Building Products Digest - August 1987

Sunshine.,\nd a crrr)l brecze of ithe paciiic. ThrtSc are t\\'rr of'thc ttrols Geor.qa-Fracific Llscs to S-drf'Cornrnt]n and Rustic lfadcs crf rednrr'rori at olu Ft. Bragg ntiil ifr norlhcm Califbmia.

Bul somelimes ,\,lothcr Naftlre needs a little help. So wc also use pre-dryers, dry kilns and other modcm fucilities to assure consistent quality in our certified, kiln dried Bee, Clear and Clear all heart.sades.

Plus, ll,e're mcmlrers of th-e Califbmia Redil,ood Associatiorr and thc Redr,r,ood Inspection Sen'ice. So oLrr gXade sLtmp is )'rrur assurance of gualin, f'rom the people rvho kno'ul' rednood best.

Our Ft. Bra5lg facili6' is a lull-scn ice

Douglas Fir mill, tc'ro,,\-rd [hat ntcans r]nc call can gct )ou fn'er of the best products Gcorela -Paci f'ic- and i\'fuither Na[urchavc-to c-rfhr.

Call todal': 7 07I 964, 0281. For redwood qualitv vou can build on.

Serving the lumber markets in 13 Southern states

& home center

Coming in October . . . ANNOAL HARDWOOD SPECIAL ISSUE

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

ADVERTISERS:

Take advantage of this exceptional opportunity to get your message before our 12,750 readers. The Digest's saturation circulation in the 13 Southern states assures blanket coverage for your advertising message. This Hardwood Special lssue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 1 4, 7987. You'll be glad you did.

Publlsber David Cutler

Edllor Juanita Lovret

Asslstlnt Edltor David Kocnig

Contrlbotiry Edltors

Dwight Cunan . Gage McKinney

Art Dlrcc'lor Manha Emery

Strfi Aralst Parie Perty

Clr.f,lLdoo Alice Npbcn

Building hoducts Digest is puuishcd rnonthly at 4500 Campus Dr., Suite 1t0, Nflpo.t Beach. Ca. 92660, phone (714) t52-l9tt0, by Cutler Publishing, lnc.

ADVERTISING OFFICES

Advertising rates upon requestFrom all states east of the Rocky Mouotins: Contact Jean waggoner, nationel salcs menacer. From Arizona, Nevada and Californir: C-onuct David Cutler. Bolh may bc rcachcd at (?14) t52-1990 or by writing 4500 Cempus Dr., Suite 4t0. Newport Beach. Ca. 92660. From washinglon State, Oregon, ldaho' wyoming, Monuna, Utah, Colorrdo and Canada: Contact Clrolc Holm at (206) 3'lO 0680 or l0l8 Lloyd BuiHiry Scattlc, W& 9il01.

SUBSCRIPTIONS

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Subscription Retes: U.S.: $20-one ycar; S3Gtrro years: S5Gthree years. Foreign: or year payable in advance in U.S. fundsCanada or Mexico: air-$42: surface-$37; South America: air-S60: surface-$39: Asia: air-90: surface-$39: Eurooe: air-S9O: surface-$39. Sirryh copirs $2: trk copi6 $3 plus shipping & handling.

BUILDIII{G PRODUCTS DIGEST is az indeperdenl*<trned Nbli@tial fu ilu rxeil, xholesle atd distrihtiott laeb of he hotbr atd honv cenur rm*et in 13 hthem wcs.

Serving the lumber-Z7& homecenter markets in 13 Southern stales

Seruing 13 Southern aarcs

Turn your profile this way, please

I N rur not too distant past, moulding and r millwork were often relegated to utilitarian uses. A baseboard here, a covered drywall joint therel some window sills and a nominal door jamb. Stairs did their job, but mostly without flourish or drama.

No more. Today's world of moulding and millwork is an expanding one, filled with exciting new uses for these products. Glamour is more often than not an integral factor in their sales. Upscale homes, offices and other commercial structures add value and salability through innovative uses of moulding and millwork.

Do-it-yourselfers were quick to seize the opportunities inherent for decorating and plunged in to learn the mysteries of the mitre box and master the matching of moulding profiles. The increased advertising and promotion dollars that industry put towards marketing produced profitable fruit.

Alert dealers and wholesalers also seized upon moulding and millwork, aware that their better than average markup ensured a better than average return for their eneryies. New uses were found: creative wholesalers told their customers they could even make Christmas tree ornaments from moulding while dealers pushed moulding as a way to dress up walls, doors, cabinets, you name it. Millwork houses bolstered a return to fancier, more elaborate staircases as the public gained increased appreciation of them. Clever d-i-y products even allowed the homeowner to add hand rails, balusters and fancy newel posts to their stairs themselves.

The future of moulding and millwork looks very bright as the marketing efforts of today build upon the investments made earlier. In an increasingly competitive business environment, these high profit items warrant ongoing attention from those whose interest lies not in volume but in profits.

August 1987

Movers & Shakers To Confer

Home center retailing, wholesaling and manufacturing firms will exchange ideas at the 1988 Home Center Industry Conference, May l0-12, 1988, at the O'Hare Marriott. Chicago, Il.

The industry's strategic planners and decision makers will attend, according to William P. Farrell, executive director of the American Hardware Manufacturers Association, cosponsor of the leadership conference.

Among those serving on the steering committee are executive committee members Alec Beck. president, Stripling-Blake Lumber Co., Austin, Tx.; Arthur M. Blank, president, The Home Depot, Atlan-

Vou uont the highest quolitg ovoiloble in CCR TVpe C Pressvte Treot eeJ lumber, coll

ta, Ga.; John Kiss, vice president, The Paty Co., Piney Flats, Tn.; David Shelton, vice president, Lowe's Companies, Inc., North Wilkesboro. N.C.

MLA's l OOth Products Show

Mid-America Lumbermens Association will be joined by the Western Retail Implement & Hardware Association in holding annual meetings in conjunction with the annual Mid-America Building Products Exposition, Feb. 1l-13, 1988. in Bartle Hall, Kansas City, Mo.

The show will mark the l00th anniversary of the association's annual building products exposition.

More than 4,000 lumber and hardware dealers from the organization's five state area including Oklahoma and Arkansas will attend. More than 300 exhibitors are expected.

Paul Harvey will head the list of speakers and program presenters during the show.

Louisville Lumber Wins Award

Louisville Lumber & Millwork Co., Inc., Louisville, Ky., has received the 1987 award of excellence from the Architectural Woodwork Institute, Arlington, Va., for its outstanding work on the Kentuckv Home Murual Life Building in Louisville.

c u R T, P,S,|!l!|,..} lJJF.nf ,0.,s^gr lNc.

Frkonsos u,RTs t-(800) 4gz-23s2 Notionottu0Ts t-(Boo) 232-2326

Bltt HRRDII|G oUilDRpRtDDyo BOSS RRSilUSS€tl

lue con.fill oll .vour treoted tumbor needs.. . londscope timbers, plyulood, oll dimensionol lumber, 4r4 through l2xl2. on 6x6 ond forger u,e hove lengths ronging up to s'feet. plus, ure nou, corrv in stock .60 FDN. tlje olso hove our oun fleet of trucks to help you sofv@ ony delivery problems vou moy hove. fll oui moteriol is TPI grode morked. lue feoture- Ehe RtupB quolitv mork on oll our treoted moteriol.

lUhen

Hlghcst guolltg Possibls ot Competltiys priclng

It's important to our customers to have the highest quality of sawn surfaces. At P&M we combine years of tooling experience with state-of-the-art techniques to assure you of accurate sizes and outstanding surface quality of our CedarPro products.

But machines are only part of the story. A mill still requires expert understanding to fit the right saw to the right job for excellent machinability, sharp clean edges. It's cost eflicient to cut cleanly and precisely.

Precision cuts for quality CedarPro products. That's what we take pride in.

Dlstrlbutors

Make moulding buyer-friendly

NORTIIEAST

GEORGE MCQUESTEN CO

Iron Horse Park

North Bilterica. MA 01862

(611 663-343s

MID:STATE LUMBER co.

2@ Industrtal Parkwav

Branchburg, NJ 08876

(?Ot\ 725-4900

SOUTHEAST

FURMAN LUMBER CO.

8l9l Annapolis Junction Rd.

Annapolis Junction, MD 20701

(3Ot) 792-2234

EARL RAIFORD LUMBER CO.

PO. Box 5498

Asheville, NC 28813

(7O4) 253-s667

EFPERSON LUMBER SALES. INC.

P.O. Box 1559

sratewille, Nc2ffi77

(7041873432r

I.&L LTJMBER CO.

PO. Box 3267

Huntsville, AL 35810

(205) 533-9220

W@DFORD PLYWOOD

PO. Box 1731

Albany, GA 31703

(912) 8834900

Branches in Alabam4 Georgia & Florida

I.f,KE STA1TS

EMPIRE WHOLESALE

PO. Box 249

Akmn, OH 443OO

(216) 434454s

NORN{WEST

HUMPHREY LUMBER CO,

PO. Box 99943

lbcoma, WA 98499

(206) 584€263

UPFEN UID WEST

CA}IION LUMBER CO.

PO. Box 9328 Minneapolis, MN 55440-9328 (612\ 425-r40o

wEsr

ALL{OAS| FOREST PRODUCTS, INC

PO. Box M Chinc CA 9l7OB (7r4) 627€s5l

HEDLUND LUMBER & MACHINE STAINING

PO. Box 60038

Sacnmentq CA 95860

(916) 33r€611

IMPERIAL WHOLESATE PO Box 25@5

Salt lake Citv UT 85125

(8Ol) 972-s656

CEDAR WEST CORP

PO. Box 5224 Derwer, CO 80217p43)294-ffi77

NYTIME a customer enters your store, your chances ofgetting a wood moulding sale depend greatly upon how you've merchandised the product. If you've done a good job, wood mouldings can and should provide high return, high turnover and high sales potential.

But, merchandising isn't the only

key. Once the customer has selected a profile, the actual process of purchasing the moulding should be as simple as possible. To ensure this, provide conveniences in the moulding area that help save time, save effort or avoid confusion. Several of those conveniences are illustrated here.

(ll

and

Base

What's hot, what's no

Ntfl._

n NCE a taken-for-granted conV struction material. moulding has blossomed into a red hot d-i-Y item. But some moulding manufacturers think their products could be moving even faster. Here some leading moulding experts speak out on what's hot and what's not in today's growing market. and how dealers can heat up their own sales.

Q: What's hot in the moulding industry today?

Neal Heflin, manager, moulding dept., Georgia-Pacific Corp., Atlanta, Ga.: Mouldings. More total mouldings are being used and their overall popularity is greater, especially the more ornate profiles. Traditionally, in the last 15 to 20 years, people only used plain casing and base mouldings. They were commodity items used to cover cracks and joints. Now we have more decorative casing, bases, big crowns, chair rail mouldings, and so on.

Q: Are there any definite trends as to what is popular in mouldings?

