Building Products Digest - August 1990

markets in 13 Southern states

SEND lN /I'TPHOTO E OUR COMP 's BEqth /E UffrO {carcn AN INNOVATIVE lrcTOR PROMOTION OR AN EYE4CATCHEEVEN A TRAFFIC STOPPING YOUR CUSTOMERS VER GETS

As many photos as possible will be published in the December annual Business Forecast Special lssues of sister publications Building Products Digest and The Merchant Magazine.

FBEEBTES

HURRYI The first 25 entries receive their choice of a free one-year subscription to either magazine or a free 25-word classified ad in either magazine. So send in your photo today! The deadline is October 15, 1990.

Mail print photographs only (black & white preferred) plus your completed entry blank to Great ldeas Contest, 4500 Campus Drive, Suite 480, Newport Beach, Ca. 92660. No photos will be returned without a stamped, self-addressed envelope. For further information, call (714) 852-1 990.

Entrant Company

Address

Phone

Subiect

(use addltlonal sheets of paper ll necessary)

$$Ctrmm U.S,: S25-0nr ycar; S1l-two yrs6; yoa6. Focign: ycil payablc In U.S. tun rho rt,atlau.. Stnole coolcs-S3; avelleblo, plus fliltll Sond addtu U|um mxcn_f,$ti i8 eubliEhcd monthly h. l'. tr rtr| [l l,l ltt-l O0, by tlB t.tall, uhdcsalr Nnd dlgtrlbution lcwl8 ot tho lumbor and homr csntor markrt! in 13 southom stat$. Copydoht. ll tcctcd Eoroducod manoor without wrlttcn gorml$im. All Rlohts Bo3orwd. Euildino Ptoducj

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EDITORIAL

DAVID CUTLER publisher

Help stamp out ignorance

A ITTING on mv desk are about a dozen D copies otletteriand memos sent by people in the wood products industry to various members of the media. They range from calm and scholarly to highly incensed to knuckle biting mad. We applaud them all.

This kind of strong grass roots response to the mistakes of the media are just what we need to get the attention of the editors who control what we see, hear and read.

The media reflects what editors think. The so-called environmentalists long ago realized this and went to work to court the press and get the preservationist version of the truth presented. Our industry must do the same. lt doesn't matter.if we agree with a newspaper or television station's politics, we must get them to listen to our side of the story.

Today's media bias in many cases represents pure ignorance. They simply don't know any better. Editors run inaccurate stories because they are only aware of one side of the story.

The responsible press believes in objectivity and impartiality. Unfortunately, some of the biggest and most powerful of the media don't fall into this category. But even the biased can be influenced to some degree. The best journalists want to know both sides of the issue and welcome all the factual background they can get for a story.

llecause of the power of the press, in some cases it's more important to write to your newspaper or television station than to write to your congressman. Opinions on environmental issues are often locked in place by the media prior to the legislative process. By the time a legislator deals with an issue many minds are already set in concrete.

What a loss for the country if those opinions are based on misconceptions because no one tells the press that what they are presenting isn't right.

lf you don't know how to reach a member of the press, write to us. We'll get you their address so you can set them straight.

FOR INFORMATION CONTACT, George Hovooros, pres.

Rick Hovooros, v.p.

Lee Roulin, soles

John Douglos, soles

P.O. box 2300

Foir Ooks. Co. 95628

(9r 6) 965-l r r 2

(800) 894-5878 Toll Free

FAX 91 6-965-0854

One of lhe nofion's lorgest wholesoles of quolity pine [r fir mouldings, fromes, jombs ond tirn-solid [r fingefoint Domestic [r lmported-{nduding thiry ruckloods of conrrolled poduction per monfi-mixed truckloods our speciolry

€T PRSO, TI. OFFIC€

TX (800) 493-0868

(9r s) 886-574r

FAX 91 5-886-3944

Steve Drongsholt ' flrnold Smith

lmproved Window Evaluations

A new computerized calculation method to determine 'U' and 'R' values for windows and patio doors called Window 3.1 has been adopted by the National Wood Window & Door Association.

The new method better represents actual thermal performance to aid energy-conscious consumers.

L-P Adds MiTek Wood Products

Louisiana-Pacific Corp. is acquiring MiTek Wood Products, Inc., a producer of laminated veneer lumber and l-beams marketed under the names of Gang-Lam and GNIBeam.

Manufacturing facilities in Wilmington, N.C., and administrative offices in Miami. Fl.. are included in the transaction.

L-P chairman and president Harry Merlo, emphasized, "We look forward to participating in the continued growth of this fine business. Their products will be an excellent complement to our expanding line of engineered wood products. I want to assure MiTek Wood Products' customers of our continued aggressive support."

Owl Set Aside Postponed

Neither environmentalists nor wood product companies felt they had achieved a victory with the delay to September of a final decision on setting aside timber land for the northern spotted owl.

Following the listing of the owl by the U.S. Fish and Wildlife Service as a threatened species under the Endangered Species Act June 22, the Bush administration offered a preliminary plan to save the owl and keep logging job losses to about 1,000. The five point plan announced by agriculture secretary Clayton Yeutter and interior secretary Manuel Lujan delayed a full proposal until Sept. l.

Yeutter is heading a task force to develop a comprehensive plan which will include a call for Congress to amend the Endangered Species Act. The proposed action will have minimal impact on the timber harvests for the rest of the year, according to Steve Paulson, Forest Service timber sales director.

SixReaso Glasteel IleliversP Ihster ThanAnyoneIXse.

No matter where you need them, Glasteel can get panels to you faster. That's because we have six distribution regions, with eight warehouses, ready to serve you at a moment's notice. And we dont just give you great service. We deliver top quality, too. Because we're affiliated with Alpha Resins Corporation, we can take advantage of the latest polyester resin technology. We can provide you with corrugated panels, USDA-approved liners and scuff plates that are strong, durable, simple to install and easy to maintain. Plus, they're all available in a multitude of shapes and popular colors.

If you want panels fast, what are you waiting for? Call us now Toll Free at 1-800-238-5546. Or, write for a copy of our free brochure. Glasteel Tennessee, Inc., PO. Box 520, Collierville, TN 38027.

I Ft. Worth, TX

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I nagnn, ut(

Wood doors & windows are more than beautiful

l\ OOR and window customers

V may be shopping only for eye appeal but you can encourage a sale by pointing out that wood windows and doors offer more than good looks.

Base your presentation on the sales points outlined below and you'll educate your customer as well as make a sale. Jack W. Shoemaker, executive vice president of the National Wood Window and Door Association, explains the benefits which make wood windows and doors technologically advanced, energy efficient, beautiful and dependable products.

Wood is a superior insulator:

Because of its honeycomb shaped cell structure, wood is a natural thermal insulator containing a high percentage of insulating rich air within the wood fibers. As a result, the interior surface of a wood door is warm to the touch in winter. By the same token, wood's insulating quality also helps retain cool air in the heat of summer.

Unlike metal, wood does not expand or contract when exposed to temperature changes. As an insulator, wood is 400 times more effective than steel and 1800 times more effective than aluminum. Wood doors are much more efficient at stopping air leakage than steel doors.

Wood is energy efficient:

Wood is nature's own insulator while metal readily conducts heat and cold. Wood doors, combined with quality weatherstripping and insulated or Low-E glass, deliver maximum energy efficiency.

Wood has noise absorbing quality:

Wood windows and doors have excellent resiliency and sound absorbing qualities. By using wood doors for both the exterior and interior, noise transmission in homes can be significantly reduced.

throttgh The Ldoking rGlass

The superior insulating qualities of wood doors and windows can !e reinforced by thq use of r €nexgy eflicient glass. Emerging technological advancenrents in glass and coatings conrbined with the insulating qual. ities of wood (400 tinies itore effective than steel and 1800 tinres ,,,..di!ol9,l eff€ctivg,.,than:., ahlfninum) mn produce windows tha{ nay Slite po$siblyroutperfoim ihe walls and roofs in which they are ,t installPd, ,eliplains J'lnt Benney; technical services nranager at the National Wood Window and Door Association.

Advancenrents include heat reflecting Low-E glass. thernrally deadening argon and krypton gas-

Wood has design variety:

Dramatic results can be achieved with standard and custom wood windows and doors. They are available in a wide variety of sizes, designs and types from quality manufacturers.

Story at a Glance

How to sell the energy efficiency of wood doors and windows benefits of insulation, noise absorption, design variety, easy maintenance.

Wood is easy to maintain:

Contrary to popular belief, wood doors require very little care and maintenance. That's because today's wood windows and doors are manufactured with advanced chemical treatments and easy-to-clean fea-

' ::,1,' l:l '.:- filled triple glazings artd ligh! ab: sorbing,qnd,tlight refledive glass coatings: Most of these are,,avail: able to rgduce heating ahd cobtihg':t costs as: welli as to nrake a horne morecornfortable. , t tt :':'l'

The ,latesi'glass innrSvation is being manufactured by Libbey; :,', 'Owens-Ford :Co. Devdloped by Ro11,Cggdon,.qf lJpfyprd, U,niVet:,.,,,.:, : sity;:j1 is the first nlalerial to coRlbine'low enrissivity with low Sohr., ,snerti'rt llective.'A,t ating'oflsy- "' ers of nretal oxide a4d fluotide is r tpernraneiitly'bonded,{orthe glass, in the nranufacturing process. lt is thought lhat passive solar architecture will beconre a practical reality w.ith this..glass. lt also has many other applications.

tures. Wood doors are treated to withstand the salt air of seaside locations and even the concentration of acid fumes which occur in many industrial areas. Condensation does not occur on wood windows and doors. Wood won't freeze shut or rust.

Why wood is being specified more and more for windows and doors:

Wood windows and doors are naturally more beautiful than metals. The quality texture, grain and color of wood add ambience and distinction to both the interior and exterior of a home. Because they can be painted or stained, wood doors allow for decorative flexibility. And wood doors blend beautifully with brick, stone, masonry and all types of siding. But aesthetic quality is only one of the reasons wood doors play an important role in enhancing resale values.

Showcase showrooms hit customerst hot buttons

lly l,addte F. Hutrr ('ertified Managentent ('onsultant llutar (irowth Managenrent lnstitute

I N TlltlsI: rapidly changing tinres

I with nlany new players, a proliferation of new products and a consunrer group that is "shopper snlart," it is a challenge to be doing the right things for today and still be preparing for the uncertainties of tonl0rrow.

It is also difllcult to be tuned in to the subtle but inrportant trends that are developing. By nature, building nraterial retailing is a local business.

llut it is inrportant for the retailers, for future growth, survival and profits, to be ahead o[conrpetition and to have an edge that allows for above average gross ntargins and profits.

Obtaining that edge is not easy. One technique is to use nrarket research as a nranagement tool. Good nrarket research infornration, however, is hard to conre by and expensive. Sources for it are linrited. Large conrpanies have thenr but indepen-

dents do not always have access to what is available. Many tinres what is available is biased.

Over the past four years, I have crisscrossed the country doing market research on how building material distribution has changed. The biggest changes in ntillwork have conre in the nrarketing of what I have defined as DHP Millwork or decorative high profit nrillwork. These are itenrs such as decorative leaded glass entry door systems, beveled glass French doors, attractively shaped windows, decorative staircase railings, nrantels and wall systenrs, upscale kitchen and utility cabinets, upscale storm doors and interior and exterior colunrns.

