Building Products Digest - August 1991

ual

Toda/s Fibreboard is notjust another foresi products company.-

We are:

. 117,000 acres of prime pine andwhite fir timberland;

a a

four energyefficient softwood lumber mills producing more than 200 million board feet of producs each year; the producen of the finest hardwood plryood available; stateoFthe-art remanufacfirers creating 65 million board feet of solid and fingerjointedjambs, frames, moulding and custom millwork;and

America's foremost team of millworkers, foresters, truckers and technicians.

We care for our foresb, our people and our customers. We're tribreboard: Qualityyou can build on.

MONTEVALLq AL

P.O. Box 170 Montevallo, AL 35115 (2051 665-2546

ALA WATS: r-800-292-8694

Out-of-State 1-800-633-3878

HOFFMAN, NC

Manulacturer ond Distributor PO. Box 188 Hoffman, N.C. 28347 (919) 281-3116

NC WATS: l-800-223-3116

out-of -state 1-800-334.3121

SANFORD FL

Distributor PO. Box 6 Lake Monroe, FL 32747 (4071 323-2062

WATS: 1-800-326-1370

LOUISVILE, KY

Distributor 8195 National Turnpike louisville, Ky.40214 (502) 366-4578

WATS: 1-800-829-2364

ELKRIDGE, MD

Distributor

Rt. 100, Business Park 6660 Santa Barbara Road Elkridge, MD 21227 (301) 796-3363

WATS: 1-800-326-6702

SHREVEPORI LA

Distributor 9200 Slack Road Shreveport, LA 71106 (381) 865-1441

WATS: 1800-326-6248

DUKE CITY

Moulding Company

lvlonulacturing ond Tiucklood

Shipment (505) 842-8500

Call Collect

,t t2 tt t1

l5 2t t6

t7

jlow 30 *tt nmuldlng & mlllwork.t htgh Jrlrtlon

Create your own design gallery

Prc.Jlnlshcd mouldltry

Marketing an ideal d-i-y product

Futurlstlc opnlngs

Latest technology solves energy and maintenance problems

Mlllwork sclllng tlps

Teaching employees to sell

Steef doors

Welcome profitable entry business

Seallng adheslve safes

High profits from low end caulks and sealants

Desktop publlshlng lor the dealer

Produce ads, flyers & statement stuFters in-house

lllew southern plne deslgn values go

VIve Ia Francel

Foreign trade shows offer new thinking, products

David Cutler EllIT0R Juanita Lovrel lSS0CllIt ElltTtln oavid Ko€nio

EDlT0lS Dwight Curran, Gage McKinney, Ken Thim, Watty Lynch

EDITORIAL

Save An Industry: Chapter Two

Last month in this space we appealed to readers to support bills in the U.S. Congress lavorable to the forest products industry. lncluded was a telephone number that, due to a marketing glitch, was not good in all parts of the country.

Because of the importance of generating support for Senator Robert Packwood's bill, we are repeating our appeal along with a summary of why you need to make your views known. And it's easy to do so. No letter to write.

Because the original American Forest Resource Alliance program to support the bill had some telephone coverage gaps, AFRA says you can call them and they will send a letter supporting the bills to both of your senators and your representative in the House. Just call AFRA at Q\D 463-2732. Or FAX 202-4632708. Tara Palya of AFRA will generate the letters for you with your name on them. The origi-

nal number which we printed. which works in some areas. is (900) 230-0033.

The Forests and Families Protection Act of l99l is the only timber controversy legislation currently before both houses of Congress. The numbers are SB 2463 and HR 1156. These bills strike a reasonable compromise between the nation's need to protect the environment and its wildlife and the need to protect American workers and their families from the devastation that results from locking up U.S. lands. The legislation also provides displaced loggers with economic support and assistance.

So far only about 900 have voiced their support for the bills through this program. In vote counting Washington, D.C., sheer numbers are critical for any measure to gain the backing needed.

Again we ask you to make the call. The job you save may be your own.

Special Needs in Treated Wood?

Gall for our brochure of products and services.

DAVID CUTLER publisher

Dean Lumber Gompany

Drfue a,bdl&bry homeno\ryforftre!.

^3t Veyerhaeuser sQO

Stock up now 0n 0wens-Corning insulation from Weyerhaeuser. Buy one half truckload and you'll receive a genuine leather Spaldtngfoothall. Buy a truckload and you'll get the football and,a.tote-bag forfree.*

Purchasing Owens-Corning insulation from Weyerhaeuser is smart. First, you get the added sales power and reputation that Owens-Corning brinp to your customers.

Second, you get Weyerhaeuser First Choicem service and one-stop shopping convenience from a broad line of quality building materials. Call your local Weyerhaeuser Customer Service Center now and get ready to drive on home with your free Spalding football and tote-bag today!

*Premium applies to minimum half-truckload quantities of Owens-Corning insulation purchased and invoiced through weyerhaeuser between August I and September 30, 1991.

How to sel

llESIGl{ GAttERY pictured 0n this page is a 4,500 sq. ft. tiving catatog of over 1,000 moulding, millwork, door, window, flooring and ceiling products for the home. Beginning with the main hallway as they enter the gallery, customers are exposed to diflerent types of siding and paneling on the walls, hardwood floor patterns, carpet, tile, doors, windows and light lixtures. Each room has a different ceiling treatmenl. Numerous installed doors and windows allow customers t0 see how lhey look "in-place" in a homelike setting ol warmlh and comfort. Hardware displays, built-in products, spiral staircases, mantels, decorative mouldings and light fixtures allow customers to select all the decoralive products needed lor a new home or remodel. Homeowners may come in alone or with their contractor. A conference room equipped with a large table and comlortable chairs allows them t0 spread out plans and make decisions. Each visitor is greeted by a receptionist and logged into a guest book. In addition to examining products, they can touch, turn, open, close, push, pull and crank the producls ol their choice. All items displayed are available lor purchase. Prices cover a wide range of budgets. A 5200 energy efficient metal door with fiberglass panel is treated in the same fashion as a pair ol carved rosewood doors selling for close to 52,000. Although installation service is not available, the gallery has lisls of recommended conlractors. The center, which cost about 580,000, has a separale entrance, bul is connected to the main store at Causewav Lumber. Boca Raton. Fl.

illwork as igh fashion

OULDING and millwork are high fashion architectural accents in today's market and should be merchandised as such. lt doesn't make sense to bury one of the most profitable and fast growing building product SKUs in the back of the lumber yard.

Building Trend Analysts, Inc. reports that millwork sales willgrow an average of 5% per year through I 998 to exceed $13 billion.

Sales of doors, windows, moulding and millwork specialties have not been depressed significantly by the housing slump. Remodeling sales to both professionals and do-it-yourselfers are continuing strong. Some figures claim that almost 7506 of the moulding used in remodeling is purchased by d-i-yers.

The hundreds of moulding designs, fireplace mantels, stair parts, entrance, exterior, interior and patio doors and window designs available are a stimulus to both architectural and interior design. Selecting products is an imaginative exercise with women being the decision makers about 600/o of the time.

Responding to the customer's need to be able to visualize how the products they are buying will look installed in their homes, many retailers are creating showrooms with simulated room settings. Homelike, these are living catalogs of hundreds of products, allowing homeowners to touch and test as well as see the merchandise.

These showrooms attract both contractors and do-it-yourself customers. The d-i-yer can find the look he wants and get advice. The contractor can bring clients to the showroom or refer them, knowing they will see a wide range of products under the most favorable conditions and receive expert guidance.

Some home centers have gone as far as giving keys to each of their

contractor customers, allowing them to bring their clients in after hours if necessary. Architects as well as contractors are encouraged to make use of the showrooms.

Showrooms come in all sizes. Some are as small as 1,000 sq. ft. while others run to 4,500 sq. ft. at a cost of many thousands of dollars. While many are a boutique within the main store, others are free standing structures. Frequently called galleries or display or planning centers, these are sometimes located away from the parent store, often in a shopping mall.

Staffs at the showrooms have honed selling skills and knowledge. Working models of products and plenty of colorful take-home brochures illustrating product benefits augment their skills. An elegant, homelike atmosphere prevails, usually with a quiet corner for consulting blueprints or discussing selections.

Story at a Glane

Successfu I ways to merchandise millwork... showrooms, milF work mini-ltousee, special dis. plays, custom rac*ing help con' facbrs and cFi-yers make selee tions... displays fior every s{ore and budget

Stores which have no space or funds to build showrooms are equally inventive in merchandising moulding and millwork. Endcaps going as high as the ceiling allow simulated walls with a selection of window styles. Vignette displays show doors with sidelights. A mock millwork house illustrates doors, windows and moulding installations.

Ell0CAP door display has two levels. The upper lrame offers three side displays with the lower frame displaying two sides and 10 sliding units. Exterior and interior doors as well as those with sidelight windows can be shown in this type of merchandiser.

Special racking allows customers to view doors and windows from both sides.

Locating the millwork section where it is readily seen is important. A fulltime salesperson who is knowledgeable about the products is almost a must. lf this is not possible, there must be millwork information at the service desk with signs in the department calling attention to this.

The millwork section that must be basically self serve needs signs to provide necessary information including all features and benefits such as low-E glass. Spotlights can dramatize portions of the display, while good housekeeping, bright colors and accessories such as plants create a pleasant ambiance. lf space for vignettes is limited, colored photographs showing beautiful millwork, door and window installations or a

(Continued on next page)

How to sell millwork as high fashion

(Continued from previous pagc) continuous audio/visual presentation of clegant roonls can help a custonrer to visualize applications in his own honre.

Think in ternrs of what wonren want when they are shopping for clothes or furniture to understand how ntoulding and nrillwork should be displayed. Attractive surroundings, displays that suggest how the product will be used, accessories to create a nrood and a helpful salesperson are the hallnrarks of high fashion retailing.

lrl0Ul.llll{G and millwork displays in home centers can be grand and luxurious or simple and practical, but they must allow the buyer to visualize how the products will look installed in his home and give him an opportunity t0 test the efficiency of their operation. Hardware must be in place lor function as well as appearance. Knobs, handles, levers and cranks must turn, doors and windows musl open and close. The hands-on experience is as important lo a buyer as the visual appearance. The people component cannot be left out ol the selling process. A lovely showroom is no substitute or replacement for a sales person who knows the features and benefits of the oroducts on display. Signs can serve to inform initially, but it takes a person t0 complete the sale by offering personalized service such as explaining why one window is more energy efficient than another or how windows or doors and sidelights can be combined to create visual impact. Stores with a highpercentage ol do-it-yoursell customers have found it helpful to turn the showroom into a classroom periodically to teach cust0mers how easy it can be to install replacement doors and windows. One store conducts replacement window seminars on Saturdays, teaching customers how lo measure lor and order new windows as well as how t0 remove old windows and install the new ones. The.l-l/2 hour sessions, for 20-30 people, have been highly successful, resulting in increased sales.

Pre-finished moulding can be a money maker

tr USTOMERS like moulding. \r Ttre home magazines they read are filled with pictures showing how to use it to dress up a plain room. Ilut the project becomes an impossible dream for many of them when they confront the painting or staining necessary for the job.