Harvey Ross, president, Foreign & Domestic Woods Inc., Bowling Green, Va.: Various patterns go in and out of style. Some are popular only in certain parts of the country. Yet there are really only two basic styles, colonial and ranch style. Overall, the decoratives have become popular. The crowns and chair rails are in, while the stark modern appearance is out.

Moulding in all kinds of designs is a recent trend. lt was originallY employed just to cover cracks and joints. We're in the business of hardwood mouldings, and not many hardwood people are in mouldings. Different parts of the country are

discovering hardwood mouldings right now. Currently the Midwest likes hardwood mouldings. But dealers in all parts of the country should look into the availability and marketability of hardwood mouldings. They buy the pine mouldings and don't know there's anYthing else.

O: Whatare the best selling profiles?

Frank Cordova, sales manager, Duke City Lumber Co., Albuquerque, N.M.: The biggest movers are naturally the casing and base mouldings. The volume is greatest because they are your basic, mosl necessary items. Third is crown moulding, the trim bordering the ceiling.

O: But could mouldings be selling even better than theY are now?

Pete Walker, product manager, MW Manufacturers, RockY Mount, Va.: In marketing moulding and millwork, there is tremendous room for improvement. Neither receives the emphasis it deserves. I think the key is in the merchandising.

Q: What can the retail dealers do about this?

Walker: Dealers should take advantage of what the manufacturer has to offer and do a little work of their own. They should feature mouldings in more prominent displays in better locations in the store, and use "in use" applications, trimming a window out, putting some paint on it with wall treatment around it, and identifying what the moulding is and how to use it. They shouldn't take it for granted that the consumer knows what everything is. He doesn't.

Wainscot Cap

moulding sales today

Q: Is there anything dealers are doing wrong?

Jim Stroupe, sales/marketing manager, Windsor Mill, Windsor, Ca.: In all the mailers that the home centers send out,likethe 17-page flyers from HomeClub or whomever, there are advertisements for everything from girdles to strawberry jam. But you never, never, never see anything on moulding. Moulding is such a high margin item, and they are advertising WD-40.

Q: Why is this so?

Heflin: This is a product which has never really been merchandised like the other specialty products dealers carry. But it should be considered a decorator product like wallpaper and paneling. That's what we're trying for through consumer publications, idea books, "how to work with the product" books, cross merchandising posters and specialty racks, which the prefinished moulding people have used before but the unfinished moulding people have not. We're trying to get the idea across that they can take a rather bland room and by just adding mouldings make quite a difference.

Q: lf you were advising a dealer on how to best sell moulding, what would you tell him?

Cordova: Merchandise it a little better. Dealers kind of take moulding as a stepchild and stick it in the back of the store. They need to adequately educate sales personnel. Give suggestions to customers. Make more literature available. There is a lot of material that a dealer can order from the Wood Moulding & Millwork Association on how to put it up, nail it,

stain it and build it up to create a complete effect. Moulding's a great, high profit item.

Ross: Keep the mouldings close to the products people buy with them. Like prefinished plywood. One goes with the other. As well as wallboard, wallpaper and so on, they are "go along withs."Andthis must be understood bi the sales people.

Story at a Glance

Leading experts in moulding tell what products are good sellers, which are the higher profit items and how dealers can tie in with industry trends to move more moulding more profitably.

Joe Shipman, general sales manager, Navajo Forest Products Industries, Navajo, N.M.: Consider the customer and search for what pushes his "buy button." It takes a little promotion. Let's say a do-it-yourselfer comes in for some paneling. Maybe he doesn't even know he needs moulding to frnish it off The good clerk can augment the transaction with associate sales, beginning with "Do you have a hammer? Nails?" The sales clerk all too often is someone who takes up space and waits for somebody to buy something.

The way to make money off mouldings is to really promote it. A guy wants to make a little bookcase. Here's a good way to get rid of short lengths of moulding and, for 980 or whatever, make his project look real slick.

Astragal

BaseCap lltulliel

Quarter Round

Retailers are vital link in getting mouldings to market

By Bernard J. Tomasko Executive Vice President Wood Moulding & Millwork Producers Association Portland, Oregon

lltHEN asked the question, "How UU are wood mouldings marketed?," the usual answer is: manufacturer to jobber/distributor to retailer to builder and/or consumer.

When charted, the manufacturer would be on top and the builder and/

D0-lT-Y0UnSE[F project book published by WMMPA catches shopper's eye and encourages projects using moulding.

or consumer on the bottom. This might lead some people to believe the manufacturer is in control of his product, its distribution and to whom it is finally sold. But, that assumption is only partially true.

Yes, the moulding manufacturer can decide to sidestep any or most steps in the chain of distribution. However, the truth is, most moulding manufacturers rely on all links in the chain to get their products into the hands of the end user.

Story at a Glance

Ways a rcilailercan make moukling a hlgh prcfi! hQhtunr over ibm... how rcsponse b new horp building and rcnovafrcn pays oft... importance of odedng in advance.

Bulldlng Producte Dlgcrt

uct knowledge and sell more moulding, the Wood Moulding & Millwork Producers Association (WMMPA) has a virtual library of booklets and information available. In addition, WMMPA advertises wood moulding and promotes its uses in consumer, builder and remodeler publications. WMMPA also engages a public relations firm whose responsibility it is to keep wood moulding in the Public's eye.

And, all of these effors are paying off. During the first five months of 1987, for example, WMMPA has responded to over 10,000 consumer requests, 1,100 builder requests, 600 remodeler requests and 600 architect requests for information or moulding literature. All of these requests for information relate back to retail level sales of wood mouldings. So, the question to retailers is "Are you getting your share of sales of this highly profitable product?"

We feel the answer to that question is generally "yes" because when there is demand at the retail level there is activity at the manufacturing level. And production has been running strong, from last spring througlt the winter and into this spring. Most WMMPA members, in fact, are looking forward to continued strong busi' ness until after next year's elections.

As far as markets are concemed, the recent uptick in mortgage rates has created a demand for new homes by consumers because they want to buy those homes before credit be@mes more expensive. However, most economists believe, as we do, that mortgage rates will fall again and keep the demand for new homes humming along.

While all are important, the retailer link is still the most vital because he is the manufacturer's representative to the final user. It is his how to use it, where to use it, and general product knowledge that the ultimate user depends on.

At the retail level, wood moulding can be a high profit, high turnover item or it can be a dust collector out in the back sheds. The difference depends on the retailer, his knowledge and his ability to sell mouldings as a decorative and an add-on item to other sales.

To help retailers gain more prod-

The other mairr market for moulding-renovation-is still going strong. In this market, we see nvo types of consumers-those who are remodeling older homes and those who purchased raled-down models until they could afford the frills. Those frills are now being added by frnishing offa basement or attic or adding another room.

Whether used in new homes or renovation, wood mouldings are a product in demand. For this reason, it's important to remember that mouldings are produced to order and not for inventory by the manufacturer. WMMPA member firms are currently averaging a 5-6 week order file. So, don't get caught short. You can't sell what you don't have in stock.

How a Virginia retailer tripled moulding sales

llrHEN it comes to remodeling lU and renovation projects, most dealers usually don't recommend wood mouldings to contractors as an important part of the project.

They should, for at least two good reasons. First, the creative use of wood mouldings as part of a project can give a contractor a competitive edge. Used as a finishing touch on everything from room additions to paint and wallpaper jobs, wood mouldings add a distinctive "look" to any room.

Second, dealers (and contractors) who specialize in the sale and installation of wood mouldings can often carve out a special niche in the market for themselves that is not usually served by anyone else. The net result: more sales.

Story at a Glance

Methods a dealer used to carue out a special niche in moulding market. . inventory 400 different profiles.. generate sales without advertising.

As a case in point, consider Smoot Lumber Co., a 129-year-old lumber yard in Alexandria, Va. Five years ago, Smoot Lumber stocked the "same 40 mouldings as everybody else." Today, it stocks nearly 400 different profiles and sizes. Of this total, approximately 800/o are pine, the remainder, oak.

Five years ago, wood mouldings accounted for only 5% of total store sales. Today, it accounts for over 250/o. Over this same period of time, sales dollar volume has nearly tripled.

Smoot marketing manager, John O'Donnell, explains the reasoning behind this commitment to wood mouldings this way: "We're located in an area filled with older homes. As a result, customers were continually coming to us and asking us to reproduce moulding patterns. To accom-

modate them, we opened a custom mill shop.

"About five years ago, however, we decided we wanted to give our customers what they needed on a much quicker basis. To do this, we increased our selection of readilyavailable proltles by stocking all those patterns that our sales history had shown to be the most popular. We still have our custom shop," he notes, "but now most of our sales are from stock patterns."

Interestingly enough, Smoot Lumber does not advertise its mouldings at all. "Word-of-mouth generated over the past few years has spread our name to contractors and consumers alike," he notes.

However, the firm does implement a number of other merchandising techniques to help promote the use of wood mouldings. First, it prepares a large, 80-page, three-ring binder containing cross section illustrations and sizes of all the profiles the store stocks. The entire binder is distributed to architects; a smaller version is available for use by contractors. "We want to make it easy for architects to specify wood mouldings," O'Donnell states, "and the binder helps do that quite well."

Second, to aid both the consumers and contractors who come to the store to select their mouldings, the firm constructed a large, three-sided display featuring nearly 200 of the profiles it stocks. Standing nearly seven feet high, the display contains a permanently-attached cross-section of each profile and a S-inch longitudinal section that is on a hook so that customers can take it to the service counter.

Third, store personnel found that consumers and contractors alike often had difficulty visualizing various combinations of wood mouldings. To help remedy this situation, the store now features dozens of "built-ups" on a display board.

In terms of clientele, approximately 7 50/o of the store's sales are to contractors. the remainder to consumers,

I{EARLY 200 dilferent moulding profiles are presented in a three sided display of cross sections and longitudinal sections while display over the service counter helps customers to visualize the effect of built-uo mouldings.

A short cut to more wood moulding profits

E OR MANY dealers, shortI length mouldings are now, and always have been, a problem. However. this doesn't have to be the case.

There are a number of time-proven merchandising techniques that can help dealers turn those hard-tomove lengths into money-makers. However, it's important that dealers know what lengths of mouldings are considered "shorts" and how they are created.

Story at a Glance

Proven methods for tuming shods into assets... ways to convert them into impulse sales .. show builders how to save dollars. . . stress ease of use for d-i-y.

defects have been removed prior to the pieces being fingerjointed."

In solid lineal mouldings, up to l5% of any one item ordered may be shipped in lengths 3' to 8', which are considered shorts. The exception to this rule is 7' casing and stops, which are considered long lengths.

Fingerjointed and cut-to-length mouldings are sold in specified lengths with 150/o trimbacks permitted in any one item. Trimbacks are odd lengths developed in the manufacturing of cut-to-length and fingerjointed mouldings.

