Building Products Digest - September 1985

Serving the lumberry& home center markets in 13 Southern states

Are they $oin$ through an operator?

...'Maybe it has something to do with our Tortoise trucking seruice..."

..."(lh. I left the order for someone else to take care of, and it was sent to anothq customer..."

..."Our computer is down, so ue can't get a drag ticket just nou)..."

"Somebody messed up..."

..."Ddn't I mention that our truck has a broken fifth wheel and can't be repaired until next month?..."

Let us deal direct.

What's Aour excuse? Write to us at Powell Lumber Company, care of Tommy Joyce, P.O. Drawer P, Lake Charles, LA 70601. We'll publish the best ones in your next issue.

"I'll take care of iL"

At Powell Lumber we arswer the call with the quali$ and service our customers expect and deserve.

ilt Powdl Lumber Compay

Builders of excellence for the South.

Honc0fficc,/lhcl $lc

Lake C-tnrlcs, LA (3lE),133-6355

LAWATStm-5/.2-7l]6.

us wATs gD-sst-7t92

Tlcetir3PL.l

Elco Forcst Producrs

Opelousas, LA

LAWATSSm-'/.2-7t%

us wATs gD-s't-7ryl

DtfiDedor C.rtar/ ILr.t S&

San Anronio, fi (5121ffi-aXl)

TX WATS fln NI2-Sll'

Tylcr, TX (214) gn-Ylll

fiWATStm-42-t250

uswATst(x)-'n-t/r'.2

Charlottc, NC fl)4) 5tt-55t0

NC WATS gD-43t-555t

us wATs u)-43t-5550

Lake Charles, LA (3lE) 433-6355

LA WATS 8co-542-7t36

us WATS 800-551-7192

oll CASCADE.

COUNT ON US TO COMMUNICATE:

We slrive to know and understand ygur needs. Our traders have at their fingertips the most current market information, and we haye the abilily and facilitios to pass that valuable information on to you. We constantly assess and interpret trends and keep you informed.

COUNT ON US TO PROVIDE GOOD SERVICE:

Our philosophy is to sellthe highest quality products available to you, when and how you want it. Quality of goods and timeliness of service is our biggest strength and highest priority. Problem solving as well as sales, is part of our jobwe pride ourselves on the quality of our iclbtv-through. This is what sets us apartyou get what you want, when you want it. Our customers are as varied as our service. We can fill any requirement from the smallest to the largest. whether it be mixed cars. trucks, vans, or LTL orders.

COUNT ON U$ TO MAKE THE BEST DEAL:

Our annual sales in excess oJ $120 million and over '10,000 carloads and trucks assures us of a resp€cted position in the industry we serveour volume will keep you competitive

COUNT ON US TO DELIVER:

Our largesl staff function is transportation. Our full time rail, truck, piggyback and van personnel are alltied to our central computer. We stay current with all the effects of deregulalion, constantly searching for ways to further lower transportation costs and ultimately your delivered cost. We have the ability, the facilities and the desire to provide you with the best possible product at the best price with the best service.

WHEN IT COUNTS, COUNT ON CASCADE.

1985 VOLUTE 4, llo. 7

MAJOR

Al{D

Publshcr David Cutler

Editor Juanita Lowet

Assbtrnt Edltor David Koenig

Contribudng Edlton

Dwight Curran o Gage McKinney

Art Dirtctor Martha Emery

Stdf Ardst Carole Shinn

Cilculetion Dorothea Creegan

Building Products Digest is published monttrly at 45q) Campus Dr., Suite 480, Newport Beach, Ca. 92ffi, phone (714) 852-1990 by Cutler Publishing, Inc. Advertising rates upon request.

N)YERTISING OITICES

FROM TEXAS, I{)UISIANA, MISSISSIPPI. VlRGlNlA. rod TENNESSEE con.cr Drdd Gil.r, 45m Campus Dr., Suitc 4S, Nrypon Beh, Ca. gre. Call (714) t52-19m.

INOM YIRGIhIIA, NORTH CINOLINA. SOUTH CANOLINA. GDORGL{, rl,oru. DA AM AL/\BAMA: Contd Crl Y-. Z)5 Oqno I>., L6 AqEd6, Ca- st|9. Phonc (213) 472-3113 or (tl4) t52-19$.

FROM THE NORTHEAST: Jocrpl A. Slce, 5l Mainc Avc. F.{, Rockvillc Ccnrre, N.Y. 11570. Call (516) 57t-1625.

}.ROM WASHINGTON STATE ONDG()N rnd IDAHO: contrt Crolc Hoh. l0lt Lbyd 8ldg., Scatlc, Wa. 98lol. Phonc (lb) 6US|O.

SI.'BSCruPTIONS

Chrngc of Addrcsr-Send subscrip tion orders and address changes to Circulation Dept., Building Prodrrts DUesg 4500 Canptrs Dr., suite 4ff), Newport Beach, C.a. 9660. Indude address label from reccnt issue if possible, plus nar address and zip code.

Subscriptkn Rrles: U.S.: $20one yeari $3Gtwo years; Ssothree y€rus. Foreign: one year papble in advance in U.S. funds-Canada or Mexico: ur-$2: surfre-$3?; South America: air-$60; surface-$39; Asia: air-90; surface-$39; Europe: air-t90; surface-$39. Single copies 32; back copies $3 plus shipping & handling.

BUILDING PRODUCTS DIGEST b an independently-ownd puNiation for the ,etail, wholsle and distribution levels of the lunbr ond building supply morkas in 13 buthern slcil6.

Paulsel Names New Exec. V.P.

Phyllis Paulsel-Elikai has been named executive vice president and chief operating officer of Paulsel Lumber Co., Fort Worth, Tk. She will be responsible for implementing policy and overseeing all daily operations of the company.

Mrs. Elikai, who received a masters degree in business from Texas Christian University earlier this yea4 has been with Paulsel Lumber Co. for the past seven years. She is married to Dr. Fara Elikai, assistant professor of accounting at Tbxas Christian University.

Lee Paulsel remains president and chief executive officer of the company, a post he has held since 1975. O. B. Carte4, who recently retired as general manageq will continue as an advisor. He has been with the firm since l9{9. Ron Martinson is sales manager. Jim Disciorio and Lecil Wyche are responsible for outside operations and the remanufacturing facilities.

Paulsel Lumber Co., a wholesale distribution center and sawmill concentration yard, has been selected by Inc. magazine as one of the 500 fastest growing private firms in America for the past two years. They were most recentlv ranked as #186.

Selling Skills Videotape

A new videotaped training course on selling skills and customer relations for retail hardware/home center employees will be available from the National Retail Hardware Association and Home Center Institute.

The program will include nine videotaped training modules, and a combined study guide and workbook. Featuring Bill Sharp, a leading sales trainer, it is designed for individual study or group training.

Production of the programs is being completed and delivery of the tapes and workbooks is set for Oct. l, 1985.

A very old problem still unsolved

/l couuoN SIN in the hardware and Iheu5swares field is the confusion between features and benefits. Companies too often get wrapped up in how a product is made, what it is made of and how the parts work. What they forget is that unless these product features are translated into what it does for the customerthe benefitsthe potential buyer may stay just that, potential. Whoever does the selling must remember that most customers need an explanation of how the features benefit him.

Forgetting this important difference occurs at all business levels. This morning we received a news release from the folks at Reichhold Chemicals that will serve to illustrate the point. The first paragraph says:

"Dover, De.The Emulsion PolYmers Division of Reichhold Chemicals, Inc., has introduced a modified carboxylated acrYlic copolymer latex which is designed as a base for caulks and sealants."

Well, good for them. But where is the customer benefit? I, for one, wouldn't know a "modified carboxylated acrylic copolymer" if I fell over one. Only later in their news release did the firm get around to pointing out all the goodies that the buyer would derive.

Unfortunately this is a common, not isolated instance. We get this bafflegab daily. We also see it, as you do, in product literature, displays, catalogs, labels and a host of other places where a company is trying (apparently) to communicate with the consumer.

At the heart of the problem is the fact that the company is thinking of itself, not the customer. The self+entered corporation is concerned with itself and its products, forgetting that the customer is the one who should occupy its thoughts.

The confusion between presenting features and benefits is an old problem. Regrettably it is still prevalent because too few people in this business stop to factor customer consideration into their thinking.

DAI'ID CUTLER publisher

You demand quality. You get it with Osmose' Wood Products from MG Building Materials. Ask us about the highest quality, most durable, clean and safe wood products on today's market.

From our convenient San Antonio location, we can ship Osmose Wood Products all over Texas. On shorc notice, we'll select your order from our large inventory

and have it rolling to )rou... quickly and efficiently.

The three decade deck

All treated woodisn't treated tlre same.

Some trreated wood can treat youbad

Itlmkslike featedwood

But next thirg you krow it rots oul fuid yorr orstomer blames yorl.

So dont take ctrances.

within thirty years, we'll re@ce iL No maytes. No double talk No fmlirg.

Ard that goes forhrnrber in firll contact with the gound, too.

Availabh firorn seven dants. Don't just count on us for onlv Louisiana-Pacific treatedwood"

Everypiece is guaranteed for thirtyyears.In wnung.

Whidmeans if L-P ffeated wood suffers stuctural damage firom decay or termites

with us.

A penmal gurdfee.

Whenyou buyarAnubar made L,ouisiana-Pacific prodrt hlce treated woo{ we elpect you to CIAect the best Not jnst quality. But a wrpetitive doe. A satisfrctory hsirress rebtlnstrb. And serrbe that leaves yur qrF detely satisfied"

The l2,mnsrandwqrsr of Louisiau-Pacific iin nre in giving yor crpetsanl gtmafree. Wewill perfarn Ifwedonl lettrskrpn, dease. Sinaerely, {"/rytrbsA

Chairinan and President

Changing life styles influence housewares sales

T gu HousEwARES cusromer

I is changing. As more than half of the women in the U.S. work, with 6090 ofthe l8 to 35 agegroup holding jobs, buying habits are changing.

Men and women are frequently sharing household tasks. This trend plus the increase in single households and shared dwellings is turning the male into a housewares customer.

The demand for housewares which save time plus the influence of the male in the market may bring changes in the popularity of some products, but electric housewares still dominate, accounting for a third of the industry's total sales. Cook and bakeware at l09o is the second largest category of items actually involved in food preparation. Decorative accessories also claim l09o of the market.

Serving and buffet products and accessories which include dinnerware, cutlery and flatware as a category accounts for 890 of the housewares sales. Cleaning products and accessories rank at 7s/o as does furniture. Plastic ware and indoor products and accessories each account for 590. Kitchen tools and gadgets make up 390. Bath and closet accessories also average 390. All other sales in the housewares department account for the remaining 990.

In a breakdown of categories, cookware, classified as those items in which cooking takes place as opposed

Story at a Glance

Time saving electrical products dominate market. .food preparation equipment in second place...white first choice color in all categories.

to baking, accounts for 890 of the sales with baking items selling only 2t/0, reflecting changes in the national diet and the popularity of prepared foods. Closet accessories also account for a lesser volume than bath accessories in their shared category despite consumer interest in closet organization.

The male influence may account for white as the leading color at present in each of the five product categories. Primary colors such as blue, yellow and red also are more popular than in the past.

White bath accessories are favorites at 37t/o with blue close behind at 22u/0. Pastel shades share with beige at 9o/o; yellow sells at 890; almond and red, both 790. For closet accessories white is first with 47u/o; brown, l79o; almond,lls/o; blue, l19o; red, 9s/0.

White is the most popular outdoor products and accessories color at 3090. Yellow and red are each 23t/o; black, 169o; blue, ll9o; brown,99o; almond, 690.

White is the color of 3690 of the serving and buffet products and accessories sold. Red ranks at l89o; brown, l49o; yellow, l3s/o; blue, l29o; wood tones, l19o; almond, ll9o; black,890.

Kitchen appliances and accessory purchases are white 42t/o of the time with almond close at 4190. Brown is l09o; red and yellow, 9Vsi blue, 7v/0.

Color choices are expected to continue to be much the same altholrgh yellow may be more in demand for outdoor products and accessories. White is expected to increase its lead in closet accessories and kitchen appliances. Black, influenced by designer table trends, is gaining popularity in serving and buffet products and accessories, although it is anticipated to remain the least popular color choice.

also are good sellers in many stores.

ilEXI to electrical appliances, cookware and bakeware are the best selling housewares. Decorative accessories

Keynoter surueys hardware industry's position

A crtoN and cooperation are llttre solutions to many of the ills of the hardware industry todal', Lawrence R. Gavin, president of Ace Hardware Corp., proposed in his keynote address at the 1985 National Hardware Show/Hardrvare Industr-v Week.

"What I propose is a symposium to be held this fall or early next spring to include representation from all of those within the golden triangle of distribution-wholesalers, retailers and manufacturersi' he told the audience at the Aug. 12 opening of the Chicago meeting. "The American Hardrvare Manufacturers Association, the National Wholesale Hardware Assoctation, the National Retail Hardware Association, all coming together with a common purpose.

"Think of what a meeting like this could accomplish. It would oPen uP lines of communication as never before. All of the critical issues which face retailers, rvholesalers and manufacturers could be addressed in a setting with input from all those uho would be affected. Topics could include video comunications, the UPC Code, inventory control at the retail

Story at a Glance

$113 billion home improvement market by 1990 retailer who pleases customer will survive . . . strategy can beat competition .. mfr., wholesaler, retailer must cooperate .industrywide symposium called for.

and uholesale lerel, computers, electronic marketing. the importance of long range planning for our industrl, and much more."