Flowever, this doesn't have to happen. A retailer can help a customer achieve his decorating dream by stocking pre-finished moulding. Available in a wide range of colors and profiles, pre-finished mouldings complement and enhance most paneling, wallpaper and wall colors while eliminating messy painting or staining.

Pre-finished moulding is especially suited to d-i-y remodeling and refurbishing. A do-it-yourselfer can use it to finish a paneled room, create a new look with a chair rail in the dining room, a moulding edge on a built-in, a baseboard or built-up ceiling moulding, window trim or to frame wallpaper panels. Moulding can create a country, elegant or casual mood.

The advantage of pre-finished moulding is not limited to customers. Profit is a big reason for a retailer selling it. The margins are excellent. Some stores report that they are able to sell pre-finished moulding at double the cost.

lJecause there is no formal industry trade group, few figures are available on market growth. However, market surveys show strong sales growth with pre-finished moulding sharing in the decorating boom with paint grade and hardwood mouldings.

Story at a Glane

Ways to profit from growing pre finished moulding market . ideas for displays, add-on sales, cross merchandising... selling tips.

Pre-finished moulding should be sold in the decorative product section with wallpaper, paint and paneling, although it certainly should be cross merchandised in the lumber area. recommends Dennis Williams at Color Craft. Because moulding is decorative, most sales originate with women.

In displaying pre-finished moulding, a dealer can increase sales by using color photographs of applications or setting up vignettes to demonstrate the impact it can have.

Moulding is best displayed in racks to show off its color and shape. Posters demonstrating which moulding goes where and the steps involved can encourage buyers. Most manufacturers provide how-to brochures at point of sale. These should be well displayed and included in every sale.

Williams also stresses that sales people must be moulding minded. Just as they suggest brushes and paint accessories with a paint sale, they must recommend pre-finished moulding as an add-on to sales of paneling, wallpaper and paint. They also must be familiar with the installation process and be able to explain and discuss the steps with a customer. The installation brochure can be a handy tool for them.

Color matched nails and putty as well as tools needed to apply moulding should be part of any moulding sale. A shopping list posted with the pre-finished moulding will remind shoppefs that they need a tape measure, miter box, back saw, coping saw, hammer, finishing nails, nail set, staples, staple gun, white wood glue, wood putty, sandpaper to smooth putty and goggles lor eye protection.

lf stores put a little effort into selling it, pre-finished moulding can be one of their best profit makers.

Technology changes products

S llOMlrOWNl:R:i dcmand higher perlbrmancc lionr doors and windows. cnrerging high tcchnology nlatcriitls will cnable nlanulircturcrs to rcspond.

"Wood conrpositcs. cxtrudcd thcrnroplastics, glazing and othcr ntltcrials will all play a part in translbrming wood doors in the '90s and beyond." says

nlanager of technical services. "The wcight and cost of wood doors will decrease while performancc increases. "

Two types of slructural wood fibers, which can be engineered to meet specific strength requirements, will gain prominence as coring materials: oriented strand board and parallel strand lumber, according to llenney. These composite wood products, which easily accept decor face material, can replace conventional solid wood stiles and rails and will allow more complete utilization of each tree felled.

New patio. l;rench and entry doors as well as windows will offer an oplion of privacy protecting electrically charged glass that switches from clear to cloudy with the touch of a button. Hardware will include computerized locks that recognize voices or fingerprints.

lmproved weatherstripping and seals, especially extruded thermoplastics, will improve wood door performance in terms of energy efficiency, sound attenuation and firel smoke protection. Increased energy costs have made homeowners more sensitive to how doors and windows can help reduce heating and cooling costs. With estimates that the anrount ol energy lost through windows nationwide equals the output of the Alaska pipeline. homeowners have become anxious for replacement products that offer better thermal protection. They are demanding windows and doors that have higher R values and lower [.j values. Manufacturers are responding with products listing R values as high as 6.67 and U values as low as 0. I 5.

One of the biggest developments in windows during the last decade, [-ow [: glazing is a transparent metallic oxide coating placed on the glass. This reflects energy back into a heated room and in warmer climates keeps heat out of a cooler room. \d'ith soltcoat Low [: windows. the

rellective coating is placed directly on one layer of glass and then sealed inside an insulated window.

Argon gas fills provide super insulation when used to fill the airspace between layers of glass. An inert, nontoxic gas that has less thermal conductivity than ordinary air, it is predicted to be used increasingly to enhance Low l: glass.

In addition to energy efficiency, consumers are demanding protection against damaging ultraviolet rays. Some products, such as Supersmart windows and doors from Weather Shield. claim to block out nearly 95{lr of these rays which discolor and lade home furnishings.

lJecause homeowners have less time, they are insisting upon products that require lower maintenitnce. n factory applied polymer coating to keep windows clean longer and aluminum and vinyl clad windows and doors help to answer this need.

In addition to demanding energy efficiency and easy maintenance, buyers show great interest in high quality appearance. Materials such as real oak and bright genuine brass are in demand. Flalf circle windows, roundtops, divided lights and custom windows also are favored.

Story at a Glane

Technology ansu,ers customers' demands for better thermal pro tec'tion, higher R and lower U values, ultraviolet prctection, less maintenanoe, higher quaF lty.. new products aim to sdisfy expec:tations.

illllUFlCTUnE0 to be dirl resistant, glass on the lelt side ol this window stays cleaner than ordinary window glass on the right.

Jim llenney. National Wood Window & l)oor Association

EiIEBGY SAUING window has a sash desion that allows for triple glazed windows with two Low E coated surfaces of glass and two airspaces filled with super insulating Argon ud).

Gommitment + training = moulding & millwork sales

T HE FIRST thing a retailer needs I to do to train employees in the basics of selling moulding is to make a firm commitment to training. lt is very easy to give "lip" service to the need for training, but removing employees from the sales floor to attend a session is often impractical.

Once the commitment has been made, a designated time has to be set, scheduled and dedicated to training. Be it before opening, after closing or at a shift change. Your employees need to believe that training is essential and that you are firmly commited to it, David Martin, marketing manager, Marley Mouldings, emphasizes.

They should understand that it is a scheduled portion of the workday and with the same commitment required to training as to selling on the sales floor. Ifpossible, incentives should be established to ensure that training goals are met. Training objectives can be used as part of the evaluation for raises and promotions.

There must be a commitment from management and an understanding by employees that it is a requirement. Once these major hurdles have been met, the training portion of the equation will come more easily.

Someone in the organization should be appointed training coordinator to oversee and follow up training requirements. This does not have to be a full time job, but an additional duty like the training itself.

The best way to start training is to take advantage ofservices offered by major moulding and millwork manufacturers, Martin points out. The store often has a wealth of information in it already through "how to" brochures and videos supplied by the manufacturers. This information can easily be collected and compiled into a training manual for the particular retail environment.

Many companies have training packages available. For companies who have field service representa-

tives, a training session can be arranged for that representative to come in and lead the training.

Marley Mouldings personnel are required to set up and give two training sessions per month as part of their normal duties, Martin explains. These sessions can be particularly useful because "hands on" sessions are possible with more than just information given to employees. The training allows them to actually use and learn to demonstrate products.

With a manufacturer's personnel in-house, it is a great time to clarify any questions a salesperson may have. These sessions are not only beneficial to employees, but give the representative a great deal of knowledge about additional uses for their products and consumer attitudes toward them, Martin says.

Along with using information supplied by manufacturers, he recommends making use of veteran personnel. Knowledgeable personnel in key areas can share knowledge to lift the level of the entire group. Require that this information be shared, he advises.

Even with a wealth of product knowledge, there is still an area that is mostly overlooked-sales training. Employees need to be reminded that closing the sale is the No. I objective.

This is a complete subject in itself, Martin cautions, but a great deal of basic information can be gathered from inexpensive sales training, newsletters, newspapers and maga-

Story at a Glane

Tips on establishing training goals, setting incentives, schecF uling classes outside wo*ing hourc...ways manufactuter's rcFs can help. why continuity is important. bottom line te sults.

zine articles. Courses are also available in basic salesmanship at local community colleges.

After the commitment to training is made, it must be continually carried on to improve moulding and millwork sales personnel, who will continue to improve a store's bottom line, Martin concludes.

ll ORI: homeowners. remodelcrs

lUl and builders arc choosing insulated steel entrance and patio doors, with sales up 7.71\, in the last l0 ycars, exceeding $7.7 billion, according to llusiness Trend Analysts.

With creative merchandising techniques, building material retailers can reap bottomline benefits from having insulated steel entrance doors as part of their product mix. Marketing experts agree that one of the most powerful merchandising tools is showing customers how the doors will look after they're installed.

"(lustomers want a complete vision of the finished product," says Randy Loren, llenchmark l)oors. "The unit installed in a home setting is the most effective way to give them a feel for how the door will look."

Triangle [)istributors, lnc., Tupelo, Ms., has recreated settings featured in sales brochures. l]ecause it creates a strong association in the customer's mind between the physical display and the manufacturer's literature, duplicating brochure photos in the showroom can be a potent marketing technique, Larry Ray, Triangle president, believes.

Retailers willing to invest in qual-

Story at a Glance

Cost effective merchandasing tips display suggestions how to become part of $7.7 billion sales growth.

Ways to enter the steel door market

ity accessories for displays will not be disappointed, he adds. "Nothing impresses customers more, and nothing makes a steel door look better, than the finished product complete with a fine entrance handle set. "

Ray advocates the "multiple product" approach of constructing a small "house" featuring siding, roofing. skylights and an entrance area. A well coordinated display in which color scheme, lighting, products and point-of-purchase information (including wall charts) all complement one another works much better than a "hodge-podge" ofdisplays. Plus. it's more cost effective, he adds.

Retailers can benefit from reevaluating the markets they're targeting. Loren stresses. "Retailers consistently overlook the marketing potential of steel doors as replacement products."

Ray agrees. "The industry is not making concerted efforts to replace old front doors or to install lights in existing steel doors," says Ray, who markets to retailers. remodelers and homeowners. "Consequently, retailers are missing some lucrative opportunities. "

Many homeowners have never

thought of upgrading their homes with new enlrance doors and aren't aware of how economical such improvements can be, he says. Ray recommends spreading awareness of the advantages through direct mail and print and broadcast ads, and then combining those advertising efforts with demonstration seminars.

"Afternoon staining demonstrations, targeted to remodelers and consumers, allow you to attract both markets simultaneously. Remodelers can meet potential customers and learn how to stain the door, and consumers can have a chance to observe and see the results. It's a win-win situation for retailers because you can sell the product in two ways." he says.

Retailers can take advantage of those seminars to introduce associated products such as patio doors. Promoting a wider range of replacement door options at one time to a large number of people can boost sales, Ray says.

Spending a little extra time to train sales stafi keeping displays clean and well maintained, and giving customers an image of the finished product can make insulated steel doors a valuable part of your business. he concludes.

0UPtlClIlllG a door brochure phot0 in a retail sh0wr00m shows a cuslomer how a door will look installed in his home,

M00Ul.lR displays can show a variety of styles in a relatively small space.

Gaulks, sealants can be profitable

aA AULKS are used for windows, \, doors and bathtubs. The range of sealants and adhesives, though, is much broader. Each product has its particular applications.

With so many products, don't let customer confusion block a sale.

