Building Products Digest - August 1993

PUBLSHER Davldoubr ED|TOR Juadbl-ovrBt ASSOCI TEEDfIOR tln6loodg collrRl8uTllc E0trcRs D$gn cunttr Groo Mdcrry, wart Lyndl

ARTURECTOR tlailhaEmery ST FFARIBT PtrodLlrrtor CnCULAIpII Tr&t $r|ttr

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Photo by Marley Mouldings

Gl lrcod ShowOffs

Jhese two point-of-sole disploys odd momentum to soles, They showcose Cellwood ond give customers o chonce to see ond feelthe built-in quolity of our premium products,

The exclusive shutter "Flip Chort" is ovoiloble os o free-stonding disploy. lt con olso be woll or gondolo mounted, Ponel ond louver styles ond color choices ore shown, Disploy is 56"wide, 60"high ond 8"deep, Our Designer Goble Vent disploy con be suspended from o ceiling, wollor gondolo mounted. Allfour Goble Vent styles ond color opiions ore shown, Disploy meosures 30" x 36", Both come with soles literoture pocket, All importont Cellwood soles feotures ore highlighted! Ask your distributor for detoils or'coll us direct, toll free, l-800-476-8136,

in 13 Southern states

EDITORIAL

President Glinton's Plan Lays An Egg

Anger, disappointment and frustration from industry greeted President Bill Clinton's plan to limit logging in Pacific Northwest forests. Despite earlier promises o effect a balanced solution and assue a continued flow of logs from federal forests, the President's choice of Option 9 was a clear betrayal of his promises. Industry reaction was quick and heated:

"It's a cruel hoax on the rural communities in Northern California and the Northwest." Ed Bon( Sierra Pacific Industries, Redding, Ca.

"'What we heard today was nothing but lies and political rhetoric, and the betrayal of tbe people of the Northwest. We're just sick. We put our guts into this and we counted on Clinton. And he let us down." Larry Mason, ftrnter Fmks, Wa., mill owner.

"A7SVo reduction in timber harvest levels does not constitute a balanced solution." Howard Sohn, Sun Studs, Roseburg, Or.

"The president's plan is totally unacceptable to the forest products industry. The nation's economic recovery will be affected; communities and

DAVID CUTLER publisher

school districts in meny nnal aeas will frce additional hardship." John Hampton, president, Northwest Forest Resorne Corrcil.

'We in this indusry fully understand that tbe only human elements the preservationists and environmenialists car€ about is their own wellbeing and not that of anyone else. On tbe * nomic side, the hard fact will be much higher prices, shortages and nationwide inflatim." John de la Montanya, Sequoia Forest Industries, Dinuba Ca.

"He won't just be locking up forests. He's also locking away any hope of an econmb reoovery and a renrn o affordable houing ftr Americ&s." Robert H. Hunt, Western Wood Products Association, Fortland, Or.

Tbe casual arrogarce with whicl this Administration has bnrshed aside tbe legitimarc needs of forest products families is rypalling. Once again, birds and bugs have been chosen over people. The ignorance and stupidity displayed by President Clinton's decision is both anazing and saddening.

markets

Nowadays, it isn't enough to simply b. goodyou have to figure all the angles. And today, no matter how you look at it, 4W' from Ply.Mould is the best-selling pre.finished engineered wood moulding. Number One. Best of all, 4ry' is the ONLY earth-friendly moulding designed for the D.I.Y. home center market. So, from any angle, we're looking good!

- We ship your order complete within 24 hrs.

e Ctuuflr Chei Rail r-t C@ e EattdCrp

drStoP f Colonitl Stop ; '\

Rarch Csing IreidcCqw An6id Bee

tirhen you look at it fiom every angle, the choice is obviolts.

i I I wo rk

for big profits Showcase

fN THE last decade, the millwork Iindustry has expanded and created new products for homeowners interested in customizing their homes and making them as attractive as possible.

Fueled by the renovation and additions market, which Commerce Department economists expect to "continue to be a positive factor in building products demand," a specialty market niche of decorative millwork products has developed. We have defined this as decorative high profit/profile (DHP) millwork and estimate it to be an $8 billion market.

In order to capitalize on market potential, retailers must adopt new selling approaches. The technique used to sell a commodity product such as a lauan door will not work on a big ticket, decorative door.

Upscale selling requires a unique approach. The customer is buying not for function, but for gratification. A decorative selection is based on emotion, feelings and taste. The decision depends not on the pocketbook, but on whatmost pleases the buyer.

The building product industry's approach to selling must be revolutionized. Upscale selling is more than a short term solution to offset downturns in the economy. A strong and highly profitable technique already proven in exclusive shops, it can be applied in our industry and expand as upscale millwork products demand increases proportionately with the aging of existing homes.

Story at a Glance

Why retailers should showcase millwork products in luxurious settings ... $e billion market potential ways to change commodity mindset.

The showcase, a systematic presentation of specialty, decorative millwork in a fashionable setting, has developed in the DHP market niche. A concept dramatizing specialized decorative millwork products and entry systems in a setting simulating a luxurious home environment, the showcase has evolved because of several influencing factors.

First. it has been influenced by the lucrative remodeling market created by more homeowners updating and improving the aesthetic aspects of their homes. Second, it has been found that architects and builders can better visualize and generate new ideas by actually seeing products presented in a showcase. Third, showrooms with showcase settings have been valuable in assisting homeowners to better visualize how the decorative mouldings, millwork and decorative doors and windows will actually look in their homes.

SHOWCASE settings dramatize millwork products, making them inesislible to shoppens. ln contrast, a commodity display approach has no appealto emotions, feelings or tas-te.

physically, the impact exceeds that of a brochure or a display surrounded by competing products.

The concept of showcase selling is foreign to the industry mindset. The nuts & bolts/function/technical approach to selling a commodity must yield to a sophisticated system of selling the intangible beauty and uniqueness of DHP millwork. l,anguage as well as displays must be more upscale.

Showcase selling exemplifies the product. Using a personalized setting, it gets the buyer involved and interested in the product. Attachment and desire are created. When the product can be experienced both visually and

According to Tom Peters, author and management observer, a "prescription for the times is to try something; don't stand still. Someone will try something new and it will work."

As the housing market continues to mature, industry sales will likely continue to increase, but at a slower rate and only for those who identify specific needs and "try something new." Company operations and strategies can not "stand still." Companies must adopt new methodology. Showcase selling of decorative millwork will work and be profitable.

""t#3ffit1fia8emen,

Moulding can be a profif leader

Ft E-IAILERS interested in increasIlfing profits - and who isn't?should take a closer look at solid hardwood decorative mouldings. The higb-margin product line almost sells itself, but a few "tricks of the trade" can expand sales drarntically.

Product knowledge, auractive displays and consumer education are three important components, explains Bob Riedlinger, president of Ornamental Mouldings.

Product lnowledge is often taken for granted. To gain a reputation for moulding expertise, you and your sales staff must go above and beyond the basics. Educating consumers often helps them decide to buy a better product.

Riedlinger, whose Ontario, Canada, and High Point, N.C., familyowned business is said to be Oe world's largest manufrturer of deco. rative wood moulding, uses this scenario as an example. A consumer asks to buy the least expensive moulding, a finger-jointed pine Colonial style profile. The salesman explains this product is not appropriate for staining, that only solid hardwood mouldings which meet or exceed the Wood Moulding & Millwork Producers Association's "N" (stain) grade standards (smootb to the touch without roughness, large knots or severe color variance) are appropriate for staining.

He then suggests the deeply pressed, rich detail of high quality embossed mouldings, such as the classic egg & dart pattern, are eyecatching and asractive when stained. Especially, he adds, when the moulding is made of red oak (a step above poplar commonly used for embossed mouldings).

This sharing assists the consumer to make more informed decisions, Riedlinger says. You help them elect to spend a bit extra for higher quality.

Installation tips are also appreciated" he says. Mentioning the appropriate chair rail heigbt is one-third Oe distance from the flmr to the ceiling helps the consumer install with confidence. Letting him know the avail-

ablity of a miterless moulding system that allows d-i-yers to avoid diffiotlt miter cuts is important

Eye-carching and idea-gen€,rating, displays can improve sales. Tbey need not be expensive. Clear lenering, ample product selection and appealing colors are the basics. "Combine Oese with creativity and watch the result$" Riedlinger dvises.

To encourage cross-selling, Riedlinger recommends trendy colas' rich-one stains or faux finisbes such as marbleizing for moulding sanples.

"Make sure consulrers see that everything needed o rccomplish the look is available in your stor€," he adds.

Idea-generating literaure with colorful pictures of fashionable rooms using mouldings helps consumers envision t[e result they want and en@urages additional sales. Use th brochure to sugges adding a chir rail as well as cornice morlding. Even if the consumer doesn't buy, the brocbure he takes bome will be an effective reminder of his next project

Diagrams illustrating mouldings and their placement as well as the pfoper p'rofile nanes belp cmsumers learn what to ask for. Offering a brochure, explaining its contents, showing where the picured items are located and suggesting dternatives are all part of onsumer educatio.

To increase yar moulding profits, include these three components in your program - enhanced product lnowledge, eye-carching, idea-generating displays and consumer education, concludes Riedlinger. They'll be pleased with tbe service and you'll be pleased with tbe results.

Story at a Glance

Ways to erpand moulding sales ... product knowledge, eye+atching, Hea4enerating displays and consumer education make the difference.

llOULDlNG has a new look Wallpaper boder used between ceiling comice mouHing and a decorative trim accenls bedroom above. Embossed mouldinqs add ridt d€tail in den and pediment and pilaster casings enhance living ioom entry. Wirod omaments lor kitdten cabinets and lireplace mantels, ceiling medallions with chandeiiers and corbels used as shelf supports to display obiet d'afl are in vogue.

PAINT grade engineered wood moulding, which has been used in Europ€ for 20 years, is now manufactured in U.S.

What customers want when they buy moulding

I|:IENERALLYspeaking, mosr moulding customers fall l\finto one of two distinct categories-the builder/contractor or the do-it-yourselfer - with the needs of each addressed separately.

Finger joint pine/paint grade mouldings have comprised the largest sector of the market, says Peter SpieLnan, PlyMould Corp., Newport News, Va. He estimates they have accounted for more tdlran 85Vo of all mouldings sold with the other l1%o divided between solid lineal mouldings for stain grade purposes, prefinished mouldings and hardwood mouldings, generally for stain grade purposes.

Contractors have generally been concerned with price and availability of long lengths, Spielman notes, while doit-yourself buyers are morc concemed with the appearance of a moulding product. Do-it-yourselfers are generally less concerned with long lengths and are willing to purchase shorter, more convenient-to-handle pieces that fit easily into a vehicle for transporting home.

"Since both contractor and do-it-yourself customers have become more aware of the shortage of wood and the eco logical concerns facing our country," he adds, "engineered wood, a relatively new concept in the U.S. paint grade moulding market, has become more appealing to both groups as a long term alternative to pine and hardwood mouldings. Engineered wood utilizes in excess of 90Vo of the tree with the sawdust that results from producing the mouldings recycled into top soil and mulch applications."

Engineered wood moulding is either primed with a water based primer or has the engineered board substrate covered with a paint grade paper laminate. Engineered board is composed of wood fibers glued together with a resin system and pressed into sheets. After these sheets of fiberboard are machined, the profiles are wrapped with hardwood veneers,

primed with paper or prefinished with paper, vinyl or heat transfer foil, Spielman explains.

By using wood veneers such as oak, maple or cherry as well as paint grade paper over engineered board, mouldings can be produced in fixed lengths, free of all nonnal defects associated with solid wood mouldings, he says. Engineered board moulding that has been profile wrapped has a smooth surface appearance, no finger joints, no splitting and no warping. It can be cut and nailed easily.

Story at a Glance

Gharacteristics of moulding buyers .." product benefits each is looking for... how engineered wood can satisfy environmentally conscious customers and meet the need for pine and hardwood substitutes.

Engineered board moulding is an ecologically sound alternative to both pine mouldings and solid hardwood mouldings, Spielman points out. "Europe has produced mouldings in this way for well over 20 years due to both the lack of available wood and the ecological pressure put on producers by the environmental movement."

