Building Products Digest - August 1986

ng the lumber & home center markets in 13 Southern states

Sunshine. And a cool breeze off the Pacific. Those are twoof the tools Georgia-Pacific uses to S-dry Common and Rustic gades of redwood atour Ft. Bragg mill in northem Califomia.

But sometimes Mother Nature needs a little help. So we also use pre-dryers, dry kilns and other modem facilities !o assure consistent quality in our certified, kiln- dried Bee, Clear and Clear all-heart gades.

Plus, we're members of the Califomia Redwood Association and the Redwood Inspection Service. So ourgade samp is your assurance of qualityfrom the people whoknow redwood best.

Our Ft. Bragg facility is a full-serviee Douglas Fir mill, too. Andthat means one call can get youtwo of the best products Georgia-Pacific-and Mother Naturehave tc offer. Call todav: 7071964-0281. For redwood quality you ian build on.

The boundaries of quality can be defined as the point where carelessness stops and pride takes over. Quality products go beyond those boundaries and reflect a craftsman's concern for workmanshio.

Osmose'Wood Products from MG Building Materials set their own standards for quality by using the highest purity oxide preservative, the most technological ly advanced process and a genuine desire to deliver a clean and safe* product. MG Building Materials del ivers Qual ity Osmose pressure treated wood products. Time after time.

hrblisher David Cutler

EditorJuanita Lorrct

Assisrant Editor David Kanig

Contributiqg Editors

DwightCurran o Gage McKiiltey

Art Dircctor Manha Ernery

Stafi Artist Carole Shinn

Circulatbn Dorothea C rcegan

Buiktiry Profucs Digrs is FHislted ns{fily at 4500 Campus Dr.. Suite 480. Newpon Beach. Ca..9266O. plrcne OH) 852-1990' by Cutler hrblishing. lttc.

AIryERIISING OTTTCES

Mvertising rates upon rcqu€sr.

From Virginia, Norlh Caroline. South C.erolim. Georgir, Fffiend Alrbryn: Contact Carl \hDtr. Phone (213) 42-3llt or (7r4) 852-1990.

From Texag l.ouisiane, Mississippi end Tennessee: Conucr Drvid Cutlcr. Phone (7r4) 852-1990.

Fmm Vfbsbington Strte, Orcgon' ldrho, Wvornine. Montan, Utrh, C.oloredo end Ciuda: eonct Csr* ttoh. PhorE C()6) 3404680.

STJBSTCRIPTIONS

Chanse of Mdress-Send subscripion orden and addrcss charges o Cinrlatirr Dep.. Buildins Producrs Dig6t. 45m Camtrts Dr.. suie 4S. Nerroorr n&*. Ca.926&- Itrlude aaaress taUet tirn recert issr if psiHe. phs rrw address and zip code-

Subscription Retes: U.S.: $20-one year: $36tuo years: $5Gthrce yean. Forc@: orr vear oavable in advance in U.S. fundsbanaba or Mexico: air-$42l. surface-$37: South America: air-$60: surface-$39: Asia: air-90: surface-$39; Europe: air-$90: surfacc-$39. Sirgle copies $2; back copies $3 plus shipping & handlit4.

BUILDING PRODUCTS DIGEST is an itlepenfu-nly-a ncd pttblication ftr dE Enil ' fi'rilesle otd disribution levls ddu htnbcr and ltonc ceruer rmrtets in 13 butlrcm wes.

Gapabilities

Seruing 13 Sornhen slates

EDITORIAL

E=MCz and all thattechnical stuff

I N THE NOT TOO distant past, lumber and buildI ing product sales seldom required extensive technical knorvledge. A good background ofinformation, expertise and experience,yes, but extensive technical knowledge, no. Today, selling at retail and wholesale levels can bejust the reverse.

In reading through ttris issue, you'll lurd a number of examples where a high level of product sophistication is necessary for a first class salesjob. Indeed, one story, "Windows Go High Tech," discusses techniques involved in explaining the various types ofglass used in modern windoun. The degree of complexity in glass alone can be daunting.

No longer can the boss simply say, "here it is, sell it," and expect good results. To be effective today, sales and management must be partners; the sales force doing its homework on what it sells and management providing the books, literature, seminan, schools, you name it. Increasingly, the wholesaler is waking up to

DAVID CUTLER publisher

the fact that educating his retail customer is the best kind of business. Erreryone wins, sales and profis rise.

There are still too many in sales who figure they can simply skim over any fine points involved with products that they don't know. Sometimes they get away with it, but increasingly their ad lib apprmch will trip them up. If the boss or fellorv couorkers don't get wise, then the customers certainly will.

Selling the general public will quickly make you aware that the public does its homeuork before spending its hard earned money. Make no mistake. If Joe Customer and his wife don't get the information they want on products, services and systems, they will simply go elsavhere. No fuss, no muss. Yott jus uon't ever see them again.

More than ever, education is an irreplaceable component in the sales equation. As the complexity level increases, a full knowledge of producs will be ever more critical to achieving sales success.

markets in 13 Southern states

August 1986

Dataline ls Part Of Merger

Datalinc. l division of Display Data Corp.. Hunt Vallcr'. Md.. has signccl a lcttcr of intcnt to bc acquireil bt Conr,cr' gcnt Tbchnologics. Inc., San.losc. Ca. "l have evcry conlidcncc thlt this ncu lullilrneC \\ ill e rrublt'u\ tr) ntlillt rin ()ur trarlitionallr high levcl ol'custorrrcr sup port while bcncliting lirnr thc signiflcant resourccs and crpericncc of Corn crgcnt Technologies." said Hush Bell. prcsidcnt of Dataline.

Dataline. a lcading supplicr of in housc conrpLltcr svstcnrs to thc lunrbcr and building supplics industly. nrcrsccl \\'ith Display Data. r'u,hich of1.:rs specializctl inhousc conrputcr- solutions to thc aLltonrotivc. bccr and solt drink distributors nrarkcts. in March 198:1.

Conr crgcnt Tcchnologics dcsigns. tlcr e-Iops and nranufircturcs colnpLltcrs rund netrvor.k basccl products lirr originll cquipnrcnt nranulicturers in thc datl and inlirrmatron proccssing industry. Its prrxlucts include workstiitions und supcr rnicro/miniconrputcrs based on adranccd rnicroproccssor techrroloel' arrd a broad Iirn!(' ()l \(|li$irrc itPl)lir'irli()rl\.

Wood Door Standards Updated

Thc Nationll W<rocl Windori & Door Associatic'rn has issucd an updatccl stantlard lirr uood llush doors.

This standar-cl contlins a ncu' f ace charactcristics chart to aicl nranutictu rcrs. spccif'icrs. and uscls in idcntiff ing cltxrr lircc charactcristics whcn oldcring rltxrrs. -l'he standard also has bccn upclate tl in rercrul olhcr lt'elr' r'cllce tirrl nc\\ \tJnrlarcls. and nrcthods of pnrcluction.

The National Woocl Windorr'& Door Association. a tcchnrcal ancl standards u riting associati()n. works in all arcas covcring wood winclo*'s ancl ckxrrs. Cur-rcntlv uorking on upclating thcir u'ootl u intlou stlntlard. thc;-' also arc involvcd in clcve loping and pr<xlucine stanclards 1or su,ingin_e patio doors antl skr lights.

Hahn ls Top CEO For 3rd Year

For the third consccuti\,e Ycrr. T. Marshall Hahn .1r.. chairrran and chicf cxccr"rlivc o1'f iccr of Gcorgia-Pacil'ic Corp. has been nanred C. E.O. o1' thc I'car lirr thc lirrcst products anrl lunrber irrclustry b)' 7hc Wrll Street 'l't'ttttscriltt. a wcekly nc\\'spapcr ftrr thc investntcnt conttttun in.

America's best window is now better at helping keep your customers warm in January and cool in July.

The reason is Andersen' High-Performance insutating glass.

A special transparent coating on the airspace surface of the inner g:lass pane works 24 hours

aby,365 days a year-in all climates and in all seasons, on all sides of a home-to restrict the flow of radiant heat.

That means heat cant readily escape homes in winter. Yet this coating doesn't inhibit direct sunlight from the low winter sun, which is converted

into fr€e radiant heat as it strikes objects srrch as furniture in a room-

In summer, our High-Performane insuhting glass r€sists ttrc radiant heat gpnerated outdoon as the higher sun strikes drivew8ys, sidewdks and so on.

And for climates or even building elevations where heat gain during oling montbs is of greater q)noern than h€at loss during heating months, tber€ is Andersen High-Perfqmanoe Sun insulating gtass.

The only differcns are, one, that the special mting is bonded to tbe airspa€ surface oftbe outer pane-to better r€strict radiant heat. Tlvo, tbe outer Pane is tint€d a wafln bronze toneso direct sunlight is reduced"

For more informatinn on these remarkable new windows, contact your Andersen distributor listed on the facing paep.

CorE hmre toqtality

!59f O l9t6 A!&aCo.D.

Summcr...:-. $m -rA:l

ALABAMA

Birmineham Sash & Door Co.

Birmingham

Phone: (205) 254-3276

Huttig Sash & Door Co.

Dothan

Phone: (205) 793-4477

ARKANSAS

Fischer Lime & Cement Co.

North Little Rock

Phone: (501) 376-2911

LOUISIANA

Davidson Louisiana. Inc.

Alexandria

Phone: (318) 442-1355

Davidson louisiana. Inc.

Houma

Phone: (504) 879-2313

Davidson louisiana. Inc.

Kenner

Phone: (504) 466-4558

Davidson Louisiana. Inc.

Lafayette

Phone: (318) 234-6373

Davidson l,ouisiana, Inc.

Iake Charles

Phone: (318) 439-8393

OKLAHOMA

Huttie Sash & Door Co.

Okilahoma Citv

Phone: (405) Szclela

Huttie Sash & Door Co.

fuFa

Phone: (918) 622-3131

TENNESSEE

Wholesale Buildine Products

Nashville

Phone: (615) 259-4222

TEXAS

Davidson Texas. Inc.

Austin

Phone: (512) 444-6701

Huttig Sash & Door Co.

Dallas

Phone: (214) 247-6161

Tiinity Forest lndustries, Inc.

Hunt (Dallas)

Phone: (817) 268-24r'l

Weyerhaeuser Company

San Antonio

Phone: (512) 661-8415

How to merchandise moulding as a decorating prcduct

I T USED to be that the only place you I could find mouldings was stuck way back in the back of the lumberyard. But today moulding is moving out of the shadows into the spotlight in decorating product sections, displayed right alongside wallpaper and paint.

Why have mouldings come out of the closet? A variety of factors in the marketplace have brought about this shift, explains Art Ramey, vice president of marketing and sales for DG Mouldings, Marion, Va.

"Moulding's image has changed," he notes. "Tirday it's no longer perceived as just a construction material, but as more of a decorator product.' '

The national trend of renovating older houses has played a part in moving mouldings into a higher-profrle position, according to Ramey. "It's being seen as an element of an older home that needs to be replaced during a renovation."

Retailers are learning that grouping various decorating products increases project sales. They can improve the profit margin of each sale with high margin items, like pre-finished mouldings, Ramey said.

Since mouldings are now being displayed in conjunction with wallcoverings, paint and decorator panels, their finishes must coordinate with the currently popular colors ofother available decorator products. For example, Ramey cited recent market research on top-selling wallcovering and decorator panel colors. "We're seeing a new generation of nonwood grain decorator paneling and the use of high-gloss, painted mouldings, along with the stained mouldings," he said.

To encourage sales of the full range of decorative products, some retail outlets are offering interior decorator services. "Customers may come in just to buy paint," Ramey said, "but if you have someone with decorating expertise there to help them see how much better their room will look with new crown or chair rail moulding, you are much more likely to make a sale than if the moulding is just

stacked there, waiting for someone to buy it."

Where budget limitations don't allow for a staffdecorator, retailers should have "pre-coordinated" paint, wallcovering and moulding on large sample boards, according to Ramey. Customers who are uncertain of what colors go with what can easily match decorative elements.

Recent innovations and developments in the production of mouldings are increasing its appeal to do-it-yourselfers and professionals alike.

Story at a Glance

Displry moulding with paint and paper...coordinate colorc...offer decorating help to customer... stock easy to install prcducts... keep up with latest moulding trcnds and developments.

"We're working to help the consumer install moulding projecs easier and frstrer, and to help the builder add high-end decorative elements to a house in a costeffective way," Ramey said.

"Earlier this year we introduced a premitered, pre-assembled corner that reduces installation time by 50% and eliminates the need for a lot of tools to install the moulding."

Proven benefits of non-wood and professionally finished mouldings products are moving mouldings out of the realm of a lumberyard product into more of a high+ech category.

"Many of ourproducts are non-wood," Ramey said. "To some consumers, PVC

(Pleose turn to page 37)

Gash in with door &windowdisplays

ByJohnW. Shoemaker Executive Vice President National Wood Windor & Door Association

OT LONG ago, wood windows and doors took a backseat in lumber prds and home centers. Displa5ru were unorganized, ineffectirc ard boring. As a result, they did not attract custorners and they did not sell producs.

That's not the case anymorE. Through more innovative merchandising methods, today's retailers are shorring and telling the uorld all about tlre inherent appeal of uood windorc and doors, including their natural beauty, warmth, durability, strength, ease of operation, ease of maintenance and energy efficiency.

Installing new windows and doors has become one of the most popular home improvement projects, whether done professionally or by a do-it-yourselfer. More and more consumers are falling in lwe again with uood. There is a return to the traditional with a growing trend toward upgrading by consumer and builder alike.

Selling more uood windom and doors hinges on one hard and fast rule: better displays. Products with charisma strch as wood windorps and doors lose their selling edge stacked in a warehouse out of sight.

But, can these big, bulky items be rnerchandised like tlrc specialty products? Yotl bet they can and here are some ways to do it:

up your inventory and devote enough space to give windows and doors a departmental image. Cret intothe market withdominarrce.

Giving the cusomer uriety is critical. Your windop and dmrdepartment must have more than a handful of styles and selections. Your product mix must be broad enough o supply the entire house and satisfy a wide range of customer tastes.

Since there is aredtcnard hlying dte more elaborate and decorative, include top-of-the-line items among those you display. High-style wood entryways, geometrically-shaped unod wfutdom and both boil ad bay wfudors sttould rwirc prominent positions.

Make a commitment to become the wood window and door headquarters in your area. Ex@nd your product line, beef

Group uood wirdows and doon qntematically by type and price range. Arrangement of ircms by type, such as all louvered bi-fold doors or all interior passageway doors, rather than bY manufrcnrer, rnakes it easier br thc ctstomer. This systemetic, side-by-side approach invites customers to compar€ differcnt designs. In additist, dte imprct of door after beautiful door down the length of the aisle catches the attention of shoppers.

D00RS. doons, doors in abundance as 'rvell as a biq bold siqn lets shoppers know exactly where th6se prodicts are to bb found. Functioning display allons customers to see, touch and operate the oroduct.

Use functioning window and door displays whenever possible. They encourage shoppers to see, touch and operate the products. Demonstration can help sell more products. Smart retailers demonstrate a wood window or door the same way they demonstrate a shed or deck. They set it up and let the product sell itself. Curious customers will add the necessary human touch by operating it as well as examining it.

install windows and doors, they seem to want the more luxurious units and a variety of the new features that manufacturers are offering.