At the beginnin-e of his speech, Garin indicated he rrould tell "hon I see lhe industr) toda)', $ho's *inning, sho's losing and uh1', uhat ue all must do to remain competitir e." He challenged his audience to make a commitment to excellence.

Outlining opportunities, Gar in called the industr-v d1'namic, stirnulating and changing. D-i-y' research indicates that the total home improvemenl market uill reach Sll3 billion bv 1990, he said. The d-i-r home improrement market will reach 578 billion, the compound annual grouth rate rl'ill be 8ro in the home improvement market and 12.7To in the d-i-1' segment in the nert five 1'ears.

The d-i-l' industr)' is entering a nerr strategic era characterized by a sustained high level of demand and above a! erage earnings prospects, Car in pointed out. Backing his comments u'ith "in one day, Americans spend almost $154 million at building supply' home centers, hardrvare stores, home improvement uarehouses, lumberyards and the like . . . about S53 per household each and every month. Also in one day, Americans undertake 25}W d-i-y projects, about 1.8 million per week. American d-i-y'ers do more painting related projects than any other type . almost 97,000 per day. They also spend almost $29,000

per da1'on room additions and start almost 10,000 securitl related projects.

He characterized ttre problems of the industr)' as "all competing for basicalll' the same c()nsumers, consumers sho have greal.er choices than er er beforel' Comparirtg the proliferarion of retailers in one area lighting for the same cu\tomers to service stations on ever)' corner and thc gas s ars of the '50s and '6Os, he stressed that the retailer must identifl the consumer he ser\ es.

Touching on the competition betu.een the independent and the chain, especiallv the uarehouse op€rations, he -sare eramples of hon Harrl''s in Nerr Orleans, La., mapped out a strategl' ol conrenience and service to meet the arrival of Hrtme Depot and Houseuorks in that city'. Independents u ho represent at le ast l'5 ro of the companies in the induslry' should replace paranoia nith preparation and plannin-e, he said. Pou'er retailers need to replace marketing mania sith market sur\e)s and sound business principles.

\lanufacturers and rrholesalers must sork together uith retailers, he said. From manufacturers and suppliers, u holesalers elpect programs tailor-made to their needs. Vendors must \\'ork rvith buy'ers and their merchandising departmerrt to create the best possible prograrn for dealers. \\'holesalers uant suppliers to provide information on new products, neu trends and ne* offeriltgs.

"All of us in this room have shared in the gros'th of the harduare-home center business. The do-it-yourself market continues to grow, fostering nerv forms of retailing which generates ne$' customers. l!lan1' of the hard$'are store and lumber yard retailers have elolved into home centers and then to rvarehouse stores. It is a mad scramble for business with the retailer after the consumer, the manufacturer after the retailer, and the u'holesale/distributor sometimes caught sornewhere in between."

KEYNOTER for Hardware Industry Week

Lawrence R. Gavin, Ace Hardware.

ls hardware going soft?

llfHeTS happening to hardUU ware? Do your customers, especially those who cringe at "plasticj' realize that metal is no longer a significant ingredient in a lot of plumbing hardware?

Acetal resin, an engineering plastic, has become one of the fastest growing materials in the plumbing industry today-with an annual growth rate of llVo.

The use of acetals is growing rapidly in fittings, valves, faucet parts, showerheads, sink sprayers and drains, where strength, stiffness, endurance and low friction are important. When a chrome appearance has

been necessary, acetals have been covered with a chrome-plated material. However. a number of European designers believe the material performs so well that a metal look is not necessary. They are creating highfashion faucets and sink fixtures in designer colors that totally eliminate the chrome look.

The growing popularity of parts made of acetal is attribted to several recent technological advances.

Another reason, according to Dr. Paul E. Sample, a Du Pont technical consultant, is that the polymer has been time-tested. "When we first introduced acetals to the plumbing industry 25 years ago, there was a general fear that the materials wouldn't hold up, or would hydrolyze under long-term hot water usej' he said. "Some manufacturers tried the polymer, and are reporting troublefree use in thousands of applications. Many parts have been in constant use for more than 20 years and have no deformation or hydrolysis. That news is spreading fastJ'

Price/Pfister and American Standard have been using acetal resin in fixed plate shower heads since the early 1960s. Another firm, Chicago Specialties, produces several pulsating shower heads designed with components made of the material.

MCC Powers has been incorporating innerbodies made of the resin in its shower temperature-controlling valves since 1963 and, of the first half million units sold, not one was returned due to failure of the components.

Delrin (Du Pont's acetal) is used in more than half of all U.S. manufactured ballcocks and nearly all U.S. manufactured flush meters. Ballcock samples removed from a group of California homes after 17 years showed acetal components to be in excellent condition.

Price/Pfister uses acetal for mechanical components in one of

DURABILITY, strength and stiffness make the acetal resin appropriate for use in domestic hot and cold water systems.

single lever kitchen faucets and, along with Modern Faucet. selected the material to replace phenolic in its kitchen sink sprayer body, lever and coupling nut for toughness, thread strength, resistance to scratching and mineral buildup.

New applications also are being commercialized with 200 PL. England's Fordham Bathrooms & Kitchens Ltd. has replaced all acetal plumbing components with the new grade and is using 2W PL for seven parts of its ball valve. Brass-Craft Industries recently introduced fittings, elbows and tees of 200 PL as part of its newly-developed Poly-Lock potable water svstem.

Story at a Glance

Acetalplastac used in plumbing growing al11o/o quarter century shows product durability... high style color possible ex. cellent performance in unseen components...

VISIBLE as well as unseen oarts of faucets are made of acetal resin. (lower photo) Faucet underbody oJ Du Pont Delrin acetal resin was used daily for 17 years.

ESPITE the attention consumer literature gives door hardware for redecorating, remodeling and reorganizing home security, many home center and hardware dealers limit their merchandising to putting up a door hardware section sign and stacking up their inventory.

Since we think that imaginative merchandising and displays can sell more door hardware, we asked the management at Dexter in Auburn, Al., for input. Because they were chosen by West Building Materials, Atlanta, Ga., as their 1984 Hardware Supplier of the Year, we felt they must have good ideas about innovative merchandising of locksets and door hardware.

Dexter's vice president of marketing and sales, David Brunelle, had a ready answer for our question: "How can a retailer improve his sales of door hardware?"

"Merchandise a complete program with broad deep inventory as opposed to spotlighting," he said. "The consumer is looking for a broad selection, a family of products, since many homeowners are now using the same style of hardware from the front entrance throughout the entire house, as part of their interior design."

In addition, he continued, "the dealer who lowballs on a cheap lockset is not in step. Security demands have given the customer a perceived idea that a better product means better security. The customer also equates better price with higher quality for both security and appearance. For example, consumers are willing to pay for the look of decorative brass. Upscale products are selling well at present."

It's a challenge for a dealer to get the maximum margin and still give the

Proven Strategy for selling oor hardware

consumer the maximum value for his money, according to Brunelle. There are three ways to do this, he explains.

(l) Offer a broad selection at point of purchase.

(2) Use manufacturer's point of purchase displays, which usually provide a lot of information for the consumer as well as excellent displays of the product.

(3) Price according to perceived value.

Elaborating on displays, Brunelle pointed out that a good display should provide product information including technical details and howto-install instructions. This data should be reinforced by take-home literature as well as information on the packaging of the product.

The display, according to Brunelle, also should speak to the customers and motivate them. Over 6590 of the d-i-y customers are looking for a decorating project according to home center research, he points out. A display can address that urge by using before and after pictures to illustrate the dramatic difference door hardw:ue c:ln make. In-store banners can call attention to the display. The display should be an active purchasedecision area.

Story at a Glance

Keep broad, deep inventory. inlormative displays must sp€ak to customer needs. . locksmith services can encourage sales. .participa. tion in security programs.

The same theory applies to security with point of purchase displays emphasizing the peace of mind that comes with high quality door hardware and deadbolts. Banners also should call attention to displays which can incorporate local statistics for burglaries and break-ins.

ln addition to displays, a retailer can create an identity for himself as a specialist in door hardware, Brunelle says. He recommends adding locksmith services. Then the customer can buy locksets and door hardware, have locks rekeyed to one key code, have duplicate keys made and arrange for installation service desired all in one spot.

Another merchandising tml which he recommends is participating in local crime prevention programs. He suggests volunteering speakers on security hardware for meetings set up by the police or neighborhood security committees. Many dealers not only do this, but offer discount coupons to those attending the meetings.

He also recommends working out a cooperative program with local realtors for discount coupons to be given to buyers of re-sale homes for having locks rekeyed or replaced. Some realtors already offer this service as a bonus to those buying homes from them, Brunelle says, in which case a dealer can become the agent to do the work.

Quality products, dependable service and active merchandising, using the manufacturer's hdp as much as possible for point of purchase displays, merchandisers, dump displays, racks and card displays, sums up Brunelle's answer to "How can a retailer improve his sales of door hardware?"

Hardwaref Housewanes : I 985

Home centers losing houseware sales

EWER HOUSEWARES are being sold each year in home centers and hardware stores as competition from other retail outlets increases.

A cooperative effort to combat the trend is being organized by the National Housewares Manufacturers Association and the National Retail Hardware Association. Nearly twothirds of the nation's retail hardware stores are deemphasizing housewares, according to research done by the NRHA.

"The plan," said Ronald J. Fippinger, managing director of NHMA, "is to provide sales people in the hardware stores better training and the background to sell housewares." Sales people better equipped to serve the customer wanting to buy housewares will bring us "one step closer to restoring thriving housewares departments in local hardware stores, thus increasing sales," he added.

The NHMA's major responsibility in the joint venture will be to assist in the development and financing of an audio visual training prsentation. At this time discussions are being held to determine which medium will be used

to deliver the training information. The audio visual program for sales representatives from wholesalers as well as retailers is expected to be completed this year.

The l8th annual marketing research study completed by the National Housewares Manufacturers Association to monitor and track industry sales and marketing trends concurred with the results of the National Retail Hardware Association Study. According to their figures, mass merchandisers accounted for 3890 of their total dollar sales in 1984, the highest figure reported since the series of tracking studies was initiated l8 years ago.

Retail outlets accounted for 8390 of all housewares purchased from manufacturers while wholesalers were responsible for 1790. Surprisingly, hardware stores purchased only 390 and home centers 290. Among those outlets purchasing 590 and above, department stores accounted for l09o; catalog showrooms, 990; food stores, 1t/o; drug stores, 590. Mail order operations accounted for 290 of purchases; buyrng syndicates, ls/o, and all other categories 490

On the wholesale side, housewares/

hardware distributors purchased 590; rack jobbers, 290; electric housewares distributors, premium users, club and party plans and variety distributors, each purchased l9o. Drug distributors, premium distributors and stamp plan suppliers purchased less than .0590. All other purchases accounted for 590.

Home centers and hardwares experiencing a decline in their housewares sales would be wise to follow the lead of the associations and beef up the product knowledge of their employees. They also should look to their competition to see why they are being outsold.

Story at a Glance

Associations fight lower sales new training video due this year. .mass merchandisers, department, drug and food stores outsell home centers/ hardware stores.

Upscale hardwarerhome center merchandisinl

NE YEAR into operation, a ServiStar Hardware built in Longview, Tx., as a prototype of Operation Turnkey is considered successful by its creator, American Hardware Supply Co., its owner, Hardware Unlimited, Inc., and its customers.

Jim Reddick, president of Hardware Unlimited, Inc., had retired from the hardware business when he heard about the turnkey hardware store concept. He investigated and liked what he learned. The idea of a retail marketing and merchandising strategy designed to retain its competitiveness in the l9Os was intriguing. The package offering indepth market research, market and location analysis, trade area analysis, concept design, merchandising, advertising and employee training appealed to Reddick.

Reddick contacted American Hardware Supply in Butler, Pa.,for more information. His area eventually was selected for a prototype store after intensive market research and consideration of some 80 locations. Longview, about 150 miles from Dallas, was chosen from a final list of six markets. Some of its pluses were a strong economic base, a large population draw and long term gowth potential.

A decision was made to open two

stores for Hardware Unlimited, Inc. A site at 1100 W. Loop 281 was selected for a 15,000 sq. ft. unit with a 12,000 sq. ft. sales floor. A downtown location, 918 West Marshall, was the choice for a smaller, 8,ffi sq. ft. traditional hardware store. The Loop store would be more home center oriented.

Reddick and his son-in-law Andre Lo, vice president of Hardware Unlimited, Inc., participated in all the decisions as the project got underway. The two stores became the first Operation Turnkey stores when they opened in August, 1984.

Located on a major belt highway with heavy traffic, the Loop store has a squat, rounded, futuristic appearance, unlike the usual Texas home center. Compared with the stark architecture of the warehouse type units, its exterior is invitingly attractive. A soft gray exterior hiefiiehted with red stripes and red and blue signing gives the free standing building an elegant app€arance.

The interior echoes the modern look with a loop layout designed to draw customers into the departments. A cornice of polished chrome grid encircles the store with department signing in neon script. Light gray is used for the floors, walls and fxtures with accents of black, blue, red. Chrome and glass repeated in the complete housewares and gift department give the area a special sparkle.

The entire store has a high style, uncluttered appearance, much like a fashionable department store. The National Retail Merchants Association recognized its appearance with a

Sfory at a Glance

Prototype store is exceptional in high style appearance, merchandising approach and prolit... individual sales almost double industry aYerage ...emphasis on &i-y.

store desigrr award early this year. Each corner of the store contains a large floor to ceiling light box with a blown-up, illuminated photograph of a family involved in a deit-yourself activity. The scene changes with the seasons. Eyecatching, the decorations attract customers to the merchandise in the corners of the store as well as serving as dramatic advertisements of items necessary for seasonal projects.

