Building Products Digest - September 1983

Buildinq -- Products

Serving the lumber & home center markets in 13 Southern states

Bill Fishmon &,,4ffiliotes

SERVICES, INC.

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slte Leatlon - Elghelt .nd b.st urc real est tc fcaelblllty strdles and !.thelltlcal dcb on chaln oPcaatlon! lnd rrrket earlablas Utat apFaled to generate stFctellr c.9., trlfftc @unts, poFrlation dcnsltyr irrorc l€|r'ab. etc.

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It Takes More Than Quattty Products and Attractlve Prlces

ALABAMA

Sequoia Supply-Brrmrngham. Mobile, Decatur, Montgomery

ARKANSAS

Internatronal Paper Co -Ft Smrth

FLORIDA

Dixie Plywood-Miaml

Sequora Supply-Orlando

Unrted Plywoods Corp.-Pensacola

GEORGIA

Sequoia Supply-Atlanta

KENTUCKY

Sequora Supply-Crescent Springs

Wimsatt Bros.. Inc -Louisvrlle

LOUISIANA

Allen Millwork-Monroe. Shreveport

Davidson Louisiana-Houma, Lake Charles, Lalayette. Baton Rouge. Alexandria. Monroe. New Orleans

Sequoia Supply-New Orleans

MtsstsstPPl

Sequoia Supply-Jackson

Uniled Plywoods Corp.-Mefl dtan

NORTH CAROLINA

Dramond Hrll Plywood Co -Greensboro. Ralergh Charlotte

North State Building Matenal Co -Ashevrlle

Sequora Supply. Inc -Greensboro

OKLAHOMA

Rounds & Porter-Allus. Oklahoma City. Tulsa

Cedar Creek Wholesale-Tulsa

TENNESSEE

Dramond Hill Plywood Co -Knoxvrlle. Nashvtlle

Holston Burlders Supply-Ktngsport

Sequoia Supply-Memphrs. Nashvrlle

Tennessee Ply & Door-Chaltanooga

TEXAS

Davrdson Texas. lnc -Auslrn

Edward Hrnes Lumber Co -Forl Worth

Sequoia Supply. Inc.-Houston, San Antonio

Vaughan & Sons. Inc -San Anlonro

VIRGINIA

Diamond Hill Plywood Co.-Rtchmond. Chesapeake

PublshcrDavid Cutler

Edftor Juanita Lowet

C-ontribuflnt Edton

Dwight Curran c GaSe McKinney

Art Dirtcror Manba Emery

Slrff Ardc Carole Shinn

Crclldon Kelly Kcndziorski

Building Prodrrcts Digest is published monthly at 45(n Campus Dr., Suite 4E0, Newport Beach, e-a. 92ffi, phone (714) 549-8393 by Cutler Publishing, lnc. Advertislng rates upon request.

ADVERTIIiING OIIICES|

FROM TIIE NOffiHEAIIT: .conta.l Geylc Ersry' 35-73A l59th St., Flushing, N.Y. ll35t. Call (212) ,145{()63.

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rRoM TEXAli, rousrANA MISSIISsIPPl, VIRGI1r|IA, IENI{ESSEE, N. CALIFORNIA AND ORDGON: @ntact Drvld Clllct, 45fr) Caqus Dr., stitc lE0, l,Iovport Bcach, Ca. 9266(). Cdl (7t4) 54$8393.

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FROM SOUTHERN CALIFIORNIA: ontact Cul Yur, A)J Occano Dr., los Angeles, C.a. 9flX9. Call(213)t172-31 13 or (?14) 549-t393.

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BTJILDING PRODUCTS DIGEST is u independattly-ownd publicvtion for the rctoil, wholesle and dbtribution levek of the lwnbq and building supply msrkets in 13 buthem slotes'.

September,1983

Dlstrlbutors Meet In Dallas

The 32nd annual fall convention of the National Building Material Distributors Association will be held Nov. 6-9 at Loews Anatole, Dallas, Tx. Conference booths will be located in the Dallas Market Hall, according to Frank E. O'Dowd, executive vice president. Selected resource people have been asked to speak at council meetings which will follow thetheme of "Rebound: Profitbound."

The 7th Annual Van Kirk Award contest for 1983 Wholesaler of the Year will be named after tabulating ballots from retail dealers in the U.S. and Canada. Some 10,000 randomly selected building material retail leaders have been sent ballots to be submitted, indicating the independent wholesalers who do the most to sell and service their account, and who have been the biggest help during the past business year.

Baths Can Sell Homes

A new survey of home builders ranks the master bath just behind the kitchen as the most important room influencing buyers of new homes, townhomes and condominiums. The master bedroom is in third position.

The survey also revealed that builders do not consider "quiet flush" toilets an ingredient which would add sales appeal to their new homes; 9s/o rate them very important; 32t/o called them important; 5990 said they were not important.

The final decision on the quality of bathroom fixtures usually is made by the firm's c.e.o. (44t/o) or marketing director and project manager (22t/o each).

Other statistics in the survey included $s/o of the builders developing affordably priced housing with 34c/o targeting their homes in the medium price range; 169o building for the high end of the market;6s/o producirlg low priced units.

New Roof for Historic Church

With the help of Lowe's Companies, Inc., St. Paul's Episcopal Church, North Wilkesboro, N.C., a 134 year old historic landmark, has a new roof.

Larry Stone, store manager, helped them select the Elk Prestique laminated fiberglass shingles and

located a contractor who could handle the steep incline of the roof which has a 20 in. in 12 in. slope. The randomrut, three-dimensional pattern applied gives a shadowed effect similar to the shingles used when the church was built in 1849.

Yellow Poplar Makes Grade

Timber Products Inspection, Inc., Conyers, Ga., and Portland, Or., has been granted approval by the American Lumber Standards Com-

mittee to grademark yellow poplar framing lumber, according to Lon J. Sibert, manager, lumber division.

Industry Committee Adds 2

The Hand Tool Institute and the Outdoor Power Equipment Distributors Association have been accepted by the board of directors of the American Hardware Manufacturers Association as participants on the Hardware Industry Week advisory committee beginning in 1984.

The Little \lhrehouse infrx<as!

With Willamette building products to go.

Right smack dab in the middle of Dallas and Fort \7orthdeep in the heart of Grand Prairie, at 1200 West N. Carrier Pky., to be exacty,'s'yg got the biggest little warehouse in Gxas. And we're just waiting to fill your orders for top quality sheathing as well as studs.

\7e do all the warehousing for youso all you have to do is give us a call and give us your specs. Thenwhether it's a few units or a truckload - we'll have the goods on our dock ready and waitrng for your prompt pick-up.

So when you're ready to save time and money - you're ready for the biggest little warehouse in Gxas! Phone us today at318.255-6258.

Willamette Industries. Inc.

Lumber and Plywood Sales DivisionPO. Drawer.l100 Ruston, Louisiana 71270

DAVID CUTLER publisher

Chicken Little need not aPPIY rtrHE bad news is that interest rates and I mortgage rates are rising, causing lumber and other wood product prices to nose dive. The good news is that most people are not hitting the panic button. While there is almost universal disappointment, apprehension and concern, most of our sources are taking a calm, measured approach to this latest assault on nerves and finances. As one wholesaler put it, "It's the nature of our business, we'll just have to manage a way to cope. We've done it before, we'll do it again."

Right on! Fluctuations are a normal part of the business. While the last three years gave heavy new meaning to the words peaks and valleys, it was only the severity of them that was abnormal.

No one is minimizing the current wreckage from rising rates. Grim scenarios for the future of the short lived housing recovery are being voiced. But many smack of overreaction. The news is not all bad, not by a longshot. Some of

the best observers see the higher rates as strictly temporary, the result of only modest tightening by the Federal Reserve Board of the nation's money supply. Many hiehly regarded experts see interest rates declining in the fourth quarter of 1983 and/or the first quarter of 1984.

An oft notd support of this theory is the onset of an election year, a sure bet to see the current administration using all its power to hype business. It is comforting that many research houses do not see the government crowding out business from borrowing the funds needed to maintain a strong economic recovery.

It appears at this point, from the best evidence available, that the run up in interest rates is temporary. Given that, the calm determination shown so far by industry members to "find a way to cope," seems professional indeed.

As President Harry Truman said, "If you can't stand the heat, get out of the kitchen."

September,1983

Hurricane Alicia Damage

Thc true grit 1'or rvhich 'fexas is justly known was in arnple evidencc as peoplc in the Gull' Coasr and Houston areas strugglcd to recover lrom the violent u,inds ancl healy rainstorms of Hurricane Alicia. Damagc estimates are in erccss of $ I billion for a large arca of the state arrd tlrc lurnber and horne center ntarkets took their share of the losses.

A weck afler the hurricane struck Augusl l8th, accurate darnage estilnates were not al'ailablc 1'ront Galvest on as telephclnc and other conrmunication lines werc still out. Eye u'itnesses said danrage *as "cver1,uhcre, cveryone sulfered."

Gull Lumber Co., u'hich operalcs a mill and retail faciliry, rvas believed heavily darnaged, according to unconf irrned reports.

In Houston damage ranged bctween minor and hear'1 Tri [-umbcr, a retailcr, had an entire lumber shecl picked up, turned arouncl , then turned over by thc 98 rnile-per-hour winds. Other rcrailers reporting losses includcd Henckcl Lunrber in Hitchcock, 'h., rvlricli had darnage dcscribed as e\tcnsire; Sloan

I-urriber, Santa Fc, (Alta Lorla) losr part o1 its roof ancl inventorl', thouglr t\\'o ne\\ alunrinunt buildings neiir thc nrain location cscaped unscatlted; Sarn Bassett Lumbcr, Houston, Itacl rclol's blow'n aual'; Blalock-\lcCall

LLrnrber C'o., Houston, had roofs ripped totally ol'l'sontc shecls, resrrlting in ertensir,e dantage to lurnber and buildin-e ntaterials stored insiclc. The Soutli Houston l-urtrbcr Co. lvas describcd as "hard hit," though accurate darnage estimales \\'erc not availablc for any firms as t his i sstre ctt' Ru i I d i rt g I) rutcl u c I.s D i gcs t \\'clrt to prcss.

Boisc Cascacle spctkesnren saicl cver\'one ol thcir 14 units in the (ircatcr Houston area sLrl'ferccl sontc damagc. Three units lost their roofs; sign losses and darnagccl inventorv \\'as contmon. \\'orst hit uas tlieir facilitl' on thc Katy Frecway, *hich conrplctcll-'lost the roof o1'l'its sclling runit and partially off its paint sale s area. Thc Boise Cascadc units, like virt Lralll all othcrs in thc industry, werc opcrating the ncrt clal', ctl'ten u illr no tclcphone serr ice or electricit1'and sonrctinres, in thc * orcls ol'one survilor, "w'e ncre practically opcrating out ot a cigar bor, but \\'e \\'ere

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The Truth About '', Loss Prevention t,

By Thomas E. Dyar Loss Prevention Director Builder Marts of America

ANY HOME center and building material dealers think they know about loss prevention. They think in terms of fences, guards, TV cameras and cash registers. They think about locking the gate at night to solve their problems. But they are only scratching the surface. In truth, the large percentage of all security problems are not related to outside thieves-they come from your own employees.

Employees steal five times as much from their companies as outside shoplifters. And the tab from dishonest employees exceeds $50 billion per year.

Let's examine the major causes of employee theft and outline some recommendations to ease this major problem.

Employee theft may start with giving items to friends or conspiring with regular customers. It can include issuance of fake cash refunds or credits, and overloading company or customer trucks.

Theft continues with unposted sales invoices, unauthorized credit memos and voided customer sales tickets. Other potential losses relate to employee purchases, CODs, direct shipments and cash handling. And remember that anything that can be stolen with a pencil or by hand can be "harvested" with a computer.