In windows, those features include exterior cladding, removable grilles and heat reflective glazing systems. In doors, they include carved panels and leaded or beveled glass.

Try displaying wood windows and doors in a simulated house that encompasses other building materials such as roofing, siding, gutters, downspouts and so forth. A display house within the window and door department shows how these products contribute to a home's overall look. The composite effect of the house works to the sales advantase of every product.

Story at a Glance

Encourage builders to direct their custom home buyers to the wood window and door displays in your store. By doing so, you'll achieve two satisfied customers for every sale: a consumer pleased with the wood windows and doors he has chosen for his new home and a builder who will return with other prospective home buyers.

Sell wood windorvs and doors as part of projects. For example, to sell a complete remodeling project around one door, apply the look-of-home approach to an interdepartmental display. Build a frame around a promotable door; then surround it with siding, entryway light fixtures, decorative hardware, and so forth.

Vary the finishes in your displays for accent. Shorv natural, richly stained wood doors as well as doors painted red and blue. Different shades of paint and stain suggest the decorative versatility ofwood doors. And, whenever you stain or paint a door or add decorative hardware. alwavs cross reference items.

Sell the benefits, features and options of your wood window and door lines. Display signage should emphasize such nords as "lorv maintenance," "cut energy costs" and "beauty plus economy." Show customers the benefits and features first hand. Use displays that show cutaway views of the important elements in construction.

Similarly, use displays that show cutaway views of installation. As customers become more aware of their abilitv to

Finally, merchandise with imagination. Draw on your expertise as a merchant. Make up your own list of the benefits of wood windqvs and doors. Then develop displays to tell their story of solid construction, graceful design, distinctive grain, inherent good looks and natural insulating prop€rties. In short, develop displays that allow you to cash in on the charisma of today's wood windows and doors.

EFFECIIVE uood window and do0r displaF take many forms in showrooms around the country

Top photo instantly makes clear the difference between wood bow and bay windows. lmpact of 36 different doors displayed (center photo) attracts mmediate attention. 0ctopus display (lower photo) offers a variety of wood windows jutting out from a central core of door designs.

Specialty merchandising can sellmore doors and windows

...dramatic, oryanized prcsentations attract sales...customers like to touch and try products

...the charisma of wood is marketable.

Waysto boost wood moulding sales

LL ACROSS the country dealers interested in building a better profit picture for themselves are improving their display methods for unfinished wood moulding.

Why? Because they are realizing that unfinished wood moulding is one of the most profitable items in retail lumber yards and home centers. Wood moulding can provide a high return, high turnover and high sales potential.

"As the do.it-yourself market continues to gro\p, so does the potential for sales and profits of wood moulding," states Bernard J. Tomasko, executive vice president of the Wood Moulding & Millwork Producers Association (WMMPA). "However, if this potential is to be realized, the product must be properly displayed."

To help maximize profits, Tomasko makes the following suggestions:

Display wood moulding as a decorating product. Sell consumers on the finishing touches that can change their homes. Move moulding from a commodity product to a decorator item, both in store displays and in the minds of consumers.

Display wood moulding as a companion to other products. Every paneling, paint, wallcovering, window, door and drywall sale is a sales opportunity for wood moulding, so display the product in these related areas. Keep sales personnel aware of a polential tie-in.

Display wood moulding not only for wall and ceiling projects, but for hundreds of other projects around the house. Dramatize the multiple uses of moulding; incorporate it into other displays around the store.

Display the complete wood moulding inventory not just one or two token items. An in-store display of wood moulding does not necessarily require extensive floor space.

A neat, organized display ofinventory that makes it easy for the customer to see what is available should be located at the entrance to the moulding department.

Stores all around the country have devised methods of displaying moulding for customers. Several innovative displays are described belorv in addition to being illustrated across the Page.

Measuring only 48 "x48" in size, an

effective display found in one store features both a cross-section and a four-inch longitudinal sample of each of the lll different profiles the store stocks. The profiles were glued onto a plywood base, then sprayed with a urethane finish. Each sample is labeled as to profile name, size and price.

An attractive sample board containing a three-inch piece ofeach ofthe 50 profiles the store carries is nestled in the middle of nearly 50 feet of moulding bins. A label on each sample contains the profile's name. size and a number corresponding to the moulding bin where it can be found.

Another sample board containing the same 50 profiles is located at the checkout counter to allow both the cashier and the customer to match the moulding with its price.

To provide more convenience for the do-it-yourself consumer. casing is given its own display at the store. Complete with its own sign to draw customers, the special area contains only seven-foot pieces ofcasing in both ranch and colonial profiles.

When retailers can't put a moulding display near the product, they find puning it near a service counter is a good alternative. The wood moulding display found at a small, rural lumber yard is a good example.

Store personnel glued two-inch samples of 85 profiles onto a 4'x4' piece of hardboard. They added samples of the 15 uiood sidings stocked and labeled each as to name and size. The completed display is mounted adjacent to the customer service desk.

Story at a Glance

Unfinished wood mouldang must be properly displayed to maximize prcfits...displays must make it easy and understandable for your customer...specific ideas on how to do it right.

Proximity to sales help is also the key to the wood moulding display. Hanging directly orver the main checkout counter, the display is constructed from a piece of lxlO redwood l2-feet-long to which 49 six-inch samples are attached and grouped according to function.

Each profile is identified by a number which corresponds to a moulding bin in the back of the store. Customers can either serve themselves or order by number at the counter. Prices are listed on the back of the display board where tlrc cashier can easily see them.

In terms of construction techniques. wood moulding displays can range from very simple to very elaborate. At a rather large horne center, cuslomen couldnl get close enough to the existing u'ood rnoulding display because it was on a wall behind a service counter. The solution wzrs to construct an ocAgonal display that rotates on a pedestal base and locate it in front of the service counter where it is easily accessible.

Another home center uses both indoor and outdoor wood moulding displays to spotlight the 102 profiles in stock. The store carries more profiles than any other store in its area. According to the store manager. "rib hara an image as a quality prd and quality prds always have a calling card. Oun is moulding."

The store's fr€e-standing indoor display is situated near the cashier's counter. Longitudinal and cross-section samples of each profile are mounted on strips of plywood which in turn are attached to a standard, spinning metal display fixture. Each of the profiles is identified by number.

Because customers must pick up their orvn moulding, the store also installed an outdmr display near the moulding bins to reinforce customers' selections. The outdmr display is a wall board measuring 4' x 6' in size.

Wood mouldings can and should pro' vide high return, high turnover and high sales potential, but only ifthey are displayed properly. So make the commitment to go after the business that:s out there waiting to be sold. Only then will you know that wood mouldings are truly profiles for profit.

W00D MoULDING displap that attract and help customers are found in better retail stores. Suc-

cate displays near cashier as well as in the moulding area.

cessful displays are compact, accessible and well labeled. Many stores find it helpful to have dupli-

SIMPLE explanation of combining profiles to lorm a chair rail helps a customer understand what they need. Mouldings (center photo) that are well arranged and color coded facilitate sell service. Giant ruler (a wood beam secured top and bottom with inch and foot marls up to 16 ft.) simplifies measuring of moulding.

Merchandising moves moulding

By BernardJ. Tomeslo Executive Vice President Wood Moulding & Milltrcrt Producers Association

E OR YEARS, dealen, distributors

F anO manufacturers alike aimed their wood moulding promotions at the contractor. The reason was simple. The majority of moulding uas sold for use in new construction.

Tbday, however, nxlre homeorvners are realizing that decorating with wood mouldings is one of the least expensive ways to change the look of a home. As a result, the consumer is one of the largest and fastest growing groups of wood mouldings users. And this trend is likely to continue for yean.

If you want to boost your uood ntouldings sales, it is necessary to set pur sights on more consumer business. And you are going to have o do it through better rnerchandising. Good displays (see p. 12) are obviously one way of doing that. Good cnrerall merchandising is another.

Retailen who have been successful in maximizing consumer sales of moulding have found the folloving six tips helpful. They can help you to do a betterjob of merchandising, too.

and \rarnishcs, apply a diftrent finistt to each of a set of moulding samples attactrcd toa kcy chain display.

(2) Be knowlcdgcablc

The average do-it-yoursclfer is not accustomed to using mouldings. Sdes personncl must be able to ansrcr qucstions ad recomnrcnd prdhs When dtcy do this, increasing moulding sales becornes easier.

Ttre key is a ndl+ducarcd sahs bre. WMMPA can help with a number of sales training aids. They include a l6-page pattern book, a 9Gpage salesman's guide and an t-pagc brochurc describing hos, to merchandisc shortlength mouldings.

(3) Merchandise "shorts"

Merchandising "shorts" to do-itpurselfen calls br different approaches than merchandising lottg lenglhs. Don't be afraid to display short-lenglh mouldings prominently for bener visibility and grcater opporunity o sell the product as an impulseitem.

(f) Make it easy to buy

Once the consumer has selected a pro. file, make the purchasing process as painless as possible. Here are some examples: Install a giant-sized ruler to make moulding and other wood products easy to measure. Construct the measuring stick by securing a uoodbeam at the floor and ceiling and indicating inch and foot marks on it up to 16 feet.

When motrldings arc stored in horizontal racks, removing each piece from its comparfinent to rneasure it can becorne a chore for the customer. To eliminate this problem, color code an end of each piece and provide a legend on the display explaining what each color indicates.

To show the differences in surface appearance that occur with various stains

When consunprs askabon rnanldfurys, show them the short-length mouldings first, if for no odrer reassr tran o idediry the profile. Often, the customer says "Tlrese are the lengtts I uanrcd anpay."

Stress the ease ofcarrying "shorts" honp and the monel savings.

Price by the piece. Consumers could care less aborn "so mrch per foot" when the piece is short.

(4) Use nrerchalrilisfuU aids

Check with your supplicr and wholesaler to sce what they have available. And, check with the WMMPA because we too offer a variety of sclling tools.

WMMPA has developed a library of

''how-to" pieces aimed at the consumer and dealing specifically with the correct use and installation of wood mouldings. These basic consumer education pieces are excellent point-of-purchase aids for every retail establishment that carries wood mouldings.

We have also developed several "idea" pieces designed to guide consumers to projects that involve wood mouldings, They range from an 8-page brochure describing the decorating possibilities of wood moulding to a 28-page book illustrating 500 different do-it-yourself projects.

Another very effective merchandising tool in a do-it-younelf information cent€r is an audio-visual presentation on wood moulding. One of the biggest benefits of this is that it can provide customers with ideas and instructions without taking a salesman's selling time. Place the equipment near the moulding sales area or in a strategic location that will draw the customer's atlention.

Story at a Glance

Six great ideas to help dealers profitably build moulding sales to consumens...your contnctor customers will benef it, too... where to get sales and merchandising aids and ideas.

Following the AV presentation, present the customer with literature that summarizes the program. The hand-out will reinforce the message of the audio-visual and help increase wood moulding sales.

(O Keep literature nearby

Always keep a good supply of moulding literature near the moulding display. Browsing customers get ideas from leafing through the material, or they may ake it home to read and come back as a moulding purchaser. Literature is also helpful as a reference when discussing mouJding uses and techniques with a customer Many dealers attach a copy to their moulding display. Many retailers also attach WMMPA s decorating booklet to their wood moulding display because it

illustrates a wide variety of decorating ideas.

(6) Promote, promote, promote Stage in-store demonstrations that show consumers horp easy it is to use and work with mouldings. Every time you promote your paneling, paint, wallcoverings, windows, doors and drywall, promote your mouldings too. Let the customer know you have a good assortment of mouldings to build your image as the place to find and purchase wood mouldings.

Sales histories show that September, October and November are the best times to promote wood mouldings with March, April and May coming up fast. The weakest months are January, July and August. Remember this season pattern when making your promotional plans for mouldings.

To bring prospective buyers ofwood mouldings into your store, WMMPA has created an "Advertising

Clip Kit."

Hundreds of different camera-ready headlines and illustrations can be used to customize newspaper or magazine ads, inserts, folders, flyers, catalogs and other printed pieces. WMMPA also offers a similar kit containing everything retailers need to prepare a wall chart illustrating the wood mouldings they stock.

By using the tips discussed here, your chances ofincreasing your profits through more consumer sales of wood mouldings will increase greatly. However, these are not the only techniques that can be used to boost wood moulding sales. There are many more. To learn more about them and the merchandising aids described here, wrire to: WMMPA. PA. Box25Z78Portland, Or.W225.

C0I,ISUMER moulding sales can be increased by presentlng products in a way the nonprofessional understands. Storage system (top photo) makes it easy to find the right size and profile. Literature prominently displayed, but \,ell anchored, (middle photo) can stimulate interest and sales. Differences (lower photo) in surface appearance become clear when a different finish is applied to each wood moulding sample in a key chain display.

NtrWSBRItrFS

Berger & Co. , El Paso, Tx., and Sacramento, Ca.. has been named exclusive sales agent for MCG, one of the largest moulding manufacturers in Mexico (see p. 46 for story)...

Tiu Io r- Rnm s e!- Co rp., Ly nchburg, Va.. has received two awards for outstanding international sales including the 1986 Export Merit Award from the Virginia District ExPort Council...

Hunter Fan Co., MemPhis, Tn.. has obtained a court order in Fort Worth. Tx.. for Davintport, Inc.,to immediately stop marketing ceiling fan light kits under the "Hunter" name...

Lowe's held early summer grand openings for a relocated Lynchburg. Va.. store and retrofitted stores in Whitesburg, Ky., West Columbia and Charleston, 5C.,. McCoy's Buiding Supply Centers has opened its 68th Texas store in Plainview..

Ikllogg Supply Co., Manteo, NC., has opened is third unit, a 16,500 s,q. ft. home center in Duck, NC. ...the company will celebrate its 40th anniversary later this Year...

Scot4,'5, Winter Haven, Fl., Plans to participate in a test of point-of-sale video svstems at selected stores in conj unction w ith Owe ns - Cornin g Fiberglas ...Smalls Home Center, Norfolk, Va.. founded in 1919, has closed with the retirement of owner John Small...

Handy Dan's Home Center, Waco. Tx., has reopened as H. D. lty'arehouse after extensive remodeling and product expansion. ..Scotm s will be an anchor store in the Thmarac Square West Shopping Center Planned in Thmarac, Fl.

Foxwo rt h - Galb rai th Lu mb e r Co. has moved is corporate headquarters into Synergy hrk on the Univenity of Texas campus in Dallas. ..Home Depot Inc. , Atlanta, Ga., has concluded a $32 million sale and leaseback arrangement for six of its stores...

The VisadorCo. , JasPer, Tx., has opened a warehouse in Upland, Ca.

,4vein ltmher Co. Inc. has added a $2 million boiler and dry kiln system to its Clarksville, Tn., plant...Sarn Care,- Lumber Co., Memphis, Tn., just celebrated its 5fth anniversary...

Allied Pllwood Corp., a Pl-,-*Gem Industies subsidiary. has opened distribution centers in Richmond. Va., and Houston, Tx. ...Atlos Hardv'are Ca. has acquired Oxv'all Tbol Co. from Easco Corp.'s hand tool div. including a warehouse in New Orleans, La., no price revealed...

DG Moudings has opened t\r/o new plants in Marion, Va. (see p. l7 for story). ..Morgan Products Ltd. has acquired Nicolai Co., Fortland, Or., (see p. l7 for story)...

