Building Products Digest - September 1986

BuildingProducts

ierving the lumberq=Z& home center markets in 13 Southern states

. Precision End Trim

r Double End Trim

o PencilTrim

o Convert Discounted Lengths into Prime Movers

o Crosscut - Efficiently, Inexpensively and Precisely

o Manufacture: Pallet Stock. Fencing, Trusses, Ties, Bedframes, Shelving and Stickers

For a detailed informotion pock, contoct:

Equipment operating, or scheduled for operation, in:

United States: Minnesota, Michigan. Maryland. New York. New Jersey. Ohiq lllinois, Missouri. Kentucky, Virginia, North Carolina, South Carolina. Arkansas. Georgia. Florida

Canada: British Columbia, Alberta, Ontario. Quebec.

Manufactured

hrblislpr David Cutler

EditorJuanita Lovrct

Assistrnt Editor Darid lfuenig

Contributiqg Editors

Du'ight Curran o Gags McKinrry

Art Dircclor Martha Enrry

Stafr Artist Carole Shinn

Circulation Dorothea Crcegan

Buildirg Products Diges is ptttlisH nnnthly at 4500 Campus Dr.. Suite 480. Newpon Beach. Ca. 92660. y'rone (714) 852-190. b' Cuder Rrblishing. Ittc.

N)VERTISING OTTICES

Mrenising rates upon request.

From Virginia, North Carolina, South Camlina, C,€orgia, fbrida ard Alebernr: Conracr Carl \hnn. Phone (213) 472-3lli or (7t4) 852-1990.

From Texas, Louisianr, Mississippi end

Tennessee: Contact llavid Cutler. Phone (714) 852-1990.

From llashington State, Orcgon, ldaho, Wioming }tontam, Uteh, ColDrdord

Cgnsda: Contacr Carole Hohn. PhnE (206) 34GO680.

SLBSICRIPTIONS

Chalge of Mdrcss-Send subscription orden and address clunges o Cimilatio Dep.. Building Producb Digest. 450 Camps Dr.. suite48O Ne*?on Bah. Ca.9ffi lnclude address label fr,orn r€cent issr.E if pcsittle, plus new address and zip code.

Subscription Rates: U.S.: S2O-one year: S3Gtuo yean: S5Gthree fars. Foreign: orc year payable in advance in U.S. fundsCanada or Mexico: air-S42: surface-S37: South America: air-S60: surface-S39: Asia: air-90: surface-S39: Europe: air-$90: surhce-S39. Single copies 52: back copies $3 plus shipping & handling.

BUILDING PRODUCTS DIGEST is an iruleperdent lv<nned pblicatioa ftr the Etail, tholesle and distributiott lereb of tlv htnbr and hone center nn*cs in 13 $utfum sues.

ScMng 13 Soulhern siates

We turn D.l.Y.ers to PR0S.

There are lots of reasons why your DIY customers decide to tackle that home improvement or repair themselves. But no matter what the reason, they all want professional results. One way to ensure this is by choosing top quality professional products. CedarPro@ fencing, siding, interior planking, and moulding are just the products they need.

Chosen by builders and contractors nationwide, the DIYer can select the same quality products for their jobs. Guided by installation and finishing tips provided on each package and printed in handy booklets, you and CedarPro can build DIY confidence with professional results everytime. Be a pro with CedarPro incense cedar products!

CedarPro@ products are manufactured by P&M Cedar Products,Inc. in their own sourmills.

Corporate Office: P. O. Box 7349, Stockton, CA 95207 (209)957-2802

Are you ready for Budget Bob?

UST WHEN most traditional retailers were beginning to believe that they could co-exist with the retail warehouse phenomenon. along comes a new shopping mania with the potential to be equally serious competition.

Seemingly overnight, television shopping shows have gained a widespread audience ofeager buyers lured by low prices. Beginning on cable tv and now expanding to UHF sations, Home Shopping Network sells discount merchandise seven days a week, 24 hours a day on phone-in tv shov/s hosted by pitchmen like ''Budget Bob" Circosta.

HSN, which reaches about 8 million people presently and plans to become a nationwide network as extensive as ABC or CBS, sold to 350,000 people in the last nine months. On average, each customer bought 17 items at $32 each, according to the company. Sales were more than $500,000 per day. Combined, all the shopping shorvs expect an audience of20 million by early fall.

The discount shopping shows have a dual appeal: price tags 50% off list (appraisals furnished) and the

appeal ofcurling up on your couch, phone in hand. As Budget Bob puts it: "in the comfort, convenience and safety of your ownhome."While the prices arenot always the super deal claimed, there is no discounting the convenience. To those who are sick of driving, parking, putting up with u,eather problems and low life clerks, tv shopping seems a boon. The brokerage firm Donaldson. Lufkin and Jenrette's srudy of w and computer shopping programs prompted them to forecast that by the late 1990s up to one-third of all purchases will be done away from the store.

While the merchandise presented is a widely varying mix. hardware and housewares items have been a not inconsequential percentage ofthe total. They're not selling plywmd and 2x4s yet, but ttry are moving other categories of merchandise on a major basis.

At this stage. no one really knom if this latest w offspring will prove to be a flash in the pan or a major new source of competition to existing stores. But gircn the serious dollars turned so far, it's a concept that bears careful watching.

Serving the lumber9& home center markets in 13 Southern states

America's best window is now better at helping keep your customers wann in January and cool in July.

The rearcn is Andersen' High-Performance insulating elass.

A special transparent coating on the airspace surface ofthe inner g;lass pane works 24 hours

a day, 365 days a year-in all climates and in all seasons, on all sides of a home-to restrict the flow of radiant heat.

That means heat can't readily escape homes in winter. Yet this coating doesn't inhibit direct sunlight from the low winter sun. which is converted

into free radiant heat as it strikes obFcts such asfurniture in arm.

In summer, our High-Ferfumane inzuhting glass r€sists the radiant heat gpn€rat€d otttdoqs as the high€r sun strikes &ivew&ys, sidewalks and so m.

And forclimates Geven buildiry ehvations where heat gain during mling months is of grcat€r ooncern than heat loss during heatingmonths' there is Andersen High-Ferfcmanoe Sun insulatiqg ghss.

The only differens aie, one, that the specialmting b boded to the airspa€ surface ofthe outer pane-to bett€r restrict radiant heat. Ttvq the outcr pane is tint€d a wann b'ronze toneso direct sunlight b r€drced-

For more informatbn m these remarkable new windows, contact your Andersen distributor fisted on the faciry paee.

ALABAMA

Birmineham Sash & Door Co.

Birmingham

Phone: (205) 254-3276

Huttig Sash & Door Co.

Dothan

Phone: (205) 793'4477

ARKANSAS

Fischer Lime & Cement Co.

North Little Rock

Phone: (501) 376-2911

LOUISIANA

Davidson louisiana. Inc.

Alexandria

Phone: (318) 442'1355

Davidson Louisiana, Inc.

Houma

Phone: (504) 879-2313

Davidson Louisiana. Inc.

Kenner

Phone: (504) 466-4558

Davidson Iouisiana, Inc.

Lafayette '

Phone:13181234'6373

Davidson louisiana, Inc.

Iake Charles

Phone: (318) 439-8393

OKLAHOMA

Huttis Sash & Door Co.

Okilahoma Citv

Phone: (405) Szc:7aza

Huttie Sash & Door Co.

Tulb

Phone: (918) 622-3131

TENNESSEE

Wholesale Buildine Products

Nashville

Phone: (615) 259-4222

TEXAS

Davidson Texas, [nc.

Austin

Phone: (512) 444-6701

Huttig Sash & Door Co.

Ddlas

Phone: (214) 247'6161

Tiinity Forest lndustries, Inc.

Hunt (Dallas)

Phone: /8l7l 268-2441

Weyerhaeuser Company

San Antonio

Phone: (512) 661-8415

Housewarcs show changes format, dates

HANGE is the single word that best describes the colorful history of the National Housewares Manufacturers lnternat ional Exposition.

The 85th exposition Nov. 9-12 at the McCormick Place complex in Chicago will be different in that exhibitors will be located according to six broad categories of housewares. Based on a concept popular in Europe, the arrangement will, in eff'ect, make the NHMA International Exposition the equivalent of six smaller trade shows within the major one.

Designed to make it easier for buyers to work the show, the new format breaks the exhibitors into six categories. This arrangement will group exhibitors as follows:

o Electric housewares, cook and bakeware, kitchen tools and gadgets.

o Serving and buffet accessories, plasticware, pantryware, glassware and china.

r Decorative accessories, furniture and storage products, home office supplies.

o Bath and closet accessories, cleaning products.

r Hardware and tools, pet supplies and outdoor products.

r International and government sponsored pavilions.

This will be the last November show. After the 86th exposition scheduled for April 5-8, 1987, the show will return closer to the dates held for many years.

Dates scheduled for future NHMA annual expositions are Jan. 10-13, 1988; Jan. 8-ll, 1989; Jan. 7lO 1990; Jan.6-9, 1991, and Jan. 12-15,1992. Ronald A. Fippinger, NHMA managing director, pointed out that these dates have been committed by McCormick Place management and accepted by the Chicago Convention and Visitors Bureau.

"NHMA s exposition is returning to January to better conform to the buying patterns of the prime housewares distribution channels and we believe that being the first housewares trade fair each year will give the NHMA exposition the preeminent position," Fippinger added.

The decision to hold an annual exposi-

tion differs from the semi-annual exposition policy practiced by the Association since 1948. Prior to 1984, Chicago hosted the NHMA International Housewares Expositions in January and July. In 1984, the expositions were shifted to spring and fall.

"We display more than 2,000,000 home-use products from almost 4,000 exhibitors in nearly 2,500,000 square feet ofspace every year," says Fippinger.

Total attendance for each show typically exceeds 60,m0. Visitors from nearly 85 countries in addition.to the United States see the latest trends and developments in America's $45 billion at-retail housewares industry.

Story at a Glance

NHMA exposition becomes six shows in one...exhibitors grouped by classification... easier show coverage...annual January show begins in '88.

While its size alone presents a challenge to housewares buyers, the diversity and variety of manufacturers who participate make it even more complex and exciting. As a result, seasoned buyers have learned over the years that success comes from stamina.

Edward lanctot, secretary-treasurer of Cotter & Company, True Value Hardware Stores, goes prepared. "Before I attend the NHMA Show," he says, "I make a list of suppliers that I want to see first. Typically, these are people I have not done business with beforethe ones who might be sources for new ideas. But there's no way to get around the fact that you have to walk up and down the aislesall ofthemto properly shop the show."

Most buyers agree that the NHMA Show is the best way to see new products, new colors and new ideas in housewares.

ideas worth copying

ERCHANDISING is often the ingredient that makes the difference between a humdrum and a vigorous housewares department.

Some ofthe best and most unusual ideas gleaned from stores in this region are detailed below for you to consider using in your store.

Free gift wrapping can be an incentive for shopping in a housewares department. Ifyou can't provide that, at least have free boxes and encourage one stop convenience with an assortment of paper. ribbons and cards for sale.

Arrange samples of electrical appliances for examination. Identify each with orice and benefits.

Gadgets are one of tht best sellers in the housewares section. Arrange yours for easy selection on pegs. a revolving rack or in unusual dumpsters such as barrels, baskets or large crock.

Story at a Glance

W-ays to bring more customerc into store...developing a rcputa- tion as "the" housewares center...incentives you can ofbr for shopping...promote new items... keep department looking good...

Think about starting a rental service ficr VCR tapes on cooking, household organization and other home related topics. Along the same line of thought. how about a rental library ofbooks on cooking. household hins. decorating. etc.?

Seasonal displays on the end caps and gondola tops attract attention. Use back to school themes for lunchboxes. food carriers and sandwich making gear. Try red. white and blue for a Fourth of July picnic. Make each holiday and season a special event.

Spotlight new items in a special location. Have demonstrations and plenty of advertising for them.

Copy the airlines frequent flyer incentive plans by instituting a frequent shopper bonus program. Identifo special gifts or discounts for customers who accumulate purchases of$100, $200, $50Q etc.

Use decorator touches on end caps. Color coordinate a place s€ning or kitchen accessories to attract the young homemaker.

Establish a reputation for being first with a new product. Advertise, promote with demonstrations and beat *rc competition with new pnoducts and equipment.

Promote your cleaning supplies to industrial and commercial businesses with flyen and other advertising.

Offer delivery and shipping service for a small fee. If you have UPS pickup, you can extend the service to customers and bring more people into the store.

Have a seminar on organization and household storage, including utilization of space savers and storage systems. Have a home economist or a representative from a storage systems manufacturer as the leader.

Assemble end caps with a theme of related items such as everything you need for cleaning, making pies or a barbecue supper.

Work through real estate agents to introduce your store to those buying houses or moving into your market area. Send each new household a welcoming lefteq asking the occupant to stop in for a free gift for the new home.

Faper and plastic goods for entertaining and everyday use deserve shelfspace. Have special items for holidays.

Schedule in-store demonstrations of new appliances or products. This is especially applicable to cleaning products and equipment. Everyone is looking for an easier way to have a clean home.

Make the housewares department stand out. Use color and attractive fixtures. Try for a specialty shop or boutique-withinthe-store look. Keep everything neat and well arranged. Change displays frequentlv to create interest and attract attention.

If yours is a college or university town, be prepared with items to use in the dorm or student apartment. Feature hot pots, popcorn poppers, plastic dishes, storage organizers, etc. in special welcome back displays as well as handing out flyers in the student housing areas. Offer a discount coupon or a small gift as an extra incentive.

Use cross merchandising and grouping whenever possible or put up signs telling where related items may be found.

Put up working models of items such as closet organizers complete with clothing to demonstrate how they work. Display flatware in storage trays. Stack dishes on cupboard organizers. Put a few paper sacks in a sack rack.

Bridal registries are a proven way to bring in customers, especially in small towns. Check the local paper and send out cards or letters congratulating each newly-engaged woman and detailing your service. The offer of a free gift will encourage them to come in to register their choices.

Don't forget the single woman or man setting up a household. Develop lists of items needed to stock a kitchen, cleaning closet or bathroom to help those establishing a first home.

Stairstep your displays for better visibility. Use at least one unusual display such as a circular metal staircase or a baker's rack.

Never allow an item to be in the section without a price. Have signs as well as individual price stickers on each piece of merchandise. Be certain that they are the kind of tags that cannot be switched.

Build a reputation as "the place" for finding a replacement lid for a casserole or other repair and replacement items such as pressure cooker valves and gaskets. Customers who come in for special items will come for other shopping needs.

ffiDIFFEREI{GE DOHSITMAI(EII Arc American made handtools rcally better?

ES, says the Cooper Group, manufacturers of Coopertool s which include Crescent, Lufkin, Nicholson, Plumb, Turner, Weller and Wiss.

-YES-

Jack Werder, assistant brand manager at Cooper Group in Raleigh, N.C., says quality starts with quality steel and manufacturing. He claims foreign manufacturers have the disadvantages of inferior low carbon steel and lack oftechnology. 'As a general rule," he says, "they are in the low end ofthe learning curve with technology in an infancy stage." Japan. with more experience. produces better quality, in Werder's opinion, than Indonesia and Thiwan which are still in a formulative stage.

Werder explains that United States government specifications for striking tools call for a rating of50 to 60 on the Rockwell hardness scale. While domestic tools satisfy this, offshore tools usually test out in the ''low teens or early 20s." The hardness of the metal within an individual imported tool often varies, he points out, being ofthe proper hardness in one section and "dangerously soft" in another.

Werder cites the physical dangers inherent in using handtools, particularly striking tools, of poor quality. They may chip or snap, he warns, endangering the safety of the user. This makes liability an important consideration for the retailer considering a foreign purchase, he says, since there will be no deep pockets behind him.

Quality is not easy to judge, Werder emphasizes. Imported tools basically look good with a high buff and glossy appearance. But, he stresses, there may have been no quality control. U.S. Customs requires only a country oforigin label.

Even price, perceived to be an advantage, is not constant because ofcurrency

fluctuations, in Werder's estimation. With the volatile currency and fluctuating rates, a retailer may find himself sacrificing his margin, he warns.

The only exception to these negatives, Werder says, is the joint venturc production undertaken by some domestic companies in cooperation with foreign manufacturers.

he says. "and meets the Rockwell test criteria."