Using available research, the store has been tailored in appearance, traffrc flow, merchandise assortment, advertising and promotion to bring in more people, keep them longer and sell them more. The concept is working.

Four months into operation, the average sales ticket was $18, almost double the industry average of $9.59 for hardware stores. Now, a year later, sales are still high, averaging between $16 and $17 p'er customer. Sales for the past year were $2 million, according to Lo. The turnkey progam has a target of $2ffi a square foot in sales per month.

Special advertising developed by American Hardware Supply as part of the store package is designed to offset any high price image the customer might perceive from the appearance of the store. In addition special promotional events are held almost every week.

FUTURISIIC styling ot ServiStar Hardware store in Longview, Tx., is accented by use of gray with company colors ol red and blue.

rucceeds in Texas

The Loop store carries no lumber or heavy building materials. It does have a complete plumbing department including bath fixtures along with hardware, tools, electrical, auto, paint and sundries, housewares and gifts, outdoor living, lawn and garden sections. Merchandising is aimed at the consumer. Contractor trade is nil.

The store stays open seven days a week, opening at 8 a.m. on weekdays and Saturdays. Closing is 8 p.m. weekdays and 8:30 on Saturday. Sunday hours are l0 a.m. to 5 p.m.

There are 18 employees. All are trained to help the customer and offer guidance on installation. Customers are urged to call or come back if they need further help in their do-ityourself projects. The store offers no installation service, partially because of Texas requirements for licensing, Lo says.

The store has plenty of competition. Lo counts at least half a dozen hardware/home center type operations in Longview including a Payless Cashways unit as a neighbor. Although Longview has a population of only 46,000, the market area contains about 80,000 people.

Lo calls the turnkey operation a good concept. He says that both he and Reddick are pleased with the store. When asked if he would do it again, he said that he's "always thinking and looking ahead to see what will come."

HIGH TECH look continues on the inside with race track style merchandising. Metal cornice is a backdrop for neon signing. llluminated photos in corners (center photo) are changed with the seasons and feature d-i-y activities suitable tor the departments.

DStrWS

Wickes Lumber has acquired City Lumber building materials centers in Pascagoula and Ocean Springs, Ms. . . Scotty's has completed a $2.5 million warehouse expansion in Winter Haven, Fl., and opened a 75,000 sq. ft. store in St. Petersburg . W. R. Grace is closing its Lubbock,Tx., HandY Dan, and Handy Citysin Jacksonville and Largo, Fl. . .

Lowes will open four new stores and complete retrofits of eigltt stores before the end of the year . K mart plans to open 50 additional Builders Square warehouse home improvement stores by the endof'86...

Crabber construction supply stores have opened in Austin, Tk., Tiacy Boswell, mgr.; Jacksonville, Ted Auet mgr., and Chantilly, Va., Steve Fletcher, mg. B & M Building Supply, Water Valley, Ms., has been named Sentry Dealer of the Year. .

Robert Allen Lumber Co. is the new name of the Allen Moy Lumber Co., Jenks, Ok., recently purchased by Bob Lemons; Eugene Osborn stays ils mgr. . . Richordson Lumber Dallas, Tk., has merged with Brown ond Chase, Inc., retuning the Richardsonname...

Hughes Lumber Co., Owasso, Ok., is relocating to new quarters at lllll E. ll6th Street North Point Coupee Lumber Co. participated in the Lafayette, La., Blueprints'85 Home Show . .

Forestglen Lumber Co., Medford, Or., has opened a sales office in Oklahoma City, Ok., John Garner in charge . Gulf Stream Lumber Co., Boynton Beach, Fl., is looking for property for expan- sion . . Morks Lumber Ltd.,

Brantford, Ontario, Canada, has opened an Atlanta, Ga., sales office, with Don Kemp, Barbara Ussery and Jerry Huber as staffers.

Santq Fe Southern PociJic Co. is seeking a buyer for its Kirby Forest Industries subsidiary in Houston, Tk. . . . Southwestern General Corp. has purchased ,4// Woods / Schroeder, Inc., Houston, Tk., (see p. 19 for details) . .

Tbmple-Eastex is set to build a S30 million timber converting facility in the Silsbee/Evadale, Tk., area . . Coastal Lumber Co. of Mississippi has purchased the Americsn Can Co.'s sawmill operation in Meridian, Ms.

Georgia-PaciJic Corp. has purchased two southern pine sawmills in McKenney and Wakefield, Va., from KMI Continental Inc. Sir James Goldsmith has acquired over 5090 of Crown Zellerbach and now controls the co. (see page 27 for details)

Americh Corp. (whirlpool bath tubs and designer faucets) is opening a 28,000 sq. ft. mfg. and shipping facility in Charlotte, N.C....

Carroll's Building Materials /nc., St. Petersburg, Fl. has opened a new $1.5 million cement tile plant . . . Briggs Plumbingware, Inc., has moved its corporate offices to Westshore Place, Thmpa, FI....

Louisiona Pocific Corp. which is nearing completion of the conversion of its Urania, La.,particleboard plant to Waferwood production has set next spring as the start up date for a Waferwood plant u66sl construction in Dungannon,Va....

Building Products Digesi

Bass & Co., Erlanger, Ky., has been purchased by Dyke Industries, Inc., Little Rock, Ar., Charles K. McCrady, branch mgr., will remain as will the other personnel. .

Wasco, Ennis, Tx., is celebrating its Sfth year in the building products industry Wyeth, Oklahoma City, Ok., is marking its l26th year in business

Halo Lighting is sponsoring its lOth annual lighting design competition as part of its 30th anniversarycelebration...

Generol Hardware Co. is the new n:une for the hardware div. of Genuine Parts Co., Atlanta, Ga., recently acquired by River Capitd Inc. . . . Westlake Ace Hardware has opened a new store in Fayette- ville, Ar. Hardware Wholesolers, Inc., is building a 360,000 sq. ft. southeast distribution facility in Columbia, S.C. . .

LaPorte Industries has purchased Mineral Research, Charlotte, N.C., for an undisclosed amount H. B. Fuller Co. has renamed its specialty chemical products div. the building productsdiv....

The Federal Housing Administration intends to abolistt federal building codes for single and two family homes by Dec., completing their deregulating of the U.S. housing industry

Norfolk Southern now has oneday piggyback train service from the Port of Charleston to Charlotte, N.C. . Norfolk Southern Corp. and bo Line Corp. have agreed to cooperate and participate in joint rates and routes when acquisition of Conrail is completed by Norfolk Southern.

Housing starts declined 2.4V0 in July Qatest figs.) to a seasonally adjusted annual rate of 1,654,m units . . . single family starts rose l.l9o to a 1,O15,000 annual pace . . . multis fell7.7o/o to a @9,00 annualized figure . the south recorded a moderate increase building permits for, future construction declined ls/o.

SPIB Aims For Higher Quality

.l . B1'arcl Sr'r,ift,.lr., Atrnore, Al., chairnran ol thc boarcl of Ciorcrnors ol thc Southcrn Pine lnspection Bureau, has rvritten SPIB srrbsclibcls erlrrcssing concern aboLrt lurnbcr qualitv and announcing a nc\\' Irrogram to rrrinirrrizc :hipnrcnts ot' bclori gracle n)iiterial.

" lhe lelalionshil"r betwcctt the graclc ancl quality ol' Southcln lrine bcin-u pr.oduccd todal is rtot rrhat it cor-rld bc," Sriit't saicl. "C)ne ot' thc rcas()ns t'or this, I bclrer c, is a rnisrrrtclelstarrding or- nrisapplication of orre ol' thc inrportant plovisiclns of' the Southeln Pirrc grading rLrles. -f his ir ,l'. -,tI'o tolerance irt grading *'hich \\as put in the rules to establish a basis f'or reasonablc lariations in jud-ucr-ncnt bct\\ cen a qualit)' supe rVisorancl graders. lt rvas nelcr inlcncled il\ a tolcrancc to allow a nrill to I'ill Irrrrrbcr orders * ith a clelibe ratc inclusion tll 5oib belo* gracle irt thc shipnrcnt. I harc sccn too ltlilnv cranrples o'ucr tltc vcars of attcrltpts tc) incluclc -5 9b belori graclc in u shipluicnt o1'lunrber rcsLrlting in the Itrrnber being 100'b or tttorc bclo* gradc. "

Sr.rift saicl thut altcr consrrltation riith board rrrcnrbcrs ancl staf l', hc had asked the stafl' to "work towarcl thc goal ol' har. ing thc avcragc bclorv grade in total Southern Pine lurnbcr shrprnents by bureau sLrbscribers not to ercccd 3.50ir" b1' the encl ol an lll nronth period.

"ll ne ale going to keep thc rnar kcts uc lravc'nr.clrkcd so hald to clcl'elop, uc sirrrpll rnust r-nininrize- thc anroLlnt ol' beiori graclc ltrrnbcr sliippcd," Srvilt said.

Weyerhaeuser Restructuring

Weyerhaeuser Co. is restructuring its U.S. solid uood bLrsincsses and opcralion\ aeeording I() c\ceuti\e \icc president Charlcs \\r. Binghanr.

[-y,nn E. Endicott rvill head the sales organization w'hich is being changed to nratch specific market geographics. All wood prodLrcts domestic and cxport salcs and rnarketing including southern and rvestern trading centers and rvholesale att.l rctail distribution net*orks arc being consolidatcd in salcs and rlarketing.

Vicc nrcsidents of sales and mar-

keting reporting to Endicott include Herb C. \\'inr"'ard, uest; Bill W. Simr.nonds, central; Bob J. Rankl, east. Othcr top positions arc: Bob R. NIoore, \'.p. export sales and marketing; tsob Lewis, export sales and import acti\ities; \'lark R. Lenrber'h). dirccttrr gcneral ntanager. engincered products and systenrs,Don R. Oars, director human rcsources; Steve S. Pcnn:ik , clirector l'inance and systenrs.

The eristing seven solid wood operating regions are being consolidated irrto tlrlec. Cene \le5er'. Hrrt Snr ing:. Ar., riill hcad the southern division in clrarge ot' solid wood operiitions and nrorc than 3 rnillior.r acres of timberland in North Carolina, Alabanra, Mississippi, Arkansas and Oklahonra.

A Washington division headed by l)onald H . Rush will consolidate ttre export ra\{ rriaterials busirtess and be responsible l-or the l 7 rnillion acrcs ol timberland and sol'trvood luniber, plyw ood and venecr f'acilities in Washington statc.

The Oregon dirision, hcadecl by John N. Purccll at Springl-ield, will rnanagc 1.2 million acres o1' tinrber arrd rolid \\r)od nr()duel opclaIitrttr in that state.

Northern Whire Pine and S

HUGE SELECTION -

Boards, Paneling, Sidings with selects and commons in stock. Saw-textured face, rough and dressed.

TOP OUALITY

All lumber is properly kiln dried, graded, dressed and double end trimmed.

TWO MILLS OFFER

YOU PROTPT DELIVERY.

CALENDAR

SEPTEMBER

Builden & Ilerchants Trade Sho*Srept. lGl3. tVembley, England.

tlorida l.umber and Building Malerial Dealen AssocietionSepl. ll-13, annual convention & erposition. Orlando Hyatt, Orlando, Fl.

National Hoo-Hoo-Ette Oub-Segt. lll4, board meering, Hilton Hotel, Euguene, Or.

Paris-Dunlap Hardwarc Co.Sepl. 14-15, show, Georgia Mountain Center, Gainesville, Ca.

Genuine Hardware Co.-AtlanleS€pl. l&15, show, Atlanta Hilton & Towers, Atlanta. Ga.

International Order of Hoo-Hoo -Sept. 14- lTannual convention, Hyatt Regency, Minneapolis, Mn.

The R.T. Jones Lumber Go., lnc. North Tonawanda, N.Y. 14120 Lake George, N.Y. 12845

Phone TOLL-FREE 800- 833-1200

In N.Y. State CALL COLLECT 716-694-4200

ll|s

ciln$

is the PR0FESSI0NAI'S Att PURP0SE PLASTIC Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Lumbennen's Golf Association of Memphis-S€$. lnh, 67th annual Lumbermen's Golf Association Fall Tournament, 7 a.m.,Memphis Country Club, Memphis, Tn.

Fries, Beall & Sharp Co., Inc.Scpt. 223, show, Hyatt Regency, Crystal City, Arlington, Va.

Timberbuild 't5 Trade Show - *pl. *26, London, England.

Handy Hardware Wholesah Inc.Sept. 2&29, market, Astro Village Hotel, Houston, Tx.

Wood Machiner] Manufaclurers of AmerkeSept. gFoct. I, Stouffer's Crystal City, Arlington, Va.

OCTOBER

Hardwood Plywood Manufrturss AssocbfrooOcr. 2A, fall meeting, Red Lion lnn, Lloyds C.enter, Portland, Or. Sourhern Pine lrcpcction Burceu-Oc't.3{, fall rneeting, Ponte Vedra Resort, Ponte Vedra, Fl.

North Ameriom Wholesdc Irmbcr AssocbtkttrOct. t, regional meeting, Marriott Executive Park, Charlotte, N.C.

Hardwood Manufrturcrs AssocbtiotrOct. ts10, fall production meeting, Louisville, Ky.

North Ameriqn Wholcs* Lumber AssocirlinOct. 10, regional meeting, Marriott, Atlanta, Cra.

