Building Products Digest - August 1985

U.S. POSTAGE

PAID

r.os A\(;tir.F_s, ( A PURM|T \O. 3760.]

Serving the lumber markets in 13 Southern states

U, $I ,':$t

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Redwood lumber from garden -eyades and rustic sidings to architectLualgades of Bee through clear-all-heart. Delivered straight to you from Georgia-Pacificb Ft. Bragg Mill.

We're a member of the Califomia Redwood Association and the Redwood Inspection Service.

Look for ourgrade stamp foryour assurance of qualiry.

Georgia-Pacific, your source for Redrn'ood Lumberand Douglas Fir. Call us today at7071964-0281.

We're your source for qualiry products. And thats a promise you can build on. \flffrr l\r I J r f! \.rxn !. i.,,[rf.L i..i rll i{. ri. ].\ I L r.,irr,r rr rn cl.).lL{,r,r. l,L.r, r,,,r,, r'

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Sellfng tothc wEsr2 Plus Alaska and Hawaii

lf you sell into the West, orany part of it, we can help you get across yourmessage.

The Merchant Magazine covers all 13 Western states. Founded tn 1922, it has been the listened to voice of the industry in the West for more than six decades.

Our longevity also proves we can get an advertiser's message to the important

trade factors better than any other medium. And at the right price.

Our paid circulation is nearly 5,000; a remarkable vote of confidence as these industry influentials also receive at least four or five free magazines monthly. The Merchant's paid circulation tells you

clearly which magazine Westemers red.

The Merchant's unique blend of news, merchandising and marketing information, salted with personal newsand notes and seasoned to the Westemers' taste reaches an audience of home centers, home improvement centers and lumber dealers as well as the wholesalers, distributors and jobbers that back them up. The Merchant, incidentally, is the sister publication of Building Products Digest.

You can count on reaching the market in the West through The Merchant Magazine. Call today, you'll be glad you did.

45fi) Carnpus Dr., Sulte 1180, Nanporr Beach, Ca. 92650 (7r4) Ett2-r990

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From our convenient San Antonio location, we can ship Osmose Wood Products all over Texas. On short notice, we'll select your order from our large inventory

and have it rolling to you... quickly and efficiently.

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BUILDING MATERIALS

l -8qL292-7738

a-sa2-5234770

227 New Laredo Highway . San Antonio, Texas 7821|

tOOd

(fexas I N-WATS)

Building Products Digest Prblsbcr David Cutler Edftor Juanita Lowa

AsdCuf Effior David Koenig

Serving the lumberlZ& home center markets in 13 Southern states

YOtUtE 4, llo. 6

AUGUST 198s

TAJOR NEWS AND FEATURES _ Convention Delegates To Tour Weyerhaeuser Hq. 7 Linkletter To Entertain At Arkansas Lumberfest 7 Formula For Pepping Up Summer Sale Doldrums 9 Unsafe l%rking Lots Are Hazardous To Business iO Steps To Ensure Your Staff Has Right Stuff t2 Techniques For Fostering Cooperation & Sales i o lncentive Programs Succeed For These Dealers 14 SFPA Mid-Year Meeting Focuses On Quality, Sales i5

Self Evaluation Tests Skill In Merchandising 38

Merchandising Cabinets Maximizes Sales, Profit 27 Specifications For Rift Oak Gan Be A Problem 40 Dream Merchants Sell Life Style With Redwood 45 SERYICES

Galendar 18 Classified 43

Advertisers Index 46

DEPARTTElITS Editorial Page 6 Operati ng Opportun ities 26 News Briefs i 6 Personals 28 Home Center Merchant 20 New Products 30 Texas Topics 22 New Literature 42 Arkansas & Okla. 22 Obituaries 46 Oklahoma Notes 20 Letters 46 Southeastern Scene 24 C,opyrightO1985, Cutler Publishing, Inc. C-over and entirecontenrs are fully protected and must not be reproduced in any manner without written permission. Building Products Digest assumes no liability for materials furnished to it.

C-ontribudn3 Edron Dwight Curran o Gage McKinney Arl Dirtctor Martha Emery Strlf Are Carole Shinn Clrculrtion Dorothca Crcegan Building Prodwts Digest is published

monthly at 45m Campus Dr., Suite

480, Newport Beach, C.a.gzffi,

phone (7t4) 852-1990 by Cutler

Publishing, [nc. Advertising rates upon request.

N)VERTISiING OITICES FROM TEXAS, LOUISIANA. MTS$SSPPI.

YlRGlNlA, rd TENNESSEE @ila llvid

Otd.r, 45m Campus Dr., Sufue 4f), l{erypon

Bah, Ca. 92ffi. Czn (7l4) t52-lq). tRoil unGIIrflA, i(xTfl c noIrNA. souTH c nouN^, cDondA. ru)ttDA AND AI,AEAI|A3 C]nr Gd Yr, UE Osno Dr., 1'6 Artd6, Ca- qD{9.

Ptronc (213) 42-3113

q Ol4) 852-lq).

FROM TIIE NOnf,HEAIiT: Jo4l A. Slce,

6l Mainc Ave. F{, Roc}vilk Ccorrc, N.Y. 11570. C-all (5lO 67t-16:t5.

F-ROM WASHINGTON

STATL ORDGON

r.d lDAll(} conrc C.nb llob, lolt Lbyd Bldg., Scartlc, Wa $lol. Ptonc (!f,)

6U4n.

SI,JBS'MIPTIONS CbrnSc of Addrcr-Scnd subscrif tion orders and addrcss changcs to Ciradation Dcpt., hriHing Prodrrts Digesg a5m Canps Dr., sritc 4f), Ne$,port Bcach, Ca- 9660. lndude address label from recent issue if possible, plus new address and zip

ode.

Subscriplion Rercs: U.S.: $llone

year; $36two years; S5(Xhree years.

Foreigt: one ]rear payable in advane

in U.S. funds{anada or Mexico:

atr-92; surfre-S3?: South Amcrba: air-$60; surface-$39; Asia: air-$il;

surface-$39; Europe: air-$90;

surface-$39. Singh copies S?; back opies $3 plus stripping & handling.

BT.JILDING PRODUCTS DIGEST

b an indepndently-ownd puNication for the rctoil, wholsle and dbtribution levels oJ the lunbr and

building supply markes in 13 buthem gat6.

Euilding Produc{s Digest

markets in 13 Southern states

EDITORIAL

DAVID CUTLER publisher

You're gonna do what?

1 N THEIR zalto maximize the amount of mer-

I chandise moved by a given promotion or display, some retailers lose sight of the fact that the very techniques they use to attract people may actually repel them. While a small segnent of the public has a seemingly infinite capacity to be offended by almost anything, there remains an appreciable percentage of the public who are reasonable people who don't share your particular values and tastes. How not to offend these people is a difficult, shadowy part of merchandising, yet one that must be addressed.

The girl in the skimpy bathing suit, long a staple of selling, is growing scarce as more people view the device as sexist. As more and more women entered the ranks of do-it-yourselfers, it may simply have become inappropriate. The image of the thrifty Scotchman has always bothered some of the Scots. Some of the Dutch don't care for expressions such as "Dutch Treat." Women's Lib,

despite some inevitable excesses, has made mean-

ingful contributions to the elimination of timehonored expressions and patterns that have no place in American life. The ugly echoes of religious and ethnic stereotypes are still faintly discernible, though fortunately we see less wery year.

In many of these cases the offense is in the eye

of the beholder. But it really doesn't matter in most cases whether the objection is valid or not.

The point is that if it offends your customer,

don't do it.

Avoiding offense on either side of an issue can be a difficult path to tread. Community and neighborhood issues, especially, are often an area

of controversy to avoid completely.

There are few laws, rules and regulations here.

You'll need all the sensitivity, empathy and hard listening you can muster to avoid offending when

all you wanted to do was please.

OUALITY

. . . fFom the Lend of the lUeueio Supenion Pnrducts at Competitive hices THOROUGHLY KILN DRIED PONDEFOSA HNE LUMBER, MOULDING AND MILLWOR<.

NAVAPAK HANDI€UT REMANUFACTURED PHODIJCTS, CUTSTOCK AND HOME CENTEH BOAREE. DIRECT SALES OFHCE: JOE SHIPMAN, MITCH BOONE

[5O5)777-2291

PINE NA\/AJOYIEID FROM SUSTAINED

FORESTS

NAVAJO FOREST PRODUCTS INDUSTRIES P.O. Box 1280 Navalo, New Mexico 8732A ISOS)777-2211 An Entsrprise ot tlE Navaio Tnbe

August 1985

7

Weyerhaeuser Hq. & Mill Tours Delegates to the National Lumber & Building Material Dealers Association convention, Nov. 16-20 in Seattle, Wa., will have an opportunity to tour the Weyerhaeuser Co.'s headquarters there as well as their mill at Mount St. Helens, Or.

Arkansas Lumberfest Dates The 1985 Arkansas Lumberfest will be held Oct. 25-26 at the Riverfront

Hilton Inn, North Little Rock, Ar. Art Linkletter, televison and radio star for more than 30 years and auth-

or of "Kids Say the Darndest Things," will speak at the breakfast

session on Oct. 26. Mike McClelland, vice president of sales and marketing

lUhen Vou uJont the highest quolitg

for Hardware Wholesalers, Inc., will present information on how dealers can effectively compete against the larger chain operators.

Saturday has been declared "Raz-

orback Day" with buses to take everyone to the Arkansas-Houston game. A Victory Party is planned for

Jim Hayes, and his wife, Carole, are co-chairmen for the event.

Table-top space has been selling very well and a limited amount is still available, according to Brent Stevenson, MLA Arkansas regional manager.

the evening.

Ben and Evalena Mayo, Mayo Building Supply, Bentonville, Ar., promise a better-than-ever buying show with table-top displays. "We're really excited about this year's show because of the great events and entertainment and the support the dealers and suppliers have shown," they add.

The 1984-85 chairman of the Arkansas state committee of the MidAmerica Lumbermen's Association.

Oak Flooring Takes A Vacation Oak flooring will be showcased in a vacation cabin to be featured in the September issue of Family Circle.

No. 2 common oak strip flooring is used in every room of the 800 sq. ft. vacation home with easy maintenance

and a w:rm appearance stressed.

The Oak Flooring Institute supplied 700 sq. ft. of material for the project.

llighcst Ouolity Possiblc ot Competitive Pricing

ovoiloble in CCR TVpe C

Pressure

Treoted lumber, coll c u RT,P,S|!!!1,""}lJ#l.nf,$^#.9,r' I N c. llrkonsos tu0Ts l-(800) 482-2352 Notionot tuRTs l-(sOo) 232-2326

Bltt HRRDIIIG . LINDR PRTDDY o BOSS RRSSIU|USSCT{ [Ue con fill oll vour treoted lumber needs. . . londscope timbers, plyuood, oll dimensionol lumber, 4x4 through 'l2rl2. on 616 ond forger ur@ hov@ lengths ronging up to 4i-faet. Ptus, ure nou, corrv in stock .60 FDN. lue olso hove our ou,n flaet of trucks to help you solv@ ony deliv@ry probl@ms Vou mov hov@. Rll our moteriol is l'Pl grod@ mork@d. lue feotur@ the RIIJPB quolitv mork on oll our tr@oted moteriol.

I%LCO RUSTIO REDWOOD Bevel Siding in a Dramatic Pattern

There is increasing demand for rustic redwood bwelsidings. Here is Pacific Lumber's rustic redwood in a handsome new rabbeted pattern. Available in 6" and 8" widths, this pattern provides maximum stability with extraordinary ease of appli-

cation. PALCO rustic rabbeted gives a strong horizontal line to a new home that will set it apart lrom the more commonplace rcrtical applications.

Additional important advantages :

o lt is air-seasoned. o Has a handsome saw-textured surface.

r Has a combination of genuine natural rustic

This shape of the rabbeted

pattern has a self-aligning feature which aids the sid-

ing's application. Also, driving nails is easy because the back surface of the rabbeted sldrng ls tlush against the

sheathing; also would be flush against stud surfaces vthaa

aanliaA

appearance with the traditional inherent ciaracteristics of redwood's su perior performances. o Economical-is available at afiordable costs.

o Produced in long lengths, it fits on most wall areas with very few butt ioints.

o Extra thickness helps keep knots in place.

PALCO THE PACIFIC LUMBER COMPANY

August 1985

Prescription for sales stimulation IF YOUR store and your sales are IIsuffering from summer doldrums,

try these ideas for stimulation. o Think about a freebie; most popular are gift certificates (a super idea because they bring people back

into the store), trips, gardening

books, handyman guides and howto-books, color books and balloons for the kids, and yardsticks. o Make self-service easier for nuts, bolts, nails and other bulk goods by installing a bag sleeve; appoint someone to keep it filled. o Schedule a calendar of product knowledge classes for all employees with a cram class when you plan to introduce a new product.

o Investigate the possibility of a

seminar on home improvement and remodeling sponsored in cooperation with a local savings and loan. o Display locksets with doors. A new door usually calls for new hard-

o Post the product sheets pro-

vided by the manufacturer near the items so that customers can compare and evaluate products.

o Clarify similar products for your customers by having signs made to describe each with its uses and advantages.

o Start looking up with mobiles plugging products hung from the ceiling.

o Try related item merchandis-

ing on the end caps in some sections.

O Sponsor a youth sports team for publicity and good will. o Keep the checkout counter uncluttered and attractive; decorate

with a plant from the garden section.

o Stage a mini-home show with

booths and demonstrations; utilize

sales reps for "quick pitches."

o Encourage sales of storage

sheds by erecting one and using it on

the sales floor to display garden

ware.

equipment.

high traffic areas to invite impulse

kitchen or bath remodeling by building. a mock-up complete with

o Set up display platforms in

buying.

C00Klt{G DEM0I{STRATI0N conducted in your mock-up kitchen will attract customers and show off your cabinets and appliances, as well as cooking accessories.

o Help the customer to visualize

accessones.

o Use a theme for endcaps; for example, painting: pulling together

all the various types of paint

Story at a Glance

Peppy ideas for summer doldrums . . . ways lo encour. age sales . . . introduce mer. chandise crealively . . . spark displays.

brushes, sponges, pads, and rollers,

along with needed sundries such as buckets, trays, liners, drop cloths,

ladders, masking tape, and, of

course, palnt. o Redecorate the gift section, using table cloths, book shelves, and furniture settings for display. o Put glassware where sunlight or overhead lights will bring out the

RELATED ITEMS such as these should be

grouped for effective add-on purchases.

sparkle.

o Locate an information booth at the front of the store with a person to answer questions, direct customers, approve checks, etc. o Apply some color psychology: red to stimulate; orange to activate. o Build a display board showing

all the vents and ventilators you stock.

o Work up posters as "silent salesmen" for merchandise

o Bring people into the store for

a special event such as a bridal show, a cooking class, a gardening

demonstration, a back-to-school room spruce up.

o Become involved with the community; publicize the blood bank; Community Chest, other charity and service organizations.

o Evaluate the advantages of instituting services such as machinery

repair, scissor sharpening, delivery

displayed on endcaps.

and customer charge systems.

and slow moving items at a sidewalk

throughout the store with the entire

o Get rid of out-of-date stock

a Accent

housekeeping

or parking lot sale.

staff involved in dressing up

with mannequins demonstrating the

clean.

a Put life into your displays

product.

displays and keeping them neat and (Please turn to page 4 1 )

INVITING USE of tools in displays wilt interest the handyman and make him want to buy the equipment for his own workshop.

Building Producls Digest

10

a How safe is your parking lot?

GIRENS wail as police cars and

in incidents, where inadequate security or failure to prevent crimes

parking lot. There they find a victim, injured and bleeding, who tells them a story of being jumped as he walked to his car after shopping. The thug, who

approximately a 3CX)90 rate. This figure does not take into considera-

elan ambulance rush to a dark

attacked him, threw him to the ground, stealing his wallet.

Stories such as this are read every day in the daily newspaper, but usual-

ly nothing is said about the effect on the store owner providing the parking lot. Will he be held responsible?

The business community, especially

By Roger Myers Corp. Security./Safety Director Dixieline Lumber San Diego, Ca.

those providing retail and wholesale outlets, has long been aware of the necessity to provide "free" parking to attract customers. This convenience is usually budgeted as a fixed cost and other than routine maintenance or an occasional beautification project, the potential for serious financial impact is not perceived. Yet, a civil action and judgment against a company

was the basis, have been increasing at

tion the costs associated with legal fees required to defend against these claims and lawsuits.