Because manufacturers are permitted to ship mouldings in the lengths described above, wholesalers and retailers will have these items in their inventories. "Successful wholesalers and retailers are those who do not allow these shorts to accumulate," Tomasko points out, "because as short-length mouldings accumulate, profits go down.

"Short-length mouldings should not be looked upon as the cost ofdoing business," he continues. "lf merchandised properly, these expenses, which are carried on the dealer's inventory, can make a retailer money, not cost him money."

opportunity to sell the product as an impulse item.

(2) Show short-length mouldings first when a customer asks about mouldings, if for no other reason than to identify patterns and profiles.

(3) Stress the ease of carrying shorts home and the price savings.

(4) Price shorts per piece if longlength pieces are priced per lineal foot

As Wood Moulding & Millwork Producers executive vice president Bernie Tomasko explains, it is the elimination of defects that creates shorts. "All woods have defects," he says. "Some have more defects than others. During the moulding manufacturing process, these defects are cut out of the wood as the finished product comes off the moulder. Thus, eliminating the undesirable defects creates mouldings of varying lengths.

"This holds true for fingerjointed mouldings as well as solid lineal mouldings, except that a different grade of lumber is used in fingerjointed mouldings and most of the

According to Tomasko, the merchandising of short-length mouldings calls for a more innovative marketing approach than does longer lengths. When selling "shorts" to do-it-yourselfers, he suggests the following tips:

(5) Ask the dimensions of the room(s) in which the mouldings will be used to see if shorter length pieces would work as well as the requested longer lengths. Since most mouldings are installed in 8-foot lengths or less, this simple strategy should produce plenty of results.

(1) Display short-length mouldings prominently as close to the front of the store as possible. This provides better visibility and greater

Builders are also potential buyers for short-length mouldings. "Builders, like other businessmen, are creatures of habit," Tomasko says. "They have become accustomed to purchasing their moulding requirements in long lengths. However, as businessmen, they will listen if you can prove that you can save them money, not only on materials, but also on their labor."

When selling "shorts" to builders and contractors:

(1) Acquaint yourself with the approximate percentage of lengths frequently used in the types of homes in your area.

(2) Remind the builder that usually well over half of the trim in a home is under 8 feet in length when finally in place; that the amount under 5 feet is frequently in excess of 200/o shorts; that window trim very often runs in excess of 800/o shorts.

(3) Help your builder customers understand that they can reduce waste on the job, as well as application time, if deliveries are made of shorts close to the actual lengths to be used.

(4) Make the builder aware that by purchasing shorts he will be saving money. as much as 200/o on a moulding order. This is perhaps the most significant point of all.

"Whether you adopt these ideas or implement your own," Tomasko concludes, "shorts, if properly merchandised, can and should be one of the most profitable items you carry."

l{0UEl- display of moulding shorts turns them into impulse items. Each barrel is divided into quarters so that moulding stands upright for easy selection and good appearance.

l]|e ilil|0 cal|$ t',ill| l||0 il0 Pn0flffi!

milfi PONDEROSA PINE

is the PR0FtSSl0llA['S Att PURP0SE PtASTIC

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

Ready to use right out of lhe can, Famowood!

Can be used under Fiber Glass! !y*ie.

A soft-textured wood with straight, close and uniformed grain, Ponderosa Pine is unexcelled for smoothness and fine appearance when surfaced. Suitable for many purposes, it has less tendency to split than denser woods. Excellent workability; extremely paintable; tops in gluing.

16 matchins wood corors

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Hand-v Dan operations in Corpus Christi, Conroe and Denton, Tx., and a San Antonio warehouse/distribution center have been closed by Channel Home Centers,lrzc. which opened a new DC in Houston . . . Handy Dans owned by Wickes Cos. in Midland. Odessa and Amarillo have been sold to Lone Star Hardw'are. SanAntonio...

16 Handy Citys and two Houseworks will be closed by Chonnel Home Centers, Inc. in Georgia. Florida, North and South Carolina . . Hechinger Co. will open a store in Harrisonburg, Va., in the fall; expansion into Tennessee is planned .

Scotty's is opening three stores in Mobile. Al. . Payless Cashways will add stores in the DallasFortWorth Metroplex in addition to entering the Springdale, Ar., market. Moore-Handley plans to acquire Pleasonts Hardware Co.'s wholesale div. in Winston-Salem, N.C.

McCoy's Building Supply Centers has opened a new unit in Pine Bluff, Ar., itsfirst outside Texas . . . Wickes Lumber has closed in Hammond, La. Eliot Whittington Building Supply Co., Memphis, Tn., has been purchased by Fagen's, I nc. . . . Lowe's has opened new stores in Morehead City and Lenoir,N.C....

Will-Shard Building Products, Orlando. Fl.. is a new business, Garry Clemons and Gary Smith, owners . . .Roulerson's Ace Hard' ware and Lumber Center, Blackshear, Ga., has moved into new quarters

Moore's plans a 50.000 sq. ft. store in Roanoke. Va. 81 Lumber, Nashville. Tn.. has reopened after being closed for renrodeling Builders SEnre has opened in Holly'wood. Fl.

.Still Lumbel Conyers. Ga.. is observing its il2nd year of continuous operation b-v the Still fanrify .Sinclair Lumber Co., Inr'. Laurinburg. N.C., is marking its 36th year

Dallas Wholesale Builders Suppl.t,, Inc., Dallas. Tx.. has acquir- ed Sunbelt Moulding, Dallas.

...Mouldine & 'l4illu,ork, Inc.. Fair Oaks, Ca., is building a new warehouse and office in Benton (El Paso). Tx.

Greenlea./' Forest Products. Yaldosta, Ga., has opened a sales office in N'lobile, Al.. Brooks Broussard. mgr. ..8. H. Oates Lumber Co., New Bern, N.C.. is no longer in the lumber business. . Waldron Forest Products. Sacramento, Ca., has closed its Tulsa. Ok.. sales office

Bruce Hordv'ood Floors has allocated $17.4 million to expand its parquet plant in Jackson. Tn.. this year: a major expansion at the Nashville, Tn.. plant has beencompleted...

Millu'ell Co. Inc. has become parl of EAC Timber .4mericas, Greensboro, N.C., with Ralph Elliott, Kim Bergenser, Jan Nowakowski and Peter Hansen stafling that office; John Osgood and Tom Escherich will work from Los Angeles, Ca.

Tarkett Ceramic Tile Sales oJ' .\orth Anterica, a new organization formed by Tarkett Inc. will sell from an Altamonte Springs. Fl.. office . . . Davidson Texas, Houston. Tx.. has filed for Chapter ll bankruptcy reorganization...

Breeko Corp.. Nashville. Tn.. has purchased the assets of McCarthv Jones & Woodward /nc.. Nashville . . . RedMa-t. Norcross. Ga.. has been formed to sell outdoor equipment made by Japan's Komatsu, Ltd.

Weyerhaeuser has added a S-50 million N'licroboard production facility' adjacent to its fv{edium Density' Fiberwood plant in Moncure. N.C. Boise Cascade has budgeted around Sl0 million to expand and improve its Moncure ply'wood facility in the next fiveyears...

W. S. Jenks & Son. Washington. D.C.. has purchased the industrial div. of Fries, Beall & Sharp Co.. Springfield. Va. .. . LCB Holdings, Inc., Dallas, Tx.. has completed its acquisition of Krestnnrk Industries, Inc., Lewisville. Tx.. from Michigan General Corp....

Housing stars in June (latest figs.) dropped 0.70/o to an annual rate of 1.590,000 units. single family home starts fell 2.40/o; multi unit starts were up 3.lolo: permits rose l.4o/o starts in the south fell2.lo/o

Although housing starts were at their lowestsince October 1984. economists feel that the worst of the damage from higher interest rates may be over. "We're seeing a bottoming out of the effect of the run-upof rates in April and May," notes Martin Regalia, chief economist, National Council of Savings lnstitutions.

August 1987

New Window, Door Standards

For the first time a standard l.ras been developed for skl'light/roof windows by the National Woocl \\'indou rrnd I)oor ,\ssot'iulion.

In derelopmenl for over a year, the standard is designed to aid manufacturcrs and spccifiers in choosing proper windows for use in roof's, but a retailer can beneflt from it by being ablc to assurc cLrstomers that the-yare buying qualitl' products made according to NWWDA standards. These are recognized by the federal go\ crnment lrgencies irs nreeting or exceeding their product requirements.

"With the great stridcs in miinufhcturing tcchnology bcing made everydal . the indLrstr-v- expects NWWDA to respond with advanced standards to help cnsure quality."

John W. Shoemaker. NWWDA cxecutive r, ice president. said. "We have bcen able to accomplish this thanks to the on-going ef'forts of r"arious NWWDA tcchnical standards conrmittees."

The association recently' announced a new n'ood flush door standard. NWWt)A l.S. l-87. In addition to establishing quality guidclines. the neu' standard updates ref'crences to harclboard fircc panels and anrends requirements fbr determining warp tolerances and telegraphing. .{ wood door assembly perfbrmance standard is expected to bc compleied by earli' 1989.

NAWLA: Biggest In 60 Years

Tlre Nrtrth .\nterican Wholcsale I.umber .\ssociation hus exceeded the 6(X) ntenrbersltilr level lbr the first tinrc since 1927.

Executive vicc trresident [)ete Niebling attributcs tlte growth to industrl chlnges in distribution. generally' good busincss activitr'. und an active ussociation nrentbersltip prosra nt.

Homes Selling For More

The median price of existing single-family homes sold recently rose almost $3000 in one month to $85,000, nearly l0%r higher than lasr year's $77.400, according to the National Association of Realtors.

,:,"Y.:l.1Yg**S

AUGUST

American Hardware Manufacturers Associetion - Aug. 912, Hardware Industry Week/National Hardware Show, Mc{ormick Place. Chicago. ll.

Netional Hardwood Lumber Associetion - Aug. 10-14. lumber grading short course, Memphis, Tn.

Southeastern Lumber Mrnufecturers Associrtion - Aug. 13-15, annual meeting, Kiawah lsland Resort, Charleston. S.C.

Palrnetto Wholesale Co. Inc. - Aug. 20-21, market, The Carolina Coliseum. Columbia. S.C.

Feltus Brothers Hrrdwere Co. - Aug. 22-23, market, Natchez Convention Center, Natchez, Ms.

Moore Handley Inc. - Aug. 22-23, fall/winter dealer buying show, Birmingham/Jefferson Civic Center. Birmingham, At.

Nationel Hardwood Lumber Associetion - Aug. 24-2E, hardwood manufacturing/marketing seminar. Memphis. Tn.

lnternetional Woodworking Mechinery & Furniture Supply Fair - Aug. 27-30, Atlanta, Ga.

Witte Herdwrre Corp. - Aug. 29-30. Sentry market, Cervantes Convention Center. St. Louis. Mo.

Zork Herdware Co. - Aug. 30. Sentry market, Hilton Airport Hotel, El Paso, Tx.

Houseworld Expo - Aug. 3l-Sept. 2.lst international housewares industry show, Las Vegas, Nv.

