Building Products Digest - August 1988

When you want the handsome, long-lasting quality of redwood lumbef come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architecturalgrades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!

Our Common Program is both S-Dry (190/o or less)and green. We do it naturally on our ocean bluffs with cool breezes off the blue

ciation and the Redwood Inspection Service. So look for the grade stamp on our lumber. Get the powerful advantages that only the finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood or Douglas Fir you need. Both are available through our Fort Bragg mill-of through our extensive distribution network. To find out more, simply call the Fort Bragg mill at7071964-0281.

Serving the lumberl--.i - & home center markets in 13 Southern states 6,.?##Siqi 78s ,r

Pacific. And as afinal assurance of quality, G-P

Keep your eyes

New company logo soon be imprinted on our lumber packages!

This logo represents the exceptional quality, service, and integrity that our customers have grown to expect in the past. These same qualities exist today and will into the future.

The BEAN TEAM can fill all your treated lumber needs landscape timbers, ply_w-ood,_4-x4 through l2xL2 and all dimension lumber. Qn 6x_6 and larger we have le.ngths to 45 feet. Plus *" ..ity .60 FDN in stock. Our own fleet of trucks means w€_c_an quickly- and cost effectively solve any delivery problems you may have. The BEAN TEAM can supply a complete range of treated and untreated Southern Pine products.

Publlrhor Drvld Cutlcr

Edltor Jurnitr Lovret

Arrlrtrnt Edltor Drvid Kocnig

Contrlbutlnj Edltorr

Dwi3ht Curran Gagc McKinney

Arl Dlrcclor Martha Emcry

St.fl Arlltt Carmen Wollcrman

Clrculrtlon Lynncttc A. Pcrkins

Building Products Digest is published monrhly at 4500 Campus Dr., Suite 480, Ncwporr Beach, Ca. 92660, phone (?14) t52-1990, by Cutlcr Publishing, Inc.

ADVERTISING OFFICES

Advcrtising rates upon request.

F om all stalcs esst of the Rocky Mountains: Contact Jcan Waggoner Gogerty, national sales monager. l"'rom Arizona, Nevada and California: Contact David Curler. Borh may be rerched at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newp6rt Beac-h, Ca. 926ffi.

From Washington State, Oregon, ldaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Hofm at (206) 174-3'173 or 21819 77th Place west. Edmonds. wa. 98020.

SI,JBSCRIPTTONS

Subscrlptlon Retes: U.S.: $25-one year; $41+wo years; $55+hree yearsl For'eigni one year payable in advance in U.S. funds- Canada or Mexico: air-$42: surface-$37; South America: air-$60:' surface-$39; Asia: air-$701 surface-$39: Europe: air-$90; surface-$39. Sinrle copies $3; back copies $4.50 plus ship- ping & handling.

BUILDING PRODUCTS DIGEST is an pnblicarion fur the rcmil, vholesale and distibwion lewls of the lutttber and lume cenor marl<cts in 13 bhhcm states.

m.rket3 In 13 Southcrn

August 1988

Lowe's Picks Superstore Site

Lowe's will open its largest store in Asheville. N.C.. in the fall of 1989.

The site for the store. which also will be the largest home center in the western part of the state, has been selected, according to Robert Strickland, Lowe's chairman, who describes it as "13% acres, equivalent to 20 football fields."

"The sales floor will be just under 62,000 sq. ft., almost six times as large as the present Asheville store,"

Hechinger For Sunday Hours

Home centers in many parts of Virginia will know in September if they'll be able to stay open legally on Sundays.

The blue law question which is before the Virginia Supreme Court will be ruled upon by then. The case began with a lawsuit in Virginia Beach in 1985 when several businesses including Hechinger challenged the constitutionality of the law regulating Sunday commerce. Sunday closings, a local option, are observed in about 500/o of cities.

he notes. "Attached to the sales floor will be our largest lawn and garden center. 10,000 sq. ft. dedicated to just those products."

The store, with 300 parking spaces, will be gigantic in comparison to the present Asheville store which was opened in 1952. Although small and congested, this store, the third opened in the Lowe's chain, "has grossed more than $250 million in the past 36 years," Strickland pointed out.

Koppers Chemical Sale Close

A management group and The Sterling Group, Houston, Tx., expect to complete this month a $660 million purchase of Koppers Chemical and Allied Products from Koppers Co. Inc. which was acquired in June by an affiliate of Beazer.

The business, which will be headquartered in the Koppers Building, Pittsburgh, Pa., will be called Koppers Chemical Co.

Gordon Cain. head of The Sterling Group, will be chairman; Glen C. Tenley, former president and coo at Koppers Co., Inc., president and ceo. Robert K. Wagner, vice president and general manager ofthe Tar and Wood Products Sector of Koppers, will become one of four senior vice presidents.

Hechinger said that its Roanoke store has opened on SundaY since last October following a circuit court ruling that the city's existing blue law was unconstitutional. The store's overall weekly receipts have increased between 100/o and 15%, he added.

Record Show Crowd Predlcted

A record-setting 600 delegates are expected to attend the National Lumber & Building Material Dealers Association's 72nd annual convention Oct. 13-16 in Palm Springs, Ca.

Grab the better part of tJle outdoor business.

Stock up with Western Red Cedar, the natural answer to your customers' outdoor building needs.

Western Red Cedar comes in allthe sizes, len$hs, shapes and patterns your customers want, from decking and boards to fencing and lattice.

There is also Cedar siding, paneling, trim, fascia, mouldings and industrial items for a wide range of other construction projects. Protected by natural phenol preservatives, Cedar is treated all the way through, naturally, and makes imitators turn green with envy.

So, bring that additional outdoor business to your store, Grab the coupon and get a selection of idea literature and a source list of Western Red Cedar producers.

Western Red Cedar Lumber Association

"The law is absurd." said John Hechinger Jr., president of Hechinger Co. "It's a hodgepodge. It's just difficult or impossible to enforce."

Get Wlth The Program.. . Please

ll, HEN the federal government first became UU involved with the sale of pressure treated Iumber through the Consumer Awareness Program (CAP), manufacturers and wholesalers as groups quickly came into compliance with its regulations. Unfortunately the same cannot be said for all retailers.

A provision in the voluntary CAP program is inclusion of Consumer Information Sheets with pressure treated lumber invoices and loads. These sheets are divided into three sections: consumer information, use site precautions and handling precautions. Their design and layout follow a set form approved by the United States Environmental Protection Agency.

Despite initial concern that CAP would cause fear and loathing and reduce sales of treated lumber. such has not been the case to our know-

ledge. Like so many federal finger wagglings, this has produced a consumer reaction that can best be called negligible.

So far so good. But, as it is a voluntary industry program! government said it would keep hands off only if all parties complied. Which is why it is essential for retailers to get with the program and use the Consumer Information Sheets as prescribed. Otherwise there is a strong likelihood that the federalgovernment - eagerly no doubt - will step in and transform the present voluntary program into one more cumbersome, expensive and time-consuming exercise in complying with federal law.

The solution is simple. Associations and suppliers have all the information needed to quickly and easily bring companies into compliance. Now it's up to the retailers to use it.

DAVID CUTI,ER publlsher

Home Depot Limits Expansion

Should a store considering expansion enter new markets or concentrate on regions in which it is already established?

The Home Depot strategy is entering only a few new markets each year, concentrating the majority of

Summer Marketing Promotions

Marketing ideas for curing the summer doldrums include having one of your employees telePhone real estate firms and the local Welcome Wagon representative for a list of residences recently sold and occupied.

Then, suggests the Lumbermen's Association of Texas, "target a welcome letter to them and list anY special items you have which a new home buyer might need to helP settle in." You also could offer them a d-i-y plansheet such as the one for a garden gazebo available from the Western Wood Products Association.

Along the same line, LAT recommends procuring a list of city residents currently listing their homes for sale. A letter explaining current tax rules for fixing up homes in anticipation of a sale can be sent to these homeowners along with a reminder that the store can suPPlY anY materials they may need.

After a customer sells a home, you can suggest that he recommend your store to the new owner since you can provide information about paint colors and other materials used in the fix-up.

Sheathing Market ls Bright

The future looks bright for residential sheathing products. Despite predicted drops in housing over the next several years, there will still be a demand for over 9 billion square feet of material.

Data from annual builder surveys show a growing sheathing usage since 1983, reaching a high of 9.6 billion square feet in 1986.

Although plywood is the major structural sheathing for house construction, waferboard and oriented strand board (OSB) have been increasing their market share for floor and roof applications.

new stores on filling in regions in which it has already established itself. To control the hazards oftoo rapid growth, management has a policy of limiting increasing stores by no more than 250/o each year.

A concentration strategy makes better use of marketing money, according to Ronald M. Brill, senior vice president and chief financial officer, because existing stores benefit from advertising dollars spent on promoting new stores.

But, says Bernard Marcus, chairman and ceo. "the maior reason The

Home Depot adds more stores to a region is to relieve the sales load on existing stores."

". we want to have an environment where the customer is treated properly," he said. "We get verY upset when we go into a store and we see tremendous lines at the registers. We get very upset when we see People waiting around to be helped because our people are inundated with customers. We're unlike other retailers. We don't want to squeeze every dime of sale out of everY store. "

lltlhy C-edarPro' ls the Smart Clrolce.

oday's smart builders take the time to know their projects-and their clients. They know what materials will give the best results. What level of quality the client demands-and what the budget will allow. Smart builders shop around for products they can trust and sources they can depend on.

So it's no wonder that when the job calls for premium cedar siding, smart builders call for CedarPro.

CedarPro is genuine incense cedar siding, manufactured to exacting

specifications by P&M Cedar Products in its own sawmills. Kiln-dried for dimensional stability, CedarPro Sidings are carefully graded for their intended use. It's a tough test-P&M allows feurer def ecl characteristics

premium

than most standard grading-agency specifications. This "custom grading" means less waste and better performance where it counts. on the job.

And CedarPro's quality commitment goes even further, with consistent machining and tally counts, breadth of line, custom-wrapped protective packaging, and in-field customer service. It's easy to see why CedarPro is the right siding choice for so many smart builders.

You can make the right choice, too. For

cedar siding from a dependable source, call for CedarPro Sidings, from P&M.

CedarPro Sidings are available in Plain Bevel, Rabbeted Bevel, Tongue-and-Groove, Channel Ruslic, Slrasfa Cove, Deck. and SIS2E Board pattems.

Dlstdbutots

NORI}IEf,ST

GEORGE MCQUESTEN CO.

Iron Horse Park

North Billerica, MA 01862

(617) 663-3435

MD.STETE LUMBER CO.

20o Industrial Parkwav

Branchburg, NJ 08876 (2Or\ 72549oO

SOUTHEAST FURMAN LUMBER CO.

89@ Henkels Ln.

Annapolis Junction, MD 2O7Ol

c,O') 792-2234

Ennr nerono LUMBER co.

PO. Box 5498

Asheville, NC 28813

0M\253-567

ippEnson LUMBER SALES, INc.

PO. Box 1559

Statesvitle, NC 2ffi77

(704\ 873-4321

ivoODFORD PLYWOOD

PO. Box l73l

Albany GA 31703

(912) 883-4900

Brariches in Alabama, Georyia & Florida

TIXE STATES

EMPIRE WHOLESALE

P.O. Box 249

Akron, OH 44300

i2l6\ 434-4545

bernon FoREST PRoDUcrs

35135 Glendale

Livonia, MI 48150 (313) 522-0610

BOEHM.MADISEN

N16 W22l0O Jericho Dr. Waukesha, WI 53186 (4r4)y.44ffi

NORf,HWEST HUMPHREY LUMBER CO.

PO. Box 99943

Tacoma, WA 98499 (206) s84-6263

T,PPER MID WEST CANION LUMBER CO.

P.O. Box 9328

Minneapolis, MN 5544G9328 (612142s-t40o

WEST

AIL.COAST FOREST PRODUCIS, INC.