Story at a Glane

Ways to make buyirg caulks, sealants and adhesives easy lor the customer. information and cross rnerchandlsing with le Itrd poducts arc musts

"Consumers are often leery about purchasing these products," says Tammy Thomas at MacklanburgDuncan. "lt can get very technical and consumers need help in choosing the correct product for their needs."

Utilize product cards which tell what the product is and what it's used for and on. Selector charts and cross reference charts can be helpful. Slide charts can help buyers determine how much of a product will be needed. Headers can both sell and educate. Entire displays with signage are available.

"We try to take much of the guesswork out of choosing with our labeling," adds Thomas. "lt says if it's a 15 year caulker, a 25 year or a 35 year caulker."

Many manufacturers offer wire dividers so tubes can stand upright on the racks. "Tubes should stand

& adhesives

up so they remain looking good and organized," says Thomas. "lf they're lying down, the label print might smear or the tubes might crease so it looks as if they've been used." Upright containers also are more eye catching.

But the key to caulk, sealant and adhesive sales is cross merchandising. "You don't buy it without a project in mind," says Dan Nixa, marketing manager for Macco Adhesives. "Not many people walk into a store to pick up l0 tubes of Liquid Nails just to have around the house. It's very project specific."

Position from a small selection to a stack of cases next to related products. Caulking can go by the windows, doors and bath products. Put adhesives near the mouldings, paint, subflooring, plywood, decking and floor and wall tile. Small squeeze tubes of adhesive make good impulse items.

For the most part, caulking, sealant and adhesive companies don't spend much on consumer adver-

tising. Yet as the products become increasingly easy to use, they make nice additions to sales circulars. "They're good products for advertising. Tubes of caulk are great to sell at a real good price or to give away for promotions," says Thomas. "Now that they're easier to use, people are using them more freely. Everyone thought silicone was not the easiest thing to use."

Direct advertising and promotions to the correct buyer. "There are two different types of buyers: the

building material buyer for adhesives and the paint/sundry buyer for caulking," says Nixa.

While an equally viable target, contractors are more difficult to reach. "Contractors go in the back door, pay by charge and walk out," Nixa says. "The contractor desk is a small area. There's not much room for displays, so dealers will usually show high end items like $300 or $400 power tools. You can't blame them. A tube of caulk goes for $3 or $4. A tube of adhesive, maybe 900 to $1.69."

They're low end items, but theY can be profitable ones when added to project sales.

individuals, opened in Birnringhanr, Al., to produce kiln (ried lunrber for export to Taiwan...

D$trWSERItrFS

84 Lumber plans 70 new stores and conrplete upgrades of 350 existing locations by the end of '92: I l7 units already have a new look with 40 in progress including Pelhanr, lrondale and Mid- field, Al, and Sintpsonville, s.c....

Euilders Square /rc. purchased q !85,000 sq. ft. nranufacturing building in San Antonio, Tx., to renrodel as corporate hq. with a spring 1992 nrove-in date. hired Hispano Southwest to develop a progranr targeting the Hispanic nrarket, and hired Mabon Securities Corp. and Jeflerson Capital Group Ltd., Alexandria, Va., to help raise $8 nrillion in equity capital and opened a new Raleigh, N.C., unit with a grand opening due this month.

Columbia Lumber Co., Colunrbia, S.C., acquired personneland sonre assets of Sonlhern States Construction Co. Kempsville Building Materials, /rc. opened a new location in Virginia Beach, Va....

Leeds Euilding Products closed stores in Anderson, S.C., North Fort Myers, Fl., and Carrollton. Va., moving inventory to nearby stores, cutting the company to 29 funtberyards. Tish Lumber, Tishonringo, Ok., opened a new showroom with a lunrber shed and additional parking scheduled to replace the old building.

R d R Lumber Co. is the nante given Lindley Lumber Co.. Clarendon, Ok., by new owners Jesse, Carolyn, Jimmy and Jackie Rogers ... Home Lumber Co., Buffalo, Ok.. has been reopened as Bu.llblo Lumber Co.. Doug Conrpton n'tgr.

Lowe's relocated its Johnson city, Tn., store with plans for adding units in Oxford, Al., Charlotte and Hickory, N.C., and Murfreesboro,Tn....

Home Depot is looking for a site in Leon County, Fl., with plans for Brentwood, Tn.. and Alexandria, Va., stores: a west Fort Worth, Tx., store has been expanded; a Plano, Tx., unit will relocate this nronth and the Mesquite, Tx., location in Oct....

Malone Lumber Do- It- Yoursell, Greenville, Ky., won $2,500 in the Anres Garden Spree sweepstakes ... Hindman Promarl Home Center, Hindnran, Ky., received Pro Hardware's Paul L. Cosgrave Award ... Jack's Di.rcount Building Materials. Lucedale, Ms., received a retailer of the year award . .

Massey Building Supply, Richnrond, Va., shipped nraterials for a conrplete 2,400 sq. ft. house to a South Korea developer to use as a nrodel for homes to be built.

Nortltland Corp. added a 24,000 sq. ft. bldg. for product distribution at its La Grange, Ky., hq. and purchased the Pal Brown Lumber Co. facilities at Lexington, N.C....

Anniversaries: Benson Lumber Co., Pawhuska, Ok., 75th; Prossel Lumber Co., San Antonio, Tx., 4lst.

Global Forest Resourc'es Development Corp., a joint venture between Sunrise Plywood Corp. and 7 other contpanies and

Market Resource Associotes, Inc., a consultant for building nraterial nrfrs., was opened by John D. Cashntore in Minneapolis, Mn... Michael Weining, Inc., expanded its Moulding Tech School at Statesville, N.C., hq....

Lewis Lumber and Mlk. Co.. Cove, Ar., is adding a pressure treating cylinder ... Cresr Mlk. Co., an exclusive Texas licensee o! Ridge M.lk. Co., Sun Valley, Ca., plans a nrfg. facility and warehousing at its Ennis, Tx.. facility. . .

TJ International Inc.'s Trus Joisl Corp. div. and MacMillan Eloedel's Futurewood businesses set Sept. 30 as tentative start-up date for their joint venture partnership. .

Harris-Tarkel/'s new $35 million, 300,000 sq. ft. hardwood flooring manufacturing plant in Johnson City, Tn., is now in operation with a l2 nrillion sq. ft. per year capacity . .

P. W. Plumly Lumber Corp., Winchester, Va., lost its sawdust storage building in a fire of undeternrined origin Arkansas International Inc., Theodore, Al., lost a warehouse full of southern pine in a blaze called "the nrost stubborn fire in years" by authorities.

Housing starts for June (latest figs.) were up 5.20h to an annually adjusted pace of 1.04 nrillion units... single fanrily starts rose to an 868,000 annual rate and multiunits to 172-000 pernrits edged up 3.70h all areas except the west recorded Increases. .

Roof Settlement Tentative

According to a story breaking in The Wall Street Journalin early July, a tentative agreement has been reached between more than 70 insurance companies, home builders, chemical treaters and plywood manufacturers to contribute money to a revolving fund for out of court settlement of allegedly defective fire retardant treated plywood roof cases.

However, the companies involved, including Hoover Treated Wood Products, Osmose Wood Preserving Inc., Georgia-Pacific Corp. and Weyerhaeuser Co., have declined to comment, citing an agreement for confidentiality until

Hardwood Plywood Prc*rctions

Ten major trends are forecast for the hardwood plywood industrY in the 1990s by the Hardwood PlYwood Manufacturers Association.

o Environmental issues will be the decade's single most important factor affecting the industry.

o The number of firms producing

the agreement is signed, probably by Sept. 30.

A spokesperson for one of the companies involved expressed surprise that Washington attorney Kenneth Feinberg, mediator for ihe settlement, had discussed the proposed settlement, adding that he felt his comments were premature.

The voluntary agreement would result in about 700/o of the replacement costs for defective roofs being paid by those who developed or sold the chemical formula or treated the plywood. Builders, warranty companies, plywood manufacturers and wholesale and retail distributors

prefinished wall panels will decline in the next three years.

. North American consumption of wall paneling will decrease.

o The number of cut-to-size and stock panel manufacturers will likely decline during the next few years.

o Demand for cut-to-size and stock panel manufactured products will continue to be stable.

Rqdioro Pine

E EAR INN TH CL V/ ER

for wood mouldings ond millwork

would pay the rest with the exception of $250 paid by the homeowner or homeowners' association.

According to Feinberg, a few companies are balking at participating in the settlement. No determination has been reached on how much money each party or its insurer will have to contribute. He pointed out advantages for companies that participate, including a provision that those who refuse to take part may be sued for their portion of the costs.

Under the agreement, an administrator would handle the complaints with roofs being inspected to determine the amount of replacement or repair needed.

o Competition from substitute products will intensify.

o Sliced veneer exports will rise.

o Log exports will continue.

o Total veneer production should increase slightly, although the number of veneer companies will decline.

. Concern for tropical deforestation will affect imported core stock and platform availability.

.Consistent Chorocterisiics

.Continuing Supply

Excellent Quolity

Leeco Mouldings is o division of New Zeolond's lorgest Rodioto Pine Forest owners, with continuing occess to o corefully monoged plontotion resource.

Estoblished for over 50 yeors, Leeco is now o moior supplier of Rodioto Pine remonufoctured products to the New Zeolond, Austrolion, Asion,

Europeon ond U.S. morkets.

WM356 Coloniol Cosing in Rodioto Pine

1ARGE NMBERS HEAVY TREATMEN

CALENDAR

AUGUST

Nrtlonal Hrrdwrre Show - Aug. ll-14, in conjunction with Hardware Industry Week, Mdormick Place, Chicago, ll.

Virginir Building Mrterial AssocirtionAuE. l5-lE, summcr managcmenl conlcrcnce, Ramada Occanside Tower. Virginia llcach, Va.

Nalional Hrrdwmd l,umber Association - Aug. l9-23, lumbcr grading workshop, Nlll-A l:ducational llldg., Menrphis, Tn.

('arolinas-'fe nne\\ee lluilding Malerial Associaiion - Aug. 2l), yard forentan scnrinar, ('harlottc, N.('.1 Aug.2l, Atlanta. (il.: Aug. 2-1, Nashvillc, Tn.

Wood Moulding & Millwork Producers Association - Aug. 2l-25, summer nrccting, Oak llrook, ll.

l.umbermen's Club of Memphis - Aug. 22, luncheon meeting, Racquct ('lub, Memphis, Tn.

Handy Hardware Wholesale lnc.Aue. 23-25. market, (icorge R. llrown (lonvention ('entcr, llouston, Tx.

Nelson Roanoke Co.Auc. 24-25, show, Roanoke ('ivic ('cnter. Roanokc. Va

Appalachian Hardwood Manufacturers Association - Aug. 25-27, annual meeting, (irove Park Inn, Asheville, N.(-.

SEPTEMBER

South States lnc. - Sept. 7-8, Sentry market, ltossier (livic ('cnter. llossier. La.

Wtst Teras Wholesale Supply Co. - Sept. 7-tl, Sentry nrarket, Abilene (livic (lenter. Abilene. Tx.

Hoo-Hoo International - Sept. 7-13, annual convention, l:airnront Resorl, Leura, Australia.