Tools manufactured overseas can be quality products. agrees Gary Cohen. executive vice president of Maistic Tml. His Baltimore. Md.. company has been marketing producs manufactured orverseas for more than a decade. He poins out that a recent sales survey shorad nine out of ten dealers carry handtools manufactured in countries other than the U.S. with imports constituting approximately one quarter of all horne center tool sales.

-NOI

No. handtools manufactured in the U.S. are not necessarily bener than those imported from the Far East or Europe, Rudy Slucker, president of the Atlas Group, Long Island City, N.Y., maintains. His firm distributes tools under the tradenames of Oxwall. Powermaster. Workshop, Steelcraft and Ludell. all manufactured overseas.

Although cost is the biggest factor. he claims that low price does not always mean inferior quality. All tools sold by his group carry lifetime guarantees.

"Quality is the customer's choice," Slucker says. "Imports range from low end disposable tools up to tools of Stanley quality."

Atlas maintains offices oryerseas with a staffof inspectors to control the quality of the tools produced exclusively for them, Slucker explains. "Every tool is tested,"

Story at a Glance

Manufactu reni and distributors disagree...retailers prefer domestic tools in most cases... pros and cons for both sides of the question.

Import tools have traditionally competed at the low end of the market. however the lower quality tools are norv losing their appeal. he explains. "As recently as a year ago. we were hearing comments such as "your product is too upcale arrd tm high priced ficrthe import market," he says. "Nov the marketplace has done a complete turn around."

"Quality imports are finding their way into the domestic market in greater quantities as retailers look for ways to satisry consumers." says Cohen. "lt is anticipated that the low end market will be a diminishing business for home centers in coming years."

-MAYBE-

Dealers, on the whole. perceive domestic tools to be more reliable than imported tools. Some have found that there is no support arailable from importers when the quality is poor. Others simply prefer to stick with domestic brands which have been arourd for pan.

Ken Willson, advertising and promo' tions manager, Pixleys Building Materi-

(Please turn to pase J7)

.s' bu cantell a good entrance by hour fast it exits

And considering that The Atrium Door is the fastest selling wood swinging patio door in America, it's an exceptional entrance.

For vou. that means increased sales and hilher profitability

The Auium Door gives customers more reasons to buy Like handcrafted all wood construction. Simple installation. Super high energy efficiency A sotd brass mortice lockset with matching hinges.

And The Atrium Door gives .vou more to sell. Profitable options like hctory applied Polycron'u exterior

coating backed by a lo-year warrdnty aginst cracking peeling, and excessive color fading. And high performance Comfort-E'" glass -The Tiznsparent Insulation'" g)azing system designed to help eliminate fabric fade, cold spots, drafts and condensation.

To help move doors through your door, we provide in-store displays and product clinics, co-op advertising and national consumer advertising to create higher pull-through demand. And we back that up with an extensive dealer referral program.

So if you're in business to make a profit, stock up on the entrance that exits the fastest. The Atrium Door.

To find out the name ofyour distributor, call l-8O0-527 -5249. In Texas, call 214-438-2441.

Hadwarc/Housewarcs Speciallssue Building Prcducts

,,4pPe

LMOST anyone over 40 remembers when the hardware store was the place to buy small appliances, cookware, mixing bowls, gadgets and often dinnerware and serving pieces as well. But in the '50s things began to change. The drug stores, the grocery stores and the discounters became places to shop for housewares. Many hardwares and the new breed of home centers started to deemphasize or ignore the product lines.

Now the National Retail Hardware Association is working to stop the eroding of the housewares business in the do-ityourselfindustry. A program has been developed to revitalize housewares. "Housewares is a home improvement opportunity" has become the slogan for those rallying home centers to the cause.

Support for this statement includes pointing out that over the past 10 years both the housewares industry and the d-iy/hardware industry have grown at an annual compounded rate of ll% But, sales in the houseware category have declined to as low as 3% oftotal sales in home centers. The total d-i-y industry has grown over 165% over the past l0 years while its housewares business has only grown 81% in the same period.

Rick t ambert of the NttHA staff says, "Maybe we all should take another look at housewares before we decide to abandon or de-emphasize the category."

Another look shows several factors in favor of a home centers/housewares relationship. A recent survey shows that women shoppers are increasing in home centers and that in some stores they account for 50% of the shoppers. Housewares is the No. 2 line which they shop, second only to paint and decorating merchandise.

Men also are becoming housewares shoppers. Almost 20% of all men live alone and even among those who live with spouses and families, there is a trend to do more cooking and housework.

"There's a new breed husband shopping today," says Wolf Schmin, president and general manager of Rubbermaid. "With evidence that more males are involved in conventional household chores previously relegated to the female. there is an increasing interest on the part ofthe task sharing husband to obtain goods and to develop better defined opinions about the quality of goods for the home."

The start ofthe second baby boom generation is another positive factor favoring housewares growth, according to Schmitt. Parents with children are considered more home centered and are among the best customers for housewares.

Stores commifted to housewares or interested in pursuing them as a profit center, should evaluate their capability of providing the optimum housewares product mix for their current customer base and for those they would like to attract, Schmitt recommends. Proper space utilization means higher turns. better margins and good return on investment.

Suppliers are valuable for helping with assortment planning. he points out. Although the product mix depends upon

the target group identified by the store, there are products which have been identified as selling well in home centers. Household organizers, trash cans and waste baskets, small electrical appliances. microwave cookware, cookware, bakeware. gadgets and bathroom accessories are successful in most stores. Many find that giftware and accessories if merchandised properly are good selling items.

Promotion is important. Schmitt suggests that "you carry an eve4rday price on tu.o thirds of your offerings while prornoting one-third to build traffic among your targeted customers." Products to be promoted should be selected to draw the types of customers you rlant.

Quality is a consideration. he adds. Most customers want quality and are willing to pay a linle more for it. Quality is often more profitable to the merchant than inexpensive inferior merchandise. Maximizing shelf productivity is essential. Schmin suggests thal the merchandising objective should be to prwide the optimum produd mix with strong cye appeal to best display and move'rolume. Merchandising for maximum impulse sales, using promotion end caps. is strategic. Merchandising by category is also important with sections derroted to ilems which have appeal for argeted custonrrs. Advertising can create consumer demand and pull nelv cusorners into a store. Schmitt says. Pick out products which will draw the people you want to reach and take a deep cut on those items. Special flyen or ads can be themed to a particular market area. For example. a "what every bachelor needs in his kirchen" or "timesavers for the working woman" sales.

Ifyou survey your market, identify your customers and dwelop a pro{3ram to meet their needs. housewares can bring new sales and new money to your store. Schmin concludes.

Story at a Glance

Home centens urged to consader housewareopportunities... demographics change market... experts offer merchandisi ng advice...Hardware show and Great American Hardware Sale join in revitalization effort.

Housewares manufaclurers have joined the National Reail Hardware Association in the push to revitalize the housewares section of the home center industry. lambert speaks for both groups when he says "Enough retailers are experiencing good sales and profits to convince us that the right combination of basic housewares. merchandise selection, retail display. pricing and promotion can produce very acceptable resuls.. ." Horne ccnters. too. can be part ofthis experience.

As part of the emphasis program. housewares were stressed at the August National Hardware Show and will be included among items spotlighted in the annual Great Fall Hardware Sale sponsored by the National Retail Hardware Association. Oct. l-31.

Housewarcs: a trcndy business

RENDS, fads and fashion are words commonly applied to fashion retailing, but they also can mean the difference between a marginal and a thriving housewares section in a home cenrcr.

The department head who keePs uP with the trends will transhte the National Association of Home Builders Research Foundation's report that home closets have shrunk from 66 per house to 5.3 into a need to stock storage sYstems. He catches the signal that less space, fewer closets and cupboards and no extra rooms for storage equal a need for space stretchers. He anticipates good sales in closet, drawer and cupboard organizers, shower caddies, underbed storage boxes and undercounter shelves, for example.

The reaction of an alert merchandiser is that Cajun cooking will change more than eating habits. He foresees an increase in purchases ofcast iron skillets and Dutch ovens.

The list of merchandising triggers is long. Country decorating features in consumer magazines bring a demand for earthenware bowls, graniteware, wooden accessories, calico potholders and aprons.

Home computers and VCR equiPment create a need for simple, inexpensive furniture to accommodate them. Sales of ready-to-assemble computer desks and entertainment units are increasing.

Demographics show over 53% of the women are now in the work force. As a result microuave ovens and cookware sell

Story at a Glance

well. Microwave related items such as cookbook also are in demand.

Men delaying marriage and setting up bachelor quarters account for 39% of the one person households, according to statistics. An aware housewares buyer translates this to mean pots and pans, brooms and mops will become male d-iy items.

Thinking backwards, it is easy to identifu the products created by past technological advances and lifestyle transitions. TV brought the tv tray. Diet awareness spawned the hot air popcorn popper and yogurt maker. Chinese cooking brought the wok. The pasta craze turned pasta machines, drying racks, outsized kettles and special spoons into viable products.

Color choices, too, change with society. The annual marketing research study of the housewares manufacturers shows color preferences vary each year. For example, black represented 15 % of the serving and buffet products and accessories sold in 1985. Watchful housewares buyers probably sensed this demand by observing an increase in black accessories accenting table setting photographs in high style home magazines.

The fick is to keep up with what the nextdemand will be. Manufacturers often create demand with advertising and promotion as they are now doing with cordless small appliances. Increased interest by consumers is easy to anticipate because the stores are included in these promotions.

The real need is to develop antennae for sensing the next trend, fad, fashion or demand to develop naturally. Market research, demographics and statistics are helpful, but an awareness of signals must be developed.

Food magazines such as Gourmet and Bon Appetit can reveal early changes in cooking preparation as well as table setting, serving, parties and entertaining. Life styles of the rich and famous in the press or tv hint at what will be conunonplace in the months ahead. Upscale catalogs and stores suggest avant garde styles before they become trends.

GRAI,IITEWARE has the country look that housewives like. Stores report that country decorating is influencing choices in cookware and kitchen items.

ADDITI0NAL storage is a prime need for many homeowners. Undershelf storage baskets help to ease the crunch in a kitchen with too few cupboards and draivers.

H0ME CENTERS are finding RIA furniture, such as this microwave utility cart, is popular with customers.

Ways to anticiPate best seller items...keep housewarcs selections current...predict what customers will want...keeP ahead of your comPetitors.

D$trWS

Buildino -- Producb

l,.",tli':E*t:!il'$iitlitlltili++,$$r'liii$tiirt*'!irii:{l:$lti:itji:l:t:iii:l.iiili:,.ilti

Builders Square 1nc. opens its second Richmond. Va., store this month in a renovated Jefferson-Ward store.. .lVest Buildirtg Muterials has opened a52.962 sq. ft. store in Panama City, Fl.

Scoth' lr, which has opened a nerv hardware store in Pensacola. Fl.. a new building supply unit in Port St. Lucie and a replaceme nt stclrc in Orlando. is building two storc: in Sarasota plus a 56.000 sq. ft. replacement store in Pensacola...

Inw,e's opened its first Florida store in Sarasota with plans for a second opening this month in Fort Myen and a third in Dec. in Bradenton, a Inv'e's also has been opened in Churchland, Va., with a re-opening in Myrtle Beach, S.C.

Hechinger Co. plans to open a new store adjacent to the Valley View Mall in Roanoke. Va.; construction is underway on stores in Greenville. S.C.. Fredericksburg. Va.. and Fayeneville, N.C....

Home Depot, slated to open a store in a Palm Beach Gardens. Fl.. shopping center, has concluded sale and leaseback ofsix stores in undisclosed locations in Ga. Fl. Az. and Ca. for $32 million...

Pelican Building Center of Goose Creek, S.C.. is the newest store of the Pelicatt Companies, hc., Conwav, S.C. .McCot,'s Building Supplr Center, Dripping Springs. Tx.. is now open, Don Griffith. mgr.

Floida fi/e isconstructins an$8.2 million addition at its Shann-on. Ga.. plant. ..Statdard Kitchens of Georgia has opened a new showroom/warehouse in Tucker, Ga.. with plans to open additional showrooms in

Atlanta. Chattanooga. Tn.. and Birntingham. Al.

Roy Tylunder'.s Itrc. has sold its lunrber y.'ards in Lakc Park and R'cst Palnt Beach. Fl.. to Buiklcnruy lnc., a suhsidiar-r ot' BMA. Greenr ilL'. N.C.. retaining the packaged honre manuthcturing and sales portion ot'thc business: a ne\\ name u'ill be selectc-d fbr that operation...

Weiss-Haniiton Lumber Co.. Lar-eo. Fl.. has been acquired b1 Robert D. Hodorr'...PAS Luntbcr Morudhcntring Inc., Winnfield. La.. plans to build a nerv sau'mill and drv kiln.

Rivierq Cabincts, Inc.. Chesapeake. Va.. has acquired Montwre Corp., Morristown. Tn... .Roppe Rubbar Corp. has purchased a vinl l cove base factory in Hialeah. Fl. ...7S Industies,lrc'. s neu plant in Covington. K1'. is nou, fullv operational.

Westc'ou Produ<:ts CorJt. and Ir<' Building Produc'ts, both of Houston. Tx.. have nrerged under the Westcott Prqlucts name.. .Huttig Sush & Drxtr Co. is set to acquire Hurbor Millwtrk Wathe rs hi e Itl- )l t t nh ea ste nt Gnn r D ol' Corps. in earh' Sept. ..

Arnericurt Door Co., has opencd a Bryan. Tr.. sales office. ..Vistutt'ull Architct'turutl Proelucts. Terrell. Tx.. has sold its Building Panels Dir. of Inryco Inc.. to is parent co.. Butler ManuJocturirrg...the Buildin,e Producs Div: of W R. &tnsulCo. has opened a new factory in Lilesville. N.C....

Viking oJ'Georgia, Inc., has opened a 25.000 sq. ft. manutacturing plant in Lawrenceville. Ga. ...Cerunica Scut Inren&t, US.r4. has opened an office and warehouse in Houston. Tx.

llTirlJxxtl Olp. has completed acquisititrn of Sr. Cfutrle.s.!{f. Crr. and tirrnrcd ll'liirlpool Kit<'ltetr.r Ittc. ... .\'rrrtt,t, ht'. has acquired L'niversul Rurullc Corp. t'or an estinrated S-17 nrillion...

Tiklerr ltulustries of Englund has opencd a kitchen cabinet salc's oftlce in Atlanta. Ga.. Steve Tillev. director ...Fibrenurr Dcsigns rf- Floritlu has been acquircdbt Kulee Industries, hr'., Clercland. Oh..

hulul Lintitcrl plans to build a Sl0 million alurninum ertrusion plant in Gainesr illc. Ga. ...lCI is acquirine Gtitlden lr paint. coatinss. r.'tint ani adhcsir es businessc's fiont Hrrrr.sorr Itulrrstries...

The Mirrcntl Itrsulutiort,\lunu.fitcI t r r? rs .s.s t t t' i t i on ltr'. has reltxated its offlccs to l-120 King St.. Alexandria. Va. l2-314...

Thc' .\rrtioncr I Di mensitn Munu,fit<'turers .4ssoc'iotirnhas nroved to 1000 Johnson Ferri Rd.. Suite A-130. \larietta. Ga.. .30067...

A nrandatory' audit of the treated *rxd i ndustn''s voluntan' Consumer Avvarc'ness Program has bc.cn comrrrissioned br the Socicrl o-f Anrcriuut Wfuxl Pre'sen'ers, Inc. and thc Anrcri<u t t llfuxt Pn,s e n'e rs I t t s I i t ut e. .Ti, cb Lu. InL'.. Denrer. Co..is nou conducting the Sl0t.0OO audir...U.S. urxxi prcsen ine companies are beinc asked to contributc to the compliance audit u hich is a ker ro rhe EPA's determination of the effectireness of the roluntan,CAP...

Stfitlttrxt lumber itttpttrts, ntlt including siding and flooring. from Canada in June uere doun 2.2% tiom May at 1.32 billion b.f....toul b.f. of Canadian softurxrd lumber imported in the t'int half of '86 uas 7.36 billion board feet. 3.1% more than in the same period 1985...