P.O. Box M

Chinq CA 91708

(ol4l627-8551

)urconsr ronrsr PRoDUcrs' lNc.

End of Railrcad Are.

P.O. Box 9

Cloverdale, CA 95425'OOO9

i707\ a94-4.281

TEDAR wEsr coRP

P.O.Brrix5224

Denve-r, CO &217

(3O3) 294-9101

MILLWORK: a hot selling Product

.|rHINK DECORATIVE! That's I the trend as builders seek architectural interest and curb appeal for homes and commercial buildings. Millwork is hot from front to back. Do-it-yourselfers, too, are learning that millwork can add character to their homes. CoPYing ideas they see in new houses and home improvement magazines, theY are using more millwork to add sizzle to tired, not so new, tract houses.

Most dealers have discovered the need to stock a wide selection of distinctive doors and windows, but many are slow to catch on to the need for more than'the basic millwork. As with doors and windows, most of their customers want to see actual products, not a catalog picture. In some cases theY exPect to take it home with them to get started on the project, not wait a couPle of weeks for it to be ordered.

In addition to shopping for fashionable doors, windows, sidelights and transoms, builders and homeowners are looking for decorative garage doors, screen doors, storm doors, cupolas, louver vents, shutters, columns, pillars, railings, balusters, lattice and gingerbread trims. Millwork reminiscent of the Victorian and Craftsman eras is big.

Some millwork manufacturers have responded to the d-i-Y need bY packaging their products so that they can readily be taken from the display, carried to the cashier and taken home. Cupolas, for examPle, now come in boxes. Shutters, too, are often packaged, sometimes Prefinished. for the convenience ofthe doit-yourselfer.

Screen doors, which have been transformed from utilitarian to decorative with the use of more millwork trim, should be kept in inventory along with doors. Although columns and pillars will have to be ordered for customers, it is usually feasible to keep an inventorY of

porch and balconY railings and balusters. Louver vents and lattice also should be kept in stock.

Having the materials on the floor is not enough, according to one outspoken vendor. "TheY must be displayed well with benefits spelled out clearly. How-to literature must be available."

"Since these are the 'in' Products," he emphasized, "they should be located where customers will see them. If shoppers don't know You have them, they don't know theY want them. It's the Products that they see that theY want."

Story at a Glance

Ways to get in on the millwork boom merchandising and display tips. methods to gain customer confidence.

Sales people must be familiar with millwork products. TheY have to suggest them, relate their advantages for upgrading a house and tell a customer how to use them. TheY must be able to tell the customer how to measure for various pieces of millwork and how to install it' If the customer wants helP, they must have a list of installers to recommend.

"Our millwork salesPeoPle are like counselors," explained a dealer who specializes in millwork. "They are able to guide the customer and install confidence in his selections as well as sell the product."

Dealers who have taken the lead in stocking and displaying millwork report excellent results. "Sales are good and so are the margins," a dealer commented. "Our millwork is helping us to attract more customer builder trade as well as bringing in di-y buyers."

Make your customer friendly

ager, Windsor Mill, Windsor, Ca. Rick Kavooras, vice president, Mouldings & Millwork Inc., Live Oak, Ca., and El Paso, Tx., agrees: "Mouldings add warmth to a home, but one fact of d-i-y life is that people are afraid of something they haven't been exposed to. Moulding is kind of like a Iong lost brother."

ll OULDINGS are in. Ctean, lUl stylish, symmetrical, full, warm, they are fast reaching a new high in popularity. But among the vast number of people who would love to have their homes decorated with mouldings, only a very small percentage has actually been lured into making the purchase.

"Consumers are back liking the

Story at a Glance

Ways to cure fear of moulding recommendations for advertising, displaying, customer service free help available from associations, manufacturers, distributors. moulded look, rather than the bare bones California look that was popular for some 30 years. Yet the man on the street knows virtually nothing about how to get that look. It's as foreign as another language," says Jim Stroupe, sales/marketing man-

Considering how relatively simple mouldings are to install and how high their profit margins are, so many sales should not be derailed. For maximum merchandising effectiveness, moulding experts suggest A.D.S, - Advertise, Display and Service.

ment manager, Georgia-Pacific Corp., Atlanta, Ga., thinks ads can at least plant the seed. "Just a piece of moulding doesn't turn anybody on," he explains. "We offer good looking ad slicks showing mouldings in use. We play up the fact that they can give rooms an entirely different look. It's the perfect project for spring and especially fall, when people are looking for indoor projects."

Most effective are articles in home magazines with full color photos of moulded rooms. Industry agencies strive to generate such publicity, but individual companies can attempt to duplicate the effect on a smaller scale. "ln ads, show an area of a home that has cheap, basic trim and also run a photo of that room decorated with different mouldings, before and after," says Kavooras. "Still, this does work best in color magazines."

Display

A retailer's attitude towards moulding can make or break his moulding sales. "Dealers often treat

Advertise

Although lumber dealers run tons of flyer and newspaper advertising, there is rarely the slightest mention of moulding. This shouldn't be surprising. "lt's very diflicult to advertise mouldings in a flyer," says Stroupe. "A few dealers who do advertise mouldings will show two or three profiles. But that will only motivate contractors."

But Neil Heflin, moulding depart-

mouldings like a commodity. They're not. They're decorator items and should be treated as such," says Heflin. "lt shouldn't be sold as something to hide mistakes and cover cracks. It's for creating picture frame effects on walls, using around fireplaces and doors, accenting a room to transform its appearance."

"They'll store mouldings either out in a cold warehouse or in a poorly lit area in the back corner of a store," he continues. "They should be displayed in a more highly decorative. better lit section in a nice display near the front of the store."

Explains Jim Gonsalves, owner, Western Wholesale Moulding, Glendale, Az.: "It's intimidating for a housewife to go back to a dusty shed and sift through random length mouldings. It just confuses her. Cutto-length mouldings displayed in the store in a self-service manner will work for her."

WOOD MOULDINGS IIF*H -Gr H##

door, see how they would look in real life."

Georgia-Pacific has introduced two special moulding merchandisers. The first, a half A-frame with an 8 to 12 foot telescoping rack, allows stores with height restrictions to display longer lengths. The other is an attention-getting cube for stocking short lengths. "Shorts are usually given away, thrown away or sold at a discount," says Heflin. "But people often don't have room in their cars for 12 foot lengths or have smaller rooms at home. If merchandised properly - by the piece, shorts can make more money for you than can lineal lengths."

Dorris Lumber Co., Dorris, Ca., has given their mouldings the ultimate display case: an entire Moulding Mart, transforming a shed adjacent to their retail store into a minimarket for trim.

Conventional disPlaYs may not always be the best alternative. "I don't think a wall chart or samPle board does much for a consumer, although they may offer contractors some options," says Stroupe. "Consumers need more stimuli. Construct a mini-room at the storeVictorian on one wall, art deco on another, with pieces of moulding installed over the fake walls."

"It's hard to comPrehend how the in-store product will look when applied at your own home," saYs Kavooras. "So something I've seen is a room setting with a door frame, window treatment and a Velcro wall. Velcro is also on the back of different profiles of mouldings. Customers can play with the different patterns' put them up on the wall, around the

Service

Getting the moulding-friendly customer to your display may be the hard part, but incidentals can add up

to instant sales. Knowledgeable, suggestive sales people and weekend clinics on how to measure. miter. cope, stain and apply mouldings can help.

Mouldings can be sold as accessories to painting, paneling and wallpapering jobs. There are also a small number of tools and accessories needed for installations. And mouldings can also be used as their own "accessories." Some of the most ornate effects are created simply by combining different profiles.

"Just explain, 'You need a miter saw, so much of these 10 profiles, take our video for the weekend, and good luck,"' says Stroupe.

Manufacturers and associations have literature available. And distributors are ready and able to help. "We pre-stamp, pre-price, do the ordering for retailers, and keep their racks looking good," says Gonsalves. "For a small extra fee, we can also cut bundles and stock the bins. Find a good distributor and let him go to work because it's in his best interest to move as many mouldings through each store as possible."

A little merchandising can help you .and a lot of customers. "At my house, there are a lot of mouldings in many patterns, " says Stroupe. "People come over and say, 'Wow! This must've been done a hundred years ago.' I tell them the guy did it six months ago. They think it's a lost art, like carving stone."

Not all moulding is wood

D URISTS among do-it-yourself customers may insist f on real wood mouldings, but many others will happily buy the conveniences of man-made moulding products.

A retailer can hedge his bets and cater to both markets. Since the extruded vinyl millwork comes finished in both decorator colors and woodgrain, it is a natural companion to display with decorator wallpapers and paneling.

Retailers can recommend these wood substitutes freely, because they have benefits for certain customers. To the eye, the prefinished moulding looks just like finished wood. The contemporary colors are muted and fashionable in shades like dusty rose, ivory, slate blue, wheat, swan white and Baltic blue.

The woodtones are hard to distinguish from the real thing. The simulated birch, hickory, pecan, pine, teak

and walnut often have a matte furniture finish. Best of all, many customers are glad to skip the sanding, priming, painting or staining steps in their project.

Some of the moulding products on the market are colored throughout so that small nicks and scrapes do not show. Butt or miter joints on these need no extra finishing, no puttying or staining. Both of these features are desirable for do-it-yourselfers.

However, there is some difference of opinion about the value of applied color as opposed to integrated color. "The colors (of the applied prefinishes) are truer," said one remodeler. "They're applied as coatings, not as part of the material itself. So if you want red, you get red.', A protective film coating is applied to the finished product by several manufacturers to prevent damage in shipping and display. This covering, which is removed at the time of application, keeps the product in pristine condition.

Story at a Glance

How a dealer can merchandlse prefinished vinyl moulding... sales benefits... r€asons why a &i-yer might select man-made produc{.

Extruded vinyl moulding can be recommended to d-iyers for easy application. It cuts readily and installs with either finishing nails or adhesive. Any type of nail can be used. Positioning the nail in relation to the edge is not critical since the material will not split. Vinyl moulding bends easily, allowing for curves, such as on an archway, in application.

Durability is another benefit a dealer can stress when selling vinyl moulding. The material is impervious to sun, moisture and rot. It has none of the upkeep or inconsistencies of wood.

Cellular vinyl is rated 2000/o more impact resistant than pine. If a moulding is dented, an application of heat will smooth out the blemish, according to advice frequently given in the industry. Manufacturers guarantee vinyl moulding will not warp or crack with age.

Vinyl mouldings are available in a variety of profiles including ranch and colonial. Lengths are pre-cut for easy handling and self-service by the customers.

Vinyl wrapped wood mouldings are attractive products for the d-i-y trade. They come in as many as 15 colors with the advantage of the vinyl's resistance to cracking and chipping. Some are manufactured so that they can be flexed for inside and outside corners in addition to being used as battens.

Prefinished vinyl moulding because of its color makes an attractive statement when racked at point of purchase. It also shows to advantage in displays or vignettes with other decorative products.

A do-it-yourselfer who has used the material on several projects sums up the advantages of extruded vinyl materials in this way: "It gives great refinement of detail. It is similar to wood's thermal values, and in some cases, greater. Yet it's impervious to rot or moisture. It takes nails, screws and fasteners of all types. And it can be bonded with selected adhesives."

August 1988

A LTHOUGH the majoritY of Amoulding sales are made to men, a high percentage of the time the purchase is engineered bY a woman.

Women read home fashion magazines and watch the architectual tends. They apply to their homes the same techniques theY use to keeP themselves fashionable. They recognize the value of moulding for adding luxury and stYle as well as transforming the aPPearance of a room. When theY go shopping for moulding, theY exPect to find in the home center or lumber Yard the amenities they find at the fashion mall or supermarket.

Thus, it makes sense for dealers to cater to their exPectations. A clean, colorful, well lighted warehouse building or showroom with a safe, landscaped parking lot is the beginning. Women will shoP in nonluxury surroundings if the price is attractive, but they expect cleanliness and well kePt Premises.

