Building Products Digest - August 1994

A Computer lndustry First...

Published Pricing - NOT - What the Gornplete Systetrlsi as low

HARDWARE:

Wyse 150 t€rminal Barcode scanner

Mag sripe reader

Oki 320 serial printer

Oki 321 serial printer

Oki OLE4(DLED printer

Texas Instrument Microlaser

Barcode printer

Star cash slip printers

Automatic cash drawer

Battery backup unit

Color VGA console

US RoboticsFA)Vmodem

486150 computer

Pentium computer

1.0 gigabyte hard drive

16 port Maxpeed card

8 port Maxpeed card

Maxstation 250 meg tape drive

2.0 gigdyte datdrive

Dual floppy drive

Adaptec SCSI controller

Market Will Bear as $-1 2,995-OO

SOFTWARE:

Point-of-sale - Reprints fu 2 years

Creneral ledger 1Rlty iotogrded to atl systetrrs)

Inventmy maintenance

Payroll

Accounts payable - Online history

Accounts receivable - 7 yr. history

hrchasing

Sales analysis

Word processing

Mailing list nanageinent

Kit sales (houses, decks, erc.)

Mill production

Takeoffs

Manufacturing (doors, windows, erc.)

Job costing (conract project mgmt.)

Custmr programming @ $45/br.

Vendor communications with:

Handy'Orglll Bros. . Ace. Allied

. Couer True Value. ServiStar.

Henderson-Baird

House-Hasson

Credit

ARTDIRECTOR tlanMEmory ST FFARllltT CatuoM.Honrhlez CnCUUlptl MldFkl|o|fagm

St BSCRIPTIO]IS U.S: &54|E yo|i l,ll-tm yo.F; ls$ttuso yean. Foreigt olr yerr pay$le In dyemo h U.S. ftntb: erfefil7, Csr€& a librbo; i39, ds cur:b3 At ntt $o avalablo. Stng|o coptes"lS; bad< bare+$1.50 *tpn avabbb, pb shFphg. CHAIIGE OF ADoRESS Ssd adhis bbolftom t€cont bsr I pc55, nr adness atd 4 coib. BUi,OAG

PRODUCTS o|OEST b pr.blbhed monal*y d 1500 CmFr &., $., a8o, ililpof'l B..dr, C.. m660, (ll0 !sa-l$, by Crjler RJb|btSg lrE. lt b an h(bpqdonttf,tld Fn6.l h tD Dhfl, rhol€cab and dHr$Utbn bYob d tlE lmbor ad home ceilor mrd6 h 13 sol'|em sld6. Wlt,199a 4 Ctl|b. hDbhhgt |rc. Coyor rrd oillo coilofb m ttN p|obcld dd must mt bo Epmilrod h a.ty manmr rlbd Urlten pembsbn. Al Rlgifs R€$rrrsd. &ldlB Prodllt3 Ug6l e.sn6 m ladly h maltbb tutrtbd b L

ratrry DEAN-

For pressureteated wood hafs kiln' dried afler freatnent, call Dean Lumber Co.

The gente conditoning of our steam dry kilns yields exceplional producb sudt as Dean Deck, Dricono fire retardant teated wood, Outdooro wood, Wolmanizedo Extralumber, and treated specialties.

Plon b Mafley Muldhts

A complete product line from one of the South's most modern mills

We prcduce over 110 million board feet of pressrrre treated products annually, plus an additional 170 million board feet of untreated.

In all, hundreds of wood products...

INCLT.]DING:

Radius edge decking, treated plywood, dog eared fencing, lattice, mail box kits, deco-posts and hand rail, balusters, picnic tables, C.othic top fence posb, stair stringers,

Curt Bean Lumber Co.

patio squar:es, bench supports for decks, French Gothic and Gothic 1x4 fencing in 4'and 6', landscape timbers.

PLUS: a complete line of Southem Pine dimension lumber in all three grades.

PLUS: enthusiastic service to back up our extensive line of quality products.

PLUS: a company fleet of 165 trucks for quick deliveries coastto-coast.

Beautiful "Arkansas Rustic \Mood" in a wide variety of lumber items, all CCA pressure treated.

markets in 13 Southem states

EDITORIAL

The battle moyes to the countryslde

Hone Depot's r€cent aclmowledgement that it plans to open strores in rural markets has significant implications for small town independents who have always felt their isolation protected them ftmr Oe Big Boxes. No more.

Wal-Mart proved big stores could work in small towns; McDonald's likewise discovered a Umit€d population base was no bar to fast food success.

Depot seems !o aglee. They've hired two WalMart officials and re developing a "rural maket pfototype," according to oompany spokesman Lonnie Fogel. No other details were available at press time, but speculation has been b'risk.

Some feel the home improvement giant needs to convince Wdl Street that its stock is still a gmd buy after a recent price slump following disappointing earnings. Without slock appreciation, obsenrers hold that stock owning employees will lack the commitment that has powered Depot to industry leadership. Visions of riches frwt stock profits have driven many employees to 0olerate long hours and sometimes stressful working cmditions. Expansim out of metro martets could be seen by manegement as a way to bolster and lift the pnce of Home Depot stock.

More San one smrll chain and several ind€p€ndents have told us that they will survive and prosper even if the Big Boxes invade their economic islands. Some believe personal service, relationships and small lown lomlty win carry the day fr them. Others just hoot at this, pointing out the death of thousands of local businesses trying to cmpete with tbe likes of Wd-Mfrt and McDonald's.

Some conjecue that rural Home Depots will be fr smaller than existing units in lrge markets. Others say such an assumption is wrong becels€ of the bulky nature of many of the pnodttcs carrie4 such as lumber and plywood.

We suspect rural units will be close in size to curent metro stof€s. smdl town wal-Mara are large, so there's no intrinsic reason to believe Home Depot would seriously downsize barring exceptional ciromstanc€s.

When they will open outside the cities is anyone's guess 31 this poinL But it seems certain they will invade Small Town America It is no death sentenoe for the smalls. The best of them have proven many times that Life with Depot can be both profitable and exciting.

DAVID CUTLER publisher

When you purchase wood mouldings & millwork ask for products manufactured by Ulilll'members.

w00D M0ulolllc & Mluw0RK PR0DUGERS Ass0ctATt0l{ products are :

Always manufactured to the industry's highest standards.

Produced from renernable resources.

' Made with the optimum use of materials, providing less waste of resources.

o Backed by national consumer adlertising & pR programs.

o Reinlorced by extensive marketing support & sales aids.

ffi,,gtillaffiJ" MEMBERS MEMBERS

Alexander Moulding Mill Co., Inc.

Alexander Mldg. Mill Co., Inc. New Mex

American Millwork Com.

American Moulding & Millwork Co.

Bend Millwork Systems, Inc.

Best Moulding Corporation

Roland Boulanger & Co. Ltd.

Brown Moulding Company

Bums, Morris & SteMrt. Inc.

Cascade Wood Products, Inc.

Clnon Moulding Corporation

C,olonial Craft

Colonial Craft Moulding Div

Columbia Hardwood & Mldg. Co., Inc.

Consolidated Pine, Inc.

Conbct Lumber Company

Coming Moulding Corporatlon

A.B. Cushing Mills Ltd.

Dallas Planing Mill

Denver Moulding Corp.

the Dorris Lumber & Moulding Co.

Donis Lumber Company

Duke City Moulding Company

Endura Products, Inc.

Fibreboard Wood Products Co., Red Bluff

Rbreboard Wood Products Co., Fresno

Foreign & 0omestic Woods; Inc.

Jeld-Wen, Inc.

Jeld-Wbn oJ Tennessee

Jones Wbod Industries, Inc.

Lianga hcific, Inc.

Little River Millwork, Inc.

Marley Wood Products Div

Medallion Millwork, Inc.

Medlord Moulding Company

Mt. Taylor Millwork, Inc.

Navajo Forest Products Industries

Nor-Cal Moulding Company

Nose Creek Forest Products Ltd.

0regon Fir Millwork, Inc.

Pacific Southeast Forest Products

Fnnk hxton Lumber Company

Ponderov Mouldings

Port-0'Lite Corporation

Pueblo Millwork, Inc.

Rocky Mountain Forest Products

Setzer Forest Products Inc.

Sheridan Wood Moulding

Sierra hcific Industries Millwork Div

Smith Millwork, Inc.

Spokane Moulding Company

Sunset Moulding Company, Inc.

Tewa Moulding Corporation

Thunderbird Moulding Company

Trimcnft, Inc.

Vemon Kiln & Millwork

VtJhlter H. Weaber Sons, Inc.

Western Moulding Company, Inc.

Wholesale Door Company

Wood ls Inn, Inc.

Woodlands Millwork. Ltd.

ima Manufacturing Company

Yuba River Moulding & Millwork, Inc

For a complete listing of WMMPA members, prcducts & services, send forthe 1994WMMPA Dlrectory. To receive )lour copy, send $5.@' to:

and when you sell wood mouldings & millwork, it's your customer's guarantee of quality.

Whege 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 tums. A larger gros margin. Lower overhead. Higher bottom line. And better customer service. Much better customer service. Because

rhat's what your bottom line rests on. So rest easY. Because customer seri'ice is also the foundation of our business. Service to your customers. Service to you as our customer. We're FlEFllsystems. We take care of busines. We'll teach your siaffeverything they need to know about Woodstock?And we'll alwap be here when you need us. For more information, call r-soo-tz7-oigr.

KlilG vou.r Po9 system to It$ruc irilJfr;r 4ftltUc level

I t:lllllltirtrIIIA

fT'S NOW time ro rake your busilness to the next stage of automation. Putting in a computer system today no longer involves merely putting terminals on your counters and tracking inventory and accounting.

Some of the next step components are:

built-in time clocks, integrated take-off packages, hand-held inventory devices, radio ftequency terninals, integrated laptops to take to rhe job site or trade shows, scanning equipment and in-store sign printing, to name a few.

Elecronic data interchange or EDI has become one of the best time saven available. You now, deperyding on ttre vendor's capabilities, can send orders, receive price updates, promotion updates and electronic invoices. These options are currently sdving dealers hundreds of keystrokes and hours of time. These options combined with scanning merchandise at both receiving and point of sale will increase your accuracy at both points as well as improve your productivity.

Credit cards can now be processed directly through your system to youf financial institution for immediate credit to your account. These txansactions are processed through your point of sale (POS) system with rhe receipt printed on your printer. This is just one of the many new time-andmoney-saving steps being integrated into today's POS systems.

Access to yottr system is no longer

limited to being at your desk or at the sales counter. With the use of radio frequency tenninals and laptop computers, your system can follow you from the store to the job site or the trade show. Your data can be downloaded into a portable computer that will give all the same inforrration that your store syst€trIcan provide. This gives you a 36 month sales history on which to base buying decisions and the ability to know that the prices you are quoting in the field are current rather than last week's printed list. The ability to connect to your system from your home only requires a tenni-

Story at a Glance

How moving your business to the nert stage of automation will improve productivity, accuracy and efficiency ... options that save time systems that fit almost any budget why those who update would never return to a manualsystem.

nal or personal computer with a modem and a dial-up line.

