "HowTo" television series that I had read about in Advertising /ge. These were my experiences as a "giant" retailer. It prepared me for what I had to face in my consulting work with the smaller lumber dealer.

Suppliers spend millions to attract the

attention of retailers. They buy trade

advertising in trade publications. They invest heavily in regional and national

trade shows. I'm sure that their promoters do an adequate job of following through with the giant chains. But many also do a very fine job of blowing off leads from the rural and small town independent dealer.

I've seen hundreds of PoorlY constructed, poorly reproduced form letters mailed to retailers in response to an inquiry about an ad in a trade publication.

Many inquiries aren't followed up at all, and some suppliers respond with only a spec sheet enclosed in an envelope without any covering letter to acknowledge that the information is being mailed as requested by the retailer. Hooray for the guy who writes, "in response to your inquiry about our ad that aPPeared on page 2l of the May issue of Whot's New World we are enclosing . . ."

The most damaging individual in the distributor channel is the guy that calls on retailers and over-protects the sup-

as a salesperson calling on retailers in the

field. They recognized retailing creativi-

ty and fought as diligently for the good

of the retailer as for the benefits of the manufacturer.

It disturbs me, however, that there are

still too many wholesaler salesmen,

direct factory men, and manufacturer's

reps who will answer an emphatic "no" rather than "let me check."

I've worked with independent retailers who were able to double their advertising presentation by requesting information about cooperative advertising programs from the home office rather than accepting a "no advertising" answer from the sales rep.

These retailers want us to continue to feature seminars and disperse information about how to operate, merchandise, and promote in rural and small towns.

What's interesting is that they use the word "small" when they refer to them-

selves. They don't find it degrading.

They shouldn't. These "small" retailers are responsible for the ultimate sale of tens of bil/rbas of dollars of after-market house improvement products.

So . . . a word to those suppliers looking to expand their distribution. Don'r neglect the little guy. Call them mom and pop dealers, call 'em small independents, call 'em a secondary market . . . but call 'em!

Thol's How lr Goes!

As Seminar Director for the National Home Center/Home lmprovement Congress and Exposition I chair the advisory

board meeting that's held every year four weeks after the show. The board is comprised of a balance of exhibitors,

large retail chains, independent retailers,

independent wholesalers and programmed wholesalers. Each member

a

of

three years. Six serves term members are retired each year. Six new members come on board.

25 vl n$YElslri

The function of the board is to critique the past show and make recom-

mendations for future shows. There have been two requests from the in-

dependent retailers that have been repeated at the past four board

meetings:

(1) Get the message to the rural and small town dealer that this is tierr show and they have much to see and learn at the show,

(2) Get the exhibitors to be more friendly, courteous, and cognizant of the smaller retailer.

These board members report that there are personnel in some of the manufacturer's booths who make them feel like second rate citizens because they

don't represent the buying power of a

"Frankly, the government is curious to know iust how You made it-and still followed all

the regulations we've Put into

fiect."

Bulldlng Produc-ts Dlgost

23

August,1982

PROFITS IN FANS (Continued from page 17)

components should be available for add-on sales.

Information from local utility companies based on the cost of

movements freshen the air and create

cooling breezes.

Since fans are often billed as d-i-y

projects, it is advisable that you offer take-home instructions as well having someone on hand to discuss the Causeway Lumber Co., Fort

Lauderdale, Fl., reports a dramatic pickup in the purchase of do-it-yourself installation ceiling fans at all six Red Thumb Home Centers.

They have opened two stores devoted exclusively to the sale of

fans and energy related ac-

cessories. The Sunrise store on the East coast of Florida is small, about 1,000 sq. ft. The second fan store at Bonita Springs on the Gulf Coast opened in late spring.

J. Glenn Spoor, director of the

Red Thumb division, says "I think Florida Power & Light's annual meeting fueled the buying when it was announced that their rates were going to continue to go

up forever."

installation technique with the purchaser. Wiring and other electrical

operating a fan as opposed to air conditioners and heaters can be used to

make up charts showing actual sav-

ings for your area. Many fans reportedly use less energy than a 100-watt lightbulb. According to figures from one utility company in the Sunbelt, a large ceiling fan can operate eight hours for 50, a fact sure to impress customers if it applies in your community.

Utilizing the industry push to build market demand, a retailer with some effort should be able to capture a generous percentage of the projected sales dollars.

Floor Mfrs. Take New Tack The format of the National Oak Flooring Manufacturers Association's mid-year meeting was a departure from the usual speakers

addressing the group.

"We felt," said John Fox,

Arkansas Oak Flooring Co., Pine Bluff, Ark., presiding officer, "it would be worthwhile for our members to be able to sit down and

talk with one another in a free-

wheeling session on several topics of

concern to us all. The excellent member participation indicates this was a worthwhile variation in our meeting style."

Measurement of flooring, inventory control systems, the commercial market for oak flooring, distribution and sales channels were among the topics covered.

Discussion leaders at the June

Florida Dealers to Meet Florida Lumber and Building Material Dealers Association will hold its 62nd annual convention and exposition Sept. 15-17 at the Orlando

Hyatt Hotel, Orlando, Fl. Over 133 exhibitors will be displaying their products at the exposition, according to Patricia Anderson, assistant executive director.

22-23 session at Memphis, Tn., included Ray Spivey, Cumberland

Lumber and Manufacturing Co., McMinnville, Tn.; Wahldean Brunson, Thomson Oak Flooring Co., Thomson, Ga.; Claude Taylor, Memphis Hardwood Flooring Co., Memphis; W.L. "Pete" Holmes, Harris Manufacturing Co., Johnson City, Tn., and Lawson Maury, Desoto Hardwood Flooring Co., Memphis.

Floor School Graduates 55 The slump in housing construction has failed to temper interest by building trades in learning how to install oak floors, judging by the capacity class of 55 students attending the seventh semi-annual Hardwood Flooring Installation School held recently in Memphis, Tn.

Instructors included Charles "Mickey" Moore, Gary Moulthrop, Claude Taylor, Memphis Hardwood Flooring Co.; C. Warner Tweed, Harris Manufacturing Co., Johnson City, Tn.; Lewis Bosco and Ken Parisi, Penn Wood Products, East Berlin, Pa.; Roland Holder, Gentry & Holder Floors, Inc., Shreveport, La.; Albert Duke and Joe Burchfield, Peace Flooring Company, Inc., Magnolia, Ar.; and Harold Reid, Trinity Hardwood Distributors, Inc., Dallas, Tx. Representatives who demonstrated their products included Erbie Massengill and Pete DeVita, Wilmington, N.C., Porta-Tools, Inc.; William D. Mclaughlin, Annadale, Va., Powernailer; L. G. Oliver, Memphis, Bostitch Division of Textron, Inc.; Dick Hradecki, Toronto, Ont., Hummell sanding equipment; and Jim Harrison, Montvale, N.J., Minwax Company.

The next class will be held September zO-U.

HARDW00D Ft00Rll{G installation school students received instruction in the use of a nailing machine from Roland Holder (lett), Gentry & Holder Floors, Inc., Shreveporl, La. Greg C. Desautels, Calgary, Canada, swings the hammer while Terri Phillips, Nashville, Tn., and Sam Blanck, Midland, Tx., look on.

Bulldlng Prcduclr Dhpat Mld-Amertca Lumbermens Assoclation

rl90l Maro sr., Krns ctty, Mo. 64112 (tr6) 931-2rO2

ARKANSASA

OKLAHOMA

gressman James R. Jones. H.R. 631 I will establish who istrulyan independent contractor for tax purposes through the ad-

ministration of a simple "safe harbor" test.

For years, many dealers have battled the loternd Rwenue Service over "independent contractor" or "€mployee"

€secrilve vlce peCdent

Arkansas Gazetre recently THE I reported that John W. Garner, president of Garner-Brown, Inc. , has announced that he is closing his furniture, television and appliance stores in Little Rock and North Little Rock because of

Arkansas' Constitutional l09o interest limit.

"The majority of our customers buy on credit," said Garner, 44, of Cabot. "I can't borrow money at today's interest rates and loan it back for 1090. I've gone about as far as I can go."

He said he couldn't take the chance that Arkansas voters will approve a proposed Constitutional amendment in the November general election to repeal the l09o interest limit and replace it with a law that allows the rate to be 590 above the Federal Discount Rate to a mucimum

of l7o/0.

"You're going to see a lot of com-

panies closing their doors if the interest limit isn't repealed," Garner said in an interview. "I'm going to do mine now," he said, because he has a chance to liquidate his stock, pay off what he owes and "probably come out pretty clean."

Garner said his business started to go

sour when the prime interest rate nationally started going above l3 and 1490.

"I've done everything I can do," he said.

Garner-Brown formerly employed about 35 persons but is down now to 14.

Although Garner-Brown is primarily a furniture/TV business, it is not too untypical of what many Arkansas lumber dealers will be facing if Amendment @ is not passed.

Building material dealers who areoften concerned about people who are selfemployed, often known as "inde'pendent contractors," will be very interested in legislation sponsored by Oklahoma Con-

classihcation.

Wages paid to an "employee" are subject to Social Socurity taxes imposcd on both the employcr and the employee. In addition, the employer must oftcn pay unemployrrent taxes on the employee's

wages. "Independent contractors," however, are subject to the tax on sclfemployment income, but their payments

are not subject to withholding requirements.

As a member of the Congressional Task Forcc on lndepcodent Contractors, Jones recommcnded amoratorit'm on the That issuancc of IRS rcgulations in congressional moratorium has been in effect for almost four years.

l9t.

The mor4orium, howwcr, cndcd July l.

For thu reason, Jones is urging swift consideration by the Housc Ways and Means Committee, and the full Congress,

of H R. 631 l. It is bclieved the safe harbor test will solve this problem in a fair manner and will end the years of uncertainty for many hardworking business people.