At the gate, losses may stem f?om

the absence of or improper load checks, poorly controlled shipping and receiving operations, and special orders not being handled properly. Undocumented inter-yard transfers may save pennies in paperwork but may cost thousands in disappearing inventory.

While it's true that employees steal, owners may give them the opportunity. Managers often "make it easy," and don't realize what's happening until the books won't balance at year-end.

Losses can be discouraged through a proper management attitude and a visible effort. Here, tight controls and procedures, required documen-

Story at a Glance

Employees steal five times more than shoplifters . . pro. per management attitude can deter lheft. constant surveil. lance, control necessary.

tation and creating the image of a "tight ship" will truly discourage losses. Hire good employees, conduct background investigations, and maintain the kind of climate that encourages employees to stay honest. Remove the opportunity to steal and half the battle is won.

Looking closely at someexamplesone significant loss exposure relates to not posting a customer sales invoice. Remember that a sale is worthless until it's listed on your books. Builder Marts recommends the following posting procedures to help slash opportunities for losses:

o All unposted manual charge customer sales invoices should be protected during working hours and secured in a safe or vault after closing.

o Each sales ticket must be accounted for.

o Posting should take place daily.

o One employee shouldprepareadding machine control tapes before another posts the invoices.

o If computers are used, but manual tickets are written, batch totals should be compared to computer totals after the posting process.

o Audit regularly. Remember that auditing helps locate errors and awareness of a proper audit procedure keeps employees honest.

This dealer prefers to stage its own ceiling, floor clinics

HEN it comes to staging doit-yourself clinics for consumers, the folks atThe Home DePot would rather do it themselves.

The traditional approach to clinics is for a retail establishment to call in vendor representatives to conduct them. But the Atlanta, Ga., based building supplies chain decided it would be better if its own sales force taught customers how to install ceilings, floors, countertoPs and the like. Vendors were enlisted not to teach customers but to teach the salespeople how to teach customers.

A total of about 2,000 PeoPle attended the clinics held at eight Home Depot stores in Atlanta and Florida. Sales increased the month following the instructional series. And com-

pany officials predict long-term sales increases as a result of its clinic program.

But why hold do-it-yourself clinics yourself? Why not leave them to the vendors? There are two good reasons, says Home Depot's personnel training manager, Jim Herman.

The first reason is that vendor reps who customarily teach clinics are "technical types" used to dealing with store buyers. Home Depot staffers, on the other hand, spend their day relating to retail customers, answering their questions and translating trade jargon into "common, everyday language."

The second, and perhaps more important, reason is that no matter how good the vendor reps are at conduct-

ing clinics, once the clinics are over, the reps are gone. "What does the customer do? He has to turn to our salesman anyway," says Herman. "So why not establish that rapport and confidence right away between the customer and our people?"

"Our people are going to be here day after day. The obvious thing to do was to teach our own people to handle the clinics."

Six salespeople at each of Home Depot's eight locations were trained to act as clinic conductors, or "Pros," as they are called. The vendors selected to provide the training in various product categories included Armstrong (for ceilings), American Woodmark (cabinets), Glamor Top (countertops), Wallco

D0-|T-Y0URSELF approach to d-i-y clinics is taken bv The Home Depot which has lour stores iil Atlanta, Ga., and tour in South

Florida. Clinics are conducted by sales people lrom the stores who have been lrained by vendors. About 2,000 people altended the

recenl in-house sessions 0n installation 0f lloors, ceilings and counlertops.

September,1983

(wallpaper) and Design Brick (artificial bricking).

A six-week advertising blitz paved

Story at a Glance

Southeast chain initiates d.i.y clinics using store personnel as instructors staffers relate well to customers . exceptional response with in. creased sales.

the way for the clinics, which were held Friday through Sunday at each location. There were radio spots and full-page newspaper ads. Three pages in one of Home Depot's periodic catalogues were devoted to clinic news. A special mailing was issued that included product stuffers from each vendor, measuring grids and price-incentive sheets announcing all the clinic times.

Prices on clinic-spotlighted materials were reduced by as much as half. To set them apart, clinic Pros

DECKING FENCING

wore special aprons and handed out special business cards.

Training took place about two weeks before the actual clinics. "We picked good people to be the Pros," says Herman. "We picked people who are good public-relations speakers with a real sense of the

materials and a good degree of selfconfidence. People who can work well one-on-one. or one-on-100."

Schooling began with vendor marketing reps and Home Depot officials exchanging ideas on how to

(Pleose turn to page .?8)

Rednood

TIMBERS to 30' HANDSPLIT PRODUCTS

o On Site Miiling

o Custom Patterns

. Specified Tallies

o Rail & Truck Shipments

"Our competition isn't standing stitl . . that's why we're always one step aheod."

H0ME DEPOT'S personnel trainino manaoer Jim Herman (right) and Michelie Land'1s, Armstrong World Industries, Inc. marketing

representative, inspect a ceiling installation kit, 0ne of the training tools used in the home center chain's d-i-y clinics.

The growing importance of effective retail displays

lll/ITH do-it-yourself Projects UU accounting for almost onethird of an estimated $31 billion spent by consumers on home improvements, retailers who want to tap this market can analyze new motivational factors which have spurred its growth.

A recent survey of homeowners revealed that the desire to save money is not the only factor. The pleasure derived by the d-i-Yer in physical labor, and the ability to perform minor work as well as or better than professional contractors, are also prime motivators for do-it-yourselfers. The survey also showed that homeowners are no longer intimidated by electrical repalrs.

As a result, this has created important new opportunities for the home improvement retailer.

"We're bullish on the d-i-y market," says Ted Kramer, consumer sales manager for General Electric Co.'s Wiring Device Department. "statistically, sales in the building materials portion of the do-ityourself market and electrical pro-

ducts will exceed new construction this year."

To help the consumer buy and the retailer sell, Kramer cites the need for manufacturers to provide total merchandising programs that make

Story at a Glance

Packaging important to d-i-y sales . must aid customer in selection .. . give instructions ... convey qualily ... displays increase impact.

good use of a retailer's space, generate sales and aid the consumer in making his selections.

With the diverse levels of experience and sophistication of the do-it-yourselfer, manufacturers are realizing product packaging must be tailored to fit customer needs. Kramer says he sees the current trend'in packaging-carded, boxed

and bulk-continuing. "Highvisibility carded items help educate the customer. The product is clearly displayed for his examination, and complete installation instructions and electrical ratings are on the package. High-visibility packaging is store-proven to stimulate impulse buying."

He adds bulk items are for the more knowledgeable do-it-yourselfers, affording the best buy while lending an atmosphere of abundance and economy to a display. With individually boxed prestige, multi-piece and large items, both the retailer and the customer are assured of good product.protection. And the storeowner can utilize his space for greater display density. Appealing box packaging, Krarner says, conveys to the buyer a sense of confidence in the qudity of the product he is buying and convinces him of the astuteness of his purchasc.

Retailers should make maximum use of the various merchandisers and displays available for greater point-of-purchase sales. Kramer says merchandising vehicles are available in enough sizes and configurations to be spotted just about anywhere in a store, allowing the retailer flexibility to upgrade and build upon his display system as needed.

Effective use of displays and merchandisers increases the impact of packaging, according to Kramer. Compact merchandisers can be easily situated for selected product cross-selling in high-traffic areas or for drawing maximum attention. Seasonal displays help keep the retail outlet upto-the-minute year round.

Kramer explains the most effective displays for on-the-spot consumer sales are point-of-purchase pieces that educate, and sight-andsound demonstrators that invite hands-on product operation.

"The do-it-yourselfer is becoming increasingly more sophisticated," Kramer says. "He's able to handle more complex jobs. The emphasis now is on display programs that are attractive from the retailer's point of view and educational for the consumer."

C0IITEilP0RARY merchandise presenhtion using smoked PVC bin panels to u@te the appearance of bulk merchandise is part of th€ continuing program of merchandising improvement undertaken by General Electric Co.

Sloppy handling can kill sales

aIIARELESS handling is disastTtrous ro many products. You can protect your investment in merchandise and keep your customers impressed with your company's quality by training your employees in proper handling techniques.

Plywood and other structural wood panels, for example, are engineered products with excellent dimensional stability, bond durability and structural properties, but these positive characteristics can be killed by sloppy handling. Employees should be trained in and expected to follow the basic guidelines illustrated in this article to insure the best performance and maximum durability for customers.

Use this information as a script for handling classes. Make copies of it and post prominently or include it in your training notebooks for employees. Check your storage area to make sure that it is in good condition for storage and equipped with materials necessary for proper handling.

HANDLING

Handle panels carefully. Avoid dropping them on edge, which may splinter or chip corners. Although such damage won't affect the struc-

tural capability of the panel, it can add to the customer's in-place repair costs. Be especially careful to protect the edges of tongue-and-groove fl oor and shiplapped siding panels.

If you expect to move a stack of panels with a forklift, place it on a pallet or bunks when it is received to avoid damage from fork tines.

Panel stacks transported on open truckbeds should be covered with standard tarpaulins. Panels arriving in open rail car shipment should be protected with "lumber wrap" to avoid extended weather exposure.

STORAGE

If possible, panels should be stored in a warehouse or under a roof, especially if they won't be sold soon after being received. Keep sanded and other appearance grades away from open doorways, and weight down the top panel in a stack to avoid any possible warpage from humidity. If moisture absorption is expected, cut steel banding on panel bundles to prevent edge damage.

If panels must be stored outside, select the driest and highest ground available. Stack panels on a level platform supported with 4x4 stringers or other blocking. Never leave the

Pad corners with rags.

platform in contact with the ground. Use at least three full-width supports along the 8 ft. length of the panel-one centered and the others 12to 16 in. from each end. Keep the area free of grass and debris that could wet or contaminate the panels.

Cover the stack loosely with plastic sheets or tarps. Anchor the covering at the top of the stack, but keep it open and away from the sides and bottom to assure good ventilation. Tight coverings prevent air circulation and, when exposed to sunlight, create a "greenhouse" effect which encourages mold formation.

Story at a Glance

Train employees in handling procedures enforco proper molhods... build library ol in. formation.

PROBLEM PREVENTION

Most structural wood panel problems are the result of insufficient protection from moisture, incorrect panel specification, or improper application. The guidelines presented here can do much to prevent such problems from ever occurring for your customers.

C0RRECT

Stretch film over stack

Lay two 2x4's on top of stack.

is shown in this APA third step in properly structural panels. and secure totiedown stakes.

on delivery costs

How you can save G; a,

Costs hove been spotlighted recently os dealers pare expenses to moximize prof' its, but one expense often not considered is the cost of delivery.

Considered essential, the outgo is underrated by many. Wolly Lynch, president of Builders Express in Dallos' Tx'' thinks this is wrong.

To prove his theories, LYnch, while talking with us, offered to answer ony questions readers might have on the value of minimizing delivery costs ond proce' dures for instituting cuts.

Ifyou have questions on delivery costs, see the box accompanying this article for the way tofind answers-ed.

Q: Should the Interstate Commerce Commission (at the National level) and similar State level authorities that set the rules and rates, and enforce them, be completely disbanded? If not, whY not?

reason. Generally, the specialist is better than the generalist at a given specialty. The chains, like Penney, Wards, Sears, etc., have long recognized this and make use of contract delivery. For what appears to be lack of knowledge, decision making information or emotional reasons, these economic benefits are not widely recognized or pursued by most dealers.

At the peak of its regulatory powers the Federal agency only mildly concerned itself with deliverY crossing state lines. States charge trucking companies fees ranging from $50 to $500 for deliverY authorities purchased and require some reporting annually. The elimination of regulation of contract delivery in Florida in 1980 has not widely expanded its use. lt has lowered its cost there even further and would do the same nation-wide were all states to de-regulate. Those who take time to get the decision making information and act upon it

unemotionally will continue to benefit from contract delivery whether regulated or not. It appears, as presently constituted, the ICC, et al, will have little bottom line effect on delivery whether they continue to regulate or are eliminated entirely.