The business owner's responsibility to provide adequate security for park-

ing lots he, or in conjunction with neighboring business, provides for the convenience of his customers is shown in some of the following cases:

a

r In North Carolina, property owner and the retail merchants of a shopping mall were held respon-

sible for not providing adequate security, or not "forseeing" the possibility of an assault against a female customer in the mall parking lot.

could forcibly jeopardize the success of that business. Lawsuits and judgments have increased dramatically

since 1967. Total payments awarded

o In Los Angeles, a woman customer

11

August 1985

was abducted from a shoPPing mall parking lot and sexually assaulted. She settled out of court for a high five-figure amount. Her suit

was based on the premise that the

mall's management had previous knowledge of similar crimes committed on the grounds, but did nothing to insure the safety of their customers. o A woman drove her car into a mar-

ket parking lot in New JerseY

where she was assaulted and her purse stolen. In ruling in her favor for a judgment, the courts indicated that it is the merchant's responsibility to provide customers ade-

quate protection in high crime areas or in areas where there have

Although somewhat vague, and obviously not within the scoPe of most business marketing bases, these standards can be addressed. Security measures, or plans, should be based upon a careful and knowledgeable an-

alysis of the area to be Protected.

Whether it be a multi-story enclosed parking structure or a simple lot, each situation must be evaluated for specific inherent circumstances.

Items of immediate concern are: safety and the Prevention of accidents, control of the property area' and customer/visitor convenience and protection. If employee parking is

provided, it is necessary to include these areas.

It would seem that Providing a safe

and secure parking area is a simPle task requiring little investment of time

been other criminal attacks'

or money; however, there are manY points to consider such as: entrances

These. and other similar cases, now

and exits and location as related to

working their way through the various state and federal judicial systems, are setting precedent for future litiga-

tion against property and business owners. Although the rules change

from state-to-state, or often between cases in the same state, if businesses will recognize the basic standards,

then their defense is enhanced if civil litigation is filed. These standards can

be generally defined as:

o Obligation to protect against crime. o Protection against the probability of crime.

r Adequate securitY'

traffic patterns surrounding the business; the need for controlled access or exit using guard Personnel where parking must be carefully monitored; automated access control or mechani-

cal contrivance if required; traffic

flow patterns that are expedient and safe; parking space and materials placement for efficient fire equipment maneuverability; emergency vehicle access; lighting requirements both during and after normal business hours: unauthorized use or access during non-working hours; and the condition of surface coverings and general maintenance in the parking area.

There will be manY other Points of consideration unique to the locale being evaluated. If the parking structure is fully or partially enclosed, the po-

tential for toxic or other health haz-

Story at a Glance

Retailers are obligated to Pro' tect customers on Parking lots ...lawsuits and iudgments rising ...how to analyze Your need for security measures and imple' ment adequate Protection.

ards must be also considered' As previously mentioned, the basic

liability standards tend to instill a

requirement that there be some protection against the probability of a crime occurring. Any attempt to project when and where a crime may occur is, at best, a calculated guess.

Major metropolitan law enforcement

agencies, aided bY reams of data and

intricate computer programs' cannot

accurately predict the occurrence of a crime. The courts have however,

taken the position that if the owner of a piece of property has knowledge of criminal activity regularly taking place within the area of his property, then he is obligated to take adequate steps to protect persons in and on that

property. A failure to do so is viewed

as "negligence" on the part of the property owner. The evidence of prior ,criminal activity and the"probabil-

ity" of future acts should also be included in the aforementioned analysis.

The term, "adequate security" has been referred to several times in the context of what the courts seem to require. Fulfilling this need can only be achieved after the evaluation and analysis of the particular parking area.

It may be as simple as the installation of a fence, increased lighting, or a redirection of traffic flow. If the situation dictates, it may require a substan-

tial financial investment and major changes in operation.

The use of a security specialist or consultant is recommended in many cases to assist in the analysis and evaluation process. One major issue cited by various legal experts is that any existing security measures should not be reduced, unless there is careful consideration and reasonable need

and the justification for reduction should be in writing.

The need for an effective and efficient security program rvithin each business, regardless of size, is becoming more apparent daily. The philosophy

of prevention of incidents is, in the long term, much less costly than the reactionary plan of paying the fines and civil judgments, and then having to institute proper safeguards. The best possible way to prevent litigation

is to properly safeguard customers and employees from becoming victims of a crime. This prevention should begin on the "front door step," which in the majority of cases is the parking lot.

'Some facts and figures appearing in this article were obtained from writings of Lawrence Sherman and Mark Rosen of the Security Law tnstitute. Acknowledgement of their significant contributions to the security field are sincerely offered' by the author.

Building Products Digest

12

(21 Confirmation of financial status, including credit history, indebtedness and possible civil suits.

(l) Where permitted by law, a check on litigation records and

How to hire only the best

criminal convictions.

(4) Review of personal references to determine reputation, family status and other relevant personal activities.

1F YOUR company's track record trustworthy employees is not too

The advantages of hiring a person who has been carefully screened are many. Histories of theft, pilferage

good, this article is for you. Training

and other abuses are often uncovered by pre-hiring investigations. The company spending the time, effort and money to learn this type of information will gain in the long run by hiring the best employee available.

lfor hiring reliable, competent,

cannot turn misfits into star salespeople.

According to employment counselors, the present labor market is creating problems for those seeking to hire

qualified workers who are stable,

competent and have clean employment records. Background investigations of each job applicant are recommended as the best way to guarantee

that your company will hire only

Pinkerton, Inc. recommends the following areas as being vital to an effective background check.

(l) Verification of claimed education and degrees.

capable, productive people.

Many employers aue content to ask

ed skills.

Security experts recommend a professional background investigation for past criminal convictions, military service history, education record and previous work history for up to five or more years. They stress the importance of careful checking of character references.

Since most employees in retail si-

tuations have access to merchandise or money, a thorough background investigation is recommended for even the lowest positions. Such check-ups are mandatory for any high level posi-

tion.

The astute, conscientious personnel

director follows proper procedure carefully. He is aware that any temptation to ignore or slight the essential steps of checking references and background can be expensive. The time spent verifying statements made by the applicant will save the company dollars later. Evaluations given by those contacted should be weighed carefully in making the decision to hire or not hire.

attitudes and peer opinion.

(6) Neiehborhood and community history to confirm stated activities, reputation and accomplishments.

Background investigations also are

recommended for any employees being considered for promotion or added responsibilities. In addition, such check-ups are advisable if a store

or department Eins to experience losses of merchandise or cash register

shortages.

Records show that many internal crimes are committed by "faithful," long time employees who appear to have perfect records. Because they

have established the reputation of

a few questions on a standard employment form, make a couple of telephone calls and chat with a prospective employee for a few minutes.

Using this information, they make a decision, often placing a new employee in a position with many temptations as well as a need for specializ-

(5) Past employment record to verify job record, stability, work

Story at a Glance Ways to scrsen job applicants...

prevention of lhett, pilledng

abusos...backgrcund check pro cedures...steps lo assurc cl€dibility of applicants.

being exemplary employees, they are never suspectd.

Background checks can unearth personal problems, such as gambling, large debts or standards of living beyond the salary of the person involved. These can all be sigrrs of trouble for an employer.

Keep in mind that an operation usually can be no better than its employees. Make sure your new hires are tops.

Augusl 1985

13

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Build sales with team techniques IIEAM, as in sales team and teamI work, gets a lot of lip service

This basic tenet of good management is sometimes overlooked by new

really working in most situations?

Many managers perpetuate the fallacy that when a person is hired, he or she automatically becomes a member of the team, instilled with the spirit of

should be encouraged to respect each other. A manager should set the ex-

from managers, but is the concept

working together for the common good of the company. Nothing is further from the truth. It is a rare individual who aritomatically becomes a

and insecure managers. Employees ample and admonish any infraction

of the principle. The process is aided by each person being aware of the importance of the other's job to group results.

team member.

A team is built step by step by a manager who has set goals for himself and his team. Cooperative effort such as is expected from a team is best de-

veloped by a plan, one element at a time.

The team exists not just for the good of the company. Each team member must derive satisfaction and improved productivity. Management can promote team principles, but the success of the team rests with the individual members, their immediate superior and their commitment to each other as well as the company.

Teams can be built by a manager who applies six elements common to most team building plans, according to Robert P. Hagen, a management

consultant based in Washington, D.C., who has over 20 years of experience.

(1) Managers must demonstrate in all their actions respect and consideration for all employees as valued members of the team.

"Poor communication is modern management's major mistake," according to Peter Drucker, noted management consultant. Feedback to workers on their performance; advance notice of changes to be made, detailing the reasons, and continuing orientation of the progress and prob-

lems of the team are essential for good communication. Managers must listen to suggestions and complaints from employees as well as schedule regular meetings to exchange information.

Story at a Glance Teams require careful develop. ment...specific steps fora man. ager...concepts for success in sales or production.

(4) Goals for the group and the individual, preferably in coordination with those concerned, must be established.

Goals for the group could concern better productivity, planning and problem solving. Individual goals could be self improvement or working for advancement. Care must be taken

that goals are attainable as well as challenging.

(2) Individual job responsibilities and performance standards should be

identified and known by all.

Individual conferences with each employee to reach agreement on his responsibilities and establish standards can accomplish this. A group discussion of how the responsibilities and standards of each person interrelate should follow as reinforcement.

(3) Good communications must be established with employees as individuals and as a team.

(5) Teamwork and team building efforts must be rewarded.

Recognition, special assignments, identifying achievements to senior management, favorable performance evaluations, helping to prepare for advancement. and recommendations

for promotion or pay increases are possible rewards from managers.

Profit sharing, incentive pay and

(Please turn to page 41 )

Building Products Digest

14

Retailers relate incentive program successes

TTMPLOYEE incentives are a hot Eopta oi conversarton these ciays,

but just how effective are theY? A group of dealers participating in a Mountain States Lumber and Build-

ing Material Dealers Association's workshop were enthusiastic about them although they all had different approaches, ranging from encouraging friendly competition zrmong employees to developing team spirit.

The caution which applied to all uses of incentives was to be sure that the bonus program was a bonus, something extra and not a regular part of the pay check. A true bonus should be subject to withdrawal and change at any time. These precautions are necessary to avoid problems with wage and labor laws.

Dave Stringham at Stringham

Lumber Co., Salt lake City, Ut., tries

to structure his bonus progrzrms so that everyone is a winner. He likes to have fun with the program, writing things like "World's Greatest Salesman" on the check and Posting it so

when he put the incentive system into effect in his Texas operation.

At his I ^s Cruces facility a percentage figure is used based on the gross profit generated by each sales person.

A computer keeps accurate records for this function. Using this method, his sales manager has almost tripled

his l98l income which before was based on an hourly rate. Other sales-

men have doubled their salaries, resulting in an increase of overall gross profit. Punctuality has improved as a fringe benefit of the program because whoever writes the ticket gets the

credit for sale.

Story at a Glance How to calculate incentives... pitfalls and pluses ol various programs...wage and labor law

requirements...reactions of employers and employees.

I

I

N.M.,and El Paso, Tx., are involved in the program although he changed

the method of determining bonuses

of sales.

Truck drivers get most of the deduaible on their insurance if they have no accidents. As a Christmas bonus employees get the unused por-

tion of the deduaible on their health insurance. long haul drivers are paid a bonus based on fuel savings over a three month period.

Commission p€rcentages are confidential. Each employee discusses his percentage separately with manage-

The company has proFrted from the incentive plan. There has been a very positive effect on gross profit margins for the yard, which is 9990 contractor trade. Every sales person has at least doubled hissalary and two have more than tripled their salaries since 1981.

When Woodward acquired his El Paso yard, he instituted the same in-

Game type incentives work for

depth incentive program since 1982.

Both his operations in I as Cruces,

yard manager gets a bonus if he keeps delivery costs below a set percentage

ality is stressed.

and other employees are motivated to similar accomplishments.

ing to work on time every day, taking lunch and not leaving before quitting time.

Kent Brosh at Crissy Fowler Lumber Co., Colorado Springs, Co., has an idea box and an emploYee board of five people to evaluate the requests for action. Bonuses for $50, $100 and such are paid for ideas judged worthy of being put to use.

Jerry Woodward, JerrY Woodward Lumber Co., has been using an in-

Yard servicc mer iue given a small bonus for each ticket they fill. The

ment. The importance of confidenti-

that the recipient gains recognition

him. Pass+he-buck starts on Monday morning with a $20 bill going the rounds and staying with the Person who has the highest sales for the week. He also gives a bonus for com-

age of the total dollar volume of their

loads.

His El Paso operation uses a second

method for compensating the sales-

men. A percentage of gross profit is put into a common pool and each of the three salesmen draws a portion of

this total for his compensation. The side effect of this is excellence in team effort.

Incentive prograrms can work outside of sales too. The credit collections man at Woodward's is rewarded for speeding up average collection days. Foi each day cut offofa 45 day collection, he receives a $100 bonus.

The result was last year's collection days got as low as 34 days. If collections average $12,0m a day that translates to $132,m0 extra in your bank account.

Order pullers are tracked by the

volume of material they load. Each quarter they get a check for a percent-

centive plan with some changes. Instead of basing the percertage on the salaries which his salesmen were making, he established a percentage of the gross profit as the incentive pool. It is divided :rmong the salesmen ac,cording to a percentage sa by their past records and abilities. Since they share a percentage of the total gross profit,

as opposed to sales, there is more team effort, according to Woodward.

A number of generd precautions to be observed in the application of incentives were revealed during the s€minar. Incentive programs need not be ongoing. They can be set up for specific periods, but not at the same time as other special advertising or marketing programs. Employers should set specific goals for what is expected, put the program in writing, and apply it on a trial basis.

Incentive programs should be de(Please turn to page 41)

August 1985

15

producr quality and I MPROVING pine demand

lmarket for southern lumber were critical issues considered by over 400 members and observers attending the Southern Forest Products Association's mid-year meeting, June 26-27, in Atlanta, Ga. Chairman J.E. Stevens told the audience that the southern pine industry

produced 10.5 billion board feet of lumber in 1984, the highest figure in 42 years. However, he noted that pro-

fitability has declined and overcapacity is a major issue.

"Industry volume increases that sacrifice quality may produce higher returns for the mill initially, but eventually the marketplace will react and substandard products will not last," he warned in speaking of lumber quality.

A panel of six major southern pine customers and specifiers agreed that building materials users across the nation won't tolerate excessive split,

wffp, wane, twist and crook in

southern pine or any other species of lumber.

The customer panel, moderated by

Dwain Cless of Weyerhaeuser, included building material retailers George Noel, Rickel Home Centers, Plainfield, N.J., and Robert C. White, Jr., Associated Distributors, Atlanta, Ga. Builders were Gerald Kopp, Koppar Corp., Jonesboro, Ga., and Keith

Benson, John Wieland Homes,

Atlanta. Component fabricators were Staton Douthit, Associated Truss Co., Dallas, Tx.; and F.A. "Zeke" Stuckey, Stuckey Lumber and Supply, Hutchinson, Ks. The panel members made six points: o Lumber manufacturers who produce above the grade minimums will get an increasing percentage of orders

from retailers, builders and distributors in the future. oThe superior strength of southern pine gives it an advantage in component fabrication. However, fabricators are demanding higher quality material for engineererd trusses,

beams, panels and other components

GEITING in shape for their "Marketing Marathon," Southern Forest Products Association members got aerobic exercise instruclions Jrom Mary Anderson (left) and Shelly Ford (right). Left lo right, panel members George Noel, F.A. "Zeke" Stuckey and Robert

C. White Jr.

SFPA takes a hard look at quality because of more stringent construction requirements in today's markets. o Home builders and remodelers are losing patience with claims, reinspections, and call-back repairs to new buildings caused by lumber that twists or warps after it is in place.

o One reason that Canadian producers are selling more lumber here than southern pine is their initiative in learning our markets and visiting retail dealers, home centers, contractors, designers and job sites around the country. o Consumers are willing to pay for quality lumber, but they may penalize suppliers who don't give it to them. o Many of southern pine's former markets which are primarily oriented to framing lumber are being replaced

Story at a Glance Resolution urges improvement in southern pine lumber quality . . . reduction of Canadian im. ports sought. . . marketing & comm.unication programs un.

species and more interested in app€rance factors.

"Quality has to be designed and built into products-you can't inspect quality in," keynote speaker Jim Blue, vice president, Boeing Com-

mercial Airplane Co., told the

by markets which place a premium on lumber appearance, such as pressure

treated decking. Consumers, retail dealers and builders are becoming less

concerned with lumber grades and

(Please turn to page 28)

Building Products Digest

't6

. . .Masco Corp. of Indiana has formed Epic (high end faucets), Raymond F. KennedY, v.P.' N{asco plumbing Products group, pres.. . .

i$j{lnilltlti:'l::,t:l"i-$lttt$f.:}$.1iI:ilil#i:ni::i:tili,:lt::ii:ii

NtrWSBRItrFS

i$}.F.ir-t:*#lri.i:lttnt+.lw$'.,l{q*sl,!$slill$i'$I:li:iiliiiillii:ji;ii

Payless CashwaYs, 1nc., will open retail stores in Houston, Tx., Louisville, Ky., Oklahoma City, Norman and Tulsa, Ok., before the first of the Year. . .