To a large extent environmental issues as they relate to supply and demand will dictate the future of the moulding industry in this country. Ever more environmentally conscious customers will look to alternatives such as engineered board mouldings to fill their moulding needs, Spielman maintains.

Bag more insulation sales

come close to or already meet the MEC insulation requirements:

. Califomia

. Connecticut

Florida

Georgia

Idaho

.Indiana

.Iowa

Minnesota

. Montana

North Crolina

WH*t"'ffilyffif'XtTfr

the Clinton Administration's proposed energy tax, building products retailers who stay on top of energyrelated legislation and its opportunities can upgrade their insulation sales ard profis.

Specifically, retail insulation sales can be boosted by playing to the upgraded state energy codes, federally financed homes or home inProvement projects, and energy-efficient mortgages.

Energy Codes

By October 1994, two years after its signing, the National EnergY Policy Act requires each state to report to the Department of Energy that its energy code meets specified standards or explain why no changes are needed.

These standards for residential construction should follow the Model Energy Code (MEC), develoPed bY the Council of American Building Officials (CABO).

To stay ahead of such changes, retailers should learn what the MEC requires for their specific area, and prepare to promote the appropriate insulation products that will help meet upgraded energy codes.

Through recent revisions, 16 states

New Mexico

NorthDakota

. Oregon Tenness@

. Utah

Washinglon

Story at a Glance

lnsulation demand should rise with new energy leglslation retailers can market knowledge of rcvised codes, funding requirements, specialmortgages.

ciency standards.

The legislation requires that the Department of Housing and Urban Development (HuD) upgrade its energy standards for home financing within one year of tbe bill's passage. The MEC autorr,atically goes into effect if HUD misses the ute-yea deadlirp.

In addition, home improvements financed by federal sorces, such as the Veterans Administration (VA) or the Farmers Home Administration (FnHA), may also have to meet upgraded energy requirements, depending on the lender.

Dealers can market this energy code lnowledge and help their customers. By working together with sucb federal agencbs as HUD, rcailers can position tbemselrrcs as energy experts, able o answer which materials are best to meet upgraded energy standards.

Encrgt Efticient Mmtgages

Retailers can frrrth€r upgrade insulation sales through other energy financing requir€ments. Energy efficient mortgages, also ddress€d in lbe energy act, require homebuyers to meet specific energy conservation standads.

In existence for some time, tbe.se mortgages allow homebuyers to trade expected energy savings for tbeir first home mortgage or a bigger mstgage !o buy a beuer home. The National Energy Policy Act p'ropoees standadizing the loan p,rocess and necassary home energy efficiency requiremens to help build a national energy efficientmortgage progrm.

Retailers can then partner with local lenden to s€rve as an information source for bomebuyers who want to quickly meet energy efficiency mortgage requiremens benselves.

Retailers in these states can immediately begin tying heightened state energy code requirements into Oeir merchandising. Unless they can provide documentation that their present codes are sufficient, the remaining states will have to revise their codes as well.

Federal Financing Requirements

The energy act further promotes energy efficiency requiring federally funded construction and remodeling projects to meet upgraded energy effi-

In essence, a little lmowledge of the new legislation can help to promote insulation as an easy and inexpensive way to meet the stricter energy standards.

Gomputer software eases metrication

IfOW

the January 1994 deadline

Ilfor instituting the use of metric in the design of all federal construction will affect our industry concerns some, but as computer-aided design and drafting systems continue to increase, switching between the inchpound system and the metric system can be simpler. Metric conversion, CAD and engineering software also is available.

About 95Vo of. the building products will not change because they are not modular or panelized. Many products will be relabeled in metric. For example, a 4-112" wall switch faceplate will be relabeled 70 x 115 mm. BOCA, SBCCI and NFiPA and ASTM standards already use both inch-pound and metric measurements. Other organizations have added metric measurements o their standards or are in the process of doing so. The wood industry has shipped exports in metric for many years.

Use of metric will eliminate fractions, inches and feet in building products. All measurements will be in millimeters. Field measurements can be faster with less chance for error since unit conversions are not necessary.

One millimeter (mm) is about 1/25 inch or slightly less than the thickness of a dime. One meter is the length of a yardstick plus about 3-113 inches. One inch is a fraction (1/64 inch) longer than 25 mm. One foot is about 3/16 inch longer than 300 mm.

The Construction Metrication Council of the National Institute of Building Sciences, Washington, D.C., has listed some of the changes applying to building products.

Spacing for 2x4 studs and other 2x framing, both wood and metal, will change from 16" to 400 mm (about a quarter of an inch closer) and 24" to 600 mm. Cross sections will stay the same and 2x4s may keep their nominal name or be relabeled a nominal 50x100 nm or more exact size.

Engineered lumber products won't

change sizes (a 24" I-beam has no acfinl Vl" dimension), but will be relabeled. New nominal names such as 600 mm beams are possible.

Drywall, plywood and rigid insulation widths will change from 4'0" to 1200 mm, height ftom 8'0" to 2400 mm, l0'0" to 3000 mm. Thickness will stay the same so fire, acoustic and thermal ratings won't have to be recalculated. Metric drywall is already available.

Batt insulation will change from 16" and 24" nominal width to 4(X) mm and 600 mm nominal m not change to be used with more of a "friction fit."

Thiclcress will stay the sane to avoid recalculating themral ratings.

Doors will change from 6'8" in height to 2050 or 2100 mm and 7'0" to 2100 mm. Widths will change from 2'6" to 750 mm, 2'8" to 800 mm, 2'10" to 850 mm, 3'0" to 900 or 950 mm, 34" to 1000 mm. Thiclmess and door materials and hardware will remain the same.

Ceiling grids and lay-in ceiling tile, air diffusers and lighting fixtures will change from 2'x2' to 600x600 mm and 2'x4' to 600x1200 mn. Grid profiles, tile thiclnesses, air diffuser capacities, fluorescent tubes and means of suspension will remain the same.

Raised floor system grids and layin floor tile will change from 2'x2'to 600x600 mm. Grid profiles, tile thickness and means of support will remain the same.

Dual unit tape measures will be needed for most job site work. They are available from many manufacturers including Stanley Tools, Lufkin and U.S. Tape.

Metric Information Sources

PLANNING

Amerlcan Forest & Paper Assn.

1250 Connecticut Ave. N.W. Washington, D.C. 20036 (nD463-27N

SOFTWARE

Advantage Buslness Computer Rt. 2, Box 879 Big Sandy, Tx.75755 (8O0) 452-2502

Allgeler Computer Corp. 3fl)2 Dow Ave. Suite 116 Tustin, Ca.92680 (800) 5244396

CSD

12130 Pennsylvania St. Denver, Co.80241 (800) 688-9606

Datallne 43 Danburv Rd. Wilton, Ct.'OOASZ (800)723-3676

Dinenslons

5500 Amelia Earhart Dr. Salt Lake City, Ut. 84116 (800) 648-5065

MCB Enterprlses Box 6563 Huntington Beach, Ca. 92615 (7r4\ 647-ss34

Oflice Equipment Co. 125 Oakway Center Eugene, Or. 97,101 (503)342-3325

Orlon Development Corp. Box2323 Merrifield, Ya,.221L6 (80o) 992-8170

Versyss 4fi) Blue Hill Dr. Westwood, Ma.02090 (800) 899-6400

Vldtrack Technologles Co. 540 S. Main St, Suite 941 Akron, Oh. 4431 1 (216)762-sr4r

STANDARDS

Natlonal Partlcleboard Assn. 18928 Premiere Ct. Gaithersburg, Md. 20879 (301) 670-0604

Hardwood Plywood Mfrs. Assn. Box 2789 Reston, Ya.22090 (703\ 435-2900

VIDEOTAPES

Workplace Tralnlng 520N. AImDr. Orono. Mn.55364 (612) 472-2s64

Don't fall in love with your inventory

By Mlke McCord President t ogansport Lumber Do-it Center

HROUGHOUT all of history tbere have been notable love affairs. At the same time many people have been accused ofbeing blinded by love or not being good enough for their betrothed. Today many hardware, lumber and home center opefators have fallen in love with their inventory. They have become blinded by love, thus ignoring the costs of carrying inventory that is not good for them.

If we look at each and every inventory item as a decision to invest money with the hope of achieving a reurn on that investment, why do we hold onto our DOG (datnaged and obsolete goods) items so srongly? Why don't we liquidate them and invest the money in a prodrct with a better renrrn? Many stores have trained their staffs to never sell anything below cost. Cost to most dealers is what Oey paid for the item, or what they see as cost on the unit inventory inqurry scfeen on the computer system.

They are not taking into account the interest expense they are paying their banker to hrow the money to buy the item; they are not considering what they are paying their staff to order it, check it, price it, stock it and dust iq they are not thinking of the money they pay their insurance company and state and local govemments for the honor of owning the producl

Many industry experts maintain that sitring in your stue for a one-year period without being sold can add between 24Vo and304o morc to the cost which you acnnlly paid for an item.

Sometimes, even selling something at cost will not get rid of ir You ask, "How much should I ask for when trying to sell DOG items?' As long as it is cash, don't refuse any offer! lpt me give you an exanple: You have a specialty haruner which you are selling for $22. You haven't

sold it in the past year and it looks like you probably wm't sell it this yer either. You are offered $8 for it - do you take il? Your cost was $16 - you will take an $8 loss frm your cost nunbers. Lrt's ignore any consideration of you past holding cost and just look at wbat would happen if you took the $8 and purchased a faster moving product such as a 25# box of l6d CIC sinker nails which hes x cost of $8/caron, retail price of $I2lcarton and a history of selling one ctrton a month:

You would have bad !o borrow tbe $8 miginaly needed to buy the first box of nails ftom the bank, but instead )ou took the $8 received ftom the sale of the DOG hemmer and reinvested it in the nails which put $40 lowtrd tbe boom line after the lms was made up ftom the sale of tbe hmmer.

Inventory is an investmenL Do not fdl in love with iL You have a choice of which items o invest you money in. You will always receive a 0% return on investment on items that never sell. Take bad money and invest it in good invenory and it will make gmd money.

A good computer system will provide you with r€ports which will help you thorougDly analyzn your invenSory investment, including uncovering Oe bad it€ms. And, don't wait until winter to bave a cleranoe sale - do it now when your raffic is at its highest point Traditionally, you will tre able to get a higher pnce for clearance items during your busy season than any other time. Turn thoce DOGs into cash today.

Mike McCord, president of Logansport l-nber Do-it Ccnter, logansport, In., is an indcpendeu lutnbcryad owrur who llr.s been a user of tlu ProfttMaster system for over l0 ycan - Hitor.

Are installed sales for you

IITTH kitchens and baths top remodeling projects, UU should a retailer include them when he considers establishing an installed seryices program?

"Yes," answers William C. Olsen, WCO & Associates, a Troy, Mi., sales and marketing oompany, "if he resEicts involvement to installing products he sells and leaves the contracting business to contractors. Avoiding complicated jobs requiring structural changes reduces liability and the competitive threat an installed sales program represents to professional custometrs. "

The decision o add insalled sales requires careful consideration of the advancages and disadvantages. Some retailers consider installed sales a defensive move to match services offered by competitors. Others have watched distribution channels for products they sell change and see installed sales as a way to maintain or regain market share. Some view installed sales as a strategic move to bolster sales by addressing Oe demands of homeowners.

Although the repair and remodeling market is the faslest growing segment of the industry and an installed sales program the most direct participation, there are pros and cons to be considered, cautions Olsen, who specializes in developing and implementing installed sales programs.

ADYANTAGES:

O Increased sales for products you install without significantly inoeasing inventories.

O Tumkey solutions for homeowners with remodeling and replacement projects. This should increase the nunber of homeowners you sell and discourage existing customers from shopping elsewhere.

O Control. You can accomplish similar results by increasing your service level to professional remodeling contractors and offering a referral program to homeowners, but, the results are less reliable.

O lnproved gross profit margins. Sales will increase for higher quality, higher margin products and selling an insalled package should reduce the pressure to cut prices.

O Identity for your company as the source of home improvement prcducts and projects in your community.

O Differentiates your company from competitors and strengthens its position with manufacturers by adding value and increasing sales for products they sell you.

O Provides a convenient vehicle for selling service confacn and offering financing programs.

DISADVANTAGES:

O Liability. Your company will sign the contract and assume responsibility for labor and product performance.