Covers the market. Gets Results.

SEPTEMBER

Generel Hardwere Co. - Sept. 12-13, Sentry market, Atlanta Hilton. Atlanta. Ga.

Hoo-Hoo International - Sept. 13-16, annual convention, Seattle Sheraton Hotel. Seattle. Wa.

General Hardware Co. - Sept. lt-20, Sentry market, Greensboro Coliseum Complex, Greensboro, N.C.

CC Distributors Inc. - Sept. 19-20. Sentry market, Corpus Christi Convention Center, Corpus Christi, Tx.

Tennessee Building Materiel Associrtion - Sept. 20-23, annual convention, Grove Park Inn & Country Club, Asheville, N.C.

Nationrl Oek Flooring Menufec{urers' Associetion - Sept. 2l-25, hardwood flooring installation school, Memphis, Tn.

Florids Lumber & Building Mrterid Deelers AssocietionSept. 24-26, annual convention & buying show, Marriott World Center, Orlando, Fl.

Lumber Associetion of Texes - Sept. 24-27. board & committee meetings, Dallas, Tx.

Handy Hardware Wholesale Inc. - Sept. 25-26, market, Astroarena Exposition Center. Houston, Tx.

American Plywood Associetion - Sept. 29-30, annual meeting, Disney World's Contemporary Resort Hotel, Orlando. Ft.

Woodmac Asia E7 - Sept. 30-Oct. 3, World Trade Centre, Singapore.

Batibois International Wood Construction ExpositionSept. 30-Oct. 4, Bordeaux, France.

Wood SidingMarket Study

An analysis of the competitive position of wood products in the residential siding market will be conducted by the Department of F-orest Products at Virginia Tech, Blacksburg, Va.

Sponsors are being sought for the study which will be based on a scientific survey ofover 3000 professional contractors and remodelers located throughout the U.S. Ed Stalling and Dr. Steven Sinclair, Department of Forest Products, 210 Cheatham Hall, Virginia Tech, Blacksburg, Va. 24061 (703) 961-7678, are in charge.

Appliance Growth Forecast

Although the $5.6 billion U.S. electric housewares and personal care appliances market is now fairly saturated and driven by replacement demand, it is expected to continue to increase 3.3% annually to $7.-5 billion by 1995. Demand for new products providing greater convenience is behind the growth.

While growth prospects for the market as a whole have diminished, increases in dual income households, growing leisure time, the pop-

ularity of home entertainment and heightened health and nutritional concerns will selectively keep the market growing.

Jones Buys Hardwood Report

The Hardwood Market Report, 65 year old weekly publication of production, prices and market conditions, has been acquired by Henry W. Jones Jr., former president of Cathey-Williford-Jones Co., Memphis, Tn., from the estate of the late Abe Lemsky, publisher since 1955.

Jones will assume the title of publisher with Walter F. Setzer Jr. continuing as editor.

Formaldehyde Standard

Customers' concerns about formaldehyde emissions from plywood wall paneling should be eased by a voluntary standard for such products published by the Hardwood Plywood Manufacturers Association.

A survey conducted in connection with balloting on the standard showed |hal 870/o of current production meets its limitations with 99% anticipated by Jan. I, 1988.

H0trlE CEI{TER stores operated by Lowe's in Fort 0glethorpe, Ga.; St. Matthews, Ky.; Bradenton, Fl.; Statesville, N.C., and West Richmond, Va., are using interactive video merchandising centers t0 provide customers with information for do-it-yourself home building projecls. The centers describe Lowe's credit plans, detail installation instructions for their Appalachian oak cabinet line and showcase Kohler's kitchen and bath oroduct lines

StoreGivesAway Air Travel

Guadalupe Lumber Co., which has two store locations in San Antonio, Tx., co-sponsored with Southwest Airlines a customer promotion giving away free air travel.

A Window Better Than It Has To Be

Your Window of Choice for Unexcelled Beauty and Dependability at Unsurpassed Value. Available in Colonial, Contemporary and True Divided Light Styles in an Extensive Selection of Standard Modular Sizes for Easy Specification and Installation. All Backed bv a Commitment to Service as Impressive as the Window ltself.

In All, A Window Program Definitely Designed to Please. You. Your Customers. And your Bottom Line. Send fqr Our Free Brochure Todav.

Home Center Merchant

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128 Memoirs," would also be a smash. I made a commitment to mYself to see that movie immediatelY.

HIS PAST weekend some friends and I were reminiscing about the Radio City Music Hall in New York. This was and still is a magnificent showplace. Not only are outstanding films and fantastic stage shows presented but the theater, with its expanse and art deco, has been a show in itself for more than 50 years.

The scene changes. lt's a few days later and I find myself thumbing through a month-old copy of Time Magazine at the barber shop near mY home. Neil Simon was on the front cover. The story on the inside talked about his New York upbringing, his BroadwaY plays and his films. The magazine gave rave reviews to his newest PlaY "Broadway Bound" and predicted that his new movie, "Brighton Beach

The following afternoon I was looking through the theater section in the San Diego newspapers. lt was evident that local movie houses did not feel as strongly about the film as Time Magazine. The only theater showing "Brighton Beach Memoirs" was the Plaza Twin in Escondido. featuring it as half of a double feature.

I remember the Plaza when it was a single theater. Being in the suburbs. it occasionally featured new releases that were still "showing exclusively" in metropolitan San Diego. But times have changed. The theater is now subdivided into two auditoriums and plays second run double features at the sale price of 990.

I'm far from a spendthrift and I don't mind a bargain, but the thought of spending two hours at the Plaza

Twin was almost more than I could stand. My choice was either to see "Brighton Beach Memoirs" there or wait six months until it appeared in the local video rental stores.

I bit the bullet! That evening Donna and I made the early show at the Plaza. Regretfull.v", the film didn't live up to mr- expectations and, also regretfully. the theater did. For a 990 admission we expected little service. We got little. The ticket booth at the exterior of the theater had a hand painted sign that said "Purchase your ticket at the candy counter." We bought the tickets but decided against the obviously stale popcorn with its rancid smelling butter flavoring.

As I expected. we had to examine the seats in the theater before we sat down. lt was a good thing that I had worn laced shoes that night: loafers would have left my feet as they stuck to the floor.

I've learned to hate that theater and will try to avoid it if I can.

Unfortunately. I've watched retail stores turn to the same "bargain basement" mentality with equally disastrous results. Uncle Bill's. one of the original mass merchandisers in the Cleveland. Oh.. market. was an exciting place to shop in the '60s. By the time I left Cleveland in the late '70s, the chain had changed its image

radically. From a position of selling medium range quality at discount prices, it began offering shoddy merchandise at low prices. The value wasn't there anymore, and the clientele was from a lower income level. The shopping experience there changed from "exciting" to "no longer acceptable." By the '80s it was "Goodbye to Uncle Bill's." The parent company changed the name of the store and filed Chapter 1 1.

There are similar declines going on now in the home center/building material industry. I believe that warehouse chains such as Homecrafter's Warehouse lailed because. although their prices were low, their shoppers felt uncomfortable in the store's surroundings. I have also been watching some independent building material dealers change their service level, quality of merchandise and stan-

dard ol housekeeping in an effort to beat the competition.

There is a danger! These radical changes may result in a short volume boost but the long term result could be the eradication of an established customer base. Retailers tempted to cut what they consider "frills" should realize that low prices alone may not be the motivating lactor for an established customer base. In fact, there are a good many customers who are not willing to trade merchandise quality, service and cleanliness lor lower prices.

PS: Between the time that this column was written and printed, the Plaza Twin closed its doors.

Moulding ls A Hot Preference

Decorative moulding rated as a "hot button" (high preference) item in a survey of 2,706 home shoppers by Fulton Research Inc., Fairfax, Va. Virginia, Georgia, Florida, Texas and California were among the 11 states surveyed.

"Great Scott! Are you still on the payroll, Thorndyke?"

ARKANSAS a OKLAHOMA

Forest Service has joined with a group of trade associations, the Cooperative Extension Service, Southern Group of State Foresters and southern industries in developing an action plan.

A team of private industry and government representatives has already

met to develop the plan. 'l'heir task was to "examine the problems and possible opportunities involved in the processing of southern pine lumber from the woods to the market."

A list of problems confronting the industry and actions to address them was reviewed. In the process, 5l problems were prioritized. regrouped and reduced to ll. Actions were refined from 102 to 2l major items.

The action plan has been printed and distributed to industry associations and other members of the wood utilization community including state forestry agencies. cooperative extension services and universities requesting commen6.

The most common interest areas and proposed actions are:

Woods Operetion: Address the predicted shortfall in forest resources by the year 2000 and the effect that the use of smaller trees will have on product quality. Juvenile wood and compression wood, which reduce quality, are found mostly in this type of raw material.

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

WARP. SPL|Tand 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.

Primary Proccssing: Pressures to increase production cause reduced quality because of increased and more severe drying schedules. Southern pine lumber manfacturers must develop and maintain a meaningful quality control program.

Secondery Procrssing: An oversight agency is needed for treated lumber standards. but there is no consensus regarding which agency should provide this oversight. There is a need for uniform product standards in the treated products industry.

Merketing: A consolidated industry approach is needed to address marketing problems. Producers, consumers. trade organizations and grademarking agencies must work together to design products and rules that meet the needs of consumers.

Any Mid-America Lumbermens Association member wishing to receive a copy of the full plan for review and comment can contact the MLA office at (816) 931-2102.

TOPICS

JOE BUTLER. JR.

executlve

vlce

precldent

nll and winter education pro- I grams are being scheduled at locations throughout the state.

Although a complete list will be mailed with registration forms in the next few weeks, the following locations, dates and subjects have been established.

Insurance Management, Oct. 10, Irving; Basic Estimating, Oct. 14-16, San Antonio, Nov. 4-6, Arlington; Redwood, Dec.2, Houston, Dec.3, San Antonio; Dec. 4, Irving.

If you are interested in any of these programs or would like to schedule a seminar in your area or for your employees, please contact Barbara at the LAT office.

John D. Case, security consultant and well received speaker at LAT's 1987 convention held in Fort Worth, has provided us with a model company policy to use regarding employee use/possession of illegal drugs and alcohol. Also available from him is a guide to help you

assess your business security posture, both internal and external. This simple five page evaluation/checklist can help you determine which areas of your business might be in need of additional security.

Copies of both are available by calling the LAT office.

An inexpensive Polaroid camera can be your best asset to prove damaged shipments for claim. Photograph the problem shipment from several angles, trying to include the truck with the carrier's name and/or number in the photo as well, and write the date on each photograph. Even better, ifyou spot visibly damaged shipments at the loading dock, reject them immediately rather than accepting, then filing a damage claim.

Goods damaged in transit are not the responsibility of the receiver and they do not have to be accepted. Be sure to notify the suppliers and truck lines in writing of the policy. Also notify the truck dispatcher that goods are going back to make certain they do not disappear enroute.

exbcutlve

vlce precldent

also will finish his second term as District 8l representative to the Oklahoma House of Representatives.