Reichhold Chemicals /nc. plans in Hampton, S.C., and Houston, Tx., are among businesses recentlY acquired by FfL Industries, Burlington. Ontaio. .Temple -fostex opned a $20 million gypsum wallboard plant in Fletcher. Ok., last month, David F. Kellam, mgr....

Armstrong has completed a $2.8 million floor tile warehouse at its Jackson. Ms., plant with completion of a $8.6 million rotogravure tile production line set for early '87...

Triangle Corp., which has manufacturing facilities in Orangeburg, S.C., has formed a wholly owned subsidiary, Triangle Tbol Group, Inc. , ta manage sales. marketing and operations of the Diarnond Tbol and Horseshoe Co. and Utica Tool Co. subsidiaries...

Delman'a Sash & Door Co.,Barclay. Md., has opened a facilitY in Richmond. Va.. at 4605 Carolina Ave.. in the Fairgrounds Distribution Center...

Sclnefer fush & Door Co., Atlanta. Ga.. celebrated its 32nd anniversary with a buying show...Sw'ain Building Materials, Slidell, La., is marking is sixth year of operation.

M. W Snith lnnber Co., Jackson, Al., has been sold to Boise Cascade Corp. along with Allied Faper Inc.... Master Woodv,orking and Design Inc.. Toledo. Oh.. will move to knsacola, Fl., where they have purchased a former Boise Cascade Co. building and started a $2.5 million remodeling...

The NASCAR Grard Natiornl race car sponsored \ Cox Vy'ood Presening Co., Orangeburg, S.C., captut€d 4th place in the Road Atlanta race July 5. .John T. Cole & Associates, Inc. the forest products executive search and placement firm, has celebrated is 8th year in business...

Z)ckgraf Hardvnod Co., a 50 Year old Franklin. NC.. flooring manufrcturer. is back in operation in a new plant built to replace one destroyed S fire last Aug.; the company has been leasing a plant in Cleveland, Ga., for the past year...

Housing starts in June fell to a seasonally adjusted annual rate of 1,845,000 units with single familY starts sliding 1.97o and multi-family starts rising 1.5 %...building permis rcseT% inthe south although nationwide they were down 2 .4%

DG Adds Two Plants

DG Mouldings has opened a $l million two-plant facility near division headquarters in Marion, Va.

The addition, which totals 80,000 square feet, brings DG's total plant manufacturing space to approximately 3/4 million square feet. Clearwood, a newly introduced, patented moulding product, will be manufactured in the plants which began production last month.

Morgan Acquires Nicolai Co.

Morgan Products Ltd. has acquired Nicolai Co., the nation's largest manufacturer of fir doors, in a move designed to further strengthen Morgan's market posi-

tion in the wood panel door industry.

Morgan and Nicolai have signed a definitive stock purchase agreement to exchange 800,000 shares of Morgan common stock for all of the stock of Nicolai, a privately-held company headquartered in Portland, Or.

Nicolai has door manufacturins facilities in both Fortland and Springhe-lC, Or., and has a 210,000 sq. ft. plant under construction in L€xington, NC. The company had net sales of $52 million in 1985.

The purchase of Nicolai marks the second major acquisition announced by Morgan in less than six months. Earlier this year, they acquired Shasta Millwork ofWeed, Ca.

George T. Brophy, president and chief executive officer of Morgan, said the Nicolai acquisition will enable Morgan to move more aggressively into the Western

and Southern markets. "It also provides us manufacturing flexibility to improve the efficiency and productivity ofour principal manufacturing facility in Oshkosh (Wi.)," he said.

Morgan reported 1985 sales of $265,279900, a gain of 18% over 1984 sales, while net income increased65% from $4.239,000 in 1984 to fi012,000 in 1985.

Future Dates

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

Treoted lumber, coll CURT BCRN TUMBCR CO.. INC.

Blt[ HRRDlll@

[Uecon fill oll Vour treotad lumber needs. . . londscope timbers, plyu.lood, oll dimensionollumber, 4r4 through l2xl2. On 616 ond lorger ure hove lengths ronging up to 45 foot. Plus, ure nou, corrv in stock .60 FDN. tlje olso hove our oun fleet of trucks to help you solve ony delivery problems Vou moy hove. Fll our mot@riol is TPI grode morked. tUe feoture the- RTUPB quolitv morkon oll our treoted moteriol.

Westerrr Softwoods, Moufdhgs & Millwork Agfictrftural Wood ProduGts, Pl5nuood, Partlcleboard

CALENDAR

ffiWl.+iti{itl:ir'iihl*+.}

AUGUST

National Wood Window & Door AssciationAuC. 9-13, summer meeting, Grand Traverse Resort, Grand Trarerse, Mi.

National Hardware Show - Aug. 10-14, sponsored by American Hardware Manufacnrrers Associatirn. McCormick Place, Chicago.

Wood Moulding & Millwort h,oduct Atocbtbn - Aug. 13-15, annual rneeting, Reno. Nv.

Southeastern hmber Manufrturcrs Assocbthn - Arg" l+16' annual meeting. The Broadu,rater Beach, Biloxi, Ms.

Virginia Building Ma:erid Assoclrtion - Aqpst l{-17, summer management confercnce, Ramada Inn Torer, Viryinia Beach, trh.

Feltus Brothers Hardnart Co - AqB. lGt7, nurket, Narchcz Convention Center. Narchez. Ms.

LUMBER:

MILLTITORK:

PaulAnderson, Robert Glatt, division mgr., JimHaas.

Richard H. Mills (s""*.oto, G.Itr. "Thck" Baker (etpaso) RosieLopez

We are also pleased to be a West Coast area distributorfor CF&I steel products as well.

Pafmetto Wholesale Co - Augi 2l-22,narlcq Sate Fairgrounds, Columbia. SC.

Moore'Handfg, lnc. - Aug. 2TA, nu;rka, Birmingham-Jefferson Civic Center. Birmingham. Al.

General lhrdrvare Co.At4ust 235 Sernry rnarka, Adarna Hilton&Torcn. Arlanta. Ga.

National Herdc/ood Lumber Associatiron - Aug, 252,6, drying seminar, NHLA frcilities, Memphis, Tn.

SEPTEMBER

International U'bodrrorking Macbinery & firulue Sqply fbbSept. G9, Georgia World Congress Center. Atlanta, Ga.

Florida Lumber & Buildiqg Mderill Dealers Assaiditn - Sepa(Flll, annual con€ntion & buyiry stnr, Marrid dardo Ubrld Center, Orlando, Fl.

BERGER &

@MPANY aCo, tacdagracmpsnyl Jry'a rSAr{TNTERNATToNAL a(J

@MMODITIES TRADING

ORGAI{IZATION WITH OFFICES IN: San Francisco, Ca. (headquarters): Chicago. Il.: Colfax. Wa.; Fargo. N.D.: Filer, Id.: Grand Cayman. British West Indies: Santiago. Chile: London, England: Geneva. Switzerland: Nicosia. Cyprus: Buenos Aires, Argentina; Moose Jaw, Canada: and Taipei, Taiwan.

China Fbrestry Tour - Sept. lG?,4 sponsored by Creorye Roman Associates Inc.

Southern Fbrtst Prroducts AssahfinSeTt ll, WPFC \lbod Rod seminar. Houston. Tx.

HoHoo Internstionel Annual Contntion - Scpt. lSll' Morn Washingon Hotel & Resort. Brenon \fbods, N.H.

National Oak noorlg Manufrturcrs Assochtin - Scpt. l$nt harduood flooring insallation school, Cook Convention Center, Memphis, Tn.

Tennessee BuiHiry Materhl Associrtio - W- bz+conwmfun, Cerromar Beach Hotel. Dorado. hrerto Rico.

North Amerkan Wholcsale tnmber Assciatim - W.2G27, Sheraton Music City, Nashville, Tn.

Ilandy llardwan Wbolesab Inc- -W-274 ma*et, Expcition Center-Astrodome Complex, Houson, Tx.

hrblhmlap Hardmreco. - Sept. 2&29, nnrkc, Ceorgia Mountains Center, Gainesville. Ga.

Hardwood Manufacturcrs AssocisttionSetr. 2&3O ptoduction meeting, Henhey, h.

Amerkan Plynood Associatin - Sepf" 293Q annual nteerir€, Disney rrl/orld's Contemporary Resort Hotel, dando, Fl.

Batibois International Wood Construction Expcition - Scpt. 3(Xh. 4 Bordeaux, Frarrce.

OCTOBER

North Carolina For€stry AssociatbnOct.34' annud rneeting, Hilton Inn. Wilmingron, N.C.

Sciety of Anerkan FttrcstersOcL $t, anual conemim, Hyff/ Birmingham-Jefferson Civic Center, Birmingham, Al.

National l,umber & Building Material Dealers AssaisinOcL 9-16, annual convention & exhibit, Westin Crown Center Hotel, Kansas Ciw. Mo.

NE OF the warmest new components in door and window manufacturing today is Low-E glass, a security blanket that can stabilize heating bills in the winter and cooling costs in the summer.

Used most commonly today in double pane insulating units for patio doors, storm doors and windows, Low-E glass is a year-round worker that capitalizes on the sun's free energy. But, as we will point out later on, it probably doesn't pay to try and fool Mother Nature. If you as a dealer are going to recommend Low-E glass to your customers, this product works most effectively when it is used on all four sides of the home.

Low-E glass features a thin, metallic coating bonded to one ofthe inside surfaces of the glass panes. Heat is trapped inside a house during the winter to control heating costs. The sun's heat rays are screened out in summer to control cooling costs. Plenty oflight from the sun's visible light rays brighten the interior while reducing glare. At the same time, Low-E glass screens out the sun's ultraviolet rays, thereby reducing the possibility of color fading from drapes, furniture and carpeting.

As a result, a door insulated with LowE glass packs the same energy performance as a triple-glazed unit, but without its bulk or weight. For example, a tripleglazed door weighs approximately 50% more than a door unit insulated with LowE glass and could be heavier than the hinges are designed to support. The added weight could also pose potential installation problems.

Doors equipped with Low-E glass and two panes ofconventional glass weigh about the same. In terms of price, the unit

A THIN MEIALLIG coating bonded to one of the inside surfaces gives Low-E glass only a slight color variation from corventional clear glass. The product offers the same energy-saving capabili-

The lowdown on Low-E

ByMichaelR Fomroy Director of Product Development Morgan Products Ltd.

with the Low-E glass would fall somewhere in between the double and tripleglazed doors insulated with conventional clear slass.

Story at a Glance

Low-E glass insulates against heat and cold...cuts color tading by scrcening out ultraviolet rays ...thin metallic coating provides protection, yet offers full visibility...payback and comfort arc good selling points.

Low-Emissivity glass has been used for several years in Europe and has gained widespread acceptance in the United States as energy conservation became a greater priority. As a general rule, door manufacturers offer Low-E glass with I lite units that feature large expanses of glass. Since Low-E glass is not available in small sizes, companies can not offer this product with French doors.

The Morgan sliding patio door, as an

ties of a triple-glazed conventional sash door. Used in large expanses, it offers fullvisibility from inside and orotection from heat. cold and ultraviolet rays.

example, features a full expanse of glass allowing an unintemrpted view of the outside. Units upto 12 feet wide are available with Lnw-E glass. Equally as popular for their full view of the outside are the swinging patio doors which also come with a range of options, including Lov/-E insulated glass. These doors often come with removable grilles to simulate the appearance of French doors.

Single doors, double doors and triple doors are available with Low-E glass. Indeed. entire rooms. such as Florida rooms or sun rooms, can be enclosed by either swinging or sliding glass patio doors. To maximize their effectiveness, they can be insulated with Low-E glass.

Low-E glass can also be used with architecnrrally appealing sash doors. The wood doors feature a combination of heavy panel designs on the bottom half and Low-E glass above. Doors with two, three orfour panels, or the classical crossbuck design, can be specified with Low-E glass. The warmth and natural insulating qualities of wood complement the energy saving features of the insulated glass door.

As a starting point in guiding a cus-

(Please turn to page 45)

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

'l 1650 lberia Place San Diego, Ca.92128

20. a critic refened to the national newspaper. USA Tbda', as "McNews." Well. I say three cheers for McNews! I only wish that therc was a fast food capsule I could digest that could synthesize all the information that\ in the unread stack of trade publications decorating my office floor.

I have great envy for those who have developed specd reading skills. I haven't. Also I havenl curbed my appetite for all those publications that I feel I must at least peruse to keep abreast of my interests. I cant.

McNEWS!

Maybe that's enough time to catch up on all I secretly say a silent prayer asking that all the reading I feel obligated to absorb. printing presses stop for at least one year. During a recent television broadcast, 20/

Protect it witr Swedish Formula

This is what can happen to CCA lumber not pro tected against the weather... lt won't rot, but it can

WARB SPLITand CUP

It can even twist out of shape so much that it pulls nails up. Surely you've seen itonce perfect wood that has lost every bit of its beauty to the destructive effects of the weather.

My reading "system" breaks down often and the only way thar I can catch up is to ttuow out. or file. months of unread trade books thal seem to be having babies. So on some given evenings. I find myself dumping my collection of recent publications, which I saved because "l would get to them sometime soon."

This mountain of paper is usually consmrcted of 15 national and regional building material books (5 per month x 3 months). 12 home center books. six advenising and pblishing books. six contractor books. six trade books directed to tlre "rneetings and conventions" industry. 24 newsleners from consultants. accountants. and platform speakers.

Then there are Ote Frequent Fller magazines that corne with my OAG Focket Guide. tlre market research studies. a sixweek-old Business Week. a copy of Forbes, that I swiped from United Airlines. three current issues of the Sarr Dego Tanrript, 12 unfolded Vhll Sreet Jounnls. and thee issues of "An Production."

There are also seven plastic bags of post cards (direct response cards as they arc called by Ore pros). each pack containing :rs many as l00 cards urging me to send for more information about building material poducs. charts and graphs to program my time. executive toys. ard rnore books to keep me upto-date on trends in marketing.

I qsdy. tlrcrc are ttre 14 mail order catalogs selling office fumiture. compltter desks. and typewriter ribbons which. for sorne unexplained reason. I feel a great need to rcview. And. of course. there are tlre four annual directories...but. enough!

Maybe I ought to pay that the pcsses stop for two years. Then again. it's with a great deal of apprchension that I discard 90 days of unread trade publications. I live in constant fear that in my consulting work I will mention some company offtcer who was canned 6O days ago...or talk about tlre successes of a company that filed Chager ll last week or about a Chicago chain thar no longer exiss because it was abaorbed by sorne ottrcr giant.

Maybe I'll have tinre to rcad 'em all next week! Life is full of torgh decisions!

When *nding in a chonge of a&ras Plezs include zip code on bth old and rY addrisses and either the oH lod u thc inlormation from it. Thank!

ECAUSE the window industry is fast changing in both fashion and technology, ttre folloving interview with a manager at Andersen Corp. aims to bring the dealer up to date. Questions cover issues which we have found to be of the most concern to those on the selling side of the industry.

Q: How has the window consumer changed?

A: The consumer is much more knowledgeable about the product. I see more consumer advertising today by manufacturers who at one time only advertised to their trade factors. So the consumer hears more. retains more, knows more. An elderly lady will stand toe-to-toe with you and argue about U-factors and R-factors - things that people in the trade didn't even talk about five to ten years ago. There's also a very strong "do-ityourself" trend. More and more people want to do their own building or remodeling.

Q: Who exactly is the consumer?