Fashion malls and suPermarkets also concentrate on Point of Purchase displaYs. Think mall and You think inviting disPlaYs and cross merchandising. Mall stores rarely display merchandise without props enticing people to buy.

Moulding is a I unisex product

nails needed to complete a moulding project close at hand.

Supermarkets are adePt at cross merchandising. Baking utensils are grouped with cake mixes and frostings. Mugs are stacked next to coffee and tea. Go into the produce section, and you'll find salad dressings and croutons beside the lettuce.

Following the cross merchandising example of the suPermarket, the home center should move a generous portion of its moulding up front from the lumber section. The Prime spot is adjacent to the paint' wallpaper, mirrors, paneling, and other decorative items. This is the natural location since moulding is frequently used in conjunction with these products. Just as the grocer puts mixing bowls by the cake mixes, a home center should have the miter boxes, woodworkine slue and finishing

Applying the same theory a fashion mall uses when it displaYs the latest styles on attractive mannequins in a smart setting, the home center should make every effort to put life into moulding displays. Vignettes can be both focal Points and sales aids.

They emphasize how the architectural features of moulding turn a plain room, cabinet, fireplace or wall into a dramatic statement. They help the female shopper to visualize what moulding can do for her home. A woman not considering moulding can be sold by product-in-action displays, just as she often buys fashions or groceries on imPulse.

If vignettes are imPossible, use large before and after photos' Many moulding manufacturers include these in their product literature and sales aids. Mounted attractivelY, these photo-graphics function in the way of a vignette. TheY have an advantage in that they can be changed easily and often.

A more than adequate selection of product is needed. Profiles and examples of how Patterns can be combined into decorative trim are helpful. When possible, these should be keyed to the vignettes or Photographics to show the do-it-yourselfer how it is done. Take home literature including instructions for measuring, mitering, coping and applying also must be on hand.

Long, awkward to handle lengths of moulding can appear formidable

to a woman used to having her purchases in attractive, convenient packages. Women Perceive clear package labeling, convenience and easily understood use instructions as quality. For those items not Prepackaged, women are accustomed to being provided with an easy to carry box or bag. Few fashion malls and supermarkets have "over the shoulder" carryout. AnY convenience which you provide in the waY of cutting, bundling and carryout will be a sales advantage.

Ask the female members of Your family and staff as well as Your customers what they exPect in a moulding display. Examine fashion mall displays, studY supermarket cross merchandising and apply these methods in your store. They'll work with products other than moulding' too.

Story at a Glance

How to sell moulding to women as well as men ' tiPs on marketing, inventory, vignettes' packiging ways to make displays come alive.

Merchandising to sell moulding

LIOMEOWNERS are expected ro I lspend a record $llS-billion on remodeling projects this year, a significant increase from 1987's $103billion. Projects undertaken will range from small-scale repairs to mqjor room additions.

Decorating with wood moulding can be one of the least expensiveand highest impact - home improvement projects. Made aware of the many uses for the products throughout their homes, consumers have become the largest users of wood mouldings.

Building products suppliers once concentrated their efforts on promoting wood moulding to contractors, primarily for new construction applications. But now, retailers are implementing innovation merchandising methods to boost moulding sales to consumers and maximize profits.

To help retailers sell more wood

moulding, the Wood Moulding & Millwork Producers Association offers a variety of merchandising aids, retailer training programs and consumer oriented literature. Although aimed at the consumer to show low cost ways to improve home decor using moulding, these programs can be effective in educating in-store sales personnel.

Informational and educational literature items from WMMPA may be used in a variety of ways. Many suggest uses and projects. Others, such as "How to Work With Wood Mouldings," "How to Finish Wood Mouldings" and "How to Install Ceiling Mouldings," give do-ityourselfers step-by-step directions. AII are designed to be displayed on racks next to the wood moulding in a retail store.

Displays are an essential part of selling moulding. The optimal location for a display is, of course. near

In a world of constant change, it's nice to know there's a company you can depend upon to be the same day in and day out. Dean Lumber Company has been doing it right for fifty years, and company founder John Ed Dean is still actively involved in all facets of the operation, Ifyou are in business for the long haul, then you probably should call Dean Lumber Company.

Mill Site' Chipmill, Sawmill, Chip &Cantc'r. Twin 80' Cylinders. Steam Kilns & Co-Gen. planing Mill & Renran. 12 Acre Rail yard.

"Manufacturer o.f Steam Kiln Dried Southern pine"

August 1988

the actual product, according to Bernard J. Tomasko, executive vice president of the Wood Moulding & Millwork Producers Association. "Proper display of wood moulding products may mean the difference between a profitable product line and a slow mover," he notes. "We have video programs to give retailers ideas on how they can increase moulding sales by creating better displays and using improved merchandising technioues."

Story at a Glance

Ways the Wood Moulding & Millwork Producers Association can help a retailer. tips on maximizing moulding sales advertising, promotion and education materials that work.

These video cassettes and LaBelle cartridges have been especially developed for the retailer. Video cassettes include "Boosting Wood Moulding Sales Through Better Displays" and "Boosting Wood Mould-

ing Sales Through Better Merchandising." "They show retailers how to increase moulding profits through' the proper use ofdisplays and better merchandising techniques," Tomasko explains.

Cassettes may be rented from the association for $15 for two weeks or purchased for $26 each or $50 for both.

Three additional audio visual programs are available in either VHS or LaBelle format. "Western Wood Moulding and Millwork" traces the history of the industry, and provides information on the manufacturing and distribution of wood mouldings and jambs. "How to Work with Wood Mouldings" is an instructional tape that can be used to instruct both do-it-yourselfers and employees. "How to Sell Wood Mouldings" gives in-depth information on effective selling techniques. This program highlights the different types, styles and uses of mouldings, and discusses additional selling and educational aids.

Special advertising materials also have been developed by the associ-

(Please turn to Page 23)

SAIES of moulding can be improved by giving do-it-yourselfers information 0n how t0 work with wood moulding.

PR0JECI0R set up in the moulding section t0 show shoppers ways t0 use wood moulding in projects is an elfective sales tool.

Lou't,'s, which has rclocatcd storcs in llrunswick and I-a (irange, (ia., and l:asley, S.C., and rctrolitted a Whiteville. N.('. unit. will adcl a second store in Wilnrington. N.('., as well as building a superstorc in Asheville, N.(l (see p9.,5 for story) .5'r'o//lls opened a new store in l)eerfield lletch, l:1.. and added a second store in (iainesville. l;1....

ftixsinbotha m- Bartlett ('o. will build a new full line luntber yard/ home center in Stamfbrd. Tx. (see pg. 38 for story)

. MtClungis, Salenr, Va., has moved into a new 9,000 sq. ft store. . Williams Brothers has opened a store for contractors in Austel.Ga....

Adonn Slone, Slonc Lumber, Santa Fe, Tx., has a city o.k. to build a home center and yard in Lake Jackson. Tx. Mossev Builtlers Suppty (il7r.. Richnrond, Va., has expanded, adding two acres of storage area with 12,000 sq. ft. under roof . .

Home Depot is adding stores in Spartanburg, S.C., and Davie, FI. .. FoxwortbGalbraith is expanding its contractor yard in Carrollton, Tx. .. , Martin's Native Lumber 1nr'., Dayton, Va., is back in business followine a fire in early May.

Alsmo Forest Products, Inc., San Antonioo Tx., an affiliate of Vaughan & Sons, has opened a Winnfield, La., div., Jerry sn6 Greg Weeks in charge.

has closed its (irctna, [.a,. operation, consoliclating busincss at the [-aconrbe, [.a.. lircilities; Wunl's pre-lirb opcration and ol'lices in (iretna continue

T'he Powcll (iroup's Poxvll l.unther (ir. div. rcmains unsold at presstime; it has units in Tyler, Tx.. Clharlotte, N.C., Opelousas, La., and [.ake ('harles. I-a. . . .lcunerett( .\ush <Q Door. Jcanerette, La., is winding down Operations and selling assets due to industry conclitions

Mill Creck Lumber. Tulsa. Ok.. has won an award fbr its tele- vision commercial... Butler Bttilding Producls (b., Bryan, Tx., is closing and liquidating its assets.

Industrial Wood, Inc., fbrmerly International Woods, lnc.. Alexandria, Va., is a newly formed subsidiary of Plyu,ood & Door M./rs. Corp., Keister Evans, gen. mgr. Green Forest Lumber, Toronto, Canada, has opened a distribution yard in ['luntersville, N.C....

Bulldlng Productr Dlgest

l].('., has brokcn ground lirr the lirst l'lrallant production plant in thc tl.S. lt ('olbcrt, (ia: the 2..]0.(XX) sc1. li. pltnt will be the sccorrtl such I'ucilitv in the workl

W. ll. Muzc ('rr. has been in business lor l40 ycars l)ertna- (iruin I'rudtu'ts, lnt.. is celebrating its 20th ycar in br.rsiness lliWootl l:looring. Menrphis, Trr., has adoptecl a ncw logo

(iaorgiu- Put'ilir: Atlanta. (ia., plans to buy lJrunsu'i<'k f\lp & l)upcr ('o., including the Building I'roducts l)iv. in llrunswick. Ga. ...4 managenrent group and Thc .Stcrling Group have off'ered $660 nrillion in cash t'or Koppers (. hemit'al a nd A llied Produt'ts business which was acquired along with Koppcrs by an alllliate of lJcu:cr l'l-C in June (sec p. 5 for storv)

Amcrican Pat'i.l'it: Paneling (which now inclucles Welslt f:orest Produc'ts /ac.) is moving to new consolidated offices in Cordova (Menrphis), Tn. ,4mcricon Wood Preservers Institute is moving to larger quarters on another floor at its Vienna. Va.. location...

Banrcs-Gooc'h Forest Products, Jackson, Ms., has been fbrmed by Charlie Barnes and John Cooch, Jr... Maxey-Bosslnrdt Lumber Co. and Triangle Trading, [nc., are now Georgia representatives of Anthony Forest Products, El Dorado. Ar....

Trus Joist Corp. will build a $32 million, 90,00 sq. ft. Micro-Lam laminated veneer plant on the site of its existing facility in Lowndes County, Ga. . MacMillan Bloedel l/d., V€ncouver,

U.SG Corp. and Desert Partners, L.P. have settled rheir differences with pending litigation dismissed: USG shareholders have approved recapitalization and restructuring of the co. . Clairson Intcrnatiortrtl will triple the size of its main plant in Ocala, Fl., consolidating production facilities

Housing slarfs edged up 5.1% in June (latest figs.) to annual rate of 1.454,000 units . . . single family starts leaped 10.2%', multifamily starts dropped 8.2%; permits were up 3.7%t .

W. H,r,t','14,'ori' Lumber Co. Inc.

Redesign works for Garolina retailer

?

RIANGLE Wholesale Supply, Inc. introduced its

I redesigned 12,000 sq. ft. building material store to the Fayetteville, N.C., market with a three-day grand opening and the most extensive advertising program in its history.

A mass circular mailing and intensive radio advertising attracted customers to the store which now uses a modihed loop/race track floor plan with power aisles leading to merchandise at the outer perimeter of the store. Traffrc flows past clearly-identified promotional islands, dump bins, end caps with bold signage and well stocked fixtures in hand/power tool, paint, electrical/

Story at a Glance

Sales up 377o since store remodeling despite fierce competition from Hechinger and Sam's Wholesale Glub design goal: Maximize sales per square foot, encourage customers to enter more often, stay longer.

plumbing, lawn & garden and home cleanup departments.

Maximum use is now made of merchandise dominated displays to make the store look full while reducing item depths and promoting cross aisle selling. The total concept has been designed to maximize sales per square foot of floor space and encourage customers to shop more often and longer.