Whether your business requires one terminal or 100 terminals, there are now systems to fit almost any budget. Even though the level of inplementation varies from one business to the next" you would be hard pressed to find a business owner who would ever go back to a manual system.

lAf,fll6 Big Sandy, rx. _- rrtly

Showrooms help sell cabinets & uanities

aABINETS and vanities sell best

|\zwhen customers see them in auractive kirchen and bath models.

Before building a display, management should ask" "What do we want to happen when a prospective buyer enters?"

The main purpose of a showroom is to sell. As a sales tool it must generate enthusiasm, creale desire, show new items, reassure the customer, suggest creativity, display good workmanship and offer choices, according to the National Kitchen & Bath Association.

Effective models are based on an analysis of potential buyers and a planned presentation. Before designing the sales space, management should decide:

/ The type of clients desired. A propective customer pnohle is vihl.

Story at a Glance

Ways a showroom can encourage cabinet and vanity sales ... displays and sales solutlons.

/ Products to be displayed. Even if the sore does not sell flooring, wall coverings and lighting fixtures, displays must include these excitementgenerating items.

/ Amount of floor space neede4 based on number of customers expected to examine the model at me time.

/ Adjacent space fu a sales desk, cmlputef design @nter, p'roduct samples, catalogs, sales aid storage, etc.

/ \\e message o be conveyed to the customer, e.g., dignity, friendly warmt\ a ptace to save money.

With pre-planning, the spatial layout can reflect the sore's specialties in a creative and utractive fashion.

Depending m the space available, a store might build three complete kitchen displays and one to eight vigneces. A similar number of bathrooms also might be appropriate.

Displays should be planned to

demonstrate tbe cboies avdleble to o customer. For example, with three kirchen displays, tbe first might have cabinets to lhe ceiling, tbe second a soffit above standard 30" high wall cabinets and the third an open soffit with decorative moulding. Each display should be built with different cabinet styles and finishes, counter!ops, appliances and fluing choi(n. This three*hoice conc€pt adapB well oo gd/better/best selling.

Limiting the model kitchens or bathrooms avoids confusing tbe olstomer with too many choices. For slnmpl€, three kitcbens demonstrating basic traditional, contemporary and high tech a European styling will meet the design expectations of most customers and serve as a starting point ftr those wanting mse indivitlualistic designs.

Displays should be traffic stopp€rs. This can be achieved 6y facing the layout towards the store traffic flow and creating a strong design statement. Color as well as layout will invite curiosity and draw customers ino tbe sprce.

Once the kitchen or bath display has auracted the qrstmer, it is th job of Oe salesperson to serve and sell. The sensitive sale.sp€rson will debrief the customer to learn their preferences, idea$ needs and bulger Affer listening, be can tailc his presentation to provide a solution that fits expectatims.

The seller must resist the temptation o show off every style and finish of cabineL every cormt€rte material, appliance or fix$re. This aproach cmfuses shopers who usually bave a glimmer of what they wanl Just as disorganized displays, disorganized literanre and discganized estimates tend to make a customer doubt the ability of the store, a disorganized pres€ntation tums him off. An aganized presentation of ideas md troducts that meet their stated needs will usually be m arger

The cabinet and vanity shonryoon is a large investment. It must be planned as an effective mateting aid and produce results with increased sales.

SH0WR00M displays in traditional, conlemporary and high tech-stylss such as these from the 1993 Nalional Kitden & Balh Association design competition meet expectations of most customers.

Ways to sell more wood moulding

By Jame E. Mongraln Director of Marketing Wood Moulding & Millwork hoducers Association

T-fOIvGOWNERS, builders and remodelers in the'90s I

lare well informed and interested in how the products they are buying will meet the specifications of their projects, but moulding is a mystery to many of them.

Deciding on profiles, species, types and lengths confuses them unless the retailer takes time to talk about their projects and the results expected. Those who sell moulding should be trained to provide the help and answers ne€ded. New products such as mouldings manufactured ftom imported woods, solid s fingerjoint, MDF, primed or veneered, require expanded haining in the specific application characteristics of each of these new products. (See related story p. 12) The Millwork Home Study Course offered by the National Sash & Door Jobbers Association Q08-299-3m) is agood strting poinr

In addition to having moulding-wise employees, a stor€ can display infmrration to help answer a prospective buyer's questions. For exarnple, a wall chart can show all the profiles stocked in the store including the lengths available

Did You Know?

o Milfwork sales represent 12o/o of total sales and32o/o of growth in large home centers.

o Millwork with a retail margin of approxirnately 28% has 6.97 turns.

o Millwork is second only to wood as the largest growth product in a home cenler.

a75% of the moulding remodeling is done by do-it-yourselfers.

and species with a narne or number for identification. Display boards that show cross sections of mouldings are geat selling tools. They are extremely helpful since profiles of moulding standing in a storage rrck are difficult to see. Because most customers are not very good at judging lengths, availability of a length stick is important so that the proper length can be selected.

Since most retailers are concerned with having only short lengths left in the moulding racks, the retail staff

should be trained to sell the benefits of shorts. Studies show that in a typical house floor plan, more than 507o of the moulding can be shonter than 8 feet.

By finding out the size of the project, the number of rooms, the dimension of the rooms and whether the mould-

Story at a Glance

Ways to train employees to sell more moulding, especially shorts ... displays that help customers make the right choices for their projects cross merchandising techniques.

ing will be stained or painted, a salesperson can show the customer the benefits of buying a variety of moulding lengths, including shorts. Buying in the lengths needed prevents material waste and lowers costs for the customer.

Retailers also benefit from this type of merchandising progfixn. In addition to gaining a satisfied customer who has saved money on his project, he will have the advantage of wholesalers giving him amractive pricing on moulding bundles with short lengths. These savings will enable the store to get a higher return on sales or pass the savings on to the customer through promotions.

Cross merchandising is an excellent way to increase sales. Sales people should be adept at showing the tools needed for most moulding applications. These include a miter box, coping saw, hammer, nails, nail set, tape measure and finishing supplies. They also should be able to demonstrate how these tools are used.

As an adjunct to good salesmanship, clinics excel in helping @nsumers prepare to tackle a moulding job. They should include mitering, coping, scarfing, splicing, hanging doors, doing built-up profiles and finishing. Using mouldings for craft projects such as picnre frames also can be covered in clinics.

Tbe Wood Moulding and Millwork Producers Association has a wealth of information to help retailers including a series of "How To" brochures. This infonnation on working with mouldings, finishing, hanging doors, building up moulding profiles, and craft projects can be utilized in retail training and displays. They also can be made available !o customers.

MOULDING sells besl when merchandisino aids sudr as orofile chais are displayed close by. Sales people able to answer qdestions also help, especially in the sale of shons.

Softwood

Moulding: profiled

Advantages

. Low cost

Finisbes, paints and stains aractively Mills well

Ships well

. Warmth, beauty of real wmd

Hardwood

. Stains and finishes attractively

Mills well

Ships well

Warmth, beauty of real wood

MDF

Low cost

. Finishes and worts like wood

Will not warp or split

No raised grain

. Hard surface resists hammer dings and related darnge during construction

Pre-formed Flexible

Suiable on rounds, arches and ovals

. Flexible to ensure precise fit

. Consistent profile

One piece radius construction rather than wood sections

Can be cut with conventiorul woodworking tools

.Impervious to moistue

Pre-formed Polvurethane

Large profiles possible

Unifumity in product

Will not warp, crack, split G rCIt

Easily accepts paint

. Long lasting

. Works like pine

Affordable way to reproduce carved detail work

tlaHE MANY types of moulding

I now available all have their place in the market. Yet each is bett€r suited to a particular buyer's budget, applicatim and desired look. Here's a rundown on populr types of moulding, along with their strongest selling points and tbeir limitations.

Disadvantages

. Irwer quality of wood available fa mouldings

. Tigbtening supply

. CuStmr profiles sften n91 xyeilahle

. Roller @aster pricing

Possible pitch pockes, tear out

. Expensive

o Limited availability, especially of long lengths and wide widths

Limited tensile strength

Requires very good miiling and finishing systems

Pre-formed Polystyrene

. Good availability

. Good workability

Stable price

Light weigbt

Small profiles possible

Will not warp, crack, split or rot

. Inpervious to moisture

Higber price

Paints differently than wood

Soft

Short lengths

.

Susceptible o damage

Allegedly bums with toxic discharge

. Harder to stain certain colon

. Higherprice

. Limited color selection

Soft

Susceptible to damege

Higberprice

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EASE of installation is a pint to emphasize when seling insulalbn to a qntomer'

1f, N announcement from Health

4l and Human Services secretarY

Donna Shalala that glasswml will be on the seventh annual report on carcinogens startled many retailers and builders familiar with fiberglass insulation materials.

Listing "does not establish that any such substanoe Fesents a risk to persons in their daily lives," Shalala explained. However, it reprresens an initial step in hazard identification and estimating the potential for any substance to harirl hunan health.

The listing will not require changes in product labels nor cause changes in widely accepted safe work practices, according to Kenneth D. Mentzer, executive vice president, North American Insulation Manufacturers Association. "The important thing for people to know is that fiberglass is iafe to manufacture, install and use when simple, recommended work practices are followed," he expliained.

Retailers should Prepirfe to reassure customers that fiberglass insulation products are still considered safe. In fact, the Canadian Sovernment' after reviewing all the available scientific data, determined in 1993 that glasswool is "unlikely to be carcinogenic to humans."

- Amred with recommendations for safe installation procedures, retailers can be ready to answer questions posed by prospective buyers. I1-addition, they should be ready to offer an

Insulation update: ls fiberglass still safe?

alternative insulation to those who refirse to purchase fiberglass products.

The environmental market is the target of a new type of insulation due late this sunmer or ealy fdl. Using a patented process incorprating recycled textiles that normally would go to a landfill, Greenwood Cotton Insulation Products, Inc., a division of a 104-year-old textile comPany, Greenwood Mills, Greenwood, S.C.,

Story at a Glance

How to answer questions about the safety ol fiberglass insulation ... altemative Prcducts ... insulation made from recycled cotton textiles due soon.

expects the product to be available in kraft-face, foil-faced and unfaced batts as well as loose-fill.

No independent test results for Rvalue or fires resistance are available, according n Enviromwtal BuiAing News, which cdled the Product "an important new addition to the standtrd nber insula'tion qtions if it lives up to its billing."

Ktuk R Villr, vice President-sales and marketing for Greenwood, emphasizes, 'the product takes very liule raw energy !o Prcduc€' is nontoxic, contains no formaldehyde, does not cause itching, hrs ag heal0 hazards and is biodegradable."

The product will be marketed through insulation distributors and contractors, home centers and commercial distribuon. Initial disribution will be primarily in the Southeast.

Two other altematives o fiberglass insulation products have been in the market for some time.

Housewraps, frequently described as windbreakers for houses, enhan@ thermal efficiency by preventing air from entering through cracks and seams. On the market since the early 1980s, the non-woven, sPunbonded polypropylene fabric is Placed

between the wall sheathing and siding of a house. This type of insulation is said to require less labor to install than 15 lb. felt u kraft P4er.

Although bousewraPs are often specified in areas witb tougb en€rgy standards, especially on high end u custom homes, it is estimated tbat less Oan hdf of the builders have ever usedtbm.

Reflective foil imulatim is anotbr alternative. Usually a ombinatio of bubble pac\and aluminun foil, it reflects radianl heat and provides a thermd heat bieak to resist oonvecdve heat flow Ll addition to blocking air infiltration and acting as a vapor brrier.