A: In the home building industry it can be the homeowner himself, an architect, or the building contractor. The contractor is especially important in speculative housing projects. In the commercial sector you also find the architect, but the general contractor, developer and building owner are becoming more and more influential.

Q: What about windorv design? Hov has that been changing?

A: Feople want an open, airy sunny feeling in their homes, and they've learned that a good window will gain more passive solar heat than it can lose through convection, conduction or thermal radiation. As a result. con-

sumers are using either bigger windows or putting more small ones together in large configurations.

We also see a trend in casement or projecting windows, as opposed to the double-hung style which has been the popular favorite over the years. Perhaps this is because people realize that casement windows close more tightly, but I think if you come right down to it, consumers buy beauty. They talk energy and they buy beauty. Fortunately they can do both.

Similarly, there's a trend to use windows for architectural interest as opposed to just light and ventilation. You see windows shaped as half circles, quarter rounds, ellipticals, and trapezoids. Some window manufacturers are offering one-of-a-kind windols for people wanting an especially large or different shape.

The roof window has probably been one ofthe biggest trends in the window industry over the last few years. You see it in remodeling and new construction for all architectural styles. I think this trend has come along because the roof window is a new way to get some light and ventilation into more areas of the house.

Q: Have there been any dramatic changes in window materials?

A: With the exception of glazing materials, I don't think there have been any dramatic changes in the last 10-15 years. You can only make a window so tight; you can only make the frame so thick for insulation. We have an air infiltration rate, for example, of .M on our casement windorv; that's close to no air infiltration.

The glass is the least insulated part of the window, and most manufacturers are putting a lot of their research and development dollars in

that area. Today's new glass has a metal coating on it which actually insulates better than triple pane glass and works in cold and hot weather to help keep room temperatures comforable.

Q: Do you foresee a day when there will not be a wood window?

A: It's possible that we'll someday have to find other window materials as a result of an undersupply of lumber. As long as it's the easiest to work with, the most cost-effective, and the best insulator available, we're going to use wood. There are alternatives for frame materials should that become necessary, plastic foams or mixtures of sawdust and resins, for example.

Story at a Glance

Knowledgeable consumerc are asking questionsyou better be able to answer...morc casement and proiecting windows... buyers talk energy but buy beauty...high tech glass developments.

Q: What do consumers need to know in buying a window?

A: Consumers are being bombarded with all kinds of information about new glazing - "high-tech," "low emissivity," "high performance"so I'm sure they have a lot ofquestions. Consumers have to determine what makes a product the best they can afford - namely, materials, manufacturing processes, performance, and the firm behind it.

As for the window dealers, many have decided to stock quantities of windows because they can buy them at a better price, pass some of the savings along to consumers or trade customers, and maintain more competitive prices. Profits rise this way. But the dealer's main job is to answer the consumer's questions with facts. How well does a particular glazing perform? How much will it save the homeowner if he uses it? What's his original investment? The window dealer has an obligation to be knowledgeable himself and to educate the consumer, so that the consumer can make a good choice.

TOPICS

JOE BUTLER, JR.

crecudve vlce preeldent r the pesticide formulation has any concentration ofthe ingrediens listed below and does not have a statement saying "For Lawn Use Only."

Tttg LAT otfice has received several I calls from dealers who have recently received notices from manufacturers advising that it may become necessary for the dealer to become licensed to sell pesticides and herbicides such as lawn, weed and brush killers. The following is provided as a guide for dealers to determine whether or not they need to become a licensed dealer.

Pesticide: Dealers are required to have an herbicide dealers license to sell pesticides and to report monthly sales to the Texas Department of Agriculture only if:

the pesticide has l0% or more of the ingredients listed belov and is sold in containers greater than 16 oz. (over 2 pounds dry measure):

Sale of the ingredients listed below in containers greater than I quart (2 pounds dry measure) can be made only to licensed applicators:

(l) 2, 4-Dichlorophenoxyacetic Acid (2. 4-D)

(2) 2, 4. 5:Irichlorophenoxyacetic Acid (2.4.5jr)

(3) 2-Methyl4-Chlorophenoxyacetic Acid (MCPA)

(4\ 2-(2,4. 5:Trichlomphenoxy) Propionic Acid (silvex)

(5) Folychlorinated Benzoic Acids: and

(O Derivatives and formulations of $b6ratm listed above in I to 5.

Dealen are not required to have a license to sell pesticides if:

o pesticides do not contain any ofthe above active ingredients;

r pesticide formulations with l0% or less of the abore are sold in liquid containen of I gallon or less (4 pounds or less drY measure). and the label states "For lawn Use Only:"

o pesicirte fcrmului<xrs with morc dun l0% of the abo,t are sold in li<1uid conaircrs 16 oz. or less (2 pourds or less dry measure) and the label sates "For L:rvn Use Only."

Herbicide: Dealers are required to lurrc an herbicide dealen licerse o sell hedic-lles i.e. lawn. wecd. and brush killen, if the producr contains a hormone herbicide.

All licensed dealers must recotd ad rcport sales monthly to the Texas Deparlment of Agriculture. Dealen wisturg additixul infcrmation on record keepirg requirerrrrrs as uell as applications for licenses strould coner dte Texas Department of Agriculture District Office for their area.

ARKANSAS a OKLAHOMA

BOB JOHN aecudtrc vlce presl&nt

OST LUMBER dealers are concerned about physical losses to their property. That's why they purchase insurance. Too often, however, dealers neglect to insure their loss of income due to a physical loss to their property. The loss of income can close a business almost as fast as a fire.

Business intemrption insurance indemnifies the insured for losses arising from the inability to conduct business because ofdamage by fire or other named peril. This coverage, horvever, has a limited period of loss payment which is the amount of time it would generally take the insured to repair or replace damaged property under normal circumstances.

Since part ofthe loss adjustment process for a business interruption loss includes a review ofthe insured's past and present financial condition, it is essential that the insured maintain complete and very accurate records. Otherwise, the final loss adjustment may not be a true reflection of the insured's loss of income.

Business interruption insurance can be provided under many forms ofcoverage and is well suited for the classic manufacturing risk. Hcnvever, it can be a complicated coverage and is often misundentood. More times than not, it can over-complicate and delay the loss adjustment for the typical reail (and wholesale) lumber operation. We suggest dealers should look at "profits insurance" as a preferred way to prevent loss of income.

Profits insurance corrers the agreed profits or commissions of the sound value of merchandise held for sale by the insured. It provides a quick and equitable form of loss of income coverage for the retailen since they can rcco\r'er from a physical loss to their property more rapidly than manufacturers. When profits insurance is purchased the insured agrees to the average percent of profit derived from the saleof insuredstock. If allorpartof thestock is damaged by a named peril, the insured would receive not only payment for the stock but also payment for the lost profits based upon the agreed percent ofprofit. For business interruption, the insured would receive no loss

Future Dates

Check our Calendar on page 18 lrerhformation on upcoming convenlions, meetings and trade shows in your region.

profits payment if a shut down in operations did not occur.

The following loss example best illustrates the advanrages ofprofits coverage over business intemrption:

It is for the above reasons we think profits coverage is better than business interruption for the average retail lumber operation. Why not discuss both of these coverages in more detail when planning your insurance portfolio with your insurance agent.

SOUTHEASTERN SCENE

cou"rinn Alabama, Frorida, Georgia, Kentucky, louisiana, Mississippi, the Carolinas, Tennessee and Virginia.

Tennessee Building Material Association is taking a leading role in organizing a nonprofit association to sponsor legislation to help solve the liability insurance crisis during the 1987 session of the legislature.

Stan Owens, chief executive officer of TBMA, is an organizing director of the group which already has a coalition membership of over 30 Tennessee trade and professional associations. Bylaws for the new grouP provide for association membership, corporate membership and individual membership. The organization hopes to put together a coalition of 200 or more groups and organizations to develop a media and communications campaign as well as a statewide lobbying effon to pass remedial legislation.

The group will be focusing on solutions to (1) limits on joint and several liability; (2) limis on pain and suffering awards; (3) limis on punitive damage awards; (4) limits on contingency fees; (5) limis on collateral source rule, and (O limis on lump sum payments for

future economic damages, according to Owens.

Virginia Building Material Association has completed final plans for its annual summer management conference at the Ramada Oceanside Tower, Virginia Beach. Va., Aug. 14-17.

Those attending the meeting, which includes families. will participate in committee meetings and seminars conducted I Robert Maidment, professor, School of Education. College of William and Mary; Mike Bolen. emplcryee benefits consultant, The RobinsonHumphrey Co., anlJerry Wblker, educational director, National Lumber & Building Material Dealers Association.

David Ball, Middlebuqg Mill*ork. and Tom Carlson, Hunig Sash and Door Co., will co chair a golf tournament at Hell's Foint Golf Course. A tennis tournament is planned for Owl's Creek Tennis Center.

Building Prcducts Dlgest

Florida l,umber and Building Materid Dealers Association, Inc., expecB its 66th annual convention and buying show to anract one ofthe largest audiences in the southeast to Orlando, Sept. 10-12.

More tlun 218 exhibiton from 32 states will be demonstrating their latest products and industry innoations at "The Main Event" at the Marrion Orlando World Center.

Special programs will be kicked off on Thursday. Sept. ll, by Johnny Bench, reportedly the greatest baseball catcher ofall time. Author and compmer Tom Sullir,ran will be the luncheon speaker. An adranrced level seminar on the Florida mechanics' lien law will be presented by attorney Roben Worman, during the afternoon.

Ne*s comrnentamr hul Harvey. "The Biggest Voice In America," will speak at the Friday luncheon meeting. Mark Russell. a political hunrorist, will entertain ar the dinner dance that evening.

In addition ro uorking nreetings. therc will be ser,erat receptiors ud a HeHm frarcrnity initiation.

nuilding Mnerid Mercbans Asbtin of Georgia and Alabsma is among those responsible for passing a bill in the Georgia legislature to increase tlrc perulty br issuirg a bad check.

Under the provisions of the new bill, the penalty for a bad check can nov be incrcased from $12 o the greater of $15 or 5% ddE bce ra.lue of the check.

MANI'FACTUREFS OF CUSTOM MILLWORK & ARCHITECTURAT. DOOPS

CUSTOM STILE & RAIL DOORS

DETAIL MILLING

CUSTOM & STOCK MOULDINGS

ROUND TOP WOOD WINDOWS

LEAD LINED FLUSH DOORS

CUSTOM KNIVES GROUND TO PATTERN

FIXED GLASS FRAMES

CUSTOM STAIRS

OAK S4S & MOULDING

HARDWOOD SOLID PANELLING

T&G HARDWOOD FLOORING

SOUTH PACI FIC HARDWOODS

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

VERY once in a while, routinely available statistics couple with an obscure news story to create a synergistic opportunity worth sharing. But first, a little background.

Anyone in this business charged with bottom line responsibility during the last l0 years has been faced with the enigma of "cost of goods gone." In our trade, it's shrink, theft, error, damage, etc. The lion's share of the problem has long been identified with employee theft, both blue and white collar.

All of us at various conventions and seminars have been exposed to a parade ofconvicted felons telling us how to cope with the problem. As more stringent preventive steps. the polygraph and/or the sophisticated detective agencies were employed. Some firms began honesty testing for new employees.

ln the process lots oflitigation and lots of dollars generated the outlawing ofthe lie detector test in some 20 states and the realization that no "system" could for long foil the determined and/or clever thief. The "cost ofgoods gone" was perhaps bent but not broken.

The obscure appeared as a news item about a year ago in the Vr'ail Street Journal , in the last paragraph ofan article, bylined Thomas F. O'Boyle, on using honesty tests to gauge workers' morale. In his research the author had uncovered a company so frustrated by ' 'cost of goods gone' ' that it used a technique not envisioned by the creators ofthe honesty test with enormously grati$,ing results.

They gave the test to all employees. Then they explainedhc^v the results could be graded so that each ofthe participants could evaluate his own score. This exposure and the process

Home CenterShow ls Largest

"Focusing on Tirday's Customers" will be the theme of the l2th National Home Center Show, March 8-ll. 1987. at McCormick Place, Chicago, Il.

The annual show is the world's larsest exhibition of products, services and id'eas for the $60 billion home center, do-ityourself industry. More than 1,400 manufacturers are expect€d to participate, exhibiting thousands ofnew and innovative home improvement products during the four-dav event.

of self correction, according to the article, generated an immediate two-thirds reduction in inventory theft.

Researching the "test" took a while, but I discovered that the salient features are it is inexpensive, costing fi to $20 per employee, rates 92% accurate, is absolutely nondiscriminatory, meets EEO and FETC requirements, takes an hour to complete and five minutes to score.

Coupled with the facts, the obscure news story gave a clear message. Here was a way to meet legally, head on and inexpensively inhouse a universal problem.

The routinely available figures on sales and theft are enorrnousin the trillions for retail and in the billions for theft. This old head isn't able to express them numerically, much less comprehend their meaning, but a friendly math professor at a local college provided the interpretation that was needed when he identified theft from retailers on average at3.8% of sales. The National Retail Merchant's Association (NRMA) sub-divides the problem further. They state that their reports indicate the "cost of goods gone" consists of 45% employee theft, 35% customer theftand,20% generated by bookkeeping fraud and error. For most merchants these costs exceed pre-tax profits.

A good way to gauge the cost effectiveness of company wide testing is to compare last year's pre-tax profits with the product of $20 times the number of employees. For most companies the relationship exceeds $1000 to $1.

There are precious few things that any of us can do fbr so little investment of time and dollars that appear to pay such large dividends. If you would like more information write for HonesN Testing Pamphlet, P-10.

for fheee E*;cittng Iscuec in Coming Ililonths

teptenber: Hardware/House' wareg $pccial

October: Hardwood Special 'Ic8ue i

Ilorember: Western Woods Special lssue

December: Business Forecast Speciat Issue

A series of business management seminars designed to provide industry retailers with practical information to improve their management skills will be part of the show. Other highlights will include: the 6th annual Innovator Awards competition in new products and presentations; the 13th annual Home Center of the Year Awards; the 4th annual induction ceremonies for the Home Center Hall of Fame, which honors men and women who have made significant contributions to the home center industry.

Viny! window market -iswide open

By Juliette t ang Cahn Executive Director Vinyl Window and Door Institute The Society ofthe Plastics Industry

OW IS the time for southern and western dealers to get a headstart in the vinyl window business.

Nationally, vinyl windows account for a full 16% of the residential replacement market, with double that figure predicted by 1990. Dealers, remodeling contractors and builders in the regions mentioned are conspicuously absent from the wave of new vinyl window business volume and profit sweeping most of the rest of the country.

European builders and remodelers pioneered the use of vinyl windows dur-

ing the 1950s, because ofserious shortages of wood after World War II. Much of the technology for fabricating vinyl windows was developed in West Germany. Today, vinyl windows are used in about 65% of all replacement installations in Germany. For the total replacement and new construction market, the estimates are 42% vinyl in Germany and Austria and25% for Europe as a whole.

In the U.S., vinyl's high resistance to heat gain and loss helped bring about its fint big sales gains in the l9ils when the oil embargoes and the quadrupling of fuel

costs made energy-efficiency a musl.