('arolinas-Tenne\\ee Building Material Association - Sept. I l-12, management seminar, Charlotte, N.C.

l.unrherrnen's Cluh of Mernphis - Sept. 12, luncheon meeting, Racquet (ilub, Memphis, Tn.

l,rrrnbermen's Association of Texas - Sept. 12-14, board/ committee meetings, Laredo, Tx.

National Housewares Manufacturers Association - Sept. l3-15, show, (ieorgia World Congress Center, Atlanta, Ga.

Odell Hardware Co. - Sept. l4-15, Sentry market, Charlotte (lonvention Center, Charlotte, N.C.

S&T Wholesale Hardware - Sept. l4-15, Sentry market, Kentucky [.air & f:xposition Center, Louisville, Ky.

Florida l.umber & Building Material Dealers AssociationSept. l5-17, annual convention & buying show, Marriott World (lenter, Orlando, Fl.

National Hardwood l,umber Association - Sept. l6-18, drying seminar, Memphis, Tn.

Southern Foresl Products Association - Sept. l6-18, annual meeting, Walt l)isney World Swan Hotel, Orlando, l.-1.

Southern ldeal Home Show - Sept. l9-22, N.C. State Fairgrounds, Raleigh, N.C.

llygg-Reis Deg - Sept. 20-29, Nordic building exhibition, Sjolyst 1:xhibition Center, Oslo, Norway.

Anrarillo Hardware Co. - Sept. 2l-22, market, Amarillo (livic (lenter, Amarillo, Tx.

Qrroiern - Sept. 22-25, international hardware, tools & d-i-y show, Paris-Nord t:xhibition (irounds. Paris. France.

M id-A nrerica Lumbermens Association - Sept. 22-27 , West Coast mill tour.

SOUTHERN ASSOCIATION

Florida Lumber & Building Material Dealers Association's president Tom Joyner has appointed FLBMDA's State Wood Promotion Council to begin wood promotion in the state.

Declining usage of wood products and lack of frame construction in many areas make this project a top priority, according to Joyner. Education about, and the promotion of, the uses of wood products to the contractor as well as the consumer is essential to help preserve and create new market share, he adds.

Committee members include Gregory Bell, Stottlemyer & Shoemaker, Sarasota; Phil Cocks, Delta Millwork, Orlandol Sam Dunn, The Dunn Corp., Daytona Beach; Dick Gates, Robbins Mfg. Co., Tampa; John Herring, A-l Roof Trusses, West Palm Beachl Lockwood Holmes, Holmes Lumber, Jacksonville; Fraser Lynn, MacMillan Bloedel Bldg. Materials, Jacksonville; David Martin, Logan Lumber, Tampal Mike Riffe, Georgia-Pacific, Maitland; Robert Secrist, Gulf Stream Lumber, Boynton Beach; Joe Shetler, Panning Lumber, Orlando; Don Smyth Sr., Smyth Lumber, Orlando, and W. Scott Whiddon, Causeway Lumber, Fort Lauderdale.

Carolinas-Tennessee Building Material Association's president llob Witt reports that members attending the area meetings were optimistic about future business conditions. A lthough first quarter business was down significantly from 1990 at an average volume decrease of 3501r, most dealers felt things were improving with volume off only 20oh in later months.

Margins ior 1990 at an all time industry low ol under 2%r pre-tax continue to drop. l)ealers at area meetings discussed solutions including installed sales, remodeling sales, more commercial specialization, special orders and selling up to contractors.

Lumbermen's Association of Texas has sent 40 J0-second public service announcements promoting the timber and retail lumber and building material industry to All(1, CBS and NlXl television stations in Texas.

[:ach carries the message "brought to you by the Lumbermen's Association of Texas." Dealers seeine them are asked

to contact the station to thank them and to notify the LAT office of the station on which they are appearing. Jennifer Brown, a new part time staffer who attendsthe University of Texas, Austin, is handling the program. She will send tapes to stations upon request.

Virginia Building Material Association will meet in Virginia Beach, Aug. l5-18, for the annual summer management conference.

Tabletop displays by VtIMA associate members, talks by (iary l)onnelly, NLIIMI)A executive v.p., and Floyd tlurt, president, Probe, Inc., and roundtable discussions led by management consultant Joe llrooks are scheduled.

NAVA.PAK

Handi-cut/ Home Ctr. Brds.

Half Pak HLL. and PW.

NAVATRIM

Bundled/Unitized/

Building Material Merchants' Association ((ieorgia and Alabama) was able to pass lien laws during the l99l session of the (ieorgia .legislature and was part of a coalition to start reform in workers compensation laws.

[:rv Goodroe called the session a mixed bag lor lumber and building supply retailers, adding that BMMA continues to enjoy a strong presence at the capitol. This year, as in previous years, IIMMA was the sole benelactor to mate-

(Please turn to page 38)

PRESIDEI{T John Spencer will preside at VBMA annual summer management conference.

It t*emry shipt1risorderrl

,butd on

You're looking at the future.

Seedlings, which 60 years from now, will become part of an order shipped by Willamette.

An order we'll ship right on time.

This isn't an idle boast. Because if you've ever ordered from Willamette, you know we ship exact ly what you want, when you want it.

Partly due to the fact that our salespeople knowyour market, and visit the mill at least once a week to ensure the quality and timeliness of your order.

And partly because we have a source of consistent supply - more than one million acres of our own forestland.

Tb ensure that supply, we practice the most advanced forest management in America. Which includes replanting some 16.7 million trees every year.

So that when your grandkids place an order wittr Willamette, they'il get it right on time.

Give or take a few minutes.

Olflllroli$:,nc

l.umber & Plywood Division

Western Sales Office Albany, OR (503) 926777r

Southern Sales Office Ruston, tA (318) 25ffi258

Atlantic Sales Office Rock Hill, SC (803) 32&3U4

Desktop publishing for dealers

lly l,anu M. l,citner I )ircctor ol' ('onrmunications Mid-Anrerica l.umbcrnrcns Associtti<ln

Ll OW many of you recognizc this scenario? lt's 4:-'10 TI l;riday afternoon and you haven't seen a proof of the ad you're running in thc Sunday paper. When your rep llnally does show up. he's in a rush to get back to the olllce before the layout people lcave. You better hope there aren't many corrections because the production staff will get upset il'they havc to stay late on l;riday.

With a desktop publishing system, you can avoid this scene and put awily the Xacto knife, pica rule and rubber cement or, if you do your ads like I used to. your scissors, ruler and glue stick. (lomputerized publishing systems are revolutionizing the way independent building material dealers can produce their own advertising in an efficient, cost elfeclive manner that puts them in control.

lror desktop publishing to be worth the money, you

should produce more than advertising on it. I)epending on the software you purchase, there are lots of ways to use your P('when you aren't doing ads on it. llusiness lorms, spreadsheets, fornr letters, tracking co-op advertising - the possibilities are limited only by your software and your imagination.

Llsing a P(', page layout software and a printer. one person can complete all the steps for an ad, from layout to camera ready art, on screen. The P(l eliminates pencil layouts, typesetting and pasteup. lt also allows a retailer to keep (or nrove) the entire advertising program inhouse.

l:mployees in the advertising department don't have to be computer literate. Within a week. they can be trained to be productivc with working lull speed achievable within a few months. lt helps il'they know the basics

Sunbelt Matedd Handling Co.

DISTRIBUTORS

Consider

All steelcantilever "T" shed.

Reduces treated loss due to sun warpage. Less lifl truck handling means less damaged lumber.

Saves man hours through faster loading and unloading of trucks. Contact

Fax

. Better inventory control.

Safely and efficiently stores long length units ol l-joist, LVL, and PSL.

Tax savings through accelerated depreciation as a portable building.

of effective advertising and how to type. A PC is an artist's tool, not an artist. lt can do only what it is told to do.

How much is it going to cost? Hardware and software requirements for desktop publishing vary according to a user's needs. Basic black and white ads require a minimum of equipment. liour color ads require more equipment and more sophisticated software.

I'-rom my own experience, I suggest that you consider the following when you make your purchase:

(l) Do not underestimate your requirements, especially when purchasing memory and storage. Get as much as you can for the money you want to spend.

(2) A full page or two page monitor will increase productivity and reduce hassle.

(3) lf you plan to invest in a scanner and use it regularly, purchase a full page, stationary one (looks like a small copier), not a hand held model.

For black and white ads, basic requirements are a computer with at least 20 megabytes storage and 640 kilobytes of random access memory (RAM), a monitor with at least V(iA graphics capability and a laser printer with a minimum resolution of 300 dots per inch (dpi) for proofing work. You might consider a scanner to scan line art into the computer for placement on a page, but you can use black and white line art and photographs.

Required software includes a page layout system, a word processing or text program and a selection of fonts (type styles). An illustration program such as Adobe lllustrator is useful, but optional.

To produce color ads, the equipment needs are more sophisticated: a color monitor and CGA (color graphics

adaptor) graphics capabilities, at least 40 megabytes of storage capability and 1.2 megabytes of RAM, a color scanner and a colorscript printer for proofing ads. An illustration program is required to produce color separations for line art.

Be aware of hidden costs. Many DTP programs work best with a mouse. Although some systems have a mouse, it is optional with others. Adding one requires an additional "card" or circuit board. lt is tempting to add more advanced and expensive software and hardware to increase the speed of,a system and produce more professional looking results, but newspaper quality ad slicks can be poduced by using a service bureau for the final output. This costs between $7 and $15 per page, but a service bureau can print an awful lot of pages for the $30,000 that a 1000 dpi printer costs. Make sure that the service bureau you choose is compatible with your software and fonts to avoid major problems.

Story at a Glane

How to produce ads, f,yers and statement stuffers. basic equipment requirements . suggestions for setting up in-house advertising departments.

In addition to producing ads suitable for newspapers or supplements, you can print statement stuffers, flyers, direct mail pieces and catalogs. With a desktop publishing system, there's virtually no limit to what you can produce.

PERS NALS

(iregory A. Bell, Stottlemyer & Shoemaker l-umber (1o., Sarasota, l;1., has bcen promoted to gcn. mgr., directing operations of l'ivc branches, a door div., truss div. and corporate oflices.

.f ohn H. Vanl,rndinghrm Jr. has been named chairman of lluilders Supply (lo. of Petersburg Inc., Petersburg, Va. James P. Vrnl,rndinghem is now pres.: (ieorge A. Martin, v.p. and treas.. and Howurd D. Hrmil-

l,isr Durlene Flrherty, J.T. Shannon Lumber Oo., Memphis, Tn., wed l,ee Holmes Hamberlin June 22, 1991.

Charles Smith, Weyerhaeuser, has been elected pres. of the American llardboard Association. John Caplinger, Abitibi-Price, is v.p.; Chrrles Nrgely, l'oreslex Co., lreas., and Curtis Peterson, sec.

.f Kirby Aiken has joined American Tool Cos., Inc., as director of mktg.

Frank Doczi, ceo, Home Quarters Warehouse, was presenled a diamond award for the co.'s lund raising activities by entertainer Carol Channing.

l'rank M. Stewart lll has bcen appointed Southern lrorcst Products Association's statc govcrnment affairs mgr.

Herb McM illan has retired as asst. mgr. at Rounds & Porter, Tulsa, Ok.. alter 44 years with the co., reports Dearl Selby.

I louscwarcs Milnulacturcrs ntion. replacing Kimberly who hts rcsigned.