I OUN Branscum, former administ- lf rative assistant of the Oklahoma Lumbermen's Association, has assumed the job of executive vice president.

Gaylon Stacy, who had been executive vice president since 1975, resigned to become marketing director for the Group Benefit Consultants of Oklahoma City. This firm specializes in marketing and administering employee group benefit plans for professional and trade associations as well as large firms. He

"My work with the Oklahoma Lumbermen's Association has been enjoyable and rewarding. I will miss my daily contact with retailers of building materials throughout the state," Stacy said.

Branscum, a native of West Texas, has been a resident of Oklahoma City since 1968. He has a BA degree in oral communications from Central State University in Edmond, Ok., and a junior accounting degree. His background before joining OLA included sales, accounting and income tax work.

S0UTllESll Forest Products Association's midyear meeting panel: lll Tom Jones, Howard Powell, Pat Neighbors, Lenny Sylk, Ken Moore. l2l Ken Biggs, Karl Lindberg, SFPA oresident. [3] Gene Parker, Rod Black, Dick Baldwin. l4l Edward Dean, Tom Jones,

J. Byard Swift. l5l John C. Milliner, Barry Cullen. 16l Helene & Gene Meyer, Carl Jessup. l7l Lisa Marin, Cathy Marx, Bob Hawes. l8l Cathy Sample, Dick Youmans, Joe Sample. l9l John Schick, Clayton Barns. ll0l

Eill Ganser, Tom Jones. tl ll Karl & Mary Ann Lindbero. ll2l Brenda & Joe Elliott. ll3l Jerry Ndrris. llll Clary Anthony. llSl Haroltt Maxwell. ll6l Clayton Barns, John Albert. llTl John Batson, Carl Darrow.

SFPA members praised for improved quality

l\ ELEGATES to the Southern I Forest Products Association midyear meeting were told that the quality of southern pine lumber has improved substantially in the last year giving it a stronger position in the marketplace.

Kenneth Moore, merchandising vice president of Lowe's Co., a participant in the traditional customer panel, said "We've seen an upgrade in southern pine quality. We have fewer complaints, less crook, less wane and fewer inspections."

Telling the producers that they should continue the improvement trend, he said that another measure of improved quality was the reduced volume of southern pine going into culls. "Today we're dealing with educated customers who will bypass

any products that don't meet their standards."

"For some time, we noticed that southern pine was losing markets to Canadian spruce-pine-fir. Today, that situation is being reversed and southern pine is coming back strong," Moore added.

Other panelists, Leonard Sylk, president of Shelter Systems Corp.

Story at a Glance

Customer panel tells of fewer complaints, better quality. marketing program on target Arthur Temple endorses association.

and president of the Wood Truss Council; Howard Powell, president of Timber Products Inspection, Inc.; Pat Neighbors, president of Neighbors Construction Co., and Tom Jones, president of the Southern Pine Inspection Bureau, agreed that much progress has been made, but warned that the industry must guard against relaxation of quality standards in the future.

SFPA president Karl Lindberg, presiding over his first midyear meeting since his appointment in late 1986, presented a video tape activity report to the membership. The report indicated that the association's Marketing Marathon, a five-

(Please turn to page 38)

SOUTHEASTERN SCENE

covering association news in Alabama, Florida, Georgia, Kentucky, Louisiana, Mississippi, the Carolinas, Tennessee and Virginia.

Florida Lumber and Building Material Dealers Association will launch its 67th annual convention and buying show, Sept. 24-26, with a kickoff breakfast presenting Joe Theismann, one of professional football's most colorful and successful personalities.

Lewis Grizzard. controversial southern columnist, will be a special guest at the Friday luncheon meeting. Ted Koppel, tv news reporter and interviewer, will be the Saturday luncheon speaker. Brenda Lee has been engaged to star at Saturday's dinner/dance.

In between programs, seminars and meetings, delegates will view over 246 exhibits in the Crystal Ballroom of the Marriott World Center, Orlando.

Winners of the 1987 Lumberman of the Year and Associate of the Year awards will be named. Officers for the 1987-88 board of directors will be introduced, according to Clint Dawkins. president.

show. the 1988 show will follow the same format with many big cash giveaways. The Georgia International Convention & Trade Center in College Park will again be the location. Donna Keen is in charge of booth reservations.

The LOGS, or Lumber Ones of Georgia, composed of management personnel of BMMA under the age of 40 plan to meet at Stone Mountain Park Aug. 6-9 for its annual convention. Educational programs as well as recreation and a tour of Cofer Brothers Lumber Co. in Tucker are planned. BMMA education committee chairman Wayne Rodgers will discuss the association's ongoing educational programs.

the year. will be presented by Michael Carliner. vice president of economics at the National Association of Home Builders. Harlan Hummel, executive vice president of the National Lumber and Building Material Dealers Association. will follow with a "National Industry Update and Review."

Dealer/associate roundtables also will be held. The conlerence will be held at the Ramada Oceanside Tower in Virginia Beach. Va.. Aug. l3-16.

Tennesse Building M eteriel Association's convention committee. including Carl Tindell, chairman, Ab Taylor, Randy Rinks. Robert Overholt and Tom Henderson. is organizing an informative and educational program for the annual meeting, Sept 20-23 at the Grove Park Inn and Country Club, Asheville. N.C.

Erv Goodroe, executive vice president of the Building Material Merchants Association of Georgia and Alabama conducted a summer seminar series. July 19-22, at the Briley Parkway Holiday Inn. Nashville. for TBMA members. Topics were product knowledge and selling skills.

Building Material Merchants Association of Georgia and Alabama anticipates a complete sellout of booths for its 1988 buying show by October l. More than 700/o of the 187 booths available for the Jan. 29-30 event have been sold.

Due to the success of last year's

Virginia Building Material Association's summer management conference will begin at 8:30 a.m., Saturday, Aug. 1,5, with "lnventory Control-What You Can Do When You Have Problems" presented by Thomas Dyer, director of dealer services for Builder Marts of America.

Methods of handling problems such as inventory schedules and discrepancies between computer and real inventory will be discussed.

"Tomorrow's Housing Market," an economic forecast for the remainder of

AN D DISTRI BUTORS Jack Jones Bob Lindsey Van Marcus

Future Dater

Charles Marlow Steve Mathey BillWebber srH NG FELL0W #!l$l! BER coM PANY Southern Yellow Pine I All Western Species I All Plynood I 0SB Your source ror Potlqtch O(BOARD Jimmy Dill William Dupree lll Bill FisherI STRINGFELLOW II.|M BER COMPANY, INC. P. O. BOX 1112 BIRMINGHAM, ALABAMA352Ol (800) 633-8263 r (ZOS) gZg-CCeg

Doug McCary Jake O'Neal Bill Stewart

Bob Tyson Tim Waller Jack Williams

PERS NALS

Joe Butler, exec. v.p., Lumber Association of Texas, Austin, Tx., represented LAT at the signing of the spray paint legislation bill, along with Tom Hanover, Hanover Building Materials; A. George Natsis, III, Edna Lumber Co., and Dan Guerra, Olsen & Guerra Lumber Co.

Jeffrey Todd Pack, Wickes Lumber Co., Tucker, Ga., married Sandra Lynn Cox on April 18, 1987. Jerald David Swagner, Wickes, Burlington, N.C., married Angela Dawn Toney on May 30, 1987.

Alan Nugen has been promoted to comgr. of 84 Lumber Co., Salem, Va. Ken Wolfe is co-mgr. in Virginia Beach, Va.

Craig Jonathan Davis, asst. mgr., Moore's Building Supply, Lexington, N.C., and Angela Michelle Koontz are engaged to marry on Aug. 15, I 987.

Billy Bond is the new pres. of Harrigan Lumber Co., Monroeville, Al., according to Dwight Harrigan, chairman of the board.

Scott Hinson is the new mgr. of Scotty's Hardware, Starke, Fl. New asst mgrs. include Pat Honta, Cateway Mall, St. Petersburg, Fl.; Danny Wood, Apalachee Pkwy., Tallahassee, Fl., and John Chamberlain. Macon. Ga.

Lynn Brooks Adams Vaughn, Lowe's, Asheville, N.C., married Nathan Ashbert Ebanks Jr. on May 23, I 987.

Tom Lapinski has joined Duke City Lumber Co., Albuquerque, N.M., as asst. to the pres., according to Frank C. See, Jr., v.p. of marketing, who will be succeeded by Lapinski when he retires in early 1988.

Joy Roberts, Adams Building Supply, Elberton, Ga., has completed the Building Material Merchants' Association training course.

Dwight Lane, Distribution Center, won lst place in the Safe Driving Rodeo competition at The Paty Co., Piney Flats, Tn. Steve Beach, a Greeneville driver, took 2nd place.

Joseph Buckhaults has been named European sales mgr. and business development mgr. at Caribbean Lumber Co., Savannah, Ga. Allen Horne is domestic sales mgr.

Randal Dean, Dean Lumber Co. Elkton, Va., is back at work parttime, following a recent heart attack.

William Graham has retired as Tx., Ok. and N.M. district mgr. for the Red Cedar Shingle & Handsplit Shake Bureau after 40 years in the industry.

Gary Lawson has been promoted to Richmond, Va., branch mgr. for Weyerhaeuser Co.

Steve Ferguson is now co-mgr. of 84 Lumber Co., Oxnard, Al.

Wendell Landry has been named asst. mgr. of Scotty's, Monroe St., Tallahassee, Fl.

Neil Parks Cheeks, Lowe's Cos., Thomasville, N.C., married Sharon Leigh Edwards on May 24, 1981.

Lester Lackey has been promoted to West Tx. branch mgr. for Weyerhaeuser Co. Greg Rinehart is asst. to the gen. distribution mgr., eastern region, and Eric Walz is asst. to the gen. distribution mgr., central region.

Joe Shipman has been named marketing director for Navajo Forest Products Industries, Navajo, N.M. Mitch Boone succeeds him as gen. sales mgr.

Frank Beam has been selected as area gen. mgr. of the year by Lowe's Cos., North Wilkesboro, N.C.

Joel Martin is the new district sales mgr. at Bruce Hardwood Floors. Dallas. Tx.. for N.C.. S.C.. W.V. and Knoxville, Tn., according to Mike Kearins, v.p. of sales.

Jim Parks is the new mgr. of 84 Lumber Co., Tallahassee, Fl. New comgrs. include John Hinkle, Abingdon, Va.; John Richie, Hazard, Ky., and Ron Hooper, Newport News, Va.

Ronnie Martin is the new mgr. of Lowe's, South Boston, Va.

Fernando Gavinet has been named Miami, Fl., export sales mgr. for Weyerhaeuser Co. Phil Warrick is now sales mgr., Greensboro, N.C., and Bill Niedermeyer, branch mgr., Miami, succeeding Jack Gilbert, now laminated beam products sales & marketing mgr. in Fl. and Ca.

