Building Products Digest - September 1984

BuildinqPro ducts

Serving the lumber & home center markets in 13 Southern states

Coming in October . . ANNUAL HARDWOOD SPECIAL ISSUE

The October issue of Building Products Digest will be a Special lssue 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 lssue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 14, 1984. You'll be glad you did.

Publbhcr David Cutlcr

Edltor Juanita Lovret

Aldrtrnt Edltor Patricia Nowlin

Contrlbudng Edlton

Dwight Curian o Gage McKinney

Ari lllrcclor Martha Emery

Strlt Artbt Carole Shinn

Clrculrtlon Dorothea Crecgan

Building Products Digest is published monthly at 45@ CamPus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990 by Cutler Publishing, lnc. Advertising rates upon request.

ADVERTISING OFFICES

rROM TEXAS. LOUISIANA, MIINIISSIPPI, VIRGINIA. TENNESSEE, N, CALIFORNIA AND OREGON: contact lhvld Cutlcr. 450 Campus [h., suitc 4E0, Newport Bcach, Ca. 92660. Call (714) 852-1990.

FROM WASHINGTON STATE i3 IDAHO: contact Crroh Holm, 7033 82nd S.8., Merccr lsland, Wa.98(X0. Phone (206162r'.4o10.

FROM SOUTHERN CALIFORNIA: contact C.d Vrnn,205 Oceano Dr., Los Angelcs, Ca. 90049. Phonc (213) 472-3113 or (?14) 852-1990.

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BI.JILDING PRODUCTS DIGEST is an independently-owned publicotion for ihe rctail, wholesale and distribution levels of the lumber and building supply msrkets in I3 Southem ststes.

Changes At Slaughter Bros.

Slaughter Brothers Inc., one of the largest independent lumber distributors in the U.S., has been taken private in a leveraged buy-out by three senior managers. In a related transaction, the flooring and import components of the company have been purchased by Chris Slaughter, the son of company chairman E.R. "Al" Slaughter. The parties involved described the changes and negotiations as "friendly and amiable."

The lumber side of the business will now be owned and operated by former top staffers Timothy J. Thompson and Ronald D. Kephart of Dallas, Tx., and George W. Steele, head of Houston operations. Headquarters remains in North Dallas with seven

Louisville Market Turns Hot

Several home center chains plus the new K mart home center operation are seeking entry into the Louisville, Ky., market.

K mart which recently acquired Home Centers of America, Inc., San Antonio, Tx., is negotiating to lease threeformer Consolidated Sales Stores sites for free standing home centers. Home Crafters Warehouse, Inc. has plans for establishing two discount centers, one in a former Sears building and the other in a vacant Woolco facility. Payless Cashways has indicated that they will establish four stores by spring.

Levy's Lumber & Building Centers plans to meet the competition by opening a fourth store this year and possibly a fifth next year. Existing Levy's stores are being redesigned, according to Philip Levy, president.

Free Truck Tire Inspection

A free, on-site inspection of industrial truck tires, is available through participating Yale dealers of Yale Materials Handling Corporation.

Under the Tire Survey program, Yale service experts will visit the company, speak with mainten:rnce personnel and drivers and thoroughly inspect every truck tire in the fleet to determine usage patterns and tire wear. A written report with specific recommendations will be issued.

For the name of the local authorized Yale dealer in your ruea, call l-800 345-81t2.

lumber distribution centers in Texas. Tennessee, Georgia and Florida.

Slaughter Distributing, Inc., is the name of the new firm that purchased the flooring division of Slaughter Brothers. It consists of two flooring distribution centers in Houston and Dallas. Its primary business is selling Armstrong vinyl flooring to retailers in Texas and Louisiana. It is the only Armstrong distributor with outlets in both Houston and Dallas. Headquarters remains in Richardson

(Dallas) with Chris Slaughter,

president, and Fred Hamilton and Rob Olsen, vice presidents.

Woodmark International is the other Slaughter Brothers division acquired by Chris Slaughter. It is a separate company from Slaughter Distributing. Sam Sherstad is vice president. The firm will operate as an import brokerage business as well as importing wood mouldings, other wood products, selected hardware and home improvement items.

Thefrstestwarehouse inthe\tr&stl

With Willamette sheathing and studs to go.

It's plain smart to make our warehouse a regular run. Because when it comes to getting sruds a"nd sheathing ready for pickup, *"'re fast6n the draw.

On top of that, we've gor a grear location. Right in the cenrer of Dallas "nd port \07orth, at 1200' lUest N. Carrier Pky.

But here's where the real convenience comes in. !7e're so fast and reliable, you can trust us to do the warehousing for you. Which saves you space and money.

So the next time you need sheathine and studs by.the truckload, or even just a few units, give us a call. And see how fasr we can move lr. Phone us todav at318-255.6258.

Willamette Industries, Inc.

Lumber and Plvwood Sales DivisionPO. Drawer 1100 Ruston, Louisiana 71 270

EDITORIAL

IIANAGING a company, or several of them, IUlor a paft of one of them, provides the manager with an infinite number of possible directions to take. But however he or she gets there, the final goal is generally agreed to be as much profit as reasonably possible.

But looking at some companies, it appears that the direction itself has essentially supplanted the god.

Company growth is a good example. It is the direction many managers take. But we suspect that growth often is as much due to ego, peer pressure, knee jerk reaction, tradition or just for its own sake as it is to any conscious thought that size inevitably leads to the profit goal.

All too often retail store chain managers maintain units that have no real profit possibilities. The reasons vary, but include ill-defined profit goals, indecision, reluctance to have the company seem less formidable (especially important in bragging matches with your buddies) and no stomach for making tough decisions. It's wonder-

ful to say you have 20 retail stores, but if l0 make a profit and l0 don't, why dissipate the company treasure and energies on marginal properties? If that projected distribution center looks as if it, realistically, will earn about as much as a U.S. Savings Bond, why bother to build and run it?

The effective manager periodically asks, "what business are we really in?" Or put another way, "how do we make the most profit?" The late Alfred Sloan, the man whose leadership made General Motors the colossusr it is today, remarked that, "we aren't in the business of making cars. We're in the business of producing the greatest return on our shareholders' investment."

For all the impressive facilities, units, centers, yards, buildings and the rest, it finally comes down to one final number: our old friend, the bottom line. Yet for all the talk about profit, companies continue in directions that appear impressive, growth oriented and all the rest, but seem to miss the most important reason for a company's existence.

marketr In 13 Southern otateo

CUI'I,T]R

"You mean we're supposed to be making money?"

Bowie-Sims NCX' Prange

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Courtesy counts on the sales floor

lF lT were possible to put statistics I into a computer and create a profile of the perfect salesperson, the results would be interesting. The paragon of sales would be neither tall nor short, blonde nor brunette, male nor female, but super courteous, most knowledgeable, easily identifiable and readily available.

The fact that courtesY is the No. I expectation of shoPPers todaY was revealed emphatically when people of various ages, ethnic backgrounds, educational levels, sex and regions of the country were interviewed by Research & Forecasts in a study sponsored by Whirlpool Corp. Their revelation of how Americans evaluate the quality of consumer products and consumer and public services has been documented in "America's Search for Quality."

Those interviewed were overwhelmingly concerned that a salesperson be courteous. Virtually all the respondents (9990) agreed that courtesy is the characteristic that is most important in those working in stores. Nine out of ten (9190) said that it is always important that a salesperson be courteous and another 890 said it is sometimes important. Only l9o felt that courtesy was only a little important and no one would agree that it was not at all important.

Although it was outranked by courtesy, product knowledge rated high in the survey. While 7290 exPected a salesperson to be knowledgeable about specific products, materials and specification, only 45v/o expected them to be informed about the advantages of competing brands. Some 3990 expect salespeople to be able to

provide adequate information about products not in their section or department of the store.

Story at a Glance

Cuslomers rank courtesY No.1 ...product knowledge rates second...promPt att€ntion appreciated . . .easily identifiable sales staff a must.

lmportant

Gharacteristics of the SalesPerson

Prompt attention to the customer entering the store or department rankea illgtr. In rating the availability of salespeople, 37t/o felt it was always important; 4l9o felt it was sometimes important. Only l29o rated PromPt attention as only a little important and l09o considered it as not at all important.

Customers want salesPeoPle to be readily identifiable with a distinctive uniform, smock, vest or name tag' A total of 8390 ranked easy identification of the sales force as important with 5890 considering it alwaYs important and 250/o sometimes important. A low l09o thought it not at all important and an even lower 790 considered it only a little important.

Less than one person in ten considered sex, age or ethnic background important in a salesperson. A low 690 liked to have the salesperson be of the same sex as themselves; 290 wanted them to be a comParable age; 390 wanted about the same ethnic background, but 7390, 8090 and 8390 respectively feel that these factors are not at all important.

Again the three favorite virtues advocated by personnel managers are verified. Courtesy with prompt attention, good product knowledge and easily identified salespeople should be the goal of every home center.

How to profit from a trade show

r!R/6\DE SHOW attendance can I be a valuable experience for a retailer. Even the IRS considers these functions legitimate business. But many retailers fail to make the most of the opportunity.

Preparation is the key to a rewarding experience. Begin bY studying the program and deciding which seminars fit your needs and interests.

If several representatives are going, assign each one to a different session with instruclions to take notes for an idea sharing meeting when You return. Prepare a list of Possible questions to ask speakers and panelists.

Next, review the list of exhibitors and mark the ones which you will want to contact. Make note of the location of their booths. Share the program with buyers and department managers not going,to learn if theY have a special interest that you can check out for them.

Schedule your travel so that You arrive rested and ready to go. Plan to stay at a convenient hotel to cut travel time while attending the show. Needless to say, register early for both the show and seminars, taking advantage of special travel and hotel prices offered in conjunction with the meeting.

Make a list of other dealers, sales reps and association people whom you wish to see during the show. Make notes about ideas you want to discuss with them so that you won't suffer from lapse of memory.

Take along any materials which you need to discuss with these people. Call or send notes setting up appointments.

Prepare your briefcase including the lists which you have readied, phone numbers of anyone you will want to contact in the city you are visiting, writing pads, pencils, calculator, business cards, etc. Leave room for the materials you will acquire.

Spend a few minutes thinking about your wardrobe. A combination of comfort and executive image is essential for both men and women.

Sfory at a Glance

Methods to maxlmlze Your tlme & money Investment In a trade show. .preparatlontlPe. ..wayg to share semlnar knowlcdge.. lollow-up technlquet.

Good walking shoes are mandatorY since you will be on your fect all day. A suit with at least two inside pockets to hold pens, notepads and cards is helpful. Clothing suited to the climate including raingear is advisable although air conditioning may make it winter in the meeting rooms and exhibition hall.

With these preparations, You are ready to swing into action when you get to the show. Verify the times and locations of seminars you are registered to attend. Locate the booths of people and products which you wish to see.

Seminar attendance will be more valuable if you are an active partici-

pant. Take notes and attempt to apply what lr bclrU said to your situation. Be opcn to new ideas. Ask quettions. Request additional information on approaches which you can implement in your operation.

lf the presentation does not meet your expectations, adapt your thinking and try to gain something from the materids presented. Collect any handouts for future use as well as sharing with thosc who dld not come. Order tapes of speakcrc who zero in on your interes$.

On thc exhibition floor, concentrate firrt on the booths that You know you want to virit to uve time and ener3y. Then survcY the hali, looklng for ncw products. Collect llterature for later consideration. Take edvantage of special prices on Items whlch you need.

Use some of your time to make contacts with other dealers and sales reps as well as keeping the appointments previously scheduled. Take time out once in a while to digest what you are seeing and hearing, taking notes for later sessions at the store. Be sure to take several copies of the program for sharing and reference.

Try to stay on schedule with meals, refraining from eating and drinking too much. Get outside for some fresh air and exercise. Walking an exhibition hall is tiring, but it really doesn't qualify as exercise. Strive for at least eight hours sleep each night.

Many trade shows offer tours of stores in the area. Take advantage of these and be observant of methods of operation. Make note of the signing, displays, decor, merchandise, employee uniforms, pricing, anYthing that you can apply to Your own operation. Be alert for new concepts. Ask questions. Gain as much knowledge as possible.

Make use of the social events to meet people, to extend your contacts and acquaintances. Informal exchanges of ideas can be valuable. Contacts established may be useful in the future.

When you return to the store, schedule time for sharing your information with others. Circulate the literature which you have collected. Send notes of ideas to those involved.

Make a list for yourself of new concepts that you would like to implement. Incorporate into your business as much of the knowledge You have gained as possible. Follow up on any commitments. Make the trade show trip a true business investment.

Make meetings count

llflEErINGS! How many times lUlhave you sat through a meeting wondering why you were there or, even worse, what it was all about? As a manager, you can make your meetings relevant.

Always ask yourself "Is this meeting necessary?" before summoning your employees or fellow workers is the advice of Jack Falvey, a management consultant.

Few managers understand the dynamics of meetings which he defines as the place to ratify and build on decisions already made, not as "an arena for hammering out policies in a group grope environment."

Meetings must have objectives and each participant must be made aware of the objectives and his role in accomplishing them.

Agendas are essential for worthwhile, productive meetings, but the agenda must be a meticulous plan with advance copies sent to those scheduled to attend the session. Without preparation, it is impossible for those attending to participate efficiently.

"If your last stop before going into a meeting is at the photocopier to run off your agenda, stop right there and either cancel or reschedule the gathering," Falvey says. "What rational manager would undertake a business trip on the spur of the moment without an itinerary or prearranged appointments and a set of

Story at a Glance

Pre-planning essenlial. .all participants should contribute ...poor organization wastes time. ..length doesn't indicate quality...fewer meetings are better.

desired results?" Being satisfied with minimal results from uninformed or hastily informed meeting participants is a gross waste of management time.

