Building Products Digest - August 1983

fltE smARr mAil'g PlYrtooD?

Yep. In fact L-P-Waferwood@ does plyvood jobs even better than plywood. It cuts and nails more like solid wood. It splinters less. It's smooth and uniform (no knots, core voids or patches). It's a great sheathing. And it's approved by the APA for Sturd-I-Floor@ construction.

But the best thing about L-P-Waferwood is this. It costs less than plywood. A lot less.

No wonder it's the smart man's plywood. L-P-Waferwood. It's the lightest, brightest waferwood made. Stock it. For the name of your distributor, call today. Louisiana-Pacific Corporation, Conroe, Texas, 409-756-0541.

Coming in October . . .

ANNUAL HARDWOOD SPECIAL ISSAE

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 lssue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 13, 1983. You'll be glad you did.

It Takes Mote Than Quattty Products and AttractTve Prlces

(To

ALABAMA

Sequoia Supply-Birmingham. Mobile, Decatur. Montgomery

ARKANSAS

Internatronal Paper Co.-Ft. Smjth

FLORlDA

Dixie Plywood-Miami

Sequoia Supply-Orlando

United Plywoods Corp.-Pensacola

GEORGIA

Sequoia Supply-Atlanta

KENTUCKY

Sequora Supply-Crescent Springs

Wimsatt Bros., Inc.-Loursvtlle

LOUIS!ANA

Allen Millwork-Monroe, Shreveport

Oavidson Louisiana-Houma. Lake Charles. Lafayette. Baton Rouge. Alexandria. Monroe. New Orleans

Sequoia Supply-New Orleans

MrssrsslPPl

Sequoia Supply-Jackson

United Plywoods Corp.-Meridran

NORTH CAROLINA

Diamond Hill Plywood Co.-Greensboro, Raletgh, Charlotte

Norlh State Building Material Co.-Asheville

Sequora Supply, lnc.-Greensboro

OKLAHOMA

Hounds & Porter-Altus, Oklahoma Citv, Tulsa

Cedar Creek Wholesale-Tulsa

TENNESSEE

Diamond Hill Plywood Co.-Knoxville. Nashville

Holston Builders Supply-Kingsport

Sequoia Supply-Memphis. Ktngsport, Nashville

Tennessee Ply & DootrChattanooga

TEXAS

Davidson Texas. Inc -Austtn

Edward Hlnes Lumber Co.-Fort Worth

Sequoia Supply, Inc.-Houston, San Anlonio

Vaughan & Sons. Inc -San Anlonro

VIRGINIA

Diamond Hill Plywood Co -Rrchmond, Chesapeake

Publishcr David Cutler

Editor Juanita Lowet

Contributiry Editon

Dwight Curran. Gage McKinney

Art Dirtc'tor Martha Emery

Strff Ardst Carole Shinn

Clirculrtlon Kelly Kendziorski

Building Products Digest is publishd monthly at 45m Campus Dr., Suite 480, Newport Beach, Ca. 92ffi, phone (714) 549-E393 by Cutler Publishing, lnc. Advertising rates upon request.

ADYERTISING OTT|CES

FROM THE NORTHEAST: @ntact Grylc Essrry, 35-73A l59th St., Flushing, N.Y. 11358. Cdl (212) ,145-8063.

FROM ARXANSAS & OXLAHOMA: contact Timotby J. Ndson, Markaing Communications, Inc., 5ll5 S. Vandalia, suite E, Tulsa, Ok. 74135. Cdl (918) 496-8777.

FROM TEXAS, II)UTSIANA, MISST$

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FROM THE MIDWEST: contact Wryne Wcstlend, 1109 Willow l-ane, Mt. Prospect, Il. 6CD56. Call (312) 437 -7t77

FROM SOUTHENN CALIFORNIA: contact Crrl Yrno, 205 Occano Dr., Ios Angeles, Ca. 9flX9. Call (21 3) 472-3 I I 3 or (714) 549-E393.

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BT.JILDING PRODUCTS DIGEST is on independently-owned publicotion for the rctoil, wholesale ond dbtibution leveb of the lumber and building supply markets in I3 Southem states.

DAVID CUTLER publisher

It sounds great, but .

lT HAS been years since such a dynamic retailIing development as the warehouse style home center has appeared. Its amazing growth and immediate buyer acceptance have been nothing short of remarkable.

Warehouse retailing, as presently constituted, with a relatively limited number of SKUs, minimum decor and over-all bare bones concept has produced some amazing dollar sales volumes. A House Works store in New Orleans, La., reportedly did $500,000 in three days. That's enough to get anyone's attention.

This allure and sudden success makes us want to stop and say: Let's pause and look at this new phenomenon calmly. Let's remember that the history of retailing includes a succession of fads and fancies that failed. Counted with failures are the long gone corporations that jumped in too quickly, wihout adequate thought and preparation. Their experience should have warned them that there is no quick and easy path to retail profits.

We do not oppose warehouse retailing. Far

from it. The concept has already been a big success for some and future practitioners will no doubt equal or exceed their impressive early achievements. But conversely, it is not for everyone. Despite undenied clout in certain markets, the warehouse type retail store still cannot be all things to all people. Their successful operation also requires new skills, flexibility and inventiveness not widely possessed.

A similar volume/price concept, the hypermarches of a few years back were widely touted as the future of retailing. Some advocates loftily implied that those who failed to convert would end up in the trash can of business. Although a brilliant concept, it didn't survive its transfer here from Europe. When the public didn't buy the idea, it died. Some operators lost heavily.

It is too early to tell if warehouse retailing is a replay. While it doesn't appear so at this stage, caution and careful study seem in order for anyone considering converting existing stores or jumping in with new units.

lndustry Told "Get With lt"

If companies that supply products to the housing industry are to succeed in the future, they must keep abreast of the changing demographic, sociological and technological patterns occurring in the country today and the implications of those changes.

So stated Gary H. London, vice president of The Goodkin Group, a real estate research firm, at the 2lst annual meeting of the Wood Moulding and Millwork Producers Association (WMMPA) held recently in San Diego, Ca.

As a result of movements at work in the nation today, London recommended four courses of action for

suppliers to the housing industry:

(l) Increase product and marketing emphasis to the rehabilitation and remodeling market, based on such factors as the return movement to older homes and the tendency of families to remain in the same house longer.

(2) Emphasize high end products. "The taste for quality products will increase in both new and remodeled homes," he stated. "Relatively affluent, small families will not want a large house with minimal amenities. Rather, they will want a small house with lots of amenities."

(3) Begin thinking about changing the design emphasis of some products. "With the advent of instant communications and elec-

tronic technology, the home of the future will be the office of the future," he said. "And, as people spend more time at home, they will want amenities to enliven the environment in which they will be spending a major portion of their day."

(4) Emphasize a commitment to improving the distribution and marketing of products. The reason, according to London, is that consumers will be placing more emphasis on the ease and convenience with which they can procure products.

October

Hardwood Special lssue

Treoted lumber, coll

CURT B€RN IUMB€R CO., P.O. Box 9, Flmitv, Flr. 71921 o (501) 342-5275

Tltn B€RN . BIIT HRRDII{O

[Ue con fill oll vour treoted lumber needs. . londscop@ timbers, plyuood, oll dimensionol lumber, 4r4 through l2rl2. On 6x6 ond forger w@ hove lengths ronging up to 45 feet. Plus, ur@ noul corrv in stock .60 FDN. UJo olso hove our ourn fleet of trucks to ossist Vou in ony deliv@rv probloms Vou mov hove. llll our mot@riol is TPI grod@ mork@d. lue feotur@ th@ RIUPB quolitv mork on oll our tr@oted moteriol.

lUhen Vou uront the highest quolitg ovoiloble in CCR TVpe C Prossure

Highest Quolitg Possiblo ot Competitive Pricing

Turn on salespeople with training

EIvtPt-oYEE training to be efEfective must be a continuous program, not just a couple of daYs of job indoctrination. Wise managers stress that each pair of feet is a potential purchaser and satisfied customer. They also motivate each salesperson to become the best in his department or store.

Training can take several forms. Frequent classroom sessions with employees meeting in grouPs to discuss problems and waYs of handling them are helpful. These can be sparked by a speaker capable of outlining good selling techniques and motivating better selling.

Role playing is another successful teaching technique with one salesperson taking the part of the customer while another acts out the role of seller. The audience should be encouraged to take notes and contribute to a critique of the performance.

Seminars organized bY buYing groups, manufacturers and wholesalers are often available to both independent and chain store personnel. These traveling programs are usually well thought out and effective. Associations also provide employee training through their regular meetings or special educational programs.

Less formal, but equally effective, training can take place when managers make frequent selling floor appearances, observe the employees at work and offer praise as well as helpful, constructive criticism.

Essentially, an emPloYee training program should stress developing a good attitude, being informed, setting specific goals and building confidence.

Salespeople should be PromPted to consider how they can best serve people and meet each customer's needs. They should be reminded that theY

are not only creating a profit for the company but also a profit for themselves since good salespeoPle are rewarded with promotions and raises. Friendliness cannot be over emphasized. Courtesy and a smile are absolute musts for every salesperson. Salespeople should be encouraged to think positively about who they are and what they do since the way they think about themselves can affect their performance.

A good salesperson is an informed person. Product brochures, talks with suppliers and talks with customers asking them about the Performance of various products which they have used will supply the needed information. Customers and suPpliers will appreciate and respond to the interest of the store employee and the employee will learn new, helpful information about the Products which are sold.

A salesperson should have a clear idea of attainable goals which he plans to accomplish with each customer. He should be taught to aPproach every person who enters the store or department with the determination that he will find out everything necessary to know to sell them everything they need.

Salespeople should be aware that it is important to talk with customers and find out what project theY are working on and what help they need. As a store representative, they should be sure that customers know what

items they will need to complete the project and help them find the information and products they need as well as refer them to product brochures or how-to brochures that relate to their project.

Finally, managers should stress that confidence and good selling techniques result from product knowledge, being willing to find answers and practice in serving more and more customers. Good salespeople don't just happen, they develop.

DG Shelter Products offers a caPsule course in sales techniques entitled "Helpful Hints for Salespeople. ' ' In addition to outlining suggestions such as you have read in this article, they give specific pointers on ways to increase sales of moulding and assist customers by providing them with helpful literature, suggesting add on sales and helping them to determine what and how much they need to buy for their project.

IILENTY of out of the woods f optimism, fueled by an accelerating turnabout in the nation's economy, abounded at the 79th NHMA International Housewares Exposition in Chicago, July l0-14.

With 1,835 exhibitors in the giant McCormick Place/McCormick Place West exhibition complex, it was the final July show until next year's shift to spring and fall dates for new marketing patterns. More than 60,000 persons in the trade attended the five-day showcase, which is not open to the public.

"It has been a good six months overall for our industry," said Ronald A. Fippinger, managing director of the National Housewares Manufacturers Association, which sponsors the event. "And the next six months and beyond promise to be even better, as economic indicators of all kinds paint a rosy picture for the nation's strengthened rebound from the recession climate of last year."

He said that notwithstanding last July's low point, housewares manufacturers' sales in 1982 totaled more than $20 billion and were 590 ahead of the previous year, when a thenrecord $19 billion sales mark was set.

"With inflation slowed, interest rates leveling off and consumer confidence on the rebound," Fippinger said, "the housewares industry and all its members have plenty to be positive about."

A bumper crop of new or improved home-use products was unveiled. Notable :rmong them was an ever-expanding group of health care items that range from air cleaners to water purifiers, from blood pressure and pulse meters to

Potpourri of New Housewares

digital fever thermometers.

There were many more home security products, including an indestructible Alarm Box for jewels and other valuables that has a pickproof English lock and an easy-set alarm that goes off and continues ringing for two hours, if anyone moves the box.

The cookware scene highlighted electric woks with non-stick surfaces, non-stick pots, pans and other cooking vessels, microwave accessories and gourmet work centers, such as the Chef Mate, a complete food preparation unit with a genuine marble slab set into a hard rock maple top, two additional drop-leaf sections for extra working space, two touch-to-open doors for easy access to hidden canisters and dowels for drying pasta.