Lowe's has new stores in Fort Pierce, Fl., and SouthPort,

N.C.. . .

Home Depot plans l8 new stores in four states in the next six months; Detroit, Mi., Ca. and Houston, Tx., are targets for

'86. ..Hechinger Co. intends to open 28 new stores in the next two years; eight warehouse stores

will open before the end of '85. . .

McCoy's Building SUPPIY

Centers, which just oPened

its 6lst store in Mt. Pleasant, Tk., will open an Orange, Tk.,

unit this month . . .ScottY's

Winter Haven, Fl., has received a home center industrY award for

one of its 3O-second spot tv

commercials ...

Sinclair Building Center,

Laurinburg, N.C., recentlY remodeled ...Palmetto Lumber Co., Palmetto, Ga., is a new firm opened by Frank and CarY Chester . . .Heritage Hardwoods of Kentucky, Louisville, KY., is

in the midst of a $500,000 expansion. . .

Cox Lumber Co., St. Petersburg, Fl., has opened its l2th location, a 25,000 sq. ft. showroom on five acres in Oldsmar, Fl., George Fascher, mgr'. . .

Powell Lumber Co. Plans to purchase over 100 acres in the Allen Parish airPort develoPment in Oberlin, La.. . .

Simmons Lumber Co., Inc., Wagram, N.C., has affiliated with Hordware Wholesalers Inc.

.. ,Frqnk Paxton Lumber Co. and Down River Forest Products

Inc. are new in Louisville, K-v. .. .Heritage Lumber Co. is the new name of Liberty Cash and Carry, Burnsville, N.C., James Ray and David R. Maclntosh, new o\Yners. . .

Moss Lumber Industries, Gurley City, Al., is expanding, adding dry kiln and finishing equipment in an $800,000 project . . .KCS Lumber Co., Natchez, Ms., has added new

drying equipment and ex-

panded. . .

M. Kendall Luntber Cc., Blairs, Va., is marking its 30th year of operation. . .Albert Faison has purchased Franklin Building Materials Inc., Franklin, Va., from Franklin Concrete Products. . .

Hudson Group, New York, has purchased the Edward Hines

Lumber Co. DC in Tulsa, Ok. . . .Connor Cabinets, Purchased from Connor Forest Industries, Wausau, Wi., by a top manage-

ment group including Paul Streeter and Jim Fultz, will relocate in Knoxville, Tn.. . .

Golden Stote Millwork, Inc., a div. of J.E. Higgins Lumber Co., Walnut Creek, Ca., has acquired Golden State Moulding from owner Lew MacDonald, who remains as div. mgr. of the Rocklin, Ca., facility. . .

Greenleaf Wood Products

recently opened inValdosta, G&.,

Jerry Gates, mgr....Wing

Industries, Dallas, Tx., has opened a western facility in Orange (Los Angeles), Ca.. . .

Johns-Manville CorP. has closed its fiberglass roofing shingles plant in Marrero, La.

Temple-lnland Inc., Diboll,

Tx. , has acquired Nat iona I Fidelit.,- Life Insurance Co. from Emplo-r-ers Reinsurance CorP. ...King3 Rorl Inc., an Oklahoma building materials mfr., is building a new plant in Milton,

FI.... Briggs Plumbingwore,

Inc., Tampa, Fl., a subsidiarl' of J.P. Industrtes, Ann Arbor, Mi., has leased facilities of ColtonWartsila, Inc., Colton, Ca., a subsidiary of the Finnish Wortsila Croup. . .

National Gypsum Co., Dallas,

Tx., is swapping some of its cement assets for l00o of La.farge Coppee, French Parent co. of Lafarge CorP., Dallas,

Tx.. . .

No wood Producls were included on the list issued b.v the Japanese of U.S. goods slated for tariff reductions although some 1,800 other Products will have duty reduced bY 2090. . .

Norfolk Sout hern CorP , Norfolk. Va., has acquired -

North Americon Van Lines, Inc.,

Purchase, N.Y., from PePsiCo,

Inc. for approximatelY $369

million. . .

Trusv'al S1'slenls CorP., Irving, Tx., has filed suit in

Federal District Court, Miami, Fl., against Gong-Nail SYstents, Inc., charging infringement of two patents owned by Truswal Systems that relate to V-shaPed metal web connectors for making wooden trusses.

Housing slorts eased uP I.9Vo

in June to an annualized rate of 1,705,00O units. . .multi construction bounded uP 7.390 to a 6?8,000 unit seasonally adjusted

annual count. . .single familY homes fell 1.390 to a 1,027,000 unit annual pace. . .building permits were down 3.1s/o to 1,713,000 units, falling in everY region except the Northeast. . .

August 1985

17

Building Products Digestts Circrrlation Policy Buildin$ 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 Di$est' the South's highly acclaimed industry information and news magazine.

If "you do qualify, and are not presently receiving Building Products Digest, please let us know so you can receive your free copy each month.

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

lYear: $zo I

2Years: $36 E

3Years:$50 E

Foreign subscriptions: one year, payable in advance in U.S. funds: Canada or Mexico: air-$35; surface-$3o; South America: air-gs5; surface-$30; Asia: air-$6g; surface-$30; Europe: air-$98; surface-$30.

Name Company Street

State-

City

Zip

4500 Campus Drive, Suite 480, Newport Beach, Ca.,92660 o (7141852-1990

IIITIIIIIIIII

Building Products Digesl

Westenr Softrroods, Moufdings & Millwork Agfiorfturaf Wood ProduGts, Plytuood, Particleboard

LIIMBER:

Robert Glatt. division mgr.: Jim Haas. Bill

Hanrahan MILLWORK: Richard H. Mills We are also pleased to be a West Coast area

distributor for CF&I steel products as well.

CALENDAR AUGUST Norway.

The llth Nordic Building Exhitrition - Aug. $lt. Oslo, Aug. ll'15, American Hardware Manufaclurers Association Hardware Industry Week/National Hardware Show, McCormick Place & McCormick Place West, Chicago, Il. Tennessee Building Material Association - Aug. 15-17, summer management conference, Paris Landing State Park, Buchanan, Tn. The Virginia Building Material Association - Aug. l$'lt' Cavalier Hotel, Virginia Beach, Va. Oklahoma l.umbermen's Associalion - Aug. l7-lt, annual convention and building products exposilion, International Trade Center Building. Oklahoma Cit-v Fairgrounds, Oklahoma Cit1, Ok. winter dealer's buying Moore Handley - Aug. U-25, fall and show, Birmingham/Jefferson Civic Center Exhibition Hall, Birmingham, Al.

SEPTEMBER China Build 't5 - Sept. 2-7, international building and construction exhibition, Tianjin, People's Republic of China.

International Woodworking Machinery & Furniturt Supply Feir World Congress Center, U.S.A. -Atlanta.

- Sept. G9, Georgia Ga. Sept. lG'13' Wembley' Builders & Merchants Trade Show

-

England.

Florida Lumber and Building Material Dealers Association S€pl. ll-13, annual convention & exposition, Orlando Hyatt' Orlando. Fl.

Nationd Hoo-Hoo-Ette Oub-Scpt. lll4, boatd meaing, BERGER & @MPAIYY lCn,

ta ConaSra

company) Jry,ia

rsAN TNTERNATIoNAL AIJ @MMODITIES TRADING ORGANIZATION II'ITH OFFICES TN:

San Francisco, Ca. (headquarters): Chicago, Il.; Colfax, Wa.: Fargo, N.D.: Filer, Id.: Grand Cayman, British West lndies; Santiago.

Chile: London, England: Geneva, Switzerland; Nicosia. Cyprus: Buenos Aires' Argentina; Moose Jaw. Canada: and Taipei, Taiwan.

Hilton Hotel, Euguene, Or. International Order of Hoo-Hoo Sept. l+n, annual convention, Hyatt Regency, Minneapolis, Mn. England.

Timberbuild 't5 Trade Show - Sept. 2426, London, Sepl.3(FOct. I' Wood Machinery Manufrcturss of Amerkr Stouffer's Crystal City, Arlington, Va.

OCTOBER Southern Pine Inspection Bureeu-Oct. 3{, fdl meeting, Ponte Vedra Resort, Ponte Vedra, Fl. Oct. Fl0' fdl producHardwood Manufactures Associalion tion meeting, Louisville, Ky. annual meetSouthern Fonst Products Associetion-Oct. ing, Hyatt on Hilton Head, Hilton Head, S.C. Oct. aFAn, co-sponsored by National Hardware Convention the National Wholesale Hardware Association and the American Hardware Manufacturers Association, San Francisco Hilton, San Francisco, Ca. Oct. 1F26, sponsored by the National Foret Products Week American Forest Institute.

Oct. 2l-211, convenNalional Hardwood Lumber Associrtion tion, Century Plaza Hotel, Los Angeles, Ca.

-

lll5,

-

-

-

American Hardwarc Supply Co.

- Oct. 2921i, socond fall

market, Cook Convention Center, Memphis, Tn.

Architecturrl Woodwork Institute-Oct. 2U25., annual convention, Fairmont Hotel, New Orleans, .La. 27-Nov. North American Wholesale Lumber Association -Oct. 2, wood marketing seminar, University of Georgia campus, Athens, Ga.

August 1985

19

Murder Information Reward Desoto Hardwood Flooring Co., Memphis, Tn., is offering a $4,000

reward in conjunction with Buntyn Presbyterian Church of Memphis for information leading to the apprehension, arrest and conviction of the person or persons responsible for the murder of Melvin Layer.

Layer, an accountant for Desoto. was killed on June 28, 1985, in a robbery after he left work.

The program, a central component of the HIW/NHS education program, will include I I management information seminars and a keynote address to be delivered by Lawrence R. Gavin, president of Ace Hardware Corp.

25,500 units, and San Francisco-

Hardware Industry Week/National

Texas Wood Building Contest

Hardware Show is sponsored and conducted by the American Hardware Manufacturers Association.

The Lumbermen's Club of

Memphis is coordinating additional donations to the reward fund. Layer had been a member of the club since t974.

South Loses Housing Lead California outranks Texas and Florida as a home builder for the first time since 1979 with a total of 221,2N new units.

Hardware Week Program New developments in Universal Product Code usage, insights on how to more profitably operate a home center, inventory management control methods for wholesalers and relief from unfair import competition are among the topics to be featured on the 1985 Hardware Industry Week,z

National Hardware Show program, August ll-15 in Chicago, Il.

Florida, which was the top building state in 1980-81, claimed 202,000 units and Texas, leader in 1982-83. had 191,000 units.

Los Angeles-Anaheim-Riverside,

Oakland-San units.

Jose,

sixth, 34,500

Retailers of lumber in Texas are being asked to submit nominations for the Texas Forestry Association's annual building design competition.

Wood construction must be featured in a building constructed in Texas within the past few years, according to Ron Hufford, executive vice president of the association. The structure may be residential, commercial or public. The architect need not be a Texas resident.

Nominations including a picture and a brief description of the building should be sent to TFA, P.O. Box 1488, Lufkin, Tx., before Sept. l.

Ca., is expected to be the top new home building market for 1985 with 90,000 plus starts. The National Association of Home Builders predicts that Dallas-Fort Worth will be second with some 30,000 units less. In the top l0

nationally, Phoenix, Az., is fourth with 42,500 units; San Diego, fifth,

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

"We're so

ETEII

H

IUMBER & MTILINE, IIIG.

proud...weput our name on Every Piece!" '//z'/

///.

STOCKING DISTRIBUTORS' rNourRrEs WELCOMED

150,000 Gapacity ng|B Dehumidification Dry Kilns equalized and stress relieved

Building Products Digest

involved with exterior architecture,

interior blueprints for ease of shopping flow and merchandise display. These factors are all extremely important but,

Home Center Merchant

wilhout the other dimensions presented in this article, they can result in an unsuc-

cessful profile and resulting overall image.

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

shoulders of the promotional variable alone.

This Home Center Merchant column is

written by guest columnist Don C.

Clothier. He is co-director of National Retailing Institute, a division of Marketing Service, Inc., San Diego, Ca.

image. There are those, however, who are

image setting and turn to advertising

agencies to create the most positive

image. This is, however, a large and

"misplaced" burden to Put on the

Products can

can be looked at from a seasonal stand-.

similar to the complex personality traits of an individual. From a marketing re-

fashion cycle perspective or demand/^

search standpoint, the following elements interact in producing the overall character

or personality oi a retail concept.

(l) LOCATION

confused regarding how an image is established. For example, many retailers equate promotional advertising with

-

The image of a retail store is very

-

point, a geographical standpoint,

usage. Marketing researchers like to view

product classifications according to the way the consumers perceive the product:

shopping goods, convenience goods, specialty goods and unsought goods.

-ed.

Flp1611ERS for years have been rI aware of the importance of retail

(2) PRODUCT MIX

be classilied in many different ways. They

In the early '5Os

and late '60s, retail management many times attributed their success to three variables, "location, location, location."

Each of these categories requires a different mix of price, promotion and location to properly satisfy the needs of the end consumer.

During these growth years that one factor

was the major contributor to retail success.

Location is not only involved with the convenience factors associated with easy traffic access, market visibility and positioning in the competitive nest, it is also

(3) PRICE - Pricing in retailing is a definite measurement point of a store's personality. There is price lining (which

follows the Sears Roebuck catalog

ooooooooo oooocDcccoocoocoDoocoocoooooooooooooooo o

cc_

,.H. BLEulr{s sAruiltlls, lltc. 71 E Sebastopol /\/ \ tr (-l

E E

tr c_ c

E

Sawmills and planing mills at Placerville, and Napa, Ca. Dry kilns at Placerville,

A

Ca.

I I \\ //\

Specialists in redwood, cedar, pine and Douglas fir products

//\\ ll\\

I |

\ \

#&;;-.nd Dougas hr tim#rs most any si-ze up to 32 teet' | | \ \ F, U Dry air-dried or grer;n patt€ms E | | \ \ -g Longdngtnredwood-andfirdimension // ,,\ \ D / ,.lp c

c-c C -c-

9 -F,

Ee -g C g E a-l

E Ec

Farrrarrrinnrririacrar.

For your inquiries call: Rick Rosa, Dave Snodgrass, lowcll walt ft""" x"g"n, Karl Drciel, Tom

lhippcn

,.H. BLEUII{S SflUllllF_r lllG.

llll _lHt-tl

ilit

8 5_ e e E e 3 a 3 C

5-

g a

g

-H=

Ca.9455b Headquartersr5T4T Hwy.29, Napa, ca.

THE tUtrtBER ilUtilBER lS: (7O\ ?132-6142 P.o. Box 2410, Napa,

A

HEnr:roF e

Fz\-r 8 ICt I tY| |

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6\.!..y e

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21

August 1985 philosophy of good, better, best and dictates a product mix); prestige pricing;

intangible dimensions of a store's image is the courtesy, friendliness and knowledge of employees and the role that they play in the execution and delivery of the concept's image. The best merchandise mix and promotional program in a conveniently laid-out facility, with high visibility and price-value relationship, can

psychological pricing; odd-even pricing, and cost-plus pricing. Price dimensions must be associated with the product mix

and the location to provide the most politive consumer acceptance.

fail to attract customers if management

and message content (benefits versus

fails to understand the employee role.

Unfortunately, retailing is a traditionally minimum-wage industry with high turnover and seasonal fluctuations.

This often creates a workforce that lacks commitment to the customer and understanding of the operation's policies and philosophy. Consumers today express extreme irritation with the lack of attention from young sales people when they are looking for assistance and the lack of a speedy check-out. Criticisms are also given in regard to employee dress, side

features) tells the public what the retailer wants them to understand. However, the best efforts can fail if the parking lot has

general lack of concern for the customer who ultimately makes their paycheck.

(4) PROMOTION - Generally, when the term promotion is used, one thinks of

advertising, which is paid-for-media.

However, properly defined, promotion is

a total communication vehicle which includes public relation (free media) events, store personnel sales efforts and paid-formedia. Retailers many times feel that promotion is the area where images are conjured up in the consumer's eyes. Certainly, the use of graphics (Old English versus modern) colors (warm versus cold)

potholes, the facilities need renovation and the merchandise mix has gathered dust. In this instance, advertising believability is questioned and a credibility gap is established.