Reportedly non-toxic and safe to bandle, the product is said to €mit no gases or loose fibers into the airEnvironmentally sensitive customers wilt apreciate tbat installatio rcportedly needs no gloves, maslr, rcsPirator, protective clothes c goggbs.

tnsulation..,Sales'Tips

: Cu$omers:onetr tgitab to buy unfamilis podwts esPecially insulation- A retailer must sell them with thermd efhciency ratitgs, installation echniqrfes :d eovilounental $iltjf.

Melbn llood nadmal sal€s matrager, Amoco Foam Prodrrcs Co. (Amo+*r+ HouseuraP mmufacmer), suggess retail' ers ask distributors to train satespeqle to ioch*i the following infmatin in tbcir Pesentatims.

/ Explain enCrgy eflicicncY inchrding perosability rating.

/ Srress ctaracteristica tbat make irealluim ery.

/ Emphesize durabilitY both during md alter insaldioo.

/ Deqon$rarc tnrylmssaff tear resistanca

Key in on changes in the lockset aisle

nULL as a doorknob is a saying lJ t[4's been around for ages. But it can't be used to describe today's door hardware business.

Historically, the residential hardware industry has been slow to change; however, manufacturers are starting to wake up to consumer concerns. With crime prevention a top priority, consumers are looking for security products that protect their homes. In addition, the declining real estate market has prompted many to stay put and upgrade their current homes with better quality products. Ccinsumers are driving decorative hardware sales with residential handlesets and levers an alternative to traditional knobs.

As competition for market share increasos, manufacturers are taking a market-driven approach. The most obvious result is new products which leverage changing consumer trends. In the past two years, the lockset aisle has changed dramatically with the introduction of producs with ANSI Grade 2 ratings, the highest security and quality rating given o residential hardware, focused on the mid-price segment of the business.

WiO security claims backed by endorsements, longer product warranties have been introduced to address consumer quality concerns. Consumers are willing to pay more

when product differences and valueadded features are cornmunicated to them. Terry Dobson, Dobson True Value, Greer, S.C., said, 'In both my stores customers want quality with value. They want to save tirne, too."

"If it comes down to buying a cheaply-made, low-priced item over a quality item costing a little more, consumers want to lnow the difference and will probably buy the one that costs more," added Bill Johnson, Dixie True Value, Montgomery, Al.

The drive towards higher quality and higher security is creating new lockset technology. Front removable cylinders designed to make rekeying faster as well as easier and six pin cylinders that provide five times the usual keying combinations with more resistance to picking are replacing the more common five pin cylinder standard in Gnde 2 products. Additional security upgrades include heavy duty cylinder guards, anti-pry shields and longer, more durable mounting screws for latches. Each targets a specific security problem such as kick in or pry attacks.

"The magnitude of change in the hardware business is significant " said Paul Kluempers, Kwiksel Anaheim, Ca- "However, it's important to note that we aren't making these moves based on best guesses or wishful thinking. We conducted extensive consumer research to better understand consumer attitudes towafd lockset products - what customers want in the produca they purchase. That research is having a profound effect on business, beyond the development of new products."

"For example, in addition to the specific consumer security concerns which prompted the development of our new Titan line," he

continued" "we learned consumers arc confused and intimidated by typical lockset aisles with fear of installation the number one roadblock to sales."

Many manufacturers have developed packaging that uses color coding to clearly communicate product function, ease of installation, features and benefits to make buying easier for consumers. "Customers want information. Manufacturers today are doing a better job of communicating information on product packages," observed Johnson.

Quite effective is category management through innovative merchandising systems which allow retailers to present all products they carry within a unit. These systems assist consumers in making good buying decisions by providing product features and benefits as well as easy step-by-step installation instructions. "The new displays really do work," added Johnson. "We were surprised."

Television advertising, funding of national consumer education campaigns and working with law enforcement and crime prevention groups to

Story at a Glance

New look for door hardware move towards higher quality and higher security more informative packaging.

develop public awareness are other ways the lock industry is getting its message to the public. A security tips booklet printed in both English and Spanish, educational products distributed at the community level and tv and radio news segments on home security all create awareness.

"This means additional business for retailers," said Kluempers. "Higher activity, awiueness and attention to consumer needs increases foot traffic in the lockset aisle. You need to carry an appropriate mix of products."

"An aging U.S. population and the new Americans With Disabilities Act have created a consumer preference for levers over lnobs," he said. "Review in-store merchandising to see if there's a manufacturer's program to dress up the lockset aisle and better communicate with customers. Product knowledge combined with a commitment to sell up can result in greater sales and higher margins."

E. C. Barton & Co. is doubling the size of its Jonesboro, Ar., sales floor, adding additional lumber sheds and enlarging the parking area...

David Baldock opened his third Baldock's Isnber & Farm Supply operation in Franklin, KY. ... LS Supply, Edmonton, Ky., enlarged its showroom ... Gabehart Lumber & Home Center, Campbellsville, Ky., has remodeled

E. J. and Inez Milby have retired, selling E. J. Milby Buildcrs Supply, Greensburg, Ky., to Donald and Wanda Basham, who have renamed the oPeration Don's Lurnber & Hardware, the name used by their Vine Grove, Ky., store...

Builders Square completed a $250,000, 29,000 sq. ft. exPansion and remodeling at its south Oklahoma City, Ok., store Home Quarters Warchowe plans a $3.5 million, 108,834 sq. ft. expansion of its Hoover @irmingharn), Al., store ... Honte Depotis building a 168,000 sq. ft. store with an inside McDonaW's in St. Petersburg, Fl. ...

Grossman's opened a third Project-Pros buy-it-yourself showroom in Massachusetts, with plans to eventually sell franchises to smaller yards nationwide I/. M. Scott Ltmber Co., Watd, Ar., lost two lumber storage sheds to high winds during a thunderstorut ... Morrow-Gill Lumber Sand Springs, Ok., had pressure teated lumber valued at more than $2,000 stolen in an order scam BMC West Boise, Id.,

an extension to work out its planned acquisition of Abilene Lunber, Abilene, Tx., and finalized ttre purchase of Hurst Lwttber Co., Hu$t, Tx.

Wickes Imber Co. is adding a private label credit card program in all 124 stores ... Lowe's, Monroe, N.C., has added installation services ... Osage Building Materials, Pawhuska, Ok., auctioned off surplus stock, fixtures and equipment early this month MiIl Creek Lumber & Supply, T[lsa, Ok., hosted its ninh annual Contractor's Night...

Anniversaries: Rrggs Sales Service, Lexington, Ky., 30th; Sanco Lumber Inc., Gtove, Ok., 25th; Britton latmber Co., OklahomaCity, Ok.,3rd...

Georgia-Pacific Corp., which will build a new medium density fiberboard plant adjacent to its Monticello, Ga-, panelboard plant with operation expected to begin in late 1995, plans to build a new southern pine sawmill in ldabel, Ok., in 196 ...

Potlatch will close its Townsend Unit, Stu$gart, Ar., by midSept. ... an environmental plan has been approved for Temple Inland's proposed Hope, Ar., particleboard plant McShan Lumber, Mcshan, Al., participted in a "[.og In," raising funds for a Children's Miracle Network Telcthon...

Dianund HiIl Pfuood opened a distribution services center in Hamlet, N.C., David Todd, mgr. ... Weyerhaeuser 's distribution center,'Oklatroma City, Ok., open-

ed a satellite DC in Springdale, Ar., Dan Flannery, mgr. ...

New South, /zc. has relocated offices to Waccamaw Outlet Parh P.O. Box 29, Conway, S.C., not Myrtte Beacb Fl., as reported here last month

Cameron Ashley /nc., Dallas, Tl., has completed its acquisidons of Brite Aluminwn, Jacksonville, Fl., and substantially all assets of Wholesale Building Supply, Inc., SantaFe, N.M. ...

Alwux BuiWing Prducts, Inc. afrAltluztax Coated Prcdtrcts, ltrc., subsidiaries of Alumax Fabricated Products, Inc., Norcross, Ga., plan to open a Helena, Ar., production facility in 195 ...

GAF Materials Corp. began a multi-million dollar oxpensisa 31 its Tampa, Fl., rcsidendal rooffng manufacturing plant ... Tesa Inc., Tbylonville, Ky., has acquire<l tb common stock of Harloc Inc., ftom Newman Tonks, USA, Inc., Shepardsville, Ky., for Henaies TbsaSA. inEurope...

H ardw are Wholesalers Inc, Fort Wayne, ln, which will be 50 years old next year, b,ad a 16% increase in 93-'94 fiscal yer sales Roper Brothers Lunber Co., Colonial Heights, Va., named Timberlake Cabinet Co., Winchester, Va-, a member of its Tbp 10 VendorClub

International Hardwood Prodrcts Associarion, Alexandri4 Va, has taken a new name, IHPA - TrE International Wood Products Association, reflecting the inclusion of softwood prcercts

Housing starts in June Qatest figs.) fell 93%to an annual rarcof 1,351,000 units 2to 4 unit multis dropped 4OEo,5 plus units, 35.1% ... single family housing starts fell 3.3% building permits slid 3Vo ... overall the June 1994 rcte is 9.1% above that of June 1993.

Gl lwood ShowOffs

These two point-of-sole disploys odd momentum to soles, Ihey showcose Cellwood ond give customers o chonce to see ond feelihe 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, All four Goble Veni styles ond color options ore shown, Disploy meosures 30" x 36". Both come with soles literoture pocket, All imporfont Cellwood soles feotures ore highlighted! Ask your distributor for detoils or'coll us direct, toll free, l-800-476-8136,

Enduring Products For Todoy's Fine Homes

Cellwood Products I00 Cellwood Ploce, Goffnev SC 29340

Rolph

I -lf(x)-1126-23011

1505 Sot th (rnlml Avcnuo ' ilonhffold, lll

S#r8

CALENDAR

Listings arc ofien submined months in dvora Always vcrify datcs otd locuiotts with spotror Qforc naking plans to oilcnd-

AUGUST

Cerollnss-Tennessee Buldlng Mrfcrtrl Astclrtlm - Aug. fQ @nEactor service senrinr, Nashvile Tn.

Herdwood Lumbcr Menufectuners Aseodetbn - Aug. 12-13, forest prodrrcts equipment & technology cxpo, Yort, Pa.

Mbslsstppl Bulldlng Mrtcrhl l)eelcrs Acaod.don - Aug. 12' 13, mid-year boud meeting, Biloxi M8.

Nrtlonel Wood Wlndow & Door Assodrtlon - Aug. lll7, sumner meeting, Four Seasons, Torooto, Ootarb, CsDods.

Netbnel Bulldlng hoduc'tc Eryo & Confcrencc - Aug. l{'17, McCormick Place Norlh, Chicago, tr.

Netlonel Herdwere Sho/Ilerdwrrc Industry }Veek - Aug. 14-17, McCormick Plac Complex, Chicago, IL

HUGE TNVENToRYoF roRD ffiAssrs. I[,IT, FASSI AI.ID PRENIICE CRANES IN STtrK.

Netlonal Hardwod Lumber Assoclrtbn - Aug. f$17, lumbct grading sbortcourse, NHLA Hq.. Memphis, Ta.