Promotional items on the power ends of gondolas feature "super buys" and other heavily advertised items. D-i-y projects are highlighted in home project centers.

"Our redesign has been an outstanding success," according to Bill Jackson, Triangle general manager. "Our sales are up 370lo despite increased competition from a new Hechinger's and Sam's Wholesale Club. The new Sentry Hardware Store of Tomorrow format has also benefited our lumber business which includes three onpremise shops that cut lumber to size and produce building trusses."

Exterior fire retardant treated lumber and plywood for exterior and high humidity applications. Exterior fire retardant treated wsstern red cedar shingles and shakes for Glass "N' ,"8"' and "C" roof systems.

A new generation of interior fire retardant treated wood products with lorr trygroscopicity, conosion rates similar to untreated wood, and thild party certified stress nalues.

80tll SlGl{S on end caps promote supersavings items in newly redesigned Triangle Wholesale Supply, Inc. home center in Fayetteville, N.C.

ts II{ILLWoA*S

re0rMarurnCrrcre;liil"ri;?i:i#'rexac77586 {

CALENDAR

AUGUST

Centrel Bullders Supplies Co. - Aug. l0-ll. annual electronic product show, Sturgis, Mi.

Wood Mouldlng & Mlllwork Productrs Assoclrtlon - Aug. l0-13, summer meeting, North Shore Resort Hotel, Coeur d'Alene, ld.

Chlna Bulld 'EE - Aug. l0-14, international building products exhibition, Tianjin International Exhibition Center, People's Republic of China.

Southeastern Lumber Manufacturers Association - Aug. I l-14, annual meeting, Hilton Palacio del Rio, San Antonio, Tx.

Vlrglnia Bulldtng Material Associrtion - Aug. ll-14, summer management conference, Ramada Oceanside Tower, Virginia Beach, Va.

American Hardware Manufrcturers Association - Aug. 1417, Hardware Industry Week and National Hardware Show, McCormick Place, Chicago, ll.

Building Material Merchtnts' Association - Aug. 16-17, insurance trustee/executive committee meetings, Austell, Ga.

Florida Lumber & Building Material Dealers AssociationAug. 1E, leadership conference, Orlando, Fl.

Lumbermen's Club of Memphis - Aug. 18, luncheon, Racquet Club, Memphis, Tn.

Feltus Brothers Hardware Co. - Aug. 20-21, dealer market, Natchez Convention Center, Natchez, Ms.

Building Materisl Merchants' AssociationA4. 2l-24, product knowledge/selling skills seminars, Austell, Ga.

Zork Hardware Co. - Aug. 24 - Sept. 30, road show, El Paso, Tx.

Brown Rogers Dixson Co. - Aug. 27-28, market, Benton Convention Center, Winston-Salem, N.C.

International Woodworking Machinery & Furniture Suppty FairUSA - Aug. 27-30, Georgia World Congress Center. Atlanta. Ga.

Houseworld Expo - Aug. 31 - Sept. 2, sponsored by the Interface Group, Convention Center, Las Vegas, Nv.

SEPTEMBER

Building Material Merchants' Association - Sept. 7, handling diflicult people seminar, Austell, Ga.

Florida Lumber & Building Material Dealers AssociationSept. 13-17, annual convention, co-sponsored by Hoo-Hoo International, Marriott Orlando World Center, Orlando, Fl.

Building Material Merchants' Association - Sept. 13, top management/bookkeeper seminar, Gainesville, Ga.; Sept. 14, Lawrenceville, Ga.; Sept. 15, Rome, Ga.; Sept. 20, Austell, Ga.; Sept.22, Macon, Ga.

Lumbermen's Association of Texas - Sept. 15-17, board/ committee meetings, Galveston, Tx.

General Hardware Co. - Sept. 9-11, Sentry Market, Greensboro Coliseum Complex, Greensboro, N.C.

Southern Decurating Products Association - Sept. 18-21, fall seminar, Williamsburg, Va.

Let us be your inventory for RED\MOOD

Wholesale,.,so goucan malce aprofit

We have a large inventorY of:

. RedwoodPlywood o LargeTimbers

o 1"&2" Finish o BevelSiding

o Most 1" Patterns o MouldinSl

. ThinPaneling r 1"&2" RoughDry

Redwood and Cedar Lattice Panels

2 " x8" attd, 4" x8 " In Stock

Special Sizes Available

DALIAS, TX.

2425 Burbank St.

Dallas, Ix.75235

(214) 357-7317

Texas WATS 1-(800) 442-3396

AUSTIN, TX.

3300 E. Gonzales

Austin, rx,78762

(512) 385-s334

Texas WATS 1-(800) 252-Y99

At Willamette Industries, we've always believed long distance relationships were best suited for pen pals.

Not customers.

When our salespeople visit you, don't be surprised if they bring along a mill superintendent. After all, one-on-one contact is still the best way to highlight the quality and variety of our Southern and Western wood products.

Lumber and plywood orders are shipped direcfly from our mills, but for extra support, we rely on a network of strategically placed warehouses to further fill vour needs.

Either way, we've got the capabilities-and the peopleto meet your "just-on-time" requirements.

So if you're ready for a closer working relationship, call Willamette. And get used to hearing more from us. In person.

Willamette Industries, Inc.

Lumber & Plywood Divisions

Western Lumber and Plywood

Albany, OR (503) 926-7771

Southern Lumber and Plywood

Ruston, LA (3l8) 2554258

Atlantic Plywood Rock Hill, SC (803) 328-3U4

Bill Carter. Southern Lumber Sales

HomeCenter Merchant

BILL FISHMAN

Bill Fishman & Atliliales l1650lbe1aplace electronically transferred san oiel;,ba,.-gilza retailer's accounts payable plier's accounts receivable.

lA nsHIgn Mary Jones ar store unit V No. 105 scans a customer purchase of a model C300 hammer. A few minutes later another cashier, Betty Smith, also scans a purchase of a model C300 hammer. Automatically the computer is triggered, indicating that the store has reached the reorder stage for the C300s. The computer immediately cuts a purchase order. Within seconds that order is transmitted electronically to the supplier.

The supplier fills and ships the reorder. The master carton is stickered with a UPC label that indicates there are 24 C300 hammers inside.

When the order arrives at the receiving dock of store No. 105, the receiving clerk checks the contents of the master carton and scans the UPC label electronically, authorizing payment to the supplier. Funds are then

This technology does not lie somewhere in the future. lt's here. Now. It's being used in the supermarket industry and the mass merchandising industry. Get ready. It's on the way to the home center industry.

The key ingredient in the process is called EDI (Electronic Data lnterface). lt enables the retailer's computer to talk to the supplier's computer and the banking computers. A lot of cooperation from retailers and suppliers is required for it to work. Most of all it requires standardization.

The process starts with UPC (Universal Product Codes) printed on the packaging of the merchandise. For the system to work for the benefit of the entire industry, these codes must be identical for each retailer. (Unlike SKU numbers which are different for each retailer.)

The communications must now be

compatible from the rctailer's @mputer to the supplier's computer and cvcntually to both bank's computers.

Some rctailers today are utilizing the Eagle System which is one of the compatible EDI systems. More are on the way. But, the industry must make a move now to demand compatibility of the systems before we become entangled with a mish mash of electronic data that brings us no more than additional paperwork and obsolete expensive equipment.

L-P

tion heart and construction common have tight knots and the natural variations of color and pattern which distinguish them from cedar and pressure-treated lumber. It s an upscale look At a down-to-earth price.

LP Desert Dry Redwood is kilndried so you can offer economy and

Coming in March at rhe 1989 Home Center Show, every retailer and every supplier will have an opportunity to hear and be heard on the topic of UPC and EDl. Three professional programs are scheduled to discuss the benefits and the pitfalls of this electronic phenomenom.

lf you think it's someone else's problem, you're wrong. You will be involved in UPC and EDI in the very near future. Not with 100% of your product offering. Maybe never with lumber items. But, a large portion of your fast-moving hardlines will be on a system.

We still have humongous auto repair bills because the automobile industry never got together to make sure the bumpers line up. Computer system obsolescences in our business have wasted hundreds of thousands of dollars for retailers in our industry. Don't let it happen again. Get involved now. Keep up with tomorrow's technology.

performance every step of the way. By taking the moisture content down to 19 percent or less, the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process On the job, joints stay tight and shrinkage is controlled.

from the to the supIt also maintains a superior resistance

Redwood, with its distinctive natural beauty, has always been the preferred decking lumber for those who could afford the quality. Now with L-P Desert Dry Redwood, you can supply performance and prestige for a fraction of the price you'd expecl

Desert Dry Redwood construc-

August 1 988

Merchandising

Moulding ( '1! '1tt ! ' r' -

Irtion fbr rctuilers. \\ \1\1i) \'s adr.crtising kit contains 12 llrgcs of' atl slicks, instructions ancl it re-ordcr fbrnr. F-ach ed is tlrgcte(l llt pronloting rioocl ntoulcling and nlillwork sales. "IIorv to Mcrchanclisc Short t.cngth \1or-rltlings. " ri hich provicles thc rctailcr ri ith sor-rrtcl techniqLles on selling short length nloulclings tcr both the br-riltlcr ancl the clo-it-roursell-cr. is another sale s lrid ri hich has becn popular with retailers.

The Wood \loulding & \lillwork Proclr-rccrs .'\ ssocialion is conti n r.ral11' r"rpdating its ntcrchitt.ttlising ltitls to nrore cfl'ectivcll, work with builcling ltateriuls rctlilers. "\\'c rl elconre sr.rggcstions fioltt rctailcrs across the country on itenls thel nlight ncecl. or \\'a)s \\e can intpror.c or.rr literature ancl other ntitterials." Tonlasko crplai ns.

For litrtlter ittlttrtttcttirtrt tttttl u ltrttt' lis!, t'orrttttt tltc Ll ttod ,)lorrldin,q ,-l ,\l i I tt'o r k It rocl u t c r.s'1 ssr tt i tt I i rt rt, I ). ( ). l]o,r l.tl 7,\. Prtrtluttl, Or. 971)5ctl.

How To Move Mouldings

o Maximize tie-in sales by displaying moulding in related decorative product dePartments such as wallpaper or Paneling or hobby sections.

o Provide customer conveniences such as moulding wall charts, a giant size ruler for measuring or color coding of profiles.

o Display short lengths Prominently and price by the Piece.

o Be knowledgeable about the product.

e Sell wood moulding as a decorative product. not just as a building material.

o Sell ideas along with wood moulding including suggestions for home projccts such as Picture frames by utilizing "500 Wood Moulding Do-lt-Yourself ProJecIS.

o Keep literature near moulding display.

o Promote aggressivelY, esPecially in the fall which is the best season. Tie moulding into advertisements for related Products such as paneling and wallPaPer.

Molded Door Market Growth

\ccorrlrng to ir sLir\ cr e or.tcllre tcrl

b) \lrtsonite ( orp. illtt()ltg .l .150 builclcrs und t)5 ckror rlistributor:.

l()88 shoLrld contilruL- to bc rr grou tl.r

\ L'ilf tbr ntoltletl iioor sitlcs

"l.r"ctt in rihlrt lirrc'cltstcrs:ln rrill bc ir relrrtir clr lllit or slightlr rleclining hoLr:ing nrrrrkct. inclcpcr.rclcnt 11,,,,1 111111111111\'tLlfLl\ \'.lll \',,lltillLlL I,, girin:harc hr Lrtilizing nL-\\ (le\igns to bLr iltlcrs ir r.ttl I'tonrco\\ ncr\." slrirl

I)ie k I Iinz. \lrrsonitc's dirce lor ol t.l lr r-k c t r r-t g.

In l9S-. )- ol thtisc Ironrc br-rilrlcls sLlf\c\ccl inclicrrteil thill thc\ Llsc nrolclccl rloors lrs ir \tillr(iiir(l

1L'iitLlrc in thcir honrcs. \lolclctl tioots ii crc Lrscrl b1 1t) ls ir \llrtrlrrrrl lcrrtLtrc in I ()86.

