Building Products Digest - August 1992

CUST S.

\Mn"n it comes to sizing up door frames, nobody fits the job like BMS. If you can spec it, BMS can deliver it. And that's a promise you can hang your door on. In just 14 years, BMS has built a reputation for producing top quality frames at rock bottom prices. It's a reputation that hinges on quality frames, fast

delivery fair prices, and perhaps the most important elementcustomer Service. That means from fast turnaround to split shipments, your frames are just a phone call away. No matter how you look at it, that's an open and shut case of getting your money's worth. Give BMS a call and see for yourself.

9 R&R'c fouorite outloh

Vinyl takes window sales lead

7O Cla'lse rct poyc diuidendc Upscale selling tips frorn a pro

12 Southern pine tahee oaer SYP millwork wins high praise

74 Cuatomert wont the faate Energy standards important

20 Woya to best wrap up a eole Untapped potential for insulatian

22 Your beet euetorners moy be erying for help Win their deuotion with solutions and suggestions for success

23 Wm. Comcron & Co. rnoael officee to Dolloe Company also acquires Thunderbird Steel as a new diuision

37 CBS folde, Servietar rnovel into their offiees

Buying group besieged by financial troubles & member Loss

38 Hogon to take early retiremcnt from G-P Way is cleared for Correll to succeed Hahn as chairmnn & ceo

markdr In l3 Souihcrn rtater

PUIUSIEn David Cutler tlllT|lR Juanila Lovrel lSS(lCltIt E0|T0n David Koenig C0tIilEUTltG t0|T0ns Dwight Curran, Gage McKinney, Ken Thim, Wally Lynch l8T IIIRECI0R Martha Emery SItff InIISI Ginger Johnson Cllouull0ll Tracy Slorling

Wrn I$uows How [,ouc Tlmsn Wnnows Wll GOWnUlr pAnrrNG.

Tlrc fi,rstlhrcDiaidcdlites that are truly mnintenanrce ftee,

Sooner or later, our new aluminum clad Tlue Divided Lites mav need a little touch up. So it's a good idea to check them now and then. Say, every 50 years or so.

Teton windows come very highly rated by most builders too. They come in nice, even 6" increments. So bidding, framing, installation and replacement is a cinch.

wod

The best Polychron@ finish mrght last ten years or better.

Durablc alvminumcop rwuthcetcnentt' Except ifyou nick or chip it. Then you've got a problem. But aluminum clad TDLIs from Norco are built to withstand a lifetime of bone chilling blizzards. Howling winds. Blistering heat. And driving rains.

In fact, the worse it gets, the better they look. Because all Tetnn windows have earned a 60 rating for enerry efficiency.

And thanls to our unique one-piece frame and stops, there aren't any nail or stapleholes t0 fill. Which makes it easy to paint or stain interior surfaces.

So if you've weathered your share of complaints about windows that alwavs need attention. call us in Charlotte at (704)357-3782 to discuss representing the Teton series. 0r see us at the Florida Lumberman's Show, September %tluoughtl at booth 5251626.

Let's rightsize when we downsize

I N THE LAST decade the trend to downsizing in I American automobiles began. In this recessionary decade downsizing has spread to include companies.

Some car companies overdid it, downsizing to the point where headroom, leg space and trunk capacity were too small. The same situation is now happening at some companies.

What every organization needs to realize is that there's an optimum size we'll call rightsize. Not too big or too small. It's that size that results in maximum operating efficiencies and profits. There's no magic formula to achieve this delicate balance. Every company must evaluate its needs for today and the future. Growth and expansion for its own sake have often been pursued in the American business comrnunity. Spectacular corporaie fail-

ures have occurred because of it while others survived and prospered only because they did grow. Downsizing for some firms allowed them to spin off unprofitable and/or distracthg operations so they could focus all their energies on what has come to be known as the core business.

It is very tempting for the managers to feel that in bad or so-so times personnel reduction is the answer. It is an answer, but it may be the wrong answer if the people needed to take care of the customers and do the necessary work are fired and the job is not accomplished. This balance can be difficult indeed to achieve.

The path to rightsize is often clouded with uncertainties, unknowns and other obstacles impossible to forecast. Yet seizing that goal may make the difference between corporate life and death.

DAVID CUTLER publlsher

We DeliverAs Prornised

'Wt.n

you need your products shipped accurately and on time, you can trust New South, Inc. With a fleet of over 30 trucks, New South Express, Inc. assures that your products will arrive on schedule and in excellent condition. That's why we don't make promises we can't deliver, we deliver as promised.

Owning our ourn transportation company, enables us to service you more efficiently. With New South Express, Inc., you'll always find courteous and helpfrrl drivers willing to go that extra mile for you. As an added benefit, whenever the market allows, you can also use our trucks for your backhauling needs.

Working to provide excellence in product delivery is just one way New South, Inc. provides the building materials for a strong relationship with you.

Call Us TOLL FREE r-800-3468675

(803) 347-42s/r

FA)k (so3) 347-4214

Whikt most p;tt o doors :,tart oLrt ;rs;r stack of [rmbt:r arrd parts, th s one bcgrn lvtlh ;t cle,tn shect o1 papur [3cc;rusr: our go,rl w;rsn'l to rnercly makc a beftcr p;itio door, bLrt to mltkc thc vt:ry best lntrodttc ng the lVarvrn S rd ng Frenr;h Door

With rts 16'wrde vrew and cuslom designed solid brass handles thc Marvrn SlrdinllFrcnch Door sbuiltlikeapiect:of frneturniture Butmakcnomistake.thisbeautyisalsoabeasl JLrstaskthetestng enginee rs who were so rmpressed they pronounced rt worthy of Grade 60 Heavy Commercial status Desigln Beauty Performance. ln every respect the Marvin SlidLng French Door is the trnest door of rts kind made toda5r In fact for those uncompromising customers who demand the best nothing e se even comes closc

For more infrtrmation or a catalog featuring thc ent re line of Marvin Windows

BO0 2b3 6151

Vinyl Ytfindow Market Strong

''' Vinyl wlndow use has increased substantially and Norco Windows salos manger Marv Askey has no doubt this kend will continue.

'Residential sales of vinyl windows, includitrg new eorrstruction and remodeling/replacement, totaled only 3.5 millionunits in 1985less than 10% of the matket," he says. ' 'But by the end of 1991, sales of vinyl windows had more than doubled to 7.4 million units, representing more than 22% of the residential market."

Yinyl winitow sales,generaied by remodeling and replacement, leaped 85% from 3.3 million units in 1985 to 6.1 million in 1991. 'Sales increased laqely at tle expense of aluminum; which decieased from 16.7 million units in 1985 to 9;7 million in 1991,'he says. *However, vinyl windows have begun to take market share from aluminum in the new construction segment, as well."

Askey attributes the rishg popularity ofthese products to durability, affordable price and energy efficieacy. 'Aluminum makes a great ' soda pop can but a terible window," he says. "Vinyl, on the otlter hand, makes great windows that will , weather,nearly fotevel, with virtually nomaintenance. Inaddition they ' aremoderatelypriced and extremely energy efficient."

Vinyl window sales to hit { 1,5 million

f,f

INYL window acceptance is grow- U ing rapidly among builders and remodelers as well as homeowners. The combination of appearance, energy efficiency, economy andlowmainienance appeals to both new home buyers and those remodeling or updating an older home. Sales for 1993 are predicted to top I1.5 millionunits.

With a history of success in Europe, vinyl windows were introduced in the U.S. in the late 196(h. Frames are fabricated from polyvinylchloride in all popular styles and glazrng options including low emissivity. (see related story p. 14)

Retailers find shoppers often confuse vinyl windows with painted wood windows since they come in several colors and appear to be freslrly painted. However, a sales person can assure his customers that vinyl windows never have to be painted. Cleaning with a damp cloth or mild detergent is all that is needed to restore the fresh paint look. Other advantages to be pointed out include lack of swelling or shrinking under extreme moisture conditions, no

WINDOW SATES t98t-1993.

Storyat a Glance

Vinyl window sales keep growing... benefits a retailer can sell .. ways to guarantee quality of products offered.

rusting, pitting or conoding, even in salt air, and selflubricating properties that ensure smooth opening and closing. Condensation is virtually eliminated. Heat loss through window members is greatly reduced by the natural insulating quality of vinyl.

Aretailercan give his customers the very best by stocking vinyl windows with an SPI certification label. This assures the product has been tested by an independent laboratory and complies with all the provisions of the American Society forTesting and Materials Standard D4099. SPI, or The Society of the Plastics Industry, Inc., is the parent associationof the Vinyl Window and Door Institute.

Languag mouldin

l|l

I.ASSIC, upscale, distirrctive, pa- lV latial: Tlrese are the words btrilders and renrodelers use to clescribe the Irouses today's clients want. Elegant rnoulding, cabitrets, doors, colutnns, lnantels and staircases provide the desired anrbialrce.

To be successful in selling upscale enhancemetrts, a persolt nrust have an appearance, attitude and vocabulary as upscale as the product he is rnarketing. Cornmodity type products are sold on the aspect of price with little additional inforrnation required. However, more details, features and benefits must be presented when sophisticated products are beins sold.

Story at a Glance

Comforting, pleasing language can reduce customer apprehension -. buying decisions need more than price ... how you say it can be as important as what you say.

Upscale sell ing requires confidence in the product and service being sold. In addition, the salesperson must have the patience, product knowledge, training, sales tools and aids and practice to make a proper presentation.

Compared to price selling, upscale selling demands more attention to details. Heeding the culture and value system of the prospect, what he says and doesn't say, his body language and his degree of involvement and interest improves presentation effectiveness and results in more profitable sales.

UPSCALE selling melhods are needed for elegant moulding, ceiling medallions, wood windows and floors.

at sells upscale millwork

By Laddie F. Hutar President Hutar Growth Management Institute

Upscale products must be presented as affordable since their tangible and intangible features and benefits will bring the prospect the uniqueness, pride, admiration, quality and satisfaction of having the best. The salesperson's mental attitude must respond and adjust to the ebb and flow ofthe selling process, always being sensitive to the prospect's concerns and apprehensions. Because cheaper products are readily available and heavily advertised, the prospect needs to be reinforced in thisjustification for buying an upscale product.

Upscale selling requires a unique mindset. More professional selling techniques and more enthusiasm are required. For creative, effective selling, it is necessary to determine the type of prospect you are dealing with and then appeal to and satisfy his prime interests, needs and wants.

The sales person who has control over his use of language will have control of the sale without intimidating the prospect or appeat'ing to come on too strong. The skill of selecting proper words and phrases to connote positive, helpful and beneficial aspects of the product or setvice must be developed with diligent practice. The person who learns the language of upscale selling has a definite advantage over his untrained competitor who can only mumble vague benefits of upscale products.