Crrollnes-Tennessee Bulldlng Mrtcrld Asscletlon - Aog. l7, contractor service seminr, Asheville N.C.

Lumbcrmcn's Club ol Memphb - Aug. lt, mecting, Racguet Club, Memphis, Tn.

Herdwood Menufecturers Assochtbn - Aug. l&19, regional meeting, Asheville, N.C.

Vlrglnlr Bulldlng Meterld Assocbtlron - Aug. l&21, s'nmcr ma[agement conference, Ramada Ooeanside Tower, Virginia Berh,Va

Crrollnrs-Tenncssce Bulldlng Meterld Assclrtlm - Ary. 2|, @ntractor service seminr, Fayetteville, N.C.

Swaneze

SteelScrews GIH

For cedar and redwood decks

. Fences r Stairs & Railings o House

Trim o Outdoor

Furniture o Boat

Repair o Piers & Docks o Window

Boxes & Planters

o Lattice

Lengths:

1" through 4"

No Staining! No Strea king!

o Self-counter sinking bugle or trim heads

o Square drive recess eliminates driver bit cam-out "Beaver Bite" point for quick penetration o Selftapping coarse threads o Coated with non-stick, dry lubricating film Solid nickel/chrome stainless steel for superior corrosion resistance.

For additional data ancl dealer information:

1701 Parkman Ave', Baltimore, MD 21230

410-646-2800 FAx 410-646-2756

Archltectural Woodwork Instltute - Aug. 24'2.6, annual meeting, Marrioc Marquis, Atlanta" Ga.

Internrdonrl Woodwortlng Fetr - Aug. 25'2t, Cnt6a World Congress Center, Atlanta, Ga.

SEPTEMBER

Hoo-Hoo Internetlond - Scpt. 7-10, internstional convention, Delta Mountsin Inn, Whistler, British Crlumbia, Canada

Lumbermen's Club of Memphls - Sept E, meeting, Rrcquct Club, Memphis, Tn.

Lumbermen's Assocbtlon ol Tcres - SepL t, installed sde.s wortshop; SepL 9-10' boed & commifiee nectings, IGrrville' Tx.

Handy Herdwere Wholeselc' Inc. - Sept 9'll, fall matct George R. Brown Convention Center, Houston, Tx.

Flortda Hardwere Co. - ScpL 10, sbow, The Twin Tower, Orlardo, Fl.

South Stetes Inc./Ilenderson & Bdrd - Scpt lGll, martet, Bossier Civic Center, Bossier City, I.a.

West Texas Wholcsele Supply Co. - ScpL lGll, market, Abilene Civic Center, Abilene, Tx.

Amerlcan Wood hrescrvers Assalrtbn - SePt ll'16, tccbnical commisere meetings, Sheraton Bayft,ont Hotel" Co'rpus Cbristl Tx.

Natlonal Wood Floorlng Assocletlon - Scpt. 13'15, wood flooring school, New Orleans, I:"

Florldo Lumber & Bulldlng Meterld Dedcrr AssoclrdonSept. 15-17, annual convention & buying rbow, Marriott's World Center, Orlando, Fl.

QuoJem - SepL 1t-21, intemational d-i-y expo, Paris, France.

Bloonre . Gene lomer . Slwe l)ieringer

fffi Operotor Troining !! ! ' (onwnlenl Finonting/l-ensing

Cmna ilounid on your (tnsb ' lmmdiote l'lot'ronw'rde lhllvery .(ompetlfivellotionvidePricing'Net/lJsd(hosisAvoiloble

SOUTHERN ASSOCIATION

Lumbermen's Assoclatlon of Texas has invited State Representative Harvey Hilderbran to speak at the biannual legislative breaKast Sept. l0 during fall board and committee meetings Sept. 9-11 at tbe Inn of the Hills, Kerrville.

Mlsslsslppl Bulldlng Materlal I)ealers Assoclatlon, Inc.'s lien law committee is wotking on a lien law rcvision to be presented during the mid-yer board of directors meeting Aug. 12-13 at Treasure Bay Resort, Biloxi.

Commiuee members are president Ken Cavin, Wesley Thomas, Bill Gould, John Cloy, Steve Breland, Joe Weston and James Bumett.

Mld-Amerlca Lumbermens Assoclatlon reports more than 150 booths sold for Expo 95's Carnival of Values Feb.22-24 at the Kansas City, Mo., Maniott Hotel.

Retailers recommending a supplier who buys booth space when he is contacted will receive a $lfi) cash award.

The 1994 West Coast Mill Tour itinerary Oct. 2-7 includes the Boeing plant, Everett, Wa.; Pope & Talbot and Port Gamble General Store, Port Gamble, Wa.; Butchart Garden, Victoria, B.C.; MacMillan Bloedel's western red cedar mill, Vancouver, 8.C,, and Forintek (forest products laboratory).

The Carollnas-Tennessee Bulldlng Materlal Assoclatlon is sponsoring contractor service seminars Aug. 10, 17 and 24.

Promising to belp a retailer become the best contractor and commercial yard in his market, the "Outrageous Contractor Service" series will be taught by Jim Enter, Performance Achievement Group, Munells Inlet. S.C. l,ocations in order of dates are Nashville, Tn.. Asheville and Fayetteville, N.C.

Vlrglnla Bulldlng Materlal Assoclation has scheduled Jack Aden, RawlesAden Lumber, "The Circle of LifeTemperate Forests;" Howard M. Chandler, R. S. Means Co., "How to Help Your Contractors Survive & ProsperWithout Reducing Your Prices;" Tim Hoerner and Gary K. Shepherd, Cigna

financial advisors, "Deferred Compensation and Benefit Planning Opportunities," and Jack Pence, Snavely Forest Products, "Alternative Building Products," as speakers at the Aug. 18-21 Summer Management Conference at the Ramada Oceanside Tower, Virginia Beach.

Dealer/supplier roundtable sessions, committee and board of directors meetings, golf and tennis tournanrents and children's activities also are planned.

Florlda Lumber & Buildlng Materlal Dealers Assoclatlon's 74th annual convention and buying show will be Sept. 14-17 at Marriott's Orlando World Center, Orlando.

Following the theme "Partners for Progress," the program will include Dr. Roger Blackwell speaking on "How to Grow Profits in a Slow Growth Markef' at

the kickoff breakfast, lunch with "The Amazing Kreskin," an engineered wood products seminar for architects and engineers, a wood roof tuss seminar for building officials and contractors, roundtables, panel discussions and committee and council meetings.

Exhibits will be open from 10 a.m. to l2:30 p.m. and 2:3O p.m. to 5:30 p.m. Sept. 16 and 10 a.m. to 4 p.m. Sept. 17 in the Palms Ballroom. Over 290 exhibitors be at the show with 3000 people attending, according to Terry L. Jalbert, assistant executive vice president.

New FLBMDA officers and directors will be inducted at an awards breakfast Sept. 17. The annual meeting and presentation of tbe Associate of the Year award will be part of this event.

Recreational and social events include the board of directors reception, Sept. 14; golf and tennis tournaments, Sept. 15; "Back to the Future" party, Sept. 15, and presidential banquet Sept. 17.

The Constructlon Suppllers' Assoclationrs executive vice president Erv Goodroe will host a reception honoring Georgia Lt. Governor Pierre Howard Sept. 19 at Houston Lake Country Club, Perry. Held from 5:30 to 7. the event is planned to thank Howard, who is campaigning for re-election, for his support of the association in the past.

-Wheel Driwe Sp1yder

rNew Stability and safety systems

.Light-weight, better distribution (some models weighing only 3,500 lbs.)

.3,000-5,500 lb. lift capacity

r Extend-A-Fork reaches across truck

rNew counterweight system allows picking up longer, wider loads

.Engine and wheel motor options

o2-Wheel and 4-Wheel drive models available.

BOB OSBORNE'S CUSTOMERS ARE THE PICKIEST BUNCH

OF BUILDERS AND PAINTERS IN THE NORTHEAST. HE KNOWS pRtcE rs IMPoRTANT, BUT QUALITY lS WHAT COUNTS. AND HE KNOWS HE'D BETTER KEEP PLENTY OF WHITE LIGHTNING IN STOCK.

"The builders and painters around here work on homes costinq up to d million dollars. Ol course they're picky," sdys Bob Osborne of Ridgefield Supply in Ridgelield, Connecticut. "When we starled cdrryrng White Lightning, these guys were skeptical. But we got it into lheir hands dl our Pro Show and they saw the smoolh llow dnd whiler tinish. lt was lhe most popular product line oul oI over a hundred. Then when they got it on the job and saw it didn't crack, had great slop-flow, |//,ttnE plus it even hdd rust and mildew inhibilors-well, now they won't use any- - --ffrrtrL th.ng else." Don't miss oul on this loyal kind of business. To lind ou, .or.

about White Lighlning's full line of caulks and sealants, grve us a call. Ibhff;[fJCftf$dff

White Lightning Products Corp., Atldnta, Georqia, and Bellevue, Wdshington. Call 1'8oo-56'CAULK.

Gomputer Forum For Forest Industry

ForestNet, an electronic bulletin board system which reportedly could "interconnect all the people in the forest industry around the world," was slated to begin round-the+lock operation Aug. l.

Based in Eugene, Or., the system is designed to speed the dissemination of infonnation within the forest industry worldwide, permitting two-way communication on vital pending legislation, industry news and subjecs such as log expors, the best uses of radiata pine and the computerization of sawmills.

Typical users will be timberland owners, governmental agencies, and buyers and sellers of products from finished lumber to Christmas trees. Some companies will input their entire catalog of available equipment or industry services, while others will merely describe the products or services they make available or are seeking.

Global communication is provided through ForestNet's access to the huge public network Internet.

The subscription network is available to anyone with an IBM-mmpati-

ble computer of model 286 capability or greater, modem, mouse and separate, dedicated telephone line.

The modem allows users to communicate with other subscribers via electronic mail and the mouse pennits scanning ForestNet's menus, transferring to appropriate sections of the data-base and exchanging data both in and out of the system.

An annual subscription costs $14.95 per month.

"$uote" of the Month

"There isn't a magic number (of Northern Spotted owls) that's enough in science. All of these decisions in the end turn out to be moral decisions..."

-JackWardTlnnws

U. S. Forest Semice Chief

Floods Strand Georgia Yards

Days of torrential rain in July caused severe flooding throughout south Georgia, bringing the building materials industry to a momentary halt.

Flooded roads and bridges forced closure of businesses all along the flood plains. One yard, Georgia Building Supply, Montezuma, was "totally wiped out " July 5 when a levee broke, flooding the entire town.

Waters reached 36 feet high, submerging the business and destroying all inventory. Six days later, officials were allowed in the building to begin inspection, clean-up and rebuilding.

Orders for drywall, doors and windows began trickling in at Giles Building Materials, Albany, though residents are "still in the tearing out srage, seeing what they can salvage."

"It's loo early now," agrees Bill Parks, Building Materials Wholesale, Albany. "People are stripping off drywall and insulation. They'll be coming in within 30, 60, 90 days."

Mills in the area seem to have escaped major damage, though they are expected to experience log problems for several weeks due to swamped trees and access roads.

New Regulations Effective For Florida Retailers

Several new Florida regulations will affect lumber and building material retailers, especially those operating in Dade Cormty.