Loulclana Butldtng Materlal Dealer Asoocladon P.O. 8or ll5l7, Brto Rcg3, b. ?llt9i (soa) 9r2?4lrt

LOUISIANA #A€ :<EI r H,'7C

'N U @?15'-_.

OUTLOOK

erecudve vlce pred&nt

siana, the other in Northeast Louisiana.

Two groups met recently and efforts to organize are underway. Northwest Louisiana is next.

The Southwest Lumbermen hosted a ladies' night at Prien Park in Lake Charles recently. Eighty people attended the steak fry. The annual Crawfish Stew for the Baton Rouge, Lafayette and Lake Charles Associations was a huge success with 180 members and guests turning out.

Ray Harrell, a long-time friend and vice president of the National Lumber &

Building Material Dealers Association,

(f) The worker performs services under a writt€n contract providing that the worker will not be treated as an employee for cmploym.ent tax purposcs.

(2) The person's organization for whom scrvices are pcrformed filcs all required informaion retlrms for paymcnts to the worker.

retired from the NLBMDA staff on

(3) The worker controls the number of hours he works and substanridly all the

He has been connect€d with the retail lumber and building materids industry for 28 years through equal amounts of time with the Lumber Dealers Research

scheduling of his houn.

Aug. l.

rIwO NEW local associations are beI ing formed, one in Centrd Loui-

The safe harbor tcst will identify a pcrson as an indcpen&nt contractor if:

Council and the national association after the council was merged with it about 14 years ago. His resignation has been ac-

cepted with regret and with deep ae preciation for all that he has done for the industry.

William "Bill" Ames, Jr., Murphy

(4) The worker rents his placc of busincss at a fair rental.

(O The servicc provider is oonomically independent, mcaning that he either risks fluctuations baus€ he is paid on the basisofsalcs or other outputorhchas

a substantial economic investment in

tangible asscts used in conncction with performance of the scrvice.

effort to collect funds from Ray's in-

Jones sponsord this sanc legishtion in the last C,ongrcss, butdiffcrenccscould not be resolved betwecn H.R. 531I and a

dustry friends to defray some of the cost of a new boat which he plans to buy. The fund is entitled "Ship Ray Away."

journed without voting on either bill.

Ames Lumber Co., Arlington, Va., and Jim Duke of the LBMDA organizcd an

similar bill introduccd by Congrcssmsn Rostenkowski of Illinois. Congress ad-

August,1982

25

Tennessee Bullding Material Association P.O. Bor 40328, NaCrvtlle, Tn. 37204 (615) t33-7654

TENNESSEE

Plans are moving ahead for the convention at the Knoxville Hilton, Knoxville, Tn., Oct. 2l-23, with the World's Fair as a backdrop for our meeting.

Theme will be "Make '82 Work for You,tt

erecuttve vlce precldent

Companies who have pledged to participate as sponsors of this 57th annual meeting include, in order of receipt of their pledges, Corroon & Black Benefits, Inc., Nashville; East Brainerd Lumber Co., Chattanooga; United Cement Co.,

l/|/tHAT CAN you do when lumber f f isn't selling? Sell something else.

Get out ofthe office and take a fresh look

at "your market. " Look for products or services not easily available in your area.

Also look for things that enjoy higher than average profit margins and/or turnover. Seriously consider those that require minimum investment and employee

training.

Don't be inhibited by the fact that some other retailer is presently marketing something that looks profitable. It is truly

an "open market" out there! Hardware stores are selling lumber, grocery stores are selling adhesives and drug stores are selling nails and screws. Ifyou locate an item that will expand your sales, grab it.

For the next few montls, survival is the

Energy products are in high demand and fit neatly into your existing inventory. OPEC's recent announcement that oil prices will remain high should make the energy conservation market very active. Remember, your customers consider you the construction expert and will want your help and energy saving advice.

Remember, even though the housing market is down, people still have money.

They will buy from you if you offer what they want. So start now. Look over those markets that can put extra dollars into your pocket. If you do, you'll be around when the housing market gets back on its feet. If you don't, who knows?

Jackson, Ms.; Jimmy Whittington

Lumber Co., Memphis; Tamko Asphalt Products, Inc., Tuscaloosa, Al.; Perma "R" Products, Inc. of Tn., Johnson City; W.R. Bonsal Co., Charlotte, N.C.;

Reserve Warehouse Corp., Chattanooga; Dealers Warehouse Corp., Knoxville; Dodson Insurance Group,

Kansas City, Mo.; Hardware

Wholesalers, Inc., Ft. Wayne, In.; Industrial Products Co., Mt. Pleasant, and Holston Builders Supply, Kingsport.

Btdldng Materlal Merchants Asctadqr of Georgfa &

name of the game. Few TBMA members seem willing to m:uket "too much" non-

Nabama, Inc. p.o. sor t3, pdr, cr. 81t 69 lgt2r 9A7.2t72

GEORGTA/ VIEWS

traditional material, yet an amazing mix

of products is being sold in members' yards. Here are just a few:

Unfinished furniture provides a yearround market and a good retum on investment. While acquisition costs are somewhat high, they can be controlled by

limiting the depth or breadth of inventory. We even heard of one dealer who is selling table, chair and stool kits made in his own mill from scrap lumber. He just puts the pieces in a plastic bag and prices them at a profit.

Recreational products provide adequate margins and turnover, but are quite seasonal. However, if it doesn't sell in the summer, you can put it back on the shelf at Christmas time. We have seen everything from bicycles to dolls being sold by dealers. While many of you are already

selling picnic table and deck chair kits, few are offering higher quality (and priced) finished items.

Lawn and garden products have turned into a big and profitable business. Selling

out should be no problem with these seasonal products if you "buy short."

Many home gardeners lue now buyrng their own rototillers. One enterprising dealer grows and sells his own Christmas trees. The lawn and garden market is a natural for "selling up." With good salesmanship you rnay just send that marble chip customer home with 100 ft. of cedar fencing.

Due to his power as President Pro Tem of the Senate and strong commitment to the

Elt"ttU,q recently held two meetings

Ifto

pay tribute to legislators that

were influential. Others are planned.

In meetings held in Brunswick, Ga., and Albany, Ga. , Erv Goodroe presented special plaques representing the dealers'

appreciation to Rep. Jim Tuten of Brunswick and Rep. Tommy Chambless

of Albany.

Rep. Tuten was chairman of a special study committee BMMA was successful

in getting established last sum-

legislation, it was passed by a wide margin.

A pleasant surprise at the Albany meeting was the unexpected visit of Lt. Gov. Zell Miller. His presence allowed BMMA to thank him for his role in getting the bill in a favorable committee in the Senate.

The new legislation will not be effective

until April l, 1983. This was agreed upon by opposing parties to allow everyone to sit down, discuss and possibly come up with an entirely new lien law. If this oc-

mer-Chambless served on the commit-

curs, legislation could be introduced and

tee.

passed next session.

Tuten tumed out to be the real champion of the legislation in the House and, on more than one occasion, prevented amendments that would have gutted the

Chances are very good there will belien law legislation n€xt year. If agreements

legislation.

Senator Holloway was presented a pla-

que at the regular meeting of the Southwest Club in Albany. He was the leader of the legislation in the Senate.

can be reached among all parties, it could be favorable to dealers; if not, chances are good it will not be favorable.

In the meantime, BMMA is drafting a complete analysis along with necessary forms to provide dealers in complying with the recently passed legislation.

Buildlng Products Dlgcrl

26

Caofna Imbel & Bdldlng lttMal Dealer Asoddo4 krc.

3909 Monrec Rd., Chdone, N.C. 2t2O5, (704) 376r5O3

CAROLINAS executlve vlce preeldent interest rates. If the rates remain at present levels, there is litte hope for revival in

Henf appe.usto have been a small f I pick May and up in business during

June. In our travels and phone conversa-

tions with dealers in North and South Carolina, we found the "spring spurt" arrived a bit later than normal.

Although most comp.rnies are report-

ing only small volume increases, it ap pears the coastal areas and the western

part of North Carolina have had somewhat larger increases. Will it last?

The consumer business looks fairly bright-more and more homeowners are remodeling or adding on rooms, decks, etc. Even renters are beginning to be more concerned about the app€arance of their apartments, homes or duplexes,

The contractor business for the remainder of the year hinges on one thing,

housing starts.

The best advice seems to be : keep going after sound contractor business aggressively and do all you can to increase your consumer trade. Keep a positive attitude and constantly look u ways to attract new customers!

G. Robert Claypool, group v.p. and controller of the building materials distribution group of CertainTeed Corp., Waco, Tx., will be workshop leader for an exp€nse control workshop the association is sponsoring for owners, managers and employees on Aug. 18 at the Holiday

Inn./ Woodlawn, Charlotte, N.C. The all day session is desigrred to help identify, analyze and reduce expenses. All par-

ticipants will be asked to furnish their three most effective expense cutting ideas.

ment. His volume is less; his profit is more; his salesmen are experts in their field; their customers receive extra personal services; their prices are fair. Every man from the truck driver to the boss is

on the team. Each man knows he represents the firm and that every other member of the team is anxious to help, interested in seeing that every customer is treated so he will want to come back.

I recently talked to my friend and askcd about thethings quoted above. Heis continuing the policy that was adopted and sees no reason why he should ever change. Frankly, I think you will agree with me that the business virtues of yesterday do not ceiase to be effective today.

I

have kept these tidbits for several years. I thowlrt I might drop one in ever so often in abullain but nevergot around to it. So I am listing a few that might be of interest to you becaus€ they appcaled to me.

"when you reach for the stars, you may not quite get one, but you won't come up with a handful of mud either." ' ' I f you soar with the eagles in the mor-

ning, you can't hoot with the owls at

night."

