Building Products Digest - September 1982

Business Wanted

Acquisitions Available

Commercial Services

Positions Wanted Help Wanted

If 1'ou \\ ant to br,r1 a bu:iness or sell a compan)- or equipmettt or find a neri' job . . . or liife Dc-\\ peoplc' . a Br,rilding ProdLrct' Digest classified gets ) oLrr nte\rage into the hands of tl-tousands of industrr erecr:tir es and o\\ ncr\.

Classified Covers the market. Opportunities Gets Results.

Business

WICKES TO SHUTTER 80 STORES NATIONWIDE MASONITE SPIN-OFF OF TIMBERLAND BEGINS

MARK IDENTIFIES TREATED WOOD CAPABILITY

AGGRESSIVENESS PAYS OFF FOR TX. RETAILER BIG TICKET PANELING SALES BRING IN BUCKS HOW TO KEEP A DIESEL COOL AND CAPABLE TIPS ON HOW TO KEEP PAINT SALES FLOWING

SFPA READY TO BATTLE ECONOMIC' ENEMIES TENNESSEE RETAILERS TO GATHER AT FAIR APPALACHIA PRODUCING FINE HARDWOODS LUMBER IS GRADED ON ITS CHARACTERISTICS

Publisher David Cutler

Fditor Juanita Lovret

Contributing Editors

Dwight Curran r Gage McKinney

Richard Medugno

Art Director Martha Emery

Strff futist Nicola O'Fallon

Circuletion Kelly Kendziorski

Building ProductsDigest is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660, phone (714) 549-8393 by Cutler Publishing, Inc. Advertising rates upon request.

N)VERTISING OITICES

FR(M TIIE SOINHEAST & OTLAHOMA: contact Tinorhy f. Ncbon, Marketing Communications, lnc., 5ll5 5. y4drli6, suitc E, Tulsa, Ok. 74135. cdl (9r8) 4968777.

FROM TEXAS, IOTJISIANA, MISSIS. SIPPI, VIRGIMA, TENNESSEE, N. CALIFORNIA AND OREGON: contact Drvftl Cuthr, 45O0 Campus Dr., suitc ,180, l.,lewpon Beach, Ca. 92ffi. C^ll (7r4) 5498393.

FROM WASHINGTON STATE & IDAIIO: contact John Y. Mrlry, 157 Yesler Way, suite 317, Seattle, Wa. 981O4. Call (206) 621-1031.

FROM SOUTHERN CALIFOR,NIA: contact Cul Yrnn. 205 Oceano Dr.. los Angeles, Ca.90O49. Call(213)472-31 l3 or (7r4) 149-8393.

FROM THE MIDWEST: contact Cherlcs L. Lcmpcrly, 1230 Brassie Ave., Flossmoor, ll. ffi22. Call (3 l2l 79+2166.

SIJBSCRIPTIONS

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BI.JILDING PRODUCTS DIGEST

b an independently-owned publication for the rctail, wholesle and dbtibution leveb of the lumber ond building supply morkets in 13 Southem states.

lumbertlZ& building supply markets in l3 Southern states

Hitting One lceberg Can Ruin Your Whole Day

1/rlNE interestingdevelognent of the current Yhousing depression is the new and innovative financial and building ideas triggered as industry and government struggle to cope.

Sears Roebuck & Co. is testing new areas in their retail stores that, for the first time, offer customers a wide range of financial services and investments. Glendale Federal Savings & Loan's new Wilshire Home Service Center in Los Angeles, Ca., has become the nation's first s&l to go into the home improvement business. Savers can take out a loan, order a new roof, a den or a swimming pool and have them installed by a licensed contractor supplied by the home se-rvice center. The contractors will be chosen by the s&l on the basis of their reputation and credit stability and will be paid by the s&1, not the customer.

Various government agencies have been initiating new ways and re-working old methods in

an attempt to subsidize mortgages to help both home buyers and builders.

The City of Milwaukee, \\'i., has approved construction of t$o experimental homes built u'ith polystyrene blocks 20 inches thick, 4 feet tall and as long as 8 feet. Citl'fathers predict that the plastic houses, the first in the nation, could reduce energy costs by 25q0. Heating u'ill be from body heat combined uith the heat from electric lights and appliances. In extreme cold, space heaters can be used to provide an additional source of warmth.

These ne*'ideas and concepts are only' the tip of what we see as a mammoth iceberg of change floating out ahead of us. Ho*'ever t*'e maneuver to meet these ne$' challenges, it seems more and more likely that the dream of returning to a comfortable past is just that, a dream.

Wickes to Close 80 Units

Approximately 80 lumber and home improvement centers and home supply stores, about a fourth of their stores located in the United States, are due to be sold or closed by the Wickes Cos.

Filing a delayed l0-K annual report for fiscal 1982 with the Securities and Exchange Commission, the company disclosed that they plan to make cuts among the2T2fullIine Wickes Lumber Centers and five smaller Wickes Home Supply Stores operated by Wickes Lumber division in 38 states. Selective closures reportedly are planned for the 100 Howard's mass merchandising units in the South.

Builders Emporium, based in Irvine, Ca., and the Sequoia Supply lumber and building materials wholesaling division, with 40 sales distribution centers in 24 states, are expected to ride out the storm.

The commission, according to the l0-K report, has requested information regarding violation of securities laws by the former Wickes management during the period prior to April l. Investigation is being made in 12 areas. In addition, five class actions suits were filed on behalf of the

shareholders between April I and June 4 alleging that investors were misled with false or incomplete information about the company's financial condition.

Masonite Spin-off Set

In a partial liquidation of the company, Masonite Corp. is distributing the assets of Southern and Western lumber and woodlands business to a limited partnership to be owned proportionately by Masonite's stockholders, but operating independently of the corporation.

Consisting primarily of approximately 361,000 acres of timberlands almost entirely in Mississippi, 106,000 acres of timberlands in California and 10 sawmills located in Mississippi, Alabama, Louisiana and California, the assets represent a substantial portion of Masonite's worth.

With the board concerned with undervalued stock and the possibility of a hostile takeover, this plan, according to Robert N. Rasmus, chairman and c.e.o., offers the best way for the stockholders to realize the value of

the assets. A program will be developed to sell the transferred properties and distribute the proceeds to the partners over a five year period.

Masonite wi[ continue to operate its remaining businesses including the hardboard building products, furniture components and commercial and home improvement products which are not dependent on the timberland properties.

South Goes North For Wood

More than half of the lumber consumed in Florida and Georgia during 1980 came from Canadian mills, according to data compiled by the Western Resource Alliance.

Actual figures were Florida 5890 and Georgia 5590. Kentucky (4690), Virginia (4ls/o), Tennessee (37s/o), and North Carolina (3990) also made heavy purchases in Canada.

Canadian mills weremajor sources of lumber for other states including Maryland (620/o), West Virginia (76s/o), the District of Columbia (47 s/o), Delaware (8490) and Missouri (3390).

How a mark certifies pressure treated wood

alf ONFIDENCE is a marketable Ycommodity, especially with the consumer or d-i-y-type customer. You as a retailer can capitalize on this with pressure treated wood that is backed by the quality mark of the American Wood Preservers Bureau.

With the quality mark you can easily identify the preservative used and the specific uses for which the wood has been prepared. Preservatives may color wood showing whether creosote, waterborne or oilborne preservatives have been used, but there is no way the eye can determine the penetration and retention of the pressure injected preservative. Color can not reveal if the wood has been superficially coated, dipped or sprayed.

The mark of the American Wood Preservers Bureau, an independent third-party agency that licenses numerous testing agencies, assures that the product meets specifications. These testing agencies have highly trained inspectors to qualify individual treating plants for participation in the program. They train treating personnel for internal quality-control programs, train internal quality control supervisors, and independently collect statistically random samplesof pressure-treated wood both at the treating plants and at job sites.

After the inspectors measure to determine whether preservative penetration meets the standard, the samples are sent to AWPB's national headquarters in Arlington, Va., to be subjected to rigorous, exacting laboratory analysis to assure that preservative retentions meet or exceed the standards in every aspect. This procedure assures both the seller and the buyer that pressure treated wood meets the specifications indicated on the quality mark.

Interpreting the mark is simple. In addition to bearing the American Wood Preservers Bureau trademark, it tells the year of the treatment, the

preservative used, the applicable AWPB standard, the trademark of the inspection agency, the maximum

Story at a Glance

Quality mark in wide spread use . . . helps to identily product . . suppliers meet strict standards.

or worst exposure conditions to which the pressure-treated wood should be subjected (ground contact,

for example) and the treating company name and plant location. Standards applied to pressure treated software lumber, timber and plywood indicate suitability for above ground or ground contact. Other standards qualify marine piling and construction poles. Pressuretreated wood to be used in residential and light commercial foundations (All-Weather Wood Foundations) must conform to special code requirements and bear a special quality mark identifying it as acceptable for foundations.

More pressure treated wood is now available with the assurance of the AWPB quality-control mark since they have licensing agreements with over half of the pressure treating plants in the United States.

RY\ llcoD

For abov6 ground u3o:

AWPB LP-2: Presure tr€ated with waterborne presrvatives

AWPB LP-3: Pressure tr€ated with light petroleum $lvent penta solution

AWPB LP-4: Presure treated wirh volatile p€troleum solvent (LPG) penta $lution,

AWPB LP-5: Pressure treated with creosote or creomte coal tar solution.

AWPB LP-?: Presure treated with heavv oetroleum solvent penta $lution.

For ground contact use:

AWPB LP-22: Pressure treated with waterborne presrvatives.

AWPB LP-13: Presure treated with light petroleum solvenl penta solution.

AWPB LP-44: Pressure treated with volatile solvent (LPG) penta solution.

AWPB LP-55: Presure treated with creosote or creosote coal tar $lution.

AWPB LP-77: Pressure treated with heavy petroleum solvent penta solution.

AWPB FDN: All-Weather Wood Foundation system treated with waterborne CCA or ACA oresrvatives.

For mrdn€ usc:

AWPB MLP: Pressure treated for marine (saltwater) exposure.

For marine pile uso:

AWPB MP-l: Standard for dual tr€atm€nt of piling presure treated with waterborne presrvatives and creorcte lor ur in marine waten.

AWPB MP-2: Standard for marine piling pressure treated with creosote tor us in marine waters.

AWPB MP-4: Standard for marine piling presure treated with waterborne presrvatives.

AVVFB SfAl.lOAFlDS FOFI SOFT\ llcOO LIA/IEER ANID

Texas firm credits success to aggressiveness

t GGRESSIVE merchandising rand advertising are credited by the Guadalupe Lumber Co., San Antonio, Tx., with blunting the recessionary winds that seem to be buffeting most other firms.

"Our annual sales are now in the $8 million range and we are running 2oo/o ahead of 1981," says Mark Grothues, v.p. "In the first quarter of 1982, we were 25s/o ahad of the same period l98l sales."

To emphasize the present momentum, Grothues added, "Our sales volume has doubled in the last five years and much of that growth has been during the current decline of residential building." Guadalupe's sales mix is 6590 consumer and 3590 contractor.

The history of the company, which is celebrating its 5fth year with

numerous promotions, contains all the elements of a trendy American novel dealing with the geneology of a pioneer Texas family. This particular family tree had roots in Holland and in Belgium with both sets of roots transplanted to San Antonio in the early 1900s. Children of those two immigrating families married and developed the family tree of Maria and Marianus Grothues.