(5) PERSONNEL

-

One of the largest

conversations, gum chewing and a

(6) ANCILLARY SERVICES - From a research standpoint, the last dimension that can be measured of a store's personality is the degree of ancillary services that they elect to provide the customer. This

includes such things as store tours, credit

policies, giftwrapping, parking validation, and child care services. These elements combined with the other five ele-

ments develop a "halo effect" that is either negative, lukewarm, average or above average to outstanding.

In today's competitive environment, serving the most sophisticated consumer ever known, it is the challenge of management to intermix financial capabilities,

operational executions and marketing

strategies to address the six elements mentioned. These elements blended together create images of warmth, progressiveness, value, success, or lack thereof, depending upon the attention to detail given to each.

In many less than successful retail organizations, each of the six activities are designed by separate departments inside of the organization that do not intercommunicate with each other and thereby provide a disjointed "ho-hum" performance. Clearly, successful retail enterprises today have not only supported

the research and execution of the elements cited, but also promoted an

internal communications scheme that glues the image-setting strategy neatly to-

gether.

Our reputation is

sealed on euety Gan ol Gmy Seal Paint.

We back our products with factorytrained personnel and a

strong product warranty. lf You have a special application or problem, call our chemists on our toll{ree number. We'll help however we can.

nwr,tu"lfm wr

m eat ScdbPro

lffi,m_

mffi' $!sr... fltr?ffitr

ESKf

We work hard to protect our

trI'

cown lrtcr rvilr ta!€f galhl dd clGdls uP

0ors on

product's reputation so 1lou don't have to worry about yours.

Gray Seal, the Paint Pro's Paint, Painting's just too much work to use anything else.

For lnformation conlact: BlClonrl llsnsC.r Jerry Powell, 918-865-4845, Mannlord, 0K Tcrltory tanrgrE: Ralph Shepherd, 405-721 -7469, Oklahoma City, 0K, Roe Moore, 501-565-6346, Linle Rock, AR, Jerry Kellar 501-565-2833, Litlle Rock, AR, Vance Cary 316-263-4470, wichira, xs homoilon ilrnrelr: Mike Platt, 1-800-626-6407, Louisville, KY

22

Building Producls Digest Mld-Amerlca Lumbermens Assoclatlon

4510 Be[did Aw., KaBa. Ctry, Mo. 64t I I (8f 6) 93f .2f 02

reasons. My life is richer and more worth

ARKANSAS a OKLAHOMA

living, through belonging.

mtlrsrt m|s|s nsytun rtaa$rr oruxotl

(2) Committee projects and other asso-

ciation activities enable me to contribute to do my bit for rhe industry, the econ-

-

omy and the general good.

qecuthp

(3) Only through manbenhp in MLA

dce pi€ld€lrt

certd action to accomplish anything worthwhile.

ELONGINC to an association often is something members take for granted, which is bad for both members

(3) Even when other problems command my full attention, the association officers, directors, and staff keep working in my interest. In such times, maintaining my

and the association itself. Recently, we asked four Arkansas and four Oklahoma

members why they belong to the MidAmerica Lumbermen's Association.

The answers we received were so interesting and revealing that we thought we

membership is a vote of confidence to them - which they deserve, and which I am happy to bestow.

should share them with vou in this

month's column.

(4) The meetings I go to bring me ideas and information that I could obtain no other way are put to the test ofex- andthey perience before are passed to me.

In Arkansas, answers to our question, "Why is my company a dues-paying association member," were:

In Oklahoma,the responses to the same question were:

(1) I owe it to myself and my company to help our industry move forward.

(l) I have many true friends among the

members, pqgple I enjoy being with for friendship's sake as well as for business

(2) It takes strength in numbers and con-

can I obtain reports and publications prepared with my needs in mind. Everything else put out is general in nature, aimed at a wide audience and hence diluted.

(4) My dues iue not a "@st" to me, but rather a dividend pa.ying "investment" I make to preserve and advance the well being of my company and the industry of which it is a vital part.

The Mid-America Lumbermen's Association is a well-established trade association of more than 1,3(D retail lumber and building material dealers in Arkansas, Kansas, Missouri, Nebraska and Oklahoma and 250 suppliers and manufacturers. Since 1889, MLA has supplied the broadest range of services to its members (including vital information not available from any other source).

The reason for manufacturers, suppliers, and retailers to join MLA is two'fold.

First, a growing awareress of the interdependence of manufacturer, wholesaler and retailer and a need for more intimate com-

munications between all levels of our industry a need that can be supplied by

-

MLA better than any other existing organ-

Lumbermen's Asroclatlon of Texas P.O. Bq 55a5, Aurdr, Tr. tt76

(5r2) a72-[9a

TOPICS

ization.

Second, recognition of the fact that so many of the present and needed services provided by MLA are of great importance to manufacturers, wholesalers, suppliers and retailers. These services can be the catdyst needed for more grofih and profit.

MLA's professional *aff is always willing to help achi€ve that "edge."

€[ecutlve vlce preoldent cuss the particular issue so that the industry's position can be given. LAT members

I T LEAST 29 Texas dealers are need'Isd to volunteer to be called whenever a critical and important legislative need arises on the national level.

Volunteers will be part of a dealer contact program being created for each of the 435 Congressional districts and each of the senators in the national government.

l0

Larry Adams, chairman of the National Lumber and Building Material Dealers Association's legislative and government agency affairs committee, is organizing the progrnm to improve the national legislative

progam.

Dealers will be asked to contact their individual senator or representative and dis-

interested in assuming this responsibility should contact the LAI office in writing.

Olsham Lumber Co., Houston, has received a request to locate an individual because of their Yellow Pages ad which reads "Hard To Find ltems."

A Lt. Darden who was the navigator for

the crew of a ditched B-17 called the "Spider " is being sought by Peter Karet-

ka, 4O Worthington St., Chicopee, Ma.

01020. Four of the crew members have been located, but Lt. Darden, who was in the lumber business in East Texas in the '40s, has not been located.

Anyone knowing his whereabouts should contact the LAI office.

PRESIOEI{T ol the Lumber Association ol Texas Ruel Alexander (right) with Jim Kil]4n,

new presidenl of the Arizona Lumbel & Builders Supply Associalion, at the Arizona

convention in Tucson.

23

August 1985

the all industry reception as a kickoff to

Oklahoma Lumbermen's Assoclatlon

the expo.

OKTAHOMA

ters hotel with the convention and expo lo-

616l N. May Ave., Ollahoma qlty, Ok. 73rf2 (!l|li) |E4O'1771

NOTES

The Hilton West will be the headquarcated at the International Trade Center

Building on the Oklahoma City Fair-

grounds, Oklahoma City.

GAYLON STACY execuffve vlce presldent ceptions and great entertainment would

not have been possible," said Jim

ll l!

Thol's How lt Goes!

McKeller, Jr., pres., "We gratefully ex-

EARLY 300 retailers, wholesalers

and their families gathered for

OLA's 1985 summer conference at Foun-

tainhead Lodge, Eufaula, Ok., to participate in a full weekend of rest and recreational activities.

Nineteen associate member firms sponsored two receptions. Hosts included Blish-Mize Co., Blue Circle Cement, Cedar Creek Wholesale, Inc., International Paper Co., Kersey Plywood Wholesale, Lagere & Walkingstick Ins., Lone

press our sincere appreciation."

Other activities at the June 14-16 conference included bingo and bridge with 14 winners, sponsored by Plywood Supply Co. International Paper Co. provided the cinema horse races for the second year.

Fifty-four golfers played in the l0th an-

nual Handi Sak, Inc. golf tournament.

More than 20 entered the first annual

Co., Mohawk Rock & Sand Co., Public Supply Co., Quikrete of Oklahoma, Ray

Quikrete of Oklahoma open tennis tournament. The second annual Cedar Creek Wholesale basketball goal shooting contest attracted 57 entries.

The 1986 management conference will be held at Western Hills Lodge.

Products, Townley Hardware Co', Volume Sales and Wyeth Co. "Without the tremendous support of these associate member firms, the fine re-

Ggrry Weltzheimer, chairman of Expo '85, reports that as of press time the number of exhibit spaces for the Aug. 16-18 show has been expanded by Z)90 over 1984. Forty-two exhibitors are sponsoring

Star Industries, Macklanburg-Duncan

Albright Steel Products, Dub Ross Co., Rounds & Porter Co., Tamko AsPhalt

t\

"'fo ut'oid ruising trur prices, v,e've low'et'ed thc quulitt' ttl our supplies."

Building Products Digest

"Potlatch's Millwod( Made Believers of Us!" "We're one of the larger jobbers in Arkansas, in the heart of the southern pine region. But at one time we felt that we had to go west for quality, stain-grade millwork. Then Potlatch showed us different, with southern pine millwork that offered outstanding wood-quality chardCteristics and fine workmanship. Splitting and warping are riot problems, and waste is negligible. We've also benefited from Potlatch's convenient mid-South location, and Norman Hendrixson, V.P. their timely production

i

w

schedules."

,,i'

Potlatch has the timberland base, the plant facilities and the experienced personnel to assure the highest level of quality control in a full range of southern pine millwork products...from stump to customer. To discuss your millwork needs, call or write Jim Dean, Millwork Sales Supervisor, Potlatch Corp., Warren, Arkansas 71671; telephone $o1) 226-2611 Potlatch Corporation Wood Products, Southern 0iuision

I

'r

Fischer Lime and Cement Co. North Little Rock, Arkansas

Waren, A*ansas 71671

PotlNch

Building Products Digest

24

Roridr Lumber rnd BuiHing Material De*rs Assocbdotr will have over IX) ex-

SOUTHEASTERN SCENE Covering the states of Alabama, Florida, Georgia, Kentucky, [ouisiana, Mississippi, North Carolina, South Carolina, Tennessee and Virginia.

hibits from 30 states at the 65th annual convention and buying show, Stpt. ll-13 at the Hyatt Hotel in dando. lndustry seminars as well as speakers, including Cerald Ford, former president of the U.S., Bart Starr, former Green Bay Packers quarterback; and Charles Plumb,

a Vietnam prisoner of war for six years, are scheduled.

Tennessee Building Materiab Associa-

tion members will participate in the annual summer management conference, Aug. 15-17 at Paris Landing State Park.

Fred Sautel, Fred Sautel & Associates, a

building material industry management training and counseling firm, will present a seminar including discussions of marketing challenges, evaluating a store and its com-

petition, understanding what a customer expects and getting the most out of a store's team.

Young Executives held their annual convention July ll-13 at Pickwick Landing Resort with Fred Stephens, president, and Randy Rinks, vice president and convention chairman, in charge of activities.

Randy Rinks was elected president.

Other officers are Creg Davis, vice

ice to the membership, according to Jody Luck, president, and need input from the

members. Those with suggestions are asked to call him, Tom Hartley or Cindy Ryan at the association offrce.

Plans for initiating round tables were made at a June 12 meeting in Charlottesville. Details of the insurance progr.rm were discussed as well as final plans for the surnmer mnnagement conference at the Cavalier, Virginia Beach, Aug. 15-18.

Management of a building materials establishment will be covered at a Saturday morning seminar. Information on the pro' posed income tax law changes and other federal issues will be discussed on Sunday morning.

president; Pat Welsh, secretarYtreasurer. Rusty Vest, Johnny Brown and Scott Wright, trustees.

Yirginia Building Material Association executive committee members are working

on a five-year plan to guide officers and staff in better serving members.

They are most anxious to provide serv-

Building Msterid Merthants' Associetion of Georgie and Alabama will hold its next roundtable meeting in September in Augusta, Ga. "What Kind of Proht Sharing Retirement Plan Should I Have For My Employees?" was one of the questions discussed at the most recent roundtable meeting in Atmore, Al. Hugh Pratt, Pratt-fludley Building Supply, lead a presentation on tax shelters. Participants toured the sawmill, lumberyard and truss factory at Swift Lumber Co.

Those attending included Andy An-

drews, Parsons-Andrews; David Swift, Swift Lumber Co.; Roy PNlpot, PeekHightower; Wayne Cole, Dallas Building Materials; Wayne Rodgers, W. Supply; Romeo Adams and Kyle Brannan, Adams Building Supply; Jack Nunn, The Beacon Co.; Uiland Redd, Florence Lumber Co.; Carl King, Ozark Building Supply, and

Mark Pratt, Pratt-Dudley Building Sup plv.

Louidrnr Buildiry Mrl€rid Dealers Association is rwiewing fue prevention procedures and oper;ations for its members

in view of several recent lu6.

They report, according to national statistics, arson, pyromaniacs, kids and accidental causes are responsible for most fires. Their recommendations are that all procedures and oper'ations be planned

with fire prwention in mind including

good housekeepinS, proper storage, and preventative maintenance, smoking controlled and adequate fire protection equiF ment.

They advise that any fue protection program must be tailored to meet an individual operation. lt should be on going and put into writing. They also recommend that phone service be restored immediately after a fue so that important calls can be received.

The following questions are considered helpful by LBMDA for waluating before a fire. Proper insurance cover-age also is stressed.

(l) Is your inventory on paper and would you sell it dl for whar you paid for il?

(2) What price would you put on dl your furniture and furtures?

(3) How mrch do you want for each one

of your buildings?

(4) What would you do during your "start up tfune" if you didn't sdl ver!,

much? (Guaranteed profit insurance.)

(9 Has any of your equipment (ike a computer) been replaced and has the insuranoe company been notified?

(O Are all your invoices and records in a

fireproof room? i

(7) How much would it be lvorth to

of the

Lob LollY conEI{TRYWAY dominium in Hobe Sound, Fl., shows-off natural beauty and extra thick look of Binerroot inland red cedar siding lrom Pollatch.

Young Executives of Gcorgia and Alrbame and Young Camlinians joined for a conference meeting at Stouffer's Pine Isle, Gainesville, Ga., July 25-28.

The under40 age group shared in roundtable discussions on internal security, employee compensation, personnel policies and strategies for growth as well as a presentation on "In Search ofExcellence" led by Dave Loubaugh.

open the safe and find the accounts receivable invoices not burned?

(t) What did you talk about the las time

your insurance agent visited? The weather? Price of lumber? Insurance?

(9) Do you feel your insurane agent is just trying to sell you more irsurance?

(10) Do you really know what your insurance policy means to you?

August 1 985

25

New U.S. Plywood Spin.off U.S. Ply*ood is a nerv company

f'ormed b1' a leveragcd buyout of scveral Champion International Corp. builcling products operatittns by current rnanagetnent.

Included arc the sales and distri-

bution organization, lumber sales central, ordcr central, southern specialty uranufacturing, industrial particleboard and Lebanite hardboard. The new company re'n'ives the U.S. Plyuood name, rvhich has not been used since 1972 rvhcn U.S. Ply-

u'ood-Champion Papers Inc., rvhich mcrgcd in 1967, became Charnpion International Corp.

fhc dire.titure is the largc*t vet hy Champion to reduce thc $1.2 billion dcbt incurred in its late 1984 acquistion of St. Regis Corp. and to focus the company on its core business of pulp and paper manufacturing.

The new company is thc third largest in the indr,rstry' behind Wey'erliaeuser and Georgia-Pacific. lt will be second in size only to G-P as a national wholcsale building products distlibutor r.r'ith operations in all regions and metropolitan areas ol' the

country. Weyerhacuscr is a close third

in size.

Approximately 75oro of U.S. Pl1'rvood salcs u'ill be to building materials retailers ranging in size fronr independent lumbcr yards to regional and national mr.rlti-yard chains. In 1984 the operations norvcstablishedas

U.S. Plywood employcd approrimately 2700 salaried and hourll'ernployees and had total sales of $1.2

billion.

E f,Uqott'

Fire Fetardant Treated Wood The Ane That Works Where Humidityb High

SPECIALIZED TREATMENTS NOW AVAILABLE e Wolmanized Lumber Heavy Oil Penta o Waterborne Penta Dricon Fire-Retardant Creosote

.

. .

PRODUCTS AVAILABLE o Cedartone@ Landscape Timbers Railroad Ties Poles Posts Dricon Fire-Retardant Treated Wood All Weather Wood

. . . . . r Foundations. AWPB.FDN Stamped

Richard W. Lowry, formerly ex-

ecutive vice president of Charnpion International Corp., is chairman and

c.e.o. of U.S. Plywood Corp. .1.F. "Jack" Armstrong, former v.p. of sales and distribution for Champion International building products, ancl

For information on quick sevice call the treating experts!

John E. Masaschi, former vice

president and general nranager for industrial particleboard products at Champion International, are executive vice presidents.

Plants included in thc nc\\' corlpany are C'iaylord, Nli., Orford, Ms., and South Boston, Va., particle-

ARIZONA PACIFIC

board; Catawba, S.C., erterior sidings; Lebanon, Or., industrial

WOOD PRESERVING CORP

hardboard; Orangeburg, S.C., High Point, N.C., Charlcston, S.C., and

(602) 466-7801

Galveston, Tx., panel and veneer products.