Q: Are there anY industry standards on delivery performance published or available anywhere that you know of!

A: Although these government organizations are broad based and powerful, in the area of delivery of materials from the dealer's yard to the customer, they are virtuallY without portfolio. The only time they become involved is when the dealer replaces drivers on his payroll and trucks his companY owns with a contract delivery oPeration.

Transporting for a Price, hauling for hire or contract delivery, dates back to antiquity and pre-dates any Federal or State regulatory body this country has ever known. It, no doubt, came about for economic reasons and obviouslY remains in favor to this date for the same

A: Unfortunately, no and for all the wrong reasons. For the most part delivery information is so deeply imbedded in the Neanderthal age that most companies won't even afford delivery its own identity on their P & L statements. Delivery consistently and demonstrably costs dealers from l89o to 2590 of their daily operating expenses, yet few identify their numbers much less publish them.

Each year figures are made available by the Hertz Company on operating costs of vehicles, including 2tlr ton trucks it rents and leases. The cost per mile on these delivery trucks is cited without operator and other miscellaneous costs incurred in delivery and varies annudly. One figure, however, that stays consistent each year is miles driven. Consistently, over the yean, these vehicles have been operated, on average annually, 15,(XX) miles.

If the thousands of delivery truck renters and leasers representing the Hertz Company's mileage figures are indicative of the lumber dealer's

Story at a Glance

Expert fields questions on delivery costs ICC has little inlluence yehicle utilization cost ellective . . . oYer equiP. ping prevalenl.

truck use as well, and there is every indication that they are, the numbers are appalling. Drive

MPH at Per Day Daily Hn. Rate 15,fl)0Miles (255) 7A-5P

25 600 2:21 10:00

30 500 l:58 10:00

35 430 l:41 10:00

If your company operates more hours a day, or more days per year, the numbers are even worse. Granted, vehicles are tied up while being loaded and unloaded as well as during maintenance and refueling, but compare the Hertz time with the performance averaged from the contract delivery side of our business as a frame of reference. Drive

Q: How do you determine what trucks are right for your delivery operation?

A: There is no exact formula, but a few of the right bits of information can help. First, identify what your equipment is hauling. The pertinent questions are how long is it and what does it weigh. Second, attempt to determine the sales value of each of your deliveries. Third, how full are your trucks when leaving the yard.

the mountains, which required l0 wheelers to handle the weight and the incline. On this basis, his standard equipment for the yard was three l0 wheelers which, in essence, he really needed less than l9o of the time. Obviously, his company was over equipped and would have been much better off to make two trips monthly with smaller equipment.

The issue is not who is better, but rather what happens to vehicle utilization when delivery is managed. Check your trucks. Would you want figures like yours published?

We did such a study for one of our clients operating eight 2% ton dump trucks with 16' beds. Their trucks, for a peak 30 day sales period, left the yard 600/o empty. Ninety-five percent of what they delivered was l2' long or less. Because this company was concerned with customer service rather than cost, the average sales value of each delivery was $438.15. A simple answer was to replace the eight 2V2 ton trucks with one ton units 12' long. They cost about one-half to purchase and generate twice the miles per gallon of fuel.

Another client, about once a month, sent framing packages into

Over equipping is prevalent. The scissor bed truck with out-riggers at a 250/o or 3090 up-charge over the standard dump is often purchased to deliver products that produce less than 590 of total sales. Don't over equip, and don't let a truck salesman decide what your needs are. Determine what use will be made of the trucks in your yard 9090 to 9590 of the time they are in use.

Questions on delivery costs? Send them to this magazine at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Wally Lynch will answer them in future issues. This is your chance to take advantage of his expertise in cutting your delivery costs.

Crown Zellerbach is building a $30 million wood products Plant near McComb, Ms., Production to start in late '84 LouisianaPacific has acquired two idle TMA Forest Products facilities, a sawmill in Evergreen, Al., and a plywood plant in River Falls, Al.; lhe So. Div. at Conroe, Tx., will reopen the mill and hold the PIYwood plant as a Possible location for a new Waferwood opera- tion...

Boise Southern an d the Carpenters Union have reached a 3-year wage agreement effective at the Oakdale PlYwood Plant, the Florien PlYwood Plant and the Fisher Lumber Mill, all in La. Champion Internotional Corp. will distribute Weldbord manufactured bY the RoY O. Martin Lumber Co., Martco plant, LeMoyen, La.

Templeman Industrial Lumber, Inc., New Orleans, La., has closed . Scholl Forest Industries,lnc,, Houston, Tx., has opened an office in CorPus Christi, . Cherokee Forest Pro' ducts, Inc., is the new name for Replogle Lumber Co., Inc., Henry,Tn....

Capitol Products Co. of Dallas, a newly formed indePendent distributor located in Garland, Tx., has been named a distributor for CaPitol windows . . . Metro Window Co., Norman, Ok., is a new distributor for Capitol Windows in the Oklahoma City metro area

Norfolk Southern CorP. and Southern Railwoy are converting 500 surplus boxcars to flatcars with piggyback trailer capability Quazite CorP' has been formed in Houston, Tx., bY Lone Star Industries and Shell Oil Co. to develop, produce and market Quazite, a new construction and architectural material

The industrial/construction div. of Black & Decker.Inc. will change its name to the professional products div. effective Oct. I . . . Carlan, Inc. has been renamed Rubbermaid SpecialtY Products Inc. and moved to Statesville,N.C....

The Home Depot,Inc., which recently opened a Tampa, Fl., store, plans a fall opening of a Clearwater unit ScottY's, Winter Haven, Fl., was l8th with $308 million in revenues on the top 20 Fl. firms list compiled bY Florida Trend magazine .

East Coast Lumber, Vero Beach, Fl., has opened a new store, replacing one built in 1952 . . . MacDaniel Builders SupplY, Inc. is new in De Queen, Ar. Railroad Lumber Co. building supplies warehouse has been opened in Dallas, Ga., by Neal Black, owner of Black Sawmill; Charlie Black mgr. . .

Alomo Lumber Co., an Alice, Tx., building material center since 1909, has moved into a new 20,000 sq. ft. building with 7,000 sq. ft. of air-conditioned retail shopping Bill Jones and W.J. Barthel have sold Pocahontqs Lumber Co., Pocahontas, Ar., to Tim Snow and Charles Brooks . .

Pork Corp., South Charleston, W.V. has purchased the Winnfield plywood plant and sawmill from Manville Forest Products Corp., West Monroe, La. Southwest Forest Industries Inc. plans to expand its sawmill in Graceville, Fl. KentuckY Lutnber Co., Louisville, Ky., has closed after 52 years .

Hechinger Co. will open stores in Durham, N.C., and Sterling, Va.. this month . . . W.R. Grace & Co. expects to expand with 20-25 new units this year Several new Texas stores are on the drawing board for Payless CashwaYs

Spence r L um ber Co., Choctaw, Ok., has been renamed SPencer Building Supply by owners Herb Large and Albert Belflower . . Sco//y's is building new units in St. Petersburg and Vero Beach and a replacement store in Big Pine KeY, part of the 8-10 new units they expect to add this year . .

Kentucky Lumber and Building Material Dealen Association and Kentucky Ready-Mixed Concrete Association are among l6 professional societies and trade associations forming a new liaison group, the United Construction Industries Forum, headquartered in Frankfort,Ky....

The American Hardwood Monufocturers Association, the National Wholesqle Hardware Association and the Nationol Retail Hardware Association are discussing the possibilitY of a recommended product code standard for the hardware/hardlines industry

The Asphalt Roofing Manufacturers Association is anticipating the best year since 1979 with shipments of 73 million squares this year . Southeast hardware sales for June were uP .590 from May (latest figs.) and 2.9s/o from the same period in 1982 . . Hardwood lumber production for JulY was up 590 from June, 3690 over lastJuly...

July housing starts declined for the second month in a row, sliPping .60/o from June, to a 1,741,000 unit seasonally adjusted annual rate . Starts of -mult ifam ily units rose 2 I Vo chiefly due to a hot apt. market in Texas July building perritsclimbed for the fourth month in a row

Dallas/Forth Worth, Ix., led second quarter 1983 housing starts with a total of 26,254 units, a l39o/o gain over 1982, notes a F.W. Dodge report . . Houston ranked second with 17,475 housing units, a 24s/o droP from its 1982 performance . Atlanta was up 52s/o at9,206; TamPa/St. Petersburg, up 8690, 7,097; Austin, up 30790, 6,860 units . '

All Wood Not Treated Equal

Ten U.S. and Canadian pressuretreating companies have joined to conduct an educational campaign aimed at broadening knowledge among specifiers and users of the performance capabilities of treated wood.

The new group, the Chemonite Council, notes that industry standards prescribe specific penetration and retentions of preservative for ground contact, fresh water and salt water applications. In practice, however, many purchase orders permit treatment to "refusal." In the case of several hard-to-treat types of wood (green and dry Coast Douglas fir, Englemann spruce, Eastern hemlock, green Hem-Fir and green Northern, Southern and Western pines), with any waterborne salt other than Chemonite. treatment to refusal means penetration of only a few millimeters, not much more protection than would be afforded by a coat of paint.

The hard-to-treat species do accept effective treatment with petroleumsolvent creosote or pentachlorophenol, but the oily residue

makes the product unsuitable for many applications.

To assure accepted standards of penetration and retention are achieved, Chemonite Council plants maintain quality control labs in which increment borings are finely ground, compressed and analyzed by modern laboratory techniques. In addition, quality of treatment is certified by the American Wood Preservers Bureau. Through a broad-based advertising and communications effort, the Chemonite Council hopes to educate purchasers and specifiers that hardto-treat woods are doomed to early failure with severe exposure to insects, decay or marine borers if they are treated with waterborne salts to "refusal, "

Members of the Chemonite Council are Domtar Chemicals Group, Wood Preserving Division; MacMillan Bloedel Limited, Wood Preserving Division; J.H. Baxter & Co.; McCormick & Baxter Creosoting Co.; McFarlandCascade; Penta Wood Products, Inc.; Port Huron Truss, Inc.; Southern Wood Treatment Co.: John C. Taylor Lumber Sales, Inc., and Wyckoff Co.

HVAC Buyers Want Short Payback

Trends in residential spaceconditioning equipment point to increased interest in energy efficiency and a more active role on the part of the homeowner in the purchase decision process, according to a study by Hayes/Hill, Inc., and the Gas Research Institute.

The study revealed that purchasers of heating, ventilating, and airconditioning equipment are willing to pay more for energy-efficient products provided that the first-cost premium can be recovered through lower operating costs within a payback pe{iod of about three to five vears.

Promises, Promises

When a customer is promised something, the dealer should write down the request in front of him. Then, follow up on it as soon as possible. Studies have shown that a customer will remember a business by its reliability. If he is let down, he'll remember that too.

CALENDAR

Nm'*v

beautiful homes!

Coastal Lumber Company's Trdewater Red Cypress, a wood of supreme durability and beauty. is in plentiful supply in the swamp lands of the southiast. A favored wood for both interior and extenor uses, Trdewater Red Cypress is adaptable to today's structural desims in home and indusfy. Coastal Lumber. a leading productr of Tidewater Red Cypres, offers kiln dried cypres siding, paneling. fence boards and decking with a rustic or resawn face. Tidewater Red Cypress, "the wood eternall'is the wood for N0W!

Coastal Lumber ComPanY has

a full line of 'l'idewater Red

9yPt*..thrdwood.Southern

YellowPine'Perma-Tieate TiUmtDf Tieatedlumber,andHywood Products in truckload or car-

ioadquantities.Forfurther

informationcontact:

Coastal Lumber Co., P0. Box 829, \A,bldon, NC 27890 Phone: 919/536-421 1

SEPTEMBER

Southern Hrrdwood Imbcr Mrnufrcturen AssocirtionSept. 12.14, meeting with Congress, Washington, D'C.