Meetings vary according to objective. For example, if the objective of the meeting is to have top salesmen share their techniques with others, it is important that these high performers be recognized as stars at the outset. The meeting should focus on them, giving them the limelight they deserve. They, in turn, should be prepared to make a genuine, well presented contribution to the program. Give the others attending the opportunity to admire and envy these top salespeople.

A little bit of drama can provide optimum results. This can be the place to recognize accomplishments, making sure that the reward honors the receiver and inspires others to be future recipients. For example, company monogram blazers readily identify the wearer as having the right stuff.

Sales meetings should be relative, say the experts. Some of the things which they feel have been overdone include slide shows, films, meetings longer than three hours, passive oneway sessions of more than 30 minutes and those little exercise breaks to relieve the tedium. Instead, they suggest meetings should concentrate on answering "Why should I listen to this?", "What's in it for me if I do?" and "What should I do as a result of all this?"

Informal sessions following short meetings are recommended for obtaining maximum results. If you hold your sales meeting at a resort or country club type location, allow those attending time to use the recreation facilities. The exchange of ideas on the golf course is often more productive than sitting in a meeting.

Meetings to establish policy or new methods of operation, or to solve problems achieve the best results

when attended only by those immediately responsible. Those who are not eontributors can be sent copies of the agenda and, follow-up results or be called together for a brief informative session. Sitting in a meeting in which you are not a contributor is a waste of time and money.

Avoid meetings whenever possible. Often a formal session is unnecessary if the manager will go onto the sales floor or into the yard to discuss the problem with the personnel involved. Formal settings are not required for productive action.

Parliamentary procedure is a hangup with many managers. Meetings must be orderly, but the meeting which follows a stilted format is not always the meeting which accomplishes the most. Follow the rules necessary for achieving the desired results in the most efficient manner and ignore the rest.

In brief, meetings must have objectives which are well identified and known to all attending. Only people who can contribute should come and they should be well prepared. Avoid making speeches. Communicate. Take action.

Falvey's final word of caution is "Never forget that the Gettysburg address was in fact delivered by Edward Everett, who spoke for one hour on the significance of the event of the day. Lincoln was merely asked to $ay a few words to close the program,tt

managers usually have

time managemenr habits, but there is nothing mysterious about using time wisely.

Good time management has no single secret, just dozens of simple, easy to learn habits to help you control your day and free your mind for creative thinking and planning as well as giving you more time to relax and enjoy your life away from the store.

According to the experts at DaYTimers, Inc., an organization devoted to helping managers save time and money every business day, you can turn time into a valuable business tool by establishing a set of good time habits.

First, they recommend that you set goals. Without well planned, written goals it is too easy to drift through the day-sometimes quietly enough, but more often getting hit by "waves" of problems and emergencies that probably resulted from a lack of planning in the first place.

Your goals should be clearly defined. For example, they might read like this:

o Add a profitable new product line or service over the next two years.

o Open a new branch in three years.

o Expand commercial contracts by l09o before the end of next year.

It is important that you write Your goals on paper. Make them realistic, but do write your goals down. Writ-

Good managers are clock watchers

ten goals can be self-inspiring. They create an excitement in the day's routine and help you zero in on the things you should be doing every day to bring your goals to life.

Next you should design a plan of action. Use specific, planned actions to measure your progress and give you further impetus to go on. What do you have to start with? What should you be doing in the weeks and months ahead to bring about the growth and changes you want?

Don't overlook personal and family goals in your plans. Is there a trip or vacation you've thought about, but never taken? Have you dreamed of winning a golf tournament or mastering a craft? Make a plan and make it happen.

Analyze what you do and don't do each day. Record your time for a week or two so that you can actually see where your time is being spent. Do you finish every project you start? Do your people really follow through on work you assign to them? Or do they return the responsibility to you? Are you still hanging on to old, familiar responsibilities that you could delegate to someone else? Do You sPend enough time giving directions to your managers and supervisors or do you overdirect? Are you interruPting yourself with trivia, small tdk or personal matters? If you're serious about wanting better time management, you'll probably discover many hidden time wasters in your day.

Prioritize your projects for effec-

tive use of time. Using a time planner diary, take at least 15 minutes each day, either first thing in the morning or last thing before you leave your office, to list your daily priorities. Write down every important thing you must do during each day, appointments, proposals, contracts, board meetings, inventory checks, advertising schedules, everything that must be done by you or delegated to someone else.

Number each task in order of importance, according to the goals you've set for yourself. Each day, as you concentrate on these goal-oriented tasks, you'be moving closer to realizing those major goals.

Communicate your needs and goals. Let everyone on Your staff know about. your time management efforts. They will be less likely to interrupt you with casual matters. Your efforts and enthusiasm may even become contagious, creating better time management habits throughout your entire organization.

Trim the trivia from your calendar' Once you begin to write down Your daily activity list you're already on your way to better time control. The list itself will "remember" the things you have to do, freeing your mind to concentrate on the here and now.

Next, consider the interruptions in your day that might be keePing You from goal-oriented work. If you're still dealing with things that keep you from your vital work, trim them away. If the work is imPortant, but someone else could do it for you, then delegate.

Story at a Glance

Ways to get more out of Your day. ..goal setting...analyzing responsibilities, priorities, del' egating...rules to adapt to your business.

Every organization seems to have acquired some work procedures that have little importance but are continued simply because "we always did it that way." Give some thought to your procedures. See what You're doing that might be incorPorated with someone else's work or, perhaps eliminated altogether. Make a habit of questioning the importance of each task. Put a mental Price tag on each

(Please turn to page 46)

AOOD

llgood

(o,I""t*'j,'"l:f

T:,3j'::*i1",1

ing the grand opening of the West Texas Wholesale Supply Co.'s expanded warehouse,/showroom in Abilene, Tx.

The major expansion includes a 4090 increase in warehouse capacity as well as new warehouse shelving and racking.

The existing dock was enclosed. Six new truck bays with dock levelers were installed.

A new and more functional city counter with saw tooth seating arrangement was added along with an all-new, ultra-modern plumbing showroom. In addition, the complete structure has been repainted. The facility now contains 15,000 sq.ft. of space in four buildings plus an outdoor storage yard.

West Texas Wholesale Supply Co. supplies over 25,000 different items to 2,500 hardware retailers, home centers, lumber dealers, building supply outlets, sporting goods and plumbing dealers in Texas. the eastern half of New Mexico and southern Oklahoma. The company has been affiliated with the Sentry Hardware Corp. since December of 1983. They are now undertaking a program which will enable them to offer Sentry membership to those they supply.

The business was started in 194,/ as a plumbing wholesale house. Today it stocks about 30,000 SKUs of hardware, tools, paint, electrical supplies, houseware items, small appliances, lawn and garden equipment, heating and air conditioning equipment, guns, ammunition and fishing tackle in addition to plumbing.

A staff of 37 salesmen services the dealers while five maintain the show-

Hardware wholesale/s mafor expansron

room and city counter for customers who come from an area of about 75 to 100 miles radius. They also maintain a quotation department for plumbing sub contractors.

The entire operation is computerized with IBM equipment which allows salesmen to place orders from the field.

A staff of 125-130 employees is needed to operate the facility including offices and warehouse. The company maintains its own transportation department. Deliveries are made throughout the tri-state market area.

Story at a Glance

West Texas wholesaler serves 2,500 dealers in three state area...expands operation... stocks 30,000 SKUs ol hardware, paint, plumbing, electrical supplies, tools and housewares.

West Texas Wholesale Supply Co. is owned by the survivors of the late Foy Weathers, who acquired the company aiid'issumed ttie iolb of president and c.e.o. in the 1950s. His widow, Erby Weathers, is chairman of the board. His son-in-law Marshal Kellar has served as president and c.e.o. for 12 years. Weathers' grandson, Steven Kellar, is vice president of credit. Both men are directors.

Ronald E. Hoover is vice president and director of sales. Merv Warrick is vice president and director of purchasing.

Door prizes and gifts were given to those visiting the company's headquarters at N. Fourth and Plum in Abilene during the open house. Grady Knight, Bible Hardware Co., Abilene, won the grand prize, a grandfather's clock. Dealers who were not able to attend received letters from Kellar inviting them to stop by for a tour at their convenience. This approach is a reflection of what Hoover calls their most valuable asset, customer service. "The customer is #1," he says, "we exist to serve their needs with products and service."

WAREHOUSE EXPANSI0N is viewed by (left) Merv Warrick, vice president ol purchasing for West Texas Wholesale Supply Co., and Robert Gandy. Marshall Kellar, (right) president, shows new plumbing showroom to R. B. Choate. Sinks and disposals (lower left) are shown in an unusual display. Customer pick-up area (right) is equipped with comfortable stools.

How to hire good employees

r!ODAY many employers, because I they are anxious to sell their company to a prospective employee and fill a vacancy quickly, fail to analyze the job to be filled and determine the qualifications of education, experience and personal characteristics needed by the best possible person for the position. Then when the new employee fails to meet expectations or progress as anticipated, they wonder what's wrong and long for "the good old days when you could depend on the people you hired."

Really, nothing has changed except jobs have become more complicated and specialized, requiring particular skills and often a lot of on-the-job training. Our mobile and complex society also has essentially eliminated the possibility of hiring people identified with the community or referred by associates.

The first step for a company searching for a new employee, according to John T. Cole, John T. Cole and Associates, Inc., a forest products executive search and placement firm, is to identify the position to be filled, writing a job description. The level of experience required by the position should be determined.

This means deciding if the position is best filled by a trainee (someone with little or no experience), a person with three to five years experience or a seasoned professional. These qualifications also to some extent determine the age and maturity of the applicant sought.

In addition, the person who will do the interviewing and hiring should determine the type of person who will be compatible with the company and other employees. The image the hiring company wants to present to its customers and associates also should be considered, Cole says.

With these items pre-determined, the screening of those applying will go more smoothly and efficiently. References for those who seem qualified should be checked out thoroughly, Cole emphasizes.

Work habits, personal habits and

the energy level of the applicants should be questioned as well as the usual queries about reliability, punctuality and ability to do the job. It is helpful for the person checking on references to have a written lisi of questions which he checks off for each applicant being considered.

Seasoned interviewers report that it is useful when checking references to use specific rather than general questions. For example, "How often was he late?" rather than "Was he punctual?". The specific question seems to trigger memories and make it easier to get a true picture of the person being considered.

The company's job is not over when the applicant has been selected and the details of hiring accomplished. In reality, the hard part is still ahead. A company must train a new employee to do things the company way, helping him to absorb the habits of the company while eliminating any false preconceptions of how and what he will do. The person responsible for training must help the employee to feel comfortable, accepted and a part of the company in addition to directing him in doing the best job possible.

"Tiaining is probably neglected more often than any other program," Cole believes. "How often have we seen or heard about the employer who tells the new employee that he will have a six month training period to learn the procedures and products and then after two weeks has other

Story at a Glance

Job description aids in selecting right employee for job proper screening of candidates .helping the new employee to adjust...developing capable, diligent, loyal workers.

crises in the business and forgets or fails to follow up on the training?" Cole asks. Then, he says, this same company will say, "We don't know why he didn't stay or why he isn't making it. We screened him carefully ! "

Training is important. Again, a basic outline of the material which must be covered should be written down. An employee handbook is a definite plus in training a new employee as well as maintaining high standards for those who are not neophytes.

Company policies, products and service to customers should be clearly outlined. One person should be responsible for monitoring the training program. A definite time period should be established. Constant evaluation of the employee should be maintained with praise as well as suggestions for improvement.

The trainer should encourage questions after he has explained a procedure. His attitude should be friendly and relaxed when he reviews procedures. Problems should be solved as they arise, not months later when they are really causing trouble.

The trainer should encourage suggestions from the employee and be flexible in accepting a better way to do the job. He also should expect mistakes, accept them calmly and do whatever is necessary to prevent a reoccurrence.

When problems come up, the trainer should alert the employee in a tactful, friendly way. He should work with the employee in setting guidelines for performance and behavior, allowing the employee to share in the decisions and feel a part of the responsibility. This will develop more loyalty and desire to do the job right than negative criticism.

Equally important is the necessity of keeping the employee informed. Tell him if he's doing a good job. Tell him where you would like to see improvement. Show the employee that you are interested in him as well as the job he is doing.

New Virginia Association Exec

Thomas R. Hartley, new executive director and secretary of the Virginia Building Material Association, was introduced to the membership at the annual Management Conference at the Ramada Inn On The Beach. Virginia Beach, Va., Aug. 9-12. He replaces John Allison who has resigned to pursue other interests.

Samuel Hill, president of the Mutual Federal Savings and Loan Association, kicked off the opening session with a discussion of mortgage market changes. Donald Ritenour, director of the Single Family Division of the Virginia Housing Development Authority, discussed subsidized housing; Roie Godsey, state director of the Farmers Home Administration. reviewed the single family dwelling program for low and very low income families in rural areas; Roger Gray, field tax representative for the Virginia Employment Commission, advised on unemployment insurance costs.

John Martin, executive vice president of the National Lumber and Building Material Dealers Association, reviewed the convention plans as well as what lies ahead for the national association. Jody Luck, VBMA first vice president, gave a long range planning report covering that committee's action to date. During a meeting of the board of directors, Dick Ferguson, treasurer, presented an up-dated budget. August 15-18, 1985, was set for the next management conference.

Hartley, according to Robert B. Taylor, VBMA president, has had over 12 years experience in association work. A resident of the RichmondPetersburg area, he has served as executive vice president of the Home Builders Association of Southside Virginia and executive director of the Virginia Rural Rental Association.

The VBMA offices will remain in Richmond with Cindy Ryan continuing as assistant director.

Hardwood Installation School

Some 60 students have enrolled from 22 states and Canada for the l2th consecutive Hardwood Flooring Installation School to be held Sept. 23-28 at Cook Convention Center, Memphis, Tn.