P.O. Box 968 . 805 West Chambers, Eloy, Arizona 85231

Building Products Dlgest by segmented associations operating data

is published in "lump form" or as averages. One such publication indicates their participants spent money to make money in a certain relationship to sales and

OPERANNG OPPORTUNInES

profits.

(l) People

ldvertising l.Olc $ l0,7CD (3) Inventory 7E.l29o S 781,2m

(2)

WALLY LYNCH Builders Express, Inc. 11550 Plano Rd.

Dallas, Tx.75243

Wolly Lynch, ofter two yeorc of writing

for thb magazine on delivery monsge-

ment, b exponding hb monthly column to the wider range of operations in genersl.

His expenise and expience will provide valuable industry insights for our readers.

We are pleased to presenl the firct in his new series of columns-ed.

.F HERE is a cost/sales relarionship that I has long existed in the business com-

munity to generate profits. When incom-

ing sales exceed outgoing expense, earnings result. Ifthe reverse occurs, losses follow. To the casual observer, businesses are profirt ogres which reap enormous gains yearly for little or no effort andlor expense. The process, by magic, goes on to the benefit of a very few and, seemingly, is

never ending.

In truth, as published by a variety of soruces, businesses annually spend on average about 970 to produce $l in sales and 30 in pre-tax profits. It's not really the rosy picture for management that the outsider looking in perceives it to be.

From whatever source, each year the average management must somehow come up with 970 to pay the costs of every dollar of sales generated. Operating statements and accounting data provided is sometimes awesome and difficult to deal with, but, when reduced to their common denominators, all business expense may be lumped into four major categories.

12.549o $ 125,4q)

ex-

Within these areas exist the total penditures made each yeru to gain 3c for each 90 sent out the company's door in search of sales. It has always appeared to this observer that great benefits to prolits are more easily obtainable when management balances its attack proportionately on sales production simultaneously with operational effectiveness. Reducing 9c to !)6c has always seemed imminently easier to do to produce 4c in profit than to raise sales enough dollars to accomplish the same feat. Actually, if volume remained constant and expense were reduced by the

(4) pisdav

5.739o $ 57Jm

(o Profia

2.549oJ E,N l(D.fl)90 $l,m,m

Totals

Viewing competition through the P.A.I.D. Procram works somahing like this:

(l) Discounter: Lowers pple expnse so other costs may be increased ac-

one penny, profrts would increase by

cordingly. Average profits remain about

33.390. If expense, in the example, could be reduced by 3c it would be the same as doubling sales. Volume solves a lot of problems, but operating effectiveaess and profits are not among them.

From these basic beliefs have come the

the same.

(2) Cataloger: Reduces dl other

expenses proportionately so that

P.A.I.D. Program, the Black Hole series

odvenising costs can be between 89c and 1090. Average profrts remain about the

of books on managing operating coss,

same.

this column entitled Openting Opportunities, and P.A.I.D. Associates, a Division of Builders Express, lnc.

Competing and thus surviving, and more important thriving, are what the program is all about. P.A.I.D. is an acroymn

for the four major €xpens€ categories of the retail world of the lumber and building materials dealer.

(l) People: Salaries, benefits, payroll taxes, purchased services, etc.

(2) Advertising: Advertising, training,

(3) Cash & Carry: Redue invenlory pass through costs by reducing services and holding one price for all, paid in cash.

Margins are higher but benefis are lost in expense shift to other areas. Average profits remain about the same.

(4) Warehouser: Reduces all expensc in proportion to dbploy which moves to a high level. Oddly, occupancy costs go up and the industry calls it a warehouse.

Average profits remain about the same.

public relations, entertainment, contribution, dues and subscriptions, etc.

Somewhere on either side of the "classic

dealer," every going operation sits (1) Panoll for guiding and sustaining the work force.

(3) Inventory: Cost of goods sold, receivables, bad debts, shrink, discounts, etc.

(2) Communicating with employees, customers and competitors.

(4) Display: Depreciation, truck and auto expens€, repairs, insurance, taxes, utilities, rent, supplies, licenses, equip ment, etc.

(3) Production, purchase andlor provision for something to sell.

(4) Maintaining needed facilities, equipment and fixtures.

manipulating their own P.A.I.D. Program for survival. This simplistic view of competitors answers many questions posed on how to survive in the "Chain ACie." An equally basic approach to managing under the conc@t is to ask who is resporsible for the effective use of each of the four cost

centers. Finally, this approach to profit

through error elimination must answer how each expenditure bcst serves what customer.

It's virtually impossible to categorize the

classic lumber and building materials dealer in a meaningful way, but the P.A.I.D. Program provides a workable approach. In a fragmented industry served

The operating opportunities inherent within the answers to these questions and the P.A.I.D. approach to profit will be the subject of this column each month. lt will be dedicated to answer questions in these specialized areas for the non-specialist.

August 1985

27

Bigger Sales With AddOns Dealers looking to maximize sales and profits on kitchen cabinets must try to sell the convenience options and

less-than-common sized cabinets, notes Clara Rosenblum, vice president of Excel Wood Products Co. Inc.

"Not many people in our industry are both cabinet makers and women.

Hopefully, I can share some of the insights my dual role affords me.

"Assuming you have the basic kit-

only have matching vanities with regular and sink bases, but also medicine cabinets and linen closets."

"One's position in selling cabinets you should not just be to beautify should sell function as well. Remind the customer of all the things they

-

didn't do with their last kitchen that they wanted to and really regretted later. Explain how it's less expensive to do all the things they really want to do now."

sales person should then imaginatively

both wall and base peninsula cabinets.

Broom cabinets and utility cabinets in otherwise unused kitchen or adjacent space can be easy addon sales. And

leaded gilass doors as well as both refrigerator and dishwasher panels

can create the final custom kitchen

look."

Mrs. Rosenblum said that the dealer then has the opportunity to move into other rooms, beginning naturally with the bath: "Manv cabinets not

Program (CAP) has been judged to be beyond the authority of the EPA in prehearing conferences in a federal

wood preservative cancellation hearing.

The ruling made in Washington,

D.C., states that the CAP, insofar as

it requires a consumer information

sheet to be attached to each bundle or

batch of treated wood and accompanylng invoice, is outside of EPA's authority under FIFRA. Nothing was

chen cabinet project sold, the good

find ways to add cabinets in helpful positions in the kitchen. These can range from carousel bases to rangehoods and microwave cabinets to

Treated Wood Label Voided Labeling of pressure treated wood under the Consumer Awareness

stated regarding distribution of

Big Bucks Promote Laminate

consumer information sheets, the

The Laminate Council of America has been formed by a group of six producers of decorative laminate to

judge ruled.

It was also found that while EPA does not have authority to regulate

promote their products.

A $450,000 public relations pro-

gram has been established to increase use and sales of laminate in building

and remodeling. Consoweld Corp.; Formica Corp.; Miscarta Div., Westinghouse Electric Corp.; Nevamar Corp.; Pioneer Plastics, Div. of LOF

disposal of treated wood, it can impose wood preservative label re-

quirementsfor non-pressure treated wood and prohibit or regulate the use of treated wood use in relation to food or animal feed and public drinking water.

Plastics, Inc.; and Ralph Wilson Plas-

tics Corp., Div. of Dart & Kraft are members of the counci-.

Vl/hen sending in a change qfaddress please

include zip cotle on both old and new addrlsses and either the old label or the inlormation from it. Thanks!

au ISOOIALL-IA|CICI Gustorrr Gut Gedan Timbens Pacific Coast Yellow Cedan

Rernanufactuning Plant

l:q!r

rl_==el_

I_UJVIBEI=

GED.

P.O. Box 725, Forft Wonth, Texes 7A191 IglV 3;32-7491

gtNcE 1srrs

Building Producls Digest

28

OUALITY (Continued from page l5) audience. "Quality is a contract with your customers."

U.S. Representative Jerry Huckaby

(D-La.) called for a more intensive effort to reduce the flow of Canadian Lumber into U.S. markets. "Canad-

ian softwood lumber imports are

having a devastating impact on Amer-

ica's forest products industry," he said.

Explaining that Canadians are selling timber to their domestic mills for as little as $5 per thousand board feet,

he suggested "It's time for a level playing field in world trade. We need to bring some legality and sanity to trade and end Canadian subsidies."

Huckaby urged the industry to support legislation such as Congressman Sam Gibbon's bill to amend the Tariff Act of 1930 to help solve the Canadian import problem.

The board of directors approved a resolution from the marketing committee that "Southern pine grading agencies cooperate in encouraging increased quality conscientiousness by their subscriber members, and increase checks on shipments at

delivery points and jobsites. Further, that the SFPA board of directors authorizes the marketing committee to recommend changes to the Southern

Pine Inspection Bureau to meet

specific product requirements and uses of target markets."

Grading agency officers participating in a panel discussion were Thomas Searles, American Lumber Standards Committee; Howard Powell, Timber Products Inspection Bureau, and Tom Jones, Southern Pine Inspection Bureau.

The meeting also heard a progress

report on SFPA's million dollar campaign to create 1.4 billion feet of new demand by 1990. New advertising, promotion, literature, public relations and field calls are underway in a new

program called the "Marketing Malathon."

The board approved a newcommunications program to increase the total number of SFPA active members.

W.R. Ganser Jr., president, said the program would include a number of activities including regional meetings, personal visits to members and prospects, a special research study, and an expanded program of presentations, mailings, public relations and

communications. New services such as a travel and merchandise membership incentive and a special program

to assist small businesses are under development.

"This is crucial to the future of our "Marketing Marathon" and to SFPA itself," Ganser noted. "Today, half the industry doesn't even support the

marketing program," he said.

The lSth annual Forest Product

Machinery and Equipment Exposition, sponsored by SFPA, op€ned June 28 following the mid-year meet-

ing. It is the largest machinery and equipment exposition in the forest prducts industry. Over 330 companies exhibited with attendance at a record 12,5m.

The next meeting of SFPA will be held October 12-16, 19t5, at Hilton Head, S.C.

Yuppies Like Solid Wood The Yuppie market is demanding more solid wood furniture, which they consider superior in quality to veneers. In order to meet the demand, furniture manufacturers are stressing

solid wood.

August 1985

29

PERS NALS

Greg Langford is the new sales mgr. at Timber Realization, Hattiesburg, Ms. Sam Prstt is now sales mgr. at Clark-Hill Lumber Co., Jacksonville, Fl. Rick Diz, Roper Brothers Lumber Co., Petersburg, Va., participated in recent Trade Subcommittee hearings in Wash-

ington, D.C.

Ruel Alexander, Canyon Drive Lumber Co., Amarillo, Tx., and pres., Lumber Association of Texas, attended meetings in Tucson, Az., recently.

Bradford G. Sharpe, has joined W. M. Barr & Co., Inc., Memphis, Tn., as corporate accounts mgr.

John Jones, Anthony Timberlands, Malvern, Ar., is filling a vacancy on the Southern Forest Products Association's executive committee.

Brent Stevenson, Lonoke, Ar., has been appointed Arkansas regional mgr.

for the Mid-America Lumbermens

Association, according to Bob John, exec. v.p.

Jose Raul Quintana is now engineered systems markets mgr. at Southern Forest Products Association, replac-

ing Steve Kolodrubetz who has resigned.

Mike Collins. the new national sales mgr. for Ro-Tile Inc., Lodi, Ca., will be based in Lake Park, Fl., according to Dale V. Thompson, pres.

Hank Kirschner is now a senior v.p. at Mr. How Warehouse, Margate, Fl. Richard Shepperd has been named chief financial officer at Homecrafters

Warehouse, Birmingham, Al.,

according to Georges A. Hanzi, pres.

Charles Neil is now district mgr.

Tom Seifert is now exec. v.p. and gen.

mgr. at Lindsley Home Centers, Miami, Fl.

Tom Erndt has been promoted to regional v.p. in Charlotte, N.C., for Wing Industries, Inc., Dallas, Tx.

Billy Harrison is now mgr. of the 84 Lumber Co. store in Baytown, Tx. Rob Roy is now v.p. and director of warehouse operations at Moores, Roanoke. Va.

Louis Skloot has retired as exec. v.p. of Arrow Lock Corp., after 30 years.

J. Peter Grace, W. R. Grace & Co., will be the honoree and speaker at the fourth annual national tribute dinner

to benefit the City of Hope Pilot Medical Center, Aug. 13, in Chicago.

Richard J. Thomas, North Carolina State University, Raleigh, N.C., is the new pres. of the Forest Products Research

Society; Gilbert L. Comslock, Weyerhaeuser Co., pres.+lect; Michael

R. O'Halloran, American Plywood Association, v.p, Jim Galletly is the new branch mgr.

of Diamond Hill Plywood Co., Raleigh, N.C. Bill Monahan is new to sales at SunbeltCanadian Lumber Sales, Gulf Breeze, Fl. Rich Stoltz has joined the sales staff of Culbertson Forest Products, Dallas, Tx.

Jack McClarran has been named general mgr. of the urethane div. of Flexible

Products Co., Marietta, Ga., according to J.P. Henson, pres.

Rob Wheelock has been promoted to v.p. of sales at Rosco, Inc., Dallas, Tx., according to Joe Kern, pres.

Mike Claunch and Terry Gipner have joined Idaho Timber Corp.'s marketing staff in Lake City, Fl. Stu Enloe and Rod During have joined the sales team at Steel City Lumber Co., Birmingham, Al. Charles Pugsley, Virgil Greene Co., Inc., Oklahoma City, Ok., has been elected pres. of the Architectural Woodwork Institute. Other new officers: James R.

Hamilton, Herndon Lumber & Millwork, Inc., Gainesville, Va., lst

v.p.; Rudy Scassellati, H.P.M., Inc., Highland Park, Il., 2nd v.p. Burl Terrill, Terrill Manufacturing Co., San Angelo, Tx., 3rd v.p., and Lionel A. Biagiotti, Terminal Millwork, Inc., Albany, N.Y., treas, Roger H. Bengtson, v.p. and gen. mgr., roofing systems div., Manville Corp., has been elected pres. of the Asphalt Roofing Manufacturers Association; Glenn E. Wilson, v.p., Georgia-

Pacific, v.p.; Richard A. DeCoste,

CertainTeed Corp., treas; Richard V. Lambden, Genstar Roofing Products Co., and Harold K. Work, Elk Corp. of America, executive committee.

Steve Little is now marketing communica-

tions mgr. at Luwa Corp., Charlotte, N.C. Kenneth G. Beimly has been named v.p. of communications for Southern Forest Product Association, New Orleans,

La., according to William Ganser,

pres.

L. Gary Tlice, exec. v.p. of the National Portland Cement Co., Bradenton, Fl., has been appointed vice chairman of its

board of directors.

Richard H. Ferguson, pres. of James River Building Supply Co., Sandston, Va., has been elected vice chairman of the State Board of Contractors.

Mark Russell has been appointed co-mgr. of the 84 Lumber Co. store in Smyrna, Ga.; Dave Felty promoted to co-mgr. of the Orange Park, Fl., store. Ron Tilley is new co-mgr. at Beaumont, Tx. Estelle Begnaud and Peggy DeRouen are

new co-plant mgrs. at Plastics, Inc., Rayne, La., according to Patrick DeRouen, pres, Ann Burke is new general mgr. of StairPak Products Co., Inc., Branchburg

Township, N.J., according to Abe Suckno, pres.

W.H. "Bill" Reed is new v.p. and general mgr. of marketing at Manville Forest Products Corp., West Monroe, La., according to Harry W. Sherman, pres.

Dr. Erwin Schaffer and Roger lhomi, Forest Products Laboratory, received the 1985 Sp€cial Award for Excellence in Technology Transfer for desigfng and patenting the Truss-Framed

James W. Egan is the new pres. of

Preway, Inc. fireplace div. ,

Wisconsin Rapids, Wi., according to

William Thomas Jr., pres. and

c.e.o., Preway Inc. J. Byard Swift, Swift Lumber Co., Atmore, Al., succeeds Mel Tolleson. Tol-

leson Lumber Co., Perry, Ga., as chairman of the board of governors of the Southern Pine Inspection Bureau, Pensacola, Fl. Canoll W. Maxwell.

Maxwell Lumber Co., Pollock, La., is new vice chairman; new board members: William A. Thomas, Shuqualak Lumber Co., Shuqualak, Ms.; Benjamin W. Ingram III, Charles Ingram

Lumber Co., Dallas, Tx.; and the board named Tom S. Jones, exec, v.p.; Bobby W. Perkins, treated lumber div.

director; Richard G. Kimbell, Jr., pres.; E.E. Jones, sec.