In 1915, the Grothues opened a general merchandise store at Guadalupe and Trinity streets selling produce and manufactured goods to a young and bustling San Antonio. During the depression years of the early 30s, the Grothues had an opportunity to add lumber to their inventory and found demand exceeded their expectation. This marked the beginning of Guadalupe Lumber Co.

Struggling through the depression, both the business and the Grothues family grew. Maria Grothues was not only the mother of six sons, she became a dynamic merchandiser destined to be the moving force in the grofih of the company. Not willing

Story at a Glance

Thlrd generation sparks 50 year old llrm aggresslve merchandlslng and advertlsing salss 20% ahead ot'81.

to accept the restrictions of the depression, she would load the 1927 Buick sedan with miscellaneous merchandise ranging from shoes to hardware and sell wholesale to country stores in and around San Antonio.

C0]ISIDERED the largest retailer ol paint, lumber and building materials in San Antonio, Guadalupe tns doubled ils sales since this structure was compleled in 1976.

Phil, the eldest son, drove while his mother took orders and delivered goods through the rural countryside.

The lumber business prospered, and after several years the general merchandise store was phased out. The family dedicated its full energies to the lumber business and in l95l expanded to its present location on S. ZarzamoraSt. The l95l thestorewas enlarged several times. In 1976 a new, modern facility of 54,000 sq. ft. was built on the existing site.

Following the marketing leadership of Maria Grothues, the Guadalupe Lumber Co. in the 1950s began helping customers build homes. Residents in three subdivisions of San Antonio reside in homes developed by the company. During the peak of this home demand period, Guadalupe built more than 250 homes in one year.

Today the company is operated by two of the six sons, Phil and Arthur, with the third generation now taking the most active role of building on the family reputation. The other brothers pursued individual directions in the lumber business with six other building material centers in South Texas originating from Guadalupe.

These are E-Z Home Center, Karnes City; Lumbermart, Uvalde; Big G Building Centers, Sequin and Lytle; M-G Building Materials, San Antonio and Pleasanton.

Considered the largest retailer of paint, lumber and building materials in San Antonio, Guadalupe has a computerized merchandise list that presently catalogues over 15,000 items. Customers, new and old, come from all over the city and South Texas.

Asked his opinion of what key factor contributed most to the 50 year success of the business, Phil Grothues answered, "Honest dealing with people. That is the one opinion expressed most often by our employees, suppliers and loyal customers. Our family remains dedicated to that way of doing business and we will continue to do so as long as there is a family-owned Guadalupe Lumber Company."

DESCENDENTS of the original proprietors, Arthur Grothues, v.p., (contor) and Phil Grothues, pres., (righl) of Guadalupe Lumber Co. receive a Dlaoue from Paul Dague, pres. of Jones Blair Paint, Dallas, Tx., commemorating a continuous 50 year relationshio.

the slore which is the off-spring of a general merchandise store founded in 1915.

CELEBRATING 50 years in business, Guadalupe Lumber Co., San Antonio, Tx,, has 54,000 s0. ft. of retail soace with some 15,000 items lor consumer shopping. People come from all over South Texas to shoo at

wffi

Know how sells paneling

this is falsc economy since thc ryo cial molding used, extra frming rcquired, extra cutring, fir'ng md nriling are gr€at€r lhan lbc ectlel od of the l(I panels. This can be prcscmcd facefullv.

The sllesman must be prcparod to estim{c roqutcmena fc his cus. tomer. Therefce, he must be femili6 vifr a melhod of ooryurilio. He must caution his custom, however, lhat his estimarc is oly nrd and the custrxn€r may be $lc b sevc on quantity by actully laying ctt hig wall area on a &awing in ordcr o detcrmine fre mct suihblc mcthod of using all cut-d piccs.

EIANELING often is a big ticket F purchase for the do-it-yourself remodeler. In fact, approximatelY lls of all the decorative wall coverings applied in homes today is panelmg.

The sale frequently can be helped along by a salesman who knows all the answers about paneling. The ideal sihration is when a sales person has experienced applying paneling in his own home. This serves a secondary purpose in that the paneling will be seen bv his friends and visitors and serve al a product showcase. A store owner or manager should do all he can to persuade his employees to have personal experience with paneling.

Even if personal experience is not practical, a salesman should study the directions for installation and be able to discuss the project with authority. He also should be able to guide the customer in selection, considering color, species, finish, and length of the panel.

Iri order to start the selection process he should ask which room the customer plans to panel, whether he plans to panel an entire room, or one, two or three walls and whether the room is lieht or dark. Once these factors are eJtablished, he should suggest one or two different species in light or dark color. Light rooms may take dark or light paneling, but a dark room should have a lishter shade.

Once the col6r selection is made, the salesman should ask about the type of floor or furniture in the area to be paneled. Then he can sugge$t a species

to complement the existing conditions. Woods in the sanre room tend to complement each other. For example, oak floors, walnut paneling and cherry furniture do not clash, but tend to combine in an overall impression of warmth and beauty.

There are many types of finishes on the market. The caution here is for the salesman to be certain that the finish sold by the store is a good ouality durable surface. The salesriran itrorlA familiarize himself with &e type of finish sold, the advantages and disadvantages. Then he will be able to relate the advantages to use in the home of his customer.

Frequently, there are height limitations and the salesman must always ask the height of the room involved. Of course, 8' is a standard, but where ceiling height is either 7' or ld, special considCrations must be made and the salesman must be prepared to recommend a solution to the problem. For example, if the customer does not care fo pay a premium for l0 panels, a wainscot installation or a lhair rail or dropped ceiling break covered with molding can utilize shorter panels. Frequently, howeYer,

Story at a glance

Ways to educate aalesmon on panellng . . . peFonal experlence, famlllarlty, baslc knowledge help make blg ticket sales. sell confldence as well ae product.

To determine tbc numbcr of fea I of plywood required, thc salcsmrn must ask fc thc room dimdo ad fre height of tbe cciling. Fc cxe@e, if the room rlimcnsion is 9 r 14, tml lineal footags world be 9 lCx 2, or 46lineal foct thcml

lineal footage (z16) by tlte h 8' and this is 6e total squre ar€a to be parcled, a iotal of square feet. Onoe ttis totd is dtrinod, the salesman must take each wdl individrdlv and dcdrct ft,om thc com' plete toal'fc openings. Hc shouH ask how many windows end doqs are in the scrth wall, ctc., (@ win-, dow about 3?! t 4Or - dc&ct lO s<1. ft.; onc door 36' x E(f - dodrct 2O sq. ft.; one wall not to bc porelcd, 9 x 8' - dedct 72 sq. ft, ac.)

Sales aids can include bdac od after picnres of a rmm lhat hes bcca, paneled, prrefer$ly one in |bc hoc of a salesperson. The amut of ir crease in value from thc outlay of dollars for oarelinc shotld bc discussed. Terits, acEenting thc cost per month rder than lhc totrl, also shorld be clarificd wifr qggectbns for arranging finarcing. Thc salcsperson also should be prcpared to rpfer the custom to a oonErE fa an estimate on tbe job. Figurcs wiu nanually vary frron arca to {€a, but FHA evaluations are usually available as a reference.

Finally the salcsman shorld arm the cusSom€r with application infcmation as pr,widod by thc nodrurer c invite him to oome o apling clinic for a hands on scssion. Either way, his seF confdcoce wilt be bolstered and your reDutetion established as an iirformcd tetpRrl store.

Don't lose your cool over a cooling system

By \!'aync Kozar. Scrvicc ReprcscntrLrirc. Ilngine l)irisirrn Allis-Chlilrrrcrs ('orp.

TRUE. HEA I ir rror rhe trientl I tri -r our tliescl e ngine. But ir pr()h lcrrr r.ritlr \()ur Lo()ling \\\tell i\ n{r reason lo 'lose 1.rur iool, cspccially whcn you cun analyzc problents on the basis of syntptonts and take corrective action prontptly. And when vou can takc avoidance action bcfore the problcm starts.

The coolinc system simply dissipates engine heat to the atrnosphere by nrcans of the radiator. Cooling system problcms usually occur with one of two svrlptoms slow, wlrrnr up or ovcrheating.

Slow warmup is n.rost often caused by a thenlostat stuck in thc open position or onc that opens at a tcmperature Ior"'er than spccified. This situation pcrmits water to flou bctr',,ecn thc radiator and engine evcn when the cnginc is cold. The openine tcntperature ol a therntostat can bc chccked by suspending the therntostat cln a string in a pot of water (an electric hot pot works best). Also suspend a thcrmonreter and begin heating thc wutcr. The ()pening tcmpcratrtre i\ detcrmined when the thermostat ftrlls off the string. The thermostat should be t'ullv opened by 200 F.

Overheating. which is much more conrmon. is also morc difficult to

solvc. However, don't lose your cottl. Your conrmon sensc is 1,our bcst tool

It thc cngine coolant tentperrture gaugc indicatc-s an ovcrheating condition, first shut olf thc ensine and check thc fln belt tension. Undertensioned t'an bclts can slip on pullcys rcducin-e water pump speed and, therefore. water flow through thc cnginc.

Story at a Glance

Symptoms of a failing cooling system ways to analyze problems . take corrective action promptly stay calm and cool.

Fan belt tension can be checked bv hand. Bclts ol r:" width ure propcrli adjusted rvhen they can be depresscd tlr,r,-t/:". Belts of Il/ro. -7+ and %"

r.r"idth are adjusted pnrperly when thcy can be deorcssed t/z tt't 3/t"

Nert. ihcck the water outlet hose which is located bctween the thcrmostat housing and radiator. If it l-eels cool and the gauge indicates the thernrostat is stlck -closed or is very sluggish, replace the thermostat or cheek thc ()prnint ehuructerislics as previousiy outlined. If the water outlet hose is \\,affn or hot. chcck the entire t'ront of the radiator. The radiator should fcel warm ctr hot on the top getting progrcssively cooler as you reach the bottom. Cold or cool areas indicate restriction in water flow through thc radiator.

A warm feeling when testing a \ystenl with dulrl thcrm()\luts t'an indicate onc stuck therrnostat. TemDeri.llure check thernl()sluts u hen ouestions lrrire.

The entirc radiator exterior should also bc tiee of foreign debris. If there is a build up of foreign debris. direct air pressure (do not exceed 30 psi) through thc radiutpr opposite t() normal air flow.

The next logical step would be to let the engine cool and then check the wate r level. Carefully removc the radiator cap and fill if necessary. The radiator cap or more specifically the /l'lcttst' tunt Io pugc 2l )

How to recommend the right Paint

Part one of a two part series on selling paint and related materials

IATHILE NOT a big ticket item, U U paint can be a consistent seller with the d-i-yer periodically opting to revitalize his home with fresh color. However, the buyer can be turned off in selecting the proper materials. Be certain that you and your paint people are prepared to provide guidance to make a sale and a friend for vour store.

'

First step is to ask questions in a casual way to determine how much experience the painter has and what he intends to paint. An off-hand "Done much painting?" will usually reveal the level of expertise and confidence. "What, where, and how big" are the next queries. With this information, the sales person can suggest the best materials and equipment as well as the amounts needed.