O Conhactor customers may perceive the program as a cwrpetitive threat.

O Since installed sales are more similar to the remodeling business than the retail business, a company becomes subject to the fatrlity rate experienced by remodeling conEactors.

o Difficulty of finding a sufficient number of subcon-

tractors willing to comply with the perfonnance standards you establish.

O Your image may change from a low cost source of materials to a higher priced source for installed services. In order to succeed, you must sell at higher prices than most contractors you will be competing with. Selling at prices that don't yield an acceptable level of profit is the primary reason for the high rate of failure in the remodeling business. Your higber priced installed sales progran may affect the perception customers have of your prices for materials that don't require installation.

The decision to offer installed sales is a serious one. If you decide to do it, tread carefully, Olsen says.

SUGGESTIONS:

O Resfict your progmm to installing products you sell.

O Select subcontractors carefully. Their perforrrance will leave a lasting impression with customers.

O Minimize competitive threat by resficting progmms to products not generally sold to professional customers, subcontracting installations rather than hiring your own crews, communicating openly and honestly with your professional customers. Tell them what you are doing, why you are doing it and how they can participate or benefit before you do it.

O Start simple with single product/single trade installations (hot water heaters, garage doors and garage door openers) and fine tune your system before moving to more complicated projects.

O Position your program to compete primarily on quality and service rather than price. Many small contractors will sell for less, blt9L91%o of them will fail within their first five years of business.

O Make sure installers arc treated fairly and can make a profit on the installations they perfonn. If subcontractors can't make money, they will cut comers on the job or go broke. Neither alternative is good for you or your customers.

O Take time to learn the business. There are few similarities between the retail building products business and remodeling (installed sales) business. Recognize and address the differences to be successful.

Installed sales programs will be important to the funre of many building product retailers, but the decision to initiate a program should be made carefully, Olsen advises.

Story at a Glance

How to decide if your storo should do installed sales including kitchen and bath remodeling ... advantages and disadvantages... suggestions.

NtrWSBRItrFS

Coleman's Lumber Yard, Harrodsburg, Ky., expects to open a new 5,000 sq. ft. showroom Oct | Foxvtonh-Galbraith ltmber Co., Pecos, Tx., recently remodeled...

Lowe's is issuing $250 million in notes due 2003 to finance storc expansions ... a replacement Lowe's three times larger than the previous store opened in Winctpster, Va- ...

Builders Square opened two stores in Puerto Rico with four more to follow ... Tulsa and Oklahoma City, Ok., units are remodeling to the BuiWers SEnrc Zprototype ... a Port Malabar, Fl., Biilders Square is dre in OcL

Home Quaners Warehous e units are adding bridal registries at their service desks Lawson-Crain HWI Building Center, West Liberty, Ky., had a grand opening to celebrate doubling the size of the showroom...

Builders Warehouse Association,Conway, Ar., expects to open as many as six stores in central and western Ar. by mid-1994 ... Farmers True Value Hardware Supply, Grayson, Ky., relocated, with lumber, hardware and gift departments now occupying the samebuilding...

Associated Drywall & Building Supply, Louisville, Ky., opened I-aGrange Drywall & Home Center in LaGrange, Ky., Dan Williams mgr. Ace Builders Lumber Co., San Angelo, Tx., closed...

Roanoke Lumber, Roanoke Rapids, N.C., opened a distribution center in Weldon, N.C. ... Home Depot is moving its lumber distribution center to Arlington, Tk., from GrandPrairie, Tx. ...

Roper Brcs. Itntber Co., Inc., Petersburg, Va., which opened a special installed sales stpwroom last year, plans to expand installed sales ... Moores Lumber and Building Supplies' P€tef,sburg, Va-, location is being used to film the chain's tv promotions

Epperson htmber Sales, Inc., Statesville, N.C., was named 1993 Small Business of the Year by tlr Greater Statesville Chamber of Commerce and the Mitchell Community College Small Business Cmter

Loute'*, Manassas, Va., sponsored a parking lot health fair to raise money for local healh agencies ... Richards Gtonp, Dallas, Tx., will produce Home Depot's radio and television advertising ...

Anniversari es: Stanley Works, l50th; Robinsonlttnber Co., New Orleans, La., l00th; Plasti-Kote, 70th; Contractors Supply, Gainesville, Fl., 3frlu Enap, hrc., Midlothian, Va-, 25th

Lee Roy Jordan Redwood Lwnber Co., Dallas and Houston, Tx., received best single booth display honors at the Oklahoma htmbermmb Associaionb Spring Mart '93 ABTco's Roaring River, N.C., plant was named "tbe hardboard industry's safest wortplace" by the American Hardboard Association

C ellwood Products, Gaffney, S.C., recognizd Morgan Distrihutors, West Columbia, S.C., for outstanding 1992 sales gfowth S hervtin-Willians' Innnity Paints and Dutch Boy's Renaissance Paint received 1993 Drummer Awards for packaging Wilsonart, Tbmple, Tl., contributed fixtures for the local Ronald McDonald House expansion .,.Celotex Corp,, Tbmpa" Fl., will

distibute Bqtiunn OMyXe. nrc.'s ridge vedldon qm tmder the Celotex name ... DIFI Windows, /nc., Rocky Moutrq Va, rcquired Tlianglc Distrihtnn, Tlrpelo, Ms Chcsapeakc Hadwood Prodtrcts, Inc., Chesryeake, Va-, purchased Plywood Panels, Inc., Norfolk, Va

Dnttar lze's Wood nesentlry Div., Montreal, Canda, wc pld July 1 to Stella-tones Inc., t Canadian corporation resently formed by m ltallan/Scoldsh or pany, Alastair Millr is pes. d CIEO...

National Gypsun Co., Dellls, Tt., emerged ftom Ctry. ll b.ntruptcy with a $75 million th€eyear revolvlng credlt line ftom Gcneral Ebctric Capital Cor?. (see smry p. 46) ... nf Rayia win acquire M Ch@pidt htanational sawmill in Swainsborc, Ga, and the flau mlrl at Imber City, Ga

Enterprise Compuur Systanq, Inc., Greenville, S.C., expocts !o aoqthe fu lumber ed pape ds" tribution accounts of compuPower lzc., @lumHr, Md., Aug. 16 ... Statcs Irrdt st/ies &rc., will manufacane a llrc of preflntM ready-to-assemble wood drawers fv BHK

Georgia-Pacific's buildlng products business eerned record second qurEr trofits of $202 million...

American Wood Council's Metric Task Group approved updating the T-umber and W@d Products Metric Plrnnlng Package" ... t}re Florida Saprcme Court nrled bmeowus can't srp material neruftcfi€rs and sppIers for onstrtdon &ftcts uless they purchased the materisls direc0y ftom M ...

Housing sutrts ln Jure (latest figs.) were a rcpeat of Itf,ay c an annual mte of 1,254,(m udts ... single family sbffi Hl while multis rose building pernits fell 1.3% ... starts declined in the Soultr ... stes fur frst $x noffis wereup l.l%ftom 1W2...

(Please turn to page 46)

CALENDAR

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AUGUST

Southeastern Lumber Menufecturers Assocletbn - Aq. 12. 14, annual neeting, Westin Reso4 Hilon Head Islao4 S.C.

Vlrglnla Bulldlng Mrterlel Assocletlon - Aug. 12.15, s'm'rcr manaSement conference, Ramada Oceanside Torrer, Virginijr Berh.Va

Netlonrl Bulldtng hoduc'ts Ef,po & Coofcrence - Aug. l&17, McCormick Place West, Chicago, Il.

Natlonel Wood Wlndow & Door Assodetlon - Aug. f4-f& snmmq'meeting, Grand Traverse Re.sort, Traverse Clty, Mi.

Netlond Hrrdwrc Show - Aug. lS-lt, McCormick Placc Complex, Cbicago, Il.

Lumbermen's Club of Memphb - Aug. 19, luocbeon mccting, Raoquet Club, Mempbis, Tn.

Herrb-Trrketf - Aqg. 1921, budwood ftooring scbool, Johnmn City, Tn.

Mbslsslppl Bulldlng Meterhl Deelers Assocledon - Aug.2021, mid-year board meeting, Natcbea Ms.

Nelson Rornoke Co. - Aug. 2l-22, show, Roamke Civic Genter, Roanoke, Va.

New South, Inc. - Aug. Zl, customer appreciation day, Conway, s.c.

Handy Herdwere Wbolcsele - Aug. 2729, mru:ket" Creorge R. Brown Convention Center, Houston, Tr.

Cerollnes-Tennessee Bulldlng Meterlal Asccletlon - Aq. 31, sales seminar, Fort Mill, S.C.; Scpt. 2, Garden Plaza" Murfreesboro, Tn.

SEPTEMBER

Japan D-I-Y/Home Center Shov - Scpt.3-5, Makuhari Messe, Tokyo, Japan.

Lumbermen's Club of Memphls - SepL 9, luncheon mecting, Racquet Club, Memphis, Tn.

Lumbermen's Assocledon ol Teres - Scpt llFlf , fdl boad & comnittee meetings, Worthington Hotel, Fort Wortb, Tx. South Stetcs Inc-/Ilenderson B.lrd Hrrdrere Co - Sept" ll12, Senty maket, Bossier Civic Center, Bossier City, La"

Hoo-Hoo Intematlonel - Sept- 12-15, interDational convention, Holiday Inn City Centre, Sioux Falls, S.D.

Bulld Russle '93 - Sept. 13-16, international expo, Radisson Slavjanskaya Hotel & Business Center, Mosoow, Russia-

Archltecturel Woodwork Insdtute - ScpL 1616, ennual mceling, Adans Mark Hotel, Su Louis, Mo.

Florlda Lumber & Bulldlng Materhl Deders AssocbtlonSept l6lE, annual convention & exhibition, Mrriocs World Center, Orlando, Fl.

Harrls-Terkett - Sept. l7-lt, advanced hardwood flooring school, Jobnson City, Tn.

Amarlllo Herdware Co. - Sept. 17-19, mrket, Amarillo Civic Center, Anarillo, Tx.

QuoJem - Sept. 19-22, international hardware, tools & d-i-y sbow, Paris-Nord Exhibition Grounds, Paris, France.

Mld-Amerlca Lumbermens Assocbtlon - ScpL l9-2A, Idaho and Washington mill tour.

Southern ldeal Home Show - SepL 2!26, Raleigh, N.C.

Odell Herdware Co. - Sept. 24-25, SenAy market, Chadotte Convention Center, Charlotte, N.C.

Amerlcan Plywood Assoclatlon - Sept. 26-2E, annual meeting, Westin La Paloma Hotel, Tucson, Az.

Ytrginla Bulldlng Materlal Assoclatlon plans tabletop exhibits and education programs for its summer management conference, Aug. 12-15, Ramada Oceanside Tower, Virginia Beach.

Speakers include Al Sneddon, Triad Systems Corp., "Cycle Counting & Inventory Control;" Paul Carlson, Consolidated Risk Management Service, 'Changing Times - New Workers Compensation Laws in Virginia;" Pete Stith, deputy county administrator for housing & community development, "You're the Boss, I'm the Boss - So What?" Dealer/supplier roundtables will cover security and company policies.

Mld-Amerlca Lumbermens Assoclatlon president Ben Mayo, Mayo Building Supply, Bentonville, Ar., and Oklahoma regional manager Bill Champ recently visited Oklahoma lumber dealer members including Gary Ketcham, H. E. Ketcham Lumber Dealer, Muskogee, and John Collins, Collins Lumber Do-it Center, Ada.

Mayo is urging members to write llouse Appropriations Committee members from MLA's five states asking their help in restoring tbe Forest Service Timber Sale Program funding.

Carolinas-Tennessee Bullding Materlal Associatlon held a summer idea exchange July 29-Aug. 1 in Asheville,

N.C.

Indushy consultants and hainers Jack Nunn and John Evans followed the theme "Customer & Service Strategies for the '90s." Members also participated in dealer rcundtables

Austin McGonigle will present "Everyone Sells, Few Know the Secrets," Aug. 31, Charlotte, N.C., and Sept. 2, Murfreesboro, Tn.

Mlsslsslppl Bulldtng Materlal Dealers Assoclation has a goal of 200 dealer and associate members by the 1994 convention and building products trade show March 17-19.