Donald Rumsfeld, chairman and c.e.o., G.D. Searle & Co., has been elected a

director of Union Camp Corp., Wayne, N.J.

System for residential construction.

Mary T. Trvenncr is the new associate director-govt. relations for the National Association of Wholesaler-Distributors.

Richard H. dyen is now c.o.o. and pres.

of The Stanley Works, New Britain,

Ct., succeeding Arthur E. Gledhill who has retired after 3l years, according to Donald W. Davis, c.e.o. and chairman.

Dan Partrich is now mgr., marketing

.

research and planning, at Manville

Forest Products Corp., West

Monroe. La. Fred Faulkner has been named assistant v.p. of the Lumberman's Credit Association, Chicago, Il., according to W. J. Clancy, president.

Hugh Mungus and fheddy Fungu, MungusFungus Forest Products, Climax, Nv., have retained the law firm of l)ewey,

Cheatham & Howe as their legal

counsel.

Building Products Digest ties without the potential problems of asbestos.

It can be used in new construction, manufactured housing and renovation applications. Possible uses include

NEW PR DUCTS and selected soles oids

wall and ceiling linings, floor substrate, soffits and infill panels, blower ducts, building panels, cupboards, fire doors, partitions and exhaust vents. The board reportedly will not flake, crack, peel or chip.

Deemed non-combustible by

ASTM-884 standards, the board is also said to be moisture and weather-

Self-Cleaning Grill UNR Home Products now offers a selfcleaning outdoor gas grill with a high temperature burner, a porcelain coating, rock briquettes and a round

proof, with an accelerated weather test life of more than zlo years. It reportedly resists rot, insects, vermin and most chemicals.

shape.

Other features include a 529 sq. in.

cooking surface, a stay-in-place

hinged lid, two weather-resistant red-

wood side tables, push-button ignitor for light-up without matches, colorcoded heat gauge, rustproof porcelain finish on all steel surfaces including cooking grid, warming rack and rock grate and a bell timer for cooking and cleaning.

Selfdeaning of the entire inside is

said to be a matter of turning the knob to clean for a few minutes while the cooking mess burns away in much

Boxed Bath Products A full line of plastic bath products has been introduced by GlasTec. The

line currently includes two Tubinabox plastic tubs, the Corina plastic

the same way as a kitchen oven. On the outside, the porcelain finish reportedly wipes clean easily. The grill is said to be weatherproofed to allow it to be left outdoors all year, virtually maintenance free.

whirlpool and four Wall-inabox

plastic wall surrounds.

Designed for the do-it-yourself remodeling market, a four+olor poster is attached to every box.

The tub reportedly weighs only 3l lbs., allowing the consumer to carry it

home himself and has a waffle-like molded underside that is said to provide a firm feeling underfoot.

The plastic wall surrounds come in four styles; each is said to have different features to offer the consumer a choice in design and price and is adjustable to flrt any size bath alcove.

Window Wall Sections Fully integrated, one-piece aluminum wall and window sections are new from Quik-Fab Aluminum Manufacturing Co., Inc. Each section contains a S-vent awn-

Putting On The Dog Six new bird dog designs have been

ing type window, plus a built-in screen

added to Summitville Tiles, Inc.'s decorative tile line.

With retrievers and oointers detailed in full color, the wall tiles can be

and kickplate. Kickplates are available in either insulated or noninsulat-

ed versions. The units are supplied in 2 sizes with a list of standard features

used to enhance kitchens, dens, family rooms and game rooms.

Tiles are 4" x 4" x l/4" with irregu-

Asbestos Free Board

background colors with matching field tile.

a 10090 asbestos-free. fiber-reinforced cement building board which reportedly has superior flre-resistant proper-

lar edges and come in two

Ultra-Board from Weyerhaeuser is

including extruded aluminum, fiber-

glass screening, extruded screen

frame, baked enamel hnish and individual packaging.

The units are designed to install with ordinary hand tools.

August 1985

LadderVise A two-part ladder vise that reportedly bolts quickly to all types of wood, fiberglass or aluminum stepladders and to many other horizontal or vertical surfaces to hold materials is new from Bauer Corp.

Using patented spring-action jaws to hold materials securely at a convenient height for cutting, filing, drilling

and other on-the-job operations, it makes a wire caddy when mounted on the back rails of a stepladder.

Cover Up Scheme One-step, predecorated drywall paneling for do-it-yourself projects

Pre-packaged Door System A pre-packaged, knock-down door system designed to fit remodel applications or new construction while

from down-to-the-studs or merely covering up old paint, wallpaper or wood paneling is new from Gold Bond.

Decorator Panels, which measure

4' x 8' x 5/16", come in a variety of colors and designs.

Able to be installed over most interior surfaces if not exposed directly to

water or continuous high humidity, the product can be used to finish a typical bedroom, kitchen or den in less than a day.

FREE READER SERVICE For more information on New Products write Building Products

accommodating any Simpson door is new from the Simpson Door Co. The SunBreeze system is versatile because the door and the door hardware can be chosen separately. Doors are available in configurations which allow left, right, or center swings.

Specially designed for quick and easy assembly at the prehanger level, all components come pre-cut and predrilled. The system includes an all-oak weathersealed sill which reportedly provides maximum energy efficiency.

Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and Page

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

Inspirational Kitchen The Randolph Cathedral cabinets from Excel Kitchens offer traditional styling in a golden oak finish. The cabinets feature solid oak doors, an ovencured, hand-wiped finish, and a selection of distinctive hardware.

Finishes are reportedly designed to insure maximum protection against scratches, stains and chemicals, while interior surfaces are said to wipe clean

with a damp cloth. A smooth drawer suspension system reportedly facilitates quiet, easy movement and the shelves are adjustable to meet changing storage needs.

Baked Enamel Faucets A new line of baked enamel faucets has been introduced by Kolson, Inc. White and champagne with either brass or chrome trim. faucets are available for immediate delivery with other colors on special order.

The Red Coats Are Coming Red coated nails which slide through wood with up to 3090 less driving force than traditional cement coated nails are new from Keystone Steel & Wire Co. Friction caused by driving the nail reportedly heats the coating which then cools to form a secure, long lasting bond between the nail and wood,

providing up to 2590 more holding power. In addition, coated nails are said to offer cleaner handling because the coating does not rub off, eliminating dusting problems as well.

Building Products Digest

Fast Wash Job A brush spray, a scraper spray and a holder are interchangeable with the new pull-out spray hose head for the kitchen sink from Grohe America, lnc.

locked together with metal clips that also attach the entire system to the

roof plane sheathing.

A continuous weather cap is press fitted over the risers' vertical standing seam. A weather flashing shroud over the high pitch ends of the weather cap

is said to further protect the system from the elements.

Pool Chemical Dispenser Chemtron 5, from Sophisticated Systems, is said to automatically dispense liquid chlorine (sodium hypochlorite) at a precise rate set by the pool owner.

The device is said to eliminate the

daily dispensing chores associated Weatherwise Window Energy efficient casement windows

from Louisiana-Pacific reportedly

provide easy installation, smooth,

tight operation and minimum mainte-

The new brush is said to make fast work of cleaning crystal and china as well as the scraping of baked-on foods in pots and pans. The spray has two different water patterns.

nance.

They offer the superior insulating qualities of natural, clear-grained wood with the low maintenance advantages of a pre-finished extruded aluminum frame and sill, and a vinyl clad sash. All wood parts are toxictreated to prevent insect damage or decay and provide additional moisture resistance. Thermal set exterior finish is available in white or brown.

Caulking, Cordlessly

A cordless caulking gun that r€portedly can be used for any caulking, gluing or sealing application is available

from AEG Power Tool Corp.

Roof Topper Rooflock is a protective system designed to add life to old or new asphalt

shingles, wood shakes, asbestos shingle siding or insulated siding.

The compound, produced by The Gibson-Homans Co., forms a colored cover over patched roofs, rust stains

with liquid chlorine, making its use attractive to the average homeowner.

It may also be used to dispense other pool chemicals such as muriatic acid.

Reportedly a simple device with no

moving p:uts to malfunction, the product consists of a venturi mixer, a flow adjusting valve, and a simple flow measuring pipette. It is installed in the pool filter system downstream of pool filter equipment. Charts supplied with the device enable the operator to easily select the required control setting.

or other discoloration. Available in red, green, blue/grey, brown, white, black and clear, it is applied with brush, roller or spray equipment.

The product reportedly resists damage from rain, hail, snow and ice, acid

rain, sun, heat, ozone, fungus and

most chemicals. It comes in gallon and 5 gallon sizes.

Light Without Leaks A leak-proof skylight that utilizes a

The gun operates with a removable

2.4 volt DC, one-hour, quick charge battery pack that is said to provide

power for up to 30 cartridges of caulk, glue or sealant per charge.

With an extra battery pack, the operator can work continuously without in-

terruption, The portable gun reportedly weighs only 3.4 lbs., is designed for heavyduty use and utilizes standard ll oz. cartridges.

A special nodrip feature is said to

prevent material waste, while a lockswitch prevents the discharge of cartridge material during clean-up.

continuously formed vertical riser elevated on each of the two outside edges from the roof plane of the skylight and a metal step flashing with a similar riser to mate with that of the skylight is new from Kenergy Corp.

The flashing and skylight risers are

A Royal Flush Two new toilet bowl fixtures for use with flushometer valves have been

introduced by Mansfield Plumbing Products.

The Sanicomm elongated toilet bowl is specially designed with I l/2 top spud for flushometer valve installation and 10" rough-in floor mounting. The bowl design combines modern, reportedly easy-to<lean styling with a vitreous china finish that's said to be stainproof and unaffected by disinfectans and cleaning agents.

The Handicomm bowl provides an 18" handicap height with the features

of the Sanicomm.

August 1985

33

Heating/Cooling Package Electric cool/gas heat packaged units which reportedly provide high efficiency and meet oxides of nitrogen requirements are now available from BDP Inc.

BiggerSize Stains Deft oil base wood stains with water cleanup are now available in gallon cans with a new lithographed

FREE READER SERVICE

For more information on New Products write Building Products

label.

The nine wood tone colors, the natural stain and the tint base also come in quart. pint and half-pint sizes.

Digesf, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Please mention issue date and page

number so we can process your request fasterl Many thanks!

A Handle On Tools Metal handle putty knives, scrapers and joint knives for the homeowner have been introduced by Hyde Tools.

The new units are said to provide a

9.5 seasonal energy efficiency ratio and a75s/o (7190 California seasonal) annual fuel utilization efficiency ratio, while reportedly meeting the NOx re-

quirements. The higher efficiency of the units also is said to make them

eligible for higher utility rebates.

The new units come in 28 different sizes suitable for residential instal-

lation.

Geared toward the d-i-yer, putty knives and scrapers are available with

stiff or flexible blades. Joint knives come in three flexible blade sizes. Each cutlery steel blade is coated with a rust proof sealant, which is said to be re-

sistant to common paint thinner.

Holes in the tools' handles make them easy to hang and store.

Covers the market.

Gets Results.

Building Products Digest takes your advertising message to retailers and wholesalers in the l3

Southern states: .Texas,

Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida,

Georgia, Virginia, South

Carolina, North Carolina, Kentucky, Tennessee.

l|/hen sending in a chonge ol address please

include zip code on both old ond nev, addresses and either the old label or rhe inlbrmation from it. Thanks.l

DUTE GITY

P.O. Box 25807 Albuquerque, New Mexico 871

MANUFACTURERS OF LUMBER

/

Ponderosa Pine Douglas Fir White Fir Engelmann Spruce Southern Yellow Pine Aspen

/

/

PATTERNS Channel Rustic and other WWPA Standard Patterns our specialty

WHOLESALERS OF LUMBER Spruce

- Pine - Fir -:

Cedar lHemlock

Fir / Larch 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660 (714) 852-1990

Building Products Digesl

34

Lend A Hand A line of pole and hand sanders to ease heavyduty sanding applications

Bits That Fit A new line of Forstner bits has been added to the Arco Products line of power tool accessories.

Fitting electric drills and drill presses, they reportedly will bore any arc of a circle, enlarge holes and drill angles.

They are guided by their outer dge so as not to move off center.

has been introduced by Allway Tools.

The Universal Hand Sander, designed for all drywall, automotive and marine sanding reportedly can also be used for cleaning and polishing operations. while the Universal Pole Sander

is said to make sanding ceilings and walls while standing much easier.

Both items are reportedly lightweight and rust-proof and feature stainless steel retaining clips.

Easy Looking Locking A new round ball knob door lock

which features an all-brass cylinder has been introduced by Consolidated

Hardware Industries Corp.

The unit has a one-piece knob, reportedly for extra strength, and inner construction of all solid steeel and

Also included in the line are the die-

cut, ultra-sharp, silicon carbide drywall sanding sheets and the abrasive nylon pads. The pads are made for household scrubbing, polishing and

brass. Finishes include polished brass, antique brass and stainless steel.

A panic-proof inside knob is said to provide residents with easy exit in case of fire or other emergency.

deglossing. Each abrasive measures 4 "

x llVz".

l|hen sending in o chonge ol addrcss please include zip code on borh old and new addresses and eilher the old lobel or the inlormation from it. Thanks.l

Redr,rood I,s"ffiy:FoR ust

'

'*C*TNG FENCING

IIANI}SPUI Pn(X'UCTS

. On Site Milling . Custom Patterns

. Sp.dti"d Tatlic o Rail & Truck Shifncar:

"Our ampetition in't standbg still . . that's why we're alwoys one step ahd."

,t.

August 1985

Shelving With Style Particleboard shelving that comes with filled edges, rounded or square, is new from Temple-Eastex.

The product is reportedly easy to work with ordinary tools. It can be finished with paint or lamination without additional preparation.

lnstant Building Process Replacing traditional studs, insulation and sheathing and enabling a builder to frame an entire home in a day or two are advantages attributed to the new Wallframe load bearing wall system from Alsco Arco Building Products.

Panels, which attach to a slab or deck, much like conventional construction, are fastened together with screws.

Expanded polystyrene insulation reportedly provides an R: l7 (with exterior finish) wall and minimizes air filtra-

tion.

tllood Protestion Co. Should Be Your First Cltoice For Osmo* Brand Pressure

Treated lltood Prducts.

Flameless Precision Cooking A black glass-ceramic cooktop cartridge introduced by Jenn-Air heats without an open flame, but is said to be as responsive as cooking with natural gas.

Another advantage of this cooking method is that temperatures can be precisely controlled at low heat to permit cooking delicate foods without burning. The cooking surface remains cool, while the pans do the cooking. Only the electricity required to heat the utensil is said to be used.

The new induction cartridge can be used in any Jenn-Air convertible grill-range or cooktop manufactured since 1977. The cartridges are covered by a 2-yr. full warranty and by an extended 3 yr. warranty on the glass-ceramic top.

C}IECK OUT OUR I.ARGE SELECTIOII OF:

V #1and #22" Dimension V #2Lx4and1x6545 V #24x4and4x6545 V Rough 6 x6 and 8 x8 Timbers W Flameproof Lumber and Plywood

mbd'xnCo. 7 stst s LooP

EAST

P.O.BOX 33376 HOUSTON. TEXAS 77033

Call: 713-733-742t or 1-800-392-5670 (Texas IN-WATS)

rCo-=

PFTclclEU[-

Building Products Digest

Openings ol the Future A new line of aluminum+lad wood windows and swing patio doors has been introduced by Wenco.

The line includes a variety of sizes in casement, awning and double-hung windows including bay windows in

pulley mounts in the lower right-hand corner of the frame of the window or skylight.

The device can be added to existing installations.

both casement and double-hung styles and bow windows in casements only.

Reportedly designed for improved en-

ergy+fficiency, they include builrin

H

double weatherstrip and l/2" double

glazing as standard features. Triple

glaing panels are optional.

The baked-on vinyl finish is available in either white or bronze. Both

doors and windows feature optional snap-in wooden grilles for a tradition-

al look.

Stockroom Forklifts A line of battery-operated forklift trucks engineered for the retail store stockroom has been introduccd by Ruger Equipment.

Loads of up to 3ffi lbs. reportedly can be lifted as high as 156 in. The free lift feature is said to permit lifting the load for travel without increasing the overall height ofthe unit for clearance through doors or under lights and ductwork.

Designed for the unskilled opera-

Movable Door Display Grisham Corp.'s new three door display unit, reportedly easily moved, provides the protective qualities of

tor, these units incorporate special safety features for protection. Key lock switches control security and

steel.

Behind each custom built security/ storm door, do-it-yourself pre-hung security/storm door or adjustable security door displayed are large full-

color posters emphasizing the construction and demonstrating installation on various door fronts.