Believing that tougher building codes could have saved the county from much of the $25 billim in damage caused by Hurricane Andrew two years ago, Dade County established rigorous wind and water resistance standards for roofs, windows and doors and a warning systern for buyers of building materials.

A mandatory black and orange sign must be posted in any outlet selling lumber, hardware or building materials to warn that naterial sold on the premises "may not be in compliance with the minimum requirements of the South Florida Building Code.' Although the regulation will not be effective until Sept. l, many dealers in the area are already complying with iL

Unrelated to building codes but also affecting lumber and building material retailers, a Florida Department of Environmental Protection regulation aims to reduce mercury contamination in the state. Business-

es that generate more than l0 spent fluorescent light bulbs per month can dispose of them only by recycling or in a permitted, lined landfill.

Effective since July I, the ruling allows businesses generating fewer than 10 spent bulbs a month to dispose of them in their trash. However, state officials hope mmicipalities will establish collection and recycling procedures that eliminate dl spent fluorescent bulbs from landfills.

Florida Dealer Task Force

Florida Lumber & Building Material Dealers Association and Florida Home Builders Association have jointly organized a Residential Building Industry Task Force to develop guidelines "to promote quality, cost effective residential constmction tbrough consistent interpretation and enforcement of residential building codes, and to make recurmendations regarding production of affordable and safe housing in Florida."

The committee has divided into two sub-committees to consider the

stat€ building ode and code administration.

At the May 4 neetings in Orlando, they recommended inviting realtors, lenden and homeowner association f€presentatives to the next meeting in the fall. Sub-commiuees will continue to meet during the summer.

Remodeling Permits Fall

Remodeling permit values in Oe South fell 3.3% from 53,66,2,46 in 1992 to $3,541,370 in 1993, Bureau of Census figures show.

Tbe highest increase was 13.7% in Oklahoma. Kentucky's -15.5% was the most severc decrease.

Although only about 13% of all residential remodeling projects receive permits, permit values can be used !o track mfrtet trends.

Other states with increases: Mississippi (13.2%), Arkansas (7-8%), Georgia (3.9%), Texas (3.1%), Tennessee (2.5%), Louisiam (2.27o) and North Carolina (0.6%). Permits dropped in Virginia (9.2Vo), Florida (5.5%), South Carolina (4.9%) and (Alabama (0.6%\.

NAWLA Says Canadian Lumber Duty ls Wrong

As the industry awaited the latest decisions in the l0-year battle over Canadian softwood lumber subsidies, resulting U.S. duties and changes in Canadian governmental stumpage pricing policy, North American Wholesale Lumber Association issued a position statement criticizing the countervailing duty.

NAWLA points out that since North America is considered to be one market, no border should exist between Canada and the United States in the sale and distribution of lumber products. It expresses the association's belief in free and unfettered trade in forest products and that all governments should resist the pressure of self-interest groups and remove all barriers to free trade between the countries, helping to ensure a reliable, consistent, and economical supply for lumber products for the home building industry.

Results were due eady this month of a re-examination of methodology used to rule Canadian softwood lumber imports hurt the U.S. industry. This was requested July 6 by a bination panel which found the U.S.

Intemational Trade Commission erred in ruling Canadian softwood lumber imports hurt the U.S. Due Aug. 1 was the decision of an Extraordinary Challenge Committee reviewing if Canadian members of a previous binational panel were biased by connection to the Canadian forest products industry.

ESA Reorganization Bills

Maintaining that although the U.S. Fish and Wildlife Service has requested $880 million for recovery of endangered plants and animals, "it cannot cite a single success story in the 20 year history of the Endangered Species Act"" Southeastern Lumber Manufacturers Association is asking the industry to contact legislators requesting support of bills S. 1521 and H.R. 1490 for ESA reauthorization.

Pointing out that costs imposed on the private s@tor are not included in the FY/S projections and that the federal government has no idea of the true cost of the endangered species program, SLMA says, "The well

intentioned ESA has become a black hole for taxpayer dollars."

Recovery costs for the four most expensive plans, says the association: Atlantic green turtle, $88,236,000; loggerhead tutle, $85,947,000; bluntnosed leopard lizard, $70,252,000, and Kemp's Ridley sea turtle, $63,600,000.

Bald eagle and peregrine falcons are not included in the top 25 because their recoveries, despite being the biggest species recovery sucoess stories, did not come from the mandates of the ESA but from the banning of DDT, SLMA concludes.

Be Your Own Checker

Home center customers may one day tally up their own purchases electronically as they wheel through the aisles.

Recently previewed to supemmrket executives, the scanning device lets shoppers record the price of each item. Shoppers first register bank accounf numbers, then keep a running total of purchases and run their own register receipts. A cashier visually checks the tallied purchases.

o lHera.ffif o SpF

o Weffiun W@ds

o Doatg0ao Ffitr - [€8@h atb

o Fflrypdoffi tsthnb :o{htrand Bmoftly

o EHgp doocd hnctb -dhram heftW

o Booe Shooft

Cleaning Up ln The Moulding Aisle

As moulding becomes increasingly a fashion product, the importance of displaying it in a pleasant sales environment also increases. Yet self-service moulding racks invite consumers to break bundles and pick through sticks. And an unkenpt moulding aisle can kill sales fast.

"Women in particulr are drawn to mouldings, and if they see a dirty, messy display, they'll turn around and walk ou!" says John Caroll, CanoU Moulding Co., Huntinglon Beach, Ca "They want them neatly organized in a display, properly labeled and price( with signage."

"It's unfortrmate," he adds, "but a lot of stores tend to forget about the moulding display."

Tbe point was driven home recently after Carroll shipped one home oent€r a rather large order. Tbe justpromoted store manager had no idea what to do with the 200 bundles, so he just bad them placed in any bin that wasn't full. "It looked like a bomb blew (the area) up," recalled Ctrroll.

The disributor's local sales rep'resentative spent 14 hours pulling out every stick and bundle, cleaning out the bins and reaganizing them. He then explained the importance of a neat display and a liule busekeeping to the new manager.

Though some disributors p'rovide basic moulding aisle mamEne@ for' retailers, Australian company Porta Mouldings takes it a step further. Porta has for some time been concerned about the effect of store and yard dust upon its @earan€ mouldings, racked and awaiting sale.

Yet it discover€d it nealy inpossible to markedly change retailers' behavior. So Pcta decided !o provful,e a regulr vacuum cleaning service to dealers displaying their Power Aisle racks. Sdes representatives make their regular calls on reiailers, wilh compact vacuums strapped to their backs o clean the strings and dust ont of the bonom of the mouHing bins.

"Few people really Olerafe soiled product on display," says Porta mrketing manager Bob Lamb. 'Yard management all too often simply dismisses grime and dust as inevitable andjust part of the business cycle, but professionally-nm stfies are demanding better, and tbey supptrt chrnge."

Lamb says thefu'Rack Vac" service 'ensures a better selling and stocking environmenl It can't totally resolve the issue but it's a positive step that will be actnowledged and x6slaim6[ by progressive resellen."

EDI: More Floor-Ready Goods

Retailers predict in three years, nearly half of all merctrandise will be processed using Electnmic Data Interchange for order ransrctionsrbotifi qltions and managed under Quick Response prognams, a process of r4idly replenishing product to retailers in short interval cycles.

In addition, half of all merchandise will be prepared by vendors in a 'floor ready''mode wberc all packaging and tagging is omplete before tbe merchandise is ship@ to the retailer, an International Mass Retail Assciation sudy r€ports.

Coupled with EDI, bo coding and scanning technologies, this 'floof r€ady" mode will minimize handling for retailers, allowing rerchandise to flow through the retail sup'ply line !o stores more rapidly.

DUST BUSTER (top photo) Ken Washfold, sahs merdrandiser for Poila Mouldings, keeps his dealers' moulding racks neat and clean. (Lower photo) Ergonomically designed vacuum unit is comfoilable, compact and efibient.

Infinite Possibilities

-You know 9o rely on the best Southern Pine dimension and outdoor products from New South, Inc. Now with 15 lines and over 50 different prcducts, you can purchase a cbmplete line of specialty products for all your custome$' most important projects just in time for the new seison. From fencing ind Oect< components to pattern stock and mailbox kits, the opportunities for creating masterpieces with our expanded product line are limitless.

P-roduced with great pride at our newly remodeled and expanded remanufacturing facility, our top qudity products are ready for you. Please call us for a free copy of our comprehensive and detailed Specialry products Guide at 180G3468675 ext. 4t7.

New South, Irc. - we provide the building materials for a strong relationship with you.

PERS NALS

John McDonald was named co-mgr. of 84 Lumber, Amarillo, Tx. New mgrs. include Mounty Puckett, Abingdon, Va.; Steve Plco, Biloxi, Ms., and Rlch Galtelll, Jackson, Ms.

Bltl Flsher is now v.p.-sales at Stringfellow Lumber Co., Bimingham, Al.

Dallas Benedlct h8s joined the industrial finishing equipment div. of Advanced Manufacturing & DeveloPment 8s southeast regional sales mgr.

Scott Lltten has been named senior v.p.chief finarrcial officer for Hechinger's, according to pres. Ken Cort. Carol A. Stevens was Promoted to v.P.human resources.

Steve Funchess has been named mgr. of Klumb Lumber Co.'s Mobile, Al., distribution center. Stewart O'Nelll replaces him as So. Alabana sales rep.

Don Kennon has been appointed senior v.p.-retail operations and Larry Cason regional mgr.-retail operations for Scotty's, V/inter Haven, Fl.

Roy Heuser has joined Diamond Hill Plywood Co. as mgr. of ib Charlotte, N.C., distribution centd.

Mlke Eesterllng has been Promoted to v,p.-corporate mktg. for Hood Industries, Hattiesburg, Ms.

Ed VYebb, Sam Cuey Lumber Co., Memphis, Tn. has retired.

Casey Mlckelson is the new pres. of f, iqhmond Internationsl Forest Products, Glen Allen" Va. Jech Cowerd is v.p.-purchasing and Jlm Cllbbens, v.p.-sales.

Don Sharry is now director of purchasing for Trussway Inc., Houston, Tx.

Rlck Harlan has purchased Kennedy's Trrc Value, Wartburg, Tn., from Roy Kennedy. Brother Rrndy Hrrlrn will manage the renamed Wartburg True Value, witb Gene Bekker and Peul Underwmd in sales.

Mariy Chergcky has joined Peachtree Doors & Windows, Atlanta, Ga, as director of quality sssuiance.

BuiHing Productr Digs.t

Bob Weaver has been promoted to operstions mgr. at Lowe's, Manassas, Ve. Ben Csudlll is the new mgr. in Paintsville, Ky. Jrmes Belcher is mgr. in Greenwoo4 S.C., replacing James A. Chelfmen m, now mgr., Iruro, S.C. Bestl W. Y[el|rer, NE region district mgr., was named District Manager of tbe Year. Merty L. Aynes, Tyler, Tx.: Devld E.'Mlcly' Holley, Lynchburg, Va.; Rlcky D. I)emron, Kingsport, Tn.; Prul R. Mey, Manassasi Frcderlck Lee McC-onncll' Wilmington, N.C., and Cbaffman were naned Store Managers of tbc Year. Steve deLlnde, Hot Spring* Ar., was n"med Associate of the Month by tbe local Home Buildcrs Association.

