Building Products Digest - August 1989

D t

When you want the handsome, long-lasti ng qual ity of redwood lumbe[ come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architectural grades 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 Pacific. And as a final assurance of quality, G-P is a member of the California Redwood Asso-

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-or through our extensive distribution network. To find out more, simply call the Fort Bragg mill at7O71964-0281.

Serving the lumber & home center markets in 13 Southern states

6":ff$:-$ltt 473

6-;sffi$-'i ?85 R

Coming in October . . ANNqAL HARDWOOD SPECIAL IEEUE

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

ADVERTIEERS:

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

Call today and reserve space. Deadline is September 16, 1989. You'll be glad you did.

Publlrhcr David Cutlcr

Edllor Jusnita Lovret

Arrltlrnt Edllor l)avid Kocnig

Contrlbullnl Edllors

DwiSht Currsn o (iagc McKinney

Arl Dlrector M{rtho limery

Strfl Artlst I ric Kruskc

Clrculrtlon l-ynnetle A. Perkins

Building Products l)igest is publishcd monthly at 4500 Campus Dr., Suite 480, Newport Bcach. Ca. 92660, phone (?14) E52-1990, by Cutler Publishing. lnc.

ADVERTISING OtrFICES

Advertising rates upon request. lrrom all states east of the Rocky Mountains: Contact Jean Waggoner (;o8erty, national sales manager. ljrom Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus [)r., Suite 480, NewJrort Reach, Ca. 92660.

From Washington State, Oregon, ldaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole llolm at (206) 174-37'13 or 21819 77th Place West. f]dmonds. Wa. 98020.

SUBSCRIPTIONS

Change of Address-Send subscription orden; and address changes to Circulation Dept., Building Products Digest, 4500 Campus Dr., suite 480, Newpon Beach, Ca. 92660. Include addrcss label fmm recent issue if possible, plus new address and zip code.

Subscrlptlon Rates: U.S.: $25-one year; $41-two years: $55-three years; Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$421 surface-$37: South America: air-$60; surface-$39: Asia: air-$701 surface-$39; Europe: air-$90; surface-$39. Single copies $3; back copies $4.50 plus shipping & handling.

BUILDING PRODUCTS DIGEST is an in<lependentlyowtted publication fur the remil, w{mlesale and distibution lewls of the lumber and home center ma*cts in 13 Southem smtes.

CENTRAL IDEA FOR

Since l93J CentralBuilders Supplies Company has served independent dealers by helping them remain competitive with large corporation chains.

We're a dealer-owned, non-profit buying corporation that serves as your central source for lumber, general building materials, hardware, tools, building specialties and more.

An experienced staff is trained to handle your needs, promptly and courteously. And alldiscounts, rebates, datings and ad funds are passed directly to participating members.

Call us. Learn more about our unique system that helps you to remain competitive. And profitable.

Sacramento. Ca.

Ponderosa Pine, Sugar Pine White.Fir, Douglas Fir, Cedar, S-P-F

James A. Haas, gen. mgr. Richard H. Mills

San Francisco, Ca. Mahogany, Meranti, Keruing, Ramin, Nyatoh

Franklin O. Billings

Mouldings,

Millwork, Cut Stock, Plywood, Lumber, Particleboard

Sales Agents for:

Duramold Wood Products. El Paso. Tx.

W&W Moulding Co., Loomis, Ca.

P.O. Box 255546, Sacramento, Ca. 95825

u.s. wATs (800)624-5319

cA. WATS (800)321-1278

(9161972-7282

FAX 916-972-7290

Mouldings, Millwork, Industrial Hardwood, Plywood, Truck Decking, Imported Hardwood & Softwood Lumber

244 California St., Suite 711, San Francisco, Ca. 94111

(4r5)98r-3046

FAX 415-98r-4130

EDITORIAL

Today, No. Tomorrow, Yes.

1a; tllLl-. the current market for moulding has UU been described as ranging "liom blah to stinking," there seents little doubt that the long term outlook is positive. l:or today, there are a number ol'excellent stories in this issue telling retailers, wholesalers, distributors and jobbers how to get their share of the present moulding and millwork market.

Iravorable medium term factors include both new construction and remodeling. As interest rates continue to move lower, making houses more affordable. new home construction will provide an expanding market for moulding and millwork items.

The remodeling market is, if anything, an even greater present and potential market. A new report by the American Institute of Architects foresees the decade of the I 990s as one of rebuilding and remodeling, both in residential and non-residential areas. Sparking this activity will be increasing interest in preserving archi-

tectural landmarks and other older structures o[' all kinds, scarcity ol- good urban sites and the aging ol' Anrerica's stock of' existing homes. lndeed, nearly one-third o1'all honres in this country were built befbre 1940.

I)esign and decor lhds come and go. The trend has been away liom the stark. spartan look in the sixties and early seventies to a more traditional, elaborate look in structures liom high rises to small commercial strip shopping centers. All of which has raised the public's understanding o[the marvels that can be created using mouldings and millwork. lt is likely to be many years before the pendulum of taste swings back to the basic, unadorned look, which augers well for this industry.

New products, new materials, new systems and techniques all will bolster additional use of mouldings and millwork, creating a sales environment that looks lavorable indeed for these products.

One of the notion's lorgest wholesolen of quolity pine [r fir mouldings, fromes, jombs ond nirrprclid [r fingerjoint Domestic 6 lmponed-lncluding thiry mrckloods of conrolled prcduaion per monrh.mixed truckloods our speciolty

FOR INFORMATION CONTACT!

Georga Hovooros, pres.

Rick Hovooros. v.p.

Lee Rou.rlin. soles

John Douglos, solos

P.O. box 2300

Foir Ooks, (o. 95628

(916) 965-tlr2

(800) 824-5878 Ioll Free

FRX 9r6-96s-0854

CT PRSO, TI. OIFIC€

r-x (800) 423-0868

(9r s) 886-574r

FRX 9l 5-886-3244

Stevo Drongsholt ' llrnold Smith

markelr ln 13 Southem rialec

DAVil) ('Ul't.1:R puhlisher

Down the road or across the world-Loth Lumber ships WesternRed Cedarto your destination!And, it orrives looking great. By huck or ship or rail-whatever the distance-the extra core that Loth puts into packaging assures your order a safe and uneventful trip.

. a speciolly designed pollet with pull device for safe unlooding of piggyback vons

. polybag palletcoverings for extra protection

. oirbog cushioning between lumber ond von wolls

Eachorderof LothLumberisprepared ,rA, . waxedcordboordsidingonpolybogsfor specificolly shipment

specificolly for its mode of shipment. of the following

odded protection on oceon shipments :fffi Stf, 3*!5ltx,,f;lincrude""'4&yrlr*g:g:g^'::,^H'lnsl?:il"jk

. end cops, cornet ptotection, ond

71/a" band.ing to pollets

Mill locations: Gold Bar, Whshingfton; Forks, Washington ; Port Angeles, \A/ashington

For information contact: Don Dye, Ron Warren

OF QUAI.'TY FOREST PRODUCTS 206.793-1135

How to get more mileage from your CedarPrci Sidftg.

edarProo is the number one Knotty Cedar siding because CedarPro performs. With consistent quality from unit to unit. Outstanding decay resistance and dimensional stability. Superior acceptance of stain and paint. And a natural beauty that can last a lifetime when it's treated correctly, Here's how to build yourself a classic.

Do what comes naturally.

CedarPro Siding is precision manufactured from natural Incense Cedar. and Cedar. needs to "breathe." Even though it has been properly kiln-dried for its intended application, CedarPro Siding will still gain and lose a bit of moisture as it adapts to job-site conditions. For top performance, pre-condition your CedarPro Siding. Stack it evenly, with air space between layers. And allow it to rest on-site in a coveredarea for seven to ten davs before vou install it.

Once your CedarPro Siding has settled-in, minimize future changes by pre-sealing sides, edges, and ends of each length prior to installation. If you'll be painting the finished installation, use a moisture-resistant sealer.

Allow some room to move.

Changes in humidity will cause all wood products, including CedarPro Siding, to expand and contract. If courses are butted together or improperly nailed, these natural changes can cause cracking or loosening of individual lengths. So be on the safe side. Make sure the subsurface is properly spaced, allow the proper expansion clearance between courses.

and don't over-nail CedarPro Siding.

Finish clean and fast. CedarPro Incense Cedar Siding readily accepts paint and stain. For a classic job, stain or paint CedarPro Siding before it is installed.

Carefully touch-up butt joints and other exposed ends with sealer and stain. Use a brush to work the finish into tight spaces. Seal-out moisture by caulking the joints around windows and doors with an acrylic or butyl compound.

If your plans call for paintingafter installation, do it as soon as possible to preclude weathering of the wood. If there's a lengthy delay between installation and finishing, be sure to clean your CedarPro Siding using a high-pressure waterwasher, and allow it to dry completely before applying the finish. Always be certain to read and follow the manufacturer's directions for applying primer and paint. For a first-place finish, apply a coat of high-quality, oil-based, stain-blocking primer to seal-in the siding's natural extracts. Then, as soon as the primer has dried, finish with a high-quality acrylic latex exterior house paint. A brush application will produce better results than a spray or roller application. For proper adhesion, apply the top coat within two weeks of the first finish coat.

Get into high gear.

Our "Guide to Installation and Finishing" will give you the inside track on getting top performance from CedarPro Siding. For your copy, or to test-drive the complete

CedarPro Incense Cedar Siding

P&M Cedar Products, Inc.

P.O.Box7349

Stockton, Cahfomia 9 52O7 209t957-6360

line. contact vour CedarPro retailer or distributor. Or call our sales office at 209 1957 -5360.

Dlstrlbutors

Retailers report millwork sales ll rnGreasrng

NORTHEAST

GEORGE MCQUESTEN CO,

Iron Horse Park

North Billerica, MA 01862

(6r7) 663-343s

MID-STATE LUMBER CO.

2OO Industrial Parkway

Branchburg, NJ 08876

(zot) 725-4eN

SOUTHEAST

FURMAN LUMBER CO.

896O Henkels Ln.

Annapolis Junction, MD 207O1

(3Ot) 792-2234

EARL RAIFORD LUMBER CO.

P.O. Box 5498

Asheville, NC 2BBl3

(7O4\ 253-5€67

EPPERSON LUMBER SALES, INC.

PO. Box 1559

Statesville, NC28677

(7O4) 873-4321

WOODFORD PLYU/OOD

PO. Box 1731

Albany, CA 31703

(9r2) 883-4eOO

Branches in Alabama, Georgia & Florida

ITKE STAIES

EMPIRE WHOLESALE

P.O. Box 249

Akron, OH 44309

(2t6) 434454s

DETROIT FOREST PRODUCTS

35135 Glmdale

Livonia. MI 48150

(313) s22-O6lo

BOEHM.MADISEN

N16 W2210O lericho Dr. Waukesha, WI 53186

(4r4) 5444ffi

T'PPER MID WEST

CANION LUMBER CO.

P.O. Box 9328

Minneapolis, MN 5544G9328

(6t2) 42s-r40o

WEST

ALL.COAST FOREST PRODUCIS, INC.

P.O. Box M

Chino. CA 91708

(7t4) 627-8ssl

AIL.COAST FOREST PRODUCIS, INC.