Netionrl Pariidcboerd AssocietionOct. Il-Ui, fdl meeting, la Posada Resort, Paradise Valley, Az.

Soutlrern Fortst Products Associetion-Oc't. lll5, annud meeting, Hyatt on Hilton Head, Hilton Head, S.C.

Acc HardwareOct. l&21, fdl convention, Kansas City, IG.

National Hardware Convention - Oct.2{Faj, co-sponsored by the National Wholesale Hardware Association and the American Hardware Manufacturers Association, San Francisco Hilton, San Francisco, Ca.

National Forrst Products WeekOca. 20-26, sponsored by the American Forest Institute.

National Hardwood Lumber AssocielionOct. 2l-23, convention, Century Plaza Hotel, Los Angeles, Ca.

Amerkrn Hardwarc Supply Co.Oct. 2!2!i, second fall market, Cook Convention Center, Memphis, Tn.

Architecturrl Woodwort Institutc-Oct. 2l1i, annud convention, Fairmont Hotel, New Orleans, La.

North American Wholesah Lumber Association-Oct. 27-Nov.

Can be used under Fiber Glass! eaftrt

All Woods/Schroeder Sold

Techsym has sold its Houston, Tx., All Woods/Schroeder, Inc. hardwood subsidiary to Southwestern General Corp. of Evergreen, Co., for $6.3 million. The purchase price includes cash, $3.5 million in notes and other liabilities.

Southwestern General, which has annual sales of $350 million, is an expansion minded, privately-held conglomerate with interests in building and related fields. Under its new parent, All Woods/Schroeder expects to immediately pursue an aggressive expansion, opening branch warehouses in a number of U.S. growth areas, according to a company spokesman.

In addition to its new acquisition,

Southwestern General owns Denver Wood Products, which it acquired earlier this year; Sanford Co., *hich sells wall, roof and floor systems to builders and contractors; American Building Components, a metal building fabricator that includes King Metals, which makes steel roofing and siding; and Twin Pane Corp., which produces insulating glass. Other divisions are in food products, industrial products and agricultural chemicals.

New Housewares Mfr. Board

John M. Eikenberg, executive vice president, Cuisinarts, Inc., has been elected president of the National Housewares Manufacturers Associ-

ation, succeeding Robert Mariani, president, Spartus Corp.

Other officers elected at the annual board of directors meeting in Chicago were Martin F, Zorn, president, Imperial Schrade Corporation, vice president, and Thomas K. Manning, vice president of sales, Rival Manufacturing Company, treasurer. NHMA's executive committee is made up of its new officers and director Mike Kempster, senior vice president of sales and marketing, Weber-Stephen Products.

New directors elected to three year terms are Robert Furer, president, Acme Frame Products, Inc., and Murray Jay, president, Gemco-Ware, Inc. Ronald A. Fippinger was reappointed managing director and secretary.

f,rkonsos IURTS l-(800) 482-2352 Notionol llrRTS I-(800) 232-2326

Bltt HRRDING r tlt{DR PBIDDY . ROSS RRSSflIUSSCI{

UJe con fill oll Vour treoted lumber naads. . . londscope timbers, plynrood, oll dimensionol lumbar, 4r4 through l2rl2. On 6x6 ond lorger ue hova lengths ronging up to 45 feet. Plus, ure nou corrg in stock .60 FDN. tUe olso hove our ou,n fleet of trucks to help yo.r solve ong delivery problems Vou moy hove. Rll our moteriol is TPI grod@ mork@d. tUe feotur@ the RTUPB quolitv mork on oll our tr@otod moteriol.

highest quolitg ovoiloble in CCR TVpe C Pressvre Treoted lumber, coll

c u R T, P,FJ!"ll,""} lJ.lll.nf,0,#^9r' I N c.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place San Oie;. Ca,.-g^Zg make their bigticketdecisions. Merchants today are using that wall space to sell their company creed, credit plans, delivery programs and the company's liberal guar-

w,*[.:'*:*"?,'# ;:T""Hi *ff T.*fi'ffi#l'jiiil",

is some_ opportunity to maximize sales, there are times worse than no signing at all. It many in the home center and building cheapens the merchandise. Don't be foolmaterial industry who slil/ neglect to util- ed by the carefully hand lettered printed ize our most economical selling tool . signs you find in today's chain and wareSIGNING! house operations. Theirs is not a slip shod

Consider first permanent in-store sign- production. Those signs are very carefully ing. With the similarities in interior store conceived and professionally lettered to designs, mass merchandisers have learned connote low price and value-not cheap that today's mobile, fast paced shopper quality. sometimes needs to be reminded of which

choice of equipment, however, is far less important than the creating of the systems and procedures to make sure that the signs are ordered, produced, delivered to the store, installed at the proper location, and removed when the event or pricing has expired. When promotional signing is ordered for advertised specials, consider ordering even more impressive signing for the step-up merchandise.

Standard sign sizes are derived from a fulf sheet sign material that is 22" x ?3'. Typical signing therefore is: ?2' x ?3', 14' x 22", ll " x 14", 7' x ll', 5h' x7', and 3Vz' x SVz ". Choosing the correct size for the sign is not always an casy chore. While some leaders in our industry are using such phrases as "The merchandise is the message," others are still oversigning stores and allowing the signing to hide the merchandise. Order your large merchandise signing with discrcion. Remember, if everything shouts nothing shouts.

Just as in advenising, sign oopy should sell the benefits as well as list the features. Keep it brief, but make it punchy enough so that the value overshadows the price. Most importantly never put the sign making authority into the hands of

(Please turn to pase 22)

In developing a signing program, the

There are a number of different types store they are shopping in. The store of machines that can economically make name should be prominent on the peri- showcard signing. The most common meter walls. Boldly lettered wall and equipment is either a flatbed press utilizhanging signs must also identify depart- ing handset type or the Reynold's Printments and product categories. Even more A-Sign which operates similarly to the old important, the wall that the customers see penny arcade machine that punched out when checking out should contain mes- your name on a strip of metal. sages that give them the confidence to

irat zcut?otc t/*

(including prices).

And if you're plonning to build or fo remodel lrour presenl home, if3 o book you've just grof to reod.

: Shows whof fo look for; horv to selecl, size, instoll,i "eveMhing you need lo kncm" obout skylights ond roof windows. ll even includes suggesled retoil prices fo show whol you con expecf to poy for stondord size flof gloss ond ocrylic dome Skywindourso. And itb by Wosco, ihe only mojor compony lhot speciolizes in skylighting.

Jusf send o dollor for postoge ond hondling. Whether you do il yourself or hire o controctoc il will be one of the besf dollon 1ou'll ever invest in your home.

Stocking Houseware Trends

All right, houseware dealers. Are you stocking the latest in appliances?

Actually there are no new machines that prepare an eight-course meal, say grace for you, and then do the dishes merely by holding down a button. In fact, there have been no major breakthroughs in home appliances since the Cuisinart 15 years ago.

Now manufacturers are concentrating on reinventing standard appliances, making them smaller, lighter, more efficient. And now the big "innovation" is cordless.

Cordless appliances are not new, though their popularity is. Cordless knives first came out in the 1960s but disappeared because of poor quality. But cordlessness was given a second life with the introduction by Black & Decker six years ago of the Dustbuster, a small cordless vacuum.

Now available are cordless. rechargeable knives, can openers, curling irons, steam irons, cake mixers. etc.

But even with cordless products there are strings attached, usually a higher price tag. And sometimes recharging the appliance overnight is as much trouble as plugging it into an

outlet to use it in the first place. Besides, where are you going to mash potatoes that doesn't have an outlet nearby?

The trick, then, is to come out with something that is both novel and useful. A small company in Burbank, Ca., has introduced an ironing board that converts into a chair and is working on an ironing board that becomes a table.

A New York City firm has the Cook Stone. a flat stone tablet which is heated under an oven broiler and then removed after 30 minutes to be used as a cooking surface.

And a company in Gardena, Ca., is marketing a ceiling fan with a speaker that can be wired into a television, radio or telephone.

Perhaps the next trend in the housewares products industry will be the combining of two different appliances into one. The success of ironing board furniture and stereo air conditioning may almost be upon us.

Environmental Hotline

The Environmental Protection Agency has a toll-free small business

hotline to aid those needing help in understanding and complying with environmental regulations. The number is (800) 368-5888.

"Frankly, Johnson, until you notified me that you were quitting, this hadn't been my doy." Building Producls Digest

Sawmills loceted at Molalla, Tillammk, Toledo and Cleckamas, Oregon, with shipping via SP, truck, ocean barge and fu export.

TOPICS

executlve vlce presldent

UR GOOD friends at the Oklahoma Lumbermen's Association have warned us that a very professional and extremely smart operation has cost Oklahoma lumber dealers approximately $l million.

The two primary figures in the operation are alleged to be using the names

of Billy Oliver Sr. and Billy Oliver Jr. In several instances, the firm name of B & B Builders with a business address of Box 202, Jennings, Ok., has been used, it is said. They also are said to use a late model Ford, l-ton, 2 door diesel pickup, black with red pin striping. Occasionally, they have been reportd pulling a goose neck trailer with an older model Chevrolet twoton flat bed truck.

The method of operation is to establish

credit with a firm then when a substantially large bill has been run up, they simply disappear. A felony warrant for the arrest of these suspects has been issued by the Pawnee County sheriff whose telephone number is (918) 762-319.

It is betieved that the suspects iue operating in Texas and Louisiana, according to OLA.

A basic construction materials takeoff workshop has been scheduled for Sept. 25-27 at the Midland Hilton Hotel, Midland.

The workshop will consist of 2O hours of intensive instruction and discussion. concentrating on blueprint reading, construction details, quantity estimating and actual material takeoffs. This is a fundamental workshop for new employees. The course is not for the knowledgeable trained estimator.

next month. Expo '85 under the chairmanship of Gerry Weltzheimer and Floyd Burton promised to be the biggest and b€st in 39 years as this column was written. Exhibil spaces had been reserved by 123 exhibitors. HOME CENTER

1f, N TMPORTANT pieceof protective rlegislation for material suppliers has been enacted into law. Signed by the Governor of Oklahoma on June Z it became effective immediately, according to a recent report by the Joint Legislative Action Committee.

Senate Bill l3l imposes criminal penalties for the misappropriation of construction loan funds to uses other than the construction project for which they were intended. OLA legal counsel is currently drafting a definitive explanation of the new law. His

report will provide examples of how the new law may be used in conjunction with current law to improve security interests. His report will be distributed ro stare lumber dealers who should immediately discuss it with their own attorneys.

The industry is indebted to Warren Pixley, Pixley Lumber Co., Claremore, for initiating action last year to ger this bill passed. At his own expense, he had his attorney draft preliminary language for the bill. He then persuaded his State Senator Stratton Thylor to sponsor it through the legislative process.

A full report on the OLA convention in Oklahoma City, Aug. lGl8, will be given

l('rnttittuatl lrom pagt 2 0)

an operations manager-you'll find the store covered with negative signing such as:

..DO NOT ENTER''

..YOU BREAK IT - YOU OWN IT''

..NO CHECKS CASHED UNLESS .''

..NO DELIVERIES''

..ALL SALES FINAU'

. and the rest of the copy that shouts "Be afraid to shop here."

Turn responsibility over to the advertising and sales promotion people. They'll turn lemons into lemonade!

GAYLON STACY executlve vlce presldent

ARKANSAS a OKLAHOMA

aecutlr,€

vtce pret&nf

Ir HOSE of You who haven't been I able to participate in any of our west coast tours. now have a chance to do so, Sept. 22 through Sept. 28! The scenery in the Pacific Northwest promises to be breathtaking (especially to a group of lumber dealers!). As always, the tour will offer a blend of business related tours of lumber operations in conjunction with the pleasure of seeing some of the most picturesque scenery in the country.

The tour begins on Sunday, Sept. 22, in Portland, with a get-acquainted/ orientation reception. The first day on the road will find us touring the Stimson Lumber Co. and Willamette Industries mills in the Willamette Valley between Portland and Eugene.

Tuesday will be highlighted by a stop at Pope & Talbot, Inc.; a trip to the top of

the Cascade Mountain Range; and a visit to Gilchrist Lumber Co. The Gilchrist operation is located in a genuine company town, Gilchrist. The company still owns virtually everything (houses, store, etc.). We will also visit the High Desert Museum.

On Wednesday, we will stop at Dan Forest Products Co. to see their fully computerized small-log mill and visit the Ochoco Lumber Co. in Prineville. That afternoon, we will travel up 6,000 feet to the beautiful Timberline Lodge on Mt. Hood to spend the night. The lodge was built in the 1930 s by the Civilian Conservation Corp. (C.C.C.) and utilized heavy timber construction, including complete trees!

Thursday finds us heading for Hanel Lumber Co. located in Hood River, which borders on the beautiful Columbia River. That afternoon, we will visit Broughton Lumber Co., a firm still utilizing 1920 technology to produce quality lumber. On

the way to Portland that afternoon, we'll travel along the scenic Columbia River Gorge, stopping at the Bonneville Dam and Fish Ladder. Thousands of adult salmon migrate through this facility every year to reach the small stream they consider home.

Friday's stops include a visit to the Western Forestry Center and North Pacific Lumber Co. (a lumber wholesaler).

Since no trip to the Northwest would be complete without a visit to the Mt. St. Helens area, we have made special arrangements to visit and observe the devastation area along the Toutle River and spend some time at the Mt. St. Helens observation area (which is the closest area open to the public). On Saturday a tour guide will point out the highlights along the way and for those who are really daring, helicopter trips into the volcano crater are available. The Mt. St. Helens tour is optional for those who wish to stay over an extra night.