"The set of the sail is what dacrmines

your progress, not the extent of the Kentucky Lumbcr and Bulldlng Matedal Dealere Assocladon P.o. Bd 655, larbrm, r(y. roollt lto2l6t!n-'',5l

KENTUCKY REPORT

WILLIA}I THOMPSON elecudve vlce prealdent

by Don A Crmpb.ll

GnvsRAL years ago, while attendtfing a convention in a neighboring

state, I met an interesting lumber dealer

with a most unusual philosophy-one that was payrng off handsomely in profits, leisure and peace of mind. I kept my notes from this conversation and am quoting them below and hope they will be interesting to you.

For years he had been fighting to increase his volume, and he had succeeded,

but with lower profits. Then he got "religion." He saw the "light." He called his auditor and together they figured

out the lowest volume he could work toward, which, with a fair profit, would give him a return on his efforts and his investment. He was amazed to find how

much his volume could be reduced if he priced his goods fairly, cut out all butpro' ductive manpower and concentrated his sales efforts.

He kept his best employe€s, told them how much they had to sell, and how much profit sharing they could exp€ct on thes€ sales. He picked out two of the best contractors, told them what his contractor's price percentage would be and that, in return for their support, he would direct all his customers to them. There would be no cut prices or bidding on business but

winds."

"I stand squarely bchind both sides." a)6 years ago the Doclaration of Independence was siped. On July4th I failed to hear anyone tdk on the blessings of freedom, what it means to this and future

ganerations. No one seemed to under-

stand the sigpificance of the day at dl €xcept that it was a good time to relax and not bother with such dull, dry zubjccts as

freedom, whu it means, the price our

forefathers paid to assure is blessings for us , the price we will have to pay to keep it .

It was the one day in the ycar that should have becn dedicated to our free American way of life. It should have meant more than a trip, a game of golf and traffic deaths. It should have been a day of thanksgiving for the prirciples of liberty, thc pursuit of happincs, and the privileges of a freedom which allows the people to govern thcmsdves. I wondcr how manyAmericans gave thought tothe

there would be an extra amount of

real meaning of the day?

cooPeration.

The association will conduct a onc day s€minar on Aug. l7 at the Drawbrklgp Inn, Ft. Mitchdl, Ky., on marlaing and advertising. The instructor will bc Csrl Dill of New Milford, Ct. For more information contact Billy S. Thompson at the

He cut out unprofitable lines and concentrated on extra service for the lines he

did handle to the selected types of customers he had chosen.

This is the seventh year of his experi-

association office.

August,1982

27

Florida Lumber and Butldlng Materlal Dealers Assoclatlon

P.O. Bor 7125, Orlando, Fl. 32854 (305) 6/l/.OW2

FLORIDA SCENE JOHN D. GAKIEN execullve

dlrector

_ lUSt to the right of the above phoro lUof "yours truly," you'll notice an illustration of our headquarters building, which is located at 905 Lee Road in Orlando. This two-story white frame structure was built in 1965 with the help of many of our members, who contributed labor, materials, time and money toward its completion.

"So what?" you might ask.

Well, if you were a member of

FLBMDA, you'd have a better idea and

appreciation of our headquarters and what takes place there. For example, in July, there was a day-long management workshop entitled "When Business is

Bad*Back to the Basics," moderated by Jack Summers of Summers and Associates. Students were in attendance forthis program from allparts ofFlorida.

Next came a meeting of the local Hoo-

Hoo Club ll5, with a featured speaker from the Orlando police department, describing the community's "Crime Watch" program. Later in August, the local membership of FLBMDA plans to hold a district dinner meeting, with two United States Congressmen, Bill McCollum and Bill Nelson, as speakers. All

told, from just these three events, it is estimated that more than 200 members will visit the headquarters and participate in business, as well as social functions.

And that's what makes the building unique.

In the course of a year, there will be meetings of the board of directors, educational programs on management topics as

well as product knowledge, Association committee meetings, Hoo-Hoo meetings (including concats), District meetings,

POTENT SALES AIDS FOR DECK DEALERS

Pro-Loggers (our young peoples' group),

and even a dance during the Christmas holidays.

If the next question you have is "Who

makes it happen?", the answer is simple-the members.

complete sales support

Starting at the top, president Everette

Cupit of Causeway Lumber Co. in Fort

Lauderdile will call and chair those

meetings of the board of directors. Bud Ryan of Panning Lumber Co. in Orlando serves as director, and oversees the local

membership's meetings. Association committee chairmen include Don Osteen of East Coast Lumber Co. in Cocoa; Art

Hughes of Mack Industrie s in

Hollywood; Jim Attaway of Attaway

Lumber in Okeechobee; Bob Jaycox of Dixie Millwork and Supply in Ocala;

Holden Welsh of Basch Products,

Miami; Clark Yandle of Yandle Building Materials, Ocala; and Charles Nicholson

of Nicholson Supply in Wauchula. Jack Phillips, also of Panning Lumber, is president of the local Hoo-Hoo Club, and serves as our resident "snark." Don

Smyth, Jr. of Smyth Lumber Co. in Orlando chairs the Pro-Loggers.

These are the people who make things happen in our building. If you're ever in

our neighborhood, you're more than welcome to stop by for a cook's tour or participate in some of the events already

mentioned.

According to our last audit, the total

expenses to operate and maintain our

headquarters in l98l were in excess of $13,000. We think it's worth that and more!

selling tools you need from managers manual, sales desl( manual, LaBelle tapes, consumer sales and "howto" materials to deck diagrans. lf

I;irilit'ftT'#iW Y lr'-.odns*-*^-ttion-rooile-nao+-rt-w*l r

lo:::.:ot"^t NAME-

rno sates aicts, send coupon.

I

| .oroo*,

Cabinet Market Changes

The distribution of kitchen cabinets is experiencing some change

due to the rise in do-it-yourself in-

stallations, according to a study released by the National Kitchen Cabinet Association in Louisville, Ky. Their figures show that nearly three million consumers purchased a total of 18 million kitchen cabinets last year. Approximately 6090 of

these installations were done by the homeowner himself after he had purchased the cabinets from a retailer.

Only about a third of those polled hired contractors or tradesmen who both purchased and installed the cabinets.

Housing Industry Dynamics, Crofton, Md., conducted the study which showed that the distribution market for kitchen cabinets is moving away from the contractor to the consumer.

I ooo*rst

sTArF

lcrw

tg

-";;;;;.-^;;

Manufacture6 & Distributors of Erecto-Pat wood Deck sYstems

& Accessories PO. Box 5'19l Oxford, Mlchigan ll805'l

I

J

Buildlng Prcduc'ts Dlgort

28

Some solutions to the door display dilemma

6

IA

a #

et

lll/HAT is the most effective way UU to display doors? This question is important to the retailer as the continuing tilt of business from contractor to consumer makes it necessary to bring doors onto the selling

aesthetic or innovative merchandising.

Outstanding examples seen in the field include a four-sided kiosk with a handsome door mounted on each side. Another custom built display is

floor from the warehouse and catalog order desk.

Manufacturers in their move to do-it-yourself installation features have become aware of the problem, too. In support of the deder and their product, they are stressing informative packaging with cutaway illustrations to show the features ofthe door as well as basic installation steps. Most manufacturers also are providing floor displays which allow the customer to touch and try as well as see the built-in advantages of the door.

While many retailers find these manufacturer provided displays satisfactory, others tend to more

Story at a Glance

Changlng door martet rrqulres consumer orlented

merchandlslng changes . . . dlsplays mole lmportant . . . innovallve deslgns, less jargon needed.. .

automated with doors moving on tracks to provide a continuous display much like those used to showcase watches.

D00R 0ISPLAYS with hands-on appeal score high with customers whether lhey are custom designed like the one (top photo) in the Millwork House at Myrtle Beach Lumber,

Myrtle Beach, S.C. or provided by the

i'

I

tt' It

It

t{

manufaclurer (cenhr). Customer (bdow) examines stained portion of a door at Myrtle Beach Lumber to see how it will look when in-

stalled. /Seepage l4for odditional story on Myrtle Beach Lumber-ed.)

A common technique is to place doors on a platform head high, or higher in some cases, with stock kept in a variety of slot or bookcase type storage racks below. While this provides the advantage of allowing numerous doors to be displayed, many consumers dislike not being able to touch the doors. To the very short or myopic, the distance overhead can be forbidding.

The cutaway house provides an ex-

August,1982

29

display is the space it requires.

If the store lacks room for

displays, an audio visual approach should be considered. Customers can

view slides of the various doors stocked. Home settings will enable them to relate door and architectural styles to their own situation. Also

helpful are charts of door terminology and door styles in the display area. Many customers, unaware of Cven the simplest terms such as handing, are mystified by stile, rail and pediment.

Cross merchandising is a must.

Hardware and security devices should be available in close proximi-

ty to door displays, just as doors should be featured by picture displays and signs as well as the real ST0RE PLANNING management at Cashway Building Materials, Inc., El Paso, Tx., designed this door display tor use in their stores.

cellent solution to door display, allowing the doors to blend into displays of other building products.

Customers, too, like the opportunity to walk through the doors and try the handing. Doors lined up against a wall can be installed to open, but the customer misses the pleasurable feeling of stepping through.

thing in the hardware section.

In a self-serve situation, it is important that the buyer be able to remove his choice of door from stock easily. Another consideration is the trip through the store to the cash register and then to the customer's vehicle. Unless a suitable conveyance is provided, customers may hesitate to make the purchase.

Building Products Dlgesr's field survey shows that there is much room for improvement at most stores in the displaying of doors despite the best efforts of store planners. The retailer

who builds a better display will probably find his door sales soaring.

In addition to the satisfaction of touching the doors, opening and closing them, shoppers report that they like to be able to back off from a door to capture the perspective they will encounter when it is installed at

DISPLAY on top with storage on lower level (top

ph0t0) is used at the Cashway Home lmprove-

their home. Also considered a plus by prospective buyers is the advantage of seeing finished samples. The stained or painted door often differs in ap-

ment Center store in El Paso, Tx. O'Malley Building Materials employees designed this door display and storage rack (cenler and lower photos) for use in their stores in Texas.

peaxance from the raw wood door to

If you have an effective or unusuol

consumers.