End of Railroad Ave.

P.O. Box 9

Cloverdale. CA 95425-OOO9

(7O7) 8944281

CEDAR WEST CORP,

P.O. Box 5224

Denver, CO ffi217

(3O3) 294-9101

ILLWORK is in. Whether your customer is a builder in the moveup market, a remodeling contractor or a d-i-yer, he is probably using it to add custom touches to his project.

Lattice, louver vents, balconies, decks and porches enclosed with balusters and spindles, shutters, columns, pillars and even custom designed mailboxes add zing to building and remodeling projects. Millwork products are the architectural hot buttons.

Pressure treated millwork is encouraging use of millwork with decks, porches, gazebos and other outdoor amenities constructed of pressure treated lumber. These pressure treated products add finishing touches, especially for remodeling projects, giving them the same durability as the treated lumber.

"Our customers are asking for them," said Francis Rizner, vice president of sales at Burt Lumber, Washington, Ga., while explaining that he is starting to stock stringers, balusters, spindles and other pressure treated wood products. "The days of just stocking treated lumber as such are over," he added. "Enhancing the product line is a waY to increase sales."

Customers are excited about package deals including millwork for decks, according to Rizner, and want to find "the whole shooting match in one yard." Burt Lumber thinks the real key to sales is having everything in one place "like a shopping mall," he concluded.

Millwork sales are increasing in Texas, reports Gunner Galindo, a partner in Al's Millworks, Seabrook, Tx. Their full round louver is popular for both single family homes and apartments being developed in the Houston area.

Other retailers report the outdoor

millwork market growing because of interest developed by consumer media. Customers are coming into their stores asking for materials they have seen used in tv or home magazine projects. Several public television programs have had programs demonstrating how to use pressure treated millwork in deck projects.

Retailers also report good results in using outdoor millwork to dress up model decks, gazebos and displays in their stores or local home shows. Showing the d-i-y customer that they can use the products easily and achieve good looking results for a fraction of the cost of having a pro do the work pays off

Story at a Glance

How retailers use millwork to increase sales. capital:ze on presure treated millwork for decks, gazebos, outdoor amenities... sales aids available.

While much of the millwork used in building a house may require the expertise of a professional carpenter, there are many outdoor projects using millwork that can be recommended to do-it-yourself customers.

Weyerhaeuser suggests all 35 products in its core group ofpressure treated millwork for d-i-y use. John Cashmore, marketing manager for outdoor woods, doesn't hesitate to say they "allow do-it-yourselfers to customize their outdoor projects with very little effort."

A library of l0 brochures providing consumer information is available from Weyerhaeuser. These brochures give use and handling techniques as well as basic tips on topics such as nail selection and finishing.

MOU LDI NG TRE N DS: ilffpT$i.;t?ril.Jn hOW they affect SaleS *i:i.y;iiof$*,I1ll',1"'*

ff f HILE WOOD moulding styles

ll and applications do not change from year to year, trends in product usage do emerg,e. Keeping up with these trends can help building material retailers keep stock current and sales figures high.

Over the past several years, the wood moulding and millwork scene has changed. Consumers are more aware of the decorative and creative possibilities of wood moulding and of the styles of wood moulding available to them. In addition to undertaking more home improvement projects themselves, they are indicating their moulding preferences to remodeling contractors and builders.

Consumers are using greater amounts of wood moulding in craft projects as well. These range from constructing birdhouses to building bookshelves. Requests from consumers for WMMPA's consumeroriented literature, such as "500 DoIt-Yourself Wood Moulding Projects" and "How to Make Picture Frames," have steadily increased over the past few years. Building material retailers would be well advised to merchandise wood mouldings as craflts materials to this industrious group of consumers.

We are seeing more elaborate wood mouldings used in the home. Larger, wider profiles are popular. In many cases simple, single profile mouldings are being replaced by elaborate built-up mouldings using several profiles. A retailer might consider stocking larger, wider mouldings to respond to this demand.

Wood moulding has traditionally been popular in the Northeast, Southeast, Gulf States and Midwest, as there are many older, traditional homes in these areas. One geographic area witnessing increasing wood moulding usage is California. Many California homes were cold and stark

ilerchendrhg Know-How

"Mouldings represent a tre' mendous profit opportunity for retailers," says Artie Shidler, director of Georgia-Pacific millwork and specialty centers.

ln-depth merchandising recommendations:

. cross merchandising

. attractive displays

o instructional literature

o sample chain

o profile chart

o application and cross merchandising posters.

o special containers for "shorls"

o display racks

with an ultra-modern look. Now these homeowners want more traditional homes with the warm feeling that wood moulding gives. Retailers in California might consider increasing stock on mouldings, and displaying these products in a more prominent location.

In general, room sizes have been increasing since the mid '70s, so the amount of moulding needed per room has increased as well. Casing, chair rail, crown and base moulding are the most popular moulding types. Regionally, there may be a species preference also. Pine has remained the most popular material in the Northeast, Midwest and Atlantic states, while fir is the moulding species of choice in pockets of Southeast and Gulf states.

Decorating taste runs in cycles but mouldings have always been a part of the cycle. From the use of heavy dark stain to pastel colors to natural clear finishes, mouldings have been considered fashionable details.

Representatives of home centers

REC0tlMEllllE0 ways to display moulding profiles include a sample rack with detachable lengths 0f moulding which can be used in consumer education. Wall mounted samples with reference numbers also work well.

and retail lumber yards have said that mouldings are among the most difficult product lines to merchandise effectively. WMMPA has long been an advocate of displaying mouldings or at least moulding patterns with items such as dry wall, paneling and wallpaper. This will remind the consumers who are remodeling, painting or working on other home improvement projects that they need mouldings to finish the job or to give a room a premier look.

The Wood Moulding & Millwork Producers Association keeps a close watch on trends in consumer preference and keeps its members informed on ways they can gear their products to changing consumer demand. WMMPA also works to boost sales of wood mouldings and make the products more accessible to consumers. Marketing concepts and strategies are passed on to distributors and retailers as well. It is the association's job to see that mouldings are readily available and easily marketable.

To this end, WMMPA has received permission from the Universal Code Commission for members to use a standardized system of bar codes on their products. A commit-

tee will meet this month during the association's summer meeting in Albuquerque, N.M., to begin studying codes for wood moulding products. A bar code system will assist the retailer in inventory control and price control at the check-out counter.

Story at a Glance

Ways to read customer preferences.. tips on keeping stock current and sales figures high ... latest industry developments including bar code study.

WMMPA fills approximately 1,500 consumer requests per month for moulding literature, and the pamphlet "How To Work With Wood Mouldings" remains the number one seller. It is evident that WMMPA's efforts on behalf of its member companies in areas such as advertising, public relations and government relations have an impact on consumer demand and product availability. The end result is beneficial to both retailers and consumers.

Synthetics'Pdces Up

,,r' Synthetic mouldings lost much crftheir price advantage in 1988 as a result of dramatic inereases in the costs of raw materials.

When materials such as styrene resins skyrocketed in cost, manufacturers of synthetic mouldings were forced to raise prices to as much or more than those of wood mouldings. With

ready-to-install, prefi nished, decorator color mouldings in the same price range as the traditionally more expensive wood mouldings, many consumers now choose wood, according to Bernard J. Tomasko, executive vice president of the Wood Moutding & Millwork Producers Association, Portland, Or.

illLLW0RK, especially pressure treated products, is big with homeowners and builders.

ll{TERl0R design trends call lor heavier, more ornate mouldings such as these.

BBASS medallions can be ordered from Weyerhaeuser to help your customers personalize their d-i-y prolects.

Retailers use iust-in-time delivery to make millwork sales pay off

ReglonalWlndow Martet

The National Wood Window and l)oor Association confirms a shilt toward highly styled aesthetically pleasing wood windows and doors in the West. lt has traditionally been a strong metal window and exterior market. llut growth for wood windows and doors in the area is now expected in the high-end repair/remodeling and new custom home segments, particularly in homes that sell for $200,000 or more.

On the move in all sections of the country, wood window and door sales are targeted to upscale, higher-priced homes and those being upgraded. Other window framing materials continue to be used for lower-priced, tract homes in some regions.

"We're seeing a nationwide trend in the 'buy-it-yourself rather than the do-it-yourself market," says John W. Shoemaker, executive vice president, National Wood Window & Door Association. Consequently, many retailers are constructing in-store wood window and door display areas to help boost their bottom line.

"We foresee creativity and many line extensions in wood window and doors in the 1990s as homeowners want to make individual statements with their homes," says Shoemaker. According to NWWDA, three trends are driving the wood window and door market today: aesthetics, energy-elliciency and low maintenance. "Wood and clad-wood windows and doors provide all three requirements beautifully," Shoemaker adds.

; [JST-lN-TlMl: delivery of readtl ily available lumber products such as millwork and moulding by the bundle or the piece allows retailers to run lean, mean and more profitably. Faster inventory turns lower buying costs and free up cash for investment in profitable activities.

Two sales distribution centers that specialize in giving retailers this type of help are found in Atlanta, Ga., and Orange, Ca. Part of Sequoia Supply's 33 operations in 30 states, they work on the theory that customer and product orientation varies from market to market because it is based on each market's home building economy.

It is generally understood that when times are good, or when a strong building economy exists, the wholesale distributor is the retailers' resource for quick deliveries of unusual patterns, uncommon sku's and products in temporary high demand. When times are slow, the retailers benefit from the wholesaler carrying the burden of acquisition and inventory. "Right now, Atlanta is in a slower building economy, and retailers are turning to us more," says John Planer, general manager of Sequoia Supply's Atlanta branch.

On the other side of the country, Orange County rarely has a slow cycle. "Orange County is an incredible growth market for lumber and building supply retailers, " says Harry Davidson, Orange manager. "Our retailers can sell more than they can physically move."

Both centers see windows, and especially the window and door package in the West, as a rapidly expanding market segment. "ln Atlanta, wood windows are the windows of choice," Planer says. "We carry over

300 window parts including sash, liames and components so that we can quickly assemble the windows our customers need."

Sequoia Supply distributes products mostly in what Planer refers to as the "trim package" with such manufactured items as mouldings, attic stairway units, wood window parts, sidings and paneling.

"We sell more double-hung wood windows than any other window because, after all, operating a wood window is like closing the door of an expensive car. Wood windows sound better, look better and operate better." Planer explains.

Story at a Glance

Ways retailers can utilizewhole. salers to keep millwork inventory low, profit high...keep customer demands in balance with inventory consistency.

Skyrocketing real estate prices in California have also affected the remodeling/repair market. People are trying to increase the value of their existing homes, according to Davidson.

"People willspend a lot of money to make a personal statement," he says. As a result, Davidson says that the window and door package is a hot seller, growing faster than any other building component in the area.

According to Nicholas R. Kent, executive vice president, North American Wholesale Lumber Association, the variation in the building

economies which characterize Sequoia Supply's bi-coastal distribution centers are fairly characteristic of the wholesale lumber industry. "But the flexible nature of wholesalers allows them to adapt to the changing needs of home center retailers and industrial buyers. Lumber wholesalers are in business to build the retailers' business in good times and slow times," he says.