Wrltace Hardwarc Co., Inc.Sept. 14.15, market, Gatlinburg Civic Auditorium, Gatlinburg, Tn.

Florida Lumber and Building Mrterial Deders AssocirlionSept. l4-16,63rd annnual convention and exposition, Orlando Hyatt Hotel, Orlando, Fl.

Southeastern Lumber Mrnufacturers Associrtion - Sepl. 15-17, annual meeting, Colonial Williamsburg Hotel' Williamsburg, Va.

Builder Marl of AmericaSept. 19, consumer sales and package selling seminar, Atlanta, Ga.; Sept. 21, Memphis, Tn.; Sept.22, Dallas, Tx.

Herdwood Eooring Instrlletion Sctool-Sept. 1$a3' Cook Convention Center, Memphis, Tn.

Builder Marl of AmericaSept. 21, advertising concepts and planning seminar, Greenville, S.C.

Mid-America Lumbermens AssocietionSept.2&24' Arkansas l.umberfest, Riverfront Hilton Inn, N. Little Rock, Ar.

ParisDunlap Hardwrrc Co. - Scpt. 24-25, market, Georyia Mountain Center, Gainesville, Ga.

National Hardwood Lumber AssocirtionSept. 2G2t,86th annual convention. Sheraton-Boston Hotel, Boston, Ma.

OCTOBER

S & T Industtic, Inc.Oct. &10, fdl & wint€r market, Kentucky Fair & Exposition Center, Louiwille, Ky.

Ace Hrrdwart Corp.-(h. &11, fall convention and exhibit' Louisiana Superdome, New Orleans, La'

National Lumber and Building Material Deders AssocietionOct. 9-12. 67th annual convention, The Pointe Resort, Phoenix, Az.

Herdwood Plwood Mrnufectuttts Associrtion -Oct. 12"14. fall meeting, Buena Vista Pdace, Orlando, Fl.

Americrn Herdwert Mrnufrcturen Asocietion & Nrdond Wholesde Herdwere AssocietionOct. 12.15, national hardware convention, Hyatt Regency Hotel, Chicago, Il.

Wood Machinery Menufecluers of Amcricr-Ocr. l&2lf' fall m€eting, Hyatt Regency, Crystal City, Arlington, Va.

Architectunl Woodwott InstituteOct. l$22' annual convention, Opryland Hotel, Nashville, Tn.

Southern Fortst Products Associrtion-Oct. 226' annual meeting, The Homestead, Hot Springs, Va.

Tennessee Building Mrtedd Associrtion-Oct. 3l-Nov. 3' annual convention, Hyatt Continental, Acapulco, Mcxico.

Want to sce your organization in print? Scnd us information including date and place on your ncf,t meeting, convention, or social cvcnt for thc Calcndar. Pleasc make sur€ that we receive it rt lctll dr weeks eheed of thc drtc and bc sure to includc your name, address, and telephonc numbcr.

TRUST

People who dealwith us nealize they can put their tnust in Amenican Intennational Forest Pnoducts. We build positive customer relationships by insisting that all of our people maintain a peenless standand of integnity. We stand behind oun people and ourpnoducts. You can nely on us.

Products we sell include dimension lumben and mixed boands of all types, Souther.n yellow pine, nedwood, cedan, shakes, shingles and plywood.

Our commitment to the highest ethics means you can tnust us to pr.ovide you with the pr.oducts you want, the way you want them, at competitive pr.ices.

AMERICAN INTERNATIONAL FOREST PRODUCTS, INC.

P.O. Box 41 66, Porcland On. 97208

Toll free number: [8OOJ 547-1166 In Oregon: [8OOJ 452-1558

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

1'1650 lberia Place San Diego, Ca.92128 you must starl your unloading boxcars."

RADITION! Remember the song

I "Tradition" from "Fiddler On the Roof"? I've always had mixed emotions about those lyrics. While I find tradition warm and comforting in culture, I've been bothered by tradition in business. I've always considered tradition in business as a deterrent to progress. I've always had a fear that as I matured, I too would succumb to tradition. Most of the time I've been able to accept change. This week I found it difficult.

The home center and lumber and building material industry has been fraught with tradition. I've seen, and sometimes been a party to, the overthrow of some that had made "lumberyards" poor retail merchants. I've watched other traditions remain unbudged' ln the traditions of the lumberyard of the 1960 s it was dictated that:

o "To be a successful lumberman

o "Paneling is sold by foot. "

career by the square

o "Lumberyard store hours are 7:30 to 4:30 daily and 7:30 to noon on Saturday. "

o "The retail lumber business is recession proof."

O "Offer your own credit terms. Visa and Master Card are unnecessary. "

a "Customersmust not bepermitted to select their own dimension lumber from the bunks."

o "Do-it-yourselfers do not install roofing."

o "To have a comPlete selection, paneling must be stocked in 7 ft. and 8 ft. heights."

a "Plumbers don't shoP in building material stores."

As a consultant, the one tradition I've perpetuated is "Guard your lumber im-

agefor ns goes lumberso goes the rest of the store. " I learned that in my early days at Forest City in Cleveland. As we opened new stores we took extreme care to visually merchandise the floor with a major representation of lumber and building materials. Our store layouts dictated that lumber & building material display occupy 5090 ofthe store up front immediately left or right of the store entrance.

Some years I left unspent huge amounts of accrued major appliance coop advertising so as not to overshadow our lumber image in the newspaper. We were even able to accurately project the growth pattern of new stores by whether the new store manager came from the lumber or non-lumber side of the business. Those new units whose store manager was lumber-experienced matured faster.

Well, this week the company announced that the Forest City stores will be reformatted and that product emphasis will be changed to offer their cu$omers what their current surveys indicate they are seeking elsewhere. Lumber and building material will no longer occupy their previous share of floor space.

The company decision is most likely very considered and will probably prove profitable, but it's still a difficult one for me to accept. I kind of liked that old tradition. It sure wore well when success was measured in millions of dollars of retail volume.

It's evidently a very different game in the hundreds of millions of dollars ballpark. But then again, maybe we're not talking about the lumber and building material business nnymore.

National Dealer Convention

The 67th annual convention of the National Lumber and Building Material Dealers Association at The Pointe, Phoenix, Az., Oct. 8-12, will follow the theme "Pointes to Progress. "

"This convention is just one more step in the momentum this industry and the nation are experielicing during this economic recovery," says Dean K. Leaman, chairman. "The program includes many fine speakers and a number of timely topics designed to help you, the building material retailer, keep the recovery momentum going through the rest of the decade. "

In addition to committee meetings, there will be a series of dealer services workshops touching on selecting new products, new locations, cutting delivery costs, passing on the family business and doing a better job of selling.

Speakers will include William J. White, president and c.e.o. of Masonite Corp., Art Linkletter and Robert H. Michel, Republican leader in the U.S. House of Representatives.

Remodeling Remains Strong

As the nation's housing industry pulls out from its worst slump since World War II, remodeling will continue to be an important adjunct to the new and existing home market, panelists at a National Association of Home Builders economic conference said recently.

Michael Sumichrast, senior staff vice president and chief economist, NAHB, predicted that residential property owners would spend 947.4 billion this year on the remodeling, maintenance, and repair of their homes. When non-residential upkeep and improvements are added, remodeling expenditures in 1983 could total $82 billion, exceeding the $63 billion expected to be spent on the construction of new homes.

As a result of the cyclical nature of the home building industry and the depth and duration ofthe latest housing recession, greater numbers of builders have begun to diversify their activities into the remodeling and rehabilitation area, he said. About 37s/o of the NAHB membership was involved to some extent in remodeling during 1982, compared to only ll9o in 1969.

Donald Spear, editor and publisher, CMR Associates, said that the resale market was the driving force behind the remodeling industry and that rqsidents who had lived in their homes six years or less were responsible for half of remodeling business. Remodeling activity had declined during the past recession in tandem with declines in existing home sales, he said.

In inflated dollars, remodeling per unit in 1983 will rise to about $650, according to Paul Rappaport, president, PNR & Associates. However, the market is leveling off and "the future doesn't look bright in terms of constant dollar expenditures."

Liquidation Plan Proceeding

When the Masonite Corp. spun off its timberlands and mills into a limited partnership called Timber Realization Company, it had a five year period in which to accomplish the liquidation. The proceeds will be distributed proportionately among the Masonite shareholders who became limited partners in TRC when the new company was formed.

Now, approximately one year after TRC's formation on August 26, 1982, a little less than half the timberlands in the South have either been sold or optioned. Great Northern Nekoosa recently took a $10 million option on 3590 of the total of all timberlands held by TRC's Southern Lumber Division. The option is expected to be exercised early in September. All of the division's timberlands are in Mississippi. Western timberlands are not involved in these proceedings.

Two of the sawmills have been sold to Southern Lumber Co., a Jackson, Ms., company formed recently by Floyd Sulser and William Dearman. The mills are in Crosby and Hermanville, Ms. The Crosby facility includes a treating plant.

The mills in Hattiesburg (which includes a treating plant), Wiggins, Laurel, and Quitman, Ms. are currently being operated by TRC's Southern Lumber Division. They continue to operate the cypress mill in Thibodaux, La.

Aeroquip Tie Down Systems for Flat Bed Trucks

STRAP ASSEITIBLY 491712A M5 27' x 132" 50(Xl lb. cap. Sale Price 320.(X1 ea.

FE8048.1

FE8O46-8 (wllh set screws)

STRAP ASSEMBLY FEl3204P32/&015 il10

27' x 13/" . 10,(X)0 lb. cap. Sale Prlce 325.(X1 ea.

Lumbermen'c Assocladon of Texac

P.O. Ad 5515, Aodr, Tr. 7t76 (5r2) at2'rr9a

TEXAS TOPICS

JOE BUTLER, SR. €fiecutlve vlce preddent

HE FOLLOWING was PrePared bY our attorney, Robert C. Bass, Jr. for

disclaimer language for "take-offs" of building material estimates. The language should be added in a conspicuous placeon theestimate and in bold or clearly noticed type or print.

LOUISIANA OUTLOOK

lrgPgPlS from our state and the JI nation indicate sales are good to excellent in some areas; others are crying the blues.

We believe the national figures are somewhat exaggerated and that the same conditions will prevail until such time as the oil industry improves and begins to move. A positive attitude and strict control should be top priority.

Material prices are softening somewhat, thank goodness. A continued series of price increases would have killed any chance of an orderly and stable recovery. Most prices are negotiable and should be watched carefully. Using cost of goods instead of replacement cost as a price base is a good way to go broke.

The Louisiana State Housing Finance Authority has called for a meeting of

lenders to discuss the feasibility ofa $100 million state wide, low interest bond issue. Will advise final results.

"DISCL./UMEk Thb cstimrte is dcdgpcd nldy to pmvide Oe C-ontrrctor/Custoncr witl e rough estinrte of thc rmut of mlcrid uscd in lhe given pmfect. Thc mrtcrid estinrte rill bc brscd upon celcuhtions or detr Pmvftlcd by tte Contnctor/Qtoncr ud such estimrtc lss[mcl' rmotr8 other lhlngg, normd rnd typlcd building end conrtruc{ion techniqucs. The rtud rmount of mrterid used nry vrry from llc mrterid cslimte duc to r nnber of fectors. Conrcquentll' NO REPRITIENTATION OR WAR. RANTY HAS BEEN MADE THAT THE ACTUAL AMOI.'NT OF MATERIAL USED WILL NOT VARY FROM TIiE EiTI. MATE.''

The above noted disclaimer language should appear in a promincot, conspicuous place on the written estimate. Merely placing a sign in the store will probably not suffice. Also, there can be no guarantee that a court or a jury would not find a dealer liable when the dealer was negligent in his calculation, irrespective of the disclaimer language. Check with your attorn€y for verification.

FLORIDA SCENE

JOHN D. GARTEN execudve dlrector

f HE uaIN Evenr, taking place at the I Orlando Hyatt Hotel Sept. 14-16, is a sell out with 133 exhibitors from across the nation.