A vignette can provide an effective display of an operational door. A bit of carpet or flooring with an accent of green plants and a background of wall covering glamorize the setting.

method of displaying doors, we would welcome a brief dacription or diogrom

The major drawback to this type of

,.';,1

with a picture for use in a future

issue-ed.

The length of the fixture can vary according to the amount of soace needed.

Bulldlng Prcduct3 Dhprt

30

Gary Lillard has been appointed lumbcr

purchaser by Culpeper Wood Preservers, Culpeper, Va.

Ilowrrd J. Wcbs is now mgr. of plans

PERSONALS Jim McGhin is sales mgr. for both

treated and untreated production at the Union Camp Corp. sawmill at

Folkston, Ga.; Jrmes Cdlehen is handling sales.

Ken Reiney, Masonite, Springhope, N.C., has been on a business trip through Pennsylvania and Va. Nlen S. Johnson, Jr., Tifton Lumber Co., Tifton, Ga,, has retired, turning management over to his son, Peul Johnson.

Tom Iockeft is the new gen. mgr. of Southeast Wood Treating, Louisville, Al. Dick Youmans is now sales mgr. for pine lumber at Georgia-Pacific, Atlanta,

and financial analysis at Kirby Forest Industries, [nc., Houston, Tx. Welter Jrrdr, formerly with Catawba

Timb€r Co. in S.C. for nlmost 25

years, has been namcd asst. v.p. of timber and timbedands for Gcorgia-

Pacific Corp., located al hq. in Atlanta, Ga., according to Joh FJohn M. Sykcs is the new chairman and c.e.o., and f,enneth M. Evens, pres. and gen. mgr., at Evans Products Co.'s pa.int division, Roanoke, Va.

A.E. Wright, senior v.p. and comp troller, Summers Hardware & Supply

Co., Johnson City, Tn., has retired.

John B. We||s m, Big Sandy Hardware Co., Hagerhill, Ky., is chairman of the 1982-83 board of directors of

Allied Hardware Services, Inc.

Fnnt Yeughtn, Holland's Pro Hardware, Hot Springs, Ar., and lttrrvin Yeit, Veit's Pro Hardware, Bristow, Ok., attended a r€cent meeting of the Pro,/Promart dealer advisory board

in Kansas City.

Wlsbrrt, v.p. of timber and timb€rlands.

Pel WcbD, a member of the Tcnncssce Building Matcrial Association Young Exec's, has becn named chairman of the l9g3 l{ightand Rim Buildcrs Association Home Show, Northgate Mall, Tullahorna, Tn.

Olcn H., Mlnbdl, Bcan Station, Tn., chairuran of the board of Hamblen Lrmb€f, C-o., Morristown, Tn., addr€sscd the annual convmim of thc Tennessce Forcsry Association et Nashville, Tn.

Joc Butlcr, Jr., Lumber Associ*bn of

Texas, and his wife, Trld+ are

Georgia

Fred Grtley, Booth Lumber Co., Houston, Tx., celebrated his birth-

parents of a son, Joseph John, born June 2, 1982, in Austin, wcigbing 7 lbs. 3 oz.

regional office for Dataline Corp. in

day and the U.S.A.'s on July 4.

Drvtd t. J. Wrng is now senior v.p. in charge of timber and wood products

Innn Cllrtc, director of sdcs and purchases, W.M. Tin&r, lnc., Alcxan-

Rex D. Stevens has opened a new

Louisville, Ky.; Robert D.

Laudemm, Sam Fraser and Cherles Stoecker will be working with him as

at International Paper Co.

dria, Va., has rcirod aftcr 25 years

Jim Tweedy has been named plywood supply mgr. at Weyerhaeuser Co.,

with the co.

Ecnry W. Joncl, Jr., Cathey-Slilliford-

Inc., Jacksonville, Ar. ; Paul Belden, pres.; Jo[n D. Belden, senior v.p.,

E.J. (hertout is now assistant gen.

the Nationd Hardwood Lumbcr

corporate sales, and Dennis Belden,

sales mgr. at Kirby Forest lndustries,

v.p., West Coast operations.

Inc., Houston, TX.; J.T. "Tcrty" Clrrt, plywood sales mgr. and Irrry

senior sales reps.

Dcl R. Belden has been named chairman of the board and c.e.o. of Lomanco,

Paul Thome is the new assistant mgr. at Scotty's, Fort Pierce, Fl., according to Dennb W. Stults, v.p. and general sales mgr., Scotty's, Inc. Michael R. Morton, v.p. of research and

planning, and Bobby II. Stdcup,

v.p., merchandising, Handy Dan Southwest, San Antonio, Tx., have completed program II of the W.R. Grace & Co. retail gtroup's advanced

retailing management institute program.

Hot Springs, Ar.

Jones Co., Menphis, Tn., is chairman of the nominating committce of

Association.

Gery Hoornrm has bccn naned diretor of scrviccs of North Amcdcan

Young, senior plywood sales rep.

Kenneth Gdn is now director of pur-

Wholesale Lumber Association,

ceeding M. Frtd Wrll, Jr., who

MrrL TYrrror, Germantown, TD.,

chasing at Georgia-Pacific, suc-

reptacing R. Doqhr Rc, acording to Pclc Nlcblh3, sf,oc. v.p.

retired after more than 36 years.

Lhdr Srylor, Memphis, Tn., Robcrl

Plywood, Paneling and l,umber Co., Hattiesburg, Ms.

Jrnh Srddrby, Emporium, Va., and

Irrry DeMoss is new at Marcn's Terry Godwin is new to sales at Brunswick Pulp and Paper,

RrndyWltI, Memphis, Tn., arerF

cent graduatG of thc Natimal Hard-

wood Lumbcr Association Inspoction

Training School.

Brunswick, Ga.

OUALITY

E. El3f6 |tr, Leitchfield, Ky.,

. . . frcm thc l"end of thr ileueio

BETTER PRODUCTS-AND WELL WOHTH IT PONOEROSA PINE LUMBEF, I'IOUTDINGS ANO MI.LWOH<, PLI'S PA{TE|.EilIARO

-'s'

lil*

NAVAJO FOREST PRODUCTS TNDUSTRIES

P.o. Elox 128o Navalo, Ne$/ Mexico 87328 [5os)777-221'l PINE NAVAJO d FROM SUST INED YTELD FORESTS An Entsrprise

the Nsvaio Trib6

August,1982

John Moore, Longleaf Timber Co., Waynesboro, Ms., was re-elected chairman of the Region 8 Timber Purchaser's Council; Spencer Xnutson, Temple-Eastex, Diboll, Tx., was re-elected vice chairman.

Bruce Urich is opening a trading office

at Harlingen, Tx., for Roberts &

Dybdahl Inc. Joel Donovan is now distribution center supervisor for MacMillan Bloedel

Inc., Atlanta, Ga.; Glen Court-

wright, mgr. of transportation, and

Bob Bessho, product mgr., selects and commons.

William A. Hamson is filling the new

position of v.p., materials management, at Columbia Lumber, Columbia, S.C.; Jinny L. Mcleod. assistant mgr., building materials division, for the past three years has moved up to mgr., building materials division.

Rich Lando is now v.p.-mgr., of the floor covering div. of Orgill Brothers

& Co., Memphis, Tn. Rex D. Stevens, regional mgr. of Dataline, Louisville, Ky., became a grandfather for the second time with the birth of Rebecca DeAnne Mahrlingon July 7, just in time to celebrate his

birthday on July 15. Grandchild #1, Rondd Bruce Mahrling, Jr., will be two on Dec.22.

31

Tom Wyatt is now on the Dallas, Tx.,

sales staff of Metropolitan Lumber Co. Mke Rummage is a new sales rep in Fort Lauderdale. Fl. Stan Elberg has been appointed export markets mgr. for the Southern Forest Products Association, New Orleans,

La. Robert M. "Bob" Worfel is now lumber sales supervisor for the Graceville, Fl., softwood and hardwood sawmills and laminating plant of Southwest Forest Industries, according to John T. King, gen. mgr., lumber sales, at the corporate office, Phoenix, Az. Joe Guerra, Sr., Olsen & Guerra, Houston, Tx., is back from a briefvacation.

Robert A. Roden has joined the Home Products Division of Rubbermaid.

Inc., as mgr. of market analysis, reporting to Wolfgang R. Schmitt, v.p., marketing.

John Leg is the new v.p.-treas. of Trinity Forest Industries, Hurst, Tx., accord-

ing to Greg Rybeck. He is the ex v.p./gen. mgr. of Eaton Forklift, Bir-

mingham, Al. Doug Phurr has joined the sales staff at

Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus. Doug is the son of "Connie" Phurr.

Bogus Gradestamps Found Two counterfeit gradestamps have recently been discovered in use

in Virginia, Kentucky, Tennessee

and Alabama, according to Lon J. Sibert, manager, lumber division, Timber Products Inspection, Inc., Conyers, Ga.

Material bearing the TP 434

stamp on SYP No. 3 and No. 2 S-Dry reportedly has been found to be significantly below grade. The stamps appear to have been created

and used in northwest Alabama from about January 1982 through May 1982.

Timber Products Inspection, Inc., has yet to be successful in recovering the bogus stamps, which

are counterfeiting a legitimate TP 434 stamp of a former subscriber who closed operations in the first quarter of 1982, according to Sibert.

Timber Products Inspection, Inc.

is interested in reviewing and

correcting any lumber containing the fraudulent marks. Inquiries are being received by Sibert and Howard T. Powell, pres., at (404) 922-8W.

Building Products Olgast

32

NallAnd Screw In One The PolyTop Pin, a new type of wood fastener developed by S.E. Accessories and Chemicals Ltd., is a nail with two major design advan-

NEW P

DUCTS

and selected soles oids

tages.

The dome-shaped decorative plastic 5qulding which is bonded onto the nail head is resistant to deformation and will not lose its

shapewhen hammered into materials

such as wood, plastic or plasterboard. The zinc-plated steel shank is ringed with circular grippers which provide better pulling resistance than smooth nails.