If the customer is a first time painter or one with little practice, steer him towards the latex paints even if he remembers "Dad always said the oil based paints were the best. " Latex paints have the advantages of being odorless, non-

flamable, and fast drying. Other points in their favor are the use of water for thining as well as clean up.

Story at a Glance

Information to help paint de partment salesperson . questions to ask . answers tb "What kind?", "How Much?", "How-to?" . . . first of two articles.

adhesion, and hiding qualities are minor. especially if a high quality paint is used. For the neophyte, latex is almost perfect.

Oil base paints (a pigment suspended in a vehicle of resins and thinners) have advantages of better penetration, adhesion, hiding qualiiies, good flow or leveling. The gloss achieved is higher and the wearability excellent, but the odor, clean-up with solvent or thinner, and long drYing time in most cases are objectionable for all, but the most exPerienced painter. Proper surface preparation also is vital.

Easy to apply, they also allow touch ups with ease. The disadvantages of having less than desirable flow quality,

In addition to selecting the tYPe of material suitable for the skill level of the user, it is necessary to choose the correct paint for thejob to be done. Roughly, paints divide into interior paints and enamels, those suitable lor use inside the house. and exterior pains, lhe ones formulated to endure the weather. Latex and oil based are available for both.

Interior paints are selected for the sheen or degree of gloss desired. The

EXTERIOR PAINT SELECTOR

higher the gloss, the higher the durability and resistance to moisture, dirt, and grease.

Flat, velvet, semi-gloss, and gloss sheens are terms used to indicate the luster. Enamel provides the highest gloss and is a favorite for windows, doors,wood trim and woodwork. Flat paint is usually applied to walls and ceilings except for kitchens and bathrooms where the gloss is more durable.

Preparation of the interior surface before painting is important. Surfaces must be washed free of grease, dirt, mildew, crayon, and such. Trisodium phosphate is a good cleaner to recommend. Surfaces should be rinsed with clear water and allowed to drv thoroughly before paint is applied. -Cracks and holes must be repaired with proper materials and patched areas sDotprimed (pre-painied). Here your s'ales person must know the materials you sell and assist the customer in his selection.

Wood exteriors must be scraped to remove any loose or flaking paint and washed down with a good detergent solution. All chips and cracks must be filled with a wood filler like Famowood, made by Beverly Manufacturins Co.

Exterior painting must be done on a dry surface. Outside painting also should be done only in good weather.

If the exterior is a masonry surface such as concrete, cement, stucco or asbestos shingles, special masonry paints, which are latex based, must be used. The surface must be cleaned with a bonding primer applied before the paint. Gutters,if galvanized steel, also require special treatment with a

prime coat of galvanized primer. Aluminum gutters require no painting and tin gutters can be painted with exterior paint.

Trim paints, usually available in bright colors, are used on window frames, shutters. and railines to achieve a color contrast. Shingle paints are really stains and usually require a primer. Floor paints, also called deck enamels, are used on porches and walk-on surfaces. They are specially formulated to withstand weather and wear on both wood and concrete.

Naturally, the sales person is going to do his homework with literature issued by the manufacturers of the paints stocked on your shelves. He must be familiar with all directions and cautions and be able to pass this information on to the purchaser. Since the written word is a helpful reference in the middle of the project, he also will be sure that the customer has copies of the how-to material.

To determine the quantity of paint needed, the easiest way is to display a chart available from most paint manufacturers in the paint department. This will show the number of gallons necessary for various measurements. Provided with the height of ceilings or house and the distance in feet around the room or house, it is simple to find the gallon computation on the chart.

Tools can make painting easier and more professional. Your sales person should know what to use in order to make recommendations to the customer. Brushes are efficient for painting small areas where a small volume

IT{TERIOR PAINT SELECTOR

of paint is used such as woodwork or trim. They come in four types of bristles: natural, nylon, polyester, and other synthetics. Polyester is preferred for latex paint with natural bristles working best with oil based paints. The American Brush Manufacturers Association has developed a code of ethics for brushes and can provide literature to clarify each type of bristle.

Rollers and pads offer speed and versatility. For the average do-ityourselfer, they are a good choice. It is important that customers realize that quality is important. With a cheap roller they will find it difficult to do a good job. The pad eliminates splattering, a problem with a roller, and can be used readily in a tisht corner. A special tray wiil insure that the pad absorbs the correct amount of paint, a critical point.

In addition to the basic materials and tools, the sales person must be acquainted with the proper ladders for different jobs and the myriad of painting accessories. Drop cloths, scrapers, sandpaper, putty knives, paper buckets, liners for trays, shields to prevent drizzle, masking tape, pot and brush holders, thinners, brush cleaners and brush softeners are only a few of the add-ons which will make the job easier for the customer.

This article will be concluded next month describing the characteristics and uses of specialty coatings including lacquers, varnishes, shellac, and wood stains.

D$trWS RTtrtrS

The International Trade Administration has until Sept. 2O to determine the sufficiency of the petition filed by the Southern Forest Products Associotion and other parties as the lst step for adding countervailing duties on Canadian lumber imported into theU.S....

New housing starts nationwide jumped 33.70/o in July to their highest level since April, 1981, pushed by multifamily starts in the South which leaPed T0slo .Houston and Dollas led the homebuilding market in the second quarter . . Atlanta held third place with Tampa, Fl., rankingfifth...

Southern states purchased l7.2slo of the lumber shipped from Western sawmills during the first 6months of '82, a major increase for the South . . Burlineton Northern hoPes to Prom6te more lumber, plywood and particle board shipments from the South with a6 month rate reduction structured on per+ar basis.

Alchor Wholesole Hordware Co. is liquidating its assets in Mami, Fl. . . Genstar Building Materials has closed its Dallas, Tk., buyingoffice with individual yards now handling their own bunng . . . GAF is considering merger, leveraged buyout or sale of its building materials business . . . Time Inc.has not confirmed persistent reports that it will sell its timber holdings and other forest product assets . .

lloodward, Wight 4 Co., New Orleans, I-a., plans to concentrate on industrial sales and is closing its wholesde hardware div. . ..

Lewb Home Center, Moore, Ok., is adding a 7,50 sq. ft. building next to the present store . . . Diamondhas a new store in Port Charlotte, Fl. . . . American Shelter Industries, Inc., Jacksonville, Fl., is acquiring the Towers Ifardware units to operate as part of their Home Shop, Inc. chain. .

Marvin's Hardware and Building Moterials Center, Auburn, Al., celebrated its third anniversary with "Grand Opening 3" McCoy's Building Sup- ply Center, Sherman, Tx., has moved to new quarters on Highway 75, expanding its building materials line . . . W.R. Grace is eliminatin g its Green/ Harris lumberyard operation, liquidating five stores and selling three to current mgrs. in Laurel, Ms., Panama City, Fl., and Cartersville, Ga.; the Morrow, Ga., Green/Harris facility will become the new distribution center for the 53 Hondy City untts in the Southeast

Allen and Mary Barton, new owners of the Ed Aaron Lumber Co., Drumrigbt, Ok., arerenaming the firm the furton Lunber and Home &nter . . . Lowe's, North Wilkesboro, N.C., has opened its 232nd store in Whitcsburg, Ky.; its looth store revamped tothe RSVP fore,matis located inWest Monroe, Ir. . . Cornegie True Volue Hordwoe and Lumber, Carnegie, Ok., is observing a 6 month anniversary.

Doors,.Inc., Baton Rougp, La-, has been sold to Joseph H. B€nton by Bert Babers @oprAir Tools is relocating its divisio Hq. and manufacturing operatios to Lexington, S.C., from Grand Haven,Mi....

Boie &sca& is in productim at its new Chester, S.C., PlYrvood plant.. St. Rqgrs fuprCo.Yill exoand its wood distribution syitem in central Ft. with thc add[tion of the rently putchasod Panning lumbcr yards in the Orlando area, a truss phnt at Ocoee and a ccntral distribution yard at Fairvilla .

Stallworth Lumber Co., Meridian, Ms., has a contract for $22,544 to produce lumber for use by the U.S. military

Smith's Lumber Co., Dover, Ok., is now known as Szow Lumber and Supply with new owners John and Gordona Snow The Stephens Co., Houston, Tx.; Taylor Distributing, Inc., Orlando, Rowell Distributing Co., West Palm Beach, Britt Laminates, Miami, all Fl., have been appointed distributors for Homapal, Resopal, Dillercloth and Dillerwood laminates

Noilite Intemd ional, Inc. is the new name for Naitte, Inc., Miami, Fl. Notional Forat hoducts Awiotion has moved ie Texas field offrce to 50t Univcrsity Vitlage, Richardson. . /Votional Housewores Monqfacturen Aswiation Intenutionol Housewsrq Etpasition witl be the officid namc of the House wares Showdfective Jan.'83 .

Lumber, hardiware ad h.iWing supplit can be sold in Ar. on Sunday since tbat statc's Suprcmc Court struck down its "bluc laws" ...AmqiunVd@un- cil and Arvida Corp. hocd a homebuilding exhibit at Ctinrcy Lakes, Ga.

Building Products Digestts Circulation Policy

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This includes home centers, home improvement centers, mass merchandisers, traditional lumber dealers; the wholesalers and distributors who back them up; and 100 of the biggest mills in the South. The mag azine circulates in Texas, oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, South carolina, North carolina, virginia, Kentucky and Tennessee.

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CALENDAR

SEPTEMBER

Tennessce Building Mrterid Asocirtiotr Young ExecutivcgSept. 9, retail lumber seminar, Hilton Airport Inn, Nashville, Tn.

Ollrhomr Lumbermen's AssodetionScpt. lll-12' 35th convention and expo, Myriad Convention Center, Oklahoma City, Ok.

Feltus Brothers Herdwere Co.Scpt. tl-ll' market, Natchez Convention Center, Natchez, Ms.

Handy Hrrdwerc TYhohsde, Inc.Scpf. 11-12' Astrohall' Convention Center, Houston, Tx.

Alchrr-Ihight rnd Wrll Hrdwert Co.Scpt. ll'Ll' show' Florida State Fairgrounds, Tampa, Fl.

Nebon-Roenohc frrp.Scpt. ll!-13, show, Roanoke Civic Center, Roanoke, Va.

Internrtionrl Woodworting C.onvcntionScpt. 1Ll4' Louisville, Ky.

Hoo-Hoo intcrurtionel gllh C-onvcndon ud Alstnlu For6t Products ConfcrcnccScpt. lll5, trade exhibition, Wentworth Hotel, Melbourne, Austrdia-

Netionel Hrrdwood Lumbcr AssodlionS.pt. llDcc. l7' Inspection Training School, Memphis, Tn.

Wrllre Hrrdrere Co., Inc.Scpt. 1$16, show, Gadinburg, Civic Auditorium, Gatlinburg, Tn.

trIoride Lumbcr end Building Meterid Dedcrs AssocirdonSept. 15-l?, 62nd annual convention and exposition' Orlando Hyatt Hotel, Orlando, Fl.

Big Sandy Hrrdwrre Co., Inc.Scpt. l&19' Big Sandy Distribution Center, Hager Hill, Ky'

Netionel Xitchen/Bdh WcctSept. l&26' industry sponsored promotion.