Each door is fully functional so that store customers may inspect its operation and operate various optional features, like the 2-way double deadbolt lock.

FREE READER SERVICE

For more information on New Producb write Building Products

speed while automatic braking/re-

versing systems help prevent collistons.

Little Light for Big Jobs A miniature lighting system used

for years by architects and designers and now available for home use, the Littlite lamp by CAE, Inc., utilizes a halogen bulb to produce a crisp,

bright "white" light.

The built-in dimmer allows the user to dial the right amount of light to highlight a painting or add character to a sculpture. Available in 6, 12 and l8 inch lengths, the L-3 set comes complete and ready to mount including its own power supply and base with full ranse dimmer.

Drgest, 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!

Blinds With Pull A cord pulley to open and close rol-

ler blinds has been introduced by

Velux-America Inc. By manually turning a sectional rod that is inserted into the cord pulley, blinds can be opened or closed. The

Three speeds forward and reverse plus a 2(X) degree steering radius produce maneuverability.

August 1985

37

duced by California Architectural Millwork Corp.

The California Classics door comes

in solid oak, solid fir and solid pine versions. A solid oak frame and threshold is said to fit all standard patio entry openings. There are 20, 30 and 40 light versions with glass in standard single or dual glaze, bronze or greylite tint, beveled or plain.

The door package includes a solid brass hardware and lock mechanism with a choice of handles. A solid wood, matching screen door that fits standard replacement screens is part of the package.

bidet. The new high-fired decorations have a subtle 3dimensional effect.

Design-related products such as tile systems by American Olean, a wall covering by National Gypsum Decorative Products and towels by Fieldcrest are also available.

Hand-Crafted Doors Hand<rafted genuine Philippine mahogany heartwood doors comprise the new Private Collection introduced

by Simpson Door Co. Each of the eight doors is reportedly hand-rubbed to a smooth walnut or cherry finish.

Two rounded top doors with jambs available to fit are stars of the collection. All leaded glass is reportedly in-

Solt Stutf

sulated and crafted with zinc for

Round Up level loop tweed carpet from Concord Carpet Mills has an at-

strength. The design is on the inside of

the triple-paned glass for easy clean-

tached urethane padding which is said

lng.

Natural wood grains and colors are matched for a "cut from the same

tree" look and a system of mortise and tenon construction is said to assure that the doors withstand heavy use and harsh weather.

Beauty on a Pedestal Three contemporary in-glaze designs have been introduced by American-Standard on their Ellisse china

products.

The ribbonlike patterns are available on the pedestal lavatory, coun-

tertop lavatory, one-piece toilet and

to make the carpet lightweight and

easy to handle.

Reporteciiy more durable than con-

ventional foam rubber backings, it is said not to peel or crumble. trnstallation is said to be easier and faster for the d-i-yer.

The carpet is available in 12 ft. and 15 ft. width broadloom as well as 27 in. and 36 in. runners.

Ti m ber Prod ucls

Inspection, lnc.

NATTONAL AND INTERNATTONAL INSPECTION AND

SER. -iiiiciuoix-c -SFEclEs,CONTROL vrcEs FoR ALL wooD pRoDucrs, AND ALL QUALTTY

GRADEMARxTNG oF LUMBER qrlDER rHE ALsc eRoGRAM, cuAltry MARKiiic g! TBEATED LUMBER UNDER rHE AwpB pRocRAM, ouh.lrv-coirrii<iil1.

lnn

_ag4lrly MARKTNG pRocRAMs FoR FIRE' neln-Cixni -iREAiEb w99,p,IEqqsEs, AND BUrlplNG LoGs. sERvrcEs lxcruoe rnAintn-c, ou-Ar.J_ ry_UqrylroRlryc, cEnrrFtcArtoN, sAMpLtNG, nErxspEcrlon, sFe-CiFiciniox AND/oB cLARrFtcArroN AND coNsulrArrofr on- iunriEii WryIU1g (IREATED/UNTREATED). piuhgrr. rEp1q_rllgE4rEq), rRUssEs, TRUSSES. plywooD, PLYwooD. poI.Es, PoI,Fs cRoss TIFc eirvcnn: cnoss rins, {11F JOIM, LAMINATED STOCK, AND BUILDING TOGS. 8{ CCA C 85

ABOVE

lp,rt|.r Ktl-rb

000

A French Slider

A practical solid wood, authentic French sliding door has been intro-

EASTERN DIVISION P.O. BOX 919

LP-2.25

sYP

CONYERS, Ga.30207

(404) 922-8000

GROUND

If

XYZ WOOD PRESERVING

MTD.WEST DIVISION 5OO3 UNIVERSITY AV N.E. MINNEAPOLIS, Mn. 55421 (6t21 572-Et6O

-

WESTERN DIVISION

P.O.BOX 20455 PORTLAND, Or.97220 (503) 254-0204

Building Products Digest

38

Profit improvement opportunities f

or retailers

By Francis C. "Frank" Grlu Managing Partner Coopers & Lybrand

llUVfNG and merchandising are vital to every retail

for better semice from existing sourar or to consider new souroes. Further, by cor-

price and how to stock items is the buyer's first respon-

relating the deportmentol i4formotion on important vendon (se question 2) with leadtime data, buyerc can identdy thos vendorc whov voluma are such that an improvement in leod time would make o significant contribution t o inventory reduction.

Eestablishment. Knowing what to purchase at what sibility, and realizing the full profit potential of each purchase is the hallmark of a successful merchandiser.

This questionnaire deals with the buyer's pragmatic considerations-buying procedures, promotional purchases and basic stocks. In addition, open-to-buy, inventory investment, markdowns, reorders and the correlation between dollar sales and merchandise units are reviewed.

Questionnaire and Work Guide

Buying Procedures (1) Is the open-to-buy stated in units, price lines or types within classifications, as well as

dollars?

Yes No

n n

Departments are selling merchandbe units (however classified), not dollars, and all basic buying planning should be made in terms of these units.

Story at a Glance Economic climate demands reassessment of operatlng practices, procedures and controls... rising costs make eflectiYe methods top pliodty . . . potential for prolit is there.

(2) Are specific items and merchandise

classifications correlated to percentages of dollar sales? If so: (a) What department information is furnished about fast sellers? Slow movers? (b) How often is this information updated? (c) How is this data correlated with ven-

! tr

dors?

Generally, u small percentage of the merchandise items in a department accounts for a disproportionotely lorge percentage of soles volume. Tests have shown that (a) IOVo of inventory items account for 50Vo of sales, (b) 50Vo of inventory items account for 90%o

of sales, (c) I|Vo of vendors account for

the merchandise?

Buyers can use this information to arrange

Ycs No

specific vendors) and: (a) Merchandise returns? (b) Merchandise adjustments?

trtr

(c) Initial markon percentages? (d) Markdowns?

(6) Are markdowns summarized by: (a) Classification? (b) Resource?

50Vo of sales, and (d) 50Vo of vendors ac-

count for 97Vo of soles.

(3) Are lead-time studies developed by resource, noting the average time between placement of a purchase order and receipt of

(4) Does a review of purchasc orders show numerous "as ready" delivery dates or the absence of specific delivery dates?

(5) Is a correlation made between spocific merchandise items (or classifications from

tr tr

(c) Price line? (d) Causative factor?

When markdowns ore analyzed and the couse of morkdown noted (e.9., old stock, goods received ot end of seoson, excessive

trD Dtr DO trD Dtr DD DD D!

August,1985

39

quantities), monogement can gain insight into the effectiveness of the buying staff and established merchandising policies.

Yes No

(a) How they relate to records of customer

(7) Do reports on slow-selling merchandise trigger markdowns?

(8) Does an analysis of markdowns or age of stock indicate that buyers are purchasing cooperative advertising rather than salable

nn

walkouts? (b) How they relate to the rate of sale?

(2) Are reorder points and reorder quantities responsive to the peaks and valleys and duration of the selling season(s)? If so: (a) How are model stocks developed? (b) How frequently are they revised?

merchandise?

An analysis of responses to questions 5-8 will help identify vendors and merchandise items

!n

(or classificotions) that contribute to pro-

(12) Has the share of risk between the store and the vendor been determined for initial purchase and backup purchases?

(13) Is walkout or low-inventory information communicated to merchandising personnel?

(f4) Is the status of debit balances communicated to buying and merchandising personnel?

(c) How frequently are stock counts performed? model stocks?

maintain model stock levels?

(3) Is the propriety of basic stocks tested by a correlation with:

itial and maintained markon percentsges.

an item?

DD

(e) Is there a timely writing of orders to

substitutable items or classffications should be msde with the purpose of upgrading in-

(11) Are salespeople trained to inform buying personnel when they are getting low on

nn trD

(d) Are stock counts frequently compared to

fitable sales. A periodic review of

(9) Is there an established procedure for obtaining information about walkouts?

(10) Is this procedure effectively monitored?

Yes No

T!

nn

(a) Record of customer walkouts? (b) Available open-to-buy? (c) Turnover? (d) Stock investment?

Dtr

DN !! !!

Deportmental basic stocks should be determined after management has established the

!tr

n! ntr

level of customer service.

(4) Does the merchandise reporting system alert buying, merchandising and management personnel to significant departures from plan for sales and stock on hand?

(5) Is the age of merchandise on hand taken into account when a selling department is significantly off plan?

TN

trtr

n!

(15) Are buying and merchandising person-

nel required to account for the planned disposition of debit balances?

A monthly list of oged debit balances should be given to all merchandise managers ond

ntr l]|0 ilil|0

buyers, and these personnel should report on the prospective application of these balances to future purchases or to anticipoted cash

collections. The controller's office should follow up on old debit balances and review the propriety of written-off debit bslances.

Promotionrl Purchases (1) Does the promotion plan provide for periodic comparison of the amount and ratio of promotional, competitive or low markup merchandise with the regular or more profitable merchandise?

(2) Are the buyers required to set anticipated sales in units and dollars before promoting an item?

(3) Are actual sales compared with anticipated sales?

(4) Are accompanying costs (e.g., advertising, workroom and delivery costs) considered when planning promotions?

Basic Stocks

(1) Are basic stock lists frequently revised to show:

cal|$unill| l]|0

[ffi Pn0Rl$! n!

nn n!

tn

FAMOWOOD is the PR(lFESSI0I{A['S AtL PURP0SE PIASIIC Boat builders, furniture makers, cabinet makers, etc. haie found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass!

Ready to use right out of the can,

Mtu

Famowood . !

.

Available in 16 matching wood colors and white.

BEVERLY MAI{ UFACTURING C(}MPAiIY 9118 S. Main Street.Los Angeles, Calif.90003, P.0. Box 73233 Manutact{rcrs of Famowood, famoglare, Famosolvent 0istributot and Dcal.r lnquiri€s Invil.d

Building Products Digest

40

26TH IN A SERIES ON HARDWOODS

No rift in demand for rift oak heavy medullary ray growth. Oak is

AWI standards must miss the quarter

the most popular with a heavy demand existing for riftcut in both

flake. To achieve this, the sawyer must make the cut for conventional

white and red oak veneer and lumber.

'/

cdr

\

&nlcr ol arc madc a3 mlalhg lltclr

HoLrt .-ny

conlacls knih (Yanailc) Ccnlrr ol lathr

ur..no.,

lnndar ri[tt

\ Xrih \

look of pin-stripes or, as more romantically described, the appearance of a

lovely lady's long tresses combed straight down her back, is favored by architects, more and more rift<ut oak veneer with lumber to match is being

specified. A match can be achieved,

but the technique for producing

\'<ura t9' -'

veneer is different from that used for

lumber.

"

To achieve the rift<ut veneer with

Rilt-cut (oak)

c

PffiY :l,l[."'"'ff

Because the grain, which has the

lf 3J:::

"31 selling and producing oak are discov-

ering. Considered one of the most popular decorative woods in the United States, Canada and Europe as well as other parts of the world, oak is ex-

periencing problems in both supply and use.

A common problem today is that rift-cut oak. which is favored for its lovely comb or pin-stripe grain, is difficult to specify. Some specifiers are

not familiar with the complexities of ordering rift+ut oak veneer and riftsawn oak lumber. Since they are not familiar with the differences in manufacturing techniques used to produce the two, they are unaware that the same specifications cannot be submit-

ted to cover both when a perfect match is needed between the two materials.

Solution of the problem begins

with clearly establishing what rift oak is and is not. Rift is a grain frrgure appearing in veneer or lumber as a result

of employing certain cutting tech-

niques. It is not a type of oak. It can be cut from species other than oak,

but it requires wood which has a

the straight grain and little or no flake described in the AWI Quality Standards, the cut must be near enough to radial to be across the growth ring, yet, at all times, be enough off the radial cut to avoid any parallelism with the medullary ray. This is most easily achieved by making a curvature

in the cut using a half-round or

staylog lathe to produce the rift cut.

Rift-cutting of oak veneer uses a flitch made from a onequarter of an oak log which is chucked off<enter in the half-round or staylog lathe. The knife is positioned to cut the veneers at a distance on the perimeter of the rotating flitch. The flitch is adjusted so that it can operate on a different axis with the knife cutting in a curve across the flitch face on every rotation

and advancing after each rotation.

The arc on which the veneer is cut is significantly greater than the curvature or arc of the annular rings to produce the comb flrgure.

Some rift-sawn veneer can be acquired with flat-slicing as the slicer knife approaches the center of the log with the changes in the angle at which it passes through the annual growth rings. However, the highest quality rift figure is produced only by following the AWI Quality Standards. Of

course, the cost for such veneer reflects the care required to produce it.

Rift-sawn lumber, according to the

lumber and then adjust the log on the

carriage and cut off a small wedge before cutting the next board. This procedure must be repeatd for each board in order to maintain the proper angle between the saw and the annual

growth rings which produces riftsawn material with no, or only minimal, quarter flake.

While some rift-sawn lumber can be obtained by conventional sawing, high quality rift-sawn wood requires the exacting care described above.

This procedure of controlling the

angle at which the saw p:rsses through the log takes time and skill on the part

of the sawyer. The wedge cut off is waste. The additional labor and waste make rift-sawn lumber as expensive as rift+ut veneer.

It is possible to get the comb grain

effect in lumber to match the comb grain pattern in veneer, but the lumber should be bought from a sawmill that specializes in cutting rift-sawn

lumber. Specifications should be carefully checked by those who will provide the rift+ut oak since the cost of producing the rift-sawn veneer and

the rift-sawn lumber is clearlY

reflected in the price. Bids must be ad-

justed accordingly by the supplier.

Story at a Glance Demand irrcreases lor oak in rift-cut veneer and rift-sawn lumber. . . oomplex manufacluring procedune makes specltying dillicult... pdce lebcts labor costs & waste . . . easy to err on bids.

August 1985

41

TEAMWORK (Continued from page 13)

symbols and advisory councils are all

proven methods of achieving teamwork. Any manager who has time to read and do his homework will discover an abundance of material avail-

bonus plans are forms of recognition which must be instituted by top management. AII can inspire team work.

able.

(6) Loyalty to the team must be

As Frederick Taylor, a pioneer in

practiced and encouraged.

Members of a team must feel that the manager will always be on their side, to defend them against unjust

management techniques, said, managers must "listen, learn, and laud."

criticism, demand fair treatment for them and support their efforts to improve productivity and job satisfaction. Building on this, team members will develop loyalty to each other and the team. The final goal is to have

SALES STIMULATION

Team building techniques can be applied by anyone in charge of a group, not just those at management level. Used individually, collectively or in conjunction with other team building methods, they can increase the efficiency of a team.

Many other team building theories exist. Assignment of tasks, involvement of team members in selecting newcomers to the team, job rotation, cross-training, de-emphasizing status

warehousing, marking, and other functions to see if they can be streamlined or made more efficient.

o Be on the lookout for underutilization of space or manpower throughout the store.

o Investigate to see if you are inviting pilfering in any areas. o Take a look at your image; are

you just another store or a very special store to customers?

(Corttirtued Jrorn page 9)

o Arrange your power and hand tools invitingly so the customer will itch to try them out.

O Let your customers know you

each member of the team realize that

as a team they can accomplish more than as an individual.

o Review your ordering,

appreciate their business; put up a big "thank you" sign at the exit. o Check signs for use of "free, new, you, now, win, easy, introducing, today, save, and guarantee," the ten words guaranteed to bring a response from customers.

o Take an afternoon off to go

out to see what the competition is doing.

o Stress good grooming and manners with the staf f ; the customers notice such thinss. o Spruce up the han"dling of

complaints.

INCENTIVES (('otttittued J'rorn page 14) signed so that everyone is a winner, no employee's favored and with team

work encouraged. Consistency is

essential.

Fun things such as special buttons

and names for the programs are

good. Elaborate controls to control cheating are unnecessary since it has been found that employees generally police themselves.