Major applications are for house and travel trailers, mobile homes, furniture and general woodwork.

Due to the corrosion resistant selffinished hcad they can be used in place of nails or screws without finishing or masking. Thcy are available in lengths of tA",1",ltA" and lVz" with white or colored tops.

FREE READER SERVICE

For more information on New koducts write Euilding Plduc/s Dgest, 4500 Campus Dr., Suite tl8O, Newpprt Beach, Ca. 92ffi.

Please mention issue date and page

I'I

number so we can process your request faser! Many thanks!

Modern Lamp Post A glare-free bollard by Gardco

Lighting provides uniform illumina-

tion for walkways and landscapes.

Clean and sleek in appearancG, the

bollard is available in heights up to

42".

It gives energy-efficient light distribution with exceptionally low brightness. Designed with a top release for relamping, realignment and reseal, the bollard's optical chamber is permanently sealed from insects and weather.

SashayingAround

fine grained Ponderosa pine, which

Marvin Windows offers the E-Z Tilt Pac, a replacement sash and

is reportedly the most attractive and the best insulator of all construction

Included in the package are two

The windows are engineered to minimize drafts and reduce heating and cooling costs. Once installed properly the sash will tilt into the room for easy cleaning. Available with authentic divided lites and interior and exterior pre-finishes, they come in over 90 standard sizes.

hardware package which provides an inexpensive way to make old.drafty hungs as energy efficient as new windows. sashes, glazed with either single glass

or insulated glass, weatherstripping

and all the hardware necessary to in-

stall them. The sashes are made of

materials.

Unconventlonal Vanlty Perma-Bilt lndustries has new high-technology European-stYle

construction vanities with no visible hinges and face frames. TheY are available in widths of Z' ' and 60'

' in

factory assembled or ready-to-

assemble forms to retail from $l30to $90O, depending upon accessories

and assembly.

August,1982

33

SafeAt Home Saf-T-Space is a roll-up steel security door which bolts into the existing framework of a closet to provide a vault for household valuables.

A continuous sheet of 26 gauge steel rolls down in two heavy metal guides bolted to the inside of the door jamb.

A stamped steel locking device is

mounted flush to the steel curtain

with tamper-proof bolts and selflocking nuts on the inside and,according to Saf-T-Case Mfg. Co.,installation is a d-i-y job requiring only a couple of hours and no special tools.

Available in 24", 30", 32" and 36" sizes, the doors can also be

custom made.

Light Sanding Job Klt A sanding kit that is blister carded

for point of sales display comes from Hyde Mfg. Co.

It features a plastic sanding block and five sheets of high quality aluminum oxide sandpaper in assorted grits for a suggested retail price of $3.79.

Brass BarSink Abbaka Trading Co. has a new solid brass, rectangular bar sink. The

13 t/2" x ll 7/8" x 5 3/4" selfrimming bowl is provided with

!h'-

b

thumb screw-type clamp fittings for simplified installation. Polished to a

mirror finish, the sink is available with either a tight shut-off plug with chain or a 2" drain opening with

brass strainer.

5/8" double pane insulated glass,

with a 7/16" between-the-glass

hermetically sealed air space to help keep the heat in,the noise out.

Sash weatherstripping, along with

a full thermal break of poured

polyurethane on the sash and frame also helps guard against heat loss.

Double pane spacers, reportedly filled with a natural drying agent, pull moisture out to maximize insulation.

Noranda Building Products Co. has Nor-guard, a thermalized aluminum casement window. Thev claim it will not warp, rot, crack oi peel and requires no painting or staining after installation.

Construction features include

system for cross merchandising carded and bagged products at the point of purchase. It is injection molded in one piece out of high tensile plastic,

measuring 53A" wide x 4Vr" deep and snaps into most standard price channels. Accessories include a Scan-

It also has hinging designed for easy cleaning of exterior glass.

A-Plate attachment for UPC codes,

field-applied mulls.

Slow Opener For homeowners with jamb or pivot-mounted trackless garage

Pipe Dream

now offers a do-it-yourself

Twins, triples and picture window combinations can be assembled with

Heat In, Noise Oul

Plastic Seller Art-Phyl Creations has a complete, all plastic guarded J-hook

Pipe markers that snap completely

around the pipe are offered in 150 standard wording/color combinations by Seton Name Plate Corp.

The markers with clear protective plastic coatings to repel dirt, abrasion and grease, come with flow arrows for quick, sure identification.

and a self-stick adhesive adapter.

doors, Stanley Automatic Openers

automatic garage door opener that operates at a lower speed to accommodate the special opening and closing requirements of these doors.

The new .opener incorporates a special driving gear, linkage, and hardware that slows the opening cycle to l7 seconds.

Building Prcductg Dlgcol

Colorful Dispenser A colorant dispenser for low volume paint tinting is available from Graco Inc. The Series 400 manual colorant dispensers are manufactured in electric or manual

agitation styles in turntable or counter in-line models.

They are equipped with l0 to 16 colorant canisters depending on the model. Each canister holds 50 ounces

of colorant to reduce refills.

Canisters, constructed of corrosion resistant plastic, snap off for easy dispensing into s-gal. pails.

Other features include: one ounce vertical pumps; accurate easy-toread pump gauges; and components

using removable compartments to

maintenance.

maximize capacity.

Said to install quickly, neatly and

that disassemble for routine

GeramicTile lmposter Tarkett, Inc., manufacturers of

Gafstar vinyl flooring products, has a new line of no-wax floor tiles called Ceramique which lays down like ordinary self-stick tile and does not require major floor PreParation, ce-

ment or grouting. Unlike ceramic tile, it has a thick, tough urethane coating, making it easY to maintain

WildToiletSeats The Magnolia designer collection of silk-screened toilet seats featuring wild ducks, mushrooms and wild flowers is available for regular bowls in both white enamel wood composition and as a vinyl soft seat.

They are wear-tested for durability, according to the company, with

Safety Flrst Con-Seal Silver, an in-the-wall

safe, stores valuable silver flatware,

easily within any wdl without Protruding into adjacent rooms, its flush front allows easy conoealment, making detection by intruders unlikely.

-The security lock is recessed for further protection and mates with an

adjustable catch to inhibit prnng.

All mounting screws and hinges are within the safe, protected by the steel faceDlate.

Siiver protector strips are provided

for tarnish prevention. All the

necessary hardware is included.

the high gloss aPPearance.

Slide InArt

High Speed SteelTeelh Developed for on-the-job, continuous precision cutting demands

Slide-A-Frame from Structural Industries, Inc. is a crafted, hand rubbed genuine teak frame with l" side moulding and agroove at thetop

metals and comPosite materials,

including wood embedded with nails, pipe and tubing, stainless and other dense materials, thin materials, soft Malco's bimetal blades are manufac-

tured using an electron beam welding process to combine the advantages of higtr speed steel teeth in a flexible back blade.

The manufacturer claims fullY

noncorrosive top mount hinges. A

complementary design appears on the under side of the lid and a match-

ing print suitable for framing is enclosed with each seat.

that slides open for insertion of artwork.

No nails, staples or special backing are required. Frames come complete with glass, mat, backing board and wall hanger in sizes from 8" x 10" to

22" x28".

Classlc Cooler Classic styling and five blades for creater air circulation at lower speeds ire features of the Williamsburg fan

from the Nichols-Kusan Old Jack-

sonville line of ceiling fans. They are backed by a l5 year limited warranty.

hardened hieh speed steel teeth are sharper, more rigid and therefore make cleaner, faster, straigfrter cuts.

Heat treated teeth also assune max-

imum abrasion resistance and staY

sharper, longer.

August,1982

35

MetalChimney Air-Jet markets a triple-wall air insulated chimney design in complete, easy-to-install kits for 6", 8" and

10" diameter installations for all-

fuel applications.

A stainless steel lining makes it suitable for burning coal, oil, gas or wood. Kits are available for through-

the-ceiling, through-the-wall or A frame type installations. Pipe sections in l',2',3' or 4' lengths have a snap-lock feature for quick installing and rigid construction.

All accessories, such as offsets to fit varying situations, are provided.

The line also offers a decorative rooftop housing kit with only eight pieces for quick one-man assembly.

FREE READER SERVICE

Construction Panels Laminated stress-skin construction panels that are said to provide a solid, tight fitting insulation barrier

for structures with post and beam construction are available from ICP, Inc. The product has exterior sheathing, insulation and interior wall sur-

For more information on New Products wite Building Producb Dgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and page

number so we can process your request faster! Many thanks!

faces in a single component to,

reportedly, make installation quick and easy without expensive stud walls.

Measuring 4' x 8' and 4' x 16', the panels offer an R-factor of 26.4 for insulation qualities. They are joined by splines that allows 3Vz" thick polyurethane foam to run uninterrupted.

To earn the quality mark of

the American Wood Preservers Bureau pressure treated wood products must meet rig id tech nical standards.

Questions of quality are

answered before the material reaches the job sites. When you

ortimberfrom treating @ plants qualified by the SpreadThe News A merchandiser that displays four styles of adhesive spreaders for installing floors, tile and wallboard has been introduced by Hyde Mfg. Co. Made from rigid cold rolled steel, the spreaders fit into one gallon cans and retail for 72Q each. They have different tooth patterns for specific applications.

American Wood Preseruers Bureau you can be sure that the material will meet or surpass your standards. No question about it.

AWPB mark of quality assurance is backed by independent, thirdparty sampling and quality control. For more information, write or call today.

AMERrcAil WOOD PRESERVERS BUREAU Box 6085

- 2772 S. Randolph St. - Arlington,VA222OO - 703 931€180

Please send me information about selecting and specifying pressure treated wood products that have been awarded the AWPB quality mark.

CITY, STATE, ZIP CODE

Buildlng Products Dlgost

36

Tin Man's Best Friend A wax-polymer based metal preservative in an aerosol can for household, recreation, industrial and

automotive use is available from Stainless Steel Coatings, Inc.