The five-day session includes the manufacture and all phases of installing strip and parquet flooring with instructors from within the industry.

The school is sponsored by the National Oak Flooring Manufacturers Association, Memphis; the American Parquet Association, Little Rock, Ar., and the Maple Flooring Manufacturers Association, Chicago, Il. Charles "Mickey" Moore is the director.

Kentucky Dealer's Seminar

Kentucky Lumber and Building Material Dealers Association is sponsoring a seminar, "How To Compete

With The Chains and Win!," on Sept. 20 at the Executive Inn in Louisville, Ky.

Fred Sautel, Fred Sautel & Associates, who specializes in working with independent businesses whose primary products are lumber and related building materials, will be the leader, according to Billy S. Thompson, executive vice president of the dealer association. Co-sponsor of the program is the National Lumbermens Service Corporation.

The session will include a discussion of the challenges of today's market, ways to evaluate stores and competition, understanding what the customer expects and getting the most out of a store's team.

EPA Formaldehyde Hunt

Lumber and home center dealers will undoubtedly feel the effect of the Environmental Protection Agency's decision to regulate formaldehyde off-gassing from construction materials used in both stick and manufactured homes.

In a reversal of policy set in 1982 when they concluded that formaldehyde exposure offered no health hazard, the EPA will investigate exposure to and health problems of persons living in homes where fiberboard, particleboard, plywood, laminates, paneling, urea formaldehyde foams and moulding compounds containing formaldehyde-based resins have been used.

Ihilklhrt -- I'ror[r< t.s

K nrurt witlt t{otttc ('cttters tll' Arncrica will opclt 30 slorcs ttexl ycar ttttclcr tltc tlatttc Iluiltler.s Stluure, all part ot'a 40 ttl 6O storcs a ycelr schcdule. . . l!/orrrt's w'ill hold a grartd opclting I'ttr its 4llt warchottsc storc in ('hitrlcsltltt, S.C., this month u'ith itttotltcr warchousc ttttit tlltcning in Virgirlia IJcach, Va., latcr this ycar.

Hotnecru.f'lers ll'urafutust' I ttc. plans to add 30 warcltousc rctitil stores within thc ncxt thrcc Ycars rvith a Nashvillc,'frt., klcatiort opening tltis month and two opcnings in Louisville, Ky., bel'ore tlte end of the year ..

Monroe Hurclv,ure Cr.r., Monroe, N.C., has acquired MitchellPowers Co., Bristol, Tn. .Plca' sants Hurdwure Co., Richmond, Va., has added office and warehouse space next door to its present facility . . . Ply-World Corp., Orlando, Fl., has changed its name to FLM Buildins Produds, Inc....

HomeOwners Warehouse which just opened a 70,000 sq. ft. warehouse with 10,000 sq. ft. garden center in Augusta, Ca., will move into new Melbourne and Thmpa, Fl., Virginia Beach and Hampton, Va., and Oklahoma City, Ok., locations as well as the previously acquired sites in Jacksonville, Fl., and Nashville, Tn., in the next few months. .

Weisbrodt Lumber Co., Inc., Foster, Ky., closed early in July .. Dr. Ike's Economy Center, Laredo, Tx., will add a 32,000 sq. ft. drive-through warehouse .. Jordan's Ti,ustworthy Home Cen/er, Columbus, Ga., had D,000 to 15,000 customers at a recent grand opening

Vaughan & Sons has closed its Builder's Mart retail hardware subsidiary in San Antonio, Tx.; the other Vaughan facilities are

n()t itf'l'cctccl . I lotttt' I)t1tol, Atlanta. (iit., ltits attttottttcctl plirns lirr rttovirtg irtto So. ('a. nrlrrkcts

ncwly rcntoclclecl shtlra rootrt llas bccrr l'lrokcn inlo iutcl varttlltlizccl, causiltg crlertsive claln:tgc to tltc liort I)icrcc. l;1.. rctail storc

()atarulll:otxl [)rc.scrvirtg ('o., Irc'. lras ptrrclrascd lltc LJurke Pur' sort.s I*lrlb.r, ('rtrlt. plartt in [.clancl, N.('. . .l lechitt.u,er rvill o;lcn its lsl warchouse ltott.tc cctltcr in Ralcigh, N.C., trcrt tnontlt . .lkn+,uler has sccured sitcs lbr additional storcs in West lrort Worth and Farmcrs Branch/('arrollton (Dallas), Tx.

Shunrutn Croult, Dallas, 'fx., has acquired the American Crcosote Worksplant in LoLrisville, Ms., adding new cquipntent including penta and CCA capability; new name lbr thc facility is Superior Wbod Tieutinx, Inc'.

Balfinr Luntlrcr Co., Thomasville, Ga., has added a computerized mill system housed in four new metal buildings to its operation Gorclo Lutrtber Co., Tuscaloosa, Al., is installing an energy-conserving drying unit as part of a $154.000 expansion . .

Plttnkett-Webster, Inc. has purchased 8 acres with two warehouses and an office building for its new DC in Apex, N.C., Jerry Huber, gen. mgr. . Winton Sales Co., Minneapolis, Mn., has moved to new offices at 800 MarquetteAve....

Alsco is constructing a 125,000 sq. ft. vinyl siding plant in Olive Branch, Ms . Jeld-Wen Inc. will open a 100,000 sq. ft. door assembly and distribution facility in Bardstown, Ky., laterthis year and a 60,000 sq. ft. window and door plant in Corsicana, Tx,, in Nov....

I ltc('tcrt ('or7r. ltits bcerttttc iI rrlrollv ttrrnctl strbsirliltrr tll lt I)erv lroltlirrg crr., ( ito lrttltrsuit's, lrrt'. . I lslrlr'rll/ is rrrlu tltc lu.ttttc of tlrc I ltrrvrrtct Ar e ltitce tttntl l'roclrrcls l)ir. ol llrrtlcl Nlitttttl'ltct tttittg ( o., Icrrcll, 'l'r.; l'acilitics irt I lotrston, I'r. itrtcl Allittttit,(ilt., arc opcrittirtg ttttdcr tltc llcw lliullc.

()utrXiu'l)uci.lic (or1t. rs btrildirrg a spral'-drictl rcsitt pllrttl (lirr rr'irl'crlttlarcl) at ('rossctt, Ar. . . I ttttisiurtu-l\tt'i.l ic has ltctlttirccl a Irarclrvoocl ancl lline sltw'tttill cttrtt;rlcr irr Way'ttcsboro, (iit. ll'illutttt'ltt' Itttltt.slric.s, /rtc'., luts acqtrirccl lhc lirrrncr Mitnvillc litlrcst l)rorlrrcts 1'rarticlcboarcl ltlartt in l.illic, La.

I)olr ('lrctrtittrl C\t. has purclrascd 50%r ol' Irt.strltrelt', Ittt'.'s availablc stock (-ultitol [)xdruc't.s Coryt. rvill build a rttulti-tnillion $ alurninurn bLrilding products plant irr Ennis, Tx., W. A. "Bill" Ilnrnot, operatiorts mgr

Spac'e 'Ibt'h Building Systetns, lrt'., Strrart, ll., is opcratirtg a nov 7.2 acrc procluction tacility at Okcechobec, Fl. Great Lakes W''indow, C'rtryt., Walbridge, Oh., has brokcn ground for a new 56,000 sq. l't. mtg. facility . .

The Cektlex Corp. has received a Good Housekeeping Seal for their ceiling prodlrcts and roofing shirrgles .Ouku,ood Hornes Corp., Greensboro, N.C., has renamed its mfg. units in Richfield, N.C., Homes by Oakwood . . Schlage LockCo. received a 20 year award at the Construction Specification Institute convention in Dallas, Tx. ..

The Port of Charleston is opening a trade development office in the Omni Complex, Atlanta, Ga., Richard M. Stover, regional mgr....

Housing srarls for July were down 6.690 from the previous mo. to a seasonally adjusted annual rate of 1,761,000 . . . singlefamily starts fell l09o from June and apartment construction declined l.9Vo .. the South had a l9o drop in total starts . . .permits were dorvn 1290 from June to an adjusted rate of 1,562,000 . .

Handling Rules for PT Wood

Although EPA rules on the use of wood preservative chemicals containing inorganic arsenicals, pentachlorophenol and creosote mainly concern wood preservers and chemical companies, retailers should be aware that they will have a role in enforcement of these regulations.

In addition to being prohibited from selling some substances, retailers will be expected to cooperate in displaying signs or placards to inform consumers of the existence of consumer information sheets which the manufacturers must supply with treated wood.

They also will be expected to see that these sheets are available to consumers who purchase pressure treated wood.

Retailers also might be wise to post the cautions on handling and ask employees working with pressure treated wood to observe them. Most of the rules make sense. Wearing gloves when handling wood, washing after contact, separating sawdust saturated clothing from regular laundry, wearing goggles when power-sawing or machining and wearing a mask when

sawing and machining treated wood are suggested.

If the rules are not challenged, the effective date for regulations and new labels on chemicals will be Nov. l, 1984. Deadline for new labels on existing chemical stocks already on the market is Feb. l, 1985.

Dealers Meet In New Orleans

Louisiana is gearing up for its role as host to the National Lumber and Building Material Dealers Association's annual meeting, Oct. 3l - Nov. 4, at the Fairmont Hotel in New Orleans.

Governor Edwin Edwards has been invited to address an opening session. J. P. Bolduc. c.o.o. of the President's Private Sector Survey on Cost Control and senior vice president of W. R. Grace Co.; Robert J. Day, president and c.o.o. of U.S. Gypsum Co., and Ben Blackburn, former congressman from Atlanta, Ga., will be among those addressing the Focus 85 sessions.

Executive sessions, business and educational meetings are planned including election of officers. The

Southern Forest Products Association Retail Dealer Advisory Council and the American Plywood Association Dealer Advisory Council will meet the first day of the convention.

Louisiana Building Materials Dealers Association members plan a "Crescent City Cajun Country Creole Carnival" for those attending. The Worlds Fair in New Orleans is an aded attraction.

Dutch Take Over CMI

Canadian Millwork, Inc., Freeport, Tx., is now completely owned by its parent company, Deli-Maatschappij, Rotterdam, The Netherlands, with Charles Vignal, founder of CMI, leaving to pursue personal interests.

A publicly held international trading company dealing in commodity timber, tobacco, coffee, tea and rubber, "Deli-Mij" plans a major thrust in the U.S. millwork and moulding market. Mark Marquardt, president of CMI, has outlined plans including increased customer service, plant improvement and beefed up field support.

Berger & Company, an international commodities trading organization with 14 offlces in ten countries, is proud to announce the opening of a new office in Sacramento, California to deal in

Western Softwoods,Ag$cultural Wood Products, Pl5nrood Partlcleboard

Bill Hanrahan, Jim Haas, Bob Glatt, division mgr.

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

CALENDAR

SEPTEMBER

Okhhoma l.umbermen's Assoclatlon-Sept. 7't' l9E4 merchandise mart, Oklahoma CitY, Ok.

Florida l.umber and Bulldlng Materirl Dcden AssoclallonSepl. 12-14, 64th annual convention and exposition' Hyatt Regency Hotel and Curtis Hixon Hall, Tampa' Fl.

Batlbols: Internstlond Wood Construction Exposltlon-Sept. 12-17. Bordeaux, France.

National Hoo-Hoo-Ulte Club-Sept. 22, fall board meeting' Airport Executive Inn, South San Francisco, Ca.

National Kitchen & Bath Week-Sept. IS'LJ, sponsored by the National Kitchen and Bath Association.

Hardwood llooring Inslallalion lk'hool ' Sept. 23-2E' Cook Convention Center, MemPhis, Tn.

l.umbermen's Association of Texas - Sept. 2J-Oct. 9, Australia Busincss Development Fair, Australia.

OCTOBER

S & T Industries - Oct. 6-E, merchandise markets, Kentucky Fair and Exposition Center, Louisville, Ky'

London Building and Home lmprovemenl Exhibition'Oct. 7-ll' Earls Court, London, England.

American Plywood Association - Oct. E-9, annual meeting, Westin Oaks Hotel, Houston, Tx.

llllllllilililrllilililr{llIrilllllll ililil tillt 'lil1 ililtl ililil Iililil tl iitlt ililtl lllllltmrrrrrlIrrrllttttllhrrrllllll

STEE!L -

BERGER & COMPANY HAS OFFICES IN: San Francisco, Ca. (headquarters): Chicago.

Il.l Colfax, Wa.; Fargo. N.D.l Filer, Id.; Grand Cayman, British West Indies; Santiago, Chile: London, Englandl Geneva. Switzerland; Nicosia. Cyprus: Buenos Aires, Argentina: Moose Jaw. Canada: Johannesburg, South Africa: and Taipei, Taiwan.

National Housewarts Manufacturers Association - Oct. 9'12' 8lst International Housewares Exposition, McCormick Place plus McCormick Place West, Chicago, ll.

Arkansas Lumberfest - Oct. 12-13' Little Rock, Ar.

American Hardware Supply Co. - Oct. 15-17, second fall market, Nashville. Tn.

North American Wholesale Lumber Associalion, Inc. - Oct. 16, regional meeting, The Mandalay Four Seasons Hotel' Dallas, Tk.

Southern Foresl Products Association . Oct. 17'19, annual meeting, Walt Disney World, Lake Buena Vista, Fl.

North American Wholesale Lumber Association Inc. - Oct. 2l-26, Wood Marketing Seminar, University of Georgia, Athens. Ca.

Door & Hardware Institute - Oct. 22-23, trade show, New Orleans. La.

National Hardwood Lumber Association - Oct. 29-31, 87th annual convention, Westin Crown Center Hotel, Kansas City, Mo.

National Lumber and Building Material Dealen Association ' Oct. 3l-Nov.4. annual convention, The Fairmont, New Orleans, La.