\lolrlcii cjoor: l-tliic lrluirt: trcct-t n',,rr' l\"1'trl,rr irt llC\\ r{,tt\lrurliillt. \\ irilc Lhrs trlrrl ri ill e ontinLrc. Lhc irur.r'rhcr- ol ntolclr,-rl cloor': pLirehli:ccl lor thc rcprrir rrrtrl rcnrorlcling ntrrrke t ir lrflle r ltrl hr \l r.{ 'llil. l,, r.till sc\ Cn \hiirL- lloitlts l'rotll I t)t- tir

I9tl1 1 Lrrrcrrtll nrolrlecl rloors rcprcse nt 10 9 l, ot'thc totul clriors r,rscri tn rcsitlcntirrl tcpitir rtttii rcnrotlclirtg I3r I ()()l ri c pro jccl Ll\ilgc to lcl)rcscttt

to cleclrv ancl insects..l)ried, trinrmed, ancl surfuced so sizes lrrc true, it's plrper"irapperl for protection in 2"r ,1", '2"x6", '2" x 8" -1,'2" dimensiorrs imcl lengths up to 20 feet.

F,rr- rtrore irtlirrmettiort rrbout I)esert I )rv Reclrvood or anv of our other gnrdes

of reciu,ood, call Bob Nlosby, Redwood Sales N1anager, at (707) M3-7511.

L-P Deserl I)n Redrvmd. No krnger resen'ed for a priviiegecl feu,.

crccudvr vlcc prcrldcnl

A NgW membership category has Flbeen created by the OLA board of directors. Responding to numerous requests from individuals who are no longer active in the Oklahoma lumber industry, but wish to keep in touch with their friends and remain part of the "lumber family," the board voted to establish the new class of membership.

For an annual fee of $35 individuals who have been former members are eligible to attend all OLA events and meetings except board meetings. In

addition, they will receive the OLA Monthly. Other services and benefits are being studied.

A general call has been issued to former retail and associate members or retired yard owners to contact the OLA oflice at l-800-444-1771 for membership forms.

The board also has approved setting up a credit card program for OLA members. The automated approval program can be used on Visa, Mastercard, American Express, Diner's Club, Carte Blanche and Discover credit cards as well as Telecredit and Telecheck. Information is available from the OLA oflice.

This is the second of several columns to explain what is going on economically in Texas-ed.

T He Iong-range future for Texas

I continues to be bright. For the foreseeable future, Texas will remain an international center of energy expertise. But, continuing diversification will lead to a more balanced economy. By the end of this century, Texas will pass New York to become the second most populous state in the nation.

The state will remain a good place to do business. Industrial gas and electrical costs will still be among the lowest of the l0 largest states. Commercial buildings which were overbuilt in the late 70s and early 80s have provided a wealth of low cost office space for new and expanding companies.

The growth in gross state product will consistently outpace that of the national economy. Harris County, (Houston), and Dallas County will rank third and fourth nationally in terms of new jobs created in the next 12 years.

Perhaps nowhere in Texas was the

boom ofthe 70s and early 80s as strong, or the recession of the mid-eighties as deep as in Houston. But again, it's necessary to appreciate the growth that preceded the recession.

In Houston, from 1970 to 1980, population rose by 800,000. There were an average of 40,000 housing starts per year. Construction employment increased by 1000/0. Trade employment increased by 750/0. Finance employment increased by 10070. Health services employment increased by 820/0. Most dramatic perhaps was the growth in personal income which rose from $8 billion in 1970 to $32.5 billion in 1980.

Then, in early 1981, the unimaginable occured - energy prices began to fall, with the spot market price of oil in early 1986 reaching a low of near $10 a barrel. The results were predictable. Employment in mining, manufacturing and construction fell. Housing starts dropped dramatically. Expansion slowed. Commercial building came to a near standstill.

There is no question that the Hou-

ARKANSAS a OKLAHOMA

BOB JOHN executftp vtce president

f Hene appears to be a disturbing I trend developing in Arkansas and Oklahoma retail lumber yards about complying with various state and federal regulations. The comments we hear most are "l'll take my chances that we'll never get inspected" or "We're too small to make a difference." Whatever the phrase, it's apparent many dealers are willing to risk the consequences rather than investing the time and a nominal amount of money to comply. We think that this could be a mistake.

Let's take the OSHA Hazard Communication Standard as an example. Many dealers seem to think that their small size or remote location grants them some sort of immunity. Not so. The HazCom Standard doesn't have anything to do with the size of your yard, the number of employees, annual sales, or location. What matters is the types of materials you have in the yard. Some things as innocuous as paint thinner and wood dust are classified as hazardous materials, requiring you to meet the HazCom Standard.

Federal and state regulations governing delivery and transport trucks are another example. Some dealers seem to think the regulations apply to everyone but them. Recently we've seen hard evidence indicating that's not the case.

P.O. box 2300

Foir Ooks, Colifornio

95628

(9r 6) 96s-r I l2

(800) 824-5878 Toll Free

Dealers' trucks are being stopped more frequently, promoting citations in some cases.

Another area where we're detecting a trend is that of personnel administration. If several calls to our oflice about vacation policy, over-time pay, and personnel manuals are any indication, many dealers are operating their business without any guidelines. Such a practice invites trouble. As one Oklahoma owner put it, "operating my yard without a formal set of rules and regulations is similar to sailing across the ocean without navigational charts."

The danger of non-compliance in any of these areas comes from inside your business as well as from the government. Disgruntled employees often turn into whistle blowers. This internal threat coupled with stepped up enforcement by state and federal authorities mandates that dealers comply.

At MLA we'll do anything and everything we can to help our members operate their businesses in a safe, efficient manner. But don't put it off. The most disturbing calls we get are the ones that are after the fact. Don't get caught in the flawed thinking that your business is exempt from the increasing oversight. Sure it's a hassle, but the money involved with fines, citations and legal costs is no small matter. Bring yourself into compliance, set corporate policies, and, most of all, let us help.

FOR INFORMATION CONTACT3

George Kovooros, pres.

Rick Hovooros, v.p.

Lce Roulin. soles

Jenq lUilcox, soles

ffiouildilnqr ffiililuuo7hilnc.

One of the notion's lorgest wholesolers of quollty pine [r fir mouldlngs, fiomes, Jombs ond trimsolld fr flngerjoint Domestlc & lmportedIncludlng thirty truckloods of controlled production per month.

€T PRSO, TI. OFFIC€

IX (800) 423-0868

(915) 886-s74r

Steve Drongsholt' flrnold Smith Dovid Costillo

These case-hadened screws af€ hotdipped in molten zinc, and are excellent for use with pr€ssurc teated lumber, cedar and rcdwood. Outdoor usea include decks, boat docks, steps, patios, furnlturc, fences, flower boxes, or any proiect wherc long-term corrcsion-Esistance and exceptional holding power arc required. No pre-drllllng necessary. Phillips head sets llush.

ordor By Plcccs

Sl0cf 1{o Lln0lh Gaugc ll0ad Pil t^t

D2163 154' 6 11/sz" 180

02200 2" 8 11/zz" 117

OZ2SO 21/2, g 1142n 10O

Ort* ," I tt/""' 82

-4. V Wfite today tor q hee catalog on ilmlencml the comp.le_te

\ iiiDa - Maze nail llne.

SOUTHEASTERN SCENE

cou"rrns assoctatton news In Alabama, Florlda, Georgla, Kentucky, Loulelana, Mlssleelppl, the Carollnae, Tenneesee and Vlrglnla.

Vlrylnlr Bulldlng Mrterlrl Assoclrtlon members will preview products and services for the winter selling season at the summer management conference, Aug, ll-14, at the Ramada Oceanside Tower, Virginia Beach.

Tabletop programs will be slanted to fall sales promotions as well as new products. "Negotiating Strategies" offered by

Bill Lee, Lee Resources Inc., will aim at helping the dealer to make his business more profitable. Dealers will have an opportunity to exchange ideas at the traditional roundtable sessions.

Committee meetings and a board of directors session will complete the business portion of the conference. Golf and tennis tournaments are scheduled for recreation.

Kentucky Lumber & Bulldlng

M rterlrl Derlers Assoclrtlon is reminding its members that "one important ingredient your business has that no competitor can claim is you."

They suggest that dealers exploit this edge with creative thinking including:

o l"eaturing their picure in ads.

o Writing a weekly column for the local newspaper if they have some writing talent.

o Sending a birthday card to every charge customer.

o Greeting customers as they come into and leave the store.

o Visiting job sites to check on customer satisfaction.

o Directing prospective homeowners to the best source for a mortgage.

o Publishing a company newsletter for cuslomers.

o Jotting a short personal note on each customer's monthly statement.

Texas Toplcs

((.'orttitruad lrcn ltage 24)

ston economy has suffered in the last lew years. Those problems have been well documented. But, the fact is, a recovery is underway. Perhaps one of the most telling statistics is that in the first half of 1986, only Los Angeles, Chicago, and New York had more new business starts than Houston. Permits for single family residences were up modestly in 1987 over 1986. Unemployment is down. To push forward with its economic diversification, Houston is actively building on its already extensive medical care and research base as well as the expanding space industry in conjunction with NASA.

Meanwhile, and thanks to a more diverse economy, the Dallas area is better equipped to stage its recovery than most areas of the state. While the area lost 21,000 jobs between December 1986 and December 1987, it has gained 9,000 jobs between January 1987 and January 1988.

Permits for single lamily residences were up modestly in 1987 over 1986. Unemployment is down.

In the north Dallas suburb of Plano, from 1980 to 1986, population grew from 72,000 to 107,000. Housing starts for the Dallas/Fort Worth metropolitan area are projected to grow from 68,000 last year to 72,100 by the end of this year. Personal income for the area will climb from $39.8 billion in 1987 to $41.14 billion in 1988. Unemployment in January 1988 was 6.40/o for the area compared to a higher statewide 8.4%.

P.O. 8()X s36 EROOKHAVEN, U3 3e001 PHONE: C01-833-19'll

OPERATING OPPORTUNITIES

WALLY LYNCH Paid Associates P.O. Box 741623 Dallas, Tx.75243

f ff ene are ar least three college I level text books that make no mention of rr The first record of il in print may well have been in the 1950 publication by the University of Chicago Press entitled Catalogues And Counters by Boris Emmet and John E. Jeuck. Major chains and almost anyone using centralized buying employs 17 as a sort of preventive medicine and a planning tool.

It's a merchandise review or product line review. By any name, it's a serious introspective look into the status of the merchandise being offered to customers, past, present and future.

The idea is to divide the evaluation into equal homogeneous parts so that the review becomes routine done weekly, monthly, quarterly or whenever a company sees fit to cover their total product offering. Generally the buyer collects the necessary history and after analysis and evaluation and correlation with the market place makes this the basis for future implementation.

The information is then formally presented to management and key store personnel simultaneously. From this interfacing come change, correction and direction for the company's marketing effort for the reviewed item.

There are basically four parts in the review make up with information generally presented in written form by stock number. Part one is the performance side. How many were sold at regular price and how many at promotional price. The dollars involved are also shown.

Part two is the pricing, margin and GMROI side. What was the selling price, gross margin and GMROI? These last two are sometimes presented as averages.

The third part is the assortment and display side. Do the sales show that 200/o of the items are doing 800/o of the business? Do the sales warrant the real estate? What, where and how many to display is what is being determined.

Finally, the logistic side is scrutinized. This includes supplier, freight charges, minimum shipment, factory pack, etc.

There's no right or wrong way or

sequence. It's like a physical exam. It doesn't matter what you look at first, only that you look effectively and in total.

There is more and more indication

that independent dealers and home center single unit operators can and will benefit from the use of this planning and managing tool. Many operators are combining its use with cycle inventories to routinely and at least annually align computer data with actuality. But more important in this day of 15,000 and 20,000 SKU assortments is a program to manage providing to the customers what they say they want to buy.