Housing sans dipped 1.8% in Jull (latest figs.) to an annual rate of 1.818.000 units...single fanrill' home starts were dorvn 3.9%;apartment starts rose 2.2%...building permits were off 2 .l% southern starts drcrpped 6.9%...

t 'It--r/a I l- l.-\'-:t-ll-,-/-. Q-)

Wickes Grabs For Pink Panther

Rebuffed by Owens-Corning Fiberglas Corp., which they attempted to acquire for $70 a share. Wickes Cos. launched a hostile $74 a share tender offer in midAugust and filed suit against the company.

The suit seeks to nullifo a shareholder rights plan in place at Owens-Corning. It also alleges that Owens-Corning directors breached their fiduciarv dutv to shareholders.

William W. Boeschenstein. chairman of Owens-Corning, has indicated that his company will fight against a takeover by Wickes and its chairman Sanford C. Sigoloff. Wall Street sources are not discounting the possibility ofa leveraged buyout by Owens management.

Wickes was unsuccessful in a previous attempt to acquire National Gypsum. The

company reportedly has $1.5 billion in cash to spend on an acquisition. Informed spokesmen say that Owens-Corning, which has lower margins than its competitors, gives Sigoloff a chance to build his company. Owens made $131 million on sales of $3.3 billion last year.

TV Series Returns

Owens-Corning Fiberglas will underwriteThis Old House, the Emmy Awardwinning tv series on home remodeling, for the sixth consecutive year.

The program, which returns to the air on Oct. 4, is currently ranked as the most widely-watched half-hour ongoing show on PBS, with more than eight million weekly viewers.

Posner Co. Pays Legal Fees

Legal fees for Victor Posner, Miami Beach, Fl., industrialist and chairman of DWG Holding Co. (Evans Products Co., Moores and Lindsleys Home Centers), accused of tax evasion last month, have been reimbursed by Sharon Steel Corp., a publicly held company he controls, according to the company.

Convicted of evading $1.2 million in federal income taxes on his gift of 22 acres to Miami Christian College, Posner is slated to be sentenced Sept. 22. He faces up to 40 years in prison and a $75,000 fine. If his conviction is upheld on appeal, Posner must repay Sharon according to the arrangement.

Place your classified ad now!

lUhen Vou uJont the highest quolitg ovoiloble in CCR TVpe C Prcssure Treotee) lumber, coll c u RT,p,F,f!*""}t,,*1nf'0.#.9r, I N c.

Highest Ouolity Possiblc ot Competitivc Pricing

Rrkonsos tlrRTS l-(800) 482-2352 Notionol tlrRTS l-(800) 232-2326

Bltt HRRDING o LINDR PRIDDY . ROSS RRSSilUSSCN

tlJe con fill oll Vour treoted lumber needs . . . londscope timbers, plyr.uood, oll dimensionol lumber, 4r4 through 12x12. On 6x6 ond forger u,e hove lengths ronging up to 45 feeE. Plus, ure nou, corrv in stock .60 FDN. tUe olso hove our oun fleet of trucks to help you solv@ ony deliv@ry probl@ms Vou mov hov@. llll our mot@riol is TPI grod@ mork@d. [l!e feotur@ th@ RTUPB quolitv mork on oll our tr@oted moteriol.

l1t0 lilll0

ca]|$ ilil]| l]|0

Bt0 PR0HI$!

FAMOWOOD

is the PR0FESSI0I{AI'S AtL PURP(|SE PLASTIC Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answel to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! g*n

Ready to use right out of the can, Famowood applies like putty - sticks like glue; dries quickly; won't shrink; and will not gum up sander. Waterproof and weatherproof when properly applied. -14

l;e',;ilf.:. 16 matciins woorr colors

Nortfiern White Pine

ands@

HUGE SELECTIOII -

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 TILLS OFFER YOU PROTPT DELIVERY. oRDER plnrill, FuLL oR TIXED TRUCKLOADS. ALL sxrimelTs PAPER WRAPPED._since 1902_

The R.T. Jones Lumber Go., Inc. North Tonawanda. N.Y. 14120

Lake George, N.Y. 12845 Phone TOLL-FREE 800- 833-1200

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

CALENDAR

SEPTEMBER

Florida Lumber & Building Material Deelers Assocbfirn - S€pt. l(F12, annual convention & buying strov, Marrion Orlando \fbdd Center. Orlando. FI.

China Forestr!'Tour - Sept. l0-2, sponsored by George Roman Associates Inc.

Southern fbrcst hoducts Associati<n - Sept. ll, WPPC \tbod Roof seminar. Houston. Tx.

Hoo-Hoo Internationd Annual Convmtkrn - Scpt. 14lt, Mount Washington Hotel & Resort. Brcnon Woods, N.H.

National Oak Flooring Manufrturqs Associatbn - Sept. ISlt, hardwood flooring installation school. Cook Convention Center. Memphis. Tn.

Lurnbermen's Golf Associati<n of Memphb - Sepl. 16' hll tournament. Memphis Country Club, Memphis, Tn.

Tennessee Buildiry Material Associatbn - SepC 2{F2d cor*entirn. Cerromar Beach Hotel. Dorado. hreno Rico.

National Kitchen & Bath Wbek - Sept.2G2t

National Building Material Distributors Associatim - Scpl.22, regional meeting. Richmond Marrion, Richmord, rvb.

North American Wholesale llmber AssociationSept. ?fr27, Sheraton Music Ciry. Nashville. Tn.

Ifandy Hardrmre Wholesale Inc. - Sept. zTA,nrcrrko... Expositbn Center-Astrodome Complex. Houston. Tx.

hrirDunlap llarduare Co - Sept.2&29, market, Craorgia Mountains Center, Gainewille. Ga.

Hardwood Manufacturcrs Association - S€pt. 2&3q producrion meeting. Henhey. h.

Amerkan Ptyumd Assaiation - Sept.293q annual nreairg, Disney World's Contemporary Resort Hotel, Orlando. Fl.

Bstibois International Wood Construction Exposition - Sept. 30-Oct. 4 Bordeaux. France.

OCTOBER

Hardwmd Manufrturers AssociationOct. l-g fall produaion meeting. The Hotel Henhey, Hershey, h.

Forest hoducts Research Society -()cl.24, internationaj conftrence. hlmer House Hotel, Chicago, Il.

North Carolina Forcslr-v AssociationOct. H, annual meeting, Hilton Inn. Wlmington. NC.

Society of Amerien ForcstersOcL 5{, annual conantion. Hptt/ Birmingham-Jefferson Civic Center, Birmingham. Al.

DIY Marketing E6Oct. 7-q shorv, Jacob K. Javits Convention Center. New York City. N.Y.

Natioml Lumber & Buildtug Meterill lhalers AssaietinOct. 9-12, annual convention & exhibit. Westin Crorn Center Hotel, Kansas Ciry. Mo.

Arnerican Hardware Supply Co.ft. l2-!4', fall market, Memphis, Tn.

Southern triorcst hoducts Associnti<mOct. !llT,annual nreetfuE, Innisbrook Resort, Tarpon Springs, Fl.

Ace Hardsare Corp.Ocf. l&21, hll comention & exhibit, Georgia World Congress Center, Atlanta, Ga.

National Hardwood llmber AssociationM,28T2, annual convention, Queen Elizabeth Hotel, Montreal, Quebec, Canada.

National Sash & Door Jobbers AssociationOct. 25-29, annual meeting, Marrioft Hotel, New Orleans, Ia.

NHLA Convention In Canada

The National Hardwood Lumber Association will hold its 1986 convention Oct.2O-22 at the Queen Elizabeth Hotel' Montreal, Quebec, Canada.

Speakers include a cabinet minister from Quebec, the chiefexecutive officer

Panel Market Growth Seen

Growth with modest Pauses and changes in the U.S structural panel industry over the next five years are projected by a new American Plywood Association demand forecast.

A downturn from mid-1987 through 1988 is predicted due to a drag on residential construction caused by interest rates

Scotty's: Ads To Laugh At

Scotty's, Winter Haven, Fl., has adopted a humorous new advertising campaign illustrating what happens to those foolish enough to throw awaY Scotty's monthly sale catalog.

The first of three television spots shows a man opening mail in his kitchen. He gives the catalog a quick look and then

from one of Canada's largest industrial concerns, and the chairman and chief executive partner of one of the U.S.'s most prominent accounting firms.

More than 1,500 people are expected to register this year for the first NHLA convention held in Montreal since 194.

rising into double digis, forced by mounting pressures on a more restricted money supply.

The economy "appears to be traveling a somewhat bumpy road to a peak in 1987' coasting downward for a brief year and a halfand then accelerating to new heights by 1990" forecasts Bob Anderson' APA marketine and economic services director.

Wholesaler Meetings Planned

The North American Wholesale Lumber Association has set three sector meetings and nine regional meetings from Sept. 26 through Nov. 18, 1986.

Key program subjects include the current state of wholesale distribution of forest products, near-term business activity prospects and management of operating costs for the two-day sector meetings in Nashville, Tn.; Fortland, Or., and Toronto, Ontario, Canada, and the one-day regionals in Jasper, Alberta, Canada; Boston, Ma.; Bloomington' Mn.; Vancouver, B.C.; NaPa, Ca.; Orange, Ca.;Rolling Meadows, Il.; Irving, Tx., and King of Prussia, Pa.

BookTo Build Traffic

tosses it. Immediately, the house begins to fall apart.

The campaign is "a real departure" for Scotty's, said Dave DiMaggio, TullyMenard Advertising and Public Relations creative director, which before had only attempted institutional or promotional advertisine.

A 400 page home imProvement book by Owens-Corning Fiberglas Corp. to help retailers build in-store traffic and broaden their customer base will be available in November.

Tied into the public television This Old House program, "This Old House Guide To Building and Remodeling Materials," published by Warner Books, will be promoted in a $100,000 media tour of the top 15 markets in the country.

ail tgoolALL-Wclcltrt

Home Center Merchant

SETTING: Office of the sales promorion manager of a regional home center chain. The two characters have never met. The salesman has waited 25 minutes beyond the scheduled appointment time. He enters. The man beyond the impressive-looking desk is speaking on the phone. The man motions to the chair. The salesman sits. The man is on the phone another five minutes.

The Man: (Hanging up) "Sony ro keep you waiting, the manager's meeting ran a half hour over and I've had to put out some fires at the newspaper."

Salesman: "I understand . mav I call vou Bill?"

Bill: "Please do."

Salesman: "There sure is a lot of activitv here."

Bill: "Yeh. we keep busy. Now explain to me again what you told me on the phone. What are you trying to sell me?"

We will prepare a full-color mailing piece offering your customers a brand name paint sprayer for its regular price. $,49.95. your customer just mails back ttre order form u.ith his charge paymenr. The $49.95 gers charged to his account."

Bill: "Then?"

Salesnnn: "You send us the order and we drop ship the painr sprayer right to his home."

Bill: "O.K.. nou *'ho gets what?"

Salesman: "There's 1O% profit at $-19.95. We take our expenses off the top for the sprayer. the production of the full-color starement stuffer. the handling. packaging. and shipping. Once our costs are covered we split the profits 50/50."

...Silence...

Salesnnn: "Here is a list of retailers '*e'r.e worked with before. Ask them for a recommendation and remember you're not ins€ning anything uith vour statements no\r.

and you've nothing to lose and los to gain. We're got a strong track record."

...Ivloresilence...

Bill: "Nope. it sounds like a good idea. bur uho needs 1'ou'l'

"We hare paint spravers. and I can have my ad people prcparc a mailing piece. And someho'* ue'll get the orden processed and shipped. There's nothing thar you can do that we cani do."

Salesman: "You're righr. There is nothing that w€ do rhar you can'r do. Except! We'll do it. You will always find l0l other priorities thar prerent you from completing the program."

Thal scene tmk place manl'yean ago. I ,Aas the Bill. The salesman was righr. One vear later I had him on the phone and gare him ttrc go ahead. We ran a rery successful and profitable staternent stuffer.

lirdal: I fird myself raking on opposire roles. ln ml work as a consultant. there are programs I rccommend to retailers that arc historica.lly' successful and profitable. T}rc1' should be implemented by my office or other ou6ide sen'ice companies. But. too often the retailer reacts just rhe way I did many )€an ago. And too often the program ne\€r gets staned. Sometinres it takes an experienced executi\€ a $hile to recognize that the arailabilitl of talenr on board is no guarantee that a project u'ill erer get surtd or finished.

An1' program stands a bener chance to succeed '*hen the ones rcsponsible receirr no benefit until ir's completed.

Hechi and "

RICE and overstoring, two signifrcant factors in the home center industry today, were identified as pressing questions by John W. Hechinger, Jr., president and chief operating officer, Hechinger Co., in his keynote address before the 1986 National Hardware Show.

" Retailers and manufacturers simply cannot exist, thrive or even. for that matter, survive by selling their products or services on the merits of price and price alone," Hechinger said.

Customers want more than price. It is only one piece ofthe marketing puzzle, he explained. Choice, quality, compelling presentation, information and ideas, service and, most of all, value are customer priorities in his opinion.

"First, every shred ofevidence tells us that the d-i-y consumer not only wants, but increasingly expects more than price. And second, price cannot be the only tool in your marketing thrust. Long-term growth and survival have to be built around a cohesive marketing plan."

Citing discounters from the 1960s and the l90s who are no longer in existence, Hechinger said "Whole segments of the

'price" thrcats

retailing industry have struggled or performed poorly due to over emphasizing the price aspect of selling."

'A second major concern the retail segment faces is the matter of overstoring," he said. "More is not better. And it is often an expensive millstone around the retailer's neck. There is a high danger today in having too many storesand too much square footagein a given market."

"Stores are expensive investments which have to be leveraged into success quickly. The answer, I think, is to bring some sanity into the marketplacea more studied approach to the demographics and data about markets. locations and the amount of competition a given market can support," Hechinger emphasized.

D-i-y is a good business to be in because the homeowner is a pre-screened customer with credit who is spending to preserve, protect and beautif' a home, the largest investment of his or her lifetime, Hechinger pointed out. "We're not deal, ing with fads or high fashion. Yet, the typical d-i-yer is a more sophisticated, better-educated and more upwardly mobile person today than five years ago."

Hechinger suggested that retailers as well as manufacturers should be educating the customer and leading them in various ways. New ideas and merchandise should be presented aggressively and imaginatively. Convenience, compelling and easily understood packaging and instructions. multilingual in some cases. and convenience packaging were some of the items cited as important to the consumer.

Hechinger concluded his talk by exhorting his audience to have a plan and stick to the principles of reailing, running a basic, sound, profitable business with single-mindedness of purpose. A l0 point criteria for success taken from The Winning Performance : How America's High-Growth

ce ed summarized his recommendations for success.

From open to close, the mood of the Aug. 10-13 Hardware Industry Week with the National Hardware Shorv was upbeat. Attendance at McCormick Place and McCormick Place West in Chicago saeEed slightly from last year, although it reached over 75,000.

While recent forecasts have sent mixed signals on the likelihood ofcontinued economic strength through the remainder ofthis year and beyond, all industry reports indicated steady growth ahead for the hardlines business.

Story at a Glance

Sharp warning to dealers that customens want morc than price ...cautions on danger of too many stores...upbeat mood among more than 75,000 show attendees...steady hardlines growth predicted.

The new products exposition and the packaging exposition were focal points for both those attending and those exhibiting. More than 500 packaging and product merchandiser items were displayed with more than 50 companies selected for packaging honors.

Attendance at the eight industry seminars was over 1,500. Developed by the American Hardware Manufacturers Association with the assistance and support of eight participating associations, the educational presentations offered ideas on productivity, time management, working with manufacturer's agents, managerial excellence and market opportunities.

KEYNOTER John W. Hechinger, Jr., president and chief operating officer, Hechinger Co., opened the 1986 National Hardware Show.

TOPICS

JOE BUTLER; JR. cxecutlve vlce precldent

Ug Lumbermen's Association of Texas

II will sponsor eight seminar sessions before the end ofthe year as part ofour continuing education program.

Ranging from the basics to the advanced' the classes cover a wide range of subjects. Registration may be made with the LAT office in Austin.

Subjecs, dates and locations include basic estimating, 9efi'24-26, Arlington; APA structural panel, Sept. 26, Arlington; graphoanaly-

sis uorkshop, Oct. l, Irving; basic estimating, Oct. 15-17, Corpus Christi; APA structural panel, Oct. lZ Corps Christi: Triad comprter workshop. Nov. 6, Irving; basic estimating, Nov. 24-26. Houston: credit/lien law. Dec. 6. Austin.