These are not necessarily commodity itenrs, but functional items that have nrore beauty and decorative value than their basic "plain vanilla" product counterparts. Other DHP millwork itenrs include architectural enrbellishnrents such as fluted door frames, pediments, cupolas, ornamental interior nrouldings, exterior mouldings and shutters.

The change in the nrarketing and retailing of this millwork has resulted in the creation of "showcase showrooms." In the past, building materials were sold with the product installed on a free standing display in a crowded home center/luntber yard environment. With more sophisticated consumers the best way to reach them today is to show them "settings." A setting is the product displayed in such a way that it shows what the product will look like when installed in a home.

As the consultant responsible for creating the "showcase showroom" DHP millwork concept, I have identified a number of key facts that are of interest and value to retailers:

(1) Since showcase showrooms involve a higher barrier of entry because of "setting"

0EC0RAIIUE use ol moulding adds to the beauty of this master suite.

llATURAL wood mouldings and trim can be hot buttons l0r many customers.

costs, competition is not as inLense and profit margins are above average. However, greater research effort and above average knowledge of products beyond their pure technical and functional value is required.

Sales generated in this area can also expand sales for other basic products provided a companion showcase showroom selling system is installed when the showroom is created.

The payback period for nrany showrooms is within l2 to 30 months.

Employees in showcase showrooms are more motivated and have more pride in their company.

The showroom enhances the company image.

(6) By focusing on a selected number of products and product lines, sales personnel can do a better job of selling (as contrasted to much "ordertaking" that is done today).

Showcase showrooms require a different approach to selling than the usual mindset prevalent in the industry where the focus is: (1) price, (2) utility and function, and, maybe, (3) beauty. In a showcase selling atmosphere, the approach is: (1) beauty, (2) utility and function, (3) price.

Through a professional and creative selling approach, the sales person can control the point at which price is mentioned since price signs or tags are not on the items shown.

Selecting DHP millwork items is not just adding more of what is now displayed. DHP millwork products, because of their features, are not always easy to source and may require outside assistance to find.

New showcase showrooms are just one of the trends in building materials evolving from the traditional store display approach. Our research has shown that mass merchandisers are not able to participate to a high degree in this market because their basic appeal is price, crowded stores, large inventories, basic commodities, large signs, bright lights and colors.

Showcase showrooms have a relaxed, comfortable atmosphere; feature unique, attractive, upscale products, and are serviced by knowledge-

able personnel who understand beauty, design, sales and the importance of satisfying the customer.

Upscale products today are being purchased, more than before, for average homes, but the key to getting that business is that the selling situation must be such as to appeal to the aesthetics of the product as well as the utility and function.

During the 20 years we have specialized in the building nraterials area, working with companies interested in additional growth and profit improvement, we have never seen any item that had as much potential as the DHP millwork niche, with its showcase showrooms and upscale selling techniques. The demand ex-

ists for these high quality, unique, innovative decorative high profit millwork products and continues to grow. Those progressive independent retailers who see this opportunity and take advantage of it, will have additional sales and profits come their way.

Story at a Glance

Using upscale selling and showcase showrooms to sell decorative high profit millwork... techniques for getting more sales, higher margins and profits.

C0tUfill{S add an elegant note to a simple staircase.

ilAl{TEtS, paneling, moulding and staircase railings are much in demand.

Dealers find secret to selling more doors & windows

ISPLAYS and service - that's the answer most retailers give when asked, "What sells the most doors and windows?"

Story at a Glane

Ways to increase sales wlth dls' plays and service.. dealers take different approaches to same goal...big ticket sales possible.

Even though consumer magazines are filled with advertisements and articles explaining the benefits of various products, the majority of

homeowners want to be educated on the advantages of the many different types of doors and windows available to them, dealers agree. They also are in accord that a good display is necessary since most shoppers can't visualize how the door or window pictured in the catalog will look when it's installed in their home, Even stores with a high number of professional (contractor or designer) customers feel it necessary to maintain more than just adequate showrooms.

John Rourk Jr. at Timber Products Co., a two step distributor in Orlando, Fl., explains how they help their customers. "We've developed a new upscale display area in our sales ofTice. Many of our clients don't have a suitable show area. Our goal is to train them in selling these

Moulding Merchandising Tips

l. Display Moulding. Ciet it out of the stockroom and onto the selling floor in clearly marked stocking racks or profile boards.

For example, Pratt-Dudley lluilding Supply, Augusta, Ga., showcases high gloss enameled samples against a dark board. Says president Mark Pratt: "We have flat columns protruding out from the wall with samples wrapped around them. Crowns are up high, chair rails in the middle, bases near the bottom. Casings are shown at a 45o angle."

l)isplaying moulding in related departments can turn any paint, wallpaper, paneling, drywall, window or door sale into a moulding sale.

2. Merchandise Shorts. Get shorts out of the moulding

racks and into a high traflic area.

3. Use Point-of-Sale Materials such as how-to and idea books to promote projects and applications.

4. Take Advantage of Co-op Advertising Funds. tlspecially successful during peak remodeling seasons (spring and lall) and in conjunction with promoting related items.

5. Tailor Your Selection to Your Market. Pratt-Dudley offers a 50% greater selection than their competitors. " A builder comes here knowing he doesn't have to run all over town to fill up a house with mouldings," Pratt says. "And moulding's high profit margin helps cover the large inventory, waste, two shipments that don't match, and so on."

high end decorative products and provide a showroom they can bring their own customers to visit. lt's both a sales resource and a training tool. If you're going to spend a lot of money on a decorative product, you'd like to see more than a picture in a catalog."

Access to their display area is through a finished entry. Inside there are displays of doors, windows, decorative and brass hardware and ornamental mouldings. The employees who help those viewing the displays have had special training including upscale selling seminars. "Knowledgeable people are the best representatives of the company and the products we carry," Rourk said.

Canyon Drive LumberCo., Amarillo, Tx., stresses both quality products and service. Over the past 25 years they have developed a reputation for service with the professional builder and now the homeowner.

"We're the only lumber company in Amarillo with an in-house door unit plant," comme.nts Dean Barnett, general manager. "We can design and fabricate a door to fit individual needs."

The store also offers a good selection of wood patio doors, windows and doors as well as hollow metal commercial grade steel doors and frames. Canyon Drive Lumber specializes in hanging doors. "The company can custom fit any door to fit any door opening and assure that a remodeling project is done right the first time," Barnett points out.

"We strive to provide the kind of personalized service that has always

0nlillll0 entrance to Timber Products Co. showroom in 0rlando, Fl. The Simpson Door dealer recommends triple glazing on decorative glass inserts.

been the trademark of an independent lumber dealer," said W. Wallace Poole of Poole Lumber Co., New Orleans, La.

In addition to service provided by 13 full time sales people, the store maintains standing displays of doors. Completed with side lights and transoms in many cases, the displays are identified by name and carry tags listing the benefits and prices. The family-owned business, run by Poole and his brother John, claims with pride that its employees have a combined experience of over 250 years. "We can build a house right out of our store except for a few things like

concrete and heating and air conditioning," Poole said.

Payless Cashways in Antioch, Tn., uses a good portion of its 60,000 sq. ft. showroom flor door and window displays. Walls of installed doors and windows and free standing mock front entrances give customers a good idea of how the products will look in their homes.

Lowe's adds a sales counter to the door and window display areas in many of their stores. Customers can browse through the free standing displays and have someone readily available to answer their questions.

More and more dealers are recog-

nizing that doors and windows are a big ticket item. Some find that they are being outsold by the competition. one store manager put it this way, "We're neglecting doors and windows while the guy a few blocks away is getting fat on them. We've got to get with it and show our customers we have what they want."

Customers want to see what they're going to buy without having to paw through dusty racks or stacks of doors and windows. Give the products a little glamour and you'll find you have your share ofdoor and window shoppers who buy.

Texas home center uses design center to attract customers

11 San Antonio. Tx., building ma-

terials retailer has established his firm as a leading supplier. of building components by creating an attractive home design center aimed at homebuyers, remodelers, builders and architects.

Fisher Millwork Inc. draws customers and prospects from a 100 mile radius to see their 8,000 sq. ft. design center with 20 product displays and exhibits. Since they opened the center in November, 1989, they have averaged 20 to 40 visitors per day. Homeowners want to see building and remodeling products first hand before initiating their own.

Owners Ian and Dave Fisher display a wide variety of building products including engineered wood products such as glulam beams which are widely used in the San Antonio area for headers, basement beams, ridge beams and other building applications.

"We hnd that many builders are using fewer solid sawn lumber beams and more glulam beams because of their predictable strength, stability, attractive appearance and ability to reduce on-site costs," Ian Fisher explained.

"About 700/o of the people who visit the design center are going to build or remodel their homes," he added. "They are usually referred by

their contractors or designers. The remaining 300/o of the visitors are builders. architects. realtors and other building professionals."

"The center gives us a real plus factor over our competition, which is important because San Antonio has been a relatively slow construction market for some time." Fisher noted.

Story at a Glance

Twenty product displays and exhibits interest, educate the dealer's customers and his builders' customers. center is a plus in adding builder/contractor customers to d-Fy base.

Several open houses held for contractors and designers have spread the word about the completeness of the center and encouraged contractors and builders to use it.

A number of regional and national firms worked with the Fishers in developing the design center. Timber Tech in Cibolo, Tx., a San Antonio suburb, was one of those offering guidance. They were helpful in setting up the glulam displays which include Weyerhaeuser prod-

ucts. Because they are made with kiln dried, machine stress rated lumber, they provide more predictable performance with reduced warp, twist and shrinkage, according to Fisher.

The Fisher Millwork home design center is an example of a growing trend in which retail dealers who had formerly stressed do-it-yourself business are diversifying to increase sales to contractors.

t00KlllG over the display of Weyerhaeuser glulam beams in the Fisher Millwork design center: lan Fisher and Gary Weaver, Timber Tech.

What's Your Window &Door lQ?

OW l)O you rate in window and door product know-

COLUMN B

A. window designed to be installed on a sloping surface, usually a roof or ceiling sales people by matching the definitions in Column B with the B. Also known as a screen door or storm door terms in Column A. The National Wood Window and Door Associ-

ledge? Check yourself a1d v9.ur

C. Door constructed of wood blocks, particle board and mineral core ation is the authority for the answers on page 3g. ierox the

D. window used nrore for aesthetic purpose than ventilation in all shapcs and page or write your answers on _! another sheet of pop., ir'iJu'prin sizes including oval. arch, elliptical and circular. May be operative or nonto lest others. operative

t:. l)oor divided into a top and bottom half, either of which can be opened or closed. Top hallcan be constructed from either glass or wood

COLUMN A

Angle Bay Window

Awning Window

Bay Window

Ilow Bay Window

Box Bay Window

Casement Window

Combination Door

Decorative Window

Double-Hung Window

Dutch Door

F-rench Door

French Window

Hollow Core FIush Door

Hopper Window

Louver Door

Panel Door

Picture Window

Roof Window & Skylight

Single-Hung Window

Sliding Hung Window

Sliding Patio Door

Solid Core Flush Door

Stile & Rail Door

Swinging Patio Door

F. Non-operative window designed for viewing pleasure

(;. A popular window type, opens from top to bottom, two sash syslem, counterbalanced with weight and pulley systenrs or spring lift devices

H. l)oor constructed with evenly spaced wood parts to support the lace and panels through nornral usage

l. l)oor with traditional detailing, rectangular panes and a large window area, also known as a garden door or French window

J. Window which opens outward with sash hinged at top

K. Window projecting lrom the outer wall of a structure, popular in Georgian and colonial type homes

1.. l)oor with an area of enclosed space filled with slats sloping downward

M. Window with sash hinged at side, usually swinging open by some sort of crank

N. I)oor with two or more operating panels that open either to the outside or inside, with at least one swinging

O. l)oor assenrbly of stiles, rails and one or nrore panels

P. Window that runs from ceiling to floor and opens like a door

a. l)oor with two or more operating panels opening either to outside or inside with at least one sliding horizontally

R. l)oor assenrbly of stiles, rails and one or nlore panels using intermediate rails or nrullions to separate panels

S. Window opening inward with sash hinged at bottonl

T. Window with two sashes, lower sliding up, upper rentaining stationary

U. Window with two or more sash systems, sliding horizontally in conrnton lranrc

V. Window of J or nrore units projecting lronr the wall at a 30o or 45" angle

W. Window of J or nrore units projecting fronr the wall at a 90' angle

X. Window of J or nrore units which curves out fronr the wall

ll AJOR home center accidents, lUl especially those resulting in death, create headlines, but small mishaps that go unnoticed can be just as damaging. When a worker is injured on thejob, the consequences to the injured worker and the company can be enormous.