Price objections, although a stumbling block for a sale, are not insurmountable. They are often raised for factors not related to cost, such as fear of making a decision, a feeling of insecurity or a need for reassurance that the purchase fills a justified need. Comforting, pleasing, positive language can reduce any apprehension a prospect may be experiencing, helping him to draw his own conclusions and make a positive buying decision.

Words That Sell

Lasting Value

Premium line

Rich tradition

Subtle compliment

Architectural importance

Handcrafted quality

Long lasting beauty

Quality conscious

Elegant option

Affordable quality

Custom made

Commitment to quality

Unique design

Exclusive design

Lifetime warranty

You'll profit

Functional elegance

Classic beauty

Incredible ruggedness

Life long practicality

Graceful curves

Aesthetically pleasing

Desirable luxury

Warmth, charm, prestige

Distinctive appeal

Dependable, stylish

Our society is not conducive to proper use of language. Schools focus on subjects other than language. Street language dominates the tv. Popular songs stress noise and repetition. Newspapers appealing to the general population, such as USz{ Todny, capitalize on brevity. General conversation is wrought with filler phrases such as "ya know." A salesperson will gain a specialized vocabulary only by study and application. It's not easy, but a precise, upscale vocabulary will pay off in the sale of upscale products such as fine moulding and millwork.

Southern pine millwork gains market share

Ir IMES are changing in the millwork I market. Retailers who formerly rclied on wesiem wood species and hardwood for most of their millwmk sales are tuming to southem pine.

Southem pine is no longer just the framing lumberthat is hidden orcovered up after the building is done. It is becoming morc visible h moulding, ceilingp, paneling, flooring and door jambs.

Hundreds of millworkshops, dishibutors, retailers and home centers now stock southem pine millwork and interior products. "We've had good luck with SYP exterior jambs for some time and now we're getting an excellent response to solid and finger-jointed interior jambu. We moved from white pine into southem pine and we're sold on it," explairs Pete Kohler, Ray Mart, Beaumont, Tx.

Other dealers, including Lafayette Woodwodcs, Batur Rouge, La.; Giles Builder Supply, Albany, Oa.; Mackey Lumber, Valdosta, Ga.; Cordelle Sash, Door and Lumber, Co,rdelle, Ga.; Lang Planing Mill, Bnurswiclq Ga.; Evans Supply, Dotlnn, Al., and Swift Supply, Ahnore, Fl., arc equally enthusiastic.

"Although redwood, cedar and fr dominated the market here for years, we pioneered southem yellow pine paneling and ceilings in this area. We found that builders not only like the appearance of the pine, but it costs about 50% less than other species," Milce McKenzie, Ro Mac Lumber, Tallahassee, Fl., points out.

Demand for millwork is booming. Building Trcnds Analysis Inc. reports that millwork sales will grow about 5% per year through 1998, with sales reaching $13 billion. The demand for more elegant in0eriors and the use of moulding asahighfashionaccentinnewhomcsand remodeling is fueling this expansion.

"There are three orforufactors driving the hend toward southem pine interiors," says Rldie Hunt, Northcutt Woodworks, Crockett, Tx. "Concem about the availability of ponderosa pine and other westem species, concem about the rising cost of white pine and tlre growing customer acceptance ofbothsolidandfinger-jointed southempine millwork Itfinishesas well on better than the wesiem species. We have been pleased wittr the response to the product.*

"Southem pine has become an excellent finish product and its potential in the millworkmarket is unlimited," Jim Darling, Merit Millwork, Houston, Tx., adds. Southem pine is being marketed as door and windowjambs, flooring, paneling, ceilings, cabinets, stepping, stair heads, patlem stoclq baseboards, soffits, moulding and other products as customers discover its advantages. "We're seeing a lot more interest in SYPbrickmoulds, closet rods, beaded ceilings and decorative him these days at the pre-hanger shops, moulding distributors and home centers," saysllankCrouse, Bunrs Monis Siewart, Inc., Nacogdoches, Tx.

"We're selling SYP flooring, panel-

FLOORING, ceilings, paneling, wainscoting and door iambs of southern oine are beino used in jambs pine being homes and commercial buildings throughoutthe south lo add special loxlure and ambiance to and

Story at a Glance

Retailers report good response to southern pine millwork... availability, performance, lower cost influence popularity... millwork demand to grow 5% peryear. ing, siding and beaded ceiling to more than 50 customers on a regular basis, pimarily because of its availability and pnce," Larry Korey, Wholesale Wood hoducts, Dothan, Al., reports.

Manufachrers outside the south are discovering the advantages of southem pine. Empire Millwork, Milwaukee, Wi., one of thebestknown millworkhouses in the Midwest, isbuilding about 90% of iS stair heads and risers from southem pine.

They sell mostly to new home builders who are positive about the competitive cost, shength, hardness and appearance of southem pine stair treads, stringers and risers.

Southem pine, whichcanbe stained in an oak color, comes in wider and longer sizes ttran oak and costs considerably less, Empire's John Anderson notes.

Homeowners, home builders and remodelers are not the only collsumers responding favorably to southem pine millwork. Many commercial buildings including restaurants are using it because it combines economy with a handsome appearance. Installers also have formd it an economical choice. David Dennie, Texas Plywood, Dallas, a doormanufacturer, pre-hanger and distributor, is using it as his primary door jamb material to protect customers from the "big price swings we've experienced in the white pine market."

Southern Pine Interior Millwork Trends

Interior sutfaces that were frequently hardwood in the past are now often southern pine. V-edge paneling, beaded ceiling and flooring manufactured from southern pine are gaining in popularity.

The growth of tough, shiny polyurethane finishes has caused southem pine to blossom as a finished floor material. Even in high traffic areas, pine floors retain the fresh, warm look that many homeowners prefer h place of conventional carpeting.

A custom home in Edisto Beach. S.C., is a showcase of interior southern pine. Builder Larry Smith used V-jointed T&G paneling pickle finished by having a white satin applied, rubbed off and sanded. The finish surface is a sealer followed with a coat of semi-luster polyurethane. Steps, kitchen cabinets and window and door trim also are southern pine.

builder uses lx6 V-groove southern pine on the ceilings in many of his homes. "It's an especially effective treatment on vaulted and cathedral ceilings. We also use it for wainscoting," Gary Howsey says.

Homeowners are enthusiastic about the grooved wood look overhead because it is light, cheerful and "seems to bring the rustic feel of the outdoors into the house." he adds.

Although the trend toward wood interiors is most popular in residential construction and remodeling, many cornmercial buildings are using wood as a durable, rich looking interior that combines economy with a handsome appearance.

The bar and main restaurant at Hooters Restaurant, Columbia, S.C., has lx8 V-groove southern pine paneling and lx6 flooring. Manager Chris Austin says the wood walls and floor give the interior a special character and appeal.

The same trend is popular in Architects originally specified Destin, Fl., where builder Curtis mahoganypanelingforthewainscotGwin observes that clients often see ing in a conference room at the new southern pine paneling in their library at Piedmont College, friends' houses and then specify it Demorest, Ga., but Union Camp when they build or remodel. Corp. offered to provide a special

Southern pine beaded ceilings gradeofclearheartsouthernpinefor which graced the parlors of many the walls. Salvaged from centuryVictorian homes are being rediscov- old buildings, the clear heart grade is ered. Georgia Pacific executive remanufactured into wall covering Henry Thomas specified southern by Coastal Millworks, Atlanta. pine beaded ceiling when he con- Retailerskeepingupwiththecurverted an l8 x 34 foot back porch rent trends are stocking the southern into a family room. pine interior products their builder

A Brunswick, Ga., custom home and remodeler customers want.

SOUTHERN pine mouldings are increasing market share. (middle photos) Weyerhaeuser Co. produc€s millwork in Mt. Pine, Ar. Southern pine paneling greets visitors to T. R. Miller Mill Hq,, Brewlon. Al.

How to keep up with window energy codes

I LTHOUGH options arc virtually fllimitless for windows with most choices "energy-friendly," wading through the definitions andjargon can be confirsing to a satesperson and keeping up with codes can seem impossible.

The best source for specific code information is your state's department of energy or energy commission, advises John Stephenson, marketing specialist at Milgard Windows. It is important to be on their mailing lists to stay abreast of the latest information. Codes affect your business because your customer expects you to know and sell what he needs.

Conducting energy seminars for builder and architect customers is a good way to merchandise your energy savvy. Invite existing and potential costumers to the store and walk them through the codes and other energy related information, Stephenson suggests.

Odell Crabb, floor sales manager at Buford White Lumber Co.'s head store in Shawnee, Ok., seconds this. Hissales staff works hard to keep up with energy efficiency.

With three locations, Buford White has over 25 graduates of Andersen's window training program. They keep an energy video running continuously in the window section and hand out informative window brochures. Each year consumer customers come to a fall window clinic and builder customers meet with window supplier reps for a winter seminar.

The store maintains an extensive display of windows (20 ft. x 20 ft.) to

Story at a Glance

encourage customers. Sales average 70% new construction and 30% remodeling.

Sales people need to stress the economy of upgrading windows. A variety of relatively inexpensive window upgrades meet the most stringent energy codes, Stephenson says. In many cases, upgrades can eliminate costly trade-offs. Whether customers are attempting to keep warmth in or sun glare, noise and cold out, you can help them, he adds.

Stephenson classifi es energy saving options by frame type and glazing, starting with appearance and energy performance of the three principal frame types.

Aluminum frames are sturdy without being thick and bulky. They allow maximum glazing area and are cost effective. Available in an array of shapes, styles and colors, today's aluminum windows can be quite energy efficient, he points out.

Vinyl windows are excellent energy performers, Stephenson maintains. Their substanti al appearance resembles freshly painted wood windows, yet they require little maintenance and never need painting.

Wood windows are energy efficient and popular among home owners, but all-wood surfaces exposed to weather tend to warp and crack, Stephenson cautions. Wood windows clad with aluminum or vinyl do not have this problem.

Energy performance options begin with dual glass windows, now fairly standard. Stephenson advises insulated glass units should measure 314" to l" overall, including air gap and two sheets of glass.

Low-E glass is often recommended to block ultraviolet (UV) and window heat loss. A special applied coating allows most light to pass through, while mostunwantedheatdoesn't. Low-emissivity coating lets in 95% as much sunlight as ordinary insulated glass, so the home appears bright, Stephenson points out. A majority of the ultraviolet that can fade rugs, fabrics and curtains is blocked. Most long-wave infrared

energy is blocked, keeping winter heat in and summer heat out.

Argon gas improves the thermal performance of insulating glass with a thermal conductivity 30% lower than that of atmospheric air. By combining Low-E glass with argon, thermal radiation through the glass and thermal conductivity are reduced, nearly doubling the performance of standard insulating p,lass. Argon is a cost effective way for customers to increase energy performance and meet energy codes, Stephenson says.

