PERSONAIS

Ron Rutherford, national sales mgr. for Pacific Wood Laminates, has opened a sales office in Nashville, Tn.

W. Fred Killgore, formerly with Georgia-Pacific, has joined W.A. Gooch Lumber Co., Inc., Valdosta, Ga.

Roger Duckworth has been named store mgr. at Triangle Building Supply, Aberdeen, N.C. Michael Sellers is new to outside sales.

Jon Wyrick, previously with Conner Industries Inc., and Cliff Fricks, exWard Forest Products, Inc., have joined the southem sales team at U.S. Timber Co., Conway, Ar.

Martin Bocola has been named exec. v.p.-operations at Builders Square, San Antonio, Tx.

Mike Bliley has been promoted to comgr. of 84 Lumber Co., Statesville, N.C. New mgrs.: Will Thompson, Goose Creek, S.C.; Mark Shelby' Versailles, Ky., and Brad Woodson, Amarillo. Tx.

Julie Barton is now mktg. mgr. at White River Hardwoods, Fayetteville, Ar. Jane Coffin has been named mktg. administrative assistant.

Mark Stuller has been appointed gen. mgr. of Foxworth-Galbraith Lumber Co., Lampasas, Tx.

Thomas E. Whiddon has been named exec. v.p. and c.f.o. of Lowe's Cos., North Wilkesboro, N.C. Rachel II. Jordan is now director-accounting support; Daphne Mollino O'Keefe, director-fi nancial analysis, and Elton Tom Scripter, mgr.-product/sales analysis.

Jeff Miller has been appointed assistant store mgr. at the new Lowe's Cos. in High Point, N.C.

Matt Lott is new to Ervac. Peachtree City, Ga.

David Kellam is now v.p.-solid wood products for Temple-Inland Forest Products Corp., Diboll, Tx. John McClain is now v.p.-panel products.

Bob Pacos, previously with Handy Andy, is now exec. v.p.-retail operations for Scotty's, Winter Haven, Fl. llarry Underwood, ex-Lowe's Cos., has been appointed senior v.p., c.f.o. and treasurer, and Ron Surgeson, advertising director.

Kim Runge, formerly with Cbampion International, Universal Forest Products and Rayonier, and Kim Rentschler. ex-Mead Southem Wood Products, iue new pine division sales reps for Tolleson Lumber Co., Inc., Perry, Ga., reports Roy GcnFy.

Jim Olson has been named dircctor of wood products sales at J.M. Huber, Chadone, N.C. Jeon Strunclr is new to inside sales.

Val Domingue has joined Lafayette Wood-Works, Inc., Lafayene, [:-, as director of mktg.

Blair Gaynor, formerly with Siskiyou Forest Products, is now sales mgr. at Parton Lumber, Rutherfordton, N.C.

Jim Ben Edens has been appointed chairman of Huttig Sash & Door Co. Pat O'Keefe is now prcsident and ceo.

George Kavooras, founder of Mouldings and Millwork, Inc., Fair Oaks, Ca-, has retired after 48 years in the industry. His son, Rick, is now president of the Fair Oaks and Vinton, Tx., facilities. Pat Damon, formerly with Crown Pacific, has been named mktg. and industrial sales mgr.

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Jim Mulloy has retired from Congleton Lumber Co., Lexington, N.C., after l0 years with the company and 34 years at McCormick Lumber.

Jason Booth is the new inside sales and service rep at C&S Door, Christianburg, Va., replacing Elwood Smart, who has retired.

Terrance M. Smith is now v.p.-information systems of Cooper Industries, Inc., Houston, Tx.

Pat Dye, former head football coach at Auburn University, has joined the board of directors at Great Southern Wood Preserving, Abbeville, Al.

James "Jim" McConnell has been appointed flooring group product mgr. for Bostik Inc.

Miles Tedder has been named mgr. of Lowe's regional distribution center under construction in Valdosta, Ga.

Pamela Stilson Rogers has been named legislative affairs mgr. for the American Wood Preservers Institute, Vienna, Va., according to Gene S. Bartlow. George E. Parris has been appointed director of environmental and regulatory affairs.

Butch Murrell has been named mgr. of Barton's, Dumas, Ok., replacing Dean Barley, who has retired.

Michael Glennon has been named director of western operations for ParaChem's Parabond consumer oroducts division.

Barbara Graettinger is the new mktg. communications mgr. at American Woodmark Corp., Winchester, Va.

Gerald L. Hingle, previously with the American Forest & Paper Association, has been named international markets mgr. for Southern Forest Products Association, Kenner, La., replacing Bob Kincaid. who has retired.

Russ Bruner has retired from APA-The Engineered Wood Association, Shreveport, La., after 30 years.

G.D. "Gib" Landes, Georgia-Pacific Corp., Atlanta, Ga., was elected president of the American Fiberboard Association.

John H. Meister has been named president and ceo of USG subsidiary L&W Supply Corp.

George Witters has been elected v.p.manufacturing at Pease Industries, Inc.

Bill Lazor, ex-Heartland Building Products, has been named assistant mktg. director for Simonton Windows.

Warren Easley, Louisiana-Pacific, has been appointed to the board of trustees of APA-The Engineered Wood Association.