NOVEMBER

North American Wholesale Lumber Association, Inc., 'Nov. 1{' regional meetings, Nov. 1-2, Holiday Inn-Crown Plaza, New Orleans, La.; Nov. ?, High Point Radisson Hotel, High Point' N.C.; Nov. E, Holiday Inn Airport-South, Atlanta, Ga.

Southern Pressure Treaters Association - Nov. 7-9, annual meeting, Royal Orleans Hotel, New Orleans, La.

Kentucky Lumber & Building Material Dealers Association ' Nov. 14-16, annual convention, Executive Inn, Owensboro, Ky.

Western Home Center & Building Materials Show - Nov. 15-17' Anaheim Convention Center. Anaheim, Ca.

lf's your show. Don't miss it, The first ond only show specificolly designed to meet the unique needsof Western home imorovement deolers, The lorgesf ond mosl complete exposition of home improvement, mointenonce, remodeling ond decoroting products for the DIY morketever ossembled in the West for Western retoilers.

More fhon 600 exhibitors of thousonds of products ond services for your growing DIY ond outdoor livingmorket, Coreer Doy, November,lT. College seniors ond recent groduotes with on interest in retoiling hove been invited to ottend the Show, Here's your chonce to

interviewinterested ond eoger entry-level condidotes for your stoff.

Seminors toilored specificolly for Western DIY retoilers, Designed ond presented by industry leoders who understond Western retoil operotions, All of no cosl if you preregisternow.

NOVEMBER I5-I7, 1984

IMPORTANT: In order to process your registration, your company's business activity must be indicated below:

(please describe)

TOPICS

crccutlva vlcc prc.ldcnt

ston, Nov' 14; Corpus Christi' Jan. 15; San Antonio, Jan. 16; Lubbock, Jan.30.

ment and SBI Review. He will lead the sessions for yard foremen and the recruiting, interviewing and employee selection program.

Jim Pence will lead managing for financiat results, the good idea conference and improving consumer selling skills sessions. He has a degree in economics and has spent over 20 years as a businessman with Indiana Cashways Systems, Inc. He has made over 500 presentations to dealers in the past several years including a previous session for L.A.T.

INVEST

tn Yourself! is the theme of Ithe professional development seminars which we are sponsoring to provide practical business and management programs for the owners, managers, supervisory personel and employees of lumber and building material dealers beginning this month.

The programs range from four hour informational conferences on current topics to three day comprehensive seminars.

A wide range of programs and services will be available to you and your firm' If we have not provided the exact one you need, ptease let us know and we will develop it. For further information, or if you would like to have one of the following programs in your area, please call or write the L.A.T. office. ln many instances all we need is a minimum of l0 to 15 participants to conduct a session.

Programs will begin with basic estimating in San Antonio, Sept. 25-27. Arlington will be the location of a managing lor financial resutts program on Oct. 9 and a seminar on recruiting, interviewing and selecting the right employee on Oct. 17. Basic estimating will be the topic on Oct' 2931 in Dallas and on Jan. 10-12 in Houston. Half day retail lumber seminars will be held in Dallas on Nov. 13; Hou-

An all day program on supervisory skills for the yard foreman is scheduled for Nov. 15 in San Antonioi Jan. 24, Dallas; and Feb. Z/, Houston. A good idea conference will be held in Austin on Dec. 12. Improving consumer selling skills will be the subject on Feb. 5 in Houston.

Seminar leaders will include Dr. S.P. Johnson, who has degrees from Florida State University and is an accomplished speaker and writer. His articles appear in lhe Journal of Smoll Business Monoge'

GAYLON STACY

Dr. Bill Stewart. author of the L.A.T. Cuide to Material Estimating Book and a rural housing and energy conservation expert for Texas A&M University, will conduct the basic construction materials take-off workshop using his book as the basic text.

Registration for any of the seminars may be made by writing or calling the L.A.T. office. Enrollment in each seminar is limited and will be accepted on a first{ome basis. Enrollment status will be confirmed.

Timber Products

NATIONAL AND INTERNATIONAL INSPECTION AND QUALITY CONTROL SER. VICES FOR ALL WOOD PRODUCTS, AND ALL SPECIES, INCLUDING GRADEMARKING OF LUMBER UNDER THE ALSC PROGRAM, QUALITY MARKING OF TREATED LUMBER UNDER THE AWPB PROGRAM, AND QUAUTY CONTROL/. QUALITY MARKTNG PROGRAMS FOR FIRE RETARDANT TREATED WOOD,TRUSSES, AND BUTLDING LOGS. SERVICES INCLUDE INAINING, QUALI. TY MONTTORING. CERTIFICATION, SAMPLING, REINSPECTION, SPECIFICATION WRITING AND/OR CLARIFICATION AND CONSULTATION ON LUMBER

Convention Center in Oklahoma City. The event is expected to draw an attendance of approximately 3,000.

Convention chairman is Henry Bockus III, Gordon White Lumber Co. Co-chairman is Gerry Weltzheimer, Leonhardt Lumber Co. Current association president is Glen Haney of Coalgate. Jim McKellar, Jr. of Tulsa is the vice president.

All available exhibit space is under contract. Space sold out earlier this year than in any other time in the previous l0 years.

"Because of the early sell-out ofexhibit space, we expect buying and selling to be far more aggressive than in past years," said convention chairman Bockus. He said a total of 190 displays will offer dealers a variety of products and services related to the building, remodeling and doit-yourself industry.

The show is open only to retail lumber and building materials dealers from Oklahoma and dealers of other states who do business in cities near Oklahoma's borders.

Activities began at noon on SePt. 7 when officers, directors and past presi-

(Continuetl |rom previotts page )

dents and their spouses were honored at a leadership luncheon. A business meeting of the board of directors followed with a slate of new officers and directors presented by the nominating committee. Nominations chairman was Bud Blakley, the association's immediate past president.

Friday's events included an "All Industry Reception" sponsorcd by numerous exhibitors for all retail dealers registered for the convention and to personnel of all sponsoring exhibitor firms.

The materials exposition "kick-off" breakfast at 8 a.m. Saturday featured Carl Dill who built his family's single store operation into a large chain of strong independents. Dill, a notable in the industry, privately developed marketing and promotion concepts which enable small independent dealers to compete fairly against the tough compelition of the gianr corporare operations.

Exhibits opened at 9:30 a.m. Saturday, in the central exhibit hall of the Myriad Convention Center. Active trading was predicted throughout the two-day exposition with exhibitors offering special discounts on orders placed on the exhibit floor.

The dealer-exhibitor luncheon speaker on Saturday was Ray Stanish whose background is rich in science and engineering.Early in his life he demonstrated a talent for seeing the humorous side of deeply complicated scientific and technical developments. He provokes convulsive laughter as he pokes fun at computers which he labels as giant nincompoops.

At the close of exhibits on Saturday, dealers and exhibitors gathered for the "No Speech" banquet, floor show and dance in the lmperial Ballroom of the Skirvin Plaza Hotel.

Sunday's events began with a breakfast meeting where the speaker was Faye O'Dell, well-known Oklahoman and former Lt. colonel in the U.S. Marine Corps who is one of the state's leading figures in high school and collegiate athletics. Basically a humorisr, O'Dell is considered one of the nation's outstanding rnotivational and inspirational speakers.

The convention ended at l:30 p.m. Sunday with the closing oi exhibits.

ARKANSASA OKLAHOMA

BOB JOHN exccudve vlcc pneel&nt

I UMBER dealers scored a major vic' btory recently when Congress adopted amendments to the bankruptcy code sought by the association for four years. ln approving changes to the Bankruptcy Reform Act of 1978, dealers are assured of not only more efficient, but also more economical bankruptcy procedures.

The successful advocacy of these amendments was the direct result of an

87th Hardwood Lumber Annual

The National Hardwood Lumber Association's 87th annual convention will be held at the Westin Crown Center Hotel, Oct. 29 -31, in Kansas City, Mo.

This convention traditionallY is considered the largest gathering of

effort by MLA members who were com' mitted to achieving reforms in the Bankruptcy Act. Dealcrs across the nation enlisted the support of their Congressmen to enact the much needed amendments. Oklahomans helped to persuade Democratic Congressman Mike Synar to push the legislation. In the Senate, Kansans urgcd Senator Robert Dole to carry the ball.

The new law resolves the constitutionality of bankruptcy courts that has plagued the nation's insolvency process since the Supreme Court's June, 1982 ruling against the system established by the 1978

hardwood people in the world, according to S. Carroll White, executive director, Memphis, Tn.

Great Fall Hardware Sale

The Great Fall Hardware Sale store promotion will begin SePt. 27, with

Act. Judges were given Article I constitutional status which authorizes their appointment for 14 years by regional appeals courts. Federal district courts can hear legal questions that do not involvc bankruptcy laws if the parties to the bankruptcy procecdings wish.

ln addition to the resolution of the judgcs crisis, the bill approved by the Congrcss does the following:

o Tightens provision under which consumers can declare and remain in bankruptcy.

o Provides relief for farmers whose products are under the control of grain elevators that file for bankruptcy.

r Placesrestrictions on employersseeking to abrogate their labor union agreements through bankruptcy.

r Enables shopping center owners to lease certain properties that formerly were ticd up in bankruptcies.

sweepstakes prizes for customers, retailers, store employees, wholesale sales managers and salesPeoPle.

Supported by advertising in consumer magavines, the annual event is sponsored by almost 50 manufactwers, who band together for the promotion.

Grace Forms Southeast Unit

W.R. Grace & Co. is organizing a new warehouse home center unit which will be headquartered in the Virginia Beach, Ya., area.

Frank Doczi, formerly senior vice president at Moore's, Roanoke, Va., has been appointed president of the operating unit which has no name, no geographical boundaries and no merchandising units assigned to it at present.

Lowe's Goes To The Movies

Materials used for constructing a replica of the mansion burned in the finale of the "Firestarter." a Univer-

sal City Studios movie starring Drew Barrymore and George C. Scott were purchased from Lowe's in Wilmington, N.C.

Orton Plantation. south of Wilmington, the principal filming site for the movie, was the model for the full scale 100' x ll4' reproduction that was torched at the film's conclusion.

New McCoy's In Georgetown

Georgetown, Tx., is the location of the newest McCoy's Building Supply Center.

This 55th store for the San Marcos based retailer opened in mid-August with a 15,000 sq. ft. sales floor and

9,300 sq. ft. warehouse with adjoining lumber yard.

Grand opening festivities included participation by three local radio stations and giveaways for customers of bandanas, yardsticks, nail aprons, balloons and refreshments.

New Southeast Field Office

Knoxville, Tn., will be headquarters of thd'newly appdihted Portland Cement Association Southeastern Region field manager, Charles A. Curtis III.

He will be available to provide design and construction assistance on building projects in Tennessee and western North Carolina.

lUhen Vou Highest Ouolity Possiblc ot Competitive Pricing

uont the highcst quolitg ovoiloble in CCR TVpc C Pressure Trcoted lumber, coll

CURT BCRN TUMBCR CO., INC.

P.O. Box 9, Rmitv, Rr. 71921 o (501) 342-5275

Rltt HRRDII{G o LINDR PRIDDY . ROSS RRSSfUIUSSCN

tUe con fill oll Vour treoted lumber needs. . . londscop@ timbers, plgwood, oll dimensionol lumber, 4x4 through 12x12. On 6x6 ond forger ur@ hov@ lengths ronging up to 45 feet. Plus, w@ nou, corrv in stock .60 FDN. tUe olso hove our ou,n fleet of trucks to help gou solv@ ong deliv@ry probl@ms Vou mov hove. llll our mot@riol is TPI grod@ mork@d. lue feotur@ th@ Rl.uPB quoritv mork on oll our tr@oted moteriol.

Fks Choice LUMBER

You narne it, we have it: stucls, drrnension lurnber, Iroards, turrirrg strips, treated lurntrer ancj larrdscape tirnbers, nrachine stressrated, bearns, decking, flooring, stepping, ceiling, rroulding, fertcing, planks and timbers, sidinq, shakes, posts and poles

COMPETITIVE PRICING

Weyerhaeuser prices are always competitive. You can count on it. You can also count on consistent quality of products at the best value in the industry. Day in and day out.

RELIABLE DELIVERY

When Weyerhaeuser people give you their word, you can rely on it. Allorders will be shipped when promisedon time. No excuses. lf a problem does occur we will go the extra mile to satisfy our customer.

CONSISTENT QUALITY

Weyerhaeuser-p rod uced products are measured against rigid quality control standards. We will not cut corners. You can rely on Weyerhaeuser products to meet your performance expectations. Products purchased for resale by Weyerhaeuser will meet

the same demanding requirements. lf it comes from Weyerhaeuser, you can count on its quality.

DEPENDABLE SERVICE

Weyerhaeuser Customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating thei r needs and staying ahead with new products and new ideas. And ourTrading Centers are primed to give you prompt service on all direct mill needs.

PEOPLE WHO CARE

You will always get a quick response, accurate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred su ppl ier. You r respect is Weyerhaeuser s top priority. We will never take it for granted.

WEYERHAEUSER CUSTOMER SERVICE CENTERS: ALABAMA

Birmingham: (205) 663-1870

Tuscumbia: (205) 381-3550

ARKANSAS

Little Rock: (501) 490-0465

FLORIDA

Miami: (305) 592-0633

Orlando: (305) 295-7431

Tampa: (813) 247-6671

GEORGIA

Ashburn: (912) 567-3416

Atlanta: (404) 355-5971

KENTUCKY

Louisville: (502) 368-3331

LOUISIANA

New Orleans: (504) 733-6800

Shrweport: (318) 631-3190

NORTH CAROLINA

Asheville: (7 U) 684 - 6484

Charlotte : (7 M) 37 5 - 5547

Greensboro: (919) 668-0961

OKLAHOMA

Oklahoma City: (a05) 670-2811

TENNESSEE

Memphis: (901) 363-5693

TEXAS

Dallas: (214\245-3511

Houston: (713) 462-9991

San Antonio: (512) 661-8415

Sweetwater: (915) 235-4331

VIRGINIA

Richmond : (8O4) 222 -7 37 3

SOUTHERN TRADING CENTER

(80O) 272-2200 (in Arkansas)

(800) 643-1515 (all other states)

O Copyright 1984 Weyerhaeussr Company

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

1'1650 lberia Place

San Diego, Ca.92128

This is the last oJ' three c'olumns specificolly deoling with ways of reoc'hing t he d o- i t -you rse A cus ! ome r-ed.