Tinted glass to combat solar heat gain is another option. Popular residential tints are bronze and gray. reflective tints are also popular. Stephenson adds the combination of tinted glass and Low-E should be suggesied to provide optimum performance against constant glaring sunlight.

Sales people need to know about Uvalues which measure a window's thermal performance and refer to the heat flow through the window. Better energy saving performance is provided by low U-values. When helping a customer compare manufacturers' U-values, be sure you're comparing apples with apples, Stephenson cautions. Some manufacturers promote "center of the glass" U-values, usually lowerthanthe average U-value for an entire window.

He also warns that wind and rain performance are "musts" for windows. Stock only windows that pass the AAMA 101 test procedures. They at minimum will withstand at least a 40 mph wind with an 8" per hour rain rate with no leakage.

If a customer needs to reduce outside noise, laminated glass is a good recommendation, althoughdual glazed windows have excellent sound deadening properties. Laminated glass also blocks 90% of the ultravioletradiation.

Knowing the basics will help your sales staff to better service window customers, but they also need to learn specific sales benefits for each window available or on display in the store.

Sources of code information waysto educate customers on the importance of energy elficiency...frame types and glazing including Low-E, argon and tinted glass.

l.P PRODUCTS ARE EUERYWHERE.

Even if you're already one of our many satisfied customers, you may not realize just how complete our product line is. Our innovative, affordable products are at work and out-performing their competitors all through the house, all through the indusfy, and all over the world. And that's the big pichre.

INNER€EAL'PRODUCTS

We've combined specially engineered wood forms with our revolutionary binder to create the best performing, rnost complete family of oriented strand board panels available.

1. Lap Siding - Stands up to the worst weather conditions without splitting, cracking, or warping, and can be top nailed for added beauty. Primed, cedar embossed overlakJ or smooth surface.

2 Panel Sidhrg - lts exceptional structural properties add shear strenqth and rioiditv to exterior walls. Primed and cedEr grain e?rb6ssed, standard 4 x 8 loot panels.

3 T&G Flooring - A sanded single layer floor Danel that has eamed the APA@ Sturd-l-Floor@ performance rated approval.

4. Sheathing - The workhorse of the construction industry it's available in APA rated sheathing or Struc-1g Thicknesses ranging from 3/8 through 3/4 inch.

5. Concrcte Form - Tough overlaid surface provrdes a uniform finish pour after pour. The surface is treated with a speciai releasing agent and the edges are sealed for greater drmensional stabilitu

6. Exterior Trim "nO Sont Fanels - Combines all the benelits of Inner-Seal panels with a srnooth overlaid and primed surface. ldeal for fascia, rake board, comer, band board, and soffit.

7. lrJoists - Stronger and more stable than @nventional lumber ioists for stiffer. straiohter lloors and ceilings. lriner-Seal l-Joists are'enqi- neered with Inner-Seal OSB webs and macfrine stress-rated tlanges. GNI'" Joists feature OSB webs and laminated veneer lumber flanges.

OTHER L-PPRODUCTS

You can deoend on the rest of Louisiana-Pacific's products to'pertorm both insirje and outside. No matter what your buihing needs, we'll meet them. And, in many cases, exceed them.

1. Redwood - Featuring afiordable Desert Dqf grades. Boads, dimensions, posts, timbers, fascia and sidings are available, air and kilndried.

2 ftessure-trcated Wood - Lono-lastino Wolmanized' and Outdoor Woodrare aviilable in Westem and Southem species tor decking, fencing, landscaping timber, and other projects.

3 Constnrction Lumber - Westem and Southem sofftvood species include studs, boads, dimension, posb, timbers, cut stock, and industrial grades of lumber.

4. LVL- Laminated veneer lumber cut-to-size, for use as beams, headers, truss chords, and girders.

5. Wndows - A conplete line of attractive and energy-eff ident residential wood and aluminum wirdows available in doublehung, casement, awning, bay and boq and specialty designs for new construction and remodeling.

6. Doors - Solid pine panel entrance and passage doors, as well as wood and aluminum sliding and swinging patio doors.

7. Millwork - Natural or primed, cut-to-size MDF mouldings and janibs for interior use are

light in color and exceptionally smooth

3;trffi#,1ffi,i;t',4fi

9. FiberBond" FiberGypsum FanelStronger and more durable than convenlional drywall. Solid composition of cellulose fiber blended throughout with gypsum ore. Excellent nail and screw holding power, thermal and sound insulation. One multi-purpose panel works for almost all applications.

10 l,lature Guad'- Recycled Fiber InsulationEnvironmentally sound, high R value, reduces air infiltration, fire rated.

11. Industrial Farticleboards - For shelving, countertops, tables, kitchen cabinets, and other fumiture manufacturers, L-P offers industrial grades of particleboard face and edgefilled, coated, and grain printed in cut-tesize sheets.

12 iiledium lbnsity Fiffiard - Thicknesses range from 3/8 to 1-1/4indt, and four, five and eight toot widths are available. Panels can also be cut-tcsize.

13 Horticultural - Bagged and tulk shipments of pinebark nuggets, mulch, composted peat, top soil, potting soil, and treated timbers for residential and commercial landscape projects.

br more information on any Louisiana-Pacific product, write or call us at:

Vemon Massey

Louisiana-Pacif ic

100 Interstate zl5N

Conroe, Exas 7/301 (409)7ffii1

sheathing, textured sidings, underlayments, Sfurd*Floor, and concrete form oanels.

NtrWSERItrFS

Buildcrs Squarc opcncd a Srmricc, Fl., etorc ucing itr ncw Buildcrs Sqnrc llfoimat; a rccondncw fotmat stolt is undcr constucdon in San Antmio, Tx. . , Homc Qwrtcrs, i Hcchingcr subeidiary, has prrchascd p,topctty in Chatlestotr, S.C., with no timctablc for building. ..

Simmons ltmbcr Co., Rcctor, Ar., has bccn putchaecd by Houston W. Orr, ownetr of OakGrovc ltmbe r C o.,Patgould, Ar., and renamed Rector lttmber, Inc, ., . National Lumber Centers, Springdale, Ar., acquircd Triangle hrilding Supply, Bentonville, Af., as stote No. 6.

Mill C re e k htmbe r,T\tla, Ok., is the new ownef, of Owasso lttmber, Owasso, Ok., William'8" Sawyer mgr. Onni Corp. acquiredBonsteel Lumber Co,, Harrison, Ar., to oPerate as a Builders Warehouse Association, Inc., its third Arkansas location. .

Home Depot opened a 120,000 sq. ft. store in Euless, Tx., bought a 14 acre site for a $3.2 million facility in Lakeland, Fl., and prepared to begin construction of a 102,210 sq. ft. location in Brentwood, Tn. . . Ro'nCrosby,newownerof Bryan County Builders Supply, Durant, Ok., has remodeled and renamed the operation Steger Lumber Co.

Lowe's opened replacement stores inDale City, Va., and Anderson,Al. SnowlstmberCo.,High Point, N.C., was acquiredby an outof-state investment group on Aug. l. . . Montgomery Building Materials, Montgomery, Al.,hasclosed. .

Sanco Lumber Co., Grove, Ok., had a ribbon cutting fot the building replacing the old store destroyed by

frc. . WhitcHomcCcntcr,htguc, Olc, war liqui&tcd at auction. .

Thc city of Mulberry, Ar., is ncgotiating to acquire thc reccntly closcd Mulbcrry ltmbcr Ca and leasc it to Frazicrs hdustries,Big Sping, Tx. Builders Supply of Oklahoma acquhd Wlson ltmbc r Yard Sangcr Tx., and renamcd it Dcnton County Buildcr's Supply Inc.,

Wm. Cameron & Co. has moved and acquircd Thunfur b ird,Stccl (scc story,p. 23) Gilco ltmber, Inc., Mobile, Al., has completed a new state of the art dry kiln facility in Roderfield, W.V., with 750,000 bf dry kiln capacity and 2,000,fi)0 bf ait drying sheds.

Weyerhaeuser Co,'s Southern Itmber Businass completed r€struchring its treated lumber segtnent, relocating sales management and personnel to the plans at Millport, Al., and Plymouth, N.C. Diamond Hill Distribution C e nter,Dar lington, S.C., added approximately 8,00O sq. ft. of covered storago space.

C he sap e akn Wo od Treating C o., West Point, Va., with its six mfg. operations on the East Coast, has been placed up for sale by parent Chesapeake Corp., Richmond, Va....

Tlrc National Retail Hardware Assoc iation and H om e C e nt e r Institutehave jorned with Scie ntifie Certification Systems to promote grcen markaing throughout the rctail hardware and home improvement industry Home Depof,Atlanta,Ga.,is planning to create stand-alone recycling centets next to its stores where

canrmaf wlll bc rblc b &lvr in rd r*rp rucychblc td fri ash or crrdit good at Hontc W. ,

Sotdua*cntlculsMoficar

tng, Jrcbclillc, Fl., hu prrchrsed conrtruCion herdwerc ffi. ,'4sch Profu,t,l,lllrorrl,F1., md mdl tim @. Dot Mebls,SmAnlontqT&

GAt hrtdtng llotcrbls Corp, aoquircd Coha Tenr rnd wlll operatc it rr Tlu Coba Vqt Co,, Itlr,,, a wholly owncd afuldirry USc movcd to a ncw meA+nncm office, Thc USG Buildlng, at 125 S. Frlnklln St", Chicego,Il.

United Coatingsreccivcd a gilver awatd at thc 30th annual Drummer Awads fot its ncw Ed Dwigans Private Stock color cards and brochnrce . . . TheArchitecnralVoodwork hstinre donated $10,000 to the Tt op ical F o r e stry Fo undatio n at the Smitltsonian hstiution. .

As of July I 3 bonds ar€ no longer being acccptcd by thc U, 8. Customs Service as payment for duties on softwood lumber ctossing thc borde,r from Canada into tlrc U.S. ; regulationsnow call fotcash deposits.

Central Buildcrs Supplies, Stttgis, Mi.-based buying group, has voted to liquidate, with Seryisrar purchasing some assets and signing up most CBS dealer members (see story p. 37). .

Inuisiana-Pacr.fc earned $80. I million on sales of $l billion in the firstsixmonths of 1992 TempleInlandlnc. hadearningsof 85 cents per share for the second quartor Georgia-Pacific's second quarter eamings were only slightly above the break-even point.

Housing starts dropped 3.296 in June (latest figs.) to an annual adjusted rate of 1.2 million, depressed by a2l% plunge in multi construction. permits dropped fot the fourth consecutive month with a 1.3% dip.. David Seides, National Association of llome Buitders economist, tevised his yearly housing starts forecast to 1,200,000 from 1,280,00O.

Bulld Stronoel f, Fasierl

CALENDAR

Formad Scrt H|noot Don't work harder. Work smarter... and faster with our new structural fasteners for post frame construction.