Planer adds: "As a lumber and building supply specialty distributor, we have the flexibility to work with retailers through all market cycles. Back when interest rates were low and we were experiencing doubledigit inflation, having excess inventories worked in the retailers' favor. But now, with substantially higher interest rates and relatively low inflation, excess inventories can be viewed as a drain on cash flow."

Kent illustrates the point: "As most retailers know, 20% of their sku's generate about 800/o of their sales and gross profits. Admittedly, buying bulk for cost savings on these items may be the best use of cash resources. But cash traps usually occur with the remaining 80% of the sku's which produce the bottom 20o/o of sales and gross profits. The dollars spent for these lesser volume items often exceed 50% of inventory dollars invested during part or all of the year."

In Orange, retailers are constrain-

ed by the extremely high real estate costs which affect their ability to profitably maintain space for inventory, making storage an even greater burden. Working off Sequoia's inventory. Orange rel.ailers can receive orders within 72 hours and offer much broader product lines.

"Although we can sit down and show a retailer on paper how we save the burden of inventory and improve cash flow, the retailer usually has already done this," says Planer.

Sequoia Supply also supports retail sales by providing merchandising

aids and conducting product knowledge training classes. How to tell the difference between a single- and a double-hung window, how to stack doors. and how different stains affect lumber products are among the subjects covered.

"We have found that retail sales people are more confident about selling after one of our training programs," says Richard D. Passaglia, vice president of marketing, Sequoia Supply. "And when sales people are confident, it is reflected in their sales performance."

HEtPlllG his retail customers t0 sell more than they can physically move, Harry Davidson is general manager at the Orange, Ca., Sequoia Supply.

ItlltLW0RK, doors and products which John wtn00ws are among Planer, general man-

,nfft(

ager, Sequoia Supply, Atlanta, Ga., supplies his customers with just-in-time delivery.

It pays to think like a customer

6 O YOU really know what your lJ customers. both contractor and homeowner, want in doors and windows? "Curb appeal," "streetside sizzle," "spacious feeling," and "drama" were buzz words used by a group of architects, builders, and real estate experts to describe what their clients are looking for in a house.

"l find more and more people coming to me thinking about windows from a purely aesthetic point of view, wanting divided lites, roundtops and French doors because they like the way they look," explained one architect.

"One of the nice things is that you can combine many different components - windows, skylights, roof windows, even sliding glass doors installed as windowsto create interesting compositions and spectacular elevations," commented another.

"More and more homebuyers appreciate goodlooking windows," said a designer. "lf I design two houses that are identical except that one has conventional double-hung windows with snap-in muntins and the other has circle-head units with true divided lites, the second house will sell faster and at a higher price."

"Most of my clients look for low maintenance and clad windows (wood frames with vinyl or aluminum cladding) are the obvious choice," a remodeling contractor said. "Plus you get the warmth of real wood on the interior, which appeals to most people."

"l'd say 900/o of our clients expect energy prices to rise in the future, so efficent windows remain a primary concern," a builder pointed out. "Double glazing is now virtually a standard as well as other options, such as low-E glass, which offer

higher insulating values in addition to excellent thermal performance and reduced drafts."

"A great front door and an attractive exterior entrance are what people want," said a real estate executive. "A fancy or unusual entry can get people really excited."

Story at a Glance

Clues to help you to know what's in your customer's mind ... builders, remodelers, architects and real estate designers share what their clients look for in windows and doors. information you can use to sell in your store.

"The whole window and door package has taken on greater importance," commented a designer, "and the front door is probably the single element that gets the most attention.

EtEGltT EffinlES such as these from Simpson's Mastermark colleclion are prime choices lor both new and remodeling construction. Dealers lind designers and architects as well as homeowners are specifying fancy and unusual lront doors.

Just as with windows, buyers today are interested in the more decorative styles that really make a statement."

"Part of the change is the movement toward wood doors and windows, inside and out. They have a warmth that no vinyl or metal can approach," added an architect.

"Cathedral-style panels, intricate carved detailing, heavier more articulated casings, optional sidelights and transoms, as well as inserts of stained. etched. beveled or leaded glass, are all popular in my area," a designer specializing in remodeling interjected.

"French doors and greenhouselike rooms are two very hot buttons among home buyers today," a builder of new homes commented. "We create that effect by combining many windows and patio doors, fixed and operable. I also use windows and glazed doors inside to open up the interiors to views and natural light. French doors are just about everybody's choice for the deck, porch or patio. Just about everybody coming to my oflice wants French doors somewhere."

Moulding & Millwork Special lssue

A counterman's moulding guide

Accolade: decorative use of moulding in which two ogee curves meet above a door or window.

Apron: a piece of finish moulding below the sill of a window covering the rough edge of plaster or sheetrock.

Architrave: moulding around a door or other rectangular opening.

Astragal: a moulding pattern of two basic types, a Tastragal and a flat astragal. The T type is used with a pair of doors to keep one from swinging through the opening. The flat type is for decoration.

Back Band: a rabbetted moulding used to surround the outside edge of a casing.

Back Miter: an angle cut starting from the end and coming back on the face of the stock.

Baluster: columns or spokes used in a stair rail as support and/or decoration.

Base Cap: moulding applied to the top edge of the baseboard.

Base Shoe: moulding applied between the baseboard and the floor.

Bead: a narrow, half-round moulding, attached to or milled on a larger piece; also square or rectangular trim less than one inch in width and thickness.

Bowtell: a plain round moulding.

Casing: trim applied around the tops and sides of windows & doors.

Chair Rail: a type of moulding usually applied to a wall about I /3 the distance from the floor and parallel to it.

Coping: a process in which two moulding strips are fitted together at an angle by cutting one to fit the design of the other.

Corner Protector: a moulding installed on the outside corners of interior partitions to protect and finish the joint.

Cove: a type of moulding with a concave profile used at corners, particularly as a ceiling cornice.

Dovetail Moulding: a moulding in which interlocked triangles are used.

Drip Cap: moulding placed on the top of exterior door and window casings.

Drop Moulding: a type of panel moulding lying below the face of the framing.

Finger-jointed: moulding made from short pieces of wood joined together with factory-made finger joints.

Glass Bead: a type of moulding used to hold glass in place (also called glass stop, putty bead, glazing bead, staff bead).

Half Round: a type of moulding whose profile is a half circle.

Lineal Moulding: sold on a random length basis as distinguished from cut-to-length mouldings which are trimmed to specific lengths.

Ogee: a moulding contour much like the letter S.

Panel Mould: a decorative moulding originally used to trim raised panel wall construction.

Miter: cutting the end of a piece at any angle other than a right angle.

Miter Box: a guide to aid in cutting a miter.

Miter Joint: joining two pieces by cutting the end of each by bisecting the angle by which they are joined.

Moulding: a shaped strip of wood or other materialused as a decorative trim

Moulding&Better: a grade combination purchased by moulding producers.

Pattern: any of a number of standard shapes, moulds or configurations to which lumber is machined.

Profile: to cut or saw to a particular pattern.

Quarter Round: a moulding used as a shoe base, inside corner moulding or to cover any 90o recessed juncture.

Raised Moulding: raised above the surface to which it is applied.

Round: a semicircular to full round moulding such as a closet rod.

Scotia: a deep, concave moulding more than l/4 round in section.

Screen Mould: originally used in construction of screens, now used at the edge of a shelf.

Shelf Cleat; used in closets to support a shelf (also a shelf strip).

Shoe Moulding: used at the bottom of a baseboard to cover space between finished flooring and baseboard.

Shorts: short pieces of moulding.

Solid Moulding: produced from a single piece of wood as opposed to finger-jointed produced from two or more pieces of wood joined end to end.

Sprung Moulding: has its interior corner beveled off to better fit a right angle joint.

Standard Lengths: 8, 10, 12, 14 and 16 ft.

Stock Woodwork: mouldings that are stocked in inventory.

Stool: moulded interior trim serving as a sash or window frame sill cap.

Stop: moulding nailed to the face of a door frame to prevent the door from swinging through or to hold the bottom sash of a double hung window in place.

String Tied: a bundle of small pieces of mouldings tied by twine (also string tied & bundled, ST&ts).

Trims: mouldings and other finish materials.

DeJinitions used in this guide are based on in/brmation,lbund in "Terms o.f The Trade" and "Carpentry" -ed.

ttory at a Glance

Definitions needed to sell moulding to both d-i-y and contractor customers. for use in employee education or posting at sales oounter.

Ilotnt l)tpot paitl $1.4 nrillron lilr l site in l;ast -l'ownc ('rossing. a sh0pping ccnlcr unclcr rlcvclopnrcnt in Knoxville.'l'n., with pluns to ol)cn il storc itt spring ol' 1990... llcrnic Marcus. chairnran ancl cco. anlrounced plans lrlr lnolhcr llctl'() Atlanta, ( ia.. storc this yclr atrd llrobably two nrorc rtcxt yeitr. .

Ittvl"s will opcn a 4.S,(XX) sq. li. unit costing $.5 ntillion in ('rossvillc, '1 n., this lirll; a ncw Wcst ,\shcvillc. N.(.. slorc olrcncd in early sulnllcr.

('urrcll'.s Do- lt ('(ttt(r. l:lk ('ity, Ok., is the flrst I)o-lr ('enrar to open in the statc . . Wit'ke.s Lttnthcr. Jackson, Tn., cntertainecl contractors at a reccnt clinncr/product show..

'l'inrlalls, /nr'.. has adcled a ncw showr<lonr and warchousc at its Knoxville, 'l n., storc . lllu.s.sa.v' Ru ildar's .\upply, ll ichrnond, Va., hits repairecl over a half' nrilliorr ckrllars of danrage caused by a nricl-.lune storm.

"['wo I lund.v Dan stores irr Austin. Tx., according to unconflrmed reports, have a 90(h probability of closing... highway construction is blanred: the F.. Ilen White Illvd. store is slated to be torn down and the Research lllvd. unit will lose a portion of its parking l0t. conllrnratiOn wlls unavailable fiom parent Chonnel Hlm( Centers.

Itomc Dcpot is among the stores destined to receive shinmenls ol'bar cotlcd lumber this month lrom Borse Cascade which is adding bar code capability at its [:lgin, Or., nrill.

Lowe's home illumination sales increased 27(Xr in the first quarter over the same period in 1988; millwork including doors and windows rose by doubledigit percentages.

Ncgotiations bctwccn ('lturtru'l IItutta ('(ttt(rsirnd .ttlrt lli'.tt ('tts., l)allas. '1 x., lirr acquisitiort ol' llundr' l)un. llunlv ('ilt'lrtd I ltur.si'rt'ttrhs rcp()rtc(lly urc slill in l)r()grcss although rtcitltcr would contntenl.

'l hc $l.-lli.6 rnillion buvout ol' .!r'ol/r'ls. \\ intcr llavcn. l:1.. hr (ilJ-lnno is contplctc; anal-v-sts prcrlict thc llrusscls. llclgiunt, group will prohably takc thc contl)intv llrivatc altlrouglr ntirnitge ltlcnt lt.titcle no contntcnt.

'l ttrl<'rson-'l'ull.v (b., N{cnrphis '1n., is cclcbrating its l(X)th birthtfay this ycar . llltxlcnt lluilder.s .\trp1il.t' ('o., lnt'., N'lountain V'icw. Ar.. is observing its 2.5th arrnivcrsary.