Although insurance may compensate direct losses due to injuries, indirect losses can cost companies one to ten times more than the direct cost ofthe injury, according to Janres Ptak, Fireman's Fund Insurance Co. He lists indirect costs as lost wages paid to an injured worker, time spent by workers discussing an accident and the drop in employee morale which may result in poor performance.

The bottom line, as he sees it, is it is good business to prevent work related injuries. A safe workplace results in smoother workflow, increased productivity and higher profit margins.

Employers who merely give lip service to the issue of worker safety accomplish little, Ptak points out. The only way to ensure success of a safety program is to elicit the support of management and educate employees on the benefits of the program.

When developing a worker safety plan, it is important to renrenrber that accidents don't occur spontaneously. They are caused by work related conditions. Ptak lists the

hurt more than workers

following as the underlying causes of most work related accidents.

o Lack of nranagement support and control for organization, planning, training and education.

o Unsafe conditions caused by poor and defective equipnrent, overworked enrployees, exposure to unnecessary hazards.

o Poor environmental conditions.

o Improper supervision, resulting in unsafe acts by employees and workers who do not follow directions.

Most companies have safety guidelines in place, Ptak emphasizes, but they nray be outdated or not adhered to. He recommends that safety guidelines be reveiwed, revised and updated on a regular basis. Poor guidelines result in accidents. Accidents affect productivity and, ultimately, result in bottom line losses in profit margin.

Management reviews of safety guidelines should take into account accidents or near accidents which have occurred recently. Proper investigation of an accident nrust include reconrmendations for prevention, Ptak cautions.

When an accident occurs on the job, employers are quick to provide health care and support to an injured worker. However many enrployers and conrpanies fail to provide a proper investigation of the accident itself.

Senior nlanagenrent should require that all accidents or "near misses" be investigated by a manager not involved with the accident. It is the investigator's job to search for the root causes of the problenr.

"Rack failure" or "carelessness" are symptoms, not causes of accidents. The real question is "what caused the rack to fail?" or "why was the worker careless?"

Fault is not an issue, Ptak stresses. Workers and area supervisors will be nrore cooperative if they realize the object is to prevent future accidents, rather than to lay blame.

An investigator should not junrp to conclusions. Most close calls and accidents are the result ofa conrbination of unsafe acts and unsafe conditions. All causes should be identified to prevent sinrilar injuries.

The following basic tips are reconrnrended by Ptak for investigating an accident:

o Speed is inrportant. Quickly talk to the injured person and all witnesses while the details of the accident are still fresh in their nrinds.

o Listen to the conversation around you. What you overhear nray tell you more than direct questioning. Ask workers for their reconrnrendations on preventing future accidents.

o Study the situation by working the accident backwards, looking for all possible causes.

. Report to senior nlanagenrent with a written docuntent which includes recomnrendations for preventing sinrilar accidents.

o Follow up each report by requesting approval and inrplenrenting your recomnrendations, a critical step frequently forgotten.

To help insure that accidents do not regularly occur. senior nranagenrent should exanrine accident records and reports regularly. Each company should appoint a safety supervisor to keep an account ofthe nunrber of accidents per nronth and the direct cost ofeach. These records will show the financial benefits of a properly adnrinistered safety progranr.

In the end, Ptak concludes, everybody wins at a conrpany which nrakes safety a top priority.

Story at a Glance

Gheck list for company satety plan... how to handle accident investigations. ways to cut losses.

Wit'kcs hrmhcr (ir. has sold 37 ol'its southcastcrn stores (see p. 24 l'<>r story) Buiklcrs EtTrr'.s.s, /nr'. leased t site in Longview, Tx., fbr its lirst warehouse store with plans to havc two locations in operation by thc cnd ol' the year . l-ox't"s plans to open Itrur ncw stores and relocate 22 this ycar including North Wilkesboro ancl lrlizabcth ('ity, N.('., units

,S't'oll.yis is set to double the size of its Key Wcst, Fl., store Ilopc l-unthcr and Supply acquirecl TupJac Ilomc ('ontcr, Pryor, Ok., fbr its fbur store chain ('urclinu Buildars Supply o/ Wilson Inc. and Stancont Homt' (,(,ttl(r, both in Wilson, N.C., have nrerged, John Romberg is pres.

Gt,trcrul Hurdv'ar( acquired a True Vulue store in Atlanta. Ga.. to operate as a test site lbr marketing ideas. . BMA, Greenville, S.Cl., divided into a forest products. millwork div. and ii building nraterials, retail div. . .

Higginbotlnm- Bortlt'tt Lumber C'o., Hale Center, Tx., has closed after being in continuous operation since l9l2

Anniversaries: Comancht' Lumher Cn., Lawton, Ok., 23rd; Gotor Door & Supply Co., Inc'., Gainesville, Fl., l5th..

Home Depot, which plans to open 26 stores before the end of the year, will move its []'ort Worth. Tx.. store to a new location in late 1991 ,

Lowe's o.f Tennessee agreed to a $2,250,000 settlement of a lawsuit brought as a result of an accident involving one of its lumber trucks

IIomc Quurtcrs l,l/er(houst' opened a second llirmingham, n 1.. store with a third scheduled l<lr latc fall . .

Itomc Dcpot, l)avie, Ij1., was givcn scven days to comply with thc city cocle enlbrcement board lllcgcd violution of business zoning, storagc and nuisance rules

I-owt, ii medical emergency teanr was recognized by the North (urclin0 Sultty ('ouncil tor outstanding achievement .

Rex Lumbt'r ('o., Acton, Ma., opcned a distribution yard in Richnrond. Va.. William Renzulli, mgr., Ken Ancarrow, sales rep.. . Ricltmond Inlernalional Forcst I'rorluct.s, Richmond, Va., opened a llel Air, Md., ofTice, Jack llunter in charge

South Atlantic Luttht'r Industrits, Inc'. is a new lirm formed by E. C. "l]ucky" McCoy in Greensboro. N.Cl.. with Robert Alford, v.p.. sollwoods; Ray Holoman, v.p./contractor sales; Edward C'ervi, sales rep; Roger Rodolphe, comptroller . .

DG Mouldir.qs, Marion, Va., recently purchased by Marle,v Plc, is now Marle.v Mouldings.

Gcneral Marble Corp. has acquired a facility in Lincolnton, N.C....

Tolleson Lumber Co., Perry, Ga., is looking for a buyer for the Cullman. Al.. sawmill which lost its planing mill in an Aprilfire

Clarence E. Irwin and Harry E. Platts have divided Gator Door & Supply Co., Inc. with Platts operating the St. Augustine, [r1., branch as Gotor Door East, Inc. and Irwin retaining the Gainesville and Brooksville. Fl., locations as Gqtor Daor & Supply Co....

Bulldlng Productr Dlgot

MaxiTilc opened a new branch ollicc and warehouse in Orlando. l;f. . . Mannington C'eramic' Tile plans an $18 nrillion renovation at its Lexington, N.C., plant . .

Gcorgiq-Paci/it' Corp. completed its acquisition of Great Norlhe,m Nt'koosa Corp. Lumhcrman's ln./ormalion Scrvic'e, Natchez, Ms., closed July I

Itlyu,ood Pane,ls, /nr'., New Orleans, La., received two supplier ol'the year awards from Dianond Hill Pl.vu,ood ('o., I)arlington, s.c....

Murtvillc Salcs C'orp., Savannah, (ia., Owcns-('orning Fiberglus ('orp., Houston, Tx., and GS Roo.l'ittg Produc'ts Co., Little Rock, Ar., received safety awards from the Asphalt Rooling MtnujAcnu'us Association

Wooslt'.v Associates, R ichmond. Va.. will market FibreChem (lorp., Charlotte, N.C., products in Virginia. .. GAF Builcling Muterials Corp. is closing its lrwindale, C'a., plant to consolidate glass fiber operations at its Nashville, Tn., plant . Willsmette Industries is modernizing its Moncure, N.C., plywood plant, adding Durand-Rotrte equipnrent .

Stcrling Advertising Ltd., a wholly-owned Lowe's Cos. subsidiary, has moved to North Wilkesboro. N.C.. from Winston-Salem, N.C., The Na' lional Association ql' the Remodeling Industr.v has formed a south Florida chapter in Fort Lauderdale...

The American Plywood Association will participate in the 1992 World's Fair in Seville, Spain a resolution to commemorate National Hardwood Day Oct. 18, 1990, has been introduced in both the House o.f' Representotives and the Senate.

Housing starts fell 2.30/o in June (latest figs.) for the fifth consecutive month to the lowest levelsince Oct. 1982, an annually adjusted rate of 1,177,000 . building permits were up 3.901a...

Here Are fhe fucts Thot Moke ileru Third Generation PYRO'OIIRD' Ihe Firct Choice For Fire Retordont Treoted Wood.

PYRO-GUARD fire retardant treated rnood is a third-generation AWPAType A interior fire retardant for lumber and plywood developedto meetthe new demands of building codes, architects and builders

PYRO-GUARD is recommended for structural applications such as plywood roof sheathing, roof trusseg rafterg floor joistg mezzanines, shelving, load-bearing wallg floor sheathing, partition walls and many other interior applications

PYRO-GUARD has been tested after prolonged exposure to elevated temperatures and moisture to verify its strength characteristics when used in roof systems

PYRO-GUARD was the FIRST prod uct in the treating industry to publish plywood roof span ratings and lumber strength adjustments based on high temperature testing.

PYRO-GUARD contains NO mono ammonium phosphate (MAP)and NO diammonium phosphate (DAP).

PYRO-G UARD fire retardant treated wood is also unique because it is produced only in Hooler's companyorruned

pressure treating plants where rnie hare complete control over the pressure treating and kiln drying process Other fire retardant formulations are produced by chemical companies and sold to independent licensees who use it in their respective treating plantg sometimes with varying results

FRT olvwood and lumber is recommended.for roof iiJr,[:1i.,i!_Pii6.crifnB"ffi

roof sPan ratings ano L-"-""a-o n " r"vaied te m perature te sti n g'

sB:iilii3FP,'ffirq?"x-fl1$fiir#

carries the UL label, P lii" iia-ilip" ^d e nt th ird pa rtv ki l n m^o nitorr n s pro g ra m ;;!til'6"""ut" uniterm structural performance'

Most brandsof FRT now haue warranties-PYRO'GUARD il; {i;;i iiit " Co-v""t labor and materials warra ntv' Hoover has more FRT information to share-CALL US n-ndi nltto c ET THE FAcrs'

il0 PR0r[$]

FAMOWOOD

is the PR0tESSl0tlA['S A[[ PURP0SE PLASTIC

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

Can be used under 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. I

Av.ll.blr In 18 matchlng wood color3 rnd whito.