(tsH0 tormd S.et Hrn0rrSrddlc

TEC0/LumberLok formed seat hangers feature angled flanges to insure fast joist seating and proper alignment .,. reducing installation time up to 50% fall or wrlte us lor a hw calalog.

viryinie

Burdrry""-:,T:::on

Aus r3-r6,summer manaSement conference, Ramada Oceanside Tower, Virginia Beach. Ve.

Neliond Buildinj Productc Expocitlon & Conlerence - Aug. 14-17, Hyatt Rcgcncy Chicngo Exposition Center, Chicago, Il.

New Zeelsnd Timber Industry - Aug. l4-lE, radiata pine conference, Sheraton Mirage, Port Douglas, Queensland, Australia.

Nrtionel Herdwsre Show - Aug. 16-19, McCormick Place Complex, Chicago, Il.

Lumbermen's Club of Memphie - Aug.20, meeting, Racquet Club, Memphis, Tn.

Orgill Broe. & Co. - Aug. 20-23, market, Orlando Convention Center, Orlando, Fl.

Moore-Ilendley Inc. - Aug.2l-23, show, Birmingham Jefferson Civic Center, Birmingham, Al.

Southern Foregt Products Aaeociation-Aug. 25, marine construction seminar, Norfolk, Va.

1-800-438-8326 Canada N3P 1N6

Eutkttrry CNe Acceptu 519-759-8090

1-800-221-7905

Nationel Wood Flooring AeeociationAug. 26-27, trairng school, Louisville, Ky.

Hnndy Hardwere Wholeeele Inc. - Aug.2t-30, rnarket, George R. Brown Convention Center, Houston, Tx.

Nelson-Roanoke Co.Au8.29-30, show, Roanoke Civic Center, Roanoke, Vn.

Speer Herdwere Co.Aug.29-30, market, Shangri-La Resort, Grand Lake, Afton, Ok.

SEPTEM BER

Japan DIY-Home Center ShowSept. 4-6, Nippon Convention Center, Iapan.

Southern Forest Products AssocietionSept. 8, marine construction seminar, Mobile, Al.

wHoo-IIoo Internetionsl-Sept. 9-12, centennial convention, Adington Hotel, Hot Springs, Ar.

Lumberments Club of MemphisSept. 10, meeting, Racquet Club, Memphis, Tn.

Vyest Texss lVholesale Supply Co. - Sept. 11-13, market, Abilene Civic Center, Abilene, Tx.

Lumbermen's Golf Association of MemphisSept. 12, annual golf tournament, Chickasaw Country Club, Memphis, Tn.

South States Inc./Henderson Beird IlardwareSept. 12-13, market, Civic Center Complex, Shreveport, l,a.

American Herdware Manufacturers AssociationSept. 1617, Hardlines Technology Forum, Marriott Hotel, New Orleans, La.

Lumbermens Association of TexasSept. 18-19, board & committee meetings, Midland, Tx.

Amarillo Herdware Co.Sept. 18-20, market, Amarillo Civic Center, Amarillo, Tx.

QuojemSept. 20-23, tftemational hardware & d-i-y show, Paris-Nord Exhibition Grounds, Paris, France.

Building & Construction Indonesia 92Sept. 22-26,Iarkata, Indonesia.

Floride Lumber & Building Material Dealers AssociationSept. ?A-26,T\gMain Event, Mariott World Center, Orlando, Fl.

AL'S MILLWORKS rupply lmr mlllwort rcedg. We hrve a l,atge Elcc{lon ot mcrchudl* avallable.

SOUTHERN ASSOCIATION

Construction Suppliers, Association has rejoined the National Lumber & Building Material Dealers Association following a 7 to 6 vote by its bbard of directors.

Formedy known as Building Material Merchants Association, the Georgia and Alabama group withdrew Jan. l, l99Z,because memberb felt the national organization did not have an effective lobbying program. Since that time, Allynn Howe has been hired by NLBMDA as a lobbyist. Bartow Snooks, Choo Choo Supply, and Erv Goodroe, executive vice president, after working with Howe while in Washington, D.C., on the Canbdian lumber tariff issue, recommended rejoining to the board. Both reportedly were impressed with Howe's knowledge of timber supply issues and the people on Capitol Hill.

President Dick Barr commented, "We will be a good supportive member of National, as we havd always been. This does not mean that we will not speak our piece and be critical of things we don't agree with. That is the process. We will deliver our votes on issues critical to us."

Lumberments Association of Texasts long range committee chaired by Dick Ledermann and Parker Beebe has recommended to the board of directors the adding of the tagline 'suppliers of lumber, hardware and building materials" to the LAT letterhead and publications to eliminate the need for a new or more encompassing name for LAT.

The board of directors approved bylaw amendments which will allow associate members to serye on all committees except nominating; allow up to l0 associate members on the boatd of directors with voting privileges; merge membr services and education committees; add "security" to the safety committee title, and replace the word "telegram" with "facsimile machine" as a method of communicatiory'notification. Amended bylaws will be published in the 1992 member directory.

Mid-America Lumbermens Ascociation has booked industry editor Kenneth Schept to discuss *How to Compete With the Chains" at the Fall Seller's Market & Expo, Oct. 24-25 at Shangri-La Resort, Afton, Ok.

Whitey Herzog, former manager of the Kansas City Royals and the St. Louis Cardinals, will keynote the opening session of the MLA Expo, Feb. 10-12 in Kansas City.

The show promises to be a big one with 127 booths already reserved and daily inquiries from last year's exhibitors as well as first time exhibitors. 'Baigain Barn" will be a new feature with exhibiting firms invited to bring close-out, one of a kind, slow moving items, surplus ptoducts and damaged items for a special sales area outside the exhibit hall.

Florida Lumber & Building Meterial Dealers Association will sponsor a German study tour and ski trip Jan.29-Feb.7, 1993. A tour of the German building material industry and a laborlawupdate are being aranged.

Associationmembers were askedtohelp obtain lumber and trusses for the addition being built at Give Kids The World Village. Paula Everett and Bill Carson coordinated the project for FLBMDA.

Carolinas-Tennessee Building Material Associstion reports economic recovery has started, but just how strong it is depends on where a business is located.

They have memberc reporting increases in volume over last year as high as 60% to as low as 6 % , January, February and March started off strong, but business eased considerably for many members in April and May. Both months seemed spotty for most areas. Thete were busy days and slow days, Sustained business seenxi a bit difficult to hold to right now. Competition is still intense, causing problems keeping margins uP.

Louisisne Building Material Dealers Association managing dfuector Bruce Cole recently participated in a conference in Portland, Or., to give building material association executives a bettet understanding of the timber supply crisis.

After visiting the national forestlands, mills, Mt. St. Helens volcanic area and Weyerhaeuser's reforestation program, he is urging retailers and suppliers to tell the story of responsible forest management to their customers, friends, neighbors and family and, most important, their congressmen. The problems being experienced in Oregon and Washington could easily happen in Louisiana, he warns. 'We have our owll bird, you know."

(Please turn to page 38)

Housewraps: a profitable embrace

ll ANY BUILDERS and remodeling contractors regu- lUl larly install energy saving housewraps. Chances are those who don't, never have and don't realize the added value of a wrapped home or room addition.

Acceptance of the new product has been quick but not complete. Soon after being introduced as Tyvek by DuPont in the early 1980s, the housewrap market exploded. "(Use) was growing like crazy. DuPont couldn't make enough of the product," said Ned Nisson, editor of Energy Design Update. "It's leveled off now only because the housing market is so flat."

Tyvek distributor PGL Building Products, Auburn, Wa., said sales escalated 25 to 4O% each year, slowing down only because the numbers got so big. Yet PGL estimates that less than half of all buildcrs have used a housewrap.

"Especially in the South, I don' t think we' ve even scratched the surface," said Art Taylor, Bolen-Brunson-Bell Lumber Co., Memphis, Tn., a Typar housewrap distributor. "I'll bet we're covering only 5 to lO% of the homes. In Chicago, it's 7Oto80%, because the product was introduced in the North, where you can feel the effectiveness of it more. You hold your hand up to a construction gap and you can feel the wind blowing. It's the best demonstration. But it worksjustas well in warm weather."

Tyvek and Typar are nonwoven, spunbonded polypropylene fabrics guaranteed to survive sun, wind, rain, snow and construction. They reduce air infiltration and exfiltration by creating an envelope around a house, keeping conditioned air in and unconditioned air out. The envelope also inhibie air movement in wall cavities by covering any construction gaps, such as normally occur between boards, sheathing and insulation. Excess air movement within the stud cavity can reduce insulation's R-value, weakening even

the most cncrgy conscious design.

'For thickcr walls, thickcr insulation and bcttcr insulated windows, payback is in l0to l2 ycats," said PCIL's Vaughn Pipcs. 'For our houscwrap, payback is in about th,rcc years. "

While it reduces air movement, the air infiltration barriers are also dcsigncd to breathe. This allows moisture vapor to escape, preventing water build-up that could cause rot and mildcw inside wall cavities.

Thcy usually come in 9 ft. widc rolls, which provide labor savings since an 8 ft. wall plus top and bottom plates can be covered in one pass. Two or tluee rolls will cover an entire house at a nominal price. Rolls are also available in 3 and 4l/2 ft. widths for residing projects in which only a portion of a wall will be covered.

Most dealers inventory about one l8 roll pallet of housewrap. Often they stand the rolls up like moulding near the felt papers or other insulation products. Other yards store it in the warehouse and position point-of-purchase materials at the contractor counter. Unfortunately, brochures are soon lost, depleted or replaced with other materials on a typically overcrowded counter.

Though housewrap manufacturers are increasingly targeting consumers to generate pull-through business, full point-of purchase displays are not the best way to merchandise the products since it's the architects and builders who specify it. The sales person has to do the work. "They have to mention it during the quote process," said OrePac's Gary

Storlt at a Glane

Value-adding housewraps aid rcpcat buslness . . untapped potential in milderclimatcs. contractor salesperson is the key to incrcascd salcs.

Hart. "So many contractor sales people get a bid sheet and quote just what's on it. If it's not asked for, they don't quote it. It's hard to break old habits. They get wrapped up in the price of CDX. But there are still a fairly large number of builders who have never used a housewrap and are unaware of all the benefits."

For that reason, sales people must be aware of the products and their benefits. "The main way to sell the product is by better educating those who sell it," said Bill Lasater, Interstate Distributors, Dunn, N.C. "They have to relay the need of the product to the contractor who's never used it or to the actual homeowner."

Merchandising also depends on the market. Art Taylor, Bolen-Brunson-Bell, said, "In areas with the more energy conscious homes, just about all the builders are using it. They just come in and ask for it. But in large metropolitan areas, there can be so much competition between builders that, since a housewrap can't be seen on a finished home, they'll leave it off if they can. So we promote it to the end user through print advertising, home shows and word-ofmouth so they'll request it."