Other newsmakers from the NHMA Housewares Show that are likely to show up on retailers'shelves in the months ahead include:

o Dimension series of ultra-slim wall clocks that measure only 5/8 of an inch thin, and are said to be the thinnest wall clocks available.

o A Blind and Shutter Cleaner for mini and vertical blinds and louvres with seven soft nylon brushes that dust andclean topand bottom of seven slats with a single motion, because of its easy-grip handle.

o The Sleep-Easy clock with an instant warning system, a fullfeatured bedside alarm clock that alerts the sleeper to activated smoke detectors via wireless remote sensors, sounds a distinctive siren and flashes the word "FIRE" on the clock display, and then identifies the fire's location.

o A glass whistling tea kettle can

be used on gas or electric stove tops, can be easily cleaned because of its wide-mouth opening and has a heatresistant Bakelite handle.

o Fix-it-yourself Home SurviveR kit especially designed for women has a complete set of tools and a 64-page instruction book for home repair and decorating tasks, all packaged in a fabric-lined wicker basket.

Story at a Glance

Intemational Housewarcs Exposilion's optimistic useful, olf-beat new products next show: March'84.

o Match-A-Patch hole and tear mender, a simple-to-use, hand-held electric appliance that makes sturdy, nearly invisible, professional quality repairs on holes and tears in most fabrics, including cottons, wool and synthetics.

o Medusa dial-a-diet scale determines the number of calories by weight for foods, beverages and recipe ingredients; the pound/gram section of the scale can be used for normal kitchen use or gramlounce diets.

o Electric Sauce Master, an automatic mixer made of white plastic, has a heating plate, a one-liter glass mixing bowl and two-speed operation.

Homemakers Like Housewares

America's homemakers give high marks to the myriad housewares products they buy in today's marketplace for being responsive to their consumer needs, and they think those housewares items are both reasonably priced and well made.

That's the word from Ronald A. Fippinger, managing director of the National Housewares Manufacturers Association and spokesman for the nation's giant housewares industry, whose sales last year totaled more than $20 billion by manufacturers and close to $zt0 billion at retail.

Fippinger based his comments on findings of the NHMA's justpublished "Survey of Attitudes and Purchase Habits of Consumers of Housewares Products: A 1983 Profile of the American Housewares Consumer," the third in a series of comprehensive consumer studies.

The study for 1983 tells a lot about how, why and where American consumers buy their housewares today. It is based on a sample of 2,400 homemakers selected at random

from a national consumer panel of 125,000 representative households projectable to the overall U.S. population. A total of 1,940 recipients responded to the lengthy mail questionnaire, for an 8090 return.

Briefly, the study compares the image of housewares to five other leading consumer goods industries: automobiles, clothing, food, furniture and toys. It ranks the relative importance of six key factors affecting consumer purchase patterns: brand, color/design, price, selection, sizes and warranty. It explores consumer attitudes toward six specific housewares product categories: bathroom accessories, cook and bakeware items, kitchen tools and gadgets, outdoor products and accessories, serving products and accessories and small electrical appliances. In addition, it details consumer preferences for color and decor in kitchens and bathrooms, along with lifestyle trends that relate to housewares purchase patterns.

Highlights of the findings are:

o Housewares ranks third among leading consumer goods industries, behind food and clothing, but ahead of automobiles and toys.

o Housewares is rated especially favorably by younger and more affluent consumers, while "singles" households are even more positive in their ratings of the industry than the general population.

o Consumers continue to rank price as the most important factor in the purchase of housewares products, but its relative importance has pretty well leveled off and, in some cases. declined since 1979.

o The importance of both color/ design and selection have increased over the past four years, and product warranty provisions do not appear to be particularly important to consumers.

o Apparently after having dealt with inflation and rising prices during the late '70s and early '80s, American consumers expect high prices and accept them, but they have reached the point where they also expect more styling, colors and selection in return for higher prices.

o Most housewares categories are given relatively high product quality ratings, with cook and bakeware

(Please turn to page 3B)

Show-tell-sell philosophy brings in dollars

GIOME of the best salesmen in elvour store never fill out a time card and never get a paycheck, although they may sell hundreds of dollars worth of merchandise each day.

Highly visible and easily understood, these sellers are product demonstration programs, clinics, brochures and point of purchase signing. Most of them are available through manufacturers for little or no cost.

For example, show-tell-sell is the philosophy behind the in-store product demonstration program being reinstituted in key major market areas by DeWalt, a Division of Black & Decker, Inc. Radial arm saw demonstrations, which proved ef fective in expanding business during the 1950s, are being updated for home centers and hardware stores.

Scheduled for continuous presentation during peak store traffic hours, each demonstration takes l0 to l5 minutes. In addition to covering the features of the stationary power tool line, the demonstrator shows consumers how the saw can perform four basic woodworking cuts as well as be converted into virtually anY woodworking machine with available accessories.

In reviewing this program, Douglas M. Campbell, v.p./ marketing, says that when I I demonstrations in one locale result in 500 sales "you know that show and tell basics do sell stationary power tools."

Mannington Mills is another manufacturer which follows the approach of arming the retailer with tools that allow him to successfully serve the customer. Two years ago they introduced cartoon characters Dick and Dottie Doowell as symbols of the typical do-it-yourselfer, letting them act as company spokesmen in brochures and clinics as well as in tv, radio and newspaper co-op advertising.

The company has pioneered in

Story at a Glance

Demonstrations sell manufacturer provides sales tools retail field study spotlights best signing all available to dealers.

training sales personnel in the stepby-step installation of their products thus providing them with indepth product knowledge and installation information which is in turn passed along to consumers in d-i-y clinics held in the stores.

This year they are expanding with the addition of a3% minute LaBelle film strip demonstrating installation

of sheet vinyl flooring. The audiovisual demonstration offers the consumer tips on measuring and room preparation in addition to stepbystep installation directions.

A field study by J. Patrick Kelly, professor of retail management; Gary G. McKinnon, associate professor of business management, and E. Doyle Robison, director of Skaggs Institute of Retail Management, all at Brigham Young University, Provo, Ut., focused on how retailers should use signs, considering priceonly signs, descriptive benefit signs, signs for sale items and signs for items at regular prices. Results suggest that at a regular price, a benefit sign should be the only type of sign used, while at a sale price, both a price-only and a benefit sign will increase sales over a no-sign condition, with benefit signing being the most effective.

These results are in accord with earlier studies by both trade and academic sources which reported point of purchase in-store signing effective in increasing unit sales. The price and benefit information supplied to the shopper through signing is thought to influence product selection, especially in situations where there is an absence of product information from other communication sources or sales clerks.

Phifer Wire Products, Inc. utilizes this theory in providing a merchandise display which has an informative benefit headerboard in color as well as a holder for illustrated point-ofpurchase brochures. The company reports that this merchandising rack has helped them to get their share of sales of window screens which, according to the Do-It-Yourself Research Institute, were among the top 20 items purchased by do-ityourselfers at building supply stores during 1982.

Dealers should become aware of the point of purchase helps available and use them to their advantage.

BENEFIT signing such as demonstrated in this display proved to be effective in a recenl retail study. Take home literature available on the header is an added benelit.

Do you know what it costs to deliver?

By WALLY LYNCH

These questions on delivery costs were generated by suggestions offered in our July issue by Wally Lynch, president of Builders Express, Dallas, Tx.

Lynch hos just completed a study on delivery costs for the Notional Lumber and Building Moteriol Dealers Associotion. Hb research will be part of a seminar ot the national conyention in October.

Ifyou have questions on delivery costs, see the box occompanying this article for the way tofind arcwers-ed.

Q: Is there a way to determine how good, or how bad, a company's delivery is being handled that can be identified without a full blown accounting search?

A: Not absolutely, but our company and its people have used one way many times. It will require however that you identify "delivered sales." There are several quick ways to do this: (1) contractor and commercial sales accounts generally purchase 8090 to 85Vo of what is delivered. (2) total receivables will be fairly close. (3) 65 9o of total sales will be reasonably close to the maximum delivered for all dealers selling to both contractors and consumers. (4) companies dealing strictly with contractors and subs can use 8090 as a factor to determine delivered sales.

Once the amount of "delivered volume" has been determined, count the number of vehicles used in the delivery function. Divide the number of vehicles into the total delivered sales. Our range of experiences shows that between $750.000 and $1,000,000 per vehicle annually is what dealers are achieving with what appear to be well run operations. Some chains talk $1,250,000 per vehicle, but I have not seen it demonstrated. Therefore, ifyour trucks are delivering less than $800,000 to

$850,000 each, they are not being used effectively and remedial work should be begun by management. With our clients. with over two million in sales, we have no trouble demonstrating effective delivery with two trucks. Below this figure, the $1,000,000 per vehicle will not hold. This means that up to $500,000 or $600,000 in delivered volume can be handled with one truck and customers kept happy. After that, a one ton truck or a pick up willalso be needed; then the one truck per million takes over as delivered sales volume rises.

Q: Our company would like to charge for delivery, but our competitors will not let us. Is there a way to do this in spite of our competitors?

A: Yes, absolutely, but how do you know that your competitors are not themselves charging for delivery? Most dealers are, in one way or another, charging in part for delivery. Our company does a survey on the competitors of our clients. In the last four years we have never found anyone who was not charging in some way. Everyone has geographic limits-the town, the county or other parameters-then a charge. Delivery

Story at a Glance

Save dollars on delivery . . identily costs determine pre-tax profits delivery cost expert answers common questions.

services-handling merchandise after it has been delivered, like shingles and wall board-are often charged. Have someone in your organization call your top five or ten competitors and find out what they do. When you have your competitor's delivery posture really identified, then and only then decide what charges you can go after.

Multiple price lists, minimum values, mile limitations, per mile charges, etc. are in use all over the country to charge for delivery. They deal with how to charge. The who to charge is another story. Your company, like others, does about 8090 of delivery business with 20q0 of its customers. Identify who is who and then go after those 8090 of your customers doing 2oolo of your business. You can best charge these people because they probably represent the bulk of your delivery expense on a per delivery cost.

How much to charge cannot be determined from this ivory tower, but it must be considered and handled locally. Some make money, some break even and some iust ease the pain.

Q: How do you handle 20 "first outs" deliveries when vou onlv have four trucks?

A: Obviously, like what happens when the irresistible force and the immoveable object meet, there is no answer to the question, but it is often asked. The problem is caused by mismanagement and poor communication. The poor communication is evidenced by the fact that the company has not made known the limits of what commitments for delivery

How to plan and create more effective advertising

part of any advertisement. It determines whether or not the customer will read the advertisement. Make it short but informative. Highlight a benefit to the reader. What will the merchandise do for him? Give it a sense of urgency, so that the reader will come to your store today, rather than tomorrow.

(3) Show the merchandise, in use if possible. Studies show that ads with illustrations attract more readers than all-type ads. IllustralPlease turn to pase 26)

By Joan Oliver Newspaper Advertising Bureau

AS A RETAILER, you know Ithat some advertisements work and some don't. To help you achieve a consistent level of effective, salesmaking advertising for your business, here is a simple plan, put together by advertising experts after studying thousands of successful retail advertisements.

The plan is based on newspaper advertising, because newspapers are the medium most retailers use. An ad in the daily newspaper produces immediate sales results. People think of ads in the paper as shopping information they consult before shopping.

The objectives of your advertising are twofold: (1) to keep your present customers informed of Your merchandise, your sales, and your specials; (2) to bring new customers into your store.

I. Planning Your Advertising.

(1) Set an advertising budget in line with your sales goals. Estimate your gross sales for the coming year. Be realistic in considering your sales goals for this period (including possible expansion) as well as those of your competitors. Keep inflation in mind and changes in local conditions. Once you've arrived at a sales goal, allocate a percentage for an advertising budget. The average budget ranges from 2-4s/0.

(2) Plan month-by-month spending to match sales. A month that produces only 590 of your yearly sales merits only 590 of your advertising dollars. Sometimes, however,

you can stimulate sales in a slow period by investing more ad dollars.

(3) Decide what you want to promote. Plan each month's specific ads three or four months ahead. Make a Iist of your store's departments or lines of merchandise. Next, list the percentage of total sales each contributes to your business. Advertising allocations should generally conform to these figures, but you may want to spend more on a specific item or line because of a special promotion or purchase.

II. Creating Advertisements That Sell.

(1) Create a distinctive advertising style and stick by it. Effective ads not only draw customers to your store, they also build the "image" of your store. Your ad must instantly convey your store's personality. Develop a recognizable look or "format." Use the same basic layout, the same style of illustration, the same type faces and the same kind of headline and copy. This will not only make your ads more effective, it will also save you time in putting the ads together. Use illustrations and color to attract attention. Use simple language. Develop a recognizable store logo as part of your "format." Make sure that your ad is aimed at the target audience.