Howrrd Meck is now v.p., region. [or Wcycrhacuscr, nccrcd Strand l'roducls Winston-Snlcm, N.('. .ferry sttad is now field salcs mgr.

AssociRrwn, citstcrn l:ngil) iv., Bronr-

Pele l,anham. l.anham llardwood l:looring ('o., l.ouisvillc, Ky., is the new scc. lor thc National Wood l;looring Association. [.anham and .lohn Mayers, Minwax, Mansfield, f'x., ure tcchnical & educalional committee co-chairmen, and Ralph Costen, (losten l:loors, Richmond, Va., a director.

Karen Perkins is now credit mgr. at l:nterprise Oompuler Systems, (ireenville, S.C. Mike (ioodwin, T.ll. Rogers Lumber Co., Cherokee, Ok., has been promoted to mgr.

Tim Branscum is now mgr.of llranscum Lumber & llome Center, Ada, Ok.

Paul Anthony Odom, contractor sales rep, Lowe's, Memphis, Tn., married Cynthia Carole Darnaby June 14, 1991. Michael Douglas Edwards, customer service mgr., Lowe's, (ioldsboro, N.C., wed Ginger O'Neil Burkett June l.

NO BULL

You may substantially increase your moulding profits while eliminating stocking and ordering nuisances. Please call collect for information without a pitch.

lld Jones, Laminated Timbcrs. Inc., l.ondon. Ky., has bcen elccted to lhe Amcrican Institulc of Timbcr ('onstruclion board of dircctors.

Roy Johnson, Roy Johnson Lumber ('o., llcnnessey, Ok., has been recognized as 1990 (iood Samaritan of the Ycar by thc llcnnessey Ministcrial Alliancc.

John Weber, dircctor of loss prcvention, lluilders Square, San Anlonio, Tx., is a panelist in a loss prcvcnlion scminar at this month's National llardwarc Show in Chicago, ll.

Perry C. Elllsor has been namcd v.p. and gen. mgr. of Columbia Lumber & Manulacturing Co.'s millwork div., ('olumbia. S.C.

Mark Newsom is the new mgr. o[ 84 Lumbcr. Mauldin. S.('. David Fulwood is mgr. in Pompano lleach, l;1., and new co-mgrs. include (ireg Rader, Radcliff, Ky.l llrnel l,aFrunce, lliloxi, Ms., and Michael Sessions, Christianburg, Va.

Max Howell Staples lll, llome l)epot, Atlanta, (ia., married Kathryn Sheldon April20, 1991.

llobhy Crowe is now in outside conlractor sales at Lowe's, Richmond, Ky. New mgrs.: Roger 1,. Ball, Lowe's, Longview, Tx.t Charlie D. Williams, Chapel llill, N.(l.l Michael J. Boswell, Midlothian Pike, Va.; Steven M. "Mark" Carr, Tupelo, Ms.; Mary A. Johncola, Vienna, Va., and Marty Aynes, Lowe's Dallas Door & Millwork. l)allas. Tx.

Don Wofford, Wagoner Lumber Co., Wagoner, Ok., received an award for l)istinguished Service lor the l)ecade from the local Chamber of Commerce.

Glenn Rich is new to (iulf South Forest Products, l;ort Lauderdale, [rl.

Jeffrey D. Kerr has been named sales mgr. for Michael Weinig, Inc., Statesville, N.C., according to pres. Jeffrey Davidson.

Dilip Advani has been promoted to exec. v.p. of Ply Gem Industries.

Gene Mueller has joined the management staff at House-Hasson Hardware Co., serving Ky.

Thomas B. Roller has been named pres. and ceo at Plywood Panels Inc., New Orleans, La., succeeding interim chief Kenneth E. Glass.

Karen Nolan, mktg. communications, Weyerhaeuser Structurwood, Winston-Salem, N.C., recently vacationed in Wayne, N.J., with her lamily.

William C. Foote has been named pres. and ceo of USG Corp. subsidiarY L&W Supply Corp., to succeed retiring John R. Baker Sept. l.

Charles "Chuck" J. Mdoil is now mgr. of Lowe's, Lebanon, Tn. Richard Dickenson is mgr. in North Knoxville. Tn.

(iury ('. Berglrnd is now direclor ol' communicalions lor thc Nalional

Don Huston, pres. of l3-store lluilderway, Inc., (ireenville, S.C., will retire at the end ofthe year after 45 years in the industry.

Tony Hare, Lee Roy Jordan Redwood Lunrber Co., Houston, Tx., and his wife, Donna, are the proud parents of 9 lb. 6 oz. Ashley Lanette, born July r5,1991.

Emil L. Lichtenberg, mgr., is celebrating his 4lst anniversary at Prassel Lunrber Co., San Antonio, Tx. Joe E. Baczyk, asst. ntgr., has been there 39 years.

John Simmons is new to National Honre Centers, Springdale, Ar., as v.p.-operations.

Bob White, West Building Materials, Atlanta. Ga.. has retired as senior v.p.-nrerchandising & ntktg.

Ray Justice is now gen. nrgr. of the dealer division for Palnretto Wholesale Co.

Steve Mdary has been nanted sales nrgr. of Klumb Lunrber Co.'s southern division, Jackson, Ms., reports C.E. "Buddy" Klumb.

Stephen W. Michael is now c.e.o. for Spartanburg Forest Products, Spartanburg, S.C.

Fred L. Omundson has been nanted v.p.-regulatory affairs at Chenrical Specialties, Inc., Charlotte, N.C. James M. Saur is now v.p.-nrktg., and Thomas F. Fitzgerald, v.p.-sales.

Bill Buchanan, Buchanan Luntber Mobile, Inc., Mobile, Al., has been elected to the National Hardwood Lunrber Association's nonrinating conrnrittee.

Jody Dedmon, Weyerhaeuser Engineered Strand Products Div., Charlotte, N.C., has earned the firnt's "PROS" (Professional Representatives of Sales) award.

Joe Flemming, Burton Woodworks, Montgomery, Al., nrarried Susan Dorsey July 20, 1991, in Elba, Al., followed by a honeymoon in San Francisco, Ca.

Benfield Philips is the new pres. and c.e.o. of Pelican Building Centers, Conway, S.C., succeeding Daniel Campbell, now chairman of the board. D. Wayne Hill replaces Richard Heath as c.Lo. for parent Seacoast Industries while renraining senior v.p. and c.Lo. for subsidiary New South, Inc., Conway.

Jim Ben Edens has been nanred pres. ol Huttig Sash & Door Co., succeeding Stuart P. Wells, now chairnran of the board.

David S. Newcombe has joined Causeway Lunrber Co., Fort Lauderdale, Fl., as c.f.o.

Frieda Goe is the new truck dispatcher at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

M0I|STER ilABUll caught by Tim Bean, Curt Bean Lumber Co., Glenwood, Ar., weighed 343.6 lbs., just a few pounds shy of the winning lish in a recent pro tourney also held at Destin, Fl. Remarkably, the boat "Top Gun" had concluded fishing for the day and was 50 miles out, heading home when the big blue marlin was hooked by Bean, who landed it in 30 minutes. From left: Capt. Harold Loeffler, Bean, 1st mate Mike Knight.

One Fire Retardant Treated Wood lsGlearlyTheWinner.

l:eaturing a pre-bakcd powder paint coating, the galvanized steel frame is said not to warp, rot or rust. Steel frames also guard against break-ins. And modular, single units are cusier to transport to the jobsite,

NEW PR DUCTS

and selected soles oids

Window l;ashions.

The triple-honeycomb construction provides optimal energy efficiency, with R-values as high as 5.6.

The line includes four product styles, each varying in light transmission, energ,y efliciency, color and texture. All shades can cover windows up to l4-l /2-tt. wide by l2-ft. long in one seamless expanse of fabric.

New Hue View

conveniently and easily locking together.

Also featured are an unusually large glass area, stile and rail construction, and split-jamb steel frame adjustable up to l/2" in width to fit walf thicknesses from 4-l /8" to 4-5/8"

Dark Shades

Duette Phenomena 3, reportedly the first and only line of triplehoneycomb window shades, has been introduced by llunter l)ouglas

Wrapped Glass

Glass panes on interior pine or oak French doors from Morgan are individually protected from later painting or staining with a plastic wrap.

The wrap eliminates masking, taping and scraping. After painting or staining, it can be trimmed away with a plastic knife.

Freedom vinylclad windows from MW Manufacturers are now available in a third color, Sandalwood, which can be coordinated with either gray or beige trim and siding colors.

The casement windows, double hung units and patio doors are also ofl'ered in white and brown.

Built-To-Order Windows

A full line of high quality built-toorder windows and doors are now available from Kolbe & Kolbe Millwork Co.

Details include extra screws in the corner of casement sash, screws from sill nose to brick mould, extra doweling and turnbuckle to ensure joints between the rounded curved segments and the straight jambs re-

FREE READER SERVICE

For more information on New Products wrrte Building Products Digesf, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and page number so we can process your request faster! Many thanksl

Adjustable Patio Door

The Benchmark Adjusta-Fit

Vista, the first steel patio door with a steel frame. is new from General Products Co.

ldeal for new construction or remodeling projects, the system consists of a pre-hung, full size insulated steel door in an adjustable steel frame. It requires a smaller rough opening than "remodeling size" patio doors, which usually come with wood frames.

main tight, one piece cut-lite bars with half lap joints at the intersections, uniformed exterior profiles and uniform moulding profile among windows components.

Advanced Entry

The Newport Vintage entry door system from Peachtree now features skins of an advanced composite material that looks and feels like wood while being impervious to weather.

Made from molds cast from actual oak doors, the skins can be painted or stained in the field. A polyurethane core gives it six times the

ance of hand-stained or handpainted wood in traditional wood tones and pastels.

Flexible Corner Blocks

Round flexible bull-nose corner blocks from Flex Trim simplify trimming bull-nose drywall corners.

Available in any oak or paint grade moulding profile, the 3/4" radius molded trim blocks fit squarely to base moulding on both

sides and the corner is turned in one easy step.

The paint grade blocks have extensions to make mounting even easier since nails and joint are an inch or more flrom the corner, allowing the installer to choose between a butt joint or a mitered joint.

insulating qualities of wood. The door also utilizes Peachtree's unioue frame and sill system.

A number of models with various options are offered. Hand-crafted leaded glass decorates the panels, sidelights and transoms. The leaded glass is positioned between the tempered glass on the inside and outside to protect it from the weather.

Moulding Repairs

Putty Sticks to cover up unsightly nail holes in mouldings are now available from Abitibi-Price Building

Moulding Markings

Moulding department section signs and bin cards to help consumers make the right choice for the right application are now available to retailers stocking Georgia-Pacific mouldings.

Signs group into one section all the possibilities for a particular application. The eight 9" durable hardboard signs come in two sizes: 9" x 3' and 9" x 4'.

Marked Ceiling Treatments, Chair Rail & Mid-Wall, Base Treatments, [)ecorative Moulding, Utility

Moulding, Corners & Seams, [)oor & Window Trim or Hardwood Moulding, they are printed on both sides and can be used as hanging aisle markers or flush against a wall.