Registrations came in record numbers

and all indications point to another grcat convention. Archie Brott is chairman of the committee with Holden Welsh as vice chairman.

Further details on this63rd annualconvention/€xposition will be rcported in a future column.

execut{ve vlce preel&nt

Flortda Lumb€r and Bulldlng Matedal Dealer Accocladon P.O. Bq t125. OrLndo, Fl. !a!sa (S) 6aa-O:Ill

Loulclana Bulldtng Materlal Dealer Ascocladon

P.O. Ad l$5f7, Brto Rogc, b. ?llflll (fl)|) 9274317

ARKANSASA OKLAHOMA

€tr€c||tftre vlce preddent

THE ARKANSAS Supreme Court

I has ruled that consumer credit, in effect, is tied to the Federal Dscount Rate. Amendment 60 removed the constitutional interest rate limit of l09o and established a l79o limit on consumer credit. The court ruled, however, that, while the upper limit was 1790, it had to "float" no more than five points above the discount rate. This means that every time the discount rate changes, consumer interest rates must also change. Dealers with open-end charge accounts could charge up to 13.590 today, but ifthe discount rate changed tomorrow, the interest rate would also have to be changed.

We are concerned, not onlY about a dealer's capacity to handle the bookkeeping involved in a floating rate, but also about the legality ofinterest already changed on credit balances on the assumption that the full l79o rate was allowable. As far as we know, most

dealers have generally kept their rates at the old l09o ceiling since Amendment @ was adopted, pending the lawsuit's outcome. Until this issue is settled, we suggest staying there a while longer. Retailers are required by law to give l5 days notice before raising their interest rates.

At the time of this writing, the issue was being bounced back to the courts via a petition for rehearing. If that fails, an amendment to Amendment 60 might b€ presented in a special legislative session and then put to voters at a special election or the na(t general election-if a constitutional amendment can be put to voters at a special election.

All this is for the legal experts to decide, but it appears that, until some decisions are made and the confusion in the language of Amendment 60 is clarified, consumer credit in Arkansas will be literally in a state of suspended animation.

The toughest ticket in Oklahoma this

year is a ticket to see the Oklahoma Sooners play the University of Hawaii Rainbows in Honolulu on Saturday, Dec. 3, 1983 but we've got a block of lfi) tickets just for lumber dealers. That's only a part of it!

We've put it all together in an eight day-two island (December I to December 8) package which includes: round-trip air fare between choice of Oklahoma Gty, Tulsa or Kansas City and Honolulu; four nights superior first-class hotel in Waikiki at Queen Kapiolani; special tour briefing and coffee Frrst morning of tour; reserved ticket and transportation to and from the game; victory rally with appropriate native refreshments; airport transfers and baggage handling in Honolulu and Maui; three nights superior hotel on the beach in Maui at the Kaanapdi Beach Hotel; inter-island air to Maui via Hawaiian Airlines; and a sightsceing tour in Maui.

This is going to be a great trip, even if you're not a football fan. It is limited to l(tr people becausc of the shortage of available game tickets. The game will start at 7:30 p.m. and will not be on live TV. We will sell this package only to lumber dealers, but their families, frields, employees and cuslomers can go (excellent idea for a sales contest). Other optional activities and expanded lengths of stay are available. Cdl MLA for more details or to reserve your space.

OUNG Executives are conducting a joint YE-TBMA membership campagn.

Sam Henley, vice president, Henley Supply, Decherd, is serving as chairman. The following sub-committees have been appointed:

East: Gene McKinney, chairman, Tindell's Inc., Knoxville; Earl Geary, Greeter Building Center, Monteagle, and Charlie Sharp, Tindell Home Center, LaFollette.

Middle: Johnny Brown, chairman, Brown's Concrete & Block Co., Dckson;

Pat Welsh, Builders Supply Co., Tullahoma; Fred Stephens, Stephens Millwork, Nashville; and Terry Haynes, Haynes Brothers Lumber Co., Murfreesboro.

Wes: Scott Wright, chairman, City Lumber Co., Dyer; Don King, Camden Lumber C-o., Camden; and Randy Rinks, B & R Lumber Co., Savannah.

Although the membership campaigrr has just been "kicked off," two Young Executive membenhips and one TBMA membership have been obtained.

More than 75 people have sent in their registration for the 58th annual convention of the Association in Acapulco, Mexico, on Oct. 3l-Nov. 4.

HIGH ACHIEVER Bill Stewart displays the Million Foot Club award presented t0 Stringlellow Lumber, Birmingham, Al., for selling one million feet ol Sim0son Panel products. He accepted the trophy from Jack Petronick, field marketing specialist for Simpson.

crecudYe vlce preoldent

KENTUCKY REPORT

WILLIAM THOMPSON executlve vlce prealdent

by Oon l. Campbell

I xrenesr rates rose amid fears that Ithe Fed is tightening credit conditions further, and higher rates have surely pushed stocks much lower.

Sales on new single family homes dropped in Juneto 2.9t/o for the first time in 4 months. Those in the know say that the sharp rise in mortgage rates indicates that sales will continue to decline. An official of the Home Builders Association figures that sales have fallen 3090 from May levels. They say it is because mortgage rates have climbed back to the l4t/o level. If the rate persists, builder groups

see new home annual sales falling to 450,000 from the 638,000 adjusted annual rate of last year. The inventory of unsold houses rose 9,000 in June to equal a 5-7 month's supply.

There is no doubt in my mind that the whole home building industry will be set right back on its heels if this interest rate continues to climb. Too many builders figure that this slowdown is going to get worse and that sales will continue downward for the rest of the year.

Now no one expects housing to return to the dismal levels of the past couple of years. Last year we had 1.06 million units. So far this year we have topped the

THE CAROLINAS

I^ARRY W. ADAMS executive vlce president

EDUSINBSS in most areas of the ECarolinas continued strone through July.

The increase in VA and FHA interest rates has had some effect, but the outlook is still positive. Material shortages and

OLA's 37th Annual Show

Retail lumber dealers from all sections of Oklahoma, and some from Arkansas, Kansas and Texas, were in Oklahoma City, September 9-ll, for the 37th convention and merchandise mart sponsored by the Oklahoma Lumbermen's Association.

The show ran for three days with more than 200 exhibits in the Myriad Convention Center open to dealers on Saturday and Sunday only. Exhibitors offered special convention discounts to dealers making the show a buying and selling market. Final

price increases appear to be stabilizing. There are some fearful comments about overbuilding in some areas of our states. Monitor your builders closely. Be sure they are not building a big inventory of unsold houses. It is too easy to forget our past problems.

Paul Volcker of the Federal Reserve

1.5 million unit level. But this rise in interest rates, more than anything else, is going to put a damper on the entire home building industry.

As we expected, many builders have been worried by rising lumber and other material costs which pushed average new home prices up by 9.590 in May from a year earlier. Resale home prices rose 4.290. The only good thing about any of this is that with the demand slipping, builders say suppliers are postponing expected material price increases. That should slow home price inflation but it will not cure all the trouble spots in the home building industry.

A week in Hawaii in February is in store for Association members. The trip, Feb. l7-V1, will combihe three nights in Waikiki and four nights in Maui. Departure point will be Louisville.

Participants will stay at the Holiday Inn in Waikiki on Kalakaua Ave. across from the beach and at the Maui Marriott on the beach in the Kaanapali area. Flight will be aboard United Airlines.

has commented that he believes the money supply is getting too high. With his job secure now, he might decide to start increasing interest rates again. Stay on top of economic conditions in your area and watch the national picture carefully. Our good economic times are still very fragile.

It is happening again-Members are receiving invoices that appear to be the real thing. Tell your accounts payable clerk to watch carefully and to consult you ifa questionable invoice arrives. Dale Boozer in Columbia, received one from a company in Florida for $116.40 that could have easily been paid had his clerk not been alerted. Don't get caught!

sales figures are expected to rival the over $2 million in orders placed last year.

In addition to the building products exhibition, dealers were treated to excellent entertainment and speakers.

Bud Blakley, president, presided over the board of directors business session. Jim McKellar was chairman of the convention.

A complete roundup of attendance figures ond election results will appeor in a lster issue-ed.

Kentucky Lumber and Bulldlng Materlal Dealers ASSOclatlOn P.O. 8or 655, labanon, Ky. 40033 (fiDzl 6g2-Ut6l

Carolna lrmber & BtrlHlng

t.

Gedar & Redwood Tlmbels

We're redwood and cedar experts. Chances are we have what you want, in stock, ready for immediate delivery. Let us find your hard to fill requirements. And if you have a load originating in Southern California use our modem, efficient facilities to add your special items. You can save yourself time and trouble by using our inventory and our expertise as direct mill specialists. Let's work together.

HURRICANE

(Continued from Page 7)

serving the customers when they really needed us." UnderstandablY, roofing products were in great demand, as was plywood and other structural panels, following the hurricane. The night of the storm, three out of four homes in the Houston area were without electricitY.

Idacon, Inc., a pressure treater, reported no damage; hardwood wholesaler John Cox Lumber, also in Houston, had "little damage, just some shed sides;" Booth Lumber had minor shed damage only. TheY had spent the day before Alicia's arrival battening down stacked lumber and re-inforcing tin sheds. It proved time well spent.

Houston-Pacific, Inc., a lumber wholesaler and pressure treater, had two lumber sheds destroyed, two roofs ripped off, but was back uP and running next day. All Woods/ Schroeder, the large Houston hardwood concern, reportedly lost inventory as well as suffering damage to several buildings, although this report could not be confirmed at press time.

Canadian Millwork, Inc., Freeport, Tx., reported "very minimal damage of $15,000." The comPanY lost three working days when it closed its big plant as a precautionary measure. Freeport retailer Simmons Building Supply noted their loss was limited to minor wind and water damage.

At this time, it is believed that there are no firms which have failed to return to at least partid operations.

Housing Figures Revised

Housing start figures released each month by the Commerce DePartment are often revised as later data completes the statistical picture. In the latest adjustment May's performance was upgraded from a 19.l9o increase to a 19.590 rise.

Figures for housing permits and sales of new homes also often suffer from a time lag. Estimates of housing permits issued in May for all categories of houses from single family to multifamily units have been revised upward as have sales figures for March, April and May.

The revision of sales figures erased the decline in April and made MaY the fourth month in a row with an increase.

PERS NALS

Lois H. Allen has been elected v.p.; Mark Thomas Allen, sales mgr.; Todd Allen, sales assistant, and Brian Nlen, maintenance, at W.L. Allen Lumber Co., Louisville, Ky., according to Robert L. Allen, pres.

Michael A. Vidan has been elected v.p. of the international div. of GeorgiaPacific Corp., Atlanta, Ga., and Dewey L. Mobley, v.p. of the newly created Western wood products manufacturing div.

Robert W. Tulko has been named marketing mgr. for Bali Classics at Marathon Carey-McFall Co., Houston, Tx,, according to Jarnes A. Schilling, pres.

Denzil Simmons is the new pres. of the C-entral Florida Hoo-Hoo Club, according to Philip Cocks, publicity committee.

Tom H. Clrrke has joined Allied Materials Corp., Oklahoma City, Ok., as director of sales and marketing, according to Sam Brasher, senior v.p., roofing div.

Ben Caston, Heber Builders Supply, Inc. and Benco Lumber and Supply, Inc., has been elected to the board of directors of the Heber Springs State Bank, Heber Springs, Ar.

Carl Bowen is the new office mgr. at Pixley's Lumber Co., Claremore, Ok.; Alan l)owhower is now special projects mgr.

Frances Rich is new at T.H. Rogers Lumber Co., McAlester, Ok.; Dan Parrish is the new mgr. at the Sentinel facility.

Sam Rainer, International Paper Co.,. Dallas, Tx., and his wife, Linda, have a fourth child, Rachael, born July 29, weighing 9 lbs. I oz.