A membership contest will continue tbrough Feb. 1994 with the person recruiting the most new members receiving free MBMDA membersbip for one year. Julia Banks had recruited two new dealer members and Nancy kby one at last count.

Kentucky Lumber & Butldtng

Materlal Dealers Assoclatlon is joining Illinois Lumber & Material Dealers Association and Indiana Lumber & Builders' Supply Association in sponsoring the first annual Tri-State Golf Outing Oct. 7 at the Kentucky Dam Village State Re.sort Park, Kentucky Lake, Ky.

Bruce Humphrey, Charlie Quinn Lumber Co., Sturgis, education committee chaimran, is seeking program suggestions and speakers.

SOUTHERN ASSOCIATION

is surveying members for preferences in roundtable locations, dates and topics.

An LAT delegation attended the second forestry/lumber conference hosted by the Durango governor in Durango, Mexico, May 26-27. Tours of Encha-

padas Alpha plywood mill, and Maderas Pinelli pine sawmill, were included in the conference. LAT is accepting names of those interested in attending the next TexMex conference in Guadalajara in Febru:uy.

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Industry Angered, Disappointed By Option 9

Very few in the lumber industry cheered when President Clinton announced his Option t harvest plan July l. Even so-called environmentalists responded with anger and frustration. However, the timber industry resolved to continue working with the Adminisuation and Congless to fashion a more reasonable solution o ttre timber crisis.

Gary Donnelly, executive vice president of National Lumber and Building Material Dealers Association, summed up the reaction of most retailers when he said, "In our opinion, not only does the President have a distorted view of 'balance,' he has wasted the time and effort of five cabinet agencies, not to mention us civilians over the last 90 days developing this balanced approach."

Legislators, too, felt betrayed by the decision. Many from areas sustained by the lumber industry as well as Speaker Tom Foley refused to auend the announcement ceremony.

Prepared by the Ecosystem Management Assessment Working Group, Optrm 9 stipulates:

o Federal forest harvests in the coast areas of Washington, Oregon and Northern California will be held to 12 billion board feet over the next 10 years - 1.2 billion annually. @uring the '80s annual harvests were around 5 billion, although they have dropped below Oat in more recent years.)

o Displaced workers and timber dependent communities will receive $270 million for fiscal year 1994 or $1.2 billion over five years in economic aid.

o Reserve areas for owls will be set

up with logging limited to some salvage and thinning of young trees if it poses no th€at 0o the species.

o Ten adaptive manegement aeas of 78,000 to 380,000 acres each will be established for ecological experiments.

o Protection of entire watersheds will be attempted in order to head off controversies over endangered salmon and other fish species.

The Administration said it win try to make 2 billion bord feet of timber available this year from previously approved or consummated sales, some salvage and some timber ftom Indian lands.

Because the plan will be implemented administratively, it does not need congressional app'roval with Oe possible exceptim of authaization of economic aid funds. The plan was filed July 16 as an Environmental Impact Statement (EIS) in rcsponse to the existing court imposed injunction. If this fourth attempt (three under hesident Bush) to have the injunction lifted fails, or if the EIS is challenged in court as enviros thr€at€n, the plan will probably be taken o Congress.

As rnny as 85,0fl) direct and indirect jobs are expected o be lost with the portion of the timber industry dependent on federal lands ceasing o exist.

Although, in a brud sense, Option 9 addresses only problems in the Northwesl some feel it can be considered an indication of how difficult resolving the issue of the red oockaded woodpecker in the South could be. Private landowners might be reluctant to accept federal restrictions on harvesting.

Moulding Association Members Visit Russia

Eleven persons representing seven Wood Moulding & Millwork Producers Association member firns visited sawmills in St. Petersburg to investigate establishing supplier/customer relationships during a Russian lumber fact finding uip June 11-18.

Greg Applen, Medford Moulding Corp., White City, Or.; David Cap'ps, Woodlands Millwork, Conroe, Tx.; Tom Carroll, Lawrence Sauder and Ron Smalley, Sauder Industries, Vancouver, B.C.; Frank DeMott, Best Moulding Corp., Albuquerque, N.M.; Don and Jim Gonsalves, Western

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Moulding Co., Snowflake, Az.; Chase Israelson and Dan Mathes, The Donis Lumber & Moulding Co., Sacramento, Ca", and Jobn Monism, Sunset Moulding Co., Live Oak, Ca", prticipated.

Prior trips sougDt altemate lumber supply sources in Chile and New Z,ealand. While WMMPA members purchase the bulk of their needs ftmr domestic producers, a shortage of lumber requires them to look elsewhere to fill their needs, said Bernrd J. Tomasko. WMMPA executive vice president.

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More southern pine millwork being used in the South

Use of solid and finger jointed sou0ern pine for millwork and the opening of elaborate millwork showrooms are growing trends in the South.

Lone Star Plywood, Houston, Tx., is a company doing both. l,ooking for exra srength and durability in exterior door frames and jambs, the millwork house is using a greatet volume of southern pine these days.

Burns, Monis & Stewart (BMS), Nacogdoches, Tx., a national supplier to the door pre-hanging industry, ships large volumes of southem pine exterior door frames, casings, brick moulds and sill to Lone Star for assembly. Lone Star is a major supplier of exterior doors and interior wood products to homebuilders and remodelers throu ghout Texas.

Hank Crouse, BMS, says that the growth of the finger jointed market is good news for southern pine and other wood species because "it helps extend the forest resource during a time when

more and more specifiers are concerned about timber supply and the availability of solid wood."

Southern pine finger jointed frames and jambs are increasingly popular in the Houstur area which is primarily a paint grade martet, Lone Star's David Ondrasek adds. His company likes its strength, stability and superiority for machining to close tolerances.

Lone Star's product line includes windows, doors, moulding, stair parts, decorative trim, beaded ceilings and all types of interior millwork. They have done custom manufacturing of transoms and other pfoducts since t978.

To display their large inventory of doors, windows and millwork products in a wide variety of species, including western softwoods and imported and domestic hadwoods as well as southern pine, they have established a large attractive showroom. Homebuilding and remodeling

FRENCH door is selected al Lone Star Ptyryood for shipment lo a cuslomer in th€ Hougon, Tx., alea Steve

contractors in the Houson aea bring their clients !o the showrmm to see millwork displays and 'touch and feel" before they select products fc their homes.

Rogns and Tome Gonzalez ate pan of the 125 peson sld al lhe milhro* hotlse whi*r ue southem *p enemively.

Cypress Manufacturers Vote in Changes

The Southern Cypress Manufacturers Association has voted to allow associate members a more active role in the association.

Associates may now hold office and actively participate in association business. Cypress wholesalers and retailers and companies processing cypress products qualify for associate membership. Active membership is limited to companies that manufacture and produce cypress logs, piling and poles, sawn lumber, both rough and finished, shingles, flooring, veneers, plywood, lath, boxes and crates.

Changes in the dues structure and cypress grade rules also received af-

Hoo-Hoo Annual Convention

The 101st Hoo-Hoo International convention will be Sept. 12-15 in Sioux Falls, S.D., with Sioux Valley Hoo-Hoo Club as host club.

Andersen Windows, Inc. is the major corporate sponsor. Other corporate sponsors include Building Products, Inc., Jordan Millwork, Jones Lumber Co., Sprenger

fimrative votes. Effective July 1, increased dues will be used to provide basic member services and an expanded cypress promotion program.

New cypress grades will go into effect when a supplement to the 1986 Standard Specifications for Grades of Southern Cypress is distributed. Grades affected include: Select, "D" Finish, No. 1 Common and No. 2 Common.

"All these changes will benefit the association," said SCMA president Steven Jones. "Increased member participation will help expand the promotio-n progftm in ways that will build business for everyone."

Midwest, Allied Midwest and Independent Millwork.

Sponsorships are still available, according to secretary/treasurer Bruce Braaten. He can be reached at 604 S. Johnson, C:nton, S.D. 57013-2448.

In addition to ttle activities planned for the convention, those attending will have an opportunity to enjoy the manv attractions of Sioux Falls.

which was named the #1 city in America. Known as the showcase of the arts in the upper Midwest, the city has over 250 dining establishments serving all types of cuisine, over 1600 acres of parks, a zoo and the Delbridge Museum with the world's largest private mounted animal collection.

APA Annual ln Arizona

Former Washington governor Dr. Dixy Lee Ray, author of two best selling books on environmental extremism, will keynote the American Plywood Association's annual meeting Sept.26-28 at the Westin La Paloma Tucson, Az.

Former New York Yankees pitcher, sportscaster and author Jim Bouton will be a luncheon speaker and Steve Thomas, host of PBS' This Old House, will meet with the marketing commiftee.

The meeting, which celebrates APA's 60th anniversary, will introduce Info Fair '93, the association's fint products and services exposition. Committee meetings, golf and tennis tournaments and special spouse programs are plarned.

Thoughts on CCA Safety: By Huch

Devenzb - Hickson Corp.

CCA treated wood is effective. economical, clean, odorless and proven. And it's harmless wben sinple recommendations are followed.

If it weren't for Joseph Kesselring, probably few bomeowners would question dealers about the product. After all, CCA treated lumber has been installed in countless projects around tbe world since 1933 and wben tbe product was used with conlmon sense precautions no adverse effects on people, plants or pets were r€ported.

But Kesselring wrote "Arsenic and Old [ace," a classic play whicb was transformed into a classic novie and made the world aware of arsenic poison,

Since arsenic is an ingredient of CCA, some people are wary of the treatment. Never mind OSHA bas acknowledged the arsenic in CCA treated wood is different from arsenic in poison. Never mind CCA

becomes fixed in wood and highly leacb resistant. Never mind decades of p'roblem free use, many laboratory studies indicating negligible risk, and an exbaustive eight year review by EPA.

We bave no qurlms about reconmending CCA treated wood for tomato stakes, raised bed gardens, vineyard supports, musbrcom tray8, planter boxes, bird feeders, dog houses, picnic tables and wood foundations. CCA treated wood bas been used in tbese gojects for years and years.

If only Mr. Kesselring's play hadn't been so popular.

Someday there will probably be a wood preservative superior to CCA - science moves forward. But none of the lG,l5 pesenatives now in commercial use provides the package of benefits that CCA treatment offers for decks, landscaping and other residential applications.

Hangtags Ercel In Sign Test

Plastic hang-tags urging them to ask fs Consuner Information Sheets (CIS) caught consumers' attention mse often tban otber signs used in a tr€ated wood industry test.

A rrck of CIS sbeets, an electronic sign, stick-on signs on cantilevers holding treated wood and stick-on signs on lumber sts failed to carch as nud affeotion. All signs used in the tvlarch and April tests contained the message, "Ask fa FREE badling nnd use infumation on reared wood-"

The sodyatan Atlmta, Ga, Hme Depot chosen fq its higb sales volume, location of all lumber on one aisle and dedbat€d lumber cbect-out couters included 412 erlt ineniews at cleck{rt sands.

Concerns about pressure treated wmd for both hme and public uses are fewer this year following a yer of public outneach programs by the ueated wood industry.

This year's survey sbowed 83.3% bad no conoerns about bme uses of tr€ated wood as mpaed to 79% m 1992. TM 77.9% with no ooncerns about pnblic uses of ueated wood in 1992 increased tD82% in 1993.

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT {NER-4571 hae been issued by the National Evaluation Service of tho Council of American Building Officials to confirm that PYRO-GUARD Fire Rerardant

Treated Lumbor and Plywood meets requirements of the BOCA, UBG, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a SO-year projected useful life, and is the FISST Fire Retardant Treated Wood with:

a fhlrd Party KIln tonltorlng ln addltlon to U.L. follow-up servlcc

a FRf labor ond materials replacemen] cot] wsnantv

I Code Compliance Report with evslualion of e_levated iemperaluro strl.ngth icstlng for roof appllcatlons

I Hlgh rcmporatura ttrt,ngth ]et] tr,tuttt

I New York State Smoke Toxlclty test notults

' NER reports dre subject to rc-examindtion, rcvisions and possible closing of fita For lechnlcol lnformorlon Coll r-800-TEc-wooD

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Rodney Brown has joined Burton Woodworks, Inc., Montgomery, Al., as regional mg. for PVC lanice & deck accessories, reports Joc Flemmlng.