Sound great?? It will be! Call us now, because space is limited.

Future Dales

Check our Calendar on Page 18 for information on upcom' ing conventions, meetings and trade shows in your region.

DRIVE THRU TWO THTcKwESSES OF HARDBOARD WITHOUT BEND'NG!

Hand Tool Users Want Quality

Research among dedicated do-ityourselfers shows that users of nonpowered hand tools want durability, a life-time warranty, precision performance and quality, made - in - U.S.A. materials and workmanship.

In addition, according to a survey conducted by the SK Hand Tool Corp., hand tool users are willing to pay more for these product benefits. "The more serious the tool users, and the more demanding and sophisticated use he or she makes of the tools. the greater the interest in premium tools," Thomas M. Corcoran, SK chairman, reports. "In fact, frequent users of hand tools report that they buy the most expensive brands."

With the development of the do-ityourself market, the home center has

Hardware Convention Program

Leaders in and out of the hardware industry will headline rhe 1985 National Hardware Convention Oct. ?-U23 in San Francisco.

Co-sponsored by the American Hardware Manufacturers Association and the National Wholesale Hardware Association, it is the annual fall gathering of the nation's leading hardware manufacturers and wholesale distributors.

become a major source for hand tools. For the combined professional and home craftsman markets, total hand tool sales have reached the $1.5 billion mark with the home centers claiming a large share. Projections for the rest of the '80s show that the total will continue to grow at a rate of l2slo p€r annum.

The premium market, according to Corcoran, is the $5CX) million annually expended by the professional mechanic and the dedicated do-it-yourselfer. Another $2O0 million is spent by other consumers with industrial buyers spending an additional $20 million.

To stimulate continued grofih, manufacturers are improving their prducts, packaging and marketing programs. Their efforts are expected to have a positive effect on home center sales of hand tools.

make up for the loss, they explain. At a 2u/o net profit, the loss requires $25,m in gross sales to break even.

MAZE STORMGUARD HARDBOARD SIDING

NAILS are specially designed for the job: strong high carbon steel shanks to eliminate bending small and well formed heads set flush without puckering the siding surface Stormguard protected: Double hot-dipped zinc-coated for maximum rust and corrosion resistance. Available with plain or Screw-Down shanks for extra holding power.

This year's program features J. Peter Grace, chairman of the board of W.R. Grace & Co.; Thomas J. Peters, author of "ln Search of Excellence;" Maureen Reagan, daughter of the president and special consultant to the Republican National Committee Chairman; Bruce Merrifield. president of Merrifield Consulting Group; and economist Dr. Barry Asmus.

"The major speakers portion of our convention program should prove both provocative and educational for all delegates," said William P. Farrell, exec. dir. of the AHMA.

True Cost Of 5500 Stolen

Very few retailers consider security as a profit making expense, but according to the experts at Pinkerton's, Inc., they should.

They point out that when an effective security system prevents such losses, the gain drops immediately to the bottom line. In addition to providing protection against both internal and external stealing, a security staff can detect malfunctioning equipment, safety and fire ha'ards. This can help keep insurance and compensation claims down.

Viewing overhead expense as a real profit center can be worthwhile.

Lots ol Paneling For R & R

About l69o of the total production of panel products was used in the home repair and remodeling market last year. The 3.6 billion sq. ft. used is expected to be surpassed this year.

Oak Floodng Takos A Vacatlon

Oak flooring will be showcased in a vacation cabin to be featured in the September issue of Fomily Circle.

No. 2 common oak strip flooring is used in every room of the 8(X) sq. ft. vacation home with easy maintenance and a warm appearance stressed.

The Oak Flooring Institute sup plied 700 sq. ft. of material for the project. Dept. 43, Peru, ll.61354

If $500 worth of merchandise is stolen, you must earn an additional $8333 in sales (at a 690 profit) to

SOUTHEASTERN SCENE

Covering the states of Alabama, Florida, Georgia, Kentucky, louisiana, Mississippi, North Carolina, South Carolina, Tennessee and Virginia.

Kentucky Lumber and Building Material Dealers Association will hold its annual convention at the Executive Inn West in Louisville. Nov. I l-13.

Plans for the meeting were made during a board meeting July 25 at Shakertown. Don Clucas, Cole Lumber Co., Paducah, president of KLBMDA, is convention chairman.

Membership directories have been printed and mailed to members of the association. Association members participated in the Central Kentucky Lumber Dealers annual fish fry on Aug. 13 at Sportsman's Park in Lexington.

Don A. Campbell, retired executive vice president of KLBMDA, is confined to his home, according to William Thompson, present exec. v.p., and would appreciate calls or letters from his friends in the industry. c/o 3'70 N. Spalding Ave., Lebanon, Ky. mn. His telephone number is (502) 692-2223.

Building Material Merchanls Association of Georgia and Alabama has set Jan. 30-Feb. I as the dates ofits annual buying show in Atlanta.

The need for more space has resulted in the show being moved to the Atlanta Civic Center. According to chairman Fred Thomas. this will allow for a much better layout with higher ceilings, more light and space for more exhibitors to accommodate the growth planned for the show.

Shuttle service will be provided between the official headquarters hotel, the Atlanta Hilton, and the civic center. Early plans include top name speakers, such as G. Gordon Liddy, George Plimpton and entertainment such as the Coasters, according to Thomas. Emphasis will be placed on diversifying the show to include a broader line of home center goods, equipment, lumber, plumbing and electrical.

The show is open to any retailer of building supplies including home center, operators. Vendors not exhibiting in the show will not be allowed access to the show floor.

Southern Forest Products Association is cooperating with The Family Handymanin a design contest for outdoor living projects.

Sixteen cash prizes will be awarded in five categories with the winning designs featured in a special story. Readers are invited to enter snapshots and rough design sketches of decks, patios, fences, sheds and other outdoor projects built with wood.

The contest, which was announced in a recent issue of the magazine, mentions the advantages of using pressure{reated southern pine for outdoor building projects.

Louisiana Building Material Dealers Association has scheduled a yard operations seminar to be held in Baton Rouge at The Bellemont on Oct. 9.

Although the program is designed for the yard foreman and operations manager, it could also be helpful to managers, assistants and trainees, according to Gayle Passman, administrative vice president. Instructors will be Tom Dyar, director of loss prevention, Builder Marts of America, and Bruce Peck, Aid-Man installation and training manager, who is a former store manager.

Cost of the seminar is $125 per person for association members and $175 per person for non-members. Non-members wishing to become LBMDA members may apply the additional $50 cost to membership dues. The fee includes instruction and materials. Transportation, lodging and meals are not included.

Their annual summer conference at Seascape in Destin, Fl. was attended by over 140 people.

Both the board of directors meeting and the conference business session were well attended and productive, according to an association spokesperson. Athletic and social events provided a break from business.

Elder & Kennison Forest Products, Great Southern Wood Preserving, MacMillan Bloedel and J.E.B. Ransone Lumber Co. were among those sponsoring various events at the July l8-21 function.

Future Dates

Check our Calendar on page 18 for information on upcoming conventions, meetings and trade shows in your region.

OPERANNG PPORTUNITIES

WALLY LYNCH Builders Express, 11550 Plano Rd. Dallas. Tx.75243

Wally Lynch, after two yeors of writing for lhis magazine on delivery monogement, is expanding hb monthly column lo the wider range of operotions in general. Hb expertbe and experience will provide valuoble industry insights for our reoders.

We are pleased to present the second ol his new series of columns-ed.

LMOST any endeavor when broken down into its basic parts becomes understandable.

A great golfer once said that his game

Inc.

was simple because it only had two dimensionsdistance and direction. The Tiiple Crown in major league baseball, consisting of the best batting average, the most runs batted in and the most home runs in a season, has been won by only a few major leaguers. The doing is difficult but the understanding is easy.

Similarly, football people measure skills in terms of blocking, tackling, running, passing and kicking. Easy to identify, complex to implement and manage, but, when effectively blended and applied, desirable results occur on the field.

Excellence comes from the skills of the PEOPLE involved. When a dealer asks how can anyone compete with this chain, a particular store or that activity, we answer

with another questions"What skills do you think you need to combat them?"

Ultimately we get iuound to the chart reproduced here.

The idea behind the chart is to get companies to look inwardly and collectively at the performance of their PEOPLEtheir team members. Each manager is asked to rate the retail skills of the company by using the chart.

You can ask each of your key people to rate your organization's skills using this chart. You not only will show them where their efforts belong, you will find some real surprises in their answers.

You can get a numerical reading on your comp:rny by assigning a rating to each answer. Using a numerical value of I through 5 in the sequence in which the answers are described above, you €n c!mpute a grade point both individually and collectively. Such a composite will show management what the organization's p@ ple think of their skills. At the same time , it can be compa.red with what they ought to be, thus revealing where efforts are needed.

Next month we will look at where the competitive world stands in termsof rcailer skills.

RETAILER SKILLS

KNOW HOW

EFFECTIVE FACILITIES UTILIZATION

(l) Leave blank the entire box if you believe the company does not have this skill.

(2) Place an (X) in one small box if there is some activity by the company in the skill area.

(3) Place an (X) in two of the small boxes in those skill areas where the performance of your people is as good as in any other organization.

(4) Place an (X) in all three small boxes in those skill areas where abilities of your pe+ ple and company are above average.

($ Cross out the entire box to indicate total proficiency.

Goldsmith Takes Over At Crown Z

Sir James Goldsmith's takeover attempt has succeded in bringing the management of Crown Zellerbach Corp., San Francisco, Ca., to its knees. He is now chairman of the forest products company.

After he acquired over 50Vo of the outstanding common shares, there was httle CZ could do, despite their poison pill defense. William T. Creson, former chairman, remains president and chief executive. Roland A. E. Franklin, a Goldsmith associate, was named vice chairman, a newlycreated position.

Zellerbach and Goldsmith have set up a six person committee to study four possible plans of action for the company. Goldsmith and three of his associates will work with Creson and two other directors. Plans to be considered include splitting the company into three separate entities; selling more CZ shares to Goldsmith; a self-tender by Zellerbach for about 5 million shares; possible sale of company assets. A decision is due Nov. l.

Analysts feel that Goldsmith will attempt to do what he did with Diamond International Corp. After acquiring the company in the early 1980s, he disposed of most of the assets, retaining the timberland.

Creson, in discussing the takeover, said that 75To of the board will have to approve any action. "Any modification of the company will be consistent with the strategies we have been working on and it doesn't represent anything our stockholders need to be concerned about," he said.

Crown Zellerbach corporate headquarters will remain in San Francisco, at least for the present.

Mississippi OSB Plant Opens

Recognizing the acceptance of oriented strand board panels among homebuilders and do-it-yourselfers. Georgia-Pacific Corp. recently opened its second OSB facility, in Grenada, Ms.

Annual production capacity will be 246 million sq. ft. A third OSB plant of similar size will start up soon in Skippers, Va. Preliminary engineering has begun for the construction of a fourth. The first plant is located in Dudley, N.C.

Including a waferboard facility in Woodland, Me., G-p will have four composite panel plants with a total annual capacity of 768 million sq. ft. when the third OSB plant opens.

"Potlatch's Millwod( Made Believerc of Us!"

"We're one of the larger jobbers in Arkansas, in the heart of the southern pine region. But at one time we felt that we had to go west for quality, stain-grade millwork. Then potlatch showed us different, with southern pine millwork that offered outstanding wood-quality characteristics and fine workmanship. Splitting and warping are not problems, and waste is negligible. We've also benefited from Potlatch's convenient rA mid-South location, and their timely production schedules."

Norman Hendrixson, V.P. Fischer Lime and Cement Co. North Little Rock, Arkansas

Potlatch has the timberland base, the plant facilities and the experienced personnel to assure the highest level of quality control in a full range of southern pine millwork products...from stump to customer. To discuss your millwork needs, call or write Jim Dean, Millwork Sales Supervisor, Potlatch Corp., Warren, Arkansas 71671; telephone (so't) 226-2611

GRENADA, MS., is the sile ol the newly opened Georgia-pacific 0SB plant. A highly automated, computer-controlled manufacturing system is used at the 140 acre site.

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South Bay Forest Products, a very special manufacturer of specialty lumber products, has a winning combination for you.

Don Granlham, Forest Sales Corp., Augusta, Ga., and Charles Snyder, Leader Lumber Co., Dallas, Tx., are among the instructors for the 7th NAWLA Wood Marketing Seminar at Athens, Ga., Oct. 27-Nov.2.

Hank Bockus, ownet Gordon White Lumber Co., Oklahoma City, Ok., landed a 5l lb., 9 oz. salmon and the $10,000 grand prize in the Ketchikan King Salmon Derby in Alaska.

Bill Carey Carey Lumber Co., Oklahoma City, Ok., has been elected pres. of the Junior Achievement of Creater Oklahoma City board of directors.

Ronny Davis, Elk Supply Co., has been transferred from Erick, Ok., to manage their new yard in Mangum, Ok.

Bud Blakley, Blakley Lumber Co., Davenport, Ok., was recently honored by the local chamber of commerce.

Bob Frame. Frame Lumber Co., Checotah, Ok., took an active part in the city's lgth annual Old Settler's Day celebration.

Tom Carson, owner, Stilwell Lumber Co., Stilwell, Ok., is a strong supporter of the Stilwell High School's baseball team.