T'nrs ./rusl uddctl u tnrinirtg ccnter :rs part ol'an expansion at thc Valdosta. (ia.. plant... ('ooptr Indtrstrics, lttc. will acquirc the Winlovt' litslriort.s l)iv'isiott of' lnstntmcnt .5'lis/r'lr^s ('orp.'s ('lopu.t' ('orp. incluclirrg the nrfr. lacility in ('ovirtgtort, T-n....

Rubbennaid lnt'. and .4llibert .1.1. have formed a joint-venture company. Ru bbt,rntuitl-..lllibert lnt'.. headquartered in Stanley, N.('..

l\(x,mun'l'onks Ittc'., Shcphcrdsville, Kv., now owns l'ult'ort Lot'k, Ilarlot' Produt'ts ('orp., Normhau lnr'., Qualit.y Ilanlwart, Ll/,c. (.o. ancl llarvcj, Itartlv'ttrc as well as Monarch Hartlv,urt and Monurt'lt Door Contxtls in Shepherclsville ancl Rotltle.v Bra.rs in Mt. Washington, Ky...

Century Slx,cialt.y l{ood Prodlr'ls, North Little Rock, Ar., has a new southern pine mfg. plant in Ilope, Ar., John Kimbrell mgr. Alabama Oak f'looring (1o.. Ciuin, Al., has tenrporarily ceased operations. .

Buildlng Productr Dlgeet

IJntphlatt Lturthcr ('o., /lt. has conrplcted a southcrn llinc sawnrill in Mcllcth. S.('., rcplacing a sawnrill dcstroycrl by frre in 1988...

l'ritnk l)cnny. l'rank l)owcrs, l.uwrcncc llavcn. Michacl M<trIott uncl 'lhonras Klinrback. all lirrnrcr lJuihfur.s .\t1uun' tol) nt0nifgct'ftcnl. rrrc tlcvckrping Ollice Itnulut'ts tt/ .lnn'riru. a warch<luse type ollicc llroclucts contpany.

.\uttarlield I.tunhcr ('o. lnc.. Itusscllvillc. r\r.. lras l'ilccl a ( ltlptcr l l btnkruptcy pctition ... ltussell und Iltrgltts Ltttrrber ( ir,, ('ollinwo<ld, 'l'n.. suli'crcd tttoclcratc clanragc lionr a boiler house cxpkrsion.

( utttcxtn l|'ltolculc reopcned l11 r\nrarilkl.'l'x.. branch and stirrtcd tr l t. \l'orth. '1x.. branch (scc 1r. l9 lirr story) ('unlor opcncd a ('harkrttc, N.('., ofllcc.

'l'ltomp.sttrt & l:orrnb.y' lttc.. I\lcnrphis. 1n.. is l'lcgotiilting lrurchase <r1' the Red l)t,r:il line l'rortr lnsilut ('orp. I{obert J. f .irx hirs acquircd .-1m(ri(iln ,Slove l)rtxltttt.s. Mcnrphis, T n.

('ottt.t' l:ora.sl Producl.s has been lbrmed irr (ireensboro, N.(i., by Steve (lclnowell . . . lloznS, I'-orest Products, Ilranralea, Ontario, (lanada, has operred an oflrce in Spartanburg, S.C., Ed Bonnay, mgr.. ..

htlcan Metal Produt'ts. Inc.. flirminghanr. Al.. is now Vulcan Producls, Inr'. . . We),erhaeuser Co. is expanding its Design('e nter concept into Atlanta, (ia., antl l)allas. Tx.

l'lt'g1t1,vl1sg11rgy i< building a plant in Ayden. N.('., with dry kiln, lurnber handling ancl flnishing mill equipment installed by I rvington ll{oorc. Jacksonville. t.1....

HottsinK sturts l-or June (latest figs.) leaped 701, to a seasonally adjusted annual rate of 1.4 million units... nrulti-family construction accounted for the 7(Xr rebound; single fumily hclme starts iell 2tlr . . slarts in the south were up 5.8%r .,. building permits were down 3.5%r.

"Just-in-time" Demand Grows

Greater reliance on distribution yard strategies in 1987 helped North American Wholesale Lumber Association member companies achieve total sales of $9,446,178,600, an increase of 9.70/o over 1986 figures.

An analysis of the total wholesale lumber sales volume figure, taken from NAWLA's annual 1988 sales survey, reveals a continuing trend towards distribution yard wholesaling.'Nicholas R. Kent, executive vice president of NAWLA, believes this trend is consistent with the growing demand for "just-in-time" delivery by the retail trade.

"As more retail customers seek to improve their cash flow and control inventory costs with 'Just-intime" practices, the importance and value of purchasing stock and processed, raw material from a wholesale distributor dramatically increases," he said. "When you consider all of the costs of distribution, especially for storing and handling inventory, working with a NAWLA lumber wholesaler is clearly the more lucrative approach for retailers and industrial buyers."

Total distribution yard shipments by NAWLA members climbed 33%, fueled by the move towards more distribution yards per company and a 270/o increase in billings per yard.

Industry War Chest Donation

Members of the National Hardwood Lumber Association's board of directors have raised $150.000 in pledges and contributions for the work of the American Forest Resources Alliance.

growth in the d-i-y market for outdoor and remodeling materials, southern pine is featured in a porch and deck addition in Better Homes & Gardens and a remodeling and deck project in Woman's Day. Plans for both are available to d-i-yers from the Southern Pine Marketing Council.

That's A Lot Of D-l-Y Sales

Home Quarters Warehouse, Hampton, Va., on a recent Saturday tallied 3,936 customers purchasing a total of $133,000.

Fenestration Certification Plan

The building industry now has assurances of quality control for windows, doors, skylights and other related products through the Fenestration Certification Program conducted by the National Association of Home Builders National Research Center.

The Fenestration Certification Program, the newest addition to the testing programs, tests for such factors as air infiltration, water performance and overall structural performance.

SP On Top Of Building Trends

Southern pine markets continue to expand with Permanent Wood Foundations and decks achieving wider use.

Seven two-story apartments built in Memphis, Tn., with southern pine foundations are creating nationwide interest. A new chain of HowardJohnson hotels will utilize southern pine all-wood frame construction with the first of 15 AmeriSuites being built in Little Rock, Ar.

As analysts predict extended

TIIE MONROE TRT.]E DNIDEDLIGITT DOI.]BIE HI.]NG WII\DOW

The Monroe Tfue Divided-Light windows give you that added touch of quality that can turn a house into a classic work of art. The fine millwork is reminiscent of a bygone era, Yet they feature all of the modern touches like easy-maintenance tilt-in sashes, insulated glass, factory-installed die-cast cam-action locks and windows glazed on the inside for Drotection from the elements.

For more information or the name of the Heritage windows dealer nearest you, call today And ask about our round top single-hungwindows too. Because when it comes to quality The Monroe lVindows really stand out from the crowd. 2210 Stafford Street Monroe, Nonh Carolina 28770 704-283-7459

FAMOWOOD

is the PR0FESSl0llAL'S Att PURPOSE PLASTIC

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

Can be used rnder Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied. a(

15 nrtchlns wood colorr

BEVERTY MAI{ UFACTURIIIG C(lMPANY

9ll8 S. Main Street .Los Angeles, Calif.90003, P.0. Box 73233

Mrnuhclurtr! 0l Frmowood, frnoSlur, F!motoly.nl 0attributor rnd 0!r1.. lnqultht Invitld

;'*llt?gg..S

l90l Marvln Clrcle - Sulte B, Seabrook. Texae 77586

Let AL'S MILLWORKS eupply your mlll. work needs. We have a large celectlon of merchandlce avallable. Call or wrlte today tor your free catalog.

CALENDAR

AUGUST

Centrrl Bullders Supplles Co. - Aug. 9-10, electronic product show, Sturgis, Mi.

Vlrglnh Bulldlng Mrterlrl Assoclatlon - Aug. l0-13, summer conference, Ramada Oceanside Tower, Virginia Beach, Va.

Nrtlonal Hardwrre Show - Aug. 13-16, sponsored by American Hardware Manulacturers Association for Hardware Industry Week, McCormick Place, Chicago, ll,

Nrtlonrl Hardwood Lumber Assoclatlon - Aug. 14-18, short course for ladies, NHLA Hq., Memphis, Tn.

Soulheastern Lumber Manufacturers Assoclation - Aug. t7-19, annual meeting, Marriott Hotel, Point Clear, Al.

Independent Bullder's Supply Assoclatlon - Aug. tE, summer meeting, Raleigh, N.C.

Brown Rogers Dlxson Co. - Aug. lE-20, market, Myrtle Beach Hilton, Myrtle Beach, S.C.

Feltus Hardware Co. - Aug. 19-20, market, Natchez Civic Center, Natchez, Ms.

Moore-Hrndley Inc. - Aug. l9-20, market, Birmingham/ Jefferson Civic Center, Birmingham, Al.

Tarkett - Aug. 2l-23, hardwood flooring school, Johnson City, Tn.

Nrtlonal Hardwood -Lumber Association - Aug. 2l-25, short course, NHLA Hq., Memphis, Tn.

Lumbermen's Club of Memphis - Aug. 24, luncheon meeting, Racquet Club, Memphis, Tn.

Wood Unlimited - Aug. 24, seafood festival, New Orleans, La.

C.C. Dlstrfbutors - Aug, 26-27, marker, Wyndham Hotel, Corpus Christi, Tx.

General Hardware Co. - Aug. 26-27, Sentry market, Hyatt Orlando. Orlando. Fl.

Nelson-Roanoke Corp. - Aug. 26-27, show, Roanoke Civic Center Coliseum, Roanoke, Va.

SEPTEMBER

Chinese Building Exhibition - Sept. 6-10, Guangzhou, China.

Nationd Building Material Distributors AssociationSept. 7, sales management seminar; Sept. 8-9, selling skills seminar, Atlanta Marriott Marquis, Atlanta, Ga.

MACEF - Sept. 8-ll, international hardware, tools & d-i-y fair, Milan, Italy.

For a llmlted tlme only, mentlon thls ad and recelve your flrst order

FREIGHT

FREE (orders over $500.00).

Many "speclalty" ltems avallabl€. Quallty products al reasonable prlces. If lt's made of wood we can do lt!

Offerlng a complete llne of wooden louver venls. A llmltleee selectlon of slzee and shapes manufaclured to flt your needs.

Hoo-Hoo International - Sept. 8-14, annual convention, Sheraton-Waikiki Hotel. Oahu. Hi.

South States, Inc. - Sept. 9-10, Sentry market, Bossier Civic Center, Bossier City, La.

West Texas Wholesale Supply Co. - Sept. 9-10, Sentry market, Abilene Civic Center, Abilene. Tx.

General Hardware Co. - Sept. 9-10, Sentry markets, Hollywood, Fl.; Greensboro, N.C.; Sept. 15-17, Atlanta, Ga.

Wallace Hardware Co. - Sept. 12-13, market, Grand Hotel & Convention Center, Pigeon Forge, Tn.

Timber '89 - Sept. l3-22, international exposition, Moscow, U.S.S.R.

Florida Lumber & Building Material Dealers AssociationSept. 14-16, convention/buying show, Marriott World Center. Orlando. Fl.