Greg Langford has been promoted to sales mgr. at Mason's Plywood Paneling & Lumber, Hattiesburg, Ms.

Roger Nlcholson is the new mgr. of Diamond Hill Plywood's Richmond, Va.. DC.

Fd Hathcock, Jr. is new to sales at Great Soutbern Wood Preserving, Abbevile Al. S@tt Crofl is a new field mlcg. rep in Mobile, Al.

Roger Nelgh is the new mgr. of 84 Lumber, [,orton, Va. Genc McAdems is mgr. in Hazard, Ky.

Mlke Webb, CBM Building Materials, Hot Springs Village, Ar., recently completed Mid-America Lnmbermens Association basic and advanced material estimating schools.

Tlna Klrble has been promoted to senior v.p./cbief financial officer of Handy Hardware Wholesale, Inc., Houston, Tx. Charles Heerne is now senior v.p.-member services and Normen Koclmel, senior v.p.-M.I.S. operations. Susle Bracht.Stephens, Bracbt Lumber Co., Rockport, Tx., was elected to the Handy Hardware board, replacing Kelth Rutledge, whose tenn expired.

James E. Mongraln has been appointed director of mlcg. for Wood Moulding & Millwork hoducers Association.

Ray Guy, forurer pro football star. has joined Hoover Trcated Wood hoducts, Thomson, Ga., in the corporate sabs & mttg. dep.

Den Strrk, Rocco Building Supplies, Inc., Harrisonburg, Va., bas retired after 2l years witb the co. MerL Strlckler is the new pres. and gen. mgr.

Drvld Chdsbn is new to Timbcr lodustries, Inc., Peachtree City, Ga. Klm Crenford is handling southern div. sales coordination & transportatioo.

H. A. {Pete' Clrrlryto4 v.p.-prncbasing and installation services, has retired after mone than 40 years witb Aznrck Industries, San Antonio, Tr.

L. Clery Anthony, Sr., Anthony Forest hoducts Co., El Dorado, Ar., has ben elected to the American Forest & Paper Association bord of direcon.

Mett Alford is new to sales at Lumbermen's Undersriting Alliance's Nashville. Tn., office.

Phlllp Scoti Wyrtt, Lowe's, North Wilke.sboro, N.C., wed Angelr llevn Cheek in July. Othcr Love's weddings: Gery Rer Shumetc and Aprll Ilrwn Ktlby luly 24; Rrchel Arncfic hlce and Brlrn Kdth Hryes June 26: Reglneld LceGouldc and Crthy JIDG Chembers May 23: Kcvln Grrnt Harmon and Julle Ann Smlth May 15, and Krls Glen Smlthey and Jennlfer Ann Serson May l.

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

Paul F. Fee, exec. v.p.., Cotter & Co., has retired after 20 years with the co. Pres. Dan Cotter temporarily assumes his responsibilities.

Thomas E. Morrls, former Sears, Roebuck & Co. v.p.-mktg. & advertising, has been appointed exec. v.p.-mktg. for Scotty's, Winter Haven, Fl. Exec. v.p. Robert L. Swanson, now assumes responsibility for distribution, traffic & transportation. Randy Spears has been pronoted to buyer-flooring, paint & paint sundries.

Harold Herltage, v.p.-mfg., McShan Lumber Co., McShan, Al., has retired after 44 years with the co. John and Hunter McShan are back from the Ligna Wood Processing Machinery Show in Hannover, Germany.

B. Roland McElroy has been named v.p.government affairs for the American Forest & Paper Association.

Shelly Curtls is the new co-op mgr.-advertising at Foxworth-Galbraith Lumber Co., Dallas, Tx. Doug Wllson is a new accounting mgr.; Janet Beller, internal audit program coordinator; Sherilyn Jenkins, accounts payable clerk; Sandra Donaldson, staff accountant. Tom Schlueter is gen. mgr., McKinney, Tx.; Steve Fancher, gen. mgr., Sonora, Tx., and Alex Chavez, asst. mgr. trainee, Pecos, Tx.

Mark Hampton is now in sales at Madison Lumber, Huntsville, Al.

Bob Hunt is working part-time at MidSouth Lumber & Supply, Bowling Green, Ky.

Brad Monk was recently named Employee of the Month at Home Depot, Fort Worth, Tx. Greg Gerstenberger, mgr., Roswell, Ga., was interviewed for a Romanian tv documentary on Weslem-style customer service.

Leonard Gremilllon, Sr., State Lumber & Supply, Baton Rouge, La., is recuperating after recent cataract surgery.

Jonny McSwaln, McSwain Hardwood Floor Co., has been elected the lst woman pres. of National Wood Flooring Association. Paul Trau is now director of technical services.

Ken Gllmer is the new v.p.-mfg. at Wing Industries. Dallas. Tx.

William R. Castens has been promoted tro v.p.-mfg., roofing products div. of Celotex, Tampa, Fl.

Don James, Payless Cashways, Lake Dallas. Tx.: Ron Jarvls. Lowe's. N. Wilkesboro, N.C., and Tom Joyner, Joyner Lumber Co., Lakeland, Fl., served as panelists on a retailer-producer "Talk Show" at the Southern Pine Marketing Council's recent spring meeting in New Orleans, La.

Steve Scott, American Plywood Association, has been transferred to Kennesaw, Ga., as Atlanta region special assignment auditor. Blll Kohler succeeds him as quality auditor in N.C.

A^y Style. Ary Wood. Smith Delivers.

Ken Eeds replaces retiring Del Tlchnell as Tuscaloos4 Al., quality auditor. Mirlam and Pierre Schwlng, Jr., Teche Lumber, Inc., New Iberia, La., are the proud parents ofAndrew Plerre, bom June 25, 1993.

Todd Chrlstlansen is now product mktg. mgr.-ductwork & aluminum rakes for l,eslie-[,ocke, Atlanta, Ga.

Rlchard W. Glowlnskl has been appointed v.p. of the American Forest & Paper Association's American Wood Council product group.

Jim McGlnnls III, McGinnis Lumber Co., Meridian, Ms., has been appointed to serve a three year term on the North American Wholesale Lumber Association board. After 12 years as a director, I)on Gratham, Forest Sales Corp., Augusta, Ga., has resigned. James L. Stuckey, Wbolesale Wood Products, Dothan, Al., will complete his tern.

Rlck Mclaughlln has been promoted to senior v.p,-sales at Dallas Wholesale Builders Supply, Dallas, Tx. Sam Teng is now v.p.-operations; Mark Sattler, v.p.-finance; Betty Evans, v.p.-corporate communications; Tim Dunlap, v,p.-commodity products purchasing & brokerage sales, and Danny Morgan, senior hansportation mgr.

Otto Stock is now in charge of inventory at Mungus-Fungus Forest Products, Climax, Nv., announce owners Hugh Mungus and Freddy Fungus.

Plastic pipe use to outpace competitors

Plastic pipe demand will significantly outpace other pipe materials with a 4Vo per year growth, reaching 3.7 billion feet in 1997, industry analyst Willian Weizer claims, acributing the growth to plastic's performance and installation cost advanta8es.

drainage and sewer systems, will increase needs. Other growth ma*ets include tbe energy sector and agriculture.

Plastic Pipe Demand By Resin,l99il

Demand from the potable water and drain/sewer market will be Oe strongest for polyvinyl chloride, which will remain the most prominent pipe resin, increasing 4% ananally !o 44 billion pounds.

reports. In conduit uses, pvc pipe will grow at a 4% annual pace to 633 million pounds in 1997, but increasing competition with polyethylene may limit its fuurre growfr.

Construction markets will provide the best opporunities due to rebounding building activity. Potable water and drain/waste/vent pipe, as well as the rehabilitation and upgrading of

In cold water applications, pvc offers advantages over copper pipe such as lower cost and easy insrlilation since it is solvent welded. However, it suffers from lack of a track record to prove its durability and a "metal mentality" nmotrg engineen, arciitects and onstnrction workers which prevents then from embracing plastic pipe, Weizer

Polyethylene pipe denand is pro jected to grow 3.7% per year ttuongD 1997 due o oppomnitie.s in pressne pipe for municipal and indusrial appli@ions md increased use of renchless pipe laying rcchniques. Drain and sewer us€s, Oe largest martet, will increase 4.3% annually ta 231 million pounds in 1997 due ro admnes in dual+xtrusfun" dual-wall pipe featuring smooth inrcrior and comrgated extefio( surfaces. Small dinmeter polye0ylene pipe for gas distribution will remain one of the largest individual applkarions due to its ost efficiency in perfumance md insallation

Demand fa all pipe wiX increase 2.5% pr year to 102 billion feet in 1997 as cmstnrction rcbounds and tb economy improves, The Freedonia Crroup reput concludes.

Encourage customers to Decorate with Confidence!

affer your customers a full line of classic and period style mouldings. Your Soutlurn Ornammtala Mouldings distributor lws tlu lnrgest selection of dearatioe mouldings in tlu South. This high qwlity, highplofit line is perfect for pro's and D-l-Y'ers.

Mouldings:

Accessories:

Speciee:

Dentil, Embossed, Cornice, Chair Rail, Baseboard, Casing (window and door) Pediments, Corner Blocks, Plinth Blocks, Corbels, Medallions

Poplar, Red Oak, Special Order woods

Where everything is. And isn't. Knows what's coming and going. How much it costs. How much you made. Will make. Could make.

It counts. Controls. Analyzes. Predicts. Keeps you aware of everything you need to know. For quicker inventory turns. A larger gross margin. Lower overhead. Higher bottom line. And better customer service. Much better customer service. Because

that's what your bottom line rests on. So rest easy. Because customer seririce is also the foundation of our business. Service to your customers. Service to you as our customer. We're Darcor systems. We take care ofbusiness. We'll teachyour staffeverything they need to know about Woodstock9And we'll alwavs be here when you need us. For more information, call r-goo,37z.o39r.

NEW PR DUCTS and selected

soles oids

ccated fastenen, nails or lag screws to complete assembly. Rounded ends and corners grve the fmished project a professional look without having o miter corners or do any sawing. The special fasteners add increased strength.

Made ftom southern yellow or red pine, pressure ueated to resist rot md insect damage, they are available in 4x4 or 6x6 sizes in 18", 2', 4' andS' lengths.

The tool is hot forged from high quality steel and heat treated for maximum durability.

Uses include tweaking lumber (the 'jaw" fits snugly around any ?' dimensional lumber, allowing nristed ftming to be pulled into nailing position), wedging (ideal for door lranging, stripping c salvaging), pulling nails and adjusing snrd' joist c rafter positions duing constnrctim.

D'eCCessorieS

The Build A Deck Aocessory Kit is new from Johnson kvel & Tool lvlanufacoring Co.

Modular Landscape Ti m bers

A new do-it-yourself modular landscaping system has been developed by Titan Timbers.

Timbers reportedly are eiuy to use to create custom-designed edging, retaining walls, terracing (in tiers, layers, abstract or geonetrical shapes), raised landscape beds and square, hexagonal or octagonal planters. Simply fit the timbers together, make sure they are level and use the

Electronics On The Weigh

An electronic scale interface has been added to the latest software release by Dimensions.

Nails, nuts, bolts and other items sold by weight can tie directly to the point-of-sale tenninal for faster, more accurate checkout. The system supports weights up to l00lbs.

Designed for use with Johnson's Build A Decl Kit, the assortment of easy-to-use finishing tools includes Deck Mate, lo evenly space boards and accurately mart nail hole locations; Insta-lvtarlg a professioal carpenter's pencil that never needs sharpening and makes lead available at the flick of a thumb; Nailing Shield, to properly position, hold and start nails and protect wood from overstrikes, and sink-A-Nail, to set nail heads below tbe wood surfre.

Signage Software

A new UNIX-based Retail Sign Paclage has been inroduedby Computersyst€m Oynanics.

The software package interfaces with the inventory descriptions and price records already established within the CSD system for promotions, future price changes (established by date) and other specific userdefined criteria

Retailers can create sale ud infamational signs, price stickss with a without bar codes, and bin tags. Logos may be scanned into the system to be printed on documents.

Tweak lt U

The Tweaker, a tool designed !o grip, strip, wedge, pull, drive, adjust, tum and tweak, is new from Mavhew Tools.