Lunber Menufrcturing Associelbn of YuginieScOt.bA' NHLA short course, Doyle Lumber Co-, Martinsville' Va. Hrrdwood trlooring Instdletion ScboolScpt. *A, fall session, Cook Convention Center, Memphis, TnAceHerdwere Corp.Scpt.2$26, show, GeorgiaWorldCongress, Atlanta, Ga.

Southeastern Lumber Mrnufrturcn AssocirtionScPt. Z-25, annual meeting, Opryland Hotel, Nashville' Tn.

Peris-Dunlep Herdwerc Co.Sept. 626' show, Creorgia Mountains Center, Gainesville, Ga.

American Plwood AssocietionScpt. 27'2t, annual meeting, Biloxi, Ms.

OCTOBER

Hardwood Plywood Menufrctultn Associetionft. 6{' convention, Copley Plaza Hotel, Boston, Ma.

Walter Tips Co.(h. 10, market, Villa Capri Motor todge' Austin, Tx.

Southern Forest Products AssocidionOct. ll!'12, annud meeting, Houstonian Inn, Houston, Tx.

Mid-Americe Lumbcrmens AssocietionOct. l$16' Arkansas Lumberfest, The Arlington Hotel, Hot Springs' Ar.

American Hrrdwart Menufrclurers Associetion & Nrtbnd Wholcsale Hgrdwrrc Associetion()ct. 17'20, hardware convention, Sheraton-Washington Hotel, Washington' D.C.

Tennessee Building Material AssociationOct. 2l'23' 57th annual convention, Hilton Hotel, Knoxville, Tn.

"You'll Like Our Treatment"

Tenn. Retailers at Fair

The Hon. John Duncan, U.S. Representative, Second Congressional District, Tennessee, will officially open the 57th annual convention of the Tennessee Building Material Association on Thursday afternoon, Oct. 21, at the Hilton Hotel, Knoxville, Tn.

Tours of Southern Cast Stone, American Limestone Co., Witt Building Material and Schubert Lumber Co. have been arranged. At the President's Breakfast, Saturday, Oct. 23, the Marshall Memorial Award will be presented. The election of directors will take place at that time.

Concluding event will be a riverboat cruise. Carl Tindell is general

convention chairman. Program arrangements have been made by Don Mirts.

SFPA Saddles Up for Chase

It'll be "High Noon at the S.P. Corral" when Southern Forest Products Association members move into Houston, Tx., for their annual meeting, Oct. l0-12, at the Houstonian Resort.

The western-flavored theme reflects the urgency of the many threats facing the Southern pine industrya dismal economy, the depressed housing market, a flood of Canadian lumber imports and lowpriced western lumber entering the

southern markets, according SFPA.

They have called in a hired gun, Frank Cappiello, to help track the desperadothe economyin hopes that his insights can guide member companies on a survival course.

Cappiello, who will address the Oct. 12luncheon, is recognized as an expert on the national economy and an authority on investments.

The meeting agenda includes tactical sessions for the association's marketing, public affairs, forest resources and other committees. Status reports from the National Forest Products Association, the American Wood Council and the American Forest Institute will be heard.

Western Tirrnings & Stair Company

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Home Center Merchant

Bill Fishman & Affiliates

1'1650 lberia Place San Diego, Ca.92'128

l7OU CAN'T sell what you don't I have. Obvious, isn't it? To you maybe, but not to those buYers with a compulsion to gamble with time.

I have watched buyers pray that an ad costing tens of thousands of dollars would not pull because the merchandise had not arrived.

The hard-and-fast rule in most multi-market retail chains states: If the merchandise is not on board (in the stores or in the warehouse) or somewhere in sight, that merchandise ofhce is not to gamble that the item will be available at the time the ad breaks in the newspaper.

Almost every advertising department maintains a system to allow a buyer to make last-minute substitution for items that are rolling but have not reached the store level. And yet, time and time again, merchandisers will release ads for final approval based on a supplier's "definite" commitment that "it will arrive by 4 P.M. today."

It usually doesn't. Then panic sets in. First they choose from this list of excuses:

"The truck was spotted at Washington, DC."

"I just found out that delivery was attempted yesterday but our warehouse refused it because my paperwork hadn't arrived."

tl "The truck arrived but it onlY contained the deluxe model 402, the promotional model M-l won't be shipped until next month."

Excuses are followed by an act entitled, "The Great Substitutions."

O Substitute the inferior brand from a local jobber with the hope that the public doesn't notice that the picture in the paper is different . or

O Substitute the step-up model and takethemarkdown...or

o Take names and addresses and bear the cost of delivering the item to the customer's home.

The next panic scene takes on the atmosphere of the Normandy invasion:

O Drive l3E miles to pickup the airlifted shipment at the metropolitan airport . then

O Pile the merchandise into the bonowed station wagon and drop at three stores tonight, two stores in the morning, and the other seven stores by 5 P.M. tomorrow. After all, if timed correcdy,each store should have inventory iust about the time the customer comes in with tabloid in his hand.

I believe in capitd punishment when it comes to violating company policies and the stopgap measures that Prevent misrepresentation advertising. Too often the buyer places one of the lowest paid employees in the chain, thc salesclerk, in the position of attorney for the defense of the company.

When a drain allows this tlpc of searof-the.pans merctrandising to oanr, it cf,eat€s a domino effect af all lcvds. Warehousing, r€€iving, and store pcrsonnd start refcning to those "jcrks in the white tower." Salcsmen within thc dc partm€nt face the abnse from custom€rs now complaining to trave travdcd 60 mihs to pickup that spccific advertisitd itcrn. The ill will that is cr€atd is lory lasing.

Whu truly hurts ir the facr tha toP nanagqnant is rsually the las o fmd out how incpt thcc gambling rncr$andisers are. They are tmovcred d storc la'd immediatcly by the salcspcoph bccausc they are consantly bcing ieopadizcd by his arrs. Brr it's human natur€ not to "fmk." And so, the inefficicacies go on uncovered for a long time.

Amazingly, once the compulsive time gambler is eliminated, the effect on the bottom line is immediate. You can sce it in the register readings, in the productivity within the department, and in the reduction in complaint letters.

"Definitely promised,"

COOLING SYSTEMS

(Continued Jrom page I 3)

radiator pressure cap pressurizes the entire cooling system to 7 psi. By pressurizing the system, the normal boiling point of clean water, 212 F. at sea level, is raised approximately 3 F for every I psi. Consequently, coolant in the system at sea level will not boil until a temperature qf 212 F plus 2l F, or a total of 233 F, is reached.

The boiling point above sea level decreases lVz F for every 1000 feet.

A leaking pressure cap will reduce the engineered boiling point of the cooling water and can cause overheating. A good service station can check cap opening pressure. If the cap is leaking or sticking, it should be replaced.

If all checks discussed so far haven't solved the problem, it may be that the engine isn't overheating. It is possible to have a faulty gauge or faulty temperature sending unit. This system can be tested by removing the temperature sending unit located in the thermostat housing and placing it in the pot of water. Compare the thermometer reading versus gauge reading and replace the faulty component.

Should the problem persist, the water pump might be faulty or rusty.

Scale build up in the cooling system interior may be affecting heat transfer. When rust or scale is apparent in the cooling water, the cooling system should be cleaned. There are many good cooling water system cleaning solvents on the market; follow the instructions accordingly.

If your cooling system has a coolant filter, the inlet and the outlet valves should be closed before cleaning the system. The radiator can be reverse flushed by removing upper and lower radiator hoses and forcing water, not more than 6 psi, in a direction opposite to normal water flow.

Followine this troubleshooting procedure sfr'ould identify the probl lem. When further information is required, contact a good service station or your dealer.

Cooling system problems can be virtually eliminated by several preventive maintenance operations. AIways use an anti-freeze water solution in the cooling system. Adding anti-freeze to the water lowers the freezing point, increases the boiling point, and lubricates the water pump seal. Use anti-freeze as required to Drevent freezing; do not over conbentrate with ant-i-freeze.

Anti-freeze water solution should be changed when its color changes to a brown, rusty appearance. The en-

eine and radiator should also be iushed at this time. The accumulation of rust and scale can be reduced by using a coolant filter.

Periodic checks of water level, fan belt tension, and radiator restriction should provide trouble free operation tor manv vears.

" l like to give praise to un etnployee *,hen it's tluc, Sowhill. Whett it is. I x'ill."

Building Products Digest

Lumbermen's

Association of Texas

TEXAS TOPICS

JOE BUTLER, SR.

executlve vlce precldent

lleNY SMALL businessmen are lUlwatching Congressman Jim Collins' efforts in opposition to the IRS move against independent contractors.

"There is a pressing need to provide the business community with a clear delineation between independent contractors and employees" Collins noted in a statement before the subcommittee on select revenue measures. "Many companies utilize independent contractors almost exclusively. Independent contractors are treated differently than employees for tax purposes. Because independent contractors are self-employed, they must pay self-employment taxes to the Social Security system, make estimated tax payments on a quarterly basis, and are generally exempt from wage withholding rules. Therefore, a clear independent contractor definition is essential to prevent the Internal Revenue Service from arbitrarily reclassifying these workers, much to the disadvantage of their companies."

The Cargo Theft Squad ofthe Houston Police Department and the Retail Lumber and Building Material Dealers executlve vlce precldent

Association of Houston havedeveloped a special security program including periodic helicopter night inspections for association members because of the large number of lumberyard burglaries. Use of vehicle and building rooftop numbers to aid the helicopter division is being considered.

To assist dealers in helping employees become capable estimators, the associa-

tion is sponsornga2Vz day workshop on estimating and construction techniques, Oct.4-6.

The workshop will consist of Z) hours of intensive instruction and discussion, participation in blueprint reading, construction details, quantity estimating and actual material take-offs. Taking a house from the foundation and exterior shell through the finished millwork, the class will cover estimating and construction procedures related to estimating materials.

Instructor for the class which will be held at the Ramada Inn, San Antonio, will be Dr. Bill Stewart of Texas A & M University. He is theauthor of the L.A.T. Guide to Material Estimating book which will be used as the basic t€xt for the workshop. Class size will be limited to 25.

Dealers Accocladon (5{r) 9't7{3r7

LOUISIANA OUTLOOK

JAMES L. DUKE execudve vlce precldent

T[IE'SUMMER meeting held in Des- I tin, Fl., was successful with 200people from Florida and Louisiana attending.

The Louisiana board ofdirectors voted to study redistricting and agreed to recognize a new local association in Cen-

TENNESSEE

program chairman.

tral Louisiana. The annual audit and budget were approved. Authority was given to pay an attorney to research the lien law further.

The 1983 summer meeting including Georgia, Alabama and Mississippi has been moved to the Royal d'Iberville Hotel, Biloxi, Ms., July lGl3.

The 1982 legislative session closed July 12. This scssion, without question, was the most non-productive and frustrating ever experienced by me.

THE' YOUNG Execurives and TBMA

I along with Weyerhaeuser, Champion Building Products, Diamond Hill Plywood and Georgia Pacific joined hands with the American Plywood Association to present a retail lumber seminar on the subject of plywood.

Dealing with such items as grading, different applications and performancerated panels the all-day meeting was held Sept. 9, at the Hilton Airport Inn in Nashville, according to Terry Haynes, chairman, education committee.