Larry Willmann. coordinator of the TSTI estimating program and chairman of the energy efficient building systems at TSTI. Waco. will be the basic estimating instructor. Ed Underwood, manager of the American Plyuood Association's south central region of held services. will conducr the APA structural panel seminars.

Thot's How lt Goes! ffi

Mtd-Amerlca

ARKANSAS A OKLAHOMA

RKANSAS and Oklahoma lumber and building material dealen and sup plien are urged to attend the National Lumber and Building Material Dealers Association's 70th annual convention, to be held Oct. 9 through 12 at Kansas City Westin Crown Center.

All Arkansas and Oktahoma dealers anending will be invited to a special MLA hospitality room. The room will be open to any dealers from MLA s five state area so that everyone attending can have an opportunity to meet others from the area and hopefully make new business and personal friends.

The event will feature exhibits and demonstrations of the latest computer technology for the building material industry. Some 20 companies will display and demonstrate their systems.

Among the guest speakers will be author Roger Dawson; Ken Bode, NBC national correspondent and political analyst, and Bill Sharp, a nationally known trainer for lumber yard employees.

The hotel, rated as outsanding by the Mobil Travel Guide. offers an air conditioned room with telephone and color television. There is a

heated swimming pool, poolside service. coffee shop, dining room. bar with entertainment and dancing, barber and beauty shops. drugstore, ice on each floor.

Also, the hotel offen tennis. a puttlng green. lawn games. health club, sauna, and otversize beds. It's elegant and displays a waterhll in the lob[.

The convention program will begin on Thunday. Oct. 9, with a Wood Pnoducs Promotion Council meeting. which will deal with the latest programs and projects of other industry-related associations. That evening. participants may attend a welcome reception aboand a riverboat cruise sponsored by MLA.

The folloving day. Friday, Oct. lO Dawson will give some tips on horv to stnrcture a "winwin" situation. Moming sessions that run concurrently are: "The Insurance Crisis:" "Hov You Will Use Your Computer in the '9Os:" "How to Establish an Employee Incentive Program." and a dealer roundtable. Each session will be repeated on Friday aftemoon.

Other highlighs that day are a noon auards luncheon, the trade show opening at l:30 p.m., and an informal tennis tournament. A local yard tour is optional.

Bode will begin the program on Saturday, Oct. 11, with a presentation on what an "insider" thinks about the upcoming national

' 'Dtdh. due to the unsable *orld situation', I vant 1vu n ake mY Place u the intemational convention in Ubtu this vean"

Building Products Digest

elections. Folloving Bode. a dealer services session featuring Sharp will be held. The trade show will be open from 9 a.m. to 4 P.m. Saturday evening will feature the president's reception follortd by a banquet.

Members either leave for home or for the post-convention trip to cancun on sunday. Oct. 12.

A spouses' program will take visitors to nearby lndependence to see the Harry S. Truman Library and Museum. It contains a reproduction of the White House office. a United Nations charter table. and a Thomas Hart Benton mural, among many other exhibis. Truman's grave is in the courtyard. Also on the premises are ttre Harry S. Truman courtrrom and office. the restored complex used by Truman during his career as judge of the Jackson County Coun.

Registration flyers for the convention are available from MLA. Call our office at 816931-2102.

Future Dates

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

SOUTHEASTERN SCENE

cou"ring Alabama, Florida, Georgia, Kentucky, louisiana, Mississippi, the Carolinas, Tennessee and Mrginia.

Florida Lumber and Building Material Dealers Association is considering relocation of the association headquarters to a site near the Orlando Intemational Airport and the BeeLine Expressway. According to Charles Nicholson, president, the board ofdirectors has retained a real estate attorney to prepare a contract for submission to the owner of the property, anticipating that the process will take at least a year.

Southern Forest Products Association's annual meeting, Oct. 1517 at Innisbrook, Fl., will follow the theme "Hats Off to Quality." The quality focus will include an economic outlook on future markets for southern pine lumber to the year 2000.

Leslie-locke Buys General Steel

The assets of General Steel Co., Los Angeles, Ca., have been purchased by Leslie-Locke, Atlanta, Ga., making the steel firm a division of the latter company.

General Steel Co. president Carlos Siderman said, "They had accounts but no physical presence on the West Coast, and we had accounts but no physical presence on the East Coast. We'll both now be better able to service each other's customers."

The merger results in the frrms manufacturing and distributing each other's products in their own facilities. There were no personnel changes.

Louisiana Building Material Dealers Association is updating its members on the accomplishments of the 1986 Regular Lrgislative Session. Among the more than 1,4O0 bills and resolutions passed was one to end the ban on the sale of many items on Sunday. This repeal will go into effect Dec. 1, allcnving local voters time to decide if they want local ordinances restricting Sunday sales.

Central Kentucky area lumber dealen held their annual frsh fry 6n Aug. D in trxington, Ky. John Burk, Smith-Haggard Lumber Co., was chairman.

Tennessee Building Material Association's Young Executives have elected Greg Davis, Crosslin Supply Co., Franklin, as president for 1986-87.

Other officers are Pat Welsh, Builders Supply Co., Tullahoma, vice president; Gene McKinney, Tindell's Inc., Knoxville, treasurer, and Garey Keltner, Lumberman's Wholesale. Nashville. trustee.

Protect it witfr Swedish Formula

This is what can happen to CCA lumber not protected against the weather... lt won't rot, but it can

WARP, SPL|Tand CUP

It can even twist out of shape so much that it pulls nails up. Surely you've seen itonce perfect wood that has lost every bit of its beauty to the destructive effects of the weather.

Virginia Building Material Association's membership committee under the leadership of David Ball, Middleburg Millwork, has launched a membership drive, requesting that each VBMA dealer and associate member contact a prospective member dealer or supplier.

Comminee members include Noel Borden and Ed Hunt, northern area; George Lester and David McClung, western area; Rick Diz and Doug Spencer, central area; Milton Hogge and Sam Ludlum, eastern area, and Rich Reid and Tom Carlson, associates at large.

The 1986 VBMA Membership Directory is being printed and soon will be distributed to dealer and associate members.

Wqtch for these Exciting Issues in Coming Ilfonfhs

Octobcn Hardrood Spcdel Issue

OPERANNG OPPORTUNITIES

WALLY LYNCH

Paid Associates

PO. Box 741623 Dallas, Tx.75243

OST LUMBER ard building material dealers who have been around long have either faced a spacc problem or soon will. The dilemma is generally whether to relocate or expand at the present location.

Just after the decision to do something has been made, but before it has been determined just what will be done. think "cube'' and "cube utilization." A good way to do this is to get out the plat plan ofyour location nov and see horv many square feet are being occupied. From this total deduct deed restrictions. or other irrcumberarrces such as utility easenrens, parking area requirements, construction offses. rail access. etc.

llovember: Western Woodg Special Issue

Deccmber: Business Forecast Special lgsue

January: $outhern Pine Special Issue

Febnrary: Cedar$pedd Issue

For our purposes here, let's sry that )ou currently have 87.120 unencumbered square feet. This is two acres. There are dealers and retailers at this time generating from $1,000.000 to $2.500.000 monthly from this amount of space operating within one of the different markaing configurations of the industry. The warehouse operator. in essence. has built a 20' high building over the two acres. equipped it with 12' rack and air conditioned it.

At the other end of the spectrum is the all. or mostly all, contractor oriented dealer who is turning inventory once a month. Somewhere in the middle is the 40-60 dealer with a drive through servicing both the proftssional and the consumer. All three are capable merchants serving their different clientele, but have a common thread in their operationcube utilization.

[rt's look at such cube utilization in relation to the three 2 acre dealersjust described. Fint. the new home center. 2 acres times 4.5'. or 392.(X0 cubic feet. Second. the warehouse. 2 acres times l2'. or 1.O15.440 cubic feet. Third. the contractor yard, 2 acres times 80% in 12' racks and 20% in4.5'gondolas. or 914.760 cubic feet. Fourth. the drive through zlo% contractor.60% consumer dealer. 2 acres times 40% n l2' rack ard 60% in 4.5' gondolas. or 784.OllD cubic feet.

Granted, these are fictitious and arbitrary figures and configurations considering neither aisles nor ceiling heights, but they serve to illustrate the need to consider cube use in the decision making processes.

Daily the people in this country shop for groceries in stores fearuring 6' and 7'gondolas. some 33t/t% to 55.5% more cube utilization than with 4.5' units. In fact, just raising gondolas from 4.5'to 5.0'provides llVo nrcre cube. The same grocery stores have 6' to 7' aisles, but if4' or 5' aisles would do, the gain in cube use is enormous. as it is when you can add more fixturing. It will vary all over the lot,

but a reasonable rule of thumb is that aisle area and fixture area should be split 5050.

There's also sonrethirg to be sait for hourkeeping when it comes to cube use. The best way to visualize is impact is o recall the messiest closet you've ever seen and then think of illustrations often shovn ofcloset organizers where everything has a place and is in its place.

Gondolas and housekeeping discipline aren't the only characters in cube utilization. Tbke a polaroid picnrre each week for a rnonrh ofthe sheds in your yard. On the back ofeach write the date taken and a cube us€ estimate. Do the same if you harre a u,arehouse with the racks and estimate their utilization. At the sanre tinre as these evaluatiorc are being mde. look for opportunities to rnore upward or outward in these areas as on the sales floor.

Recent surveys twe irdicat€d a willirgness on the part of some consumen to drive from 50 ard 6O miles aurry to shop at Orc hcilities of some lumber and building material dealers. Il appears the information was accurate for the time and circumstance under which it was secured. but it is not. and should not be considered a norm in customer behavior.

It coss about 5Oc a mile to ovvn and operate a car. lf a cusomer cofircs frrom () miles auay. it coss $10 to come and go. At 5O miles auay. it's S50. etc.

Ifyou are a delivering dealer it costs you about 51.75 a driven mile to make deliveries. Every l0 mile out delivery trip costs S35 to make. At the 20 mile out point. the trip coss 5D to make-

The whole point of mentioning such numben is that what may be gained through relocation may be lost in customer participation and profitability. You must be prepared to retain your customer base fmm the ne* location or suffer the coss ofrebuilding it aneu Demographics have long played a major role in site selections by rctailers but. shon of this. draw a circle with a 30 mile radius on a map around your current location. Then examine what is within the area. If it's all concrete. new construction will be minimal and sluggish. Do the same for any new or proposed sites. Then uork )ourcurrentcuslorner base into tlre picture. Will Orcy pay tJO to trade with you? Can you afford to pay 510 for each delivery? Are you likely to grow or lose grourd where 1ou are currently located eren if you have enough cube?

Ttrcse few simple checks ard e€luations ry management will very often indicate that rhe needed space/marketing relationship is best achieved right where they are. Ifyou can increase housekeeping discipline and cube utilization, you're better off to reio than to move if the customer base is indicatins continued viability.

PERS NALS

William Kelley has been named exec. v.p. of Home Depot. Inc.. Atlanta. Ga.. according to Arthur M. Blank, pres. and c.o.o.

Bill Ames, pres., Murphy and Ames, Inc., Fairfax, Va., is recuperating after a two week hospital stay.

Robert W. Hampton has been promoted to pres. of Proko Industries, Inc. , Mesquite, Tx. Phil Cutts is now national sales mgr., according to Hampton.

Mike Davis is mgr. of the new Lowe's in Sarasota. Fl.

Ilana Sue Rndergrass, a secretary at Lowe's, Charlotte. N.C.. married Richard Lee Smith June 21, 1986. Ben Allen Justice, Lowe's, New Bern, N.C., married Vanessa Dee Sheehan on July 19, 1986.

David Smith has been appointed mgr. of Scotty's, Brandon, Fl. Mike Dickinson is now mgr. of the West Hillsborough Ave. store in Thmpa, Fl. ; Cormie Clark is asst. mgr. of the Palm Beach Blvd. store in Fort Myers, Fl., and Joe Tosolini has been transferred to the Cleveland Ave. store in Cape Coral, Fl., according to Dennis Stults, pres.

Ted Hoyson is the new mgr. of 84 Lumber Co., Fayetteville, NC. John Cunningham is now mgr. outside/salesman at the Asheville, N.C., store and Oscar Carrasco is co-mgr. in El Paso, Tx.

Dennis Ray Doss Jr., Wickes Lumber Co., Burlington, N.C., married Donna Maureen Thylor on July 26, 1986.

Bill Indest has joined the sales team at Southern Mills, New Orleans. La.

Sam Livingston, Rubbermaid Inc. sales rep in -Charlotte, N.C., has been promoted ro supermarket and drug sales mgr. in Chicago, Il.

Joe Clifton is the new plant mgr. at l,ouisianaPacific's Hattiesburg, Ms., facility.

Dick Moeller, pres., ProfitMaster, Austin, Tx., is back from a brief seaside vacation.

Thomas K. Manning, v.p. of sales, Rival Manufacturing Co., Kansas City, Mo., has been elected pres. ofthe National Housewares Manufacturers Association, succeeding John M. Eikenberg. Also elected were William S. Ripley, v.p.; Robert Furer. treas., and directors Edward Fogarty, Judy McBee and Wolf Schmitt.

Frank Bartrow, Hixson Lumber Sales, Plumerville, Ar., recently vacationed in Florida.

William Anderson Jr., Bowater Carolina Corp., Catawba, S.C., married Edith Melinda McCorkle on July 6, 1986.

John Blatchtbrd hasjoined Keene Industries, Potter Valley, Ca., as mgr. of redwood sales.

Mike O'Halloran, mgr. of research & development dept., American Plywood Association, Tacoma, Wa., has been elected pres. ofthe Forest Products Research Society for the 1987-88 year. Gilbert Comstock, Weyerhaeuser Co., Thcoma, is 1986-87 pres. and Ken Peterson, Georgia-Pacific Corp., Atlanta, Ga., v.p. Tom Evans has been named plywood product mgr. of Coastal Lumber Co., Weldon, N.C.

Jim Davis has joined the sales staff of KenMac Metals, Inc., Nashville, Tn.. according to Edward S. Young, chairman.

Fatrick D. Tller has been promoted to sales mgr., Tx. Trading Group, Canfor U.S.A. Corp., according to Larry K. Berger, gen. mgr., Tx. div.

I.T. "Tom" Blanchard III has been named pres. of Kellogg Supply Co., Manteo, N.C., succeeding his late father-in-law Gordon Kellogg.

Kerry Baker is now co-mgr. of 84 Lumber Co., Alexandria, La. Jack Cunningham is co-mgr. of the Troutville, Va., store, and Chris Sugas is a new manager in Pulaski, Va.

James Dennis has been appointed sales supervisor at Whit Davis Lumber Co.. Jackonville, Ar. Ray Urich will handle contractor sales and Lloyd Boswell is new to hardware retail sales.

Charles M. Broadway Jr. has been elected v.p., softwoods div., McCoy Lumber Co.. Greensboro. N.C.

Tell Erhardt, world master chef, is beginning his third year as national spokesman for Hardwick Stove Co., Cleveland, Tn.. according to James E. O'Malley, director of marketing.

Don Johnston has been named product and special market mgr. of ornamental iron, ventilation and door louver products for Leslie-Locke, Inc., Atlanta, Ga., according to Bob Sandlin. pres.

Frank John III is the new national sales mgr. of United Gilsonite Laboratories, Scranton, Pa.

Willie Jones, Scotty's, Winter Haven, Fl., has retired after 40 years with the co. Richard W. Martineau has been promoted to exec. v.p.; IGvin Fitzgerald, senior v.p. of purchasing and distribution, and David Savant. controller.

D. Craig hrkins has been named pres. and gen. mgr. of Spring Branch Millwork, Houston, Tx. John Eppolito is now sales agent for Tx. and La.

Steven W. Linn is now gen. mgr. of the Austin, Tx., warehouse of Lone Star Plywood & Door. Irving. Tx.

Terri Brown has been named Houston and So. Tx. area retail sales rep for Rosco, Inc., Houston. Tx.

Robert G. "Jerry" Bolt is now forest products sales rep for central N.C. with Plunkett-Webster, Inc., New Rochelle, N.Y.

Steve Veunis has been promoted to mgr. of the hardware dept. at Kellogg Supply Co., Manteo, N.C.