If this management tool interests you, send us a self addressed, stamped envelope and we will send you a form you can use. It can be a help in making your next buying plan more successful.

PERS NALS

Frrnk Denny, chairman, pres. and c.e.o., Builders Square, San Antonio, Tx., addressed the Quikrete Companies' recent international sales meeting in Atlanta, Ga.

Brlan M. Greenwell is now director of marketing for Tarkett Hardwood, Johnson City, Tn. Cllff Morrlson is the new southern region sales mgr.

Robert P. Booker is the new product mgr., rigid foam, at Temple-EasTex, Diboll, Tx., according to Dlck Kenley, marketing mgr., panel products.

Burl Terrlll, Terrill Manufacturing Co., San Angelo, Tx., has been elected pres. of the Architectural Woodwork lnstitute. Also assuming oflice in Oct. are lst v.p. Davld Mengler, 2nd v.p. Stan Robuck, 3rd v.p. Llonel Blaglottl and treas. Yves Des Mrrals.

Ray Casterllne is now asst. mgr. of Scotty's, Orange Park, Fl.

Doyle Wallace, Wallace Hardware Co., Inc., Morristown, Tn., has been selected to judge entries in the Packaging Exposition at the Aug. l4l7 National Hardware Show. Other judges include Frank Powers and Robert Shaw, Builders Square, San Antonio, Tx.; David T. Temple, Lowe's Cos., North Wilkesboro, N.C., and Ron S. Beal, Orgill Brothers Co., Memphis, Tn.

Donald A. Sell, pres., Vermont American Tool Group, Lincolnton, N.C., and Mlchael R. Morton, senior v.p., development, Builders Square, San Antonio. Tx.. are new members of the Home Center Industry Conference executive committee.

Dexter Glenn is new to inside sales at Logan Lumber, Tampa. Fl.

Ed Wrters is now mgr. of Scotty's, N. Ninth Ave., Pensacola, Fl. Melvln Covlngton has been transferred to the Mariner Mall, Pensacola, store as asst. mgr.

Jlm Krestensen has joined Willamette Industries, Ruston, La,, in lumber and plywood sales.

Horrce Green, Haywood Builders Supply, Waynesville, N.C., has retired after 40 years with the firm.

Les Day has been named mgr. of the direct mill shipment div. of Klumb Lumber Co.. Jackson. Ms.

Mrrshall Qulnr has been appointed national sales mgr./consumer products of DG Mouldings, Marion, Va. Mlke Cole is now industrial sales engineer; Dave Martln, marketing services mgr.; John Judd, marketing mgr., and Mlke Livesay, sales rep, Arlington, Tx.

Robert L. Swanson, senior v.p./merchandising, Lowe's, North Wilkesboro, N.C., has retired after five years with the chain.

Norman Darrer has been promoted to exec. v.p. and gen. mgr. of Moore's, Roanoke, Va.

Richard Todd Wylie, Lowe's, Shelby, N.C., married Donna Lee Lsncaster on July 25, 1988.

Bill Burch has been promoted to v.p./ marketing & sales at Brown Moulding Co., Montevallo, Al. Steve Braswell is now v.p. of manufacturing; Kevin Senccal, distribution sales mgr., Sanford, Fl., and Charles Ray, buyer, Montevallo.

Bulldlng Productr Dlgcet

Drwn Mrrlr Crocc. Lowe's. New Bern, N.C., married Stephen Errl Wood on July 2, 1988.

Don Nlcholrs has joined Cameron Wholesale. Houston. Tx.. as branch mgr. John Woods is now head of purchasing & operationsl lVryne Johnson, shipping supervisor, and Rlck Buhler, inside sales supervisor.

Chrrles Cyr Sr., Jeanerette Sash & Door, Jeanerette, La., has retired and is closing the co.

Mrry Mersh, Brrbera Normln, Susan Necessrry and Llnde Greene, Lowe's Employee Association, North Wilkesboro, N.C., organized a bake and craft sale which raised $3,108.88 for The Baby Nathan Mullis Fund.

Tlm Goodrlch Jr. has been promoted to head of the cedar div. of Tampa International, Tampa, FI. John Drake, Fellx Mc{aulley, Den Tamasso and Rlcherd Welss have joined the co.

Peter R. Sachs has joined Azrock Industries Inc., San Antonio, Tx., as director of research & development.

Jrmes M. LeGates Jr. has been named director, national account sales for forest products, at Consolidated Rail Corp., Atlanta, Ga.

Wayne Scott has been promoted from Cameron Wholesale, San Angelo, Tx., to serve as branch mgr. in Lubbock, Tx.

Danlel "Bo" Matthews is now general foreman at Willamette Industries' Dodson, La., plywood plant.

Greg Brldgeford has been appointed v.p. of corporate development at Lowe's Cos., North Wilkesboro, N.C.

Gene Meyer, v.p., southern div., Weyerhaeuser Co., will deliver the keynote address at the American Wood Preservers Bureau's annual meeting, Nov. I, Orlando, Fl.

Geoff Holmes has been named president of CSI, Charlotte, N.C.

Jay Foxworth has joined the Lake Charles, La., branch of Broyles Forest Products, Corpus Christi, Tx.

Joey Wheat is new to Maxey-Bosshardt Lumber, Savannah, Ga., as account mgr.

gldlng cholcea of Douglrr Flr, Rodwood, or Crder glywootl

August 1988

( harles Jonathan Larnb. operations nrgr.. \\'est Iluilding Materills. .\nrericus. (i1.. nrarried Vickl Ann (iore on JLrne J. l')xx

Scott Jackson has joincd the sllcs tcanr at Wey erhue use r ('o,. Oklahonra City'. Ok.

Al Butler. salcs nrgr.. []reckenriclgc Lumbcr ( o.. llrcckenridge. '[r.. has re tuiltcrl lrilnt hi: t lrelrlion. rPcnt entcrtainrng his granclchildren in ,-\rlington. Tx.

Steve Padden is a ne\\ Ricl"rnroncl. \'a.. bascd salcsnnn for Senrans Nloulding ('o.. Sacramento. Ca.

Robert Fl. (iarst has becn nantcd asst. nrgr. of'thc National Harclwood Lumber \ssocialion. l\{entphis. Tn,. cllcctire Nor. I . l9ll8 IIe will succcccl Ernest J. Stebbins. who will bcconre executl\ c nrgr.

I)ennis Williams. ('olor ( rafi Prefinished Nlouldings ( o.. i\lemphis. I n.. is burk rrltcr rrrr'rrtioning in I Iorida.

I)ick Hammill is nor to IIome Depot. .\tlanta. (it.. rrs r.p.. ntarketing & aclrertising. (ierald Vance Jones Jr.. IIome I)epot. \tlantit. n-rarried Kinrberll Elaine 81erl1 on Junc 15.

r 988

WHAT'S NEW WITH YOU?

Btrildirr,q Protltrt'ts Dr,cc.s/ wants to know when )ou changejobs. get a promolion. tlrke u \ ircittion. get nrirrric(1. hlrve a birbl or rceei\ e recognition. Send your note to Rttildirr,q Products Dr,qc.tl. 4_500 Canrpus [)r.. Suitc ,180. Newport lleach. Cla. 92660 or call (714) 8-i2- l 990. \\'e're wairing ro hear lronr t ou.

,loe ll. West has.loinerl I)onclerosa proclucts as regional rcp litr Tn. and K_v., according to [)ave DudleJ.. pres.

('hris Thompson is the ne\,, builclcr sales nrgr. lirr [:]ruce Ilarcl*oocl F loors, I )allas. Tr. accorcling to Mike Kearins. r,.p. of'sales.

Bob Frye has becn appointecl v.p of marketing tbr,\nchor (lontirrental. C.olumbia. S.('.

Sam Liberti has bcen prontotccl to v.p. ol sales at ,\ugusta Harclwoocls. .,\ugusta, (ia.

Paul Cunningham is ne$ to rhe \.C'. sales lorce at Allied Intcrnational. a subsidiary of Ply (ient Indusrries. John (iersbach is now in charge ol salcs at Roanoke. \'a.

(lhip N. Dale has joinecl the IITA furniture dept. at \lungus-l,ungus [:orest Products. (-lintax. Nv.. according to Hugh Mungus and l'reddy Fungus.

For information on quick servlco call the treating expetts!

6 Firo Rglardant Treated Wood

The Ana That Wotks Wherc Hhmiclity's High

NEW PR DUCTS

and selec:ted soles oids

Movable Mouldlng

Flexible moulding that can be shaped into three different profiles has been introduced by Vinyl Moldings, Inc.

Actually a wooden moulding wrapped in vinyl, Tri-Trim features a special groove along its backside, allowing it to bend around corners. The same piece may be used flat as a border or flexed for inside or outside corners.

The moulding is said not to crack or chip and wipes clean with a damp cloth or household cleaner, Special color-matched putty may be used to smooth over joints and to cover nail heads.

Fifteen different colors and simulated wood finishes are offered.

Filled-Out Forms

A prefabricated insulated concrete form, providing a one-step system to insulate the perimeter of concrete slab-on-grade and raisedfloor stemwall foundations, is new from Thermal Form, Inc.

Eliminating the need for wooden forms, the system requires only the insulation board for a form. and it

permanently locks to the foundation. Perimeter insulation reportedly is easy to install, saves energy, requires no special tools, eliminates product waste, is cost-effective, complies with code requirements, and saves labor by allowing framing to be started earlier since there is no need for stripping and handling wooden forms, bonding insulation to the concrete, and covering for ultraviolet ray protection.

An added "bug-seal" prevents infestation between the insulation and the concrete.

Flow Out The Barrel

The first do-it-yourself barrel fountain kit has been developed by Barrels Unlimited. lnc.

The three or four barrel kits contain a 430 gallon per hour, adjustable flow, submersible Cal Pump; custom acrylic spillways; polyvinyl hose; hardware: silicone. and instructions.

Once assembled and filled, the fountain recirculates water, so there is no need for a continuous water supply.

Additional items required for assembly include half oak barrels, leg support posts and basic tools.

Redwood Louver Vents

Louvers and vents manufactured from clear all heart, vertical grain, kiln dried redwood and galvanized hardware cloth are offered by Blue Ox Manufacturing.

Clear butyl sealant prevents water leakage.

With a weatherable polymer cover over Styrofoam board, the l2ft. lengths are I lb, per ft. in weight, 8 to 24 in. in height, l-l/2 or 2 in. thick and have an R-7 or R-10 ratine.

Double Chested

A medicine chest that is actually two medicine cabinets in one has been introduced by Padeh Inc.

A double-hinged two handle door allows the placement of one medicine cabinet behind the other while occupying the wall space of only one. The door is opened to the right to allow access to one cabinet, and to the left to get into the second.

The Space-Saver cabinet also features oak construction, right and left turning beveled mirrored glass, and adjustable oak storage shelves.

Shapes available include circles, half circles, vertical and horizontal ovals, left and right quadrants, round tops, arch tops, gothic tops, square tops and octagons.

Redwood foundation vents, redwood eave rafter vents and galvanized soffit screens are also offered.

Petite Parquet

A new do-it-yourself parquet has been introduced by Bruce Hardwood Floors.

ish of 18 different colors in 2-l/2". 4" and6" heights, packaged in 4'sections or 100' continuous rolls (cove and toeless). Matching inside and outside pre-molded corners are also available.

Snappy Planter

Treated pine planter box kits are new from Ajax Yardworks.

Mouldings That Add Color

The first color-permeated line of pre-finished decorator PVC mouldings have been introduced by Gossen Corp.

Finger-Oak, 6" x6" x 5/l6" thick solid oak parquet, is installed using wire inserts and tongue and groove construction.

It reportedly requires no waxing because of its lustrous finish of four coats ofurethane, each coat cured by ultra violet light.