Robert Baughman, Baughman Building Materials, Bartlesville, Ok., and Jack O. Jones, Jay McKissick and O. H. Woods, owners, Overlees-Woods Lumber Co., Bartlesville, worked on the renovation of the new chamber of commerce facility.

Homi K. R. Mehta has been appointed Krylon Products'gen. mgr. by Borden, Inc.; other new div. heads are [,eonard T. Loftus, consumer glue; Charles A. Matzen Jr., Sterling Plastics; and Del A. Prescher, car care products.

Thomas Murphy is back at Home Shop, Richmond. Va.. as c.e.o.

John Wallace, Wallace Hardware Co., Morristown, Tn., is back at work aiter time out for bypass heart surgery.

Ronald Clond, McEwen Lumber Co., High Point, N.C., has moved to the Atlanta, Ga., branch as mgr.

Michael Fagan, son of Lloyd and Barbara f'agan, owners of the Coast to Coast Store in Siloam Springs, Ar., has received a $1,000 Melamed scholarship.

Tommy LeDuc has retired from Hearin Lumber Co., Largo, Fl., after 4O years in the industry.

lldsol Baker Sr. is the new sales mgr. for Diamond Hill Plirvood Co. in Darlington, N.C.; Phil Adams II is the new sales mgr. at Charlotte, N.C.

Joseph L. Pokorny is the new v.p., public affairs, planning and administration at Champion International Corp., Stamford, Ct., succeeding Dudley Haupt who resigned. John T. Gould Jr. replaces Pokorny as v.p., regional public affairs.

Burton G. MacArthur Jr. is the new v.p. order services at Champion lnternational Corp.

Harold Merrill. owner. Owasso Lumber Co., Owasso, Ok., was a sponsor for the Owasso Junior High School's Olympics of the Mind team which won second place in world competition.

J.E.B. Ransone, J.E.B. Ransone Lumber Co., New Orleans, La., has his first grandson, John E. Ransone IV, born July 19,1985.

Wiliam R. Drew has been named product manager for window shades and blinds for Graber Industries, according to Joseph lJ. Cole, v.p., marketing and sales.

Robert C. Rose is now national sales mgr. of the Nordic Stove division ol American Road Equipment Co.

John M. Behan is the new pres. and gen. rngr. of the Columbus Lumber Co., Brookhaven, Ms., according to W.L. Behan Jr., chairman of Hill-Behan Lumber Co., St. Louis, Mo.

Richard Cauffiel has been appointed national sales director of the Merchantmen division of Brookside Veneers, Ltd., Creensboro, N.C., according to Arne Thomsson, pres.

Joe Cohen has been named regional sales mgr. of Excel Wood Products Co. in Florida.

(Please turn to page 46)

NEW PR DUCTS and selected soles oids

Airless Painter

An airless painter with a 9-inch roller accessory is new from Campbell Hausfeld.

PaintPro is lightweight and portable, resting on a stable four-legged stand and operating off standard I l5-volt current. It accommodates up to a five-gallon paint can, pumping up to l/3 gallon per minute through a 25-ft. hose.

A self-cleaning tip permits adjusting the spray pattern from 2 to 14 in. without changing tips. Tip clogging is reduced by the standard inline filter.

Two rollers can be operated simultaneously. It includes an l8-in. extension rod.

FREE READER SERVICE

For more information on New Products write Building Producs Dgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 9260. Please mention issue date and page number so we can proc€ss your request faster! Many thanks!

Triple Glazed Glass

Triple glazed insulated glass has been added to the cut and beveled leaded glass sidelights of Benchmark's Beacon Hill group.

Features include concealed screw heads to avoid dotting the edge of the glazing opening and to make the surfaces of the light openings smoother and more attractive.

The pre-painted sidelights are designed to match or complement Benchmark leaded glass doors and other door styles.

Folding Deck Chair

A folding deck chair which can be set up in several positions is new from the Roudebush Co.

Built with 3/4" by l-ll2" select oak, the chair is guarantd against loss ofcolor or strenglh for up to hve years. It comes in four solid colors (red, sky blue, sunflower yellow and white) and three patterns (orange fancy, blue fancy and vanilla skyblue toast).

Unlinished Plank Flooring

Unfinished plank flooring that is installed and finished to the homeowner's taste has been introduced by Chickasaw Hardwood Floors.

Professional Plank comes in standard 3/4" thickness and in full 3', 4", 5", 6" and 7" widths. Red or white oak may be specified. The line is available in a true select and better grade or rustic grade.

Moisture Magnet

A compact canister of moistureabsorbing chemical beads can be used to protect articles stored in closed containers from rust, corrosion, deterioration, mold, mildew and other damage caused by dampness.

Dry-Guard from Convenience Marketing Co. is said to be simple to use, safe, and long lasting. The beads change color as moisture is accumulated and heating the canister in an oven will drive out the moisture and restore the absorption capacity. The process can be repeated over and over.

Said to have no harmful effect on material with which it comes in contact, the product is chemically inert, non-toxic, non-corrosive, and will not add taste or odor to foods.

A Close Scrape

A new paint scraper designed for lightweight, comfortable handling to increase power and control while reducing fatigue has been introduced by Allway Tools.

The Unseen Eye

The monitoring of entrances, hallways, back doors or any point of entry from within your home can be achieved with Touch-Plate International Inc.'s new videophone system.

The surveillance and communication system reportedly includes a 4 in. viewing screen from which residents may monitor and communicate with four other sites within a home or apartment, including exterior and entry locations.

Other uses include monitoring sleeping infants and children at play or keeping an eye on areas housing valuable equipment.

Wood Flooring Product

Real Wood, a wood flooring product which utilizes such woods as walnut and oak, is said to look and wear like solid wood, but last and retain its beauty much longer, according to its manufacturer, Natural Vinyl Floor Co., Inc.

The l/8 in. thick tiles are made of wood molded under high pressure between layers of vinyl. They reportedly resist soil and stains and do not require refinishing as exposed wood surfaces do.

The four styles available include a 9" x 9 " square, 3" x 12" strips in a herringbone design, an octagonal design created by pickets of wood tone surrounding a translucent marble insert, and a selection of various wMth planks.

The F4 Super Scraper's low-profile design allows it to reach under and around obstructions. A low center of gravity keeps the blade edge hugging the surface to prevent grooves and gouges.

Camber ground, four-edge blades can be resharpened and are interchangeable with all similar scrapers. Safety is provided by a recessed blade mount that exposes only the blade in use.

Everything In lts Place

' The lightweight Space Finder Closet Organizer is new from Gilpin, Inc.

When installed, the units require no attachment to closet walls permitting easy change of location. They come semi assembled, with pilot holes drilled for all screws and nails.

The 78 in. high organizers are made of A/B faced plywood with wood trim. They can be painted, stained, varnished or left natural.

Increased Load Capacity

An overload control which reportedly can increase the carrying capacity of the average pick-up truck, is new from Load Toter Manufacturing Co.

It is also said to improve handling and stability by acting as a sway bar. It is available for both U.S. and import pick-ups. Installation requires no special tools or vehicle lift.

Reinf orced Ref lections

Process mirrors with two separate back coatings to build resistance to silver deterioration and black edge are new from Falconer Class Industries.

Falcoat II mirrors feature a primary coat that protects and seals the silver and copper to the glass and supposedly is impervious to moisture which could cause silver corrosion. To protect the primary coat, a specially formulated second coat that reportedly is highly resistant to scratching is applied.

The double coat backing is said not only to improve mirror performance but also to reduce the possibility of damage in transit.

Self Gleaning Range

A 4O in., seamless one-piece, lift-up cooktop electric range has been introduced by Frigidaire for both new construction and replacement markets.

The range has two 6 in. heating elements and two 8 in. elements. The main, full-size self<leaning oven has a dual-radiant baking system that uses both the broiler and baking elements simultaneously for even heating.

The range has a built-in warming oven, Cookmaster cooking controls, a broiler pan, two adjustable oven racks and a window door.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

Clearly For the Birds

A clear bird feeder which attaches to windbws with two clear vinyl suction cups is new from Rubbermaid Specialty Productions, Inc.

The 7 "-diameter feeder can be removed and replaced easily for cleaning without disturbing the suction cups.

A wide reservoir and generous perch is said to encourage birds to feed. The sloping roof with an overhang helps direct rain away from the seed.

Spray Can Extinguisher

A new UL listed 10090 Halon fire extinguisher which comes in a small 8-l/4'spray can for use in the kitchen, laundry room, workshop,boat or auto is new from Firejet America Lrd.

The container operates like an ordinary household spray conlainer once the safety ring is pulled and can be stored on a kitchen counter. in a boat galley or tucked in a glove compartment.

Useful for both grease and electrical fires, it is said to be colorless, odorless, non-staining and non-corrosive as well as safe to use around food and not harmful to the eyes.

Time Saving Doorlights

Sun Shield Window Glass

Exterior wood doors featuring extra thick panel construction for maximum strength and energy efficiency are new from Morgan Products Ltd.

Low-E glass has a special coating bonded to one surface of the insulated glass to permit the sun's visible light rays into a room, while blocking the infrared rays. Because it also radiates heat back into the room. 3290 less heat is said to escape than through conventional double-glazed windows.

The doors are available in pine and fir in a variety of designs.

Secure Storage

An alarm box triggered by the slightest movement has been introduced by Treadlok. Once it is triggered, an ear-piercing 98 decibel alarm is set off for approximately two hours.

The alarm operates off a 9-volt alkaline battery and takes about 15 seconds to activate. Once the box is activated and closed, the alarm can be turned off only by opening the box with the key.

The box is molded of virtually unbreakable reinforced thermoplastic resin and measures 12" bv 9" and 3" deep.

Tile ltalian Style

Designer tiles from four ltalian manufacturers will be made available in North America by Trans Ceramica, Lrd.

The line, Opus, includes basic design tiles in both traditional and contemporary styling and an exclusive line of trim and accent pieces engineered in both size and thickness to coordinate with the tiles of other manufacturers.

Readi-Seal factory-caulked doorlights from ODL, Inc. are factoryglazed with a thermally applied mastic sealant.

This sealant reportedly overcomes the problems inherent with other types of factory-applied glazing sealants. The caulking, said to maintain its shape and seal under pressure and changing temperatures, is reportedly easy to handle and store. lt is said to eliminate the mess and clean-up time associated with hot melt butyls or foam tapes.

Walk The Plank

A 5/ 16' laminated hardwood flooring product developed in Sweden especially for the d-i-y market is new from Tarkett.

Plankwood's precision-engineered tongue-and-groove assembly is said to provide a dimensionally stable product that can be floated over most subfloors.

The flooring, utilizing a patented Pad-Lock system, is reportedly easily installed.

be achieved with Klean-Strips' new Umbrella Waterproofing Sealer.

The sealer also can be used to seal wood door and window frames to prevent swelling, warping and shrinking.

Combination Lock

A lockset and deadbolt in one has been introduced by Weiser l-ock.

The new product reportedly incorporates a patented mechanism that dlows the springJatch to extend to a full I in. deadbolt, while it retracts with a turn of the inside knob or T:-turn.

Installation is reportedly easier because there's no deadbolt hole to drill. The lockset is said to eliminate the work of aligning an existing lockset with a new deadbolt, while it offers all the security benefits of both.

Available in2-3/8 in. and 2-3/4in. backsets, it can be keyed alike, master keyed, and construction keyed. The new lockset is offered in handleset and knobset versions.

Root Toppings

Stephenson cupolas are said to add a distinctive touch to the roof line of any style of home.

Reportedly easy to install, the project requires determining a proper location, sawing out an opening, nailing down and caulking the base and tower

Walk Behind Mower

A versatile lawnmower that can be equipped with a grass bag, an oversized leaf bag, a leaf shredder or a mulching attachment is new from Outboard Marine Corp.

The Ryan Semi-Pro mower utilizes a Briggs and Stratton four horsepower System 2 engine and has a reinforcing bumper and side-wear plate. The 6 in. front and 8 in. rear wheels have ball bearing hubs with grease fittings which mount on steel bolt axles. A mechanical compression release is said to reduce cranking effort. Also featured are a temperature compensating carburetor and a low tone muffler.

FREE READER SERVICE

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

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

Aerosol Waterproofer

A clear, protective waterproof barrier on concrete, masonry, wood, leather. canvas and other fabrics can

and affixing the roof and weathervane.

The cupolas have a redwood base and tower topped by an aluminum or copper roof. The base and tower can be painted, varnished or staind.

Combining gravity with cross-ventilation to create a chimney-like drawing action which pulls air out of the attic,cupolas reportdlyalso can reduce moisture-related problems in the attic as well as save energy by acting as a ventilator.

The mower has the Outdoor Power Equipment seal, meeting or exceeding current ANSI B7l.l safetv standards.

Shower Device

A new wall-mounted mixing valve from Leonard Valve Co. is said to provide added safety in the shower especially for the disabled.

The Surfashower features a sturdy, adjustable slide bar and offers both shower head and a hand shower control.

It includes an inlet diverter fitting to regulate tempered water flow and an inlet vacuum breaker. Mounted in a durable 18 gauge steel cover, the unit attaches directly to the wall with special brackets.

instruction sheet and a pair of applicator gloves.

The one component urethane foam is reportedly ideal for caulking, spotinsulating and sealing out air, dust, insects, rodents and moisture. It is

Pavement Crack Sealer

A rubberized crack and joint sealer that reportedly pours easily into pavement cracks and expansion joints to seal them against water and frost is now available from Caron Products Inc.

Crack-Fil is said to remain pliable in the most extreme temperatures, expanding and contracting indefinitely. No heating or mixing is required. The sealer can be applied to wet surfaces, and sets in 24 hours.