Faul Bower has joined the national accounts sales staff for Tx. , La. , Ks. , Mo. and Ok. at Thrkett Inc.

Richard L. Hawk is the new southern reg. sales mgr. for Reliance Water Heater Co., Ashland Ciry, Tn., according to John R. I-endahl Jr., pres.

Garry Haggard is ncnv pres. and gen. mgr. of Hudson-Houston Lumber Co., Ardmore, Ok., succeeding O.K. Cunningham, who has retired after 42 years with the co.

Wayne Mann, Huttig Sash & Door Co., Oklahoma City, Ok., has retired after 33 years with the firm.

Roy Hoke, owner, Roy T. Hoke Lumber Co., Stillwater, Ok., and a l9l7 graduate of Oklahoma Sate University, has been honored as a life member of the OSU Foundation's Henry G. Bennett Society.

Bud Blakley, Bud Blakley Lumber Co., Chandler and Davenport, Ok., has been honored for his restoration of one of the county's landmark historical sites, the old Longton House.

Mark Wofford, v.p. , Wagoner Lumber Co., Wagoner, Ok., married Teresa Jester on July 12, 1986.

Arthur Blank, pres., Home Depot Inc., Atlanta, Ga., has donated $2,000 toward the campaign of Georgia U.S. Senate candidate Wyche Fowler.

Bill Hurst is new to sales at Mid-Atlantic Cedar, Matthews, N.C.

Carl Duncan is now v.p. and purchasing mgr. for Kirkpatrick Lumber Co., Nashville, Tn.

John Snodgrass has joined the sales team at Valley Lumber Sales, Knoxville, Tn.

William A. Andres has been named to the board of directors of Lowe's Cos. Inc.. North Wilkesboro. N.C.

John David Frady, Lowe's Cos., Waynesville, N.C., married Angelia Michelle Haney on June l, 1986. Susan Elizabeth Doub, Lowe's, North Wilkesboro, N.C., married James Williams on June 28.

Phyllis Ann Taylor, Lowe's, Gastonia, N.C., married Randall Rabb on June 28. Ronald l-ee l-ong Jr., Lovre's, Burlington, N.C., married Mary Catherine Isenhour on July 5. Robert Michael Barnes, Lowe's, Rock Hill, S.C., married Denise Dale on Aug. 2. Tony Lee Freeman, Lowe's, Raleigh, N.C., married Anne Marie Gardner on Sept. 6.

Eddie Lee Wood, Foxworth-Galbraith Lumber Co., Sherman, Tx., married Thmmy Kay Richardson on July 12, 1986.

Phil Harmonic has just insalled a new music system at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Building Prcducts Dig€st

Antique Brass Finish

An F-8 antique brass finish is now available for Stanley's line of die cast home hardware, in addition to the standard bright brass finish.

NEW PR DUCTS

and selected soles oids

Exterior DryerVent

A dryer vent that mounts easily on,the outside ofa house to prevent energy loss throueh the four-inch hole that vents the drver-outdoors is new from Heartland Products International.

fabric coordinates. The wallcotrerings are pre-pasted, scrubbable and strippable for easy hanging and care. Fabrics are screenprinted conon and polyester. The wallcovering adaptations have been uSated in scale and color to suit to' day's rooms.

FREE READER SERVICE

For more information on New Products wite Building Producr Dgest, 4500 Campus Dr., Suite 480, Newport Beach, C-a.92660.

Reportedly coordinating well rrith sained u,ooduork, the nerv antiqr finistt is used on a variety of items such as solid' spring. hinge pin and floor doorstops: handrail brackes: sash locks. and coat and hat hooks.

Tool Boxes That Sell Tools

A crate merchandising system br owr 30 sku's of Ludell tools and hardware items, all retailing for $2.99 or less, is norv available from the Atlas GruP.

A shuttle-float inside the vent lifts to allow the warm, moist air to escape and drops to shut the opening when the dryer is not in use.

The closure is made from injection molded ABS plastic, designed to withstand temperatures from 148 "F below zero to 238' above zero. It doesn't transmit cold and will deflect moisture to retard the formation of frost.

Key On The Lights

A new ultrasonic switch which activates the outside or entryway lighs of a home by an approaching homeorvner jingling his keys is now available from Sensalisht Com.

tle switih detects the inaudible, narrorv bandwidth frequencies unique to jineling keys and prevents "turn-on" by ionia ambient iound. The lighs will remain on for one minute to allow time to insert the key, open the door and enter.

Historic Wallcoverings

Reproductions of wallpaper designs introduced over the last 100 years by the Thomas Strahan Co. are now available.

The Centennial Collection features 28 designs in 116 styles, 31 of them with

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

The Cutting Edge

A 10 " thick solid maple butcher block with pencil style legs and standard u'ooden tool holder with blade shield is nory available from John Boos & Co.

Instantly available and refillable from stock, the crates can be customized with store logos.

Plan{}Grams and sales sheets are also offered.

FingerGuad

A nav nail setterdesigned oalaanoff center hit without serding the nail set flying or the fingers getting hit has been introduced by Harrl,C. Oakes, Inc.

The design helps align the hammer striking surTace le'ss thai one inch from the nail, with the fingers safely out of range. Reaching into tight corners or orerhead is made easier.

The 6 " long tool featurcs a sturdy steel handle coated with black oxide and double heat treated tool steel striking inserts. It is available to handle the two most common nail head sizes, %z " and /32

Blocks stand 30", 32" or 34 " high. OP tions include a wooden towel rack, bronze casters and standing pot rack.

September 1986

Snappy Dust Pan

A dust pan that snaps on and off a broom handle for storage and instant availability is new from Kiefer Brushes.

termites and other wood-damaging insects.

The product can be applied by spray, brush, roller or dip. Treated surfaces can be coated wtih stain, viarnish or paint, and will also accept adhesives.

Buckle Under

A full selection of zinc-coated, all-steel turnbuckles in hook and eye, hook and hook, and eye and eye designs are now available from Chas. O. Larson Co.

TraditionalCookware

A new line of Graniteware II cookware products in a bright blue reminiscent of earlier traditional styles is now available from General Housewares Corp.

Manufactured of heavy, durable polystyrene plastic, it reportedly will not break when dropped.

Replacement Knobs

A Range Knob Replacement Center displaying a full line of d-i-y kits is now available from Robertshaw.

Ranging in diameter from .13l " to .680 ", the turnbuckles are suited to an array of applications, from clothesline take-up to adjusting hammocks, permir ting unions ofvariable slack.

Turnbuckle sizes include an open length as great as2SVz " and a closed len{th as sirall as 3 % ", resulting in takeup distances of a maximum of 8Vz " to a minimum of l/+ '1

Rotating Storage Shelves

The new Encore Lazy Susan Kit from StarMark, Inc., turns a slim utility cabinet into a versatile pantry space for everything.

Offered are 14 products, including saucepans, pots, covered and open roasters, lasagna pan, coffee boiler and skillet. Also available are a cup, bowl and plate.

Heats and Scrapes

A new paint removal tool that heats and scrapes at the same time has been introduced by Milwaukee Heat Tools, Inc.

The 36 " x43" Plan-O-Gram display board contains a full stock of shrinkwrapped hanger cards offering a choice of black, white or chrome kits plus dial overlays to match old dial settings.

The kits are designed for universal fit on most gas or electric mnges. The board comes as either a thin plastic sheet with pegboards or as a self-supporting polystyrene board.

Non-Toxic Wood Preservative

A new Penta-free and environmentallv safe non-toxic wood presenative has beeir introduced by Excel Coatings.

Preservzit, a clear, penetrating liquid preservative, can be used on interior or exterior sdrfaces, above or below ground and on seasoned or green wood. It protects wood against surface mold, rot,

The 20-in. kit fits inside any 24-in. cabinet, supplying five adjustable lazy susan shelves and six adiustable door shelves.

The Heat Scraper uses concentrated forced air heat to weaken problem paint, which is immediately and safely peeled away without gouging by one of two interchangeable steel blades.

Solid Brassware

A new line of solid brass hardware with a hand-polished US3 finish that is fully lacquered to resist tarnishing has been introduced by Stanley Hardware.

The l0 items available are four styles of robe and hat hooks, two styles ofdoorstops, a weather seal sash lock, a sash lift, two utility pulls and a surface bolt.

Each blister pack includes solid brass screws. installation directions and instructions for cleaning and caring for the products.

tainer may also be pressurized with special CO, cartridges when a more inert propellent is required.

Optional accessories include a clip-on pistol grip, an l8-in. long flexible+ube extension, and a package offive nozzles.

Sleek Bath Fixturcs

The Serpent, an elegant new bathroom faucet design, has been introduced by Harden Industries.

Electronic Exterminator

An electronic insect repellent from Switzerland is now available from Horizons Unlimited, Inc

The Moltron Bug Shield keeps mosquitoes, gnats and sand flies away without messy liquids or sprays. Protecting people within an l8-ft. diameter, the compact, pen-like device clips onto a pocket and emits a repellent electronic tone.

It is said to operate up to a full year on a single AA battery.

Refillable Spray Can

A rechargeable aerosol can easily frlled and pressurized for applying paints, lacquers, protective coatings, lubricants, cleaners, waxes, solvents, deodorizers, insecticides and other liquids is new from Brooks Tech, Inc.

The Tech Sprayer system includes the rechargeable container with a liquid capacity of 2 to 16 oz. ; fine, medium and coarse spray nozzles, and a bayonet extension nozzle.

Most conveniently pressurized by a bicycle pump or shop-air hose, the con-

The five ball handle isavailable in meal or faceted crystal, both with metal escutcheons. It may be ordered in D different finishes and two enamel colors with numerous handle and escutcheon options. All have Epoxy-Glas protection and washerless 7+ " turn ceramic disc brass valves.

Roofing Windbreaker

A self-adhesive roofing membrane to guard against winddriven rain which gets under shingles is new from W.R. Grace & Co.

Applied to the roof deck. parallel to rmf edges. under shingles. slates. shakes. tiles or metal roofing. Ice & Water Shield fbrms an invisible barrier to protect a building without detracting'from its appearance.

Driftwood Stain

Light natural driftwood color kitchen and bath custom cabinets are new from StarMark.

Modern Home Monitoring

A new home automation system from Mitsubishi Electric maintains securiry, environmental control and communication through a master controller unit and a number of add-on components.

The finish provides a washed or pickled effect gray, designed to enhance many oftoday's decorating colors and tones.

The system monitors and manages energy efficiency by controlling heating, ventilation and air conditioning. Specialized sensors detect smoke. fire. gas and unwanted intrusion. Lights and appliances can be controlled remotely.

Add-ons include a wireless security system: intercoms incltding a videodoor intercom.

Tough l-awn Fumitue

A new line of casual furniture made of Resinite resin, an alloyed polypropylene which is tough, durable and easy to clean, has been introduced by Rubbermaid Inc.

Primarily injection molded with an ultraviolet stabilizer added, the Sundial line resiss stains, mildar, rus, rot, chlo rine, salt ard hanh household chemicals. Products include a one-piece sacking chair, a five-position chair, circular and oval table, and three-position umbrella with crank.

Optional chair cushions are made of a vinyl-coated polpser fiber which resiss bacteria and fungus growth and corne in five patterns. They feature pre-adjusted back straps and tie straps to help secure them to the chairs.

The Bands That Sand

Flexible. round abrasive cords and flat tapes that replace sandpaper in many uroodunrking and furniture refinishing applications are new from EC. Mitchell Co.

FREE READER SERVICE

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

Unlike sandpaper which has to be folded and tears easily when pushed and pulled through grooves in new spindles or when used to remove paint and residue during furniture rehnishing, the cords and tapes are easily sized to each job with a sample card.

Impregnated with aluminum oxide, silicon carbide or crocus, they feature 18 different sizes for reaching deep into grooves and tumed crevices. hckaged on 25 yard spools, cords come in .0l2"to .150", diameters. Thpes come in widths from'he" to t/r".

Ref lective Glass Screening

A new solar and heat reflective glass is now available in the complete line of DorWal sliding glass doors, windows and thermal barrier doors and windows from Acorn Building Components.

Low emissivity E{herm glass selectively reflects or transmits portions of radiant energy to improve glass insulation performance, keeping more heat in during winter months and blocking considerable solar heat durins summer.

Matching Sidelites

Sidelites and transoms in standard sizes to complement their terrace doors have been introduced by Marvin Windows.

units with one lite or authentic divided lites.

The sidelite and transom glazing options include single tempered, insulating tempered, Low E energy saving, solar bronze or decorative leaded elass.

Wood look louver

A new line of "Like Wood" louvers and window trim has been introduced by Russell Enterprises.

The line ofpolyurethane louver styles features three round gable sizes, two half round arch gables, two vertical gables, a cathedral gable, triangle, octagon and a round design with four keystones.

Benefits of polyurethane over wood trim are said to include no shrinking, expanding, splitting. warping, roffing or insect damage. A special coating allows staining or painting to match any trim color.

The door hinges and locks directly to the flanker sidelite panel or panels which are available in Retro 6/8 height. The sidelites have a continuous header and sill to match the terrace door. Using terrace door stiles and rails for continuity, transoms are available in custom one-wide, two-wide or three-wide

Moistu re Resistant Panels

New gypsum ceiling panels from USG are said to be able to stand up to humidity. that might be too much for other ceiling panels.

Dill BillFisher Jack Jones Jimmy Kent Bob Lindsey Van Marcus Van Marcus lll Charles Marlow Steve Mathey Bob McOary Doug McCary Jake O'neal BillStewart

Ventilate Your Drawerc

A new line of European-styled Closet Maid ventilated drawer systems has been introduced by Clairson International. Made of heavy gauge epoxy-coated steel wire, the drawers feature wide, flat rims for easy gliding. Laminate tops are available for lT " wide units to convert them to furniture-styled storage for bedrooms, bathrooms, closets, workshops and home offices. Casters are avail-

able to modifu them into hostess carts. Units are offered in a variety of frame heights and single, double and triple depth drawers.

Flower Bed Blanket

The Rit-A-Weed fabric layer for controlling weeds is now available from Atlantic Construction Fabrics.

Acquisitions

Services

Positions Wanted

Covered with 2 " to 3 " of mulch. stone or gravel to block out sunlight, the polypropylene fabric allows air, uater and fertilizer to pass through to nourish plants and shrubs while blocking weed growth. It reportedly will not rot, mildew decay or become brittle when properly covered. It can be cut or shaped with large scissors or knife. A'vailable in light, medium or heavy weight fabric, it comes in 3' x25'.3'x 50'and 3' x 100' rolls.

Help Wanted Business Opportunities Covers

FlipTo Dip

A nondrip, fliptop plasic paint can lid for one-gallon cans is new from Baltimore Brushes.

The Paint-Keeper's lth" x5 " spout opening simplifies pouring and repeated brush dipping while painting. It alsoprevents paint from hlling the can's sealing groove.

Snapped directly onto the outside rim of the can, the lid also helps eliminate accidental dripping and spillor,er. It can also prwide a tight s€al for storage of leftover paint or stain.

Hidden Fire Escape

A safety ladder which opens in three seconds liom what resembles a normal 4' t/+ " x 4" drainpipe to form a sturdy escape is new from Jomy Safety Ladder.

pound offknives, plus 8 sanding blocls with raised curved handle grips to get into tight cornen without skinning knuckles. The individually prepackaged inventory fits on any shelfspace along with other dryuall accessories to stimulate sales of apprwed tools for drywall taping, finishing, and parching.

Cooking With Glass

A 36-in. glass surface cooktop with cast-iron elements is new from KitchenAid.

Constructed of charcoal black glass, the cooktop is %o in. thick and tempered for strength and durability. Line graphics complete the sleek, Eurostyle look.

Its non-slip rungs are 22" wide, with a lateral guard rail for added security. The aluminum allcry construction is said to resist rust and corrosion.

The ladder is opened by a quarter turn ofa lever. A locking mechanism prevents unauthorized use from ground level, yet does not interfere with operation from upper floors.

Durable Plywoods

Two all-weather, rugged and workable plywoods produced in The Netherlands are norv available from JMB & Associates.

Montaplex plywood panels feature weattrerproof plyurood/synthetic laminate consfruction with a polyester-based coating. Reportedly easy to clean and maintain, they come in 11 colors.