(2) Write your headline carefully. The headline is the most important

Story at a Glance

Keep present customers informed . bring in new customers create a desire for merchandise . . . eslablish a sense ol "buy now" . plan ahead for results.

Percent of lhe yeo/s lotol soles done eoch month.

Family business built

on broad inventory, seruice

USTOMER service, quality merchandise and hard work are the building blocks ofa successful business.

And where better to find building blocks than Cannon Building Materials in Wauchula, Fl.?

Cannon Building specializes in those important blocks, and even stocks blocks of a more concrete nature.

Founded by C. B. Cannon in 195 I , the family owned and operated store is now run by brothers Joe and Charles Cannon.

Their father, C.B., had accumulated over 25 years of experience in the building supply business before he decided to open his own store.

C.B. started out by selling rough lumber in Georgia, but moved his family to Florida in 1925 and went to work for the Townsend Lumber Co. in Avon Park.

He remained with Townsend Lumber until that day in l95l when he heard the Wauchula Lumber Co. had gone bankrupt.

Seeing an opportunity to strike out

on his own, C.B. bought out Wauchula Lumber's inventory and established Cannon Building Materials at the same location.

C.B. had little doubt about the move from Avon Park to Wauchula. "The situation seemed perfect to him," said Charles Cannon.

"Daddy had always wanted to have his own business," Cannon continued. "He had always hoped Joe and I would get into the business with him, he wanted us together."

While the fledgling business built up a clientele in the community, Joe remained in the service and Charles kept his position as a special agent for the FBI.

By 1955 Cannon Building had grown to the point where it could support Joe and Charles also, and the three Cannons were finally joined in "the family business."

Although he liked his work with the FBI, Cannon explained that he had a developed a love for the lumber business.

"Joe and I grew up in that yard (Townsend Lumber)," noted Cannon. "In high school we worked

there, and we always enjoyed the work.

"Joe and I are sold on what we are doing; it's a good little business. We hope someday someone in the family will come in and follow us afterall, we're getting older."

That "good little business" operates out of in 8,500 square foot main building and ovei 7,500 square feet of open and shed storage.

The main building had once been a

Story at a Glance Wauchula, Fl., bulldlng

matorials store stocks large In. ventory offers varlety of ser. vices . . . stresses customer rolations . . . family operated for over 30 years.

packing house and the vastness of its interior surprises people. "This place looks so small when you first walk in the door, but it will fool you," commented Cannon.

"We are a small outfit compared to others," he added, "but people are surprised when they see how much is here. We have managed to make the room needed for a very complete stock."

Cannon Building carries a general line of building materials and supplies and serves all facets of the com-

(Please turn to page 38)

SEC0_Np generation 0f the Cannon family, Joe (left) and Charles, operate the buildirig materials store which their father started ii 1951 in central Florida.

Allan Manufacturing Co. has moved into a new $400,000, 25,000 sq. ft. plant for manufacturing security storm doors and window guards in Olive Branch, Ms. . . . Odyssey Partners is negotiating to acquire GAF's Building Materials Group this month .

Construction of a new warehouse for Armstrong Carpet Division's wholesaler service in Ringgold, Ca., will be completed next month; a 170,000 sq. ft. samPle manufacturing facilitY, new dYe decks and a new order section building have been added to operations in Dalton, Ga.; new highspeed tufting equipment has been installed at both the Dalton and Winchester, Tn., mills

North American PhiliPs is acquiring Corning Glass Work's plant in Danville, Ky. . Colemon Co. plans to move into new Fort Worth, Tx., warehouse facilities, manufacturing plant and corporate offices sometime nextmonth...

Lanham Lumber and Dry Kiln Co. is converting the Old Louisville Cooperage Co. plant in Louisville, Ky., into what they say will be the nation's largest custom kiln-drying operation with about $25 million in sales a year . Norfolk Southern Corp. has opened a new connection, the Altavista Gateway, in Hunt, Va., tying the South to the Midwest . .

Manville Corp. has sued the feds for reimbursement of more than $1 million in legal costs and awards paid out for asbestos claims, alleging the gov. knew workers in World War II shipyards were being exposed to hazardous levels of asbestos dust .

Bowater North America, a British manufacturing and trade corp. with offices in Old Greenwich, Ct., has formed a subsidiary, Bowater Home Centers Inc., in Plano, Tx., and plans to open several home centers in the Southwest in '84

Worth, Fl., by the end of '83

Lowe's is remodeling its Jackson, Ms., store at a reported cost of $100,000

HomeOwners Warehouse Inc., Coconut Creek, Fl., has been sold to Service Merchandise CorP., Nashville, Tn., for a rePorted $13.8 million. . McCoY's Build' ing Supply Center has oPened store No.43 in Huntsville, Tx. .

Danny Been is the new owner of Waldo Hardwore and Builders Supply, Magnolia, Ar.

Myers Lumber Co., Mayfield, Ky., is celebrating its 50th anniversary . . . M. and A. Jones Construction Co. Inc. and Jones Building and Supply Inc. have purchased the Hi- WaY Lumber Co. in Batesville, Ar. . . . Stone Lumber Co. is a new business in Berryville,Ar....

Jim Albert, lumberYard owner in Elk City and Altus, Ok., has purchased a site for a lumber Yard in Hobart, Ok. . Herbert Larson has acquired the Bull Shoals, Ar., Hardware and Building SUP' ply from Dwain Reed

Kuson,Irzc., Nashville, Tn., is seeking a buyer for its Nicholas' Kusan ceiling fan subsidiarY in Jacksonville, Tx. . GeorgiaPqcific has recorded the best profit quarter for building Products since 1978

All Woods/Schroeder Inc., Houston, Tx., plans an earlY Aug. opening of their new wholesale distribution warehouse in Fort Smith, Ar., to service a 200 mile radius ll'ood Mosaic Corp., Louisville, Ky., has closed its veneer operation

Home-Pro Warehouse, San Antonio, Tx., reported sales of more than $500,000 for its three day opening Zarsky Lumber Co. has opened a new location in McAllen. Tx. Hammersc hm id t L umbe r Co. and Farme rs Lurnber Co., both at Harrison, Ar., have been sold to Meek Bttilding Centers, Springfield, Mo....

Scotty's has purchased 30 acres in Deerfield Beach, Fl., for a distribution center to service 75 stores in So. Florida . Home Depot plans to open two stores in Clearwater, Fl., and one in Lake

June hardwood lumber Pro' duction in the South was 990 higher than for May,23s/o higher than June 1982 with incoming orders up 22$/0, shipments 3090 more, unfilled orders l59o higher and gross mill inventories l39o less than a year ago . .

Housing starts in June (latest figs.) were 1.75 million at a seasonally adjusted annual rate, 2.990 lower than May . . . single family starts fell 7.190 to an adjusted l,103,000 while muhifantily units increased 5.2o/o to an adjusted 644,0m annual pace building permits rose 6.7q0 to an adjusted 1,745,000 million annual level, the third consecutive monthly rise

L-P Moves lnto Mississippi

Louisiana-Pacific Corp. is starting construction this month of a Waferboard plant and a sawmill in Grenada, Ms.

This will be the first L-P facility in the state, according to Ronald L. Paul, gen. mgr. of the Southern Division.

The sawmill, which is expected to be completed in the spring of 1984, will have an annual capacity of 30 million board feet with 40 workers.

The Waferboard plant will take a year to complete. Its annual capacity will be 120 million square feet. Abour 100 workers will be hired.

SFPA Annual Meeting Dates

Headline speakers at the Southern Forest Products Association's annual meeting, Oct. 22-26 at The Homestead, Hot Springs, Va. will include David Broder, Pulitzer Prize winning columnist of the Washington Post.

His update on what's happening in Washington at the afternoon general session on Oct. 25 will be his second appearance before the group.

John Crowell, assistant secretarv

of agriculture for natural resources and environment and a key figure in federal dealings with the forest industry, will be the Oct. 24 luncheon speaker. Dan Ruskin, who combines piano playing with political satire, will entertain after lunch on Oct.25.

Bean Brothers Buy Sawmill

Buddy Bean, Hatfield, Ar., and Curt Bean, Amity, Ar., are in negotiation to purchase a sawmill from Georgia-Pacific at Clenwood, Ar.

Control of the mill will be turned over to them on Aug. l, pending final resolution of the agreement. The new owners plan to produce l" and 2,, dimension and cut some timbers.

Theft Prevention Unit Forms

The Home Center Loss Prevention Council has been formed to deal with internal and external theft in home

centers, lumber,/building material outlets and hardware stores.

Chairman is Dick Clark, Payless Cashways, Inc.; Ralph Huston, Sutherland Lumber Co., vice chairman. Others are B.G. Kelley, Builders Emporium; Bert Rogers, Cashway Building Materials; John Phillips, Wickes Cos.; Kenneth Quigley, Hechinger Co.; T.V. Wasson, The Home Depot; Jack Rice, National Retail Hardware Association, and Greg Hauca, Home Center Institute.

United Plywood Earns Award

Mark Burdett, pres. of United Plywood Corp., Birmingham, Al., and John Strubel, v.p., recently accepted an award for sales excellence from States Industries, Eugene, Or., based manufacturer of prefinished paneling and hardwood plywood.

Five of United's sales force traveled to Oregon with them for the presentation and three days of rafting and fishing.

The firm sold 22,000 plywood panels in a three month period.

NAILING down trends in the industrv, the Dickson Weatherproof Nail Co.'s distributor qd.vis.ory council met with company officers. (clockwise lrom lelt lront) Leonaid Moses. purchasing agent, William Cameron Wholesale Co., Waco, Tx.; Cvril Laan, Dres.. Richert & Laan, Inc., Neui 0rleans. L'a.: Ai Jordan, purchasing agent, Palmetto Wh0lesale Co., Columbia, S.C.: Biil Briiliant. v.p., sales, Dickson; Charles Dickson, pres., Dickson. The tirm has olants in Birmingham, Al., and Houston, Tx.

ing, service, and top quality allowed us to grow in a bad

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ROOF TRUSSES: Start with The KlincheP

The 1O-ton Klincher System, with Klincher Press, Adiustable Jig and Counterbalance is ideal. Assemble uP to 60 roof trusses a day with a 2-man crew. Total cost: under $4.300, or lease as low as $150 per month.

CALENDAR

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AUGUST

Builder Mart of Americr - Aug. t'9 Youth-in-Management seminar, Greenville, S.C.; Aug. l0-ll, Dallas, Tx'

Smith Hrrdwrre Co.Au8. l0'll, market, Moose Lodge Auditorium, Goldsboro, N.C.

Virginia Building Material Association - Aug. 12'15. summer management conference, Ramada lnn On-The-Beach' Virginia Beach, Va.

Ameriian Hardware Manufacturers Association - Aug' 14-lt' Hardware Industry Week & 38th annuat National Hardware Show, McCormick Place and McCormick Place West' Chicago, Il.

Moore-Handle!' Co. - Aug. 20-21, dealers show, Birmingham, Al.

Heitmlnn, Bcring, Cortes Co. - Aug. 2l!'21, market' Adam's Mark Hotel, Houston, Tx.

Feltus Brothers Hrrdwrre Co.Aug. 27'2t, market, Natchez Convention Center, Natchez, Ms.

Genuine Hardwarc Co.Aug. 2?'2t' annual dealer market' Atlanta Hilton Galleria, Atlanta, Ga.

SEPTEMBER

Nationol Hoo-Hoo-EttesSept. 10, board' Medford, Or.

Oklahoma Lumbermens AssociationSept. l0-ll' 36th annual convention & expo, Myriad Convention Center, Oklahoma City, Ok.

Handy Hardwarc Wholesale, Inc.Sept. l0.ll' market, Astrohall Convention Center, Houston, Tx.

Wallace Hardwarc Co., Inc.Sept. l&15, market, Gatlinburg Civic Auditorium, Gatlinburg, Tn.

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FAMOWOOD is the PR0FESSI0i{AI'S Att PURP0SE PLASTIC

Boat builders, furniture makers, cabinet makers. etc..have found it the one suie answer to c0rrecting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass!

Ready to use rlght out o{ the can, Famowood appli'es like putty- slicks like glue; dries quickly: won t shrink; takes spirit stains,

and will not gum up sander. Waterproof and weatherproof when properly applied

Availabte in l6 matching wood colors and white.