The self-help bin cards can be attached to new or existing moulding racks. [:ach includes an illustration of a profile and application illustration showing how the profile is most commonly used. The set of 45 includes a card for each of the most popular patterns plus several blank cards that can be customized by the retailer.

Clad ln Color

Custom colors are now available for New Morning Windows' Iine of low maintenance aluminum-clad exteriors.

Virtually any color is available on special order with any o[six exterior profiles, as well as with aluminum drip cap and mullion cap pieces.

Products in l9 colors to complement their Aztra Moulding line.

The easy to cut, nail and cope plastic mouldings feature the appear-

Easy Open

All window styles from Mannix Industries are now available with the new Ren-Bar Balance mechanism, which eases raising and lowering of windows.

Reportedly unbreakable and immovable, the Ren-Bar system is said to decrease the amount of force needed to operate a window by about 500/0.

Custom colors are also offered for any aluminum-clad insulated divided lite units and in specialty Bent Glass or 90' Corner Class units.

Endwlre Lumber Rack

A storage rack designed so that lumber can be stored and selected from the end rather than from the side is now available from Steel King Industries.

IIUSTOilI ORDMN

JUST ASK YOUN IYOOII]'OLD DI$TRIBUTOR

IryOODFOTD ACCORDION DOOR$ ..INS?H,ryT WAI,I,S WHEN NEEDED"

lAccordion doors designed for use where performance is importint for HONIES . OFFICES . CHURCHES. RESTAARAN?S . INDUS?RY

lCustom-sized room dividers shipwithin a two week production cycle from the factory I Accordion doors custom sized to your customer requirements

Custom orders mean profttable return on inuestmentno inuentory!

rooDFoLD Drsrnmrx)tssouTEEnr

CORP., Augusta, GA

ORVIS CO.. Valdosta. CA

ALLEN MILLWORK, INC., Shreveport, l,A

LAFAYETTE WOOD WoRKS. lNC.. Lafavettc. I"{

ADDISON CORP., Jackson. MS

ADDISON COnP., Raleigh, ilc

HASSINGER WHOLESALE C0., INC., Grcensboro, NC

HUTTIG SASH & IDORCO.,Oklahona City, OK

ADDISON CORP.. Grecnville. SC

DYND INDUSTRIES, Mcnphis, TN

ADDISON CORP.. Nashvile. TN

I$OIWILLE DOOR & lllLLf,'0RK,Ihoxville, TN

DALLAS WHOLESALE. Dallas, TX

HUTTIG SASH & D0OR C0., Iredericksburg, VA

RANDOLPH-BI NDY, INC., Norfolk, VA

The design allows a greater number of items to be visible from the aisle.

The rack may also be designed to do double duty as a mezzantne.

Introducing a New Product?

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

Ladder Ledge

Colorful molded pail shelves for fiberglass and aluminum ladders are new from R.D. Werner Co.

Offered as kits or as options on certain Werner ladders, the "AutoFold" shelves feature a unique cam design which automatically closes the shelf when the ladder closes. Shelves also distribute the weight on the ladder, not the shelf pivot points, for greater strength, load capacity and durability. Shelves hold either a l0 qt. bucket or gallon paint pail. A hand grip and rag rack are molded into the design.

Two designs are offered.

Remodeling Planning Kits

New software programs from Abracadata allow homeowners to use their personal computers to orchestrate full scale home imnrovement projects.

The Design Your Own Home Series includes Architecture. a olan drawing program: Interiors,'for manipulating interior elements, and Landscape, software to determine plant and outdoor feature placement.

The affordable programs are

Rigid Racks

Pallet racks from Penco Products feature heavy duty beam end connectors to keep uprights locked to beams forming a rigid frame.

Beam ends grip uprights with three prong teeth made of extra heavy gauge steel. The 8-l/2" connection ensures positive beam to post alignment and even load distribution. A visible beam locking key enforces the rigid connection.

Other rack features include step- down beams for accepting accessories, welded upright frame bracing and rolled upright columns with foot plates for floor anchoring.

Wqtch for these Exciting Issues in Coming Nlonfhs

available for Apple II, IIGS, Macintosh, IBM computers and compatibles.

September: Panels & Plywood o Roofing o Employee Education

October: Hardwood ProductsoFlooring.Condolas o Commercial Accounts

Govers & Gaulkers

Drop cloths and caulking guns have been added to Hyde Tools' line of paint and surface preparation tools.

Polyethylene, canvas and paper drop cloths are offered.

Both professional and d-i-y grade caulking guns are available, in 9'' and 13" with either smooth or ratchet rods. Features include electrostatic paint finish, tip cutters, puncture wires and wrist wraps.

Plywood Salesman

Space saving display racks for Redi-Cuts pre-cut hardwood plywood and southern pine plywood panels are now available from Georgia-Pacific.

The 4' x 8' plywood racks feature increased height (8'10") to double the amount of stocking area without increasing the l6 sq. ft. offloor space required by other ready-to-sell racks. It has three storage bays each for l' x 4' ,2' x 4' and 4' x 4' material and also displays 12" x8'and 16" x 8'material, ideal for shelving and bookcase proJects.

November:

Western Woods o Home Security& Safety o Public Relations

December:

Business Forecast

Special Issue o CustomerServiceo Remodeling

Portable B-B-O

The (iourmet (irid l:xpress Grill, a self-contained charcoal barbecue that folds flat for easy transport, is ncw from Porcelain Metals Corp.

designed angled shelves and sliding, adiustable bookends.-The24-l/4" high x 26" long x 7l/4" wide organizer comes in white, black and slate blue. Easy assembly requires no tools.

Pogt Holder

Post Spikes liom Leslie-[-ockc allow fast. itccuritte installation ol' gates. fencing. lamp llosts. nrailboxcs. signs and other jobs requiring 4" x 4" p<lsts.

ucts with a variety ol'merchandising aids is now available from Vermont American.

Included are grid, wind screen, heavy duty wire charcoal grate, durable porcelain on steel ash pan, wireformed side legs, and optional tote bag.

Adjustable Organizer

A three-shelf multi-purpose storage center fronr Stylette helps to keep videotapes, books and small household items neat and organized.

Made lionr heavy gauge stecl and oll'crcd in three lengths, the spikes elinrinatc thc need for digging post h<llcs, nrixing and llouring concrete. and using trcated luntbcr. since thcy raisc thc post basc abtlvc grtlund.

Products include dowel Pins, plugs and buttons: dowel centers, sets, jigs and rods, drill stopsl plate joiner saw blades and biscuits.

A Wood Joining Center consolidates all items in a free standing rack with headers. The center can be used as one piece or separated to display accessories by pegging them to a wall and dowel rods in the rack.

Made of durable, high imPact polystyrene, it features uniquelY

T'hey are packaged with a woodcn block in the post rcceptacle so that as thc spikc is hamnrered into thc ground it can bc checkcd with a lcvel for slraightncss. Thc block is thcn rcnrovcd and thc post inscrted.

Als<l available is an casily itsscnrbled frec standing display which holds l2 Post Spikcs ol'vttrious sizcs.

Wood Joining Genter

A full line of wood joining Prod-

/[il8 -IIUMBERSAI^ES

Holiday Cut Outs

Kits to create full color plywood cut outs are new from Miss B's Holiday Patterns.

Offered are more than 50 life-size patterns featuring holiday, patriotic, nursery and barnyard themes. Once completed, scenes may be displayed in yards.

Patterns are sold individuallY, with complete supply list and coloring and design instructions.

FAX: 503-684-7906

1 -800-LJB-LMBR (552-5627)

ln 0regon 503-620-5847

8858 S.W. Center Ct., Tigard, 0R97223

P.0. Box 23955, Tigard, 0regon 97223

Specializing in western softwood Boards & clears

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

1-8OO.LJB.LMBR FAX (503) 684-7e06

Broker: Louie Buschbacher, Jacques Voelzke, Jr., Ken Zyvoloski' Office Manager: Carla Renick

Timber Harvests Rained Out

siana has reached the 300 to 400 year

Availability of timber in the occurence level, according to the southeast has been affected by heavy Louisiana Office of Forestry. rainfall. Rain in some areas of Loui-

CSI Radio Ads Are Winners

A radio advertising campaign developed for Ultrawood, a product of Chemical Specialties, lnc. (CSl), (lharlotte, N.C., by Daniel & Cusic Advertising and Marketing was a national winner in the Silver Microphone Awards for 1991.

"We're very grateful for the recognition," said senior partner l)avid Cusic, "especially since we were apparently in direct competition with much larger firms."

Free Dealer Sales Seminar

A marketing seminar designed to help dealers develop effective marketing tools for selling during tough times is being offered free by CertainTeed Corp.'s Vinyl Siding division.

Divided into two parts, the two and a half hour seminar begins with product knowledge and how to capitalize on selling quality products. A video presentation shows how other dealers approach marketing during tough selling times.

Information about the seminar is available from I -800-233-8990.

Sidinq Nails-

. No Staining

o No Streaking

Highest qualily nails for c€dar, redwood and olher fine wood malerials.

. Slender shank and blunt diamond point

. Diamond pattern head blends with wood texture o Small head diameter permits face nailing and blind nailing r Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade' 304 nickel/chromium

alloy.

SWANEZE

ttllood Screws IFn.IE \vra<ttr

-l --r -

-t--to Self-counter sinking bugle and trim heads

. Square drive recess eliminates driver bit cam-out o Sharp point for quick penetration with minimal pressure o Self-tapping coarse threads . Coated with non-stick, dry lubricating film . Solid nickel/ chrome stainless steel for superior corrosion resistance r 6 lengths: l" through 3"

For additional data and dealer information:

TEXAS REt|W000 dealers receivinq Million Foot Club awards from Simpson Timber Co.: ltl Tony Hare, Ray Morgan, Joel Hamel, Simpson sales rep., Lee Boy Jordan, Steve Day. Tony Delfatti, Joe McGraw, Lee Roy Jordan Fedwood Lumber Co., Dallas. l2l tlton Noack, Jim Tinole, Lee Roy Jordan, Lee Roy Jordan Redwood Lumber Co.. Austin. (31 Wes Webb, Furman Lumber, Inc, H0uston, David Rrunz. Furman. ['allas.

Armstrong Introduces D-i-y Tile Products

Many of the problems home centers have with displaying ceramic tile and slocking it in an attractive. orderly fashion are solved with merchandisers designed to debut Armstrong World lndustries' new tile products for do-it-yourselfers.

A full line of residential ceramic tile including floor liles comes in solid and textured colors as wellas the

look ol'granite and marble. Matte, semigloss and high gloss finishes in neutral and accent colors combine with smooth. undulated and textured surfaces, rounded and straight edges. l)ecorated tiles and accessories complete the line.

To encourage d-i-y sales, Armstrong offers u guarantee that if the do-it-yourselfer is not conrpletely

satislied with his installation. the company will provide free rcplacenrent tiles. l'his is similar to the guarantec which has been successful in marketing their floor covering products.

l)etailed instruction shects aim to make the job satisfying lor d-i-yers. A color code system used on the tile cartons. adhesives. mortar and grouts helps in selecting the proper installation products.

In addition, n rmstrong has developed a comprehensive merchandising systcnr lor the do-it-yourself market. A display which adaPts to cither ll-frante witrehouse racks or gondolas prcsents the entire line to the shoppcr and storcs the stock. To encourag,e scll' service, cach product is presented with a room scene photograph in color. completc product fealurcs lnd benefits and mounted lull sizc srtmples of'available colors.