EEVERtY MAl{ UFACTURING C(lMPAI{Y

9ll8 S. Main Street Los Angeles, Calif. 90003, P.0. Box 73233 Mrnuhcluf!r! ol famowood. Frmoilrr!, frmololvlo1 0iitribolor rnd oarhr Inquiila! lovitart

CALENDAR

AUGUST

Nrtlonal Hrrdwrre Show/Herdwrre lndustry Week - Aug. l2-15, McCormick Place, Chicago, ll.

Southerstern Lumber Mrnufrcturers Assoclrtlon - Aug. l6-lt, annual meeting, Asheville, N.C.

Vlrylnla Bulldlng Mrterlal Assoclrtlon - Aug. l6-19, summer managemenl conference, Ramada Oceanside Tower, Virginia Beach, Va.

Feltus Hrrdwrre Inc. - Aug. lt-19, market, Natchez Conference Center, Natchez, Ms.

Wood Mouldlng & Mlllwork Producers Assoclatlon - Aug. 22-26, summer meeting, lnn at Semi-Ah-Moo, Blaine, Wa.

l,umbermen's Club of Memphls - Au8. 23, luncheon meeting, Racquet CIub, Memphis, Tn.

Independent Bullder's Supply Assoclatlon - Aug. 24, fall show, Raleigh, N.C.

Handy Hardwrre Wholesale Inc. - Aug. 24-26, Great American Market, Ceorge R. Brown Convention Center, Houston, Tx.

lnternatlonal Woodworking Machinery & Furniture Supply FalrAuS. 24-27, Georgia World Congress Center, Atlanta, Ga.

General Hardware Co. - Aug. 25-26, Sentry market, Palmetto International Exhibition Center, Greenville, S.C.

Nelson Roanoke Co. - Aug. 25-26, show, Roanoke Civic Center Coliseum, Roanoke, Va.

SEPTEMBER

Lumbermens Merchandising Corp. - Sept. 5-9, buying show. Orlando. Fl.

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

I.4t AL'S MILLWORKS rupply your mlllwork ncedr. Wc have a largc *lectlon of mcrchandla avallablc.

West Texas Wholesale Supply Co. - Sept. 8-9, Abilene Civic Center, Abilene, Tx.

Hoo-Hoo International - Sept. 9-13, annual convention, Hyatt Regency, Oakland, Ca.

Wallace Hardware Co. - Sept. ll-12, nrarket, (irand Flotel & (lonvention Center, Pigeon lrorge, Tn.

l,umbermens Club of Memphis - Sept. 13, luncheon nteeting, Racquet Club, Memphis, Tn.

l,umbermens Association of Texas - Sept. l3-15, board/ conrnrittee nreetings, Corpus Christi, Tx.

,f apan D-l-Y Show - Sept. l4-16, Nippon (lonvention (lenter. Makuhari, Chiba, Japan.

National Oak Flooring Manufacturers Association - Sept. l7-21, hardwood flooring installation school, Menrphis, Tn.

Offertng a complete llne of wooden louver venti. A llmltlcss *lectlon of slzs and shapes manutactured to ftt your needs.

'Ventr .Decoratlve .Columns .Shutters Brack€ts

Florida Lumber & lluilding Material Dealers AssociationSept. 20-22, annual convention & buying show, Marriott World Center, Orlando, Fl.

International Housing Fair - Sept. 2l-25, Nippon ('onvention (lenter, Makuhari, Chiba, Japan.

S&T Wholesale Hardware Inc. - Sept. 22-23, nrarket, Kentucky l:air & Exposition Center, Louisville, Ky.

National Housewares Manufacturers Association - Sept. 24-26, ntid-year show, Georgia World Congress Center, Atlanta, Cia.

Cotter & Co. - Sept. 24-Oct. 5, lall nrarket, Chicago, ll.

SOUTHERN ASSOCIATION

Carolinas and Tennessee Lumber and Building Material Dealers Association has supervisor workshops scheduled Aug. 22 aI|he Quality Inn Airport, Nashville, Tn., and Aug. 23 at the Royce Hotel. Charlotte. N.C.

Using the theme Professional Excellency Begins With Personal Excellency, the workshops are under the direction of Al Walker, a consultant with Al Walker & Associates.

The association's annual management summer conference was held at Grove Park Inn, Ashville, N.C., July 2629.

Kentucky Lumber & Building Material Dealer's Association is alerting members to the new Kentucky truck driver law requiring that companies maintain a separate file for each driver.

The law requires that a file contains an employment application, a medical certificatel a copy of the driver's record from Kentucky and any other state where he may have a driver's licensel an annual statement of violationsl an annual driving record review; previous employment inquiries and responses; road test and certification; written test and certification; a Regional Federal Highway Administration letter granting a waiver of physical disqualification certificate if applicable. Optional forms for the file are a copy of any company issued qualification cards and license and a copy of any certificates and awards issued by the employer to the driver.

Drivers who regularly travel less than 100 miles from their employment base are exempt. If a driver is not required to compile a log, he must have a time card. Compliance reviews will be held by the Department of Transportation with fines levied on those who fail to satisfy the law.

KLBMDA has truck decals which its members can display to show that they are association members.

Building Material Merchants Association (Georgia and Alabama) has moved its offices to Atlanta. Ga.. from Austell.

The new address is 42 Spring St., Suite 244, Atlanta 30303. The office can be reached by calling (404) 588-3660. Fax number is (404) 588-3659.

Virginia Building Material Association members attending the summer management conference Aug. l6-19 at the Ramada Oceanside Tower, Virginia Beach, will consider advertising, setting

up a drug program and customer service during roundtable discussions.

Seminars will be presented by time management expert David L. Bailey Jr. and consultant/trainer Joe Brooks.

Mississippi Building Material Dealers Association held its summer meeting July 19-20 in Vicksburg, Ms. Those attending participated in a dinner cruise and tours of the Civil War battlefields.

(Please turn to page 20)

The responsibility placed on those producing columns today continues to mount, sin@ even this long and valued tradition must also offer creative flexibili ty as well as functional durability.

It has become expected thal our columns and capitals will always meet design standards according to lhe Orders of Architecture, and the variety

of styles available provides the designer with creative flexibility - all backed by more than ninety years of experience and our unprecedented wananties.

Call us today or write for more informalion aboul our conlinually expancling producl line and to learn why specifying Hartmann-Sanders columns results in so many Beauriful Choices.

Sonlfrcm Arroclrtbr ilcwr (('ontinued lnrm page l 9)

Loulshnr Bulldlng Mrterlrl Deelers Assoclrtlon members are celebrating the defeat in the Senate Judiciary "A" committee of H894, which they considered poorly worded.

George Kellett, Kellett Lumber: A. J. Harris, Baton Rouge Lumber; Charlie Blachier, Hill-Behan Lumbert William Oberhelman, attorney for Hill-Behan, and Bruce Farrell were among those testifying in opposition to the bill. Many other dealers made calls and wrote letters of opposition.

Florldr Lumber rnd Bulldlng Mrterlrl Derlers Assoclrtlon has mailed out registration forms lor the Sept. 20-22 70th annual convention and buying show at the Marriott World Center, Orlando. Fl.

Weatherman Willard Scott, basketball coach Bobby Knight and attorney lj. Lee Bailey will be headline speakers. Seminars will be offered by consultant llill Lee, financial planner Andrea l)rake and communicator Barbara Fingerman. llusiness sessions will also be held.

Lawrence E. "Larry" Peeno, vice president of Causeway Lumber Co., l'ort Lauderdale. will be installed as the 19909l president.

An active member for 18 years, he has served as District 7 director, secretary/treasurer, first vice president and president elect. He is the lourth Causeway employee to become president ol FLIIMDA, following in the footsteps of Gene Whiddon, David Ashe and Everette Cupit.

In addition to participating in golf and tennis tournaments, delegates will be entertained by Louise Mandrell at the closing dinner dance.

Thol's How lt Goes!

"I thought you said you knew

l,awrence E. Peeno

Treated Wood Market Survey

The need for new products such as water repellent treated wood and better quality are part of a new treated wood industry study by Resource Information Systems, Inc.

"We found large interest in a truly water repellent product," said Bernard Fuller, Resource Information Systems. "Significantly, a large portion of builders and consumers expressed a willingness to pay more for such a product."

Results show that 650/o of the consumers surveyed would pay up to 250/o more for a water repellent product. Given the importance of the deck market in determining total treated demand, it is likely that a water repellent product, once accepted, will push out the non-repellent product, Fuller commented. It is unlikely that a retail lumber yard will want to stock two types of treated lumber, he said.

In all regions of the survey, treaters. builders. retailers and consumers emphasized the need to improve the overall quality of the lumber that is treated. Because the

market has become heavily saturated with commodity grade material, "the future growth in treated markets will be tied to the development ofspecialty and added value products designed to appeal to an ever more sophisticated market concerned as much about the appearance of the product as its performance," Fuller concluded.

Preliminary forecasts call for an increase in consumption of treated wood for a little over 6 billion BF in 1989 to over 8 billion BF in 19921993 with more than 700/o consumed in the remodeling and repair markets. The West is expected to be a strong market followed by the North Central region and the South. Texas will be strong with Florida, Georgia and the Carolinas providing large growth opportunities after 1991.

Fuller cautioned that if consumer environmental concerns escalate, treated wood demand could be less than anticipated. "Effective communication to the public and especially to users of treated products is needed to show that treated lumber

is not a threat to public health when properly used, but a friend ofconservation and the environment." he said. "A lack of success in convincing people of the merits and safety of the treated products will at least constrain the growth of treated lumber consumption and, in a worst case scenario, could easily result in a loss of many of the markets gained during the 1980s."

Trade Mission Visits Japan

The Wood Moulding & Millwork Producers Association will lead a trade mission to Japan in September to study the country's home building industry.

According to Bernard J. Tomasko, WMMPA executive vice president, the l0 to 14 day trip will include participation in the Japanese Home Show, September I l-14, 1990 in Tokyo, as well as visits to home building companies, mills and distributors of millwork products. A trade mission of three to eight people will staff the wMMPA booth at the show and visit the companies.

'l/eneere[ lProfucts

Setzer Forest Produds now ollers a wide range ol vener and veneered produds. A complete line of inleriorJambs lrom 4 9/16'to 7 112' ue avail&le in three diflerent grades. Extedor Frames also are available in the same range ol sizes, as ate Inlerior Jambs. Laminaled Blanks and Door Stiles ( wilh or withoul deatodge slrips) are made lo order. Sliced veneers are avaihble for our dool and window olstomers. A vadety of grades and thicknesses in 1 11 4' 1 I 12'1/10'and 1E'are available up lo 7 12'widths. Wndows, Doos or Milhork, whatever your needs are, Veneered products from Selzer Forest Producls are manuladured with lho lalest lechnology and are guannleed to meel your approval and the approval ol your dJslomers.