Bonnie Easter Strickland, Lowe's Thomasville, N.C., married Barney Mack Hodge on June 6, 1987.

Orbin Sexson, v.p., Scotty's, Inc., Winter Haven. Fl.. has retired after 16 years with the firm. Promotions include Dick Fleming, now retail inventory mgr.; Chuck Radloff, gen. mgr., Winter Haven DC, and Dale Sellers, director of warehousing, according to Kevin Fitzgerald, senior v.D.

David Bailey, Gaddy Lumber Co., Fairburn, Ga., has completed the material estimating course sponsored by the Building Material Merchants' Association.

Lee Ann Chiodo, Roper Brothers Lumber Co., Petersburg, Va., is engaged to marry Mark K. Johnson on Sept. 12, 1987.

Sophie McWaters, Swift Supply Co., Bay Minette, Al., has completed the Building Material Merchants' Association estimating course.

Douglas R. Hollander has been promoted to territorial sales mgr. at GS Roofing Products Co., lrving, Tx., Shirley Mann is commercial territory mgr.; John C. Staten, corporate marketing mgr., and Stephen Wilcox, business center mgr.

Leo Morozko has been named sales mgr. for N.C., S.C., Va. and eastern Tn. by Philips Industries, replacing Henry Seeback, who has retired.

Jeff Styerwalt is the new purchasing agent at Robins Wholesale, Tampa, Fl. Mark Sylvane is now pole and marine piling div. mgr.

Ron Doeden is new to softwood sales at McCoy Lumber Co., Greensboro, N.C., according to E. C. "Bucky" McCoy, pres.

Vicki A. Dryden is now retail marketing mgr. at Harris-Tarkett, Johnson City, Tn.

Jack Bostwick has been promoted to national training mgr. at Bruce Hardwood Floors, Dallas, Tx., according to v.p. Mike Kearins.

Dave Hardy is a new sales rep at Louisiana-Pacific Corp., Waynesboro, Ga. Marty Vanderburg and Rob Roberson have joined the lumber trading staff at Slaughter Brothers Inc., Dallas, Tx. Mike Sopher is the new sales mgr. for American Timber Products, St. Petersburg, Fl. Tom Dimitroff and Galen Hahn are now in sales.

W. Lee Nutter has been promoted to exec. v.p. of ITT Rayonier.

G.P. Mitchell has been appointed v.p. and gen. mgr. of International Paint, Houston, Tx., according to James Dale, pres. Marc Tretout is now manufacturers rep; Joe Miller, mgr. of technical sales & servicel Clark West, v.p. of sales and central div. mgr.; William A. Reintanz, eastern div. mgr.; Gerald Buchta, western div. mgr., and Tom Curry, v.p. and mgr., offshore div., according to Mitchell.

Ralph J. Vasami, gen. mgr., Fiberlux Inc., a subsidiary of Ethyl Corp., Richmond, Va., will also assume the duties of pres., replacing Paul N. Mancuso. who has retired after 32 years with Fiberlux.

Moe Mentos is now selling big ticket items for Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

NEW PRODUCTS

and selected soles oids

lnstant D-l-Y Deck

A complete, ready-to-asssemble deck kit which lets homeowners build a 6 ft. x 6 ft. wood deck module in about 30 minutes is now available from Handy Home Products.

and all required hardware for attaching shelves to both stud and drywall.

All holes are pre-drilled and screws are capped to show how far to insert into the wall. Endcaps slide into place after hardware has been screwed into board ends. Shelves are attached to the wall by keyholes and screws.

The product will hold up to 100 lbs., and is available in l0 decorator colors and two sizes (2' x 9" and 3' x 9").

Gabinet Door Dispby

A new cabinet door replacement display is now available from Quality Doors.

Only a hammer is needed, as pre-cut boards are inserted into a pre-shaped frame.

Shelving lWithout Bracketsl

The first bracketless shelving unit designed for the home decorating market has been introduced by Weyerhaeuser Co.

MouldingLine Up

A wide range of hard-to-find oak and basswood mouldings from House of Fara can be used to accent cabinets, doors, shelves and other wood products throughout the home.

Manufactured from the best quality laminates, Formations contains a shelf board, two endcaps which act as bookends on each side.

The colorful 3' x 4' end-cap merchandiser includes before-after photos, how-to installation photos and a holder for "how-to-order" literature. Door samples can also be included as part of the display so that no stocking by the retailer is necessary.

The custom-made doors and drawer fronts are available in l2 door designs and four hardwoods.

The large architectural mouldings come in plain and embossed styles, each piece individually shrink-wrapped for protection and labeled withits length and identification number.

A complete merchandising program, which includes display racks, colorful signs and take-home literature, is designed to help the mouldings to sell themselves.

Bubbling lYith Excitement

A premium whirlpool bath line in a variety of sizes, colors and trim options has been introduced by NoviAmerican.

Installed in a conventional 5 ft. alcove, corner or island :ilrangement, the acrylic/ABS constructed tubs feature adjustable jets and anatomically designed rests.

The BubbleTub line is composed of three models in five colors. They may be trimmed in chrome, polished brass or antique brass, and colormatched fittings are available on the white and almond versions.

OutdoorScrews

Galvanized screws that are hotdipped zinc-coated for exterior decking use have been introduced by Maze Nails.

Using an exclusive Zinclad process to provide a rust-resistant finish ideal for use with cedar, redwood or treated lumber, the screws are designed for decking, fences, steps and other outdoor uses.

Wood to wood "zipper" threads offer an extremely tight grip, and No. 2 Phillips head makes power drill driving quick and easy.

They are available in four sizes (1-5l8", 2",2-l/2" and 3"), allowing greater selection for each specific job.

Make ASpectacle

A grip cap merchandiser designed to create added display space is new from Clairson International.

Elevated Tray

A tray which easily transforms a stepladder into a workbench is new from Kaed Corp.

units may be used for forming an inside and outside corner as well as straight inline soflits. The hollow design accommodates stove top venting and recessed lighting.

MowerService

A tool for removing lawn mower blades, Blade-Aid, is new from Magnadvne Industries.

The 48" high x 14" wide x 5" deep unit adds 9 sq. ft. of selling space by hanging from the sides on an end-cap display.

It comes complete with 20 hooks and hanging hardware, featuring cross bars that can be hung anywhere on the merchandiser and guard rails for protection.

Available in a zinc or cream epoxy finish, it has one-piece construction with fold-out sides.

Constructed from l/8" highdensity polyethylene, the 18" x 26" Ladder Caddie reportedly attaches to the top of any ladder, regardless of classification, material or size. Two zinc-plated steel support arms and a connection bracket allow the workbench area to support up to 100 lbs.

Additionally, a circular depression in the tray offers stability for a one gallon paint can plus small parts and tools.

The product comes packaged in a corrugated cardboard box, featuring a full color picture and description of applications.

Special Soffit System

A new kitchen and bath soffit system comprised of pre-fabricated 48-in. sections of expanded polystyrene has been introduced by Epsco, Inc.

The lightweight, easily installed

The all steel hand grip tool securely holds the blade while it is loosened or tightened without fear of the blade turning or skinning knuckles.

The tool is reportedly designed for all types of rotary lawn mowers.

Hardwood Morlding Alternate

A new line of wood mouldings featuring the look and feel of natural hardwood mouldings is now available from DG Mouldings.

Decorator Wood*Classics mouldings come in prestained oak or in unfinished oak and birch grains.

The products come in ranchstyle, colonial and S-4-S profiles.

FREE READER SERVICE

For more information on New Products wlite Building Products Digesl, 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!

P0RIABIE infrared gas heaters from Aitken Products, Inc., fit atop LP gas tanks to start equipment, thaw pipes 0r warm workmen.

SpeciallyStained

A fiberglass surface door staining kit has been introduced for ThemaTru's Fiber-Classic door.

Since the fiberglass surface with the molded wood graining detail is not absorbent like wood, it requires use of an artist oilor a solid oil-based stain.

The kit includes artist oil, lacquer thinner, linseed oil (for easier application), rags, protective gloves and staining instructions. Stain colors range from a light cedar to a dark mahogany.

A display is also available.

lf You Wood Glue

An aliphatic resin glue formulated especially for woodworking is now available from Franklin.

Titebond features a strong initial tack, fast setting, high sandability and solvent resistance. lt is nontoxic and nonflammable, and easily cleaned up with warm water.

f t is available in 2, 4,8, | 6 and 32 oz. bottles, gallon jugs and 5 gallon pails.

FastenatingSelection

Nails and staples for all major brands offasteners are now available from Fisall, Inc.

Nails are packaged in quantities of 2,000, with lengths of 2" to 3-l/2".

Staples are packed in quantities of 4,000 in narrow, medium and wide crown, with lengths of 7/8" to 2-t/2".

Volumes On Hardwood

Premium, solid hardwood shelving with custom-contoured edging is now offered by Tropical Forest Products.

Classic Craft shelving comes in 3, 4 and 5 ft. lengths; 3/4" and l-l/4" thicknesses, and 8,l0 and 12" widths. Colors include light tropical oak and dark tropical mahogany. Each piece is sanded, stained, finished and individually packaged with matching support brackets.

Displays measuring 2' x 4' x 6' and holding up to 75 shelving units are available.

Packaged in attractive boxes with easy to read and understandable labels, the fasteners are designed for nailing, stapling, framing, decking, roofing and trimming.

AStain In The Rack

A new stain testing rack from Deft allows customers to try before they buy.

Each rack contains nine applicators, an ample supply of ash veneer stain testing sticks and a wiping cloth. Affixed to the rack are nine stained and finished wood samples, one for each available color.

The sturdy black metal rack stands alone, 2l-112" x 3-112" x 6" high, or may be hung on a peg board.

SourH SreTEs REToAD inc.

WHO AnE WE: The newest and most complete reload center in the South with over 50 years of know how in lumber and plywood handling.

WnA.-*T ARE WE: Seven completely fenced acres of outside

:!9r1S€ and 92,000 square feet of modem warehouse space.

$tHEnE ABE llIE: Port Bane, Louisiana on the Union pacific Rail S5rstem. Located on U.S. Hwy 190 seven miles from t49.

T*.gqU miles-from I-10. 45 miles from Port of Baton Rouge. Centally located for servicing the New Orleans. Baton Rouge. Gfayette. Lake Charles, and Alexandria trade areas.

!o1 U.P. orlglnc, cdl Sou6 Statec or yorrr

U.P. oalec rep. lor Sp€ctd Tarlfr Rates

P.O. Box 1029

wrra-T CAN WE IX) FOB Y(Xl: Our fad[ty, locafion ard experience permit us to offer you unloading. loading storage, pilkaging of uppen, pr.rlling to length and width of cornmom, remanufacturing of commons. and delivenT of your prodrrt to either one or several of your custorners.

ntHAT CAN THIS UEAI| f0 Y(Xl: In today's mad€dile

neabless and appeararrce play a wry important rde in tr€ sale d lumber and rehted producb to retailers, chain prds, and trorne centers. We offer this service and more. We nnintain tr€ hdtg, equipment and saleguard your product The problens of unbading, handling reloading, and tansportatinn are otrs You are fre to corrcentate on SALES.