Shelves locatcd behind the panels. which open like doors, can hold the SKUs necessary for at least two sales. Information on required tools. installation products, trim pieces. an estimating chart and free installation brochures comprise a complete point of purchase display. All cartons and containers have a I lP(' code.

The l9 patterns lbr home centers were introduccd to stores in the midAtlantic states last ntonth and will be available nationwidc bv the end of the year.

Cross Merchandising Sells

More, Makes Shopping Fun

With consumers continuing to exhibit caution, retailers need to go the extra mile to drive sales.

"Today more than ever, cross merchandising products can provide the tonic many retailers need to rejuvenate lackluster bottom lines," said John M. Kawula, Point of Purchase Advertising Institute.

Seuerul fuys rcanmulatlon of bondlng normally requlra o spa'lol ffip to the bndffll.

Employea lntc the danga and work to tronsler to dumpster or truck. A Jant mlnutes when unpocklng unlts, results in thls @mryt, aslly stord uoluoble rcttp, olrdy stord ln o steel drum tor dtspoul and sle. Tha "Btnd-Adc"-Ee4t to Bll'y-Cor.tly to bc vlthotr't.

He noted that many retailers utilize cross merchandising to a limited extent, mostly in basic store layout. For instance, paint and turpentine can usually be found in close proximity in a home improvement center. However, "the potential for effective cross merchandising is Iimitless when retailers bring displays onto the selling floor."

P0ltfi 0t PURCHASE merchandising system for Armstrong's new d-i-y tile line f its on eilher an H-frame warehouse rack or a gondola.

In Loao Than 2O Dltnutea The ..BAND.ADE"

SAVER

T HOUGH a hardwood botanI ically, basswood is baby soft in texture, even more so than many of the commercial pines and other true softwoods.

Because of its extra soft texture plus its lack of warping tendencies and lightness in weight and color, basswood is a favorite with pattern makers. It has the added advantage over some pines and other competing softwoods in that it contains no resin, so it never becomes sticky in handling.

Most of the basswood cut in the United States comes from the species Tilia americana,but there are 16 other closely related species of basswood which also contribute to

Story at a Glance

Hardwood softie is smooth,lightueight and lQht colorcd often substituted in traditional softwood applications weak but it works well.

Basswood= a soft hardwood

Trees grow rapidly, occasionally reaching diameters of 4 feet and heights of 130 feet. Trademarks include large heart-shaped leaves, blossoms containing a very sweet smelling nectar from which bees make choice honey, and hardshelled seeds which appear in clusters of about five or six. suspended on a thin-branched stem.

stained and polished without difliculty.

The timber is not durable. Logs are liable to attack by the longhorn beetle and the sapwood by the common furniture beetle. The wood is permeable for preservation treatment.

the supply. It grows along the east coast of Canada and in every state east of the Rocky Mountains, with more than half the total yield coming from the Great Lakes states. It thrives in rich, well drained soil such as is found along the banks of rivers and streams.

It is also known as American whitewood, lime tree. American linden, whitewood and, in the United Kingdom, American lime.

Wood is creamy white to pale pinkish-brown, straight grained and often streaked with short "pencil lines" of dark brown. lts fine, even texture results from the tree's uniform growth and lack of contrast between early and latewood zones. Basswood weighs only 26 lbs. per cubic foot at 120/o moisture content, similar to southern willow.

The wood is weak, with very low strength properties and a poor steam bending classification. lt does dry rather quickly with little distortion or degrade and minimal movement in service.

Basswood works very easily with both hand and power tools. It nails, screws and glues nicely and can be

Its long list of uses is mostly comprised of those which demand a light, soft wood. Included are drawing boards, picture frames, moulding, honeycomb frames, beehives, venetian blinds, trunks and luggage, constructional veneer and plywood, core stock in veneer panels, hand carving, turnery, piano keys, louvers, mallet heads, match splints, wood wool, cooperage, high class joinery, toys, chip baskets, small laminated articles, boxes, crates, and laundry and dairy appliances. Since it is odorless, it's also used for food containers and pulpwood in certain specialized branches of the paper industry.

Basswood lumber is available in all regular lengths, thicknesses and grades.

NEWLITERATURE

Door & Wlndow Forecast

The American Architectural Manufacturers Associalion's annual "lndustry Statistical Review & ljorecast" with window and door projections through 1993 is $50 lrom AAMA, 1540 l:. l)undee Rd.. Ste. ll0. l'alatine. ll. 60067.

Louvered Doors

A 54-p. catalog oflouvcred and raised panel door products is free from Louvers & I)oors. lnc.. (800) 525-8451.

Spa Controlg

Inetalllng Mouldlng

Pocket-sized "l)-i-y Moulding lnstallation Instructions" is free to G-P stocking retailers from (ieorgia-Pacific, 133 Peachtree St. Nl:, Atlanta, (ia. 30303.

Hardwood Moulding Patterns

A 20-p. "llardwood Moulding l)attcrns" calalog is $2.50 from 'v!'ood Moulding & Millwork l)roduccrs Association, llox 25278, Portland. Or. 97225.

Get A Handle On lt

A l0-min. video on how to install locksets. deadlocks and handlesets is available lrom Kwikset. 516 t:. Santa Ana St.. Anaheim. Ca. 92806.

Doors Of The Southwest

Brochures on unique southwestern style doors and door hardware are lree from Southwest l)oor Co., 219 N. 3rd Ave.. Ste. 108. Tucson. Az. 85705.

Get Out The Stains

"Guide to Paint & Varnish Removal" is free lrom Savogran, (800) 225-9872.

The Virginians

The l99l-1992 Lumber Manufacturers' Association of Virginia, lnc. membership directory and buyer's guide is available from P.O. llox U. Sandston. Va. 2l I 50.

Millwork Surveys

"1991 Employee Wage & Fringe llenefit Survey" and "Moulding Mill Job (Occupation) Descriptions" are $3.50 ea. lrom Wood Moulding & Millwork Producers Association. Box 25278. Portland. Or.97225.

Swimming pool and spa controls brochure is free from Intermatic, Intermatic Plaza, Spring Grove, ll. 60081.

Elegance ln Windows

An l8-p. catalog of windows, including double hung, picture, casement, round top, half-round, quarter-round, elliptical, round, oval and octagonal

FOR PROMPT SERVICE

on all New Literature storles write directly to the name and address shown in each item. Please mentlon that you saw it in Bulldtng Producb Digest, Many thanks!

Window & Door Directory

The l99l National Wood Window & [)oor Association membership and products directory is available lrom NWWDA, 1400 F.. Touhy Ave., Ste. (i54, Des Plaines, ll. 60018.

Painting Tips

Paint Yotrr Housa Lika o Pro, a 192-p. softcover, is $1,1.95 lrom Globe Pequot Press, llox Q, Chester, Ct.06412.

Fancy Lamps

A 40-p. decorative lighting catalog is $l lrom Meyda Tiffany, (800) 222-4009.

Pictured Windows

units plus patio doors, casing and grilles, is available from Heritage Windows, Box 1219, Monroe, N.C. 28lll, (704) 2837 459.

Garage Door Gazette

A 20-p. catalog of installed wood, steel and fiberglass residential garage doors is free from Frantz Building Products, [Jox 497, Sterling, ll. 61081.

Don't Knock lt

A 32-p. catalog of fine crafted doors is lree from Morgan, (800) 766-1992.

"An American Album," a full color 32-p. wood window and patio door picturebook, is $l from Caradco, Box 920. Rantoul. ll. 61866.

Advertising

Twenty-five (25) words lor $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; 96. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable ro Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is rhe 20th ofthe month. PAYMENT MUST ACCOMPANY COPY unless you have established credir with us.

WANTBD TO BUY

All types of building materials, hardware, closeouts, overruns, irregulars and buy backs.

CALL COLLECT:

Spencer Parker or Bubbo Morgan

2nds in Building Materials, Inc.

Phone: 615-E9-t203

Fax: 615-t99-4429

FOR SAl.ll: t jT'lLlTY RO01 SlllN(;Lt:S. lrastern and Midwest states. li.O.l]. plant $5.(X) sq. (iolor selection. S&S Sales. ( ontilct Rov. (9t9) 276-(X)26.

FOR SALE

Hard to find items, long lengths, custom timbers, special patterns. Clear cedar to 4x12, clear & clear hrt. redwood to 4xl2 and 6x8, C & Btr Doug fir to 4x12. Call Product Sales Co. (714) 998-8680. Please see our ad on page 4.

"THE MILLWORK NETWORK"nT

It's all about PDOPLEthe rigfrt pereon, in the riglrt position, at the right time. Use ou 4oyeus in the millwork indust5r to network foryou. We provide mnlidential prcfesional semh md placement wnles for individuals and ompanies nationwide.

Don Hall & Associates

617 Catalina I)r.. Waco. T\ 26772 1-aOO-999-(X2O (24 hr.)

LEGEND has it during Mark Twain's young years as a newspaper editor, he received a letter from a subscriber who had found a spider in his paper. The superstitious reader asked if it was an omen. Twain replied: "Finding a spider in your paper is neither good luck nor bad. The spider was merely looking over our paper to see which merchant was not advertising so that he could go to that store, spin his web across the door and lead a life of undisturbed peace ever afterward."

Peter Roskam, Executive Director, EAL

Let EAL turn your obsolete inventory into scholarships for needy kids.

Every year deserving kids miss the opportunity to attend college because they lack the necessary lunds. EAL helps these kids by bartering donated excess corporate inventory and services for tuition credits with cooperating colleges and universities. The result is a three-way win: the kids receive a college education, the schools enroll more students, and corporations invest in a qualified future workforce, generate great PR and possibly gain tax advantages.

It you have excess inventory or services to donate we'll put it to work for deserving students, collegesand yourcompany. Gatl EAL et l7o8l 5gGooto.

New Design Values In Effect

New empirical design values for southern pine lumber, the result of the North American In-Crade Testing Program, become effective Aug. t5.

The program, which began in 1977. involved the Southern Pine Inspection Bureau (SPIB). the west Coast Lumber Inspection lJureau, the Western Wood Products Association and Canadian agencies working in close cooperation with the U.S. Forest Products Laboratory in Madison. Wi. More than 70.000 full size, in-grade pieces were tested to the breaking point, including some I 8,000 pieces of southern pine. (See Bttildins Products Digast, Jan. 199 | , p. r9)

The test results varied from species to species, but validated most of the southern pine visual design values in use. Adjustments on these values willaffect only a limited number of end up applications. llasically,

Dorlgn Yrlur Comprrlronr

all southern pine lumber moisture designations will now have identical design values but each size of dimension lumber will now have a different design value and there will be three density classifications instead of two.

New design values for bending and tension parallel to grain will go up for narrows and higher grades and down for wides and lower gradesi compression parallel to grain values will increase significantly and modulus of elasticity (MOE) valu€s will remain unchanged or go down slightly.

SPll] has published the new design values in Supplement No. l9 to the grading rules for southern pine. In September they will publish complete southern pine grading rules incorporating the supplement and final changes such as compression parallel to grain fior southern pine MSR lumber which will be considered by the American Lumber Standards Committee Board of Review this month. The National Forest Products Association will publish the l99l National Design Specification for Wood Construction reflecting all design value changes for U.S. and Canadian dimension lumber in September.