The flooring comes packaged l0 sq. ft. per carton and palletized with its own p-o-p display header.

FREE READER SERVICE

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

Base Value

A wall base with the advantages of heavier gauge rubber base, but softer, lighter and more pliable is new from Mercer Products Co.

Kits contain all necessary trim boards and pre-assembled squares. The treated material is guaranteed to resist insects and deterioration for 40 years.

Super Sills

Patio door sills made out of the polycarbonate resin Lexan to provide low thermal conductivity and reduced roller friction are now available from Intek Weatherseal Products Inc.

Prisma cellular PVC moulding is said not to chip or peel when exposed to dampness, cold, heat or wear-and-tear.

Ten color-matched profiles are offered, along with a color-matched putty to conceal joints and nail holes.

Each piece has a removable protective film applied for protection during transport and handling. The mouldings come in pre-cut 7 ft. and 8 ft. lengths, shipped eight to 13 pieces per carton (depending on the profile).

Gharcoal Cooker

A clean, safe and simple charcoal fire-starting device said to have cooking-ready coals in l5 minutes is new from Char-Chef.

Made of rust-resistant aluminized steel with a satin finish. Char-Star is stuffed loosely with crumpled newspaper in its bottom compartment, placed on foil and filled with charcoal. The paper is lit and soon after the red-hot coals are ready to be emptied into the grill.

The product features a rolled top for addedstrength, aheat-dissipating handle ergonomically designed to ease lifting and pouring, and a comfortable hardwood grip.

The base is said not to shrink, fade, oxidize, or turn brittle. It will remain flexible across a wide range of temperatures and resist scuffs and abrasions.

Rubberlyte comes in a matte fin-

The sills are said to stay warm on the inside, eliminating frost build-up and the cold, drafty feeling that can result from poor performing aluminum sills.

The Lexan material, which is also used in sports helmets and aircraft windshields, reportedly reduces friction between the sill and the door rollers, providing smooth, quiet door operation.

VOLUNTARY INDUSTRY QUALITY CONTROL BY CERTIFICATION OF QUATIFIED INSPECTION AGENCIES

Cedar Sandbox

An easy-to-assemble sandbox kit which includes everything but the sand is now available from Handy Home Products.

Constructed of l-l/6" weslern red cedar, the sandbox wif l measure 6' x 6' x l' high and will need one yard of sand to fill it. Since everything is pre-cut and pre-drilled for easy alignment, only a screwdriver and hammer are needed for assembly.

An inspctol c:u'cfirllv renroves il core sanrplc fi'onr wood that has been pressurr-tre:rte<l r.rnder the AWPI| qualitv-control pr()gram.

At AWPII's laboratorv, all tests and evalu:rtions :rre performed bv hiehl,y qualifietl perconnel.

After assembly, the sandbox can be finished with clear wood preserver or stain, or painted with an exterior paint.

A Textolene canopy lets breezes through but blocks out most of the sun's glare. Bolts and wingnuts permit the canopy to be raised and lowered.

Good Lookin'Hooks

Cushion-coated pegs which turn common nails into decorative hooks have been introduced by Acme Metal Goods Manufacturing Co.

Available in red, white and yellow, Handy Nails can be used indoors, and are rust-resistant, so may also be used outdoors.

lBecause they are cushion-coated, they reportedly will not scratch or harm hanging metal objects.

Nails are easily installed by removing the fitted end cap, hammering in the nail, and replacing the end cap. For safety, no rough ends or edges are exposed.

Copper Nalls

Pure copper nails in l-l/4", l-l/2" and 2" lengths for slate and tile roohng and copper flashing are now offered by Maze Nails.

Solld Support

A drywall support said to eliminate ceiling to wall cracks due to truss float and reduce wall to wall cracks due to lumber shrinkage is new from United Steel Products Co.

Korner-Bac, a sheet metal angle, can be installed wherever wood backings are normally used to support the edge of materials like paneling, drywall and Masonite.

It may be applied with a screw gun, pneumatic nailer or stapler, or hammer.

All lengths feature a full 3/8" head that provides good bearing pressure on roofing and flashing material.

Clean driving is reportedly made easy by their diamond points and smooth shanks.

On The Level

A self-leveling, self-smoothing polymer concrete floor underlayment from Edison Chemical Systems requires no special tools, skills or troweling.

Levelex 52 is mixed with water, poured, spread and allowed to harden. Polymer moditication provides superior adhesion, strength and resistance to dusting. Most surfaces can be topped without special primers or additives.

Slide To Elther Slde

A heavy duty slide bolt latch, reversible for right or left door installations, is new from Hager Hinge. Used for swinging or sliding doors, the latch features offset ends to prevent accidental opening by vibration, extra-heavy protective plastic caps on each end, high quality backing plates to prevent weiu or gouging into the door surface, and a strong screw eye to keep the slide bolt from accidentally returning to a locked position.

Order A Shake

An Australian-designed, fiber-cement roofing shake with a woodgrain texture is new from James Hardie Building Products.

Carrying up to a Class-A fire rating, Hardishake's inherently tough fiber-cement formulation can be

Michou Lopez o David Boerger

P,O. Box 12157 El Paso, Tx.79912

Once secured to a construction member, it forms a complete end-toend support.

safely walked upon whereas walking typically damages some other types of roofing.

The shingles are also said to save time per job; eliminate splitting, breaking and waste problems; not attract termites, insects or vermin, and not rot from moisture or sunlight.

Shakes are22" long by l/4" thick and 12, 8 and 6" wide, in a variety of colors. Accessories include hip and ridge length,14-5/8" x 12" wide.

It may be applied over concrete, wood, steel or foarn, 44d may be topped with tile, carpeting, parquet, replllont flosrfng qr a variety of eoet= ings. Low trafllc areas mdy be left uncoated.

A single application levels and smooths substrates suffering from rain and freezing damage, unevenness, roughness, s{lg, scaling or camber problems.

Manufaeturerg qf Quality Pine Moqldins fsr qver 35 lsars

o MOULDING: bolid linealfingerjointcut-to.length

. JAIIBS: solidveneerftngerjoint

o carton pack moulding

o unitized for forklift unloading

NEWLITERATURE

Mouldlng: Vldeo Trlo

Educational VHS videotapes on mouldings are $9 ea. from the Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or. 97225. Available are "Western Wood Moulding & Millwork," "How to Work With Wood Mouldings" and "How to Sell Wood Mouldings."

Mlllwork: Who's Who

A 1988 National Wood Window & Door Association directory of members and their products is free from NWWDA, 1400 E. Touhy Ave., Des Plaines, Il.60018.

Mouldlng: Interlor Decoratlng

"Turn Your House into a Home," a I 2-p. brochure of decorating tips, is free from DG Mouldings, Box 610, Marion, Ya. 24354.

Mlllwork: Wlndow Shopplng

A 64-p. window selection guide is $16 postpaid from the American Architectural Manulacturers Association, 2700 River Rd.. Des Plaines. ll. 60018.

Mouldlng: Deslgn Advlce

"How to Make Small Rooms Look Larger," a 24-p. booklet of do's and don'ts of designing with mouldings, is $1.50 from DG Mouldings, Box 610, Marion, Ya.24354.

Moulding: Ceiling Installations

"How to Install Ceiling Mouldings" is 400 from the Wood Moulding & Millwork Producers Association. Box 25278. Portland, Or.97225.

Millwork: Grilles

A 4-p. hardwood window and door grille booklet is free lrom Rasmussen Millwork, by calling (800) 727-5187.

Moulding: On Display

Information on durable steel display racks for large hardwood mouldings is free from House of Fara. Box 164. LaPorte, In.46350.

Mlllwork: Complete Gatalog

A millwork catalog is free from ldeal Co., Box 2540, Waco. Tx.76702.

Mouldlng: Pattern Gulde

A 2l-p. wood moulding pattern book is $2.50 for Wood Moulding & Millwork Producers Association members, $25 for non-members, lrom WMMPA, Box 25278. Portland. Or. 97225.

Mlllwork: Euro Style

A l2-p. brochure on a new series of hardwood doors, reportedly the only European stile-and-rail doors offered in the U.S., is free from Bennett Industries, 1530 Palisade Ave., Fort Lee, N.J. 07024.

Mouldlng: Brlght But Tough

Information on a new line of colorful, durable PVC mouldings is available from Cossen Corp., 2030 W. Bender Rd.. Milwaukee. Wi. 53209.

Mlllwork: Selectlon Ald

A l6-p. "User's Guide" to help select wood windows and entrances is free from Bend Millwork Systems, by calling (503) 389-6344.

Millwork: Free For All

A series of booklets on a variety of millwork products, including round top windows, hinged and sliding patio doors, entries, and divided-lite windows and doors, are lree from ldeal Co., Box 2540, Waco, Tx. 76702.

ilouldlng: ldear/lnttructlons

"Moulding Makes It More, , .," a 24-p. booklet ofdesign ideas and instructions for measuring, installing and finishing moulding projects, is $3 (refundable on order) from Georgia-Pacific Corp., Dept. L1940, Box 2808. Norcross, Ca.30091.

Mlllwork: Entrance System

lnformation on The Grande Entrance Door System, a pre-fitted, pre-machined door and frame system with finely handcrafted woodwork, is free lrom Bend Millwork Systems, by calling (800) 821-10t6.

Mouldlng: How To Staln

A folder on finishing and staining Clearwood mouldings is free from DG Mouldings, Box 610, Marion, Va. 24354.

Mlllwork: Redwood Louvers

An 8-p. catalog of redwood louvers and vents in many shapes and sizes is free from Blue Ox Manufacturing,324-8 Yolanda Ave., Santa Rosa, Ca. 95404.

Mouldlng/Mlllwork : Sellers

A Wood Moulding & Millwork Producers Association directory of member companies, products and services is $2.50lrom WMMPA, Box 25278, Portland, Or. 97225.

Moulding: Appllcations

"How to Install Pre-Finished Mouldings," a l6-step instructional folder, is available from DG Mouldings, Box 610, Marion, Ya.24354.

Moulding: Hardwood List

FOR PROMPT SERVICE

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

An extensive catalog of hardwood mouldings is free from House of Fara, Box 164. LaPorte. In.46350.

Millwork: Wide Open

A l4-p. decorative window and louver brochure is free from Webb Manufacturing, Box 707, Conneaut, Oh. 44030.

ati'ltiii:.:tilililllliiiil+Jlllii:iiltir:li{ilil$tiiil.iflli,:,:':*iiUlitf;itiii:ilii:li:*il:liii+i

Advertising

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $50 ifwe set the type. Names of advertisers using a Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 4E0' Newport Beach, Ca' 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 15th of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

r.s1.*$fia,li.gsc.d!..$.*It:F,i i.itt:.liil.ii,il:.illlf:li!:lil:lillililii:ii-il:li:iLLlllLllilll:.{l:l.iillil

John T. Cole and Associates, Inc. is celebrating their tenth year in business and would like to thank the companies in the forest products industry for their support over the years.

INTERESTED IN WEST COAST

CEDAR & REDWOOD ITEMS?

l-or sidings call Leonard Newman or Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 998-8680. Please see our ad on page 4.

MAUGANSAND ASSOCIATES

P.O. Box 36802 Birmingham, AL 35236

r-800-426-4172

205-987-7542

CONFIOENTIAL INOUIRIES _ FEE PAID

PRE-FAB HOUSING MANUFACTURER

20-year-old California company, mail/ phone sales, growing, needs businessminded president. The business can be relocated. Flexible terms. Call: Clay Reid, (40$ 246-1102, broker.

FOR SALE: Located in South West Florida. Progressive-independent retail building material dealer and wood working shop. Family owned and operated. Serving this area for 50 years. Sales $500 thousand plus. Sprinkled buildings, 3/4 acres under roof. Call Ambler Realty, Inc. $13)494-2242.