Steven Wezerek has been appointed v.p.international for Klein Tools, Inc. Jerry Porter is now director of mktg.

Tim Hibbard has joined Lamson & Sessions as v.p. and controller.

W. Lee Nutter has been appointed president and c.o.o. of Rayonier Inc.

John Curry, Sallisaw Lumber, Sallisaw, Ok., wed lleather Ann McWaters June 15, 1996.

Mick Reed has been appointed segmenl sales mgr. for the KitchenArt and SpaceMax divisions of Robbins Industries, Inc., Florence, Al.

W. Mark Alexander has been promoted to v.p.-corporate mktg. at Simplex.

Richard Allen Follin, Lowe's Cos., Summerville, S.C., wed Terry Lynn Morris June 13, 1996.

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

News Briefs

(Continued from page 16)

Inter-City Products Corp., Lewisburg, Tn., has agreed to buy Coastline Distribution, Sanford, Fl., and General Heating and Cooling, Kansas City, Mo., which together operate 33 heating and air conditioning product distribution centers in Fl., Ga., Al., Ok., Ks. and Mo.

Oldcastle, Inc., will add a large pallet facility in Atlanta, Ga., by year's end.

HWI Goes To The Dogs

To help retailers take a bite of the growing $8.8 billion pet supplies market, Hardware Wholesalers Inc. has introduced a Do it Best Pet Supplies Program.

The flexible program allows stores to select which displays and merchandise they wish to carry, and also includes merchandising layout and plan-o-grams. HWI retail members can choose all or part of a 6Gft. display which is broken down into 16 separate 4 ft. sections.

According to a recent survey, 56Vo of Americans own one or more pets and annually spend $128 per pet.

Rich Get Richer In Growing Market

Since 1984, home center and building material retail sales in the U.S. have grown an average 7.5Vo each year, according to a recent National Lumber & Building Material Dealers Association survey. Only sporting gods and home electronics retailing have fared better.

In 1994, the global home improvement market generated $300 billion in sales. The U.S., Canada and Mexico accounted for $l4l billion (42Vo of the worldwide total), including $126 billion in the U.S. The 12 countries of Europe had combined sales of $108 billion (36Vo); lapan, Australia and New Zealand, $44 billion, and South and Central America. $5 billion.

The home improvement universe consists of 26,000 home center/lumber & building material stores ($86 billion in sales); 19,000 hardware stores ($14 billion); 10,000 paint and wallpaper supply stores ($6.5 billion); 10,000 lawn and garden stores ($7 billion), and 10,000 discount and department stores ($l I billion).

The top l0 stores in the U.S. possess 397o of the market, including l1Vo for Home Depot ($12.5 billion). The top 100 have 58Vo and the top 500 TlVo of the market. Independents had just a 29Vo share ($25+ billion in sales) in 1994.

Home Depot is forecast to sell more hardware in 1996 than all hardware stores combined and, by the year 2000, to sell 307o of all lumber and building materials.

The top l0 stores in the U.S. now do 407o of LBM sales and expect to reach SOVo by 2000. Home Depot stores average about $l million in sales per week, with their better stores ringing in $3 million a week. The average store in the top 100 sells about $l milticin monthly, the average

NLBMDA member about $450.000 per month.

Depot stores serve about 900,000 customers annually. The average lumber and building material yard draws 25,000, although its average sale is larger.

Among NLBMDA independents, 55Vo do under $5 million in annual sales:22Vo, $5-$10 million; 9Vo, $10$15 million, and I4Vo, over $15 million. More than 60Vo of members serve markets of less than 100,000 people.

On average, members employ 35 full-time and six part-time employees. Ten of the full-timers and three of the part-timers are in sales. Sixty percent of their sales are to contractors.

Lumber and plywood accounts for 49Vo of their sales; windows and doors. 167o: hardware and tools. 107o: trusses, 5Vo; paint, 167o; sundries and plumbing, 8Vo, and other, l2Vo.

Sales Reps Arm Themselves With Laptops

Laptop computers now allow sales reps to quote jobs while at the customer's office or job site, placing everything they need to know about each customer, product and price at their fingertips.

Wholesaler Lafayette WoodWorks, Lafayette, La., has seen significant competitive advantages from equipping their sales force with remote order entry capabilities. "The accuracy of the orders entered by our sales reps has improved tremendously since we began using (it)," says president Ned Guilbeau.

"But the biggest advantage," Guilbeau adds, "is the time response.

Our reps with laptops are turning around quotes more quickly, which leads to more sales opportunities. We've been able to eliminate several steps in the order entry process, which also adds to the time savings we've enjoyed. This saves our sales reps quality time to enhance their job performance or spend more time with their families."

Outside sales representatives can now provide immediate quotes at the customer site while off-line from their main computer system back at the office. Lafayette's reps call on a day's worth of customers, generating quotes and collecting orders, all from the laptop. The reps then transmit these orders into the main system during the day, or at night via modem from their home or hotel.

Lafayette's main WoodWare System includes order entry, bids, inventory management, purchasing, accounting, bar coding, EDI and more. Information such as inventory updates, pricing and customer information, can be downloaded into its Remote Order Entry module as often as necessary.

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