Features :

Cosls less lhan solid produds

Better dimensbnal stabilily than solid produds

Consbtenl grades

Ponderosa and/or Sugar Pine Core and skins

Cut and graded to your gecificalions

Unhized and steelbarxled with easily read l.D. teady fol your invenlory

Prompt shipment by rail, piggyback or flatbed truck

2570 THIRD STREET, SACRAMENTO, CA 95818

Nationwide watls (800) 824-8506

California walls (800) 824-7809

Sacramenlo (91 6) 444-5696

FM (916) 442-0875

O Door knockers, numbers, letters. chimes.

Accessory sales add on profits

I DD-ON sales of accessories

A along with door and window sales are possible, but for some retail outlets, improbable. Especially if doors and windows are lined along the back wall, locksets stocked near the hardware section, security devices shunted off to the side in the electrical department, and window furnishings hidden amid floor and wallcoverings.

Building a well marked trail beginning with hardware and leading through accessories to the windows and doors themselves can create an aisle of add-on sales.

Cross-merchandising possibilities include all or any of the following

O Door hardware, locking hasps, keyed entry locksets, electronic entry locksets, combination locksets with deadbolts, separate deadbolts, interior door locks (chain door guards, surface bolts, flip-over locks).

O Garage door hardware, padlocks, sliding garage door tracks, garage door openers. Screen/storm doors. screen/storm door hardware.

iuer City Mouldin$ Eo.

PINE. FIR REDWOOD. OAK SOLID. FINGERJOINT. EDGE.GLUE. PRIME DOMESTIC AND IMPORTED WOODS

Lineal; Cut-to-Length; Mitering; Special Machining; Speeial Packaging, Unitizing and Bundling; HIGHLY MIXED TRUCKS AND PART TRUCKS

KATHY PERKINS DAVE SEEGER

MIKE STEINBACH RICH SABBAGH

Sacramento, CA 95828

(800) 365-5424 916-386-1314 Fax (916) 386-1329

O Door-mounted alarms/security systems, door reinforcers, door strikes, door guards, lookout guards, kickplates, wall-door stops.

O Window screens, screen rollers, shutters, awnings, blinds, valances, draperies, hooks, rods, exterior window guard bars, interior window lock bars. Moulding, millwork, removable door-window grilles.

Story at a Glane

Dos and don'ts on adding acce+ sories sales to your door and wlndow sales. s'hat comblnatlons wort and why.

O Solar-reflective window film, simulated stained glass film, antishattering window film.

Installation instructions, literature and videos help to lead the way.

SECUIITY accessories, such as Honeywell's Electronic Alarm & Lock Bar displayed here in a simulated window, appeal to window shoppers.

NAWLA Elects New Board

Barney lllondal, Tyee Timber Products Ltd., Langley, llC, is heading the North American Wholesale Lumber Association as president for l 990-9 I

Other officers elected at the 98th annual meeting at Jasper Park Lodge, Jasper, Alberta, Canada, are Chuck Harris, Wholesale Wood Products, Dothan, Al., lst v.p.l Dennis Downer, IntermountainOrient, Inc., lloise, Id., 2nd v.p.l Jack Skriden, Metropolitan Lumber Co.. Oak l]rook. Il.. treas.. and Nicholas Kent, NAWLA exec. v.p., sec.

lloard members elected are I)wight (lurran, l)MK-Pacific Corp., Fremont, Ca.; James fipperson, Jr., f:pperson Lumber Sales, Statesville, N.C.: Charles Fless. The lrorest Products Ciroup, Columbus, Oh.; Jim O'llrien, Nutmeg Iiorest Products, Fairfield, Ct.; Steve Snavely, Snavely Forest Products, Chandler, Az., Fagan Cox, John Cox Lumber Co., Houston, Tx.; Stu Malone, Watson Malone & Sons. Haverford. Pa.; l)oyle Marks, Marks l;orest Products, Ilirmingham, Al.; Jim

McGinnis. lll. McGinnis Lumber Co., Meridian, Ms.; Mike Phillips, Hampton Lumber Sales, Portland, Or.; Steve Weekes, Weekes Forest Products, Minneapolis, Mn.; I)uthie Welsford, Welco Lumber Corp., Vancouver, BCI and Carol Ann Whittaker, t'.L.W. Wood Products, Princeton, N.J.

APA Fmns Engineered Unit

Formation of a related but separately funded corporation of manufacturers of glued engineered wood products and systems, such as glulams and l-beams, has been authorized by the American Plywood Association's board of trustees.

The new nonprofit organization will provide a full range of services to members, including product promotion, product and systems research, and quality auditing. Qualified products and systems will be promoted under a newly established American Plywood Association-Engineered Wood Systems (APA-EWS) trademark.

"The

expansion of APA services

to cover glued wood products and systems is viewed by the board of trustees as an activity capable ofcontributing significantly to the faster growth of structural panel markets," said board chairman and Simpson Timber Co. president Thomas R. Ingham, Jr. "The board recognizes APA as a logical organization to assist in creating that growth, based on its experience and acknowledged performance."

APA is proceeding with a sixmonth implementation plan that targets Jan. 1, 1991, as an oflicial launch date. Several companies have already made commitments to the new program.

Arkansas Tlmber Threatened

Arkansas lumber and building material retailers are being urged to respond to legislation introduced by Arkansas congressman and gubernatorial candidate Tommy Robinson to ban clear cutting in the Ouachita National Forest.

The bill, if passed, will designate the entire 1.34 million acres as a recreation area.

ilew Great ldear Cmtect

Sister publications The Merchanl Magazine and Building Protlucts Digest have begun a national search for lumber dealers and home centers' most original attention getters. Wholesalers and distributors are also encouraged to enter the contest.

The Great ldeas Contest covers anything that gets your customers to

Bath Sales Average $lmO

Bathroom remodeling is one of the top projects for home center shoppers. The incentive of payback exceeding cost and the popularity of glamorous bathrooms are selling more and more bath projects.

"Most of my customers want the top of the line products," comments Randy Speigner at Lowe's, Winchester, Va. "They buy namebrand fixtures like Kohler commodes and sinks."

Moore's Building Supplies, also in Winchester, finds that the average do-it-yourselfer spends almost $ I 000 (the national average) in remodeling his bathroom.

Trends are for the upscale. Matt

look twicewhether it is an innovative display inside the store, a clever tramc stopper out front, a billboard, truck paint job, you name it.

Photos of the best ideas will appear in the magazines' [)ecember 1990 annual Business Forecast issues.

An entry blank and further details appear on the inside lront cover.

Franklin, a salesman at Moore's. said, "People put more money into their fixtures when they're doing the work themselves."

He adds that his recenl customers have purchased more wall surround fiberglass tub units than the plain bathtubs enclosed with ceramic tile or tileboard. "Ceramic tile is on the way out," he said. "We don't carry it anymore."

"l sell more $40 white toilets than anything else," Speigner commented. "l don't know if that means most' of the houses built in the last 15 years had white toilets or if people are more inclined to buv white toilets as replacements."

T. R. Miller

Bulldlng Productr Dlgott

ttlckee Leavee The Southeart

Wickes Lumber (io. is selling 37 retail locations in North ('arolina. South Carolina. Virginia. lrlorida and (ieorgia to Kenneth L. Miron and an investor group led by Peter J. Solomon ('o. Ltd.

No price was revealed for the transaction which includes truss plants in Kinston, N.('., and lrort Myers, ljl., nnd a door plant in llay Pines, l;1.

Money from the sale, which includes the majority of Wickes Lumber units in the southeast. will be used to pay down debt from a management buyout in 1988 olthe company from Wickes ('os., Ric L. Morphet, vice president of administration. said.

Scotty's Driver Kllled

A truck driver for Scotty's Inc., Winter Haven, F-l.. was killed as he checked a tire on a Gainesville, Fl., highway offramp.

Joe Hollis Hammock, 46, was struck at 12:20 a.m. June 7 by a second vehicle as he checked the company truck, said police.

PERS NALS

M. Ronald Helms, senior v.p./treas., Roper Brothers Lumber Co., Midlothian. Va.. has been elected chairman of the National Association of Credit Management.

Donna Mae Sexton, Paty Co., Greenville, Tn., is engaged to marry Ronald L. Lowery Aug. 18, 1990.

Ty Billings is now store mgr. of Lowe's, Montgomery, Al. Carol E. Perdue, Lowe's, North Wilkesboro, N.C., was named Employee of the Quarter. Lowe's accountants Kimberly Ann Stakias and Carlton Edward Absher recently passed the Uniform Certified Public Accountant Examination.

Dick Lerch has joined BMA, Inc., Greenville, S.C.

Edward P. Mooers is new to Teco/Lumberlok as v.p., sales & mktg.

Henry Seasholes, Pease Industries, has been appointed brand mgr. for EverStrait Fiberglass Door Systems. Other new brand mgrs.: Thomas Fening, steel door systems, and Robert Mc{rone, Registry Fine Wood Entranceway line.

William Petrie and Roxann Hill, Tech Building Products, Orlando, Fl., recently completed an eight-week estimating course sponsored by the Florida Lumber & Building Material Dealers Association. Other new graduates: Loretta Bosco, Kim Joseph, David Galgano, John Mannino, Thomas Whitmore, Thomas Fluegel, Pat Foster and John Burns, Thomas Lumber Co.; John Sawyer, Stephen Angeline, William Weinberg and Anthony Jevitt, East Coast Lumber; John Worrell Sr., Randy Worrell and Thomas Phillips, Wildwood Ace Hardware, and Mark Rice, Lawrence Clark, Robert Roberts and Rikki Bolick, Adams Building Material.

Mark Gallant has resigned as legislative director, National Lumber & Building Material Dealers Association, Washington, D.C., to join the D.C.-based Chlorine Institute.

David R. Perna, Briggs Industries, Tampa, Fl., has been promoted to corporate mgr., safety & environmental control.

Rick Kottwitz is the new distributor advisor at RedMax, Norcross, Ga.

Ron Vergakis has been nanred eastern div. sales mgr. at Weyerhaeuser Engineered Strand Products Division, Winston-Salem, N.C.

Cathy Marx, engineered systenrs markets mgr., Southern Forest Products Association, New Orleans, La., and her husband, Doug Olson, are the proud parents of 9 lb. 5 oz. Kevin Frederick Olson, born June 24, 1990.

Leonard R. Turner is the new store nrgr. of Lowe's, Chattanooga, Tn. Joel Johnson has been nanred nrgr. of Beaver Lumber Co., Beaver, Ok., succeeding Bob Burkitt, who returns to Thomas, Ok., to manage Thomas Lumber Co.

Kenny Thompson, Hughes Luntber Co., Shawnee, Ok., nrarried Tama Coursey, Buford White Lumber Co., Shawnee, May 4, 1990.

Charlie Fidler, Plywood Panels Inc., New Orleans, La., was nanred Sales Rep/Supplier of the Year by the Louisiana Building Material Dealers Association.

Fred Omundson, Chenrical Specialties, Inc. (CSI), Charlotte, N.C., participated in a recent panel discussion on fire retardant treated wood sponsored by the Florida Lunrber & Building Material Dealers Association, along with Steve Shields, Hickson Corp.; Ray lV.Iiller, Hoover Treated Wood Products, and Jack Kozak, Osnrose Wood Preserving.

Robert Medina is now nrgr. of 84 Lunrber. Plainview. Tx.

Joe Hurd, purchasing director, Pixley Lumber Co., Claremore, Ok., is back after attending Servistar's nrarket in Baltinrore, Md.

Ike Epstein, owner, Dr. lke's Honre Center, Laredo, Tx., was nanred the city's Small Businessman of the Year.

Nancy Roberts, bookkeeper, Bownran Lumber, Lubbock, Tx., took second place at the Lubbock Lunrbernrens Association golf tournanrent.