New On The Side

Cedar Lane, a premium wood grain vinyl siding series, is new from Georgia-Pacific.

Featuring the appearance of real stained wood, the siding's color pigments are blended into the vinyl, not just coated on the ouside of the products, so that colors are actually fused with the vinyl for greater color retention and longer lasting beauty.

It is available in four wood grain colors and five profiles: Double 4" and Double 5" traditional lap siding, Double 4" and Double 5" dutch lap siding with distinctive shadow lines, and Double 5" vertical siding for specialty applications.

A Gapital ldea

Poly-Capitals, a new line of ornamental molded polyurethane capitals, has been inroduced bv HB&G.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 14) 852-1990 or FAX 7 14-852-023 1 Requests will be foru.rarded to the manufacturer. Please list product(s), issue and page number:

Name Company

Address City State zip

Phone

Conservation Ref lections

Super R radiant barrier from Innovative Insulation reportedly provides dranatic energy savings and increased comfort in home, office, industrial and agricultural applications.

Insulation is constructed of 997o pure aluminum with a polypropylene insert, double sided, to reflect 977o of the heat that strikes it

Designed

for use with

HB&G's wood or PermaCast fiberglass-composite column lines, the capitals come in five traditional styles: Greek Ionic, Roman lonic, Temple of the Winds, Roman Corinthian and Scamozzi.

They are available for 8", 10" and 12" column diameters and may be ordered split for wrap-around installations at no up-charge.

Faster, Finer Jamb Router

A new automatic hinge jamb router from Norfield offers reduced labor costs by automatically routing jambs in volume to very precise tolerances.

The HJR 2000's automatic capabilities also allow the operator time for efficient materials handling while the machine is doing the routing. Unlike most other routers, it includes higb tech linear track bearings for precision movement and longevity.

Louvered Railing Kit

Di-yers can add adjustable louvers to ordinary wooden railings using a new hardware device from l.ouveRail Enterprises.

Slats can then be manually opened or closed tro offer privacy, ventiliation,

view and a barrier for wind, light, sound and safety.

Made of an acetal resin, LouverLinc is completely weather resistant" self-lub,ricating and maintenance free. It comes boxed in 4, 5 or 6-ft. lengths, complete with template and instructions.

Prying Salesman

A new merchandiser to set the Vaughan SuperBar apart from competitive pry bars is available from Vaughan & Bushnell.

instant visibility of contents and convenient access from all sides.

The heavy duty, dl welded, 2,000 lb. capacity truck features a handle with grips, 16 shelves, four plastic casters (two rigid, two swivel), and a floor lock to prevent the unit from moving.

Clamp Down On Fascia

FaciaClamp from Sierra Nevada Industries can be set up in seconds to enable a single person to install fascia boards up to 10" wide on both eaves and gables.

Once the boads are nailed in place, the device can be quickly removed.

o Hemn"F[r o SPF

o Westeum Woods

The display's attractive graphics provide shoppers with a quick visual guide o the tool's uses, while a display panel outlines its advantages in lar3e, easy-to-read type.

Drop forged, heat treated and spring tempered throughout for heavy duty use, the bar's rocker head is designed for maximum prying power, and its 15" length provides excellent leverage. Tapered blades slip easily under mouldings, door or window frames without marring. Three beveled nail slots are provided.

Stock & Roll

A mobile Stock & Display Truck for showcasing and storing small items is new from Hodge.

The tool features a built-in slide adjustment and scale for preadjusting to various fascia board widths, a scale and locking device for adjusting to various roof pitches, sturdy steel construction and a positive non-slip gripping action.

Tough Shelf

A compact, industrial strength three-shelf organizer made of high impact resin is new from Stylette.

o Doug0as F0r - Lareh a[s@

o Fflmgertromt tslamks

: @[@ar amd km@tty

o Edge G0u@d Faorcls

- @leatr amd km@W

o B@x Shook

o Fa0[ets

o Fa00et @ffi Stoek

Merchandise is placed in the tuck's plastic totes and the cart left in a store aisle. It can be wheeled to a storage area for replenishment. The four sides have four shelves each with a center divider of expanded mesh, providing

The rugged shelving is solvent resistant and reportedly won't rust, dent, stain, chip or peel. It measures 38" bigh, 33-112" wide, 12" deep and comes with a free snap-on accessory pack that includes two storage bins, two utility hooks, a tool holder and a brush holder.

Form Of The Future

PolySteel Forlns, lightweight blocks of polystyrene said to create walls 507o stronger than conventional methods, are now available from 3.10 Insulated Fomts.

Forms resemble large egg cartons composed of polystyrene, an excellent insulator, and have reinforced steel inside for additionalrsupport. Contractors install the fonns one on top of the other to create walls, similar to stacking building blocks. Furring strips, attached to the outside of the forms can be used to attach interior drywall or any exterior surface, such as bric( siding and stucco.

Used for above andtelow grade construction, they decrease the time needed to construct a building, weigh only 5 lbs. each, can be easily moved and lifted into place, cut to fit spaces with just a hand saw, and don't have to be removed once the concrete is poured.

Each form has a tongue and groove edge which helps it interlock tightly with other fonns. The tight seal results in a clean, dust-free environment inside the building. The , heavily insulated wglls reportedly produce a soundproof environment, won't settle or crack, and are stronger than t)?ical walls despite using 25-507o less concrete.

Stapler Support Program

An entire Dealer Support Program to help retailers sell more nailers and staplers has been unveiled by Duo-Fast Corp.

The comprehensive progrun includes point-of-purchase displays, in-store signage, brochures, co-op advertising, repair kits and special pricing.

THE LUMBER DEALER'S LlFf TRUCK. The newest'Old Reliable' lift truck from Hyster. The H45-65 XM lift truck series was created witr tre lumberdealer in mind.

aaaaaaaaa

QUAWN$EflYICE How Refreshing!

When it comes to quality wholesale

a

stopper. It can easily be removed

Foiled Cabinetry

combines the design appeal of a full-overlay door style with the crisp, clean and pqulr white therrrofoil finishThe subtle, texored surface hides fingerprints and rcportedly is easy o clean.

Details of the square door design include radiused inside corners with a raised center panel. are standard.

Stop The Drain

Fmd waste disposen ftom In-Sink-Erator are now available with a special accessory to protect silverware from danege.

The Silverware Shield prevents utensils and other small objects from sliding into the disposer while allowing wat€r to drain numally.

Sized to fit into any shndard disposer sink flange, the shield secures tightly ino place during use, yet allows for normal use of Oe and reinsalled.

o Culverl Pipe

Slotted. Solid. or Septic-Leoch Bed Styles

Droin Pioe4" or 6" Sold in l0 ff, lengths or rolls

Crumpler Plastic Pipe, lnc. Post Office Box 68 Roseboro, NC 28382 Forthe Best Quality nd Seruice Call 800.334-50^7 1 FAX 919-525-5801

Decorative brass-plated

loobs

The cabinet face frame is solid maple in a white satin palnt, while its interior feaures the Aristex light woodgrain laminate.

Triple Bowl

A new riple bowl, solid surface Swanstore kirchen sink is now available frwr Swan Corp.

s€rve water due to iS shqllow 7-112" depth. The two larger bowls are 9" deep.

Engineered to withstand both stress and thermal shock, the durable Swanstone is said to r€tain its pearlsmooth beauty and resist sains.

Optional accessories include a customized hardwood cuning board with grooved drain edges, wire utility basket and drain grid for placement of items above the sink bowl.

Lighting Converter

A solid brass conversion kit that transforms outdoor light fixtures into motion detectors is new from Intelectron.

The motion detector mounting plate conversion kit automatically turns on the light when someone approaches.

Two-wire installation reportedly is simple.

Available in polished brass, antiqued brass, black or white, it offers easy-to-use controls, advanced Scan-Guard Lens to virtually eliminate false activation, a photocell to prevent daytime operation and exclusive Manual Override Bypass power outage protection system.

Flexible Flat Rope

A line of flat rope well suited for a wide variety of applications requiring a flexible rope that exhibits a high strength-to-weight ratio and low elongation is new from Neprco.

Strong, lightweight, flexible and virtually stretch resistant Muletape comes in woven or unidirectional styles made from polyester, Kevlar and composites, in widths from 1/4" to 2" and tensile srengths from 200 to 15,000 lbs.

It is available in splice-free lengths up to 100,000 ft. and can be jacketed, silicone lubricated and custom printed on both sides with measufement markings or other messages.

Seal lt Anytime

Pro-Stik All Temp, a high-performance latex sealant that can be applied all year, even in temperatures ranging from 0" to 120" F, is new from Ohio Sealans.

It conhins silicone for excellent flexibility and adhesion to withstand up to 50Vo total joint movement. This flexibility provides a weatherproof seal that prevents moisture and air infiltration.

STRIPPHI ]||R A BTITTR WIY I0 ltilltlt $GBIP?

Sweed CboDD€rs sel you tee lrom tho trcssle ctrrd cut tbe cost o{ scrap disposol!

O Drqmoticolly at the mqn-hours rcqwedlo drspGe ct tiGe unwcrtted materiqls.

tubing. eble, extrusions, ploslics orddelbctr-into compoct, mqn- ogeble chunks thot pock neotly into recyde contoines ondresell qt premium

a Perfom continuously shift ofler shifl, y&r qtler yffi. with ltr mqintenonce b€csuse they leqhxe o minmum number ol mwing ports, hlghesl quolity mdteriols ord on efllcient opeEting dsign thqt hos been ddoped through over 25 yffs ot dispml engdnering qnd h^hr rt^4 ri^^

Ask u lo strw yil hff SdEd Choppe6 qnd Sclop CoreFion System @n pay lor thernselB by givirg IDU more oper- atirg spoce, incHsing productiuty ond producing premium-pri@d recydoue sKp.

r-800-888-t352

PO.

New Deck Design Software Offered

Osmose Wood Preserving, Black & Decker, Flood Co., Vermont American and the Califomia Redwood Association ae sponsoring a collsutrl€f, deck building software progran, "Design and Build Your Deck "

Sidinq Nails. No Staining . No Streaking

Highesl quallty nalls for cedar, redwood and olher tine wood materlals.

. Slender shank and blunt diamond point

Diamond Dattern 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 3M nickel/chromium alloy.

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

For additional data and dealer information:

SwnnSecure Prcducts, lnc.

17Ot Parkman Ave., Ballimore, MD 4230 41G646-28{n F4X41G64F2756

THE BEST TOOL

FOR THE DECK BUILDI]IG I]IDUSTBY

VERSATILE:

Drives screws 2" - 3"

r ACCURATE: Allows precise countersink settings.

CONSISTENT:

Virtually jam free with Ouik advancing screws.

OUIK: up to 4 times faster than conventional methods.

. FAST LOADING: 167 screws per coil - in iust seconds.

APPLIGATIONS:

Decks, Docks, Fences, Panel Assembly.

ADAPTABLE to most electric or air oowered heavy duty screwguns.

OTHER MODELS

AVAITABT.E

To drive screws from sh" lo 2".

Marteted by Sunset Books and created by Books That Wodc Palo AIto, Ca., the program rurs on IBM compatible cdnput€rs using Microsoft Windows.

"It is the most sophisticated system we've soen fa consumers," said Al Heberer, Osnose national acotxmt rnanager. "Retailers can confidently recomnend it to their customers !o help promote the purchase of a deck. It is simple to use, offers great features and is a bargain at $70 or less."

A simple deck can be laid out by manipufating scteen images with a mouse. As cbanges are made to the size, shape, stairs and rails, the program automaticaly ins€rts acconmodating struc0ral underpinnings and update.s materials and price lisa. Designs can be viewed in 3-D ftom all angles. Decking can be hidden 3o show framing, c(rners can be notched or angled and outer house walls drawn. Plain English definitions, building tips, color enimation corrplete with soun( and use of national building code practices make tbe program user friendly.

Because the program is limited o simple designs, it lacks capacity to include hot CIb G tree openings c provide elaborate railing opions.

Osmose, which picreered a retail-bas€d lvlrintosh computer software deck program five yeas agq also ptomole.s a Monticello deck and garage design prcgr@. "Design and Build Your Deck" is available at software outlets and building supply retailen. It has be€n publicized in the Warf Street Journal and Nuiotul Bttsituss Revie*t, on national w and the TNT cable chennel d-i-y progran "Backyard America"

New Deck Grades Ease Ordering

The Westem Red Cedd Lumber Association bas introduced new dec,k grade categuies to make it easier for dealers, builders and specifien !o specify and order western red cedr fr outdoor patios and sundecks.