Florida Lumber and Building Material Deders AssociationSept. l4-16,63rd annnual convention and exposition, Orlando Hyatt Hotel, Orlando, Fl.

Southeastern Lumber Msnuflcturerls AssociationScpl. l5-l?, annual meeting, Colonial Williamsburg Hotel' Williamsburg, Va.

Builder Mart of America -Sept. 19, consumer sales and package selling seminar, Atlanta, Ga.; Scpt. 21, Memphis, Tn.; Sept. 22, Dallas, Tx.

Builder Mart of AmericaSept. 21, advertising concepts and planning seminar, Greenville, S.C.

Mid-America Lumbennens AssocietionSept. 2&24' Arkansas t.umberfest, Riverfront Hilton Inn, N. Little Rock' Ar.

Paris-Dunlap Hardwarc Cr.Sepl. 2.&25, market, Georgia Mountain Center, Gainesville, Ga.

National Hardwood Lumber AssocistionScpt. 262t' E6th annual convention, Sheraton-Boston Hotel, Boston, Ma.

want to see your organization in print? Scnd us information including date and place on your ncxt meeting, conv€ntion, or socid event for the Calendar. Please make sure that we receive it et lerst Cx wecks rheed of the drte and be sure to include your name, address, and telephone number.

NFPA Updates its Structure

A plan to convert the National Forest Products Association's two present program management committees into three separate operating divisions: Product Division, Public Timber Division and Private Timber Division is targeted to become effective Jan. l, 1984.

Each of the three divisions will have separate membership, dues, board of directors. executive committee and appropriate committees to handle subject matter for the division. A governing board of l5 will be responsible for the overall business and policies of the associatlon.

The plan, the outcome of a sixmonth committee study for the analysis of the support structure of the NFPA, was presented at the spring meeting, May l5-18, in Washington, D.C.

The committee's fundamental conclusion was that a national forest industry association is necessary to deal with national product and resource policies and issues. ln addition, they called for appointment of an industry task force to study the possibility of closer coordination or eventual consolidation of NFPA with the American Paper Institute, American Forest Institute, American Wood Council and other national forest industry associations. The purpose of this long-term study would be to achieve the broadest and most effective possible voice for the forest industry, greater potential efficiency and cost benefits, and to gain the support and involvement of the pulp and paper industry on timber resource issues.

The reorganization plan calls for a membership structure including both federated association members and direct company members. All must join the Product Division unless they produce no product and at least one of the two timber divisions. Within two years federated association members must be NFPA members.

Each of the three division board of directors will have ar least two representatives from federated association members with the additional seats based on a dollar formula. Direct members will have one seat. Each board of directors will elect executive committees, set dues and approve the structure of

committees and programs for its division. The executive committee will have l8 members and be responsible for the day-to-day operation of the division.

NFPA's government relations function will be intensified with the governing board directing and monitoring activities. Other recommendations in the plan deal with management, personnel policies, finance and control, long-range planning and implementation of the new plan.

More Aluminum Used

More aluminum is being used in houses today in windows and doors as well as extrusions for carpet edgings, weatherstripping and thresholds.

Creative product design and attractive durable finishes have increased the use ofextrusions. In addition, more aluminum is being used per housing unit because of innovative energy-efficient aluminum windows and doors.

In 1982, aluminum was used as frame material in an estimated 6lq0

of the windows installed in new homes. an increase from 5690 in 1977. Over 7090 of the aluminum windows sold in 1982 incorporated thermal barrier, double or triple glaze designs as opposed to 4090 in t977

86th National Hardwood Meet

Reservations are now being accepted for the 86th annual convention of the National Hardwood Lumber Association, according to S. Carroll White, executive manager at the Memphis, Tn., headquarters.

Dates are Sept. 26-28 at the Sheraton-Boston Hotel. Boston. Ma.

Door Jobbers Set 20th Annual

The National Sash & Door Jobbers Association will hold its 20th annual convention on Nov. 16-20 at the Hyatt Regency Maui and Marriott Resort, Maui, Hi., according{o David R. Toombs, pres.

To earn the quality mark of the American Wood Preservers Bureau call for plywood, lumber or timber f rom treating plants qualif ied by

pressure treated wood products ^f|,. material will meel or surpass your must meet rigid technical slan- ,/ ^ \ standards. No question about'it. dards. Questions of quality are ( yy p ) Proof of Quality. The AWPB mark answered before the material \

"

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Jhen marked with the Dura-Treet Ouality Mark it meets all AWPA, REA and Uniform Building Code requ irements.

For'more information, call or write.

Jim Cooney

Director of Marketing IDACON

INC.

10611 Harwin Drive Suite 400 Houston, Texas 77036

(713) 988-9252

Home Center Merchant

BILL FISHMAN Bill Fishman & Affiliates

A:,:oo..?IT::i:ff "$.*'Ji"'::I

ment organizations, home center retailing has come a long way in the past 20 years and is now entering a mature stage.

One industry survey classifies four major home center store formats (consumeroriented, consumer/contractororiented, home improvement speciality and warehouse home center) all having the potential to be highly profitable in the 80s.

The moderately sized (20,000 sq. ft.) consumer-oriented home center is classified as a full line merchandiser (avg. 25,000 SKUs ) with a margin of about 3090-3590, and targets the serious d-i-yer as its primary customer.

The typical consumer/contractor oriented home center is smaller (10,000 sq. ft.) than the consumer-oriented home center. offers a smaller merchandise selection (10,000 SKUs L spends less on advertising in proportion to sales, has a lower margin (200/o-25tlo) and a gleater dollar volume of sales per store. With a consumer/contractor mix, this format has excellent protection no matter which way the commercial building market goes. And although it has a smaller selection, the low margin makes the consumer/contractor-oriented home center attractive to d-i-yers.

The home improvement speciality store is the smallest of the four major types of home center stores in these surveys. It has the narrowest inventory (2,000-5,(n0 SKUs ), featuring only one or two product categories (Color Tile was illustrated as an example). With a high margin (4O90-5090) this format appeals to the d-i-yer doing a specific project, who feels he might need extra help or advice.

HOUSTON.

The warehouse home center format features the largest selling area (avg. 60,000 sq. ft.) and the largest dollar volume of sales per store. These outlets operate on low margins (about 25t/o) and carry full lines of home improvement merchandise. Their hard-hitting advertising is backed-up with a no-frills environment. Volume is the key to success for this format.

In light of these format comparisons, it

Lowe's aim is to increase their appeal to the d-i-y customers. They have treen remodeling their stores, buffering the chain against a drop-off in contractor business while the housing market was soft.

The Evans retail group indicates movement in the direction'of a nation-wide operation under several different store names. lt will continue to open new stores in the states in which it now operates and try to expand into other areas.

W.R. Grace, now one of the nation's largest home center operations, will be focusing on internal control and management development. Rapid growth through recent acquisitions now forces Grace to concentrate on a philosophy of management for its widespread holdings.

Hechinger's with its super store chain was highly successful in the 190s, is expected to stay with its large inventory format. Their 45,fiD SKUs do not include sporting goods, appliances, toys, automotive or other peripheral merchandise categories carried by some home centers.

Most industry reports conclude with an overall optimistic outlook for the'80 s, but add that competition will increase. Competition among home centers will grow sharper due, to lower population growth, market saturation and an upswing among contractor-oriented home centers who seek to level-off sales and profit fluctuations with the steadying influence of d-i-y business.

Competition from other store types like discount department stores (K-mart has over 1,0(X) stores with home improvement departments), and other mass merchandisers (Sean, Penney's, Wards) will also become greater. By their very nature, these stores seek high volume, promotional merchandise. Speciality chains (wallpaper and paint, floorcovering) are also on the rise.

One report concludes, "the success of any specific format or any individual firm will depend on how well the stores are positioned in the consumer and competitive markets and the degree to which companies employ advanced professional management techniques as the home center industry finally comes of age."

Building Products Digestts Circulation Policy

Building Products Digest is sent free every month to retailers, wholesalers, distributors and jobbers of wood products and building supplies in the 13 Southern states.

This includes home centers, home improvement centers, mass merchandisers, traditional lumber dealers; the wholesalers and distributors who back them up; and 100 of the biggest mills in the South. The mag azine circulates in Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, south carolina, North carolina, virginia, Kentucky and Tennessee.

If you do not qualify, and would like to receive the magazine, we cordially invite you to use the coupon below to receive Building Products Digest, the South's highly acclaimed new industry information and news magazine.

If you do qualifli and are not presently receiving Building Products Digest, please let us know.

IIIIIIIIIII-I

Yes, I want to keep up with all the news in the dynamic Southern market.

1 Year: $zo I

2Years: $36 I

3 Years: $50 I

executlve vlce presldent

IIOUNC Carolinians will sPonsor a I one dav seminar on "How to Create Effective Marketing and Advertising Without Increasing Costs" on Aug. l7 at the Best Western Coliseum, Charlotte. N.C.

Carl Dill will conduct the Program which will give specific examples of ways to increase sales and improve operations

with advertising as one of the primary means. Topics will include market research, budgeting, choosing media, reinforcing the image, planning the action and an ad workshop.

Ralph S. Hendricks, Hendricks Builders Center, Inc., Simpsonville, S.C., is heading the CLBMDA as president. Al E. Witten, Witten Supply Co., lnc., Gastonia, N.C., is lst v.P.; Jim Enter, Seacoast Building Centers, Con-

VIEWS

I T THE board of directors meeting Iheld recently in Savannah, the board approved the opening of a satellite office in MontgomerY, Al.

The action was an approval ofa recommendation by the executive committee, which felt that the lack of success in membership in Alabama was due largely to the lack of identification in that state.

In addition to added identification, a Montgomery office will provide the capabilities of programs in Alabama which are not possible now because of legal restraints. One such program would be the eventual establishment of a selfinsured worker's compensation program, such as the successful program in Georgia.

This new office will greatly facilitate legislative efforts in the Alabama legislature.

The board deliberated between replacing the field rePresentative and establishing the Alabama office. The determination of the board was that a combination of more involvement by the district directors and a Montgomery office would be more beneficial than a field representative.

The board also develoPed and aPproved a comprehensive membership drive to be held from July I to December 31.

Vice president Jack Nunn, Ellijay' Ga.. will serve as overall coordinator of the program. Directors will serve as local chairmen.

A goal of 108 new dealer members was established.

The program developed requires each director to establish a membership committee of at least three dealers in his area to develop their own plan of action.

Support from the BMMA office will include a mailing each month to all the non-member dealers in Alabama and Georgia.

Dates for the 1984 buying show will be Jan. 12-14 at the Downtown Atlanta Marriott.

way, S.C., 2nd v.p.; Joe H. Hollinshed, Cape Fear Supply, Fayetteville, N.C., 3rd v.p.; C.E. "Pete" Hulsey, Matthews Building Supply, Matthews, N.C., treasurer. P. Hunter Daton Sr., Snow Lumber Co., High Point, N'C., is the immediate past pres.

North Carolina directors are Hayes Armstrong, Custom Wood Works & Home Center, Belmont; Mickey Boles' Smith-Phillips Lumber Co., WinstonSalem: Charles Killebrew, Carolina Building Supply Co., Bryson City; Gordon Sanders, CatheY Lumber Co., Charlotte; Harris D. Blake, Pinehurst Hardware & Supply Co., Pinehurst; F.A. "Andy" Sherrill, Sherrill Lumber Industries, Inc., Statesville; Hugh Thomas' Black Mountain Lumber Co., Black Mountain; Larry Dudley, Builden Man lnc. of Kernersville, Inc., Kernersville; J.B. Surles, Home Builders Supply Co., Greenville.

South Carolina directors are Wilson Jenkins, Hendricks Builders Center, Simpsonville; John F. Miller, William T. Miller Lumber Co., Camden; Carl Tucker III, C.M. Tucker Lumber Corp., Pageland; J.D. Genoble, Home Lumber Co., Creer; Roy H. Barnette, Bagnal Builders Supply Co., Columbia; Robcn Swinnie Jr., Swinnie Supply Co., Andrews.

Every speaker at the Summer Conference. June 10-12 at Grove Park lnn, Asheville, was optimistic about the remainder of 1983. Several problems are continuing to grow, though, that could hurt, increasing cost and material shortages. As the mills and plants begin to reopen and return to full production, these problems should ease.

ln a presentation, Mark Packer, OwenCorning, predicted 48,000 starts for North Carolina, up 3l9o over last year, and 23.400 starts for South Carolina, up 3 1.590 over last year.