The Southern Pine Marketing Council has begun distribution of a four page booklet explaining the changes and a two page sheet of revised values for southern pine dimension lumber. Design values for western species will be included in the l99l Western Lumber Grading Rules book being published this month. Industry associations will cooperate to conduct a series of seminars for building professionals.

Floor Jolrt Spen Gonpedronr

il0.2 E0ulhrn nna fDlt 2rl0t 10"0.c. l0 9rl O rsl old l8'-0' l0'.5' nd l0'.0' l0'.1' It chinCo 0 -zlt

Noh thrr both tho old rnd tlrc new Soutlern Pine eprn lcngthr for tle 80 pcf llve load crto sne e'xectly tlte mme. The mw f,p.n lengtl for the 40 psf livc load cer ie only two percont lower than lpforc, ud lr not rigniftcrnt from a prec' tical rtrndpoint. Ar rhown carllcr in thc dceign volue comparironr, e No.2 2rl0 erpericnccd a l3S decrtere in bending rtrengtl, but kept tlrc reme vrlue for modulue of elerticity.

t10.3 Southrn Pln! fDl0 2r12t 10"0.c. t0 9rl l0 prl old t 7'.10' 1640' ncw 16'-2' 14'-6" It chen0c - 9't - Itt

Thir No.3 2xl2 example reprclent! one of the mort drgmatic decrem in a constnrction ap pliotion uring the new Soutlrern Pino deaign value. Trur Span

Comparltonr

2r4 llo.l XDl5

Soulhrrn Plnr

4/12 Slop.

25110110 prf Lo.drno

21" o.c.,1151( Lord Duntlon

0ld na{Y % chanoc

31',-8', 3r,-3" - llt

Note that the maximum truss span for this particular Soutlrern Pine example dcreaser slightly.

'This 1.6 crartolc wea oxcoadod irm lar gxtmolo lruss span cqrpsris Irbb6 p|.6llshod in Wdwdds, lhc ffilellor ol lhs Wood lru$ C4rcil ol &rr.ica. Tho cqtdoto $l ol cdnp.riod lablss lrchrdss a varioly ol lru$ lypcE. hrmber speci€s. lo6d drrralbns and ffignlor rp.cino3. Over.ll. lhe Southgrn Plre lru$ spaG ch..tgod rolalhlly lilll€ (wilhin 15 l lor tho kadilinl 2,1'ffienle. lrus8 spacirlg. wkler, 96'mootor lru$ sp.cings wre irpacledbydocr66ssol up to 2o%, Firo.it &€ lo lh€ ffi d66ion eq@lioos.

French Shows Have A Lot To Offer

Building products retailers who dismiss foreign trade shows as mundane with no application to their business in the U.S. are missing an op- portunity to explore new thinking and innovative products.

The do-it-yourself movement is not limited to America. As technology shrinks the world, people in all countries tend to experience similar trends. For example, France reports renovation gaining an increasing share of the market with a rapidly expanding d-i-y sector, certainly a parallel to the U.S.

Any provincialism on the part of your customers in their acceptance of foreign products for their homes has faded or is fading rapidly. Witness the popularity of the European style kitchen cabinets, appliances and faucets. Perhaps the influx of foreign cars has had an influence, but most Americans associate high fashion and reliabitity with products from Europe.

In many ways merchandising in the European home centers and the

abundance of innovative d-i-y products surpass this country. Home automation, or "la domotique," as the French call it, embraces new ma-

For Your Calendar

Quojem - Sept. 22-25,1991

Batimat - Nov. 12-19, 1991

Expobois - March 1992

All these shows are world class exhibitions held in Paris, France. Quojem deals with d-i-y products and distribution. Batimat covers building and building products and systems. Expobois concentrates on wood, wood products and applications.

terials and new uses of spatial dimensions and using new technologies to enhance the comfort and convenience of those living in the house.

Make your ad work harder-use reprints of your ad or articles from Building Products Digest as part of your company's marketing program.

The low cost promotion pieces can be used as direct mail sales tools, trade show handouts, leave behind pieces, product announcements, for staff education, etc.

Cafl for quotes: (714) 852-1990. Buildino ^Produc:ts

Automatic programing of lights, blinds, appliances, watering and security are augmented with a system that monitors the cost of utilities, allowing them to be programed to a particular cost level, contacts with the outside such as armchair shopping and an ability to book and purchase tickets for concerts, plays and sporting events from home. The concept is perhaps ahead of our Smart House.

New materials and changes in traditional materials are an important part of an overseas trade show. For example, considerable progress has been made in synthetic materials for piping, kitchen and bathroom fif tings, joinery and such. Composite materials and fiber reinforced materials also have attracted the attention of builders in Europe.

Building products shows, whether they are held in Spain, England, Scandinavia or France, attract a large and international audience. Batimat, which is held in Paris every two years, grows each year with 607,905 visitors registered at the last event. Attendees came from the Continent. Central and South America, the Orient and North America.

ARE YOU CUTTING OFF PROFITS?

NOW - YOU DON'T HAVE TO BUY INDENTED WOOD. SPECIFY THE HENRICH GREEN RUBBER BAND. CREATED SPECIFICALLY FOR THE NEEDS OF THE MOULDING INDUSTRY.

WE HAVE AUTOMATIC EQUIPMENT FOR REBUNDLING.

Obituaries

0.8. "Teddy" Fowler, co-owner. secretary and treasurer of l;owlerTurner Lumber Co., Madisonville. Ky., died June 24, 199l. in Madisonville.

Born in Elk Point. S.l).. she helped found the company in 1954 with her husband and Robert F. Turner Jr., whom they later bought out.

Mrs. Fowler is survived by her widower, Burl, one daughter. two sons and seven grandchildren.

and 24 prospectivc ntenrbers and enrolled lour new ntentbers wilh l0 potcnlial new ntcntbers.

0khhomr YounS l,umbermen held their first annual sunlnler olyntpics at Ronran Nose Resort Park. l:vents for the entire fanrily plus a fanrily cookout wcre offered participants at the July l920 event.

Mid-America l,umbermens Associstion will conduct a West Coast ntill tour Sept. 22-27.

billion pounds in 1995 ... North American Wholesale Lumber Associalion members had 1990 sales of $10.43 billion, a l.loh increase over 1989...

Southem Asoclatbn ilewr ((bntinued./'rom page I 9)

rialmcn nnd subc<lntract<lrs. Without thcir prcscnce. thcrc would bc no lien laws. hc said.

lllt-22.1 supportcd by IIMMA passed cffective July l. 1991. Now when a lien is filcd. il copy must be sent to cither the owncr or conlrnctor. lll]-528 provides as ol July l, 1991, rcntal companies will have lien rights: ns ol'Jan. l, 1992, licn waivcrs in ndvance o[ furnishing materials will be prohibited: only interim waiver and final lie n waiver can be used; lenders may not coercc suppliers and subcontractors into signing waivers that give up luture rightst lien waivers become effective contingent upon lien claimant recciving payment.

IIMMA will conduct a semintr in thc fall to tull)'cxplain the lien law changes.

Kentucky l,umber & lfuilding Material Dealers Association reports selling $43,000 worth of merchandise at its first annual auction in Louisville.

lJecause of the sale's success, lhey plan to repeat it in the spring of 1992. lloland-Maloney, Wimsatt llrothers, Lumbermen's Wholesale, Ohio Valley I)istributing and Adams Wholesale were among the companies participating in the June I event.

M ississippi Building M aterial Dealers Association executive director Willianr Lee Russell reports that business is looking great and that he has found a positive outlook and attitude anrong the dealers he has visited. "l ant convinced that with a good positive attitude, a better econonry and a break in the weather, all of us can and will have a fantastic last six ntonths this year," he says.

At the tinle of this report, Russell had visited 78 firnrs, 54 current nrenrbers

Visits to Weyerhaeuser's (ireen Mountain location, llanel Luntber Co., Ochoco Luntber Co. and I)AW l'-orest Products Co. are planned. In addition, participants will visit Mount St. Helen's to observe the progress of the I 8 ntillion lrees planted since the eruption. Other stops: Bonneville l)ant, a fish hatchery and Tinrberline Lodge on Mount l{ood, Portland, Or. lnfornration is available front Nancy Nolf at 800-747-6529.

Bosses' Salaries Mostly Up

Annual pay for some of the top U.S. forest products companies' chief executives climbed 6.70lo last year, though there were pay cuts as well as raises at the lumber-related giants, according to the Wall Street Journal.

Pay (including salary, bonus and long-term compensation) in 1990: John B. Fery, Boise Cascade, $693,000 (down 320lo from 1989); Andrew C. Sigler, Champion International, $1.24 million (+loln); T. Marshall Hahn Jr., Georgia-Pacific, $1.5 million Gl2o/o); John A. Ceorges, International Paper, $2.03 million (*l0o/o); Harry A. Merlo, Louisiana-Pacific, $2.06 million (*l3olo); Roger W. Stone, Stone Container, $1.36 million (n.a.); John A. Luke, Westvaco, $983,000 (*40/o); George H. Weyerhaeuser, Weyerhaeuser, $1.105 million (*40/o)l William Swindells, willamette Industries. $554.200 (*70/d.

News Briefs

(Continued from Page 16)

Kitchen Cabinet ManuJ'acturers Association members' sales have decreased I I .80/o this year

. demand for plastics in construction markets is projected to increase 3.60lo annuallv to 14.5

Contributions: Lowcis, Boone, N.C., $5,000 to the Watauga Hospital Foundatiotr regional cancer center: tJ4 Lumber, Falnlouth, Va., and Lowc"s, l'redericksburg, Vo., rebar and ties for Ferry Farm, (ieorge Washington's boyhood honre. , Country Living's June issue featured an 1870 saltbox home in Fredericksburg, Va., with a southern pine shake roof. the work of the Southern Pine Markclitrl4 Council and Superior Shakes ol'Texas. .

Hardwood .llooring shipnrents for residential use junrped from 69.91 bf per housing start in 1985 to 172.04 in 1990, not including plank or parquet flooring.

ly'li Chances are, we're in your own backyard!,r"'fir".r

In fact, we're right down the road, too.

So when you need fast, etficient service for your litt trucks... or need to expand with new equipment...

Call the people who know them best:

We'll see to it that productivity is stacked in vour favor.

More for less than you think. STEWART & STEVENSON

Northern Texas 214-631-8218

Southern Texas 713-671-6300

DEEP SOUTH EQUIPMENT WRENN HANDLING BRUNGART

Mississippi. 601-939-9655

Southern Louisiana

.. 504-254-2700

Northern Louisiana

.. 3t8-226-1640

Georgia .404-987-7666

East Tennessee & North Carolina. 704-588-1300 South Carolina. 803-796-7300

EQUIPMENT

Alabama. 205-951-1302

Florida 813-623-6700

BGM EQUIPMENT SALES

Kentucky. 502-774-4471

PHILLIPS MACHINERY

Oklahoma. 918-836-8851

We want to thank all of our good friends for their support, and invite you to give us a call the next time you need a quote on pine mouldings.

Dwight Brewer David Christopher

Theresa Graham

Larry Christopher