Naturally, housewraps are most commonly used on higher end and custom homes in rough weather markets. But they are equally valuable to medium priced houses, single level commercial structures and strip malls and in tamer temperatures, and retailers have a part in spreading the word.

TNSTANT ENVELOPE: Housewraps can make up the price difference over 15 lb. felt or craftpaper in labor savings alone. Reportedly, two men can put up 1 ,800 sq. tt. in under two hours with only a knite and staple gun,

4.

Optimum performance comes from properly maintained and repaired forklifts. So when you need fast, efficient service...or need to add new equipment...call the people who know them best...

Help the customer, help yourself

By Jcrcmloh J. Attrldgc

THE TYPICAL do-it-yourself sales

I pr,ospect comes into yorn yard or stote not becausc he orshe wasjust passtng by. Building materials are not impulse purchases al0rough, once irside and exposed to invitint layout, design, promotion and signage, impulses can be activated.

The person has a want or a need (there is a difference-nobody wants a funeral but some day we'll all need one) or a problem which requires a solution. Frequently, even though they are intelligent and well educated in other disciplines, they do not know what they need. Often, what they want is not what they need.

Laymen do not knowthe wide range ofalternatives available to do thejob or solve their problem including tools, fixtures and accessories required for correct installation. They need help and solutions. They come to you because they can't get these things at a mass merchandise discounter.

A recent survey asked customers what was important:

o Knowledgeable sales people

High quality products

o Low prices

o All materials forthe job available in one location

Although customers admit they need knowledgeable sales people, most individuals are wary and suspicious of them. They donotwanttobe sold (they prefer to think they have bought), manipula0ed, patronized, talked down to, pressured or insulted.

Different people behave differently. The sales person can not approach and deal with everyone the same way. Since the customer will not change his behavior, the sales person rnust adapt. The ability to recognize behavioral characteristics is critical. People do not buy for strictly logical reasons. Retailing expert Nicholas Samstag claimed, "Practically nothing is bought for logical reasons, almost everything is bought for emotional reasons." We think with our heads but we buy with our hearts.

Less experienced, less professional sales people have a tendency to believe

Stonyat aGlane

How to rolvc your curtomc/r problcmr, flll hlr nccd!... dlllcrcnt apprcachcr for dlffcrrnt pcoplc... tcll thc tc!ult!, notproductr cro!3 rcll to hclp thc d-l-ycr bc morc lucccsgful.

that sellhg is telling-piling on facts and figures until the scales tip in favor of the sale. This would be valid if prospects were adding machines or calculators. A more successful approach is to overcome the natural tendency to talk and, instead, look, listen and ask questions. One of the geatest salesmen in the United States, Joe Girard, states, "Selling is espionage." The more you know about the prospect-his wants, needs, problems, expectations-the betteryourchances of making the sale."

You listen to learn the right questions to ask. You ask questions to identify the perceived want or need and, most importantly, the real problem and what is needed to solve it. What? When? Where? How? Who? Which room? Have you installed one before?

Inthis way the customer thinkshe is leading the discussion. The sales person shows interest, lets the customer know he is not pushing any productbut is concerned with finding the ideal solution to the problem. Customers don't care what you know until they know that you care. Selling is helping a person make a decision that will benefit him.

hoduct knowledge and applicatiory' installation know-how are absolutely essential, but not sufficient for maximum sales effectiveness. Albert

Einstein maintained, "Imagination is more powerful than knowledge." The most successful sales people use imagination and appeal to the irnagination and emotions of the buyer. There are three elements involved in selling a product: features (facts, data, dimensiors, colorqpackaging), functions (how it works, why it works, how it is used), and benefits (how it adds, contributes, helps over and above other products).

Features and functions may be obvious or may need to be demonstrated but benefits require imagination, creativity, imaginative skill. In selling insulation the non-creative sells R-value, thickness, reflectivity; the creative sells, in addition, winter and summer comfort and energy savings. Nobody buys a product. They buy what it does for them. People do not want the drill (or drill bits); they want the hole it gives them.

Nothing is more annoying to the d-iyer in the midst of a project than finding hehas to stop everything, hop inthe car and return to the store or yard to get an item he would have bought gladly had the sales person suggested it. By diplomatically explaining and exposing the customer to these necessities, you are

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. Slender shank and blunt diamond ooint

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

doing him a favor and building his confidence in you and yourjudgment.

Smart merchandisers lay out each department properly cross-merchandised. Smart salespeople cross-sell not only related and associated items but tools, accessories, fasteners, fixtures and completing materials which make the mainproduct easier to install, safer, better able to function, better looking and longer lasting. They make the d-iyers lookbetter, smarter and more professional

When the customer looks for you to wait on him, you'll know you have succeeded. You've not only made a sale, you've made a customer.

Anridge frequently gives sales seminars for lumber and buiding material dealer associatiotrs. He is based in Morrison Co.editor

Wm. Gameron & Go. Ghanges

After headquartering in Waco, Tx., for 125 years, Wm. Cameron & Co. has moved its main office to Dallas, Tx. Slated for closure, the Waco yard remains open temporarily. The company

SWANEZE tlhod Screws

has nine yards and does $80 million in sales.

Dallas headquarters is in a new 150,000 sq. ft. facility on 11 acres at 11100 Plano Rd., Dallas. There are 53 in the branch warehouse and 14 in corporate staff A new computer system ties together the operations and will be fully operational by October.

Cameron has agreed to purchase the assets of Thunderbird Steel Co., Albuquerque, N.M., a leading Rocky Mountain Southwest building material distributor. tt will operate as a Cameron division, retain its present name and be headed by Thunderbird founder J. R. "Jim" Quillen, 66. As v.p. western region, Quillen will have responsibility for Cameron's San Angelo, Lubbock and Odessa, Tx., branches as well as Thunderbird's Albuquerque location. No employee changes are planned. Cameron and Thunderbird will be adding lines from each other.

Cameron president Ron Ross, 40, in announcing the changes, said Quillen's responsibilities also include seeking further acquisitions. Ross described Quillen's years of experience as a nice balance with an existing management team in its 40s and 50s.

We demand a lot fiom oul rackins systenr.tt

WK

KK

r Self-counter sinking bugle and trim heads r Souare drive recess eliminates driver bit cam-out . Sharp point for quick penetration with minimal pressure . Self-tapping coarse threads. Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for suoerior corrosion resistance e 6 lengths: l" through 3"

For additional data and dealer information:

secure

Greg Fowler Gen. Mgr., B&C Home Center Grass Vallev. CA

"Our products need to be highly visible and accessible, and we required a product separating system that reduced material moving and damage. That's why we selected National Store Fixtures. From planning to product selection, to turn-key installation, they made sure we were 1007o satisfied," said B&C General Manager Greg Fowler. National Store Fixtures products are the prefened heavy-duty, custom made racks for lumber and building materials home centers nationwide.

For more information, or your free products binder, call National Store Fixtures toll-free at 1-800-638-7941.

UUE CAI{ IHINKOF ONHONE OITIERUNAP TIIAT 1ASIS 1ONGERIIIAII OURS.

Imagine the horror of a housewrap that rips right off the sheathing, cracks and tears mercilessly under the brutal beating of construction and withers defenselessly in the frightening glare of an unyielding sun. Scary thought, isn't it? Relax. When you're working with TypaP HouseWrap, you're working with the survivor, the toughest housewrap you can find. The most resistant to tearing ofanywrap on the market. A patented spun-bonded design that's all but oblivious to the sun's IIV rays. Unconditionally guaranteed to stand up under any conditions or we replace it at no charge. And a platinum color that's easy on the eyes while in5telling, and gives your constuction sfong curb appeal, too. There's no reason to be terrified when it comes -r\ tochoosinsahousewrap.

choose Typar.

Anything etse could be a real

horror show.

August 1992

Thomas Mende has been promoted to corporate mktg. mgr. at New South, Inc., Conway, S.C.

Chris Collins has joined Atlantic Trading, Columbia, S.C.

Roger Holman, National Home Centers, Springdale, Ar., is serving as a judge for thePackaging Expositionatthis month's National Hardware Show.

Norman L. Gross and Michael R. Finksburg are now v.P.s at Furman Lumber. Michael Scolavino is now sr' v.p./pres.-operations; William George, sr. v.p./pres.-product management, and Edwin L. sRedt Doyle, sr. v.p./pres.sales.

Bill Hoel is the new mgr.-sales & mktg. for CraftMaster DoorProducts atMasonite.

Robert Lowery has been named co-mgr' of 84 Lumber, El Paso, Tx.

Eddie Brem is mgr. of the new Lowe's in Hickory, N.C. Eric K. Barnes, Lowe's, W. Monroe, La., wasnamed l99l Store Mgr. of the Year for the South Central region, and Ronnie Bullard, Lumberton, N.C., for the Mid-Atlantic region. At NorthWilkesboro, N.C., Hq., William L. Irons is now sr. v.p.-management information services, and Andy Moncla, mgr.-market research.

Rochelle Carl Russ, Lowe's, Rockingham, N.C., manied Eddie Eugene Chance May 16, 1992. Other Lowe's emPloYee weddings: Tina Gail Laws, Banner Elk, N.C., Jackie Eugene Stone, MaY 16; Sharon Jean Atwood, North Wilkesboro, N.C., Witliam HenrY Higgins May 4, and Eric V[ayne Reavis, North Wilkesboro, Tonia Ann Perkins April 25.

Curtis Fitzgerald is new to outside sales at Rex Lumber, Richmond, Va.

Edna Rodrigues has rejoined Weyerhaeuser as mgr.-mktg. communications for the architectural door div.

Ed Latham has joined Calvert Manufacturing, Longwood, Fl., as sales mgr. & consultant.

Vicki Sisney, Morrow-Gill Lumber Co., Sand Springs, Ok., has been appointed coordinator of the outreach div. of Pilot International's Ar./Ok. district.

Carl P. Slocomb, Acro Extrusion,hasbeen elected chairman of the Vinyl Window & Door Institute. Fred P. Smith, Fiberlux, is vice chairman.

Larry De Moss is new to Steel City Lumber, Hattiesburg, Ms.

David Crum is now with Walker-Williams Lumber, Hatchechubbee, Al., handling inside sales for the Falkville' Al.' facility.

John R. Caplinger, Abitibi-Price, Roaring River, N.C., has been elected pres. of the American Hardboard Association. Charles Nagely, Forestex, is v.p.; Francis F. Eck, Temple-Inland, treas., and C. Curtis Peterson, sec.

Ed Bartholomew is now gen. mgr. of Weyerhaeuser's treating facility in Millport, Al. Jeff Outten is treating plant gen. mgr' in PlYmouth' N.C.

PERSONALS

Norman Darrer, pres., Moore's Lumber & Building Supplies, Roanoke, Va., is serving as a seminar panelist at this month's National Building Products Exposition & Conference in Chicago, T.