TENNESSEE

erecudve vlce precldent

ESERVATIONS are being made for the 58th annual TBMA convention at the Hyatt Continental Hotel in Acapulco, Mexico.

The board of directors meeting and business sessions will be interspersed with social events including a Farewell Fantasy Island Banquet and Party on the final evening. A post-convention tour will visit Mexico City.

Terry Haynes is the new president of

the Young Executives; Fred Stephens, v.p., and Randy Rinks, sec.-treas. Charlie Sharp, Pat Welsh and Scott Wright were elected as trustees.

Elections were held at the second annual convention in Monteagle on June 34. Pat Welsh and JohnnY Brown were prize winners in the golf tournament. More than 25 people participated in the business sessions and a visit to Greeterville, home of John and Lois Greeter, Greeter Building Center, in Sewanee for dinner.

ffii1i.r.1}l:f.tiiittill:ii.

by Don l. Campboll

KENTUCKY REPORT

WILLIAM THOMPSON €xecutlve vlce precldent

IHAVE been worried for the past I several weeks over the price of building materials when and if the housing revival did get under way.

I have talked to at least a dozen dealers this past week and I have been more than concerned with what they have told me about the prices of lumber in particular. In some cases their order had been taken but they were later notified that shipment could not be made without a considerable price increase.

Goodness knows where wallboard. insulation, roofing and items in that area will go. It's a cinch that their being tight is going to raise the prices. Frankly, this is something I have been worrying about for months. I could not get it out of my

TEXAS TOPICS

JOE BUTLER, SR. executlve vlce presldent

A rornl of 4054 bills and proposed I66nslilutional amendments were introduced during the 1983 regular session of the Texas Legislature. Of that total, only ll52 bills or joint resolutions were passed by the Senate and House of Representatives. The Governor vetoed 40 bills and the voters of Texas will be allowed to have the final say on 18 proposed constitutional amendments, according to Robert Bass, L.A.T. attorney.

The association was very active during this past regular Legislative session. We closely monitored legislation in a number ofareas and testified and lobbied both for and against several bills. Our greatest efforts were directed at reforming the Texas lien laws and in adopting a modern Condominium Act. We did support the Texas Association of Defense Counsel in their successful effort to minimize the adverse impact in the proposed changes in the Texas venue laws; and we also worked closely with the Texas Legislative Council in their recodihcation of the property laws of Texas.

Seven bills were introduced on behalf

head that when building started again, this would occur and I am sorry to say that it has done just that.

I long ago stopped worrying about interest rates. They have stopped falling and the small Yztlo increase added on last week by the FHA may be a forerunner of what we can expect. I will grant that a % 9o increase will not turn off any buyers, but I don't think the increase will stay at lzVo for long.

The only thing we have to worry about is keeping interest rates in the area where they are now. I have more concern that the price of materials and labor will both escalate far more.

I don't know how many years we did a Cost of Doing Business Survey in this office for members, but it must have covered at least a 30 year period. One of the things we found was that no business

can make a profit unless good management policy is followed. This includes many things, not the least of which is buying in the right quantity, keeping a close watch on operating expenses, pricing goods fairly and furnishing services that customers need.

It takes all of these to make a profitable business and doing business without a profit is just as unethical as selling one customer at a lower price than another.

If someone were to ask you to name the most important ingredient in the successful operation of a retail lumber yard, you could unhesitatingly say that it is the knowledge of what the customers want and need.

We spend countless hours trying to buy merchandise at the cheapest possible price. We seek out weak suppliers who, under pressure, will give us a special discount. Almost invariably we use this price concession as the irresistible bait to lure customers into our place of business.

As a rule, when we do this, we Pitch our entire approach on price, never giving any consideration to what customers actually need and to what we can do to fulfili those needs with minimum effort on the part of the customer and maximum service on our part.

of or were strongly supported by the Association in an effort to reform the Texas lien laws. One of those bills (HB 423) was signed into law by the Governor on June 19, 1983, with an effective date of September l, 1983. The other six bills were unable to overcome the strong opposition mounted by certain construction groups.

H.8.423 (Gerald Hill) win authorize a successful claimant of a mechanic's lien to recover his reasonable collection costs, including attorney's fees, in a suit to enforce the lien. This bill was designed to correct the former gap in the law which allowed an owner to avoid paying a claimant's expenses in recovering a lien when there was no direct contractual relationship between the owner and the claimant. Under this legislation the owner can no longer avoid this liability; therefore, more owners and title companies should be willing to pay retained funds without the necessity for litigation. H.B.423 was the result of a compromise between the Association and various other groups including the Texas Association of Builders (Homebuilders), Texas Apartment Association. and Texas Land Title Associa-

tion. In order to achieve passage of H.B. 423, owners were given I 80 days to determine the validity of the claims before they would be liable for the claimant's attorneys' fees. This time period does seem rather excessive and we would strongly recommend remedial legislation in 1985. Additionally, if an owner successfully defends against a lien claim, the owner can recover his costs of defending against the unsuccessful lien claim. Again, this is somewhat overboard and we will probably recommend remedial legislation.

In addition to the seven lien bills, the Association strongly supported several construction groups in an effort to enact a detailed revision of the Texas Condominium Act (H.8. 1456/5.8. 754\. The condominium legislation faced strong opposition by the Homebuilders and, despite very intensive efforts by the Association and groups such as the Texas Association of Realtors and Texas Apartment Association, it never came up for a vote in either the House or the Senate. We anticipate continued effort to enact a new Condominium Act.

In the coming months we will be monitoring any special legislative sessions which might result in significant tax increases or other legislation that would impact the Association or its members. We will also be formulating several proposed bills relating to the lien laws in a continued effort at reform. We would certainly welcome any suggestions from Association members with regard to proposed legislation.

BOB JOHN €xecutltP rdce prestdent

ITH the combination of the passage of Oklahoma SB 279 and the Supreme Court's replacement decision in Anchor Concrete Company vs. Victor Savings & Loon Assn., the integrity of the Oklahoma Mechanic's Lien Law has been re-established.

SB 279 makes clear the legislative intent that liens may still be filed and enforced even though trust funds under $152 and $153 of the Oklahoma statutes may have been created by the property owner having paid contract proceeds to the general contractor. Paragraph (3) of SB 279 clearly reads:

"(3) The existence of such trust funds shall not prohibit the filing or enforcement of a labor, mechanic or materialman's lien against the affected real property by any lien claimant, nor shall the filing of such a lien release the holder of such funds from the obligation created under this section or Section 152 ofthis title. "

The fact that this expression of the legislature would not become law until November l, 1983, left some considerable concern for the validity of liens up to that date where the owners had already paid the construction funds to the general contractor. The original decision in .4nchor Concrere indicated that such payments constituted trust funds and replaced lien rights leaving such liens subject to attack.

But the act of the Supreme Court in withdrawing its initial March 30, 1982, opinion in Anchor Concrete and the filing of its replacement opinion on May 24, 1983, removed this cloud. The effect was to revert to the lien law as we had previously understood it-that whether or not there are trust funds does not dictate if a lien can be filed. The claimant has the right to pursue a lien remedy, a trust fund remedy or both. This is made clear in the concluding portions of the decision where the Court states:

"We observe that had there been any lienable claims which had not been paid by the Subcontractor for concrete work, the unpaid mechanics or materialmen could recover under 42 O.S. 1981, $143, against the Owner, and under the construction trust fund statutes against the Subcontractor. "

and filed as suggested in the MLA Oklahoma Lien Law Manual.

There is one additional area covered in Anchor Concrete that requires comment. Anchor Concrete involves a joint check issued by the owner to Anchor Concrete and the general contractor. Anchor endorsed the check and gave it to the general contractor in exchange for the general contractor's check for a lesser amount which was less than the total amount at that time owing and due Anchor. The general contractor then failed to pay Anchor said balance due for which Anchor filed a lien. The May 24, 1983, replacement Supreme Court decision holds that Anchor Concrete's endorsement of the owner's check for an amount at least equal to the total amount due it constitutes payment in full to Anchor so far as the property owner is concerned, extinguishing Anchor's lien rights. This is true even though the general contractor's exchange check was not for the full amount and in fact Anchor never received full payment.

This comment is not to indict joint checks. They can be very useful for a materialman to insure payment. However, you should be aware that it is perilous to endorse checks for more than the substitute check amount that they will take in exchange. The Supreme Court in Anchor Concrete held that Anchor was deemed to have been paid up to the full amount of its claim. all of which was due at the time the check was endorsed.

This case does not specifically discuss the circumstance where a materialman endorses a check for more than its account, accepts the general contractor's check for the total amount then due and then later sells more material for which it is not paid. Nor does this case discuss a similar circumstance where a materialman is furnishing under a written contract for a specified amount, endorses a check at least equal to such amount, accepts the general contractor's check for a lesser amount but equal to the amount to that point furnished, later furnishes the rest and is not paid. We believe in both these circumstances the materialman could well be deemed to have been paid by endorsing the larger check equal to the total amount ultimately furnished and thus have no further lien remedy.

A rule of thumb might be to refuse to endorse a check for more than the check you will take in exchange. One should at

least be awlue of the risk in endorsing a larger check.

At the l9E3 Arkansas Lumber Dealers Convention, which will be held in North Little Rock on September 23 and%, the second annual "Outstanding Arkansas Lumberman of the Year" Award will be presented.

We are asking that all members and ass@iates nominate the person they think most qualified to receive this award. The award will be presented only to an owner or an employee of a retail lumber yard in the State of Arkansas. The following criteria should be used as a basis for your selection:

l. His or her contribution to his or hir community.

2. His or her contribution to our Association and the building industry as a whole.

3. His or her contribution to the State of Arkansas.

Nomination should be mailed as quickly as possible to the following address: -

Mid-America Lumbermens Association

103 Western Hills Searcy, Ar.72143

The selection Committee will choose the award winner from those nominations based on the reasons given for their nomination and on contributions made since October 1982. The recipient will be honored and will receive an engraved momento of the occasion at the convention. Nominations must be received no later than September I, 1983.

Thol's How lt Gocs!

"Other people go to the government Io get help and then the govern,nent bills me for their help. "

VIRGINIA NEWS

JACK ALLISON executlve dlrector

Tgr PHRASES "all new," "beuer I than ever," and "new improved" are words that you hear so often today that you don't even notice them. So, how can we tell you about the very different and special weekend in store at this year's management conference at Virginia Beach?

The conference has always been one of

VBMA's favorite events. This year we've changed the schedule a bit. In fact, "new and improved" seem to be the perfect words.

Friday, Aug. 12, will be the beginning of an entertaining and educational weekend for the whole family. The board will meet for their semi-annual meeting in the afternoon. At 6:30 we'll all get together for a welcoming cocktail party. On Saturday the tournaments begin. In the afternoon there will be a business session in the hotel conference center.

ffitlltKnswt...

@l!!t C"n"roi Lee ond cenerol Grcnt houe settled thet dillerences ol Appomottox.

0trI;ft ri," Plontation ol Toro hu been restored ond sholl be reliued uith chormin' elegonce.

O[Ot " "Gone with The wind" Plontotion Porty will occur Wednesdoy, SepEmber 14, 1983, ot the Hyott Hotel, Orlondo.

Anl O" it ludhe. knoan, Suh or Modom, thot you ore obliged to )oh the hundreds ol Plontollon Owners, Southern Belles, Rebel Soldiers, Yonkee Soldiers, Shorecropperc, Cottonpickerc, Coryetbogge$, ond o lew Hrc-Hrc's, tor this lestioe occosion.

NOllt, pe rhere/o re procloim ond do declorc, the 63rd Annuol Conuentlon/Exposition ol the Flotido Lumber ond Bullding Moteriol D"olers A$ociqli()n, more respectlully known os "The Msln Euent", sholl be held *ptember 14-16, 1983.

Attcst

Your presence would do us o greot honot ''we Do Dectorc"

At 4:30 on Saturday we'll board buses for what will be one of the most memorable social events in the association's history. A cocktail party and sunset dinner cruise aboard the beautiful, new 600 passenger ship, "New Spirit," has been planned. Live entertainment and dancing will be featured on the three decks. A complete buffet will be served.

As the ship makes its way through Norfolk's historic harbor and the Elizabeth River, we'll see Ft. Wood, an abandoned Civil War relic; the Norfolk International Terminal, home of the luxury liner, S.S. United States," and the Newport News Shipyard, the largest in the world.