Port Barre, Louisiana 70577

585-7671

Fold OutTo Dine In

A wall table that folds out for use and then back flat against the wall for storage is new from Sico Inc.

lnvisible Protection

Argon gas-filled insulated windows from Crestline reportedly extend the life of draperies, furniture and carpeting by minimizing the fading caused by the sun's ultraviolet rays.

The 36" x 48" table fastens to the wall and "floats" into position with a slight lift. Stored, it takes up l-l/2" of space. When opened, the table's nickel chrome-plated legs flip out to provide a stable surface.

Glass Up Front

Warm touches of brass accent Perma-Door's new series of Luxury Lights designed for use in entrances and sidelights.

Beveled glass reflecting colorful prisms is bordered by frosty cracked glass and divided by polished brass finished lead.

Firmly Posted

A fast and easy way to install wood posts without digging or concreting has been created by Ameropean Corp.

Metpost's 24" or J0" spike is driven into the ground, leaving a square box protruding 6" above. The wood post is then driven into the box, wherein internal "wedge grips" .automatically hold the post firmly in position as in a vice.

The sturdy heavy gauge steel welded device is hot dip galvanized to assure long life and keeps the post above ground to prevent the wood from rotting.

It is designed for standard 4" x 4" posts for fences, deck{ mail boxes, signs and light structures.

To reduce home energy costs, a fine silver coating applied to the outer surface of the interior pane is said to reflect 950/o of the inside heat inside during cold weather while keeping the sun's heat outside during warm periods. The coating does not affect the clarity or appearance of the glass.

Argon is said to have a 30% higher insulation value than air, resulting in the windows being twice as energy effrcient as standard double-glazed models.

Home Furnacing

The Tuc-A-Way, a new wall-inserted heater, is now available from Intertherm Inc.

The furnace features a stainlesssteel heat exchanger secured bY a thermally-insulated board to improve safety and heat transference.

The triple glazed insulated lights are available in geometric panes (diamonds, hexagons and rectangles). For weatherability and durability, extruded vinyl trim overlaps, securing the lights.

FloatingFlashlight

A new waterproof flashlight has been introduced by Corner Trade Co.

The plastic and rubber, three Dcell powered flash projects a strong beam of light over 230 yards. When submerged in water, it floats with the head of the light facing upward. Also included is an adjustable head/shoulder strap.

FOR MORE INFORMATION CONTACT: TERRY MURPHY TREATED ANO WHITE LUTIIBER SALES I'ANAGER OR JIM IIOYER SALES REPRESENTATIVE

P.O. BOx s36 BFOOKHAVEN, MS 39601 PHONE:601-833-1911

Transparent Tables

Decorative, ready-to-assemble glass tables are now available from Monarch Mirror Door Co.

mylar strips with bumper pads to cushion the glass tops.

The series features a rectangular cocktail table, square cocktail table, end table, sofa table, tall plant stand and small plant stand..

Flameless Solderlng

A hand-held device for soldering copper tubing in areas where a torch would be hazardous and could damage walls, carpets or ceilings is new from M.M. Newman Corp.

OpeningsIn Oak

Twelve new doors handcrafted of American red oak have been added to Simpson's Private Collection Premium Hardwood line.

Included are l/4" thick transparent tops with 1" bevel and radius-cut corners and 3/16" thick stands with ceramic graphics fired into the glass. All are safety tempered.

Assembly requires only a screwdriver. Brass-plated connectors have positive bottom screws to prevent overtorquing and breaking the glass. Edges are made of brasstone

MsrbCetne

WESTERN TURNINGS

The copper pipe joint is prepared as usual with flux and then touched with solder as the device's jaws are placed around it.

The doors have beveled and insulated glass protected by tempered glass panes on either side, solid brass came, deluxe raised mouldings on both exterior and interior door hces. and extra wide stiles to accommodate more elaborate hardware.

The entries feature mortise and tenon construction.

WESTERN TURNINGS WONDERAIL

Patent4/'213{l.2

MaJesdc Columns for a Llfeflme of Grace and Beauty

Genuine Marble Particles, Polymers and Fiberglass Form an fuchitecturallyfrue Entasis Taper.

Marbleine Means a Virtually maintenance-free, Matte White, Paintable Surface in 6 '. 8 '. 10 '

and72 'Widths, and lengths to 18'.

, Soldering joints without an open flame, the Antex Pipemaster heats pipes evenly and reaches a working temperature of 968'F in less than five minutes.

WindowBlocks

A new Glassblock unit permitting tighter curves in panel construction and wall partitions is now available from Pittsburgh Corning.

Beautifi Your Stain il Balcony

. Adjusts to any angle

o keassembled as single unit

. Fast, easy, stong insialhtion

o Hemlock orOak

r Rail lengths to 14'

. 32' &35" heights

o Ready to finish

o Hardware included WESTENX

The rectangular glass block products allow a 32" inside minimum radius, providing more flexibility in design.

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates

PO. Box 741623 Dallas, Tx.75243

l) ntcEs, performance, portabiliry I and compatibility have all improved to the point where it almost makes no sense for any lumber and building material dealer to be without capabilities provided by computers.

The dog and pony shows freely available from the many sellers serving this industry quickly illustrate the features and benefits. One finds a commonality of improvement percentages suggested by each of these specialists that center in four areas.

INVENTORY - A computer will provide the wherewithal to manage unit control so well that the user will require about 12% less inventory. This means that for every $75,000 in merchandise now required to sustain $ 100.000 in sales. $9.000 less will be needed. At 100/o interest this is $900 per year

RECEMBLES - A computer will allow management to better handle receivables by 130/0. Thus for every $100,000 in receivables, $13,000 less will be required to fund this expense. At 100/o interest this is $1,300 per year in cost reduction.

GROSS MARGINS - Computerized pricing control on average generates 30/o more gross margin than manually managed pricing. On $100,000 in sales, this is $3,000 annually in additional gross income.

STORAGE - Better unit control through mechanization means fewer dollars invested, thus reduced space requirements. The average savings is 150/0. If occupancy costs are 5% of sales of $ I 00,000, 1 5%r of $5,000 is $750 per year in additional usable space. This is a total alleged computer performance benefit of $5,950 annually.

A real live company went through

just such an evaluation on their $1,000,000 in volume and $750,000 in cost ofgoods sold. The results were predictable.

INVENTORY - 120/o X $750,000 : $90,000X l0o/n: $ 9,000

RECEMBLES - $12s,000 (45 days) X l0o/o: $12,500

GROSS MARGINS - 3o/oX $1,000,000: $30,000

STORAGE - 5% x $1,000,000 : $s0,000 x 1s%: $ 7,500

POTENTIAL TOTAL

DOLLAR BENEFITS - $59,OOO

There were two interesting sidelights within the analysis. First, the company's pre-tax profits on $1,000,000 in sales were $22,000, or 2.20/o. The dollar benefits of computerizing were $59,000, or 5.900/o of sales. The company in essence could look forward to pre-tax profits, after the computer was paid for, of 8.100/0. A whopping 268% increase.

The other interesting aspect of the experience came about when the benefit percentages were challenged. At 1000/o of amounts claimed benefits, profits improve $59,000; at 500/o profits increase $29,500. lf industry claims are only 370/o accurate, pre-tax profits double and even at l0% accuracy, pre-tax profits grow by $5.900. an increase of almost 27010.

Volume may cure problems but computers sure enrich profits.

NEW LITERATURE

Treating Out Back

Information on treated landscape timbers and garden rounds is free from Jasper Wood Treating Inc., P.O. Box 106, Jasper, Or. 97438.

Fan Magazine

An exhaust fan catalog is free from NuTone, Madison & Red Bank Rds., Cincinnati, Oh. 45227.

Post Lamp Plans

Single copies of a how to build an outdoor post lamp are free from the Western Wood Products Association, Dept. P-124, Yeon Building, 522 S.W. Fifth Ave., Portland, Or. 97204-2122.

Garden Furniture

A catalog of authentic British teak leisure furniture is $2 from Country Casual, l?317 Germantown Rd., Germantown, Md 2087 4-2999.

Wood Panel Video

A 22-minute dealer training videotape on structural wood panels is $35, or borrow free for l4 days, from the American Plywood Association, P.O. Box I I 700. Tacoma Wa. 9841 I

Retail Training Program

A sales and customer relations training program including three VCR tapes, five student workbooks and one leader's guide is $395 from the National Lumber & Building Material Dealers Association, 40 lvy St., S.E., Washington, D.C. 20003.

Another Dimension

New editions of "Dimension Buyers Guide" and "National Dimension Manufacturers Association Membership Directory" are free and $3, respectively, from NDM,\ 1000 Johnson Ferry Rd., Suite A-130, Marietta, Ga. 30067.

Up To Par Openings

A list of prime and replacement windows and doors meeting American Architectural Manufacturers Association Certification Program requirements is $10 from AAMA, 2700 River Rd.. Des Plaines. ll. 60018.

School Of Trucking

A spring course schedule for lift truck maintenance and troubleshooting classes is free from the Yale Inquiry Center, Dept. 208, P.O. Box 12936, Philadelphia, Pa.19108.

Asbestos Answers

A 44-p. booklet designed to help employers comply with new government asbestos standards is free from Mine Safety Appliances Co., by calling I (800) MSA-2222.

New Sandpaper Product

Information on a new garnet sandpaper product is free from Virginia Abrasives, 2851 Service Rd., Petersburg, Va. 23805, or by calling I (800) 446- I 805.

Under Covens

A canopy. patio cover and carport brochure is free from Alcan Building Products, 2401 Parkman Rd.. N.W.. Warren. Oh.44485.

Sldlng lYlth Hardboard

A l0-p. hardboard siding catalog is free from Temple-EasTex Inc., P.O. Drawer N.. Diboll, Tx. 75941, or by calling l(800)231-6060.

Fully Fumaced

A 4-p. fumace guide is free from Boyertown Furnace Co., P.O. Box ll. Boyertown, Pa. 19512.

Getting Down To Business

"Cost of Doing Business & Financial Position Survey" is $150 from the Northeastern Retail Lumbermens Association. 339 F^st Ave., Rochester, N.Y. 14604.

Deck Umbrellas

A 4-p. Umbrella Waterproofing Sealer brochure is free from Klean-Strip, P.O. Box 1879, Memphis, Tn.38l0l, or by calline I (800) 238-2672.

AroundThe Bath

Two brochures on fiberglass, acrylic and thermoformed bathing systems and wall surrounds are free from Universal-Rundle Corp.. 301 North St., New Castle, Pa. 16103.

Power ToolReference

An excellent addition to a how-tobook section as well as useful as an employee training lool, The Complete Book of Portable Poner Tool Techniques by R. J. DeCristoforo is distributed by Rodale Press.33 E. Minor St., Emmaus. Pa. 18049.