Dennb Remey, fcmedy of John's Millworlq Memphis, Tn., has joined Smith Millwork, Inc., l.cxington, N.C., in millwork sales, rcpqts Ellb Myer.

Cbuck Hewes is the new asst. brancb mgr. for Meyer l-aminates, Tampa, Fl.

Lerry VYoznlel, gen. mgr., Pelican Building Center, Soutbporl N.C., bas assumed tbe duties of group markct mgr. for the Pelican Cos.

Jerry L. Dey is now silicone martet developmcnt specialist at Commercial Plastics & Supply Corp., fvfiami, Fl.

Den A. Meyer has been appointed director of technical services for the National Hardwood Lumber Association. Cbief inspector Bob Seblstlne bas relocated to Columbu. Oh.

Davld W. Chrlstmas is now v.p.-merchandising for Cotter & Co.

Wllllam Plant, pres., Building Products Plus Co., South Houston, Tx., placed 4th in a fleet of 106 yachts in a725mile race from Galveston, Tx,, to Vera Cruz, Mexico. Plant's crew, including daughter Rachael and son Wlllam, Jr., spent over four-and-a-half days aboard tbe 44-ft. vessel.

Randy Butler, Sims Building Materials, Waldron, Ar.. was defeated in the runoff election held to fill the House District 16 seat left open by retirement of Rep. W. R. "Bud" Rlce.

Mlke Johnson is now v.p.-sales at Caradon Peachtree, Norcross, Ga.

Paul Wellborn, pres., Wellborn Cabinet" Ashland, Al., was elected pres. of the Kitchen Cabinet Manufacturers Association. Thomas J. O'Rellly, Arnerican Woodmark, Winchester, Va., is treas., and Bob Ladd, Quality Cabinets, Duncanville, Tx., a new director.

Charles Moore, T. H. Rogers Lumber Co., Purcell, Ok., won the chain's 2nd annual B.E. Payne l.eadership Award.

Charles B. Lansdell, Jr., 84 Lumber Co., Birmingham, Al., married Emlly Deann Bealrd July 16, 1994.

John Chrlstopher Colllns, son of John H. Colllns, owner, Collins Lumber Do-it Center, Ada" Ok., wed Pamela Gayfe June 17,1994.

Curt Haffner, Ralph Wilson Plastics, Temple, Tx., and Chuck O'Koon, Cardinal Kitchens, Louisville, Ky., were elected Decorative Laminate Products Association directors.

Tracl Lynn McGlohon, Home Depot, Atlanta, Ga., married Mlchael M. Chlan June ll, 1994. Other Depot weddings: JlIl Mlchelle Welnlck and Lance Myles Solondz May 29; John Qulnn Francls, Jr. and Leura Forrester Stns: Jackle Sue Satterwhlte and Brlan Anthony Baldwln May 14 and Terry Lamar Kemp, Douglasville, Ga., and Chrlsty Nlcole Thornton May 21.

J. Davld Cartwrlght has been named pres. of the Cooper Hand Tools Div., Raleigb, N.C.

Robert'.Bob" Samslng is the new senior v.p.-mktg. & sales for Briggs Industries, Tampa, Fl.

Brlan Klmber and Mlchael Rohrer are new national account executives at Celotex, Tanpa, Fl. Douglas Gehrlng is now director of technical services & regulatory affairs, building products div.; John Hoff, plant controller for its Memphis, Tn., roofing plant, and D. K. Thomas, Dallas, Tx., field sales mgr.

Frank Klasnlck, fomrerly with Hickson, is new to Osmose Wood Preserving, Inc., Griffin, Ga., as mktg. development specialisl

Paul Meler is new to Dremel as southem region sales mgr. Tlmothy Colllns i5 national accounts mgr. and Bradley K. Moore, mktg. mgr.-bencbtop ools.

T. Scott Gross, author of Positively Outrageous Sewice, is a new spokesman for Hardware Wholesalers. Inc.

C. Stokes Rltchle is now v.p.-sales & r*tg. at American Woodmark Corp., Winchester, Va.

Gary Brlan Whltley, Lowe's, North Wilkesboro, N.C., wed Sonya Denlse Barlow June 4, 1994. Other [-owe's weddings: Davld Larry Lynam and

Klmberly Dawn Plttman May 28; Anthony Douglas Page, Salisbury, N.C., and Susan Nlcole Dlshnan May 28, and Dlana Loulse Mobley, Rock Hill, N.C., and Charles Kevln Stafford April30.

Hugo Furst has devised the new incentive program at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Funguc

i * *

Engineered & Certified 2' Increments, Trimmable Spans

Lengths from 4'to 30'

Combines Best of Truss & * Saves Time & Money

Open web design allows mechanicals to berun without extra cutting. of on-sitc fitting.

The solid web end gives the versatility

Gravette, Arkansas

National Lumber & Building Material Dealen Association's 78th annual convention is scheduled for Sepr 22-U arthe Hptt Regency, Maut Hi.

Meetings of government affairs, executive and dealer services steering comnittees, Manufacturers and Services Industry Council and the board of diroctors are scheduled for the fnst day. A welcmfng recePtion honoring incoming president Harold Smick will be held in tbe evening.

Day two b'reakfast sPeaker will be T. Scoc Gross, author of "Positively outrageous Service and Showmanship." After fuis talk, Gross will conduct workshops following the tbeme "Winning in the Year 2000: Anracting, Training and Retaining a Winning Team."

Dr. Cheryl Bann will begin the tast day with a discussion 6f "ftsrailiag 2000 - Managing for Excellence: What Every Lumber Dealer Needs !o Know in Order to ProsPer in the Years Ahead." Representatives of Australia and New Zr'aland will pro' vide "A Look at the Wood Products Industries in Australia and New Ttaland" in the first of two morning

workshops. Cigna financial advisors will offer succession planning for family and inde,pendently owned businesses in tbe second.

Jim Petersen, Evergreen Foundation, will address "The Future of America's Forests: Wbat to Tell Your Custmrers and Your Communities" at the Past Presidents' lunch. The president's luau and second unual NLBMDA charity auction a€ schedubd that evening.

A post convention study tour to Australia and New 7*aland departs Sepr 25.

Florida Mfr. Sues llepot

Home Depot is being sued for more than $10 million by Seaview Industries Inc., Hialeah, Fl., which claims a breach of contract by 27 South Flqida stores.

Tbe hunicane shucer manufacnrer alleges Home Depot reneged on a promise to purchase nore than $8 million worth of stmm panels following Hunicane Andrew. To fill the uder, the company slaims it invested

more than $1 million in aluminun sheeting, sp€nt $300,000 to install two new mills 19 shape the material into panels, put worters'on double shifts md hir€d 4O exua e,mployees.

A Hme nepc ry*esoanrefused to cornment exocpt to say company acomeys are rcvbwing the suiL

Wood Proves lledt In Florida

To illustrate the alfordability and user ftiendliness of wood, tbe Fhida wood Colncil in oopcratio wilt tb Canadian Wood Council coodinato<l donations of wmd for a Habiat for flummig hme being built in WinEr Pads Ft

Over $7,000 in poduas were do nated by Alpine Engineered koercts, Pompano Beach; Georgia Pacific, Robbins Manufacturing and Smyth Truss, Orlando; Gilnan Building Products, SL Mary's, Ga; Simpson Strong Tie, McKinney, Tx., atrd Doohrrc, Qrcbec, Coada

Using wmd albu,€d tbe Profu to use more volunteer lx[gr rhrn sit[ cancrete blak o c<xstnrt a saft rd seicure home in a shorter period of time, a oormcil tcprcsentmivt norcd.

A NATIONAL EVALUATION REPORT (NER457) has been issued by the National Evaluation Servicc ol the Council of American Building Otficials to confirm that PYRGGUARD Fire RetadantTreated Lumber and Plyrvood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD is the FIFSIF|T RetardantTreatedWood with:

. Third Party Kiln Monitoring in addition to . ._1a U.L.Follow-up*rvie f,fngfitO f t FRT tabr and materiats rcplaenrent cost warnnty

t High tempraturc sfiength festresults

. NewYork State SmokeToxicity test results

' NER rcports aE subjecl to/,e-6saminatint, 'wbons ardpossDle fuW d frle.

NEW PR DUCTS

and selected soles oids

Millwork Management System

The latest release of Woodstock V.6.5 software from Real Applications is said to improve productivity for virtually every function of the millwork industry.

Included are special features for product assembly including building doors and windows, quotes, order entryltracking with processing capacity for multi-family orders, invoicing, purchasing, user definable menu system, accounts receivable, inventory control, receiving, multiple pricing

structures, sales analysis, etc.

A 'trillwork configuratot'' allows the user !o make assemblies (including nine levels of sub-assemblies, each with its own levels of components) during order entry based on user pre{efined millwqt types. The system's on-line, dispatching/transportmodule shows all orders and their delivery schedules, improving the efficiercy of expediting and receiving shipments and marching received special orders with the appropriate sales order.

Decked In Brightness

Non<llorine bleach Deck Brightener is now available from Wolman Deck & Siding Protection Pr,oducts

Unlike chlorine bleach-based products, it reportedly doesn't interfere with the adhesion of finishes and cleans the wood rather th4r, just cosmetically ligbtening tbe surfaoe.

The product is said to be safe to use over oil or liatex water rcpellents, shins or paina; harmless !o plastics, glass, mehl, concrete and caulked surfaces, and can be used on pressurc treated and untreated wood of all species.

Fatigue-Free Stapling

The Powerfast line of stapleguns from Desa Int€mational has been ergonomically designed to improve comfo'rt, decrease operating force by l/3 and reduce hand fatigue.

Otrered re three models: all-steel Pro wi6 rust-resisEnt chrome finish, full-size heavy duty and ligbt duty.

Features include an efficient torsion drive mechanism for easy staple driving, upsloping rigger finger gnp, contoured lever, large grip opening for gloved hands, staple sizdreload window, and fast loading, slide-open track

Tractable Trim

Flexible trim and moulding made ftom a pollmef material that resembles traditional wood moulding in grain, texture and color has been introduced by Tqgo Manufacuring.

Capable of following cuved walls and arch windows, Oe trim can be cut, drilled, naile( glue( painted or stained and reportedly is impervious to rusting, cracking, decaying and is maintenance ftee.

Free Flowinq Gement

PCI Indusuies' E-Z Weld plastic pipe solvent cements, cleaners and primers are now packaged in E-Z Flow dispensers.

The 6-oz. unb'reakable dispensers are easy to open and cmrol, allowing pinpoint application without waste, spills, drips or mess.

Ideal for application of solvent cemenB in tight wo*ing situations or to smail diamerer pipe md fittings ftmt ll2" to 2" diarnet€tr, the dispensers are also desigDed to help prevent solvent evaporation, pooling of cement in fittings and applicator contamination if dropped.

Bar Codes ln Hand I

A hand-held device integrating bar\ code printing, application and data collection has been introduced by Monarch Marking Systems

FREE ADDITIONAL INFORIT,IATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 141 852-1990 or FAX 7 14-852-0231. Requests will be fonparded to the manufacturer. Please list product(s), issue and page number:

The lightweight 38 oz. Pathfinder Ulra prints all popular bar codes, plus text and graphics on labels, rags, coupons or receipts. It features a built-in laser scanner and data collector that can be custom programmed.