II'HEN RETAILERS first embarK UU on a clinic program they usuallY rely much too heavily on their vendors to supply the talent. It's a mistake! I do not advise a retailer to continuously expose his customers to only manufacturers reps or factory men for a full course of study at consumer how-to-do-it clinic sessions. Understandably, these vendors are tied to a single brand, and their preferences and prejudices make the attendees suspect. Clinics are better received when the audience feels that there is not such a selfserving motive on the part of the instructor.

There are times when the factory expert is the most qualified person to perform

the clinic program. But the results are bettcr whcn there is a store representative on the platform with the outsider.

The best clinics are those taught by the local store's own personnel. When a department manager has both the construction knowledge and some teaching ability, it makes for a great how-to-do-it clinic session, and super consumer relations for the store.

But not all retailers can be that lucky. Most have to turn to other sources for their instructors. A good source is the shop teacher at the local high school. Usually these school teachers are happy to moonlight for some extra income.

A few years ago the state of Ohio subsidized some of the retailer's payroll for these instructors under their "continuing adult education programs. "

Some retailers have a relationship with general contractors and remodeling contractors who do not feel threatened by do-

it-yourselfism. They too are well qualified to conduct clinic programs.

But again a word of caution. To assure success-make it the store's responsibility to have the instructors fully aware of the merchandise mix and the selection of brands available in the store.

There are a number of sources for training and visual aids for how'to-do-it clinic sessions. Another speaker on my Home Center Show Clinic Panel was Adolph Auerbacher, the publisher of Better Homes ond Gqrdens special interest publications. For his part of the program, he conducted a surveY and created a list of 256 vendors who support the retailer's clinic programs for no or little cost. This support came in the form of :

a Films or slides

o Speakers, demonstrators, or instructors

o Samples

O Give-aways (bags, rulers, aProns, etc. )

a Instruction or idea booklets

o Advice on conducting how-to-doit clinic sessions

Maintenance and Improvemer?/, together with their new product knowledge training course,makes an excellent resource for developing a clinic program.

Easi-Bild Home Improvements, Briarcliff Manor, New York,also sells strip films and scripts on a number of popular remodeling programs.

A second word of caution, however. Those how-to-do-it clinic sessions that are mostly all audio-visual programs do not receive good grades from the attendees. It is preferable to use live people with live demonstrations whenever it is possible.

Let's now talk about merchandising the clinics.

Some retailers today are making the mistake of not merchandisine their clinic

Thot's How lt Goes!

programs. I use the term merchandising with care. The people who are invited to attend the clinic feel that they are coming to learn-not "to be sold." Hard sell is a turn-off. But creative soft sell can produce volume-maybe not overnightbut it's very measurable over the long haul.

Selling softly means:

o Building a mailing list of those who attend clinics, and recording what they indicate they're building or repairing.

o Opening a company charge account for those who register for clinics.

O Offering a short term discount on merchandise featured at that evening's session.

O Developing "complete material packages" for those projects that attendees indicate are of prime neighborhood interest.

o Offer a special "complete material list" discount when the clinic attendee buys all his project needs at one time.

Although it's not the only way, clinics are still one of the most productive methods of retaining the reputation as

THE do-it-yourself headquarters in your market. But, defining a market in the 1980s is complex.

At first we considered our market as the geography surrounding our store, Then. as retailers we learned to measure the demographic market. Five years ago the term physchographics described a retailer's market-and in our industry we also heard about dedicated do-ityourselfers-and-occasional do-ityourselfers.

While today, in the shopping reach of almost every store you can measure almost 40 different geo-demographic lifestyles-each influenced by different product appeals, store locations, advertising styles, and media.

While today, manufacturers are asking companies such as mine to utilize the new PRIZM research study to select specific retallers to market to the individualized market segments.

And while today, independent retailers, and chain operators retain marketing companies like ours to refine the old and develop new traffic building promotions to fit their store's personalities.

It's the how-to clinic that still heads the list of concepts that quickly tag the retail lumber dealer as the community-or even regional do-it-yourself headquarters.

Building Products Digest

Panel Sales Training Plan

A new slide/tape presentation on performance-rated panels for sales training or clinics is now available from the American Plywood Association.

The l5-minute program covers characteristics, specification and use of APA Performance-Rated Panels, including conventional all-veneer plywood, composite panels, structural particleboard, waferboard and oriented strand board.

The program is available on a l4-day free loan basis, or it may be purchased for $50.

and plywood aaa In conlact wlth malal lru6t pl.tcr, herdwlra, plumblng and condoll, thara la no graetaa coirc 3loo than with odlna.y untralt.d lt'3 bon grantcd a U.S. patant.

GROWING DETAND

Tha word l! gettlng .round. A.chltacta, contractora and bullding ownara aaa Inalailng noc rnd moru on O.Icon ll.e rata.dant trartad

lt'a balng p.omolcd lo ydr cuatoma[ bytull-paga ad. In natlonal rchft*tural, buildlng and compq ncnl Dubllcatlon!. Nardy 40 ralaa dGvalopmant raF taxnullvaa aaa mtklng pre$nl& tlona to daa19n..r, !p.clfl..t, own.B and oth.r purchaalng lntluencaa.

KEEP IT IN STOCK

St@klng Orlcon FRI wood m.ka.

3an3a: B.caus ot lb low molatu.a plclup, storaec problama and yard lola ara laaa than wlth convantlonrl typra ol FRT wood. By alocklng r qu.llty !p.cl.lty producl, you can baliar aarva axlatlng cualomara and rttalcl promotlonal llt.r.tur. la avallabla lo allmuhlc {16.

ADD TO YOUR PBOFITS

orrcoa tha .ataidant traatad wood haa nany appllcrtlona: t.uataa, rtuda, hrmr, pu.lln., jol.tt, dackIng, .haalhlng rnd othar waalharp.otactad placaa wha[ fl.a @lat. .nca l.daairabla. Foi I llat ot auppllan lloan..d lo produca thla p.odud, w.ha to KoF para Comp.ny, Inc., 1900 Koppan Sulldhg, Pltl.burgh, P 1521e.

"Since I run my own business, I've discovered I'm not worth as much as I thought!"

PERS NALS

Tom P. Prtndergrst has been appointed Tampa Bay, Fl., district sales mgr. for W.R. Bonsal Co., Charlotte, NC.

Srlly J. Bcrnddl is the new advertising sales supervisor for the Celotex Corp., Tampa, Fl.

John Revltte has been promoted to comgr. of the North Tampa, Fl., 84 Lumber Co. store.

L. Davld Schronce has been named mgr. of trade development for the Port of Georgetown by the South Carolina State Ports Authority.

Wilson Woolley, Osmose, Co., Griffin, Ga., is back from trips to the Pacific Northwest and East Coast.

Albert J. fleishmann, owner of Ace Hardware stores in Clearwater, Pinellas Park, St. Petersburg and Seminole, Fl., as well as being a director of Ace Hardware. is featured in Ace's annual report.

John M. MacGregor, Laurel, Ms., has been named senior v.p. and gen. mgr., hardboard operations, for Masonite Corp. according to William J. White, pres. James U. Morrison has been promoted to group v.p.-hardboard.

Tommy Grooms and Mac Quick have joined Westwood Forest Products, Climax, N.C., in sales.

Doug Coates is now a district mgr. for Minwax Co. in Kentucky.

Daniel E. Doble has been namedsouthern sales mgr. at Universal-Rundle Corp., according to Walter J. Gierlach, v.p.-sales.

Pal Fincannon is now advertising and promotion mgr. for Visador Co., Jasper, Tx.

Bill Mayfield, Reynolds Builders Supply, Smackover, Ar., has been appointed a director of the Mid-America Lumbermens Association.

Jerry Jorgenscn is now assistant controller at W.R. Grace's Home Center div., central region, San Antonio, Tx.

Gary Landress, former mgr. hard lines, West Building Materials, Atlanta, Ga., is a new v.p. at Triangle Home Products, Chicago, ll.

Gene Cuthbertson has been appointed v.p., advertising and promotion, for Homecrafters Warehouse chain.

Phillip Cox has been promoted to sales mgr. at Genuine Hardware Co., Jacksonville, Fl.

Steve Strasevicz is the new v.p., sales and marketing, at Hoyne Mirrors, Atlanta, Ga.

Richard Urich has rejoined Powell Lumber Co., Lake Charles, La., as a lumber sales rep at the Charlotte Distribution Center, Charlotte, N.C., according to Wllllam S. Mercer, v.p. and gen. m8r.

l,arry 1,. l'unk has been named group v.p., building products, of The Ceco Corp., according to lXwin ll. lichullze, pres and c.e.o. Robert M. Jelinek is now v.p. ofoperations; (i. l,arry Pahlow, marketing mgr., and Stephen G. Webb, sales mgr., at the Windsor Door div. in Little Rock, Ar., according to C. 11. Webb, Jr., div. pres. Jack L. Johnson has joined the IndianaKentucky Hardware Association staff, lndianapolis, ln.

tr'rank l,ambert has been named pres. and c.e.o. of Belknap Inc., Louisville, Ky. Wally Gumm is now div. merchandising mgr. at Genuine Hardware Co., Atlanta, Ca.

Dan lrster is now covering Ga. and Al. for Southeastern Associates, Bristol, Tn.

John F. Small Jr., Small Hardware Co., Inc., Norfolk, Va., is observing his 5lst year in the industry this year.

Eugene Becknell, Becknell Wholesale Co., Lubbock, Tx.; Dave Crays, Orgill Brothers, Memphis, Tn.; Pat Delony, Belknap, Inc., Louisville, Ky.; Pal Farrah, Home Depot, Atlanta, Ga.; Jerry Lamberl, Genuine Hardware Co., Creensboro. N.C.; Joel McEwen, Cenuine Hardware Co.. Atlanta. and J. Charles Short. Amarillo Hardware Co., Amarillo, Tx., were packaging exposition judges at the National Hardware show last month-

John R. Furman. chairman of the board of Furman Lumber, Inc., Boston, Ma., has been elected pres. of the board of trustees of Tilton School, Tilton, N.H., succeeding John Charles Daly, former news anchorman and host of TV's "What's MY Line."

Tim King has been named exec. v.p. and gen. mgr. at Webb Manufacturing Inc., Conneaut, Oh., according to Dale Webb, pres. Dave Field is now v.p.-production; Dave Follett, v.p.sales and marketing, and Bruce Taylor, v.p.-materials.

Stanley P. Frankoski is now director of research and development at the building materials div. of GAF Corp. Noreen E. Hibbits has been named marketing services coordinator.

Don Morgan is the new co-mgr. of 84 Lumber & Home Center, in Port Richey, Fl.

l'rrnk Doczl has been named pres. of W.R, Grace's new warehouse home center unit, Virginia Beach, Va.

Donrld W. Allmsler is the new mgr. of marketing services for the Shelter Materials Group of CertainTeed Corp., Valley Forge, Pa.

John Zrpka has been named regional mgr. based in Dallas, Tx., for Dataline, Wilton, Ct.

Bert Flshcr is new in sales of MSR lumber rnd cedar products at Humphrey Lumber Co., Tacoma, Wa.

Robert Duquette, senior v.p., MooreHandley, Birmingham, Al., retires at the end of'84 after 36 years with the company.

James Car,ler is now North Carolina regional sales rep for Genuine Hardware Co., succeeding Rlchrd Clapp who has retired after 38 years with the firm.

Jerry Coughlin is now v.p. of operations at ClamourTop Corp., Birmingham, At.

Charley Snyder, Leader Lumber, Inc., Dallas, Tx.; Blll Mercer, Powell Lumber Co., New Orleans, La.; Martin Keaton, McEwen Lumber Co., High Point, N.C.; and Chuck Harris, Wholesale Wood Products, Inc., Atlanta, Ga., are chairmen for North American Wholesale Lumber Association regional meetings in their areas.

Pat Philen. Linden Lumber Co., Linden, Al., got in a recent Fl. business trip.

Betty Murdaugh is now traffic mgr. at Cox Wood Preserving Co., Orangeburg, S.C.

David Boerger has been named gen. mgr. of the new El Paso Millwork, Inc., sales office in El Paso, Tx.

Paul Tucker and Art Parrish are representing Sunbelt-Canadian Lumber Sales in Gulf Breeze. Fl.

Barry J. Rosenblum is the new v.P. at Excel Wood Products, Lakewood, N.J. William Johnson is now co-mgr. at 84 Lumber Co., Shreveport, La. Pete Booth has been promoted to mgr. of the unit in Leesburg, Fl.

Sue Martinez is now import services mgr. and John Frost Jr., import coordinator, at Plywood Panels, Inc., New Orleans, La.

Nancy Gardner has been appointed gen. mgr. at the Mid-America Lumbermens Association, Kansas City, Mo. Karen Fogo-See has joined the staff as regional coordinator working with Ar., Ok., La. and Tx.

Ed Joy is now in sales at Culpeper Wood Preservers, Culpeper, Va. Bill Brown is the gen. supervisor and sales mgr. at the Hackleburg, Al., branch.