The appeal of vinyl windows is based on a number of major considerations:

. never corroding, peeling, rusting, shrinking

. never needing painting

o cleanable with a damp cloth

. insulating value

r resistance to extremes of heat and cold. fresh and salt water and sea spray

o self-lubricating properties which help prevent the vinyl sash from sticking when opening or closing

o high insulating values resist the damaging effecs of condensation

o available in any size and shape; hbricated to order at no increase in price

o price competitive with quality uood windorvs

The recent creation of a Vinyl Window Certification Program by the Vinyl Window and Door Institute. a part of the Society ofthe Plastics Industry' Inc. ' is significant in that it assures the ultimate consumer will get a quality product. Twice a year, the testing lab makes an unannounced call on each manufacnrrer enrolled in the program. lf deficiencies are found. the licensed manufacnrrer has

Story at a Glance

Certain geographic areas offer dealers a rarc chance to be first in offeringa new product...

certification labels ensure windows meet high industry standards...windows have impressive features and benefits for buyers.

30 days to correct them or the products will be decertified.

Vinyl window manufacturers using the black and silver certification label are stating, in effect, that their windows conform to *re nationally recognized consensus standard ASTM D4099. This standard, developed and promulgated by the American Society of Testing and Materials, has been accepted by the U.S. Army Corps of Engineers, HUD, DOE, Building and Code Administrators (BOCA), Southern Building Code Congress (SBCCV), Council of American Building Offrcials (CABO), and the Con-

VINYL W|NO0WS are available in many styles including this authentic American bow winrjow

struction Specifiers Institutions.

From a marketing standpoint, the certification program is a powerful tool in persuading the consumer, builder, contractor, architect or other construction specifier that vinyl windows bearing the certification label are not only a first-rate

choice but ofthe highest reliability and assured quality.

So, if vinyl windows are new to you, they are new to your competition, which translates into a rare, golden opportunity for you to be among the first in a whole new profitable line ofbusiness.

We back our products with factory-trained 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.

We work hard to protect our product's reputation so you 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 Information contact:

Fast growing market offers opportunity to dealers.

Manufacturers Of FINGERJOINTED CASINGS, BOARDS & SIDING USING KD

white pine lumber also:

Select Tight Knot

o Bevel Sldtng

o Channel Rustlc

o SIS2E boards & pattern stock (wP-4, WP-11)

PERS NALS

Randolph Pickett has joined Rutland Lumber Co. Inc. , Collins, Ms., as handwood sales mgr.

David K. Moody no\! r€presents the middle Ms. region for the Southern Pine Inspection Bureau, Pensacola, Fl., succeeding Tom Booker, who has been transferred. Alan E. Roberts has been assigned the central NC. region, Murray E. I(damo has been pr-omoted to director of code administrative services. and John W. Smithey, field staffdirector, has retired. Dan Strittmater has been appointed v.p. of manufacturing for Dexter Lock, Auburn. Al.

larry Chapnran is back in sales at Steel City Lumber Co., Birmingham, Al.

Albert Dunlap, pres. and c.e.o., GOSL Acquisition Corp., Hilton Head Island. SC.. is now responsible for Cavenham Forest lndustries, Diamond Grurp lrc., Diamond International Corp.. Diamond Lands Corp. and Diamond Occidental Forest Inc.

IGnneth Linn, v.p. and gen. mgr.. Mry*ood Industries, Klamath Falls, Or., has been named v.p. of production for Mayunod. Inc.. Amarillo, Tx. Lindley W. Surcat is now gen. sales mgr. and Brad J. Rocs' field sales mgr.

Gene A. Whiddon, pres., Causeway l,umber Co. Inc., Fort l:uderdale, Fl., has been elected to the board of Citizens and Southern Florida Corp., Fon l-auderdale.

Verlin Lynch, sales mgr., Coldiron Lumber' Oklahonn City, Ok., was a jdge in Orc rccent Vocational Industrial Clubs of Anrerica Sate Skill Olympics in Oklahonn Ciry' Carrol Crow. Glen Milton and G.A. "Tony" Ticmer are new Ms. salesmen for Sentry Hardware General Co. Other former Stratton-Baldwin Co., Inc. , salesmen now with Sentry in La. are ClaY Chetta. Stcve Coludrovich, R. "Dhk" Davidson, Ray Duplechain, Herman Hair, E.P. "Skeets" Maddie, Salvadore Maiorana, Ronald Marretta, RoY McDonald. E.L. Meek, CharlesMontgomery Fhank Nevner, Jim Ot:tego' \'brnon Ortego, CR. "Scoth/" Silbemagel' Nolan Stout. I-ouis Williams and W. "Tony" Wool.

Mike O'Hallor:an' mgr. of R&D, American Plywood Association, Thcoma, Wa., has been elected pres. ofthe Forcst Products Research Society for the 19871988 year. Gilbert Comstock, Weyerhaeuser Co., Thcoma, has been named 1986-1987 pres. and Ken Peterson, director,GeorgiaPacific Corp., Atlanta, Ga., v.P.

G€orge E. llaw III, pres.. Ruffrn and Payne. Inc.. Richmord. \4.. ard his wife, Lynn' are the proud parens ofGeorge llbrfield Han;bornJune& 1986.

Bill Bailey has joined J. Whlter Wright Lumber Co. Brisol. Tn. as v.p. ard c.e.o. His son Marc is new to sales and son Milce is now in production.

Robert R Hope' pres. ard gen. mgr.. Brinain Lumber Co.. [:ke \l/onh. Fl.' has been appointed to the management board of First American Bank's local officc.

Teddy Buckles is the new foreman of the Nashville. Tn.. operations of Thornas ad Proetz Lumber Co.. succeeding Alex Klimaszerrski, who has retired.

Sondm Mccredcn has joined dE saks t€am at New South lnc., ConwaY, S.C. Gsil Durant has been transferred to treated lumber sales.

Eddie Mcllfilhn is nor gernnl sales ngr. br Willanrene lrdusrries' SurePfur ad MDF divisions in La. ard Ar.

Gary llaupbin tus been appoirued Mississip pi Gulf Coast area sales rcp based in Nor Orleans. [:.. for Amarlite architectural products. Stan Guess' Dallas, Tx.' is nov No. Tx. sales rcp.

Don llele tusFind Bi\lbod FlorLB, Memphis, Tn., as v.p. offlooring sales.

William R. Sparls has been named sales mgr. of commercial Products at Commard-Airc Corp., \lhco, Tx. Rry Coory, vice chairman, Scotty's' Winter Haven, Fl., has rdircd after 18 years with the co. He remaim on the board.

Witliam A. Andrts, brnrer chairman of the board, Dryton Hrdson CorP.' and Jolm M. B€lk, chairman of the board' Belk Stores Services Inc., harc been elected to the b@td of dit€cbrs of Lone's Cos. lnc.. NorthWilkesboro, N.C.

Mark Young is the new moulding sales specialist, distribution div., at GeorgiaFacific Corp., Atlanta, Ga.

Lre Garver has been promoted to director' builder's hardware dept., at Causeway LumberCo., Fort huderdale' FlFrank karson is new to wholesale lumber sales and timber procurement at Claude Howard Lumber Co., Statesboro. Ga.' according to C Arthur Honerd' pres.

Al Cron. Faulsel L,umber Co.' Fort \lbrth' Tx.. will be chairman for the Dallas regional meeting of the North American Wholesale Lumber Association, Nov. 12.

A.A. Bondoc has been aPPogted mgr..prepared roofing. R&D, building materials div., of GAF Corp.

EM. "Ric" I)urand, gen. sales mgr., asphalt roof operations, gypsum div., GeorgiaPacific Corp., Atlanta, Ga., has been named chairman of the residential roofins committee of the Asphalt Roofrng Manul facturers Association. Other new committee chairmen are Ted W. Michelsen, Manville Corp., built-up roofing committee; IGnneth Grzybficki, Celotex Corp., research committee; Brian M. Hayden, Georgia-Pacific Corp., manufacturing committee, and Gerald A. Schubert, Nord Br lmi U.S.. Inc., modified bitumen corffnittee.

Arnold B. McKinnon has been elected vice chairman and to the board of Norfolk Souttrern Corp., with D Henry l4htb succeeding him as exec. v.p. ofmarketing. Robert B. Claltor, chairman and c.e.o., retires Dec. 31 and will be succeeded by McKinnon.

Bob Delay is the new Orlando, Fl., sales rep for The Swan Corp., according to Randall L. Daumon, national sales mgr. Other new Fl. sales reps are Frank Eaton, Coral Springs; John Faber, No. Fort Lauderdale; Tony Kolch, Tampa, and Gary Larcon, Fonte Vedra.

Clifton Simmons is the new sales mgr. at Snider Industries, Marshall, Tx., succeeding Don Knutson, who has resigned.

Edmund J. krret has been named asst. exec. v.p. of the National Wooden Fallet & Container Association, Washington, D.C.

WiIV. "Bill" James is the new asst. gen. mgr. of Foxworth-Galbraith Building Center, Baton Rouge, La.

Charles J. Van Wassenhove has been appointed district sales rep for No. Ky. at Azrock Floor ProducB, San Antonio. Tx.. succeeding Harvey Quast, who has retired.

r/ance hsey is nov public relations director at McCoy Corp., San Marcos, Tx.

Thomas Faolini, Wickes Lumber, Greensboro, NC., married Iaurie Lynn Tbdd on June20.1986.

Steve Miller has been promoted to asst. mgr. of Scotty's, Lake City, Fl. John Chamberlain is now mgr. of the Orange Park, Fl., store.

Faula Merenda Campbell, Hechinger Co., Greensboro, NC., married Anthony Hale onJune28,1986.

Fred Swayze is now So. Fl. sales rep for Maxey-Bosshardt Lumber Co./Triangle Trading Inc.. Thmpa, Fl.

George Vlhrmath has been named sales coordinator at BiWood Flooring, Memphis, Th.

Tom McCarthy has been promoted to sales mgr., specialty pncducts, at Ralph Wilson Plastics Co., Temple, Tx., according to I-ou Maspero, v.p., sales.

Bernie Marcus, chairman and c.e.o., Home Depot, Atlanta, Ga., will be honored at the fifth annual National City of Hope, Hardware/Home Improvement Industry testimonial dinner Aug. 12 in Chicago, Il.

Sue Zookey has joined the transporation dep. at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy F\ngus.

DoWuWqW for rFREE cory of hfildingMDige^rt?

Retailerc, wholesalerc and distributota physically Iocated in the 73Southem states quollify to receiue Building Prcdluc{sDigest fue euery month. haently, almost 13,000 qre neceiu@ it.

Those quai'{firing ate home cerrtets, home imprcuemmt centets, mass merdtandisets, ttuditional lumber qndbuilding supply dealets, plus wholaalerc cmd distributors in T&s, Oklahoma, Arlcansos, Louisiana, Mississipp i, Alabama, Florido, G eorgia, Soufh Carclina, North Cqrclina, Vrgrnia, Kentudcy and Tennqsee.

If you do qualifu, ond are not prnently rcceiuing Building Ptoducts Digesg please la us lcrrow so you csn neceiue your tnee cow eadt month.

If you do not quafu, and unuld lilce to necefue the magazine, we cordially inuite you to use the couponbelow to receiue Building hoduc-ts Digesl the Southb highly qcclsimed industry information ond news msgazine.

n Yes, I qualifu for a free subscription.

n No, I don't quahfu, but I need to keep up with the exciting Southem market. My payment's enclosed. Payment Enclosed n

Just Around The Corner

Pre-cut, pre-joined and pre-fi nished moulding sections that fit automatically into any inside or outside corner are new from DG Mouldings.

NEW PR DUCTS and

selected soles oids

Oak On Mirror Doorc

Solid oak framed mirror doors with beveled edges are new from Monarch Mirror Door Co., Inc.

The new series features a 2 " wide deep-oiled contemporary oak frame finished with mitered corners.

The doors are bottom-rolled on heavyduty nylon wheels with no weight on the hea-dei so they may be easily and quietly opened or closed with one finger. The track and channel are in a dark. bronzebaked finish.

A 40O lb. safety backing assures the mirror will stay in one place without leaving exposed edges ofjagged glass in case ofan accident.

Vinyl Replacement Windows

A new custom-made vinyl replacement window reinforced with aluminum has been introduced by Season-all Industries.

The window is constructed with heavy gauge, multi-cha4bered extrusions for Iuperior strength, 'h-in. double or triple iniulating glass and T:slot weatherseal.

Also fbatured are a steP jamb for a secure fit in window installation, double vent latches for security, tilting sashes for eaw cleaning, and an outside screen track which willlccommodate half or full screens.

rView From The Side

IStamped steel sidelights from Benchmark Doors unite ttre str,ength of steel, tlrc deeply-sculptured look of traditional u,ood, and the thermal protection of foam core and insulated, double-glazed safety slass lishs.

- Eacli-side of the sidelight is stamped from 24-gauge steel in one piece. Installed with ten heavy duty steel screws, the sidelights are said to strengthen an entryway and control door sag. Sidelights come in 12- and l4-in. widths, six classic styles, and clear or leaded glass in half- or full-length lights.

Avoidins mitering. Ferfect Corner fits easilv into-the corndr and connects flush to straieht Dieces.

Ttre Eoniers are arailable in a rariety of profiles and finishes.

No Finish In Sight

FinishOff, a treany-bodied remorer for removing paint. varnish. lrcquer. shellac and air--diied enamels from masonry. slass. wood and metal (except alumiium). is new from Savogran Co. Because it ofErs superior clinging and penetrating action on multiple-lry.er.finishes. the semi-paste rerno\€r ls ldeal lor use on roundedand upright surfaces on fu rniture and u,ooduork.

FREE READER SERVICE

For more information on New Products write Euilding Producs Digest, 4500 Campus Dr.. Suite 480. Newport Beach. Ca. 92(t6O

Please mention issue date and Page number so we can process Your request faster! Many thanksl

Butt ln

A door hinge butt marker for use in mortising doors or jambs for hinge installation is new from Swanson Tool Co.

The liner helps stabilize patio blocks, asphalt, concrete and wooden decks to feep them from sagging and shifting after installation.

Pressure exerted on the underliner by concrete or other building materials makes it taut, stretching it s-o that if one area ofthe patio becomes weak and sags, the underliner will hold it level with ihe rest of the structure.

Elvis To The Wall

The marker attaches to the door edee with a screw and provides an accura'ie depth and size guide for chiseling the hinge cut-out. A I " wide lip holds the chisel level while controlling the depth of cut, assuring accurate seating ofthe mounted hinge.

Constructed of cast aluminum, markers are available for 3Vz " inside door hinges and 4 " outside door hinges.

Aluminum Louvers

Architectural decorative extruded aluminum louvers and fire rated door louvers are new designs in the LeslieLocke line.

The aluminum louver is anodized extruded aluminum of the inverted "V" type containing a security lock frame. The nominal louver size is determined by the rough cut-out and its frame is adjustable from l" to27+ " clamping thicknesses.

Woodtone wall panels decorated with scenes of Elvis Presley's life are new from Welsh Forest Products, Inc. Available in two designs, the hardwood plywood panels come in 4' x 8' lengths or 16" x24 " panels packaged in a display box containing 24 pieces.

Double Door Duo

Insulated steel, double door Ever-Strait patio door systems from Pease Industries, Inc., are now available in center-hinsed American and side-hinged French styies. New glass designs and locksets have also been added to the line.

Inverted Roof Window

A roof windorv in which the sash pivots in the top one-third of the frame so it can be turned to the inside and secured for washing is new from Andersen Corp.

The fire rated door louvers feature blades, a channel frame and a flanse frame made from 16 gauge cold rollSd steel. Frames are 20 gauge commercial quality cold rolled steel with mitered and flush welded corners.