Expanding Foam

Triple expanding polyurethane foam sealant from MacklanbursDuncan is now available in a large 3.-6 oz. can.

Like the 12 oz. can. the new size comes with a trigger, two nozzles, an

said to expand to three times its original size to fill most any size crack or hole. Said to yield over 650lineal feet of l/2 in. round bead, the new 36 oz. can is reportedly ideal for large jobs around the house.

New deck squares from Ajax Yardworks allow for custom-designing and installing of decks.

Available in 2 ft. or 3 ft. preassembled squares,the diagonal pattern is made of pressure-treated lumber that is guaranteed to resist deterioration and termite damage for 20 years. They can be installed over on-center joists or over concrete patios or foundations.

"We're so proud... weput our name on Every Piece!"

PT Deck Tested In Louisiana

Test marketing of a pressure treated southern pine deck unit for use with manufactured homes is underway in southeastern Louisiana.

Crawford Distributing and Supply Co., in cooperation with the Southern Forest Products Association, is promoting a 4' x 8' deck to500 manufactured homeowners. AI&N Lumber Co., York, Al., is cutting, bundling and shipping materials for the decks which will be installed by Crawford or completed as a d-i-y project by the homeowner.

Special promotional literature includes a materials list, basic installation tips and facts about handling pressure treated southern pine. If the project proves successful, a larger 8' x 8' model will be offered.

Wallcovering Sales Could Set Record

Consumers like the look of wallcoverings so much they may spend a record amount this year buying them.

According to the Wallcovering Information Bureau, purchases are expected to reach $1.7 billion in 1985, up about 690 from 1984's estimated totd.

"If the economy continues its recovery," says Mauro Checchio, the bureau's executive director, "sales may surpass the prediction since more and more women are entering the prime wallcovering buying ages."

Adding to the promising sales outlook is the fact that the installation of wallcoverings has rapidly become a very popular do-it-yourself project. Manufacturers estimate that eight out of ten people who buy wallcoverings install it themselves.

Checchio foresees some changes in color preferences among consumers. "Silver and gold are being replaced by shades of pink, mauve and gray. Bronze and turquoise are expected to be this year's hot items in accent colors. ln children's rooms, the sophisticated shades of English violet, peach, rust and aqua will replace the usual children's colors of pink, blue and yellow."

Styles are also shifting from the slick mylar foils and flocked wallcoverings of the '70s to smaller designs and rustic country prints. Stripes, florals, geometrics and textured wallcoverings should remain popular, says Checchio.

Another trend that is expected lo conlinue its growth is the use of coordinating fabrics and wallcoverings. This calls for the use of fabrics in upholstery, bedspreads, curtains or other window treatments in a color and pattern that complements the wallcoverings. It is a decorating device that interior designers have used tbr years to give rooms a look of unity and elegance.

Sales of wallcovering borders are expected to increase sharply this year because of their ability to add architectural interest to rooms.

S0UTHERI{ pine modular deck lor use with rnanulactured hornes is being test marketed in Louisiana.

Coming in October . .

ANNUAL HARDWOOD SPECIAL ISSOE

The Oaober 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 1 2,750 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 16, 1985. You'll be glad you did.

Setllng tothe wEsr2

Plus Alaska and Hawaii

lf you sell into the West, or any part of it, we can help you get across yourmessage.

The Merchant Magazine covers all 13 Western states. Founded in'1922, it has been the listened to voice of the industry in the West for more than six decades. Our longevity also proves we can get an advertiser's message to the important trade factors better than any other medium. And at the right price.

Our paid circulation is nearly 5,000; a remarkable vote of confidence as these industry influentials also receive at least four or five free magazines monthly. The Merchant's paid circulation tells you

clearly which magazine Westemers red.

The Merchant's unique blend of news, merchandising and marketing information, salted with personal newsand notes and seasoned to the Westemers' taste reaches an audience of home centers, home improvement centers and lumber dealers as well as the wholesalers, distributors and jobbers that back them up. The Merchant, incidentally, is the sister publication of Building Products Digest.

You can count on reaching the market in the West through The Merchant Magazine. Call today, you'll be glad you did.

Things You Wish You'd Thought of

Just when you think that everything possible for use in the kitchen or home is already in your housewares section, something new and different comes along. Listed below are some of the 1985 housewares your customers will find fascinatine.

o Freedom line of corclless small appliances, inclucling a hand mixer, a knife and a can opener, with rechargeable batteries that allow 1,5 minutes of continuous operation under heavy loads, and recharge ovcrnight.

r Corclless, hanclhelcl rechargeable portable can opener runs up to seven clays between battery charges.

o Studio Oven for countertop use has a non-stick removable interior shell, and a l-500 watt electric burner on top of the oven, with separate controls that allow the burner to be usecl alone or together with the oven.

o Uncler-the-cabinet kitchen accessorics inclucle a spice rack that holds up to l4 bottles and has n unique, all-rvoocl mechanism that lowers the large shelt'clown erncl out into plain view and easy reach; ancl a breacl box that mounts seven inches r.rncler the cabinet ancl has a slattecl oak cloor that slides up and out of the way, allowing access to the entire bread box which holcls two large loaves.

o Complete line of space-elficient microwave ovcns otfering 1.2 cu. ft. of cooking capacity in only 22 in. ol counter space; they have front air intake ancl exhaust so units can be installed against cabinets ancl walls.

o Pushbutton-operated ice cream maker can rnake ir quart of ice cream in 20 to 30 minutes, arncl hzrs a rcnl()vable stainless steel canister that can go into a f'reezer whilea second canister can begin to make a seconcl batch of ice cream.

o Tasket, a plastic basket for use with launclry, groceries and all kincls of home tasks, folds up to less than three inches high for storage, but flips open to become a sturcly tote container that is nearly I I inches deep.

o Combination pillbox timer/travel alarm f'eatures rwo separate alarm systems, an easy-to-set timer that "beeps"

Gets Results

to signal time for meclication, ancl a battery-operated travel alarm clock that can be set fbr 24 hoLrrs.

o Coof Off is an aerosol spray that saf'elyremovesglue, dried latex paint clrips, ink, tar, gum and other residue from home surfaces.

o Lamp fragrance cliscs are small circular cliscs that saftly attach to a favorite lamp, ancl the heat ol the bulb activates the clisc to clisperse a room-filling fragrance into the air.

o Chantal Royale (eight-piece cookware set) is enamelon-steel with 24 karat gold platecl hanclles, knobs and rims to give a distinct note of sophistication.

. Decreaser is a compact travel steamer that f-eatures high tech clesign, clual voltage ancl acljustable nozzle, and comes with a measuring cup ancl travel,/storage pouch.

o lJakeware Organizer provicles easy access to bakeware, pot licls, cutting boarcls, pie plates, etc., with fully acljustable partitions to holcl items that can be moved on the almond-colorecl base.

o Home-Garcl is a no-heat sensing clevice that plugs into a wall socket ancl connects to a warning lamp at a winclow,so that neighbors can be alertecl to protect against such clangers as frozen water pipes from talling temperatures in the home.

r Four-cup electric kettle has a water level winclow to showamount of'water in a kettle,as wellas afingertipwater gauge for the sight-impairecl, and a protective steam guard on the spout lid.

o Stereotrack ceiling fan provides souncl and light as well as cooling, with a mini speaker insicle the cylincler that connects to stereo player or raclio, ancl has a three-track light system.

r Comfbrt Seat is an electrically heated toilet seat that has fully acljustable temperature controls to provicle yearrouncl warmth in use.

r Cinclerella lll is a clesigner chair that converts into an ironing boarcl or back into a chair with a flick of the wrist: the chair frame is of tubular steel and the ironing board is of high-clensity compressecl boarcl covered with a foam pad and washable cover.

Timber Products

Inspecfion, lnc.

NATIONAL AND INTERNATIONAL TNSPECTION AND QUALTTY CONTROL SER. vrcEs FoR ALL wooD pRoDucrs, nno nir_ -SpEcrbs, -iiidiun'in'c GRADEMARKTNG oF LUMBER UNDER rnE nrsc pnocnRru, q.AltritMARKiiic oF TREATED LUMBER UND1IE lUE 4lypB pRocRAM, eNo qulilry coiiiiiiii-1. euAlrry MARKTNG pRocRAMs FoR FIRE nnrnhoAr.rr -ineAiEb q9!,D_IEgqqEs, AND BUrLq!NG LocS. SERvrcEs rncruoE rnmnrxc, cj0-nu. ly_ltor!ryoRlflc, cERrrFtcArtoN, sAMpLrNG, RErNspEcuon, spEblFicliion Wlqq1q AND/oR cLARtFrcArroN AND consurrnrion on iutrlbEii (TREATED/UNTREATED). TRUSSES. PLYWOOD P()I-FS 'Rf)Ss'

(TREATED / UNTREATED), TRUS9E9, plywooD, poI"Es, cnoss rirs, Fin-c-en: JorM, LAMTNATED srocK, nNo si;rrorxc lobs.- -

A"t;*o'YTt "'X''1,' i1T#:"n numerous hardwoods valued for use by woodworkers, craftsmen and carvers. For example, wood from apple and olive has no commercial importance, but is highly prized for handcrafted items.

Originally a native of Europe and western Asia, apple is now cultivated in many parts of the world. Prized for its fruit which is of great commercial value, it is difficult to find in a lumberyard. Even custom shops specializing in hardwoods for the woodworker rarely stock it. In fact, some of the uninformed have never heard of using apple wood for carving and other handicraft projects.

The apple is a small tree, growing only about 26 to 32 feet high at the largest. It usually has a misshapen trunk which results in a spiral or distorted grain. The wood of the domestic or cultivated apple tree is very similar to that of the wild or crab apple trees found in the woods.

Apple wood is a pinkish brown ranging from pale to medium in color. The texture is very fine and even although when compared with pear wood it is not as delicate. A moderately heavy wood, apple weighs about the same as beech.

Apple is slow to dry. It tends to warp badly and split during the process, but once it is dry, it is very stable in use.

Hard and strong, it is considered to be a very tough wood. lt is difficult to split, but it saws well and machines to

These hardwoods are real fruits

a good finish although it is difficult to work. A person working with apple wood must be careful to avoid tearing the surface if the grain is irregular. Apple wood turns exceptionally well and can be carved in intricate patterns. Stains are accepted well by apple wood which also polishes to a high luster. Apple wood should not be used under conditions conducive to decay since it is perishable. Available only in limited supply, apple has never been widely used

commercially. Cog wheels, wooden screws, shuttles, golfclub heads and small tools, especially for those used in carpentry, such as planes, mallets and saws handles, have been successfully made from apple. The limited supply and small size of the logs make the wood more adaPtable to crafts. Woodworkers and c:trvers have used its turning capability and fine texture to an advantage. Apple also makes an attractive decorative inlay.

Olive wood also is secondary in importance to the fruit grown on its tree. Like apple it is usually a small misshapen tree, found only in locations with warm climates such as the Mediterranean countries, Africa, East Africa and California.

Story at a Glance

Apple and olive useful forhandcrafts, carving. .little commercialvalue. .rarely found in lumberyard or hardwood specially stores. . .misshapen trunks provide distorted grain. .wood finishes and stains well.

Pale brown to medium brown often with darker, grey or black markings, it has a fine lexture. Some olive is straight grained, but the majority has an irregular grain. The grain often varies with area. For example, olive grown in East Africa is more shallowly interlocked than that from other areas. Most olive is about A)90 heavier than beech.

Olivewood dries slowly with a tendency to check and split. Onct dry it has good strenglh, a high density and fine texture, all of which make it hard to saw, although it works well with hand or machine tools. The wood finishes to a smooth surface and can be stained and polished well.

Like apple, olive is used for small turned and carved items. Some African olive is used for flooring.

Piggyback Vans Bring Lumber South

A sizable amount of the redwood and Douglas fu arriving in the south from lumber mills on the Pacific Coast is being shipped in 102" TOFC (trailer on flatcar) vans.

Shipments usually take seven to fourteen days, and in many cases are less expensive than regular truck or rail services.

One manufacturer, The Pacific Lumber Co., began experimenting with lumber shipments in piggyback vans about a yqu ago. They have developed a packaging and loading system which allows them to ship up to 28,(XX) board feet per van when 1,750' BM units are loaded. Using 2,000' BM units they are able to load up to 32,fr)0', depending on the weight limitations of the van.

Lumber orders are prepared in advance and built into multi-units. Palco bands four 1,750' BM units or four 2,(m' BM units to a pallet. Using two forklifts simultaneously four multi-units are placed in the van. Loading takes 20 minutes or less and has been accomplished in a record 12 minutes.

Unloading depends upon the facility of the customer. Those with loading docks hook a chain to the pallet and pull the multi-units out. In no dock situations, two forklifts can be used with one pulling a unit out and one picking it up from the side. Cutting the bands allows the multi-units to be split for forklifts with lower capacities.

Shipping superintendent LeRoy Koch and general sales manager Bill Stevens are both happy with the van shipments which they feel will continue to be used for some time.

Metal Buildings Set Record

Metal building system sales for low-rise commercial, community and industrial facilities rose 3390 in 1984 to a record $1,333,552,000, according to the Metal Building Manufacturers Association. The best previous year was rn9.

Noting that metal building system sales outpaced general non-residential construction spending last year, association spokesmen said 1985 could be another excellent year for MBMA manufacturers.

Strong homebuilding activity generally serves as a prelude for continued growth in commercial developments, which have been the leading end-use market for metal building sales in recent years, according to MBMA.