Bob Mason, v.p., Mason Lunrber, Montgomery, Al., is broker for the firm's new Ponrpano Beach, Fl., office.

Richard Urich has joined Dallas Wholesale Building Supply, Dallas, Tx., as direct lumber trading nrgr.

Thomas Palmer is the new operations nrgr. for Chesapeake Corp., Richnrond, Va.

James Dolbear, Ruffin & Payne, Inc., Richmond, Va., has been elected pres. of the Virginia Jaycees.

Rhonda Cheryl Thacker, Honre I)epot, Atlanta, Ga., is engaged to nlarry William Gary Jackson. Joseph Frederick Peterka, Honre Depot, Roswell, Ga., and Lisa Ellen Edwards were nrarried in a June wedding.

Kerry Capel, CMC Building Supply, Mount Gilead, N.C., won a new Chevy truck in a recent Stanley Tools' sweepstakes.

Tony Bour, StarMark, lnc., has been elected pres. ol the Kitchen (labinet Manufacturers Association, succeeding H.J. Scheirich IIl, H.J. Scheirich Co.

Ana Sinn is a new first aid consultant to Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Please turn to page 38)

NEW PR DUCTS

and selected sotes ofds

Mouldlng lmprovemente

Clearwood oak mouldings have been reintroduced by l)G Mouldings with inrproved seal and prinre coat lbrnrulations and new techniques for applying grain and enrbossing. Its three-stage, liquid-applied process produces fingerjoint nrouldings with a clear appearance, ready to stain or paint without additional sanding. Unlike conventional nrouldings, it is said to stain unifornrly fronr end-toend and piece-to-piece.

Upgraded Openings

Care-Free vinyl single-hung windows from General Aluminum Products are now offered with thicker glass, improved screen design and outside glazing for a tighter seal and

The 4' x 8' and 2' x 8' panels are constructed of No. I select graded southern yellow pine, bonded with durable, high quality T.R. Miller fasteners.

The panels can be painted, stained or left unfinished to naturallv turn to a driftwood gray.

Garage Door Display

A compact display showcasing samples of various garage door patterns is available from Stanley Doors.

Take-home literature may be stocked in two built-in slots on either side of the display.

Walnrcot Klte

Wainscot kits containing plank paneling plus base and chair rail moufding to cover l5-l12 sq. ft. of wall space are now available from Georgia-Pacific.

Planks are pre-cut to wainscot height and the moulding is rabbetted for a better fit.

Kits weigh l2 lbs., measure 65" long and 7-l/4" wide and are packaged with a protective cardboard backing.

Offered are knotty pine edge-andcenter bead design with pine moulding and clear knotty cedar narrow vgroove design with cedar moulding.

Elllptlcal Oak Trangomr

Elliptical oak transoms featuring brass-camed, triple-glazed glass patterns to beautify raised entryway ceilings are now offered by Bennett lndustries.

extended life of inside glazing tape. Options on the 150 Series include Low-E solar glass, decorative grids, bronze tint and patterned privacy glass.

Lattice For A Lifetime

Wolmanized pressure treated lattice from T.R. Miller offers a lifetime guarantee against wood decay and termite damage.

Cames are sandwiched between two panes of clear glass, protecting the brass with virtually no maintenance and adding extra insulation. The transoms are designed to complement the Valencia series of doors and sidelites.

FREE READER SERVICE

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

In & Out Awning

Easy-to-operate retractable patio awnings from Pease Industries can be extended or retracted in minutes.

When retracted, awnings are stored under a home's overhang or in an optional, self-storing aluminum hood.

They are custom-made to any width up to l9 ft., with an extension of either 8 or l0 ft. They are offered in l4 colors and a variety ofpatterns. Options include a wind sensor to automatically retract the awning in strong winds and a sun sensor to automatically extend it in bright sunlight.

Moulding Menagerie

"Like-Wood" exterior and interior mouldings are now available in over 60 styles ranging from basic flat trim to highly ornate egg and dart designs from Russell Enterprises. Made of pre-formed, high densitY polyurethane, they come in a variety of lengths and widths.

Door Trim Kits

Hardwood door trim sets from House of Fara feature decorative rosette blocks to eliminate diflicult 45'angle cuts required with standard moulding.

Each kit includes a 40" long header, two 7" side pieces and two rosette blocks, all in poplar or red oak.

Open To A Sale

An easy-to-carry case that opens to become a self-standing point-ofpurchase display for vinyl and aluminum custom residential windows is new from Season-All.

Key selling points are listed under an actual sample of either a vinyl or aluminum double-hung window.

Great OutDoors

A new line of upscale storm/ screen doors featuring distinctive etched glass patterns has been introduced by the Chamberlain Group. Features reportedly include 3-l/2" wide, l-l/2" thick, rustproof, foam-filled mainframe; rich brass hardware with outside keyed lock

Introducing a New Product?

Please send details to New Products Editor, 4500 CamPus Dr., Suite 480, Newport Beach, Ca.92660.

Take Your Base

Rubber cove base from Endura is said to be easy to work with, esPecially around corners, but still heavy enough to hide imperfections at the base of most walls.

The l/8" thick, 4" high base reportedly has a high resistance to scratches and will not shrink. Its unique design and dense color formulation permit it to be molded around exterior corners without the white show-through common with other cove base when bent 90".

It is available in l5 standard colors with a semi-gloss finish.

Curved Glass Bows

Curved glass bow windows are now available in single hung, picture unit and combination assemblies from Marvin Windows.

Weatherstripping at the headers, check rails and bottom rails minimizes air infiltration. Dual-sealed insulating glass is standard. And glass is held in place with wood bead stoPs which are removable so the windows may be reglazed. A statuary bronze sash lock provides security.

and inside thumbturn deadbolt; magnetic refrigerator-type weatherstripping; 5" steel hinge Pins and nylon bushings for quiet door opening and closing; four hidden, interlocking hingesl 5" steel pins and nylon bushings that never need lubrication; vinyl sweep and brush which conform to any threshold for a strong seal against draft and dust, and solid, mitered corners reinforced with heavy duty corner braces that produce a tight fit and Prevent sagglng.

The Lifetime collection includes three models.

Bows are offered in bare wood or primed for paint finish.

Standard-sized windows are manufactured to a 6-ft, radius. Single hung assemblies come in 27 standard sizes, including two, three and four-wide units. Single hung/picture combinations are available up to three units wide in 30 standard sizes.

Glarsy Bay

Hand-beveled glass and solid brass detailing are now offered in JX7 bay and bow casement windows from Wenco.

FREE READER SERVICE

For more Informatlon on New Products wrlle Butldlng Producb Digesl, 4500 Campus Dr., Sulte 480, Newport Beach, Ca.92660. Please mentlon lssue date and page number so we can process your request faster! Many thanks!

Tray Chlc

Hlt The Showert

Shower Veil Neo-Angle doors constructed from virtually unbreakable polycarbonate - the same material used in airplane and race car windshields - are new from Lyons Industries.

The beveled, brass-detailed glass is sandwiched between two layers of protective glass, making the window energy elTicient and easy to clean. The casement offered in ponderosa pine is also available with a clad frame.

Packed To the Corners

A rounded, continuous hanging corner shelf has been designed for closet organizer systems by Lee/ Rowan.

TrayMate from S.S. Manufacturing lmport/Export Co. lits securely on the arm of most upholstered furniture, patio furniture or even wheelchairs.

The shower doors have no bottom track to provide easy entry and cleaning. They come in two sizes (36" and 42") in white, almond or black trim with bronze or clear panels.

Safety In Numbers

Available in l2-in. depths, the product allows shelves to be finished in a stylized fashion while fully utilizing corners to avoid wasted space.

Replacing tv trays and lap trays, the device attaches and removes easily without tools and can be folded flat for storage. Its 13" x 9-l/2" surface is embossed and compartmentalized.

The trays are constructed of plastic and available in off white and dove gray.

/[JBT1UMBERSAI"ES

A full line of security accessories for the Safe & Sound wireless home security system is now available from Dimango Products.

Wireless remote accessories include a fan speed control/light dimmer; wall switch/dimmer; electrical appliance on/off switch; plug-in lamp dimmer; door chime extender; personal pager; Child Guard alarm, and mini window/door transmitter.

FAX: 503-684-7906

1 -800-LJB-LMBR (5s2-5627) ln Oregon 503-620-5847 8858 S.W. Center Ct., Tigard, 0R 97223 P.0. Box 23955, Tigard, Oregon 97223

Specializing in Western Softwood Boards & Glears

For all of your finish lumber, from one-half of a truckload to a trainload, just dial...

1-800-LJB-LMBR FAX (503) 684-7906

Broker: Louie Buschbacher, Jacques Voelzke, Jr., Ty Bacon

Office Manager: Carla Renick

Drain Clearance Genter

A new Drain Cleaning Center featuring tools for clearing blockages in all types of household drains is now available from Chicago Specialty.

directed through the blower tube to keep fumes and oil residue from the operator's face and clothes.

Spot's Own Sanitation System

An outdoor disposal system that flushes pet waste directly into existing household sanitary lines is new from Intromark Inc.

zT.from the Land of DINEH Reputation by Product PONDEROSA PINE

Fine Textured/ Kiln Dried

NAVA-PINE

Premium Quality

Lumber

The pegged 4-ft. display showcases products from a line of more than 50 drain opening tools, including plungers, steel canister augers, plastic drum augers, power augers, toilet augers, sink and tub augers. and sewer rods.

Blow lt Off

A hand held blower with a 137 mph air velocity is new from Snapper.

Included are Pet Flush bowl, pm adaptors for 2" and 3" size cleanouts, pipe reducer, pipe nipples, 45' and 90' pipe elbows, clean-out installation guide and instructions. All parts are made of plastic.

Shady & Shapely

Specially shaped windows from Hurd Millwork Co. are now available with Heat Mirror fading protection to block more than 990/o of the sun's damaging ultraviolet rays.

Half Pak HIL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds.

Half Pak Hf.L. and PW

NAVATRIM

Premium Mldgs. and Millwork

Bundled/Unitized/

w"6

The blower features 21.2 cc engine; 9.7 lb. structure; 17.5 oz. gas tank; large capacity, low noise muffler with spark arrester; bottommounted inlet fan; low point of gravity; anti-vibration handles and engine mounting; momentary-type on/ off switch to assure the switch is on while starting to prevent flooding; separate starter rewind system, and two types of nozzles: jet-type for heavier, direct blasts of air and fantype for wider movement.

The blower's exhaust fumes are

Designed to prevent sun-fading of draperies, carpeting, furniture, hardwood floors and artwork, the clear glazing system also deters wide temperature swings and annoying street noise.

Speaker Phone Converter

A device which turns ordinary push button telephones into speaker phones is new from United Telesis.

istats have a new cover assembly featuring European styling, beigecolored plastic housing, brown knob and a brushed gold laceplace with brown border and lettering.

The thermostats provide direct control of fan-coil units. electric heating elements, valves, motors and contactors in heating only, cooling only or heating/cooling applications.

The humidistats use either a human hair sensing element to maintain narrow diflerentials across a wide range or a special sensor element which excels in highly humid applications.

Telebell's electronic phone converter is plugged into a ll0 volt line and regular modular phone jack to link up to speaker phones at front entrances.

Cool Controls

Thermostats and humidistats from Johnson Controls have been restyled to give them a more modern, attractive look.