Patio Underliner

The Duon Patio Liner, a versatile nonwoven polypropylene fabric used to keep above-ground structures level after construction, is now available from Phillips Fibers Corp.

French patio doors feature a removable astragal, allcnving both doon to be opened separately or at the same time. Although the astragal can be removed for use of the entire opening, it is said to provide exceptional strength to hold the doors securely closed and locked with deadbolt securiry

All doors offer an adjustable tame, iajustable sill with oaklook nosing and adjustable srip, magnaic urcathennipping at the head and lock side. compression weatherstripping on the hinge side, and polished and antique brass finish lockset.

The new glass designs are a lS-light beveled glass and a crystal etched glass selection. Energy saring "Lorv-E" glass is an option for plain glass designs which ftature a choice of l0- or l5-lieht removable srilles.

. The unique design allows five operating positions: closed and locked *ith a l<ey. two locked venting positions. a top hinge (awning) venting position. and a pivoting position for cleaning.

The window is glazed with a high performance insulating glass, with a r/zt'air space. It features a Iow maintenance, baked acrylic finish in Terratone color on a metal-clad wood sash and frame.

Energy Efficient Entry

Four new energy saving, steel clad, insulated storm door models have been introduced by The Combination Door Co. Acting as an effective heat loss barrier at entryways, the Homeguardian line features an injection molded core of polyurethane which is permanently bonded to the natural wood frame and24-gauge steel exterior wrap.

All models come in either autumn brown or winter white and provide both glass and screen inserts. All doors come pre-hung in aZ-bar frame for easy installation.

Unbreakable Hammer Handle

A new safety handle for most ryPes of hammers. axes and other tools has been introduced by Anco Service & Supply. Inc. The handle is guaranteed unbreakable for the life of the tool head. preventing heads from flying off the handle. It will absorb virtually all of the shock and vibration normally transmitted to the worker and will not chip or splinter.

Constructed of parallel steel torsion

Firmly Riveted

Rivet tools for d-i-yers who want to blind rivet or rivet 90o or l80o angles have been introduced bY Black & Decker.

Ideal for repairing metal screen and storm doors. for installation and renovation of rain gutters and for applications

Waterproof Sidewalks

A clear silicone sealer to stop water penetration into concrete walks, thus preventing the freezing and expansion which can result in cracked and deteriorated concrete, is new from Randustrial Corp.

Straight Shooter

A level and angle indicator which determines and duplicates horizontals, verticals and any angle in between with a precision of 0.2 " is new from Sylvax Corp.

The tool can be used for lining uP wall panels, roof work, vertical in-

bars encased in molded rubber. the handle gives a positire grip in all weather. When run over b1 a rehicle. the tool flexes and returns to shaPe without breaking.

Tools and handles are available in two versions: 16" long. two rod handles for 4-lb. heads and smaller. and 35" long. six rod handles for 6-lb. and larger heads. Handles can be cut by the manufacturer to any specified length.

where hard-to-reach metals must be joined. the tools can join two pieces of metal even when only one is accessible.

The devices handle 'z!-in..7::-in. and '%o-in. rivets in steel or aluminum. A wrench comes with the kit to allow easy changing of nosepieces to accommodate the three different sizes.

Six Screwdrivers In One

The New Dial-A-Tool screwdriver set from'lbkna Tool Inc. eliminates losing bits or grabbing the wrong screwdriver.

The product is said to make winter snow removal easier and protects sidewalks from damaging de-icing chemicals.

It can be used directly from the drum without mixing. Dryrng time is four hours.

stallation of studs, easy horizontal leveling of foundations and sheathing, fast installationof shelves, doors and bookcases and concreting.

The indicator makes use of changing visual patterns when light passes through two superimposed optical gratings.

National Woodworks Inc.

"The Window Unit Center ot the Southoast" & ALUMINUM CLAN CASEMENT, AWNING & D.H. WINDOWS

A selection chamber hdds six bis. ready to be inserted in secords into the top of the screwdriver at tlre push of a button. The unneeded bit is drawn brck into the chamber.

Reportedly, almost 90% of screwdrivei sizes fourd in homes are covered bv the six interchangeable bits (a 7r" sioned head. %c" sloied head. '/s" slotted head. #l Phillips. #2 Phillips and screw point starter).

FREE READER SERVTCE

For more information on New Products write Building Pr,oducts Dgest, 4500 CamPus Dr., Suile 1180, Newport Beach, C-a. 92ffiPlease mention issue date and Page number so we can Process Your requesl faster! ManY thanks!

Flooring Frcm Finland

An acrylic no-wa( surface Eeatrnenl. reportedly three times more resistant than a polyurethane ueatrnent. ls now availabli on Saima's ready-to-lay birch and pine parquet flooring.

With three-ply tongue and groove cgnstruction. the flooring is said to offer easv installation and maintenance with uniirue lieht reflecdon.

tmpon-eO from Finland bY the Nonh American Plywood Corp.. tlre parquet comes in four different sizes. making possible an unlimited number of patiems. Matching moulding is also available.

TV Censor

A foolproof mechanism which can be installed on any television set, video recorder or satellite rotator to control its use is new from Positive Impact Marketing.

double studding and nailing plates, the sleeves can be slipped over the pipe at any point during construction, remodeling or repalr.

twist or check like solid oak and does not have to be predrilled for nails or screws.

Profiles of crown moulding, chair rail, cove, boards, split jambs, flat jambs and others are included in the line. Mouldings come in 14' lengths or cut to sets for door openrngs.

The wood is pre-sanded and ready to finish or prefinished with a penetrating stain, two coats ofsanding sealer and a tough polyurethane top coat.

The Swirch captures the plug end of the powercord from an appliance in its case and lock it up. When the switch's powercord is plugged into the wall outlet, power to the appliance is provided or prohibited with a turn of a special key mechanism. The device is made of high impact ABS plastic in a light oak color with woodgrain accents.

Chisel By Air

A compact air-powered chipper that can be used on metal, stone, brick and concrete is new from Nitto Kohki.

The air chipper's high-strength piston lets it deliver 4,000 blows per minute for such applications as cleaning metal rust and scale, de-slagging and de-sputtering welds. paint stripping, stone carving. concrete chipping, core removal and cleaning castings, stonework and brick. Air is exhausted along the chisel to clear away chips during operation. A curved chisel with a l-in. wide cutting edge is standard; flat chisels with 1- or 7z-in. wide cutting edges are also available.

The 3Vz lb. ,7 t/+-in. chipper allows quick chisel change with a single turn of its ball lock system.

Soundproof The Pipes

New nylon T-sleeves from Thomas Corp. isolate hot water piping from direct contact with framing, floors and walls to eliminate bothersome expansion noises.

Wirha3v2" long split-sleeve design to accommodate typical wood and metal framing such as sister joists, headers,

The T:sleeves are said to be so resistant to deterioration and low in friction that they will last at least as long as the pipe will.

Ideal for use on either heating or domestic hot water piping, they are available for five copper tubing sizes ftom Vz" to lvz". An integral nailing flange allows the sleeve to be used as a pipe hanger and assures that it will remain in proper position in passage holes even on vertical pipe runs.

OakOn The Outside

A new oak veneered moulding and millwork products line has been introduced by Contact Lumber Co.

WallRepair

A parch kit for repairing cracks, holes and gouges in gypsum wallboard and plaster walls or ceiling is new from Gold Bond Building Products.

The Oak-Over line features clear oak veneer laminated over a soft textured wood substrate which makes the product dimensionally sable, lighter and easier to work with than solid oak. It doesn't split,

Packed in a reusable plastic pail, the Fix'N Finish Wallboard Fatch Kit contains 8 lbs. of ready-mixed joint compound, a 30-ft. roll of 2-in. self-adhesive iarch ape, a plastic finishing knife and an illustrated step-by-step d-i-y booklet.

The kit requires no measuring or mixing and any unused compound can be resealed for later use. A kit with smaller quantities of the materials is also available.

Quick Estimating Calculations

A whole-house estimating program for lumberyard, homecenter and construction company estimators which can reduce by hours, even days, the time it takes to prepare a take-off on an entire constructionjob is new from ProfitMaster Computer Systems, Inc.

ture, walls, fixtures. sidins or floors without getting hard or tearing. It stays soft after drying, reportedly resistant to chemicals and lasting for up to three yean.

When dirty. it can be cleaned in the washer or by hand. It will absorb liquid from any surface.

A large 2O" x28" size is available for kingsizejobs.

Handyman Too! Fouches

Tool pouches made of 1000-denier luggage-type nylon which is said to be more comfortable, weigh less and last longer than leather are nerv from Koszegi Products. Inc.

Reportedly nearly impossible to puncture, scratch or scuff, waterproofJac pouches resist dirt, mildew and rot; have no odor; non't stiffen, stain or fade, and are cool to u'ear in hot naather. versatile. form-fi tting and fl exible.

FREE READER SERVICE

Available as a stand alone system that can be insalled on IBM PC, PC compatible computers and many other micros, Practicalc will produce an accurate and complete materials list, including labor costs, where they apply, once the estimator has entered the job-specific information.

Besides whole-house estimates, the program can also pnrduce ake-ofh for individual parts of a job, such as framing, foundation, deck, room additions, electrical or plumbing.

Double Duty Chamois

A man-made chamois which does everything a natural chamois does at a lower price is new from West Coast Distributor.

The super absorbent chamois is said to dry and clean a car, boat, RY van, furni-

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

Car Part Cleaners

Automotive products to clean car brakes, engines and carburetors are new from Klean-Strip.

Brake Clean comes in a2O oz. aerosol can and cleans and degreases disc or drum brakes, clutches and other mechanical parts.

Engine Clean, ariiailable in a 16 o*;1. aerosol can, dissolves grease, oil and dirt on all types of motors.

Fackaged in a 13 oz. aerosol can. Carb Clean cleans and frees choke and carburetor linkages and FCV ralves for all types ofengines.

FOR INFORTAAITON CONIACIs

George Kovooros, pres.

Rick Kovooros, v.p.

lee Rowlln, soles

Jerry Vilcox, soles

Jock leclercq, rcles

Unlike leather, if they are cut or torn, they can be repaired, and if ttrey become dirty, they can be washed ard dried. The navy blue tool porrch measures 9" x9tA", has across is entire width a 6" x 2" compartment containing six loops of various sizes, three belt loops on the back, and on the front three tml holden plus a pocket with a closed bottom, flap and Velcro closure.

Citrus Hand Wash

An all-prpose, non-toxic hard clearcr based on a citrus oil formulation is new from Bostik Construction Products. Because Chem-Clean Hand Cleaner contains no petroleum products, it does not irritate the skin, remove the skin's natural moisture, or leave a sticky film. Instead, its natural emollients actuallv reinforce the skin's natural oils ani moisture and help prwent dry skin.

One of thc

lorgcrt wholesolcrs of quollty pim 6 ftr mouldings, fromcs, Jombs ond trlmrclld & fingerrolnt Dornestlc & lmportcdIncludlng thlrty truckbodc of controllcd productlon pcr mooth.

(916'.t965-1112

(0OO) 824.5878 Toll Free

It is said to be safe and effective for cleaning off dirt, grease, adhesives, pains, resins, tar, graphites and many other subsances with or without nater. It is also harmless to the environrnent, being biodegradable, non-polluting, nonflammable, and containins no solvents or phosphates.

P.O. Dox 2C00 Folr Ooks, Colliornlo 95626

notlon't

Swing SetUp

Two new d-i-y swing sets made from sturdy pressure treated wood have been introduced by Handy Home Products.

Swing-N-t adders features swing, monkey bar and rings, seesarv, ladden and cross-over ladder. The larger Swings-N-Fott offers those features, plus an elevated fort with floor and a sandbox.

Assembly requires only a Phill ips head screwdriver,adj ustable wrench and a hammer. All parts are pre{ut, and all bolt holes are predrilled. ladders are pre-assembled.

A[ bolts, screws and hardware are irrcluded. The wingng components feature strong, adjustable height ropes.

WesternRed Cedar ls a natufal.

Nattualy durable. Naturaly beastlfsl. Naturafy populac

And, profitable,natutafiyl

ffi----l

I Le1_us n1t You in touch with the a millswhichcanbuildand a maintain inventories, sales a

Now You Can FlipYourLid

Tightly sealed lids on plastic buckets can be safely and quickly removed with a new bucket opener from Rose/DeFede Inc.

The tool is designed for maximum opening leverage with no force and very little strength. It can also be used to quickly and effectively reseal lids, preventing content loss or spoilage. The machined aluminum opener features a special handle slot for hanging.

Two models are available: aLl" toolfor 4-7 gallon buckets and a 14" tool for l-3 eallon buckets.

EMPLOYEES

From America's Renewable Resource, our employees take pride in manufacturing quality wood products for Americans' use in particleboard, paper products, decorative bark, f irewood, crates, pallets, doors, windows, mouldings and home construction

They don't waste

AME RICA'S RENEWABLE RESOURCE!

Irll te Uertrn lcd Crdr kabcr frrodrrtoa, !

Step Softly

Reliant, a sheet vinyl floor covering from Tarkett featuring a new scuff and stain-resistant wearlayer, is available in three new patterns.

Square Tech, a graph-like block design, is available in four colors. Crane Manor recreates the look of decorated ceramic tiles bordered bv a scroll

Gement Patch

A quick-setting patching compound that stops active water leaks in any masonry surface is new from W.R. Bonsal Co.

In three to six minutes, Sure-Fix Plug A Leak Cement will set, even under water or against high-pressure leaks. It also will not shrink, oxidize or deteriorate with age.

Packaged as a dry powder and requiring only clean water for mixing, it is available ur2-l/2 and l0lb. resealable plastic pails. Basic application tools are a chisel, hammer, putty knife or trowel and a mixing pail.

Accessories For The Swinger

A new polished brass lock set with integral dead bolt and heary-duty aluminum screen svstem for the Panorama swinging paiio door line have been introduced by Perma-Door.

The I in. throw dead bolt locking system is said to provide grcater security than a sliding patio door, with a decorative handle designed for greater leverage and smooth operation.

The screen and track were desisned for stability, maximum ease of operition and flexibility of installation by allowing the use of extension jambs to accommodate different wall thicknesses.

motif in five colors. Pocono Place features an octagonal tile design within a miniature brick border in five neutral colorings.

The wearlayer prwides top performance and require little maintenance. Cushioned for quiet and comfort underfoot, the product is available in l2-ft. widths for seamless installations without the use of adhesives.

Disc-Driven Drawers

Unique low friction drawer rollers from Delta Industries reportedly eliminate comrnon failures such as sags, squeaks and rail split out.

The disc roller qrrtem features lop friction, long urcaring roller housings positioned directly over the rail for a fast, neat, no str€ss staple fumllation. There is no need for cut outs.

FREE READER SERVICE

For more information on New Producb wite Building Prroduct Dgest, 4500 Campus Dr., Suite 2180. Newport Beach, C-a.92ffi. Please mention issue date and page number so we can process your requesl faster! Many thank!

Animal, Bng & Blrd Repellent

A new long-lasting repellent for animals, rodents and birds that is also ecologically safe and non-hazardois is new from Burlington Bio-Medical & Scientific Corp.

4 Million Vinyl Window Sales

Continued consumer emphasis on home energy conservation and comfort, and a bullish economy are expected to push solid vinyl window sales in the replacement window market to approximately four million units this year.