Carl Tindell, general convention chairman, has announced the program for the 57th convention on Oct. 2l-23 at the Hilton Hotel, Knoxville. Don Mirts is

The program is planned to be both interesting and beneficial to your business with plenty of time for those attending and their families to enjoy the World's Fair. A river party and cruise with fireworks will be the concluding event.

The official opening of convention will be the keynote address by the Honorable John Duncan, Congressman fromthe Second Congressional District of Tennessee. The senior minority member of the House Ways and Means Committee, the most important committee in Congress to our industry, he has lead or helped lead every fight in Congress for

(Please turn to page 24)

The repeal of the Sunday closing law returned to the house calendar and died in the third unsuccessful attempt to pass such legislation. Lot size restrictions legislation passed both houses pcnding the governor's signature. The workers compensation reform passed out of House to Senate to Senate Committee where four bad amendments were added. Final action was killing it by requ€st of the author, Rep. Thompson. Repeal of the prevailing wage law also was killed.

Those who supported our efforts during the session include Harang Lumber Co., AAA Builders Supply, Acadia Lumber Yard, Inc., Baudoin Lumber & Supply, Inc., Carruth Brothers Lumber Co., Coushatta Building & Supply, Donegan Lumber Co., Hayes Lumber Co.. Inc., of Jena, Hill-Behan Lumber Co., Markell Lumber Co., Inc., Pierre Part Store and Seal Lumber Co. Palet Works.

Our association in cooperation with the Mississippi Building Materials Dealers Association is co-sponsoring a wood product seminarat the Ramada Inn Coliseum, Jackson, Ms., on Oct. 12. Registration deadline is Sept. 27.

Tennessee Bullding Matertal Assoclation P.O. Box tO32E, Narhvllle, To. 37204 (6f5) t3S?65a

WILLIAM THOMPSON executlve vlce precldent

by Don l. campboll

lF I WERE a lumber dealer today and I back on the firing line of lumber retailing, I would certainly direct my thinking and planning toward making my establishment the best one stop repair and remodeling headquarters in my territory.

I know of no field where the potential is as great or where the competition is less. It is not an easy business. It means more work, more attention to detail, and carries with it more of a threat of failure. However, if the planning is done, and if we utilize the energy and the good common sense that is ours, we are bound to be successful.

We must know howto estimate the cost exactly. We must ignore price competition and use an adequate markup. We must make it easier for our customers to get a fixed price on every job. We must give a little extra quality and service. We must make this an important part of our business, not a sideline and we can do this only by devoting to it the same thought and planning that we have given in the past to other phases of our business.

Money is not so difficult to get for this type of work and there certainly is no shortage of prospects because every home, new and old,is a potential field of opportunity. Price competition does not pose the problem that exists in new construction, that is if we provide good service, accurate estimates, and do a quality job.

No one knows just how big this market is or can be. Many estimate that it today exceeds $12 billion a year. There is no limit to the potential that is in store for it. Some suppliers say that over half their sales are going into this type of work. Yet I would venture to guess that not even 5090 of the retail lumber dealers in America today are participating in this one stop remodeling service.

So I ask you, if you are one of them, why not make your firm headquarters for one stop service now?

,The Supreme Court has ruled that an old mortgage cannot be assumable at the old interest rates. However, some say that this will not affect Kentucky. In fact, the Kentucky Realtors say that it will not change one thing in Kentucky because of the present state law. Some s & I s claim they are legally right in escalating mortgages and the Supreme Court decision will not affect loan assumptions approved by them.

I can easily understand the reluctance of realtors to accept the Supreme Court decision but on the other hand, the s & I s execudw vlc€

presldent

f He oUACHITA National Forest in I Arkansas and Oklahoma has more than a two-year backlog of timber that has been sold to private companies but hasn't been harvested. The reasons are obviousit was sold for more than its worth on today's market and there's little demand for it in the depressed building industry.

About 7590 of the companies that bid on timber in late 1979 or 1980 under twoyear contracts are now asking for twoyear extensions on harvesting. Cutting is occurring in only about three of the 200 areas where large timber tracts have been sold.

The forest sells about 1.5 million board feet a year and has 400 million board feet now that has been sold but not cut.

A lot of the trees that sold for $250 to $300 a 1,000 board feet can't be produced into wood at a profit. Current prices being paid now for saw timber used in building are $180 to $200 a 1,000 b.f.

The timber industry is a major factor in the two state's economies. The Ouachita has a small business set aside on its sales

who are holding low interest notes would seem to have every right to increase their rates when a piece of property is sold. The increase will come at the expense of seller and home owners but, neither should they expect their loans to be propped up by cheap assumable financing. It all depends on the number of home sales that are made and how aggressive the s & I s are in forcing home buyers who have assumed low mortgages in recent years to exchange them for new ones.

that requires that 6090 ofthe sales go to companies with fewer than 500 employees. Many companies with mills have shut them down during at least part oflast year, although there was a small spurt of business activity in the spring.

Some mills can't hangon much longer. Already a lot have lost all they can afford.

The U.S.D.A., which is in charge of the 200 national forests, and members of Congress from the Northwest, where the forests and the problems of timber companies are larger, are working on proposals to help the industry with its problems in the national forests.

Senators Mark Hatfield of Oregon and James McClure of Idaho have proposed terminating up to 4090 of the existing timber contracts and extending the rest for five years. This would allow companies to get out of the high-priced contracts and be able to wait longer for the market to improve.

Even though most of the solutions proposed so far are aimed at the Northwest where the forests are older, as well as larger, they will apply to the Arkansas and Oklahoma forests. "Extensions," not turnbacks, are what is really needed to save this industry from total collapse.

Mark Brown, owner (318) 728.6401

lf you're looking for top quality treated Southern pine, at very competitive prices, with fast, dependable delivery, try us. We can mix products to suit ),our needs; cars, trucks or l.t.l.

OI{LAHOMA NOTES

GAYLON STACY execudve vlce presldent

TUe STAGE is ser as I write this for I what is expected to be the OLA's most impressive Annual Convention and Merchandise Mart, Sept. lO'12, at the Myriad Convention Center, Oklahoma City.

"Our exhibit space is completely sold out and we expect a record attendance," said Glen Haney, convention chairman and a Coalgate lumber dealer.

Over Z)0 exhibits will display lumber, hardware, plumbing and electrical fixtures and equipment, and a broad spectrum of other products and services related to the construction, remodeling and do-it-yourself industry.

Convention activities begin Friday, Sept. 10, with a Leadership Luncheon honoring officers, directors, past presidents, committee chairmen and their wives. Afterwards the board of directors will meet to conduct association business and to elect new officers and directors whose terms of office will begin December l.

A special seminar has been arranged for 3:00 p.m. Friday afternoon, "Preservation of a Family Business Through Estate Planning." Free for both dealers and exhibitors and their wives, it will be conducted by a panel of authorities in the Plaza Ballroom of the Sheraton Century Center Hotel.

Friday's events will end with the President's Dinner in honor of the outgoing president, Mike Morgan, and his wife, Becky. Special entertainment will be provided by the OK Jass Band.

Prior to the 9:30 a.m. opening of exhibits on Saturday, Sept. ll, a buffet breakfast in the Great Hall of the Myriad will feature James "Doc" Blakely, internationally acclaimed platform speaker. When the exhibia open at 9:30 a.m. the Buyers Contest will begin to provide incentives to dealers to place orders with exhibitors. All buyers become eligible for one of several $1fl) cash prizes.

The exhibit floor will close at 12 noon for the Dealer-Exhibitor Luncheon. Best of Show awards will be presentd and Robert Henry of Auburn, Al., will deliver the keynote speech.

For the ladies, the association has arranged a demonstration of Jacki Sorenson's aerobic dancing, and a fashion show produced by Rothschilds of Oklahoma City.

Exhibits will close at 5 p.m. Saturdayto make way for a two-hour period during which exhibitors may entertain dealers in hospitality r@ms.

The "No Speech" banquet, floorshow and dance begin at 7:3O p.m. in the Imperial Ballroom of the Skirvin Plaza Hotel. Show attraction will bc country comedian Jerry Clower and The Nashville Superpicken.

Sunday events will begin with a buffet breakfast in the Myriad'sGreat Hall. The main speaker,Charlie Plumb of Kansas City, has an incredible and inspiring story to share about his experience as a Navy fighter pilot shot down, captured and imprisoned for six years by the North Vianamese.

Exhibits will open at 9:30 a.m. and operate without intemrption until l:30 p.m.

TENNESSEE

(Continued from pase 22)

years for our industry. John is an excellent speaker who has loyally supportcd over the years the entire building and construction industry.

Sam Henley, v.p. and gencal mgr. of Henley Supply, Inc., Decherd, and chairman of the Young Executives membership committee, has announced that the organization which now has a total membenhipof 36is anxious to "broaden the representation of the membership."

He explains that there apparcntly is some misunderstanding regarding qualifications for membership in the Young Executives on the part of the owners and/or managers of the various companies. He says that a pcrson docsn't have to be an owner or an oflicer of a company to join. Top yonng cxccutives managing dcpartments or outstanding inside or outside salesmcn qualify for membership.

Associate members of TBMA are also eligible for mcmbcrship. Eligibility age is 2l-4O for regular c associate memb€rs 4d anngSl ducs arc $40 per member.

PERS NALS

John T. Lilly is new in sales at McCoy Lumber Co., Greensboro, N.C., according to E.C. "Bucky" McCoy, president.

Robert Knight has been named sales mgr. of the building products div. of Gilman Paper Co., St. Marys, Ga.

Mac Gardner is the new Thomasville, Ga., regional mgr. for States Industries, Eugene, Or,

Roger Debnam is back in the Charlotte branch of Diamond Hill Plywood Co., Darlington, S.C.; Ed Baker has joined the co. in sales.

Hiram S. Merrereau, senior v.p.-Southern Dvision, is retiring from GeorgiaPacific Corp. with David K. Morlenscn elected to replace him; Stanley S. Dennison has been n4med executive v.p.-building products to replace Hrrold E. Sand who is retiring; Ronald P. Hogan has been named v.p.-distribution div. All thrce will have offices in Atlanta, Ga.

Eddie McMllrn has been named gen. mgr. of the Willamette Industries SurePine div. at Ruston, La.

Bob Kessler, Fort Myers, Fl., is a new manufacturers rep for The Diller Corp. laminates in Fl., according to Marvin A. Cohen, national sales mgr.

Burton J. Nelson has been named v.p. of marketing for the Hardboard Group of Masonite Corp.. including the division at Laurel, Ms.

Lamar "Buggrr" Landry, Landry Lumber Co., Luling, La., is retiring after 30 years and selling his company to Dudley A. Webre.

Charles Yignal, Canadian Millwork, Inc., Freeport, Tx., was a delegate to the Wood Moulding and Millwork Producers summer meeting in Santa Barbara, Ca.

G.A. "Al" Gibbs, Troy, Al., mgr. of wood procurement for the Southeastern division, has been named l98l manager of the year by Southwest Forest Industries, Phoenix, Az.

Georges Hanzi is the new pres. of Homecrafters, Pelham, Al.; Steve Wylie' v.p.-administration, and Huey Stafford, v.p.-merchandise, also are new.