MP metal preservative, said to

penetrate cracks and folded metal seams to seal out salt and corrosive elements, features a special additive that keeps oxygen and moisture from reaching the metal surface.

The product reportedly forms a thin film that is firm to the touch, yet soft enough to allow easy disassembly of threaded parts and fasteners. A7 oz. can has a suggested retail price of $4.15.

Let's Wind lt Up A cord winder design to carry 100' of heavy duty electrical cord without

kinking and tangling is being marketed by its inventor, Leo Russell.

Reportedly, it is ideal for home use because it protects power tool cords and is highly durable and easily

stored. With integral handgrip and Y-ends, the winder permits easy win-

ding and unwinding, according to Russell.

Paid Advertisement

Catalytic Heaters

Allcraft Corp. has ventless catalytic heaters that are said to eliminate fire, suffocation and carbon monoxide hazards.

Viking catalytic heaters warm

without an open flame at reportedly half the cost of comparable kerosene or quartz heaters with the same out-

put.

Using only I to 3 oz/hr of liquid propane under low pressure, they are said to need no flues, can't ignite

paper or fabric, and won't cause soot, smoke or odors.

Equipped with built-in heat shields

and chromed steel grills, they come standard with a self starter requiring no electric hookup and are priced

from $150 to $280.

dard nailing procedures. The bottom butt edge of the siding is then fastened to the bottom of the clip by drilling small holes every two feet into the clip and fastened with aluminum pop

rivets.

Also appropriate for use at the second floor joist level, the clip is installed at the bottom of any panel

which has its top nailed into a horizontal framing member. Installation is done by nailing every 16" at the bottom of the holes on the cliP. Then the siding is snapped into the clip and the top is nailed normally.

Fireside Friend Estwing's wood splitting tool is all steel with leather grip and finely tapered cutting edge. It's 15" long, weighs 3 % lbs. and is handy for keep-

Clip Shrinkage

Reduce Your "Door Opening" Cost Introducing Whiteprime'" Mouldin gs from

Masonite Corporation-fiberboard, heat

and pressure sealed and primed under controlled conditions for a durable, lasting finish to reduce on-the-job painting costs.

Whiteprime'* Mouldings are less expensive

than fingerjoint grade material-an excellent way to reduce your "door opening" cost without scanting patterns or sacri-

ficing quality. Inventoried at the factory,

you can depend on prompt shipment,

helping to reduce your inventory costs.

Masonite Corporation, P. O. Box E76, Spring Hope, N.C. 27EE2.

Designed to prevent aluminum

siding panels from bulging outward or disengaging at the lock area the

Alcoa lumber shrinkage clip will allow the aluminum siding at the

starter strip and second floor joist to

move with the shrinkage of the horizontal framing members. The movement will keep the siding pressed against the wall, thus preventing unsightly bulges or noticeable disengagement of the siding panel locks.

It can be installed in place of a regular siding starter strip and once installed, the first course of siding is locked into the bottom of the clip and nailed at the top according to stan-

ing next to the fireplace.

August,1982

37

Mica the Knife

heavy die cast aluminum construction in green or black.

The lights accept incandescent bulbs up to l00W and are UL listed for wet locations.

The Mica-Nife Co. has an edger which is a finger-held tool for filing

mica edges. It's packaged on a display card for hanging on a mer-

They also have a security flood light , a one-piece, heavy die cast unit with contemporary styling available

chandiser.

Bridging the Gap

A new dishwasher air-gap kit is

available from Plumb Shop.

L-"

in black or natural finish.

BestSeat InThe House Tubular Specialties Manufacturing has a new retractable bathtub seat, model 717, featuring water resistant teakwood slats and a stainless steel frame. A detachable Naugahyde cushion serves as a

headrest when the seat is retracted.

The seat, designed for permanent installation, can be adjusted to vary-

ing tub configurations. The cushion is available in a variety of colors.

Security Lighting Detailed d-i-y instructions are printed on the back of boxes for

Light Force garden lights which are available in 3 and 4 tier models of The plastic, Y-shaped unit has an intake and discharge tube, with an air release valve that reportedly automa-

Gazebo to Go Made entirely of Western red cedar, the Summer Sky Gazebo comes with pre-cut wall components, rafters and roof materials, ready for assembly by the do-it-

tically eliminates water pressure

yourselfer.

backup.

It fits all dishwashers and contains

Offered by the McKenzie Trading Co., the pre-packaged gazebo comes in two sizes and seven models. The sizes are six sided with 8 ft. diameter

all necessary hardware, including a

7/8" I.D. x 2' discharge hose and

or 8 sided with ll ft. diameter.

three hose clamps.

ALL GREEN COLORED

WOOD IS NOT

ALIKE..

PRESERVATIVE RETENTION, PENETRATION, DRYING AFTER

TREATMENT, and APPEARANCE. Use the quality brand pressuretreated woods....Wolmanized. and Outdoor" Wood.

Call or write Bill Jones, Berl Jones. or Jim Garner todav at:

AND NOT ALL TREATING PLANTS ARE ALIKE

MID-STATES WOOD PRESERVERS, INC. P.O. BOX 298, SIMSBORO, LOU|S|ANA 7lZ75

(3 t 8) 247-3741

Building Producls Dlgect

LaserCarved Doors Laser carved doors by E.A. Nord Co. are a result of a precision woodworking laser capable of carving intricate and precise designs. Seven different designs are offered from art noveau to timberline scenes.

Nord also has doors with old world charm and elegance in its

Country French entry doors. They come in five models and can accommodate door widths from 2'6" to 3'

Their Voyager Byzantine line of front doors has colorful patterns of leaded glass inserts which come with

matching sidelights.

( *t l_. a

Taste lmprover Everpure's model QC4-THM removes industrial and agricultural

For more inlormation on New Products wite Building P'oduct

ters in recent testing sponsored by the

Dgest, 4500 Campus Dr., Suite 480, Newport Beach, C-a.926ffi.

Environmental Protection AgencY, in the removal of contaminants from

number so we can pr@ess your

pollutants from home water.

Compared against nine other fil-

ground and surface water, the filter

reportedly received the highest

FREE READER SERVICE

Please mention issue date and page

request faster! Many thanks!

removal rating.

Newsmakers from the housewares show r rOT NEW items observed at f Ithe National Housewares Manufacturers Association 77th Housewares Exposition include: o Smoke Shelter life-support air reservoir that enables a fire victim trapped in smoke to breathe and see

while walking to safety or waiting for help to arrive. o Smoke Fighter emergencY

escape mask with filter mouthpiece

provides a minimum of l5 minutes of filtered air in a life-threatening fire situation. o Code One portable escaPe light activates on the sound of a smoke alarm. o Portable burglar alarm sounds when the passive, infra-red sensor detects the body heat of an intruder. o Room-to-Room electric fan with two grilles works between interior walls to circulate heated or cool air from one room to another.

oThermo-Basket combination thermometer and fry basket has an accurate thermometer built into the handle.

a Belgian Waffler has pre-set

freshly ground p€pper in clear,

thermostatic control and tubulartype heating elements imbedded in the non-stick gdds for even heat distribution. oPorta Q charcoal barbecue has clamps to attach onto most sur-

removable base, has large storage area for peppercoms and an adjustable key-like grinder.

faces, including picnic tables, boats, balconies and even the bumper of an

automobile.

o Omelet Folders, reusable, flelible sheets of Teflon film, serve as a frlnng pan insert for trouble-free folding and transferring. o Bend-a-Light, a thin, flexible shaft, produces a high intensity light

oCombination slow cooker and deep fryer with separate heating elements for slow cooking or deep fryrng, a removable stoneware pot and an aluminum fry basket. oPepperMate mill collects

beam that can be seen for a distance of 50 feet to illuminate inaccessible

Story at a Glance

ing trays, coffee mugs and

Houseware trends rellect times .. . securlty. .. environment . .. gourmet cooking . . . video games.

areas.

oBeachstyxx, a portable beach

chair of cotton duck fabric, has two detachable wooden legs for back support and rolls up like a window shade to be carried over the shoulder. o Pac-Man school lunch kit with

a widemouth thermos bottle, servglassware.

oAlso tape cassette and video game racks; environmental room air cleaners; portable kerosene heaters; oil-filled electric room heaters; and

much, much more.

August,1982

39

6TH IN A SERIES ON HARDWOODS

What's happening with hardwood IJARDWOOD is an unknown to I lmany of today's young homeowners, products of the plastic '70s. Accustomed to cold, hard man-

made stuff, they find it hard to believe that a material as beautiful and luxurious as hardwood can be both durable and affordable.

To this end, the Hardwood Institute, a division of the National Hardwood Lumber Association, conducts through the media an education program selling the virtues

of hardwood flooring, paneling, kitchen cabinets, and furniture. In the past year more than one million lines

of copy appeared in over 2,500

newspapers and magazines promoting the benefits of hardwood in the home.

The nation's largest dailies as well

as the small town weeklies printed stories filled with information on the buying and care of hardwood. Colored or black and white photographs

both content and style. One program manager wrote HI to say that he had collected all the spots and would use

them as a special feature during Decorating Week. Although the spot broadcasts are repeated many times, HI counts only the first usage at each station in its tabulation.

Films produced by the Hardwood Institute are popular with tv stations and audiences alike because they meet the needs of those looking for solid consumer information.

"Furniture for a Lifetime," a new film made in 1981, has been shown by 28 stations. "The Real McCoy," a film on furniture reoroductions, has been requested by 33 stations for showings this year. More than 25 requests have been received this year

for three other films which HI produced earlier. Slide shows developed

on flooring and different species of hardwood also have been aired. In

accompanied much of the editorial material.

"Decorating Tips," a hardwood oriented column distributed monthly, was printed as a regular feature in many publications. Other stories, often carrying an endorsement by the designer or celebrity whose home or apartment was featured, received wide coverage. In addition, a number of syndicated stories on hardwood appeared in print across the country.