Vinyl windorvs, which represented 6% of the replacement window market in 199, accounted for approximately 2O% of replacement window sales last year.

"The growth of the vinyl segment of the window market has been nothing short of phenomenal," says Jack McDermott, vice president of marketing for solid vinyl windows at CertairiTeed. 'As consumers become more familiar with the thermally efficient and maintenance saving features ofthese units, they're abandoning traditional materials such as wood and aluminum. Also contributing to this trend is the addition of new vinyl window styles that can accom-

Decorative Moulding

(Continued from page 9)

has a negative connotation. It means plastic. But in actuality, these mouldings eliminate many of the problems you have with wood mouldings, like warping and splitting. And using the professionally finished mouldings, a do-it-yourselfer or professional saves a lot of time because he doesn't have to bother with sanding and staining the moulding."

Retailers have to be knowledgeable

modate virtually any opening and architectural design."

McDermott said most homeowners will continue to look at the contractor as the exclusive supplier and installer of windows, especially where custom fabricating is essential to ensure a precise fit. Homeorvners, he says, also have been attracted to many of the new convenience and maintenance features such as the nightJok for added security, tilt-in sashes for easier cleaning, and color that is molded clear through the frame.

More Pine From Chile

Imports of radiata pine from Chile are increasing to Florida and other Atlantic Coast states, rising to 40.9 million board feet in 1985 from 11.2 million feet in 1984 and 2.2 million in 1983.

about these benefits, since many customers often aren't informed about new moulding materials, Ramey said. "The real key to the successful retailing and marketing of mouldings is to merchandise and promote, based on customers needs and wants."

EASY application has become an important merchandising point for moulding. A new generation of products includes a pre-cut, pre-joined and preJinished section for corners as well as presanded moulding, both designed lor d-i-yers.

Photos courtesy of DG Mouldings

Jimmy Dill BillFisher JackJones

Jimmy Kent Bob Lindsey

Van Marcus Van Marcus lll Charles Marlow

Steve Mathey Bob McCary

Doug McCary Jake O'neal BillStewart

HUGE SELEGT

Boards, Paneling, Sidings with selects and commons in stock. Saw-textured face, rough and dressed.

TOPOUALITY

All lumber is properly kiln dried, graded, dressed and double end trimmed.

TWO TILLS OFFER YOU PROTPT DELIVERY.

a oRDERPABT|AL, FULL OR TIXED TRUCKLOADS.

a

ALL SHIPNEilTS PAPER WRAPPED._since 1902_

The R.T. Jones Lumber Go., Inc. North Tonawanda, N.Y. '14120 Lake George, N.Y. 12845

Phone TOLL-FR EE 800- 833-1200

In N.Y. State CALL COLLECT 716-694-4200

|||s ilil0 cal|$ uil]| ll|0 il0 PR0r[$!

FAMOWOOD

is thc PR0FtSSl0llA['S ftl PURP0S[ PttSTtC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to corfecting wood delects, fillinS wood cracks, gougcs, covering countersunk nails and screws.

Crn ba uEcd undar Fibcr Ghss! .sdr reaoy Io use 'gnl oul ot lne can, tamowood! applies like putty-sticks like glue; dries quickly; won't shrink; and will not gum up sander. Waterproof and

weatherproof when propcrly applied.

13 n.tchin3 r..d col.rr

nIBAUEUIIG DISPLAY for rool windors and slryligl.rb, trb lbludmetua Inc. shormobile is said to be one of a khd in tte UdEd StaDs TIE Greerl uood, S.C., company brought the <lesign fmm Eumpe to di$ay Foduc8 at malls, consumer and tnde shours and building upply ca[ec

Eva Gabor To Prcmote Remodeling

Actress Eva Gabor has been seleoed as official spokesperson for the Remodelcare Program, a joint effort sponsored by the National Association of the Remodeling Industry and the Council of Better Business Bureaus.

T*o 3Gsecond television public service announcenpnts and several radio public service announcemens will feature the irctrqss. The program is a tool to enhance the orcral Lnage dthe home remodeling industry, according to the National Asstriation of the Remodeling Industry.

CeramicTile Sales To Incrcase

As a result of an increase in nerv-honre consrnrction, sales of American-made ceramic tile used in building are expected to rise this year.

Ceramic tile stripnenr, sa5a the Trle Council of Anrerica, will increase to approximately 378.5 million square feet, up more than tuo percent from 1985.

Aluminum Industrfs CenEnnhl

Building and construction materials arc a major market (2OVc) for tlre aluminum indusry which is celebnating its l00rh annivenary this year.

Aluminum siding, in use since l!X5, was a pionecr aluminum building product. Since that tinre aluminum windows, doors, roofing, gutters, dorvnspous, soffit, fascia and trim have been introduced. Thcrmal windors, insulated siding and sdar hot \ryiater systems are other uscrs for ttr light rrtal.

Hourcwarus Hbtory UpdatG

The National Houscnares Manufacturers Association hes hired author Robert H. Pilpel o writc a bmk qdafury tF his ry of the housewarcs industry since 192. Plamed for rclease lae in 1987, it will be the fint such book since Earl Lifthey's chronicle of the housewares freld, The Housewares Storv 097\.

Don't Bank On Santa Claus

Home centers will be seeing sales growth in excess of l0% this Christmas season, according to James Newton, president of Economic Perspectives, [nc. However, he warns, don't bank on the prevalent view ofwaiting for the second half of the year when real GNP growth will accelerate to within the 4-6% range.

"Retailers doing merchandise ordering for the upcoming Chrisunas season based upon this type of optimistic planning are courting the same profitability disaster experienced during Christmas 1984. To do well this year, retailers must recognize economic realities, which suggest modest consumer growth, rather than pinning their hopes on an economic miracle that is highly unlikely to occur," he cautions.

Lighting Sales Stay Bright

Folloving a period of restrictive grovth in the early 1980s, the lighting fixture industry has bounced back, buoyed by revitalized construction activity.

Manufacturers' sales rose 14.2% in 1984 and gained approximately another lO.2% in 1985, up to $7 billion, according to Business Trend Analysts, Inc.

Residential lighting fixture sales have benefited from the turnaround in construction. Falling interest rates should continue to promote more residential building throughout this year. Tempering this boost to residential lighting sales, however, is a deluge of imported residential lighting products. Imports rose a staggering460% from 1983 to 1984.

Despite import pressure, residential lighting sales are expected to remain strong as U.S. manufacturers introduce more stylish and energy-efficient products. Other sectors of the lighting market are also expected to perform favorably as lighting technology is continually reflected in innovative new lighting products. Overall, sales growth is projected at8.3% annually for the next decade.

WOOD MOULDING SELEGTION GUIDE

Proflle llems tlplcal Appllcatlons fr 0

Base

lnstalled where floor and walls meet. Protects walls from damage caused by kicks, bumps, turniture and cleaning tools

Casing

Chair Rail

Primarily used to trim window and door openings. Also used as a base moulding, ceiling trim or picture framing material. CI

dCorner Guard

Cove

pCrown

Inside Corner

flLattice

Mullion Casing

oOuarter Round

AQScreen Bead

Stop

MOULDING INF0RMATION which dealers can make available to their customers includes guides such as this to make the various profiles

Used to prevent chairs from marring walls. Also used as a decorative element or divider between ditferent wall finishes.

Used to protect corners or conceal the ragged edge where walls of ditferent finishes meel at an outside corner.

A moulding with a concave profile used mostly as a ceiling cornice. Small coves may be used as inside corner guards.

An ornate moulding most often installed where walls and ceiling meet. Used to conceal larger areas than coves.

Conceals uneven joints or ragged seams where walls of different finishes meet at an inside corner.

A rectangular-shaped moulding that is among the mosl versatile of profiles. Uses range from furniture trim to trellises.

A moulding that is installed owr the window jambs in a multiple opening window. Also used as a decorative wall treatment.

Conceals and beautifies plywood's rough sandwich edge. Also used to cap the top of wainscotting.

A versatile moulding used to conceal uneven floor and wall junctions, inside corners or any 90'recessed junctions.

A decorative moulding that covers the seam where screening is fastened to the frame. Also used to tinish shelf edges.

Attached to a door frame to limit door swing. Also used to hold the bottom sash of a double hung window in place.

understandable. Salespeople can refer to the chart in helping shoppers to select the proper materials or it can be used as a handout.

Classified Covers the market. Gets Results.

CO[rPlLEO BY I OOD MOULDING & MILLWORK PEODUCERS ASSOCIATION

ls southern oak as good as northern?

This is the second of a mini-series on oak written by Gage McKinney, a contributing editor who has considerable knowledge of hardwoods-ed.

EOn il,tANY years lumberpeople

I have tended to unjustly classify the southern red oaks as inferior to the northern. Actually some of the southern species cannot be surpassed for workability and beauty, although the precise location where a stand of timber grows plays a crucial role in the quality of the lumber. The true southern red oak (Quercus folcato) growing upon rolling hillsides, yields excellent lumber. Cherrybark red oak (Quercus falcato var. pagododfolra), for another example, yields a bright-pink, eventextured lumber of the best quality when grown upon the uplands of the Deep South.

Problems develop in red oak growing in the low country or swamps of the south. Swamp red oak yields hardtextured, difficult-todry, sometimes brashy lumber which is prone to splitting. Purple to brown mineral streaks mar its otherwise pinkish heartwood, and the sapwood often shows a distinct, dingy gray color. Such swamp oak weighs about 100 pounds per thousand board feet more than the

OUALI

northern or Appalachian oaks, an indication of its harder texture. Furniture plants using high powered machinery and finishing their products with a dark stain often prefer this type of southern oak because it sells for less than the northern stock. But for the amateur craftsperson or custom woodworker, a small savings doesn't justify the purchase of hard, mineralstained lumber. Excessive splitting is a tell-tale sign of hard, lowland oak that consumers should recognize. Usually consumers are anxious to know how to distinguish the red oaks, the most widely used American hardwood, from the white oaks. Color provides a rapid, although not always reliable, means of distinction. Red

Story at a Glance

Location crucial to characteris. lics of oak. some problems found in lumber originating in swamp areas.. ways to identi. ly different species.

oaks usually have a reddish tinge, especially near the knots. White oaks tend towards a grayish-brown tinge, although occasionally they also show a reddish cast. For more accurate identification, examine the pores of the wood along the end of a board. In white oak the pores are considerably larger in the wood formed during the spring, and decrease in size towards the summerwood. The large pores in the springwood of the white oak are usually plugged up with a froth-like growh called tyloses. Pores in the red oak, on the other hand, are open. AIso, when seen through a hand lens the pores in the summerwood of the white oak will be too numerous to count, while red oak has far fewer pores in its summenvood.

Like the red oaks, one can distinguish the various species of white oak only under a microscope. Various regional names have been applied to the white oaks with the b€st known including white oak, bur oak, forked leaf oak, post oak, cow oak, chestnut oak, chinkapin oak, swamp white oak, overcup oak and live oak. White oaks grow throughout southern Canada and the eastern United States, all the way south to the Gulf of Mexico, and as far west as Texas. Some commercial species of white oak grow in California and Oregon, but these cannot compare to the Eastern species.

thc ilauajo

Superior Products at CompetiUive Prices

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my BuildingMaterials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork outof buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation,all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The

* C.B.S. is dealer owned Place To Go To Buy Low"*

* C.B.S. has a state-of-the-art internal commun-

* As you buy more the cost to belong goes down- ication system with participating members -not up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept.

* C.B.S. has a program with the Blue Grass Tool

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate Company

Central Builders Supplies Company 215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-1455

Headquorters for the Allied Building Centers

*C.B.S. was featured in the October 1984 edition of the HOME CENTER Magazine

NEW LITERATURE

Moulding Merchants Movies

Tu'o 6-min. VHS video cassettes on boosting sales of wood mouldings are $26 each or $50 a set. Rental for two weeks is $15 each or $25 a set from Wood Moulding & Millwork Producers Association, P.O. Box 2528, Portland,On97225.

Read On The Roof

'A Homeowner's Guide to Quality Roofing" is 50c from the Asphalt Roofing Manufacturers Association, P.O. Box 3248, Grand Central Station, New York, N.Y. 10163.

Plank Walls

"Solid Wood Plank Faneling: The Natural Choice" is $l from Wood Moulding & Millwork Producers Association. P.O. Box 25278, Fortland, Or.97225.

AllTheTrimmings

A moulding and valance brochure is free from StarMark, P.O. Box 8481O Sioux Falls, s.D.57118.

New Cypress Grading Rules

New grading rules for southern cypress are available for $5 from the Southern Cypress Manufacturen Association, 805 Sterick Building, Memphis, Tn., 38103.

Gazebo Gazette

A l6-p. brochure ofVictorian, classic, colonial and Oriental style gazebos is free from Dalton Pavilions, Inc., 726'0-68 Oakley St., Philadelphia, Pa. l91ll.

The Family Business

"Outside Directors in the Family Owned Business" is $29.95 plus $2 shipping from The Center for Family Business, P.O. Box 24268. Cloreland. Oh. 44124.

Millworker Directory

The Wood Moulding & Milh'aork Producers Association 1986 directory of member companies' products and services is $2.50 from WMMPA, P.O. Box 25278, Portland, Or. v7225.

Mahogany Doors

A Philippine mahogany door pamphlet is free from Simpson Door Co.. 900 Fourth Ave.. Seattle. Wa. 98164.

Muffler Board

A new sound-proofing board pamphlet is free from Celotex Corp., P.O. Box226O2, Tampa, Fl.,33622.

VinylOn The Side

A 32-p. rigid virryl siding application manual is free from the Vinyl Siding Institute. 355 kxington Ave.. New York. N.Y. 10017.

Inside Concrete

Insulation for masonry and concrete wall furring is described in a free booklet from UC Industries, Inc., 2 Sylvan Way. Parsippany, N.J. O/054.

Lighting Turn Ons

A lighting design selector is free from Trimble House,4658 Old Peachtree Rd., Norcross, Ga. 30fr1.

The Right Connection

A 44-p. strucrural fi'aming connector catalog is free from Panel Clip Co., P.O. Box 423, Farmington, Mi.48024.

Hemlocked Doors

Fir and hemlock panel doon are fearured in a free brochure from Simpson Door Co.. 900 Fourth Ave.. Seanle. Wa. 98164.

FOR PROMPT SERVICE

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

WindowWorkbook

" Voluntary Specifications for Aluminum Prime Windor*s ad Sli<ling Glass Doors," the American Architectural Manufacturers Association 1986 Certification Program Directory. is $10 from AAMA. 2700 River M.. Des Plaines. Il. 6m18.

NWWDA Directory

The 1986 National Wood Windor & Door Associatbn rnembership ad prodrct dir€cbry is free from NWWDA.205 W. Touhy Ave.. hrk Ridge. I|. 6m68.

Save On Framing

A rwised "Cocr Sa,en" series of six different uood framing guides is lOc for each booklet from Sou0rcrn For€sr Products Association. P.O. Box 52468. New Orleans. b.ill52.

Faucets & Fittings

A 28-p. faucets and finings guide is free from Briggs Pfumbinguare. P.O. hx 22622. Tampa. FI.33622.

Scrcw Tools

A 4-p. electronic drywall screwgun and scrervdri'v,er brochure is fr,ee from AEG huar Tool Corp., I Winnenden $d.. Norwich. Ct. 06360. l-8@243-08m.