AWPB Names New President

Eric Yeadon, new president of the American Wood Preservers Bureau, Springfield, Va., has an extensive background in wood preservation in both England and the U.S.

try to rethink its programs of quality control inspection and the role that AWPB will play."

Yeadon's career began in England in 1962, when he directed export sales of Hickson's wood treatment chemicals to more than 50 countries. In 1970 he launched a joint venture, Koppers/Hickson Canada, where he served as vice president/ general manager, before returning to England in 1974 to direct Hickson's international operations. He moved to the U.S. in 1979 to manage licensee operations for Koppers' Wolman Div., and most recently served as Hickson U.S. business representative, coordinating American acquisitions. He recently became a U.S. citizen.

Anthony ls New AITC Pres.

John Lee Anthony, El Dorado, Ar., is the new president of the American Institute of Timber Construction. Manager of the laminating division at Anthony Forest Products and a member of the board of directors, he has been with the company since 1964. He is a past vice president and a past treasurer of AITC, a technical trade association.

New Elder Facility

A complete planer mill facility, plus trim saws and related machinery, has been installed by Elder Wood Preserving at their Mansura, La., plant.

He says his appointment "comes at a time when consumer demands are causing the wood treating indus-

Cameron Adds Two Branches

Cameron Wholesale has reopened its Amarillo, TX., branch which had been closed since 1984.

He succeeds the late Charles E. Thomas Jr., who retired after l0 years in the position. (See Obituary, p.38)

The company has also opened a branch specializing in windows in Ft. Worth. This is their third outlet in the metroplex area.

Housed in a 70'x175' building, the new mill can produce a wide range of different patterns as well as operate as a custom mill to handle special customer requirements.

Elder Wood Preserving has also begun treating selected wood products with Ultrawood, a new chemical formulation produced by CSI, Inc., that guarantees wood to be water repellent for 50 years.

NOWEASEI.WORDS

You wouldn't buy other wood products by grades that mean whatever the producer wants them to mean (this year). But you're probably buying your lattice that way.

Just clear, meaningful grade descriptions and definitions based on association rules, with color illustrations of permissible defects, and with manufacturing specifications. That's what you get when you purchase

REDWOOD, DOUGLAS FIR, HEMLOCK/PINE, TREATED

N ItY jmtt

Anyone can take orders over the phone.

But when it comes to fiUinS orders for wood products, that's where Willamette breaks rank.

Our salespeople know their wav around the mill becausethey go there often. They check the quality of the

lumber and plywood first-hand, to make sure you're getting exactly what you've ordered.

Besides knowing their products, they also know your market. And when it's time to fill orders for your customers, the products you need are at yourcommand.

So if you're looking for a few good men and women to do business with, call Willamette.

After all, if we only took orders, we might as well sell fast food.

Instead of wood.

,IWillamette \WZ Industries, Inc.

Lumber & Plywood Divrsrons

Western Lumber and Plywood

Albany, OR (503) 926-77T1

Southern Lumber and Plywood

Ruston, LA (3U) 255-6258

Atlantic Plywood

Rock Hill, SC (803) 328-3U4

Bill Carter, Southern Lumber Sales

SP Top Choice For Trusses

\otrllretrt pirtc tlorlrirt;rtcs trllss rtrlrrtulrrcturirtg in thc cirstcnr portion ol thc countrv w ith li ol l0 truss rnrrrtulircturcrs using it in:rt lcast half ol tltcir llrotluction.

Six ol l{) usc rt ()0'1, ol thc tintc. A trrtirl ol 9ltl, o| ll6 truss ntanttlircturers contirctctl in l Southcrrr l)irre l\lirrkctrng ( ourrcil survc_v- use soutltcrrt yrinc. Ilirll rcytortctl 90(1, of thc lunrbcr usctl sirrcc l9tl5 was sor-lthcrn [)inc.

( )thcr lircts corttpilctl b-v" llcscirrch Scrvicc,\ssociirtcs:

o l/.lrtls do nrorc thar.r | /) of thcir volurrtc in singlc luntily'ctlnst ruct l( )r1

o r'olurncrcilrl c()nstruetiort is r'ortsitlerctl thc grcrrtcst opportttnity lirr pronr<lti<ln. pilchcrl r<l<ll' lrusses lirr rcroofing ll:rt r<lotis antl single lirnrilv cortstruction l'l<l<lr trusses, scc<lr-rrl.

o local burldcr. urchitcct lnd specillcr nrcctings arc c<lnsidcrcd best lirr scnrinars.

o 6 of' l0 usc MSR in lcss than l0'1, <lf' volut.nc, l7'[ use MSlt in nrorc than 901)h ol'volume.

o 8 of' l0 do more than half of production in roof' trusses.

o I ol' l0 do nrore than a third of production in l'loor trusses or wall pancls.

Court Deciding On Discounts

Whether or not manufacturers may legally discount prices to wholesalers and not to retailers will be decided by the LJ.S. Supreme Court. The court will review the case which, according to industry groups, "threatens to undermine perhaps the most common distributional arrangement in American business: the dual-channel system in which a manufacturer or supplier sells to wholesalers at discounted prices lower than those it charges directpurchasing retailers. "

Texaco is appealing the ruling in favor of l2 service stations in Spokane, Wa., which claimed illegal price discrimination since wholesalers selling to their competitors were charged less.

The recent Ninth Circuit Court ruling could be valid nationally if upheld by the Supreme Court.

Rct.rdrnt T.a.tcd Wood f h. On. Thtt Woilt Wh.r. Humldlty'. Hlgh

Home Center Merchant BILL

FISHMAN

Bill Fishman & Affiliates

1 '1650 lberia Place designs & estimating and contract instal_ San Diego, Ca. 92128 lation companies.

Ll OME CENTERS have rekindled fl their love affair with kitchen and bath remodeling. It's big ticket business. Yesterday, while snooping around the unmanned desk in the kitchen display area of a national warehouse chain, I spotted, in open view, two signed contracts for kitchens, each in excess of $4,000. That's a nice morning's sales job.

Kitchen and bath remodeling has become an important segment of the home improvement products business. There are many independent retailers, as well as national chains, reporting great profits from these sales. It hasn't always been this way. The past has had its share of horror stories co-mingled with the successes. But that's changed with the availability of educational programs, material handling systems, computer aided

Early merchandisers believed that the retailer had to stock an inventory ofcabinets in order to "buy right" and service the customer for immediate delivery. Today, cabinetry is available through distributors for just-in-time delivery and the pitfalls of handling (and damaging) cabinets has been curtailed. Gegting caught with aging inventory because of changing style trends is no longer a problem. Mis-measuring, once the prime reason for "eating" kitchen inventory, has been virtually eliminated through educational programs. And, the ability to sell kitchens is no longer limited to ',thegal-in-the-floppy-hat" who performed as the store's kitchen designer/expert. Today, it is the well trained, businesslike counterman who can make the customer feel comfortabte with the design, material and contractual arrangements for a new kitchen.

The National Kitchen and Bath Asso-

ciation has been responsible for the improvements in merchandising this product segment. They have created programs that teach those who come in contact with remodeling customers about the mechanical and construction aspect of remodeling so that even homeowners who plan to do their own installations can be accurately guided.

The NKBA also takes the student through contracts, specifications, expediting, sales presentation and the profitability of merchandising kitchens and baths. Some of the national and regional retailers have contracted with the NKBA to bring the school on location at the store site and tailor the program to their own brand names and models.

Kichens and baths have become such an important product category that almost one whole floor of McCormick Place North will be devoted to exhibits by kitchen & bath product suppliers.

Its time has come.

Check out our Calendar on page l8 for in"formation on upcomtng conventions, meetings and trade shows in your region,

SOUTHERN ASSOCIATION

Lumbermen's Assoclrtlon of Texrs named llarbara l)ouglas executive vice president at a special meeting of the executive commiltee.

With the association for three and a half years as executive assistant, exhibit sales director, and acting executive vice president for eight months, Ms. l)ouglas is the first female executive of the 103 year old organization.

LAT is also renovating its head' quarters burldrng, tn Austtn.

Under the direction of Tom Hanover, Hanover Building Materials, Round Rock, chairman of the LAT Building Renovation committee, the work is scheduled to take place over the next few months. Negley Paint Co. has donated paint for the projejct. Contributions of other materials are being sought.

A late June executive committee

Southem Pine Productlon Up

Southern pine output of boards in 1988 totaled 404,2 million BF, a l5% increase from the previous year and 90/o of all southern pine production.

Of the 58 producers responding to the Random Lengths survey, the top five made 218.9 million BI- or 54% of the total. The top l0 accounted for 281.4 million BF or 700/0.

Radius edge decking (RED) pro-

P.O. Box 12157

El Paso. Tx.79912

meeting discussed creating new member categories and increasing dues as well as bylaw changes to allow membership

ducers increased output by 1706 from 1987 to 206.4 million BF, 5% of all southern pine production. The 35 manufacturers estimated 1989 output would rise 2%r to 210.5 million BF"

The top five RED producers tallied 126.7 million BF or 610/o of the total. The top l0 produced 164 million BF. 790/o of the total.

(9r5)5E4-3423

Fax(9 l5)584-0464

Bulldlng Productr Dlgot

expansion. The oversight committee ss well as the bylaws, budget and finance, pension fund, insurance trust, service corporation and LUMPAC committees also gave reports.

Arkunsrs & Oklrhomr MldAmerlcr l,umbermens Assoclrllon members will join a September tour of West Coast mills and manufacturing plants. lleginning in Seattle on Sept. l7 and ending on Sept. 22, the tour includes stops in Victoria and Vancouver. l].(1., and visits to several ('anadian red cedar mills.

MLA has installed a new toll free hot line for members. The number is l-800747-MLAX.

('opies of the l9ll9-90 ML4 Buyers Guide and l)caler Diretroty listing 1,900 lumber and building material dealers and home center operators in lrve states including Arkansas and Oklahoma and 85 pages of'product and supplier listings will be available shortly, according to llob John, executive vice president.

Kentucky Lumber & Buildlng Materlals Derlers Association will hold its fall board meeting Oct. 25-26 at the Opryland Hotel, Nashville, Tn., in conjunction with the NLBMDA convention. The KLBMDA convention will be held at the Hyatt Regency, Louisville, Jan. 24-25.

Florida Lumber & Building Material Dealers Association's education committee will offer a l2 week course, Introduction to Building Materials ll, this lall.

Designed by Steve Bliss, a building industry consultant, and taught bY Woody Wagner, Ro-Mac Lumber & Supply, the first session last spring was attended by employees lrom eight stores.

Graduates represented Adams Buitding Materials, Inc., Winter Haven; Belleview Building Materials, Inc., Belleview; CBS lndustries, Inc., Clermont; Golden Triangle Builders Supply Co., Inc., Mt. Dora; Gregory Lumber True Value Hardware, Sanford; McE,wen Lumber Co., Orlandol Ro-Mac Lumber & Supply, Inc., Leesburg, and Smyth Lumber Co., Orlando.

Manufacturers of Quality Pine Moulding for over 35 Years

. MOULDING: lolid linealfingerjointcut-to-length

o JAMBS: solidveneerfingerjoint

o carton pack moulding

o unitized for forklift unloading

Oklahoma Lumbermen's Association has selected lxtapa on the Pacific coast of Mexico as the destination for its mid-winter trip.