Gift certificates and time off are considered poor motivators. Monetary awards are best, but they must qualify as bonuses and stay within the labor laws.

It

]'L' EI LTsI.IERs FCIREST PRctEIUCTsi TTMIT MI|IRCIR

LUMBERAND PLYWOOD SALES OFFICE 4OOO KRUSEWAY PLACE, I.AKE OSWEGO, OR. 97034 T\ r( 5Og [5O3] Outside Oregon cellrolthee 80o-547€6gg

248€4il

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Dimension lumber, studs, post & beams, plank, timbers to 40' . Unitized and paper wnapped.

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, truck, ocean barge and for export.

Some of our Specialties: o Mixed specified loadings o Long dimension . #1 & better cuttings o cross & transmission anms

Csfl toll free (tOOl ,hT-6633

42

Building Producls Digest

NEWLITERATURE Heart Of The Redwoods

Master Water Mixer

Blacktop Repair

A clear all heart redwood data sheet is

A 4p. showerhead brochure is free

A free "Blacktop Maintenance Guid€"

free from California Redwood Association, Dept. CAH, 591 Redwood HwY.,

from Leonard Valve Co., 1360 Elrnwood Ave., Cranston, R.I. 02910.

is available from Conrclidated Proecrive Coatings Corp., lE0l E. 9th St., Ckveland, Oh.,l4l14.

Suite 3100, Mill Valley, Ca.91941.

Tile Tales Bath Lighting A bath liehting fixtures catalog is free from NuTone Housing Group, Scovill Inc., Madison & Red Bank Roads, Cincinnati, oh. 45?27.

The 1985 "Ceramic Tile, Brick, Paver, and Stone Installation Materials Guide" is

free from Laticrete International, lnc., Technical Services Div., 230 laticrete Park N., Bethany, Ct. 06525.

ee" is $14.95 from Lloyd Singer, Caddylak Systems, Inc., Dept. LS, 201 Montrose Rd., Westbury, N.Y. ll59O.

A full color caralog of cabinets and vanities is free from Jim Nelson, Atlantic Cabinet Corp., Box lfl), lnterstate Park, Williamsport, Md.21795.

How-ToBuild Book

Conecting Problem Employees "You Can Correct a Problem Employ-

Vanity Case

FOR PROMPT SERVICE

on all New Literature stories write directly to the name and address

"Carpentry," with 2,fiD'plus drawings and 450 photographs, is $25.95 plus $2 shipping from American Technir:al Publishers, lnc., 1223 5 S. I-aramie Ave., Alsip,

I|. 60658.

shown in each item. Please mention

Door Gasket Reference

that you saw it in Building Producb Digesl, Many thanks!

.f

illustrated brochure on silicon gasketing for doors is free from Pemko, Box 3780, Ventura, Ca. 93C06.

All A Board An 8-p. brochure on Weyerhaeuser Ultra-Board is free from Brit-Am/Venture Marketing, Ltd., 601 Bound Brook Rd., Middlesex, N.J. 08846.

Window Shopping A free brochure on increasing profits on window treatment sales is available from Somfy Systems, Inc., Dept. T, 2 Sutton Pl., Edison, N.J. 08817.

Patio Door Featuras An &p. brochure of patio door systems is free from Morgan Products Ltd., Box 2446, Oshkosh, Wi. 54S3.

Poplar Entertainmenl "Yellow Poplar as a Building

Material," a 12 minute l,/2" VHS format

Wall Hang Ups A l6p. "Walhovering How-To Hand-

videotape, is available for loan from Extension Wood Products, N.C. State University, Box 803, Rdeieh, N.C. 27695.

book" is free from the Walcovering lnformation Bureau, 6 Morris Ave., Springfield, N.J. (I/ml.

Rack One Up A 44'lp. catalog on racks and rack sys-

Tax Saving Tips

tems is free from Jarke Corp., 6333 W. Howard St., Niles, ll. 604|8.

"How to C,:lpitdizt on Uberalized Tax Laws in 1985" is free from Hyster Co., Advmising & Sal€s Promotion Dept., P.O. Box &47, Danville, Il. 61E32.

Overhead lmprovements Wired To Work A 56-p. catalog is free from the Wiring Device Dept., General Electric Co., Dept.

R, 225 Service Ave., Warwick, R.I.02886.

Maintenance Products Manual A 2{p.catalog of indoor and outdoor

An 8-p. guide "How to Install Ceiling Mouldings" is 2()0 from the Wood Moulding & Millwork Producers Association, P.O. Box 25278, Portland, Or. n2E.

New Marketing Trends "The Marketing Revolution: Under-

maintenance products is free from Garon Products, Inc., Raritan Center, Edison,

standing Major Changes in the Way Busi" is $32.50 plus $3.50 shipping from Cresheim Publications, P.O.

N.J. 08817.

Box 27785, Philadelphia, Pa. l91 18.

nesses Market

Tile In Living Color A 5Gp. color tile catatog is $7.50 from Trans Ceramica, Ltd., P.O. Box 795, Elk Grove Village, Il. 6(IXt.

lnsulation Innovations A brochure on new mchods of insulation is free from Insulation Tray, Inc.,

4985 N. Cascade Pl., Oak Harbor, Wa. 98277.

August 1985

43

Buildi tiktitKr

Products

Twenty-five (25) words for $19. Each additional word 650. phone number counts as one word.

Address counts as six words. Headlines& centered copy ea. line: $5. Box numbers and special

borders: $5 ea. col. inch rate: $40. Names of advertisers using a box number cannot be Address all replies to box number shown in ad in care or nuilaing products Dige$, 45l[ campus Dr., suite 480, Newport Beach, ca. 92ffi. Make checks"payable to cirtler Publishing, Inc. Mail copy to above address or call (714) g52Jg0. Deadline fir mpy is the l5th of the month. PAYMENT MUsr AccoMpANy copy unless you have established credit

.9:f4.

Classified Advertising

with us.

EVP MARNETING Client is established, independently owned, wholesale lumber company supplying

primarily housing market through retail lumber yards. Products carried primarily softwood. Location-East Coast. Position requires the individual have had minimum l0 years business experience. The candidates

FLORIDA GULF COAST LUMBER COMPANY FOR SALE Profitable contractor/retail yard with $3.5 million minimum sales potential. Explosive growth area. P.O. Box 20974, Sarasota. Fl. 33583.

FOR SALE: Approximately 3500 pieces 4'xl0'x4 ' S.Y.P. tongue and grove, treated 0.60 concentration, ideal for landscaping.

Call (205) 685-3322.

CREOSOTE and CCA posts, lumber, barn

poles and piling, and other treated forest products. Baxley Crmsoting Co., lnc., p.O.

must:

Box 458, Baxley, Ga. 31513; (912) 367-4@6.

I Know lumber products technically and commercially.

n Have demonstrated strong business skills, particularly marketing and finance

n Have had experience with large mill or independent lumber wholesaler, or \ most desirably both

D Have college degree (forestry desired); MBA (a plus)

Opportunity significant, good salary,

fringes, bonus, profit sharing and stock options. Candidate will be f2 man in company. Full replies in strict confidence to: Fenvessy & Schwab, Inc., Management Consultants, Dept. 550-1, 645 Madison Ave., New York. N.Y. 10022.

HARDWOOD PEOPLE A 70 page history of the pacific Coast hardwood lumber industry.

It preserves stories of the hard-

wood giants of the past: Capt.

Robert Dollar, Bob Osgood, Roy Barto, Paul Penberthy, Leroy

Stanton, Sr., Donald F. White. l0

pages of historic photos.

Anyone in the hardwood business anywhere will enjoy these stories.

CHEAP! Approximately 50,000 sq. ft. warehouse, overhead craneways, and rail siding, inside office. Near the state port, interstate high-

ways. Savannah, Ga. (912) 2364875.

ESTABLISHED lumber co., fast growing area, 4O miles So. Houston. Cood buildings, equipment. Owner wishes to retire. K. L. Ciese.

Angleton, Tx.77515 (M\ U9-77'11

F -

Limited edition. $12 special offer includes postage and handling.

Order from author: Gage McKinney, P.O. Box 6772, San Jose, Ca. 95150. Publication endorsed by the

Los Angeles Hardwood Lumberman's Club.

MARION PRESSURE TREATING CO. Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion PressureTreating Plant, Rt.3, Box40, Marion, La. 71260. (318\ 292-4511.

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

--t

I

CIASSIFIED ADVERTISING Order Blank

!r

Name

I I

Address

I

I I

TO RUN:

TIMES

-

PAYMENT MUST ACCOMPANY COPY.

TILL FORBIDDEN

! Arign a bor numbcr and mail my rcplicr daily.

I

I

L

Me if to:

I I I

COPY

I I I

-l

4500 Campus Dr., suite 480, Newport Beach, Ca. 92660 (7j4\ 852.1990

Buildlng Producls Dagest

August 1985

45

Ways to turn dreams into sales REAMS sell better than plain boards. This is the basis of a new style of merchandising (and selling) lumber for those extras all homeowners want. whether or not they need them.

Decks, hot tubs, surrounds,

gazebos, barbecue shelters, terraces and outdoor rooms are the stuff that

customer dreams are made of.

Thumb through any consumer

REDWooD adds beauty and practicality to this

outdoor room. Fencing, deck, planters and overhead cover are all constructed of redwood. Benches of redwood add comfort to the r00m which is utilized for ouldoor entertaining as well as leisure hours. The warm color 0f redwood blends well with the accenls of color in the tile, cushions and plantings. The Jact

that the materials require little maintenance and will last for many years is an added plus.

Dealers will lind that this conceol sells red-

wood and other materials necessarv lor construction.

magazine related to home, garden or leisure living and the concept comes through loud and clear.

Sawy merchants make sure to have a few of those glamorous amenities in their selling areas. The idea is to make the customers think that they'll acquire a Beverly Hills lifestyle they add these extras to their suburban

if

spread.

You can't just stick a gazsbo on the

parking lot and expect it to sell briskly. It'll only look like a pile of sticks and lattice. Create a lovely setting for the structure in your garden

area. Furnish it with your best greenery and choice outdoor furniture. Make it look as if cool

drinks will arrive at any minute. This

is what sells-the image of better living, not the materials or plans alone.

Selling the life style is not accomplished on the sales floor alone. Ad-

vertising and promotions must have a

touch of pizazz. Put the lure of sophisticated, luxurious living in both your copy and illustrations. Promise them the help and plans they will need to create a dream in their backyard.

The merchandising of images is growing acros the country. Use the ideas in this photo to help make your store one of the leading dream merchants in your area.

Story at a Glance Selling the drcam of better liY. ing can help your homeowner customers fulfill their wants . . .display and prcsentation ef. fectiveness vital; bare bones approach won'l gel it.

su$G+.see=Fr=, (unilJ,rL

f4 Z,;",4 6 e^r/,.z )

WM

A ff ACAI

Building Products Digest

46

Obituaries

L€e R. Slaughter Sr., retired

founder of Slaughter Industries, died in Dallas, Tx., on June 18, 1985. He was 82.

He founded Slaughter Industries in l1)zt6 and was active in its manage-

William Swindells,Sr., retired chair-

man of the board of Willamette Industries, Portland, Or., died July 8, 1985. He was 80.

Mr. Swindells joined the

Willamette Valley Lumber Co. in 1930 and became president in 1951. In the 24 years of his management, Willamette grew from a company

with three sawmills in Oregon to a nationwide corporation with over 50 plants.

Until he retired in 1975, Mr.

Swindells was a director for the Western Wood Products Association and for the National Forest Products

Association. He was an active member of many civic and philanthropic organizations and received numerous honors during his lifetime.

Mr. Swindells is survived by his widow, Elizabeth, two sons, a daughter and eight grandchildren.

ment until 1979 when he sold it to International Paper Co. Mr. Slaughter is survived by his widow, Emily, two sons and four grandchildren.

Melvin Layer, accountant for

Desoto Hardwood Flooring Co.,

Memphis, Tn., was shot and killed June 28, 1985, by unknown assailants in a robbery after he left work.

The incident took place outside of Desoto Hardwood Flooring Co., where he had been employed since t972.

Mr. Layer was born in Rector,

Ar., Nov. 13, 1920. He was a member of the Lumbermen's Club of Memphis and a former employee of Chapman & Dewey Lumber Co. and Anderson-Tully Lumber Co., both in Memphis.

He is survived by his widow,

Frances J., and one daughter.

Gordon Gilcs, owner of Giles

Builders Supply, Albany, Ga., died of lung cancer May 22,1985. He was 65.

He was a member of the Building

Material Merchant's Association, Georgia and Alabama, for more than

30 years, serving in almost wery capacity including president in 1969-70. For more than 20 years, he served as an Insurance Trustee.

Mr.Giles is survived by his widow, Connie, and two sons.

iillilll+;iii'lii.:,1.!.!t$@i.fs

Advertiser's Index Arizone Frcific r*bod Prcstwing Corp. . . .2!t

BernLumberCo.,Curl ........7 ..........1t Bcrger&Co..

U.N. Forms Timber Group In an effort to control the destruction of the world's tropical timber reserves, 26 timber producing and

i::::l:::::ii::::lr::ii:i:iiiir:::i::fii::ii:::ti::t::al:::ii:ilii;:i:ii:i::ii:lli:iit:::it:ii:ii:iill:iillii,ih::ili:i

THOSE ON TOP READ US We would like to let you know how much we enjoy your monthly issue. We keep each one of them for the stories of

interest, ideas, handy tips and what's around the corner!

Thank you.

Tooter & Ruby L. Harris Tooter's Roofing Co., Inc. Mineral Wells, Tx.

consuming nations have formed the International Tropical Timber Organization under the sponsorship of the United Nations.

The U.S. and Soviet Union are not members as yet of the group. Twelve timber producing countries and 14 consumer nations have joined.

Tropical woods are vanishing at a

rate of about 3l million acres each year in the producing nations. The organization hopes to establish forest management programs in the Third World countries. Only 4.490 of the world's forests are considered managed forests.

Bcverl.r-MenufrruringCo. .....39 ........20 BlcvinsCo..lnc,,J.H. .

BuildingProductsDigesl .......1?

Cole& Associrtcs. lnc.. John T. . . . . . . . . . .43

DeanLumberCo...... ........,15 ........33 DukeCily-LumberCo. . ....Coverl Georgir-PrcificCorp. .

GlenOek LumbcrendMilling ...... .... . 19 ........21 GnySedPrints ..Covcrlll HerdwoodSpccidlssuc .

Jordrn Redwood Lunbcr Co., Lcc Roy . . . 2t

MGBuildingMrterirls. ......... 3 MerionPressutrftaring .......,13 MrrtinForcstlndustrk's ........3,1 Mery'sRiverLumberCo. ..-.....4 Nrvrjo Forest Prodwts lndus(ric ....... . 6 P&MCrdrrProducts. ......... 5 ........ t Prcificlumberco. .... ... .. .. .27 Prulsel LumbcrCo.. . . . ........23 PollrtchCorp. ........ 4 ProductSdesCo. .....

PublishctsForestProducls. .....41 RocklinFonstProdrcts ..........CovcrlY . .Covcr ll The Merchent Mrgrzinc .

Timber Producls

We welcome letters to the editor. They should be mailed with address and phone number to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.

92660. We reserve the right to edit for length ond clarity-ed.

Inspcction

VlbodProtectionCo. ..

. . . . .37

...,....35

Vinyl Siding Market Growing Vinyl siding sales in the U.S. may top 6.3 million squares in 1985 as the industry seeks to continue the rapid pace it established in 1984, according to CertainTeed Corp.

Solid vinyl siding is expectd to account for 390 of all siding sold for new construction and 2690 of the

vinyl siding will again outsell aluminum by a 2 to I margin, reflecting a growth trend that began in l98l and accelerated dramaically in 1983 and 1984. By 1987, vinyl could outpace aluminum by more than 4 to I if the

siding used in repairs and remodeling.

current trend continues, the company

The firm also anticipates that solid

suggests.

Coming in October . . .

ANNOAL HARDWOOD SPECIAL ISSUE The October issue of Building Products Digest will be a Special Issue 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 1 2,750 readers. The Digest's saturation circulation in the 13 Southern states assures blanket coverage for your advertising message.

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

Call today and reserve space. Deadline is September 13, 1985. You'll be glad you did.

markets in 13 Southern states 4500 Campus Dr., suite 480, Newport Beach, Ca.92660 (714) gS2.1990

l

7

Manufacturers

dl nIP

BocklinIHR.odrcts,!trg 3838 Watt Ave., Suite E-510. Sacramento, Ca. 95821 Phone: (916) 484-0254 I

1,",11?.'l'*i&liLultnl I I