Thomrs J. Thornton, Jr., has been appointed v.p. of finance and administration for the W.R. Grace & Co. home centers div. including Handy Dan Home Centers, Cashway Building Materials and Handy City Home Centers; he reports to Frank W. I)enny, pres. of the div.

Robert Worfel is the new lumber sales supervisor for Southwest Forest Industries' Graceville, Fl. sawmill and laminqling plant.

Walter and Mary Terry, Walter Terry Distributor, Inc., Houston, Tx., are back from a vacation in Scandanavia.

William Swain, pres., Wholesale Building Materials Management Co., Leland, Ms.,has vacationed with his family at Destin, Fl.

Phil Cocks, Delta Millwork, Orlando, Fl., and his wife, who spent a week in Fiji on the way to the Hoo-Hoo International convention in Melbourne, Australia, plan to drive to Victoria and visit family and friends in New South Wales before returning home in early Oct.; he is a native of Tasmania.

John and Joy Alexander, Erwin and Nancy Hengst and Richard and Betty Wheeler represented Alexander Moulding Mill Co., Inc., Hamilton, Tx., at the Wood Moulding and Millwork Producers summer meeting in Santa Barbara, Ca.

Tom Leete has joined The Home Depot, Atlanta, Ga., as lumber and building materials merchandiser. Dennis Stults, v.p. and salesmgr., isreplacing him as operations coordinator at Scotty's, Winter Haven, Fl.

Arthur R. Kennedy has been elected v.p. and treas. of Wickes Cos., Inc,, reporting to Wilhelm Mallory, senior v.p. and chief financial officer; James N. Castleberry is the new v.p., controls evaluation and compliance, reporting to James Van Tatenhove, senior v.p., administration, according to Sanford C. Sigoloff, chairman and c.e.o.

Richard J. Sahrman has joined NicholsKusan, Inc., Jacksonville, Tx., as v.p., sales and marketing for Old Jacksonville and American Pride ceiling fans, according to Roland C. Adarns, pres.

Joseph lY. Knabel is the new exec. director, world product distribution, for the Homelite Div. of Textron Inc., Charlotte, N.C., according to C. James Brown, v.p. marketing.

Lawrencr E. Peeno, v.p. of finance, Causeway Lumber, Fort Lauderdale, Fl., has resigned to go into business for himself.

Owen Hoffmln, Causeway Lumber's Fort Lauderdale, Fl., contractor sales dept., has retired.

J.A. "Jay" and Mary Lce Brown, Brown Moulding Co., Montevallo, Al., are back from Santa Barbara, Ca., where they attended the summer meeting of the Wood Moulding and Millwork Producers.

J.O. Smith, Chattanooga, Tn., and Joe Beckford, El Paso, Tx., have received l5 year service plaques as sales reps for the Anderson-Barrows Metal Corp., Burbank, Ca.

Carlos Ripley, Booth Lumber Co. Houston, Tx., and his wife, Kathy, will celebrate their lst wedding anniversary on Sept. 26.

B.E. Bryan, Sr., pres. of Calypso Plywood Co., Inc., Calypso, N.C., has announced that his son, William H. "Bill" Bryan, has joined the company as v.p. and treas.

Chris Slaughter, Slaughter Brothers, Inc., Dallas, Tx., is back from a vacation in Northern Michigan.

Grady Haynes, Haynes Bros. Supply Co., Murfreesboro, Tn., has announced that he plans to resign as chairman of the Tennessee Housing Development Agency.

Murel and Roberta Hoskins, Foreign and Domestic Woods, Bowling Green, Va., were in Santa Barbara, Ca., for the summer meeting of the Wood Moulding and Millwork Producers.

Bill O'Hara has been promoted to comgr. of the 84 Lumber Store in Fort Worth, Tx.

Jerry Neal, Lakeside Lumber & Home Center, Flint, Tx., was in Kreamer, Pa., to attend a training session for kitchen specialists at the Wood-Mode Training Center.

Paul C. Mallonn has been promoted to mgr., merchandising services, at Rubbermaid with Julie K. Beuter added to the staff as supervisor, promotional services, both reporting to Harry C. Chapman, director, advertising and merchandising.

Steven A. Corbitt is filling the newly created position of residential markets mgr. for the Southern Forest Products Association, New Orleans, La.; Stan Elberg will be export markets mgr. and Jim Gogolski, non-residential markets, mgr.; Karl W. Lindberg has returned to v.p. marketing with Tami L. Kessler, new office mgr., taking over some of the duties of his former position as v.p. of administration.

Pat McGuire has resigned as mgr. of L.B. Adams Lumber Yard, Allen,Ok.

James Duke, exec. v.p., Louisiana Building Material Dealers Association, Baton Rouge, La., is back in the office after attending meetings in Chicago, Il., and Wisconsin.

Barb Weyer has joined the fencing dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

NEW PR DUCTS and

selected soles oids

Oak With Brass Cabinets

Statesville cabinets, available in a hazelnut or a honeywheat finish from Connor Cabinet Division, feature contemporary-styled backbeveled doors with oak veneer on a furniture core, solid oak front frame and grained case sides.

The finishes have a top coat of high molecular weight polymer, which is catalyzed and baked for a tough, durable finish that resists scuffs and stains.

The hardware includes antique brass self-closing hinges and monorail drawer glides. Face frames feature mortise and tenon construction, glued and pinned. Four corner braces assure strong rigidity.

Double Duty

The Bob-Can from Flambeau Corp. contains both gas and oil in one unit and is said to be perfect for chain saw users or boat owners. One side holds l% gal. and the other 1/t gal. Made of non-corrosive high density polyethylene, it is designed for balanced pouring.

Top ol the Heap

A chase cap termination package for chimneys has been introduced by Preway Inc.

It includes the steel top housing, an 8" diameter I.D. pipe slip joint to attach to the triple-wall chimney pipe, a top slip joint, chase top plate, and assembly screws.

A compatible 8" spark arrester kit is available as an option.

Computerized Advertisement

Personal computers can create large eye-catching window ads on standard computer paper. Currently available to retailers with TRS-80, Apple II and IBM computers, the software package is said to be quickly understood by non-computer users.

It is available from ATC Software for $47.50. A manual may be purchased separately for $6.95.

Positive Pop-up

Rain

Bird Sprinkler Mfg.'s

15103-SR Mini-Paw,a rotor popup, features a 7/64" orifice, efficient low gallonage operation, low angle and short radius stream, and low application rates to resist runoff and puddling.

The sprinkler requires a shallower trench depth than others and has a throw range from 14' to 23'. With a three inch pop-up height, it has a wiper seal that flushes, seals and wipes the stem and a retract spring to insure positive pop-up and popdown, according to the company.

Energy Calculator

Estimates of storm window energy cost savings can be computd with the Heating/Cooling Savings Calculator developed by the Architectural Aluminum Manufacturers Association (AAMA).

Storm window salesmen can use the slide rule calculator to estimate the energy cost savings storm windows can provide.

The 5" x 9Vz" calculator, made of heavy, plastic-coated card stock, comes equipped with a clear plastic cursor for added computational convenience. Maps printed on the protective case show heating and cooling degree days as well as air conditioning zones for the entire U.S. A l" x 5" area is reserved for dealers or contractors to imprint their own company name and information.

Bare-Handed Assembly

A pallet rack featuring reinforced beam construction for all-purpose commercial and industrial use can be assembled without tools. nuts or bolts into a free standing rack or with others into a long row, according to the manufacturer, Bernard Franklin Co.

Upright frames utilize a keyhole design to allow up or down 2" center adjustmentsof each shelf tier. Beams come in both step and box styles with extra metal construction on all 4 reinforced corners.

Beams connect into upright frames at 3 points. Each beam corner connector comes equipped with a selflocking safety device to prevent accidental disengagement from the frame.

Wet Blanket

A spa blanket kit designed for custom dealer application has been introduced by C & A Manufacturing in a variety of silk-screened designs.

They are, the manufacturers claim, the first blankets to be made from highly insulative durable extruded copolymer plastic to fit most spa and hot tub shapes and sizes.

Guidelines for shaping the blankets to round, octagonal, square or rectangular sizes are printed on the hinged halves, enabling dealers to fabricate custom fitted blankets. The manufacturer offers a two-year warranty.

Lif t ATon

Sure-lift, a fork lift manufactured by Vernwith Enterprises, Inc., mounts on the snow plow frames of most utility vehicles and two or four wheel drive trucks. It can lift and transport up to 2,000 lbs, depending on vehicular weight.

With adjustable fork, it can be stowed quickly for storage or travel.

LackA Rack?

Stack 'n Rack, a free-standing support and sorting unit, provides awide range of indoor-outdoor uses from a wood rack for fireplaces to a patio hibachi stand.

Bohanna & Pearce, the manufacturer,reports the 25 in. high x 20 in. wide x l7 in. deep unit will support up to 500 lbs. with a suggested retail price of $20, it comes with planked shelves.

Elegant Entry Door

E.A. Nord Co. has a new entry door that breaks the tradition of the perpendicular type designs with curved rails and raised panels to accent a 25 l/8 in. diameter. circular leaded glass window.

Shaped from Victorian designs, it offers two versions. In one the leaded glass is clear and clear glue-chiP glass. The other has added accents of deep ruby red glass.

Constructed out of Western hemlock, the door's available in a 3' x 6' x 8" size.

Wanna PlayAround?

Environment 2000, a modular pressure treated wood play system for home use, is manufactured by Wooden Environments, Inc. Guaranteed for l0 years against rot and insect damage, the system incorporates solid 4" x 4" construction.

Modular component parts include swings, slide, horizontal ladder with rope, tower ladder and platform.

ed receptacles for power at the job. Portable, weighing only l5 lbs., its blower is driven by a permanentlylubricated, enclosed two-speed motor.

Designed by Fasco Industries, Inc. to assist on plumbing, electrical installation, building construction, auto mechanics, boat maintenance and utility maintenance jobs, the product provides ventilation to make its user more comfortable and more efficient.

Custom Design Door

Larson Manufacturing has announced a one door self-storing door line that offers point of purchase design flexibility.

The door eliminates stocking problems by reducing the need for dealers to stock several styles. One model is customized into hundreds of styles by applying screw-on design moldings.

Other features of the designer door include Life Core construction, all aluminum seamless skin, tempered safety glass, self-storing for seasonal changes, pre-hung design, choice of soft white or earth tone brown.

Mini-deck Display

Oakwood Mfg., Inc. makers of Erecto-Pat wood deck systems offers a compact mini-deck display that requires only 2Vz' x 7' of floor space and can be used as an effective selling tool.

Hinged and titled to show the underside construction, the display deck is made up of wood and metal rail posts, joist brackets, step brackets and an accessory bench kit. It is shipped in a single carton and reportedly requires only minutes to assemble.

Erecto-Pat has a line of accessory kits for custom finishing for decks. Rail post, step, park bench and patio bench kits are allavailable with metal brackets, coated lag bolts and inst ructions.

Cool Cat

The Power Cat, a new product designed to provide additional personal cooling and lighting for industrial and commercial use, is equipped with a 25' cord and features an adjustable 400 cfm, squirrel-cage blower and two waterproof, ground-

Super Spray

The Power Washer spray gun from Sprayit Products can turn a garden hose and air compressor into a powerful cleaning system. With a V2 h.p. compressor, the TI-500 sprays at approximately 150 mph. For bigger jobs the TI-1000 can deliver a spray up to 350 mph. Both feature a chemical draw barb and hose for applying detergents, degreasers, pesticides and other solutions with or without water.