Ralph McNeil is new to Tabor City Lumber Co., Tabor City, N.C.

Gregory A. Bell has been named pres. of Stottlemyer & Shoemaker Lumber Co., Sarasota, Fl. William Michael Snyder is sales development mgr.

Jack Warner is the new pres. of ProfitMaster, Austin, Tx. Hal Boggan is a new sales rep out of Austin Hq., and Dan Prssil continues to rep Profit Master from Kansas City, Mo.

Alan Cohen is now senior v.p.-human resources at Home Quarters Warehouse, Virginia Beach, Va. Jarold Hall is senior v.p. & cfo; Mike Largent, senior v.p. operations; Mike Pastore, senior v.p.-general merchandise; Fritz Hichert, v.p.Joss prevention & safety; Michael Good, v.p.-controller, and Richard M. Dow, Southern regional v.p.

Tom Worthy is mgr. of National Home Centers' newly purchased store in Bentonville, Ar.

Chris Thompson has been promoted to divisional sales mgr.-Mid Central region for Bruce Hardwood Floors, Dallas, Tx. Melvin Burkhardt is now responsible for the Southeast. Paul Trau is the new mdsg. mgr.

Melissa Marie Pearson, Lowe's, North Wilkesboro, N.C., will wed William Gwyn Brown Aug. 22, 1992.

Mary Joe McVey, Gulfstream Lumber, Boynton Beach, Fl., is incoming pres. of the Dataline Southern Users Group. Alan Wickstrom, Building Products Digest, and his wife, Liz, xe the proud parents of 6 lb. 5 oz. Julie Ann, born Jtune23,1992.

Frank K. Felicella has been named pres. and c.o.o. at Builders Square, San Antonio, Tx.

Bill Simeth, Dataline, Wilton, Ct., was recently on business in Fl. and Al. David Allen McGrady, Lowe's, North Wilkesboro, N.C., wed April Darlina Parsons May 23,1992. Other Lowe's weddings: Christopher Warren Ward, Raleigh, N.C., to Anne Marie LaPierre May 30; Elizabeth Marguerite Walsh, North Wilkesboro, to Andrew Rustin Tysor June 6; Darrell Glenn Housand II, Whiteville, N.C., to Suanne Marie Walters July 18; Janet Lynn tr'leming, Greenwood, S.C., to Trampus Eugene Campbell luly 25;' Harold Lee Wagoner, North Wilkesboro, to Michelle Yvonne tr'erguson Aug. 29, and Rodney Matthew Prevette, North Wilkesboro, to Anita Michelle VYyatt Sept. 5.

Jerry Attrick is now handling old age benefits for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

NEW P DUCTS

and selected soles oids

Bladct Of Tlmc

A saw blade clock that looks real enough to cut wood is new from Universal hoducts Co.

Car Top Carriers

Disposable car top carriers from H&J Sales are easily assembled and secured to tote loads of up to 400 lbs. per set.

The Load Protectors' wax coating prevents possible damage to car tops. The sheets are folded along scored lines, secured into shape by inserting lock tabs into two slots and placed across the car roof.

They can be customized with a comPany name.

Spring-Frce Subflooring

Comply, reportedly the strongest and stiffest of manufactured wood subflooring products, has been especially engineered by Oregon Strand Board for I-beam floor systems to overcome flex and springiness, the potential drawbacks of I-beam flooring.

Made of two layers of wood fiber sandwiched between three layers of Douglas fir veneer, Comply subflooring is manufactured under intense heat and pressure using exteriorgrade resins and is guaranteed not to delaminate. It has a solid core and is moisture resistant.

Tall Triple Hung

, ThenewMagnumTripleHungwindow from Marvin Windows combines the stylish designs of Thomas Jeffercon's era with the latest high performance features.

The tall, elegant window has three vertical sashes, with a counterbalance system to allow the top and the bottom sash to operate simultaneously for excellent circulation. Each sash counterbalances the other, eliminatingthe need for springs or balances.

Counterbalance hardware for the

Made from lightweight styrene plastic, the clock weighs just l0 oz. The silver clock face is manufactured using a computerized router to ensure exact replication of each blade.

The dial features large I l/16" numbers, silkscreened in black ink for hish visibi lity. The superior accuracy quai" movement operates on one AA battery.

Exemplary Entry

The Gladiator, a reliable construction grade metal door at a reasonable price, is now available from Challenge.

Armed with 26 gauge galvanized steel over kiln-dried wood stiles and rails, it has an environmentally safe polystyrene core, which maintains its R-value over time. The solid wood stiles and rails provide a complete thermal break between interior and exterior surfaces, and a durable thermoplastic rubber bottom sweep ensures an efficient weather seal.

A coat of epoxy primer on the interior surface adds a quality bonding base and two coats of baked-on enamel primer give the exterior strong rust and corrosion resistance.

Available in a six-panel or flush design, the door comes in widths of 3I-314" or35-314" andalength of '79".

upper and lower sash is concealed in attractive vinyl tracks along the edges of the jambs. Both upper-and lower sashes glide smoothly in the tracks, tilt into the room for cleaning or can be completely removed from the tracks. The stationary center sash is removable by disengaging two throw bolts. Constructed of ponderosa pine, the windows feature energy efficient 3/4" ins_ulating glass and weatherstripping at the header, both checkrails andiiong the bottom sash.

Long Lasting Lighting

Economy adapter units for converting existing incandescent fixtures to energy efficient compact fluorescent lighting are new from Prolight.

FREE ADDITIONAL INFORIVIATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call(7L4) 852-1,990 or FAX 774-852-0231. Requests will be forwarded to the manufacfurer. Please list product(s), issue and page number:

Fiveto22 watt adapters can replace 25 to 75 watt incandescents for up to 80% energy savings. Incandescents last an average of 750 to l,(XX) hours, while compact fl uorescents last 1 0,000 hours.

The easy-to-install adapters come in varying sizes to accommodate almost any incandescent socket and fixture in the house.

Faster Fluxer

A fast, efficient way to precisely apply silver brazing flux is now available from Superior Flux & Manufacturing Co.

The applicator bottle contains flux in slurry form. After the bottle is shaken, the flux can be squeezed onto the parts to be brazed, eliminating the use of flux brushes. A tight seal prevents the flux slurry from drying out.

Name Company

Address City State zip

Phone

Gas Detective

A residential, trailer home and RV gas detector and alarm system for use with gas-operated appliances is new from Anchor Scientific.

Gas Alert sounds an 85 decibel alarm when propane, butane or natural gas is detected at 25 % of the lowest explosive level, reducing the risk offires, explosions or injuries due to gas leakage and accumulation of gas in enclosed areas.

space for drying equipment, the line features smooth, vinyl-coated steel construction that will not snag clothes or rust.

The general purpose fluxer is applicablefor9O% of all silverbrazing jobs, on all ferrous and nonferrous base metals except aluminum.

Dry & Fold

A line of three Dri-It indoor metal laundry dryers has been introduced by Seymour Housewares.

Designed for those with limited

The top model offers 79 ft. of drying space and folds flat for easy storage. Anotherhas 57 ft. of drying space, and a third model works as an over-the-tubdryer for sweaters, socks, towels, hose and delicate laundry.

Hang Ups

Hook-Ups! adjustable picture hangers from Stuart Industries level pictures with a touch of a finger.

For use with wood and metal frames, the hangers work with standard wall fasteners and hold up to 100 lbs.

The device plugs into any standard AC wall socket or can be wired directly into the RV DC system. A green light confirms that the alarm is powered.

Tllc Rack

A ceramic tile merchandising system using pallct racks is now available from StileS.

Included are a complete sclection of sales and consumer support literature and point-of-purchase graphics, including full color room scene photographs of completed installations.

netry, automotive trim, leather and metal is ncw from Bostik.

such as wood, metal, particleboard, dccorative laminates and somc plastics, forming perrnanent, waterproof bonds to non-poroui surfaces.

It comes in 24 fl. oz. containers.

Many Shadcs ol Scalant

An acrylic-based sealant in 30 colors to match the most popular plastic laminates is new from Unika Color Products Ltd.

Easy-to-use ColorSealant provides a flexible, waterproof seal for tongueand-groove paneling in wet areas, laminated window sills and between worktops and tiling. It is said to bond securely to tiles, natural stone, wood, concrete and most surfacing materials.

Touch dry witlin 30 minutes of application, the sealant reportedly is mildew resistant.

Single-fired glazed ceramic tiles come in 6", 8" and 12" sizes in a variety of colors and textures.

Quick Tack

A fast-acting, high strength aerosol adhesive that bonds substrates including high-pressure laminates for cabi-

Non-chlorofl uorocarbon Super Tak Contact Type adhesive bonds in about one minute. A three-way adjustable spray valve allows for consistent coverage, while heat resistance up to l80o ensures reliable assembly. It reportedly does not emit harmful fumes and no special set-up or clean-up measures are necessary.

The adhesive is designed for dualsurface bonding of dissimilar materials

ASunbelt Material Handling

Elever supported buildings and "T' sheds for the lumber Canada.

lf you're lnterested ln. . . ..

designs, engineers, and erecls cantiindustry in all areas of the U.S. and

.Saving labor and eliminating weather damaged lumber .Properly handling and storing LVL, PSL, and lJoist .lncreasing storage capacity and product access .Better customer service lhrough etlicient yard organization

Call or write Alan Darnell today lor complete information on these and all our other storage systems.

Sunbelt Materlal Handllng Co.

10927 Crabapple Rd., Suite 101, Roswell, GA 30075

PH: (404) 587-s933 FAX: (404) s87-073s 4*tH=RsAr.Es

FM: 503-684-7906

1 -800-UB-LMBR (552-5627) In Oregon 503-620-5847 8858 S.W. Center Ct., Tigard, OR97223 P.O. Box 23955, Tigard, Oregon 97281-3955

Specializing in Western Softwood Boards & Clears

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

1.8OO.LJB.LMBR FAX (s03) 684-7e06

Broker: Louie Buschbacher, Jock Voelzke, Jr., Ken Zyvoloski, Dick Warren

Office Manager: Carla Renick

Dust-free Sander

The Sand&Kleen drywall sanding tool from Magna Indust-ries automati-cally vacuums drywall sanding debris as you sand.

ln Losc Than 20

The ..BANI).ADE"

Tutno Thic. . .to. . .Thic

TIME SAVER

MONEY MAKER

SeoeruI fuys acanmulatlon of bandlng, normally requira a sry-fulffip to the hndfrll.

Emplqlees lnte the dangu ond work to /ruinsfer to dumpster or truck. A fa t mlnutq when unpocklng unlb, results in thls comprct, asily stored uahnble wtp, alrady stored ln o steel drum for dlspoul and sle.

The

THE "BAND.ADE''

lndlan

The tool combines a traditional drvwall hand sander with a unique sucti6n surface which pulls more than 9O% of the sanding debris through a 12-ft. hose to a filter where it is captured and suspended in water.