Sunday morning the business meeting will continue with more information from the experts to aid members in guiding their businesses through thesc challenging times.

EYECATCHING and imaginative presentation

bv the Florida Lumber and Buildino Material Dilalers Association is an excelleni exam0le of the creative thinking applied by the officers and chairmen ol the associations in promoling activities for members, Educational programs as well as s0cial events benefit lrom such an aporoach.

Surplus Give-Away Pays Off

The problem of slow moving inventory can be solved by donations to schools and non-profit organizations for a tax deduction.

The National Association for the Exchange of Industrial Resources redistributes surplus supplies from manufacturers, wholesalers, distributors and business firms to member institutions. Business donors are eligible for a tax deduction and the recipient gets the goods free except for shipping costs.

Operating out of a 120,000 sq. ft. Chicago, Il., warehouse, the organization distributed more than $10 million worth of surplus to schools last year. More than 4,000 items were contributed, ranging from hardware, paint and floor cleaners to wiring, electrical supplies and other materials used by school maintenance departments, according to Norbert C. Smith, pres., who founded the organization in 1976.

DELIVERY

(Continued from page I 3)

can be met so that capability equals desire. From the mismanagement standpoint, the company has not provided a structure within which those who commit for delivery by the

Questions on delivery costs? Send them to this magazine at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Wally Lynch will answer them in future issues. This is your chance to take advantage of his expertise in cutting your delivery costs.

company to the customer can be assured that their promises will be met.

Most managers solve the problem by developing and announcing to customers and employees alike a delivery policy which sets forth what will and, in some cases, will not be done in the delivery process by the

company. As such a policy would apply to "first outs," it might state"All orders received before l l:fi)

to yard and sales people as well as the customer. It does not exclude exceF tions, just lays down a track to run on. It then forces sales people and other employees to seek approval and therefore acceptance by management for exceptions. Management has then placed itself in a position to manage by exception and "reactionitis" is replaced by leadership and direction. "First outs," as such, virtually disappear and everyone is happier.

PLANNING YOUR ADS

(Continued from page I4J

tions showing merchandise in use allow the reader to picture himself or herself using the merchandise.

a.m. will be delivered the same afternoon. Orders received after ll:00 a.m. will be delivered in the a.m. of the next delivery day. ' ' Such a policy provides for work time and guidance

(4) Make each ad complete. Include all essential information about the merchandise or services being sold: style, design, workmanship, brand name, price, your store's name, address, telephone number and business hours.

III.

Make Merchandise

Part Of Your Advertising Plan.

Advertised items should be prominently displayed and available. Stock up on featured items and train your staff to suggest and sell tie-in items.

To sum up, advertising is a proven method of building volume and profits, for big advertisers, as well as small. Properly and effectively executed, advertising will benefit both you and your customer.

Note: lf readers want more information about how to use newspaper advertising more effectively, they should call their local newspaper advertising representatives.

Color Home Products Warm

Terra cotta clay, reddish brown, peach, neutral and blue-gray will be the main colors for home products in 1984.

"Color Directions-1984" prepared by the Color Marketing Group, a cross industry association of professionals concerned with the marketing of color, sees warmer colors with red and yellow used for exteriors while interior paints will be in pastels with golden tones.

PERS NALS

Edd Brueck has been promoted to div. mgr., plywood operations, at Georgia-Pacific's Mid-Continent Wood P rodu cts M anu factu ri ng Di v. , Crossett. Ar.

Terry Weyer has been named sales and administrative mgr. at Big D Building Centers Inc., Jacksonville, Fl.

Alec Beck, Stripling Blake Building Materials, Austin, Tx,, appears in the Champion building products film which will be shown at fall dealer meetings.

Dr. Roy T. Gottesman has been appointed exec. director ofThe Vinyl Institute, according to Dr. Bart A. Diliddo, chairman.

James M. Shedden, pres., Genstar Building Materials. Co., lrving, Tx., has been elected pres. of the Asphalt Roofing Manufacturers Association; Sam E. Brasher, Allied Materials Corp., Oklahoma City, Ok., was named v.p.

James N. Mayfield has been named pres. and c.o.o. of Oklahoma Brick Corp., Oklahoma City, Ok.; Robert B. Oesch, v.p. of production; S. Elvis DeArman, assistant v.p. of administration and treas.; Stephen P. Dean, assistant v.p. of sales, according to Marvin A. Ahlefeld, chairman.

Dwight Harrigan, Harrigan Lumber Co., Monroeville, Al., has been elected a director at large of the Southern Forest Products Association.

Jack O'Leary is now product mgr. of particleboard operations for Union Camp Corp. in Franklin, Va.

Glenn H. Illig is the new pres. of the National Kitchen Cabinet Association; Russ Wsrner, v.p.; Walt Gahm, treas.

Tom Liesfeld is now pres. of the southern div. of E.H. Mauk & Sons, Inc., Pontiac, Mi., based in Manakin, Va.

Pat Delony, Belknap, Inc., Louisville, Ky., Jerry C. Lambert, Genuine Hardware Co., Greensboro, N,C., and J. Charles Short, Amarillo Hardware Co,, Amarillo, Tx., are among those selected as judges for the 9th annual Hardware Industry Week Packaging Exposition competition.

Jack King is new to trading at Hoover Universal, Milford, Va.

J. Barrett Smith Jr. is new to sales at Holly Hill Forest Industries, Holly Hill, S.C., working with Doug Moulton.

John H. Falkner, Falkner Building Supply, lnc., Henderson, N.C. has retired after 37 years with the co.

Therman Booker has joined Diamond Hill Plywood, Raleigh, N.C., as sales rep. B. Phil Adams III is new in the Charlotte branch.

Drew Murphy, Wayne Phillips and Randy Stauffer have joined Scotty's, Winter Haven, Fl., as buyers in hardware and building products. Bob Fant is the new assistant advertising/public relations director.

Don O. Mirts, pres. of Dealers Warehouse, Knoxville, Tn., and Reserve Warehouse, Chattanooga, Tn., has been appointed to the Tennessee Housing Development Authority by Gov. Lamar Alexander.

Jimmy and Beverly Andrews, Johnny Brown and Beverly White, Brown's Concrete & Block Co., Dickson; Pat and Beth Welsh, Builders Supply Co., Tullahome; Randy and Janis Rinks, B & R Lumber Co., Savannah; Scott and Patti Wright, City Lumber Co., Dyer; Earl and Donna Geary, Greeter Building Center, Monteagle; Charlie and Kathy Sharp, Gene McKinney, Tindell's Inc., Knoxville; Terry and Lisa Haynes, Haynes Brothers Lumber Co.. Murfreesboro: Fred and Elaine Stephens, Stephens Millwork, Nashville, and Sam and Tina Henley, Henley Supply, Decherd, were among those registered for the Tennessee Building Material Association's Young Executives convention at Monteagle, Tn.

Dovie Thomas has moved from credit mgr. to paint buyer at Cashways Building Supplies, El Paso, Tx., replacing Jim Dight who has retired.

Robert E. "Bob" Burt has retired from the Southeast lumber operations of ITT Rayonier, Atlanta, Ga., after 33 years in the industry.

Dave Brunson is handling sales for States Industries, Inc., inAr., La., Ms., and western Tn., according to Pete Geertsen, v.p. of sales and marketing forthe Eugene, Or., firm.

Mel Tolleson, v.p., Tolleson Lumber Co., Perry, Ga., is the new chairman of the board of governors of the Southern Pine Inspection Bureau.

Gates Copeland is opening an office in San Antonio, Tx., for Duke City Lumber Co., Inc., Albuquerque, N,M. Ron Manzanares represents the firm in El Paso.

Monty Smith has been selected as the new mgr. of T.H. Rogers Lumber Co,'s store in Cherokee, Ok.

Sidney Cook has retired after more than 30 years with the Virgin Lumber Co., Chickasha, Ok.

Dorris E. Cox, pres., Cox Planing Mill & Lumber Co., Inc., Piggot, Ar., has retired.

Ed Phillips is the new corporate controller at Buford White Lumber Co., Shawnee, Ok.

Jerry Hetherington, owner of Sallisaw Lumber Co., Poteau, Ok,, has been appointed to the board of regents at Carl Albert Junior College by Gov. George Nigh.

H.E. Hyers, owner of the Hi-Way Lumber Co., Batesville, Ar., has retired.

Paul Thompson is now mgr. of softwoods and plywood at Summit Forest Products, Augusta, Ga.

J. Edgar Kennedy, managing director, Hardwood Dimension Manufacturers Association, Nashville, Tn., has retired after 30 years.

Bernard Lindsey and Tom Kurt are new in sales at ITT Rayonier, Atlanta, Ga.

Norm White has joined the Mobile River Lumber Co., Mobile, Al., as sales mgr.

LET'S HEAR FROM YOU!

Building Products Digest is a new monthly information service for you. We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to Building Products Digest, 4500 Campus Dr., suite 480, Newport Beach, Ca.92660 or, if easier, call (714) 549-8393. There is, of course, no charge.

Burton G. MacArthur Jr. is now v.p., planning, for building products at Champion International Corp.; Jack Armslrong has been named v.p., sales and distribution.

Robert H. Beber has been elected exec. v.p. and a director of GAF Corp., according to Dr. Jesse Werner, chairman and c.e.o.

J.E. Peede has been promoted to marketing mgr. at Armstrong World Industries, Lancaster, Pa,

Mary Gold has joined the nursery staff at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

tilili.ii,r:tiililiii

NEW PR DUCTS

and selected soles oids

f ,'iilliiiliilj,'lt:'Ii'.:i'i'i j

SecuritySpecial

Beginning this fall, Schlage Lock Co. is offering consumers a free security identification kit with the purchase of a deadbolt lock.

The home security kits contain an exclusive computer identification number, identification stencil, engraving tool and computer registration form. Consumers are advised to use the engraving tool to stencil their identification numbers on valuable household possessions

FREE READER SERVICE

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

HotTubSpray

The Haws Drinking has introduced the Hot Unit, designed to help a down or rinse off after soak.

lnstant Heat

A gas log from Readybuilt Products Co. offers space heating for mobile homes, trailers, condominiums and apartments.

The log unit, part of a vented fireplace, features a control valve to set the flame height and regulate heat production to specific needs. The free flame actioh offers the natural look of real wood burning whilegenerating between 25,(n0 and 37,5fi) BTU s ofheat.

The product can be used with natural gas or connected to an LPgas system.

Caulking Tips

and to send their name, address and computer number to the nationwide registry service which cooperates with law enforcement agencies tracing stolen goods.

The kit also contains a booklet of home security tips and a sheet of special warning decals to help discourage theft.

To receive their free kits. consumers must mail a special coupon along with a purchase receipt and the label end from the deadbclt package, to the manufacturer. Coupons may be redeemed through March, 1984.

Weather Wrap

A heavy-duty UV grade fabric for storage sheds, greenhouses, pond covers and other large scale weatherproof applications is available from Chave & Earley, lnc.

The woven, flexible polyethylene fabric reportedly will not stiffen or crack in low temperatures. It transmits 9090 of light passed by clean glass.

Featuring a 43 tear strength and 150 tensile, it can cover structures up to 20,000 sq. ft.

The unit can be used to fill the hot tub or spa, clean up the surrounding area, or water the lawn.

Designed for easy installation on the tub deck, the chrome plated head is visible while the 8' hose is concealed below deck. All spray units are equipped with I Zz" diameter integral flange and lVz' deck flange.

Easy Caulking Tips are a new product designed for use with throwaway caulking and sealant tubes.

Approximately 2" long, the tip is threaded on one end for attachment to the plastic nozzle of a tube. The other end comes in a variety of hole sizes and angles to allow the user to match the tip to the job.

Clemco Industries is wholesaling the product for $1.30.

On WallWiring

The various uses of Wiremold's On-Wall Wiring system are high- lighted in new packaging which shows the product used with track lighting, hanging lamps, paddle fans and to add outlets in various rooms of the house.

Fifteen components are individually blister packed in burgundy and gold.

An introductory starter program includes free header, point of purchase sales aids, consumer brochures and advertising support material.

Breakauray Blade

For thick and thin cutting projects, Allway Tools has introduced its K7 and Kl3 Break-A-Way Knives featuring high-strength ABS plastic handles, safety locks, and replaceable blades.