Travelers will leave Dallas on Jan.26, stay for lour nights at the Delux Krystal Ixtapa Hotel and return to Dallas on Jan. 29.

Michou Lopez r David Boerger

New Wood Door Standard

The Wood Moulding & Millwork Producers Association has revised "WM 8-83 Industry Standard 20Minute Fire-Rated Wood Door Frames" to include edge-glued door frames. The standard will now be called WM 8-89 Industry Standard 20Minute Fire-Rated Wood Door Frames.

The standard establishes minimum requirements for wood door frames and sets minimum tolerances so that the use of any or all of the following would be acceptable by the standard: denser wood, a wider frame, or a narrower door opening.

Diamond Works With Remodeler

Diamond Lumber, Inc., Dallas, Tx., is seeking its share of the $100 billion residential remodeling market by analyzing what the professional remodeler customer wants.

Consulting with Walter Stoeppelwerth, Home Tech, Inc., they developed a list including the following points:

o Recognition and respect for his business.

o Prompt delivery, quick in and out service, reliable followup delivery on any missing items.

o Help in solving product problems, brochures and sales materials.

. Information through seminars, newsletters and such on product features and benefits including sales and installation training.

o Showrooms to use with their clients.

o Management training.

"Suppliers who see themselves as partners with the contractor will find that success will follow for all involved," comments Stoeppelwerth

Seminars To Promote PWF

The Wood Foundation Institute is organizing a series of seminars to promote the advancement of the Permanent Wood Foundation. Plans for these and other promotional activities were initiated at a recent board meeting, according to Ed J. Springer, executive secretary of the Toledo, Ia., based organization.

OPERAIING OPPORTUNITIES

WALLY LYNCH

Paid Associates

PO. Box 741623 Dallas, Tx.75243

t\ UR thanks to Ray Nunn of Sims\J Moore Lumber (1o.. ljrisco. Tx.. lor introducing us to the work of Arthur A. lfood. one time editor of lhe 4merican Lumber Moqozine. llood also conducted management workshops for lumber dealers. ln January 1955, at one of his programs, he talked about 20 things to do belore cutting a price. ln the notes provided to the attendees he outlined what to do when laced with a price lower than yours on a competitive material list or job.

Though written almost 35 ycar ago, the information is as applicable today as it was when first published. llere is the essence of what he presenled.

l)ON'T (itiT PANICKY.

llold the conviction lhat your price is right. l"ear of price is the weakest point

in selling. lle conlldent ond Your cuslomer will respect You.

(it:1' ALL Tlll: ljA('TS.

('heck the quantity, quality and service figurcd by competition.

ASK Tlll: ('tISTOM|R TO lll: RI:ASONAIILI:.

Persuade him to make allowancc lor differcnces in your specifications or service that justily your Price.

llE l:LtrXlllLl:.

Adjust your quantitics, qualities and services to those of competition and religure.

ljlNl) OtJT llj ('tJ:;TOMt:R lS llLtll:l;lN(;.

('heck to see il'the lower price is real or a figment ol' the buyer's too fertile imagination. Many a competitive price named by a customer was never quoted by competition.

WllY lS Tlll: PRI(lE LOwl:R?

Irind the "goodie in the nut" of the

conrpctitivc pricc. lt's nearly always thcre.

MOI )ll;Y Tl ll: SPI:('ll jl('ATIONS.

Thcn you and your cut-price competitor arc nol liguring on the same thing.

Sl:l.l- wllAT YOtJ llAVlr.

ljcaturc your cxclusive brands and thosc things you do that no competitor can duplicatc,

INLAR(;l: Sl'l:( ANI) Sl:RVl('l:S.

This will shill thc panson.

'il jt('ATloNS

basis ol' com-

Sl:l.l- 1'lll: PA('KA(;l:.

Add installation or erection labor to lll or a part ol'thc spccification and take the salc out ol'compctition. l)evclop a packag,e price.

(To he untinuul trc-rt nnntlr)

FRUt: OFF!:R

Art llood's list ol'compctitive services and ways competitors can chisel and skimp on them is available to those who send a stamped. self-addressed envelope to Wally Lynch, Paid Associates, P.O. Ilox 741623. l)allas. Tx. 7524.1

PERSONALS

sqffiS$-s

Chip Roberts is now mgr. of 84 Lumber, Lynchburg, Va. Chad Arnold is comgr. in Sevierville, Va.

Harry J. Walsh and Gerald J. Healy Jr. have been named asst. secs. of Pennsylvania Lumbermens Mutual Insurance Co.

Bobby Harville is representing Streuli Sales, Greensboro, N.C., in Va.

Bob Palencar, pres., Virginia Moulding & Millwork, Norfolk, Va.. and sales rep Bruce Brushwood accepted the Roper Bros. Vendor the of Year award on behalf of their co.

Kevin Stoner is the new sales mgr. at Reed Lumber Co., Christianburg, Va.

Jerry Huber is now inside lumber sales coordinator for Plunkett-Webster, Apex, N.C.

Cindy and Tom Hartley, Virginia Building Material Association. Richmond. Va., are the proud grandparents of 7Ib., l5 oz. Michael Harrison Hartley, born June ll, 1989.

Robert McKinnley Pace Jr., Lowe's, Greenville, N.C., married Rosa Lynn Worthington on June 3, 1989.

Neal Ford has been named store mgr. of Lowe's, Thomasville, Ga. Horace Raper is now retail sales mgr., and Richard Smith succeeds Raper as asst. retail sales mgr.

Raul Dominguez has been transferred to Wickes Lumber, Bessemer, Al.. as store mgr. Jerry Garcia replaces him as asst. mgr. in Seguin, Tx.

William H. Allen has been appointed American Plywood Association treas. and director of the financial & administrative services div., according to pres. William T. Robison.

Nancy Gardner, gen. mgr., MidAmerica Lumbermens Association, married Fred Noll on July 8, 1989.

Phil Hiegel, Quality Building Materials, Morrilton, Ar., and Aaron Hart, Crescent Lumber Co., Crescent. Ok.. are on the director nominating committee for the Mid-America Lumbermens Association.

Jerry Combs and Wayne Eden have joined Century Lumber Sales, North Little Rock, Ar.

Skip Duncan has been named gen. mgr. of Foxworth-Galbraith Lumber Co., Greenville, Tx.

Jim Henderson, Wing Industries, Dallas, Tx., has been promoted to v.p.international sales. Randy Konkel is now merchandising v.p.

Ron Barnard, Whitton Supply Co., Oklahoma City, Ok., won a trip for two to Hawaii in Delta International's recent sweepstakes.

Steve Dean, gen. mgr., Dean Lumber Co., Gilmer, Tx., has been appointed chairman of the Southern Forest Products Association treated subcommittee.

Hugh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, Climax. Nv.. have unveiled their new corporate slogan: "We cheat the other guy and pass the savings on to you."

(Please turn to page 38)

Copperhead On The Bow

Pure copper tops for bay and bow windows are now available from Stillwater Products.

Reportedly durable, watertiSht

NEW PR DUCTS

and selected soles ofds

Do-lt-Yourself Sunroom

Sunroom kits featuring a framework of lightweight, curved plastic beams lbr easy do-it-yourself installation are new from Keolyn Plastics. lleams are made of durable loamed Lexan resin and shipped in 4-ft. lengths along with tinted plastic glazing panels. The beams bolt together with stainless steel hardware. The plastic panels are fitted into molded-in channels and sealed with extruded gaskets.

The sunrooms mav be attached to an outside wall or de'ck. No foundation is required.

Lift Truck Fork Ghecker

Calipers that quickly tell when lift truck forks are worn beyond limits recommended by the lndustrial Truck Association are available from Caterpillar Lift Trucks.

Introduced as a sal'e, inexpensive alternative to twine and braiding, the bands are said not to indent mouldings.

Also available are banding equipment, pallet stretch film, pallet wrapping equipment and lumber bags.

Sight To Set Stat

The caliper's jaws have two pairs of points: an outer pair set bY an inspector to the fork's original thickness, and an inner pair "automatically" set to 90% of the original thickness. When the inner Points pass over a worn fork arm, wear has exceeded l0%.

The tools can be used for blade thicknesses up to 2-1/2 in.

Moulding Bands

Unique rubber bands designed to tightly hold together stacks of moulding are new from Henrich Packaging Co.

An inexpensive, clear plastic magnifier which attaches to thermostats to help visually impaired people to read or set the temperature is new from Honeywell. Made from optical-grade plastic, the magnifier snaps over the face of Honeywell's T87 round thermostat. The device can be removed for use as a general household magnifier.

and weatherprool, the low-profile roofs are said to feature no exposed screws or fasteners and require no framing for construction.

FREE READER SERVICE

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

Wallpaper Applicator

A new tool for applying wallpaper has been introduced by Ultimate Concepts.

Designed to eliminate time, mess and frustration, the Wallpaper Applicator reportedly can be used with about 900/o of the residential wallpapers sold, including all types of prepasted paper, borders and some types of non pre-pasted paper.

August 1989

Classic Millwork

A new series of architectural accents for entryways, featuring onepiece mantel and pediment units, has been introduced by Russell Enterprises.

Like-Wood accents are crafted of lightweight high density polyurethane and can be installed with construction adhesive, nails or screws. All millwork items are primed and painted with a white acrylic paint.

WMagnetic Rake

Magnetic sweepers designed to pick up iron and steel particles from shop floors, driveways and parkine lots are now available from Dowlini Miner Magnetics Corp.

Though they have the look ofreal wood, they are said not to shrink, rot, warp or split.

A classic 6 ft. high mantel is molded to each pediment. Six pediment styles are available, each in up to eight height and width combinations.

Safety Netting

The Baby Barrier, a safety device to prevent children from falling off decks, porches, stairs and balconies, is now available from Railnet.

Models include wheeled push sweepers or a heavy duty magnetic broom which can be connected to a handle or hung from the back of a forklift.

One Coat Stain

A unique exterior stain system which reportedly can be applied in one coat because it contains three times the solids of conventional stains has been introduced by Duckback Products Co.

Employing transoxide pigments, tung, paraffin and linseed oils. Duckback No. 1900 Superdeck is said to provide high durability where heavy foot traflic, sun and moisture are problems.

The stain allows the beauty of the wood to show through while penetrating, lubricating and nourishing the wood's fibers. It may be used on decks, siding, spa cabinets. rails. fencing. gazebos and exterior furniture.

Tough Trim Mouldings

A full line of wood-look, polyurethane trim is now available from Outwater Plastics.

Each piece is said to be dimensionally stable, uniform with deep relief and sharp detail, pre-primed, fire retardant, and resistant to shock. splitting, solvents, moisture and ultra violet deterioration.

wDecorlite Classic Trim is available in cornice mouldings, chair rail, panel mouldings, ceiling mouldings, wall light appliances, columns, capitals, pilasters, plinths and other configurations.

The durable netting comes in lengths from 5 to 40 ft.. is about 3 ft. wide and has extra grommets to adjust its size. It has sturdy edges to prevent ripping and screw eyes to secure it to walls, floors or railings.

A Few Cupolas

Five elegant new styles have been added to Webb Manufacturing's line of decorative ventilating cupolas. One bell-shaped, two pagodashaped and two steep-pitched roof models are available.