Multipaint panels offer the same construction, but are factorytreated with a synthetic resin top layer which serves as an ideal pnmer.

The standard panel is 4' x 8' and comes in a variety of thickNCSSES.

Drywall Tool Merchandiser

A self service merchandiser is now arriailable to stimulateadd-on sales of Beadex drywall tools.

It has two 7-in.. 2000-watt elements: a 6-in.. 1500-watt element, and a 9-in., 2600-watt power burner. The push-to-turn infinite heat control knobs feature "high" to "lower-thanlow" simmer seftings.

Solid cast-iron elements heat up gradually and cover twice the area of open coil elements, distributing heat evenly. Each has its own thermostat to prevent overheating.

ffililfi CONCERN

FOB YOUR SATISFACTIOIII !

We maintain quality production standards every step of the way - to assure you the finished product you expect from Duke City Lumber Company.

PLEASE CAtL COLIECT: (505) 848.3642

if you have any complaints about our products - or suggestions how we can improve our service to you!

The space saving comrgated display unit contains 2 4 " knives, D 6 " knives, 8 8 " knives, 8 mud pans with tapered sides for easy access and a convenient metal blade edge for cleaning extra com-

"Storc of Tomorrow" modulardesign

Il1f NEW CONCEPT in store design and merchardising is

6s;ng introduced by Sentry Hardware Corp. and its D distributor members.

Called The Store of Tomorrow, it uses a rrw modular design to attract more customers. increase traffic, enhance sales and boost profis. The Store of Tomorrorv's red, white ard blw sore front establishes a patriotic color theme that extends into and throughout the building. Exterior signage prominently displays both dealer name and Sentry logo. A touch ofwood gives warmth to the entrance.

Functional interior plans are custom designed to meet individual dealer needs. High rise traffic stoppers with dump bins at eye level, power aisles and directional striping on the floors guide traffic to maximize sales per square foot of floor space and encourage customers to shoP more often and longer. End caps, with strong signage, direct customers to profitable departments at the rear of the store. Home project center wall promotional areas promote event selling. The checkout area. which uses the woodlike theme, is designed as a high impulse promotional sales area.

Interior design utilizes the neu'est, Proven retail nrerchandising techniques, including modular displays, high rise promo' tional dump bins, and promotional islands that feature "specials." Maximum use is made of merchandisedominated displays that make the store look full while reducing item depth and promote cross-aisle selling. The 'tube" is nprchandised to the fullest extent.

With its modular format, The Store ofTomorrorv isadaptable to new buildings, expansions ard reformaning in sores 3,5(X) sq. ft. and larger. It is described as having the indusuy's lo*est up front costs while being easy to implement and maintain.

SOUIHERII dealers rwio,rr a model of fie new SenUy Store ol bmnow. Seated (left to right): Jim hrker, Calihmla Senuy Hardvvare Co.; Lee Batun, GeneralsentryHardware Co.{flanta and Jim Schultz, W'tne Sentry Hanlware Corp. Standing (left to right): Ron Hooer, ltbst bas Sentry [fn|e sale Suoirly; Rick Clr'nbine, ineGeo. ftlortrington Senry Co.; tlillRoyal, Generai Sdntrv Hardware Co.-Greensboro; Mike 8moks, GenenlSentry Hardware Co.-iacborville; Bob Masingill, General SentyAflanta. Abo in back rnry: Pd O'Connor South{ve$ Senry Harduare Co.; Hatold RmnHdt, Wrioht & Wilhelmv Sentry Co.; Tim Gardnet Zork Sentry Hardware Co.; Hariy Carter, Henderson & Baird Sentry Hardware Co., and Phil Spiegel, Masback Sentrv Hardware Co

EVENT selling is spotlighted in home center prqect center.

GHECK0UT center is hub ol high impulse promotionalsales area.

ENDCAPS are designed to attract customers with de4 attractive signing.

At Britt Lumber we specialize inproducingquality fence posts, boards and rails in our modern sawmill

We're bigenough to meet your customers' needs...yet small enough to guaranlee quality.

And now Britt Lumber products are available in cedar, too.

Long History of Files

,{s a hancl ttxrl. thc lilc has hccn anrLnrtl sittcc at lcast 1090 BCI rr hcn its usc nus r.ccordccl nr thc Biblc during thc rcisn oi Krng Saul.

A dcvicc invcnted hr l-conartkr da Vin ci uround l-+90 .{D is thought to be thc f irst nrachinc t() cLrt l'i lcs. Houc.u,cr.

rruchine cuttinq ol lilcs did rtot bccontc plrrctrcal until 175(1. Todut,. r'u rious k rnds ol' ntirtcritl \. pr-orlucts. f inishcs anil pnrcluction tcch nrtlucs rnakc thc ntanulircturc ol'l'ilcs an indLrstrial scicncc. aceor-rling to ('11,10.t' 'fools.

70th Annual NLBMDA Meeting

'l hc 70th unnual e ()n\ cnt l()lt ()f thc Nltional Lrrnrbcr und Building Matcrill L)crlcrs Association u ill bc hcltl at thc \{'cstin Cnxvn C'cntcr. Kunsas ('it1. Nftr.. C)ct 9 ll. Spclkcrs u ill inclurlc luthor Rogcr [)auson. NBC corrcspon(lcnt KL-lt Bodc lrttl cttrplorcc trlincr Bill Shur-p.

f f you have er"er askcd !'ourself - Arn I Competitive? or Artt Iabsolutel.y',ture I btt.t,nt_t, Building MaterialsondHardware righl? Thcn !'ou neecl C.B.S.-Central Builclers Sunplic-s Company.

C.B.S. can takc the guesswork out ol'buf ing. Sincc 1937, C'.8.S. has bccn hc.lpin-e inclc-pcn- dent building material dealers remain competitive with mammoth corporarion chuir-rs. Because C.ts.S. is a dealer o\\'ned non-profit corporation,all cliscoLrnrs, rcbates. ciatincs ancl advertising l'unds are all passed directll' ro the participating members.

* C'.8.S. has becn nalionally' rccognizecl as "'I'he Place'l-o Go To Bu.t' Lot+,"a

* As rorr bu1 nrctre thc eost to bclong goes dorrnnot rll)

* (.ts.S. has an irr horrse l.umbcr l)epartrrrcnt

* C'.ts.S. iras a (iencral Iluilding Marcnals l)t:pr. t ('. B.S. lias a plogranr rvith thc []luc (ira:s Tool ('ompanv

C U.S. rs clcalcr ow ncrl

C.ll.S. has a state o1-titc,iiri intcrnal a()rltrntrnlcatlon \)\tcnl *itir IrarticiJlrtrng rrrcrrrbcrr

(-.ll.S. Rebatcs arc;lricl to the rncntlrcr\ in !.il\ll

C'.U.S. ltas an irr-horrsc tluilLlirrg Spceillrrcs I)cyrr. ('. U.S. ()pe ratc\ it\ a n()n-prolil crtrnplrrrr

(.B.S. ntcntbcrs sltarc in ll)c a()\l l() ()l)cratc

*('.ll.S. \!lt\ lcltlurerl in thc ()e tobcr l9E-1 editiorr ol tlte H()l\lt C'tr\ IlrR \llruazinc

NEW LITERATURE

PutOutThe Firc

The 4-p. "Design of Fire-Resistive Exposed Wood Members" is 804 for one copy or 50c each for 100 or more from National Forest Products Association, D50 Connecticut Ave. N.W., Washington, D.C. 20036.

Masonry Products

A catalog of masonry bits, hole saws and metal cutting fluids is free from The Relton Corp., by calling l-8m423-1505.

Kitchen Gatalog Kit

A kitchen and bath literature kit ofover 20 separate product catalogs is $5 from Epic' P.O. Box 41136, Indianapolis, In., 46244 or l-800228-8995.

Closet Door Ref lections

A new l2-p. booklet on wardrobe mirror doors is free from Monarch Mirror Door Co.. Inc. P.O. Box 4118. Chatsworth. Ca. 91313.

Bits On Bark

A bark producen directory and product index is free from National Bark Producers Association, 13542 Union Village Circle. Clifton. Ya.22024.

ThisWay Up

A 24-p. catalog of ladders and related products is free from Patent Scaffolding Co., One Bridge Plaza, Fort Lee. N.J. ffi24.

Stick To lt

A spray adhesive brochure is free from Rohm & Haas Co., Independence Mall West, Philadelphia, Pa. 19105.

AllOn Wallboard

A 20-p. d-i-y guide to wallboard is $2 from MPI, 105 N.W. 105th, Seattle, Wa. 98177.

Downhome Decoratives

A 4-p. bulletin ofcountry wood accented giftware is free from Smithwood. Inc.. 67 Minot Ave.. Auburn. Me. 04210.

Finished With Tools

A 36-p. catalog of over 50O hand-crafted finishing tools is free from Kraft Tool Co.. l90l Wyandone. Kansas City. Mo. 64108.

Truss Training

lnformation on a new truss training pro' gram is free from Engineered Ti.uss Tiaining. PO. Box 721.Bryn Mawr. h. 92318.

Cooktops & Gookpots

"Cmktops and Coo@ts: The Compatibility Sory." a gui<le to ctroosing cooking utemils for electric cooktops. is free with self addressed, stamped envelope. frrom Jenn-Air Co.. 3035 Shadelard, Indianapolis. 1n.46'226

A Place for Everything

A 4p.catalog of modular material handling and storage equipnrent is frce firom Jarke Corp.. 6333 W. Howard St.. Niles. Il. 60e$.

Measuring Hardwood

'An Introduction to the Grading and Measurement of Harduood Lumber" is avlailable from the National Hardwood Lumber Association. P.O. Box 34518. Memphis. Tn. 38184.

FOR PROMPT SERVICE

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

Particleboard Pamphlet

A brochure on particleboard capabilities and products is free from Swain Industries. Inc.. P.O. Box 306. Seymour. [n.47274.

Swing Sheet

A 6-p. light and heavy-duty swing door brochure is free from Kelley Co. Inc.. P.O. Box 09993. Milwaukee. Wi. 532@.

Floor Doctor's Guide

"The Wood Floor Care Guide" is a l6-p. booklet available for 25C plus a stam@, selfaddressed No. 10 business envelope from the Oak Flooring Institute, 804 Sterick Building, Memphis, Tn. 38103.

Fastening Line

A catalog of fastening tools and accessories is free from Bostitch. East Greenwich. R.l. 02818.

i,Se Habla Espaiol?

Spanish language guides to pressure treated southern pine and proper lumber storage are free fmm Southern Forcst Producs Association. PO. Box5246& NewOrleans. l-a.nl62.

Insert A

A l2-p. self-tapping. self-locking insens catalog is free from Groov-Pin Corp.. ll25 Hendrick Causeuray. Ridgefield, N.J. Cl/657.

Perfect Fittings

A l2-p. catalog ofdecorative faucets is $l from Chicago Faucet Co., 2100 S. Nuclear Dr. . Des Plaines. Il. 60018.

Sunroom Reading

A 128-p. book on sunspaces is $6.95 from Andersen Corp., Bayport, Mn. 55003.

Advertising

IIOCAL MANUFACTURER needs self starter to sell lumber and related products in the Gulf Coast area. Salary commensurate with ability. All replies confidential. Reply Box 66 c/o Building Products Digest.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods. $12: Southeast Asian Hardwoods. fil South American Hardwoods, $6; all three, $19. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine. 4500 Campus Dr., suite 480, Newpon Beach. Ca. 92660.

REPRINTS of Building Producs Digest arti cles to use as promotion pieces to increase your marketing results are available from Building Producs Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Call 0r4\ 852-t990.

Twenty-five (25) words for $19. Each additional word 65G. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $4O camera ready, $45 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Pmducts Digest, 4500 Campus Dr., Suite 480' fbwport Beadt' Ca. 92,660. Make checks payable to Cutler Rtblishing, 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.

CENTRAL CALIFORNIA GOLDMINE

Two locations or one. Both are an opportunity. #l $1,500,000 sales, gross profit $600,000. #2 $800,000 sales, gross profit $360,000. 13 year old company, aggressive, competitive with marketing program that pnrduces. Wood fence, chainlink, wrought iron, patios and redwood decks. All installed or material only. See it to believe it. R.J. Moser, Rebel Lumber & Rnce, P.O. Box 56, Visalia, Ca. 93291. No phone calls please.

FOR SALE/LEASE. Metal products manufacturing facility, includes equipment, office, warehouse. Greater Charlotte, N.C. area. Write Box 64, c/o Buitding Products Disest.

MIKE OWEN & ASSOCIATES

EXECUTM SEARCH for lumber and building products industry only. Retail, wholesale mfg. nationwide. Inquiries/resumes in confidence. 60 years combined experienceicontacts. PO. Box 2101663. Dallas. Tx. 75244. (214) 248-6010.

DISTRIBUTORS of furniture wanted. Neq fine wood desk/chair/table manufacturer seek national distribution. Invest in the best. Write Box 65. c/o Building Products Digest. Place your ad now!

Swimmers Are Good Customers

Honrc ecntcr'r u]riilt.lttt\ \\\ltltllllil! |,r,r1 .11111 s1-ll1 :tt|1111;t ,11..:rt(l.t\tiltr'.rlllrr. r't ., 11.,il t. .\ ':... ' r. .-t) ,'l llll' 1. ". nliill\ (Jl thetll ,,tl tllc Lt|'elLlc .ttlr. I)irLrl Lirr, nir'. lirc in hortrt'r u itll llli,it.rtl rlrlLtcs tll Slli).-15 .i:l.l ltit\C IllCrltirlt iill]tutll lltL()tllt'. rrl \*-.lr--. .L!!r)f(llllg t() ll \llf\.'\ !()lr(luftafl lt, lt,tttliti' tllliLlLzitli J ilit .1i.,' IlLlrelllttc trlLllra.Lt.' ftlLtiIt]1g111. ()tltrlo()f lirIllittr|r iLIlrl J)(r\\r'l llltt n lll,'rr. t ' .1:ll(':l( ll llal' pl-()(ltLrl\.

manulacturer specializing in western specialty soltwoods FINISH

INDUSTRIAL MOULDINGS & MILLWORK

Wholesale only

HARDUJOOD FLOOF

Summit House: Just The Start

The opening ofthe Tokyo wood demo building Summit House mark ttre start of a three year promotion program of U.S. wood products in Japan.

The $1.95 million program apprwed by the U.S. Agriculture Department is intended to counter unfair trade practices such as high tariffs for processed wood products and restrictive product standards.

Summit House, a three story showcase of modern materials and techniques completed in 83 days, was viewed by 250 guests including Japanese cabinet ministers and senior U.S. government officials at its May l0 opening.

William T. Robison, president of the American Plywood Association, which is coordinating the drive on behalfofthe industry, said, "The Summit House in Tokyo will be the focal point of the new promotion. We look forward to working with the Western Wood Products Association and others in a three year concentrated program aimed at basic Japanese construction markets."

The expanded assistance program permits the APA to retain U.S.-trained architect Richard R. Skorick, project

HandtoolDebate

(Continued from page 12)

als, Claremore, Ok., says that they make a special buy in foreign tools once in a while, but always have problems with the low quality and no recourse when they do. "The price is competitive and right," he says, "but the poor quality often oflses these advantages."

Home Quarters Warehouse carries both domestic and high end imported hand tools in their stores in Virginia Beach and Hampton, Va., Columbia, S.C., and Thllahassee, Fl. They report there's no quality problems with imports, although the domestic tools on the whole are probably higher quality.

Their customers like the price advanage of the imports. "Some brands of foreign tools," a spokesman added, "equal the domestic in quality."

Claude Schell, assistant manager, Roper Bros., Colonial Heights, Va., says that they sell only American made tools because "basically, it's nice to know you have someone behind them (the product)." He sold imported tools in a previous position and has the impression

director of Summit House, to represent the U.S. industry in Japan during the three year period.

The building itself will serve as a site for seminars, workshops and training on U.S. wood systems and materials over the next three years, after which it will be donated to the people ofJapan for use as a cultural and children's recreation center.