Offered are easy-to-use applications programming, high speed processing for fast imaging and fast data accessing, two-line, 16-character backlit display that guides the user through operations, and 33-key alphanumeric keypad with four shift levels and five function kevs.

Foot Power

The LectricAir Foot Switch from Tridelta Industries helps make the operation of power tools and other elecfical devices safe and convenient

The air-actuated elecEical swirch system safely isolates users from any electrical curent and allows them to control power by stepping on the foot pedal. This emergency safety feature

also frees the user's hands for greater operating control.

When the foot pedal is depressed, air is displaced through the pvc tubing to an air switch housed in the controller box. The air switch then completes the electrical circuit, turning on or off the electrical device that has been plugged into the controller box.

Components include the ransmitter, 10 ft. of tubing and air switch controller. A brigbt yellow shroud is available to help prevent accidental starts. The foot switch comes in momentary or alternate action styles.

Steady Hands

A wide selection of anti-vibration gloves and glove liners are now avail-

able from Direct Safety Co.

Designed to provide protection from the vibration and shock pro-

duced by power and hand tools, gloves come in full-finger, fingerless, leather or Nirile.

Sizes are S, M, L and XL.

Unseen Opener

The "invisible" AutoTrans Eansmitter from Stanley Door Systems opens and closes the garage door with a flick of the headligha.

Mounted under the car's hood with two sheet metal screws and attached to the headlight circuitry, the transmitter activates the garagc door opener when the high beam switch is flicked.

Concrete Weatherproofer

WeatheRx masonry and concrete weatherproofer from The Weather Co., Ltd. is now available in two cormercial varieties: WeatheRx 20 and WeatheRx 40.

It is now available in concentrate sizes ranging from 6.4 oz. (which makes one gallon) to 55 gallons (which makes 1,100 gallons). Applied with brush, roller r sprayer,

barrier repels water to guard against chloride ion peneradon, water-borne dirt, mildew, effloresoence, acid rain, fteezelthaw damage and other fonns of deterioration.

It can be used to protect precast and prestressed concrete products, stucco and brick and stone veneers.

Trowel For Tight Ouarters

An adjustable inside caner trowel for drywall finishing difficult off-angles is new from Hico Pr,oducts.

The stainless steel trowel is adjusted to fit into a oomer by loosening and tigbtening of a wingnut Adjustable angles ftom 90" to 170" give drywall taping a faster finishing time.

Sheets Of Shingles

Multi-coune shingle siding panels featrning a one-piee 5/16" CDX plywood backer for increased strength, rigidity and the ease of handling a smooth panel hck arB now available from Cedr Valley.

the solution @vers 125 to 250 sq. fr per gallon.

It reportedly penetrates deep into concfete and masonry pores, and bonds with the substrate to create a waterproof surface that helps preserve structural integrity. This invisible

Other feaones include interbcking ends which over the jcinis and sliminate caulking, fiberglass interply, Certi-Panel label of qrnlity assurare, 100% tull-lengtb panels (no shorts), and decorator shingle panels from one-oourse to five+ounes md expo sures from 4" 197".

Encourage customers to Decorate with Confidence!

Affn your customers a full line of cLassic and period style mouldings. Your Soutlrcrn Ornammtalo Mouldings distributor lus the largest selection of ilecoratioe mouldings in the South. This high quality, high profit line is perfect for pro's and D-I-Y'ers.

Mouldings: Dentil, Embossed, Cornice, Chair Rail, Baseboard, Casing (window and dmr)

Accessories: Pedimenb, Corner Blocks, Plinth Blocks, Corbels, Medallions

Species: Poplar, Red Oak, Special Order woods

Colorful Gaulk

Polyseanseal Classic Colors, a new line of 20 different colored caulks that match major kirchen and bath fixture manufacturers' most popular colors, is new from the Darworth Co.

Offered in 6oz. squeeze tubes, the water-based acrylic caulk provides a high gloss finish that shines like tile. Unlike most caulks, it has a high-gloss finish to complement surfaces and fixtues.

It reportedly resists moisture and mildew, remains flexible and won't crack, and provides easy tooling with soap and water cleanup.

Herculean Hose

Designed for landscaping, constuction, commercial and industrial uses, the Apex Commocial Hose features deluxe four-ply rubber-vinyl construction, a crushproof machined brass coupling and protective collar for added strength on the worksite.

Reinforced for a 500-pound burst, the hose is strong, flexible and durable, even in low tempefatures. It comes in 5/8" or 3/4" diameters and lengths of 50, 75 and 100 fr.

Light Track

The Boston Power Track, a fully-assembled elecrified track system designed to display a wide variety of ceiling fixtures, is new from Boston Retail Products. Extruded of aluminum and professionally powder coat-

e4 the U.L. approved system can be suspended ftom a variety of wooden and metal structurcs.

The single circuit wiring harness simplifies installation by eliminating conventional electrical connections. The prewired electrical syst€,m allows refailers to display ceiling fans, chandeliers and other

merchandise fully operational and is ideal for lowering sight lines and defining sales space.

Capture Your Share of a $20 Billion Market

An Acre of Vendor Exhibits

FLBMDA's Expo '94 will offer another exciting display ot vendor exhibits, featuring all kinds of lumber and building materials, computer software and hardware, industry services and more. New products mean new business for you. Over 280 exhibits!

Florida Lumber & Building Material Dealers Association

Post Office Box 65 Mount Dora, FL 32757-0065

Phone: 904/383-0366

Fax: 904/383-8756

One of Florida's largest lndustry Erpositions. Watch for Registration Information

ApEealing to the Entire lndustry

* Erhibits featuring the latest industry products.

* Panel Discussions/Seminars with Industry Erperts.

- Standardized Requirements for the Truss Industry.

- Florida's Residential Building Industry & Building Codes - What's Ahead?

- Reduced Resources, lncreased Technology. The Growing Uses of Engineered Wood Products.

- The Manufacture and Erection of Wood Trusses.

' Exciting Speakers & Entertainment.

- Marketing Expert Dr. Roger Blackwell

- Even Stephen - 'A Tribute to Elton John'

- The Amazing Kreskin

- Comedian Dan Riley

- Nova, Rockin'Robin & Girls in Treble

New Software System Tracks Special Orders

Dataline8OOO hrnkey sales, inventory and accounting software can track a special order ftom deposit to delivery, generating a single purchase order or combining multiple special orders. An inquiry feature updates the sta0rs of the order. Free-fonn text notes can be used to share information.

An order-based delivery handling system includes delivery information such as directions, delivery time requests and special handling r€quircments for each order. Orders can be accessed for delivery by time of day, priority status, driver, tfuck or assigned route.

Those responsible for loading trucks can be tracked and freight for deliveries can be preset by zone and/or truck required. Specially designed delivery tickets can be printed with all infonnation required by the driver. All delivery infonnation is permanently stored within the sales history daabase.

The system also provides item promotion, pricing, purchasing, receiving, accounting and other databases. Each database is capable of storing detailed or summarized transactions for up to 10 years. Sales history information can be imported into curfentd@uments.

Infomration is available via screen inqulry or report and may be exported to other applications. In addition to down loading data to personal computers, the Dataline8OOo can be integrated to most established office networks. Most CAD design work estimates c n be elecCIonically np loaded on it as quotes.

Outside salespeople can access the system or post orders and quotes from home-based PCs ornotebook cqnputers. Customers have eleclrqric acc€ss 24 hours a day, seven days a week. The syst€m, which will be available in the fall, has the technology to allow asynchronous communications to major co-ops.

Woodworking Machinery Fair

International Woodworking Machinery & Furniture Supply FairU.S.A. will offer equipment, supplies and materials from around the world Aug. 25-28 at the Georgia World Congress Center, Atlanta Ga.

The American Fumiture Manufacturers Association, Wood Machinery Manufacturers of America and Woodworking Machinery Importers Association sponsor the show.

Directories for...

The Building Products Industry

-hHffiEn' 17,724

llow Include Credit Bating Codes !

Have you ever wished there were a single comprehensive source you could turn to for information about your industry? lf so, U.S. Business Directories are the answer to your prayers! They contain accurate, in-depth information about every prospect, such as:

Company Name, Address and Telephone Number

. Name of the 0wner or Manager

. Number of Employees

. Number of Years in Business

Brand/Specialty Information

. Credit Rating Codes and More!

And the uses for these unique directories are limited only by your imagination. You'll find them a comprehensive and economical source for:

Direct Mail and Telemarketing

. Market Planning and Sales Promotion

Executive Recruiting and Placement

Business Profiles

. Making Small Trade Credit Decisions

. And Much, Much More!

-Amerkan $Jffl$tltu' (S*u'.l; tl*,.r*{*'a l;il,, For Ouestions or to Place Your 0rder, Gall (402) 593-4600

NEW LITERATURE

Custom Lists

Directories compiled from current Yellow Pages and Business lVhite Pages then verified by phone are eveilable for various industries (including Lumber Dcalers, Lumber Wholesalers, Lumber Manufacturers, etc.) from American Business Lists. Box 2734?, Omaha, Ne. 68127;(4O2) 592-9m0.

Wood llesign Program

WoodWorks Software for Wood Design, a Windows-based design program with manual, is $295 plus $10 shipping from American Forest & Paper Association, llll l9th St NW, Ste. 8fi), Washington, D.C. 20036; (800) 463-5091. Demonstration packages are frpe.

Around The World With Pine

"Southern Pine Lumber: An Importer's Reference Guide," I m-p.surnmary of southern pine's attsibutes and applications in English, French, German or Spanish, is ftee from Soutbern Forest Pro. ducts Association, Box 641700, Kenner, l-a. 7 OO64; (504) 43 4464.

Pallet Concerns

"\ilhat Pallet Users Thinh" results of a sunrey of 1,000 pallet users, is free from the National Wooden Pallet & Container Association, l80O N. Kent St., Ste. 9ll, Arlington, Ya- 222@; (7O3) 527-7667.

Master Lattice

Information on new polyethylene Design Master Lattice is free from Master Mark, Box 0662, Albany, Mn. 56307; (800) 5354838.

Wood Flush Doors

An 8-p. wood flush door catalog is froe from Southwood Door Co., Box 560, Quitnan' Ms. 39355; (@1, 77G2r64.

Trucked Out

'Truck Parade," a colorful 8-p. brochure profilint 26 pieces of material bandling equipmenl is free from Atlet, 502 haB Ave. N., Schaumbug, tr. 60193: (7O8)35r:1373.

A Throng of Fans

The 84-p. 194 Hunter ceiling fan catalog inchding a section on "How to Buy a Ceiling Fan" is free ftom Hunter Fan Co., 5fi) Frisco Ave., Memphis, Tn. 38114; (9Or)745-9222.

Hardwood Stair Systems

A 48-p. hardwood stair systens booklet and 8-p. stairway insallation tmls and hardware catalog are free ft,om LI Smitb, 35280 Scio-Bowerston Rd., Bowerston, Oh. 44695; (614) 269 -2221.

Think Metric

"Wood Products Metric Planning Package" is $15 ($10 for Anerican Forest & Paper Association menbers) from AF&PA, llll 19th St. N.W., Ste.8(X), Washington, D.C. 20036; (2O2) 463-2733.