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

LTJMBER PLACEMENTS NATIONWIDE: I place professionals in the lumber industry. I respect your need for the right job in the right geographical location at the right compensation. Fee paid. Strictest confidence. (800) 5455900. Mike Owen, VP Lumber Division, ProCounsel. My desk phone is Qlq 385-9076.

"Recruitingfor the Forest Products Industrv"

Wpart, : Lig ht jobs and,ffiProduc'lr

SWEAT EQUITY:

By Wrlly Lynch Paid Associates

C WEAT EQUITY is the sizzle

9 emitted by a steak being broiled. It's the number one benefit accruing to the d-i-y purchaser. It's also the last thing, if ever, mentioned in advertising in our industry.

We are instead driven to beating one another over the head with price, assortment, quality and guarantees ad nauseam. We forget, though we spend millions, to speak to our customers that bit of doggerel every first semester marketing student must memorize.

"To sell Jane Smith what Jane Smith buys, you've got to see through Jane Smith's eyes".

Memorizing and effectively implementing are quite obviously two different things. This is not a discourse on the differences but rather some observations on opportunity available through using the customer's eyes, ears and needs.

When the Home Center Research Bureau evaluated some 150 d-i-y projects, they provided a significant view of what Jane Smith sees. hears and wants. Information from the study centers on the top 50 d-i-y projects implemented in 352 million homes during the 12 month period examined.

Aside from the staggering number of participants, the study concluded, among other things:

That less than 250/o of the projects were done by professionals.

The main reason for using the tradesmen was lack of proper tools.

The top 50 tasks were considered to be "light jobs" defined as doable in a weekend.

The d-i-y customer wants personal and individual helpful project advice.

The marketing implications generated by such data are enormous. For ease of use, let's classify these projects by retail department. You may classify differently than shown, but the intent will be evident.

PAINT & DECOR: Painted a room (26.7 million homes); Installed shades/blinds (17.4): Wallpapered (12.8); Caulked around windows (11.0); Installed carpet & pad (9.9); Painted entire exterior trim (9.3); Painted entire exterior (7.0); Set up R-T-A fuiniture (7.0); Refinished furniture (7.0); Painted interior trim (6.4):

Installed floor tile (3.5); Installed sheet vinyl flooring (3.5); Resurfaced a driveway (2.9). Total: 13 projects in 124.4 million homes.

ELECTRICAL: Replaccd light fi xture/part ( I 4.5) ; Installed ceiling fan (12.2): Installed new fixture (8.7); Installed electrical outlet (8.7); Installed fan light kit (7.5); Added electrical wiring (7.0); Installed room A/C (5.2); Installed washer/dryer (5.2); Installed dimmer switch (3.5); Installed shop light (3.5); Added circuit breaker (3.5). Total: I I projects in 81.2 million homes.

PLUMBING: Replaced toilet seat (12.8); Replaced sink faucet (9.9); Installed towel bar/hooks (7.5); Installed shower head (6.4); Installed sink (3.5); Replaced water heater (3.5); Installed water heater (2.9). Total: 7 projects in 46.5 million homes.

HARDWARE AND TOOLS: Replaced lockset (8.7); Weatherstripped doors/windows (7.5); Installed smoke detector (7.0); Replaced glass in window (5.8); Added dead bolt lock (5.2): Mounted mail box (5.2); InstalleO closet shelves (4.6); Put lockset on new door (3.5); Installed garage door opener (2.9). Total:9 projects in 50.4 million homes.

LUMBER AND BUILDING MATERIALS: Installed screen door (5.8); Patched roof (5.8):

Installed moulding (5.8); Installed rain gutter (5.2); Re-roofed entire home (5.2); Added shelving (4.6); Replaced entry door (a.6); Installed paneling (a.O; Replaced window (4.6); Built a wood deck (3.5). Total: l0 projects in 49.7 million homes.

In addition to these top 50 projects completed in some 352.2 million homes, a special identification was generated for the lawn and garden department. Projects completed in order of rank were planted flowers Q9.2 million homes): planted vegetables (19.2); planted shrubbery (12.8); re-seeded existing lawn (9.9); created a new garden (8.1). The total was 5 projects in 79.2 million homes.

Technically, planting flowers at 29.2 million homes makes this the number one d-i-y project around.

To old pros and neophytes in the retail advertising business, as well as everyone in between this study provides the data to zero in on communications to customers as never before. First, think about issues. There are 50 top jobs requiring installation services, materials, how-to advice and tools.

In addition, there are five seasonal lawn and garden top jobs requiring installation services, materials, how-to advice and tools. The options and possibilities are almost endless and in total they reach 352.2 million homes all year round plus another 79.2 million homes seasonally through lawn and garden.

Story at a Glance

How to get the sizzle out of "sweat equity" ways to relate top d-i-y projects to advertising, promotion, merchandising.

THINK ASSORTMENT: good, better, best. THINK TOOLS: starter, advanced amateur and professional sets. THINK HELPFUL ADVICE: manufacturer-furnished installation instructions, specially printed step by step instructions, an experienced staff to advise the customer every step of the way. THINK INSTALLATION: store craftsmen will install it, associated shops will install, the store will

milfi PONDEROSA

PINE

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.

- Trybne of our full range of PONDEROSA PINE product

work with customer's installer.

What does Sweat Equity have to do with all this? It's the benefit the customer seeks! How do you make the steak sizzle? THINK!

The opportunities to exploit 55 issues are magnified by good, better, best, making 165 issues; by three types of tool kits, making 495 issues, and by three kinds of helpful advice, making 1485 issues.

If you are a retailer using print media in your advertising it is hard to conceive of an ad being developed without major representation from these 50 top plus 5 projects. Whether you advertise or not, Sweat Equity can be exploited by promoting these issues on endcaps.

The options are almost endless. but their worth is in telling the customer about them. This requires some planning, some digging and coordination. The benefits of Sweat Equity will come out of the closet and hole up in your bank account and on the bottom line of your P & L.

Benefits will no longer be implied while the price wars go on, but will be directed into Jane's eyes, ears and purse.

Obltuarles

Malcolm Page Brll, president ol' Tidewater Lumber Corp., Tappahannock, Va., died June 24, 1988, in Tappahannock. He was 60.

A native of King and Queen County, Va., Mr. Ball entered the lumber industry in the late 1940s, becoming co-owner of Tidewater Lumber with his father-in-law in 1956, He was appointed to serve on the state Reforestation of Timberlands committee by the governor and served two terms.

Mr. Ball is survived by his widow,

Wlndow, Door Demand Up

Home builders are using more windows and patio doors in new construction than at any time in the past decade. At the same time, residential interior and exterior door use, buoyed by a strong renovation and remodeling market, remains steady despite a slight decrease in new housing starts.

According to a National Wood Window and Door Association study, an average 14.2 windows were installed in a typical single family detached home built in 1986, compared to 12 windows the previous year. Window usage in single family attached homes also increased to an average of I I per unit in 1986.

These trends, combined with a continued strong renovation and remodeling consumer market, have pushed demand for residential windows to an all-time record high.

According to the NWWDA study, total demand for residential windows in 1987 will reach 38.8 million units, up I million units for 1986. By 1988, demand is projected to reach 41.3 million units.

The study also indicates an increase in total demand for patio doors from 4.7 million units in 1985 to a projected record-high 5.5 million units by 1988.

John Shoemaker, executive vice president of NWWDA, says the increased demand points to a continued strong renovation and remodeling market. That market currently accounts for more than 500/o of the total demand for residential windows

Jean, one son, four brothers, fbur sisters, and one grandson.

Wllllam Colllns Whlteherd, retired president of Batchelder & Collins, Inc.. Norfolk, Va., died June 17, 1988, in Virginia Beach, Va. He was 80.

Born in Norfolk, he earned his bachelor's degree in engineering from Virginia Tech before joining Batchelder & Collins in 1929, He served as president until the early 1980s and as chairman of the board until last year.

Mr. Whitehead is survived by his widow, Dorothy, two daughters, and two grandchildren.

and nearly 600lr of the market for patio doors.

Renovation and remodeling will also continue to have a significant impact on demand for residential interior and exterior doors. While the overall market for these products is expected to remain relatively stable over the next year, demand for both interior and exterior doors in renovation and remodeling is projected to increase steadily.

Total demand for residential exterior doors is expected to remain at 7 million units in 1988, with renovation and remodeling accounting flor more than 44oh of the market. Demand for residential interior doors will dip I million units to 33 million in 1988, with renovation and remodeling accounting for more than 26oh of the market.

West Texas Chain Expands

Higginbotham-Bartlett Co. will build its 39th west Texas building material center in Stamford.

The structure of between 20,000 and 25,000 sq. ft. will include both display and warehouse areas on three acres of land. A complete inventory of building material, lumber, hardware, plumbing and electrical supplies will be offered.

Phil West will transfer from Lubbock Sash and Door, the wholesale division of Higginbotham-Bartlett, to manage the new operation. The store will be affiliated with Hardware Wholesale Inc.

l('ttrttittuttl lrttn !tag! l6)

Ward White Group PLC, the latest company to show interest in Payless Cashways /nc.,which is in the midst of a leveraged management buy-out, has withdrawn its request for confidential information...

Public hearings on OSHA's proposed low wood dust exposure levels of 5 milligrams per cubic meter of air for softwood dust and I milligram per cubic meter for hardwood dust began July 28 with the Inter-lndustry Wood Dust Coordinating Committee responding for the industry...

ROWN

EADOUARTERS

MONTEVALLO

205-665-2546

Ala Inbound WATS:

1-800-292-8694

t-of-State Inbound WATS.

1-800-633-387 B

P O. Box 170

Montevallo, Alabama 35115

HOFFMAN DIVISION

919-28',l-3116

NC Inbound WATS:

1-800-223-3116

t-of -State Inbound WATS

1-800-334-3121

P O. Box 188

Hoffman, NC 28347

SANFORD DIVISION

407 -323-2062

FL Inbound WATS:

1-800-331-1375

PO Box6

Lake Monroe, FL 32747

REVEPORT DIVISION

318-865-1441

LA lnbound WATS.

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KY Inbound WATS:

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TEMPLE DIVISION

817 -77 4-7992

TX lnbound WATS:

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405 Dodge Drive Temple, TX 76504

Brown Moulding Company has over 40 years ex' perience in the manufacturing of quality wood mouldings. 0ur facilities are constantly updated with new technology in order to marntain the most efficient manufacturing plants in the industry.

Located at our drstribution centers are a network of 56 company trained driver/salesmen. Each driver is assigned a territory to cover each week. Assigning ter-. ritoiies enables Brown to secure our guarantee of weekly delivery, without a mtnimum order, to over 5,000 customers in 21 states.

o Call the distribution center nearest you for more information.

Thr flnol ilorth.rn Crlllor- { nlr Pondorou lrd Sugcr I . \ Plnr lr urcd lo mrlr lll \- mouldlngproduc,tr.

4. Before thls hlghly Integrated product leaveg Semans

Mouldlng lt ls carefully packaged ensurlng lte quallty, sasy storage and maxlmum proflt.

C. By urlng "Prollle-matchlnglomplels" mado of the tlne3t German stesl, Ssmans onsures that all mouldlng products are eract and always unlform. A flle ls malntalned of all cllent orders lo ensure prompt reorderlng and proflle matchlng.

The preclslon that goss Into the manufacture ol mouldlng products at Semans, can also be seen in exterior door trames, interlor door lambs, and K-D window parts.

acut above

Sincs 1946, Semans Mouldlng Company har produced only the tlnbst In mouldlng ptoducts. The company'e success is due to the bell€l that lnnovation ln all areag ol manufacturlng holds the key to growth and customer satigtacllon. Using lhe best in raw

materlals and hlghly integrated productlon technlque3, gnsures that order after order lhe hlghest quallty products are produced... Computerlzation has now been added to ensure prompt reorderlng and timely shipments.

Semang Moulding... A CUT ABOVE.