SPEGIAL pallets were danloped to be used with lumber canied on TOFC vans. Here a multi-unit is placed in a 102" van.

Plumber's HelPer

A booklet on a new behind-the-wall polybutylene plumbing system is free from Plumb Shop, 27700 Northwestern Highway, Southfield, Mi. 48034.

Vinyl Windows, Doors

A free lGp. catalog on vinyl-framed winclows and patio doors is available from Vinyl Building Products lnc.' One Raritan Rd., Oakland, N.J. 07436.

Handsome Handles

A catalog of designer hardware for doors and cabinets is free from Valli & Colombo Inc., Fusital Forges Div., P.O. Box 1290, Duarte, Ca.9l0l0.

A Cool Offer

A brochure on thermostats and subbases is free from Honeywell Inc.' Honeywell Plaza, MNl2-4164' Minneapolis, Mn. 55'1O8.

Selling Home CarPets

A 8-p. brochure on residential carpets is free from Armstrong World Industries, lnc., P.O. Box 3001, Lancaster, Pa. 17ffi

Ground Floor Information

A ful-color 48-p. catalog of hardwood flooring products is free from Hoboken Wood Flooring Corp., 100 Willow St.' East Rutherford, N.J.

Wood Door Jamb

A free 4-p. brochure on wood door jambs is available from Minton Co.' 599 West Evelyn Ave., Mountain View, Ca' 94U2.

Redwood Co-op Hints

A guide to co-op Promotion for redwood is free from Simpson Timber Co., California Operations, Arcata, Ca. 95521.

FOR PROMPT SERVICE

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

Pressure Treated Pine Tips

"Tips on Pressure Treated Southern Pine Lumber," a Gp. folder, is free from the Southern Forest Products Association. P.O. Box 5268, New Orleans, La.7Ol52.

Fire Retardant Wood

The "Reference Guide for Designing with Fire Retardant Treated Wood" is free from Koppers Co., Inc., 190 KopPers Bldg., Pittsburgh, Pa. 15219.

Floor Finishing Fax

A guide to professional floor frnishes is free from Pierce & Stevens, P.O. Box 1092, Buffalo, N.Y. 14240.

Plywood Standards

A l2-p. "APA Product Cuide: Performance-Rated Panels" is free from the American Plywood Association, P.O. Box I l7O, Tacoma, Wa. 98411.

Roof Window Strategies

Information on modular gang flashing for roof windows and skylights is free from Velux-America Inc., P.O. Box 3208, Greenwood, S.C. 2%48.

Lift Truck Manual

A free lGp. booklet analyzing and comparing lift trucks is available from the Hyster Co., Advertising & Sales Promotion Dept., P.O. Box 847, Danville, Il. 6t832.

Credit Checkup

"The Check & Credit Card Fraud Prevention Manual" is $65 from Publishers Services, 6318 Vesper Ave., Van NuYs, Ca.9l4ll.

Vinyl & Construction

"A Profrle of Vinyl Windows and Doors: Today's Choice for Residential and Commercid Construction" is 5(F from the Vinyl Window and Door Institute, 355 kxington Ave., 6th floor, Nerr York, N.Y. 10)17.

Roofing Guidelines

"Computer Guidelines for Roofing Contractors" is $35 from the National Roofing Contractors Association, 8@ Bryn Mawr Ave., Chicago, Il. 60631.

Mini-Catalog ol Tools

A pocket-size €talog of professionalgrade power tools is frec from AEG Power Tool Corp., One Winnenden Road, Norwich. Ct. (b360.

A Dooring Pin Up Poster

A 4-color wall poster of 37 popular door designs is free from E.A. Nord Co., P.O. Box 1187, Everett, Wa. 982)6.

All About Pallels

A 2Gp. booklet on pallet specifications and grades is free from Southern Forest Products Association, P.O. Box 52466, New Orfeans, La.70152.

Plyuvood Use Guide

"APA Product Guide: HDO/MDO Plywood" is free from the American Plywood Association, P.O. Box ll?m, Tacoma, Wa. 9841 1.

Santa's Inventory

A Christmas catalog of toys and toymaking kits, plans and parts is free from Cherry Tree Toys, Inc., P.O. Box 369-2, Belmont. Oh.43718.

Classified Advertising

ARCHITECTURAL REPRESENTATIVE

Experienced architectural woodwork lor position of Architectural Representative in Calilornia. Must have complete knowledge ol blueprint reading, detailing and methods of fabrication of all types of Architectural Woodwork. Duiies to include inspeclion ol woodwofk products to determine compliance with Institute's standards, contacting architeciural prolession, planning and presenting programs tor architects, spec writers and designers relative to Architectural Woodwork. Contact Bernard B. Barber, Jr., Executive Secretary, Woodwork Institute of California, P.O. Box 11428, Fresno, Ca. 93773, Tel. No. 209-233-9035

TWenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines& centered copy ea. line: $5. Box numbers and special borders: $5 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 Pmduc{s Dig€sl, 45fi) Campus Dr., Suite 480, Newport Beach, C-a. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

ESTABLISHED lumber co., fast growing area, 40 miles So. Houston. Good buildings, equipment. Owner wishes to retire. K. L. Giese, Angleton, Tx. 77515 (M) U9-'17'll

FLORIDA GULF COAST LUMBER

COMPANY FOR SALE

Profitable contractor/retail yard with $3.5 million minimum sales potential. Explosive growth area. P.O. Box 209?4, Sarasota, Fl. 3 3583.

CHEAP! Approximately 50,000 sq. ft. warehouse, overhead craneways, and rail siding, inside office. Near the state port, interstate highways. Savannah, Ga. (912) 2364875.

CREOSOTE and CCA posts, lumber, barn poles and piling, and other treated forest products. Baxley Creosoting Co., Inc., P.O. Box 458, Baxley, Ga. 31513; (912) 367.{64.6.

FOR SALE: Approximately 3500 pieces 4"xl0"x4 ' S.Y.P. tongue and grove, treated 0.60 concentration, ideal for landscaping. Call (205) 685-3322.

WHAT'S NEW?

WANTED: small home center located in central Florida area. Good financing. Write Box 52 c/o Building Products Digest.

LUMBER TRADER who wants to semiretire, work 3-4 days a week. Must have retirement community with fishing and golf. Write Box 50, c/o Building Products Digest.

You'll know when you read The Merchant Magazine, reporting every month on the trend-setting West. It'll keep you current with industry news and developments, new products, marketing, merchandising and management techniques in the 13 Western states, plus important national developments. Sister publication of the Digest, The Merchant Magazine covers all the West and has for 63 years the proven source for what's new. A yearly subscription is only $9, two years for $15 and thre€ years for $20. Subscribe today so that you'll know cunent conditions in this important marketplace. You'll be glad you did. Just send cash, check or money order to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92650.

CTASSIFIED ADVERTISING Order Blank

Name Address

It's never too late in the year

flurPooR

rooms can add Y space to your customer's home without involving expensive additions.

A redwood deck can be used as a living room, a breakfast room, an exercise or sunbathing area, a roomy gathering place for guests or a quiet corner for reading or studying. The deck becomes an extra room adaptable to the needs of the family using it.

As a retailer you should be merchandising this concept in your advertising and in-store displays. Don't allow a model deck to be only a deck. Add the redwood amenities that turn it into a living area, a place for pleasure and relaxation.

Autumn is the ideal time in many areas for building a deck. The weather is cooler, the children are back in school and if it is done quickly, there will still be time to use it before winter comes. Don't put off deck merchandising until next spring. Now is the time. In fact, keeping the model deck looking good all winter is not such a bad idea. Bad weather can make the concept even more attractive to a housebound family.

In addition to merchandising the benefits of the deck, you should be emphasizing the value it offers. By selecting the proper grade of redwood your customer can get the most for his dollar. Be sure that you point this out in all your advertising and emphasize that your people use cost as a selling point. Garden grade redwood is low in price, but high in value. You can assure your customer that il will give superior performance.

When you explain the benefits of

Story at a Glance

D,ecks and outdoor lMng rcoms expand livilrg space... autumn can be an ideal time to build... winter promotions intrigue housebound family . . . merchandising aids available frcm association.

guALrTY RED\IrOOD FENCE BOARDS

CUPB0AROS for storage ol dishes can rnake a deck a convenient alternate dining room.

HOT TUB protected by wind screens can be used during most of the year.

Manufacturers of fence boards, posts and rails, decldng and spectalty ltems. Our sawmill and reman factllties provlde us with versatiltty tn meettng your customers' needs.

Dell the concept of outdoor living.

the redwood deck, be sure to explore with your customer the other uses of redwood in outdoor living. Fences, benches, planters, trellises, furniture, lights and even garden sculptures can utilize the proven attributes of redwood.

If you need help in working out a merchandising plan or reinforcing the knowledge of your staff or helping your customers turn their wants into reality, the California Redwood Association and its members, GeorgiaPacific Corp., Miller Redwood Corp., The Pacific Lumber Co. , Simpson Timber Co. and Timber Realization Co., are ready to help you.

The CRA may be contacted at 591 Redwood Highway, Suite 3100, Mill Valley, Ca. 94941 or by telephoning (414) 381-1304. A list of materials available accompanies this story.

./< -tw* srx BANI) MILLg

Over 50,000,000 feet annually

Literature

Deck Construction

Tips for Garden Proiects

Exterior Finishes

Plans

Design-A-Deck Plans

Deck Around Tub

Deck Over Concrete

8x10 Deck

Building A Fence

Garden Shade Structures

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Ward Hoseid, vice president and general manager of Great Southern Plywood, Cedar Springs, Ga., died August ll, 1985, in Fort Rucker, Ga. He was 53.

Mr. Hoseid was a trustee of the American Plywood Association as well as a past president and chairman of the board of directors. He was also past director of the National Forest Products Association.

He is survived by his widoq Judy, six children and a sister.

Alan Moon has been appointed international sales mgr. of Duo-Fast Corp., Franklin Park, Il.

Tom Heilpern has been named c.e.o. and gen. mgr. of Columbia Hardwood and Moulding, Tigard, Or., according to H. William Gazrley, pres.

Robert H. Bengston,v.p.,Manville Corp., has been elected pres. of the Asphalt Roofing Manufacturers Association; Glenn E. Wilson, Georgia-Pacific Corp., v.p., and Richard A. Decoste, CertainTeed Corp, treas.; B€rl E. Elliott, Owens-Corning Fiberglas Corp., chairman of the executive committee which includes Harold K. Work, Elk Corp. of America, and Richard V. Lambden, Censtar Roofing Products Co.

Susan Vaught and Gail Durant are new to sales at New South Forest Industries, Conway, S.C.

C. Michael Harman has been named pres. of MW Maufacturers, Rocky Mount, Va.

PERSONALS

(Continued from page 29)

W.H. (Iark, Nalco Chemical Co., and Eugene Miller, exec. v.p. and c.f.o., USG Corp., were elected directors of USG Corp., Chicago, Il.

Fred Faulkner has been named asst. v.p. of the Lumbermen's Credit Association, Chicago, Il., according to W. J. Clancy, pres.

BuildinqPro{ucts

LETTERS

GET THE PTCTURE

May I echo a loud and hearty "well done" to your July Building Products Digest article: "Dealers will hnd that using the merchandising concept of selling projects will improve sales."

My view is that people are initially sold on end use pictures just like the superb deck shown in your article. The merchandising trick is to keep that picture intact down to the local level where a dealer says to the customer, "I can make that beautiful deck idea become a reality for you."

The modern day consumer expects turn key ideas complete and ready to enjoy. Selling bits and pieces separately to complete an end use idea is foreign to the way most consumer purchases are made.

Bravo to you for waving the flag for mer-

Mark S. Lutz, technical sales rep, TempleEasTex Inc.. has been transferred from Dallas, Tx., to Atlanta, according to Joe K. Samph, v.p.-marketing. Kendra Pipes replaces him.

James W. Egan has been appointed pres. of the fireplace div. of Preway, Inc., Wisconsin Rapids, Wi., according to William Thomas, Jr., pres. and c.e.o.

Louis Skloot, exec. v.p., Arrow Lock Corp., Brooklyn, N.Y., is retiring after more than 30 years wilh the co.

F. Robert McKain is the ne* mgr. of construction products information at Koppers Co., lnc.,Pittsburgh, Pa., replacing lfuis Orrtn, who is now mgr. of architectural sales for the building products div.

Glenn Torbett, v.p. merchandising, Summers Hardware and Supply Co., Johnson City, 'Ih., has retired after 49 years with the co.

Durne Wood has been named national account zone mgr. for Gold Bond Building Products, Charlotte, N.C.

Sue Baroo has joined the transportation dept. at Mungus-Fungus Forest Products, Climax, Nv., according to'Hugh Mungus and Frcddy Fungus.

chandising the end use in boosting sales of specialty lumber products like redwood.

Doug Loth Bellevue. Wa.

STAYING ON TOP OF CHANGES

We found the July issue a timely and vital tool in a period when changes in transportation and the need for competitive distribution are critical to us all.

Reid Walten

Personnel & Corporate Communications

Canfor U.S.A. C-orp. Boise, Id.

We welcome letters to the editor. They should be mailed wilh address and phone number to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Vle reserve the right to edit for length and clarity-ed.

Dtrmble Available

MSTEN

RED CE

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NAME

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ADDRESS S[[TE-zIP

MAIL TO: Westem Red Cedar lunber Association Dept. Dl2, Yeon Building Poftland, OR972O4

oR PHONE r-503-224-3930