Hardwood Yellow Pages

Tbe 1994 Hardwood Manufacturers Association Buyer's Guide is available from HMA, 4fi) Penn Center Blvd.. Ste. 530, Pittsburgh, Pa. 15235; (412) 8290770.

Treating Standards

The American Wood Preservers Association Book of Staodards is S42 ($32 for AWPA membcrs) fom AWPA Box 286, Woodstak Md.21163.

Southern Lumbermen

The 1994 Soutbeastern Lumbcr Manufacturers Associatioo nembership directdy is free from SLMA Bor 1788, Forest Parlq Ga 30Gi1; (4O4) 361-1445.

Faur Wood

Information on Trex wood-polyner composite for decking and landscaping is free from Mobil" (8m) 289-8739.

GET YOT'R COPY

of any htew Literanre items by contrcting esh @mpmy directly. Please mention you saw it in

Get Wred

A 6Gp. wiring deviccs and rescorics catalog is free from Pass & Scymour/ Legrand, Box 4705, Syracusc, N.Y. 13221; (800) 53r-r012.

The Good Of Wood

"Pleserving Natrc," a brochue on thc environmental bcoefits of pressure lcared wood, is free ftom Hickson Corp., 1955 Lake Park Dr., Ste. 250, Smyrna, Ga. 30G0; (tl04) U3-22n.

Grade Violations In Georgia

Green hem-fir lumber that has been ripped and not regraded is being sold to builders for houses in metro Atlanta Ga., the Consrucdon Suppliers Association reports.

According to Ebv Goodroe, this is a double infraction. First, the building code clearly states any lumber incorporated into a structure must have a l9Vo or less moisture content. Secondly, grading rules state the grade applied to dimension lumber is lost once the lumber is rip@.

The association plans a three prong solution to the problem. Onq they will advise all members of CSA and the Atlanta Homebuilder's Association of the problem. Two, when evidence of violations is reported to them, they will notify building code officials. ThrEe, they will begin an educational blitz for building code officials in metro Atlanta.

A long range solution is scheduled for the 1995 legislature with amendment of a 1990 bill banning a grade on mill stampe/ lumber. The amendment would require obliterating any grade on ripped lumber and selling the wood as ungraded unless it is regraded by a licensed gmder.

Mt. Vernon Barn Needs Wood

Donations of oak, southern pine and cypress logs of specific size and rings-per-inch are being sought for reconstruction of George Washington's lGsided barn at Mt. Vernon, Va

Information is available ftom Con Schallau, American Forest & Paper Association, (202> 463-2795.

Your Canadlan Eastern 5

Bug Direct From the fonnetrtion

Rail or Truck Delivery

Studs B'. g'. lO' - all trims

Zx4 and Z><E

Eoards lx? / IYA tr wider #3 E/5 Specialist

CAI'ITAL FOREST PRODUCTS.

(800) 25s-3405

It's really that simple with PAC TRIMTM pre.primed mouldings from Pacifrc MDF Products, Inc.

Manufactured from the finest medium density fiberboard available and treated with PAC PRIME, a unique material that accepts any construction-grade paint, PAC TRIMTM mouldings are easy to install and are amazingly affordable!

I Saves money! Tlpically ISVo to 50Vo lower in cost than comparable nonprimed finger joint products.

I Needs little or no surface preparation before a finish coat is applied.

IDoes not warp, split, or have raised grain. PAC TRIMTM cuts cleaner than pine.

I Environmentally correct. PAC TRIMTM is made from wood waste that would have been burned and polluted our air, and replaces traditional pine cut from our depleting forests.

Ifyour business d.epends on consistent pricing, quality, auailability and shorter lead times, thcn you should insist on PAC TRIIttrM. Call your Pacific MDF Products representatiue, or our office at 1-800-4-PACTRIM (1-800-472-2874) to discuss your needs.

Buildinq -ProducTs

Classified Advertising

PAN PACIFIC Forest Products fu looking for profassional fcast products trrdcrs in thc following locations: Lakc Oswcgo, Eugcne, Bend, Or., and Modesto, Ca. Full benefits. Excellent oppornrnity with a well astablished coryatry. If yor want to havc fun while yor work and carn a higbcr incore, thcn call Ron Hansu at (503) 38961@.

Twenty-five (25) words for $2 l. Each additional word 700. Phone number couns as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 451X) Cempus Dr., Suite 4t0, Newport Berch, Cr. 92660. Make checks payable to Cutler Publisbing, lnc- Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have esublished credit with us.

L n McCOY & CO., tuycn dovaruns, surplus, buybacks, sccods. All catcgcics coosidercd. 3A ?ated. Prompt p.ymnt. Call Pam David or led Dawson, (W) 3e22fi

EEAVY IttIIY DIST.&{FC. PL\IrIT in Birmingbm, Al. Burlington Ncthcrn & Soubcrn R.R., l4E,00Ot sq. ft. bldg. w/crancs, l4t acrcs, 31,80O sq. ft. shcds/docks. Virginia McKenzie, Southpace Propertics, Inc., (205) 3262222.

WANTEDT Plywood/OSB strips, drops; sound, squarc, uniform, dry, thickness l/4 tlrrorrth 2382. heferred widh, 3-12, S-lt2or wider. Length 32 to 96 inches or longer. Mired or Truckload Send pricc and availability to FAX #901-682-E501, or mil 1e; L,unber Source, 4746 Spottswood, Memphis, Tn. 38117. Phone Gm) 87+1953.

oR FAIrroTl4'462:@3t

Merlo Stars In L-P Television Ads

In Iouisiana-Pacific's first national television campaign, chaimran and president Hrry Merlo faces the canera and says candidly, "'We've had no choice but to do something very imaginative or we'd have just been another lumber company."

L-P larnched the multimillion dollar campaign in May as a sponsor of the Indianapolis 500. Over the next several months, the company will air a series of 3Gsemnd spots on major national network, reaching more than 50 million people. The canpaign is designed to position L-P as the innovative leader in the manufacturing and marketing of building products.

"L-P's leadership in new product development is well recognized within the building Eade, but we're far from a household word," explained Panela Selis, director of corporate communications. "To educate a broader population, we knew nobody could tell L-P's story quite fike our chairman, HarryMedo."

No script was necessary to produce the spots, which feature Merlo speaking from tbe heart about the company he has led since its inception 21 years ago. Insiders and industry experts atrribute much of the Fortune 200 company's success !o Medos visionary, @mmon-sense appnoach to stretching natural resources and integrating recycled goods to manufacture high-performance, affordable building materials. The spos qrptttre the spirit" candor, energy and imagination of the man and the company.

"We expect our invesment in this campaign to benefit L-Fs well-established disribution and dealer base and to support the marketing efforts of home builden by making consumers aware of the advantages of our product innovations," said Selis.

"Increasingly, L-P products are being stocked in major home center chains where the weekend handyman or woman can easily put them in the back of their van or pickup. This ad campaign should help move more L-P products through this disribution channel, catering to the buy-it or do-it-yourself population," according to Selis.

National programming spans high-profile sporting events including the Indy car race series and U.S. Open tennis tournament, as well as the news shows Good Morning America, the Today Slww and ESPN Sports Center. The commercials will also heavily penetrate five major construction markets: Atlanta, Chicago, Minneapolis, Phoenix and Seattle. High-visibility programming in those markets includes top-rated shows like Home Improvement, Seinfeld and 60 Minutes; morning and evening news and local major league baseball and footbdl.

Merlo set L-P's course in the 1970s when he pioneered the production of oriented srand board in the U.S. OSB is

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Merlo In Television Ads

( Co nt inued from pag e 39 )

a structural panel made from plentiful, non-controversial trees. Introduced in 1970 as the "smart man's plywood," LP's Inner-Seal OSB line now includes lap and panel siding with matching soffits, fascia and trim and is used as the web material in engineered I-joists. L-P is the largest and most diversified producer of OSB products in the world. FiberBond underlayment, wallboard and exterior wall sheathing use recycled paper blended with gypsum to fomr a strong, solid panel. Recycled newspaper is the wood fiber source in Nature Guard cellulose insulation.

Fox Gal To Buy New System

Foxworth Galbraith Lumber Co., Dallas, Tx., will spend $2.5 million to redo its entire point of s2le rcrail operations with an advance open systems computing environment and to install network equipment linking its 60 Southwest locations.

This decision was reached after a successful six month pilot project, according to Jack Foxworth, vice presidentfinancp and chief financial officer.

The company had 1993 revenue of $250 million from Texas, New Mexico and Arizona lumber and building material centers. Founded in 1901, the company operates commercial facilities geared to the needs of contractors, subcontraclors and tradesmen, building material centers for retail customers, and specialty manufacturing plants.

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Obituaries

Eerl Croome, 67, co-owner of Sandersville Builders Supply, Sandersville, Ga, died June 11, 1994 in Sandersville.

A native of Apopka Fl., he beqan his career with Thompson Lumber, Jacksonville, Fl., in the late 1940s, moving in 1955 to Bond-Howell, Jacksonville, in sales and in 1959 as soor€ nanager in Daytona Beach, Fl.

In 1969, he joinedWicles Lunber, as managef in Greenville and then Greenwood, S.C., and finally Southeast op€ratims manag€r, Jacksmville. He went to Sandersville Builders Supply in 1974 and purchased the cunpany with his son, Jim, in 1989.

Mr. Croome has served as a Cmstruction Suppliers Association direclor and on numerq$ oqnmittoes over the years.

Elbert Jewell Myers, 82, former owner of Old Planing Mill" Glasgow, Ky., diedJune ll,l94.

Kentucky Lumber and Building Material Dealers Association president in 1952, he sold his business in the late 1980s.

Ross Murrell Kneeland, ownef and manager of Fort Gibson Lumber Co., Fort Gibson, Ok., died May 19, l994,in Fort Gibson. He was 88.

Foch Roystonr T6, owner and manager of Stigler Lumber & Supply Co., Stigler, Ok, di€d lvlay 23,1994, in Stigler.

Born in Cowlington, Ok, Mr. Royston worked as a contractor before buying the yard from Long Bell in wa.

NASGAB lheme promolion Aug. 22-Ocl. 7 from White Lightning Producls Corp. includes official NASCAR hals and shirls for contraclor rsdemption, colorful in-store displays, NASCAR sweepslakes, plus discounts on swenl caulk and spackling podncls.

Ad Circular Recall Rates High

Compared with all other fcms of retail advertising, ad circulars are rccalled the most (83%), rccording o the second annual Gallup study of advertising's effect on consumer shop ping behavior.

Recall for tv ads is 76%, radio 49%, billboards 299o, newspapers 56%, and direct mail 58%. Those recaling ad circular adrrertising were the more affluent rcspondents (91%), females (86%) and heavy spenden (more tban $100 a month).

Overall, the 1994 study found a growing tend of consumers sbopping at home using ad circulars before going to a store. This was most noticeable in nro subgroups of consuarers: ad readers (those who use advertising circulan o make buying decisions) and ad shoppers (those who read and keep cirorlrs forfuure reference). The results suggest, the study pointed out, that ad readers tr€ becoming active, buying shoppers.

Ad shopen rcported sns sf th6 highest monthly spending ayerages ($128) and the second higlest average (5.7) mmthly fips to the stores.

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