For exposure outside the print

media, HI originated the material used in 3,075 spot radio broadcasts for a total air time of 153 hours. Radio

stations utilized three minute

features by Linda Forrest filled with

helpful hints on decorating, buying, and caring for hardwood paneling, floors, and furniture. Stations are generous in praising the spots for

addition to being used on television,

the four-minute films have been shown to other audiences by National Hardwood Lumber Association speakers.

Each year since its formation, the Hardwood Institute has set com-

munications goals for its promotional programs in print, radio, and tv. Each year the goals have been reached or surpassed with the exception of 1978 when the radio broadcasts fell short of the expected mark.

These promotions have done much to educate homeowners and sharpen their desire for using hardwood in

their homes.

In response to a recent radio/tv of-

fer, 164 tapes have been requested from the Linda Forrest library for a total of 820 individual radio spots.

Television stations ordered 26 Hl films in the last two weeks of June with every station asking for the just released "Room in a Box." Although print media figures are incomplete, HI reports that in the first six months over 150 papers covered the Daphne Awards with a half dozen magazines featuring the annual event. In addition, editors have requested stories for A dtfferent hardwood related subjects.

Story at a Glance Consumer education pro.

grams keep hardwood message betore public . . . print, radio, tv extol beauty, value, durability . . . retailers profit from promotions.

Public exposure in magazines, newspapers, radio, and tv is responsible in part for much of the growing popularity of hardwood and the con-

tinued demand for it in the marketplace. The retailer is

benefiting from the fallout of this promotion program. The impact of it can be increased by individual stores promoting radio broadcasts and telecasts as they occur in their areas and arranging merchandising tie-ins

with magazine and newspaper stories.

40

Bulldllp Products Dhpst To give our readers background on building msterial manufacturers and suppliers, we plan an ongoing series

of profiles on firms doing extensive business in the South-ed.

Treaters Alm forClean Plant Arizona Pacific Wood Preserving Corp. recently opened a facility in Eloy, Az., that is designed to be the ultimate in an environmcntdly safc plant.

Basing the design on the rules and regulations in forcc at pres€nt, they tried to second guess any restrictions that may come in the future, according to G. Lynn Shurtliff, gcncral manager. He adds "Our plan, sine its conception, has ben to have one of the most modern and also the cleanest plants in the West, if not in the United States."

The facility, which is a Koppers

El{VlR0ilillEllTALLY SAFE pressure treating plant has been opened by Arizona Pacific Wood Preserving Corp. at Eloy, Az. Goal of

management is t0 have the most modern,

clean olant in the West.

licensee, will treat with CCA-C (Wolnan Salts) with OutdoorWood products and Cedartone stain available as well as All Weather Wood Foundation materials. In addition to CCA-C, thcy will usc heavy oil and pcntachlorophenol and Duratreat, a waterborne pcntachlorophenol. These two chemicals are planned to give the facility a well rounded ability to scrvice almost any needs from dimension lrrmber to utility poles, Shurtliff explains. Fire retardants will be added in the future.

An IBM computer is availablc for inventory and T.S.O. (treating service only) control. The plant opcratc on a totdly automatic conrcle for consistant quality control.

APWP is affiliated with the American Wood Preservers Association, Western Wood Prescrvers In-

stitute and the American Wood Preservers Institute.

QUALITY REDWOOD Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities orovide us with versatility in meeting your customer's needs.

lrom the lorest to the lence P.O. Box 248 Arcata, Ca.95521 (7071822-1779

Russ & Bob Britt

A Whirlwlnd Beglnnlng Rebuilding is now complete at Trinity Forest Industries after the firm suffered $72,m0 damage to eight lumber sheds, an office and "break" room in an April tornado.

The Hurst, TI., wholesaler is housed in a facility formerly owned by American Forest Products C,orp.

Greg Ryback, president, not:ng that the eompany began operations on February I, 1982 says ofthe tornado, "It really got us off to a flying start." The company specializcs in western pine.

Augusl,1982

41 itiii:hti:lltilh::ti*ltlfi*:ti:i.:t:liliii:i:'Jii:tJi'iiiil:lliltit$tltf;i:ilii:iitillllllllill:.i3.tll$ilr::i:,i$-{l*Sl$i{i:.

NEW LITERATURE iitfii$ti*'lililil.jlilLlliiiri,ii:iii,itit

Poi nt-of -Purchase lnf o

How To Work With Metal booklets for consumers are free from Medalist Redi-Bolt, 4200 N. Nordica, Chicago,

Il. 60634.

volume of softwood lumber exports from

Fire Retardant Wood

subscription fee of $25 (foreign: $30 including airmail postage). Send subscriptions or inquiries to Western Wood Products Association, Attn: Carol Morgan, 1500 Yeon Bldg., Portland, Or. 972M.

Technical product information regarding fire retardant treated wood products is free from Osmose Southern/Western Div., P.O. DrawerO, Griffin, Ga.30224.

the U.S. is available for an annual

Latest on Lifts Two bulletins on the benefits and costs of lift trucks are free from AllisChalmers, Industrial Truck Div.. 21800 S. Cicero Ave., Matteson, Il. 60443.

Ingenius ldeas A brochure on creative merchandising is free from Art-Phyl Creations, 16250 NW 48th Ave., Miami, Fl. 33014.

Don't Remain Frameless

FOR PROMPT SERVICE

on all New Literature stories write directly to the name and address shown in each item on this page.

Please mention that you saw it in Building Products Digest, Many thanks!

Price Index Slide Show A slide,/tape presentation explaining the WWPA Lumber Price Index is available free to Western Wood Products Association members and for $25 to others by writing WWPA, 1500 Yeon

For The Cedar Reader

Bldg., Portland, Or. 97204.

Concepts, a cedar paneling and products brochure which may be used as a mailing piece for customer promotion, is iree from Western Red Cedar Lumber

All Hands On Deck A set of step-by-step plans on how to build a wood deck for above ground pools is $5.95 from Ivel Illustrations, Leonard Lincoln, 160 Pleasant St..

Leicester, Ma.01524.

Sunny Trends The Passive Solar Industries Council

Association, Dept. 664, Yeon Bldg., Portland, Or.972M.

First Place Finish A brochure with information on Luster Seal 26, a waterproofing finish for the masonry industry is free from Chemstop

Mfg. & Sales Corp.,1222 Ardmore Ave., Itasca. I1.60143.

Council cassette tapes oi the seminars at

Expo '82 are available from NHIC Cassettes, Eastern Audio Assoc.. Inc. Oakland Center, 8980 Rte 108, Columbia, Md. 21045.

Export Report The monthly export report on the

Safety Summary Printed and audio/visual safety program materials summary is free from the Power Tool Institute, 5105 Tollview Dr., Rolling Meadows, Il. 60008.

Warm Water A 30-p. gas and electric water heater parts catalog is free from A.O. Smith Master-Fit, 7250 S. Cicero Ave., Chicago, 11.6M29.

AllAbout Vinyl brochure from Vinyl Siding lnstitute, 355 Lexington Ave., New York, N.Y. 10017.

Stay ln Control

A Buyer's Guide to Vbuol Control Systems is free from Caddylak Systems,

Inc., 201 Montrose Rd., Westbury, Shingles Shown Free fiber glass roofing shingles architectural catalogs and specification

Seminar Tapes The National Home Improvement

Instructions and illustrations on making picture frames are available for 60c (100 or more copies, 300 each not including postage) from Wood Moulding and Millwork Producers, Dept. PF, P.O. Box 25278, Portland, Or . 9'7225.

What Homeowners Vl/ant to Know About Solid Vinyl Siding, is a free

has a series of reports on the trends of the industry free from 125 S. Royal St., Alex-

andria, Ya.22314.

l

guides are available by writing Manville Service Center, 16o1 23rd St., Denver,

Co. 80216.

Erect A Deck Decks qnd Outdoor Projects, ideas for building and planning decks, a picnic

N.Y. I1590.

Sale Reading A brochure on steel roll-up doors, Turn A Closet Into A Secure Vault, is free from Saf-T-Case, P.O. Box 5472, Irving, Tx.75062.

Outdoor Lighting Designs

table and benches, planters and a buffet on wheels in l2-p., is free from GeorgiaPacific Corp., 900 S.W. Fifth, Box SGW,

free from Gardco Lighting, 2661

Portland. Or.972M.

Alvarado St., San Leandro, Ca.94577.

A l6-p. outdoor luminaires brochure is

42

Building Products Dlgpst

*****,..'.',,.,',',:if

ii:ttiiiliitiili:iini;,iii,i$.t#

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6Oc a word, min. 25 words (25 words = $15). Phone number counts as one word' Address counts as six words. Headlines and centered copy ea. line: $4. Box numbers and special borders: $4 ea. Col. inch rate: $40. Names of advertisas using a box number cannot be released. Address all replies to box number shown in ad in care of Building Products Digest,45lX) Cempus Dr., Suite 4tl), Ncwpoil Bach' Cr. qD6d0. Make checks payable to Cutler Publishing, Inc. Mail copy to above addrcss or call (714) 549-8393.

Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY.

tiFlii'+il'f"lli*i+i:i:;.{1.::lllr,

MAI{AGER-SALES PERSON Fast growing, well establishcd, family owned,

building marcrials celter, located in Ccntrd Oklahoma, nccds experienced, hard-working, manager-salesperson. Excellatt opportunity for qualified person who is willing to ilssumc

MARION PRESSURE

responsibility. Please send resume to Box c,/o Building Products Digcst.

TREATING CO. Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, P.O. Box 217, Marion, La.712ffi. (318) 2924511.

ll

RECRUITING IN THE FOREST PRODUCTS INDUSTRY is our business. lf you are qualificd in these areas send daailcd resunc indudinS income history.