Cold Blocking Threshold

The model 203 oak threshold, a Pemko product, has a replaceable vinyl top insert to seal out cold weather. Available in 37" and 73" lengths, the oak is linseed oil treated and darkened.

ENSWORTH FOREST PRODUCTS

We're Specialists In Gedar

We're Wholesalers of all West Coast species, Ponderosa and Sugal Pine, Incense Cedar, Douglas Fir, Hem-Fir-indushial and yard itsms. (916) 823-7210 Jerry Ensworth, Ross Ensworth, Jim McKillop. 0ut of state customers call (800) 824-5829

0FFICE-P.0. Box 1456, Auburn, Ga. 95603 FENCE PLANT-Stockton. Ga.

FREE READER SERVICE

For more information on New Products wfile Building Products Digest, 4500 Campus Dr., Suite 480, Newp.ort Beach, Ca. 9266O. Please mention issue date and page number so we can process your request faster! Many thanks!

READYBUILT Products Co. has hardwood mantel shelves that are hand-crafted from kiln dried cedar and solid ash to insure 0roper fit and ageless good looks. They combine 4', 5' and 6' lengths in three distinct styles to accommodate diff erent fireplace openings. The shelves are lightweight so they can be shipped directly to home or construction site.

Chapped Hips

Waterproof chaps, designed for builders, remodelers and related trades, by Filson Co., feature urethane coated nylon pack cloth for tough, long-lasting protection.

Lightweight leggings offer quick onloff convenience for changeable weather conditions and pocket storage. Reportedly, each chap has two reinforced, adjustable length side straps that loop around the belt to assure a no-twist snug fit. Available in two colors, smoke or orange and two sizes, 29"-31" or 32"-34" inseams.

Wood Wet Lignomat USA Ltd offers moisture meters measuring wood moisture from a range of 490 up to 30s/0, 60v/o or 10090.

Lignometers are automatically calibrated and give direct readings with a dial for four different wood groups.

AIDvan Aduertising system

THE

o 36 Feature ltems

o 36 Sub-Features

o 432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easy for you to adapt to your own advertising image. $lsO[vi'"

'and you get 2 sets of alt art work!

GUABANTEED! lf you're not fully satisfied we'll refund your money and pay the shipping costs both ways

Bill Fishmon &/ffiliotes

Heat European Style

Thermostatique, a European gas space heater, now available in the U.S., is free from harmful emissions, according to the manufacturer, Optimus.

Fuel efficient, self-starting, thermostatically controlled and selfcontained on rollers, the heater will automatically shut off if oxygen levels become unsafe or if there is an interruption in the flow of gas.

It produces up to 800 sq. ft. of controlled heat, both convection and radiant.

Valuable Valve Vendor

Johnnl' Valve, a corrosionresistant. non-metallic toilet refill valve is now available in a multifeature, lO-pack point of purchase display. The display is less than one square ft. to fit on cro'*'ded shelves. The design of the valve eliminates the need for float, ball and rod, and fits most toilet tanks, even the neu' 3Vz gal. water conservation models.

AllPurpose Utility Box

A utility box manufactured by McCoy Industries, Inc. can serveavariety of needs in the home, garden, workshop or playground.

Made from high-grade milled and bored Western woods, the fully assembled box is available in three lengths, 14",20" and32". It can be used as a planter, carry-all for cleaning supplies and garden tools, storage box for paint or toys, or as a tool box.

FREE READER SERVICE

For more information on New Products wile Building Producb Drgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

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

Open Door Policy

Stanley Door Systems has a new p.o.p. floor display for its do-ityourself insulated steel replacement entry doors.

It features a full-size pre-hung door, with steel adaPter frame installed in a wood door opening.

Graphic panels show a cut-away view of the door installation, installation steps, features and benefits and howto-order information.

The display door can be fully opened and closed to afford homeowners the opportunity to see not only how the door comes pre-hung within its steel adapter frame, but how the unit fits into a door opening without having to remove the existing door frame.

The display comes with a literature holder.

Bln Everywhere

Ajax Hardware has an in-store merchandising system called SuperBin that is modular in design, allowing retailers to customize it to match their market.

The merchandiser is a 48" wide, steel gondola with sample display headers that are color-coded to match the part bins below. The colorcoding system is designed for easy customer selection.

Companion Machine

To match metal jambs and architectural specifications for square hinges. Kval, Inc., has introduced the new 627-C as a companion machine for their 990 series door lock and hinge routing equipment.

Once the lock boring and hinge routing operations are complete in the 990, the 627-C automatically feeds itself to pneumatically chisel the corners square.

It is also available with drill heads to pre-drill hinge mounting holes and attach half hinge butts.

Undercover Collectors

Using the solar collection properties of concrete, the Bomanite Corp. has developed Solarpave, a way to capture solar energy and heat water with a system of collecting coils imbedded in concrete paving.

According to the company, the system will see its first use in swimming pool decks where it will heat pool water while other domestic applications are under development.

A series of Vz" polybutylene plastic pipe coils 4' in diameter are laid side by side in the pool deck during construction and are connected to the pumping and filtering system of the pool.

The Appalachian hardwood region

T HE Appatachian Hardwood Re-

!

gion is the mountainous area betwee-n Pennsylvania and Georgia with an approximate boundary at the 1000foot altitude contour. Within this area grows some of the finest hardwood timber to be found in the world.

Thousands of years ago this area was bounded on the north by glaciers and on the east, south and west by a shallow sea. When the glaciers receded and the seas subsided. the mountains were the garden spot that seeded the surrounding areas. All species of trees found in the east are also found in these mountains.

Within the Appalachian mountain territory there are vast areas of forest land containing billions of board feet of timber. Farther west beyond the mountains in Kentucky and Tennessee, the forest lands are mostly in small tracts and farm wood lots. This is as it should be. The mountain lands are best for growing trees. The lowlands are best for crops and pasture.

The area remains primarily a timber-producing region because the rugged nature of the country discouraged extensive land clearing for farming and conditions of soil. climate and topography are nearly perfect for growing trees. The Appalachian mountains, which represent about l5Va of the hardwood forest land area. furnish more than 20Vc of the total hardwood lumber production.

The story of early hardwood harvesting in the Appalachians is one of waves of popularity for the different species. The first loggers went into the woods and cut white oak and yellow poplar 24 inches and larger in diameter. Timber harvest in the mountains continued to rise, with peak production reached in 1909 and 1910.

During this great period of timber production, the supply seemed infinite. Mammoth machines moved through the woods, knocking down what was not harvested and leavins great quantities of wasted wood ii

their u'ake. Following the harvests. fires often moved through the area. burning not only the trees. but the soil as well. causins serious damase to the forest enviionment. How-ever. forests are not destroyed by cutting. The miracle of nature provided the vitality to recover from the devastating fires and today the forests have regenerated.

In the old days of virgin timber. trees were cut for use and to clear the

Story at a Glance

Fine hardwood timber from America's Appalachian region...includedare white oak, yellow poplar, other popular species. uses such as flooring, cabinets, panels, and furniture.

land. Now. with the frontier sone and second growth timber befori us, ffees are grown for use and changing forest practices meet not only the demands of today but the anticipated demands of generations to come. Today, landowners and operators alike have professional foresters in their employ who guide the destiny of public. private and industrial forests.

As our ancestors found wood important to their daily lives. we find it essential today. Have you ever wondered what it would be like to live a week without touching anything that required the cutting of a tree. There would be no newspapers. magazines or books. Food would be very hard to find. New homes could not be

built. Railroads could not operate. There would be no paper producsno toilet tissue. paper napkins. bags. boxes or containers. Fortunately for all of us. u'e will not run out of wood in the immediate future. Trees are our onl;- major rene*'able resource. That is. trees regenerate themselves. Unlike the oil and mineral resources of this nation. trees can go on forever. If we are intelligent enough as a society to grow. harvest and manage trees scientifically. we can counl on a bountiful supply of wood forever.

In the cutting. sawing and processing of logs in the Appalachian region. thousands of jobs are created. Men are needed to cut the trees. saw them into logs and haul them to sawmills. There the logs are cut into lumber. Other plants process them into flooring, cabinets, panels. furniture and vaiious finished producs. Wood industry jobs now require highly skilled people and provide lifetime occupational employment for those who want meaningful productive work. Alrogether the basic forest industries of the Appalachian region employ more than 25.000 men. with payrolls generating millions of dollars.

There is a direct relationship between the quality of the timber and the quality of all other forest resources. When trees are maintained in a healthy. vigorous condition. all other resources benefit. When trees are "cultured" or managed. watershed values, wildlife food and cover. recreational opportunities. and all other enjoyment values for people are the greatest.

Information used in v'riting this article was excerpted from material published by the Appalachian Hardx'ood Manufacturers, Inc., Hiph Point, N.C. -ed.

NEWLITERATURE

Standard Practice

Copies of the National Design Specificotion for Wood Construction are $10 each, postpaid, from the Publications Dept., National Forest Products Association, 1619 Massachusetts Ave., N.W., Washington, D.C. 2fi)36.

Kerosene Heaters

A Consumer's Guide to Kerosene Heaterc is available by sending a check for $3.95 to Kathy Blair, PFS Consumer Information Center, 2402 Daniels St., Madison. Wi. 53704.

Birdhouses To Bookshelves

500 Do-ItYourself Wood Moulding Projects, a 128-p. book, is $4.95 from Wood Moulding & Millwork Producers, P.O. Box 25278, Portland, Or.97225.

Building Products Booklet

A l6-p. booklet of building products and services is free from the Public Relations Dept., Union Camp Corp., 16fi) Valley Rd., Wayne, N.J. 07470.

Wood For Outdoors

Redwood Outdoor Living is free from Simpson Timber Co., Development Center, P.O. Box 566, Redmond, Wa. 98052.

Cedar Feature

Siding and paneling used in leisure homes are featured in a free brochure from the Western Red Cedar Lumber Association, Yeon Building, Portland, Or.972M.

Air Condition Education

An air conditioning service training manual is free from Kysor, QZ E. Blackhawk Dr., Byron, Il. 61010.

Read The Blueprint Blueprint Reading Basics, a 296-p.

reference for reading and understanding technical drawings, is $16.95 plus $1.50 for transportation cost from Gulf Publishing Co., P.O. Box 2608, Dept. F6, Houston, Tx. 77001.

Catalog For Windows, Doors

A free catalog with detailed information on over 2,000 shapes and sizes of wood windows and patio doors is available by calling toll-free l-80G346-5128 or writing Marvin Windows, Warroad, Mn. 56763.

Advantageous Reading

FOR PROMPT SERVICE

on all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in Building Producb Dr:gest, Many thanks!

Insulation Information

The 1982 fiber glass building insulation catalog is free from Manville Service Center, 1601 23rd St., Denver, Co. 80216.

Sky's The Limit

A catalog on skylights is available from the APC Corp., P.O. Box 515, 50 Utter Ave., Hawthorne, N. J. 07507.

A Liltle Pick-me Up

Literature on diesel engine lift trucks is available free from Allis-Chalmers Corp., Industrial Truck Div., 21800 S. Cicero Ave., Matteson, ll. M3.