The tool reportedly eliminates the need for face masks or respirators while sanding.

Feafurcd Columns

Finished architectural columns for interior or exterior applications are now available from Outwater Plastics.

Yearround Gardening

An affordable 10' x 10' hobby greenhouse made of high tech aluminum has been introduced by Admark Group.

The Yardner Greenhouse kit provides 100sq. ft. of growingspaceunder a 7-ft. ceiling. Long lasting materials include an all-aluminum frame, UVsafe vinyl cover, six314" schedule 40 pvc pipes for the roofribs and a heavy duty storm door. It also has its own ventilating system and thermostat.

The greenhouse, which can be assembled by two people in less than a day, enables weekendgardeners to start their own bedding plants, grow expensive perennials and nursery stock from seed and save houseplants from year to Year.

Made from polystyrene, the columns come in many sizes and designs, including fluted, tapered and spiral. They resemble plaster columns, but reportedly are lighter, stronger, and easier and faster to install. They are manufactured with resins that have been treated for fire retardancy.

osB wirh uPc

Bar coded 1/4" OSB panels are now available from Norbord Industries

Coded labels will be affixed to the surface of each 4x8 ft panel.

with the quolity, dependobility ond service you con rely upon for

I Aluminum Window Screening

I Fibergloss Window Screening

I Fibergloss Potio Screening

I Spline & Supplies

srutur-r{.d-_=wtREGlotuco.

Aluminum screening

lttnutec

"Eand-Adc"-Etq, to Bty-Cutly to be slthoat.

Country, Inc.' Alrport noad

NY f3754

r Conugoled Drolnoge Plpe

r Culveil Plpc Slotted, Solld. or Septlc-Leoch Bed Styles

Droln Plpe4" or 6" Sold In l0 tt, lengths or rolls

Culvert Plpe8" to24" Comes In 20 ft, lengths

Crumpler Plastic PIpe, Inc.

Post Otfice Box 68 Roseboro, NC 28382 Forthe

Hbher Residential SitlirU Use In The'q)s

Residential siding usc will increase during the decade along with the numberandsizcs of single family homesbuilt and all-time high repair and remodeling expenditures.

SIDING USAGE

1

George Carter & Affiliates in a 1992 update to a 1978 residential siding survey predicts every year between 1992 and 2001, except 1994 and 1998, will exceed the 3.58 billion sq. ft. benchmark of high use in 1986. Siding demand for room additions, full residings, gar,age additions and other R&R uses will range between 2.5 BSF and 2.8 BSF. Wood sidings will decline in new construction. Hard-

Anaovrc orw-of-a-ftinlwood. seailfifil. owabte. xesutantu [uny Mdwoter. Uruform:ur' afor. Smooth. Aromnic. Anl rcw suady w supptyfor a v utety of wu : Boatpbrting onl limbers,Tanfrs1u:,cf', Ffumestocfi, Poao detlang, Fborury, Stndtumgrades, PavIntg, Dffiensbn, C[enrs *rd Sf.p.

DELTA CEDAR PRODUCTS, LTD. Vancouver. B.C. r----Phone (604) 583-3818 Fax (60a) 583-3813 <P

U.S. Mail Address: P.O. Box 565. Pt. Roberts. Wa. 98281

BOWIE.SIMS.PRANGE TREATING CORP. Manufacturers of Pressure Treated Wood Products P.O. Box 819089. Dallas. Tx. 75381 (800) 822-831 5

board will los e 5 %,falhngto about |4% ; cedar and plywood, 2%-3% by 2001. OSB siding, on the otherhand, will likely double its market share by 2001, rising as high as 19%, the study reveals.

Vinyl sidings volume use will double, but its share of the new construction will increase only 4%. For repair and remodeling, vinyl use will grow to 57%. Hardboard, cedar and plywood will each lose R&R market share rnthe 3% -4% range. Aluminum will have lessthan2% of the market by the end of the decade. OSB siding will have the fastest growth rate among repair and remodeling products, probably quadrupling.

Toil-Free Calls

Henderson, Black & Greene has introduced a new lead generation program designed to link end users of columns, entrance features and mantels directly with the dealer. Sort of a call-em for columns.

Normally, homeowners or building professionals notice a product in a newspaper or magazine article or advertisement and call the manufacturer. The manufacturer will say he can't sell it to them and may pass on the number of the nearest wholesaler. The wholesaler in turn says they have to go to a retailer.

"We try to shorten the loop," said HB&G's Ted Cadson. "We don't want two people telling them 'no."' Now consumers can call HB&G's Column Connection, give their zip code and, through its database, immediately receive the names, addresses and sales contacts at the nearest stocking dealers. The retailers and wholesalers are also alerted of the lead.

Moulding Firm Offers Display Advice

When a retailer wonders about return on investment for displays, Rocky Abell, Randolph-Bundy, Norfolk, Va., advises considering showroom or floor space available and current items displayed.

"I've had occasion to point out that a mop and broom rack taking up 2 to 3 sq. ft. could be moved to the back with business better served by a product with greater return on investment," he says.

He uses Woodfold accordion door/room dividers as an example. "With benefits and features surpassing other types on the market, this product has many residential and commercial applications," he notes. "Even though it is not sold every week, there's great gross profit when it is sold. You can sell one good size door/room divider and generate the same gross profit dollars as for a truckload of interiorhollow core lauan door units."

Abell emphasizes his point with the following anecdote. "A man had two bones for his three dogs. Two dogs fought overonebone (thehollow core lauanmarket as we know it?) while the third ate the second bone."

"When you invest in a nice, workable display such as Woodfold offers, you tie in with great service, specialized products, fine workmanship and an easily obtainable bone," he concludes.

10 ways to improve door sales

By Philip J. Agnelli Sales and Marketing Manager Simpson Door Company

T

wo TRENDS are shaping door sales of the future.

I According to the National Association of Home Builders (NAHB), we can expect to see larger homes on smaller lots in the years ahead. The homes will have more space and more rooms requiring more doors.

Recent studies indicate that as the population ages, more higher-priced homes are being sold. Americans are looking for upscale, sophisticated products. The replacement and remodeling market has a tremendous potential for both interior and exterior doors.

Door sales will be rising steadily throughout the next decade. rrVith aesthetic beauty, design flexibility, ease of installation and wide range of finishing options, wood panel doors are becoming the doors of choice for building industry professionals. You can capitalize on the trend and increase sales by implementing the following techniques:

I Familiarize vourself with customer needs. Who is your customer? The builder? The homeowner? The remodeler? The architect? All of the above determine your target customer group and get to know what they want in a wood panel door. Security? Energy efficiency? Glass options? Design choices? Price, quality and service? Market research is kev to the best sales approach.

Know your products and the competition. Know the advantages of your product over the competition. Make sure your employees know their facts. Most manufacturers have training materials and technical information available. Establish yourself as an expert on wood panel doors, and buyers will lookto you first when they need answers.

Utilize manufacturer merchandising. Display assemblies, sample kits, ad slicks, promotional videos and product literature are available. They save you the

(Please turn to page 36)

Story at a Glance

Ways to capitalize on increased need for doors in larger homes and remodeling... display suggestions, lead relerral tips, product training procedures... guidelines for improving door sales.

EXPERIENCED LUMBER TRADER

We are Hardrood and Soltwood lo0 and lumber wholesalers witr ofices in Clnada and lhe United Statos. Wo ars seeking sincef€, €xoerionced lumb€r traders who have a view towards h€ long lem. Wort fom your pan of h€ county, or from our offioos in ho Toronlo arga

This is an oxcellonl opportunity with a well-etablished company.

We enjoy an outtttndlng linancial and mafioting r€putalion.

Fa omflde dmils, flmse phone a wite Bob Wlson In drlcl oonffd.ma LUMBER #l kb $ 23500

'TlI E MILLWORK I\lETW0RK"rru

ll'r all abqrl PEOPLEthe rlglri panon, In rhe rlglr po.ltldr, st ihe rlShr llme, U!€ q|' {) yem In lhe mllhport Indudry to netwn|t fc ;m. We pwlde on{ldenrlal prcfeslonal rarch md pl,rement rrvls for Indlvldualc md companle mtlon*,lde.

Don Hall 6p Associates

617 Calallm llr., Waco. Tr 7671'2 t{n-99SO42O (24 hr.)

WE'LL DYE FOR YOUI

Get an edge on your compctition with 'Cedar

Tone" dycd CCA produete. We producc'Cedar

Tonc" dyed CCA Fencing, Baluetem, Roofing Shakee, Latticc, Dccking, Landecape Timbers, ot Whatever.

Srvrnnrh Wood Prgervlng Co., Inc.

l -800-847-9663 ; Fax |-912-236-2338.

VltE BIIY surplus, salvage, buy baclq odd lot, & misc. building materials and flooring. Call John Kem, (904) 384-m57 or FAX 904-389-6614, in Iacksonville, Fl.

NEWLITERATURE

Door Mail

The National Wood Window & Door Association's 1992 directory of manufacturer and supplier members is free from NWWDA, 1400 E. Touhy Ave., Ste. G-54, Des Plaines, Il. 60018; (708) 299-5200.

Energy Efficient Opening

Merchandising Mouldings

"Your Guide to an Effective D-I-Y Moulding Program" is free to G-P stocking dealers from Georgia-Pacific, 133 Peachtree St. NE, Atlanta, Ga. 30303, (404) 521-4708.

Decking Know How

"Decking Projects," a l6-p. booklet of plans and construction tips, is available from Cox Wood Preserving, Orangeburg, S.C. 291 15; (800) 476-4401.

Moulding Pay Scales

Two millwork industry compensation surveys, an Executive Compensation and a Wage & Fringe Benefit survey, are $350 ea. from Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or. 97 225; (5O3) 292-9288.

Information on the new technologically advanced LQ. window is free from Reynolds Metals Co., Box 270O3, Richmond, Va. 2326r; $o$ 28r-39ss.

Step By Step

A 4-p. brochure on aluminum and steel Classic Spiral Stairways is free from Columns, [nc., Pearland, Tx. 77581; (713) 4583261.

Door Prizes

A Challenge Door metal door and sidelight booHet is free from Jeld-Wen, 335 Commerce Dr., Mt. Vernon, Oh. 43050.

GET YOUR COPY

Wood Marketing

Marketing Forest Products : Gaining the Competitive Edge, a290-p.hardcover guide to expanding sales by producing customerdriven wood ptoducts, is $59 from Miller Freeman, Box 7339, San Francisco, Ca. 94120; (408) 848-s296.