"Hy" N. Mighty is the new v.p. in charge of almost everything at MungusFungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

SFPA Previews Marketing Plan

"New Horizons for Southern Pine" is the theme of the Southern Forest Products Association's annual meeting at the Contemporary Hotel, Walt Disney World, Orlando, Fl.. Oct. 17-19.

"The first thing we must recognize is that the days of two million housing starts per year are over and we must find new markets and intensify our efforts in existing markets," was the gist of the marketing strategy presented by Jim Olmedo, Jr., International Paper Co., Dallas, Tx., chairman of the Southern Forest Products Association marketing committee, at the mid-year meeting of the association.

A long-range five year marketing program starting with an intensive promotion of wood foundation systems to specifiers and users was introduced prior to presentation at the annual meeting in October. The objective of the program is a 1.4 billion board feet annual increase in the consumption of Southern pine lumber by 1988.

In other business at the May 3O-June I meeting in DalIas, Tx., the board approved a new dues structure based on production volumes and changes in the titles of elected officers. Under this realignment James Bibler, Bibler Lumber, Russellville, Ar., becomes chairman of the board; William I. Morrow, International Paper Co., Dallas, immediate past chairman; Jack Stevens, Kirby Forest Industries, Houston, Tx., vice chairman; Dwight Harrigan, Harrigan Lumber Co., Monroeville, Al., treasurer; William R. Ganser, Jr., New Orleans, La., president; Lionel J. Landry, New Orleans, secretary.

NEW TITLES were bestowed on Southern Forest Products Association board members in action taken at the mid-year meeting: (left to right) William l. Morrow, immediate past chairman; James Eibler, chairman of the board; Jack Stevens, vice chairman; Dwight Harrigan, treasurer, and William R. Ganser, president.

FACE NAILING on strip flooring in a doorway is demonstrated by Richard Wheeler, Porta-Tools, Inc., Wilmington, N.C., at the Hardwood Flooring installation school held in Memphis, Tn., April 2-6. Next session will be Seot. 23-28.

NEW PR DUCTS

and selected soles ofds

ratios of prime pigments, it is blended to retain its appearance while protecting from the elements.

Elegance, an interior house paint, is said to guarantee one coat coverage and to stand up to abrasion, scrubbing and prolonged high moisture conditions. lt is available in latex flat and latex semi-gloss.

Both lines can be custom mixed.

Computer Work Station

American Forest Products Co. has introduced its newest computer stand and bench in its Encore line of readyto-assemble and finish furniture.

The stand olfers computer users ample, yet compact workspace including two shelves for computer keyboard, monitor and disk drive set-up.

Bay Window Package

Noranda Building Products Company has a new casement bay window incorporatcd with a roofing system.

The roofing set includes a crown roof. knee brackets, and head and seat boards. The unit is offered in seven sizes.

The windows can be triple-glazed and ordcred in either white or bronze electrostatic paint finishes.

Ultimate Put Away

The new Closet Maid sliding basket system by Clairson International offers a solution to storage space problems in small homes.

The vinyl-coated baskets with frames can be stacked or placed side by side to provide drawer space in closets or general storage areas.

Basket rims measuring 13'xl9', l6'x19 " and 19'tl9" each are available in depths of 3 5/8 ",'7 l/2" and ll l/4", front and side entry.

Made of extra thick-cut western pine, the furniture features contemporary rounded corners and eased edges. Both pieces are precision grooved and predrilled for reportedly easy assembly.

The stand and bench come in a kit with everything necessary for complete assembly, including hardware, glue and easy-to-follow instructions.

Energy Saver Airbox

Lennox Industries Inc. has introduced a new model of the HSl4 twospeed condensing unit, the Power Saver, which has a seasonal energy efficiency ratio of 15.0. Reportedly, the unit is more efficient than any residential unit presently rated in the AirConditioning and Refrigeration Institute directory.

Choose Your House Color

Zynolyte Products Co. has introduced two new exterior and interior house and trim paint lines.

Defender is designed to withstand severe weather conditions and is available in latex flat, latex semi-gloss and latex high-gloss. Formulated with top quality resins, combined with high

It is available in 3, 4 and 5 ton capacities for residential or light commercial applications. A variety of indoor evaporator units can be matched with the Power Saver for upflow, downflow or horizontal use. The U.L. listed unit has been tested and rated according to Department of Energy standards. Its efficiency is due to its two-speed compressor which automatically shifts speeds to match cooling demands.

Designed to provide dehumidification only when necessary, it sets the evaporator coil temperature above or below dew point. The large U-shaped condenser coil is constructed of copper tubing and aluminum fins.

September, 1984

From Sunrise To Sunset

Morning Sun and Midnight Sun entry doors by E.A. Nord Co. feature a leaded glass round insert almost 2 ft. in diameter.

Made of western hemlock, the doors are designed in turn-of-the-century Victorian style with clean cut contemporary lines. The leaded glass inserts are framed by curved rails and raised panels.

The leaded glass in the Morning Sun is fashioned of clear glue-chip glass. The Midnight Sun is similar with accents of deep ruby red.

The doors are said to be easy to install in both remodeling and new construction projects.

Don't Leave Home Without lt

A new sliding patio screen door featuring a high-tensile extruded aluminum security grille has been introduced by Juralco.

Made of a heavy duty mesh which cannot easily be bent or cut, the screen door provides strong protection.

Dayliter Roof-lights, they come in two weather tight sections, one for handling and one to permit installation from within the house.

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For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

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Thedoor is available in two models. One is engineered to fit on the existing screen door track while the other must be retrofitted to the outside of the entrance. Both models feature a double-cylinder deadbolt security lock along with stainless steel rollers for the bottom.

The grilles come in a variety of designs including diamond, oval and lattice-weave patterns, and are available in bronze, white and clear anodized finishes. Widths offered are 30",36'and 48".

An Inside Job

A residential skylight system designed and engineered for installation on the roof or from inside the house is new from APC Coro. Called

The skylights use a twin layer construction for energy saving insulating dead air space. Clear or bronze safety glass maximizes optical quality and controls the desired level of light entering the room. An earthtone finish blends in with most roofs. The two sections are packaged in one carton.

Scraping Bottom

New from Hyde Tools is the series 105 line of black and silver lifetime scrapers.

With a no-slip textured surface of polypropylene, the scrapers are guaranteed against defects, breakage, and excess wear with normal use. Their oversized knobs and recessed heads give the user a sure grip and maximum pressure control, and the elliptical handles fit naturally in the palm for comfort.

The tools have a patented design for good surface contact and quick paint and varnish removal.

Popular Hardwood Profiles

American Hardwood Industries has introduced a new line of Redi-touse hardwood boards and mouldings.

Made of the highest grade kiln dried Appalachian hardwoods, they are available in red oak, poplar, hard maple, ash, cherry and walnut. The boards come in a variety of widths and lengths of 3',4 ', 5' and 6'.

The mouldings are offered in7' and 8' lengths in modern and Colonial stop, casing, base, and 3 " chair rail, chair rail and cap combination, 2 " crown, and3/4" cove. In addition, I l/4" and 3/4" decorative shelf edge is available.

Versatlle Telephone

The new Thlkto telephone system from Tlillium provides a remote dooranswering capability in addition to functions such as paging, intercom, monitoring, conferencing, speed dialing and redialing.

Sold on a component basis, the system can be adapted to meet specific needs. Besides the door-answering unit which permits answerback from any station, the system consists of a control, page and monitor.

Each system can accommodate uP to five pages and up to four monitors. The intercom page provides two'way communication between one or all stations with hands-free answerback.

End Back Seat Mess

The new Thunk-Rite, from New Venture Products, is designed to hold packages upright without spilling in a vehicle.

Made of lightweight sturdy aluminum, the trunk organizer needs no tools to install, and fits station wagon, lift back, sedan, van and pickup. It adjusts from 4" to 76" wide and l8" to 30" deep.

Used to hold groceries, plants, luggage or anything else that must be secured while the ar;tomobile is in motion. the device cad be switched from vehicle to vehicle.

GAS LEAKS can be located with Leak Seek from Epi-Seal. The product reportedly is ultra-sensitive to low Dressure leaks and will retain its bubble indicators lor up to lhree n0urs.

Door Cuts Heat Loss

An energy-efficient exterior French door with insulated glass that is said to reduce heat loss by as much as 4090 is now available from Morgan Products Ltd.

Offered in l0lite and l5lite designs in both Ponderosa pine and Douglas fir wood, the doors can be used in new homes as well as remodeling.

The insulated glass serves the dual purpose of providing passive solar gain, as well reducing heat loss. The individual panes of 5,/8 " tempered, insulated glass are glazed with a weather tight bedding compound.

enamel-finished. All models are adjustable by sliding bars to the window width before fastening them in place. Bars are spaced 6 " apart on center.

The bars have a built-in quick release in the locking arrangement to permit opening for fast exit or access for window cleaning. The release control box is away from the window, only within reach of those inside the room.

Fewer Fingerprints

A new prefinished Chardonnay Oak door from Simpson Door Co. simulates the look and feel of natural stained red oak with a three-ply embossed prefinished hardwood veneer face.

Easy to clean and stain-resistant, it features a tough solvent-based finish which reportedly makes it a good choice for high traffic areas in the home.

Standard sizes are available in either solid or hollow core designs, as well as two-door and four-door bifolds. Matching prefinished jambs and casing can also be obtained.

Quick Count Estimating

A new estimating tool from Tiade Service Publications, Inc. eliminates the need for mechanical measuring devices and counters.

The tool consists of a scaler for measuring and counting, and a calculator for display, calculations and storage. The calculator, which has a computer with 90 memories for storing take off information, interfaces with almost any computer.

The scaler plugs into a standard ac outlet or operates from a self-contained power pack. An optional printer is available.

Burglar Bars

Burglar Bars from John Serling Corp. are a new security product to protect windows.

For double-hung windows, bars can be mounted over both upper and lower sashes, or over the lower sash only. For higher or wider windows, there are long models that can be installed vertically or horizontally.

Made of solid steel, the 3/8 " bars are welded to heavy channels and are

Taped But Not Tapped

Easy-Mask, a new Painting taPe from Daubert Coated Products with adhesive-backing, is made of high quality kraft saturated to prevent bleed-through. Strip-coated with an acrylic adhesive which reportedly will not dry out, damage finishes, or leave a residue, the tape is also said to not stretch, making sharp, straight edges easier to achieve.

Useful for tiles. windows. baseboards and mouldings, the tape aPplies without a dispensing machine. It is available in 400 ft. rolls from 3 " to 12 " wide.

Up To The Level

New from Sylvax Corp., the Inogon level and angle indicator provides direct numerical readings of angles with a precision of 0.2o.

The tool uses a new optical technology that is said to eliminate parallax errors. It has an angle indicator calibrated in degrees that fits into a rule indicating inches and centimeters and isavailable in lengths of 10", 24" and 48 ", magnetic or non-magnetic.

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Rustic-Look Flberglass

Chaparral ll from Owens-Corning Fiberglas Corp. is a new glass fiber roofing shingle with a dimensional appearance.

The rustic looking shingles feature randomly sized tabs in a varietY of colors. Their glass fiber reinforcement makes them moisture resistant. They also resist curling, blistering and buckling and are Class A fire rated.

Crystal Clear Faucels

Elkay Manufacturing Co. has introduced a matching faucet, bath and shower valve with deluxe Crystalac handles.

Equipped with 2.75 GPM water saving flow restrictors, the faucet features a clean line wide-sPread spout with aerator and pop-up drain assembly. The handles rise on either side from a concealed mount. The faucet comes with l/2" I'P. shanks. The matching tub and shower valve has universal fitting inlets.

Central Cleaning System

New from NuTone, a central cleaning system, model 357, is Packaged in one 15 "x24"x30t/2 " carton with all materials required for a typical 2-inlet installation.

The shingles, which measure 39-3/8"x13-5/8", come 72 shingles per square and three bundles Per square. The product can be aPPlied over existing standard size asphalt shingles.

The package contains a l% hP. power unit, a 32 ft. flexible hose, a tool set and hang bag, along with two mounting plates, two automatic inlets, all mounting hardware and basic fittings for simple installation. Instructions are also included.

The UL listed model has an automatic reset motor protector.

Shlp Attoway . . . o responsl. ble, serulceotlented ttucking system . . . ope;oted by o rellqble, well-estoblished compony you con rely upon.

we shlp to and from the 48con' tlnental states and Into ontarlo and ouebec, canada wlthout Inter' llnlng. coast-to-coast f orest products haullng ls our speclalw.

Carved Panel Garage Doors

A new raised panel hemlock garage door from Crawford Door Products is available in five single-car and five double-car models, with 26 different carved panel designs. A redwood panel is optional.

The 3/4" panels are equipped with rabbeted joints to provide a weathertight fit. Stile and rail door parts are diptreated prior to assembly to prevent dry rot. Dowelled joints are waterproof-glued and steel-pinned for strength. All sections are sanded and ready for painting.

Safe At Home

Wall safes and floor vaults from Guardian Security System are designed to store cash, jewelry and important papers at home.

, Made of fully-welded, 12 gauge steel with no exposed hinges or bolts, the units are available in several sizes. Four tumbler locks are recessed for added security. Design resists forced entry by crowbar, pliers, screwdriver or hammer.

The units are said to install easily and can be wired into existing alarm systems and "panicbuttons."

A HAND HELO edger tor use in relaminating scarfs smooth, unilorm bevel edges. lt is from the Mica-Nife Co.

PROPER charge and molion are essential t0 the lile ol a mainlenance lree battery. Loosen' ing the battery, and rocking it back and lorth asit charges, helps t0 ellectively recharge the batterv.

" Maintenance-free" battery gets a charge out of motion

IOw-MAINTENANCE and Lmaintenance-free batteries provide definite advantages over standard designs, but require periodic checkups to insure optimal performance.