Keen Windows

An attractive yet affordable double hung wood window has been introduced by Heritage Windows.

The Monroe True Divided Lite double hung window features solid ponderosa pine construction, energy saving insulated glass, die cast brown metal cam action lock and continuous finger lift top and bottom sash. Both sashes tilt inward for easv cleaning.

The window is available in a variety of sizes in natural or prefinished white, adobe or mocha. It is also offered in TDL/SSB with a storm panel or one-over-one glass.

Inrtantly Inrtallcd Stongc

A new utility storage system featuring an exclusive locking device is now available from Selfix. lnc.

FREE READER SERVICE

For more information on New Products wrlte Bulldlng Products D,ge$, 4500 Campus Dr., Suite 480, Newpori Beach, Ca. 92660. Please mention issue date and Page number so we can process your request fasterl Many thanksl

Cover Up Klt

The Paper Taper Masking Machine kit by 3M helps apply masking tape and masking paper rolls accurately in one easy step.

Kits include the machine, one roll each of 6"- and 12"-wide x 20' long masking paper, two rolls of 3/4" x 120' tape, 6" cut off blade and 6" blade extension dispenser holder.

Fashlonable Vlnyl Floorlng

A new line of moderatelY Priced sheet vinyl flooring has been introduced by Armstrong World lndustries.

Space Works units can be assembled in less than l5 minutes without tools due to a simple locking design. The units come in two-shelf and four-shelf designs, each shelf holding up to 150 lbs.

Using the compact, lightweight durable plastic applicator can eliminate the practice of taping newspaper sections to a surface for protection. The masking paper protects against paint runs, roller mist and overspray.

The Vanguard Collection features two geometric patterns in a choice of 14 colors. They come in 6-ft. wide and l2-ft. wide continuous rolls with a clear, durable Solarian no-wax surface.

Canned Pump

Touch'n Patch from Convenience Products reportedly inflates and seals flat tires on cars, bikes or tractors in less than one minute.

3-Sided Hearth

The new Cove fireplace from Majestic Co. offers an outstanding view from three sides.

With its long, narrow shape, it can be used as a room divider. Features include glass doors framed with polished satin brass, allowing for nearly 13 sq. ft. of unobstructed fire-viewing while reducing

ed or fiee-standing tbrm. Revolving pedestals for single doors and countertop versions are also offered.

Free hand samples that feature a steel door cutaway and a variety of frames are included.

Cornered In The Tub

Splash Guard, which helps to keep bathroom floors safe, dry and mildew-free by preventing shower splash, is new from Magic American Corp.

A molded white plastic corner has a self-adhesive anchor strip that permanently bonds to tiled tub walls. lt reportedly installs quickly and easily without putty or tools.

room heat loss up the open tlue, and fully refractory-lined firebox back and hearth for a custom masonry appearance.

A Dozen+ Door Displays

Fourteen different in-store door displays have been introduced by Castlegate.

The device helps to prevent floor and wall damage, and can be removed for cleaning.

Roll On The Floor

Upgraded versions of the mechanized roll racks for displaying do-ityourself sheet vinyl flooring have been introduced by Armstrong World Industries.

Premium Mldgs. and Millwork Bundled/Unitized/

The new merchandisers include feature-benefit cards, an estimating table, and product samples attached with velcro for easy replacement.

Full-size displays include factoryprepared doors in either wall-mount-

Super Bowlr

Vanity lavatories are now available in a range of neutral, solt tone solid colors and rugged aggregate colors from Swanstone.

space. f t measures 18" x 54-l/2" x 24-l /2" with 18" x 20" sample boards.

The other displays feature a larger sample size and a "hand carry" design.

Julce For Four

Quadplex, an easy-to-wire four outlet receptacle that eliminates the need for covers and wall plates, is new from Bryant Electric.

Trlm The Bark

A dog collar said to discourage pets flrom barking without harming them is new from Relco Industries.

Carrying a 25-year warranty against cracking, the lavatories come in a variety of single bowl, double bowl and offset bowl sizes.

Floor Samples

The introduction of a new spacesaving merchandiser for hardwood flooring completes BiWood lilooring's trio of displays: The BiWood Profit Center.

Constructed of lightweight, rugged Lexan, the outlets fit a variety of commonly used boxes. Only three terminations (line, neutral and ground) are required to energize all four outlets.

The PeaceMaker collar quickly senses excessive barking and emits an irritating high-frequency sound wave which only dogs can hear.

Hlgh Tech Lockset

A series of electronic locksets from Yale Security provides keyless entry in interior and protected exterior environments.

The streamlined unit showcases the entire product line while taking up only a small portion of floor

FOR MORE INFORIIATIOI{ CONTACT: TERRY UURPHY TREATED ANO WHITE LUMEER SALES MANAGER OR OAVIO HAYNES SALES REPRESENTATIVE

HThe unit's receptacle and adapter plate can be used for flush mounting to l- and 2-gang device boxes or 4" square boxes with or without plater ring. For surface applications. it mounts directly to 4" square or octagon boxes and concrete octagon nngs.

The components are available in eight colors.

The locksets are microprocessor controlled, operating from a selfcontained, internal battery pack. Entry is achieved by entering a sixdigit memorized number on the keypad. When the correct combination is entered, the lockset unlocks for an adjustable period of time, ranging from four to l6 seconds.

The locksets are offered in six mortise lock configurations, with features such as a l" deadbolt, internal thumbturn and key override. Six knob styles, eight lever handle styles and eight architectural finishes are available.

Glear Cutting

RedMax has begun packaging goggles with all trimmers and brushcutters, both commercial and homeowner, to promote eye protection.

.TIDEWATER RED CYPR

Paneling

Siding

Geiling Finish Timbers Decking

Also: Southern Yellow Pine K.D.

IMLLNN'IS LUMBER COMPANY OF N.C., INC.

P.O. Drawer 4198, Rocky Mount, North Carolina 27803

FAX 9t9.442-O765

Flame Spread Starter

Starterlogg wood fire starter is now available in an individuallywrapped trial size and a 24-unit bulk pack from Forest Technology Corp. Made with fast-burning wax and kiln-dried sawdust, the non-toxic product reportedly provides clean, quick ignition in fireplaces, barbecue grills and wood stoves.

Electronic Message: ZAPI

Scat Mat, a low voltage electronic mat designed to keep cats off the car, pets off the furniture or even raccoons away from the garbage, is new from Contech Electronics.

mounted in one corner. When supplied with 9-12 volts, the box directs quick electrical pulses over the mat's conductive surface.

Animals coming in contact with the mat will experience an unpleasant yet harmless sensation.

Portable Purifier

The 54" x 20" flexible vinyl mat has a small electronic control box

TPI, SPIB, AWPB, UL quality prosrams

Lumber, timber & pllrvood treating TSO available o 4 million ft, in stock

Distribution from Rockies to East Coast Dallas distribution center and rail yard Company trucks & rail shipments

40 acre mill site .Twin 80' cylinders

Chipmill, sawmill, chip {ir canter

12 acre rail yard o Planing mill & reman. Steam kilns & co-gen.

"l'la.r<^NVd.uaz,ta 4 5fu4* K;l^

"

A new take-it-with-you drinking water filter from Ametek reportedly snaps on and off almost any kitchen faucet to remove up to 980/o of dissolved lead, sediment, salts and minerals.

The Double Switch

IA computerized ceiling fan and light control eliminating the need for separate switches and rewiring has been introduced by Transworld Products.

The l" x 2" x 2" Flip-A-Switch allows operation of all fan and light functions separately or together. It is easily installed in-line between any ordinary wall switch and ceiling fan, placed inside the fan canopy or within the ceiling outlet box.

Sau" fi39

NEWLITERATURE

Handbook Acrogs Amerlca

The 612-p. hardcover l9UQ Secondar.v llood Produus Manqhcturers Direc'lor.y, reportedly the first single-volume guide to every major tJ.S. and ('anadian hardwood and sollwood producer, is $147 from Miller ljreeman Publications. 500 lloward St., San l;rancisco, Ca. 94105.

Moulding Manual

A .12-p. wood mouldings design guide is $7 lbr members. $12 for nonmembers liom the Architectural Woodwork Institute. 2310 S. Walter Reed l)r., Arlington. Va.22206.

Working With Wallboard

"The Wallworks (iuide," a l6-p. gypsum wallboard how-to booklet, is $3 (refundable with purchase) from Georgia-Pacific, Box 2808, Norcross, (ia. 30091.

Particleboard Profile

"Particleboard: From Start to Finish," an up-to-date, definitive handbook with glossary, is $12.50 from the National Particleboard Association, 18928 Premiere Ct., Gaithersburg, Md. 20879.

The Hole Truth

"The Hole Story," which explains a new pressure treated lumber quality control procedure, is free from Doyle Lumber. Box 2157, Martinsville, Va. 24113.

Plywood Grade Glossary

"The Panel Handbook & Grade Glossary" is free from the American Plywood Association, Box I1700, Tacoma, Wa. 9841L

Fire Fighter Film

An in-store video to market home fire extinguishers is available from Cease Fire, by calling (800) 338-9010.

Steps On lt

A I 2-p. classical wood stair parts catalog is free from Arcways Inc., Box 763, Neenah, Wi. 54957.

Mlllwork Menu

A new wood millwork and interior door brochure is lree from Acorn lluilding ('ompone nts. 12620 Westwood, l)etroit. Mi. 48223.

It's Their Treat

lnformation on Thunderized pressure trcated wood is available from Thunderbolt. llox 890, Riverbank, Ca. 95-167.

Watch Your Drlvlng

New driver training videos (.S'kld ('ontrol & Rc'utver.v, ('ontrolling Back I4iurics, Portrait el' a Pro.lessionol Drivcr, ('ontrolling Slips & t'alls, Wintcr Drivinsl in l/2" VllS or 3/4" LJ-Matic tape arc $59 ea. liom the American Trucking Associations. 2200 Mill Rd.. Alexandria, Va. 223t4.

Plywood Producers

The American Plywood Association membership & product directory is free from the APA. llox I 1700, Tacoma, Wa. 9841 t.

FOR PROMPT SERVICE

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

Insulation, Please

A l0-p. insulation catalog is free from Knauf Fiber Glass, 240 Elizabeth St., Shelbyville, In. 461 76.

Dricon Strength Data

A 4-p. brochure charting strength properties of Dricon fire retardant treated plywood and lumber is free from Hickson Corp., ll00 Johnson Ferry Rd., NE, Atlanta, Ga. 30342.

Lumber Inspection Directory

A new buyers guide and membership directory is free from the West Coast Lumber Inspection Bureau, Box 23 145, Portland. Or.9'7223.

Moulding, Millwork & More

A 1989 directory of Wood Moulding & Millwork Producers Association members' products and services is $2.50 lrom the WMMPA, Box 25278, Portland, Or.97225.

Redwood Ratings

Literature on California redwood's working stresses and span tables is free from The Pacific Lumber Co., 125 Shoreline tlwy., No. 125-l], Mill Vallev, Ca.94941.

Sky High

"Structural Design Guidelines for Aluminum l"ramed Skylights" is $10 from the American Architectural Manufacturers Association. 2700 River Rd., Ste. I 18, Des Plaines, ll. 60018.