SupaTimber' Makes It l^ast !

of anv New Literature items by contacting each company directly. Please mention you saw it here! industry! That's

SupaTimber's built-in protection deters rot, decay and termite attack to add years to outdoor projects. It's the at. tractive, clean and odor-free pressure-treated lumber with strong sales appeal. It can easily be painted, stained, or sealed with water repellents. There's excellent collateral sales potential with SupaTimber products. Look for the complete Iine of SupaTimber deck accessories and outdoor specialty items! And, for extra value your customers appreciate, SupaTimber features the best guarantee in the because SupaTimber pressure-treated lumber is produced only under strict, third party, quality control requirements. So, whatever the project, SupaTimber's the versatile dream builder that lasts!

IIU$TOM ORDMI$

1O ways to lmprove door sales

(Contlnued.from

pase 33)

timc and expcnsc of dcvcloping an cffective promotional campaign.

4

JU$T A$K YOUR IVO||I}]'OLD DISTRIBUIW

u

5

Podtlon yourdooru for succes$ Givc doorsa prominent location in thc store. Usc well placcd signage to dircct traffic to doon not immcdialcly vieiblc. Have an attractive showtoom or display. The more 'truc-tolife' the sctting, the greater thc rcsponsc. Doors should be p,ropcrly finished and installed in an operablc display that allows for mcrchandising of hinges, hardwarc, sills and weathentrip sysiems.

Become involved in a lced rcferrel pnogram. It can provide you with an insidc hack to sales lcads. Manufacturers' national and regional ad campaigns generatc thousands ofresponses. Trade shows and publicity produce additional inquiries. A qualified list of potential customers makes selling easier.

Promote a broad variety of door's. If you don't have room to stock a wide assortment, develop a shong relationship with a manufacturer or distributor who has a large line. Be sure you can order what customers want and have it within a reasonable period of time.

ITOOD]'OTD ACOORDION DOON *INSTINT WALLS WHEN NEEDED"

lAccordion doors designed for use where performance is importint for HOMES . OFFICES . CIIUR CHES. RESTAURANTS .INDUSTRY

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

Custom orders mcan profitablc return on inuestmcntno inaentorv!

rq}DIOLD DTSruBT'TON3 - sOUTf,Eruf STATES

CO., 8lnlryhm, AL

UAY SUlfl.YCO., tltL Roc& An

lilTIre S $l & DO()ROO.. O*tdo. fL

ADDEONCORF.,AbTT, GA

ADDEON C8P.,Atbd.. GA

RAIDAII. BnOnXnS, Albd, GA

ADDISON COfiP., Aruq GA

onvtlt co., vd&il, GA

DYIG lItlXJSlllES. l{* Odsr. L{

Sell the line rather than en individual product. While the entry door presents a significant sales opportunity with the potential for matching sidelights and transoms, there are typically 10 to 15 other doors to think about. Sell the advantages ofan entry door that can be complemented with matching interior passage doors and bifold doors. And don't forget the fire door between the house and garage.

I Maximize customer senice.It is more expensive to win a new customer than to keep an old one. It pays to follow up on sales. Warranties, delivery, speed, knowledge and service factors can make a big difference in generating repeat business.

9 Host door clinics. Not only will it be a good opportunity to increase door sales, you could end up selling the hardware and finishing products as well.

IIU Stay current and informed. Keep abreast of current design trends, code changes, finishing options, high performance glaztngchoices, security issues. Stay in ttrne with the latest product and market developments.

Are you ready for Metric?

^lLE{ l[..LWOEq UiC., ShMipon, l

IIFAITTTE WO(x) Wfit(s, lNC., rrhFb, rA

AITI)ISON CORP.. Jodeo MS

ADDISON CORP., Rd.ldh, flc

IIASSNGERWHOIISAI.ECO.. INC., MoD, NC

lljTllc SASII & DOon @., ONd.hom qty, OX

NDISON COf,P.. Gunltrl. SC

DYI(ElNDUSlRlEs, lt nd'i|, IN

ADDISON CfiP.. NdN,llL. TN

IOIOXlJIIII DooR & r,lllwonc kwille. lN

DAII,{S WIDIXSAIX. D!14 rX

tIrTIlG SASII & DOOR CO., f'd.rl.t$us, vA

RAN)d..PtlBlrllDY. nC.. Norlo[c v

Bid quotes in metric will be required from all suppliers to federal agencies as of Oct. l,1992.

Hoping to make U.S. producers more aware of the metric system which is standard in most industrial nations, President Bush charged the Commerce Department to lead the federal government in the switch.

In some cases adopting metric standards will require retooling, but it could increase exports significantly, in the opinion of many economic experts.

CBS Folds, Servistar Moves In

Faced with seemingly insurmountable credit and collection problems, buying group Central Builders Supply has decided to liquidate.

Competitor Servistar has signed a letter of intent to purchase certain operational assets of CBS and launched a new program, Servistar/CBS, to keep intact as much of the organization as possible. AboutTi7o of fomrer CBS members have been signed up for the new program thus far, said Servistar ex-

Tx. Lottery Outsells Lumber

South Houston Lumber Co., Houston, Tx., has discovered a new business-lottery tickets.

Setting up four drive-through lottery ticket booths adjacent to the business, the company sold 110,fi[ tickets in 11 days to become the seventh biggest ticket seller in the state.

The drive-throughs are open seven days a week. Despite the number of tickets sold, owner Frank Barringer said he makes little profit on the service

ecutive vice president and chief op erating officer Paul Pentz.

Founded in1937 in Sturgis, Mi., the buying group grew to include more than 5(X) members with over $325 million in annual sales. Its houbles began to surface eadier this yer as unpaid bills began mounting and members began leaving, forcing an overhaul of credit policies and senior management. Bret Pobanz, who became president when his father, Phil, died in late 1988, left CBS in June.

since he employs three full-time workers to man the booths. He is hoping the state will increasethe 5% of ticket sales paid to distributors.

NBMDA Under New Management

National Building Material Distributors Association has relocated to 40 I N. MichiganAve., Chicago, Il., where they will be under the management of Smith,

Bucklin & Associates, the nation's largest trade association management firm.

James M. Weir of SBA has been named NBMDA executive vice president. Other staff members transferred from the Deerfield,Il., office.

"With Smith, Bucklin I feel we have a framework that guarantees efficiency and, by joining ourstaffwiththeirs, we will gain effectiveness needed for success inthe 1990s," NBMDApresident Gary McKillican said. "Finally Jim Weir's leadership will be the element to bring everything together to satisfy our objectives."

S.C. Gompany Treats Kids

Builders Supply Co., Lancaster, S.C,. treated every straight A student in Lancaster School grades 3 to 6 to a hot dog party with close to 500 students plus their parents honored.

The family owned business operated by C. D. *Bubber" Gregory also gives certifi cates exchangeable for pens, pencils, notebooks and other items at Builders Supply to children who achieve perfect attendance, improved conduct or overall gnde improvement during the year.

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Tieated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected usaful life, and is the FIRSI Fire Retardant Treated Wood with:

a fhrd Party Klln Monllorlng in addltlon to U.L.follow-up servlce

a FRf labor and malerials replacement cost warranly I Code Compliance Repor| with evaluation of elevated temperalure strcnglh iestlng for rool applicatlons

I Hlgh temparature slrength test resuhs

I New York State Emoke loxlclty iest results

* NER reports are subject to re-examination, revisions and possible closing of file.

Technlcol Informotlon Coll r-800-TEc-wooD

TREATED LUMBER AND PLYWOOD

Southern Pine Yourlnterior Decorator

Elegance and tradition were ingraiied in America's first homes in the early 1600s by the use of Southern Pine millwork and architectural detailing.

Todav. Southern Pine interiors are maliing a comeback as more specifien turn to genuine solid wood rather than veneered or imitation wood products.

The rich look of Southern Pine is the right look for flooring, paneling, stairs, moulding, window and door frames. cabinets, beaded ceilinss, and all kinds of millwork ipplications.

Southern Pine lumber is widelv available vear-round, machines ' and finishes beautifullv and is competitively priced.

Make Southern Pine vour interior decorator. Send for more information today.

Cr-P'l Hogan Takcr Rcdrumcnt

Ronald P. Hogan will takc early retiremcnt at Georgia-Pacific Corp., Atlanta, Ga., clearing thc way for A. D. Conell to succeed T. Manhall Hahn Jr., who plans to rctire as chairman and ceo next year.

The company said thcre are no plans to fill the vice chairman vacancy. Hogan, who joincd O-P in 1965, had held thc position sincc 1991. He was unavailable for commcnt.

Correll, who is president and c.o.o., served in the paper division p,rior to this appointrnent and is thought to have a bet0er grasp of the paper industry than other top officers at O-P, an industry source said.

Southem Aerocletbn Newr

(Continued from page I 9)

National Lumber & Building Materisl Dealers Associalionts convention, Oct. l-4, Phoenix, Az., will follow the theme 'Dealers Helping Dealers To Win."

In addition to business sessions, a series of panels and seminars will cover subjects ranging from profiting from store promotions to just in time deliveries.

A mix of tours, progiams, sightseeing and sports plus a post colrvention tour to Northern California and Nevada also have been planned by convention chairman Ray Nunn and his committee.

Obituaries

John Mabry, 60, Partner and vice president of Sam Mabry Lumber Co., Liberty, Ms., died after an extended illness June 24, 1992,inJackson, Ms.

Mr. Mabry operated a sawmill, B&J Lumber Co., Liberty, with his brother Bill until he joined Sam MabrY Lumber in 1956, combining the companies. He was a past director of the Southeastem Lumber Manufacturers Association.

Harry Bennett,71, chief executive officer of Bennett's Do-It Center, Louisville, Ms., died June 5, 1992, in Louisville.

Mr. Bennettjoined his father's company in 1949 and was a past president and national director of the Mississippi Building Material Dealers Association.

The lDistinction You lDesexve

Readily available, superior performance, consistent qualiry, distinguished beaury...cypress.

Clpress enhances your company's image and boosts profits as well. One of nature's most versatile building materials, clpress has no equal when it comes to siding, fencing, paneling, trim and millwork. Cypress is easily installed and readily finished. Its unique grain character beautifies any home or office.

Exceptionally durable, cypress is available in a wide variety of dimensions and pattems for assorted applications. For more information on cypress contact:

The Southern Cypress Manufacturers Association

400 Penn Center Boulevard, Suite 530

Pittsburgh, Pennsylvania 15235

Tel (412) 829-0770

ar contact a member of the Southem Cyp'ress Muufaraners

As s o cian on, Iiste d b elnw :

Active Members

J.W. Black Lumber Co.

Coastal Lumber Co., Inc.

Corbitt Cypress Co., Inc.

Georgia-Pacific Corp.

Griffis Lumber Co.

Marsh Lumber Co.

Mackey's Ferry Sawmill, Inc.

Roy O. Martin Lumber Co., Inc.

Talley Wood Products

Associate Members

Bames Lumber Sales, lnc.

Florida Cypress Wood Products, Inc

Gaiennie Lumber Co.

McEwen Lumber Co.

Murdoch Lumber Sales Inc.

Richard Landry Lumber Sales