Wayne Hartsell has joined Federal Paper Board, wood products div., Riegelwood, N.C., as treating plant supt.

Pace Pruitt, George Geragi, Phil Roberts and Barbara Childress have joined the trading staff at E.H. Mauk & Sons, Inc., Southern Div., Manakin, Va.

Richard A. Case is now field sales mgr., Dallas, Tx., region for the building products div. of The Celotex Corp., according to J.L. Allegood, vp.-gen. sales mgr. for the div.

Bill Fincannon has been named gen. mgr. of the marketing div., Visador Co., Jasper, Tx., according to Robert J. Hall, pres. Monis l)awson has joined the sales team at Epperson Lumber Sales, Inc., Statesville, N.C., and will be based in Pulaski, Va.

Richard Garthe has joined Waccamaw Building Center, Conway, S.C., as gen. mgr., according to James M. Enter, group exec of Seacoast Building Centers, Inc.

kon King, owner of Camden Lumber Co., Camden, Tn., is the father of the new 1983 Mrs. America, Susan Goodman.

T.O. Lashlee, pres. of Lashlee-Rich Inc., Humboldt, Tn., has been elected vice chairman of the University of Tennessee board of trustees.

Jack Cooper, gen. mgr. of Schubert Lumber Co,, Knoxville, Tn., is the proud grandfather of Brittany Erin, bom on June 19 to his daughter, Melissa, and her husband, David Lloyd.

R.D. Deering, Boise Cascade, Fort Worth, Tx., and Alyce Gibbs who were married on July 23 in Crowley, Tx., are honeymooning at the International Hoo-Hoo convention in Victoria, B.C., Vancouver, B.C. and in San Francisco, Ca.

Robert B. Sabistina is the new director of instruction at the National Hardwood Lumber Association's Inspection Training School, Memphis, Tn., succeeding Ralph A. Bolton who is now functioning as an assistant qhief inspector.

David J. "Rusty" Hall is the new sales rep for the International Paper Co.'s lumber mill at Coushatta, La., reporting to Bil Dial, sales mgr., along with Gary Prather, according to James P. Olmedo Jr., marketing mgr. wood products div. William C. "Bill" Orrender is the new sales rep for the Henderson, Tx., lumber mill, reporting to Bill Bfflow, sales mgr. In other changes Tonrmie Boudria has moved to sales rep for lumber production at the Springhill, La., wood products facility; Kim L. Buford, sales rep for plywood production; Robert A. (Iine, sales rep for the Sampit, S.C., lumber mill; Renee E. Rahim, sales rep for the New Boston, Tx., lumber mill.

George H. Seago Jr., v.p., lumber div., Westvaco Development Co., Summerville and Cameron, S.C. has retired; Richard F. Sutton is the new export sales mgr.; James E. McElheny, domestic sales mgr.; David Trent, lumber salesman; Barty W. Hamnett, field rep; Jerry Nonis, marketing director; Tamsie Litzinger, administrative assistant; Brenda Jordan, sales secretary.

Frank Berger has been named assistant mgr. of Scotty's in Bradenton, Fl.

Don Wofford, Wagoner Lumber Co., Wagoner, Ok., has been recognized by the Northeastern State University Founders Club for his contributions.

Dewayne Dewberry has joined Midway Forest Products, Bay Minette, Al.

Robert Ogburn Jr. and Evangeline Bahnson Smith have rejoined Fogle Brothers Co., Winston-Salem, N.C.

LET'S HEAR FROM YOU!

Building Products Digest is a free monthly information service for you. We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to Building Products Digest,4500 Campus Dr., suite 480, Newport Beach, Ca.92660 or,if easier, call (714)

549-8393. There is, of course, no charge.

Joe Elder, Elder Wood Preserving, Mansura, La. , is back from a Florida vacation.

Hal Harrington, Georgia-Pacifi c Corp., has been appointed executive committee director-at-large for the Southern Forest Products Association, replacing John Wishart, G-P, who has retired.

Jim Fendig, Southwest Forest Industries, Panama City, Fl., and Spencer Knutson, Temple-Eastex, Inc., Diboll, Tx., are the new chairman and vice chairman of the Region 8 Forest Service Timber Purchasers Council.

Ken Gresham, Ron Erwin and Larry Vanderburg are now in Peachtree City, Ga., for Carolina Mills/ Nationwide Lumber.

Z,ollie Derryberry and Dana McWhirter are now with the Savannah River Lumber Co., Evans, Ga.

Walter Glenn has been appointed area sales mgr. for Northwestern Ga. by the Homecraft Corp. of South Hill, Va., according to William L. Brown, v.p., sales and marketing.

P.N. Ellh has resigned from the accounting dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

-1ii,i.,:i,:ffi

NEW PR DUCTS

and selected soles oids

about their first time computer purchase of any system. To put their mind at ease, Dataline offers a 90 day "try it before you buy it plan." The customer can return the system for a refund if it doesn't perform.

While the System 525 is small in both size and relative price, Dataline has packed a lot of high technical performance into the 4O pound box that Bell hopes to incorporate into future systems. The System 525 runs off hard disk drives rather than floppies, commonly used on systems this size. Better yet, the fixed hard disk drive backs up to a removable hard disk sysrem.

In laymen's terms this means that all of the inventory, sales analysis, accounts receivable, payroll, general ledger and accounts payable can be copied to another disk in about 90 seconds. Each copy provides added security to the dealer.

New designs in the power supplies have totally eliminated the need for internal fans. Now the system not only operates in human environment, but is quiet enough to fit into just about any oflice atmosphere.

Computer for Small Dealer

New for the small lumber and building supply dealer is the Dataline System 525 computer.

This product is aimedsquarelYat the dealer with sales of under $2 million, the predominant and bY far largest market in the industry. The company feels it is their largest advance since founder and Present chairman, Hugh Bell, started computer development for the lumber industry 12 years ago in the basement of his home.

"We feel we have the best priced performance system for that market with theSystem525," saYs Bell. With a price tag under $20,000, it includes a visual display unit, printer, computer, disk storage and software for inventory control, accounts receivable and sales analysis. This is about half the cost of comparable systems in the building supply industry today.

Dataline holds the price low bY maintaining two levels of software (or operating instructions) for its systems. The 525 was chosen to run Level I software. which is the same used by the majority of its existing customer base. "Level II software is highly sophisticated, designed for the larger dealer and represents a higher development cost to us," said Bell.

"Level I is pretty basic, thoroughly tested, and easy to learn without the sophistication of the Iarger systems.

Another area where the price was able to be reduced was in training. Dataline spent almost as much time and effort developing a self-training program as it did on the computer. If a customer can't figure out how to run the system from the operator's manual, he can refer to the training manual. If the training manual doesn't work, he can refer to the tapes. If he doesn't have a tape recorder, Dataline gives him one. All of this effort is done in the hopes of reducing the continued expense of flying people off to training classes.

Malfunctioning systems are completely replaced via air express rather than maintaining expensive field service personnel near the installation. Complete systems can be swapped in less than 24 hours.

The final hurdle Dataline had to leap was the fact that most small yard owners were clearly apprehensive

FREE READER SERVICE

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Also designed right into the System 525 is a battery back-uP system that automatically kicks in in the event of power loss preventing data loss.

Chips Oft The Old Block

Multi-use wood shavings have been added to the Furman Lumber, Inc. line of seasonal goods.

The spruce wood shavings can be used as bedding for farm animals, as well as household pets. Construction crews use them to keep down dust, and furriers to clean, dry and shine pelts.

A by-product of Furman's Canadian easy up fence production, the shavings are said to be available in a dependable supply. They are shipped in 3.75 cubic-foot bags by truckloads of up to 950 bags.

Spray Dirt Away

Now available from The Savogran Co. is Dirtex, an amoniated cleaner in aerosol spray form for use on glass, ceramic tile, porcelain and other hard glossy surfaces.

It is specially formulated for removing grease, oilyfilm, fingerand hand marks, soap and fruit stains. In addition it removes bugs and dirt from windshields on cars and boats.

Canine Condominium

The Durable Steel-frame Dog House is fabricated of plywood attached to steel angle iron that frames the entire structure, including the opening, which is off-center to afford shelter from both inclement weather and drafts.

The roof is sharply pitched to prevent the dog from climbing on the house. There are no protruding overhangs for the animal to chew. The floor. which is 6 in. above ground level so air may circulate and keep out fleas and ticks, is removable for cleaning.

The manufacturer, The Continental House, provides pre-finished, pre-cut and pre-drilled steel framing together with all necessary hardware. Plans are provided for utilization of standard plywood sheets. Assembly instructions are included. The dog house is available in three sizes: medium to accommodate up to Cocker-size animals; large for Cockers to German Shepards and extra large for St. Bernards. Each is offered in kennel or home model. the only difference being the roof angle.

The basic design can be dressed up by adding roofing shingles, windows and various types of trim moldings. The only tools required are a saw, drill, screwdriver and pliers.

Big Blow Out

The Homelite Division of Textron Inc., offers a free power blower attachment with each purchase of an ST-100, ST-120 or ST-200 gas string trimmer.

The blower, with a suggested retail price of $21.95, has 100 mph wind velocity and can be used to blow leaves, grass, debris and even light, powdered snow from walkways and sidewalks.

Lumber Reman Blade

Ace Saw and Supply Co. is offering a new split ease blade for remanufacturing lumber.

The blade reportedly will corner radius and split lumber to specifications in one position and one operation. It eliminates jointing and allows kerf specifications to vary between % to Yq in. One easy set-up eliminates the need to joint pattern knives. No head set up is required. The blade is said to produce planer smooth edges.

The split ease blade is designed for use on both moulders and matchers. A high production, long life carbide tipped cutter produces long runs between resharpening although it sharpens easily and economically. With a maximum cutting depth of 2", it requires only two positions to accomplish three operations. Considerable set up time is saved with the lumber completely finished, according to the manufacturer.

Rack'em Up

Simpson Timber Co. now offers two display racks for Simpson International Doors.

Free standing racks are available for a single door or for twelve doors. Newly designed canopies top the displays and identify the product.

Close Order Drill

A line of four specialty drill merchandisers featuring 3090 lower pricing than previously available is being offered by Henry L. Hanson, Inc. An all-wood, key-locked box with a transparent cover and hidden drawer for back-up stock, merchandises HSS jobbers length drills bits in standard duty fractional, heavy duty fractional. cobalt fractional and wire gauge sizes. It can be hung on pegboard or placed on counters.

Pictures of several International Doors are displayed on a side panel of the single door display which also has a slot to hold brochures. Doors snap in easily so the door being featured can be changed periodically. This single door display is l04t/2" tall by JQl" wlds and requires 24" for the stand.

Doors in the twelve door display rack slide in and out sideways for customer examination. This rack stands 84Y2" high by 42 /2" wide and 36V2" deep.

Display racks are shipped in cardboard cartons to be assembled.

High and Dry

The Permaglas Division of Evans Products Co. is offering single-ply roofing systems and accessories under the trade name Dependable Membrane.

This product features a talc-free, single-ply membrane sealed at the lap seams with Evans joint tape. When this tape self-vulcanizes, the entire roof is said to become one watertight sheet.

Because of these water-tight properties, Evans plans to offer a water ballasted roof system.

Customer's lmage

Space-saving merchandisers that allow customers to see themselves reflected within the product, handle it, and then take it prepackaged to the sales counter are available from Monarch Mirror Door Co., Inc. for their mirror products.

The modular, easy-to-assemble display units can also serve as selfcoritaihed storage areas. They can be used individually or in various group combinations and arrangements.

Hearthwarming

The Hearthwarmer, a gas fireplace insert that combines zone heaiing with contemporarY and traditional fireplace design, has been introduced bY SuPerior Fireplace.

Two models are designed for installation by sliding the unit into the existing fireplace opening and connecting the gas. No drilling or bolting is required. Each model is available in natural gas or liquid propane versions.