The wood is produced to consistent quality standards and made exclusively by WRCLA member mills.

ARCIMgT f,$n Ecrrc

f.*. cn$ot I I Ez ffr|[Cr I

qmnrfi0n ur|m

Model QD 3303 2" - 3"

LARGE VARIETY OF SCREWS including OUIK DRIVE RUST BUSTERS, colored to blend with cedar and pressure treated lumbert also seltdrilling lips lo avoid wood splitting.

(615\ 876-7278

Archltec{ Clear ulrimate appearance & durability. Clear, vertical grain heartwood. Usually manufactured to order. Archltect Knotty Rustic chrm. Durable & well manufactured knotty decking.

Custom Cleer Exellent looks & durability. Shows limited charrcteristics tbat do notdetrrt from its natural good looks. Custom Knotty Economical knotty decking with limited characteristics.

Contr.ctor Clc.r I&al for upccale decks. Sizc & number of chrrtcristics limited to create overall high quality sPPearaDoe.

ARCIIITECI mfrugrn lmilE

ConhrfmKnoCy Aprtical material reguiring trimming to the desired quality.

7528 Hickory Hills Court Whites Creek, TN 37189

Advertising Girculars Rate High With Shoppers

Advertising in circulars is the way to get the biggest bang for an advertising buck, a recent study on consumer shopping behavior disclosed.

Over 80Vo of 1,000 consumers asked about shopping behavior and attitudes about advertising recalled reading an advertising circular, compaxed to 75Vo rccallnlng a W ad, 52Vo a newspapef ad, and 45Vo a radio commercial. All other forms of advertising received less than 45Vo re*all in a Gallup Organization poll done for the International Mass Retail Institute.

Price captured the attention of 737o of the respondents; a photograph of the product or item, 68Vo, and use of color,65Vo. In line with these figures, 867o said price was the most important attribute of an ad circular; 697o, a photograph of the item or product, and 697o, a description of the product. Including the store's phone number, discount percentage, rebate information or a photro of the store were considered less important, receiving less than a 507o mention. Mail and door hanging advertisements received the lowest ratings for effectiveness.

Ad circulars were kept by 787o of

Loggers Aid Children

Loggers across the South raised $325,000 to aid children's hospitals as part of the Children's Miracle Nenvork Telethon.

Using the theme "Log a Load for Kids," state forestry associations in Alabama, Arkansas, Louisiana, North Carolina, Ohio, South Carolina and Virginia sponsored campaigns to benefit seriously injured and ill children. This year the telethon aired nationally June 5 and raised $116 million.

the respondents to make shopping lists or plan store rips. Atmost half of these ad savers (47Vo\ took the circulars with them to the store. About 62Vo of consumers surveyed used circulars once a month or more to make buying decisions with 187o of that group always basing buying decisions on ad circulars.

Over half (59Vo) kept ad circulars for future reference with 74Vo of that group holding on to them for a week or more. Only 8Vo threw ad circulars

away without looking at them, while Zl%o rcad them carefully and 38Vo glanced tbrough them.

Consumers were identified as ad shoppers or ad readers. The l87o judged to be ad shoppers consistently use advertising circulan to make buying decisions. The 2l7o considered' ad readers read all ad circulars carefully and kept the ones they intended to use for future reference. According to the study, ad shoppers are likely o shop more often but spend less than ad readers.

Qualified Attendees = Qualified Leads : FENCETECH'94 gives you BOTH

FENCETECH'94 is the largest and most exFnsirc fence show in the world

Large attendance , , , over 2,000 fence professionals are expected to attend

Buying power ., . 71o/oof ourattendees havethefinal say, recommend or inlluence the de-cision to buy

Purchasing powet

8lh$,rJl'&-fso88ilal?Ti?i1*, ann[al budgets over $lmillion

LOntion . . . ., Nashville is the host city for FENCETECH'94 and Music Cilv USA

I 3i 1il'3,?3,3'd 8[,t8if i #H$Jn' drivirig distance of Nashville)

Dont miss ywr ryrtunltyto Sellyatprodud u rrinicrtohis quallfred audiaw. hntad the Aneian Fene Assocltilion at 5fi0 Memuial fuiw, Sulte 11'6, S/rone fuluntain, GA, fuN3 u all (fu0)82442 fu more inlormdion.

The Quality Leader in Treated Wood Producfs

BOWIE.SIMS.PRANGE TREATING CORP. Manufacturers oJ Pressure Treated Wood Products P.O. Box 819089, Dallas, Tx. 75381

(800) 822-8315

NEW LITERATURE

Resourceful Materials

The updated 'Guide to Resource Efficient Building Elements," a 75-p. catalog listing over 300 recycled or resource effi-

Why Lumber Prices Rose

"Lumber Prices & the Environment " a 9-min. VHS documentary featuring industry and independent economists who equate tbe recent price explosion to consEaints on timber supply, is $5 for American Forest & Paper Association members, $10 for non-memben from AFPA, 1250 Connecticut Ave. NW, 2nd Floor, Washington, D.C. 20036; (202) 463-2479.

Housewrapping Papers

Two new Tyvek Housewrap brochures, "Capture an Energy and CostConscious Market" and "Now It Pays to Make Your Home More Comfortable," are free from DuPont, \{ilmington, De. 19898; (80o)44-TWEK.

Pre-Hiring Testing

Infomration on tbre new pre-employment testing systems is available from Reid Psycbological Systems, 200 S. Michigan Ave., Chicago n. 6g60a; (800) 922-7v3.

GETYOT'R COPY

of any Nan, Literature iterns by contacting each company directly. Please mention you saw it here!

Lectures On Locksets

cient building products, is $25 postpaid from the Center for Resourceful Building Technology, Box 3866, Missoula, Mt. 59806; (406) 549-7678.

Fireproof Roofs

"Fire Safety Tips" is free from Cal-Prc Roofing, (800) 660-8123.

Two new edwational yi{pss ss selling and rekeying locksets are available from Weiser L,ock, 6660 S. Broadmoor Rd., Tucson, Az. 857 46:' (5 16) 678-3196.

Home Genter Show

Increasing its focus on remodeling and decor products, the National Home Center Show & Conference is expanding as the Building, Remodeling & Decor Products Expo.

Next year's show, Feb. 13-15, also moves from Chicago to the Dallas, Tx., Convention Center. Future expos will rotate among Dallas, Atlanta, Ga., and Orlando. Fl.

"We believe today's market provides a wealth of exciting new opportunities for our industry which is continuously more responsive to all users of building remodeling and decorating products," said show director John Berry.

Tbe revamped show will provide ideas, information and an interchange of experiences on the developing trend for dealers to focus on basic building and decor products and professional end users, he added.

The National Home Center Show's Building, Remodeling & Decor Products Expo will redirect to accornmodate the product needs oftrnofessional end users as well as do-it-yourself consumers. Special pavilions on the exhibit floor will highlight new products and retail services. A technology center will demonstrate the latest operating and selling efficiency systems.

John D. Cashmore & Market Resource Associates will produce an innovative "World of Wood" pavilion which will be a "must see feature on the exhibit floor," Berry emphasized.

"The winners of the 90s will be those wbo figure out how best to serve the various combinations of professional builders and remodelers along with the homeowner/customer they must satisfy," he concluded.

Jordan ls NHLA Keynoter

Lee Roy Jordan will keynote the Oct. 19 general session of the National Hardwood Lumber Association's 96th annual convention Oct. 16-19 in Dallas, Tx.

Jordan's appeafimce ties in with the convention's "Round Up" theme. Owner of Lee Roy Jordan Redwood Lumber Co. with locations in Dallas and Houston, Tx., he is a Cowboy tumed lumbennan. A Dallas Cowboy

for 14 years, he competed in three Super Bowl football games and was in the playoffs 10 of 11 yean from 1965 to 1976. He was named All pro twice and to the ho Bowl four times during his playing career. An All American at Alabam4 he was named the nation's outs0anding lineman in 1962 after 3t tackles against Oklahoma in the Orange Bowl.

Seminars will discuss techniques for reducing sawmill residues, legislation affecting hardwood, hardwood timber and lumber supply issues, the clean water act and storm water runoff regulation. Exhibit space has been increased with an additional dav

added to accommodate the increased number of exhibitors.

A "Fandango" will kick off social even8 culnect€d with the meeting at Loews Anatole Hotel.

Wallboard Ceiling Growth

The installed value of ceilings will increase 8.7Vo atnually through 1997, reaching almost $12 billion in that yeaf or 2.2Vo of total building construction.

Wallboard ceilings will comprise ov€r half of the 1997 market or $6.3 billion, The Freedonia Group projects.

DOUGTAS FIR

C & Btr. Boords

C & Btr.2'

C & Btr. 514 ond 4x4

C & Btr. Finoerioint

SLIM-TRIM -

D-Select Fir & Lorch

Select Structurol 2x

PONDEROSA PINE

C & Btr. Boords

C & Btr. Finoerioint

9^{.Btt. RWRL 5/4 - 6t4 - 8t 4

#2 Shelvino

#3 Shelvin!

WESTERN SPRUCE

D-Select #2Grode Stomped

#3 Common Potterns, Strips

SOUTHERN PINE

C & Btr. Arkonsos

C & Btr. Southern Yellow

C & Btr. Potterns

#2 Potterns & Boqrds

Steptreods C,D,#2

CEDAR FINGERJOINT

REDWOOD FINGERJOINT

tP INNERSEAL

Hordwood - Birch

Hordwood - Ook

Louon

Cedor Sidinos

Sonder Fir

Fir Sidings

M

Birminohom

P.O. B6x 2Cfo9

Milton Butler

BRANCHES

Atlonto, GA (CSXD

Birminghom, AL (BN)

Columbio. SC (SOUTHERN)

SATES

Nito Weir

Dorlene Dovis

Kevin Weisoerber

Greg Poyn6

Bobby Mills

Chris Collins

Willie Andrusko

Dwight Poole

Aoron Choncey

Steve Blount

Toby Kirklond

Gene Schettgen

Advertising

MANAGERPRESSURE TREATING PLANT

Fontana Wood heserving is seeking an individual wilh experience in the following areas: Manager of a pressure treating plant; buying and selling of lumber at wholesale level; and a working knowledge of environmental regulation. We offer a competitive salary and benefit package. Please send a resume and salary requirement and"/or write for an apPlication to: Personnel Dept., Fontana Wood Preserving' P.O. Box 1070. Fontana, Califania C2335. All inquiries kefl confidential.

BEAUTIFTIL Inland Northwest opportunity. Substantial, 25-year-old firm seeks motivated specialty building products salesperson; must know mouldings, millwork, doors, windows. Expanding territory. Send resume to Tom Vincent, Spokane Builders Supply, Inc.' lo4l0 E. Montgomery, Spokane, Wa. 99206; FAX 5@-92+2583.

Twenty-five (25) words for $21. Each additional word 70c. Phone number counts as one word. Address counts as six words. Headlines and centered cop! ea' line: 56' Box num: bers and special borders: $6 ea. Col. inch rate: S45 camera ready. Sl5 ifwe set the type. Names of adverfisers using a box number cannot be released. Address replies to box number shown in ad in cari of Building Products Digest, 451x) Cempus Dr.. Suite 4E0' Newport Beach, Ca. 92660. Make checks palable to cutler Publishir8, Inc. Mail copy ro ubou. address or call (714) 852-1990. Deadline for copl is the 20th ofthe month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us,

UTILITY FTBERGLASS SEINGLES' rs low as $4.?5/square. FOB d.d. FcIt' $1.50. Row roofing, $2.50. Crll Roy, (919) 27G0O26. S&S Sde.s, P.O. Bor 1366, L-rurinhrg' N.C. 2E353.

Fc sates pcople c rnn.gcrs intereocd in expanding thcir steffr sclling langurgc for increased sales, cdcr HGMt s.lai tool' Thc Ncr Lrn3t4c ol UPrcdc Sclling: 250 Wodr & Tcran (120).