The updated, complete list of U.S donors to Summit House includes Big Valley Lumber Co.; Boise Cascade Corp.; Bruce Hardwood Floors; Chickasaw Williamsburg Strip; DAW Forest Products Co.; Diamond Cabinets; Eljer Plumbing Ware; Evans Products Co.; Georgia-Pacific Corp.; Giles & Kendall Inc.; Hanel Lumber Co., Inc.; Howard Manufacturing Co.; Idaho Forest Industries; Louisiana-Pacific Corp. ; Marvin Windows; Maywood Inc.; McFarland Cascade; Michigan-California Lumber Co.; Ostermann & Scheiwe, USA, lnc.; Plum e reek Timber Co., Inc.; Pope & Thlbot, Inc. ; Fotlatch Corp. ; Preway, Inc.; Simpson Door Co.; Sunland Homebuilt Pool Systems; Trus Joist Corp.; Vaagen Brothers Lumber, Inc. ; Weyerhaeuser Co.; Whirlpool Corp., and Willamette Industries, Inc., in addition to many Japanese contributors.

TWO SPECIALLY DESIGNED NAILS FOR . log Homes

o landscape Timbens

e Whercver study spikes arc requircd Vinc/ad,, /-rt-HOT.DIPPED GALVANIZED SLENDER SHANK (Gutter Spikes)

that they are inferior to the American made ones.

Denny Robertson, mgr., Bailey Lumber & Home Center, Gulfoort, Ms., sells only American made handtools although he has some Makita power tools. "Always bought American made, never looked into the foreign stuff," he comments.

Lyle Mueller, store manager, Causeway Lumber Co., Boca Raton, Fl., says they sell very few imported tools, about 5 :l %, be*ause the company leans towards American made products. He personally thinla "the cheap prices and cheap quality of imported tools have hurt the industry because American manufacturers have cheapened their products to meet the price competition."

Payless Cashways stocks some imported hand tools, but they are a small percentage of the over all SKUs in the store. Whether the product is domestic or imported, it is chosen carefully because "we believe in every product on our shelves," Barbara Remkus, manager of external communications at corporate offices in Kansas City, Mo., emphasizes.

McCcy's Building Supply Centers, San Marcos, Tx., stock only domestic tools in its 68 stores. They've carried no imports for the past 12 to 15 years, a spokesman explained.

Obituaries

Pamela Chaffin, a secretary and bookkeeper at Foxworth Galbraith Lumber Co., Winnisboro, Tx. , died in a plane crash atop a western Arkansas mountain on June 28, 1986. She was zt0.

A native ofEnnis, Tx., she had worked for Foxworth Galbraith for tuo years. Her husband, who piloted the single-engine Cessna aircraft, his mother and stepfather were also killed.

Mn. Chaffin is survived bv her son and daughter.

Housewarcs Exposition Refu nd

The Board of Directors of the National Housewares Manufacturers Association voted a 7 % refund ofexhibit fees to all exhibitors in the April, 1986, NHMA International Housewares Exposition. This action qas taken at the recent annual

loss Prevention Conference

The fifth annual Loss Prevention Conference will be held in Orlando. Fl..

March 18-20 1987, at the Embassy Suites Hotel.

Among those developing the program are Bert B. Rogers, Wickes Cos.; Ralph P. Huston, Sutherland Lumber Co.; John D.

lmpulse Buying ls Increasing

While d-i-y purchases in the home center and purchases in the supermarket may seem to be worlds apart, they are in realiry similar. Shoppers often enter both stores with specific lists of items to be bought and leave with carts full of unplanned purchases.

Findings of the Point of Purchase

Mvertising Institute on supermarket consumer buying habits apply equqlly uall to both supermarket and home center

Building Products Sales UP

First quarter sales of a broad sample of building products advanced 57o wer the year-ago period, but with costs rising while prices remained steady, profits were squeezed 4% below 1985'sfirst quarter level.

"Competitive pressure from lowerpriced imports was the main reason for

Oscar W. "Andytt Anderson, a sales rep for Cameron Wholesale Co., Fort Worth. Tx.. died after a heart attack on July 2, 1986, in Fort Worth. He was 67.

A native of Kennard, Ne., Mr. Anderson moved to Fort Worth in 1944. He began his lumber career there at Castleberry Lumber Co., and later became regional manager of several retail outlets in the Metroplex area. He retired in 1980. He joined Cameron in 1984.

He was a past president of Lumbermen's Association of Texas and Fort Worth Lumberrnen's Association.

Mr. Anderson is survived by his widow, Julia, one son, one brother, one sister, and two grandchildren.

John J. O'Neill, owner and president of Red Rmster Lumber Co., Fort Worth, Tx., died following a stroke on July 12, 1986, in Fort Worth. He was 66.

Born in Berkeley, Ca., Mr. O'Neill worked for several companies including Sabine Lumber Co., Fort Worth, before founding Red Rmster in 1952.

He was a past president of the Lumbermen's Association of Texas, a past president and "Lumberman ofthe Year" of the Fort Worth Lumbermen's Association, and a Fort Worth city councilman from l9l ro1977.

Mr. O'Neill is survived by his widow Fat, one sister, three daughten, one son, and five grandchildren.

meeting and continues the long estabI ished practice of the association.

To date, more than $7.8 million has been refunded. The housewares industry remains the only industry worldwide which operates its own trade show on a not-for-profit basis.

Viryinia Blue l-u Challenge

A hearing on the Virginia blue Inp has been scheduled by the Virginia Supreme Court for sometime this fall. John W. Hechinger Jr. president and chiefexecutive of Hechinger Co., one of the challengen of the lau has estimated that Hechinger's Virginia Beach Store alone loses $1.4 million a year because of mandatory Sunday closings.

Phillips, Wickes Cos.; Theron V. Wasson, The Home Depot; Richard Wright, Forest City Enterprises, Inc.; Ron Simmons, Handyman; Anthony Simone, Wolohan Lumber Co.; Frederic W. Hirchert, Payless Cashway, Inc.; Robert C. Vereen. Home Center Institute.

merchants. The study found 8l% of all purchases are a result ofan in-store decision. The study also showed that only 19.3% of purchases were specifically planned, indicating that less than a fifth of all shoppen stick to their lists.

Impulse purchases are on the rise with specifically planned purchases down nearly 5O% fromthe 19f7 study. Unplanned purchases accounted for 6O.4% of all purchases in the latest study. Substitute purchases jumped from3% in 1977 to 5 % in the recent pilot study.

shrinking first quarter profit margins," said George A. Christie, vice president and chief economist for the Construction Information unit, McGraw-Hill Information Systems Co. Best resuls in 1986's first quarter were achieved by coatings (profits up 55%), gypsum (up23%), plumbing products (up 19%), and electrical products (up l07o).

MG.BU IL

G. MATERIALS ISMISEi THE PRESSURE TREATEI 1111 THAT SETS ITS Ill STAllARIS FIR DUALITY.

The boundaries of quality can be defined as the point where carelessness stops and pride takes over. Quality products go beyond those boundaries and reflect a craftsman's concern for workmanship. Osmose" Wood Products from MG Building Materials set their own standards for quality by using the highest purity oxide preservative, the most technologically advanced process and a genuine desire to deliver a clean and safe* product. MG Building Materials delivers Quality Osmose pressure treated wood products. Time after time.

1-800-292-7738 (Texas IN-WATS)

1-512-623-477.0

WET? Why Worry.

Ever-Shield™has it covered.

When the mater ials your customers use are at the mercy of the weather, Ever-Shield™keeps them covered. Covered with a 3M process smooth , galvanized finish. Covered with a strong , corrosion-resistant zinc coating. Covered with both to prolong the life of any building project as it stands up to the weather. So when you supply your customers with Ever-Shield™screws , your profit is covered as well.

Ever-Shield™covers it all

• Ever-Sh ield 's™m icro-sharp point eliminates " walking " and the need to pre-drill.

• Ever-Sh ield ™has no deformities that hinder penetrat ion or cause possible fastener failure.

• Ever-Shield 's™ phillips flat bugle head provides fast , wobble-free penetration.

• Ever-Shield 's™ coarse , even threads maximize holding power and ensure lasting results

We've covered quality for 27 years.

Independent Fasteners of Florida , Inc. has over 27 years of fastener experience and knowledge So you know we have you covered when you want accurate and error-free shipments within 48 hours of receipt.

eox 248 ARCATA, CA 95521•(707)822-1119

The tencng specialists ®

At Britt Lumber we specialize in producing quality fence posts, boards and rails directly from the log in our modern sawmill. We're big enough to meet your customers' needs ... yet small enough to guarantee quality.

And now Britt Lumber products are available in cedar, too.

Long History of Files

As a ha nd too l , th e fil e has bee n a round s in ce a t leas t 1090 BC w he n it s u se was reco rd e d in th e Bibl e during th e re ig n of Kin g Sa ul

A d ev ice inve nte d by Leonardo d a Vinc i a round 1490 AD i s thought to b e th e fir s t m ac hin e t o cut file s. How e ve r ,

m ac hin e c uttin g of fi les d id no t beco m e prac ti ca l until 1750

To d ay, va ri o u s kind s of m a t er ia l s, p ro du c t s , fini s hes a nd p ro du c ti o n tec hniqu es make th e m a nu fac ture of fil es a n indu stri a l sc ie nce, acco rdin g to C oo pe r Too ls

70th Annual NLBMDA Meeting

Th e 70th a nnu a l co n ve nti o n of th e N a ti o na l Lumb er a nd Build ing M ater ia l

D ea le r s A ssoc ia t io n wi ll b e h e ld a t th e Westin C row n Ce nter, Kan sas City, Mo., O c t. 9 -12. Sp ea ke rs wi ll incl ud e a uth o r Roger D awso n , NB C co rres po nd e nt Ke n Bod e and e mpl oyee t ra in e r Bill S ha rp

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever a s ked yourself - Am I Competitive? or Am I absolutely s ure I buy m y Buildin g Materials and Hardware right? Then you need C.B S.-Central Builder s Supplie s Company.

C.B . S. can take the guesswork out of buying. Since 1937, C.B.S . ha s been helping independent building material dealer s remain competitive with mammoth corporation chain s . Because C.B.S. is a dealer owned non-profit corporation , all di s count s, rebate s, daring s and adverti s ing funds are all passed directl y to the participating member s.

*

C .B .S . Offers You These Advantages

C. B .S . h as been nationall y re cog ni ze d a s " The Pla ce To Go To Buy Low " *

* A s yo u bu y more the co s t t o b e lo n g goes down- n o r up

*

*

*

C. B. S . h as an in-hou se Lumb e r D e p a rtm e nt

C. 8 . S . ha s a Gen e ral Buildin g M a t e ri a ls D e pt.

C.B. S. ha s a program with th e Blu e G rass T oo l Compan y

Centra l Build e rs S uppli es Co mpan y 215 Broadus Street

S turgis, Michigan 49091

Phone: (616) 651-1455

*

*

*

*

*

*

C. B. S. is dealer o wn e d

C. B .S. h as a s tate-o f- th e - a rt i n te rn al co mmu nica ti o n sys t e m with p a rti c ip a tin g m e mb e r s

C. B. S. R e bat es ar e p a id to th e m e m ber s in cas h

C. B .S h as an in-hou se Buildin g Spec ia lt ie s D ept.

C. B .S o perat es as a n o n - p rof i t co m pa n y

C. B .S. m e mb ers s h a r e in th e co s t to o p era t e

Headquarters for the A llied Buildin g C enter s

NEW LITERATURE

Put Out The Fire

The 4 -p '' D es ig n of Fire-Res isti ve E xpo sed Woo d Me mb e rs" is SO C fo r o ne co py or SOC eac h for 100 o r m o re fr o m N a ti o n a l Fo r es t Produ c ts Assoc iati o n, 1250 C o nn ec ti c ut Ave. N.W., Was hin g to n , D C. 2 00 3 6

Masonry Products

A c a ta log o f m aso nr y bit s , h o le saw s and m e tal c uttin g fluid s is free fro m Th e Re lto n C o rp ., by ca lling 1-800-423- 15 05.

Kitchen Catalog Kit

A kitc he n a nd ba th lit era tu re kit o f over 20 se parate prod uct catal ogs is $ 5 fro m Epi c, P.O. Box 411 36, Indi a na po li s , In ., 46244 or 1-80022 8-8995

Downhome Decoratives

A 4-p b ull e t i n of co untr y woo d acce nt e d gift wa re is free fro m Smithw oo d , In c. , 6 7 Min ot Ave , Auburn , M e 04 2 10

Finished With Tools

A 3 6 - p . c a ta log of ove r 500 h a nd -crafted fini s hin g too ls is fr ee fr o m K ra ft Too l C o. , 190 1 Wya nd o tte , Kan sas C ity, M o. 64 108.

Truss Training

In fo r ma ti o n o n a new t ru ss tra inin g p rog ram is free from E ngi nee red Tru ss Tra inin g , P.O. Box 727. Bryn Mawr. Pa. 923 18.

Cooktops

& Cookpots

" C oo kto ps and Coo kpo ts: Th e Co mpa tibility Sto ry,' ' a guid e to c hoos ing coo king ute ns il s fo r e l e ctri c coo kt o p s , i s fr ee w ith se l f a ddress ed , stampe d e nve lope , fro m Je nn -Air Co. , 3035 Sh ad e land , Indianapoli s, In . 4 62 26.

A Place for Everything

A 44 -p ca ta log o f modular ma teri a l h a ndlin g a nd storage e quipment is f ree fro m J arke C o rp ., 6333 W. How ard St. , il es , II. 60648

Measuring Hardwood

" A n Int rod u c ti o n t o th e Grad in g a n d Meas ure me nt of H a rd wood Lum be r " is ava ila bl e fr o m t he N a ti o n a l H a rd wood Lumb e r Assoc ia tion , P O Box 3451 8, M e mphi s, Tn 38 184.

Closet Door Reflections FOR PROMPT SERVICE

A ne w 12- p boo kl e t o n wa rd ro be mir ro r doors is free fro m Mo na rc h Mirro r Doo r C o., Inc P.O. Box 4 11 8, C h a tswo rth Ca 9 1313.

Bits On Bark

A ba r k p rod ucers direc to ry a nd p rodu ct ind ex i s free fro m Na ti o n a l Bark P ro du ce r s Assoc ia ti o n , 13542 U ni o n V ill age C ir c le, Clift o n , Va. 22024.

This Way Up

A 2 4 - p ca t a l og of l a dd e r s a nd r e l a t ed pro du c ts is fr ee fro m Pate nt Scaffo ldin g Co. , O ne Brid ge Pl aza, Fort Lee , N .J. 070 24.

Stick To It

A s pray a dh es iv e bro c hur e is fr ee fro m Ro hm & H aas C o., Ind e pend e nce M a ll Wes t , Phil ad e lphi a, Pa. 19 105

o n all Ne w Literature stories write directly to the name and address sh o wn in each item . Plea se me ntion that you saw it in Building Pro ducts Digest , Many thanks !

Particleboard Pamphlet

A broc hure o n pa rticl eboard capa biliti es and p rod uc ts is free fro m S wa in Indu stri es, In c., P O Box 306, Seymo ur, In. 4W4

Swing Sheet

A 6- p li g ht a n d heavy-d ut y sw in g d oo r broc hu re is free fro m Ke ll ey Co In c. , P.O Box 09993. M ilwa uk ee , Wi. 5 32 0 9.

Floor Doctor 's Guide

"

Fastening Line

A ca talog o f fas te ning too ls a nd accesso ri es is free from Bost it c h , Eas t Gree nw ic h , R I. 028 18

i.Se Habla Espanol?

S pa ni s h la ng uage g uid es to press ure treated so uth e rn pin e a nd pro per lumb e r s to rage a re free fro m So uth e rn Fo res t P ro du c ts Assoc iat io n , P.O. Box 524 68 , New Orl ea ns, La. iU l5 2.

Insert A

A 12- p se l f- ta ppin g, se l f- Joc kin g i nse rt s ca ta log is free fr o m G roov- P i n Corp. , 11 2 5 He nd r ic ks Ca use way. Rid ge fi e ld N.J 076 5 7.

Perfect Fittings

A 12 -p ca ta log o f d eco ra ti ve fa uce ts is $ 1 fro m C hi cago F a uce t C o., 2100 S . Nu c lea r D r., Des Pl a in es, II . 600 18.

Classified Advertising

HELP WANTED

LOCAL MA1'1UFACTURER needs se lf sta rter to se ll lumber a nd rel a ted products in the Gu lf Coas t area. Salary comme ns urate with abi lit y. All re pli es confide ntial. Repl y Box 66 c l o Buildin g Products Digest.