Treated lumbcr Sales CCA Plant Manager SPF and ES Trader Industrial Wholcsale Salcs

Lumber specialists audits all freight bills for

MAUGANS & ASSOCIATES SUiTC IO8, I Riverchase Officc Plaza, Birmingham, s1.352aQO5)9t7-7582. FEEPAID

the retail. wholesale and distributors of lumber products and all products handled including hardware. Our fee is 4O9o plus we will pay your postage round-trip. Please send your freight bills from the last three years to: Lumber Specirlists l@ Royal Oak Court Greer. S.C. 29651

REMINDER: Payment must accompany the copy you send in for classified ads. Just use the instructions abovc to figurc thc amount.

(803) 268-6061

r I

CLASSIFIED ADVER,TISING

I

I I I I

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Order Blank Nrmo

Strlr-Z,g

Cily

Addrog Hocding

-

COPY

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PAYMENT MUST ACCOMPANY COPY.

! Arign a bor numbcr end meil my rcplicr deily.

TO RUN:

TILL FOREIDDEN

-TIMES Mail to: !.

4500 Campus Dr., suite 480, Newport Beach, Ca. 92660 (714) 549-8393

I

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- - - - - - - - - - - - - - - - - - - - - - - - -

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August,1982

43

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Buildinq

-- Products

Classlfied Advertising iiltllillliiiiilllii'ij:i:!:

FULL SERVICE YARD Located in north east Texas a few miles south of Hiway 20. The three year old main building has near 20,000 sq. ft. of floor space and is divided- % storeand % warehouse. Operating from 5 acres of land with plenty customer parking. Sales volume $1,250,000. Priced to sell.

PAUL ELY & ASSOCIATES 10709 Legends Lane Austin, Tx. 78747

(srz) 282-s271 BARNWOOD-weathered, 70 years old, still standing in lllinois, good condition, wide.

long lengths. For information call (714) 548-6248 or (714) 548-.1698.

HARDW(X)D INFORMATION REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, gl0; Southeast Asian Hardwoods, $5; South American Hardwoods, $4; all three, $16.

Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine,4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

AIIYantages Aduertising system

THE MOST SUCCESSFUL HOME CENTER'BUILDING MATERIAL ADVERTISING PROGRAM AVAILABLE 36 Diflerent Promotional Themes

o 36 Feature ltems 36 Sub-Features 432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easy for you to adapt to your own advertising image.

$lsOlf,il.. 'and you get 2 sels of all art work!

GUARANTEED! lf you're not fully satisfied we'll refund your money and pay the shipping costs both ways

Make check payable to ADyantages and mail to

BILL FISHMAN & AFFILIATES MARKETING SERVICES, INC.

11650 lberia Place, San Diego, CA 92128 Phone (714) 485-7500

Bulldlng Prcductr Dhpet

44

\

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DCORS AND SIDELIGHTS

^ \------:\

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\- NEW FRENCF TC t]EV' DCCRS

DSCK

Entries: a new door to profits r rOME IMPROVEMENT these

homeowner.to screen out street and

fadavs tends to become a "what can I getihe most out of for the least" proposition. If a customer presents

this kind of problem, you will be wise to suggest that he consider updating the entrance to his home.

For the homeowner it can be a dramatic improvement, often one which stretches sPace bY adding an entry andlor additional storage areas. For you, it can be an opportunity to sell a variety of products.

For example, the garden entrY

sketches shown here enable a

Story at a Glance Entry updates ofler dramatic possibilities . .. now front im. proves Yiew, securily, energY elliciency . . . profit potential for dealer.

neighborhood noise and views with the gain of outdoor living space in a private garden. The wall if well constructed of wood or masonry with a closed entrance can add security as well as privacy at the front of the home. Additional storage or a second access to the courtyard utilizing French doors and decking are lovely options.

For you, the dealer, the renovation

offers an opportunity to provide matching entry doors with sideliShts, French doors, decking, structural or

August,1982

45

fencing lumber, masonry, siding or shingles, security products, paint or

stain, paving stones and green

nursery items as well as the basic building supplies needed for such a

NEW PARLOR PREVIC.-,]S E\]T RY --.,-

project.

Although the natural insulating qualities of the solid wood stiles and rails used with the doors provide both beauty and energy efficiency, it is ad-

visable to recommend additional

,,':)

weatherstripping for the ultimate in energy economy. Double pane insulated glass should be used for additional energy savings. French doors

i.q 'l i-"-.1 *1 I fr

with insulated glass are rated as 64go more energy efficient than those with single pane glass.

To help your customer visualize

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the home improvement projects possible at his front door, you can display architectural sketches, build mock-ups, and distribute literature

F

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NEW WOOD ENTRY

NEW

showing additional possibilities.

Among the brochures available is Designs for a Warm Welcome from the Fir & Hemlock Door Association, Yeon Building, Portland, Or.

TC MATCH

CTOSET

ARCHITECTURAL STYLE

972M.

f',tW ENTRANCE DCOR AND SIDELIGHTS

NE\V CTOSET

l#;i$t

$' .)(

ffl ADD A PRIVATE COURryARD AND DOUBTE DOOR SECURIry

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W|\DCV/S OR STDE.IChTS )

NE!(/ Ef\ITRANCE DOCIT

CONCEATED STORAGE

Bulldlng Products DhPsl

46

ment committee chaired bY James Lucas of Hurst Lumber Co., Hurst, Tx. A series of workshops for company presidents'will be conducted in major cities starting in JanuarY, 1983. All members of the association will be invited to send up to three persons to the workshoPs for a nominal cost. A blueprint detailing business performance of individual companies for the next 12 months will be worked out for presidents attending

JOB WELL IX)NE

li-ttllfiliilliii.i.lii+lti.li,.i

I wish to compliment you on the excellent presentation of the Pressure Treated Wood Issue (June, l9E2). This

should be a great help to your subscribers.

J. Warren gnlivan Executive Director Southern Pressure Treaters Association Shreveport, La.

TRAFFIC TESTIMONIAL First, let me congratulate you on the outstanding July l9E2 Transportation Issue of Building Products Drgesl. Not only was I pleased with your story and pictures pertaining to Southern Hard-

the workshops.

Management Sof tware Pack

wood Traffic Association's annual meeting, but I was even more pleasantly

A newly developed combination software and education package to teach lumber and building material dealer presidents how to do business

surprised, yea, even overwhelmed, by the full page advertisement appearing on the

inside front cover of your publication,

purchased by our good member, friend

Advertiser's Index

planning and how to use a personal computer will be unveiled at the 1982

and supporter (Donald Elder, Elder

Forest Products, Lake Charles, Lo.-eA who so graciously dedicated the major portion of the ad to an attention-getting testimonial to the service of this associa-

AmericrnWood PrcsewcrsBurcru .... 3lt Arizonr Prcific Wood Prcservint.. .. .. $

National Lumber and Building

Material Dealers Association meeting in Orlando, Fl., Nov. l7 and 18.

According to Raymon H. Harrell, v.p. of the association, "This is a major breakthrough for the small businessman and we will do everything we can to bring it to the attention of all of our members."

The package has been develoPed

by Management Blueprint Software under the auspices of NLBMDA to use Tandy Radio Shack microcomputers, Model Il and Model 16. It will augment the estimating and Price book programs offered currently by the association, according to Harrell, as well as the inventory control program which will be introduced in November. All will operate on the

tion and to its outstanding district

manager in New Orleans, George Falcone.

Paul McQuiston Executive Vice President

Southern Hardwood Traffic Association Memphis, Tn.

FILE FOR FTJTURE USE

I appreciate your sending Building Products Digest our way. We look forward to each issue and save many or clip out articles for future reference.

B&MWoodProducts.loc. ..........

Curt Bcvcrly Mrnnfrcturitr8 Co. Blcvins Co.. Inc.. J.H. Britt LumbcrCo.... ..

Corstrl Lumbcr Co. Drtrlitre Corp..

Delson Lumbcr Co., Inc. Fishmen & Affilirtcs. Blll.

Herdwood Sgccid Issuc.

Louisirnr-Prcitic.....

Mrry's Rivcr LumbcrCo.

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Bern LumbcrCo..

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Mrsonite Corp., Souticrn Lunbcr IXv. 9-12 Mrsonitc Corp., Spring HoDc, N.C. . . .5, 36 Mid-StrtesWood Pnscrvcrs,Inc....... 37

Nrvrjo Forcsl Produc{s

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6 OregonMouldiog&LumbcrCo. ......

27 ....... ..

Inc. Mrnufrcturing Orlwood 4 ProductSelcsCo. ..... l9 Powell LumbcrCo.....

same equipment.

Charles Andrus Potlatch Corp.

Wood Products Southern Division Prescott, Ak.

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The system was developed over a

nine month period under the direction of a committee of NLBMDA members and the business manage-

Wholeseh Buildin3 Mrtcrirb

MrnrgemetrtCo......

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Old hands in the fir lumber business. we're now putting that expertise to work for you in cedar. We offer you a high quality product with exceptionally good packaging. A neat, square unit that is well protected and can be easily handled.

We feature smooth end trim on all siding boards and can provide you with highly mixed loads.

ROUGH TIMBERS, RANDOM LENGTH

8'-26'.

FENCE BOARDS 1x4. 1x6 S1SZE and

We can ship via unit double door box car. open flat car, or

rough. flat top or dog eared.

truck loading.

6" -8" -10" STK CHANNEL RUSTIC shiplap and t&9, random length 6''16'

'/

and LONGER ROUGH and S4S DIMENSION 8'- 20' ROUGH and S1SZE BOARDS 8'' 16' and LONGER PULLED TO LENGTH (all items) wP-t 1 Reversible is V4E

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Service oriented / highly mixed carload quotes

DEI-SO}T I-TJTfiE}EDT?,

co., lNc.

Manufacturers for 35 years

Fir

Hemlock

Cedar

1

821 West Bay Drive, Olympia. Wa. 98501 (206) 352-7633

P.O. Box 858. Olympia. Wa.

98507

1-800-426-6040