An Organlzed Dlsplay

The ventilated Steel Plank closet organizer system is now available with a 4-ft.-wide working modeldisplay from Stanley Hardware.

spreaders and positive leg locks for instant set up and storage, is now available from lvy Sales & Distribution.

The T26 series line voltage thermostats and W43 and W45 humid-

The merchandiser showcases the 4' to 6' size organizer with a 13" sixshelf tower.

Other kits fit closets from 3' to 6'. 5' to 8', and 8'to l0'.

Spring - Loaded Sawhorse

Port-A-Horse, a portable sawhorse featuring spring-loaded leg

The sawhorse opens to 25 in. high and folds to a convenienl 2" x 4" x 38". lt also features a black enamel finish and preset guide holes for attachments such as wood cushions to protect saw blades.

18th Gentury Sldlng

An unusually narrow siding reminiscent of the narrow laps of wood used in colonial days has been introduced by Alsco Building Products.

Designed to both beautify and protect the home, Triple 3 Pioneer vinyl siding is backed by a full limited lifetime warrantv.

Engineered Wood Components Are Big Business For Retailers

Hundreds of retail building materials dealers are diversifying into the engineered component business as demand for floor trusses, roof trusses and wall panels increases across the U.S.

Southern pine is the no. I species of lumber in the truss market because of its extra strength for longer spans in residential, non residential and light commercial construction. Retailers find that more of their contractor customers are switching to floor and roof trusses, because these components offer quality engineered construction with substantial labor cost savings.

The Southern Pine Marketing Council has published several detailed case studies which highlight design and construction advantages of engineered wood components.

A Marriott Courtvard Hotel

which saved over $100.000 in framing costs by using SP rooftrusses and wall sections is the subject of one case study. Burger King, Hardees, Shoney's Restaurants, nursing homes, life-care facilities, strip shopping centers and bank branches are profiled in other studies.

Many of the testimonials from architects, retailers and contractors point to the all-weather capabilities of engineered wood components. One project architect noted that besides the cost-savings of Southern pine trusses, "work can proceed in freezing or rainy weather that would normally shut down concrete construction. "

Sample copies of the case studies are available from Southern Pine Marketing Council, P.O. Box 52468, New Orleans. La. 70152.

Causeway's Millwork Showroom

Causeway Lumber Co., Fort Lauderdale, Fl., is converting an office/ warehouse area into a 4500 sq. ft. millwork showroom due to open in October.

Windows of all types and over 90 different doors will be installed in vignette settings. Moulding, millwork and builders hardware also will be showcased. There will be "no

similar facility in the tri-county area," according to Keith Hendee.

Designed to be an exclusive architectural products showroom, the facility may be opened to the retail trade later.

Tom Tarkleson, who heads up specialty sales for Causeway, will be responsible for staffing the showroom.

S0UTHERII Pll{E engineered wood systems are saving money lor

lncludlng both our hardwood Serles and past Hardwood

Speclal Issuest

WIDE APPEAL

Selected from years of our most popular hardwood articles and features, the information contained hands in the business as well as

Use them as a training aid, to brush up

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

An uptodate look at Northwest hardwoods (two parts)

A background on alder's popularity (two parts)

The Cinderella tree of the Northwest (West Coast red alder)

Western Maple

Oregon Myrtle, smooth & tough

Developing California hardwoods (black oak)

Northeastern Hardwoods (four parts) (yellow birch, hard maple, black cherry, beech, red oak, soft maple, basswood, ash, white birch, yellow poplar)

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

Buy each gFoup singl'ly (Dr save rn()ney and get all three for only $19. Includcs 28 separate reprints!

ASIAN-PACIFIC

Malayan Hardwoods (chart) (48 species)

in these reprints will appeal to old newcomers who need to learn fast.

PLAIN and SIMPLE

EFFECTIVE TRAINING AID

SOUTH AMERICAN

Some Malayan Hardwoods (two parts) (10 species)

A quartet of related Asian Hardwoods (apitong, gurjun, keruing, yang)

The five species of meranti

Ramin: a commercial light hardwood

Commercial satinwood

The romance of teak (two parts)

Tropical woods from Mexico (cocobolo, goncalo alves, primavera, canalete)

More on tropical woods from Mexico (guanacaste, lingnum vitae, capomo, ebony)

Banak: a mahogany substitute

Cedro: the volatile Latin

The heavyweight and the lightweight 0ignum vitae, balsa)

Two prominent Brazilian hardwoods (rosewood, jacaranda, goncalo alves)

Two varieties of brosimum

45OO Campus Drlve, sulte 48O Newport Beach, Ca. 9266O

Please send me the hardwood reprints checked below. I understand that if I am not satisfied completely I can return them for a complete refund. I'm looking forward to reading theml

! Domestic Hardwoods $12

E Southeast Asian Hardwoods $7

! South American Hardwoods $6

!Allthree $19 (thebigba4gain)

tr Check enclosed

tr Cash enclosed

So great is the importance of trees in China. in fact. entire forests in the country have been considered sacred, and foreigners prevented from visiting them.

Similarly, a most revered hardwood is keyaki (Zelkova serrata). With a lustrous, light golden brown heartwood, it is a protected tree which can only be used for the building and maintenance of temples. For centuries,'the wood has been used in temples for carvings and highly polished columns. The highly decorative figured wood features delicate bird's eyes, outlined with fine fringes and distinct rays, which are sliced into treasured decorative veneers.

Although the Chinese use it for decorative purposes, keyaki is a hard, strong, resilient wood, very resistant to insect and fungal attack. It has good steam bending characteristics and works, nails, screws and glues well.

Story at a Glance

China produces a wide range of prized hardwoods. other woods devoted to more general, mostly decorative, uses.

Other China hardwoods are devoted to more general purposes. So called Japanese birch ( Betula maximowicziana) is another hard, tough wood. With a bright yellow-red heartwood, it is fairly straight grained with a fine texture. Characteristics include medium density, stiffness and resistance to shock loads; high bending and crushing strength, and good steam bending.

Unfortunately, the wood tends to dry rapidly and warp, and bind on saws. lt is perishable and liable to attack by fungus and the common furniture beetle. Insect attack may cause pith flecks.

Furniture, interior joinery, upholstery frames, turnery, decorative veneers and flooring are among its USES.

Likewise perishable is sen ( 4carthopanax ricinofolius). The straight grained, greenish-brown hardwood rates poorly in all strength categories. But it works easily and well with

Honorable hardwoods of China

hand and machine tools and planes to a silky surface, so it is commonly used in applications in which strength is less important (artistic joinery, carvings, turnery).

Weakness is also not a problem for kiri (Paulownia Jargesii) in the uses to which it is best suited. The heartwood varies in color from silver-gray to a light or nut brown, sometimes with a reddish cast. lt has a very fine straight grain and a smooth even texture. lt is extremely light, yet works, glues, stains and polishes very well.

Consequently, kiri is highly prized for use in cabinetry, musical instruments, clogs and for peeling into exceptionally thin "scale veneers," mounted on paper and printed to produce special greeting cards.

Equally valued is kaki ( Diospyros kaki) or Chinese persimmon. Tim-

bers have a very wide straw-colored sapwood and a dense black heartwood streaked with orange-yellow, brown, gray or salmon pink, separately or combined. With their fine, even texture, planed surfaces have a cold, marble-like feel.

The wood is moderately stiff and resistant to shock loads, quite durable and resistant to preservative treatment. lt is high in bending and crushing strength.

Kaki is suitable for any purpose requiring a very heavy, close, compact wood with the ability to wear smoothly. Yet large sizes are not freely available and it is too heavy for plywood manufacture.

Although China does boast a number of valuable hardwoods. it unfortunately has been overshadowed by Japan, rich with the abovementioned species plus many others.

1F|LD Chinese proverb: "He who Vfails to plant a tree. . shall go coffinless to the grave."

NEWLITERATURE

Mouldlng Llbrary

A detailed list of wood moulding publications is available from the Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or. 97225.

Plcture Framlng Palr

Two 128-p. soltbound books. Making Picture Frumes in Wood ($8.95) and Prcture Framing Madc Easy ($14.95), are available from Sterling Publishing Co., -187 Park Ave. So., New York, N.Y. t00t6.

Wood Mouldlng Makerg

The 60-p. 1990 Wood Moulding & Millwork Producers Association's directory of members, products and services is $2.50 from the WMMPA. Box 25278. Portland, Or.97225.

Door & Window Basics

"Window & Door Factbook," a guide to custom combinations, energy facts, project planning, contractor selection and basic size charts, is free lrom Andersen, (800) 426-4261.

Mouldlng ldea Book

The newly revised 8-p. "Design & Decorate with Wood Mouldings" is 750 (quantity discounts offered) from the Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or. 97225.

Millwork Tactics

The 32-p. "Millwork in the'90s: Tactics for Growth" is available to retailers from Georgia-Pacific, 133 Peachtree St. NE. Atlanta. Ga. 30303.

Mlllwork Monthly

DHP (Decorative High Prolit) Millwork Newsletter, information on sources, trends and upscale selling techniques not available elsewhere. is $20 for a threemonth trial subscription from Hutar Crowth Management Institute, l70l E. Lake Ave., Ste. 270M, Clenview, ll. 60025.

Vlnyl Wlndow Flnder

The 1990 Vinyl Windows Certified Products Directory is available from the Vinyl Window & Door Institute, 355 Lexington Ave., New York, N.Y. 10017.

Salea: Openlngg

Window treatment sales aids, including a presentation folder, poster, brochure, color chip chart, stuffer and ad slicks, are available from Bali, Box 500, Montgomery, Pa. 17752.

FOR PROMPT SERVICE

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

NWWDA Directory

The National Wood Window & Door Association's 1990 directory of manufacturers and suppliers is free from the NWWDA, 1400 E. Touhy Ave., G-54, Des Plaines, Il. 60018.

Windows ln Color

A series of full color window and door features and specifications brochures are available from Keller, 18000 State Rd. Nine. Miami. Fl. 33162.

Timbers Of The Tropics

Tropical Timbers of the World (Agricuftural Handbook 607), a 464-p. relerence to 370 species, their characteristics and uses, is $48 from the U.S. Dept. of Commerce, NTIS, 5285 Port Royal Rd., Springfield, Ya. 22161.

Mlxlng Mouldlngs

The 24-p. "Combination Moulding Designs," including 24 design ideas for combining various moulding profiles, is free lrom Georgia-Pacific, 133 Peachtree St. NE. Atlanta. Ga. 30303.

Millwork Pay Scales

A 64-p. report on the results of a 1990 wage and fringe benefit survey by the Wood Moulding & Millwork Producers Association is $250 from WMMPA, Box 25278, Portland, Or. 97225.

New Heights In Skylights

A l6-p. catalog introducing their first step-flashed skylight and roof window series is lree from Wasco Products, Box 351, Sanford, Me. 04073.

Mahogany & Oak Entries

A catalog on new Valencia Series hardwood doors is free from Bennett Industries, 1530 Palisade Ave., Fort Lee, N.J. 07024.

True Dlvided Lite

The 27-p. "True Divided Lite" catalog is free from Wenco, Box 1248, Mount Vernon, Oh. 43050.

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 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building 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 of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

MAUGANS AND ASSOCIATES

P.O. Box 36802 Birmingham, AL 35236

t-800-426-4172

205-987-7542

CONFIDENTIAL INOUIRIES _ FEE PAID

TABLOID ADVERTISING for BUILDING MATERIALS CENTERS ITWORKS !

WE MAKE IT EASY FORYOU CALL COLLECT (s 12) 257-2725 MARKET BUILDERS INC.