A protecting decorative brass firescreen keeps hands awaY from front elass. An automatic shut-off switch irovides a 10090 safe gas control.

Cooking On All Burners

The Broil-R-Ange, a table-top electric stove from The Capitol Products Co., uses a standard socket with 120 volt electricity.

Made of heavy gauge steel, fully chromed, it measures 20" x 834" x 4" and is portable.

The appliance is said to be capable of boiling, broiling, warming and toasting and doing all these jobs at the same time.

Fire Retardant Formula

Flame Proof LHC, an advanced fi re retardant formulation produced by Osmose, reportedly is the first interior fire retardant with LHC-low hygroscopicity and corrosion.

Properly kiln dried after treatment, it is significantly less hygroscopic than conventional interior fire retardants, and only slightlY more hygroscopic than untreated wood. It can be specified for interior applications with relative humidities less than 9590.

The reduced hygroscopicity means that the treated material will not develop unsightly surface bloom. There are no residues. The material will remain clean, making it easy to apply oil based paints and stains. By reducing hygroscopicity values and eliminating surface bloom of fire retardant chemicals, Osmose has made Flame Proof LHC treated wood compatible with metal fasteners when used in interior applications. Corrosion to metal fasteners is similar to that of untreated wood at relative humidities less than 9590. This means that wood Products pressure treated with Flame Proof LHC can be used for all interior uses where untreated wood and metal

fasteners would perform satisfactorilv.

The significantly improved featuresof Flame Proof are said to make it easy to inventory. When stored properly under cover, degrade problems experienced with conventional interior fire retardants will be greatly reduced.

Keep Trees in Place

A new Duckbill Tree Anchor Kit containing everything, except a hammer, anyone needs to anchor a small tree, large bush, or trellis has been introduced by Foresight Industries.

Named Hercules, the new anchor is a smaller version of the Duckbill Model 68 Earth Anchor which was introduced a year ago for anchoring large trees, sheds, fences, signs, silos and other such objects.

In the new kit are three tree anchors, each of which has an 18 in. steel cable, enough wire to run from three anchors to a tree, three collars made of non-stretch polypropylene webbing, and an 18 in. drive rod which is used to drive the anchors into the earth.

FREE READER SERVICE

For more information on New Producb write Euilding P'oduct Dgest, 4500 Campus Dr., Suite 480, Newport Beach, C-a.92ffi.

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Garden Delight

Shakespeare Fiberglass Light Poles provide a modern silhouette that is non-conductive. resistant to fatigue, tracking and flashover.

The poles are coated with ultraviolet inhibitors to protect from sun damage and are available ftrr direct burial or with anchor base. The flared base resists rotation and pullout.

Tenon sizes and caps are based on industry standards. Poles range from l0'to 35'in length.

The colors are permanently impregnated throughout the walls of the pole which is expected to last for at least 20 years without maintenance due to resistance to chipping, flaking or rusting. They are available in natural and smooth finishes in five colors.

Cabinet Convenience

Connor Cabinet Div. of Connor Forest Industries is marketing four styles of ready to assemble kitchen cabinets, all in honeywheat finish.

The pre-machined, pre-drilled and pre-finished cabinets are shipped in flat pack cartons complete with hardware and all necessary screws. Only a Phillips screwdriver is required for assembly.

Home Sprayer

Campbell Hausfeld has introduced a lightweight power dispenser for use with both air and water in a wide variety of spraying uses including degreasing engines and driveways, home clean-up, washing cars, spraying insecticides and fertilizing lawns, trees and shrubs.

With a graduated canister for easy

ty products in the 32-item line include primers; roof and driveway coatings; cements; mobile home roof coatings; masonry water repellants; caulking compounds; wood preservers; rust and corrosion-resistant paints; and sewer joint compounds.

They also offer a hot surface paint that can withstand temperatures up to 400oF (2M"C) and a quick-dry heavy body asphalt paint that dries to the touch in onlv 30 minutes.

mixing and a garden hose adapter, it retails for $15.99 and fits Power Pal, Campbell Hausfeld's % horsepower portable home air compressor.

The dispenser delivers water or air at pressures up to 100 psi. It features afannozzle that rotates for horizontal or vertical spraying and includes hose connections and adapters with screen filters and a positive water shut off valve.

Prolective Coatings

An asbestos-free line of Fortress@ asphalt-based protective coatings for roofs, tanks, driveways and other surfaces has been introduced bv the Fortress brand products group of Witco's Southwest Petro-Chem Division.

Building and maintenance special-

It'sASnap

A hand-held unit to fasten gable ends, overhangs and other wood to wood connections, the Snap Klincher can be operated by a hydraulic power source.

It utilizes a long strip of galvanized steel material with prepunched nails like truss plates so that six connections are made without reloading. The tool presses the clips into the wood and at the same time. cuts the clips to a 3 in. length.

Presently available for 2 in. nominal thickness material, it will soon be available for other thicknesses. Cvcle time is 2 seconds.

QUALITY REDWOOD

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities orovide us with versatrlity in meeting your customer's needs.

Sunny Living

Sol*Area from Paeco Industries is a room addition designed for sunspace living.

The thermally efficient units are constructed of tempered safety glass, factory-sealed in an aluminum sash and supported by heavy-duty aluminum framing.

The interior, trimmed in clear grade pine, provides a utility channel to conceal electrical or piping conduit. The exterior is aluminum in a choice of bronzetone or white finish.

Constructed with Panels which fasten to a frame that can be expanded to any size, there are three model units standing 7' high with a choice of an 8 or l0ft. roof. Custom size and shaPe Panels are available on special order.

A Piece of the Rock

Fritztile granite trim pieces, available in straight cove base and right or left outside corners, are precast, non-porous, polished and sealed at the factory.

Manufactured in flat top or roll

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

Beauty Treatment lor \ilood

Olympic Weather Screen Provides exterior wood surfaces with both a water rep€llant and wood preservative stain.

Wood sidings, decks, fences and other exterior surfaces are said to

top styles, the trim is flexible, meets fire codes, will not shrink or Pull away and can be installed like vinyl or rubber base, according to the manufacturer. Fritz Chemical Co.

Uplif tingView

From Paeco Industries, the VG Skyliner Series of ventilating skylights now feature a heavy-duty operating mechanism to oPen the window as much as 13" for maximum ventilation..fhe units are constructed of insulated, tempered safety glass in a bronzetone, heavy-gauge aluminum frame. The self-flashing, onepiece urethane curb acts as an effective moisture barrier while providing additional insulating value.

Standard with each is an insect screen which remains in position and does not interfere with the opening and closing of the skylight.

benefit from the combination of specially treated oils, mildewcide, and wood preservative.

Twenty semi-transParent stains add color to the wood's natural tone without obscuring its natural beauty. Fifteen solid color oil stains provide protection, preservation and opaque colors ranging from ebony to white.

Night Guard

The new Knight-Lite securitylpatio light has a light sensor that automatically turns the unit on at dusk and off at dawn, for an electrical cost of about only $3.08 a year, according to Carron Manufacturing Co.

It features a Norelco fluorescent bulb with the lighting intensity of a 50{O watt incandescent bulb for up to 10,000 hours. A closed acrylic diffusion lens increases brightness, helps keep out bugs and dirt.

Weatherproof, waterproof and rainproof, with a double wall molded polyethylene top, the unit has a rust resistant bracket for hanging on a garage wall, post or tree. A built-in handle provides portability.

Oak With a European Accent Sigma, one of Excel's top-of-the- line Guildmark Limited Edition series, combines European design with American oak.

AII cabinet and drawer surfaces are oak with vertical grooves and polished antique brass pulls. They

offer a choice of light or dark finish with fully flush doors and adjustable European-made hinges. Interiors are vinyl.

Options include designer hardware, long line hinges, leaded glass doors and a concealed tilt-out range hood.

M'ultiplying Formula

Minwax Company, Inc. has developed a new display header board designed to increase consumer confidence among first time users and encourage multiple sales.

Available without charge to dealers carrying a 48" merchandiser, the display uses four-color photography and descriptive copy in a stepby-step "how-to" format covering the wood finishing process from start to finish.

Product colors are displayed on wood molding of pine and oak. Space is provided to stock color cards and helpful tips booklets.

Clip Paneling

Profile wood crafted by Ostermann& Scheiwe USA isawoodceiling and wall system with a clip system of application.

Galvanized clips allow for expansion and contraction of the wood due to changes in humidity.

The product comes in shrink wrapped, 8-foot packages containing random lengths of knotty pine, Western red cedar or Douelas fir.

Green Dooglcs Fir

Dfied llemlock

NEWLITERATURE

Steel Barrier

Free literature on an insulating steel door system is available from MW Manufacturers, Inc., P.O. Box 559, Rocky Mount, Va. 24151.

Forging Ahead

A catalog of handforged black iron Colonial reproductions of hangers and fireplace tools is free from Acorn Manufacturing Co., Inc., School St., Mansfield. Ma.

Top Shape

"Staple Application of Asphalt Strip Shingles for New and Recover Roofing" is free from the Asphalt Roofing Manufacturers Association. 6288 Montrose Rd., Rockville, Md.20852.

Joist The Thing

A l2-p. catalog of metal connectors designed for plywood web I-beam joists is free from Simpson Strong-Tie Co., Inc., P.O. Box 1568. San Leandro, Ca.95477.

Triple Threat

"Roofing Materials Reference & Guide," published three times a year, is available for $85 a year from the National Roofing Contractors Association, 8600 Bryn Mawr Ave., Chicago, Il. 60631.

Shingle Story

A 4-p. color brochure #RF-364 on fiber glass shingles is available free from Manville Service Center, l60l 23rd St., Denver, Co. 80216.

Cool Under Fire

Technical product information on Flame Proof LHC is available free from Osmose,Drawer O, Griffin, Ga. 30224.

New Outlook

A 4-p. brochure describing aluminum windows is free from Capitol Windows, P.O. Box 3070, Harrisburg, Pa. 17105.

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 Buildtng Producb Digest, Many thanks!

Down the Hatch

"Your Drinking Water: Straight Answers to Frank Questions" is free from Environmental Purification Systems, Inc.,7l68 Manchester Ave., St. Louis, Mo. 63143.

Clean Sweep

A 32-p. catalog of roofing, flooring and general maintenance products is free from Randustrial Corp., l33l l-NR Union Ave., Cleveland, Oh. 44120.

Top Light

A colorful 24-p. brochure on roof windows and skylights is free from VeluxAmerica Inc., P.O. Box 3208, Greenwood. S.C. 29646.

Who Guarantees What?

"Will It Come To This?" is an 8-p. booklet on product liability available free from INA, 1600 Arch St., Dept. RA, Philadelphia, Pa. I 9101.

Metalof Fact

The "1983 MBMA Fact Book" is free from the Metal Building Manufacturers Association, 1230 Keith Building, Cleveland. Oh. zl4l15.

School Colors

A 6-p. full color brochure, "A Collectionof Reds, Buffs, Greysand Browns," describing brick color ranges is free from Glen-Gery Corp., Drawer 5, Route 61, Shoemakersville. Pa. 19555.

The Finish Line

A catalog of clear wood finishes such as polyurethane, acrylics, epoxy finishes, antique restoration finishes and floor finishes is free from Pierce & Stevens Chemical Corp., 710 Ohio St., Buffalo, N.Y. 14240.

Buye/s Bible

The 1983 edition of the "Southern Forest Products Association's Buya's Guide" is free from SFPA, P.O. Box 52458, New Orleans, La.7Ol52.

Little Black Book

"The 1983 North American Wholesale Lumber Association Distribution Directory" is available for $10 from NAWLA, Suite 680, 23,10 S. Arlington Heights Rd., Arlington Heights, n. 6m5.

Sticky Subject

Technical bulletin #487, "Urethane Adhesives, Coating and Elastomers," is free from Synthetic Surfaces Inc., P.O. Brc,x24l, Scotch Plains, N.J. 07076.