"Don't let the names fool you," said Bruce Kraeuter of the J I Case Construction Equipment Division's Technical Experience Center. "There are some important maintenance procedures that need to be followed to insure long life and dependability."

A low-maintenance battery requires the same maintenance procedure as a standard battery, but less frequently. One important difference is that the electrolyte levels of a low-maintenance battery should be checked after every 125 hours of operation, comPared to every 50 hours for a standard battery.

During hot weather this Procedure should be done more frequentlY.

If the electrolyte level is low, add distilled water or other clean water to each cell until the level is even with the ring at the bottom of the cell opening. lf too much water is added, batterY performance could be hamPered and corrosion could form around the case.

"Maintenance-free batteries are not really maintenance-free," Kraeuter said, "in order to keeP them operating efficiently and at full charge, it is important to periodically check them."

o Check the electrolyte level every 1000 hours of operation or every six months. (ln hotter climates the level

(Continued on next Page)

DUTE GIIY

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E youre poying aore, you're payiag too much,

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Crow's Weelly: Morket onolyses ond price reports for the modem wood products compony, Irom monogement to Production

Free Relerrcrl Senrices: Nqtionql exposure {or your personnel needs qnd product promotion' Free to subscribers.

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White Fir / Engelmann Spruce

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Standard Patterns

our specialtY

Cedar / Hemlock Fir

Free Lift Truck Seat Belts

Seat belts which will prevent drivers from falling out of overturned lift trucks are being installed free in vehicles manufactured by Clark Equipment Co. Owners interested in obtaining the Wrap-Around seat attachment developed by the company may call l-800-221-7854.

The toll free number staff will explain the program and send the caller a Clark Safety Seat Program brochure and a questionnaire to determine the type of equipment to be modified. The safety seat will be sent at no cost to the owner's local dealer for free installation. While at present the seat is not compatible with some older model lift trucks, it is expected that all models will be able to be equipped with safety seat equipment in the near future.

Aussies Prepare for 1986 Expo

A 13 minute video introducing the Forest Industries Machinery Exposition to be held in Myrtleford, North Eastern Victoria, Australia, in April, 1986, is available from Vernon S. White, North American and U.S. representative/FlME, 11200 S.W Allen Blvd., Beaverton, Or. 97m5.

The exposition will have a 143 acres static display site and five major dernonstration areas. Study groups from the U.S., Canada, South Africa, Chile, New Zealand and Scandinavia are expected to attend, according to C. A. Lembke, Sydney, chairman of the honorary organizing committee. A number of U.S. manufacturers have indicated that they will have exhibits.

(Contirtued Jrom previous page)

should be checked every 200 operating hours.)

a Vent holes can be found under the decal on the top of the battery. Like the low-maintenance battery, add distilled water to each cell until the level is just below the ring at the bottom of the cell opening. Make sure caps are correctly sealed.

o The battery top should be free of all dirt and moisture since both can permit electricity to flow from the battery to the ground.

Story at a Glance

Upkeep still necessary for socalled maintenance-lree bat. teries. motion needed to maintain charge.. electrolyte level, dirt and moisture free condition are musts.

o Clean all dirt and moisture from the top of the battery with a commercial product or a solution of baking soda and water-one tablespoon soda to one quart water.

o Flush the top with water and make sure the soda does not set into the battery.

o Clean the battery carrier or rack

and be sure that the battery is tightened securely.

O Clean battery posts and insides of terminals with sandpaper. After cleaning and reattaching the cables, spray the posts and terminals with a polyurethane paint to help retard corrosion. Do not use grease. It can create an insulating barrier.

Motion and a proper charge also are essential to the life of a maintenance-free battery which cannot reach its full charge unless it has motion. Although motion does not have to be constant, it should be about half the time the battery is being charged. When in use, the motion of the equipment, plus the operation of its charging circuit, effectively recharges the battery.

If the equipment stands idle for a great lengih of time, howevir, this motion must be achieved in other ways to effectively recharge the batterY.

Kraeuter recommends loosening the battery tie-downs and rocking the battery back and forth as it charges, but he cautions against extremes.

Along with motion, the proper charger is essential for recharging the maintenance-free battery. A minimum of 16 volts is required to recharge the battery, when most batteries are fully charged at 14.6 volts. Too much voltage, however, like a 24-volt charge, can destroy battery plates.

To ensure that the battery is operating at maximum efficiency, the following three tests are recommended:

(1) Specific Gravity Test gives an

accurate reading on the condition of fluid contained in the battery cells, showing the level of charge in the battery. Using a hydrometer equipped with a thermometer, check each cell's specific gravity. If the specific gravity between the high and low cell is more than .050, charge the battery and test it again. If the difference in specific gravity is still more than .050, discard the battery.

(2) The Three-Minute Charge Test gives a good indication of the battery's internal condition. It is important to put the battery in motion to get a proper reading. Remove the battery from the equipment or loosen the tie-downs. Connect the charger leads to the battery and adjust for the highest charging rates, not exceeding 40 amps for a l2-volt maintenancefree battery.

(3) The Battery Load Test provides a reliable indication of cell condition and determines if there are any internal shorts in the battery. For accurate results, this test must be performed with the battery in motion. Remove the battery or loosen the tie-downs. Connect the voltmeter, selecting a range from 0-16 volts and follow the same procedures used when performing this charge test on standard or low-maintenance batteries.

"There are many maintenance-free batteries operating at only TOVo of their capabilities because equipment owners don't regularly perform the proper tests or charging procedures," Kraeuter said.

Performing these recommended tests could save the life of the maintenance-free battery and save the owner monev at the same time.

Bill Fishmon &,,4ffiliotes

/UARKETING SER lNc.

S!OREIIIDB

AD\,IERTT SING E I,ENCHANDI SING

' Advertleing Evaluation

' Advertlslng Budgettng

' Coop Adninistration

' ccinpany news bulletins

' Pronotions & H@Pla

' Ad PreparatlonPrlnt & Broadca6t

STRAIEGIES & PROGRAII{ DEVEI,OPME}IT

' Flnanclal Modellng

' ceodetoographic Modeling

' DerDgraphic Screening

' Market Testlng

' Sales Forecr8tlng

' Tacticai. Plannlng

R.ESEARCH & SORVEYS

' Signing Prograns

' vlsual MerchrndlElng

' Prlvate Label Prograna

' 'Package' selllng

' Product Knowledge lraining

' In-Store Exciternenta

' Incentlve Prograna

' Sales Training Prograns

' Clinlc & Denonstratlon Programs

' In6talled Service Prograns

' Management Developnent Programg

' Consur0er Research - Focus groups, telephone interviewing, personal int.rvlewing, direct mail guestlonnaires' etc.

' Secondarv Research - Search of already published industry goverEnent statistics on Ehe subject matter.

' site Location - Hlghest and beat use real estate feasibility studies and mathenatlcal models on chain operations and market variabl,es that aPPeared to generate succeEst' e.9., traffic ceunts' poEulation density, income levels' etc.

' Ccnparati\r€ Asseasnents (trade area analysis)

PEIIE OR WRITE FOR INORB INFONUATIC'II

619/485-7500

,4tfilioted Oflices: Ng'v York Clet/elond

Detroit Dollos Chicogo

NEw Fron ltarketing Servlc€s, fnc., a profeaalonal corporatlon

SAI.ES 8q)8TEB PnoGRrilE

'11650lberio Ploce Son Diegq Co$fornio 92128 PHoNE

How you can save on delivery costs Gt

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 lssues. This is your chance to take advantage of his expertise in cutting your delivery costs.

QUESTION:

What's a good method to use to determine when it is really necessary to add a truck to a delivery operation on a per' manent basis?

ANSWER:

This question often is heard at this time of the year, but you don't state what kind of truck and for what specific purpose you use it, nor do you indicate any anticipated changes in volume. This information is necessary to a dealer when pressures are exerted upon him to augment his fleet. Most dealers will be concerned with a basic 2V2 ton flat bed dump which, in today's market, is an $18,000 to $22,000 outlay.

Our first answer to such a question always is-don't add a truck unless you are hauling an average of $l million with each of the trucks you already have. You also must be able to identify about $l million in new delivered volume to make a new truck effective. If the volume rate isn't being met at present it is reason for another study, but if the facts determine that you should add to the fleet, check costs first. There are two major areas of cost concern. The following illustration is taken from data supplied by several clients, located from coast to coast, on their experiences within the past 18 months' There were over 100 trucks involved in computing averages.

(I) OWNERSHIP DOT,. COSTS

I,OCAL

using different pre-tax profit percentages and the annual costs developed above.

When figures are developed locally they will quickly provide decision making information for management. No one adds equipment to reduce profits, so take the actual pre-tax profits achieved and capitalize the added annual expense into sales needed. Listed below is this exercise

This information tells management what is needed in terms of sales and profits to maintain the company's pre-tax profit status quo when an operational delivery truck is added.

"Management SumeYs the Black Hole of Delivery," divided into three separate dollar volume manuals, under $2 million, 82-5 million and over S5 million, is available for $45 from Builders Express Inc., tt550 Plano Rd., Dallas, Tx. 75243'

Reports of red oak shortage exaggerated

Ff ECENT shortagcs and high Epriccs crcatcd by thc supply and demand curve have lbcused r.nore alten(ion on red oak.

One ol the in-vogue woods ol' thc moment, it was hard to gct because hardwood producers had not anticipated an abrupt turn in demand. Thcre were rumors of a shortage, but in reality the woods are l'ull ol'red oak ready to be cut.

Red oak, a Queruts species as is white oak, is a member ol' the best known and most widely used hardwood family in the United States. Its popularity dates back to the earliest days of civilization. In fact, the technical name Querc'us, meaning fine tree, comes from the language of the early Celts of England. Today red oak is popular for many uses including furniture, kitchen cabinets, flooring, millwork, woodwork, fixtures, cabinetry, novelties and pallets.

Of the 80 species of oak natural to the U.S., 12 are red oak including Southern red oak, cherrybark red oak, shumard oak, black oak, water oak, willow oak, laurel oak, pin oak, scarlet oak, red oak, blackjack oak and nuttal oak. These have certain botanical and technical characteristics which separate them from white oak and the live oak group.

The red oak tree is distinctive from the other oaks in that acorns take two years to mature and the leaf lobes are bristle-tipped. The bark is dark brown to black with deep vertical fissures.

When cut. the wood has a sour often unpleasant odor. In appearance the heartwood tends to be reddish with few tyloses in the vessels. Annual rings are usually broader than average resulting

in a strong tcxturcd wood. Thc sunrrne'r wood has fcw porcs, but thcy can bc counted with a nragnil'ying glass.

Red oak ratcs good tcl cxccllcnt in all working qualitics. lt is considercd exccllent in planing, nail and screw holding ability and tendency to split when screwcd; good in shaping, resistance to splitting whcn nailed and gluing. The relative yield ol'smooth turnings is 84 with the bending percentagc of breakage at a low 14.

Red oak ranks at 1290 in hardness; 8025 in strength,3580 lbs.in weight per MBF at l29o moisture content lbr rough lumber and 2000 lbs. per thousand square f'eet fbr 25/32' x 2t/t" flooring.

The wood accepts all finishes well. The durability of oak is unsurpassed.

Story at a Glance

Oak llooring undcr normal conditions is said to or,rtlast thc Iil'c of any building in which it is installed. Thc strong character, warnrth and bcauty of oak rank as high as its tcchnical capabilit ies.

Oak reccives ravc notices from a cross section ol' consumers: furniture manufacturcrs, builders, homeowners and dccorators. Decorators, in particular, arc enthusiastic about its compatibility with strbng colors such as bright yellow, orange and red as well as the green blues and strong clear blues. It also is considered in decorative harnrony with silver, gold, copper, brass and other shiny metals.

Oak being cut today comes from young, vigorously growing trees since most of the old growth and overmature original oak stands were harvested long ago. Younger trees tend to provide lumber with wider growth rings and lirmer texture. The quality of oak available is usually excellent although buyers must become familiar with the mills and the type of lumber they produce to be sure of obtaining the best grade available.

Red oak production normally outstrips white oak production because there are more red oak trees available. They also grow faster. Although large amounts of oak are cut each year, the annual growth of oak saw timber is considered to exceed the cut. Improved cultural practices also are gradually raising the tree and log quality.

While there may be shortages at times when demand exceeds supply, there is no real shortage of red oak. Improved forecasts of demand can insure a continuous, adequate supply.

Red oak demand can exceed supply, butno real shortage exists widely used species . popular for f urniture, homes, llooring bolanical name derived f rom early Celtic language.

Dealers Survey Warehousing

Currently underway and through September, Champion International Corporation will be conducting annual fall dealer meetings at sales locations throughout the country.

Focal point of the meetings is a film titled "Warehouse Retailing: A Chompion Report, " moderated by NBC:TV newscaster, John Hambrick. The 35-minute film features the phenomenal growth of building materials warehouse marketing in which Hambrick elicits opinions on the warehousing concept from a cross-section of retailers, principals representing both large and small chains and independents.

Retailers participating in the film include: Frank Denny, Home Centers of America, Inc., San Antonio, Tx.; Paul Conley, O'Malley's Building Materials, Inc., Phoenix, Az.; Gene Cofer, Cofer Bros., Inc., Tucker, Ga.; Terry Ono, Home Lumber Co., Las Vegas, Nv.; and Bob Campbell, Hollis Lumber Co., Newnan, Ga.

Less Time for RR Claims

Adjustment of time limits for lodging freight overcharge claims is being sought by the National Industrial Tiansportation League.

Prior to deregulation a shipper had three years in which to file such claims. Now the time limit is set by the carrier with some allowing as little as nine months.

You Think You Have Problems?

The following figures may comfort those of you who think you have transportation problems.

Scotty's maintains a fleet of 150 enclosed van and flatbed trailers and about 40 semi tractors at Winter Haven. Fl., headquarters, in addition to 330 other trucks to serve stores and make deliveries.