Two ForThe Tile

"How to Tile It Yourself" and "How to Care for Your Ceramic Tile" are 25c each from Trle Council of America. Inc.. P.O. Box 2222, Deg.. NB, Princeton. N.J. 08540.

Moulding Manual

"Hor to Make Srnall Roorrrs f,mk L:rgpr," a 24-p. moulding booklet, is $1.50 plus 50c posrage from DG Mouldings, PO. Box 610, Marion. Va.243Y.

Fixer Upper Films

A home repair and improvement video library of l0 VHS or Beta cassettes retails at $24.95 per tape from National Plan Service, [nc.,235 W. FullertonAve., Elmhurst, Il. 60t26.

Advertising i--: CLASSIFIED ADVERTISI NG Order Blank

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, $45 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Pmducts Digesl, 4500 Campus Dr., Suite tE0' ltlewport Beadt, Ca. 92660. Make checks payable to Cutler Rrblishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

MIKE OWEN & ASSOCIATES

EXECUTM SEARCH for lumber and building products industry only. Retail. wholesale mfg. nationwide. Inquiries/resumes in confidence. 60 years combined experience/contacts. PO. Box 401663, Dallas, Tx.75240. (214) 248-6010.

Name

Company Name (if any)

CHARGES: $19.00 (25wordminimum) .....$19.00 .65 each additional word .65 phone number{' 3.90 addressr'.

5.00 centered copy, per line 5.00 headline 5.00 box number 5.00 special border

PRINT YOUR TOTAL HERE $ rPhone number and address can be oart of 25 word minimum. A $40 per column inch rate applies to camera ready copy; $45 if we set the type.

f Assign a box number and mail my replies daily. TO RUN: TIMES TILL

WE'RE BU'YING closeouts and seconds, building materials, hardware cabinets, etc. Anything distressed. Cash! Call John (904) 388-1501.

KITCIIEN CABINETS. Wood or mica seconds, closeouts, distressed, odd balls, warehouse rashed, junk. Also cabinet doors and face frames. Cashl! Call Tony, Tampa, Fl. (813) 621-2380.

CREOSOTE and CCA posts, lumber, barn poles and piling, and other treated forest products. Baxley Creosoting Co., Inc., P.O. Box 458, Baxley, Ga. 31513; (912) 3674646.

REPRINTS of hardwood articles fiom The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods. $12: Southeast Asian Hardwoods, $7; South American Hardwoods, $61 all three, $19. Send your check today including name and address to Herduood Reprins c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach. Ca.92660.

DISTRIBUTORS of furniture wanted. New' fine wood desk/chair/table manufacnrrer seeks national distribution. Invest in the best. Write Box 65. c/o Building Products Digest.

FOR SALE/LEASE. Metal products manufacturing facility, includes equipment, office, warehouse. Greater Charlotte, N.C. area. Write Box 64, c/o Building Products Disest.

REPRINTS of Building Products Digest articles to use as promotion pieces to increase your marketing results are available from Building Products Digest,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Call (dt4\852-t9m.

Sales of Millwork by Type: 1985

(Total

Sales: $5.9 billion)

Aluminum Storm Doors Market

\earl1'all storm windows and stornr dtxrrs used in residential replacement and remodeling are made of aluminum.

According to Reynold's Metal Co.. Richmond. Ya..W% of thestormdoors and 93 % of the storm windows used tbr those purposes are aluminum. Other alunrinum rcsidcntial remodeling products include siding. soffit. lascia. gutters and dou nspouts.

Hundrc'ds of such products have been dereloped since the aluminum siding uas introduced for residential use in 194-5.

WindoW Skylight Sales Growth

\['indou usage uill gain 3no this year and hold constant through 1987, according to the American Architectural Manufacturers Association, uith sky'light use increasing b1'at least 53 90.

Chart counesy of Business Tiends Analysts

Millwork Sales Show Gain

Sales of millwork in the last 10 years have more than doubled. rising to total sales of $5.9 billion last year from $2.2 billion in 195.

Many of the categories of millwork have remained constant in sale percentages of industry totals. However. specialty doors has increased its portion of total sales by almost 2%. goingto ll% in f 985 from 9.3 % in 1975. Other millwork. the largest category, showed considerable change, growing from20.2% of the total millwork sales in 19,/5 to26% in 1985.

Windows Go High Tech

Once upon a time a windorv was a lairll' simple product to sell, but the drive fbr energy conservation and the advent of advance technology and high efficiency windows has changed all that.

Today a window salesman must be informed about R-values. solar radiation. solar energy. infrared radiation and lou' emissivity. In addition. he must be able to clearly explain the difference betu'een single-pane. double-pane, triple-pane and low-E windows to a customer who has probably read pages of information on the new superglass windows.

Windou units and sash salcs rcntained thc same.2i.-l 7i of the total sales. \\'indou and door frantes also shoued no chan-se at 5.1 % of total sales. Interior and e'xterior door salcs dropped tiont l-5.I I in 197-5 to 19.l% in 198-5's total sales. N{oulding sales also dccreased front 18.2% in 197-5 to 16.8% of all nrill*ork sales in 1985.

Looking ahead. Busincss Trend Anah'sts. Commack. N.Y.. estimates that tourl milluork sales tbr 1986 uill bc- 56. I billion. a -1 .5 % annual change. Thc-r project 1996 sales at Sll.5 billion. a 6.-51 annual change.

These figures appll to prime, neu' and replacement uindous, storm \\'indows and doors, patio doors, aluminum siding, mobile home r,r'indor,r's and skylights for the residential market.

68 Million Window Sales

Alnrost 68 million u indo*s rr ill bc s(> ing into Anrc'rican homes this rcar. abrrut the sarnc- as in 1985.

Andcrsen Corp.. a lcading nranutacturer of s indo* s and palio doors. savs about half the u indous u ill go into ner" honres and conrnre rcial buildings. The rcst s ill bc used in rentodc'ling and rc'placing \\orn out $'indo$s.

The positives and negatives of single. double and triple paned u indo\\ s are probabll tairlr understandable atier l0 )ears more or less of market erposure.

Low-E -slass is the nlost contusing to todar''s shoppers. Basicallr. the lou.E glass is coated or has filnr applied b1 a glass manuf-acturer betbre it -goes to a u indog manuthcturer. Both methods have pluses and minuses u'ith uarranties and lou Uvalues pointing out the most desirablc products.

Numerous trade nanres identifl lou.E glass, each indicating a specific manufhcturer. Among those on the market: Heat

\1 irror. Sun-gain. H igh Pertbrmance Glass. Sungatc. Sun-slas Heat Retlc-ctivc-. Lorr.E. \\'indou manutacturc'rs usually use glass tiom onll onc manutlcrurc-r and t-eature its trade nam!' as uell as the u indo*'s trade nanrc- in advenisins. Perhaps the best course ofaction tor the u indoq sale sman is t() studv the Iitcruture tbr the products he sells and the tc'chnical intbrmation arailable in varrt'rus consumer and trade magazines. (sec p. 19 tbr a detailed explanation of lou -E glass ). With this reinforcement. he u ill ro\- ablc to answer all questions and help his customer to make a wise choice.

Windor,v & Door Frames (677o)

Window Units & Stsh QIAVo)

Doors: Interior & Exterior (9.17o)

Other Millwork (26%)

Specialty Doon (ll%)

Tile Sales May Double

Thc use of Arncrican-madc ceramic tile is cxpected to double by the cnd ofthe decadc as the usc ol'ceramic tilc. long popular in Europe. catches on in the U.S. Available in a broad range of colors, textures. shapes. pattcrns and sizes. in glazed or ungiazed versions, ceranric tile is considercd attractive. durable. cconomical and casy to clean by homeowncrs in addition to bcing fircproof. according ttt thc Tilc Council of Anrcrica. Inc.

$120 Billion R&R Market in '90

"By 1990. thc annual honre improve nrcnt market is cxpected to total morc than $120 billion with the d-i-y portion about 93 billion," said John Bcrry. an executivc with the National Honte Center Show.

As nrorc and nrore rnanutiicturers aim thcir nrarketing toward thc d-i-y home centcr rctailers, hc says, "Homc center industry sales. which grew fionr S2:l billion in 194 to an estirnated 556 billion in 1984. are crpected to eontinue t() ()utpace the ccononry by expanding about 10.5% annually."

"With :kill lerels, rl'tl-i-rers incrcu:ing and manulacturers devcloping products that are casier to use" thrcc out ol' firur households arc now undertaking a d i-y project each year." he adds.

Low-E Glass

i(-ontittut'd Ji'ortt Jtugt l9 )

tonrcr to protcct his home against the elemcnts. cclnsider thc side with a southern exposurc. With thc direct rays of thc sun. that sidc of the honrc is obviously -uoing to receivc thc brunt of the dai'tintc heat. Howcvcr. as we notcd at the beginning, it is not \\'isc k) trv and lixrl Mother Nature. Trf ing to protect only against prcvailing winds or sun. by equipping onlv thc lhrnt or back dour or onc sidc ofthe housc w'ith Low.E glass. will not increase the energysaving capabilities o1'thc house significantly.

Suggest that they wrap the hontc in a completc sccuritl' blankct. and f-eel the corntbrt o1' knowing that the honrc is capitalizing on all the advantages of LowE glass...onc ofthe warntest product innovations in door and u'indow nranulacturing.

lJortuarres

'is.s1s+1h$Eg$r*r#il.Eb-9s'g$'-1t

Faul Speck, owner of Carter Lumber Co., Springfield, Tn., died June 14. 1986, in Springfield. He was 49.

Previously employed at Belknap Hardware, Louisville, Ky., he purchased his own company in 19fl3.

Mr. Speck is survived by his widow. Caroline, one son and one daughter.

Joseph B. Singleton, chief executive officer of New South Forest Industries, Conway, SC., diedJuly 7,1986, in Myrtle Beach, S.C. He was 67.

A native of Horry County, S.C., he

joined the company in 1946. He was also a shareholder and officer with Pelican Building Centers, Conway, and a director of the Southern Forest Products Association.

Mr. Singleton is survived by his widorv, Jean, two sons, and four granddaughten.

Richard B. Johnson, president and treasurer of York Supply Co., West hint. Va.. died June lO 1986 in West hint. He was 83.

Born in South Boston. Va.. he worked for the Norfolk & Western Railroad and East Coast Utilities Co. before buyine into York Supply Co. in 1938. He-wai president of the Virginia Building Material Association in 1957.

Mr. Johnson is survived by his widow. Ruth. and one son.

Berger Handling MCG Sales

Berger & Co., Sacramento, Ca., and El Faso. Tx.. has been named the exclusive sales agent for MCG Picrure Frames and Mouldings, Inc.

MCG, which has is headquarters in El Paso. is one of the largest moulding manufacturers in Mexico. It has a solid moulding and picture frame plant in hlomas. Mexico. near the U.S. border and a sawmill in Culiacan. The firm does finger jointing and remanufacturing, makes moulding and operates a dry kiln at their Casas Grandes, Mexico, plant. The firm is 25 years old.

The former sales manager of MCG, Rosie [,opez, hasjoined the sales staffat Berger & Co.'s El hso office.

to have played such a major role in the building of Austin, the State Capitol.

Calcasieu continues to be owned by the founding family, and is presently headed by T.N. "Nick" Morris. Jr., a great neptrew. who serves as the president and chiefexecutive officer.

We know it must be a difficult task to research and develop a list for such an article. but we feel so proud ofour heritage that we just had to stop and say "Hey. you left us ort."

A IO3 YEAR OLD BUSINESS

In this, the year of our l00th Annivenary of the Lumbermen's Association of Texas. we read with interest your article on pages 30-31 of your June, 1986, Issue.

We too, have passed the century mark of being in business here. Calcasieu was founded in Austin, in 1883, and we are extremely proud

McCoy's ls No.2In Austin

McCoy Corp., San Marcos, Tx., orvner of McCoy Building Supply Centers, retained its No. 2 position on Austin's Top 100 list for the second year.

The list of top private companies is prepared each year by the Austin Business Journal, Austin. Tx.

Calcasieu Lumber Co. made the list for the fint time in l8th place. Stripling Blake Lumber Co. dropped to 19 from 13 and Slayton Sales Co. Inc. fell from46toT2.

Jury Finds PosnerGuilty

Victor Posner, Miami Beach, Fl., industrialist and chairman of DWG Holding Co. (Evans Products Co., Moores and Lindsleys Home Centers), has been con-

Thanks for the anicle on the oldest lumber dealerc in Teras.

Charles R. Messer Vice President Manufacturins Calcasieu Lumber Co. 4501 Burleson Rd. Austin. Tx. 78760

victed of evading $1.2 million in federal income taxes on his gift of 22 acres to Miami Christian College.

Sentencing is set for Sept. 19. He frces up to 40 years in prison. Posner, 67, was charged with four counts of income tax evasion, five counts of making false statements and one count ofconspiracy to defraud the government. He was defended by famed attorney Edward Bennett Williams, a partner in Williams, Connally & Califano, Washington, D.C., and principal oryner of the Baltimore Orioles baseball team.

Cost of Homes To Rise

The median price of new homes is expected to irse 4Vo this year from 1985's $83.000 to $86.600.

Coming in October . . ANNUAL HARDWOOD SPECIAL ISSUE

The October issue of Building Products Digest will be aSpecial lssuedevoted to hardwood. We'll havestories, 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 messagebefore 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 lssueisthe perfect editorial environment for your advertisement.

Calltodayand reserve space. Deadline is September 72,1986. You'll be glad you did.

Utility Tautliner- Truck Bodv

"ls th'e Difference Between nnaking a Profit and fust Breaking Even"

For John Wight, Owner and President of Gypsum Wholesalers, Inc., in Syracuse, New York, staying one step ahead of the competition is crucial to the success of his business. That's one of the reasons he purchased a Utility Thutliner* truck body. And after having it in service only a few short months, he's already ordered another one.

"I know it sounds corny," says wight, "but the utility Thutliner- truck body is the greatest thing since sliced bread. I only wish it had been available when we first started out."

Wight's building supply distribution business relies heavily on local deliveries. In the past, he used either a vanbody or a flatbed that had to be tarped. Unloading the vanbody was tedious and time-consuming and only a limited number of products could be end{oaded. Thrping was costly and dangerous and not effective for such highly weathersensitive loads as ceiling tile.

"But that's all in the past now," says Wight proudly. "With the Utility Thutlinero truck body, we get bettcr protection than we get in a van and we get the convenience of side-loading. That means we can mix loads in one truck that previously had to be sent out separately. That's a tremendous savings in both time and labor. I really don't understand

how any lumber yard can operate without one."

The Utility Thutliner* truckbody features firlly loading-bearing, reinforced-PVC sidecurtains that open and close in a matter of minutes for convenient sideloading access. For metro deliveries, it means the end of firston, last-off loading and eliminates costly, dangerous tarping.

"Just last week," says Wight, "one of our men fell off a flatbed while he was tarping it. He broke his wrist and had to have two pins put in. He'll be out for four months. With the Utility Thutliner^' truckbody, we don't have to worry about accidents like that anymore."

How does Wight sum up his admiration for the new truck

800-824-4514

In California 8fi)-228-6018

body? "It's real simple," he says. "For us, the rrersatility of the Utility Thutlinero tmck body is the difference between making a profit and just breaking even."

Find out how the rerolutionary Utility Thutliner* tmck body can help sohe your delivery problems and make your operation more costefficient. Call 1-800-82445 14 (in California 800-228-6018) for the name of the Utility dealer nearest you.