FOR PROMPT SERVICE

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

InsldeInsulatlon

"How to Save Money by Insulating Your Home" is 50c plus a self-addressed, stamped envelope from the Mineral Insulation Manufacturers Association, 382 Springfield Ave., Summit, N.J. 07901.

TERRITORY SALES MANAGER

Five state Mid-west territory. Southern Yellow Pine sawmill, treating plant, poles, fencing, remanufacturing specialty products. Proven producer with stable work history. Experience selling on corporate and management levels; background of developing new product lines thru wholesale distributors. High five figure salary and commission potential. Relocation and fee paid. Maugans and Associates, P.O. Box 36802, Birtningham, Al. 35236. (205) 987-7s82.

Recruiting for the forest products industry

SALES: Three openings: mill-treated-wholesale. 3-5 years lumber sales experience, excellent salary & benefits. Relocation & fee paid. Maugans & Associates, Box 36802, Birmingham, Al. 35236. {205) 98'l-7582.

Recruiting for the forest products industry.

FRENCH PANELING

French manufacturers ofvarnished or pastel colored wall paneling made of French sea-pine are seeking an importer/distributor. Possibility of exclusiveness. A package olsamples is available. Societe Industrielle Forestiere, Saint Martin d'ARY, 17270 Montguyon, France. Telephone: 46 04 19 19. Telex: SIF '792.320 F.

MACHINERY COMPANY- Des Moines, Ia., established 60 years, woodworking equipment, sales, service, and rebuilding, national accounts, could be relocated. VRBB (515) 224-0419. Ask for Roger.

tlET'S TA1K FACTS

FACT #,I:

Cascade Empire is looking for a few special people who already successfully trade Forest Products as oftice wholesalers and have the facts lo back up previous experience.

FACI #2:

LOOK! EXOTIC WOOD PENS-Six species-Classy gifts for your best customers. An inexpensive way to put your company name in their order writing hand every dayl Introductory special for lumber industry. Buy direct, call (916) 442-2485 or write Quest Pen Co., Inc. 106 "K" St.. Suite 330. Sacramento. Ca. 95814

IMPORT VINYL FTOORING

1500 rolls (90,000 square yards) 6' x 90' all first quality. I 5 patterns. $l per square yard.

Shaw Wholesale Company (s0r) 767-6464

P.O. Box 2474,Hor Springs, tu.71914

PROFTTABLE businesses for sale by owner. Established/successful. Good terms/owner financing. West & Midwestern States. Affiliated Business Consultants Paul Grillos (303) 630-8188, Colorado Springs, Colorado.

FOR SALf,: Building materials yards, pre-, sent value over $3,000,000 each. Jackson, Ms.. or New Orleans. La. Call Bill Swain (601) 932-1591

We have a few facts of our own. lf you trade $1 50,000 Gross Trading Margin at Cascade, your income would be $55,000. lf that gross was $250,000, your income would be $100,000. In addition, we have benefits which include life, health and dental insurance, disability insurance, 401-k savings program, business expenses paid and incentive travel trips for our top producers.

FACT #I:

We try to keep it simple. You trade-you earn. You must be experienced in order to respond to this ad, you must have a proven record of top production, integrity and be a team player. We're looking for a perfect match-youl skills and our needs.

Our main office is in Portland, Oregon, with a branch in Newport Beach, California.

FICI #I:

We're serious and we hope you are. Reply to me personally and let's talk facts-including the possibility of adding you to the Cascade team.

Ray B. Haroldson President

POST SUPPORT

The fqslesl, eosiesl ond leost expensive woy to pul up wood poslseven ln hord to dig heovy cloy solls.

Southem Lumber Begins BargeShipments

Treated lumber is being shipping by barge from Southern Lumber Co., Jackson, Ms., to their re-load center in Chicago.

I toNo tA.sflNo

Now you can put up wood posts in minutes, not hours. Unique spike cross-section and sturdy welded construction, guarantee maximum stability in gale force winds. Hot dip galvanized for rust protection. Write for brochure. Dealer inquifies invited

Metpost Division

AII EROPEAI{ CORPORATION

71 Hartford Tpk. South, Wallingford, CT 06492

(203) 265-4648

Each barge load contains one million board feet of no. I and no. 2 lumber, timber and landscape timbers from the Southern Lumber sawmills in Crosby and Harmanville, Ms., and their Crosby treating plant. Sixty-five truckloads of lumber are required to make up one barge load. The company anticipates loading 20 to 25 barges this year.

Barges take three weeks to travel up-river from the Natchez/Adams County Port to the Arrow Terminal in Chicago.

IHE I||P FIIE volume accounts for 1986 for P&M Cedar Producls, Stockton, Ca., were presented with commemorative plaques by the commercial sales division during the recent Western Wood Products Association convention in San Francisco, Ca. Among winners present were from left: Joe Tidwell and Daryl Bond, All-Coast Forest Products, Chino, Ca., 3rd place bronze cedar award; Eric Canton, Canton Lumber Co., Minneapolis, Mn., 1st place golden cedar award; Bob Wenige and Russ Scruggs, Earl Raiford Lumber Co., Asheville, NC, 5th place award of merit.

[UtlEn is loaded on barge at Natchez for shipmenl to the Southem Lumber Co.'s re-load center in Chicago. Dravo Mechling Barge Co. is handling the shipments.

IEIIS House Eill 173 controlling glue and spray paint abuses, the omnibus inhalant abuse bill, was signed into law by Gov. Bill Clements (seated) with LAT members included among the observers. (lelt to right) Rep. Bill Blackwood (R-Mesquite); Mickey Moore, Texas Retailers Association; Sen. Judith Zallirini (D-Laredo); Joe Butler, Lumbermen's Association of Texas; Ricardo Jasso, Nosotrc; Hugh Young, National Paint and Coatings Association; Tom Hanover, president of LAT; Sen. Cyndi Krier (R-San Antonio) and Dan Guerra, LAT.

T ELIMII{ATES IN-OROUND ROT

I NO DIGOINO T NO @NCRETING

It'rou hine crcr askcd loLrrself - Anr I Cornpetitit'e? or.!-rrt I ubsoltrtel)'.ture I brt_v'nt,t' Building Muteriuls ancl Harclt+'ure right'? Then volr need C'.B.S.-Central Builders SLrpplics C-onrpanr.

C.B.S. can take the guessuork oLrt o1'buring. Since 1937, C.B.S. has been hclping ittdepc'ndcnt building nriiterial dealcrs rcnrain e ()nrpr-titi\ c * ith nri.rn'rmoth corporation chailts. Because C'.8.S. is a dealer o\\nednon-prol'itcorporation,all cliscouttls, relratc:, clalings ltttd adrcrtising fLrnds arc all passed directll to the participating ntcntbcrs.

*(.U.\.ha' bce rr natrorrallr lee oi:nizetl a'"7lrt,

Plttte I o (io I o Buy l.oy+"*

*(' Il.S. rs dcalcr o\\ rterl

*( .ll.S. har li 'tatL ol thc litl ntlcrttal cottttttLttt-

* As rorr btrr nr()rr'tlrc a()-({ l() bclortg !()c\ (l()\\n icttliLrrt sr\lcnl \\illr Irlttllurfrittltl! t}tatttl.cr'

-n()t u/)

* (.t1 .\. ha\ iiri ilr-lrorrrc l.urrrber [)epiirtlncnt

*(.ll.\. ha' lr (icncral llLrilding \lalerial'[)t'pt.

*( .ll.S. htr\ it pr.()cr..rrr rrillt rhe lllrrc (i.i,sJ.pl

L ()ntnan\

*(.tl.S. Rcblr(es arc prud to llte Ittctttl)cr\ ltt..I\h

*(.l].S. hu' riri itt irr,Lt'c ])trilcirrtg Slrccralttcr l)cl'rl.

*(.1].\. {rlrLr.rle\.i\.1 Ilurl lrri,lll !(,llrlr.l rl\

*( .ll.S. rrrnrbers siltrc itt ,1,g ;1r:1 l1i irfCriilc

Obituaries

J., Bravais Coe, longtime owner of J.B. Coe Lumber Co., Amarillo, Tx., died June 6, 1987, in Amarillo. He was 100.

Considered a major force in the shaping of Amarillo since the 1920s. Mr. Coe was born near Colorado City, Tx. He had managed several lumber companies throughout the state, including Burton-Lingo, Brady, Tx., before settling in Amarillo in l9l9 while with Long Bell.

In l92l he and two partners opened Coe & Parks, Amarillo; the company became J.B. Coe Lumber Co. when he bought out his partners three years later. He retired in the late 1960s and sold the firm to his children.

SFPA Meeting

(Continued front page 25)

year program to increase southern pine production by 1.4 billion board feet, was on target.

The meeting attendees heard a strong endorsement of SFPA from industry leader Arthur Temple, chairman of Temple-Eastex. Temple urged non-member lumber producers to join SFPA, and challenged present members to actively support the association.

Mr. Coe is survived by his widow, Ida, two daughters, six grandchildren, l6 great-grandchilren, and four great-great-grandchildren.

L.T. Bullock. founderof

Bullock Lumber Co., Pittsburg, Ky., dled May 31, 1987, in London, Ky. He was 84.

A native of Pulaski County, Ky., he was a builder and carpenter from 1938 to 1944 when he opened Bullock Lumber. In 1958 he boughr the Herzig Building Supply, London, which he operated as a second Bullock Lumber until he retired in 1969.

Mr. Bullock is survived by one daughter, two sons, two sisteri. five grandchildren, and seven greatgrandchildren.

LETTERS

THE TRUE STORY

Thanks so very much for the great article on wood flooring in your May issue. The whole effect was very professionally done, and told (for once!) the right story about wood floors. I congratulate you for your editorial content.

Clsude Trylor

In a video message, Temple said, "l've seen SFPA's contribution to our industry longer than most of you. We need our association. If southern pine is your business, you need the clout that only membership in the Southern Forest Products Association can provide."

Held in conjunction with the SFPA's Forest Products Machinery and Equipment Exposition, the New Orleans, La., meeting, June 16-17, drew 250 members. The next SFPA meeting will be held in Houston.

P.O. bor 9300

Foir Ooks, Co. 95698

(9r6) 96s-r r r9

(800) 894-5878 Toll Ftee

FOR INFORMATIO{ Co}{IACTI

George Kovooros, pres.

Rick Kovooros, v.p. lee Rowlin, rcles

Jerry Vilcox, rcles

Jock leclercq, soles

r

One of the notion's lorgert wholerolers of quollty plne & flr mouldlogs, ftomes, Jombs ond trlmrclld €r fingerfolnt Domestlc [r lmportedIncludlng thlrty truckloods of controlled production pel month.

€l Poso, Tr. office

TX (800) 493-0868

(9r s) s84-9414

Steve Drongsholt Arnold Smith

Director

of

Sales Memphis Hardwood Flooring Co. Memphis, Tn.

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