Paneling Sales Tips

"More Profits From Paneling," a 32p. guide to paneling sales aids and advice, is free from Georgia-Pacific, 133 Peachtree St. NE, Atlanta, Ga. 30303.

Fancy Garvings

An embossed wood carvings and mouldings catalog is $6 (includes sample) from R.G. Brown & Associates, Box 4625, Englewood, Co. 801 55.

Fan Fare

A lighting, ceiling f,an and fan accessory catalog is free from Design House, Box 1001. Germantown. Wi. 53022.

Shop Lifts

A pocket-size lift truck selection guide is free from Caterpillar Industrial, Box 739. Berea. Oh.44017.

MAUGANS AND ASSOCIATES

P,O. Box 36802 . Birmingham, AL 35236 raoo-424-4772

205-ga7-75a2

CONFIDENTIAL INOUIRIES _ FEE PAID

IOR SALE: Independent retail building material & hardware store. Located in western N.C. In business for 19 years. 6500'in store, 19,000' in warehouse and lumber storage. Owner wants to retire. Contact Box 82. c/o Building Products Digest.

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, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, 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 l5th ofthe month.

PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

BUILDING SYSTEMS

1-800-643-5555

INTERESTED IN WEST COAST

CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

NEED orders for Southern products to West Coast. Object: Back hauls for Western products. Everett Larsen, M.L. Sandy Lumber Sales, P.O. Box 1535, Corinth, Ms. 38834| 535. Phone | -800-359-3890.

Place your classified ad now!

"Recruitingfor the Forest Products Industry"

Virginia treater builds space age plant

FISHERMAN'S concern that

chemical runoffwas hurting fish and shellfish in a nearby river instigated an investment of more than $5 million by Potomac Supply Corp. to create a pressure treating facility with tough environmental controls.

The Kinsale, Va., family-owned company's treating plant had been built inside a 120 ft. by 200 ft. building in the early '70s to prevent rainwater from washing away any of the treatment. In addition, a drainage system channeled all stormwater runoff into two specially constructed retaining ponds which could contain any possible chemical spill entirely on the property. But all this was not enough.

In 1983, the company's management learned of the waterman's complaint and was taken aback to see headlines screaming about river pollution in local newspapers and lhe Richmond Times Dispatch.

"Needless to say, it aroused concerns and suspicions in the community," said Bill Carden, Sr., the company's president. "F'rom that first moment, however, we had no question about our reaction. We wanted to be the most environmentally concerned plant in America. That became our mission."

Herb Carden, executive vicepresident, agreed. "Even though we had what was at the time a state-ofthe-art treating plant, it became clear that we might need to do more. This is our home. We live here. We fish and swim in these waters. We want to stay in business here. We were willing to do what was necessary."

The problem, as it turned out, was determining just what was necessary. To make sure its interests were well represented, Potomac Supply called in environmental lawyers, solicited help from the Society of American Wood Preservers, experts from the Osmose Co., and hired an independent testing laboratory.

Joint private and state testing indicated that water nearby in the Yeocomico River, a small tributary of the Potomac, was well within accepted limits. In the area where the damage to wildlife was said to be occurring, the water was deemed clean enough to drink.

But contamination levels on the Potomac Supply property, including the collection ponds, were higher than the environmental agencies wanted to see. Richard W. Gouldin, Jr., a company vice-president, said, "There was nothing in those levels

themselves that was a real problem. But, over | 5 or 20 years, their residual effect was something nobody, either at the agencies or in our company, would be happy with."

The water control board, representing the EPA, told Potomac Supply it wanted to see some improvement. But it never said how. "The state doesn't give you any recipe for fixing the problem; they just accept or reject what you submit to correct it," explained Bill Carden, Sr.

While Potomac directed its offrce and technical staff towards a solution, its attorneys and management dealt with the state. Reams of letters, technical descriptions, testing data, proposed courses ofaction and other correspondence passed back and forth.

Detail after detail continued to hang up any progress. As time passed, it became clear that a whole new approach was needed. A new plant was called for, one with space-age concrete and polymer sealing membranes; special dikes to contain any possible spill, slanted floors, a collection and recycling system for any dripped chemical and other built-in environmental controls. But, as they reviewed the plan with the state and their attorneys, the owners kept get-

Ut0EnC|lUtn treating planl occupies Lshaped building lower lelt with cylinder, tanks and warehousing enclosed. 0ther buildings on the site house manufacturing, maintenance, planing operation and sawmill. Potomac Supply Corp. is located in wooded area near Kinsale. Va.

ting the same message: This will solve the problems in the plant, but there's still the problem of stormwater runoff. Dripping lumber fresh from the retort could leak into the soil or wash away during heavy rains.

The solution was to put a roof over every bit of treated lumber, which, in this case, meant constructing five-acres-worth of warehouse: a building 570 ft. long and 260 ft. wide. Everything from the bays where kiln-dried pine is unloaded for treating to the loading docks where trailers sit ready to be filled with treated lumber is enclosed. The state responded by awarding what appears to be the only no-discharge permit ever given a pressure treated lumber plant in this country.

Story at a Glance

Potomac Supply solves environmental problems with huge enclosed plant. .. state awards $5 million facility rare "no discharge" permit.

Potomac Supply's solution was costly but "Potomac's lumber is now a better product, because from start to finish it is never subjected to the drying, warping and fading elements of sun and rain. It lets us guarantee l00o/o satisfaction, something we weren't able to do before. The customer knows he's buying quality, that he won't have to deal with returns later on," Herb Carden said.

Potomac's prices have remained competitive, because the new environmental control costs have been offset by increased efficiency. Potomac's planners found they could operate with smaller inventories, reducing short-term financing costs for lumber and materials. Spoilage of materials which might have occurred before, if stock wasn't rotated regularly, has been virtually eliminated. Fifteen loads a day under the old system during peak months have jumped to 50 under the new system.

"There's a benefit in being in this for the long haul," said Herb Carden. "Our customers know we'll be here next month and next year. They appreciate our concern for the environment and our product."

Mouldings & Millwork in Texas

What's in a name? For Moulding & Millwork Inc., the name says it all.

Located in Village of Vinton, Tx., a growing industrial area north of El Paso, the company is one of the country's largest wholesalers of pine and fir mouldings, frames, jambs and trims, solid and fingerjoint.

About 35 to 40 trucks each month clear the facility to points all across the continental United States.

The 4-acre site includes an 800sq. ft. office and a 7,000-sq. ft. warehouse fronted by a newly paved, 75ft. by 130-ft. loading area.

The location combines sales office (staffed by Arnold Smith annd Steve Drangsholt), distribution warehouse (run by Hector Linares) and reload center.

The Texas-based wholesaler, situated 20 miles north of the Mexican border, is a sister company to Mouldings & Millwork Inc. of Fair Oaks. Ca.

TRUCKI0AI|S roll up to 40 times a month out of Mouldings & Millwork Inc.'s West Texas faci

Mike

litv.

Obituaries

Charles E. Thomas Jr., president of the American Wood Preservers Bureau, Springfield, Va., died July 9, 1989, in Newark, De. He was 67.

He joined the AWPB in 1979 after many years with Koppers Co. and Wood Treating Chemicals.

Mr. Thomas is survived by his widow, Jean, a son, a daughter and a brother.

was murdered June 30, 1989.

Mr. Moore was killed while shopping in a local market, lle and the owner were found shot in the head with their hands cuffed behind their backs, according to his son.

A native of Hazard, Ky., Mr. Moore moved to Leslie County, Ky., in 1946 and opened up a small sawmill, which grew into Moore Lumber Co. He later opened a second store in Smilax, Ky. He was a former member of the Kentucky Lumber & Building Material Dealers Association board of directors.

Mr. Moore is survived by his widow. Cloma, two sons, one daughter, two brothers, two sisters, | 3 grandchildren, and five greatgrandchildren.

name of black magic, attacked the tree with deadly poisonous herbicide. Arresled and charged with criminal mischief, he could spend up to 20 years in prison and be fined $10,000.

LETTERS

PRAY FOR THE OAK

The fi ve-hundred-year-old famous Texas Treaty Oak, which has witnessed every war and battle that this country has fought in, is now itself in the biggest battle of allthe battle for life.

Only a wastrel creature, lower than the pitiful ones civilized people have learned to endure. would strike such an irreplaceable national treasure as the Treaty Oak.

But it unlortunately has happened. A single misguided man, apparently in the

Personals

(Continuetl Jrom page 27)

Kevin O'Neill has been transferred to Universal Forest Products' Auburndale, Fl., lacilities as gen. mgr./operations. Claude Parent is now in N.C. as head of Universal Eastern Co.'s purchasing dept.

Billy Alderman and Lance Hopper are new to sales at Steel City Lumber Co., Birmingham, Al.

Alan Koerner has been promoted to v.p.-general merchandise mgr. for Moore's, Roanoke, Va. Robert Strong is now v.p.-operations.

Raymond C. Holoman is now v.p. of the contractors div. of McCoy Lumber Co., Greensboro, N.C. according to pres. E. C. "Bucky" Mdoy.

Rick Hagel, Burns, Morris & Stewart, Inc., Nacogdoches, Tx., is back from vacation.

That won't help the Oak though. Before there was a Texas, before a United States, when native Americans reigned, before the white man made his first march of subjugation, the Treaty Oak was thriving and growing. Only a few living things precede even ancestral memories. Even its name makes it almost sacred and for sure mysterious.

We can only hope and pray that our Nation's best scientists and foresters can work their magic 1o save the oak.

Bob John Executive Vice President

Mid-America Lumbermens Association 800 Westport Rd. Kansas City, Mo. 641| I

Lynn Martineau has been transferred to Home Depot, Atlanta, Ga., as v.p. of store operations, overseeing, Al., Ga.. La., S.C., Tn. and Tx. Elizabeth M. Pease is filling the new position of director of communications at the National Hardwood Lumber Association, Memphis, Tn.

Laurence Bryan has been appointed comgr. of 84 Lumber, lrondale, Al. New mgrs.: Ernest Vaughn, Marrero, La., and Tommy Chalker, Warner Robins, Ga.

James Hardy is a new distributor advisor for RedMax, Norcross, Ga.

Amplification

Over 1000 people attended the recent Curt Bean appreciation cookout at Amity, Ar., not 100 as a typographical error had it in our July issue, p. 29.

WooOodrq Vs Tfnbor Cutthg

A l"orest Service decision to prohibit timber harvesting within 314 mile of red-cockaded woodpecker colonies is being challenged by the forest products industry in a formal Notice of Appeal.

Timber sales from national forests in Louisiana, F'lorida, Cieorgia, Alabama, Mississippi, Tennessee, Kentucky, Arkansas and North Carolina are affected by the decision.

"The Forest Service seems committed to this course of action out of sheer bureaucratic momentum and a desire to appease groups opposed to clear cutting," said Mark Rey, vice president of the American Forest Resource Alliance. a coalition of forest products producers and users. "lronically, there is nothing in the Forest Service record that shows the necessity for this decision."

Eddie J. Moore. 67, owner ol' Moore Lumber Co., Hyden. KY.,

Selllng tof,hc wEsr2

Plus Alaska and Hawaii

lf you sell into theWest, orany part of it, we can hel p you get across you r message.

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

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

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