"Recruiti ng for the Forest Products Industry"

IIUSTOil| ORDTNT

Millwork trends

ll,HAT are rhe millwork trends of rhe'90s? Will new UU markets develop? What will be the most wanted millwork products? How will the industry cope with declining housing starts and an uncertain supply of raw material?

George Kavooras, president and c.e.o. of'Mouldings & Millwork Inc., El Paso, Tx., and Fair Oaks, Ca., agreed to share his views with our readers.

Story at a Glance

Mlllwork dlstrlbutor sees surge In fingerjolnted produc{s...decorative mouldings holding steady. lumber shortages, possible allocatlon, small companies failing.

Do you expect any changes in the millwork business in the next few years?

Yes, I foresee several changes in the next few years. The t remendous surge in the use of fingerjoint products will continue and, in [act, grow. Fingerjoint products are selling quite well in markets that have used none or very little of that product.

lAccordion doors designed for use where performance is importint for HOMES.

lCustom-sized room dividers ship within a two week production cycle from the factory lAccordion doors custom sized to your customer requirements

Rock. AR

TIMBER PRoDUCTS COMPAf{Y. Orlrndo. FL

ADI)tSON CORPORATTON, Arbany, OA

ADDISON CORPORATION, Atlanra, (;A

ADDISON CoRPORATIoN, Augusta, CA

ORVIS COMPANY, Valdo*a, GA

ALl,lED SASH & DOOR. INC.. touisvillc. KY

ALLEN MIl,l,C/ORK, lNC., Shreveport. LA

l,At-AYETTE VOOD VORKS,

Manufacturers who do not have fingerjoint capabilities are already finding it difncult to compete with those who do. I think this will continue.

I also foresee the demise of some of the smaller independent moulding and millwork producers. Competition and financial strength of the bigger companies are making it very hard for them to compete.

Do you anticipate any new markets opening up for moulding?

No, I don't anticipate any new markets other than the possible development of some of the foreign markets such as Europe and the Middle East. Will the housing slowdown change the millwork market?

Yes, the housing slowdown willprobably change the millwork market considerably. Moulding and millwork products are being overproduced, especially for a slow market. Due to the savings and loan scandal, lending institutions have a whole new outlook in lending funds for housing. Mortgage rates are reasonable and normally would generate a fairly active housing market. However, prices have gone out of reach for the first time home buyers and contractors are having a diflicult time getting construction money.

Another industry uncertainty is the future of lumber caused by the conservationists and C.A.V.E. (Citizens Against Virtually Everything) people. The rush to log and process lumber now and dump it on the market at reduced prices has deflated selling

prices to dangerously low levels. Manufacturers are losing money on every load they ship.

Q: Do you expect an increase in decorative moulding sales?

A: Decorative mouldings are here to stay, for a while anyway. We see larger and more decorative moutdings every month. We have even "designed" some patterns for customers who have had an idea (for something different). We are able to make their design fit the kind and sizes of lumber available to the industry. We feel there is more knife steel being used for the current big moulding trend than at almost any time in recent Years.

Q: What will be the most wanted millwork products?

A: The most wanted millwork products will more than likely fall into the decorative moulding usage. Also hardwoods have had a resurgence and the majority of our customers are selling oak and other hardwoods. A few plants on the west coast are veneering oak over fingerjoint substrate. The demand for this is so high that some markets are on allocation.

Q: Will manufacturers and distributors have these products readily available for retailers?

A: In general, yes, but if demand stays high or goes higher, more areas may end up on allocation.

Q: How will your company respond to these product changes?

A: Our company will respond to our customer's needs in any way we can. We have been approached by some of the oak veneering companies, but at this time we have not committed to a program.

Q: Do you anticipate any changes in marketing strategy?

A:

The only change in marketing strategy that we are watching is the markets that have two steppers as compared to the one step market. Two steppers are distributors who sell the retailers, who in turn sell the builders. One steppers are distributors who sell direct to builders. We are watching the two step market as some of our customers are considering the one step approach to increase sales and profits. Does your company anticipate any marketing changes in the near future?

A:

Our only attitude at this time is wait and see.

Sacramento, Ca.

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

James A. Haas, gen. mgr.

Richard H. Mills, Melissa Morinelli

Mouldings, Millwork, Cut Stock, Plgrwood, Lumber, Particleboard

Sales Agents for:

Duramold Wood Products, El Paso, Tx.

W&W Moulding Co., Loomis, Ca.

P.O. Box 255546, Sacramento, Ca.95865 US Wats (8001624-5319 Ca Wats (800)321-1278 (916\972-7282 FAX 916-972-7290

San Francisco, Ca.

Mahogany, Meranti, Keruing, Ramin, Nyatoh

Franklin O. Billings

Mouldings, Millwork, Plywood, lndustrial Hardwood, Truck Decking, lmported Hardwood/Softwood Lumber

EXPORTING: Softwood Cut Stock, Hardwood Lumber & Dimension, Softwood & Hardwood Specialty ltems

1050 Sansome St., Ste. 300, San Francisco, Ca. 94lll (4r5)39r-6700 FAX 415-981-4130

Omaha' Ne.

Candace Briggs, mgr.

Dave Kipp, Jackie Scoles

S.P.F. Dimension, F/L Dimension, Hem-Fir Dimension, CCA Treated Lumber, Cedar Siding Products Southern Plywood, Western Plywood

One Central Park Plza, Ste. 200N, Mail Drop 27, Omaha, Ne. 68102 (4021978-4525 FAX 402-978-4526 (800)535-7898

PRESIllEI{T ol El Paso, Tx., Mouldings & Millwork Inc., Kavooras anticioates both positives and negatives ahead industry.

George for the

Obttuarles

Woodrow Nlcholson, president of Nicholson Supply Co., Wauchula, Fl., died June 14. He was 77.

A 50 year veteran of the building materials industry, he is survived by his widow, Helen, one son, one daughter and four grandchildren.

Otls Oubre, 78, founder of O.J. Oubre Lumber Co., Loreauville, La., died June 7, 1990, in New Iberia, La., after a lengthy bout with cancer.

Born in St. Martin, La., he worked as a contractor before opening the yard in 1939. He opened a second location in New lberia, which he closed upon retiring at the end of 1987.

Mr. Oubre is survived by his widow, Ruby, three daughters, one brother and nine grandchildren.

Personals

(Continued from page 25)

Glenn Dugas and Dale Simar, Stine Lumber Co., Jennings, La., are coaching the company-sponsored little league team.

Richard Lilly has been appointed mgr. of Sanford F'orest Products, Lowe's Sanford, Fl., truss plant.

Brlrn MecKenzle is now pres. of the building materials. retail div. at llMA, Greenville, S.('.. and Paul I)odge heads up the forest products, millwork div. with the split into two operating groups.

Mltch Henley has been named northeast regional sales mgr. at Chemical Specialties, Inc., Charlotte, N.C.

Rlchrrd Hossrln is now co-mgr. of 84 Lumber, Castonia. N.(1.

Bucky Mctoy has been named pres. and c.e.o. o[ new wholesaler South Atlanta Lumber lndustries, (ireensboro, N.C.

Jlm Alexrnder, formerly with Louisiana-Pacific's northern div. sales office, has joined Home l)epot, Atlanta, Ga.

J. Gregory Hsnselman has joined Home Quarters Warehouse, Inc., Virginia lleach, Va., as director of mktg.

Rick Everhardt is now department mgr.trade payables for Lowe's ('os., Lenoir, N.C. Lowe's employees honored company-wide for outstanding customer service include Robert Stockslager, Vernon Fike, Nrda Stanley, Almr Kyzer, Mrtthew Eckerle, Roy Anderson, Claude Honeycutt, Tom Ratcliffe, Kennelh Simmons, Danny Hall, Maurice Craven and Kenneth M. Simpson.

Ray Miller has been appointed v.p. of mktg. for Hoover Treated Wood Products. Thomson. (ia.

Andrew T. Cyganiewicz has been promoted to southeast reg. sales mgr. lor Celotex Corp.'s roofing products div.

YOU CAN SAY THAT AGAIN

I wonder if you would have any objections to our using the text ol your April editorial in a message to our customers.

S(IORlN(i: I point for each correcl itnswer

2l-24 points - you'rc a whiz l5-20 points - a good try l2-15 points - alnrost there llelow l2 points - better bone up

THANKS FOR THE EDITORIAL

Thank you for your editorial in the March issue.

I couldn't agree with you more on the doom & gloom the national media presents us with day in and day out. The fact is, during the '80s decade this country experienced the LARGEST economic and employment growth in its history.

The media cannot accept the fact that a conservative agenda brought on by the Reagan administration fueled this economic growth.

Rick Parish Decks Appeal

We feel strongly that it is the job of every lumber person to let our voices be heard against those environmentalists who would have us stop cutting trees altogether.

This may not seem like much, but every little bit could help.

Don Smyth

Smyth Lumber

P.O. Box 7399 Orlando, Fl. 32854

As long as you give uedit to Building Products Digest we're happy to have you reprint this editorial. We've received a number of requests to reprint it and are pleased that this industry is becoming active in countering the false claims qf the so-called en viron men talistseditor.

rent-Starn uafity

DARD OF OUALITY!

fuperdeck l9O0 Series and 200O Series are bodt oNE CoATSYSTEMS;Thls mgans they may only be.applled once and at a rate the surtace wlll absorb. Pools and puddles must bc backrolled or wlped airay Never apply over a scaled surface. DlTerent wood speclcs. grain and texuJr6 lanct concentratlons of grecn tint in pressure treated lumberl may affect llnishecl staln shade and Co|or. A\YAYs TEST A Sf\,A[ AREA OR SA'\IPI.E FIRST BEFORE StrAINING ENTIRE PROJECT

pnjh:-qlrr6

oorr'hom ch6. $JpErgrcrt to rtrrn dr oF cxtcrbr surfeccr $llElPEcKrr dF-qily$aln hr'll ure.

lfansoxide plgmenB lllnely ground strateglc metab dercloped for Lse in automotive paln6 to stop ' oxiclgtionf provlcb not only beautiful color but a lasting ulua-violet shield. Because the suns ra)ns are the singlc greatest cause ' of coating and uood danage, Superdeck also contairs TINWN, an ultra-vlolet ray dispersanf, The combinadon of these qualityingredlents otTers long lasting beauty and protection.

USE ON DECIG, RAILS, SIDING, FENCES, S,PA CAEINM. LOG HOMES, DOERIOR FURNFURE, SI{AKES OR OTHER WOOD SUREACES SI 1BJECTTq WEATHERING.

PRE$UNE.INEA?ID LUM8Elr

Because pressure treated lumber has a ?green" tint, solicl color stains are often used'to cover the green. The result is a peinted look tl] /t hides the natural grain of the wood.

Superdeck SPECIAI FORMULA converts thegreerrtint td one of fcur beautifulwood .tones without hiding the nah/ral grain and lexture of the wood, and beqause it3' Supercleck - lT'S DURABLET

SPECI t FOFMUTA COLORS Cedar, Heart Redvrroo4 Canyon, and. Coastal.

fupcrcleck meets ilt Catifornla VOC regutatlons at less than 350 grams per llte[ and contains no Xylene, l,l,l lllchloro€thane or Toluene.

lclt unstaln d to lllurt?|3c how SspcrdCd( Spccl|l Formule 2OOO conyrrtr thc gtlcn to cnrrte naturrt looklng w.flmh rnd bc.uqy,

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