During 1983 these trucks traveled over 3 million miles. The number is expected to hit 3.4 million miles in 1984. Tiucks made 12,200 trips between the warehouse and stores.

Each month 565 van trailers and 375 flatbeds leave the warehouse with merchandise and lumber and l0 railroad cars and 5fi) trucks are unloaded there.

RETAILER Frank Denny, pres. of Home Centers of America, Inc., (right) is interviewed by John Hambri0k, NBC-TV'n'ewscaster,

NEWLITERATURE

Be On The Level

A 20-p. brochure on levels and tools is free from Exact Level and Tool, Inc.. lfi) West Main St., High Bridge, N.J.08829.

Internallonal Trade Llsl

The "Construction and Engineering Firm Trade List" of 3,2ff) companies in l0l countries is $40 from the U.S. Dept. of Commerce, Office of Trade lnformation Services, P.O. Box 14207, Washington, D.C.2W44.

Insulating Informatlon

An 8-p. brochure on insulation is free from The Society of the Plastics Industry, Inc., Expanded Polystyrene Division, 3150 Des Plaines Ave., Des Plaines, Il. 600r8.

International Communication

A booklet describing Tina International Message Service is available free from SST, P.O. Box 10190, Marina del Rey, Ca. X)295.

Creating a Slide Program

A 160-p. how-to manual on audiovisual programs is $12.95 from Visual Horizons, 180 Metro Park, Rochester, N.Y. 14623.

See The Saws?

A l7-p. color catalog on hand saws is free from Raki International, 190 Blydenburgh Rd., Central Islip, N.Y. 11722.

Surface Preparation

A 40-p, brochure on surface preparation and maintenance tools is free from Hyde Manufacturing Co., 54 Eastford Rd., Southbridge, Ma. 01550.

Plain English Pays Off

"How Plain English Works For Business" is a 107-p. volume, available for $4.75 from Dept. 36-CK, Superintendent of Documents, Washington, D.C. 2W2.

FOR PROMPT SERVICE

on all New Literature stories writ€ directly to the name and address shown in each item. Please mention that you saw it in Building Products Diges!, Many thanks!

Corrosion.resistant nails

A bulletin on stainless steel, copper and bronze nails is free from Swan Secure Products, Inc., 2800 Annapolis Rd, Battimore, Md.21230.

Computer Info for Dealers

The 1984 NLBMDA computer manual is available for $25 from National Lumber and Building Material Dealers Association, 4O lvy Street, S.E. Washington, DC, 20003.

Small Business Subs

The 132-p. "Small Business Subcontracting Directory", 1008{4O{0184-9, is available for $5 from Dept. 36-GG, Superintendent of Documents, Washington, DC 204O2.

Protection From Light

A 6-p., fold-out brochure on awning fabrics for exterior and interior applications is free from The Astrup Co., Dept. DF ,2937 W .25th St., Cleveland,Oh. 441 13.

Steel Spiral Stairs

A 4-color brochure on all-steel spiral installations is free from Spiral Stairs of America, Div. of Erie Weld Products, l7l8 Franklin Ave., Erie, Pa. 16510.

TPI Business Tool

Timber Products Inspection, Inc. is offering a free roster of its clients. Write P.O. Box 919, Conyers, Ga.3O2O7.

Home Deslgn Plans

"Encyclopedia of Home Dcsigns" featuring 450 house plans is $8.95 from Home Planners, Inc., Dept. 28/.,23761 Research Dr., Farmington Hills, Mi. 4802.

Solls lmprovements

Two bulletins on lawns and gardens are free from United States Gypsum Co., Industrial Cypsum, Div., Dept. #122-ZZ, l0l S. Wacker Dr., Chicago, ll. 60606.

1984 Sales Aids

The 40-p. "Sales Aids for Successful Selling: Fall 1984 Edition" is free from Dismar Corp., 4,y''15 Marlton Pike, Pennsauken, N.J. 08109, or (800) 257-7761.

Safety Standards

A catalog of safety standards is free from Underwriters Laboratories, Inc., 333 Pfingsten Rd., Northbrook, I1.60062, Attn: Publications Stock.

Spindle Talk

A free color brochure on spindles and accessories is available from E.A. Nord Co., P.O. Box I187, Everett, Wa. 98206.

Building Material Dealer

A directory of building material dealers is available for $200 from American Business Lists, Inc., P.O. Box27347, Omaha, Ne. 68127.

Barbecue Time

A four-color envelope stuffer on gas barbecue grills is free from UNR Home Products, P.O. Box 429, Paris, I1.6194.

Residential Hardware

A l2-p. brochure on forged brass residential hardware is free from Baldwin Hardware Manufacturing Corp., Dept. RH-I, 841 Wyomissing Blvd., Reading, Pa. 19603.

Buildinq -- Producfs

Classified Advertising

CEDAR SPECIALISTS

At Northwest Conifer Co. we pride ourselves by remaining exclusively the only cedar mill not pulling the selects from the 3 and better grade in paneling and dimension. Call Jamie Emmer (208) 264,-5411for pricing information.

PRESSURE TREATED creosote and CCAposts and barn poles. Truckload quantitiesdealer inquiries welcome: Penick Forest Products, P.O. Box 479, Macon, Ms. 39341 (60r) 726-5224.

"SINKER" CYPRESS - 50-70,000' available. Lumber is from logs cut 75-100 years ago. These logs sank to the bottom of lakes, rivers and mill ponds before reaching the mill and range in age from 500-1,500 years. Magnificent color range - widths 6" - 20",averagel0" or wider.

HEART PINE - lumber sawn from timbers reclaimed from buildings built 75 or more years ago - minimum 8590 heart wood. Reply to Box 43 c/o Building Products Digest.

PRESSURE TREATED CCA pilings. Marine or fresh water, For instant quotes and availabilities phone (912) 534-5lll or write McCranie Brothers Wood Preserving, P.O. Box 158, Willacoochee. Ga. 31650.

CTASSIFIEDS

Call (714) 852-1990

600 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 Building Products Digest,45lD Campus Dr., Suite 4E0, Newport Bcach,Ca.926&. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the lsth of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

HARDWOOD PEOPLE

A 70 page history of the Pacific Coast hardwood lumber industrY' It preserves stories of the hardwood giants of the Past: CaPt. Robert Dollar, Bob Osgood, RoY Barto, Paul PenberthY, LeroY Stanton. Sr.. Donald F. White. l0 pages of historic photos.

Anyone in the hardwood business anywhere will enjoY these stories.

Limited edition. $12 special olfer includes postage and handling. Order from author: Gage McKinney, P.O. Box 67'72, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's Club.

CTASSIFIED ADVERTISING Order Blonfc

WHOLESALE LUMBER TACILITY

(In use and will be until sold.) 33 acres located Roseland. La. off I-55. 80 minutes from New Orleans and Baton Rouge, La. Railspur 1,000 feet on mainline ICG Railroad. Approximately 140,000 square feet floor shed space. Can warehouse 15 million feet of lumber. 3-phase power, sort chain, band resaw, maintenance shop, fuel depots, etc. (Other equipment available.) Facility only $1,600,000. Call (504) 748-5184.

FLORIDA LUMBER CO. FOR SALE OR LEASE

Located in building boom area. Would consider total sell-out or lease of land and buildings only or investment coupled with active participation by buyer in conjunction with present owner. P.O. Box 20974, Sarasota, Fl. 33583.

CITY OF INDUSTRY, CA.

INVESTMENT AND/OR OWNER USER

10.6 acres with net leases of $240,000 annually. 5 acres under lease to trucking firm. 1.6 acres under lease to retail'lumber and hardware co, 4 acres under lease to well-equipped wholesale lumber co. The wholesale lumber co. also owns the complete parcel of land. Owner will sell lumber business along with parcel or will lease back. Call Sid (ast.) (213) '723-9061, ext.205.

HOUSTON AREA LOCATION. For sale or lease. Ideal free standing warehouse, 80 x 336 sq. ft. on BN. Tomball, Tx. Has new 600 sq. ft. office building attached. Choice location for lumber yard or distribution center. Write American Timber Products, P.O. Box 87, Oklahoma City, Ok. 73101, or call Bayless Kirtley (40.5) s28-299r.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating

CEDAR SELLING SECRETS

IITESTERN red cedar, a favored UUspecialty product for siding, paneling and outdoor uses, gets a big promotional boost in Cedar Concepts, a series of full-color brochures published by the Western Red Cedar Lumber Association.

These idea-packed booklets are designed to stimulate cedar sales for use in new homes, remodeling,

Sfory at a Glance

New dealer selllng alds.. series of full color sales brochures from cedar assoclation details scores of proven merchandising ldeas.

commercial and non-residential construction.

Concept titles range from the newest on bevel siding through interiors, exteriors, fencing and outdoor living, plus a collection of non-residential ideas.

For a literature list of all titles. write to Western Red Cedar Lumber Association, Dept. CL-9, Yeon Bldg., Portland, Or. 97204.

IEn8tTltlW of cedar shows in these views ot applications in both formal and casual living rooms as well as in the striking bathroom seen at the right. A wide variety of cedar profiles, linishes and grades are available.

Obituaries

J. B. "Jlmmy" Brunson, retired partner in Bolen-Brunson-Bell Lumber Co., Memphis, Tn., died of cancer July 25, lg8/, in Moscow, Tn.

Born is Monroe County, Ms., in 1906, he had worked as sales manager at D. L. Fair Lumber Co., Louisville, Ms., and as a lumber inspector for the Southern Pine Inspection Bureau. He

Lumberyards Are Changlng

Lumberyards are selling less lumber and more paint, glass and wallpaper these days according to the U.S. Department of Commerce Census of Retail Thade.

Sales of lumber and building materials dropped between 1967 and 1982 with the exception of metal windows, doors and frames, kitchen cabinets and wallboard, all of which increased from.l9o to l9o. Paint, glass and wallpaper, central air and heating units, insulation, floor coverings, kitchenware and home furnishings,

TIME MANAGEMENT

(Contittucd J'rom page l2)

hour of your day. It won't be long before you'll be able to delegate or delete trivia.

Delegate for effective time utilization. By all means, use your power of delegation. Take full advantage of the talents of all your employees. Be sure you give your employees all the information they need to carry out your instructions and any authority necessary to finish the job. Don't overlook the organizational talents of your secretary. A good secretary, well-trained and given enough responsibility, can become an effective administrator. By taking over dozens of those details that absorb your time, she'll help you manage better than ever.

Finish the job should be a top goal. Try to stick with each project until it's done. A great deal of time is wasted by starting one job, jumping to another, and then trying to regain your original concentration. A competent secretary or assistant can ward off interruptions to give you more time to concentrate.

Break projects up and they'll be a

retired in 1976 after 50 years. in the lumber business.

A vice president and member of the Supreme Nine of Hoo-Hoo lnternational, the lumberman's fraternity, and first vice president of the Lumbermen's Club of Memphis, he was named Lumberman of the Year in l!169 by the latter organization. He also served as mayor of Moscow from 1973 to 1983.

Mr. Brunson is survived by a brother, one child and four grandchildren.

hardware, tools, plumbing and electrical supplies, lawnand garden equipment and supplies all increased in ranges from l9o to 890.

The number of yards increased from?A,7l0in 1977 toA,9N in 1982. Sales increased to $31.4 billion from $24.5 billion. Average sales for 1982 were $1.3 million, up from $991 thousand in 1977.

There were 263,369 lumberyard employees, including both full and part time, in 1982 in contrast to 254,270 in 1977. Payrolls in 1982 reached $3.7 billion against $2.6 billion in 1977.

Vlnyl Wlndow Sales Cllmblng

All-vinyl window salcs may rcach an all-time high in 1984, if the sales performance established last year continues its upward trend.

"Based on last year's performance, the vinyl window industry seems well on its way to an exciting future," says Jack McDermott, v.p. of marketing for vinyl windows at CertainTeed Corp.

McDermott expects window sales in the industry to top last year's totals by 20-3090 based on a projected volume of L7 to 2.0 million units for 1984.

His optimism is rooted in an expanding economy marked by reduced inflation and increased consumer spending power.

lot easier to tackle. When you face involved projects that take many hours or even days of concentrated effort, don't try to handle all the details at one time. Instead, break the projects into workable parts. Again, delegate portions of large projects, but be sure to record appropriate deadlines and follow-up dates.

Give yourself a break when you deserve it. We all need an occasional pat on the back. The trouble with being a manager is that, while you have to encourage and praise your staff, who is going to encourage and praise you? You'd better do-it-yourself.

When you feel a job is well done, or even an important portion of a job, give yourself a break. It doesn't have to be elaborate. Meet a friend for lunch. Take a coffee break and relax. Or just sit back to study and admire your own accomplishment. You've earned it!

Try adapting these rules to your business day. Use your time better today. Build for tomorrow!

(You can get more time management ideas and afree 3-month time-planner diary by writing to Day-Timers, P.O. Box 2368, Allentown, Pa. 18001 -ed.)

Wood Pres erving

CCA TYpe G Pressure l?eating of Kiln Dried Southern Yellow Pine

* We have a facility with a 120 million board foot annual capacity.

* We feature the highest quality manufactured Southern Pine available in the market.

* We are members of the AWPB and feature the Cloverleaf "No Question" Mark, proof of quality on all our CCA treated products.

* We offer a thoroughly kiln dried, highest quality agricultural fence post or landscape timber, marketed under the trade name DuraPostrv.

* We offer a minimum of three retention levels of treatment .25, .40 and .60.

* Kiln drying after treatment is available.

* We have a timber surfacer capable of surfacing timbers up to 16" x24" and lengths up to 30'.

* We maintain a working inventory in excess of 12 million board'feet of which a minimum of 3 million is treated.

* We offer truck and rail shipments.

* We offer straight as well as specified length shipments.

* We specialize in long dimension and timbers.