A few colies ere srill ev.ihblc of DEP Millrort Opportmidcr OP 90301 Rc' rcerth Rcporr. Originr[y piccd u $195' now only S75. Send yorr chect to Hurr Growth Menagcment Institutc, l70t E. [:ke Ave.. Glenview, Ill.60@5. Fourdcd llX7.

WANTED: Plywood/OSB striPs, droPs; sound, square, uniform, dry, thickness l/4 through 2382. Preferred width' 3-ll2' 5-lt2 or wider. Length 32 to 96 inches or longer. Mired or Truckload. Send price and availability to FAX #901-682-8501, or mail to: Lumber Source, 4?46 Spottswood, Mcmphis' Tn. 3811?. Phone (800) E74-1953.

B"ild1q Mat.tial" S"ft*"te For IBIII @mPuterc

Designed for building materials retailers and wholesalers. this com"f.ti-"vJ.- include"s point of sale' order processing. btlitg, sophisfttitea' pricing (markub. markdown. contract, quanUty- breaks'. etc' I accounts recdivable and credit, inventory control, purchase order control. sales analysis, accounts payable. general ledger' Easy to use. co-mpletely integrhteda single transacuon updateS all relevant itata. Call or write:

Canton Opens ln Tennessee

Canton Lumber Co. has opened a warehouse facility and sales office in Greeneville, Tn.

David Bartee, a 25 yeu veteran of retail and wholesale lumber distribution, is general manager. Cedar, redwood, pine, spruce, cypress, southern yellow pine and a variety of panel products as well as environmentally sound recycled composite products are stocked.

Based in Minneapolis, Mn., Canton was founded in 1930 and distributes in 18 states.

SP Production Over The Top Again

Southern pine 1992lumber production totaled 14.1 billion board feet in the final report compiled by Southern Pine Inspection Bureau, Timber Products and Southern Forest Products Association.

This is the sixth straight year output has exceeded 12 billion board feet and the fifth time it has hit the 14 billion mark. The all time record is 14.84 billion in 1913.

Home Depot Corporate Guidelines

There are no "yes" men at Home Depot. "Employees are very good at saying what's on their minds," southern division president Bruce Berg told a University of Florida's Center for Retailing Education and Research symposium in Orlando. "You would be amazed. We are extremely blunt. We are safe within our positions in the company to say what we really feel."

Home Depot founders vowed that their employees would be judged by their achievements, not the ability to play office politics, he explained. Other unique corporate policies outlined by Berg include managers spending one week on the sales floor doing the work of an hourly employee, neady all managers and most hourly employees owning shares in the company, a week of raining witl tests for new sales associates as well as periodic update classes and the encouraging of a sense of corporate family including wellness and counseling programs.

SILVER Award winner in the Amedcan Hardboard Association's Home of lhe Year contest, this 3,600 sq. ft. twostory Greek Bevival slyle house uses Abitibi hardboad sidino manufactured bv ABTco. lnc. SftCino Div..

1,600 sq.ft. twlstory siding by ABTco, Inc. Siding Div., d supplied by Carolina Builders, whict has multi- Roaring River, N.C., and ple outlels across Nodh Carolina.

KDAT? DEAN!

For pressur+beated wood ftafs kilndded after teatnent, call Dean Lumber Co.

The gente conditioning of our steam dry kilns yields exceplional produc'ts sudr as Dean Deck, Ddcono fire retardant feabd wood, Outdooro wood, Wolmanizedo Extra" lumber, and teated specialties.

Remodeling Buying Changes

A major distribution change is aking place in the remodeling industry with purchasing moving away ftom individual plunbing, electrical or lumber wholesalers and toward large home supply cente$, Mike Mrtin, GE Plastics, maintains.

The concept of one stop shopping for the professional remodeler or the home do-it-yourselfer prcsents an oF porumity for sales of modular syst€ms incorporating sinks, plumbing, surrounds, stalls and counter tops for remodeled bathrooms and kitchens, which are the main areas of home up grades, he points ont.

Plastics are a growing factor in these markets, he adds. GE Plastics has co-developed a number of new products aft€r building the Living Environments concept honse, a showcase for engineering plastics in tbe building and construction industry.

Roofing syst€ms have the look of cedar shakes, but all the properties of engineering thermoplastics including being strong, lightweight and easy to install, fre resistant and immune to

What You Spend vs. What You Get Back

BEIAILERS can make honreowners lod oood abod tlrei docidm b hrv nnrodeho trdsidr ftr tlpir home by ldtirB them know tre reale vahe ol thefu dtos€n F*rd.

rotting. Window profiles with a cap tops has the look, feel and perftrstock of pre-colored, ;"6" rcshrant mance of expensive solid surfacing resin are durable and resist warping, mat€riats at naf tne cost. Easy to fab-, fading and cracking, Martin notes. A ricate ild install, &s met€rirl is recyplastic surfacing material for oomter- clable o eliminate waste.

Source : Rfuelhg Mag<itu's 1992 Corlt vs. Vdru Rcprt

Little Rock Stores Fight For Market

Will the estimated $60 million home improvement and building product market in Little Rock and North Little Rock, Ar., be big enough to support the arrival of Lowe's and Home Quarters Warehouse?

Although the two home center chains have yet to begin construction on their respective sides of the Arkansas River, bets are on as to who will survive. Many observers believe that negative cash flows will bring going-out-ofbusiness sales before long.

"If you add up everybody's dreams and desires of what they're going to do here, there's not that many people or dollars to go around," comments Bob Watkins, president and ceo, Kaufman Lumber Co., Little Rock.

His company ranks third in sales volume in Pulaski County with National Home Centers Inc., Springdale, and OneSource Home & Building Centers, Little Rock, in the lead. However, Watkins is not afraid of competition. "I'm glad some more competition is coming on," he says. "We think it's good. The reason I say that is the best yeals we've ever had are the three years following when a new player comes in."

Watkins says he's seen them come and go in the 26 years he's been in business in Little Rock. Lots of the big ones tike 84 Lumber Co. and Payless Cashways gave up. Even Lowe's is back for a second try. They closed a store in west Little Rock five years ago, blaming a poor location.

Other home centers/lumberyards leaving the area in the past include Crate Deals, Long-Bell, Planters Lumber Co., Moore Building Supplies, West End Lumber, Save-A-Dollar Building Supplies, Cash Lumber Co., Monarch Mill and Adam's Wholesale.

Hoo-Hoo Park Needs SYP

Hoo-Hoo Park, Rockledge, Fl., a project spearheaded by Florida HooHoo with the aid of Georgia and Carolinas members, is near completion.

Because the 6.5 acre site has about 315 feet of river frontage, fiue Eees, plants and wildlife, it has been left in a natural state with trees and plants marked with identification plates. A 300 sq. ft. nature center connects to an elevated walkway Oat makes a loop through the park to the Indian River and the parking lot. Designed by county parks and recreation deparElent engineers and the Hm-Hoo Park Committee, the area includes a turnaround for buses, restrooms and several large covered picnic decks.

Pressure treat€d wood donated bY various conpanies has been used to build a portion of the 3,500 ft boadwalk. Only about a fourth completed' the walkway needs donations of southern pine in 2x4xl0',2x6x12', 2x8x10', 6x6x8' or 2x6 in anY length from 4', any grade, treated or untreateG reports member Larry Jordan.

Cal Hoar, (407) 632-6685, and Ron Thompson, (407) 452-9210, are coordinatin g donations.

News Briefs

(Continucd from Page I 6)

In ui s iana- P ac iJic, wbich comes on line at a new Hanesville, Al., OSB plant in SepL, plans to build a Jasper, Tx., OSB plant to open in 1995 Oregon Strand Board plans an Or. or Wa OSB plant in 1994 Georgia' Paciftc will open OSB Plants in Mt. Hope, W.V., and Brookneal, Va., in 1995 J.M. Huber expects to oPen a Halifax County, Va-, OSB plant earlY in 1995 Norbord will build an OSB plant near Tupelo, Ms. Weyerlweuser is building its 4th OSB mill in Alberta Canada ... Variform, Inc., a PlYGem sub'

sidiary, opened a 75,000 sq. ft vinyl siding plant in Jasper, Tn. ...

Weyerhaeuser is merging wholesale disribution qerations in tbe U.S. and Canada Mobil Corp. plms a 100,000 sq. ft. Timbrex wood polymer composite) mfg. plant in Winchester, Va., this fall American Lumber Disftibutor s, Biruringham, Al., moved to a new 8-acre site with Burlington Nofiurn Railroad *nuicp,.

Gypsum Co. Glears Chap. 11

After almost three yers, National Gypsum Co., Dallas, Tx., emerged from Chapter 11 bankruptcy law p'roceedings with a $75 million, threeyear revolving credit line ftom General Elecric Capital Corp., a unit of General Electric Co.

Wallboard operations have been transferred to a new cmpany with tbe same rurme. Creditors of the old cmpany will receive conmon stock in the new company, along with cash, senior notes or warants. The firn expects to issue 20 million cornmon shares at $12.50 each, wrrants for an additional 2.2 million shre.s with an exercise price of $14.50 a shre, and

$100 million of lGyear, 107o senior notes. The old National Gypsum had $l.l billim of debtoustanding.

Austin Co. stock, cash and insurance policies covering asbesos claimanr were retained by National GYPsum's forrter operating company.

Obituaries

Ernest Willerd Seego, Jr., 51, president and co-owner of Southern Wood Specialists, Starkville, Ms., dmwned in Pickwick Lake, Tn., July 10,193.

Bom in l-eesville, [,a, he fomded the company in 1978 with James McKenzie and served as a @mmi0oe cbairman for Ducks Unlimited-

Billy Lec'Shedy" 5sing, 59, a veteran employee of Smitb Milworlq Inc., Lexingon, N.C., died of lung caner June 19, 1993, in Lrxington.

Born in Davidson, Co., he spent 35 years as a truck driver fa Smith Millwork.

Advertiser's Index

Addigo Corp --*--------*--28

Allgeier Comprter Corp. ------Covcr III

Amerhn Fence Associrtio -------9

Atlentic Trading Co. ----------41

Bean Lunrber Co, Curt----------17

Boom Wholesde Hgrdwrre---------37

Bowic Sims Pnnge--------------9

Brorm Moulding ------32

Bnrngari Equipment ---*-*---35

Centm Lumber Co.----*---36

Cnrmplcr Plstic Plpc' Inc. ---*---35

Dallas V9holesale

Desr Lunber

Dyke Industries

Flcx Trim Industrics

Flori& Lumber & Building MrtcdC

Deden Association ------------34

Hickso Corp-.------------Covcr I

Holston Builders Sopply-----------2t

Hoover Tneeted Wood Products ------A

Houston Woodtech--------------{5

Hughes Wood Pmducts -----------tl3

Hyster MidSouth Equipnrcot -------35

Jorden Redwood Lumbcr, Lcc Roy----.7

Lefayettc Wood-Worts ----------28

Mrss Systems Co, Inc. -----------42

Orr.mcdrl Moddh3i IDc.-2t

IY

Nikkel Moulding

Norihoo liloodrortr -Covcr

Philbpa Mrcfiut -*----35

Ptmtdf-Itcbcacr

Ply-Moold Corp

Pcrformrncc Co.[hgr -----{S

PFGAFOlynfic Srrp

PlododSdcr Co. -----

PmftMrlcr ,.....-i1

Quitlhivc USA

CellwoodProdocts--.-----*----J Rrndrll

R.cdApflicdo.' IId.

Rcrfosi CorF...-{)

-.2X121

Sccoods In Boildhg lflcrldr --.O

SmilhMillwortJ

Solhcm Lonrbcr Cor h.-Covcr Itr

Stcrrrt & Sacvoon Mdcrld EDdn4--35

Strhgfc[or Lub.r Co.---3

Srnscor-- ------3t

Swccd Mrhimrt------Jt

T&E of Wrchh3to' Im.--.fa

T.{h hodrdr----28

Tcx-TrimMoldiryr ----At

VBS lttc- Mrcrlrl E-d4*------35

Wcycrt*orcr Co----lt

Windror MIL-

WoodtrIbcrM

Navajo Forest Pmducts Industries-.--.-.-25 Wood MooldinS & New Soulh, Inc .-..-*...........25 Association.......-

Vt/renn Handliqg

lifl[lorthodoccrr