Fusion Facts

A free 32-p. catalog of soldering irons is available from Hexacon Electric Co., P.O. Box 36, 16l W. Clay Ave., Roselle Park, N.J.06aX.

Door Data

"How To Storc, Handle, Finish, Install and Maintain Wood Doors" is free from the National Woodwork Manufacturers Association, 205 W. Touhy Ave., Park Ridge, ll., 60068.

Fancy Faucets

AA-p. catalog of designer faucets and bathroom accessories is free from Harden Industries, 13813 S. Main St., Los Angeles, Ca. 90061.

Energy Control

A 6-p. foldout brochure on remote control energy management systems is free from Pass & Seymour, [nc., P.O. Box4822, Syracuse, N.Y. 13221.

Classified Advertising

SALES POSITION

Treated lumber salesperson needed for Chicago area. Experience with CCA and pine lumber preferred. Mail resume to CWP, P.O. Box 819, Culpeper, Ya.22701 or call (703) 825-5898.

WE DON'T pay much, but we'll pay cash for closeouts, odd lots, seconds, etc., ofany kind of building materials. Call The Friendly Junkman in Jacksonville, Fl. (904) 384-0057.

INVENTIONS WANTED

Inventions, ideas, new products wanted for presentation to industry and exhibitions at national technology exposition. Call toll free l-(800) 528-6050. In Arizona, call l-(800) 352-0458, extension 83 1.

Classified Rates .60C per word

60c a word, min. 25 words (25 words = $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $4. Box numbers and special borders: $4 ea. Col. inch rate: $40. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Bullding Producls Digest, 45fl) Campus Dr., Suite 4t0, Newport Beech, Cr. 92660. Make checks payable to cutler Publishing, Inc. Mail copy to above address or call (714) i49-8393. Deadline for copy is the l5th of rhe month. PAYMENT MUST ACCOMPANY COpy.

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SURPLUS building materials and remanufactured lumber. Ideal family operation. Sell inventory and equipment, lease building. Central Florida between Tampa and Orlando. Contact Lawrence Branch Lumber, 960 N. Combee Rd., Lakeland, Fl. 33801, (813) 665-0503.

RETAIL BUSINESS FOR SALE

Ideal for couple. Paint-Wallpaper-Carpet -Lighting-Fans. Coastal SE Texas $235M Terms available. Write Box 3l c/o Building Products Digest.

SUCCESSFUL BUILDERS SUPPLY for sale in growing area of Central Florida. 4000 sq. ft. hardware, 12,000 sq. ft. lumber and storage. Has 3BR home on property, computer system, paved parking. Approx. 4 acres, plenty of room to expand. 50,000 pop. trade area. Zoned light industry. Write Box 30 c/o Building Products Digest.

MARION PRESSURE TREATING CO.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, P.O. Box 217, Marion, La.7126O. (318) 292-4511.

A look at the future of hardwood

HAT lies ahead for the hardwood industry? Sheldon Engler, economist for the Bank of America, has some answers.

Explaining the position of the United States in supply, he says that, although this country has traditionally been a major importer of hardwood lumber from tropical regions, in recent years it has become a net exporter of hardwood lumber. He feels it unlikely that this shift represents a new trend, but rather that it is a consequence of recessionary levels of wood demand here.

As background, he exPlains that Asia produces32Vo of the world out-

Story at a Glance

Changes in hardwood trading pattoms . scarcity will lead to exploitation of inaccessible lorests prlces to rise, double by 1990s. put of hardwood and 52s/o of all exports with China, Japan and Malaysia as leading producers and Malay-

sia the major exporter. The U.S. contains the majority of the l49o of hardwood species located in North America and produces 1990. EuroPe is third in world production with 18.490.

Although most hardwood has historically been traded in the form of logs, this pattern is beginning to change, he reports. Overcutting of tropical forest in Southwest Asia has led to export restrictions by traditional log exporting countries. In the Philippines logs exporting has come to a virtual halt. Many Southeast Asian producers are attempting to secure the remaining hardwood log llt0

supplies for local wood processing industries.

This action will bring changes in Japan which has been a leading importer of logs to process into lumber at their own sawmills. Log importers will be forced to import hardwood in processed form or to import logs from further distances.

Vast hardwood forest reserves exist in Asia, Africa and Latin America, but because ofthe remoteness and lack of commercially attractive species, it will be extremely costly to produce hardwood lumber from these forests. By some estimates, according to Engler, lumber prices would have to increase 5090-10090 before production would become profitable.

It is inevitable, he says, that scarcity of hardwood forest reserves will some day lead to exploitation of more inaccessible forest areas and hence to higher log and lumber prices. The speed with which this will occur depends upon the techniques that are utilized in maintaining the more accessible forests.

During most of the 1970s hardwood lumber consumption gained, particularly in tropical hardwoods. Southeast Asian producers derived benefit from these developments as Europeans and the U.S. relied upon hardwood lumber imports from the Asia/Pacific area.

Since 1980, hardwood lumber consumption has been stagnant. The world recession reduced lumber demands. The Japanese housing slump impacted the tropical timber market substantially. In addition, tropical timber producers reduced exports to preserve dwindling forest resources.

Between 1970 and 1980 hardwood lumber prices increased at an average annual rate of 1590. From 1980 to 1982 prices fell280/o as the economy contracted. In December, 1982, hardwood prices, with the beginning of a housing recovery, turned upward.

In the 1980s hardwood prices will be influenced by supply considerations. As the most easily obtainable tropical hardwood is exploited, less accessible timber will be cut, causing production costs to increase.

It is expected, according to Engler, that the highest cbst hardwood resources, such as those in the Amazon area, will remain virtually untapped until the 1990s. With the expected

growth rate in demand, hardwood lumber prices are projected to grow at a rate of about 390 in real terms during this decade. Citing a price of $302 per cubic meter in 1982, $332 in 1983, Engler projects $362 in '84, $395 in '85 and $600 in 1990.

And that's one economist's view of what lies ahead for hardwood.

Readers wishing additional information can get a copy of the "Situation and Outlookfor Lumber," prepared by Sheldon Engler, from Ken Preston, News Relations 3124, Bank of America, P.O. Box37000, SanFrancisco, Ca. 94137-ed.

Memphis Celebrates Wood

The Lumbermen's Club of Memphis will celebrate Wood Products Week Oct.A-30.

This event is sponsored each year by the club to demonstrate the impact the lumber industry has on the lifestyles, traditions, and economy of the mid-South area. The club,

organized in 1898, has long been a guiding influence in the establishment of Memphis as "The Hardwood Capitol of the World."

A Lumber's Lady Fair will be chosen to reign over Wood Products Week making tv, radio, and civic club appearances. Festivities will include the Loggers Breakfast, naming "The Lumberlnan of the Year," a ladies luncheon, and Wood Choppers Ball.

Flooring Installation School

The fall 1983 session of the Hardwood Flooring Installation School will be conducted in Memphis, Tn., at the Cook Convention Center, September 19-23.

The hands-on, in-depth course on the installation and finishing of all types of hardwood floors is cosponsored by the American Parquet Association, Maple Flooring Manufacturers and the National Oak Flooring Manufacturers Association. As in the past, a capacity enrollment is expected.

We have rxrno tfran ill traderc teady b serve youl needs with all sizes, grade$ and varieties of plyrrood, lumber, shakes, shingles, boads and irdustrial ibrns.

(Continued from Page I0)

structure the clinics. This planning session was followed by a discussion of clinic techniques. Then, for more intensive training, the Pros paired off with the vendor representing the product they would be teaching. They received both general product information and hands-on installation training.

"We put on a full ceiling clinic," explains Michelle Landis, marketing representative for Armstrong's Atlanta office. "We began with product knowledge, demonstrated the acoustic capabilities, washability, fire retardance and the variety oftiles and panels available. Then we

LOSS PREVENTION

(Continued from page 9)

Next, if your operation is computerized, make sure your software is programmed so that:

o No account can be erased without leaving an audit trail.

o No account can be debited or credited without leaving an audit trail.

o No orders, quotes or "Picking tickets" can be cancelled without leaving an audit trail.

. Inventory totals cannot be increased or decreased without leaving an audit trail.

o When an order, quote or "Picking ticket" is cancelled or voided, all documents should be cross referenced.

r Cash receipts should not be changed without leaving an audit trail.

If your computer is "down," take extra care to control and account for all manual tickets. And have a second employee verify proper entry of all tickets once the computer is "up" again. List and limit the number of employees authorized to override or change a selling price in the computer.

Probably the most imPortant waY to trim losses is to hire honest employees. This is time consuming but enormously valuable.

Methods include obtaining de-

demonstrated installation, both for suspended ceilings and for our new Easy Up tile system."

Following their vendor classes, the Pros practiced their presentations at home, then participated in a trial run using fellow employees as mock customers.

Each clinic lasted about an hour. Vendor reps sat unobtrusively in the audience to provide back-up help if needed.

Ceiling clinics, for example, were held in the ceiling-fans section of the store. The large fan boxes were reorganized around chairs to create a sound barrier. A portable loudspeaker was brought in and a raised podium constructed. Armstrong's standard Easy Up displaY was used to demonstrate the installa-

tion of a new tile ceiling. Store personnel built a wooden "jungle gym" of 2x4s to show how to hang a suspended ceiling. Sound-slide presentations on both installation methods were also emploYed bY the Pros.

The meticulous planning and the aggressive promotiond attack paid off. Nearly 4O0 people attended the ceiling clinic alone.

Sitting in the audience, Armstrong rep Landis was able to compare the Pro-conducted with the vendorconducted clinic: "I felt the consumers weremore willing to ask questions because they seemed to know the Home Depot people. And Ithink they realized that when they came back to the store later they would be dealing with these same people."

tailed, signed and dated employee applications, then running full background checks (which includes calling former employers). Also, hire according to a job description, bond all employees, and enforce rules and regulations uniformly. Do not maintain a "double standard."

On the other side, proper termination of dishonest employees is equally essential. Good practices may help recover funds, may limit your unemployment compensation increases and may limit future problems for yourself and other companies.

We recommend interviewing every dishonest employee to determine how, what, why, how much, how long, were others involved, etc. Try to obtain a signed statement admitting theft. (You may seek professional assistance.) Have a witness present. And know legal requirements so you don't invite lawsuits.

In conclusion, the best way to reduce employee theft losses is to remember the following:

o You must establish sound loss prevention procedures.

r You must publish employee rules of conduct and enforce them uniformly.

o You must audit procedures.

o You must hire honest employees.

o You must care.

o You must not make it "easy."

With $50 billion at stake annually, sound loss prevention measures are worth their weight in gold.

Coming in October . . ANNOAL 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 19, 1983. You'll be glad you did.

OWIIHI ITEM$

"\4rb've gained total cpntrol o!/erour inventory in less than a year with aTriad.

Vlrb've reduced our stock by $10,000 in six rnonths. And sales areup 4"/o with a 3% increase in gross margin. Our Triad's made life a lot easier and business a lot more profitable. V1b used to spend days walking aisles and tracking in\ entory by hand. Now its done

"\t'brking with the people at Triad lns been a real pleasure. They've corne through on a,erything they prornised. And if we need any assistance at all we just pick up the phone and call Triad's 80 number. or the local office. lts an excellent service company, wry responsne to our needs. They really kncw the lumber business, too.

"Gaining cffilplete control orer fre wfple company and the entire imentory has rnade us a lot more profitable. I dm't think we could hale dme it witftout the Triad. Nor, with orer 12,500

items that aren't selling well. Our turns have increased, too. \tvb're up o/er a full half turn. With one vendor our ordering used to take 3tlz hours: with Triad we do it in one hour.

"lt's made a big difference in our accounting functions, tm. V1b used to run behind, butwithTriad eveMhing is right up to date. I can make better, faster decisions with more current information about payables and receivables. Everything Ineed is right at my fingertips.

Kp bleman, ov'rner, Coleman's Hamilton Building Supply,Trenton, New Jersey