The K7 is heavy-duty with a 7-point blade that can cut sheetrock, carton board and wood and be extended to approximately 3 % inches for cutting through thick materials including foam and fiberglass insula-

Space Age Saw

The first of Porter-Cable's new generation of controlled portable electric tools is the Speedtronic portaBand portable band saw with torque and blade speed controlled by a mlcro-processor.

Using this new system, the operator may pre-select the proper operating speed for the material being cut. The micro-processor then takes over. providing consrant torque and blade speed regardless of load. The motor runs more efficiently, providing smoother and faster cuts. without danger of overload or overheating. The result is greater productivity, longer blade life and longer motor life.

A digital display panel accurarely indicates actual blade speed. The operator can set the speed from 80 to 240 surface feed per minute on the push button control panel. When the tool is started, the micro-processor increases the electrical current from zero to running voltage over a span of several milli-seconds resulting in prolonged gear, blade and motor life.

Finger Foods

Chambers Corp.'s Companion

Microwave and Retained Heat oven now has finger touch control of all time functions.

In addition to its new electronic elements, the microwave features a new microwave module with 3-staee cooking, touch controls for quiik cook and temperature selections. programmed defrost, whole meal cooking capability, delay srart, temperature probe, 25 preprogrammable recipes and 1.3 cu. ft. capacity.

The oven is self-cleaning, has a built-in rotisserie, keep warm capa- bility, rockwool insulation. steel mesh door gasket and a new control panel with accents in keeping with current consumer trends.

Both have a limited warranty, five years on parts, two years on service labor.

Rolling Stock

CapitolWindows has introduced a new rolling aluminum door, Hudsonbay, designed for use in new residential construction. manufactured housing, low-rise commercial building and professional rehabilitation projects.

Advanced insulation properties suit the patio door series to climates requiring maximum energy conservation. In addition to rhe PVC thermal break in the exterior frame, each panel in the door has a thermal break for extra resistance to heat transfer. Seafed, %" double. glazing further lncreases energy savlngs.

Quick Fix

Presto Patch, an acrylic spackling compound manufactured by The Savogran Company, is now available in resealable plastic tubs which ensure moisture retention.

On the Level

_ A universal ceiling fan leveler, designed for installing the fans on slanted ceilings, is now available from Nichols-Kusan, Inc.

tion. The K l3 is a lightweight tool for wallpapering, crafts, and other light cutting projects.

Both are available with merchandiser buckets. The Kl3 bucket holds 50 knives and the K7 contains 25.

Other features include mvlarshielded pile weatherstripping, weep slots for full drainage and a full inteilock where the panel stiles meet. Right or left handing can be determined in the field with reversible panels.

The leveler comes in two sizes to accommodate most makes and sizes of ceiling fans with Vz" and %,, diameter hanging stems.

It is available in a choice of four finishes: bright brass, antique brass, white or brown.

packages out. Each sp€cies label is color coded for shopping ease.

The display comes with a side mounted full-color room scene poster, literature holder and consumer literature.

Secret Hideaway

A new cash and bond box has been introduced by The Durham Manufacturing Co.

Constructed of heavY gauge welded steel and measuring 5 % " wide, llVz" long and 3%" deep, it has a three number combination lock which can be set to any combination or changed to a new combination bY the user at any time. A brass handle is furnished for easy portability.

The box is finished in acid and rust resistant gray baked enamel.

ShrinkSelector

Ostermann & Scheiwe has introduced a 3' x 4' x 8' freestanding merchandising display for 8' packages of its Profilewood solid wood ceiling and wall system.

The pre-stocked disPlaY hol4s 4a shrink wrapped Packages. Consumers can select the sPecies theY want from the disPlaY and carrY the

Stonewall Approach

Tu'o energy-saving exterior sall systems rvith maintenance-free natural finishes have been introduced b1'S1'nergy Methods, Inc.

Both are available in a variety of colors and can be applied to either new or retrofit structures with a stainless steel trowel.

The Stone Caste Series 100 has a surface composed of colored stones with a baked acrylic finish. lt is available in shading ranging from pure uhite quartz to deeper and darker tones.

Sand Caste Series 200, made u'ith natural stones. can be stained in a varietl' of earth tone finishes. Custom made colors for both finishes are available.

See-Through Insulation

Gila River Products has introduced a transparent window insulation film do-it-yourself product. The insulation, which is said to prevent heat build-uP in summer and central heat loss in winter, also rejects 50-6090 of the solar heat radiation in summer. It allows as much as 72o/o of the visible light through.

Spray to Stay

DuPont's Lucite spray enamel, based on automotive refinish technology, can be used for hundreds of touch-up jobs around the home or shop.

The finish reportedly dries dustfree in 15 minutes when applied to wood, metal and other paintable surfaces, while resisting chipping, scratching, corrosion, weathering, fading, scrubbing, grease, oil and gasoline. It is said to help prevent rust when applied over Lucite spray orimer.

If you want to buy a business . or sell a company or equipment . . or find a new job . . or hire new People . . a Building Products Digest classified gets your message into the hands of thousands of industrY executives and owners.

RadicalRadial

DeWalt, Division of Black & Decker Inc. , has redesigned two of its 10" blade consumer radial arm saws.

Newly engineered changes include an easy access onloff paddle switch and a cast iron column base and heavy gauge steel table frame with center support.

One model features a 2 H.P. motor with manual brake. The other has a 2% H.P. capacitor start motor and introduces an automatic brake to the consumer line. Both motors are

quiet-running 10090 ball bearing induction type with thermal overload protection and operate on l20V current.

Exclusive features on both models include an industrial grade precision machined cast iron arm and a ball bearing equipped cast iron roller head. An opposing screw system allows easy alignment and locking key screws significantly reduce the need for readjustment. Up-front elevating and miter controls, miter, rip and bevel scales, and upper and lower blade guards are standard equipment. Both models are covered by a five year warranty except for motor components which are warranted for one year.

Make An Entrance

New from Simpson Timber Co. is the Stratford Manor entry door with three horizontal panels of leaded glass.

- Colorless glue chip glass lets the sunshine in while maintaining privacy.

Selected vertical grain Douglas fir or Western hemlock is combined with leaded glass crafted with metal alloys that provide maximum strength and performance.

Model Home Kit

Home-owners and hobbYists can build their dream home or their present home in scale model with the new Pri-Dex Architectural Scale Model Building Kit and Materials'

The kit contains colorful realistic exterior finishes of brick, ledge rock, horizontal and claPboard siding, vertical siding, cement block, roofing, terrace and sidewalk material as well as a plentiful supply of building board along with windows and cloors, graph paper and How To Build instructions.

FREE READER SERVICE

For more information on New Products write Building Producs Drgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and Page number so w€ can process your request faster! Many thank!

Fence Promotion

Large colorful in-store signs and d-i-y brochures to promote sales are available with an-initial order of Wonderwood fence boards from Weekley Lumber.

Produced from Caribbean Pine, the fence boards have been Pressure treated with Osmose WeatherShield, a combination of Osmose K-33 preservative and a water repellent wax. This treatment Protects against termite and deca), damage while promoting an even color change, from a golden hue to a driftwood gray.

Beyond Reach

A new home security Product which uses a heavy steel curtain to turn a closet into a walk-in vault has been developed by Homesafe Security Products.

Constructed of 26 gauge steel with t/2" steel bars every 24 inches, the door rolls up or down in two heavy guides. It bolts into the door frame king studs behind the existing closet door.

The door is available in 2'0",2'6", 2'8" and 3'0" sizes.

Naillt Down

Mazc Nails now offers 33 of the most popular Stormguard Nails in I lb. boxes.

These hotdipped galvanized nails for roofing, siding or trim come in a variety of shank styles including

plain, Screw-Down and Anchor- -Down, a ring thread. All are double dipped in molten zinc to make them corrosion resistant.

Colorful labels identifY uses: yellow for roofing; green for sidinc: 'blue for trim. A[ nails are parallelpacked for easy grabbing.

Sandy Dandy

A compact, heavy-duty finishing sander small enough for singlehanded sanding applications, the Professional Palm Grip Sander is manufactured by the lndustrial/ Construction Div. of Black & Decker. Inc.

With a 1.5 amp motor which Produces 12,000 orbits per minute, it is designed for professional use and collects its own dust with a dust extraction bag.

Weighing only 2 lbs., l0 oz., the tool measures5t/c" in length, 4t/2" in width, and stands 4t/r" high. lt uses standard % sheet abrasive PaPer which is attached to the unit with two paper-clamp fasteners.

Something New Underloot

Tarkett Inc. has introduced two new l00go asbestosfree resilient sheet flooring patterns.

Country Chateau in a wood grain style comes in three woodlook colors in 9' and l2' widths.

New Provincial comes in five decorator colors with a no-w:x Brite Bond surface which is said to resist scuffs and stains and retain a high gloss with minimal maintenance. It is available in 6' and 12'widths.

Both are available with a Quiet Cor foam interlayer.

--byffithe

All-AmericanComgaqt

Coastal Lumber Company is the second largest producer of hardwood lumber products in North America. Specializing in kilndried, high grade Southem and Appalachian hardwoods, Coastal Lumber produces a complete product line: Red Oak, ltlhite Oak, Yellow Pop laa Tuplo, Gum, Ash and Elm as well as other species native to the regions. The industrial division stocks an inventory of hardwood timbers and cants heated with CCA, for use in special industrial applications. Coastal Lumber Company meets all your hardunod nzeds.

Coastal Lumber Companv has a full line of Tidewater Rh Cyprest, Southern & Appalachian llardwoods, Southern Yellow Pine, PermaTreat@ hessure lieated Lumben and Pine HWood products in truckload or carload quantities.

STACXII{G ST0RAGE cubes from Rubbermaid chailenqe the imaoination for vertical or horizonlal arrangements. UseIul for st6ring records, books or display, they come-in chocolate, red, white and yellow

For further information contact:

Coastal Lumber Co., P0. Box 829. \Abldon. NC 27890 Phone: 919/536-421 1

Ebony: the wood of many colors

fl LTHOUGH ebonv is Ilsynonymous with black, the color of the over 200 sPecies of the genus Diospy,'os ranges from jetblack to grayish white, Yellowish white, reddish gray, brownish graY, purplish gray and variegated black, sometimes with a greenish tinge'

Usually small, in trees of relatively small dimension one to two feet in diameter, with a small core of usable wood, the species are distributed throughout the tropic and temperate zones of the world.

In Africa alone there are about 40 species, although onlY a few Produce enough dark heartwood to be of commercial significance. Crassiflora and dendo are both verY deeP black. Some feel that the crassiflora is the best because it is very fine textured, hard and heavY, averaging about 63 pounds per cubic foot. The color in piscatoria, another species found in relatively large enough amounts to be considered commercial, varies from non uniform to uniform black.

Black ebony (tomentosa'

ebenum, and assimilis) comes from Northern India and the HimalaYa region. It is very black with fine rays joined at right angles bY similar light-colored bars to form a minute pattern. It is dense, hard, and heavY with scarce minute pores.

East Indian ebonY includes the Macassar (melanoxYlon), CeYlon (ebenum) and Andaman (marmorate). Ceylon ebonY is an extremely heavy, fine, and even-

textured very dark wood. It weighs about 73 pounds per cubic foot. Irregular light-brown streaks are often present, but they are less conspicuous than in most other East Indian species. Considered the most dense and dark available, it is very rare.

The black portions are supposedIy very difficult to season as the wood develops long, fine, deep cracks. This is especially true if it is cut in relatively large dimensions. It is recommended that the logs be converted to the smallest convenient size and stored under protective cover from the sun.

Both the Macassar and Andaman ebonies have striping. The Macassar dries best with air seasoning. Maximum results are said to be obtained by girding the trees and allowing them to stand for two Years before felling, followed bY six months of seasoning in Plank form. The dark heartwood is liable to develoP end splits and surface checks and should be well protectd against raPid drying.

Of the several ebonies growing in the temperate zone, one, the virginiana, is found in the United States. Known as persimmon wood, it is light brown with darker stripes. It is used most frequently for golf club heads and shuttles.

Sfory at a Glance

Over 200 spocaes of ebony found in troplcs and temPer' ate zones . called Persim' mon wood in the U.S.. . limited commercial use.

Ebonies are very hard to work with either machine or hand tools. Metal working equipment sometimes is successful. The wood has an extreme dulling effect on tool cutting edges. Brittle, it cuts harshly, producing a fine sawdust. A smooth finish can be obtained in most operations, but in Planing the material must be held firmly to prevent chattering on the cutters.