Light Reading

A 96-p. catalog featuring over 600 lighting fixtures is free from Diamond F Corp., 1425 Rockwell Ave., Cleveland, oh.4lt4.

Fan Mail

Literature on fan convectors with installation suggestions is free from Myson Inc., P.O. Box 5025, Falmouth, Ya. 22403.

A booklet on the advantages of General Electric Co.'s solar grade sheets is free from Tony Dimascio, Commercial Plastics & Supply Corp., l&2 Woodhaven Dr., Cornwells Heights, Pa. 19020.

Hands On Training

For information on a roofing and siding training program using film and hands-on seminars write Alcoa Building Products, Inc., Two Allegheny Ctr., Pittsburgh, Pa.15212.

Looking Glass Literature

Brochures that promote the use of mirrors in redecorating and remodeling are free from the Customer Service Dept., Hoyne Industries, 60 Gould Center, Rolling Meadows, Il. 60008.

Proud Fans

A l2-p. brochure describing NicholsKusan's complete line of American Pride ceiling fans is free from Nichols-Kusan, Inc., P.O. Box ll9l, Jacksonville, Tx. 75766.

Wood Energy Expertise

The Forest Products Industry: Leading the lVay in lltood Energy Use is a booklet free from the National Forest Products Association, 1619 Massachusetts Ave., N.W., Washington, D.C. 20036.

Get On The Beam

A variety of sizes, profiles and styles for applications on ceilings or walls are detailed in a l6-p., 500 catalog from Rusticated Beams, lnc., 1542 Main St., West Warwick, R.I. 02893.

FREIGHT BILL AUDITS

Lumber Specialists audits all freight bills for the retail, wholesale and distributors of lumber products and all products handled including hardware. Our fee is 4O9o plus we will pay your postage round-trip. Please send your freight bills from the last three years to:

Lumbcr Specirlists

109 Royal Oak Court Greer, S.C. 29651 (803) 268-6061

NO COST TO YOU

HAN,DWOOD INFORMATION

REPRINTS of hardwood articles from The Merchant Magazine, Excellent for rcference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5; South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine,4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

@0 a word, min. 25 words (25 words = $15). Phone number counts as one word. Address counts as six words. Headlincs atrd c@tcred copy ea. line: $4. Box numbers and special borders: t4 ea, Col. inch rate: t40, Names ofadvertisers using a box number cannot bc rcleased. Address all replics to box numbcf, shown in ad in care of Bullding Prcductr Dlgat, 4lll[ Crnpur Ih., Sultc agr, Nerport Bceci ,Ct.ylm. Make checks payable to Crtlcr Publbblq, lnc. Mail copy to above address or call (714) 549-E393. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY.

FT'LL SERVICE YARI)

Locatd in north cast Tcras a few miles soruth of Hiway 20. The three year old maitr buildinS has near 20,ffi) sq. fi. of floor spaae and is dividd% store and tzl warehorsc. Opctating from 5 acres of land with plenty customcr parking. Sales volume S1,250,O0. Priccd to sell.

PAUL ELY & ASSOCIATES

1O709 Lcgcods l-anc Austin, Tx.78?4? (5t2) 282-527r

CUSTOM IIILL

SELLING HARDW(X)D?

Get your sales message to a handpicked audience of more than 12,750 lumber and building supply retailers and wholesalers in the 13 Southern sates. Advertise in the Special October Hardwood Issue of Building Products Digest. Reasonablc rates. Call David Cutler collect at (714) 549-8393 today to reserve space.

When sending in a change ol address please include :ip code on both old and neu addresses and either the old label or rhe inlormotion liom il. Thanks.'

Esrablished l0 years, ongoing business. Prime Florida locationlcasehold. Quality milling, resaw, planing, Sang rip, matchcr and moulder services. Rail unloading and storage with wholesale lumber opcration. Have $900,000 appraisal. Will sell for J495,m0 with terms. Less than invcntory value. For details write agent at Box I J c/o Building Producrs Digest.

LUMBEN,

AI\D BTJILDING SI.'PPLIES

LONG REICORD of established busincss in Sunbclt Southwcst, Atrtrud volume over $6,0m,m0. 1980 na opcradng income over SE,mO,m0. Sale pricc t3,5C[),0O with owncr financing. Write Box 16 c/o Building Products Digest.

Classified

Advertising

RECRUITING IN

THE FOREST PRODUCTS INDUSTRY

is our business. If you are qualified in these areas send detailed resume including income history.

Management Accounting Production Sales

MAUCANS & ASSOCIATES Suite 108, I Riverchase Office Plaza, Birmingham, N.3s244QO5\987-7582. FEEPAID

MANAGER

Reliable person wanted for large retail home center in Atlanta, Ga., area. Excellent salary. Send resume and salary history to Box l4 c/o Building Products Digest.

EXPERIENCED SALESMAN

Wholesaler with reman plant seeks salesman to serve Southeast market. Salary, commission, car, expenses, and profit sharing. Please reply to Box l2 c/o Building Products Digest.

EXPERIENCED MANAGER

Former retail lumber yard manager would like responsible position in Gulf Coast area. Strong with numbers and credits, Reply Box 13 c/o Building Products Digest.

WHY IS IT a man wakes uo in the morning after sleeping under- ar advertised blanket on an advertised mattress and pulls off advertised pajamas. Takes a bath in an advertised tub, shaves with an advertised razor, washes with an advertised soap, puts on advertised clothes, sits down to breakfast of advertised coffee, puts on an advertised hat, rides to his office in an advertised car, writes with an advertised pencil Then, he refuses to adveitise. saying advertising doesn't pay, and then, if a business isn't good enough to advertise he advertises it for sale. If you believe in your business and want to build it ADVERTISE.

REMINDER: Payment must accompany the copy you send in for classified ads. Just use the instructions above to figure the amount. When you call in ads, we'll tell you the amount that must be sent for the ad.

Role of characteristics in in lumber grading

I UMBER grading usLrall) i\ n()t hunderstood bv the averace cl-i-r customcr. lo lrclp hrrrr era.p the trri portance ol purchasing thc correel grade for his protect and the cljtferences in price, a salcspcrsotr Ilr Lr\t be able to explain the reasonin-c behind gradin-s, that grading stan dards arc established Io prrriclc a

basi: trrr thc manutact uIC rrlrl Ll.-' r,j Iunrhcr, Cradr" 1-rl \\'c:tt-'rn luntirer. l'()r a \ atttp1... ore tic'tc'rtttineJ br r i.Llii in rpcction and nrc iLrdgc.i prirrrlrnlr ,-n irffc.rr.ill!( Tirlit('r llt:trt .'r.:1.': .T udgrrtg is ba.cd r)n lhc nrilL. llrl chantctc-risticr trl' tfte Lr)c \\ hi.h .11' l\t'.rr irt rt 111..a.rrtJ lt.tr("rn (l'L'- :

September,1982

grade and to visually judge the total effect of them accordine to limita-

Story at a Glance

Visual inspection determines western lumber grades natural characteristics of log considered knots most fre. quent characteristic manufacturing imperfections also a factor.

tions set forth in the grading rules for each grade and species.

Knots are the most frequently encountered characteristic and they are classified by form, size, quality and occurence. It is generally the quality of the knots rather than form, size or occurence that affects the grade. Quality of knots is based on soundness, firmness and tightness. In form, knots are defined as round. oval or spike knots. Round knots are cut at right angles to the limb, oval knots at slightly more than right angles and spike knots are cut lengthwise or diagonally. In occurence, knots may be well spaced, well scattered or clustered.

Defects, imperfections, blemishes or defacing of lumber caused by the rnanufacturing process include torn grain, skips, burns, holes or other rnanufacturing irregularities.

The growth characteristics and manufacturing imperfections illustrated on these pages are reproduced from the new Western Wood Products Association Species Book, Vol. 2, SelectsFinish/Commons-Boards, available for $2 from WWPA, l50O Yeon Bldg., Portland, Or. 972M. Quantity rates are available.

All photos courlcst of tlrc \\

AN IDEA TO CONSIDER

We, members of the housing and shelter industry must take the initiative in creating more affordable mortgage loans. Although corporations are prohibited from having checking accounts at savings and loan institutions, our industry could certainly do more deposits at savings and loans than has been the case'

The price tag for putting deposits into passbook accounts is one of inconvenience and lower return than money market or CD's. That price tag is a very minimum sacrifice for the potential to be gained. We need to financially recognize how importants&lsaretous.

Imagine how much cheaPer mortgage rates could be if every corporation

(manufacturer, wholesaler or retailer) in the whole shelter industr)'had one half of one percent of its assets in a passbook account at savings and loan institutions. 81' unified effort within the industrl', ue can achieve self help for housing.

Philip Dooly' Haywood Builders Suppll' Co. Waynesville, N.C.

GOOD EXPOSURE

Needless to say, we apprecrate Your publicizing our Hard',rood Institute in your Hardwood Series (August issue, page 39).

\\'e are quite proud of the u ork that the Hardwood Institute is doing as far as consumer a\r'areness and information is concerned and we appreciate )our recognltion oi this program.

S. Carroll White Executive Manager National Harduood

Lumber Association Memphis, Tn.

INFORMA\T MISSI\G

We have either lost, misplaced, had stolen, discarded, or never received our

April '82 edition of Building Products Digest.

and find it informative, so we want to keep our library complete. Please send us the back issue. Dsle

riqht) are John Garten. execulive direct0r, Fl-orida Lumber and Building Materra Dealers Association, Jack Phillips. club pres.: Phil Cocks, vicegerant snark, and Bud Ryan. deputy suPreme 9 member. OLD GROWTH DOUG FIR SPECIALIZING TN TTMBERS 39 YEARS OF QUALITY P.O. Box 27 Riddle, Oregon 97469

PRODUCTS AND SERVICE Delbert Niebaum, Sales Manager (503) 874-224r

Coming in October . . ANNUAL HARDWOOD SPECIAL ISSUE

The October issue of Building Products Digest will be a Special Issue devoted to hardwood. We'll have stories, features, articles plus merchandising and sales ideas . . all devoted to hardwood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . . and profit from it, too.

ADVERTISERS:

Take advantage of this exceptional opportunity to get your message before our 12,750 readers. The Digest's saturation circulation in the 13 Southern states assures blanket coverage for your advertising message. This Hardwood Special Issue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 13,1982. You'll be glad you did.

Old hands in the fir lumber business. we're now putting that expertise to work for you in cedar. We offer you a high quality product with exceptionally good packaging. A neat. square unit that is well protected and can be easily handled.

We feature smooth end trim on all siding boards and can provide you with highly mixed loads.

ROUGH TIMBERS, RANDOM LENGTH

B'.-26'.

FENCE BOARDS 1x4. 1x6 SISZE and rough, flat top or dog eared.

6" -8" -10" STK CHANNEL RUSTIC

shiplap and t&9, random length 6''16' and LONGER

ROUGH and S4S DIMENSION 8'- 20'

ROUGH and SISZE BOARDS 8" 16' and LONGER

PULLED TO LENGTH (all items)

wP-11

We can ship via unit double door box car, oPen flat car, or truck loading.

Service oriented/ highly mixed carload quotes

Manufacturers for 35 years

Fir Hemlock Cedar

Reversible WP-4 is v4E