FOR SALE

REPRINTS of ha rdwood articles from The Mercha nt Magazine. Excell e nt fo r reference o r training. Domestic Hard woods. $ 12: Southe as t As ian Hardwoods. $7: South American H ardwoods. $6 : all three. $ 19. Send yo ur check today includ in g name and address to Ha rd wood Reprints c/o The Merchant Magazi ne 4500 Cam pu s Dr suite 480. Newport Beach. Ca. 92660.

REPRINTS of Buildin g Prod ucts Digest artic l es to u se as promotion pieces to increase yo ur marketi ng r es ult s are avai l able from Building Products Di ges t , 4500 Campus Dr. , Suite 480, New po rt Beach , Ca. 92660. Ca ll

(7 14) 852-1990

This space contributed as a public service

THIS YEAR PUT ANENDTO YOUR DEADLY HA Bit Great American Smokeout

Twenty-five (25) words for $ 19. Each addi ti ona l word 65¢. Phone num ber co unt s as one word. Address co unt s as six wo rds. Head lin es a nd ce ntered copy ea. lin e: $5. Box num bers and specia l borders: $5 ea. Co l. inc h rate: $40 camera ready, $45 if we se t the type Names of adve rt isers using a box number can no t be re leased. Address replies to box number shown in ad in care of Build ing Prod u cts Digest , 4500 Cam pus Dr

BUSINESS OPPORTUNITIE

CENTRAL CALIFORNIA GOLDM I NE

Two loca ti o ns or o ne. Both a re a n opportunity. # I $ 1,500,000 sa les , gross profit $600,000. #2 $800,000 sa les, gross profi t $360,000. 13 year o ld com pa ny, aggressive , competitive with marketing program that produ ces. Wood fe nce , chainlink , wrought iro n , patios and redwood decks. All in sta lled or ma terial only. See it to believe it. R.J Moser, Rebe l Lumber & Fence, P.O Box 56, Visalia , Ca. 9329 1. No phone ca ll s pl ease

FOR SALE / LEASE. M e ta l product s manufacturing faci li ty, includes equipment, office, warehouse. Grea te r Char lotte , N .C. area. Write Box 64 , c /o Building P rod uc ts Di ges t.

DISTRIBUTORS of furnit ure wan ted. New, fin e wood desk /chair/table ma nufacturer seeks na ti o na l distribution. In ves t in th e best. Write Box 65, c l o Buildin g Products Di gest.

•

MIKE OWEN & ASSOCIATES

EXECUTIVE SEAR C H for lumber and buildin g produ cts indu stry o nl y. Ret a il. who lesale mfg. nationwide. In quiries /resumes in co nfi dence. 60 years combi ned experience/co nt acts. P.O Box 401663. Dallas. T x. 75240. (214 ) 248-6010.

Swimmers Are Good Customers

Home centers which carry swimming pool and spa supplies are attracting affluent consumers with a wide variety of interests , many of them on the upsca le side.

Pool owners live in houses with median values of$ll9,725 and have median a nn ual incomes of$47,677, according to a survey conducted by Poolife magazine T hey also purchase barbecue equipment, o utdoor furniture and power lawn mowers among other products.

Real Wood Panel Pushers

A merchandising kit to help retailers promote sales of real wood interior paneling is now available from the Western Wood Products Association

Items the retailer can use to build interest in real wood paneling as well as to help homeowners and do-it-yourselfers carry their pa neling projects to completion , ad s l icks, clip art for preparing news paper ads and direct mail , and radio announcements are incl uded in the comprehensive kit.

Three plan sheets provide do - it-yourself information in addition to a 20-page book with easy-to-follow instructions and illustrations covering installation of paneling , styles of wood paneling , finishing work , and moulding and trim . A 16-page book covers the basic elements of design (co lor, texture and pattern) and provides information on finishes , including sealers , primers , paints and glazes, as well as transparent finishes such as lacquer, varnish , wax and oil . Another booklet shows outlines of the various paneling patterns available with act ual dimensions

The Real Wood Interiors Merchandising Kit is available from Dept. RWIK , Western Wood Products Association, 1500 Yeon Building , Portland , Or. 97204.

HARDWOOD FLOOR manufacturing plants in Nashville, Tn ., Jackson , Tn ., and Center, Tx ., were destinations on atour co-sponsored by Bruce Hardwood Floors and Virginia Hardwood, Monrovia , Ca Mike Kearins, Bruce v p , sales , and Tommy Maxwell , Bruce director of contract sa les (4th and 5th , far right front) were hosts.

Summit House : Just The Start

Th e o pe nin g of th e To kyo woo d de m o building Summit H ouse marks th e start of a three yea r prom o ti o n p rogra m of U.S . woo d p ro du c t s in Jap a n .

The $ 1.95 milli o n prog ram app roved by th e U. S A g ri c ultur e D e partm e nt is inte nd e d to co unt e r un fai r t ra d e p rac ti ces s uc h as hi g h t a ri ffs fo r p rocessed wood produ c t s a nd r es tri c ti ve p ro du c t standard s

Summit H o u se , a three story showcase of mod e m ma te ri als a nd tec hniqu es co mpleted in 83 da ys , was v i ewe d by 2 5 0 g u es t s in c lud i n g J a p a n ese ca bin e t mini s t e r s a nd se ni or U. S gove rnm e nt offici a l s a t it s M ay 10 o penin g.

William T. Robi so n , pre s id e nt of th e Ameri can Pl y wood Assoc iati o n , which is coo rdin a tin g th e dri ve o n beh alf of th e indu s tr y, sa id , " Th e Summit H o u se i n Tokyo will be th e foca l point of th e ne w promoti o n We loo k fo r wa rd to wo rkin g w ith th e Wes te rn Woo d P rodu cts Assoc ia ti o n a nd o th e rs in a thr ee yea r co nce ntrate d pro gra m a im e d a t b as ic Ja p a nese co nstru c ti o n m a rke ts .' '

Th e ex pa nd ed ass ista nce p rogram permit s th e APA t o r e ta in U .S. -train e d a rc hit ec t Ri c h a rd R Sk o ri c k , p ro j ec t

Handtool Debate

( Co ntinu e d f rom page 12 )

a ls, Cl a re m o re , Ok , says th a t th ey make a s p e ci a l bu y in fo r e ig n too l s o n ce in a w hile , but always have probl e m s w ith th e low qu a l it y a nd n o r eco ur se w he n th ey d o. " Th e pric e is co mpetiti ve a nd ri g ht ," he says, '' but th e poo r qual ity ofte n offsets th ese ad va ntages .''

H o m e Qu ar t e r s Wa r e h o u se ca rri es b o th d o m es ti c a nd hi g h e nd imp o rt e d h a nd t oo l s in th e ir s t o r es in Vi rg ini a Be a c h a nd H a mpt o n , Va ., C ol umbi a, S.C. , a nd Ta llah assee , Fl Th ey r e p o rt th e re's no quality p ro bl e m s with imports , a lth o ug h th e d o mes ti c too ls o n th e w ho le a re p ro ba bl y hi g her qu a lit y

Th e ir c us to m e rs lik e th e pri ce adva ntage of th e imports . " So me brand s of fo re ig n too ls, " a spo kes m a n add ed , " e qu a l th e d o m es ti c in qu a lit y.''

Cl a ud e S c h e ll , ass i s t a nt m a n age r , Ro per Bro s., Col o nial H e ig hts , Va., says th a t th ey se ll o nly A m e ri ca n m a de too ls becau se " bas ic all y, it 's ni ce to kn ow yo u have so meone b e hind th e m ( th e produ c t ).' ' He so ld import e d too l s i n a prev iou s pos ition a nd ha s th e impress io n

direc to r of Summit H o u se, to re pr ese nt th e U S indu s tr y in Ja p a n d u ri n g th e three yea r pe ri o d

Th e buildin g it se lf w ill se r ve as a s it e for se min a rs, wo rk sho ps a nd t ra in ing o n U.S. wood sys te ms a nd m ate r ials over the nex t three yea rs, a ft e r whi c h it w ill be d ona te d to th e peo pl e of Jap a n fo r use as a c ultu ra l a nd c hildre n 's recrea ti o n ce nte r.

T h e upd a t e d , com pl e t e l is t of U.S d o n o r s to Summit H o u se in c lud es Bi g Vall ey Lumb e r Co.; B oise Casca d e C o rp . ; Bru ce H a rd wood Fl oo rs; Chi ckasaw Willi a m s burg S t r ip ; DAW Forest Produ c ts C o ; Di a m o nd C a bin e ts ; E lje r Plumbin g Wa r e; Eva n s P ro du c t s C o .; G eo rg ia- Pac ifi c C o rp .; Gil es & Ke nd a ll In c. ; H a ne l Lumb e r C o , In c ; H owa rd M a nu fac turing C o. ; Id a ho Fo res t Indu st r ies; L o ui s ian a -Pacifi c C or p ; M a r v in Wind ows; M aywoo d In c . ; Mc Fa r la n d C asca d e; Mi c hi ga n- C a l ifo rni a Lu m ber Co.; O ste rmann & Sc he iwe, USA , In c.; Plumcreek Timb e r Co. , In c .; Po p e & Tal bo t , In c.; Po tl atc h Co rp .; P reway, In c.; Si m p so n D oor Co ; S unl a nd H o me bu ilt Poo l S ys te m s; Tru s Joi st Cor p .; Vaage n B ro th e rs Lumb e r, In c. ; Weyer h ae u se r C o.; Whirlp oo l Co rp ., a nd W illa m e tt e Indu s tri es , In c., in a ddit io n t o ma n y Ja pa nese co ntribu to rs

TWO SPECIALLY DESIGNED NAILS FOR •Log Homes

• Landscape Timbers

• Wherever sturdy spikes are required

2iJz4a4®

HOT-DIPPED GALVANIZED SLENDER SHANK (Gutter Spikes )

th a t th ey a r e in fe ri o r t o th e A m e ri ca n ma de o nes

D e nn y Ro be rt so n , mgr. , Bai ley Lumbe r & H o m e C e nter, Gulfp o rt , M s , se ll s o nl y A mer ican ma de ha ndt oo ls alth o ug h he has so me Ma kita powe r too ls. " Al ways b o u g ht Am e ri ca n m a d e, n eve r l ooked into th e fo re ign stu ff,'' he co mm e nt s Ly le Mu e ll e r, s tore m a n ager, C a u seway Lumb e r C o ., Boca Ra to n , Fl. , says th ey se ll ve r y few imp o r ted too ls , a b o ut 5 -7 %, beca use th e co mp any lea ns towa rds A m e ri ca n m ad e p ro du cts . H e pe rso nally thinks " th e c hea p pri ces a nd c hea p qu ality of imp o rted too ls have hurt th e in d ustr y b eca u se Am e r ica n m a nu fact ur ers have cheape ned th e ir prod ucts to mee t th e pri ce co mpe titi o n .' '

Pay less C as hways stocks so m e impo rted ha nd too ls, but th ey a re a small pe rce nt age of th e ove r a ll SK U s in th e s t ore . Wh e th e r th e produ c t is d o m es ti c o r impo rte d , it is c ho se n ca refull y beca use "we be li eve in eve r y pro du ct o n o ur she lves ," B a rb ara Re mku s , m a n ager of ex te rn a l co mmuni ca tion s a t co rp ora te offices in Kan sas City, M o., e mph as izes.

Mc Coy ' s Building Suppl y C e nters , San M a rcos, Tx , sto ck s o nl y d o mes ti c too l s in it s 68 s tor es The y've ca rri e d n o imp o rt s fo r th e p as t

STEEL (Not Zinc-Coated)

Obituaries

Pamela Chaffin, a secretary and bookkeeper at Foxworth Galbraith Lumber Co., Winnisboro , Tx . , died in a plane crash atop a western Arkansas mountain on June 28, 1986. She was 40

A native of Ennis , Tx ., she had worked for Foxworth Galbraith for two years. Her husband , who piloted the single-engine Cessna aircraft, his mother and stepfather were also killed Mrs . Chaffin is survived by her son and daughter.

Housewares Exposition Refund

The Board of Directors of the National Housewares Manufacturers As soc ia tion voted a 7 % refund of exhibit fees to all exhibitors in the April , 1986 , NHMA International Housewares Exposition. This action was taken at th e rece nt annual

Loss Prevention Conference

Th e fifth annual Los s Prevention Conference will be held in Orlando, Fl. , March 18-20, 1987, at the Embassy Suites Hotel.

Among those developing the pro gram are Bert B. Rogers, Wickes Co s.; Ralph P. Huston , Sutherland Lumber Co.; John D.

Impulse Buying Is Increasing

While d-i-y purchases in the hom e center and purchases in the s upermark e t may see m to be worlds apart, they are in reality s imilar Shoppers often enter both s tores with specific list s of items to be bou g ht a nd leave with carts full of unplann e d purchases .

Findings of the Point of Purcha se Advertising Institute on supermarket consumer buying habits apply equally well to both supermarket and home center

Oscar W. "Andy" Anderson, a sales rep for Cameron Whole sa le Co. , Fort Worth , Tx. , died after a he a rt attack on July 2, 1986, in Fort Worth. He was 67

A native of Kennard , Ne ., Mr. Anderson moved to Fort Worth in 1944 He began his lumber career there at Castleberry Lumber Co ., and later became regional manager of severa l retail outlets in the Metroplex area He retired in 1980. He joined Cameron in 1984.

He was a past pre s id e nt of Lumbermen ' s Association of Texa s and Fort Worth Lumbermen 's Association.

Mr. Anderson i s s urvived by his widow, Julia, one so n , one brother, one s ister, and two grandchildren .

John J. O'Neill, owner and president of Red Roo ster Lumber Co. , Fort Worth , Tx ., died following a stroke on July 12 , 1986, in Fort Worth. He was 66

Born in Berkeley, Ca., Mr. O ' Neill worked for seve ral companies including Sabin e Lumber Co., Fort Worth , before founding Red Rooster in 1952

He wa s a past president of the Lumbermen's Assoc iation of Texas, a past presid e nt and '' Lumberman of the Year' ' of the Fort Wo rth Lumbermen 's As soc iation , and a Fort Worth city councilman from 1971 to 1977

Mr. O ' Neill is survived by his widow, Pat , one s ister, three daughters , one son, and five gra ndchildren

meeting and continues the long established practice of th e association

To date, more than $7 8 million ha s been refunded Th e hou sewa res industry remains the only indu s try worldwide which operates it s own trad e s how on a not-for-profit ba s is.

Virginia B lue Law Challenge

A hearing on the Virginia blue law has been sc he duled by the Virginia Supreme Court for some time this fall. John W Hec hin ger Jr. president and chief executiv e of H ec hinger Co. , one of th e challengers of th e law, has estimated that Hechin ge r 's Virg inia Beach Store alone lo ses $1.4 million a year because of mandatory Sunday closings.

Phillips , Wicke s Cos. ; Theron V. Wasso n , The Home De pot ; Richard Wright , Forest City Enterprises , Inc. ; Ron Simmons , Handyman ; Anthony Simone , Wolohan Lumber Co .; Frederic W. Hirchert , Payle ss Cashway, Inc .; Robert C. Vereen , Home Center In stitute.

merchants. The study found 81 % of all purchases are a result of an in-store decision. The study also s howed that only 19 .3 % of purchases were s pecifically planned , indicating that le ss than a fifth of all shoppers stick to their li s ts.

Impulse purch ases are on the ri se with s pecifically plann ed purcha ses down nearly 50 % from th e 1977 s tudy. Unplanned purcha ses accounted for 60.4 % of all purchase s in the late st study Substitute purchases jumped from 3 % in 1977 to 5 % in the recent pilot s tudy.

Building Products Sales Up

Fir st quarter sales of a broad sample of building products advanced 5 % over th e yea r -ago period , but with cos t s ri s in g while prices remained s tead y, profit s were squeezed 4 % below 1985 's first quarter level

" Competitive pressure from lowerpriced imports was the main reason for

s hrinking first qu ar te r profit margins ,'' sa id George A Christie , v ice pre si dent and chief economist for th e Con struction Information unit , Mc Graw-Hill Information Systems Co

Best results in 1986 's fir st quarter were achieved by coatings (profits up 55 % ) , gypsum (up 23 %), plumbing products (up 19 3), and electrical products (up 10 %).