Little ebony is available commercially considering the size of the genus. The wood is used PrimarilY in turnery. It also is widely used for the manufacture of piano keys, the fingerboards of violins, and small parts of other musical instruments. In the cabinet trade, ebony is used for inlay work, marquetry, ornamental design, and some Paneling. It also is used for carving.

Classified Advertising

LUMBERYARD/DEVELOPMENT package in Oklahoma. Twenty-two (22) lot residential and commercial development along with hardware/lumber business which has proven sales potential. Will sell together or separate. Write Box 27 c/o Building Products Digest.

SURPLUS building materials and remanufactured lumber. Ideal family operation. Sell inventory and equipment, lease building. Central Florida between Tampa and Orlando. Contact Lawrence Branch Lumber. 960 N. Combee Rd., Lakeland, Fl. 33801, (813) 665-0503.

WE DON'T pay much, bur we'll pay cash for closeouts, odd lots, seconds, etc., ofany kind of building materials. Call The Friendly Junkman in Jacksonville, Fl. (904) 384-9986.

600 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 advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Bullding Products Digest, 45fl) Campus Dr., Suite 4t0, Newport Beach, Cr.92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (?14) 549-g393. Deadline for copy is the l5th of rhe month. PAYMENT MUST ACCOMPANY COpy.

GENERAL MGR. HOME CENTER

CONTRACTOR SALES OPERATION

MARION PRESSURE TREATING CO.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, P.O. Box 217, Marion, La.71260. Ol8\ 292-4ilt.

RESPONSIBLE all phases mgmt. profitability. New facility. Excellent salary, profit-based bonus. Contact in confidence. Write Box 28 c/o Building Products Digest.

MERCHANDISING manager-home center store. Excellent benefits. Salary open. Write Box 29 c/o Building Pioducts Digest.

HARDWOOD INTORMAl'ION

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $ l0: Southeast Asian Hardwoods. $5: Sourh American Hardwoods, $4; all rhree, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine.

NEWLITERATURE

Tennis Anyone?

A tennis court surface brochure is free from Truflex Recreational Coatings, 1760 Revere Beach Parkway, Everett, Ma.12149.

Frame Up

Bulk quantities of "How To Make Picture Frames" are available to the trade at discount prices from the Wood Moulding and Millwork Producers Association, P.O. Box 25278, Portland, Or.97225.

Less Noise, Please

A colorful l4-p. brochure of acoustical products is available free from Insul-Art Acoustics Corp., 661 Township Line Rd. Belle Mead, N.J. 08502 or (800) 526-0908.

Lofty Subject

"Proceedings of the Seventh Conference on Roofing Technology" is $15 from the National Roofing Contractors Association, 8600 Bryn Mawr Ave., Chicago, Il. 60631.

Questionable Olfer

"lnformation Center," a l6-p. illustrated booklet listing their services is free from the Point-of-Purchase Advertising Institute, Inc., 2 Executive Dr., Fort Lee, N.J. 07024.

Solar News

A free rnonthly rrewsletter on solar screening is available from Phifer Wire Products, Inc. P.O. Box 1700, Tuscaloosa. Al. 35403.

New Outlook

A 4-p. brochure describing aluminum windows is free from Capitol Windows, P.O. Box 3070, Harrisburg, Pa. 17105.

Easy Hooker

A catalog of display hooks for retail stores is free from APC, 16250 N.W.48th Ave., Miami, Fl., 33014.

FOR PROMPT SERVICE

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

Test Case

A construction materials evaluation service brochure is free from the United States Testing Co., Inc., Engineering Service Div., l4l5 Park Ave., Hoboken. N.J.07030.

Wooden Folder

A free sales kit on handcrafted stained glass and carved panel wood folding doors is available from Wood Specialty Products, 2300 W.60th St., Mountlake Terrace, Wa. 98043.

Cutting Remarks

A free l2-p. hand knives catalog is from R. Murphy Co., Inc., CroronHarvard Rd., Ayer, Ma. 01432.

Off The Wall

The "Structural Design for Hardwood Plywood Wall Panels" is $2 from the Hardwood Plywood Manufacturers Association, Box 2789, Reston, Ya.2209O.

Shed Some Light

A free brochure describing home security uses and the electronic features of programmable light switches is from General Electric Co., 225 Service Ave., Warwick, R.l. 02886.

Concrete Predictions

A 4-p., full color brochure "Obtaining Predictable Concrete Finishes" is available free from the Simpson Timber Co., Bank of California Center, Seattle, Wa.98104.

Buming lssue

For information on a l9 minute slide/ tape presentation "Wood Heat Safety" and the l6-p. "A Guide to Safe WoodBurning Practices" contact Ken Hunter, Wood 'n Energy, P.O. For ZDE, Concord, N.H. 03301 or call (E0) 258-3772.

Hardwood Catalog & Chart

A new two color hardwood moulding catalog and coordinated wall chart is free from Mariners Forest Products, 260 S. Susan St., Santa Ana. Ca.927O4.

Free Twosome

"Treat Yourself to Properly Treated Wood" and "Pressure-Treated Southern Pine" are available free from the Southern Forest Products Association, Box 52468, New Orleans, La.70152.

Taking Sides

A full-color vinyl siding catalog is available free from Noranda Building Products Co., 7120 Krick Rd.. Cleveland. Oh. 44146.

Hot Flashes

A 4-p. technical bulletin on flashing is f ree f rom GAF Corp., building materials, l4O W. 5lst St., New York, N.Y. rm20.

There'll Be Some Changes

"Changing Lumber Markets," a regrcrt of the lmpelus marketing forum, is free from Western Wood Products Association, 1500 Yeon Building, Portfand, Or.972M.

Limitless Wiring

A new point of purchase brochure of the On-Wall Wiring system is free from Wiremold Consumer Products Div., 60 Woodlawn St., W. Hartford, Ct. ()5l10.

Silicone Sealants

A brochure (Form No. 6l-733-82) describing silicone construction sealants is free from Dow Corning Corp., Midland, Mi.48640.

Obituaries

Lucien L. Renuarl, vice President of Renuart Lumber Yards, Miami, Fl. which later became RBC Lumber Yards, died May 16, 1983, in DelraY Beach. Fl. He was 76.

Active in many community organizations, he served as president of the Florida Lumber and Building Material Dealers Association in t94345.

He is survived by his widow, Marie Jean, two daughters, one son, 15 grandchildren and one great grandchild. four brothers and four sisters.

Robert D. Morris, Sr., founder and president of the Carolina Lumber Co., Jacksonville, Fl., died on MaY 25, 1983, at the age of 80.

He had served as president of the Florida Lumber and Building Material Dealers Association from 1949 to 1951.

Mr. Morris is survived bY his widow. Genevieve, a daughter, a son, seven grandchildren, three great grandchildren and three sisters.

CANNON

(Continued from page 15) munity, from do-it-yourself homeowners to building contractors. Affiliated with the American Hardware Supply Corp. (ServiStar), the store handles paint, Plumbing and electrical supplies, power and hand tools, hardware, locks, steel rods, wire mesh and all types of lumber.

Customers will also find windows, doors, moldings, paneling, siding, bricks, blocks, chimney flue liners, roofing, insulation, drywall and every type of drywall tool.

In addition, Cannon Building makes keys, cuts glass, cuts and threads pipe and provides free delivery.

In an effort to better serve the customer, Cannon Building also offers advice on how to complete a project, which products to use and how to save money while retaining quality.

For those who don't have the time or inclination to perform the task, Cannon Building will refer them to a tradesman who can do the job.

"We've built our reputation on service," stated Cannon. "We appreciate the continued support of the community, and we will always operate in a manner to warrant that support."

This profile was written by Cynthio Krahl, o feature writer for the HeraldAdvocate, Wauchula, Fl.-ed.

HOUSEWARES

(Continued from page I I )

items and serving and buffet products and accessories the top-ranked among consumers.

. Most consumers indicate they view housewares products as "usually inexpensive" or "reasonably priced," with kitchen tools and gadgets thought to be the most affordable, and outdoor products and accessories the least.

. In-store displays are the most important source of new product information for consumers, across all six housewares categories. However, consumers rely on television commercials and newspaper advertisements for their more major purchases, like small electrical appliances and outdoor products and accessories.

o More than half of consumers purchase housewares products as gifts, and "singles" consistently spend from 25 to 5090 more for such gifts than the average expenditures reported by the general population.

o Consumers try to coordinate their selection of housewares products with the colors in their kitchens and bathrooms; and they prefer solid rather than patterns/decorated colors, and pastels over bold colors.

o Two-thirds of consumers have a specific decor or theme in their kitchens, and country, traditional and modern rank l-2-3. Only half the "singles" have a special decor, and they rank contemporary right up there with country.

o Yellow is still the main kitchen color, but it is declining in popularity. White/off white, wood/wood tones, almond and beige/tan are the upcoming kitchen colors, especially among upscale "singles" and younger consumers.

o Blue remains the most popular color for the bathroom, and for any redecorating in the near future.

SRO at Florida Buying Show

The buying show at the Florida Lumber and Building Material Dealers Association's "The Main Event" is a sellout with 133 exhibitors, according to Don Osteen, president. Sept. 14-16 are the dates for the combined convention and show at the Orlando Hyatt Hotel.

Dr. Norman Vincent Peale will be the kickoff speaker, followed by Gene Sanaland, economist; Charles W. Jarvis, humorist; George Will, political analyst, and Mary McBride, author and tv script writer.

Social and sports events as well as business sessions including the election of officers will round out the activities.

=JITGTOY ENTRY SYSTEM I-T'

Cross the threshold to BIGGER

With Entergy.& Entry Systems, you can really open up your door market. That's because we otfer more sizes than any other insulated steel entry system. With 9 widths, 4 heights and 53 styles, you can offer your customers any of 1908 variations. That means that you can fit more houses than any competitive dealer in the area. You'll be saying "yes" to more customers, and welcoming new profits.

Entergy Entry System s teature:

I Systems for new conslruction and replacement/retrofit, including a new line of patio doors

I R14.8 insulation rating

I 24-gauge steel security

I Steel lrame for replacement/retrofit to enhance security-fits into rabbet of existing door lrame

I Magnetic or compression weatherstrip

I Stationary oak or adjustable aluminum thresholds, with or without thermal breaks (5 styles to choose from)

I Four different door bottom sweeps

I More lock preparations than any other system

Ail these features help you profit from today's three major markettrends: energy savings, home security and home remodeling.

Stop locking out potential custorners

By switching over to the Entergy Entry System, you put out the welcome mat for bigger sales and profits. Not only do we have more sizes than anyone. we have the displays and promotions to make sales happen. For more details, including information on deluxe full-size and countertop Entergy displays, contact the distributor or representative in your area:

West S. Central F.D. Anderson 2717 CordovaCircle Denton, TX76201

566-3792

DooR sALEs

*$URE THI$ I$AII|UGH BUSINESS.

"ln the first year we ve had the Tnad our inventory has been reduced over 15%. we've increased sales and our gross profit mernin ic rrn ?o/^ Thrtc unheard of in the lumber business. Quite frankly, a year ago I wouldn t have believed we could do it. but we did We did rt with a Triad in one of the

worst years the lumber busrness has ever had

"We have four point-of-sale stations and three office terminals Triad hao us up and running with almost all our outside inventory on the system rn under five weeks And everybody was supportive. Triad bent over backwards to make sure everything was done right. Our people got alr the training they needed to oe productive immediately.

"We've become much more accurate with theTriad. lt's given us total control over inventory, pricing, customer credit. purchasing and accounting. The system even produces all our price stickers. That alone has reduced a lot of tedious manhours. We have more time to spend with customers and more time to spend with our tamilies.

I used to thrnk I was a pretty good rnanager But since we instal ed the Triad I ve found out horv mucb betler I can be I can make faster decisrons with more complete rnformation about lnventory. 'r^,^. ^-\,tnroa An\/thinn lnoon r<. P 'LU>. ULUIVdUIC). POyqwr(.o. ^ 'y t' 'rr rV | | ruuu rJ rnhl at mv frnnertroq That wasn t the CaSe befOre ,''':,v'.'HJ''' we had a Trrad So now when people say to meHoii l-.): t^n inre ,a: t^r rnh nr rernoqq I lrnk em 'v q rvvvi

nghl In the eye ano say - Sure ,t rs that s why I have a Triad